{"product_id":"dog-trainer-kpi-metrics","title":"7 Financial KPIs to Track for Your Dog Trainer 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 Dog Trainer\u003c\/h2\u003e\n\u003cp\u003eAs a Dog Trainer, profitability depends on scaling efficient service delivery and managing customer acquisition costs (CAC) We analyze 7 core metrics, focusing on profitability and operational efficiency Your 2026 CAC starts at $85 but should drop to near $55 by 2030 as you scale marketing Gross margins must stay high—aim for 80%+ contribution before fixed overhead of about $1,950 monthly Track the shift in revenue mix moving from 45% One-on-One training to higher-leverage Group Classes and Online Courses is key to boosting the Average Billable Hours per Customer from 25 hours (2026) to 45 hours (2030) Review these metrics weekly to ensure you hit the July 2026 break-even target\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\u003eDog Trainer\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\u003eCustomer Acquisition Cost (CAC)\u003c\/td\u003e\n\u003ctd\u003eMeasures marketing efficiency; calculate Total Marketing Spend \/ New Customers Acquired\u003c\/td\u003e\n\u003ctd\u003eTarget reduction from $85 (2026) to $55 (2030)\u003c\/td\u003e\n\u003ctd\u003ereview monthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e2\u003c\/td\u003e\n\u003ctd\u003eLTV to CAC Ratio\u003c\/td\u003e\n\u003ctd\u003eIndicates long-term viability; calculate Customer Lifetime Value \/ CAC\u003c\/td\u003e\n\u003ctd\u003etarget ratio must exceed 3:1\u003c\/td\u003e\n\u003ctd\u003ereview quarterly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e3\u003c\/td\u003e\n\u003ctd\u003eBlended Hourly Rate (AHR)\u003c\/td\u003e\n\u003ctd\u003eMeasures overall pricing power; calculate Total Revenue \/ Total Billable Hours\u003c\/td\u003e\n\u003ctd\u003etarget growth above the 2026 One-on-One rate of $8500\/hour\u003c\/td\u003e\n\u003ctd\u003ereview monthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e4\u003c\/td\u003e\n\u003ctd\u003eGross Margin Percentage\u003c\/td\u003e\n\u003ctd\u003eShows service contribution after variable costs; calculate (Revenue - COGS) \/ Revenue\u003c\/td\u003e\n\u003ctd\u003etarget minimum 80% (2026 COGS is 140%)\u003c\/td\u003e\n\u003ctd\u003ereview monthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e5\u003c\/td\u003e\n\u003ctd\u003eHigh-Leverage Revenue %\u003c\/td\u003e\n\u003ctd\u003eTracks shift to scalable offerings; calculate (Group Class + Online Course Revenue) \/ Total Revenue; target growth from 50% (2026 customer basee) toward 80%\u003c\/td\u003e\n\u003ctd\u003etarget growth from 50% (2026 customer basee) toward 80%\u003c\/td\u003e\n\u003ctd\u003ereview monthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e6\u003c\/td\u003e\n\u003ctd\u003eAvg Billable Hours\/Customer\u003c\/td\u003e\n\u003ctd\u003eMeasures customer depth and retention; calculate Total Billable Hours \/ Active Customers\u003c\/td\u003e\n\u003ctd\u003etarget increase from 25 hours (2026) to 45 hours (2030)\u003c\/td\u003e\n\u003ctd\u003ereview monthly\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e7\u003c\/td\u003e\n\u003ctd\u003eOperating Expense Ratio (OER)\u003c\/td\u003e\n\u003ctd\u003eMeasures efficiency against total revenue; calculate (Total Operating Expenses \/ Total Revenue)\u003c\/td\u003e\n\u003ctd\u003etarget reduction year-over-year after the July 2026 break-even\u003c\/td\u003e\n\u003ctd\u003ereview monthly\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 do I measure the true profitability of my service mix?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eTrue profitability for your Dog Trainer business comes from calculating the contribution margin per hour for each service, like One-on-One sessions versus Group Classes, because volume changes the real return. To see how owners typically fare, check out \u003ca href=\"\/blogs\/how-much-makes\/dog-trainer\"\u003eHow Much Does The Owner Of A Dog Trainer Business Typically Make?\u003c\/a\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\u003eOne-on-One Profitability Check\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003ePrice is high, but trainer time is the main cost.\u003c\/li\u003e\n\u003cli\u003eCalculate revenue minus direct trainer wages per hour.\u003c\/li\u003e\n\u003cli\u003eIf One-on-One CM is low, you’re trading time for little margin.\u003c\/li\u003e\n\u003cli\u003eThis service might cover overhead poorly, defintely.