Stearns Ford — June 2026 Pace Report MTD · Month Open
As of Thursday, June 4, 2026 · 3 of 26 selling days complete · booked through 6/3 (Stone Eagle last import 6/3 10:55 pm)
Read this first — it's day 3. Only 3 of 26 selling days are in the books. Pace multiplies the 3-day total by ~8.7, so every booked unit still swings the pace by ~9. Treat the ~147.5-unit / $757K pace as directional, not a forecast — it will settle as the month fills in. Two numbers that are worth acting on today: F&I PVR is climbing ($3,781), and all four lead-source close rates slipped below goal as the denominators filled out (they looked great on day 2 off tiny samples).
Where June Is Tracking (3 selling days)
Units — Pace
~147.5
17 MTD · 4 New / 13 Used
May final: 118 · volatile at day 3
Total Gross — Pace
~$757,048
$87,352 MTD · $5,138 PVR
May final: $539,758
F&I Gross — Pace
~$557,006
$64,270 MTD · $3,781 PVR
May final: $321,650
Front Gross — Pace
~$200,041
$23,082 MTD · $1,358 PVR
May final: $218,108
June added 4 booked units on 6/3 alone (13 → 17), holding ~5.7/day. The story is still the back end: $3,781 F&I PVR vs May's $2,726 — up another notch from day 2. Total PVR $5,138 beats May's $4,574. Front PVR $1,358 remains the soft spot (May $1,848), dragged by a used-heavy mix (13 of 17) and one give-up deal (Frye –$843).
Dealership — MTD & Pace
| Metric | MTD (thru 6/3) | Pace (×8.67) |
|---|
| Units Sold | 17 | ~147.5 |
| — New | 4 | ~34.5 |
| — Used | 13 | ~113 |
| F&I Gross | $64,270 | ~$557,006 |
| Front Gross | $23,082 | ~$200,041 |
| Total Gross | $87,352 | ~$757,048 |
Pace = MTD × (26 total selling days ÷ 3 completed). Sundays excluded (June closed 6/7, 6/14, 6/21, 6/28). On 3 days of data the multiplier is still blunt — the MTD column is the real number; the pace column is a directional projection only. New/Used paced independently, so they may differ from the Total by rounding.
Per-Vehicle Averages — MTD
| Metric | June MTD | May Final |
|---|
| F&I PVR | $3,781 | $2,726 |
| Front PVR | $1,358 | $1,848 |
| Total PVR | $5,138 | $4,574 |
PVR doesn't scale with pace — these are real averages and the most trustworthy early signal. F&I is carrying June (+$1,055/unit vs May) and total PVR is up $564/unit. Front PVR is the gap (–$490/unit vs May). Top early deals: Williams/Petterson split a deal at $9,602 F&I PVR, Green $6,185 F&I PVR on 2 units, Mwazighe $3,944 F&I PVR. Frye gave up the front (–$843) on his one used deal.
By Source — Pace vs Goal
| Source |
MTD % |
Goal % |
Pace Units |
At Goal |
Pace Gross |
At Goal Gross |
| Walk-In (9 sold on 24 leads) |
37.5% |
40% |
78 | 83 |
$400,790 | $426,481 |
| Phone Show Close (2 of 6 shown) |
33.3% |
50% |
17.5 | 26 |
$89,921 | $133,597 |
| Internet Show Close (4 of 10 shown) |
40.0% |
50% |
34.5 | 43.5 |
$177,272 | $223,517 |
| Campaign Show Close (0 of 3 shown) |
0.0% |
30% |
0 | 8 |
$0 | $41,107 |
| Other / non-appt path (repeat, referral, service, buying team) |
— |
— |
17.5 | 17.5 |
$89,065 | $89,065 |
| Total | — | — |
147.5 | 178 |
$757,048 | $913,767 |
Pace = source MTD sold × 8.67 (26 selling days ÷ 3 completed). At Goal = (walk-in leads × 40%) and (appts shown × goal %), paced. This run, all four channels sit below goal — on day 2 the tiny samples made Walk-In (50%) and Internet (62.5%) look like winners; with the full 3-day lead count they settled to 37.5% and 40%. The Other / non-appt path row reconciles the source table to the booked dealership pace (repeat/referral/service walk-overs/buying team carry no appt-path lead). Gross uses store-avg total PVR $5,138 × units. Walk-In % = sold ÷ leads; Phone/Internet/Campaign = sold ÷ appts shown. Total row equals the booked dealership pace exactly.
