Stearns Ford — June 2026 Pace Report MTD · Early Month
As of Monday, June 8, 2026 · 6 of 26 selling days complete · booked through 6/7 (Stone Eagle "This Month" pull)
Read this first — it's day 6. Six of 26 selling days are booked. Pace multiplies the 6-day total by 4.33, so every booked unit still swings the pace by ~4.3. Treat the 134-unit / $564K pace as directional. Two real signals: volume is strong — 31 booked units (~5.2/day), already on track to clear May's 118 — but the PVRs have now settled below May across the board (F&I $2,625, Front $1,575, Total $4,200, all under May's marks). And the close-rate story hasn't moved: all four lead-source channels are still under goal. Off the floor, the reputation run continued: 7 more 5-star Google reviews and 8 new Facebook delivery posts since Friday, with no new negatives.
Where June Is Tracking (6 selling days)
Units — Pace
134.5
31 MTD · 10 New / 21 Used
May final: 118 · volume running ahead
Total Gross — Pace
$564,198
$130,200 MTD · $4,200 PVR
May final: $539,758
F&I Gross — Pace
$352,603
$81,370 MTD · $2,625 PVR
May final: $321,650
Front Gross — Pace
$211,596
$48,830 MTD · $1,575 PVR
May final: $218,108
June added 9 booked units since Friday (22 → 31), holding ~5.2/day. With more units in the mix the back-end keeps normalizing down: F&I PVR $2,625 (now –$101 vs May's $2,726), Total PVR $4,200 (–$374 vs May's $4,574), Front PVR $1,575 (–$273 vs May's $1,848). Volume and total gross are still pacing ahead of May; the whole gross story now rests on holding more per copy — front and F&I per unit have both slipped under last month.
Dealership — MTD & Pace
| Metric | MTD (thru 6/7) | Pace (×4.33) |
|---|
| Units Sold | 31 | 134.5 |
| — New | 10 | 43.5 |
| — Used | 21 | 91.0 |
| F&I Gross | $81,370 | $352,603 |
| Front Gross | $48,830 | $211,596 |
| Total Gross | $130,200 | $564,198 |
Pace = MTD × (26 total selling days ÷ 6 completed). Sundays excluded (June closed 6/7, 6/14, 6/21, 6/28). New/Used paced independently, so they may differ from the Total by rounding. Units & gross from Stone Eagle Ranking Report (booked truth, last import 6/7 10:41pm), not eLEAD CRM sold.
Per-Vehicle Averages — MTD
| Metric | June MTD | May Final |
|---|
| F&I PVR | $2,625 | $2,726 |
| Front PVR | $1,575 | $1,848 |
| Total PVR | $4,200 | $4,574 |
PVR doesn't scale with pace — these are real averages and the most trustworthy signal at this point. All three are now under May. The early-month F&I spike is gone: F&I PVR has come down from $3,781 (day 3) → $3,017 (day 4) → $2,625 now as 9 more units filled in. Front PVR $1,575 is –$273/unit vs May. Best back-ends so far: Green $4,417 F&I PVR (3.5 units), Mwazighe $3,944, Mebane $3,110. 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 (16 sold on 51 leads) |
31.4% |
40% |
69.5 | 88.5 |
$291,900 | $371,700 |
| Phone Show Close (3 of 10 shown) |
30.0% |
50% |
13.0 | 21.5 |
$54,600 | $90,300 |
| Internet Show Close (10 of 24 shown) |
41.7% |
50% |
43.5 | 52.0 |
$182,700 | $218,400 |
| Campaign Show Close (0 of 7 shown) |
0.0% |
30% |
0 | 9.0 |
$0 | $37,800 |
| Other / non-appt path (repeat, referral, service, buying team) |
— |
— |
8.5 | 8.5 |
$34,998 | $34,998 |
| Total | — | — |
134.5 | 179.5 |
$564,198 | $753,198 |
Pace = source MTD sold × 4.33 (26 selling days ÷ 6 completed). Walk-In pace uses total walk-in sold (16); Phone/Internet/Campaign use appt-shown-sold (the show-close numerator: 3 / 10 / 0). At Goal = (walk-in leads × 40%) and (appts shown × goal %), paced. All four channels are below goal again — Walk-In and Internet are close (within ~9 pts), Phone and Campaign are the deep leaks. 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 $4,200 × 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
+45 units +$189,000 gross
If all four channels closed at goal the rest of the way, the pace lifts from 134.5 to ~179.5 units / ~$753K. The gap is spread across every channel — Walk-In (31.4% vs 40%), Internet (41.7% vs 50%), Phone (30.0% vs 50%) and Campaign (0% vs 30%). The two deepest leaks are the same as May: Phone and Campaign. Get a manager on every phone and campaign appointment now. (Still a 6-day sample — directional.)
