Where We're Tracking
Units Pace
104
72 sold MTD
Total Gross Pace
$481K
$333K MTD
F&I Gross Pace
$298K
$206K MTD
Total PVR
$4,626
Up $56 from 5/21
Dealership Pace
| Metric | MTD | End-of-Month Pace |
|---|
| Units Sold | 72 | 104 |
| — New | 29 | 42 |
| — Used | 43 | 62 |
| F&I Gross | $206,269 | $297,944 |
| Front Gross | $126,801 | $183,158 |
| Total Gross | $333,070 | $481,101 |
Per-Vehicle Averages
| Metric | MTD | End-of-Month Pace |
|---|
| F&I PVR | $2,865 | $2,865 |
| Front PVR | $1,761 | $1,761 |
| Total PVR | $4,626 | $4,626 |
PVR is a per-deal ratio — it doesn't pace with the calendar, it stays the same if mix and per-deal averages hold.
Pace by Source — Current vs Goal
| Source |
Current % |
Goal % |
Current Pace |
At Goal |
Current Gross |
At Goal Gross |
| Walk-In (close on 116 leads MTD) |
33.6% |
40% |
56.5 | 67 |
$261,369 | $309,942 |
| Phone Show Close (19 shown MTD) |
36.8% |
50% |
10 | 13.5 |
$46,260 | $62,451 |
| Internet Show Close (44 shown MTD) |
20.5% |
50% |
13 | 32 |
$60,138 | $148,032 |
| Campaign Show Close (18 shown MTD) |
11.1% |
30% |
3 | 8 |
$13,878 | $37,008 |
| Other / non-appt path (unappointed phone/internet/campaign leads + repeat, referral, service walk-overs — no show-close goal) |
— |
— |
21.5 | 21.5 |
$99,456 | $99,456 |
| Total | — | — |
104 | 142 |
$481,101 | $656,889 |
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 (26/18). Gross uses store-avg Total PVR of $4,626 × paced units. Other = dealership pace minus appt-path sources; these are non-CRM-attributed deals (repeat/referral/service walk-overs) and don't move with appt-path goals, so they're held flat in both columns.
Opportunity if all goals are hit
+38 units +$175,788 gross
Internet is the biggest dollar lift at +$88K (close 50% on the 44 appts already shown — currently 20.5%). Walk-In +$49K, Campaign +$23K, Phone +$16K.
Action items
- Watch: Walk-In at 34.3% — 5.7 pts under goal. Closest source to target. Yesterday's 4-of-7 close (57%) shows what one good floor day looks like — repeat that and walk-in is at goal.
- Confront: Internet show-close at 26.3% — single biggest dollar miss (+$62K at goal). BDC sets the appt, then the floor flubs the close. Get a desk manager on every internet show.
- Confront: Campaign 12.5% close — 17.5 pts under goal. Ask what campaigns are running. KBB cash leads rarely convert.
- Watch: Phone close 35.3% — 14.7 pts under goal, but only 17 shows MTD so small sample. Push BDC to set 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 |
| Mabry, Anthony | 4.5 | 6.5 | 11.0 | 16 | $2,480 | $24,067 | $34,763 | $51,347 | $74,168 |
| Gregory, Ronald | 1 | 9 | 10.0 | 14.5 | $2,530 | $17,785 | $25,690 | $43,090 | $62,241 |
| Petterson, James | 5 | 2.5 | 7.5 | 11 | $3,753 | $7,000 | $10,111 | $35,147 | $50,768 |
| Gray, Jeffrey W. | 3 | 3 | 6.0 | 8.5 | $4,135 | $9,556 | $13,803 | $34,366 | $49,640 |
| Mwazighe, Kevin | 2.5 | 3 | 5.5 | 8 | $1,199 | $7,760 | $11,209 | $14,357 | $20,738 |
| Green, Canden | 4 | 1 | 5.0 | 7 | $2,598 | $8,980 | $12,971 | $21,968 | $31,732 |
| Williams, Shawn | 2 | 2.5 | 4.5 | 6.5 | $2,975 | $5,814 | $8,398 | $19,200 | $27,733 |
| Mosley, Richie | 1 | 3.5 | 4.5 | 6.5 | $2,547 | $9,955 | $14,380 | $21,418 | $30,937 |
| Perry, Austin | 1 | 3 | 4.0 | 6 | $2,806 | $7,193 | $10,389 | $18,418 | $26,604 |
| Origgi, Samantha | 1 | 2.5 | 3.5 | 5 | $2,333 | $8,086 | $11,680 | $16,252 | $23,475 |
| Rogers, Gearmal | 1.5 | 2 | 3.5 | 5 | $2,136 | $4,817 | $6,958 | $12,294 | $17,758 |
| Frye, Ethan | 0 | 2 | 2.0 | 3 | $3,839 | $4,628 | $6,685 | $12,307 | $17,776 |
| Coble, Candace | 1 | 1 | 2.0 | 3 | $3,756 | $2,427 | $3,505 | $9,939 | $14,356 |
| Bass III, Wiley | 1 | 0.5 | 1.5 | 2 | $8,018 | $5,067 | $7,319 | $17,094 | $24,691 |
| Mebane, Clarence | 0 | 1 | 1.0 | 1.5 | $2,059 | $2,914 | $4,210 | $4,973 | $7,183 |
| Todd, Katie (BDC) | 0.5 | 0 | 0.5 | 0.5 | $300 | $751 | $1,085 | $901 | $1,302 |
| Total | 29 | 43 | 72 | 104 | $2,865 | $126,801 | $183,158 | $333,070 | $481,101 |
Action items
- Praise: Mabry — 11 units, top-line gross at $51,347 ($74K pace). Carrying total gross on volume + balanced 4.5N/6.5U mix.
