Where We're Tracking
Units Pace
117.5
104 sold MTD (+2 on 5/27)
Total Gross Pace
$545K
$482K MTD
F&I Gross Pace
$330K
$292K MTD
Total PVR
$4,638
F&I $2,811 / Front $1,827
Pace eased from 120.5 → 117.5: the 5/27 selling day booked just 2 units (102 → 104) while a day came off the clock, compressing the selling-day ratio (now 26/23). 3 selling days left (5/28–5/30) to finish the month strong.
Dealership Pace
| Metric | MTD | End-of-Month Pace |
|---|
| Units Sold | 104 | 117.5 |
| — New | 36 | 40.5 |
| — Used | 68 | 77 |
| F&I Gross | $292,310 | $330,437 |
| Front Gross | $190,035 | $214,822 |
| Total Gross | $482,344 | $545,259 |
Per-Vehicle Averages
| Metric | MTD | End-of-Month Pace |
|---|
| F&I PVR | $2,811 | $2,811 |
| Front PVR | $1,827 | $1,827 |
| Total PVR | $4,638 | $4,638 |
PVR slipped from $4,721 → $4,638 — the 2 used units booked 5/27 came in below store average on the front end (total front gross actually dipped $1,266 while F&I rose $2,044). Top F&I producers above store avg $2,811: Gray ($4,160), Bass ($3,928), Mosley ($3,674), Frye ($3,598).
Pace by Source — Current vs Goal
| Source |
Current % |
Goal % |
Current Pace |
At Goal |
Current Gross |
At Goal Gross |
| Walk-In (close on 162 leads MTD) |
34.0% |
40% |
62 | 73.5 |
$287,552 | $340,888 |
| Phone Show Close (23 shown MTD) |
34.8% |
50% |
9 | 13 |
$41,741 | $60,293 |
| Internet Show Close (57 shown MTD, Tier 1) |
26.3% |
50% |
17 | 32 |
$78,845 | $148,414 |
| Campaign Show Close (24 shown MTD) |
12.5% |
30% |
3.5 | 8 |
$16,233 | $37,103 |
| Other / non-appt path (unappointed phone/internet/campaign leads + repeat, referral, service walk-overs, buying team — no show-close goal) |
— |
— |
26 | 26 |
$120,888 | $120,888 |
| Total | — | — |
117.5 | 152.5 |
$545,259 | $707,586 |
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 (26/23). Gross uses store-avg Total PVR of $4,638 × paced units. Other = dealership pace minus appt-path sources; these are non-appt-path / 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
+35 units +$162,327 gross
Internet is the biggest dollar lift at +$69.6K (close 50% on the 57 appts already shown — currently 26.3%). Walk-In +$53.3K, Campaign +$20.9K, Phone +$18.6K.
Action items
- Watch: Soft 5/27 — only 2 units booked on the day, dragging pace from 120.5 → 117.5. 281 ups and 776 leads MTD say the traffic is there; the floor needs a strong Thu–Sat close (3 days left).
- Confront: Internet show-close 26.3% — biggest dollar miss (+$69.6K at goal). 57 appts shown, closing ~1 in 4. BDC is setting the appt; the floor is losing the deal. Manager TO on every internet appt.
- Watch: Walk-In 34.0% (sold ÷ 162 leads) — closest source to goal but slid from 34.4%. 6 pts under 40%. Strongest lever in raw dollars after Internet (+$53.3K).
- Confront: Campaign 12.5% — worst close rate, less than half the 30% goal. Ask what's running and kill the bleeders.
