Example Income Statements

(Showing the Value of Selling Accessories)

Typical Replacement

With Accessory

(Without Accessory)

(Priced at Equipt. Margin)

Sales
Direct Costs
Labor
Material
Equipment
Total Direct Costs

$0 100%

$0 100%

$0

60%

$0

60%

Gross Margin (GM)

$0

40%

$0

40%

Overhead (OH)

$0

35%

#DIV/0!

Net Profit Before Taxes

$0

5%

#DIV/0!

Add Commissions to Equipt. Cost.

Typical HVAC
Dealer

Informed Dealer
After Learning To Sell Accessories
With:
#DIV/0! Of Replacement Jobs

Accessories Included -

No

Yes

Number of Jobs Per Year :

Net Profit Per Job:

*
$0

#DIV/0!

Total Annual Profit:

$0

#DIV/0!

No

Total Jobs

0
$0

$0

Accessory Commissions:
Effects on:

* Dealer Inputs

Employee Morale? Marketing? Referrals? Warranty Work? Employee Turnover?

Ability to Hire the Best People? Owner's Motivation? Company Culture?