You wrapped up a $15K installation yesterday, collected payment on the spot, and watched your bank balance jump. Yet when you price out the new service truck your crew keeps requesting, the numbers still feel tight. This disconnect isn't in your head—it stems directly from the HVAC business model. That balance includes customer deposits earmarked for equipment you haven't ordered yet, tax dollars you'll owe next quarter, and revenue from jobs where materials are still on the way. Not all of it is yours to spend.
Cash-flow management tops the worry list for roughly 40 percent of HVAC owners. Generic bookkeeping can record those dollars but fails to tell you which ones are already spoken for. To make decisions with confidence, you need visibility into what's committed, what's truly available, and how seasonality will test both.
The cash flow trap most HVAC owners fall into
The balance on your banking app looks comforting after a big install, yet you still hesitate to order that extra van. The reason is simple: it doesn't represent what you can actually spend. A chunk remains tied up in unpaid invoices, while another portion includes customer deposits earmarked for equipment you haven't bought yet. Tax money quietly rides along in your operating account, waiting for its quarterly due date.
This timing mismatch between cash inflow and obligations creates its own challenges, but seasonality amplifies them dramatically. Companies typically generate 60-70% of annual revenue during the hottest and coldest months, while spring and fall can feel like someone turned off the faucet. That comfortable summer surplus isn't profit—it's future payroll for October, insurance for November, and maybe a slow-season marketing push. Busy season cash rolls in, expenses rise to match, then shoulder season arrives and the reality hits.
The problem isn't your bookkeeping—it's a visibility gap. When you separate committed dollars from true free cash, spending decisions shift from hopeful to strategic.
Common HVAC accounting challenges
Beyond the seasonal cash flow cycle, operational details create their own friction points. Parts vanish from trucks. Receipts never reach the office. Invoices remain stuck in "draft" status. These small leaks compound quickly.
Lost parts and mystery inventory
Untracked inventory silently erodes margin. When technicians purchase parts but never bill them to a job, gross profit drops without explanation. Barcode scanners or requiring techs to enter part numbers before closing work orders can reclaim thousands in hidden costs.
Job costs that never get recorded
A quick hardware-store run or fuel top-up counts as much as any invoice, yet paper receipts vanish faster than refrigerant on a hot roof. Each missing expense makes jobs appear more profitable than they are, distorting your pricing model over time. Mobile receipt capture tied to job codes keeps costs visible without adding admin burden.
Invoicing delays that kill cash flow
Peak-season crews race to the next call, leaving completed jobs unbilled for days or weeks. With companies earning over half of annual revenue during surge months, every postponed invoice squeezes the cushion you'll need come October. Same-day invoicing through field software, combined with deposits on larger installs, shortens the gap between work done and payments collected—transforming this friction point into a competitive advantage.
The tax season surprise
When sales and payroll tax funds sit in your operating account, busy-season optimism might lead you to spend them twice. Automating a transfer of 15% to 20% of each deposit into a dedicated tax account prevents the April scramble and transforms compliance from crisis to routine.
What great HVAC accounting actually looks like
These challenges point to what successful contractors build: systems that separate committed dollars from available ones, track profitability at the job level, and anticipate seasonal swings before they create problems.
Job costing that reveals true profit
Every install, service call, and maintenance visit becomes its own profit center. Real job costing allocates labor, materials, subcontractors, and overhead to individual work orders rather than lumping everything into monthly totals. When a rooftop unit swap shows 38% margin while a ductless install clears only 22%, pricing adjustments become obvious. You stop guessing which services pay the bills and start steering the business toward work that actually builds wealth.
Separating committed cash from free cash
Customer deposits, outstanding payables, and upcoming tax obligations represent money you can see but can't spend. Tracking these commitments separately reveals your true runway—a dashboard showing $80K in the bank but $45K already spoken for changes how you approach that equipment purchase or new hire. This separation replaces anxiety with clarity.
Building a seasonal buffer
A three-month cash reserve, built during peaks, covers payroll when service calls become scarce. Combine the buffer with maintenance contracts that provide steady payments, and slow months transform into planning time rather than panic time.
Multiple, purpose-built accounts establish this infrastructure. Once you can glance at a dashboard and see exactly what's committed versus what's available, your decisions become bolder. You'll hire that extra tech, pre-order compressors before prices jump, or accept a lucrative commercial bid without worrying how to float materials.
The reports that actually help you run your business
Three reports, reviewed regularly, turn raw data into actionable decisions.
Monthly job-profitability snapshot
This report shows exactly where you make money and where it leaks out. Perhaps rooftop change-outs run at 42% margin while ductless installs hover closer to 30%. Tools supporting granular job costing generate this report in minutes, freeing you to focus on strategy instead of data entry.
Rolling 90-day forecast
This forward-looking view maps incoming payments, scheduled installs, payroll, and major vendor invoices. The result? You can decide today whether hiring that extra tech or replacing a van makes financial sense, rather than waiting to see what happens.
Revenue-by-service-type report
This breakdown tells you where to double down. Maintenance agreements often clear 60% gross margin, while emergency calls can hover near 25%. Seeing those numbers side by side helps you direct marketing dollars toward services that keep revenue steady year-round.
Accounts that do the math for you
You already track every elbow fitting and payroll hour in QuickBooks Online, yet Sunday night still finds you juggling transfers. The source of this frustration isn't your bookkeeping—it's a banking setup that hasn't evolved with your business.
A catch-all account where job deposits, tax money, and truck repairs compete for the same dollars can't tell you what's truly available versus what you've already committed elsewhere. The solution lies in separating money by purpose: an operating account for everyday bills, a dedicated payroll account, another for taxes, and a reserve fund for equipment or seasonal gaps.
With a platform like Relay, you can open up to 20 checking accounts and automate transfers—directing 15% of every deposit to taxes and 10% to equipment. Discipline happens without weekly spreadsheets, and the mental load of tracking commitments disappears.
Relay is a financial technology company and is not an FDIC-insured bank. Banking services provided by Thread Bank, Member FDIC. FDIC deposit insurance covers the failure of an insured bank. Certain conditions must be satisfied for pass-through deposit insurance coverage to apply.
The tangible wins appear first: fewer surprises on payroll week, hours reclaimed from transfers, clear green lights for hiring. Just as important, quiet confidence spills into every decision. You can quote bigger jobs, negotiate vendor terms, and sleep through Sunday night because your accounts already did the math.
Go from reactive to strategic
That $15K install you finished yesterday still tells only part of the story. Until you know how much must cover payroll, taxes, or the compressor that failed last week, a new truck stays on the wish list. The path forward builds on three pillars: job profitability tracking, money-by-purpose bank accounts, and honest forecasts for shoulder seasons.
Pick one improvement this month: set up a dedicated tax account or review your ten largest jobs. Every dollar you clarify today moves you from reacting to opportunities to seizing them on your terms. Try Relay to gain control of your finances today.
Relay is a financial technology company and is not an FDIC-insured bank. Banking services provided by Thread Bank, Member FDIC. FDIC deposit insurance covers the failure of an insured bank. Certain conditions must be satisfied for pass-through deposit insurance coverage to apply.