What's on the table at pace
+30.5 units +$156,719 gross
If all four channels closed at goal the rest of the way, the pace lifts from ~147.5 to ~178 units / ~$914K. Unlike day 2, the gap is now spread across every channel — Walk-In (37.5% vs 40%), Internet (40% vs 50%), Phone (33.3% vs 50%) and Campaign (0% vs 30%). The two biggest single buckets to fix are the same as May: Phone and Campaign. Get a manager on every phone and campaign appointment now. (Still a 3-day sample — directional.)
Act on this now (day 3)
- Two 1-star Google reviews in 24 hrs: Stephanie Marsh (13-year, 6-vehicle loyal customer) and Missy Holmes (service repeat-issue → traded → new problem). Owner replies are already posted, but these need a real phone call and a service/sales post-mortem — a loyal repeat buyer going 1-star is the loudest signal on this report.
- Protect: the $3,781 F&I PVR. The back end is the best thing going — $1,055/unit better than May. Hold the menu discipline as volume builds.
- Source close slipped: all four channels under goal now. Same leaks as May on Phone (2 of 6) and Campaign (0 of 3). Manager TO on every phone/campaign appt this week.
- Front gross: $1,358 PVR is down vs May's $1,848. Used-heavy mix (13 of 17) and Frye's –$843 are pulling it. Hold more front on the used deals.
Salespeople — MTD (booked thru 6/3 · click any column header to sort)
| Salesperson |
New |
Used |
Units MTD |
Units Pace |
F&I PVR |
Front Gross |
Front Pace |
Total Gross |
Total Pace |
| Green, Canden | 1 | 1 | 2.0 | 17.5 | $6,185 | $7,365 | $63,834 | $19,735 | $171,039 |
| Mebane, Clarence | 1.5 | 1 | 2.5 | 21.5 | $4,354 | $4,376 | $37,928 | $15,260 | $132,256 |
| Mwazighe, Kevin | 1 | 1 | 2.0 | 17.5 | $3,944 | $3,053 | $26,460 | $10,941 | $94,818 |
| Rogers, Gearmal | 0.5 | 2 | 2.5 | 21.5 | $2,369 | $471 | $4,085 | $6,395 | $55,423 |
| Williams, Shawn | 0 | 0.5 | 0.5 | 4.5 | $9,602 | $290 | $2,517 | $5,091 | $44,126 |
| Petterson, James | 0 | 0.5 | 0.5 | 4.5 | $9,602 | $290 | $2,517 | $5,091 | $44,126 |
| Origgi, Samantha | 0 | 1 | 1.0 | 8.5 | $1,812 | $3,139 | $27,201 | $4,951 | $42,905 |
| Gray, Jeffrey | 0 | 1 | 1.0 | 8.5 | $4,116 | $708 | $6,140 | $4,824 | $41,812 |
| Bass III, Wiley | 0 | 1 | 1.0 | 8.5 | $3,165 | $262 | $2,274 | $3,427 | $29,701 |
| House (unassigned) | 0 | 1 | 1.0 | 8.5 | $1,711 | $1,519 | $13,161 | $3,230 | $27,991 |
| Gregory, Ronald | 0 | 1 | 1.0 | 8.5 | $2,298 | $850 | $7,363 | $3,148 | $27,283 |
| Perry, Austin | 0 | 1 | 1.0 | 8.5 | $1,462 | $1,599 | $13,862 | $3,061 | $26,532 |
| Frye, Ethan | 0 | 1 | 1.0 | 8.5 | $3,039 | -$843 | -$7,302 | $2,197 | $19,037 |
| Total | 4 | 13 | 17 | 147.5 | $3,781 | $23,082 | $200,041 | $87,352 | $757,048 |
Source: Stone Eagle Ranking Report, Stearns Ford, June MTD (Booked & Finalized), pulled 6/4 (data thru 6/3). Pace = MTD × 8.67 (26 selling days ÷ 3 completed) for units, front gross, and total gross. F&I PVR is per-unit so it isn't paced. Williams & Petterson split one deal (0.5 unit each, identical $9,602 F&I PVR). "House (unassigned)" is one used deal with no salesperson attached — kept so the total reconciles to 17. Frye's front pace is negative because his one used deal gave up front (–$843). Rows may differ from the Total by a dollar or two from rounding.