\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\u003eGroup Class Density Impact\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eGroup classes multiply revenue per hour of trainer time.\u003c\/li\u003e\n\u003cli\u003eFocus on maximizing attendance density for best returns.\u003c\/li\u003e\n\u003cli\u003eA $30 per-dog fee scales fast with 6+ attendees.\u003c\/li\u003e\n\u003cli\u003eThis often yields the highest true contribution per hour.\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 maximum sustainable Customer Acquisition Cost (CAC) for my business?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eYour maximum sustainable Customer Acquisition Cost (CAC) must be less than \u003cstrong\u003eone-third (33%)\u003c\/strong\u003e of the expected Lifetime Value (LTV) of a customer, aiming for a 3:1 ratio to fund growth; this math directly impacts profitability, something to compare against what the owner of a Dog Trainer business typically makes when looking at \u003ca href=\"\/blogs\/how-much-makes\/dog-trainer\"\u003eHow Much Does The Owner Of A Dog Trainer Business Typically Make?\u003c\/a\u003e\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\u003eSetting The CAC Ceiling\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCalculate average customer spend per service package.\u003c\/li\u003e\n\u003cli\u003eDetermine the average customer retention period in months.\u003c\/li\u003e\n\u003cli\u003eLTV calculation needs gross margin, not just revenue.\u003c\/li\u003e\n\u003cli\u003eCap CAC at \u003cstrong\u003e33%\u003c\/strong\u003e of that calculated LTV figure.\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\u003eImproving The Ratio\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003ePush owners toward ongoing monthly support subscriptions.\u003c\/li\u003e\n\u003cli\u003eFocus acquisition spend on high-value suburban areas.\u003c\/li\u003e\n\u003cli\u003eOwner education reduces early behavioral issue churn risk.\u003c\/li\u003e\n\u003cli\u003eReferrals from happy clients cut acquisition spend defintely.\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 my trainers maximizing their billable time against total available hours?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eYou must track the Billable Utilization Rate, calculated as Billable Hours divided by Total Paid Hours, to confirm trainers are efficient, especially before adding Assistant Trainers in 2027; understanding this metric is key to scaling, so \u003ca href=\"\/blogs\/write-business-plan\/dog-trainer\"\u003eHave You Considered The Key Components To Include In Your Dog Trainer Business Plan?\u003c\/a\u003e Labor efficiency dictates margin, so monitoring this closely is non-negotiable.\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 Trainer Efficiency\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eUtilization Rate formula: \u003cstrong\u003eBillable Hours \/ Total Paid Hours\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eTarget utilization for service delivery should be \u003cstrong\u003e75% to 85%\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eIf paid 40 hours, you must defintely see \u003cstrong\u003e32 hours\u003c\/strong\u003e client-facing for 80% utilization.\u003c\/li\u003e\n\u003cli\u003eTrack non-billable time like client intake calls and travel time accurately.\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\u003eWatch Upcoming Labor Costs\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eHiring Assistant Trainers begins in \u003cstrong\u003e2027\u003c\/strong\u003e, increasing total paid hours.\u003c\/li\u003e\n\u003cli\u003eIf utilization dips below \u003cstrong\u003e70%\u003c\/strong\u003e after hiring, overhead costs rise fast.\u003c\/li\u003e\n\u003cli\u003ePoor utilization inflates the \u003cstrong\u003eeffective hourly wage\u003c\/strong\u003e paid to the team.\u003c\/li\u003e\n\u003cli\u003eFocus on filling existing trainer schedules before approving new headcount.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003e\u003cspan style=\"color: #126CFF;\"\u003eHow effectively am I retaining customers and encouraging repeat business?