Pricing Fundamentals
How to Calculate Your Labor Rate (The Real Number)
Short answer
Your billable labor rate is roughly 2.5–3× the tech's wage. Start with the wage, add payroll burden (25–35%), divide by billable utilization (60–70%), then add overhead absorption and target profit. Skipping any layer is why most shops feel busy but broke.
The single most undercharged number in the trades is the hourly labor rate. Owners pick a number that 'feels right' or match what the competitor charges, without doing the math on what the rate actually has to cover. If you have ever wondered why a fully-booked shop with $400k in revenue ends the year with $20k in the bank, it is almost always the labor rate.
The four layers of a real labor rate
- Wage: what you pay the tech per hour. Easy.
- Burden: payroll taxes, workers comp, health insurance, vacation, sick days, training. Adds 25–35% on top of wage.
- Utilization: techs are not billable for every hour they are clocked in. Driving, parts pickups, callbacks, lunch. Realistic billable utilization is 60–70%.
- Overhead + profit: rent, vehicles, software, insurance, owner pay, office staff, plus your target net profit margin (10–15% is healthy).
Worked example: solo operator, $30/hr wage
Wage: $30/hr. Add 30% burden = $39/hr loaded cost. Billable utilization 60% (you spend 40% of the day driving, quoting, and chasing invoices) means each billable hour has to recover $39 ÷ 0.60 = $65 just to break even on the tech.
Now add overhead. Truck, gas, insurance, software, phone, accountant, marketing — call it $3,000/month spread over 100 billable hours = $30/hr.
Break-even billable rate: $95/hr. Add a 15% net profit target on top and you should be quoting $110/hr minimum. Most solo trades quote $75. That is why they cannot afford to take a vacation.
Worked example: 5-tech shop, $35/hr average wage
Loaded cost per tech: $35 × 1.30 = $45.50. At 65% utilization that is $70/billable-hour to break even on the tech alone.
Overhead for a 5-tech shop is typically $25k–40k/month: shop, office staff, dispatcher, software stack, insurance, vehicle leases. At $30k/month spread across 5 techs × 130 billable hours each = $46/hr overhead absorption.
Break-even: $116/hr. Target rate at 15% profit: $135/hr. Shops in this category that charge $95 are quietly burning through retained earnings.
Use a calculator
Plug your numbers into our Labor Rate Calculator. It walks through wage, burden, utilization, overhead, and profit one layer at a time so you can see exactly which assumption is killing you.
Frequently asked questions
What if my rate is higher than competitors?
Good. Your rate reflects what your business actually costs to run. If competitors are cheaper, they are either subsidizing themselves, paying techs less, or about to go out of business. Compete on response time and quality, not price.
Should I charge different rates for different work types?
Yes. Diagnostic, install, service, and emergency work have different time pressure and skill requirements. Tiered rates (e.g., $125 standard, $175 after-hours, $95 maintenance) capture this.
How often should I recalculate my labor rate?
At least annually, and any time costs change materially — new vehicle, insurance hike, raise for techs, new software stack. Most shops let the rate drift for years and silently lose margin.
Turn pricing into invoices.
Glo Invoice creates branded estimates and invoices from your pricing in seconds — free for 14 days.
Sources & further reading
Primary sources we consulted when writing and reviewing this guide.