Stearns Ford — May 2026 Pace Report
As of Wednesday, May 27, 2026 · 22 of 26 selling days complete (5/26 closed, 0 sold)
Where We're Tracking
Units Pace
120.5
102 sold MTD (5/26 = 0 sold)
Total Gross Pace
$569K
$482K MTD (unchanged from 5/26)
F&I Gross Pace
$343K
$290K MTD
Total PVR
$4,721
Held — F&I $2,846 / Front $1,876
Pace dropped from 126.5 → 120.5 because a zero-sold day on 5/26 was added to the selling-day count. 4 selling days remain (5/27–5/30) to finish strong.
Dealership Pace
| Metric | MTD | End-of-Month Pace |
|---|
| Units Sold | 102 | 120.5 |
| — New | 36 | 42.5 |
| — Used | 66 | 78 |
| F&I Gross | $290,266 | $343,041 |
| Front Gross | $191,301 | $226,083 |
| Total Gross | $481,567 | $569,124 |
Per-Vehicle Averages
| Metric | MTD | End-of-Month Pace |
|---|
| F&I PVR | $2,846 | $2,846 |
| Front PVR | $1,876 | $1,876 |
| Total PVR | $4,721 | $4,721 |
PVRs held flat — no new deliveries booked yesterday. Gray ($4,163), Bass ($3,928), Mosley ($3,679), Frye ($3,598) remain top F&I producers above store avg $2,846.
Pace by Source — Current vs Goal
| Source |
Current % |
Goal % |
Current Pace |
At Goal |
Current Gross |
At Goal Gross |
| Walk-In (close on 157 leads MTD) |
34.4% |
40% |
64 | 74 |
$302,144 | $349,354 |
| Phone Show Close (23 shown MTD) |
34.8% |
50% |
9.5 | 13.5 |
$44,850 | $63,734 |
| Internet Show Close (56 shown MTD, Tier 1) |
26.8% |
50% |
17.5 | 33 |
$82,618 | $155,793 |
| Campaign Show Close (22 shown MTD) |
13.6% |
30% |
3.5 | 8 |
$16,524 | $37,768 |
| Other / non-appt path (unappointed phone/internet/campaign leads + repeat, referral, service walk-overs, buying team — no show-close goal) |
— |
— |
26 | 26 |
$122,988 | $122,988 |
| Total | — | — |
120.5 | 154.5 |
$569,124 | $729,637 |
Math: at-goal sold = (appts shown × goal %) for Phone/Internet/Campaign, and (walk-in leads × 40%) for Walk-In, then paced forward by selling-day ratio (26/22). Gross uses store-avg Total PVR of $4,721 × paced units. Other = dealership pace minus appt-path sources; these are non-CRM-attributed deals (repeat/referral/service walk-overs/buying team) and don't move with appt-path goals.
Opportunity if all goals are hit
+34 units +$160,513 gross
Internet still the biggest dollar lift at +$73K (close 50% on the 56 appts already shown — currently 26.8%). Walk-In +$47K, Campaign +$21K, Phone +$19K.
Action items
- Confront: 5/26 zero-sold day — 3 appts shown, 1 written, 0 sold. Floor had traffic (8 walk-in + 4 phone + 15 internet ups). Ask managers what stalled. 4 selling days left to recover.
- Watch: Walk-In dipped to 34.4% (was 36.8% on 5/26). 5.6 pts under goal — still the closest source to hitting it but slid back. Need a strong floor week.
- Confront: Internet show-close 26.8% — biggest dollar miss (+$73K at goal). 56 internet appts shown, closing 1 in 4. BDC setting the appt, floor losing the deal.
- Confront: Campaign 13.6% — held flat. Ask what's running and stop the bleeders.
- Watch: Phone close 34.8% — 15.2 pts under goal. 23 shown MTD. Push BDC for more phone appts.