- Watch: Phone 34.8% — 15 pts under the 50% goal on only 23 shown MTD. Low volume; 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 | $2,559 | $29,546 | $33,400 | $67,939 | $76,800 |
| Mabry, Anthony | 4.5 | 7.5 | 12.0 | 13.5 | $2,709 | $27,078 | $30,610 | $59,592 | $67,365 |
| Petterson, James | 5 | 5.5 | 10.5 | 12 | $2,830 | $8,942 | $10,108 | $38,659 | $43,702 |
| Gray, Jeffrey W. | 4 | 5.5 | 9.5 | 10.5 | $4,160 | $18,928 | $21,399 | $58,449 | $66,073 |
| Williams, Shawn | 2 | 5.5 | 7.5 | 8.5 | $2,661 | $6,663 | $7,532 | $26,620 | $30,091 |
| Rogers, Gearmal | 2.5 | 5 | 7.5 | 8.5 | $2,006 | $12,148 | $13,733 | $27,195 | $30,742 |
| Mwazighe, Kevin | 2.5 | 4.5 | 7.0 | 8 | $1,320 | $10,930 | $12,357 | $20,173 | $22,803 |
| Green, Canden | 4 | 2.5 | 6.5 | 7.5 | $2,452 | $9,081 | $10,265 | $25,021 | $28,285 |
| Mosley, Richie | 2 | 4 | 6.0 | 7 | $3,674 | $13,146 | $14,861 | $35,190 | $39,779 |
| Perry, Austin | 1 | 5 | 6.0 | 7 | $3,320 | $9,206 | $10,407 | $29,128 | $32,927 |
| Frye, Ethan | 2 | 2.5 | 4.5 | 5 | $3,598 | $20,471 | $23,141 | $36,663 | $41,446 |
| Origgi, Samantha | 1 | 3 | 4.0 | 4.5 | $2,305 | $8,488 | $9,594 | $17,708 | $20,017 |
| Bass III, Wiley | 3 | 0.5 | 3.5 | 4 | $3,928 | $8,842 | $9,994 | $22,590 | $25,537 |
| Coble, Candace | 1 | 1.5 | 2.5 | 3 | $3,112 | $2,641 | $2,986 | $10,422 | $11,781 |
| Mebane, Clarence | 0 | 1 | 1.0 | 1 | $2,059 | $2,914 | $3,295 | $4,973 | $5,622 |
| Todd, Katie (BDC) | 0.5 | 0.5 | 1.0 | 1 | $136 | $1,010 | $1,142 | $1,146 | $1,296 |
| Total | 36 | 68 | 104 | 117.5 | $2,811 | $190,035 | $214,822 | $482,344 | $545,259 |
Source: Stone Eagle Ranking Report, Stearns Ford, May 2026 (Booked/Finalized), pulled 5/28. Pace = MTD × 26/23 selling days. House deals ($877 F&I, 0 units) excluded from rows; Total row reflects dealership truth.
Action items
- Praise: Gregory — 15 units (1N/14U), $67.9K total gross. Volume leader, $76.8K pace.
- Praise: Mabry — 12 balanced units (4.5N/7.5U), $59.6K total gross. Volume backbone.
- Praise: Gray — $4,160 F&I PVR on 9.5 units. Highest back-end among real producers.
- Praise: Bass III — $3,928 F&I + $2,526 front = $6,454 total PVR, highest on the floor.
- Praise: Frye — $4,549 front PVR on 4.5 units (highest front PVR on the floor).
- Watch: Petterson front PVR $852 — far below store avg $1,827. Selling deep (5N/5.5U); back-end carries his deals.
- Watch: Williams front PVR $888 — same story, used-heavy 5.5U deals discounted hard.
- Confront: Mwazighe — 7 units but $1,320 F&I + $1,561 front = $2,882 total deal vs $4,638 store avg. Deal-by-deal F&I review.
