{"product_id":"concept-store-kpi-metrics","title":"7 Critical KPIs to Scale Your Concept Store Retail Business","description":"\u003cdiv class=\"container_new_design\"\u003e\n\u003cdiv class=\"text-section text-1_new_design\"\u003e\n\u003cdiv class=\"line_top\"\u003e\u003c\/div\u003e\n\u003ch2\u003eKPI Metrics for Concept Store\u003c\/h2\u003e\n\u003cp\u003eConcept Store success hinges on managing foot traffic conversion and inventory efficiency, not just top-line revenue This guide details 7 core Key Performance Indicators (KPIs) you must track In 2026, your average order value (AOV) starts at $4575, but your break-even requires nearly double the daily orders you currently project Your weighted cost of goods sold (COGS) is low, around 144%, leading to a strong contribution margin (CM) of 811% However, high fixed costs, totaling $21,978 monthly in 2026, mean you must defintely hit a 10% conversion rate on approximately 197 visitors per day to cover expenses Review conversion, AOV, and inventory turnover weekly to ensure you hit the September 2028 break-even date\n\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"image-section image-1_new_design\" id=\"main_article_image\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003e\n\u003cspan style=\"color: #6067F2;\"\u003e7 KPIs to Track for \u003c\/span\u003eConcept Store\u003c\/h2\u003e\u003cbr\u003e\n\u003ctable id=\"dwnld_tbl_id\"\u003e\n\u003ctr\u003e\n\u003cth\u003e#\u003c\/th\u003e\n\u003cth\u003eKPI Name\u003c\/th\u003e\n\u003cth\u003eMetric Type\u003c\/th\u003e\n\u003cth\u003eTarget \/ Benchmark\u003c\/th\u003e\n\u003cth\u003eReview Frequency\u003c\/th\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e1\u003c\/td\u003e\n\u003ctd\u003eVisitor Conversion Rate (VCR)\u003c\/td\u003e\n\u003ctd\u003eConversion Rate\u003c\/td\u003e\n\u003ctd\u003eIncrease from 100% (2026) toward 220% (2030)\u003c\/td\u003e\n\u003ctd\u003eWeekly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e2\u003c\/td\u003e\n\u003ctd\u003eAverage Order Value (AOV)\u003c\/td\u003e\n\u003ctd\u003eDollar Value\u003c\/td\u003e\n\u003ctd\u003eIncrease from $4575 (2026)\u003c\/td\u003e\n\u003ctd\u003eMonthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e3\u003c\/td\u003e\n\u003ctd\u003eContribution Margin (CM) %\u003c\/td\u003e\n\u003ctd\u003eMargin Percentage\u003c\/td\u003e\n\u003ctd\u003eStable 811% or higher\u003c\/td\u003e\n\u003ctd\u003eMonthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e4\u003c\/td\u003e\n\u003ctd\u003eInventory Turnover Ratio (ITR)\u003c\/td\u003e\n\u003ctd\u003eEfficiency Ratio\u003c\/td\u003e\n\u003ctd\u003eAim for 4x+\u003c\/td\u003e\n\u003ctd\u003eQuarterly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e5\u003c\/td\u003e\n\u003ctd\u003eLabor Cost % of Revenue\u003c\/td\u003e\n\u003ctd\u003eEfficiency Ratio\u003c\/td\u003e\n\u003ctd\u003eDecrease as sales scale\u003c\/td\u003e\n\u003ctd\u003eMonthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e6\u003c\/td\u003e\n\u003ctd\u003eRepeat Customer Ratio\u003c\/td\u003e\n\u003ctd\u003eLoyalty Ratio\u003c\/td\u003e\n\u003ctd\u003eGrowth from 300% (2026) toward 500% (2030)\u003c\/td\u003e\n\u003ctd\u003eMonthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e7\u003c\/td\u003e\n\u003ctd\u003eMonths to Break-Even\u003c\/td\u003e\n\u003ctd\u003eTime to Profitability\u003c\/td\u003e\n\u003ctd\u003e33 months (September 2028)\u003c\/td\u003e\n\u003ctd\u003eQuarterly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\n\u003cdiv class=\"dwnld_btn_div\"\u003e\u003cbutton id=\"dwnld_btn_id\" class=\"dwnld_btn_clss\"\u003eDownload Table in XLSX\u003c\/button\u003e\u003c\/div\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e \u003ch2\u003e\u003cspan style=\"color: #126CFF;\"\u003eHow efficiently are we converting store traffic into paying customers?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eThe conversion rate dictates how many people you need walking through the door to hit revenue targets, directly measuring how well your layout and staff turn browsers into buyers; this efficiency is central to understanding if The Concept Store is achieving sustainable profitability, as noted in discussions around \u003ca href=\"\/blogs\/profitability\/concept-store\"\u003eIs The Concept Store Currently Achieving Sustainable Profitability?\u003c\/a\u003e If your store converts \u003cstrong\u003e18%\u003c\/strong\u003e of \u003cstrong\u003e150\u003c\/strong\u003e daily visitors, you generate about \u003cstrong\u003e$68,850\u003c\/strong\u003e monthly revenue before accounting for cost of goods sold.\u003c\/p\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eLayout \u0026amp; Staff Impact\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003ePoor signage or cluttered displays drop CR below \u003cstrong\u003e12%\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eStaff training on product stories boosts AOV by \u003cstrong\u003e10%\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eHigh foot traffic volume masks low CR issues.