English Stone · Margin & Commissions · Confidential

English Stone — Margin & Commission Variance

Forecast vs Actual · Commission on Actual Margin · Validation run — actuals from L10 Margin Tracker, material forecast from Projul. Labor forecast + live QBO drill-down pending.

Across 29 jobs we're paying $55,579 in sales + PM commission on $158,796 of actual contribution margin. 13 jobs came in under the 30% margin target — $19,427 of margin miss — yet still carry commission. Materials ran +$13,673 over the Projul forecast on the jobs we can match. Open any job below to see its cost stack and commission math.

Revenue (29 jobs)

$512,491

Contribution margin

$158,796

Commission payable now

$37,731

Margin outliers

Total margin miss

$19,427

Commission Outliers — jobs paying commission under the 30% margin target

Job · Rep/PM	Revenue	Labor Δ	Mat'l Δ	Margin %	Sales	PM	Margin miss	Status
Kimberly Wong · Joel/Joel	$83,290	—	—	22.3%	$3,718	$2,789	$6,396	Hold
Dan Aronson · Joel/Jack	$23,941	—	+$4,886	17.2%	$825	$619	$3,057	Ready
Mike Norman · Joel/Jack	$14,449	—	—	16.0%	$464	$348	$2,016	Ready
Tanner Judge · Jack/Adam	$37,238	—	—	25.5%	$1,897	$1,423	$1,685	Ready
Jeanette Klauder · Jack/Jack	$10,932	—	+$1,821	16.8%	$366	$275	$1,448	Ready
Alex Calof · Jack/Jack	$6,051	—	+$188	9.7%	$117	$88	$1,230	Ready
Sylvia Balbo · Joel/Joel	$21,664	—	+$2,875	24.4%	$1,059	$794	$1,203	Ready
Scott Mullinix · Joel/Joel	$22,543	—	+$3,391	27.2%	$1,225	$918	$640	Ready
Quaday Front Stoop · Joel/Adam	$27,425	—	—	27.9%	$1,529	$1,147	$580	Hold
Linda Johnson · Joel/Adam	$7,000	—	—	22.7%	$318	$238	$512	Hold
Lauren Sanchez · Jack/Jack	$10,815	—	+$721	26.8%	$579	$434	$349	Ready
Laura Madsen · Jack/Jack	$5,660	—	-$157	26.4%	$299	$224	$204	Ready
Katy Eickhof · Jack/Jack	$2,000	—	—	24.6%	$99	$74	$107	Ready

All jobs — commission & variance

Job · Rep/PM	Revenue	Labor Δ	Mat'l Δ	Margin %	Sales	PM	Margin miss	Status
Kimberly Wong · Joel/Joel	$83,290	—	—	22.3%	$3,718	$2,789	$6,396	Hold
Dan Aronson · Joel/Jack	$23,941	—	+$4,886	17.2%	$825	$619	$3,057	Ready
Mike Norman · Joel/Jack	$14,449	—	—	16.0%	$464	$348	$2,016	Ready
Tanner Judge · Jack/Adam	$37,238	—	—	25.5%	$1,897	$1,423	$1,685	Ready
Jeanette Klauder · Jack/Jack	$10,932	—	+$1,821	16.8%	$366	$275	$1,448	Ready
Alex Calof · Jack/Jack	$6,051	—	+$188	9.7%	$117	$88	$1,230	Ready
Sylvia Balbo · Joel/Joel	$21,664	—	+$2,875	24.4%	$1,059	$794	$1,203	Ready
Scott Mullinix · Joel/Joel	$22,543	—	+$3,391	27.2%	$1,225	$918	$640	Ready
Quaday Front Stoop · Joel/Adam	$27,425	—	—	27.9%	$1,529	$1,147	$580	Hold
Linda Johnson · Joel/Adam	$7,000	—	—	22.7%	$318	$238	$512	Hold
Lauren Sanchez · Jack/Jack	$10,815	—	+$721	26.8%	$579	$434	$349	Ready
Laura Madsen · Jack/Jack	$5,660	—	-$157	26.4%	$299	$224	$204	Ready
Katy Eickhof · Jack/Jack	$2,000	—	—	24.6%	$99	$74	$107	Ready
Ted Ekkers · Joel/Jack	$15,968	—	-$309	32.4%	$1,034	$775	—	Ready
Karl Ulfers · Joel/Joel	$42,051	—	+$2,837	30.3%	$2,549	$1,912	—	Ready
Katherine Lindstrom · Joel/Adam	$22,237	—	+$280	35.9%	$1,599	$1,199	—	Ready
Bryce Hansen · Jack/Jack	$2,495	—	+$22	33.3%	$166	$125	—	Ready
Jill Bird · Joel/Jack	$14,325	—	—	38.9%	$1,113	$835	—	Ready
Steve Olson · Joel/Adam	$49,682	—	—	40.6%	$4,036	$3,027	—	Ready
Daniel Hellrung · Jack/Jack	$5,465	—	-$196	41.3%	$452	$339	—	Ready
Cecelia Brackey · Jack/Jack	$3,992	—	-$346	41.5%	$332	$249	—	Ready
George Solheim · Jack/Jack	$19,000	—	-$2,791	58.8%	$2,236	$1,677	—	Ready
Jason Cocco · Jack/Jack	$3,750	—	+$6	41.0%	$308	$231	—	Ready
Craig Perman · Jack/Jack	$2,646	—	-$27	52.0%	$275	$206	—	Ready
Hannah Dormanen · Jack/Jack	$1,529	—	-$216	56.5%	$173	$130	—	Ready
Chet Funk · Jack/Jack	$5,609	—	-$898	31.9%	$358	$269	—	Ready
Annie Bishop · Joel/Jack	$25,474	—	+$1,586	38.2%	$1,944	$1,458	—	Hold
Tm Meyer · Joel/Adam	$15,263	—	—	65.5%	$1,999	$1,499	—	Hold
Todd Langevin · Joel/Joel	$9,997	—	—	34.5%	$691	$518	—	Hold

