Williams Air Solutions

Price Book Builder

Build a flat-rate price from your actual costs and target margin — and see why markup and margin are not the same thing.

Job Details

Optional label for your records. Name the repair or service so you can reference this price later.

Labor

hrs
How long the job takes a tech from arrival to completion, including setup and cleanup. Use your average, not best case.
$ /hr
True cost per billable hour including taxes and benefits. Calculate it first if you do not know this number.

Materials

$
What you pay your supplier for the parts, not what you charge the customer. The markup is applied automatically based on the category below.
Sets the default material markup. Small parts like capacitors get higher markups. Major equipment like condensers gets lower markups.

Overhead

$ /hr
Overhead rate is your total annual overhead divided by total annual billable hours. It represents how much overhead each billable hour needs to recover. Typical range is $30 to $80/hr. Use the Break-Even Calculator to find yours.

Pricing

Margin is what percentage of the final price is profit. A 50% margin on a $400 price means $200 is profit. Markup is what percentage you add on top of cost. A 50% markup on $200 cost gives a $300 price, which is only 33% margin. These are not the same thing, and confusing them is one of the most common pricing errors in the industry.
%
Service and repair work typically targets 55–65% margin. Installs typically target 40–50%.

Enter labor hours, loaded rate, material cost, and overhead rate to build a flat-rate price.

What to do with this price
  1. Enter it in your field service software. This is the flat-rate price for this job. Put it in your price book so techs quote it consistently instead of guessing on site.
  2. Different jobs need different margins. Service and repair work should target 55–65% because the labor hours are short and tech expertise is the value. Installs target 40–50% because the equipment cost is higher and margins are thinner. Do not use one margin for everything.
  3. Compare to competitor flat rates. If your calculated price is significantly higher than published flat rates for the same job, check your loaded rate and overhead rate inputs. If they are correct, the competitor may be underpricing.
  4. Reprice quarterly. Material costs change, labor rates change, and overhead shifts seasonally. Run this calculator at least every quarter and after any significant cost change.

These calculations use industry benchmarks from ServiceTitan, Oryx-Horn, ACCA, FieldCamp, and IMA/Horngren-Datar-Rajan cost accounting frameworks. They are estimates for planning purposes. Consult your accountant for business-critical decisions.

Related Topics

Pricing & Cost Accounting Loaded Labor Rate Calculator Break-Even Calculator
Sources (5)
  • IMA/Horngren-Datar-Rajan — cost accounting: markup vs margin distinction
  • ServiceTitan, Oryx-Horn — service/repair margin benchmarks (55–65%)
  • ACCA — maintenance margin benchmarks (50–60%)
  • FieldCamp — flat-rate pricing, 2026 benchmark job prices
  • BDR — install margin benchmarks (40–50%)