Upgrades vs Install Supplies ... What's the Difference?
Learn when to use Upgrades, Install Supplies, and Services to maximize profit and customer value on every quote
SetSale gives you a few ways to build value and profit into every quote. Upgrades and Install Supplies are the two you'll use most, but they work very differently: one is a choice your customer makes, and the other is a cost you build into the price.
This article explains how each one works, when to use it, and where Services fit in.
At a Glance
- Upgrades are optional. They appear on the proposal, and the homeowner can toggle them on or off (e.g., IAQ products, surge protectors).
- Install Supplies are required. They're baked into the price and the homeowner can't remove them (e.g., parts, wire, install kits).
- Services are required, included value, like labor warranties, permits, and membership inclusions.
Upgrades (Customer-Facing)
Upgrades let homeowners customize their system. Offering them on every quote is one of the easiest ways to raise your average ticket.
Where to find them: Go to Settings → Quoting → Upgrades.
How Upgrades Work
- You enter the selling price, not your cost. This is what the customer pays for the upgrade.
- Customers toggle them on or off. On the presentation, each Upgrade appears as a switch. The quote total and monthly payment update automatically.
- Add them manually or by CSV. To import, download the provided template, fill in your items, and re-upload it.
- Add rich content. Attach bullet points, a photo or brochure, or a video (e.g., a product video for a REME HALO) so you can walk the homeowner through it during the presentation.
- Auto-add them to quotes. Use the Automatically Added column to add an Upgrade to every quote, or only when certain conditions are met (like a specific tier or system type).
Install Supplies (Backend Costing)
Install Supplies make sure your price covers every material the job needs. They're built into the final price and can't be removed by the customer.
Where to find them: Go to Settings → Quoting → Install Supplies.
How Install Supplies Work
- You enter your cost. Install Supplies are added to the job's cost basis, so your pricing rules apply on top of them and your margin stays protected.
- They're baked into the price. Supplies don't show up as a separate priced line item for the customer.
- Set rules for when they're added. Configure a supply to be included only for certain system types (e.g., Heat Pumps only), only with specific equipment, or on every quote.
- Adjust them per quote. Your rules handle the defaults, but technicians can add or remove Install Supplies on an individual tier when a job needs something different.
Where Services Fit In
Some items aren't optional for the customer, but they're worth more to them than "parts and pieces." For these, use Services instead of Install Supplies:
- Extended labor warranties
- Membership inclusions
- Mandatory permits
Services are included in the package price, so you stay profitable while still showing the homeowner the value they're getting.
👉 Learn more in Understanding and Using Services.
Summary Comparison
| Upgrades | Install Supplies | Services | |
|---|---|---|---|
| Customer choice | Optional (toggled on/off) | Required | Required |
| You enter | Selling price | Cost | Cost |
| Shown to customer | Yes, as a priced line item | No, baked into the price | Included in the package price |
| Best used for | IAQ products, surge protectors | Parts and pieces, wire, install kits | Labor warranties, permits, memberships |