\u003c\/li\u003e\n\u003cli\u003eAim for \u003cstrong\u003e20%\u003c\/strong\u003e conversion in prime holiday periods.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eTraffic Volume Requirements\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eTo hit $100k monthly revenue (assuming \u003cstrong\u003e40%\u003c\/strong\u003e gross margin), you need $166,667 in sales.\u003c\/li\u003e\n\u003cli\u003eAt $85 AOV, this requires \u003cstrong\u003e1,961\u003c\/strong\u003e transactions monthly.\u003c\/li\u003e\n\u003cli\u003eThat means needing \u003cstrong\u003e16,340\u003c\/strong\u003e visitors per month (or \u003cstrong\u003e545\u003c\/strong\u003e per day) if CR stays at \u003cstrong\u003e12%\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eIf onboarding takes \u003cstrong\u003e14+\u003c\/strong\u003e days, churn risk rises defintely due to slow adoption.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003e\u003cspan style=\"color: #126CFF;\"\u003eWhat is the true cost and profit margin of each product line?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eYour weighted Cost of Goods Sold (COGS) for the Concept Store is currently \u003cstrong\u003e46%\u003c\/strong\u003e, but understanding the split between Home Decor (\u003cstrong\u003e50%\u003c\/strong\u003e COGS) and Discovery Boxes (\u003cstrong\u003e40%\u003c\/strong\u003e COGS) dictates where you need to push pricing or volume. This granular view is crucial for purchasing strategy, much like understanding the overall earnings potential discussed in \u003ca href=\"\/blogs\/how-much-makes\/concept-store\"\u003eHow Much Does The Owner Of A Concept Store Earn?\u003c\/a\u003e. If onboarding takes 14+ days, churn risk rises.\u003c\/p\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eCategory COGS Snapshot\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eHome Decor COGS sits at \u003cstrong\u003e50%\u003c\/strong\u003e of retail price, demanding tight inventory control.\u003c\/li\u003e\n\u003cli\u003eDiscovery Box COGS is lower at \u003cstrong\u003e40%\u003c\/strong\u003e, offering a better immediate gross profit percentage.\u003c\/li\u003e\n\u003cli\u003eIf Home Decor drives \u003cstrong\u003e60%\u003c\/strong\u003e of your total sales dollars, it sets the baseline cost structure.\u003c\/li\u003e\n\u003cli\u003eReview vendor terms for Home Decor to see if \u003cstrong\u003e50%\u003c\/strong\u003e cost can drop to 45%.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eMargin Levers to Pull\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eThe Discovery Box Contribution Margin (CM) is \u003cstrong\u003e60%\u003c\/strong\u003e, making it your volume driver.\u003c\/li\u003e\n\u003cli\u003eHome Decor CM is \u003cstrong\u003e50%\u003c\/strong\u003e; focus on increasing its Average Transaction Value (ATV).\u003c\/li\u003e\n\u003cli\u003eIf you increase Home Decor prices by just \u003cstrong\u003e5%\u003c\/strong\u003e, the CM jumps to 52.5%.\u003c\/li\u003e\n\u003cli\u003eDefintely prioritize stocking items that maintain a CM above \u003cstrong\u003e55%\u003c\/strong\u003e consistently.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003e\u003cspan style=\"color: #126CFF;\"\u003eAre we building a loyal customer base that drives predictable recurring revenue?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eBuilding loyalty means proving your unique selection is worth coming back for, which is why tracking repeat purchase rates is crucial; if you're unsure about initial setup costs, review \u003ca href=\"\/blogs\/startup-costs\/concept-store\"\u003eHow Much Does It Cost To Open And Launch Your Concept Store Business?\u003c\/a\u003e. A single purchase doesn't confirm resonance; you need customers to return within a defined window, say, \u003cstrong\u003e90 days\u003c\/strong\u003e.\u003c\/p\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eMeasure Visit Stickiness\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eTrack the percentage of first-time buyers returning within \u003cstrong\u003esix months\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eIdentify which curated themes drive the highest rate of second visits.\u003c\/li\u003e\n\u003cli\u003eCompare acquisition cost against the cost to reactivate dormant shoppers.\u003c\/li\u003e\n\u003cli\u003eAim for a repeat rate above \u003cstrong\u003e30%\u003c\/strong\u003e for lifestyle retail concepts.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eValidate Curation Value with CLV\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCalculate CLV by multiplying average transaction value by purchase frequency.