Per-job drill-down — cost stack, commission math, QB expense lines

Kimberly Wong · Joel / JoelHoldmiss $6,396

Revenue

$83,290

Labor actual

$24,700 29.7%

Material actual

$33,752 40.5%

Contribution margin

$18,591 22.3%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$24,838

7.5% carve (PM + giving)

-$6,247

Sales commission (20%)

$3,718 Joel

PM commission (15%)

$2,789 Joel

Missing charges from DemCon dumpsters

Dan Aronson · Joel / JackReadymiss $3,057

Revenue

$23,941

Labor actual

$7,050 29.4%

Material actual

$10,970 45.8%

Contribution margin

$4,125 17.2%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$5,921

7.5% carve (PM + giving)

-$1,796

Sales commission (20%)

$825 Joel

PM commission (15%)

$619 Jack

Mike Norman · Joel / JackReadymiss $2,016

Revenue

$14,449

Labor actual

$1,250 8.6%

Material actual

$9,797 67.8%

Contribution margin

$2,318 16.0%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$3,402

7.5% carve (PM + giving)

-$1,084

Sales commission (20%)

$464 Joel

PM commission (15%)

$348 Jack

Tanner Judge · Jack / AdamReadymiss $1,685

Revenue

$37,238

Labor actual

$9,660 25.9%

Material actual

$15,299 41.1%

Contribution margin

$9,486 25.5%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$12,279

7.5% carve (PM + giving)

-$2,793

Sales commission (20%)

$1,897 Jack

PM commission (15%)

$1,423 Adam

Jeanette Klauder · Jack / JackReadymiss $1,448

Revenue

$10,932

Labor actual

$3,350 30.6%

Material actual

$4,931 45.1%

Contribution margin

$1,831 16.8%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$2,651

7.5% carve (PM + giving)

-$820

Sales commission (20%)

$366 Jack

PM commission (15%)

$275 Jack

Alex Calof · Jack / JackReadymiss $1,230

Revenue

$6,051

Labor actual

$1,650 27.3%

Material actual

$3,362 55.6%

Contribution margin

$585 9.7%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,039

7.5% carve (PM + giving)

-$454

Sales commission (20%)

$117 Jack

PM commission (15%)

$88 Jack

Sylvia Balbo · Joel / JoelReadymiss $1,203

Revenue

$21,664

Labor actual

$5,775 26.7%

Material actual

$8,968 41.4%

Contribution margin

$5,296 24.4%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$6,921

7.5% carve (PM + giving)

-$1,625

Sales commission (20%)

$1,059 Joel

PM commission (15%)

