Slow months can wreck your margins if you’re not ready for them. February, March, April, September. They sneak up fast. But the companies that stay profitable during those months have already stacked the deck.
They use service agreements.
We’re talking about 100 memberships that actually mean something. Not just a line on your website, but a real plan that fills your schedule, keeps your techs working, and saves you from last-minute discount ads when the phone stops ringing.
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Here’s how we structure it.
Front-load your slow months
If you’ve got 100 service agreements, don’t spread them out evenly. Drop 25 into April. Load up February and March. Keep July open for high-demand work. You should not be doing tune-ups when it is 100 degrees and ACs are failing left and right.
Tune-up calls are predictable. Use them.
We assume 100 demand calls in April. The other 400? Tune-ups. That means we can call out to our membership list ahead of time. No scrambling. Just scheduled work that keeps the team busy.
Give benefits that matter. Don't overpromise.
Twenty-four seven service sounds great until you are short three trucks and stuck taking midnight calls. Be smart. Offer real value like discounts, preferred scheduling, or waived dispatch fees. Then check what other strong contractors offer and match it.
You don’t need 1,000 memberships to win. You need the right 100, used the right way.
That is how you stay booked, keep your techs, and stop worrying when the weather cools off.
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