Path 01 โ 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
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/ 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 โ 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 โ 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 $1,800โ$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 โ Calculated Metrics
Auto-Calculated โ Updates as you enter data above
All values live
Est. Units / Year
Equip $ รท Avg Price
โ
Units / Week
Annual Units รท 52
โ
Systems / Week
Primary metric
Units รท 2 รท 52
โ
Parts-to-Equipment Ratio
Parts $ รท Equip $
โ
YoY Equipment Growth
(Current โ Prior) รท Prior
โ
Step 3 โ Two-Tier Scoring
Tier 1 tells you whether the metric clears the minimum threshold (Pass / Concern / Fail). Tier 2 scores performance within that range (0โ10). Both matter. A dealer can Pass on Tier 1 and still score a 4 on Tier 2 โ they clear the floor but are not performing well.
Metric
Weight
Tier 1 โ Threshold
T2 Score
Scoring Reference
Complete all metrics before generating the Prospect Recommendation Summary.
