Home-Service Profit and Performance Toolkit
Last updated:
The Home-Service Profit and Performance Toolkit is a set of owner's tools: Kerry's Business Growth Playbook, a Growth Roadmap from $1 million to $3 million, a Daily Huddle Guide, planning pages for the day and the week, and a short guide to indoor air quality. It is built for independent HVAC and plumbing companies across the United States and Canada.
It is the least glamorous thing in the BGS Strategies line and the one that tends to change an owner's week fastest, because it answers questions they have been carrying around unanswered for years.
Live every Thursday, 11 AM to noon Central. Register and get the book free.
01 / The problem
Revenue Is Up. Is Profit?
Kerry's most requested talk for contractor audiences is a question rather than a title: why am I doing more revenue but making less money?
It lands every time, because most owners have lived it. The trucks are busy. The phone is ringing. Revenue is the highest it has ever been. And the bank balance does not reflect any of it, so the owner works harder, sells more, and ends the year in the same place with more staff and more stress.
Read moreShow less
Revenue growth does not automatically create profit growth. In between the two sit labor inefficiency, discounting, material costs, callbacks, drive time and weak job costing, and each one quietly takes its share before anything reaches you. None of them announces itself. They show up as a feeling that the money should be there and is not.
You cannot fix what you do not measure, and most owners are not avoiding the numbers. They simply never had the tools, and a general accounting package will not hand them over.
02 / What is inside
What Is in the Toolkit, and What Each Piece Answers
The Business Growth Playbook
The Business Growth Playbook answers the first question: where does this company actually stand, and what should be fixed first? Its subtitle is From Honest Evaluation to Scalable Success, and it runs in four parts. Honest evaluation, starting with a growth scorecard that rates leadership, sales and marketing, operations and systems, finance, and culture and team. Prioritization, with a growth priority matrix that sorts ideas into quick wins, strategic investments, fill-ins and distractions, and a way to choose your top three. Action planning, from a ninety-day plan to a one-year plan and a three-year vision, with a simple framework for what to eliminate, automate, delegate and elevate. And accountability, because owners drift without it. It closes with ten working tools, among them a ninety-day action plan template, an accountability tracking sheet, a thirty-minute weekly pulse check agenda, a customer journey worksheet, an idea parking lot and an audit of where the owner's own time goes.
The Growth Roadmap
The Growth Roadmap answers the second: what does the road from $1 million to $3 million look like? Seven growth pillars, from knowing the numbers and protecting profit before chasing revenue to building the membership engine, a small leadership team, the recruiting and training machine and a predictable lead engine. Then four phases over roughly thirty months: get control, build the machine, add capacity, and build the $3 million company.
The Daily Huddle Guide
The Daily Huddle Guide answers the third: what does the team need to hear every morning? A fifteen-minute huddle in six parts, yesterday's scoreboard, today's capacity, sales opportunities, customer experience, operations and inventory, and the focus of the day, with an end-of-day accountability check and additions for Monday, Wednesday and Friday.
The planning pages
The planning pages answer the fourth: what does this week have to produce? A daily planning page, a Weekly Command Center, a Weekly Review and a Leadership and Accountability page with the week's top three priorities, one person to coach, and a customer experience check.
Healthy Air, Healthy Lives
Healthy Air, Healthy Lives is the odd one out and worth having: a short guide to indoor air quality in preschools, schools and senior living facilities, for the company that serves them.
With the toolkit, a buyer receives eight working tools for the office team and for pricing:
- 25 ServiceTitan tasks for the office team
- The Blue Collar incoming call script
- The inbound call booking guide
- CSR KPIs and the call booking script
- The Blue Collar service pricing tool
- The Blue Collar service pricing and margin review tool
- The Blue Collar replacement pricing tool, for gross margin
- The true breakeven monthly calculator
This toolkit covers where the company stands, what to fix first, and how the day and the week are run. It does not do your bookkeeping, file anything, or replace your accounting software.
03 / Use it this week
Built to Be Run, Not Read
The pieces work on three clocks, which is why they belong together.
Every morning
The Daily Huddle Guide and the daily planning page run every morning. Fifteen minutes with the team, a few minutes with the page, and the day starts from a scoreboard rather than from whoever shouts first.
Once a week
The Weekly Command Center, the Weekly Review and the Leadership and Accountability page run once a week. They are where the week's priorities get named, the slipped items get caught, and somebody on the team gets coached on purpose.
The long clock
The Business Growth Playbook and the Growth Roadmap are the long clock. You work through them properly once, then come back every ninety days, because a plan that is never reread is a wish.
04 / In practice
What an Owner Actually Does With Them
Start with the Growth Playbook's scorecard and priority matrix. They are a sitting-down job, and they decide which of everything else matters first.