Desklog Statistics (MTD 5/1–5/27 · 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 % |
| Reid, Ethan | 0 | 10 | 19 | 7 | 3 | 39 | 15 | 24 | 10 | 26% | 16 | 41% | 32 | 82% | 0 | 0% |
| Mabry, Anthony | 11 | 4 | 3 | 8 | 7 | 33 | 15 | 18 | 15 | 45% | 19 | 58% | 30 | 91% | 12 | 36% |
| Perry, Austin | 17 | 1 | 3 | 0 | 6 | 27 | 13 | 14 | 13 | 48% | 14 | 52% | 26 | 96% | 7 | 26% |
| Gregory, Ron | 14 | 4 | 4 | 2 | 2 | 26 | 9 | 17 | 12 | 46% | 16 | 62% | 22 | 85% | 15 | 58% |
| Petterson, James | 16 | 1 | 6 | 0 | 3 | 26 | 12 | 14 | 14 | 54% | 15 | 58% | 24 | 92% | 11 | 42% |
| Escalante, Jacqueline | 0 | 3 | 15 | 6 | 1 | 25 | 11 | 14 | 7 | 28% | 11 | 44% | 21 | 84% | 0 | 0% |
| Rogers, Germal | 13 | 2 | 1 | 2 | 3 | 21 | 7 | 14 | 13 | 62% | 12 | 57% | 21 | 100% | 8 | 38% |
| Mosley, Richie | 11 | 0 | 3 | 0 | 6 | 20 | 7 | 13 | 8 | 40% | 10 | 50% | 19 | 95% | 5 | 25% |
| Gray, Jeffrey | 13 | 1 | 2 | 0 | 3 | 19 | 7 | 12 | 10 | 53% | 10 | 53% | 17 | 89% | 9 | 47% |
| M, Angel | 5 | 1 | 2 | 2 | 7 | 17 | 6 | 11 | 10 | 59% | 14 | 82% | 16 | 94% | 7 | 41% |
| Frye, Ethan | 13 | 1 | 0 | 0 | 2 | 16 | 9 | 7 | 7 | 44% | 9 | 56% | 16 | 100% | 5 | 31% |
| Bass, Wiley | 7 | 0 | 2 | 2 | 2 | 13 | 5 | 8 | 3 | 23% | 9 | 69% | 11 | 85% | 4 | 31% |
| Origgi, Samantha | 9 | 1 | 1 | 0 | 1 | 12 | 6 | 6 | 6 | 50% | 5 | 42% | 12 | 100% | 4 | 33% |
| Williams, Shawn | 8 | 1 | 1 | 0 | 2 | 12 | 3 | 9 | 2 | 17% | 6 | 50% | 11 | 92% | 7 | 58% |
| Coble, Candace | 6 | 0 | 0 | 0 | 2 | 8 | 5 | 3 | 3 | 38% | 5 | 63% | 8 | 100% | 3 | 38% |
| Green, Canden | 4 | 3 | 0 | 0 | 1 | 8 | 6 | 2 | 2 | 25% | 6 | 75% | 7 | 88% | 6 | 75% |
| Markovic, Maja | 0 | 2 | 1 | 1 | 0 | 4 | 0 | 4 | 1 | 25% | 2 | 50% | 4 | 100% | 0 | 0% |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 2 | 1 | 1 | 1 | 50% | 1 | 50% | 2 | 100% | 1 | 50% |
| Todd, Katie | 0 | 0 | 0 | 2 | 0 | 2 | 2 | 0 | 0 | 0% | 0 | 0% | 2 | 100% | 0 | 0% |
| Total | 148 | 36 | 63 | 32 | 51 | 330 | 139 | 191 | 137 | 42% | 180 | 55% | 301 | 91% | 104 | 32% |
Source: eLEAD Desklog Statistics w/BeBacks (FD), 5/1–5/27 (refreshed daily). BDC reps (Reid, Escalante, Markovic, Todd) show 0 Sold by design.