\u003c\/li\u003e\n\u003cli\u003eA high CLV proves the artisanal selection justifies premium pricing.\u003c\/li\u003e\n\u003cli\u003eIf CLV is low, your story-driven environment isn't converting discovery into habit.\u003c\/li\u003e\n\u003cli\u003eUse CLV to set sustainable limits on customer acquisition spending; it's defintely your ceiling.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003e\u003cspan style=\"color: #126CFF;\"\u003eWhen will we achieve sustainable operating profitability and positive cash flow?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eSustainable operating profitability for the Concept Store is projected around \u003cstrong\u003e33 months\u003c\/strong\u003e, but surviving the initial growth phase depends entirely on managing the \u003cstrong\u003e$272k minimum cash requirement\u003c\/strong\u003e; founders must focus on this runway now, Have You Considered How To Clearly Define The Unique Value Proposition For Concept Store To Stand Out In The Market?\u003c\/p\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003ePath to Operating Profit\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eBreak-even point is estimated at \u003cstrong\u003e33 months\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eThis timeline requires consistent monthly revenue growth.\u003c\/li\u003e\n\u003cli\u003eFocus on increasing average transaction value early.\u003c\/li\u003e\n\u003cli\u003eEvery delayed sale pushes the profitability date back.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\u003ch3\u003eCash Survival Needs\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eYou must secure \u003cstrong\u003e$272,000\u003c\/strong\u003e minimum cash reserve.\u003c\/li\u003e\n\u003cli\u003eThis cash covers the operating deficit until month 33.\u003c\/li\u003e\n\u003cli\u003eIf customer onboarding takes longer, cash burn increases.\u003c\/li\u003e\n\u003cli\u003eMonitor your monthly net cash position religiously.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003cbr\u003e \u003cdiv class=\"card_smpl\"\u003e\n\n\u003cdiv class=\"double_border\"\u003e\n\n\u003cdiv class=\"card_smpl_header\"\u003e\n\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\n\u003ch3\u003eKey Takeaways\u003c\/h3\u003e\n\n\u003c\/div\u003e\n\n\u003cul class=\"lst_crct_blog\"\u003e\n\n\u003cli\u003eSuccess hinges on immediately improving the Visitor Conversion Rate and leveraging the strong Average Order Value ($4575) to drive necessary sales volume.\u003c\/li\u003e\n\n\u003cli\u003eDespite a robust initial Contribution Margin of 81.1%, high fixed costs of $21,978 per month necessitate rapid scaling to cover overhead.\u003c\/li\u003e\n\n\u003cli\u003eManagement must track the 33-month break-even projection closely and ensure adequate capitalization to survive the operational ramp-up phase until September 2028.\u003c\/li\u003e\n\n\u003cli\u003eBeyond immediate sales drivers, optimizing Inventory Turnover Ratio and building customer loyalty through repeat purchases are crucial for long-term efficiency.\u003c\/li\u003e\n\n\u003c\/ul\u003e\n\n\u003c\/div\u003e\n\n\u003c\/div\u003e\u003cbr\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 1\n: \u003cspan style=\"color: #126CFF;\"\u003eVisitor Conversion Rate (VCR)\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eVisitor Conversion Rate (VCR) is simply the percentage of people who walk through your door and actually buy something. This metric is your primary gauge for how well your curated experience translates into sales dollars. You must target increasing VCR from \u003cstrong\u003e100%\u003c\/strong\u003e in 2026 toward \u003cstrong\u003e220%\u003c\/strong\u003e by 2030, which requires a dedicated \u003cstrong\u003eweekly review\u003c\/strong\u003e cadence.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eDrives revenue growth using existing foot traffic.\u003c\/li\u003e\n\u003cli\u003eConfirms the appeal of your curated product mix.\u003c\/li\u003e\n\u003cli\u003eBoosts marketing return on investment (ROI).\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eMay encourage pushy sales tactics if overemphasized.\u003c\/li\u003e\n\u003cli\u003eCan distract from maximizing Average Order Value (AOV).\u003c\/li\u003e\n\u003cli\u003eRelies heavily on accurate visitor counting hardware.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eBenchmarks for physical retail vary wildly based on store type. Specialty stores often see VCRs between \u003cstrong\u003e20% and 40%\u003c\/strong\u003e. Your initial target of \u003cstrong\u003e100%\u003c\/strong\u003e in 2026 suggests you aren't tracking raw foot traffic, or you are measuring a highly qualified, pre-vetted audience. If this is true physical retail, \u003cstrong\u003e100%\u003c\/strong\u003e is an impossible ceiling, so be clear on what a 'visitor' is.