Stearns Ford — June 2026 Pace Report MTD · Month Open
As of Friday, June 5, 2026 · 4 of 26 selling days complete · booked through 6/4 (Stone Eagle "This Month" pull)
Read this first — it's day 4. Only 4 of 26 selling days are in the books. Pace multiplies the 4-day total by 6.5, so every booked unit still swings the pace by ~6.5. Treat the 143-unit / $616K pace as directional, not a forecast. Two real signals worth acting on today: the PVRs settled back to earth as 5 more units filled in (F&I $3,017, down from day-3's small-sample $3,781 — still above May), and all four lead-source close rates are now under goal. The bright spot is off the sales floor: 13 new 5-star Google reviews overnight — a clean recovery from the two 1-stars on 6/4.
Where June Is Tracking (4 selling days)
Units — Pace
143
22 MTD · 8 New / 14 Used
May final: 118 · volatile at day 4
Total Gross — Pace
$615,984
$94,767 MTD · $4,308 PVR
May final: $539,758
F&I Gross — Pace
$431,382
$66,366 MTD · $3,017 PVR
May final: $321,650
Front Gross — Pace
$184,602
$28,400 MTD · $1,291 PVR
May final: $218,108
June added 5 booked units on 6/4 (17 → 22), holding ~5.5/day. With more units in the mix, the PVRs normalized off the inflated day-3 read: F&I PVR $3,017 (still +$291 vs May's $2,726), Total PVR $4,308 (just under May's $4,574). The soft spot remains the front: $1,291 PVR vs May's $1,848 — a used-heavy mix (14 of 22) and one give-up deal (Frye –$843) are the drag. Volume and back-end are ahead of May; front gross per unit is the one number trending the wrong way.
Dealership — MTD & Pace
| Metric | MTD (thru 6/4) | Pace (×6.5) |
|---|
| Units Sold | 22 | 143 |
| — New | 8 | 52 |
| — Used | 14 | 91 |
| F&I Gross | $66,366 | $431,382 |
| Front Gross | $28,400 | $184,602 |
| Total Gross | $94,767 | $615,984 |
Pace = MTD × (26 total selling days ÷ 4 completed). Sundays excluded (June closed 6/7, 6/14, 6/21, 6/28). On 4 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. Units & gross from Stone Eagle Ranking Report (booked truth), not eLEAD CRM sold.
Per-Vehicle Averages — MTD
| Metric | June MTD | May Final |
|---|
| F&I PVR | $3,017 | $2,726 |
| Front PVR | $1,291 | $1,848 |
| Total PVR | $4,308 | $4,574 |
PVR doesn't scale with pace — these are real averages and the most trustworthy early signal. F&I is still carrying June (+$291/unit vs May) but came down from day 3's $3,781 as 5 lower-F&I units filled in — that earlier number was a small-sample spike. Front PVR $1,291 is the gap (–$557/unit vs May). Best back-ends so far: Green $5,038 F&I PVR (2.5 units), Mebane $4,354, Mwazighe $3,944. 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 (10 sold on 34 leads) |
29.4% |
40% |
65 | 88.5 |
$279,993 | $381,221 |
| Phone Show Close (4 of 11 shown) |
36.4% |
50% |
26 | 36 |
$111,997 | $155,073 |
| Internet Show Close (7 of 18 shown) |
38.9% |
50% |
45.5 | 58.5 |
$195,995 | $251,993 |
| Campaign Show Close (0 of 6 shown) |
0.0% |
30% |
0 | 11.5 |
$0 | $49,537 |
| Other / non-appt path (repeat, referral, service, buying team) |
— |
— |
6.5 | 6.5 |
$27,999 | $27,999 |
| Total | — | — |
143 | 201 |
$615,984 | $865,823 |
Pace = source MTD sold × 6.5 (26 selling days ÷ 4 completed). Walk-In pace uses total walk-in sold (10); Phone/Internet/Campaign use appt-shown-sold (the show-close numerator: 4 / 7 / 0). At Goal = (walk-in leads × 40%) and (appts shown × goal %), paced. All four channels are below goal this run — and further below than day 3 as the denominators (leads/shows) filled out. 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 $4,308 × 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
+58 units +$249,839 gross
If all four channels closed at goal the rest of the way, the pace lifts from 143 to ~201 units / ~$866K. The gap is spread across every channel — Walk-In (29.4% vs 40%), Internet (38.9% vs 50%), Phone (36.4% 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 4-day sample — directional.)