- Praise: Gregory — climbed to 10 units (1N/9U), $43K total gross, $62K pace. Solid second.
- Praise: Petterson — only rep heavy in New (5 N / 2.5 U), $3,753 F&I PVR — highest in the volume tier. Built differently.
- Praise: Gray — $4,135 F&I PVR on 6 units. Quality work in the box.
- Praise: Bass III — 1.5 units but $8,018 F&I PVR (highest on the floor). Tiny sample, but worth digging into how he set those up — replicable?
- Watch: Mabry F&I PVR is $2,480 — under store avg of $2,865. 11 units of volume papering over an F&I gap.
- Confront: Mwazighe — jumped to 5.5 units, but F&I PVR is $1,199 — lowest in the box among producers by a wide margin. Pair with F&I for a deal-by-deal review.
- Watch: Rogers — 3.5 units at $2,136 F&I PVR. Second-lowest in the box. Same review.
Desklog Statistics (MTD 5/1–5/21 · 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 % |
| Mabry, Anthony | 10 | 4 | 3 | 7 | 5 | 29 | 14 | 15 | 12 | 41% | 16 | 55% | 26 | 90% | 10 | 34% |
| Reid, Ethan | 0 | 8 | 11 | 4 | 1 | 24 | 12 | 12 | 5 | 21% | 8 | 33% | 18 | 75% | 0 | 0% |
| Escalante, Jacqueline | 0 | 3 | 12 | 5 | 2 | 22 | 10 | 12 | 6 | 27% | 10 | 45% | 18 | 82% | 0 | 0% |
| Perry, Austin | 12 | 1 | 1 | 0 | 5 | 19 | 9 | 10 | 9 | 47% | 9 | 47% | 18 | 95% | 6 | 32% |
| Gregory, Ron | 9 | 3 | 3 | 1 | 2 | 18 | 7 | 11 | 7 | 39% | 10 | 56% | 15 | 83% | 9 | 50% |
| Mosley, Richie | 9 | 0 | 1 | 0 | 6 | 16 | 4 | 12 | 6 | 38% | 8 | 50% | 15 | 94% | 4 | 25% |
| Petterson, James | 10 | 1 | 4 | 0 | 1 | 16 | 8 | 8 | 9 | 56% | 10 | 63% | 14 | 88% | 8 | 50% |
| Rogers, Germal | 8 | 1 | 0 | 2 | 3 | 14 | 6 | 8 | 7 | 50% | 7 | 50% | 14 | 100% | 4 | 29% |
| M, Angel | 3 | 1 | 1 | 1 | 5 | 11 | 5 | 6 | 5 | 45% | 9 | 82% | 10 | 91% | 4 | 36% |
| Gray, Jeffrey | 8 | 1 | 0 | 0 | 1 | 10 | 5 | 5 | 6 | 60% | 4 | 40% | 8 | 80% | 5 | 50% |
| Frye, Ethan | 6 | 1 | 0 | 0 | 2 | 9 | 7 | 2 | 3 | 33% | 5 | 56% | 9 | 100% | 2 | 22% |
| Williams, Shawn | 5 | 0 | 1 | 0 | 2 | 8 | 3 | 5 | 1 | 13% | 3 | 38% | 7 | 88% | 4 | 50% |
| Coble, Candace | 5 | 0 | 0 | 0 | 1 | 6 | 3 | 3 | 3 | 50% | 5 | 83% | 6 | 100% | 3 | 50% |
| Origgi, Samantha | 4 | 0 | 1 | 0 | 1 | 6 | 4 | 2 | 3 | 50% | 2 | 33% | 6 | 100% | 3 | 50% |
| Bass, Wiley | 3 | 0 | 1 | 0 | 1 | 5 | 1 | 4 | 1 | 20% | 2 | 40% | 3 | 60% | 1 | 20% |
| Green, Canden | 3 | 1 | 0 | 0 | 1 | 5 | 4 | 1 | 1 | 20% | 4 | 80% | 5 | 100% | 4 | 80% |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 2 | 1 | 1 | 1 | 50% | 1 | 50% | 2 | 100% | 1 | 50% |
| Markovic, Maja | 0 | 0 | 0 | 1 | 0 | 1 | 0 | 1 | 0 | 0% | 0 | 0% | 1 | 100% | 0 | 0% |
| Todd, Katie | 0 | 0 | 0 | 2 | 0 | 2 | 2 | 0 | 0 | 0% | 0 | 0% | 2 | 100% | 0 | 0% |
| Total | 96 | 26 | 39 | 23 | 39 | 223 | 105 | 118 | 85 | 38% | 113 | 51% | 197 | 88% | 68 | 30% |
Source: eLEAD Desklog Statistics w/BeBacks (FD). BDC reps (Escalante, Reid, Markovic, Todd) show 0 Sold by design — they set appts for closers. "In Finance" column dropped (all 0%, unused on this report).