Salespeople — Units & Pace (click any column header to sort)
| Salesperson |
New |
Used |
Total MTD |
Pace |
F&I PVR |
Front Gross |
Front Gross Pace |
Total Gross |
Total Gross Pace |
| Gregory, Ronald | 1 | 14 | 15.0 | 17.5 | $2,559 | $29,546 | $34,917 | $67,939 | $80,290 |
| Mabry, Anthony | 4.5 | 7.5 | 12.0 | 14 | $2,709 | $27,078 | $32,002 | $59,592 | $70,427 |
| Petterson, James | 5 | 5.5 | 10.5 | 12.5 | $2,830 | $8,942 | $10,568 | $38,659 | $45,688 |
| Gray, Jeffrey W. | 4 | 5.5 | 9.5 | 11 | $4,163 | $18,928 | $22,371 | $58,481 | $69,114 |
| Williams, Shawn | 2 | 5.5 | 7.5 | 9 | $2,661 | $6,663 | $7,874 | $26,620 | $31,460 |
| Mwazighe, Kevin | 2.5 | 4.5 | 7.0 | 8.5 | $1,320 | $10,930 | $12,917 | $20,173 | $23,841 |
| Green, Canden | 4 | 2.5 | 6.5 | 7.5 | $2,972 | $11,470 | $13,556 | $30,789 | $36,387 |
| Rogers, Gearmal | 2.5 | 4 | 6.5 | 7.5 | $2,212 | $12,148 | $14,358 | $26,528 | $31,351 |
| Mosley, Richie | 2 | 4 | 6.0 | 7 | $3,679 | $13,146 | $15,536 | $35,222 | $41,626 |
| Perry, Austin | 1 | 4 | 5.0 | 6 | $3,020 | $8,082 | $9,551 | $23,184 | $27,400 |
| Frye, Ethan | 2 | 2.5 | 4.5 | 5.5 | $3,598 | $20,471 | $24,194 | $36,663 | $43,330 |
| Origgi, Samantha | 1 | 3 | 4.0 | 4.5 | $2,305 | $8,488 | $10,031 | $17,708 | $20,928 |
| Bass III, Wiley | 3 | 0.5 | 3.5 | 4 | $3,928 | $8,842 | $10,449 | $22,590 | $26,697 |
| Coble, Candace | 1 | 1.5 | 2.5 | 3 | $3,112 | $2,641 | $3,121 | $10,422 | $12,317 |
| Mebane, Clarence | 0 | 1 | 1.0 | 1 | $2,059 | $2,914 | $3,444 | $4,973 | $5,878 |
| Todd, Katie (BDC) | 0.5 | 0.5 | 1.0 | 1 | $136 | $1,010 | $1,194 | $1,146 | $1,354 |
| Total | 36 | 66 | 102 | 120.5 | $2,846 | $191,301 | $226,083 | $481,567 | $569,124 |
Per-rep MTD unchanged from 5/26 (zero deliveries booked yesterday). Pace columns recalculated against 22 of 26 selling days. Source: Stone Eagle Ranking Report carried from 5/26.
Action items
- Praise: Gregory — 15 units (1N/14U), $67.9K total gross. Still the volume leader, $80K pace.
- Praise: Mabry — 12 balanced units (4.5N/7.5U), $59.6K total gross. Volume backbone.
- Praise: Gray — $4,163 F&I PVR on 9.5 units. Highest back-end among real producers.
- Praise: Bass III — $3,928 F&I PVR + $2,526 front PVR. Highest total PVR ($6,454) on the floor.
- Praise: Frye — $4,549 front PVR on 4.5 units (highest front PVR on the floor).
- Watch: Petterson front PVR at $852 — far below store avg $1,876. Selling deep on New (5N/5.5U); back-end carries his deals.
- Watch: Williams front PVR at $888 — same story, used-heavy 5.5U deals discounted hard.
- Confront: Mwazighe — 7 units but $1,320 F&I PVR + $1,561 front = $2,882 total deal vs $4,721 store avg. F&I deal-by-deal review.
Desklog Statistics (MTD 5/1–5/25 · click any column header to sort)
Carried forward from 5/22 pull — Desklog Statistics report not refreshed in this /pace cycle. Refresh manually if needed.