\n\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003eEffectiveness in retaining Dog Trainer customers is measured by tracking the Customer Retention Rate (CRR) and aggressively growing the share of revenue coming from recurring Monthly Support, which needs to jump from \u003cstrong\u003e10% to 30%\u003c\/strong\u003e; understanding this metric mix is key to scaling profitably, much like understanding the earning potential of the owner, as detailed in \u003ca href=\"\/blogs\/how-much-makes\/dog-trainer\"\u003eHow Much Does The Owner Of A Dog Trainer Business Typically Make?\u003c\/a\u003e\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\u003eMeasuring Customer Stickiness\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eCalculate the Customer Retention Rate (CRR) every 30 days.\u003c\/li\u003e\n\u003cli\u003eCRR shows what percentage of customers bought again this month.\u003c\/li\u003e\n\u003cli\u003eTrack churn immediately following initial package completion.\u003c\/li\u003e\n\u003cli\u003eIf onboarding takes 14+ days, churn risk rises.\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\u003eGrowing Predictable Income\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cul class=\"lst_crct_blog\"\u003e\n\u003cli\u003eSet the hard target for recurring revenue at \u003cstrong\u003e30%\u003c\/strong\u003e.\u003c\/li\u003e\n\u003cli\u003eRecurring revenue smooths lumpy service cash flow.\u003c\/li\u003e\n\u003cli\u003eFocus initial upsells on Monthly Support subscriptions.\u003c\/li\u003e\n\u003cli\u003eThis shift makes forecasting defintely easier for budgeting.\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\u003eAchieving the critical July 2026 break-even target depends on immediate control over variable costs and optimizing the Blended Hourly Rate.\u003c\/li\u003e\n\n\u003cli\u003eEnsure long-term viability by maintaining an LTV\/CAC ratio exceeding 3:1, driving the initial $85 Customer Acquisition Cost down toward $55 by 2030.\u003c\/li\u003e\n\n\u003cli\u003eScale profitability by strategically shifting the revenue mix toward high-leverage offerings like Group Classes to increase average billable hours per customer from 25 to 45.\u003c\/li\u003e\n\n\u003cli\u003eMaintain a Gross Margin Percentage above 80% while tracking the Billable Utilization Rate to maximize efficiency as new trainers are onboarded.\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;\"\u003eCustomer Acquisition Cost (CAC)\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\u003eCustomer Acquisition Cost (CAC) shows how much money you spend marketing and selling to land one new paying client for your dog training services. This metric is defintely key for judging marketing efficiency. If CAC is too high relative to what that client spends, you’re losing money on every new customer.\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 marketing spend efficiency immediately.\u003c\/li\u003e\n\u003cli\u003eHelps set realistic future marketing budgets.\u003c\/li\u003e\n\u003cli\u003eDirectly feeds into the LTV to CAC ratio check.\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 customer retention quality (high churn inflates true cost).\u003c\/li\u003e\n\u003cli\u003eCan be skewed by one-off large advertising pushes.\u003c\/li\u003e\n\u003cli\u003eDoesn't account for the time lag between spending and acquisition.\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 high-touch, localized service businesses like dog training, CAC can run higher than pure digital products. While benchmarks vary based on whether you are selling a \u003cstrong\u003e$150\u003c\/strong\u003e online course or a \u003cstrong\u003e$1,000\u003c\/strong\u003e behavior modification package, you must keep CAC below \u003cstrong\u003e$100\u003c\/strong\u003e to maintain healthy unit economics. You need to review this metric monthly to catch spikes fast.\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\u003eBoost referral rates from existing happy clients.\u003c\/li\u003e\n\u003cli\u003eOptimize digital ads to lower Cost Per Click (CPC).\u003c\/li\u003e\n\u003cli\u003eShift focus to lower-cost channels like organic SEO for online courses.\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\u003eCAC is simple division: total money spent on marketing and sales divided by the number of new customers you gained in that period. Your goal is aggressive reduction, moving from \u003cstrong\u003e$85\u003c\/strong\u003e in 2026 down to \u003cstrong\u003e$55\u003c\/strong\u003e by 2030.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nCAC = Total Marketing Spend \/ New Customers Acquired\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 spent \u003cstrong\u003e$8,500\u003c\/strong\u003e on Google Ads and local flyers last month, and that effort brought in exactly \u003cstrong\u003e100\u003c\/strong\u003e new clients for puppy socialization classes. Here’s the quick math to see if you hit your 2026 target.