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eTrain staff to sell the lifestyle concept, not just items.\u003c\/li\u003e\n\u003cli\u003eStreamline the checkout process to reduce friction points.\u003c\/li\u003e\n\u003cli\u003eUse visual merchandising to guide visitors toward high-margin items.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eVCR is a straightforward division problem. You divide the number of completed transactions by the total number of people who entered the space during that period. This shows you the efficiency of your sales floor.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nVCR = (Total Orders \/ Total Visitors)\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay you are reviewing your performance for the first week of October 2026. If your store counted \u003cstrong\u003e1,000\u003c\/strong\u003e unique visitors and you processed \u003cstrong\u003e1,000\u003c\/strong\u003e sales transactions, your VCR is 100%. If you implement a new display strategy and the next week you get \u003cstrong\u003e1,100\u003c\/strong\u003e orders from \u003cstrong\u003e1,000\u003c\/strong\u003e visitors, your VCR is now \u003cstrong\u003e110%\u003c\/strong\u003e.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nVCR = (1,100 Orders \/ 1,000 Visitors) = 1.10 or 110%\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eReview VCR every single week, as planned.\u003c\/li\u003e\n\u003cli\u003eTrack conversion by specific store zones or displays.\u003c\/li\u003e\n\u003cli\u003eCorrelate VCR changes with staffing levels and AOV.\u003c\/li\u003e\n\u003cli\u003eIf the definition of a 'visitor' changes, the historical trend is broken; defintely keep counting consistent.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 2\n: \u003cspan style=\"color: #126CFF;\"\u003eAverage Order Value (AOV)\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eAverage Order Value (AOV) is the typical dollar amount a customer spends in one transaction. It measures how much revenue you pull from each sale event. This metric is key for understanding pricing power and sales effectiveness in your concept store.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eShows effectiveness of upselling and bundling efforts.\u003c\/li\u003e\n\u003cli\u003eHelps set realistic revenue targets based on expected transaction volume.\u003c\/li\u003e\n\u003cli\u003eDirectly impacts profitability if customer acquisition cost is high.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCan mask underlying issues if overall volume drops sharply.\u003c\/li\u003e\n\u003cli\u003eA high AOV might result from one-off large purchases, not sustainable behavior.\u003c\/li\u003e\n\u003cli\u003eDoesn't account for the gross margin on those specific, high-value orders.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eFor curated retail selling lifestyle goods, AOV varies widely based on the mix of accessories versus home decor. Benchmarks help you see if your target of \u003cstrong\u003e$4575 (2026)\u003c\/strong\u003e is aggressive or conservative compared to peers selling similar curated collections. You need to know where you stand to plan staffing and inventory buys.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eImplement strategic cross-selling bundles at the point of sale.\u003c\/li\u003e\n\u003cli\u003eIntroduce tiered pricing or minimum spends for free shipping incentives.\u003c\/li\u003e\n\u003cli\u003eReview AOV performance monthly to catch dips immediately.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eAOV is simple division: total money earned divided by the number of times someone paid you. This gives you the average transaction size. You must track this metric monthly to see if your sales tactics are working.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nAOV = Total Revenue \/ Total Orders\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay you are projecting for 2026 and aim for the target AOV of \u003cstrong\u003e$4575\u003c\/strong\u003e. If you process \u003cstrong\u003e100\u003c\/strong\u003e orders in a given period, your total revenue must be \u003cstrong\u003e$457,500\u003c\/strong\u003e to hit that average. Here’s the quick math showing how those inputs yield the target:\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nAOV = $457,500 (Total Revenue) \/ 100 (Total Orders) = $4,575\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eSegment AOV by product category to find high-value drivers.\u003c\/li\u003e\n\u003cli\u003eTest bundling complementary items together consistently.\u003c\/li\u003e\n\u003cli\u003eWatch for seasonality affecting average transaction size.\u003c\/li\u003e\n\u003cli\u003eEnsure your sales staff are trained on suggestive selling defintely.