Act on this now (day 4)
- Recognize the review surge: 13 new 5-star Google reviews overnight, nine of them naming a salesperson. Ron Gregory pulled three (Kimberly & Jonathan Sauls, Ken Cheek). Call it out at the meeting — this is exactly the recovery you want after Wednesday's two 1-stars.
- Source close slipped across the board: all four channels under goal. Same leaks as May on Phone (4 of 11) and Campaign (0 of 6). Manager TO on every phone/campaign appt this week.
- Front gross: $1,291 PVR is down vs May's $1,848. Used-heavy mix (14 of 22) and Frye's –$843 are pulling it. Hold more front on the used deals.
- Demo rate 44%: the leak between ups and sales. Petterson (1 demo on 8 visits, 13%) and Gregory & Mabry (29%) are the clearest gaps — get more ups into a vehicle.
Salespeople — MTD (booked thru 6/4 · 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 | 1.5 | 1 | 2.5 | 16.5 | $5,038 | $8,460 | $54,991 | $21,054 | $136,851 |
| Mebane, Clarence | 1.5 | 1 | 2.5 | 16.5 | $4,354 | $4,376 | $28,446 | $15,260 | $99,192 |
| Mwazighe, Kevin | 1 | 1 | 2.0 | 13.0 | $3,944 | $3,053 | $19,845 | $10,941 | $71,114 |
| Gregory, Ronald | 1.5 | 1 | 2.5 | 16.5 | $2,161 | $2,306 | $14,990 | $7,708 | $50,100 |
| Petterson, James | 1 | 0.5 | 1.5 | 10.0 | $3,686 | $1,674 | $10,880 | $7,203 | $46,821 |
| Bass III, Wiley | 0 | 2 | 2.0 | 13.0 | $2,659 | $1,460 | $9,488 | $6,778 | $44,055 |
| Rogers, Gearmal | 0.5 | 2 | 2.5 | 16.5 | $2,369 | $471 | $3,064 | $6,395 | $41,567 |
| Origgi, Samantha | 0 | 1 | 1.0 | 6.5 | $1,812 | $3,139 | $20,401 | $4,951 | $32,179 |
| Gray, Jeffrey | 0 | 1 | 1.0 | 6.5 | $2,820 | $708 | $4,605 | $3,528 | $22,935 |
| House (unassigned) | 0 | 1 | 1.0 | 6.5 | $1,711 | $1,519 | $9,871 | $3,230 | $20,993 |
| Perry, Austin | 0 | 1 | 1.0 | 6.5 | $1,462 | $1,599 | $10,396 | $3,061 | $19,899 |
| Frye, Ethan | 0 | 1 | 1.0 | 6.5 | $3,039 | -$843 | -$5,477 | $2,197 | $14,277 |
| Williams, Shawn | 0 | 0.5 | 0.5 | 3.5 | $1,969 | $290 | $1,888 | $1,275 | $8,288 |
| Mabry, Anthony | 1 | 0 | 1.0 | 6.5 | $1,000 | $187 | $1,213 | $1,187 | $7,713 |
| Total | 8 | 14 | 22 | 143 | $3,017 | $28,400 | $184,602 | $94,767 | $615,984 |
Source: Stone Eagle Ranking Report, Stearns Ford, June MTD (Booked & Finalized), pulled 6/5 (data thru 6/4). Pace = MTD × 6.5 (26 selling days ÷ 4 completed) for units, front gross, and total gross. F&I PVR is per-unit so it isn't paced. Split deals show as 0.5 units (Petterson, Williams, Rogers). "House (unassigned)" is one used deal with no salesperson attached — kept so the total reconciles to 22. Frye's front pace is negative because his one used deal gave up front (–$843). Rows may differ from the Total by rounding (unit-pace rows sum to ~144.5 vs the booked 143).
