Quoting HVAC jobs in Australia starts with a site inspection, then pricing labour and materials with a margin that covers overheads, warranty and travel. Standard split-system installation labour typically runs $600 to $800, while ducted systems sit between $9,000 and around $20,000 supply-and-install1. The businesses that win more work quote fast and follow up the ones that go quiet.
Updated 29/07/2026
Quick answer
Quoting HVAC jobs in Australia starts with a site inspection, then pricing labour and materials with a margin that covers overheads, warranty and travel. Split-system installs typically run $600 to $800 in labour. The businesses that win more work quote within hours and follow up every quote that goes quiet.
Key takeaways
- Site inspection first, every time. Quoting a split-system install without seeing the wall, the electrical board and the drainage run leads to variations that erode trust and margin.
- Standard split-system installation labour runs $600 to $800; ducted systems range $9,000 to $20,000 supply-and-install.
- Speed wins the job. Research shows firms that respond within one hour are nearly seven times more likely to qualify a lead than those that wait longer.
- Every HVAC technician handling refrigerant must hold an ARCtick Refrigerant Handling Licence, a federal legal requirement. Quoting work you are not licensed to perform is both illegal and an ACL compliance risk.
- Follow up every unanswered quote within two days. Most tradies never follow up, so the ones who do stand out immediately.
Why does quoting speed matter for HVAC businesses?
Speed decides who wins the lead. Firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead as those that tried even an hour later2.
In the HVAC trade, that gap is even sharper during summer. A homeowner with a dead split system on a 38-degree day is ringing three installers. The first one to quote clearly and confidently wins the job.
Most HVAC operators lose quotes not because their price is wrong, but because the quote arrived too late or never arrived at all. Same-day quoting after the site visit is the practical benchmark. Pre-built templates for common jobs (single-head split, multi-head, ducted, maintenance agreement) make it possible without staying up until midnight.
What should an HVAC quote include?
A clear, itemised quote builds trust and reduces call-backs asking what is covered. At minimum, every HVAC quote should list:
- Equipment. Brand, model, capacity (kW), and whether you are supplying it or the customer is.
- Labour. Installation hours, commissioning, and any electrical or plumbing sub-work required.
- Materials. Refrigerant pipe runs (per metre), brackets, platforms, drainage, electrical cabling.
- Disposal. Removal and disposal of the old unit, including refrigerant recovery (an ARCtick obligation).
- Warranty terms. Manufacturer warranty on the unit, your workmanship warranty period, and any exclusions.
- Validity period. How long the quote stands (14 to 30 days is standard).
- Licensing details. Your ARCtick licence number and any state contractor licence number.
Leaving items vague ("installation as discussed") invites disputes. Itemising protects you when the customer asks why the neighbour's quote is cheaper: you can show exactly what is included.
How much does it cost to install a split-system air conditioner in Australia?
Labour for a standard single-head split-system install typically sits between $600 and $800, depending on access, pipe run length and electrical work required1. The unit itself adds $600 to $2,800 depending on brand, capacity and inverter technology.
These figures are general guides and vary by location, access difficulty, and whether the job requires a new circuit or upgraded electrical board. Always quote after a site inspection, never over the phone from a photo.
Common HVAC job pricing ranges
| Job type | Typical range (AUD, supply + install where noted) | Key variables |
|---|---|---|
| Single-head split system (labour only) | $600 to $800 | Wall access, pipe run, electrical |
| Single-head split system (supply + install) | $1,200 to $3,600 | Unit brand/capacity, back-to-back vs long run |
| Multi-head split system (supply + install) | $3,500 to $8,000 | Number of heads, pipe runs, electrical load |
| Ducted system (supply + install) | $9,000 to $20,000+ | House size, zones, ductwork complexity, roof access |
| Annual maintenance service | $150 to $300 | Number of units, filter type, coil condition |
Source: Canstar Blue (general guide, October 2023) and industry estimates. All figures are directional and should be verified for your market. Canstar Blue pricing data sourced October 2023; market rates may have shifted. Maintenance pricing is an industry estimate.
What margins should an HVAC business target?
Healthy HVAC install margins typically sit between 25% and 40% gross (industry estimate, directional), depending on job complexity, whether you supply the unit, and your warranty exposure. Maintenance work often runs higher margins (40% to 60%, industry estimate, directional) because the labour-to-material ratio is favourable and you are leveraging an existing relationship.