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 3\n: \u003cspan style=\"color: #126CFF;\"\u003eContribution Margin (CM) %\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eContribution Margin Percentage (CM %) shows you the profit left over after paying for the direct costs associated with making a sale. It’s calculated by taking revenue, subtracting the Cost of Goods Sold (COGS) and any Variable Operating Expenses (Variable OpEx), then dividing that result by total revenue. This metric is defintely key because it tells you exactly how much money each sale contributes toward covering your fixed overhead, like rent and salaries.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eShows the true profitability of your product mix before fixed costs hit.\u003c\/li\u003e\n\u003cli\u003eHelps set minimum acceptable pricing for promotions or wholesale deals.\u003c\/li\u003e\n\u003cli\u003eDirectly informs decisions on scaling marketing spend versus operational capacity.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eIt ignores fixed costs, so a high CM% doesn't guarantee overall net profit.\u003c\/li\u003e\n\u003cli\u003eIt relies heavily on accurately classifying costs as variable versus fixed.\u003c\/li\u003e\n\u003cli\u003eIt doesn't account for inventory risk or the cost of capital tied up in stock.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eFor specialty retail selling curated, high-touch goods, you should aim for a CM% significantly higher than standard big-box stores, which often hover around 35% to 45%. Successful concept stores often maintain CM percentages in the \u003cstrong\u003e60%\u003c\/strong\u003e range or higher due to premium pricing. Your internal target of \u003cstrong\u003e811%\u003c\/strong\u003e suggests you are modeling extremely low variable costs relative to revenue, which is aggressive for physical goods.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eIncrease Average Order Value (AOV) through strategic product bundling and suggestive selling at checkout.\u003c\/li\u003e\n\u003cli\u003eRenegotiate supplier terms to lower the Cost of Goods Sold (COGS) percentage.\u003c\/li\u003e\n\u003cli\u003eMinimize variable fulfillment costs, such as specialized packaging materials per order.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eCM % is found by dividing your gross profit (Revenue minus COGS and Variable OpEx) by your total revenue. This calculation must be done monthly to spot immediate issues with pricing or variable spending.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nCM % = (Revenue - COGS - Variable OpEx) \/ Revenue\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay your store generates $50,000 in revenue for the month. If your COGS for those items was $5,000 and variable operating costs (like sales commissions) were $1,000, you calculate the margin like this:\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nCM % = ($50,000 - $5,000 - $1,000) \/ $50,000 = 88%\n\u003c\/div\u003e\n\u003cp\u003eIn this realistic example, you achieve an 88% CM%. You are targeting a stable \u003cstrong\u003e811%\u003c\/strong\u003e, so you’d need to investigate how your variable costs could be significantly lower or your pricing much higher to meet that specific benchmark.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eReview CM% monthly to catch cost creep immediately.\u003c\/li\u003e\n\u003cli\u003eSegment CM% by product theme or category to identify high and low performers.\u003c\/li\u003e\n\u003cli\u003eEnsure Variable OpEx includes all direct selling costs, like credit card fees.\u003c\/li\u003e\n\u003cli\u003eIf CM% falls below your \u003cstrong\u003e811%\u003c\/strong\u003e threshold, pause non-essential spending until it recovers.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 4\n: \u003cspan style=\"color: #126CFF;\"\u003eInventory Turnover Ratio (ITR)\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eInventory Turnover Ratio (ITR) shows how many times you sell and replace your stock over a period. For your concept store, this metric is critical because holding unique, curated items costs money in storage and risk of obsolescence. You need a high ratio to confirm your buying strategy is working and cash isn't trapped on the shelves.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eMeasures capital efficiency; faster turnover means cash frees up sooner.\u003c\/li\u003e\n\u003cli\u003eDirectly signals potential obsolescence risk for specific product themes.\u003c\/li\u003e\n\u003cli\u003eReduces overall \u003cstrong\u003eholding costs\u003c\/strong\u003e associated with storage and insurance.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCan be misleading if inventory valuation methods change year-to-year.\u003c\/li\u003e\n\u003cli\u003eAn extremely high ratio might indicate frequent stockouts and lost sales opportunities.