| Rep |
Ups |
Phone |
Internet |
Campaign |
Be Backs |
Total Visits |
New |
Used |
Demo |
Demo % |
Write Up |
Write Up % |
TO |
TO % |
Sold |
Closing % |
| Mabry, Anthony | 10 | 4 | 3 | 7 | 6 | 30 | 15 | 15 | 13 | 43% | 17 | 57% | 27 | 90% | 11 | 37% |
| Reid, Ethan | 0 | 9 | 14 | 4 | 3 | 30 | 11 | 19 | 8 | 27% | 11 | 37% | 24 | 80% | 0 | 0% |
| Escalante, Jacqueline | 0 | 4 | 15 | 6 | 1 | 26 | 11 | 15 | 8 | 31% | 12 | 46% | 22 | 85% | 1 | 4% |
| Gregory, Ron | 12 | 4 | 3 | 2 | 2 | 23 | 8 | 15 | 10 | 43% | 14 | 61% | 20 | 87% | 13 | 57% |
| Petterson, James | 14 | 2 | 6 | 0 | 1 | 23 | 11 | 12 | 12 | 52% | 12 | 52% | 21 | 91% | 10 | 43% |
| Perry, Austin | 12 | 1 | 2 | 0 | 5 | 20 | 9 | 11 | 10 | 50% | 10 | 50% | 19 | 95% | 6 | 30% |
| Mosley, Richie | 11 | 0 | 2 | 0 | 6 | 19 | 5 | 14 | 7 | 37% | 9 | 47% | 18 | 95% | 4 | 21% |
| Rogers, Germal | 10 | 1 | 1 | 2 | 3 | 17 | 7 | 10 | 10 | 59% | 10 | 59% | 17 | 100% | 7 | 41% |
| Gray, Jeffrey | 11 | 1 | 1 | 0 | 3 | 16 | 5 | 11 | 8 | 50% | 7 | 44% | 14 | 88% | 7 | 44% |
| M, Angel | 5 | 1 | 1 | 2 | 6 | 15 | 5 | 10 | 9 | 60% | 13 | 87% | 14 | 93% | 7 | 47% |
| Frye, Ethan | 11 | 1 | 0 | 0 | 3 | 15 | 11 | 4 | 7 | 47% | 8 | 53% | 15 | 100% | 4 | 27% |
| Williams, Shawn | 7 | 1 | 1 | 0 | 2 | 11 | 3 | 8 | 1 | 9% | 5 | 45% | 10 | 91% | 7 | 64% |
| Bass, Wiley | 7 | 0 | 2 | 0 | 1 | 10 | 4 | 6 | 2 | 20% | 6 | 60% | 8 | 80% | 4 | 40% |
| Origgi, Samantha | 6 | 1 | 1 | 0 | 1 | 9 | 5 | 4 | 6 | 67% | 5 | 56% | 9 | 100% | 4 | 44% |
| Green, Canden | 5 | 2 | 0 | 0 | 1 | 8 | 5 | 3 | 2 | 25% | 6 | 75% | 7 | 88% | 6 | 75% |
| Coble, Candace | 5 | 0 | 0 | 0 | 1 | 6 | 3 | 3 | 3 | 50% | 5 | 83% | 6 | 100% | 3 | 50% |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 2 | 1 | 1 | 1 | 50% | 1 | 50% | 2 | 100% | 1 | 50% |
| Markovic, Maja | 0 | 1 | 0 | 1 | 0 | 2 | 0 | 2 | 1 | 50% | 0 | 0% | 2 | 100% | 0 | 0% |
| Todd, Katie | 0 | 0 | 0 | 2 | 0 | 2 | 2 | 0 | 0 | 0% | 0 | 0% | 2 | 100% | 0 | 0% |
| Total | 127 | 34 | 52 | 26 | 45 | 284 | 121 | 163 | 118 | 42% | 151 | 53% | 257 | 90% | 95 | 33% |
Source: eLEAD Desklog Statistics w/BeBacks (FD), 5/1–5/25. BDC reps (Reid, Markovic, Todd) show 0 Sold by design.
User Activity Performance (MTD 5/1–5/25 · click any column header to sort)
Carried forward from 5/22 pull — UAP report not refreshed in this /pace cycle.
