Stearns Ford — May 2026 Pace Report
As of Monday, May 26, 2026 (Memorial Day) · 21 of 26 selling days complete (5/25 in progress, store closes 5pm)
Where We're Tracking
Units Pace
115
93 sold MTD (+21 since 5/22)
Total Gross Pace
$503K
$406K MTD (+$73K since 5/22)
F&I Gross Pace
$308K
$249K MTD
Total PVR
$4,371
Down $255 from 5/22
Dealership Pace
| Metric | MTD | End-of-Month Pace |
|---|
| Units Sold | 93 | 115 |
| — New | 33 | 41 |
| — Used | 60 | 74 |
| F&I Gross | $248,630 | $307,780 |
| Front Gross | $157,910 | $195,508 |
| Total Gross | $406,540 | $503,288 |
Per-Vehicle Averages
| Metric | MTD | End-of-Month Pace |
|---|
| F&I PVR | $2,673 | $2,673 |
| Front PVR | $1,698 | $1,698 |
| Total PVR | $4,371 | $4,371 |
PVR is a per-deal ratio — it doesn't pace with the calendar, it stays the same if mix and per-deal averages hold. Total PVR slipped $255 from 5/22 ($4,626 → $4,371) — back-half front + F&I held up but mix shifted toward Used (60/93 = 65% used vs 60% prior).
Pace by Source — Current vs Goal
| Source |
Current % |
Goal % |
Current Pace |
At Goal |
Current Gross |
At Goal Gross |
| Walk-In (close on 140 leads MTD) |
36.4% |
40% |
63 | 69.5 |
$275,373 | $303,786 |
| Phone Show Close (23 shown MTD) |
39.1% |
50% |
11 | 14 |
$48,081 | $61,194 |
| Internet Show Close (51 shown MTD) |
25.5% |
50% |
16 | 31.5 |
$69,936 | $137,687 |
| Campaign Show Close (19 shown MTD) |
10.5% |
30% |
2.5 | 7 |
$10,928 | $30,597 |
| Other / non-appt path (unappointed phone/internet/campaign leads + repeat, referral, service walk-overs, buying team — no show-close goal) |
— |
— |
22.5 | 22.5 |
$98,970 | $98,970 |
| Total | — | — |
115 | 144.5 |
$503,288 | $632,234 |
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 (26/21). Gross uses store-avg Total PVR of $4,371 × 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, so they're held flat in both columns.
Opportunity if all goals are hit
+29.5 units +$128,946 gross
Internet is still the biggest dollar lift at +$68K (close 50% on the 51 appts already shown — currently 25.5%). Walk-In +$28K, Campaign +$20K, Phone +$13K.
Action items
- Watch: Walk-In at 36.4% — improved from 33.6% last week. 3.6 pts under goal, closest to hitting it. Three good weekend floor days closes the gap.
- Confront: Internet show-close at 25.5% — biggest dollar miss (+$68K at goal). 51 internet appts have shown and we're closing 1 in 4. BDC setting the appt, floor losing the deal. Desk manager on every internet show.
- Confront: Campaign 10.5% close — 19.5 pts under goal. Same story as 5/22. Ask what campaigns are running and stop the bleeders.
- Watch: Phone close 39.1% — 10.9 pts under goal but only 23 shows MTD. Push BDC for more phone appts (only 4.5 new phone shows since 5/22).
