22/10/2026
If your HVAC company is booked solid and the money still is not showing up in your own account, here is the number your revenue is supposed to be turning into.
Target Owner Benefit as a share of revenue, by revenue tier (HVAC benchmark tiers used in our calculators):
- Under $500K: 35%
- $500K to $1.25M: 24%
- $1.25M to $2.5M: 23%
- $2.5M to $10M: 18%
- $10M and up: 19%
Worked example: a $1.2M shop sits in the $500K to $1.25M tier, so the target is 24% of revenue, or $288,000 of Owner Benefit. If the owner is seeing far less than that, the money is getting stuck at Basecamp, before tax strategy even enters the picture.
The percentages are not a straight line. They dip as fulfillment costs change with size, so a bigger shop is not automatically a higher percentage. These are benchmarks to measure against, not guarantees.
Basecamp is the first conversion: revenue becoming Owner Profit. Then the Ascent: Owner Profit becoming usable money. Then the Summit: usable money becoming assets and options. Knowing which stage is stuck is the whole point.
Want your tier and your target in dollars? The Pricing Benchmark is free: https://basecampcheck.taxsherpa.com/pricing-benchmark
