For this Focus number, we want to know what percent of total sales is spent on marketing .
Last month Your Shop had total sales of $50,000.
Total marketing expense was $2,500. (includes advertising specials and marketing discounts)
Marketing expense : Any cost with the sole purpose of promoting the shop in some manner to potential or existing customers.
Total sales : Includes sales of all parts, shop supplies, labor, sublet, and tires.
The Focus number is 5%
The Goal is between 4.0% and 5.5%. (usually higher in remote locations. Lower in high traffic locations)