| Name |
Showroom Ups |
Phone Ups |
Internet Ups |
Campaign Ups |
Calls |
Emails |
Texts |
Appts Created |
Appts Owned Shown |
Appts Created Shown |
Total Visits |
Sold |
| Mabry, Anthony | 11 | 5 | 3 | 7 | 254 | 18 | 132 | 7 | 6 | 1 | 24 | 11 |
| Gregory, Ron | 12 | 6 | 3 | 2 | 235 | 5 | 5 | 4 | 5 | 1 | 21 | 13 |
| Petterson, James | 15 | 2 | 6 | 1 | 212 | 45 | 24 | 13 | 7 | 6 | 22 | 10 |
| Perry, Austin | 15 | 3 | 3 | 0 | 203 | 18 | 67 | 7 | 6 | 3 | 15 | 6 |
| Gray, Jeffrey | 12 | 3 | 1 | 0 | 204 | 54 | 79 | 4 | 5 | 3 | 13 | 7 |
| Williams, Shawn | 8 | 3 | 1 | 0 | 280 | 9 | 99 | 2 | 3 | 1 | 9 | 7 |
| Green, Canden | 5 | 4 | 0 | 1 | 216 | 40 | 48 | 1 | 2 | 1 | 7 | 6 |
| M, Angel | 6 | 1 | 1 | 2 | 258 | 55 | 57 | 8 | 6 | 5 | 9 | 7 |
| Rogers, Germal | 12 | 3 | 2 | 2 | 210 | 2 | 28 | 2 | 3 | 1 | 14 | 7 |
| Coble, Candace | 5 | 1 | 0 | 0 | 51 | 9 | 14 | 1 | 0 | 0 | 5 | 3 |
| Mosley, Richie | 12 | 2 | 1 | 0 | 293 | 13 | 57 | 0 | 4 | 0 | 13 | 4 |
| Origgi, Samantha | 7 | 1 | 1 | 0 | 333 | 23 | 107 | 5 | 2 | 2 | 8 | 4 |
| Frye, Ethan | 12 | 1 | 0 | 0 | 210 | 5 | 2 | 2 | 1 | 1 | 12 | 4 |
| Bass, Wiley | 7 | 1 | 1 | 2 | 196 | 44 | 39 | 5 | 4 | 2 | 9 | 4 |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 0 | 0 | 0 | 1 | 0 | 2 | 1 |
| Escalante, Jacqueline | 0 | 19 | 133 | 43 | 1214 | 578 | 1577 | 42 | 20 | 25 | 25 | 1 |
| Reid, Ethan | 0 | 23 | 168 | 38 | 1435 | 917 | 1298 | 51 | 29 | 31 | 27 | 0 |
| Markovic, Maja | 0 | 5 | 11 | 2 | 1496 | 1112 | 1881 | 31 | 2 | 21 | 2 | 0 |
| Todd, Katie | 0 | 0 | 0 | 11 | 441 | 0 | 1068 | 7 | 3 | 2 | 2 | 0 |
| Total | 140 | 96 | 336 | 111 | 7859 | 2958 | 6660 | 203 | 109 | 109 | 239 | 95 |
Source: eLEAD User Activity Performance (U), 5/1–5/25. BDC (Reid, Escalante, Markovic, Todd) show 0 Sold by design.
CSI — Sales (New Car)
CSI numbers must be entered manually — ask Stephen for today's count. Showing prior pull (5/25).
Surveys at Goal (MTD / Pace)
18 / 21
May Google Reviews — Recognition by Employee
Named an Employee
35 (67%)
Sales Team
Kevin Mwazighe (via "Angel" alias)
1
1
Buying Team
Action items
- Praise: Ron Gregory — 7 mentions, recognition leader on Google. 15 units AND 7 reviews — coaching example.
- Praise: Aaron Hiser (buying) — 4 mentions, leading the buying team.
- Watch: Mabry — 12 units pace at 14, only 2 reviews. Still under-asking at delivery.
- Watch: 1 new review this week (floria marshall, unnamed). Ask delivery team to coach customers to name the rep.
Source: Stearns Ford GBP, sorted Newest. 1 new review since 5/26 (floria marshall — 5-star, unnamed, "they treat you so nice and thank you the coffee").
May Facebook Mentions — by Rep
Samantha Origgi (Sam Car Sales)
5
6
Tony Mabry (via Greg Wilson fan posts)
1
1
2 new mentions since 5/26 — both by Germal Rogers (Mr. Swift's '26 Mustang, the Garner family's Platinum Expedition). Germal jumps from 2 → 4.
Action items
- Praise: Germal Rogers — 2 deliveries celebrated on FB yesterday (Swift Mustang, Garner Expedition from Greenville NC). Moves from 2 → 4 posts on the month.
- Praise: Jeff Gray — still floor leader at 9 posts.
- Praise: Ron Gregory — 7 FB posts AND 7 Google reviews — still the best dual-channel visibility on the floor.
- Watch: Mabry — still 0 self-authored posts. Greg Wilson covers for him.
- Confront: Petterson, Perry, Coble, Mwazighe, Mebane, Bass — still 0 FB posts in May. Petterson has 10.5 units. Set a baseline: 1 post per delivery.
Data sources: eLEAD Traffic Management (refreshed 5/27, includes 5/26 traffic) · Stone Eagle Ranking Report carried from 5/26 (0 sold 5/26) · Stearns Ford GBP · Stearns Ford FB mentions · Ford OneCX / Medallia (CSI carried from 5/25) · Desklog & UAP carried from 5/22