$794 Joel

Scott Mullinix · Joel / JoelReadymiss $640

Revenue

$22,543

Labor actual

$7,838 34.8%

Material actual

$6,891 30.6%

Contribution margin

$6,123 27.2%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$7,814

7.5% carve (PM + giving)

-$1,691

Sales commission (20%)

$1,225 Joel

PM commission (15%)

$918 Joel

Quaday Front Stoop · Joel / AdamHoldmiss $580

Revenue

$27,425

Labor actual

$8,434 30.8%

Material actual

$9,287 33.9%

Contribution margin

$7,647 27.9%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$9,704

7.5% carve (PM + giving)

-$2,057

Sales commission (20%)

$1,529 Joel

PM commission (15%)

$1,147 Adam

Need Dom to submit hours for labor payment at $55/hr

Linda Johnson · Joel / AdamHoldmiss $512

Revenue

$7,000

Labor actual

$1,845 26.4%

Material actual

$3,042 43.5%

Contribution margin

$1,588 22.7%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$2,113

7.5% carve (PM + giving)

-$525

Sales commission (20%)

$318 Joel

PM commission (15%)

$238 Adam

Lauren Sanchez · Jack / JackReadymiss $349

Revenue

$10,815

Labor actual

$3,500 32.4%

Material actual

$3,608 33.4%

Contribution margin

$2,896 26.8%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$3,707

7.5% carve (PM + giving)

-$811

Sales commission (20%)

$579 Jack

PM commission (15%)

$434 Jack

Laura Madsen · Jack / JackReadymiss $204

Revenue

$5,660

Labor actual

$3,011 53.2%

Material actual

$730 12.9%

Contribution margin

$1,494 26.4%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,919

7.5% carve (PM + giving)

-$424

Sales commission (20%)

$299 Jack

PM commission (15%)

$224 Jack

Katy Eickhof · Jack / JackReadymiss $107

Revenue

$2,000

Labor actual

$1,000 50.0%

Material actual

$357 17.8%

Contribution margin

$493 24.6%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$643

7.5% carve (PM + giving)

-$150

Sales commission (20%)

$99 Jack

PM commission (15%)

$74 Jack

Ted Ekkers · Joel / JackReady32.4% margin

Revenue

$15,968

Labor actual

$5,310 33.2%

Material actual

$4,291 26.9%

Contribution margin

$5,169 32.4%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$6,367

7.5% carve (PM + giving)

-$1,198

Sales commission (20%)

$1,034 Joel

PM commission (15%)

$775 Jack

Karl Ulfers · Joel / JoelReady30.3% margin

Revenue

$42,051

Labor actual

$14,988 35.6%

Material actual

$11,164 26.6%

Contribution margin

$12,745 30.3%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$15,899

7.5% carve (PM + giving)

-$3,154

Sales commission (20%)

$2,549 Joel

PM commission (15%)

$1,912 Joel

Katherine Lindstrom · Joel / AdamReady35.9% margin

Revenue

$22,237

Labor actual

$5,859 26.4%

Material actual

$6,715 30.2%

Contribution margin

$7,995 35.9%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$9,663

7.5% carve (PM + giving)

-$1,668

Sales commission (20%)

$1,599 Joel

PM commission (15%)

$1,199 Adam

Bryce Hansen · Jack / JackReady33.3% margin

Revenue

$2,495

Labor actual

$1,053 42.2%

Material actual

$424 17.0%

Contribution margin

$831 33.3%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,018

7.5% carve (PM + giving)

-$187

Sales commission (20%)

$166 Jack

PM commission (15%)

$125 Jack

Jill Bird · Joel / JackReady38.9% margin

Revenue

$14,325

Labor actual

$3,060 21.4%

Material actual

$4,626 32.3%

Contribution margin

$5,565 38.9%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$6,639

7.5% carve (PM + giving)

-$1,074

Sales commission (20%)

$1,113 Joel

PM commission (15%)

$835 Jack

Steve Olson · Joel / AdamReady40.6% margin

Revenue

$49,682

Labor actual

$17,485 35.2%

Material actual

$8,291 16.7%

Contribution margin

$20,180 40.6%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$23,906

7.5% carve (PM + giving)

-$3,726

Sales commission (20%)

$4,036 Joel

PM commission (15%)