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nCAC = $8,500 \/ 100 Customers = $85 per Customer\n\u003c\/div\u003e\n\u003cp\u003eIf you spent \u003cstrong\u003e$5,500\u003c\/strong\u003e to acquire \u003cstrong\u003e100\u003c\/strong\u003e customers, your CAC would be \u003cstrong\u003e$55\u003c\/strong\u003e, hitting your 2030 goal early.\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 CAC by channel (e.g., Facebook vs. local partnerships).\u003c\/li\u003e\n\u003cli\u003eAlways review CAC monthly, not just quarterly.\u003c\/li\u003e\n\u003cli\u003eEnsure 'New Customers' means first-time buyers only.\u003c\/li\u003e\n\u003cli\u003eIf CAC exceeds \u003cstrong\u003e$85\u003c\/strong\u003e, pause the highest-cost channel immediately.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 2\n: \u003cspan style=\"color: #126CFF;\"\u003eLTV to CAC 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\u003eThe LTV to CAC Ratio compares how much money a customer brings in over their entire relationship with you (Customer Lifetime Value, LTV) against what you spent to acquire them (Customer Acquisition Cost, CAC). This ratio is the clearest signal of your business model’s long-term viability, indicating if you can profitably scale operations. If the ratio is low, you’re spending too much to get customers who don't stick around long enough to pay back the acquisition cost.\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\u003eConfirms if your marketing spend is profitable over the customer lifecycle.\u003c\/li\u003e\n\u003cli\u003eGuides decisions on scaling acquisition channels based on payback period.\u003c\/li\u003e\n\u003cli\u003eShows the true economic value of efforts aimed at increasing customer depth.\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\u003eLTV calculation relies heavily on future projections, which can be inaccurate.\u003c\/li\u003e\n\u003cli\u003eA high ratio can mask poor short-term cash flow if CAC is paid upfront.\u003c\/li\u003e\n\u003cli\u003eIt hides the profitability of specific customer segments if you only use blended figures.\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 service businesses where retention drives value, investors look for a ratio of at least \u003cstrong\u003e3:1\u003c\/strong\u003e. A ratio below 1:1 means you lose money on every customer you sign up before factoring in overhead. Hitting the target of \u003cstrong\u003e3:1\u003c\/strong\u003e shows you cover acquisition costs and generate healthy profit over time, which is key for securing future funding.\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 customer depth: Push average billable hours from \u003cstrong\u003e25 hours (2026 target)\u003c\/strong\u003e toward \u003cstrong\u003e45 hours (2030 target)\u003c\/strong\u003e by upselling advanced courses.\u003c\/li\u003e\n\u003cli\u003eReduce acquisition cost: Optimize marketing channels to drive CAC down toward the \u003cstrong\u003e$55\u003c\/strong\u003e goal.\u003c\/li\u003e\n\u003cli\u003eImprove retention: Focus on owner education to reduce early churn, increasing the actual LTV duration.\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 total expected profit generated by a customer over their relationship by the cost to acquire that customer. The goal is to ensure the numerator is significantly larger than the denominator.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nLTV to CAC Ratio = Customer Lifetime Value (LTV) \/ Customer Acquisition Cost (CAC)\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\u003eIf you project a customer will generate \u003cstrong\u003e$255\u003c\/strong\u003e in net profit over their time using your services, and your marketing spend to acquire them was \u003cstrong\u003e$85\u003c\/strong\u003e (your 2026 target CAC), the ratio is calculated directly. This shows you earn three times what you spend to get them.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nLTV to CAC Ratio = $255 \/ $85 = 3.0\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 this ratio strictly \u003cstrong\u003equarterly\u003c\/strong\u003e, as mandated, to catch trends early.\u003c\/li\u003e\n\u003cli\u003eSegment LTV:CAC by acquisition channel to see which marketing efforts truly pay off.