Performance Based Pay

Tuesday October 1 - Wednesday, October 2

Virtual Event


1:00 PM – 4:00 PM EASTERN (10:00 AM – 1:00 PM PACIFIC)

Performance Based Pay

Many HVAC contractors are faced with the challenge of balancing productivity gains with controlling labor costs. Performance-based pay is a compensation system that allows you to do both. Many field and staff level employees feel anxiety when the term “performance-based pay” is mentioned. However, if properly implemented, it rewards to an EVEN greater degree those who are good at their jobs, pays the average person virtually the same as they always made as someone who performs average at their craft, and clearly reduces pay for those who are below average.

This course will outline strategies on how this type of system can be a win for both the owners/operators of companies and the employees. We will also demonstrate examples and have conversations on how to overcome objections from your team, while creating overall company buy-in through team goals and productivity objectives — and aligning rewards when those goals are met.

The ultimate goal of the course is to show the dealer how performance-based pay (aka productivity pay) can improve employee morale and increase employee pay, while at the same time growing both revenues and profits for the company.

Topics Covered:

  • Understanding the structure of performance-based pay – what exactly is productivity pay?
  • Why should your company implement performance-based pay?
  • Pay plans – examples and discussions
  • A step-by-step guide to implement productivity pay
  • Dealing with culture change – and creating buy-in
  • Training all employees – accounting and how to implement a new plan
  • Accounting practices
  • Compliance with labor laws – overtime and more


Speaker Leichter
James R. Leichter
President & CEO, Aptora Corporation, Mr. HVAC LLC, RA Tax and Accounting Inc.
James is a successful entrepreneur and master mechanic whose accomplishments include being the founder of, the CEO and founder of Aptora, the President of RA Tax and Accounting and a partner with ProAmerican Investments.

James' company is a website dedicated to improving the lives of contractors. It includes industry articles, specialized HVAC calculators, forms, templates and one of the most extensive operations manuals in the country. As the founder of Aptora corporation, he has created some of the most popular software programs in the service industry including Flat Rate Plus and Total Office Manager.

James is well known for his burning passion to help contractors and it shows in his unique speaking style. He has hosted management workshops all around the United States and has conducted onsite consulting since 1996 with hundreds of contractors.

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