Early recognition (small sample — don't over-read)
- Leading the board: Green (2.5 units, $21.1K gross, $5,038 F&I PVR) — best combination of volume and back-end. Mebane (2.5, $15.3K) and Mwazighe (2, $10.9K) right behind. Gregory and Rogers also at 2.5 units each.
- Back-end quality: Green $5,038, Mebane $4,354, Mwazighe $3,944 F&I PVR — three reps holding strong product on multiple deals.
- Front give-up: Frye –$843 front and Rogers $471 / Williams $290 — used deals discounted hard early. Worth a desk conversation on holding more front.
Desklog Statistics (6/1–6/5 · 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 % |
| Green, Canden | 0 | 2 | 2 | 0 | 1 | 5 | 3 | 2 | 2 | 40% | 3 | 60% | 5 | 100% | 4 | 80% |
| Rogers, Germal | 4 | 1 | 1 | 0 | 0 | 6 | 2 | 4 | 5 | 83% | 6 | 100% | 6 | 100% | 3 | 50% |
| Gregory, Ron | 5 | 0 | 0 | 0 | 2 | 7 | 5 | 2 | 2 | 29% | 2 | 29% | 6 | 86% | 2 | 29% |
| Mebane, Clarence | 3 | 1 | 0 | 0 | 0 | 4 | 2 | 2 | 3 | 75% | 3 | 75% | 4 | 100% | 2 | 50% |
| M, Angel | 2 | 0 | 1 | 1 | 0 | 4 | 2 | 2 | 2 | 50% | 3 | 75% | 3 | 75% | 2 | 50% |
| Bass, Wiley | 1 | 0 | 1 | 1 | 1 | 4 | 1 | 3 | 1 | 25% | 3 | 75% | 4 | 100% | 2 | 50% |
| Petterson, James | 3 | 1 | 1 | 2 | 1 | 8 | 5 | 3 | 1 | 13% | 2 | 25% | 8 | 100% | 2 | 25% |
| Reid, Ethan | 0 | 4 | 5 | 0 | 1 | 10 | 1 | 9 | 4 | 40% | 7 | 70% | 10 | 100% | 2 | 20% |
| Mabry, Anthony | 5 | 0 | 0 | 2 | 0 | 7 | 3 | 4 | 2 | 29% | 4 | 57% | 7 | 100% | 1 | 14% |
| Perry, Austin | 5 | 0 | 0 | 0 | 0 | 5 | 4 | 1 | 4 | 80% | 0 | 0% | 5 | 100% | 1 | 20% |
| Escalante, Jacqueline | 0 | 3 | 4 | 1 | 0 | 8 | 4 | 4 | 2 | 25% | 5 | 63% | 8 | 100% | 1 | 13% |
| Origgi, Samantha | 1 | 0 | 1 | 1 | 0 | 3 | 1 | 2 | 2 | 67% | 3 | 100% | 3 | 100% | 1 | 33% |
| Gray, Jeffrey | 1 | 0 | 1 | 0 | 0 | 2 | 1 | 1 | 1 | 50% | 1 | 50% | 2 | 100% | 1 | 50% |
| 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% |
| Markovic, Maja | 0 | 1 | 1 | 0 | 0 | 2 | 0 | 2 | 1 | 50% | 2 | 100% | 2 | 100% | 0 | 0% |
| Todd, Katie | 0 | 0 | 0 | 3 | 0 | 3 | 3 | 0 | 0 | 0% | 0 | 0% | 3 | 100% | 0 | 0% |
| Williams, Shawn | 1 | 0 | 0 | 0 | 0 | 1 | 0 | 1 | 1 | 100% | 0 | 0% | 1 | 100% | 0 | 0% |
| Total | 34 | 13 | 18 | 11 | 6 | 82 | 38 | 44 | 36 | 44% | 46 | 56% | 80 | 98% | 26 | 32% |
Source: eLEAD Desklog Statistics w/BeBacks (FD), 6/1–6/5 (pulled 6/5). "Office" = deals taken to the desk (write-up equivalent). BDC reps (Reid, Escalante, Markovic, Todd) show low/zero Sold by design — they set appts for closers. eLEAD CRM sold 26 runs ahead of the 22 booked in Stone Eagle (CRM marks sold at write-up; Stone Eagle books at contract). Store-wide TO discipline stays excellent (98%).