Early recognition (small sample — don't over-read)
- Leading the board: Green (2 units, $19.7K gross, $6,185 F&I PVR), Mebane (2.5 units, $15.3K), Mwazighe (2 units, $10.9K) — three reps with multiples and strong back-ends.
- Deal quality: Williams & Petterson teamed on a deal at $9,602 F&I PVR — best back-end on the floor. Mwazighe keeps producing F&I after a low-F&I May.
- Front give-up: Frye –$843 front and Bass III $262 front — used deals discounted hard early.
Desklog Statistics (6/1–6/4 · click any column header to sort)
| Rep |
Ups |
Phone |
Internet |
Campaign |
Be Backs |
Total Visits |
New |
Used |
Demo |
Demo % |
Office |
Office % |
TO |
TO % |
Sold |
Closing % |
| Rogers, Germal | 3 | 1 | 1 | 0 | 0 | 5 | 2 | 3 | 4 | 80% | 5 | 100% | 5 | 100% | 3 | 60% |
| Mabry, Anthony | 3 | 0 | 0 | 1 | 0 | 4 | 1 | 3 | 0 | 0% | 2 | 50% | 4 | 100% | 0 | 0% |
| Reid, Ethan | 0 | 2 | 4 | 0 | 0 | 6 | 1 | 5 | 2 | 33% | 4 | 67% | 6 | 100% | 0 | 0% |
| Gregory, Ron | 3 | 0 | 0 | 0 | 1 | 4 | 2 | 2 | 1 | 25% | 1 | 25% | 4 | 100% | 1 | 25% |
| M, Angel | 2 | 0 | 1 | 1 | 0 | 4 | 2 | 2 | 2 | 50% | 3 | 75% | 3 | 75% | 2 | 50% |
| Petterson, James | 3 | 1 | 0 | 0 | 0 | 4 | 1 | 3 | 1 | 25% | 1 | 25% | 4 | 100% | 1 | 25% |
| Escalante, Jacqueline | 0 | 1 | 3 | 1 | 0 | 5 | 3 | 2 | 2 | 40% | 3 | 60% | 5 | 100% | 1 | 20% |
| Mebane, Clarence | 2 | 0 | 0 | 0 | 0 | 2 | 1 | 1 | 2 | 100% | 2 | 100% | 2 | 100% | 2 | 100% |
| Perry, Austin | 2 | 0 | 0 | 0 | 0 | 2 | 2 | 0 | 2 | 100% | 0 | 0% | 2 | 100% | 1 | 50% |
| Origgi, Samantha | 0 | 0 | 1 | 1 | 0 | 2 | 0 | 2 | 1 | 50% | 2 | 100% | 2 | 100% | 1 | 50% |
| Green, Canden | 0 | 1 | 1 | 0 | 0 | 2 | 1 | 1 | 1 | 50% | 1 | 50% | 2 | 100% | 2 | 100% |
| Bass, Wiley | 1 | 0 | 0 | 0 | 0 | 1 | 0 | 1 | 0 | 0% | 1 | 100% | 1 | 100% | 1 | 100% |
| Frye, Ethan | 1 | 0 | 0 | 0 | 0 | 1 | 0 | 1 | 1 | 100% | 1 | 100% | 1 | 100% | 1 | 100% |
| House, House | 1 | 0 | 0 | 0 | 0 | 1 | 0 | 1 | 1 | 100% | 1 | 100% | 1 | 100% | 1 | 100% |
| Humphrey, Eric | 1 | 0 | 0 | 0 | 0 | 1 | 1 | 0 | 1 | 100% | 0 | 0% | 1 | 100% | 0 | 0% |
| Williams, Shawn | 1 | 0 | 0 | 0 | 0 | 1 | 0 | 1 | 1 | 100% | 0 | 0% | 1 | 100% | 0 | 0% |
| Markovic, Maja | 0 | 1 | 0 | 0 | 0 | 1 | 0 | 1 | 0 | 0% | 1 | 100% | 1 | 100% | 0 | 0% |
| Todd, Katie | 0 | 0 | 0 | 3 | 0 | 3 | 3 | 0 | 0 | 0% | 0 | 0% | 3 | 100% | 0 | 0% |
| Gray, Jeffrey | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0% | 0 | 0% | 0 | 0% | 1 | 0% |
| Total | 23 | 7 | 11 | 7 | 1 | 49 | 20 | 29 | 22 | 45% | 28 | 57% | 48 | 98% | 18 | 37% |
Source: eLEAD Desklog Statistics w/BeBacks (FD), 6/1–6/4 (pulled 6/4). "Office" = deals taken to the desk (write-up equivalent). Closing % >100% reflects prior-day ups landing as sold in the period; Gray shows 1 Sold on 0 ups for the same reason. BDC reps (Reid, Escalante, Markovic, Todd) show 0 Sold by design. eLEAD CRM sold 18 runs ahead of the 17 booked in Stone Eagle (CRM marks sold at write-up; Stone Eagle books at contract).
