Understanding how to value an HVAC business is crucial for various scenarios such as planning for retirement, selling the business, mergers, acquisitions, or financial planning. Valuation involves several factors, methods, and key performance metrics. Here, we explore the major points and steps involved in this complex process.

Importance of Valuing Your HVAC Business

Knowing the worth of your HVAC business helps in numerous ways:

Planning for Retirement

Understanding the value provides a clearer picture of the financial resources available for retirement planning.

Maximizing Sale Price

Accurate valuation helps in strategizing ways to increase the business’s value before selling it.

Understanding Business Valuation


Business valuation is an estimate of the fair market value of a business. It can be done using various methods, with the most common one being a multiple on earnings for small businesses.

Seller’s Discretionary Earnings (SDE)

SDE includes net income, interest, depreciation, amortization, owner compensation, and discretionary expenses. This metric is crucial in assessing the true profitability of the business.

Valuation Process for an HVAC Business

Calculating SDE for the Past 3 Years

The components of SDE include net income, interest, depreciation, amortization, owner compensation, discretionary expenses, and personal expenses considered under SDE.

Adjusting SDE for a New Owner

Adjust SDE for expenses such as rent, personal vehicles, and family members on payroll to reflect what a new owner would incur.

Calculating a Weighted Average of SDE

Use a weighted average to prioritize more recent earnings data. A common formula weights the most recent year at 50%, the second year at 37.5%, and the third year at 12.5%.

Applying a Market Multiple to Average SDE

Market multiples vary based on factors like business size and revenue. Typical multiples for HVAC companies are categorized based on revenue brackets.

Factors Impacting HVAC Business Valuation


Proper state licenses and insurance are essential and impact the valuation significantly.

Technicians & Crews

Businesses with long-standing, experienced employees often receive higher valuations.

Owner Involvement

The less the owner is involved in daily operations, the more attractive the business is to prospective buyers.

Maximizing the Price of Your HVAC Business

Financial Clean-Up

Ensure reported income aligns with discretionary expenses for transparency.

Quality Staff

Retain experienced and legally compliant technicians.

Service Contracts

Maintain written maintenance and service contracts to offer recurring revenue assurances.

Investing in Tools and Software

Adopt modern software systems like ServiceTitan to improve operational efficiency and appeal to buyers.

Additional Resources and Contact Information

Business owners can seek complimentary valuations and professional advice to get a more precise valuation of their HVAC business. Contact professional services for thorough guidance.


This information serves as general guidance and should not replace professional valuation or advice.

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