Act on this — Desklog (6/1–6/5)
- Praise: Canden Green — 4 sold on 5 visits (80% close) with a clean funnel. Germal Rogers — best demo discipline on volume (5 demos on 6 visits, 83% → 3 sold). Store TO at 98% again — nearly every up got a turn.
- Watch: Demo rate 44% is the leak between ups and sales. Petterson (8 visits, 1 demo, 13%) and Gregory (7 visits, 29%) are the clearest gaps — get more ups into a vehicle.
- Confront: Mabry — 5 ups, 2 demos, 1 sold (14%). High up count, low demo and close. Sit with him on the up process this week.
User Activity Performance (6/1–6/5 · 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 | 8 | 34 | 5 | 715 | 626 | 681 | 19 | 9 | 8 | 9 | 2 |
| Escalante, Jacqueline | 0 | 7 | 42 | 15 | 494 | 189 | 550 | 19 | 7 | 10 | 8 | 1 |
| Markovic, Maja | 0 | 3 | 6 | 1 | 422 | 278 | 483 | 11 | 2 | 8 | 2 | 0 |
| Todd, Katie | 0 | 0 | 0 | 1 | 118 | 0 | 4 | 0 | 3 | 3 | 3 | 0 |
| Origgi, Samantha | 1 | 0 | 2 | 1 | 97 | 3 | 30 | 1 | 1 | 0 | 3 | 1 |
| Frye, Ethan | 1 | 0 | 0 | 0 | 78 | 0 | 0 | 0 | 0 | 0 | 1 | 1 |
| Mabry, Anthony | 5 | 0 | 0 | 2 | 76 | 4 | 24 | 1 | 1 | 1 | 7 | 1 |
| Bass, Wiley | 1 | 2 | 1 | 2 | 75 | 19 | 9 | 1 | 2 | 0 | 3 | 2 |
| M, Angel | 2 | 0 | 0 | 1 | 75 | 18 | 9 | 0 | 1 | 0 | 4 | 2 |
| Green, Canden | 0 | 1 | 2 | 0 | 72 | 3 | 6 | 1 | 4 | 1 | 4 | 4 |
| Williams, Shawn | 1 | 0 | 0 | 0 | 71 | 2 | 8 | 1 | 0 | 0 | 1 | 0 |
| Gregory, Ron | 5 | 1 | 0 | 0 | 65 | 4 | 1 | 1 | 1 | 1 | 5 | 2 |
| Petterson, James | 3 | 1 | 1 | 4 | 61 | 10 | 76 | 9 | 5 | 4 | 7 | 2 |
| Rogers, Germal | 4 | 3 | 0 | 0 | 59 | 0 | 2 | 0 | 0 | 0 | 6 | 3 |
| Gray, Jeffrey | 1 | 0 | 1 | 0 | 53 | 27 | 19 | 1 | 1 | 0 | 2 | 1 |
| Perry, Austin | 5 | 0 | 0 | 0 | 44 | 2 | 6 | 0 | 0 | 0 | 5 | 1 |
| Davidson, Steve | 0 | 0 | 0 | 0 | 41 | 1 | 6 | 1 | 0 | 1 | 0 | 0 |
| Mebane, Clarence | 3 | 1 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 4 | 2 |
| Total | 34 | 28 | 89 | 32 | 2,619 | 1,190 | 1,915 | 66 | 37 | 37 | 76 | 26 |
Source: eLEAD User Activity Performance (U), 6/1–6/5 (pulled 6/5). 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/system rows (Hedman, McLendon, Ritorto, Humphrey, Inactive Users) omitted. Total Sold 26 = eLEAD CRM count (vs 22 booked in Stone Eagle).