Act on this now (day 6)
- Defend the gross per copy: PVRs have slipped under May on every line — F&I $2,625 (was above May three days ago), Front $1,575, Total $4,200. Volume is carrying the month; if per-copy keeps sliding the gross pace follows. Desk for more front and full F&I menu on the used deals.
- Source close still under goal across the board: same leaks on Phone (3 of 10) and Campaign (0 of 7). Manager TO on every phone/campaign appt this week.
- Recognize the reputation run: 7 new 5-star Google reviews and 8 fresh Facebook delivery posts since Friday, no new negatives. Wiley Bass pulled two of the reviews; Samantha Origgi posted four deliveries on Facebook — call both out.
- Demo rate 40%: the leak between ups and sales. Petterson (2 demos on 14 visits, 14%), Gregory (25%) and Mabry (25% on 12 visits) are the clearest gaps — get more ups into a vehicle.
Salespeople — MTD (booked thru 6/7 · 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 | 2 | 3.5 | 15.0 | $4,417 | $12,360 | $53,560 | $27,820 | $120,553 |
| Mebane, Clarence | 1.5 | 2 | 3.5 | 15.0 | $3,110 | $8,922 | $38,664 | $19,806 | $85,827 |
| Bass III, Wiley | 1 | 3 | 4.0 | 17.5 | $2,136 | $7,404 | $32,083 | $15,949 | $69,113 |
| Origgi, Samantha | 1 | 2 | 3.0 | 13.0 | $3,029 | $5,334 | $23,113 | $14,420 | $62,486 |
| Gregory, Ronald | 1.5 | 2 | 3.5 | 15.0 | $1,819 | $3,873 | $16,783 | $10,240 | $44,375 |
| Mwazighe, Kevin | 1 | 1 | 2.0 | 8.5 | $3,944 | $3,053 | $13,230 | $10,941 | $47,409 |
| Petterson, James | 1 | 1 | 2.0 | 8.5 | $2,932 | $2,430 | $10,532 | $8,295 | $35,944 |
| Rogers, Gearmal | 0.5 | 3 | 3.5 | 15.0 | $1,692 | $1,236 | $5,355 | $7,159 | $31,024 |
| Gray, Jeffrey | 0 | 1 | 1.0 | 4.5 | $2,820 | $708 | $3,070 | $3,528 | $15,290 |
| House (unassigned) | 0 | 1 | 1.0 | 4.5 | $1,711 | $1,519 | $6,581 | $3,230 | $13,996 |
| Perry, Austin | 0 | 1 | 1.0 | 4.5 | $1,462 | $1,599 | $6,931 | $3,061 | $13,266 |
| Frye, Ethan | 0 | 1 | 1.0 | 4.5 | $3,039 | -$843 | -$3,651 | $2,197 | $9,518 |
| Williams, Shawn | 0 | 1 | 1.0 | 4.5 | $1,320 | $1,047 | $4,537 | $2,367 | $10,256 |
| Mabry, Anthony | 1 | 0 | 1.0 | 4.5 | $1,000 | $187 | $808 | $1,187 | $5,142 |
| Total | 10 | 21 | 31 | 134.5 | $2,625 | $48,830 | $211,596 | $130,200 | $564,198 |
Source: Stone Eagle Ranking Report, Stearns Ford, June MTD (Booked & Finalized), pulled 6/8 (data thru 6/7). Pace = MTD × 4.33 (26 selling days ÷ 6 completed) for units, front gross, and total gross. F&I PVR is per-unit so it isn't paced. Split deals show as half-units (Green, Mebane, Gregory, Rogers). "House (unassigned)" is one used deal with no salesperson attached — kept so the total reconciles to 31. Frye's front pace is negative because his one used deal gave up front (–$843). Rows may differ from the Total by rounding.