$3,027 Adam

Daniel Hellrung · Jack / JackReady41.3% margin

Revenue

$5,465

Labor actual

$2,796 51.2%

Material actual

$0 0.0%

Contribution margin

$2,259 41.3%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$2,669

7.5% carve (PM + giving)

-$410

Sales commission (20%)

$452 Jack

PM commission (15%)

$339 Jack

Cecelia Brackey · Jack / JackReady41.5% margin

Revenue

$3,992

Labor actual

$2,035 51.0%

Material actual

$0 0.0%

Contribution margin

$1,658 41.5%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,957

7.5% carve (PM + giving)

-$299

Sales commission (20%)

$332 Jack

PM commission (15%)

$249 Jack

George Solheim · Jack / JackReady58.8% margin

Revenue

$19,000

Labor actual

$5,500 28.9%

Material actual

$896 4.7%

Contribution margin

$11,179 58.8%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$12,604

7.5% carve (PM + giving)

-$1,425

Sales commission (20%)

$2,236 Jack

PM commission (15%)

$1,677 Jack

Jason Cocco · Jack / JackReady41.0% margin

Revenue

$3,750

Labor actual

$1,887 50.3%

Material actual

$43 1.1%

Contribution margin

$1,539 41.0%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,820

7.5% carve (PM + giving)

-$281

Sales commission (20%)

$308 Jack

PM commission (15%)

$231 Jack

Craig Perman · Jack / JackReady52.0% margin

Revenue

$2,646

Labor actual

$1,071 40.5%

Material actual

$0 0.0%

Contribution margin

$1,377 52.0%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$1,575

7.5% carve (PM + giving)

-$198

Sales commission (20%)

$275 Jack

PM commission (15%)

$206 Jack

Hannah Dormanen · Jack / JackReady56.5% margin

Revenue

$1,529

Labor actual

$550 36.0%

Material actual

$0 0.0%

Contribution margin

$864 56.5%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$979

7.5% carve (PM + giving)

-$115

Sales commission (20%)

$173 Jack

PM commission (15%)

$130 Jack

Chet Funk · Jack / JackReady31.9% margin

Revenue

$5,609

Labor actual

$1,650 29.4%

Material actual

$1,746 31.1%

Contribution margin

$1,792 31.9%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$2,213

7.5% carve (PM + giving)

-$421

Sales commission (20%)

$358 Jack

PM commission (15%)

$269 Jack

Annie Bishop · Joel / JackHold38.2% margin

Revenue

$25,474

Labor actual

$11,332 44.5%

Material actual

$2,510 9.8%

Contribution margin

$9,721 38.2%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$11,632

7.5% carve (PM + giving)

-$1,911

Sales commission (20%)

$1,944 Joel

PM commission (15%)

$1,458 Jack

Tm Meyer · Joel / AdamHold65.5% margin

Revenue

$15,263

Labor actual

$0 0.0%

Material actual

$4,125 27.0%

Contribution margin

$9,993 65.5%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$11,138

7.5% carve (PM + giving)

-$1,145

Sales commission (20%)

$1,999 Joel

PM commission (15%)

$1,499 Adam

Todd Langevin · Joel / JoelHold34.5% margin

Revenue

$9,997

Labor actual

$3,695 37.0%

Material actual

$2,099 21.0%

Contribution margin

$3,453 34.5%

QuickBooks expense	Account	Amount
Individual QuickBooks expense lines load here from the live ProfitAndLossDetail pull (production).

Gross margin

$4,203

7.5% carve (PM + giving)

-$750

Sales commission (20%)

$691 Joel

PM commission (15%)

$518 Joel

How this is calculated

Commissions, on actual margin: Gross Margin = Revenue − Labor − Material; 7.5% of revenue carved for PM costs + giving fee; Contribution Margin = Gross − carve; Sales 20% + PM 15% of Contribution Margin. Reproduces the L10 Margin Tracker exactly (validated 29/29 jobs).
Margin outlier / miss: a job is flagged when its actual contribution margin falls below the 30% target; margin miss = (30% − actual%) × revenue. Mirrors Wallogy's Margin Outliers Report.
Variance: actual (QuickBooks) − forecast (Projul). Material forecast joined by job name; labor forecast not yet wired (shows "—"). Live QuickBooks expense line items populate each drill-down in production.

English Stone — generated weekly by the Margin & Commissions skill · 1 week on file