Act on this — User Activity (6/1–6/5)
- Praise: BDC engine is humming — Reid alone logged 715 calls / 626 emails / 681 texts and created 19 appts; the BDC team drove 2,619 calls and 66 appts created in five days. On the floor, Canden Green converts efficiently — 4 sold on light activity.
- Watch: Markovic — 422 calls / 278 emails / 483 texts but only 2 owned appts shown, 0 sold; lots of motion, light on owned-appt shows. CRM hygiene: Mebane sold 2 with 0 calls/emails/texts logged — the activity is happening but not captured.
- Confront: Logging gaps undercut coaching — hold every floor rep to logging calls and texts in eLEAD. Mabry: 76 calls, 5 ups, 1 sold — find out what's stalling between his activity and a deal.
CSI — Sales (New Car)
Surveys (June)
3
awaiting 6/5 entry
1-Star
1
McKinney · Mabry
Response Rate
75%
3 of 4 · goal 50%
CSI is entered manually from Stephen (Ford OneCX / Medallia) and is low-volume. Figures shown are the last confirmed entry (6/4): Jeff Gray and Canden Green 5-star; Tony Mabry's McKinney delivery 1-star, holding the month average at 3.67. New-car deliveries are now 8 MTD — survey count to be refreshed with Stephen's 6/5 numbers.
CSI Action Item — June
- Address: the McKinney 1-star (Tony Mabry). A 1-star hammers a thin new-car survey base — pull the verbatim and the deal, and get a manager on a recovery call.
- Protect: Gray and Green kept their deliveries 5-star. The McKinney experience is the outlier to understand, not a trend yet.
June Google Reviews — Recognition by Employee MTD · 17
June Reviews (net-new)
17
New This Run (all 5★)
+13
Big overnight swing the right way: 13 net-new reviews since the last run, every one of them 5-star. Nine named a salesperson, led by Ron Gregory with three (Kimberly & Jonathan Sauls, Ken Cheek). Also named: Canden Green, Wiley Bass, Shawn Williams, James Petterson, Kevin Mwazighe (“Angel”), Tony Mabry — one each. Buying team: Aaron Hiser (Rita Dittrich, vehicle purchase). The two 6/4 one-stars (Stephanie Marsh, Missy Holmes) still stand and still warrant calls, but the wall of fresh 5-stars is exactly the recovery you want.
Sales Team
Buying Team
June net-new totals 17 reviews (4 through 6/4 + 13 this run). Two June reviews remain 1-star; the other 15 are 5-star. Source: Stearns Ford GBP, sorted Newest, pulled 6/5.
June Facebook Mentions — by Rep MTD · 18
13 net-new rep posts since the last run, all delivery shout-outs. Worth reading right: 8 of the 13 are Austin Perry's one-time backlog — he posted eight different customers (Vandergrift, Hill, Liles, Martha, Wellyam, Carolyn, Boer Brothers, Maggie) in a single burst on 6/4, not eight days of habit. Genuinely fresh daily activity: Canden Green ×2 (Michael / Lucinda), Ron Gregory ×2 (Ken / Lucinda), Shawn Williams ×1 (Andrew). Source: Stearns Ford FB mentions, sorted Most Recent, pulled 6/5.
Recognition notes
- Praise: Austin Perry went from zero to eight posts — get him on a steady one-per-delivery cadence so it's not a once-a-month dump. Canden Green, Ron Gregory, Shawn Williams are posting consistently (3 each).
- Watch: reps with units this week but no social — Mebane, Mwazighe, Bass, Petterson all sold and posted nothing. Hold them to 1 post per delivery.
June MTD · 4 of 26 selling days · Data sources: eLEAD Traffic Management (6/1–6/5, pulled 6/5) · Stone Eagle Ranking Report (Booked & Finalized, thru 6/4, pulled 6/5) · Stearns Ford GBP (Newest, 6/5) · Stearns Ford FB mentions (Most Recent, 6/5) · Ford OneCX / Medallia (CSI, manual — awaiting 6/5 entry) · Desklog & UAP 6/1–6/5 (pulled 6/5)