Act on this — Desklog (6/1–6/4)
- Praise: Germal Rogers — best funnel on volume: 3 ups → 4 demos (80%) → 5 write-ups → 3 sold (60% closing). Mebane and Green both ran a clean 100% close on their ups. Store-wide TO discipline is excellent (98%) — nearly every up got a turn.
- Watch: Demo rate is sitting at 45% — that's the leak between ups and sales. Gregory (3 ups, only 25% demo) and Perry (demoed both ups but 0 write-ups logged) are the clearest gaps. Get more ups into a vehicle.
- Confront: Mabry — 3 ups, 0 demos, 0 sold across four days. Petterson — 3 ups, 1 demo, 1 sold (25%). Floor ups aren't getting demoed, and it's showing in the close. Sit with both on their up process this week.
User Activity Performance (6/1–6/4 · click any column header to sort)
| Name |
Showroom Ups |
Phone Ups |
Internet Ups |
Campaign Ups |
Calls |
Emails |
Texts |
Appts Created |
Appts Owned Shown |
Appts Created Shown |
Total Visits |
Sold |
| Reid, Ethan | 0 | 5 | 29 | 2 | 442 | 392 | 409 | 11 | 6 | 4 | 6 | 0 |
| Markovic, Maja | 0 | 3 | 3 | 1 | 329 | 227 | 356 | 8 | 1 | 7 | 1 | 0 |
| Escalante, Jacqueline | 0 | 2 | 27 | 11 | 291 | 114 | 303 | 11 | 4 | 5 | 5 | 1 |
| M, Angel | 2 | 0 | 0 | 1 | 53 | 13 | 7 | 0 | 1 | 0 | 4 | 2 |
| Bass, Wiley | 1 | 2 | 0 | 1 | 51 | 11 | 6 | 1 | 1 | 0 | 1 | 1 |
| Todd, Katie | 0 | 0 | 0 | 0 | 49 | 0 | 3 | 0 | 3 | 3 | 3 | 0 |
| Green, Canden | 0 | 1 | 1 | 0 | 46 | 2 | 4 | 0 | 2 | 0 | 2 | 2 |
| Gregory, Ron | 3 | 0 | 0 | 0 | 45 | 2 | 1 | 1 | 1 | 1 | 3 | 1 |
| Rogers, Germal | 3 | 3 | 0 | 0 | 43 | 0 | 2 | 0 | 0 | 0 | 5 | 3 |
| Frye, Ethan | 1 | 0 | 0 | 0 | 63 | 0 | 0 | 0 | 0 | 0 | 1 | 1 |
| Gray, Jeffrey | 1 | 0 | 0 | 0 | 37 | 23 | 14 | 0 | 0 | 0 | 0 | 1 |
| Origgi, Samantha | 0 | 0 | 0 | 1 | 36 | 2 | 9 | 1 | 1 | 0 | 2 | 1 |
| Williams, Shawn | 1 | 0 | 0 | 0 | 35 | 1 | 4 | 1 | 0 | 0 | 1 | 0 |
| Mabry, Anthony | 3 | 0 | 0 | 1 | 34 | 1 | 12 | 0 | 0 | 0 | 4 | 0 |
| Davidson, Steve | 0 | 0 | 0 | 0 | 29 | 0 | 2 | 1 | 0 | 0 | 0 | 0 |
| Petterson, James | 3 | 1 | 0 | 2 | 28 | 2 | 45 | 5 | 1 | 1 | 4 | 1 |
| Perry, Austin | 2 | 0 | 0 | 0 | 12 | 1 | 2 | 0 | 0 | 0 | 2 | 1 |
| Mebane, Clarence | 2 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 2 | 2 |
| Total | 24 | 17 | 60 | 20 | 1,625 | 795 | 1,180 | 40 | 21 | 21 | 48 | 18 |
Source: eLEAD User Activity Performance (U), 6/1–6/4 (pulled 6/4). BDC (Reid, Escalante, Markovic, Todd) carry the call/email/text volume and set appts for closers — their low/zero Sold is by design. Near-zero rows (Hedman, Ritorto, Humphrey, Inactive Users) omitted. Total Sold 18 = eLEAD CRM count.
