Path 01. Dealer Acquisition ยท Stage 3
Post-appointment scoring
Stage 3 of 5 ยท Quantitative Scoring
Dealer Revenue
Quality Score
Quality Score
Enter real business metrics from the sales call. Every field calculates automatically. Score is final tier assignment.
1
Qualitative2
Explanation3
Quantitative4
Recommendation5
RoadmapStage 1 Score
.
/ 100
Dealer Name
Stage 1 Complete
Stage 2 confirms or adjusts the tier suggested by qualitative scoring.
The Math That Matters Most
At $150,000 equipment spend with a $2,200 average unit price: 68 units divided by 2 equals 34 systems, which equals 0.65 systems per week. That is a repair dealer. The minimum for a replacement-focused account is 2.0+ systems per week. This number matters more than total purchase volume.
Step 1. Enter Dealer Data
Ask these questions directly during the appointment. Round to nearest whole number. All fields are required for full scoring. Partial entry produces a partial score. note which fields the dealer declined to share.
01
Total Annual Equipment Purchases
Total dollars spent on equipment units in the last 12 months. This drives all unit volume calculations.
$
02
Average Equipment Price Per Unit
Average selling price of one unit. Low average price indicates base equipment only. Typical range $1,800-$5,000.
$
03
Total Annual Parts & Supplies Purchases
All non-equipment purchases. High relative to equipment spend signals a repair-focused dealer, not a replacement dealer.
$
04
Gross Margin %
Dealer's overall gross margin on HVAC work. Low margin equals price-driven, lower-quality account behavior.
%
05
Financed Transaction %
What percentage of replacement jobs are financed by the homeowner? High percentage means the dealer leads with payment, not price.
%
06
Premium Equipment Mix %
Percentage of equipment purchases that are premium or mid-tier versus entry-level base. Low percentage means price shopper behavior.
%
07
Prior Year Equipment Purchases
Equipment spend in the prior 12-month period. Used to calculate year-over-year growth. Flat or declining spend is a stagnation signal that volume alone will not reveal.
$
Step 2. Calculated Metrics
Auto-Calculated. Updates as you enter data above
All values live
Est. Units / Year
Equip $ รท Avg Price
.
Units / Week
Annual Units รท 52
.
Systems / Week
Primary metric
Units รท 2 รท 52
.
Parts-to-Equipment Ratio
Parts $ รท Equip $
.
YoY Equipment Growth
(Current โ Prior) รท Prior
.
Step 3. Two-Tier Scoring
Tier 1 tells you whether the metric clears the minimum threshold (Pass / Concern / Fail). Tier 2 scores performance within that range (0 to 10). Both matter. A dealer can Pass on Tier 1 and still score a 4 on Tier 2. they clear the floor but are not performing well.
Metric
Weight
Tier 1. Threshold
T2 Score
Scoring Reference
Complete all metrics before generating the Prospect Recommendation Summary.
