Cimarron Air runs six trucks out of a metal building off East 41st Street in Tulsa. Marcus Lockwood bought the business from his father in 2017 and kept almost everything the same: the vans, the phone number, the way a replacement got quoted. A tech walked the house, priced one system on a carbon-copy pad, and read the total out loud at the kitchen table.
“Half the time you could hear the air go out of the room,” Marcus says. “Eleven thousand dollars, one option, take it or leave it. A lot of people left it.”
Three numbers instead of one
Cimarron started on Quotient in August 2025, a week before the first heat wave. Marcus spent an evening importing his price book and setting a margin floor of 32 percent. From then on every walkthrough ended the same way: the tech picked the system they would install, Quotient wrote a good and a best around it, and the homeowner saw all three on a phone, each with a monthly number underneath.
The change Marcus did not expect was in his techs. “Nobody had to sell anything. The middle option looks reasonable next to the other two, and that is where most people land. My guys stopped pushing and started explaining.”
- Sixty-one percent of Cimarron’s homeowners now choose Better or Best.
- The average replacement ticket went from $7,180 to $9,790 in twelve months.
- Close rate on replacement calls rose from 41 to 58 percent.
The monthly number does the talking
Before Quotient, financing at Cimarron was a brochure in the glove box. Now the pre-qualification runs on the tech’s phone in about ninety seconds, and the approval shows up as a payment on each option. Marcus figures a third of the jobs his crew closed last summer would have been “we’ll think about it” without it.
The office used to find out about a sale when the paperwork came back in the truck. Now my phone buzzes before the tech is out of the driveway.
What Marcus would tell another owner
Put your real prices in and set the floor first, he says. “The software will not make a bad price book good. But if your numbers are right, it gets them in front of people the way they actually like to buy.”