\u003c\/li\u003e\n\u003cli\u003eIt doesn't account for the margin earned on the items sold, only volume.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSpecialty retail often sees ITRs ranging from 3x to 6x, depending on product lifecycle speed. Your plan sets a minimum target of \u003cstrong\u003e4x\u003c\/strong\u003e, which is a solid starting point for curated goods where quality dictates slower movement than mass-market items. Falling below this suggests your selection process is too slow or your pricing is off.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eUse the \u003cstrong\u003eVisitor Conversion Rate (VCR)\u003c\/strong\u003e data to better predict demand for new themes.\u003c\/li\u003e\n\u003cli\u003eNegotiate shorter lead times with artisanal suppliers to reduce average inventory levels.\u003c\/li\u003e\n\u003cli\u003eSystematically liquidate slow-moving SKUs (stock keeping units) before they become dead stock.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eYou calculate ITR by dividing your Cost of Goods Sold (COGS) by the average value of inventory held during the period. This tells you the velocity of your inventory flow. Remember, you need the cost, not the retail selling price, for this calculation.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nITR = Cost of Goods Sold \/ Average Inventory Value\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay for the last quarter, your total Cost of Goods Sold was \u003cstrong\u003e$100,000\u003c\/strong\u003e. If your average inventory value across the three months was \u003cstrong\u003e$20,000\u003c\/strong\u003e, you can see how quickly stock moved. This results in a turnover of 5 times for the quarter, which is strong.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nITR = $100,000 \/ $20,000 = \u003cstrong\u003e5.0x\u003c\/strong\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eReview ITR \u003cstrong\u003equarterly\u003c\/strong\u003e as planned, but monitor leading indicators monthly.\u003c\/li\u003e\n\u003cli\u003eEnsure Average Inventory Value uses beginning and ending balances for better accuracy.\u003c\/li\u003e\n\u003cli\u003eIf your ITR is low, look immediately at the \u003cstrong\u003eRepeat Customer Ratio\u003c\/strong\u003e for loyalty issues.\u003c\/li\u003e\n\u003cli\u003eYou should defintely correlate ITR performance with the \u003cstrong\u003eAverage Order Value (AOV)\u003c\/strong\u003e to see if high turnover is just low-value sales.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 5\n: \u003cspan style=\"color: #126CFF;\"\u003eLabor Cost % of Revenue\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eLabor Cost Percentage of Revenue measures how much you spend on staff wages for every dollar you bring in from sales. It’s your primary gauge of staffing efficiency relative to your top line. You must aim to see this ratio shrink as your sales volume grows; review this metric defintely every month.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eDirectly links staffing expense to revenue performance.\u003c\/li\u003e\n\u003cli\u003eFlags immediate overstaffing issues when sales dip.\u003c\/li\u003e\n\u003cli\u003eForces focus on sales density per employee hour.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCan pressure managers to understaff selling floors.\u003c\/li\u003e\n\u003cli\u003eIgnores costs tied to training new hires.\u003c\/li\u003e\n\u003cli\u003eDoesn't capture productivity dips if revenue is seasonal.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eFor specialty, high-touch retail environments like a concept store, labor costs often run between \u003cstrong\u003e15% and 25%\u003c\/strong\u003e of revenue. Because your Average Order Value (AOV) target is high at \u003cstrong\u003e$4575\u003c\/strong\u003e (2026), you have more margin to support staff, but you still need this ratio to trend down toward \u003cstrong\u003e12%\u003c\/strong\u003e as you scale past the \u003cstrong\u003e33-month\u003c\/strong\u003e break-even projection.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eSchedule staff based on Visitor Conversion Rate (VCR) forecasts.\u003c\/li\u003e\n\u003cli\u003eCross-train employees to handle both sales and inventory tasks.\u003c\/li\u003e\n\u003cli\u003eAutomate back-office reporting so staff focus on selling hours.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eYou calculate this ratio by dividing your total payroll expenses by your total sales revenue for the period. This tells you the exact staffing cost baked into every dollar earned.