\u003c\/li\u003e\n\u003cli\u003eEnsure LTV calculation uses \u003cstrong\u003econtribution margin\u003c\/strong\u003e, not just gross revenue, for accuracy.\u003c\/li\u003e\n\u003cli\u003eIf the ratio dips below \u003cstrong\u003e2.5:1\u003c\/strong\u003e, immediately pause scaling new acquisition efforts.\u003c\/li\u003e\n\u003cli\u003eIf CAC is high, focus urgently on increasing average billable hours per client; I think this is defintely important.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 3\n: \u003cspan style=\"color: #126CFF;\"\u003eBlended Hourly Rate (AHR)\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\u003eThe Blended Hourly Rate (AHR) tells you the average revenue you collect for every hour you bill clients. This metric combines income from all service types—one-on-one, group classes, and subscriptions—into one simple number. It’s the ultimate check on your overall pricing strategy, showing your defintely pricing power.\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 true pricing power across all service tiers.\u003c\/li\u003e\n\u003cli\u003eHelps compare revenue quality between different service mixes.\u003c\/li\u003e\n\u003cli\u003eGuides decisions on which offerings deserve more marketing focus.\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 hide low-margin services dragging down the average rate.\u003c\/li\u003e\n\u003cli\u003eDoesn't account for non-billable administrative or prep time.\u003c\/li\u003e\n\u003cli\u003eA high AHR might mask low volume if utilization isn't tracked.\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 specialized, high-touch consulting or training, AHR benchmarks vary widely based on trainer certification and location. Your immediate benchmark is the \u003cstrong\u003e2026 One-on-One rate of $8500\/hour\u003c\/strong\u003e; you must aim for your blended rate to grow above that benchmark over time. If your current AHR is far below this, it signals that your service mix is too weighted toward lower-priced options.\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\u003eSystematically raise prices on group classes and subscription tiers.\u003c\/li\u003e\n\u003cli\u003ePrioritize selling the highest-rate service, which is One-on-One training.\u003c\/li\u003e\n\u003cli\u003eReduce reliance on lower-value offerings that dilute the overall rate.\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 the Blended Hourly Rate by taking all the money you brought in and dividing it by the total hours you actually spent working directly for clients. You need to review this metric monthly to catch pricing drift fast.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nAHR = Total Revenue \/ Total Billable Hours\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 last month, total revenue from all sources hit \u003cstrong\u003e$65,000\u003c\/strong\u003e. If your team logged \u003cstrong\u003e100 billable hours\u003c\/strong\u003e across all services, you find the average rate by dividing the revenue by those hours. This calculation shows where you stand against your growth targets.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nAHR = $65,000 \/ 100 Hours = $650\/Hour\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\u003eTrack AHR separately for One-on-One versus Group work.\u003c\/li\u003e\n\u003cli\u003eReview this metric every single month, as required.\u003c\/li\u003e\n\u003cli\u003eIf AHR drops, immediately audit the last month's service mix.\u003c\/li\u003e\n\u003cli\u003eEnsure billable hours accurately exclude marketing or admin tasks.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 4\n: \u003cspan style=\"color: #126CFF;\"\u003eGross Margin Percentage\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\u003eGross Margin Percentage tells you what portion of your revenue is left after paying for the direct costs of delivering your training service. This metric, often called Gross Profit Margin, shows service contribution after variable costs. It’s the first real test of whether your pricing covers the trainers' time and materials needed for each session.\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\u003eQuickly flags if variable costs are too high for current pricing.\u003c\/li\u003e\n\u003cli\u003eHelps set minimum prices for new service tiers, like online courses.\u003c\/li\u003e\n\u003cli\u003eShows the raw earning power before you pay rent or marketing costs.