How Five Junior Techs Generated $175K in New Revenue Using measureQuick at Jones Services

Jones Services Service Manager Greg Kula proved that fresh-out-of-school technicians could close at 53% and generate $175,000 in additional revenue in a single season using measureQuick. After Sila Services acquired Jones Services, Regional Trainer John Anderson began rolling measureQuick across Sila’s installation teams nationwide.

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The Challenge

Every HVAC service manager faces the same math problem: experienced technicians are scarce, demand is growing, and the pipeline of new techs coming out of trade school needs years of mentoring before they can work independently. Greg Kula, Service Manager at Jones Services, put it bluntly: “You’re not going to find the unicorn tech. So we have to grow our own.”

Jones Services needed to get new technicians productive fast. But traditional on-the-job training is slow. Junior techs struggle to explain diagnostic findings to customers, miss problems that experienced techs would catch, and close fewer jobs because they lack confidence in their recommendations. Even veteran techs had room to improve: Rick Stephens, a seasoned sales tech at Jones Services, had never used measureQuick and was leaving performance on the table without knowing it.

Field Manager Mike Cotto saw the same pattern from the technician side. Newer apprentices constantly needed help interpreting readings, and service supervisors spent their time playing “21 questions” over the phone instead of coaching. The old way of diagnosing systems required a notepad, manual calculations, and running back and forth between the condenser and the customer to explain what was happening. By the time you finished the math, the system readings had already changed.

You’re not going to find the unicorn tech. So we have to grow our own.

Greg Kula, Service Manager, Jones Services

The Solution

Kula rolled measureQuick out across Jones Services with a simple premise: give technicians the tools and the data, show them the results, and let the numbers do the convincing. He started by equipping five junior technicians, fresh out of trade school, with measureQuick and probe kits. The guided workflows gave them a structured diagnostic process from their first day in a truck, walking them through probe placement, system setup, and data collection step by step.

The approach extended to experienced techs too. When Kula put Rick Stephens, a veteran sales tech who had never used measureQuick, through the same process, the results were immediate. Stephens saw 40 to 60% increased revenues per ticket, a 10 to 15% increase in closing rate, 30 to 50% fewer callbacks, and an 80 to 90% increase in average ticket size. As Kula saw it: if Rick could do it, anyone could.

Cotto found that the remote streaming feature transformed his role as a field supervisor. Instead of driving to job sites to see what techs were looking at, he could pull up their live diagnostic data from a link, verify probe mapping, confirm readings, and spend his time coaching rather than asking questions. The guided workflows also kept techs from skipping steps. As Cotto noted, the workflow makes sure probes are mapped correctly before you start, so you don’t waste time at the end chasing a negative 20 delta T because something was connected backwards.

Kula also used measureQuick data to build a KPI-based coaching system. He could compare every technician’s average ticket, close rate, and callback rate across the company. When a new tech’s numbers dipped, it pointed directly to the training gap. He could even spot burnout: if a tech’s KPIs started dropping mid-season while hours stayed high, the data flagged it before it became a problem.

The Results

The numbers from Kula’s first full season with measureQuick told the story clearly.

Five junior technicians, fresh out of trade school, used measureQuick 656 times in their first season and closed 53% of those calls, generating $175,000 in additional revenue. These were technicians without years of field experience. They had the right tools. Kula also reported a 10% cost reduction across the service operation, driven by fewer callbacks and more efficient diagnostic workflows.

Adoption was not instant. Kula found it took about a month or two before technicians saw the wins. But once they looked at their own numbers and saw closing rates improving, they were all in. The key, Kula said, was showing the “why” rather than just telling techs to do it.

I took the five new techs we had last summer, fresh out of school. They used measureQuick 656 times and closed 53% of those calls, adding an extra $175,000 in revenue for my company last year.

Greg Kula, Service Manager, Jones Services

On the customer-facing side, Cotto found measureQuick changed the way technicians communicated. On one maintenance call, a customer complained that their relatively new system did not seem to cool properly. measureQuick’s airflow diagnostics flagged a major restriction in the return. The return was undersized. Cotto updated the return duct, filter size, and grille, and the system went from a C+ to an A+ on the measureQuick report card, driven entirely by the airflow correction. The customer saw the before-and-after scores, saw the temperature difference improve from a 13-degree to a 19-degree delta T, and understood exactly what they had paid for.

Scaling Across Sila Services

When Sila Services acquired Jones Services, the measureQuick program came with it. Sila, a national home services platform, saw the same opportunity Kula had proven at a single-location scale: standardized diagnostics could improve quality and reduce callbacks across a much larger operation.

John Anderson, Senior Regional HVAC Technical Trainer at Sila Services, took on the work of training installation teams on measureQuick at Sila’s Maryland operations. His focus was on reducing callbacks and ensuring every installation is properly commissioned, verified with diagnostic data rather than a visual walk-around. Anderson, who previously served as a service manager at Burns & McBride Home Comfort, brought field experience to the training role and understood why standardized diagnostics matter at scale.

The progression from Jones Services to Sila illustrates a pattern: measureQuick proves its value at the team level with hard metrics, then becomes the standard when the company scales or gets acquired. The diagnostic data, the report cards, and the structured workflows travel with the program regardless of how large the organization becomes.