Performance Based Pay

Wednesday, October 18

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 Elekes
Gary Elekes
President, EPC Training
Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts. In 2000, Gary moved into entrepreneurship and started his training and consulting business EPC. Today, EPC continues to support growth oriented businesses aspiring to reach 20% EBIT. He also designed the very first web based learning platform for the residential contracting industry, which acts as a support system for training and learning in HVAC and plumbing trades, and has over 5,000 subscribers.

In 2003, Gary began acquiring contracting firms with a focus on developing turn-around opportunities. He also opened and operated several start-up businesses. In 2010, he added web design/SEO and online marketing to his company portfolio starting Imarket Solutions as a co-founder. Gary graduated from Ohio State University with a BSBA and also holds a Master's Degree in Business and Finance.
Speaker Long
Weldon Long
New York Times Best Selling Author & Contracting Business Expert
Weldon Long is a successful entrepreneur, sales expert and author of the NY Times bestseller, The Power of Consistency – Prosperity Mindset Training for Sales and Business Professionals (Wiley). In 2003, he walked out of a homeless shelter and built an Inc. 5000 company generating cumulative sales of over $20,000,000 within just 60 months. In 2009, his company was selected as one of Inc. Magazines Fastest Growing Private Companies in America.

Today, Weldon Long is one of the nation's most powerful speakers and a driven motivator who teaches others the Sales and Prosperity Mindset philosophies that catapulted him from desperation and poverty to a life of wealth and prosperity. Weldon has been featured on numerous national and regional television programs, including Fox News Network, First Business Network and Chicago's own WGN.

Mr. Long has successfully used his signature program, The Power of Consistency, to help hundreds of companies and thousands of sales professionals radically improve their sales results. Weldon holds a Bachelor's Degree and an MBA in Management.