Direct answer
Use cleaner person-hours, supplies, travel, equipment, overhead and callback reserve before setting a target margin or recurring discount.
| Figure | Source |
|---|---|
| Numbers shown on this page | Fictional worked example; not a market benchmark |
| Formula and definitions | Serman Tools method stated on this page |
| Your quote or operating result | Your verified business inputs |
Estimate cleaner-hours, not clock time
Two cleaners working for three elapsed hours create six cleaner-hours. Multiply that total by the true cost per cleaner-hour. Add paid setup or closeout time if it is part of the job.
A team may finish faster without reducing total labor cost. Treat crew size and elapsed time as separate planning inputs.
Price travel and supplies explicitly
Travel, supplies, laundry and equipment allowances are easier to improve when they are visible. A small per-visit omission becomes material across a recurring book of work.
Allocate overhead once. If travel labor is already included in cleaner-hours, do not add those same hours again as a separate labor cost.
Fictional recurring-service example
Assume two cleaners for three hours at $25 per cleaner-hour, $25 of supplies, $20 of travel, $10 of equipment and $100 of allocated overhead. Base cost is $305; a 5% reserve produces true cost of $320.25.
At a 30% margin, the discounted target price is $457.50. With a 10% recurring discount, the list price before discount is $508.34. The discount is visible instead of silently reducing margin.
Separate first clean and maintenance clean
A first clean may require more labor, supplies and uncertainty than a maintenance visit. Store separate assumptions rather than averaging the two and hoping the recurring relationship absorbs the first visit.
When actual time becomes available, compare it with the estimate and update the next quote. Do not retroactively treat an overrun as zero cost.
Use scope to control variability
Document rooms, condition, included tasks, exclusions and access. Pricing cannot compensate for an undefined scope. A clear scope also makes change requests easier to identify before the visit ends.
Frequently asked questions
Should I charge by hour or by job?
Either can work. The model still needs cleaner-hours internally so a fixed job price can be tested against cost.
How should recurring discounts be handled?
Gross up the list price so the discounted price still covers true cost and the intended margin.
Is travel part of overhead?
It can be job-specific or pooled in overhead. Choose one treatment and avoid counting it twice.
What about deep-clean add-ons?
Estimate their extra cleaner-hours and supplies as explicit scope lines rather than a vague percentage.
RUN THE NUMBERS
Use your own costs before you quote.
Start with the free Cleaning Business Job Pricing Calculator. The Home Service Pricing Workbook keeps the related workflow in a downloadable workbook.
Planning and estimation only. No price, rate, revenue, profit or business outcome is guaranteed.