TIGS Operating Cockpit v2 · draft
Monday, July 27, 2026 · executive daily read
Performance → Outlook → Health
detail on demand

!Needs you today

US Q4 CDI coverage 30%. $897K dated vs $2.99M Q4 forecast; $5.24M undated needs install dates. Q4 = 93% of the EBT plan, so this is the single biggest swing on the year.
Web sessions −9.2% YoY. Traffic soft — the standing top-of-funnel constraint.
$26K receivable 91+. Greg La Marco — the only account past 90 days; prioritize collection.
Labor running hot — 19% of income, +60% YoY. Cost of labor is $4.95M vs $3.10M last year — was 16% of revenue, now ~19% and climbing toward 20%. Up across both direct (manufacturing/warehouse/install) and indirect wages — worth a look at where the headcount growth is.

What's new — Slack & email

Finance
Project Turf close: Rene pressing to get all open items to Baker Tilly by COB. Frances uploaded more supporting docs to the BT portal 7/27 and requested another BT review meeting (targeting 7/28); intercompany data already provided, POs/invoices list still in progress. — Email · Rene / Frances Martinez / Nathan Welch · Jul 27 · open
Sales
Weekend sales recap: July '26 sales $2.20M (-13% YoY, -$327K; -13% to forecast), 71% of the way to the $3.06M goal, needing $78K/day. Kenny's $87K order Friday drove a $142.9K day; weekend added $70K. — Slack · Gerald Haynes / #us-sales-support-ops · Jul 27 · open
Ops
Full Swing sent a PO (20x 10' enclosures, 12' units) with an 8/20 need-by. Tim confirmed enough stock to swap patches and complete this week; Justin invoicing dated 7/31 to pull the revenue into July. — Email · Justin Carlson / Tim Bowerman · Jul 27 · open
People
Justin Carlson shared a 'James Laidlaw - Exit' checklist spreadsheet with Rene, Alex, Bill, Nathan and Kailey — offboarding items to complete prior to exit. — Email · Justin Carlson · Jul 27 · open
Marketing
Microsoft Advertising invitation received — Bing ads onboarding underway, aligning with the pending Microsoft/Bing ad-spend connector (ds=AC) expected to come online ~Aug. — Email · Microsoft Advertising · Jul 27 · open
Ops
NAI Robert Lynn sent the 'Clean Revised IGS-Sublease Agreement' via DocuSign for Rene's signature — McKinney sublease final redline out for execution. — Email · NAI Robert Lynn · Jul 27 · open
People
Virtual interview scheduled for today (7/28) for a Project Manager – Golf Simulator Installations (CDI PM hire). — Email · Carolina McConnell · Jul 28 · open
Product
Asia sourcing trip firming up: Rene confirmed the Park Hyatt stay; Seon arranging factory-visit pickup, tour set for the 21st. — Email · Sean Sung (Seon Materials) · Jul 27 · open

1Performance — how the business is doing

Financial scorecard · YTD through Jul 27 vs 2025 same period

Revenue
$25.8M
+31% vs LY
$19.7M in 2025
Revenue ex‑Trackman
$22.4M
+16% organic
TM B2B 10× ($0.3M→$3.4M)
EBIT
−$1.93M
+24% vs LY · loss narrowing
Net income
−$2.11M
+30% vs LY
Gross margin
8.6%
▲ from 2.5% LY
COGS (2000) % of income
62.9%
▼ from 70.5% LY
Shipping (2100) % of income
9.3%
▼ from 11.4% LY
Labor % of income
19.2%
▲ from 15.8% · +60% $
Growing well, margins improving. Revenue +31% and gross margin up 6 points YoY (2.5% → 8.6%), with EBIT and net income both improving ~24–30%. The one watch item is labor, now ~19% of income (up from 16%) and +60% in dollars.

Revenue trend · QuickBooks · toggle the view

Labor % of income — the watch item · 2026 vs 2025 · mostly non-CDI (production/fulfillment)

Labor +$1.85M (+60%) YoY — but mostly NOT CDI. The 2026 CDI labor breakout shows CDI is only ~16% of company labor (~14% of direct wages, ~24% of indirect) — now confirmed with June actuals from QuickBooks: CDI labor $98.9K vs TIGS total $611.6K = 16.2%. The other ~84% is non-CDI — manufacturing, warehouse, shipping/receiving, retail install. CDI’s entire 2026 labor (~$815K) caps its share of the increase at ~44% at most (realistically ~a third). The bulk is production/fulfillment labor scaling with the +16% ex-Trackman product growth. 2026 (green) runs above 2025 (gray); red line = YTD 19.2%.

Company P&L — monthly · QuickBooks · Jan 1 – Jul 28, 2026 · click to expand · % inc = this yr · LY = 2025 same period ($ + %) · Δ = share move vs LY · YoY = $ growth vs LY

Months swing hard — April printed +$768K operating income, June −$1.02M — largely CDI revenue-recognition timing under ASC 606 (COGS posts before the install closes out). Read the trend on a rolling basis, not any single month. YTD net income −$2.11M; the year is back-loaded, with 93% of the EBT plan in Q4. Blended margins are thin, which is exactly why the CDI engine below matters. Tap Income / COGS / Expenses to expand the sub-accounts.

CDI P&L — the profit engine · Jan–Jun restated, monthly with G/L drill-down · Custom Install tracker (Google Sheet) + 3000 labor breakout

CDI as a stand-alone business, restated with full 3000 labor. Sales & non-labor COGS from Finance’s Custom Install tracker (Google Sheet, source of truth); all CDI labor (installers + indirect sales/PM + employer burden) folded into a 3000 Cost of Labor line in COGS, from the payroll breakout. Click any line to drill to G/L — including Gross/Net → CDI custom vs. retail-with-assembly (June’s retail-with-assembly spiked to ~39% of net sales). Margin softened Jan–May (34% → 22.5%) as labor outgrew sales, then recovered to 27.4% in June as labor dropped back to $99K. YTD gross margin ≈ 28% vs ~9% company blended. June labor = both pay periods (6.12 + 6.26).

2Outlook — what's coming

Sales pipeline & booking pace · Pipedrive + CDI Active Projects

US open book
$8.69M
Canada C$6.30M
Q4 CDI coverage
30%
$897K dated / $2.99M forecast
CDI booked YTD
65
vs 58 closed-out
Retail-w/-assembly YTD
51
SIG / Shopify installs
CDI is booking faster than it closes out — 65 booked vs 58 installed YTD. That +7 gap is what inflates the deferred balance and pushes recognition into later months (only CDI defers under ASC 606; retail-with-assembly recognizes on completion). Q4 coverage at 30% is the risk to watch.

3Health — day-to-day signals

Cash
$1.45M
current ratio 2.4 · WC $5.6M
A/R
$490K
$26K at-risk (91+)
A/P
$2.50M
$174K overdue
Demand
128K
sessions −9% YoY · eCom $2.23M
Service
175 open
CSAT 4.8 · 2,633 MTD

4Deep-dive — open only when a number looks off

Reconciliation & detail — CDI pace, won mix, forward book, ASC 606 schedule, go-backs
Draft v2 · P&L is live QuickBooks (Jan 1 – Jul 28); other tiles seeded with 7/27 figures for layout review. CDI P&L is monthly Jan–Jun, restated — sales/COGS from Finance's Custom Install tracker (Google Sheet, source of truth) + the 3000 labor breakout. React to the shape and I'll wire the remaining live feeds + port the deep-dive.