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nLabor Cost % of Revenue = (Total Wages \/ Total Revenue)\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay in your first full month, total wages paid to your team amounted to \u003cstrong\u003e$25,000\u003c\/strong\u003e. If total revenue for that same month was \u003cstrong\u003e$150,000\u003c\/strong\u003e, you calculate the ratio like this:\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nLabor Cost % = ($25,000 \/ $150,000) = 0.1667 or \u003cstrong\u003e16.7%\u003c\/strong\u003e\n\u003c\/div\u003e\n\u003cp\u003eIf you grow revenue to \u003cstrong\u003e$200,000\u003c\/strong\u003e the next month while keeping wages flat at \u003cstrong\u003e$25,000\u003c\/strong\u003e, your ratio drops to \u003cstrong\u003e12.5%\u003c\/strong\u003e, showing improved efficiency.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eSegment wages: Track sales staff labor vs. management\/support labor.\u003c\/li\u003e\n\u003cli\u003eBenchmark against AOV: Higher AOV should allow for a lower ratio.\u003c\/li\u003e\n\u003cli\u003eReview monthly against the target to decrease the ratio as sales scale.\u003c\/li\u003e\n\u003cli\u003eIf Repeat Customer Ratio lags, staffing might be too low for service qua\nlity.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 6\n: \u003cspan style=\"color: #126CFF;\"\u003eRepeat Customer Ratio\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eRepeat Customer Ratio shows how loyal your customer base is by measuring returning buyers against everyone who shopped. For your lifestyle concept store, this metric is key because discovery drives the first sale, but curation drives the second. We are targeting growth from \u003cstrong\u003e300%\u003c\/strong\u003e in 2026, moving toward \u003cstrong\u003e500%\u003c\/strong\u003e by 2030, and we must review this figure monthly.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eIt signals that your curated themes resonate deeply enough to warrant a second visit.\u003c\/li\u003e\n\u003cli\u003eHigher repeat rates naturally lower the effective Customer Acquisition Cost (CAC).\u003c\/li\u003e\n\u003cli\u003ePredictable revenue streams become easier to forecast when loyalty is high.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eA high ratio can mask serious issues with acquiring new customers.\u003c\/li\u003e\n\u003cli\u003eIt doesn't tell you the frequency of return visits, just the fact they returned.\u003c\/li\u003e\n\u003cli\u003eIf your initial customer base is small, the percentage can look artificially high or low.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eBenchmarks for repeat customer ratios vary widely across retail sectors; for a physical store relying on experiential discovery, these numbers are often lower than subscription services. Your internal target of reaching \u003cstrong\u003e300%\u003c\/strong\u003e by 2026 is aggressive, meaning you expect customers to return multiple times within the measurement window. Focus on hitting your internal trajectory rather than external comparisons for now.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eDevelop a VIP preview event for returning customers based on past purchases.\u003c\/li\u003e\n\u003cli\u003eUse purchase data to personalize follow-up communications about new themed drops.\u003c\/li\u003e\n\u003cli\u003eIncentivize immediate second visits with a small, high-value offer at checkout.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eYou calculate this ratio by dividing the count of customers who have purchased before by the total number of unique customers in the period. This gives you a multiplier showing how many times, on average, a customer returns relative to the total pool.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nRepeat Customer Ratio = (Repeat Customers \/ Total Customers)\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eSay you track \u003cstrong\u003e1,000\u003c\/strong\u003e unique customers in a month. If your system shows \u003cstrong\u003e3,000\u003c\/strong\u003e of those were repeat buyers (meaning they bought previously), your ratio is 3.0. Here’s the quick math: \u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e(3,000 Repeat Customers \/ 1,000 Total Customers) = 3.0 or 300%\u003c\/div\u003e. This matches your 2026 target, so you know exactly what volume you need to hit.\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eReview this ratio against your \u003cstrong\u003e300%\u003c\/strong\u003e target every single month.\u003c\/li\u003e\n\u003cli\u003eSegment repeat buyers by their initial purchase theme to refine future curation.\u003c\/li\u003e\n\u003cli\u003eIf acquisition is strong but retention lags, fix the post-purchase experience immediately.\u003c\/li\u003e\n\u003cli\u003eEnsure your point-of-sale system can defintely track customer history across transactions.