Should my HVAC company offer maintenance plans, and what should I charge for them?
Yes. A common structure is $15–$25 a month for two tune-ups a year (cooling in spring, heating in autumn), priority scheduling and 10–15% off repairs. At $20 a month, 144 members out of a 1,200-customer list is $34,560 a year, against roughly $23,040 in visit costs, and the visits land in shoulder months when technicians would otherwise be quiet.
About $18,400 a year in contribution and repair work, before counting a single replacement system sold to a member.
The plan’s direct margin is modest on purpose. Two visits at about $80 each in technician time and truck cost is $160 a year against $240 billed. The real return is what the visits produce: equipment problems found early, repair work booked on the spot, and the replacement conversation happening with you rather than with whoever the customer finds online when the system fails.
Timing is what makes the arithmetic better than it looks. Tune-ups can be scheduled in spring and autumn, the months when an HVAC company typically has spare technician hours. If those hours were going to be paid anyway, most of the $160 cost per member is not a new cost at all.
Take-up of 10–15% on a warm list of past customers is a reasonable planning assumption; offering the plan at the end of a completed repair or install converts better than a cold email campaign. Bill it monthly on a card so it renews without a decision each year.
Keep the discount on repairs rather than on the plan itself. A 15% repair discount costs you only when the customer spends money with you, while a cheaper plan price costs you on every member every month.
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Figures are typical ranges for small businesses in the UK, US and Canada, given so you can check them against your own books rather than take them on trust. They are arithmetic on stated assumptions, not a forecast, and not financial advice.