Then put the huddle in. It is the cheapest change in the toolkit and the one your team notices the next morning. Kerry's own standards give the scoreboard somewhere to aim: overhead below 40 percent of total revenue, and a maintenance agreement presented on every single call with half of those callers signing up.
Read moreShow less
The weekly pages keep it honest, and the Roadmap is where you check, every quarter, whether the company is still on the road it planned. If you want the fuller version of the measurement argument, read which numbers to watch.
The U.S. Small Business Administration publishes solid general guidance on managing small business finances, and the Internal Revenue Service sets out what you are obliged to keep. Neither one tells you what your team should hear at seven o'clock on a Monday. That is what these tools are for.
05 / Who it is for
Who Buys It and Who Else Should See It
You buy it, and you keep the Growth Playbook and the Roadmap. Deciding what to fix first and where the company is going is an owner's job, and handing it off is how a plan quietly drifts.
The rest travels. The huddle guide goes to whoever runs the morning, usually the service manager, and the planning pages go to anyone who leads people, which is also how a manager stops relying on gut feel about their team. Labor is the largest controllable cost in this business, and the U.S. Bureau of Labor Statistics tracks a trade where skilled technicians are in demand and paid accordingly, so knowing which of yours are producing is not a luxury.
06 / Pairs with
Where the Toolkit Sits Beside Coaching and Systems
The toolkit shows you the numbers. It does not change them on its own.
Systems and Tools for Growth is the engagement where BGS installs this kind of measurement properly, including pricing discipline, daily capacity planning and leadership dashboards. Coaching for Results is Kerry working with you and your leadership team on what the numbers turn out to be telling you.
Read moreShow less
On the product side, the CSR Master Playbook and the CHOICE Service Call Playbook change what the numbers do, and the Elite HVAC Service Manager System is for the person who should be running the huddle day to day. The whole line is on the Products page.
-
Playbook
CSR Master Playbook
For the person answering your phone.
-
Playbook
CHOICE Service Call Playbook
For your technicians, on the call.
-
Playbook
CHOOSE2 Replacement Sales Playbook
For the people who ask for the order.
-
Operating system
Elite HVAC Service Manager System
The premium training, for the person who runs your service department.
07 / Questions
Frequently Asked Questions: Profit and Performance Toolkit
Do I need an accountant to use this?
No. Nothing in the toolkit is bookkeeping. The Growth Playbook and the Roadmap are written for an owner deciding what to fix first, and the huddle guide and planning pages are for running the day and the week. If your accountant wants to go through your numbers with you afterwards, that conversation usually goes better.
Does this replace my accounting software?
No. Your accounting software records what already happened. These tools help you decide what to fix first, run the day and the week, and plan the next stage of growth. They sit alongside the software and answer questions it was never built to answer.
What exactly is in the Profit and Performance Toolkit?
The Business Growth Playbook with its ten working tools, a Growth Roadmap from $1 million to $3 million, a fifteen-minute Daily Huddle Guide, four planning pages for the day and the week, a short guide to indoor air quality, and eight working tools for the office team and for pricing, from 25 ServiceTitan tasks and the call scripts to three pricing tools and a true breakeven monthly calculator.
How much does BGS Strategies cost?
The business assessment is free, and Level 1 of the Skool community is free. It contains the 7 Step Method, and the community on Skool is free to join. There is no trial period and no card required.
To get the full set of the 7 Step Tools, serious clients move to Level 2 membership on Skool at $295 a month. If you want to fast-track your growth and success, sign up for the 90-Day Plan at $7,500. To learn more, register for the $100,000 Conversation webinar.
Can my office manager or service manager use these?
Yes. The huddle guide and the planning pages are built to be handed over, while the Growth Playbook and the Roadmap stay with the owner. Deciding what to fix first is an owner's decision. Running the day is a manager's work, and the huddle is what lets them run it with a scoreboard in front of them.
How is this different from coaching?
The toolkit is something you use on your own. Coaching for Results is Kerry inside your company, working with you and your leadership team on what the numbers mean and what to do about them. Owners often work through the toolkit first and arrive at coaching with real questions.
Ask About the Profit and Performance Toolkit
Ask about this product and say you are asking about the Home-Service Profit and Performance Toolkit. Kerry will come back to you with what it costs, what you receive and which piece to start with.
- Book the $100K Conversation.
-
Take the Business Assessment.
For owners still working out where the problem is.
Call BGS Strategies on 940-441-3231 or email support@bgsstrategies.com. The office is open Monday to Friday, 7 AM to 4 PM Central, and calls before 10 AM usually reach voicemail because Kerry is coaching. BGS Strategies works with home-service companies across the United States and Canada from its home base in Lantana, Texas.