The numbers every lawn care owner should track

Tracking the right numbers enables lawn care business owners to understand where money is made or lost each week. The six metrics below focus on revenue, costs, sales effectiveness, crew output, service quality, and overall job size. Owners can calculate each from basic records such as invoices, timesheets, and job logs, then compare results against realistic industry ranges that may differ slightly between the United States and Canada due to labor regulations and tax structures.

Revenue per Job

Divide total revenue from completed jobs by the number of jobs finished in the same period. Include only direct service revenue and exclude add-on product sales unless bundled into the job price.

• A typical range sits between 150 and 400 dollars per visit in the United States and 200 to 450 Canadian dollars in Canada. Higher figures are common for commercial or large property work.
• Track this weekly to identify drops that signal pricing issues or a focus on smaller residential accounts.

Gross Margin

Subtract direct costs (fuel, materials, subcontract labor, and equipment maintenance tied to jobs) from revenue, then divide the result by revenue. Multiply by 100 to get a percentage. Exclude overhead such as office rent or owner salary.

• Healthy targets are between 40 and 55 percent for most operators. Canadian owners might see slightly lower margins due to costs associated with harmonized sales tax collection.
• Review monthly and investigate any drop below 35 percent by checking fuel receipts and material waste.

Close or Booking Rate

Divide the number of jobs booked by the total number of quotes or estimates delivered in the period. Count only estimates that receive a clear yes or no answer.

• Aim for 60 to 75 percent in both countries. Rates above 70 percent might suggest either strong sales skills or prices that could be too low.
• Log every estimate in a simple spreadsheet so the calculation stays accurate even when estimates are given over the phone or by text.

Labor Efficiency

Divide total revenue by the sum of all paid labor hours used on jobs during the period. Include crew wages and benefits but exclude owner time if the owner does not bill hourly.

• A practical benchmark is 75 to 110 dollars of revenue per labor hour in the United States and 90 to 130 Canadian dollars in Canada, where minimum wage and overtime rules can raise the hourly cost base.
• Calculate every two weeks so scheduling changes can be made before the next pay cycle.

Callback Rate

Divide the number of jobs that require a return visit to fix an issue by the total number of jobs completed. Count only callbacks that occur within 30 days of the original service.

• Keep this under 5 percent, as each callback consumes labor hours without new revenue.
• Record the reason for each callback so patterns such as mower damage or missed weeds become visible quickly.

Average Ticket

Add the value of every completed job (including any products sold on-site) and divide by the total number of jobs. This metric overlaps with revenue per job but captures upsells more clearly.

• Expect 200 to 500 dollars in the United States and 250 to 550 Canadian dollars in Canada when blending recurring maintenance with one-time work.
• Separate residential and commercial averages to identify which segment is influencing the overall number.

Review these six figures together each month rather than in isolation. For example, a rising callback rate paired with falling labor efficiency often points to training gaps rather than pricing problems. Simple software or a shared spreadsheet updated after each shift keeps the data current without extra staff time. When margins differ between the two countries, the main drivers are typically local fuel prices, equipment import duties in Canada, and varying employment insurance costs.

General information for lawn care business owners, not legal or financial advice.