Early recognition (small sample — don't over-read)
- Leading the board: Bass (4 units, $15.9K gross) on volume; Green (3.5, $27.8K gross, $4,417 F&I PVR) — best combination of volume and back-end. Mebane (3.5, $19.8K), Gregory and Rogers also at 3.5 units each. Origgi at 3 units / $14.4K.
- Back-end quality: Green $4,417, Mwazighe $3,944, Mebane $3,110, Origgi $3,029, Frye $3,039 F&I PVR — five reps holding strong product.
- Front give-up: Frye –$843, Mabry $187 and Rogers $353 front per unit — discounted hard on the used/new give-up deals. Worth a desk conversation on holding more front.
Desklog Statistics (6/1–6/8 · 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 | 6 | 1 | 1 | 0 | 0 | 8 | 2 | 6 | 6 | 75% | 7 | 88% | 8 | 100% | 4 | 50% |
| Green, Canden | 0 | 1 | 2 | 0 | 1 | 4 | 2 | 2 | 2 | 50% | 3 | 75% | 4 | 100% | 4 | 100% |
| Origgi, Samantha | 2 | 0 | 1 | 1 | 1 | 5 | 2 | 3 | 4 | 80% | 5 | 100% | 5 | 100% | 4 | 80% |
| Bass, Wiley | 1 | 0 | 4 | 1 | 1 | 7 | 2 | 5 | 2 | 29% | 6 | 86% | 7 | 100% | 5 | 71% |
| Mebane, Clarence | 3 | 1 | 0 | 0 | 0 | 4 | 1 | 3 | 3 | 75% | 3 | 75% | 4 | 100% | 3 | 75% |
| Gregory, Ron | 5 | 1 | 0 | 0 | 2 | 8 | 5 | 3 | 2 | 25% | 3 | 38% | 7 | 88% | 3 | 38% |
| M, Angel | 2 | 0 | 1 | 1 | 1 | 5 | 2 | 3 | 3 | 60% | 4 | 80% | 4 | 80% | 3 | 60% |
| Petterson, James | 8 | 1 | 1 | 2 | 2 | 14 | 10 | 4 | 2 | 14% | 3 | 21% | 13 | 93% | 2 | 14% |
| Reid, Ethan | 0 | 3 | 6 | 0 | 1 | 10 | 2 | 8 | 4 | 40% | 8 | 80% | 10 | 100% | 2 | 20% |
| Escalante, Jacqueline | 0 | 3 | 7 | 2 | 2 | 14 | 9 | 5 | 4 | 29% | 7 | 50% | 14 | 100% | 1 | 7% |
| Mabry, Anthony | 8 | 0 | 0 | 2 | 2 | 12 | 5 | 7 | 3 | 25% | 5 | 42% | 11 | 92% | 1 | 8% |
| Perry, Austin | 9 | 0 | 0 | 0 | 0 | 9 | 8 | 1 | 4 | 44% | 0 | 0% | 9 | 100% | 1 | 11% |
| Markovic, Maja | 0 | 1 | 2 | 0 | 0 | 3 | 0 | 3 | 1 | 33% | 3 | 100% | 3 | 100% | 1 | 33% |
| Gray, Jeffrey | 1 | 0 | 0 | 0 | 0 | 1 | 1 | 0 | 0 | 0% | 0 | 0% | 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% |
| Williams, Shawn | 1 | 0 | 1 | 0 | 0 | 2 | 0 | 2 | 2 | 100% | 1 | 50% | 2 | 100% | 1 | 50% |
| Humphrey, Eric | 1 | 0 | 0 | 0 | 0 | 1 | 1 | 0 | 1 | 100% | 0 | 0% | 1 | 100% | 0 | 0% |
| Todd, Katie | 0 | 0 | 0 | 3 | 0 | 3 | 3 | 0 | 0 | 0% | 0 | 0% | 3 | 100% | 0 | 0% |
| Total | 49 | 12 | 26 | 12 | 13 | 112 | 55 | 57 | 45 | 40% | 60 | 54% | 108 | 96% | 38 | 34% |
Source: eLEAD Desklog Statistics w/BeBacks (FD), 6/1–6/8 (pulled 6/8). "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 38 runs ahead of the 31 booked in Stone Eagle (CRM marks sold at write-up; Stone Eagle books at contract). Store-wide TO discipline stays excellent (96%).
