Couldn't agree more—top-line revenue looks great on paper, but it doesn't mean much if you're just running yourself ragged to make it.
Here are the main ones that give the clearest picture without getting buried in data:
- Effective Hourly Production Rate (Job Price ÷ On-Site Hours): A big ticket looks great until a job takes twice as long as estimated. Tracking actual site hours vs. estimated hours shows which services are paying $150+/hr and which ones pull you down to $50/hr.
- Close Rate by Service Line: An overall close rate hides the leaks. Breaking it down shows if basic jobs close automatically while higher-margin add-ons are getting passed on.
- Drive Time vs. On-Site Time: Non-billable windshield time eats profits fast. Tracking transit hours helps spot when it’s time to tighten your service radius or batch routes better.
- Callback / Re-Work Rate: High revenue means nothing if you’re burning fuel and unpaid hours going back to fix small details.
- Average Ticket Size & Upsell Rate: Shows whether add-ons are actually landing or if clients are just taking the bare minimum base price.
At the end of the day, tracking Effective Hourly Rate and Drive Time usually gives the fastest wins for adjusting pricing and tightening schedules.