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 | 12 | 13.0 | 16 | $2,417 | $26,208 | $32,448 | $57,625 | $71,344 |
| Mabry, Anthony | 4.5 | 6.5 | 11.0 | 13.5 | $2,480 | $24,068 | $29,799 | $51,349 | $63,576 |
| Petterson, James | 5 | 4.5 | 9.5 | 12 | $2,984 | $8,018 | $9,926 | $36,365 | $45,024 |
| Gray, Jeffrey W. | 3 | 5 | 8.0 | 10 | $3,773 | $13,528 | $16,749 | $43,714 | $54,123 |
| Williams, Shawn | 2 | 5.5 | 7.5 | 9.5 | $2,661 | $6,765 | $8,375 | $26,722 | $33,084 |
| Green, Canden | 4 | 2.5 | 6.5 | 8 | $2,972 | $11,473 | $14,205 | $30,791 | $38,124 |
| Rogers, Gearmal | 2.5 | 4 | 6.5 | 8 | $2,214 | $12,149 | $15,042 | $26,542 | $32,861 |
| Mwazighe, Kevin | 2.5 | 3.5 | 6.0 | 7.5 | $1,310 | $9,228 | $11,425 | $17,091 | $21,160 |
| Perry, Austin | 1 | 4 | 5.0 | 6 | $3,045 | $8,080 | $10,003 | $23,305 | $28,855 |
| Mosley, Richie | 1 | 3.5 | 4.5 | 5.5 | $2,547 | $9,954 | $12,323 | $21,417 | $26,517 |
| Origgi, Samantha | 1 | 3 | 4.0 | 5 | $2,305 | $8,488 | $10,509 | $17,707 | $21,923 |
| Bass III, Wiley | 3 | 0.5 | 3.5 | 4.5 | $3,928 | $7,305 | $9,044 | $21,054 | $26,066 |
| Frye, Ethan | 1 | 2.5 | 3.5 | 4.5 | $2,921 | $6,094 | $7,545 | $16,316 | $20,200 |
| Coble, Candace | 1 | 1.5 | 2.5 | 3 | $3,112 | $2,640 | $3,268 | $10,421 | $12,902 |
| Mebane, Clarence | 0 | 1 | 1.0 | 1 | $2,059 | $2,914 | $3,608 | $4,973 | $6,157 |
| Todd, Katie (BDC) | 0.5 | 0.5 | 1.0 | 1 | $150 | $1,010 | $1,251 | $1,160 | $1,436 |
| Total | 33 | 60 | 93 | 115 | $2,673 | $157,910 | $195,508 | $406,540 | $503,288 |
Action items
- Praise: Gregory — 13 units (1N/12U), $57K total gross, $71K pace. Took over volume lead from Mabry. Used-car specialist firing.
- Praise: Mabry — 11 units balanced 4.5N/6.5U, $51K total gross, $2,480 F&I PVR (just under store avg $2,673). Volume backbone.
- Praise: Petterson — leading New volume at 5 units, $2,984 F&I PVR (above store avg $2,673). New-car anchor with strong back-end.
- Praise: Gray — $3,773 F&I PVR on 8 units, $43K total gross. Highest back-end PVR among real producers.
- Praise: Bass III — $3,928 F&I PVR (highest on the floor) + $2,087 front PVR on 3.5 units. Small sample, but writing strong back-end. Replicable?
- Watch: Petterson front PVR at $844 — far below store avg $1,698. Selling deep on New (5N/4.5U); back-end carries his deals.
- Watch: Williams front PVR at $902 — same story, deeply discounted front on 7.5 used-heavy units. Used cars should produce more front.
- Confront: Mwazighe — 6 units but $1,310 F&I PVR + $1,538 front PVR = $2,848 total deal vs $4,371 store avg. Both sides weak. Pair with F&I for a deal-by-deal review.
Desklog Statistics (MTD 5/1–5/25 · click any column header to sort)
| 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. Escalante's 1 sold is a BDC-tagged deal — single deal, not a pattern.
Action items
- Praise: Green — 6/8 = 75% close. Tiny sample, but the floor's most efficient closer.
- Praise: Williams — 7/11 = 64%. Climbed since 5/22 (was 4/8 = 50%). Closing on what he sees.
- Praise: Gregory — 13/23 = 57% on heaviest volume of any producer. Most reps would dilute under that load.
- Praise: Bass — 4/10 = 40%. Doubled traffic since 5/22 and doubled close rate (was 1/5 = 20%). Turnaround story.
- Praise: Coble + Mebane — 50% close on small samples.
- Watch: Mosley — 4/19 = 21%. Most stuck rep on the producer floor — 19 visits, 4 sold, same close % as 5/22.
- Confront: Mabry — 11/30 = 37%. Top traffic again, still leaking deals. Same F&I PVR gap story.
- Confront: Perry — 6/20 = 30%. 20 visits, 6 sold. Lots of work, low yield.
User Activity Performance (MTD 5/1–5/25 · 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 |
| 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 |
| Davidson, Steve | 0 | 1 | 1 | 0 | 99 | 8 | 67 | 7 | 0 | 2 | 0 | 0 |
| McLendon, Charles | 0 | 11 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 |
| Stanfield, Jack | 0 | 0 | 0 | 0 | 12 | 0 | 11 | 0 | 0 | 0 | 0 | 0 |
| Ford, Stearns (admin) | 0 | 0 | 0 | 0 | 0 | 3 | 0 | 0 | 0 | 0 | 0 | 0 |
| Inactive Users | 0 | 0 | 0 | 0 | 7 | 0 | 0 | 4 | 0 | 1 | 0 | 0 |
| Total | 140 | 96 | 336 | 111 | 7859 | 2958 | 6660 | 203 | 109 | 109 | 239 | 95 |
Source: eLEAD User Activity Performance (U), 5/1–5/25. Tracks every touchpoint each rep made — Calls, Emails, Texts, Appts, plus Ups received, Total Visits, and Sold. BDC (Reid, Escalante, Markovic, Todd) show 0 Sold by design — they hand off to closers.