Act on this — Desklog (6/1–6/8)
- Praise: Canden Green — 4 sold on 4 visits (100% close) with a clean funnel. Germal Rogers — best demo discipline on volume (6 demos on 8 visits, 75% → 4 sold). Samantha Origgi — 4 sold on 5 visits, 80% demo. Store TO at 96% — nearly every up got a turn.
- Watch: Demo rate 40% store-wide is the leak between ups and sales. Petterson (14 visits, 2 demos, 14%) and Gregory (8 visits, 25%) are the clearest gaps — get more ups into a vehicle.
- Confront: Mabry — 8 ups, 3 demos, 1 sold (8%) and Petterson — 8 ups, 14% close. High up counts, low demo and close. Sit with both on the up process this week.
User Activity Performance (6/1–6/8 · 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 | 7 | 48 | 8 | 801 | 679 | 794 | 24 | 9 | 9 | 9 | 2 |
| Markovic, Maja | 0 | 3 | 6 | 2 | 567 | 378 | 744 | 17 | 2 | 12 | 3 | 1 |
| Escalante, Jacqueline | 0 | 6 | 57 | 21 | 555 | 239 | 647 | 21 | 11 | 12 | 12 | 1 |
| Todd, Katie | 0 | 0 | 0 | 2 | 161 | 0 | 7 | 1 | 3 | 3 | 3 | 0 |
| Origgi, Samantha | 2 | 0 | 2 | 1 | 103 | 4 | 33 | 1 | 2 | 0 | 4 | 4 |
| Frye, Ethan | 1 | 1 | 0 | 0 | 97 | 0 | 0 | 0 | 0 | 0 | 1 | 1 |
| Mabry, Anthony | 8 | 0 | 0 | 3 | 97 | 6 | 44 | 1 | 1 | 1 | 10 | 1 |
| M, Angel | 2 | 0 | 0 | 1 | 89 | 20 | 12 | 0 | 1 | 0 | 4 | 3 |
| Williams, Shawn | 1 | 0 | 1 | 0 | 90 | 2 | 13 | 1 | 1 | 0 | 2 | 1 |
| Bass, Wiley | 1 | 2 | 4 | 2 | 83 | 24 | 9 | 1 | 4 | 0 | 6 | 5 |
| Green, Canden | 1 | 1 | 2 | 0 | 83 | 8 | 6 | 1 | 3 | 1 | 3 | 4 |
| Rogers, Germal | 6 | 3 | 0 | 0 | 78 | 0 | 4 | 0 | 0 | 0 | 8 | 4 |
| Gray, Jeffrey | 2 | 0 | 0 | 0 | 73 | 29 | 34 | 2 | 0 | 1 | 1 | 1 |
| Gregory, Ron | 5 | 2 | 0 | 0 | 72 | 5 | 1 | 1 | 2 | 1 | 6 | 3 |
| Perry, Austin | 9 | 0 | 0 | 0 | 71 | 3 | 10 | 0 | 0 | 0 | 9 | 1 |
| Petterson, James | 8 | 1 | 1 | 4 | 68 | 13 | 77 | 9 | 6 | 4 | 12 | 2 |
| Davidson, Steve | 0 | 0 | 1 | 0 | 63 | 2 | 10 | 1 | 0 | 1 | 0 | 0 |
| Mebane, Clarence | 3 | 1 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 0 | 4 | 3 |
| Total | 51 | 28 | 122 | 44 | 3,154 | 1,416 | 2,446 | 82 | 45 | 45 | 99 | 38 |
Source: eLEAD User Activity Performance (U), 6/1–6/8 (pulled 6/8). 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, Ritorto, Inactive Users) omitted, so displayed rows don't sum exactly to the Total. Total Sold 38 = eLEAD CRM count (vs 31 booked in Stone Eagle).
Act on this — User Activity (6/1–6/8)
- Praise: BDC engine is humming — Reid logged 801 calls / 679 emails / 794 texts and created 24 appts; the BDC team drove 3,154 calls and 82 appts created in six days. On the floor, Canden Green (4 sold) and Wiley Bass (5 sold) convert efficiently on light activity.
