How to Create a Winning “Good Better Best” Proposal for HVAC Jobs

Understanding HVAC Good Better Best Pricing

Understanding the good better best pricing model is so important for contractors who are trying to win more jobs while still maximizing their profits.

This type of approach involves creating three different price tiers for service or equipment packages, each suited to different customer needs and budgets.

The main elements of a good, better, best proposal include clear options that range from basic to top-tier, allowing customers to make well-informed decisions based on value rather than just price alone.

When it comes to HVAC jobs, this means offering options as follows:

• Good: A cost-effective, reliable solution that covers all essential HVAC services or equipment. This option is designed for customers seeking a lower-cost entry point without sacrificing quality or function.
• Better: A balanced package that adds better features, improved energy efficiency, or additional services. This middle tier appeals to customers who want more value and longer-term savings without the premium price tag.
• Best: The top-tier offering includes high-efficiency HVAC systems, extended warranties, priority service agreements, and cutting-edge technology. This is perfect for customers who prioritize comfort, reliability, and energy savings.

Customers often choose the middle better option because it offers the perfect balance between value and cost, helping them feel like they are getting a good deal without compromising on value.

At Simpro, we understand the challenges HVAC businesses face when creating and managing these tiered proposals.

Our HVAC proposal software makes this process so much simpler by letting you build comprehensive, professional HVAC proposals with ease. Incorporating pricing tiers, bundled services, and financing options all in one centralised place.

This not only saves time but also means your team is consistent, so every technician can be confident in pricing HVAC jobs and present good, better, and best options to their clients.

Good Better Best Proposal Examples for HVAC

Practical examples and functional templates are always better than theory. To make it easier for you to put these proposals into action, we've created an easy-to-use proposal template for you to use.

Using this simple structure allows you to clearly communicate value and pricing tiers to residential and commercial clients, making your proposals professional, transparent, and easy to understand.

Here is a guideline per section on how your proposal could look.

Installations (Furnace / System)

• Good: Standard 80% efficiency system, basic thermostat, standard warranty. This is ideal for budget-conscious customers who want reliable performance. (Example price: $4,500)
• Better: 90%+ efficiency unit, programmable thermostat, extended warranty. This option balances efficiency and comfort with added peace of mind. (Example price: $6,000)
• Best: High-efficiency system, smart thermostat, priority service membership. Providing premium comfort, energy savings, and top-tier support for upper-end clients. (Example price: $7,500)

Maintenance and Service Calls

• Good: Basic inspection and cleaning to keep systems running smoothly.
• Better: Includes filter changes, minor repairs, and priority scheduling to reduce downtime.
• Best: In-depth system maintenance, 24/7 emergency response, and extended warranties for maximum protection and customer satisfaction.

Create clear, professional HVAC proposals with tiered pricing that builds trust and increases your average job value.

👉 Download the free editable field service estimate template

How to Build a Killer Good Better Best HVAC Proposal

Creating a compelling, good, better, best HVAC proposal is all about giving your customers clear choices while protecting your margins.

Step 1: Calculate Total Costs

• Before setting pricing tiers, it’s essential to have a clear picture of what the exact job costs are going to be. A detailed cost calculation helps to protect your profit margins.
• This needs to include all your direct expenses, such as labor hours, materials like ducting, refrigerant, and equipment, and indirect costs such as overheads, permits, and administrative fees.
• It's also important to consider factors such as regional labor rates, seasonal price fluctuations for materials, and potential waste or inefficiencies on the jobsite.

Step 2: Define Scope per Tier

• Clearly outlining what each tier includes is vital for customer understanding and trust.
• It's important to properly define the scope. This means stating the quality and brand of equipment, the level of service work, and any extra benefits.

This clarity helps customers see the value in each option, reducing confusion and enabling them to make informed decisions that best suit their needs and budget.

Step 3: Strategic Pricing

• Being strategic with your pricing tiers is key to success. They should reflect logical and meaningful differences that make sense for your clients. The change in price from "Good" to "Better" and then to "Best" should correspond to actual improvements in equipment quality, service level, or added features.
• Apply appropriate markup and profit margins based on the complexity and value of the work.
• Strategic pricing also involves understanding your market and competitors, ensuring your tiers are competitive yet profitable. Avoid pricing gaps that are too narrow or too wide, as these can confuse customers or devalue your offerings.

Step 4: Build an HVAC Price Book

• It's always a good idea to save your rates and tiered packages in a price book to ensure every technician quotes consistently. A well-maintained HVAC price book makes up the backbone of your proposal process.
• By standardizing costs for labor, materials, equipment, and markups, you minimize the risk of pricing errors or inconsistencies that can reduce your profit margins or confuse customers.
• It also empowers your sales and service teams to confidently present good, better, and best options tailored to each customer's needs, reinforcing your business’s professionalism and reliability.

Create Better HVAC Proposals with Simpro

Simpro’s job estimating software makes it easy to build, present, and close Good / Better / Best HVAC proposals, without relying on manual pricing or inconsistent quoting in the field.

By standardising pricing logic and digitising the estimating process, Simpro helps your team quote faster, present clearer options on-site, and convert estimates into approved jobs. A winner for more professional proposals, higher-value upsells, and the ability to get more HVAC leads over the line with less back-and-forth.

• Templates and Assemblies: Build standardized templates or assemblies so every technician can price jobs per plan, using the good better best model.
• Live Supplier Catalogs: Connect proposals directly to up-to-date supplier pricing, so material costs are always current and precise, helping keep your bids competitive, without manual updates
• Digital Presentation: Field technicians can present tiered options digitally during the visit, clearly showing customers what they get at each level. This speeds up approvals and increases close rates.
• Efficiency Increase: Import drawings and digitise takeoffs within your HVAC service software to ensure material quantities are accurate from the start. Reducing the amount of time spent on adjusting quotes after the job has already been scoped.

Get Pricing Right to Expand Your HVAC Revenue

If you're tired of juggling spreadsheets and guessing your bids, Simpro’s software takes the hassle out of HVAC job pricing by combining estimating, takeoffs, and supplier quotes into one easy-to-use platform.

Whether you’re managing a small team or scaling up your business, Simpro helps you create correct, professional proposals so much faster, so you can win more jobs and ensure your margins are profitable.

Ready to see how Simpro can simplify your bidding and support your business? Book a demo today and take the first step toward smarter HVAC pricing.