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 7\n: \u003cspan style=\"color: #126CFF;\"\u003eMonths to Break-Even\n\u003c\/span\u003e\n\u003c\/h2\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-intro-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDefinition\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eMonths to Break-Even tells you exactly how long you need to operate before your cumulative profit covers all your fixed overhead. It’s the time required for your monthly contribution margin dollars to pay off your total fixed costs. This metric is crucial for runway planning and investor confidence.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-plus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eAdvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eShows required operational duration clearly.\u003c\/li\u003e\n\u003cli\u003eGuides capital needs for investors.\u003c\/li\u003e\n\u003cli\u003eForces focus on margin dollars, not just revenue.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-minus-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eDisadvantages\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eIgnores the actual cash burn rate monthly.\u003c\/li\u003e\n\u003cli\u003eAssumes fixed costs stay static over the period.\u003c\/li\u003e\n\u003cli\u003eDoesn't account for seasonality or sales volatility.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"container_2_clmn_row\"\u003e\n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-colons-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eIndustry Benchmarks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eFor physical retail concepts relying on high Average Order Value (AOV), like this one targeting $4575, the break-even period can be shorter than traditional stores if inventory turns are fast. Generally, a healthy retail business aims to hit this point within 18 to 24 months. Anything over 36 months signals significant funding risk.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-rocket-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Improve\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eAggressively cut fixed overhead costs now.\u003c\/li\u003e\n\u003cli\u003eBoost the Contribution Margin percentage (CM %).\u003c\/li\u003e\n\u003cli\u003eIncrease sales volume to drive higher monthly CM dollars.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003cdiv class=\"card_smpl blue_card\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eHow To Calculate\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eYou find this by dividing your total fixed expenses by the net dollar amount you make each month after covering variable costs. This is your monthly contribution margin. You review this metric quarterly to see if your timeline is shrinking or expanding.\u003c\/p\u003e\n\u003cbr\u003e\n\u003cbr\u003e\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-how-calc-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eExample of Calculation\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cp\u003eBased on current projections for the concept store, the time needed to cover all fixed costs is \u003cstrong\u003e33 months\u003c\/strong\u003e. This means the business expects to reach profitability coverage around \u003cstrong\u003eSeptember 2028\u003c\/strong\u003e. Here’s how that projection is derived, assuming fixed costs are $X and the monthly CM is $Y:\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nMonths to Break-Even = Total Fixed Costs ($X) \/ Monthly Contribution Margin ($Y) = 33 Months (Target: September 2028)\n\u003c\/div\u003e\n\u003cp\u003eIf your actual monthly CM is lower than expected, this date moves out; if you manage to increase your CM% target of \u003cstrong\u003e811%\u003c\/strong\u003e, the date moves forward defintely.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e  \n\u003cdiv class=\"card_smpl\"\u003e\n\u003cdiv class=\"card_smpl_header\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/fml_20_fml-20-blog-tips-icon.svg\" alt=\"Icon\" class=\"icon_how_to_use\"\u003e\n\u003ch3\u003eTips and Trics\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eTrack fixed costs monthly, not just annually.\u003c\/li\u003e\n\u003cli\u003eIf the timeline exceeds 36 months, re-evalute staffing.\u003c\/li\u003e\n\u003cli\u003eUse the Repeat Customer Ratio to stabilize CM dollars.\u003c\/li\u003e\n\u003cli\u003eReview this metric every quarter, as planned.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003cbr\u003e","brand":"FinancialModelsLab","offers":[{"title":"Default Title","offer_id":49303783407859,"sku":"concept-store-kpi-metrics","price":0.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0522\/6191\/2762\/files\/concept-store-kpi-metrics.webp?v=1782679504","url":"https:\/\/financialmodelslab.com\/products\/concept-store-kpi-metrics","provider":"Financial Models Lab","version":"1.0","type":"link"}