\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 overhead costs like office rent or software subscriptions.\u003c\/li\u003e\n\u003cli\u003eA high percentage can hide inefficient customer acquisition spending.\u003c\/li\u003e\n\u003cli\u003eIt doesn't show if you're charging enough for specialized behavior modification.\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 high-touch professional services like specialized consulting or training, you should aim for a Gross Margin Percentage well above \u003cstrong\u003e60%\u003c\/strong\u003e. If you are heavily reliant on in-home sessions where travel time is a major cost, this number might dip slightly, but anything below \u003cstrong\u003e50%\u003c\/strong\u003e means you’re likely losing money on every hour delivered. You need to be defintely tracking toward that 80% target.\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\u003eShift sales mix toward scalable offerings like online courses (High-Leverage Revenue %).\u003c\/li\u003e\n\u003cli\u003eNegotiate better rates or reduce trainer travel time between client sites.\u003c\/li\u003e\n\u003cli\u003eIncrease the Blended Hourly Rate (AHR) for one-on-one sessions 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\u003eTo calculate Gross Margin Percentage, take your total revenue and subtract the Cost of Goods Sold (COGS). COGS here includes direct trainer wages, materials used in training, and any direct travel costs associated with service delivery. Divide that result by total revenue.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nGross Margin Percentage = (Revenue - COGS) \/ 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\u003eLet’s look at your 2026 projection versus your goal. If you hit \u003cstrong\u003e$100,000\u003c\/strong\u003e in revenue and your COGS is exactly \u003cstrong\u003e140%\u003c\/strong\u003e of that, your COGS is $140,000. This results in a negative margin, showing immediate operational failure. If you hit the target GM of \u003cstrong\u003e80%\u003c\/strong\u003e on $100,000 revenue, your COGS must only be $20,000.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nTarget GM Example: ($100,000 Revenue - $20,000 COGS) \/ $100,000 Revenue = \u003cstrong\u003e80%\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 this metric monthly, as specified in your tracking schedule.\u003c\/li\u003e\n\u003cli\u003eEnsure trainer commission structures are included entirely within COGS.\u003c\/li\u003e\n\u003cli\u003eIf COGS exceeds \u003cstrong\u003e20%\u003c\/strong\u003e of revenue, stop all new customer acquisition until fixed.\u003c\/li\u003e\n\u003cli\u003eTrack COGS by service type: online courses should have near-zero COGS.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 5\n: \u003cspan style=\"color: #126CFF;\"\u003eHigh-Leverage 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\u003eHigh-Leverage Revenue Percentage tracks how much of your total income comes from scalable offerings, specifically Group Classes and Online Courses. This metric shows if you’re successfully moving away from trading time for money, which is key for valuation growth. You want this number climbing steadily.\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\u003eScalability increases revenue potential without adding trainer hours.\u003c\/li\u003e\n\u003cli\u003eGroup and online formats usually carry lower variable costs, boosting margins.\u003c\/li\u003e\n\u003cli\u003eReduces dependency on high-priced, one-on-one sessions for daily income.\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\u003eInitial development time for quality online courses is significant.\u003c\/li\u003e\n\u003cli\u003eCustomers expecting only one-on-one help might churn if pushed to groups.\u003c\/li\u003e\n\u003cli\u003eIt takes time to see the full impact; growth isn't instant.\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 service businesses pivoting toward digital products, a healthy benchmark is often above \u003cstrong\u003e60%\u003c\/strong\u003e leverage within three years post-launch. If you stay below \u003cstrong\u003e50%\u003c\/strong\u003e, you’re still running a high-touch consultancy, not a scalable platform. This ratio defintely impacts how investors value your future earnings potential.\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\u003eBundle one-on-one sessions into required group class enrollment.\u003c\/li\u003e\n\u003cli\u003eIncrease pricing on scalable courses to drive higher revenue contribution.