- Watch: Markovic — 567 calls / 378 emails / 744 texts but only 2 owned appts shown, 1 sold; lots of motion, light on owned-appt shows. CRM hygiene: Mebane sold 3 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: 8 ups, 97 calls, 1 sold — find out what's stalling between his activity and a deal.
CSI — Sales (New Car)
Surveys — Pace
26
6 MTD ×4.33
Surveys (June)
6
+3 since 6/4
Survey Return Rate
60%
6 of 10 · goal 50%
1★ → 5★ Recovered
1
McKinney · Mabry
CSI is entered manually from Stephen (Ford OneCX / Medallia) and is low-volume. Last update 6/8: 3 new surveys since 6/4 (2 from Germal Rogers, 1 from Tony Mabry), all 5-star. The big one: Tony Mabry's McKinney 1-star was turned into a 5-star after the customer corrected their review — that flips the month average from 3.67 to a clean 5.00 across all 6 surveys, with zero open 1-stars. Survey return rate is 60% (6 of 10 deliveries), above the 50% goal, and on track for ~26 surveys at month-end pace. (Confirming "G" = Germal Rogers vs Jeff Gray — flag if I have that wrong.)
CSI Action Item — June
- Reinforce the recovery — this is the headline: Tony Mabry turned the McKinney 1-star into a 5-star. Recognize Tony publicly, and just as important, capture what the recovery call looked like and make it the playbook — a corrected survey is worth more than a fresh one because it proves the save process works. Don't let this be a one-off.
- Praise: Germal Rogers added two 5-star deliveries; Gray and Green held theirs. Six surveys, six 5-stars — a perfect new-car CSI month so far.
June Google Reviews — Recognition by Employee MTD · 24
Reviews — Pace
104
24 MTD ×4.33
June Reviews (net-new)
24
7 net-new reviews since Friday, every one 5-star, all naming a salesperson. Wiley Bass led with two (Donnell Walker, plus a third-time repeat buyer). Also named: Canden Green, Ron Gregory, Kevin Mwazighe (“Angel”), Ethan Frye, Samantha Origgi (“Sam”) — one each. No new negatives; the two 6/4 one-stars (Stephanie Marsh, Missy Holmes) still stand and still warrant calls. Note: three reviews that resurfaced to the top of the feed (Ken Cheek, Calvin Mebane, Cody Johnson) were already counted or are old reviews bumped by Google's sort — excluded from the net-new tally.
Sales Team (June cumulative)
Buying Team (June cumulative)
June net-new totals 24 reviews. Two June reviews remain 1-star; the other 22 are 5-star. Source: Stearns Ford GBP, sorted Newest, pulled 6/8.
June Facebook Mentions — by Rep MTD · 26
Posts — Pace
113
26 MTD ×4.33
8 net-new rep posts since Friday, all delivery shout-outs. Samantha Origgi (“Sam Car Sales”) was the daily leader with four (David / Melissa / Bryan / Ivan & Lucy). Also fresh: Canden Green (Adam / Raptor), Ron Gregory (Sauls family / Wagoneer), Germal Rogers (John / Journey) and Ethan Frye (Poole). Austin Perry's cumulative 8 is still his one-time 6/4 backlog — no new posts from him this run. Source: Stearns Ford FB mentions, sorted Most Recent, pulled 6/8.
Recognition notes
- Praise: Samantha Origgi posted four deliveries in a day — the social bright spot this run. Canden Green, Ron Gregory posting consistently. Get Austin Perry back to a steady one-per-delivery cadence rather than monthly bursts.
- Watch: reps with units this week but no social — Mebane, Mwazighe, Petterson, Gray all sold and posted nothing. Hold them to 1 post per delivery.
June MTD · 6 of 26 selling days · Data sources: eLEAD Traffic Management (6/1–6/8, pulled 6/8) · Stone Eagle Ranking Report (Booked & Finalized, thru 6/7, pulled 6/8) · Stearns Ford GBP (Newest, 6/8) · Stearns Ford FB mentions (Most Recent, 6/8) · Ford OneCX / Medallia (CSI, manual — awaiting update) · Desklog & UAP 6/1–6/8 (pulled 6/8)