Metrics that Matter - Screening & Enclosures
Metrics That Matter: What Screening & Enclosure Business Owners Need to Know Before Selling
In Florida, the demand for screened patios, lanais, pool enclosures, and other outdoor structures is constant, thanks to the climate, insects, and the Floridian love of indoor-outdoor living. Screening and enclosure businesses often enjoy strong demand, high margins, and project-based growth.
But when it comes time to sell, buyers want more than a backlog of jobs and a busy schedule. They’re looking at metrics that reveal the business’s profitability, sustainability, compliance, and scalability, particularly important in a state like Florida where permitting, licensing, and building codes are heavily enforced.
This article breaks down the key metrics buyers use to evaluate businesses in the screening and enclosure industry, outlines Florida-specific regulatory issues, and offers tips to help you maximize your value when you’re ready to sell.
Why Metrics Matter When Selling a Screening or Enclosure Business
Buyers want to know that your business is profitable, properly licensed, operationally systemized, and capable of running with or without you. If you’re a hands-on owner managing every estimate, permit, and install - your value may be lower than you think. But with the right structure and data in place, your business can become a highly marketable asset.
The key areas buyers evaluate include:
- Revenue predictability
- Project margins and pipeline health
- Permitting and licensing compliance (especially in Florida)
- Team structure and install capacity
- Operational efficiency and customer acquisition strategy
Florida’s Screening & Enclosure Market: Why Buyers Are Interested
Why Florida?
Florida’s environment creates ideal conditions for the screening and enclosure industry, including:
Year-round warm weather, allowing year-round construction.
A high percentage of homes with pools, patios, and lanais.
Frequent storm damage and rebuilds, driving demand.
HOA and municipal codes requiring screens for pools and pest control.
Who’s Buying?
General contractors expanding into specialty outdoor structures.
Existing screening/enclosure businesses acquiring market share.
Private equity or investment groups consolidating niche trades.
Owner-operators seeking a profitable, local business with repeat demand.
Top Metrics Buyers Analyze in a Screening & Enclosure Business
1. Revenue and Project Type Mix
What It Is: Annual revenue, broken down by service type - screen repairs, new enclosures, re-screening, patio extensions, pool cage builds, etc.
Why It Matters: A well-rounded mix shows strong demand and less dependency on one income stream.
What Good Looks Like:
Balanced revenue across multiple service types and job sizes.
Diversification between residential and commercial work.
Red Flags:
Overreliance on a single job type (e.g., all re-screens, no new builds).
2. Average Project Size and Margins
What It Is: Average revenue and gross profit per job, typically influenced by project type and efficiency.
Why It Matters: Indicates job quality, pricing, and profitability.
What Good Looks Like:
High-ticket jobs like pool enclosures and structural builds.
Gross profit margins of 40–50%, especially on custom projects.
Red Flags:
Small, low-margin jobs dominate revenue (repairs only).
Inconsistent pricing or low markup on labor/materials.
3. Project Pipeline & Backlog
What It Is: Number of signed jobs waiting to be completed and the average timeline to start/complete work.
Why It Matters: A healthy backlog shows sustained demand and eases revenue forecasting.
What Good Looks Like:
4–8 weeks of scheduled work, with consistent lead flow.
CRM or spreadsheet tracking with job status updates.
Red Flags:
No backlog - purely chasing new leads week to week.
Lack of tracking systems or documentation.
4. Customer Concentration & Referral Sources
What It Is: Percentage of business from top clients, and how customers are acquired (referrals, HOAs, online).
Why It Matters: Shows risk exposure and marketing efficiency.
What Good Looks Like:
No customer accounting for more than 10–15% of revenue.
Healthy mix of referrals, inbound marketing, and repeat work.
Red Flags:
Overreliance on one or two contractors or builders for leads.
5. Licensing & Compliance (Florida-Specific)
What It Is: Adherence to Florida’s requirements for enclosure and screen structure construction.
Why It Matters: Florida law requires permits, licensed contractors, and code compliance for structural work - noncompliance is a deal breaker.
What Good Looks Like:
Active Specialty Structure Contractor (SCC) license or General Contractor (GC) license.
Permits pulled under your license, not under third parties.
Proper liability and workers’ comp insurance.
Red Flags:
Working unlicensed or under someone else’s license.
Skirting permitting process - major liability risk.
6. Team Capacity & Subcontractor Relationships
What It Is: Your install team structure - in-house vs. subs - and how reliably they execute projects.
Why It Matters: A skilled, reliable team ensures jobs are completed on time and to code.
What Good Looks Like:
Reliable, documented subcontractors or employed installers.
Clear scopes of work, safety protocols, and job site SOPs.
Red Flags:
Constant crew turnover.
No written subcontractor agreements or performance standards.
Operational Elements That Impact Value
Job management software - like JobNimbus, Buildertrend, or Monday.com for scheduling and tracking.
Estimating tools - standardized quoting processes for accurate and consistent pricing.
Marketing system - Google Business Profile, website, reviews, and lead generation strategy.
Financial transparency - CPA-reviewed books, clean P&L statements, separate business/personal expenses.
Permitting documentation - records of jobs, permits, and final inspections.
Common Mistakes Sellers Make in the Screening & Enclosures Industry
Not pulling permits - this puts buyers at legal and financial risk.
No proper licensing - especially for structural jobs in Florida.
Messy financials - hard to verify profitability without clean books.
Overdependence on the owner - if you do everything, the business isn’t turnkey.
No CRM or tracking tools - makes operations appear chaotic.
Ignoring online reviews - weak online presence reduces credibility and buyer confidence.
Actionable Tips to Improve Key Metrics Before Selling
Formalize your licensing - Ensure you're the qualifying contractor or have a legally compliant arrangement.
Implement job tracking systems - Use software to monitor jobs from lead to final inspection.
Diversify services - Add maintenance plans, storm rebuilds, or retractable screen systems.
Build a trained team - Whether in-house or subcontracted, consistency matters.
Strengthen your online presence - Google reviews, a modern website, and portfolio photos boost trust.
Document your systems - Create SOPs for quoting, permitting, and scheduling.
Clean up your financials - Work with a CPA to organize income, job costing, and labor tracking.
Plan for the transition - Develop a strategy to pass your role to a manager or buyer.
Conclusion: Preparing Your Florida Screening & Enclosures Business for a Successful Sale
Florida’s screening and enclosure businesses are in high demand, but only those that are licensed, profitable, and operationally organized attract top buyers and premium offers.
If you want to maximize your value, focus on permitting compliance, profit margins, documented systems, and scalable workflows. Buyers are willing to pay more for a business that doesn’t depend on the seller to run, and that can prove it’s been built to last.
Thinking of selling your Florida screening & enclosures business?
Contact us for a confidential consultation and learn how to prepare your business for a profitable, smooth exit.