Three common margin traps for HVAC businesses:
- Quoting labour only. Forgetting to recover travel, disposal, commissioning time and your annual overhead (insurance, vehicle, tool replacement, licensing fees) in the labour rate.
- Matching the lowest quote. Racing to the bottom on price attracts price-sensitive customers who leave no margin for warranty callbacks. Compete on speed, clarity and trust instead.
- Free site inspections on every enquiry. A phone pre-qualification (system type, access, electrical board age) saves driving to jobs that were never going to convert.
What licensing do you need to quote HVAC work?
The Australian Refrigerants Council (ARCtick) is clear: A Refrigerant Handling Licence must be held by any person who carries out work in relation to refrigeration and air conditioning (RAC) equipment.
This is a federal legal requirement under the Ozone Protection and Synthetic Greenhouse Gas Management Act 1989.
More than 130,000 individuals and businesses are covered by the ARCtick scheme, with over 5,000 compliance audits conducted annually3.
Beyond the federal RHL:
- State contractor licence. Most states require a separate trade or contractor licence for the electrical and plumbing components of HVAC work. Requirements vary by state. Check with your state licensing authority.
- Advertising compliance. Claiming to be licensed on your website or quotes without holding the relevant licences is misleading under Australian Consumer Law (ACL s18/s29). Only state what you can evidence.
- Insurance. Public liability and professional indemnity insurance are expected by most customers and platforms. Stating that you are insured requires a current policy that covers the work you are quoting.
How do you follow up HVAC quotes that get no reply?
Most tradies never follow up a quote. The ones who do win a measurable share of work they would otherwise lose. A simple follow-up sequence:
- Two days after sending. A short message referencing the job and asking if they have questions. Keep it helpful, not pushy.
- One week after sending. A second follow-up noting the quote's validity window and offering to adjust if the scope has changed.
- Two weeks after sending. A final note letting them know the quote is about to expire and you are happy to re-quote if they come back later.
This is exactly the kind of repetitive, time-sensitive task that automation handles well. A system that sends follow-ups on schedule means far fewer leads slip through while you are on the tools. For a practical breakdown of how automation handles quoting and admin for HVAC businesses, see our HVAC business growth tips guide.
How big is the HVAC industry in Australia?
Industry revenue is projected to grow at an average annualised 1.9% over the five years through 2025-26 to reach $13.1 billion4. That growth means more installers competing for the same homeowner enquiries. The operators who quote faster, follow up reliably and present clearly are the ones capturing the larger share.
For HVAC businesses looking to grow beyond quoting, locking in maintenance agreements, stacking reviews, and automating the after-hours admin are the highest-leverage moves. Our HVAC growth tips guide covers each of those in detail.
Tools that make HVAC quoting faster
The bottleneck for most HVAC operators is not pricing knowledge. It is the time between the site visit and the quote landing in the customer's inbox. Three categories of tools that close that gap:
- Templated quote builders. Pre-load your common job types (single split, multi-head, ducted, maintenance) with standard line items. After the site visit, adjust quantities and confirm the model. Our quoting speed guide walks through the mechanics.
- Job management integration. Platforms like ServiceM8, Tradify, simPRO, AroFlo and Fergus let you quote on site from your phone and convert accepted quotes directly into jobs. Compare the main platforms here.
- Automated follow-up. A system that chases unanswered quotes on a schedule so you do not have to remember. See our guide on chasing quotes.
Ready to tighten up your quoting process?
If quoting is eating your evenings or quotes are going out too slowly and leads are ringing someone else, a 15-minute discovery call is the starting point. We look at how your quoting, follow-up and admin actually works today and where the gaps are costing you jobs.
Sources
- Canstar Blue, general guide, October 2023, directional ↩
- Harvard Business Review, 2011, US-based, directional ↩
- ARCtick, arctick.org, current ↩
- IBISWorld, Air-Conditioning and Heating Services in Australia, industry code E3233, directional ↩
Figures are directional benchmarks for context, not quotes. Verify current rates for your own market before relying on them.
Written by
Mitchell Cross
Founder, TradieBuddy AI
Mitchell Cross is the founder of TradieBuddy AI. He identifies the pain points and bottlenecks holding Australian trade businesses back and fixes them, improving profitability, efficiency and scalability. He builds the automations and systems that cut admin, capture missed leads, and connect a business's tools into one place, and writes these guides to share what actually moves the needle for tradies.
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