WHY TILE & STONE CONTRACTORS LOSE MARGIN WITHOUT KNOWING IT.
Tile & Stone margin is lost to three specific things: the inherited slab, the slab on the boat, and the flood test nobody billed. All three are measurable, and all three are invisible without job costing that reads against the estimate.
Tile and stone contractors at $1M to $5M net 5.5 percent on the SPM 48-trade dataset, rising to 8 percent by $25M to $50M; the CFOS target at $1M to $5M is 10 percent. The distance between the trade average and the CFOS target isn't a pricing problem in this trade. It sits in the three mechanisms below, each of which moves margin without appearing as a failure on any single job. Tile is rigid; the substrate's sins (out-of-flat, wet, cracked) become the tile contractor's callbacks unless substrate acceptance, prep pricing, and test records are on paper before setting. Request the FF/FL report and the moisture readings at handoff; they exist for exactly this.
THE MATH BEHIND THE MISSING CASH.
The Inherited Slab
Tile is rigid; the substrate's sins (out-of-flat, wet, cracked) become the tile contractor's callbacks unless substrate acceptance, prep pricing, and test records are on paper before setting. Request the FF/FL report and the moisture readings at handoff; they exist for exactly this.
The Slab on the Boat
Deposits out months early, breakage and dye-lot risk in transit, no warehouse restock behind a cracked book-match: the material float is the trade's silent bank loan, and stored-materials terms plus priced attrition allowances are the repayment plan.
The Flood Test Nobody Billed
Wet areas fail at the membrane, and the bill lands on whoever lacks the test record. A witnessed, photographed, billed flood test before setting is cheap insurance against the most expensive tear-out in the interiors family. (cfos-job-profitability-system) ---
WHAT CHANGES IN THE FIRST 60 DAYS.
| Metric | $1M to $5M | $5M to $10M | $10M to $25M |
|---|---|---|---|
| Gross margin, industry average | 22% | 23% | 24% |
| Gross margin, CFOS target | 23% | 23% | 24% |
| Net profit, industry average | 8% | 10% | 12% |
| Net profit, CFOS target | 10% | 11% | 13% |
| Overhead, industry average | 14% | 13% | 12% |
| Overhead, CFOS target | 13% | 12% | 11% |
Industry figures are Tile & Stone contractors' AVERAGE for each revenue band, not a floor. The CFOS net profit target is set at 10 percent before taxes or 3.5 points better than your trade's average at your revenue, whichever is higher, and the gross margin target is set at whatever gross margin produces that net profit once your overhead is paid, and never below your trade's own average. Gross minus overhead equals net on every column, so the rows tie out. The gross margin and overhead figures for this trade are derived from the nearest comparable trade in the same dataset, and were not measured directly.
| Last 12 months revenue | Monthly fee |
|---|---|
| Up to $1M | $1,900 to $2,900 |
| $1M to $3.5M | $2,600 to $3,900 |
| $3.5M to $6.5M | $3,800 to $5,700 |
| $6.5M to $9.5M | $5,100 to $7,100 |
| $9.5M to $12.5M | $6,100 to $8,500 |
| $12.5M to $15.5M | $7,400 to $11,000 |
| $15.5M to $18.5M | $9,400 to $13,500 |
| $18.5M+ | Quoted individually |
Range reflects the three tiers below. Which one you're in depends on how much of the work you want off your desk. No payroll. No hidden line items.
You stop guessing.
You get the CFO work. Job costing built against the way you estimate, a 13 week cash forecast, monthly WIP, and a meeting every month that ends in decisions rather than a report.
Your bookkeeper keeps doing the books.
You stop touching the books.
Everything in Core, and we run the bookkeeping and the controllership as well. Nobody in your office is answering coding questions or chasing a reconciliation at month end.
We do the books. No payroll.
Every job shows its margin while it's still running.
Everything in Executive, plus the job costing and WIP platform set up, loaded with your cost codes, and managed for you every month. You never have to learn it.
We do the job costing.
FREQUENTLY ASKED.
