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Nov 04, 2026
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HVAC 213 - Sales and Service Management
PROGRAM: Heating, Ventilation and Air Conditioning
CREDIT HOURS MIN: 3
LECTURE HOURS MIN: 3
DATE OF LAST REVISION: Spring, 2019
Encompasses the use of blueprints, specifications, application data sheets, bid forms and contracts in estimating materials and labor in the HVAC business. Includes advertising, direct labor, indirect labor, overhead, warranty costs, taxes, permits, subcontracts, margins, mark-ups and profit. Provides students with the opportunity to estimate service contracts and study service organization, service procedures, record keeping, parts inventory control, and liability insurance.
MAJOR COURSE LEARNING OBJECTIVES: Upon successful completion of this course the student will be expected to:
- Demonstrate safe practices and procedures.
- Properly use and employ the terminology and documents normally used in estimating, specification and construction practice.
- Use blueprints and specifications to prepare materials and equipment lists.
- Estimate labor [both direct and indirect].
- Estimate indirect overhead costs such as warranty costs, taxes, permits, insurance, performance bonds, and office/management costs.
- Explain the difference between gross profit and net profit.
- Bid a job providing detailed job material lists, estimated labor costs, estimated overhead, mark-up applied and quotation documents.
- Develop organizational charts.
- Write job descriptions, personnel policy and shop rules.
- Make use of the tools of market research and sales forecasting and make a sales presentation to the class.
- Give an overview of a service organization including in the discussion service procedures, record keeping, parts inventory control, and liability insurance.
COURSE CONTENT: Topical areas of study include -
- Blueprints and specifications
- Preparing materials and equipment lists
- Estimating labor [both direct and indirect]
- Estimating indirect overhead costs such as warranty costs, taxes, permits, insurance, performance bonds, and office/management costs
- Gross profit vs. net profit
- Bidding jobs
- Mark-ups
- Quotation documents
- Developing organizational charts
- Writing job descriptions, personnel policy and shop rules
- Tools of market research and sales forecasting
- Sales presentations
- Service organization including service procedures, record keeping, parts inventory control, and liability insurance
GRADING POLICY
| A |
90-100 |
| B |
80-89 |
| C |
70-79 |
| D |
60-69 |
| F |
0-59 |
Course Addendum - Syllabus (Click to expand)
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