Action items
- Praise: Origgi — 333 calls (most on sales floor) on 4 sold. Activity isn't the issue; conversion is.
- Praise: Mabry — 254 calls + 132 texts + 7 appts created. Most balanced activity producer.
- Praise: Petterson — 13 appts created (most among producers). Driving his own demand.
- Praise: Markovic — 1,496 calls + 1,112 emails + 1,881 texts. BDC volume leader.
- Praise: Reid — 1,435 calls + 31 appts created shown. Pure BDC value.
- Watch: Mosley — 293 calls / 4 sold. Highest activity-to-sold ratio gap on the producer floor.
- Watch: Origgi — 0 appts owned shown despite 5 appts created and 7 sold. Loaning her appts out, or attribution glitch?
- Confront: McLendon — 11 phone ups, 0 calls/texts/emails logged. Same gap as 5/22. If he's a desk/closer, fine; if rep activity expected, that's a gap.
CSI — Sales (New Car)
Surveys at Goal (MTD / Pace)
17 / 21
Sales — unidentified
2
2.5
Source: Ford OneCX / Medallia (refreshed 5/25 — +3 5-star surveys since prior snapshot: Canden Green, James Petterson, Germal Rogers).
Action items
- Praise: Petterson — 4 of 11 surveys (36%), all 5-star. Top of New Car volume AND CSI.
- Praise: Germal Rogers — 3 surveys, all 5-star. Consistent CSI strength.
- Praise: Canden Green — first CSI survey of May, 5-star. Big Mustang/Bronco/Explorer delivery cadence converting.
- Watch: 2 unidentified surveys (18% of total). Chase the attribution.
- Confront: 33 new cars sold, 11 surveys → 33% response. Need 6 more MTD to hit 50%. Survey ask at delivery — every new car, no exceptions.
May Google Reviews — Recognition by Employee
Named an Employee
34 (71%)
Sales Team
Kevin Mwazighe (via "Angel" alias)
1
1
Buying Team
Action items
- Praise: Ron Gregory — 6 mentions, recognition leader. 13 units AND 6 reviews — coaching example.
- Praise: Wiley Bass — jumped from 1 to 3 reviews (+2 since 5/22, including "best thing since sliced bread"). Real customer love on a 3.5-unit performance.
- Praise: Shawn Williams — up to 4 reviews (Ananys Wallace: "first time car buying, made it easy, pressure-free").
- Praise: Aaron Hiser (buying) — 4 mentions, leading the buying team again.
- Praise: Tammy Miller's "G is the best" review — Germal Rogers' first named review of May. Worth recognizing.
- Watch: Mabry — 13.5 units pace, only 2 reviews. Same gap from 5/22 — still under-asking at delivery.
- Watch: New Kris B negative review — "I dont recommend it." Investigate and reply with care; first 1-star this month.
Source: Stearns Ford GBP, sorted Newest. 11 new reviews since 5/22, with 8 named an employee (73% attribution on the recent stretch — improving).
May Facebook Mentions — by Rep
Samantha Origgi (Sam Car Sales)
5
6
Tony Mabry (via Greg Wilson fan posts)
1
1
10 new mentions since 5/22 (after re-scanning the sorted-by-most-recent feed). Greg Wilson posted multiple "Rock Star" / "Dancing Dave" fan posts in May (counted once per scrape cycle for Tony Mabry per our convention).
Action items
- Praise: Shawn Williams — +3 posts since 5/22 (Branda Acadia, Ananys Sonata, Devin Escape). Steadily building his book.
- Praise: Samantha Origgi (Sam Car Sales) — +2 posts (Diana & Verenice Maverick, Martha Honda Pilot). On the upswing.
- Praise: Canden Green + Jeff Gray — tied at 7 mentions. Steady, post-every-delivery cadence.
- Watch: Mabry — 0 self-authored posts. Greg Wilson is covering for him.
- Confront: Petterson, Perry, Coble, Mwazighe, Mebane, Bass — 0 FB posts in May. Petterson has 9.5 units, Bass and Mwazighe 3.5–6 units. Set a baseline: 1 post per delivery.
Data sources: eLEAD Traffic Management / Desklog / User Activity Performance · Stone Eagle Ranking Report · Stearns Ford GBP · Stearns Ford FB mentions · Ford OneCX / Medallia (CSI carried from 5/19)