Act on this — User Activity (6/1–6/4)
- Praise: BDC engine is humming — Reid alone logged 442 calls / 392 emails / 409 texts and created 11 appointments; the BDC team drove 1,625 calls and 40 appts set in four days. On the floor, Frye and Germal Rogers are efficient — they sold on a low up count.
- Watch: Markovic — 329 calls / 227 emails / 356 texts but only 1 owned appointment shown; lots of motion, light on owned-appt shows. And CRM hygiene: Mebane sold 2 with 0 calls/emails/texts logged — the activity is happening but not being captured.
- Confront: Logging gaps undercut coaching — hold every floor rep to logging calls and texts in eLEAD (Mebane 0, Perry 12 over four days). And Mabry: 34 calls, 0 sold across the period — find out what's stalling between his activity and a deal.
CSI — Sales (New Car)
5-Star Surveys by Salesperson
Awaiting Stephen's manual CSI update. Both June new-car surveys so far came back 5-star — credit Jeff Gray and Canden Green. New-car deliveries rose to 4 MTD, so the 2 surveys now read as a 50% response rate (right at goal) until newer surveys post. (CSI entered manually — confirm today's count.)
June Google Reviews — Recognition by Employee MTD · 4
Three net-new reviews since the last run — and two of them are 1-star. Stephanie Marsh (1★), a self-described 13-year, 6-vehicle loyal customer, and Missy Holmes (1★), a service repeat-issue customer who traded in and hit a new problem — both already have owner replies posted, but both need a phone call. Shane Johnson left a clean 5-star (no comment). The lone buying-team mention remains Thomas Hitt (Randy Osborne, 6/3). No sales rep was named in June Google reviews yet.
Buying Team
Sales-team Google count is 0 net-new for June so far. Source: Stearns Ford GBP, sorted Newest, pulled 6/4.
June Facebook Mentions — by Rep MTD · 5
One net-new rep-authored post since the last run: Shawn Williams (Brian, new Jeep Wrangler) — his second June post. Running June total is 5, all rep-authored. Source: Stearns Ford FB mentions, sorted Most Recent, pulled 6/4.
Recognition notes
- Praise: Shawn Williams — two delivery posts already in June, leading the social board. Ron Gregory, Canden Green, Germal Rogers each have one. Keep calling the habit out at the meeting.
- Watch: the May offenders with volume but zero social (Petterson, Perry, Mwazighe, Mebane, Bass) — June is a clean slate; hold them to 1 post per delivery starting now.
June MTD · 3 of 26 selling days · Data sources: eLEAD Traffic Management (6/1–6/4, pulled 6/4) · Stone Eagle Ranking Report (Booked & Finalized, thru 6/3, pulled 6/4) · Stearns Ford GBP (Newest, 6/4) · Stearns Ford FB mentions (Most Recent, 6/4) · Ford OneCX / Medallia (CSI, manual — awaiting 6/4 entry) · Desklog & UAP 6/1–6/4 (pulled 6/4)