You sold thirty-six visits at a price set in a sales meeting

What’s inside

• What a maintenance visit actually costs

  Technician time, drive time, truck, consumables and office time added up per visit, before any agreement price is set.

• Pricing the agreement visit by visit

  The annual price built from the number and type of visits, with a margin that survives the visits that run long.

• What the agreement includes, in writing

  Tasks, visit frequency, parts included and excluded, and response commitments stated plainly.

• Scheduling a year of visits

  Spreading agreement visits across the calendar so they fill slow weeks rather than collide with the busy season.

• Measuring agreement profitability

  Revenue, cost and margin per agreement tracked by customer, so unprofitable agreements are found before renewal.

• Selling agreements honestly

  Presenting what an agreement does and does not do, without promising it prevents every breakdown.

The measure it works from

Measure

Margin per agreement per year

Which means

What an agreement brought in over its year, less the technician time, drive time, parts, consumables, covered repairs and office time it actually used.

Compared against

The agreement price set on the day it was sold.

Every figure in the document is illustrative, produced by one internally consistent model, and the document says so on its own cover.

The PM Agreement