\u003c\/li\u003e\n\u003cli\u003eCreate tiered online course offerings to capture more customer segments.\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\u003eTo find this percentage, add up all revenue from your group training sessions and digital courses. Divide that sum by your total revenue for the period. You must review this monthly to ensure you are hitting the target growth rate.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nHigh-Leverage Revenue % = (Group Class Revenue + Online Course Revenue) \/ 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\u003eLet’s look at your 2026 customer base goal where you aim for \u003cstrong\u003e50%\u003c\/strong\u003e leverage. If total revenue hits $100,000 that month, you need $50,000 coming from scalable sources. If one-on-one sessions brought in $45,000, then group classes and courses must account for the remaining $55,000 to hit the \u003cstrong\u003e55%\u003c\/strong\u003e mark.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nHigh-Leverage Revenue % = ($55,000) \/ ($100,000) = \u003cstrong\u003e55%\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_crc\nt_blog\"\u003e\n\u003cli\u003eTrack revenue mix weekly during the initial scaling phase.\u003c\/li\u003e\n\u003cli\u003eTie trainer bonuses to the percentage of revenue from scalable products.\u003c\/li\u003e\n\u003cli\u003eEnsure online course completion rates stay above \u003cstrong\u003e30%\u003c\/strong\u003e for perceived value.\u003c\/li\u003e\n\u003cli\u003eIf leverage stalls below \u003cstrong\u003e65%\u003c\/strong\u003e, re-evaluate your group class pricing structure.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 6\n: \u003cspan style=\"color: #126CFF;\"\u003eAvg Billable Hours\/Customer\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 Billable Hours per Customer measures customer depth and retention. It tells you exactly how much service time, on average, an active client consumes over a set period. Honestly, this metric shows if clients are just buying a quick fix or if they are investing in long-term behavior change.\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 predicts recurring revenue potential from the existing base.\u003c\/li\u003e\n\u003cli\u003eShows the effectiveness of upselling ongoing support or advanced programs.\u003c\/li\u003e\n\u003cli\u003eIndicates customer satisfaction if they willingly purchase more time.\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 issues if trainers push unnecessary follow-up sessions.\u003c\/li\u003e\n\u003cli\u003eDoesn't account for the value derived from non-billable support (like email Q\u0026amp;A).\u003c\/li\u003e\n\u003cli\u003eA sudden drop might signal a successful, quick resolution, not necessarily failure.\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 specialized, high-touch service providers, aiming for \u003cstrong\u003e40+ hours\u003c\/strong\u003e annually per retained client is a strong indicator of deep engagement. If your average dips below \u003cstrong\u003e15 hours\u003c\/strong\u003e annually, you are likely operating on transactional sales rather than relationship building. You need to know where your peers land to set realistic growth targets.\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\u003eBundle initial training packages with a mandatory \u003cstrong\u003e3-month\u003c\/strong\u003e follow-up retainer.\u003c\/li\u003e\n\u003cli\u003eCreate tiered loyalty programs that unlock discounts only after \u003cstrong\u003e30 billable hours\u003c\/strong\u003e are reached.\u003c\/li\u003e\n\u003cli\u003eSystematically review clients hitting the \u003cstrong\u003e25-hour\u003c\/strong\u003e mark to transition them to advanced\/recreational courses.\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\u003eTo find this metric, you sum up every hour logged against clients and divide it by the number of unique, active clients in that period. We are targeting an increase from \u003cstrong\u003e25 hours\u003c\/strong\u003e in 2026 up to \u003cstrong\u003e45 hours\u003c\/strong\u003e by 2030, which requires monthly monitoring to stay on track.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nAvg Billable Hours\/Customer = Total Billable Hours \/ Active 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 in the first quarter of 2026, your team logged \u003cstrong\u003e750\u003c\/strong\u003e total billable hours. If you served \u003cstrong\u003e30\u003c\/strong\u003e active customers that quarter, the calculation shows your current depth.