User Activity Performance (MTD 5/1–5/27 · 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 | 12 | 5 | 3 | 8 | 272 | 21 | 144 | 8 | 6 | 1 | 26 | 12 |
| Gregory, Ron | 14 | 6 | 4 | 2 | 269 | 5 | 5 | 4 | 5 | 1 | 24 | 15 |
| Petterson, James | 16 | 1 | 6 | 1 | 242 | 61 | 29 | 13 | 8 | 7 | 23 | 11 |
| Perry, Austin | 21 | 4 | 4 | 0 | 213 | 19 | 88 | 7 | 7 | 3 | 21 | 7 |
| Rogers, Germal | 14 | 4 | 2 | 2 | 251 | 2 | 32 | 2 | 4 | 1 | 18 | 8 |
| Gray, Jeffrey | 14 | 3 | 2 | 0 | 245 | 58 | 82 | 5 | 6 | 3 | 16 | 9 |
| Mosley, Richie | 12 | 2 | 2 | 0 | 328 | 13 | 68 | 0 | 5 | 0 | 14 | 5 |
| Frye, Ethan | 14 | 1 | 0 | 0 | 241 | 8 | 2 | 1 | 0 | 0 | 14 | 5 |
| Origgi, Samantha | 10 | 1 | 1 | 0 | 391 | 28 | 121 | 5 | 2 | 2 | 11 | 4 |
| Bass, Wiley | 7 | 1 | 1 | 3 | 213 | 44 | 39 | 7 | 7 | 6 | 11 | 4 |
| M, Angel | 6 | 1 | 2 | 2 | 316 | 63 | 68 | 8 | 7 | 6 | 10 | 7 |
| Williams, Shawn | 9 | 4 | 1 | 0 | 323 | 10 | 104 | 4 | 3 | 2 | 10 | 7 |
| Green, Canden | 5 | 6 | 0 | 1 | 248 | 44 | 49 | 1 | 2 | 1 | 7 | 6 |
| Coble, Candace | 6 | 1 | 0 | 0 | 62 | 10 | 14 | 1 | 1 | 0 | 6 | 3 |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 0 | 0 | 0 | 1 | 0 | 2 | 1 |
| Reid, Ethan | 0 | 29 | 187 | 40 | 1830 | 1276 | 1687 | 54 | 33 | 34 | 36 | 0 |
| Escalante, Jacqueline | 0 | 20 | 151 | 48 | 1426 | 731 | 1805 | 45 | 19 | 26 | 24 | 0 |
| Markovic, Maja | 0 | 7 | 12 | 2 | 1745 | 1292 | 2139 | 35 | 4 | 25 | 4 | 0 |
| Todd, Katie | 0 | 0 | 0 | 15 | 496 | 0 | 1072 | 9 | 3 | 2 | 2 | 0 |
| Total | 161 | 97 | 378 | 124 | 9111 | 3685 | 7548 | 209 | 123 | 120 | 279 | 104 |
Source: eLEAD User Activity Performance (U), 5/1–5/27 (refreshed daily). 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 / 20.5
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, only 2 reviews. Still under-asking at delivery.
- Watch: No new Google reviews since 5/27. Ask the delivery team to coach customers to leave a review AND name the rep.
Source: Stearns Ford GBP, sorted Newest. 0 new reviews since 5/27 (top of feed unchanged — floria marshall remains newest).
May Facebook Mentions — by Rep
Samantha Origgi (Sam Car Sales)
5
5.5
Tony Mabry (via Greg Wilson fan posts)
1
1
3 new mentions since 5/27 — all by Richie Mosley (Mr. King's GMC Silverado, Mr. Floyd's '26 Ford Escape, Mr. Saunders' RAM TRX). Mosley jumps from 2 → 5.
Action items
- Praise: Richie Mosley — 3 deliveries posted on FB yesterday (King Silverado, Floyd Escape, Saunders TRX). Jumps from 2 → 5 posts on the month; best single-day social push.
- 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 5/28, 5/1–5/28) · Stone Eagle Ranking Report (refreshed 5/28) · Stearns Ford GBP (5/28) · Stearns Ford FB mentions (5/28) · Ford OneCX / Medallia (CSI carried from 5/25) · Desklog & UAP refreshed 5/28 (5/1–5/27)