Sheet 02 — The math, by trade
No performance claims. Your inputs, your arithmetic.
We don’t publish results we haven’t measured — so this page doesn’t tell you what the system will do. It shows you what your market is structurally worth, and hands you the calculator. Move the sliders. Every number below is yours. Electrical compliance, emergency lighting and passive fire follow the fire-protection math.
F. Fire protection & life safety
The only trade where the customer is legally on a clock.
Fire systems are inspected on cycles written into code, enforced by the AHJ, and required by insurers. A building owner can defer marketing, landscaping, even repairs — they cannot defer inspections. Every account in your territory renews with somebody, on a schedule you can look up. Outbound in this trade isn’t persuasion; it’s arriving before the renewal does.
Sprinkler inspection, testing and maintenance runs on fixed quarterly and annual cycles — recurring by design.
Fire alarm systems require inspection and testing at least annually. The contract exists; the question is who holds it.
Mandated demand means reactivating a lapsed customer isn’t a sales pitch — it’s a compliance reminder.
Arithmetic only: meetings × 12 × your close rate × your agreement value. The meetings-per-month slider is an input you choose, not a promise we make.
S. Security & access control
Every install you win keeps paying you monthly.
Security is a recurring-revenue trade: monitoring bills monthly and holds for years, and every install stacks service, upgrades and takeover opportunities on top. That changes the outbound math — one won account isn’t one job, it’s a subscription with a service tail. It also changes the reactivation math: lapsed accounts and aging systems are takeover conversations waiting for a reason.
Monitoring revenue recurs monthly and compounds account by account — it’s also what acquirers price security firms on.
Commercial policies commonly require monitored intrusion and fire signaling — the building’s insurer is selling for you.
Install → monitoring → service → upgrades. One opened door, four revenue lines.
Arithmetic only: meetings × 12 × your close rate × your account value. Install revenue and upgrade work aren’t counted — the math above is deliberately conservative.
M. Commercial HVAC & mechanical
The maintenance holder wins the replacement.
Maintenance agreements do three jobs in mechanical: they smooth revenue across the shoulder seasons, they keep your techs in the building, and they make you the first call when equipment reaches end of life — which is where the real money is. Outbound here targets the buildings whose current provider is coasting; reactivation targets your own past customers whose equipment has aged since you last saw it.
Commercial units age on a known curve. Whoever holds the maintenance agreement when it ends writes the replacement quote.
Planned maintenance fills the spring and fall troughs that emergency work never will.
The agreement isn’t the prize — it’s the position. Service leads to retrofit leads to replacement.
Arithmetic only: meetings × 12 × your close rate × your agreement value. Replacement and retrofit revenue — the real prize of first-call position — isn’t counted.