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\n750 Total Billable Hours \/ 30 Active Customers = \u003cstrong\u003e25 Hours\/Customer\u003c\/strong\u003e\n\u003c\/div\u003e\n\u003cp\u003eThis result hits your initial 2026 benchmark exactly.\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 this KPI \u003cstrong\u003emonthly\u003c\/strong\u003e to catch retention slippage early.\u003c\/li\u003e\n\u003cli\u003eSegment the average by service type; online courses might show lower hours but higher volume.\u003c\/li\u003e\n\u003cli\u003eIf a customer hasn't booked in 60 days, flag them as 'At Risk' regardless of their prior total.\u003c\/li\u003e\n\u003cli\u003eDefintely track the variance between the 2026 target (25 hours) and the 2030 goal (45 hours) quarterly.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\n\u003ch2\u003eKPI 7\n: \u003cspan style=\"color: #126CFF;\"\u003eOperating Expense Ratio (OER)\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\u003eThe Operating Expense Ratio (OER) tells you how efficiently you run the shop. It measures total overhead costs—things like rent, salaries, and general marketing—against total sales dollars. A lower OER means you keep more revenue after paying for operations, which is key for scaling profitably.\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\u003eTracks overhead creep versus revenue growth.\u003c\/li\u003e\n\u003cli\u003eHighlights operational leverage as you scale services.\u003c\/li\u003e\n\u003cli\u003eDirectly informs break-even analysis timing post-\u003cstrong\u003eJuly 2026\u003c\/strong\u003e.\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 cost of delivering the service (COGS).\u003c\/li\u003e\n\u003cli\u003eCan spike temporarily after major tech investments.\u003c\/li\u003e\n\u003cli\u003eMisleading if revenue is near zero or highly 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 service businesses like dog training, OER benchmarks swing wildly depending on delivery method. If you rely heavily on in-home sessions, you might aim for an OER under \u003cstrong\u003e35%\u003c\/strong\u003e. If you maintain a physical training facility, you might accept an OER closer to \u003cstrong\u003e50%\u003c\/strong\u003e initially, but that needs aggressive reduction post-launch.\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\u003eAutomate scheduling to control administrative headcount.\u003c\/li\u003e\n\u003cli\u003ePush revenue mix toward scalable online courses.\u003c\/li\u003e\n\u003cli\u003eNegotiate better terms on non-personnel fixed costs.\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 OER by dividing all operating expenses by the total revenue generated in that period. This ratio must be tracked monthly to ensure you meet your reduction targets following the break-even review.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nOER = (Total Operating Expenses \/ 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 your total operating expenses for June were $25,000, and total revenue hit $70,000. The resulting OER is 35.7%. You must show that the OER for July, August, and subsequent months is lower than June’s, or at least lower than the prior year’s corresponding month.\u003c\/p\u003e\n\u003cdiv class=\"card_smpl_formula\"\u003e\nOER = ($25,000 \/ $70,000) = \u003cstrong\u003e0.357 or 35.7%\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\u003eMap your required OER reduction directly to the \u003cstrong\u003eJuly 2026\u003c\/strong\u003e break-even target.\u003c\/li\u003e\n\u003cli\u003eReview this metric \u003cstrong\u003emonthly\u003c\/strong\u003e, not quarterly, to catch cost overruns fast.\u003c\/li\u003e\n\u003cli\u003eSegment OER by revenue stream to see which offerings are most efficient.\u003c\/li\u003e\n\u003cli\u003eIf you hire a new admin staffer, check if revenue can absorb them defintely without raising the ratio.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003cbr\u003e","brand":"FinancialModelsLab","offers":[{"title":"Default Title","offer_id":49303533682931,"sku":"dog-trainer-kpi-metrics","price":0.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0522\/6191\/2762\/files\/dog-trainer-kpi-metrics.webp?v=1782681165","url":"https:\/\/financialmodelslab.com\/products\/dog-trainer-kpi-metrics","provider":"Financial Models Lab","version":"1.0","type":"link"}