Action items
- Praise: Green — 5 visits / 4 sold = 80% close. Tiny sample, but every up converted.
- Praise: Gregory, Petterson, Gray, Williams, Coble, Origgi — all at 50% close on real volume.
- Watch: Mosley — 16 visits / 4 sold = 25%. Showing them but not finishing.
- Confront: Mabry — 29 visits / 10 sold = 34%. Top traffic but leaving deals on the table. Same story as the F&I PVR gap.
- Confront: Bass — 5 visits / 1 sold = 20%. Lowest close on the producer floor.
User Activity Performance (MTD 5/1–5/21 · 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 | 221 | 16 | 124 | 7 | 6 | 1 | 24 | 10 |
| Gregory, Ron | 9 | 5 | 3 | 1 | 201 | 5 | 4 | 4 | 5 | 1 | 16 | 9 |
| Petterson, James | 10 | 1 | 4 | 1 | 177 | 36 | 23 | 6 | 5 | 3 | 15 | 8 |
| Perry, Austin | 15 | 3 | 2 | 0 | 181 | 14 | 52 | 6 | 5 | 3 | 14 | 6 |
| Gray, Jeffrey | 9 | 3 | 0 | 0 | 182 | 44 | 65 | 2 | 2 | 1 | 9 | 5 |
| Williams, Shawn | 5 | 3 | 1 | 0 | 255 | 7 | 90 | 2 | 3 | 1 | 6 | 4 |
| Green, Canden | 3 | 3 | 0 | 1 | 184 | 38 | 41 | 1 | 1 | 0 | 4 | 4 |
| M, Angel | 4 | 1 | 1 | 1 | 242 | 48 | 41 | 5 | 5 | 5 | 6 | 4 |
| Rogers, Germal | 9 | 3 | 1 | 2 | 186 | 1 | 24 | 1 | 1 | 0 | 11 | 4 |
| Coble, Candace | 5 | 1 | 0 | 0 | 51 | 9 | 14 | 1 | 0 | 0 | 5 | 3 |
| Mosley, Richie | 11 | 1 | 1 | 0 | 258 | 12 | 47 | 0 | 3 | 0 | 10 | 4 |
| Origgi, Samantha | 4 | 0 | 1 | 0 | 280 | 19 | 94 | 5 | 2 | 2 | 5 | 3 |
| Frye, Ethan | 6 | 1 | 0 | 0 | 179 | 5 | 1 | 1 | 0 | 0 | 7 | 2 |
| Bass, Wiley | 3 | 1 | 0 | 1 | 181 | 43 | 38 | 2 | 2 | 1 | 4 | 1 |
| Mebane, Clarence | 1 | 1 | 0 | 0 | 0 | 0 | 0 | 0 | 1 | 0 | 2 | 1 |
| Escalante, Jacqueline | 0 | 19 | 136 | 43 | 1214 | 578 | 1577 | 42 | 17 | 22 | 20 | 0 |
| Reid, Ethan | 0 | 20 | 111 | 24 | 1182 | 716 | 1063 | 37 | 23 | 26 | 23 | 0 |
| Markovic, Maja | 0 | 4 | 10 | 2 | 1294 | 951 | 1647 | 27 | 1 | 16 | 1 | 0 |
| Todd, Katie | 0 | 0 | 0 | 11 | 409 | 0 | 851 | 7 | 2 | 2 | 2 | 0 |
| Davidson, Steve | 0 | 1 | 1 | 0 | 89 | 8 | 56 | 3 | 0 | 0 | 0 | 0 |
| McLendon, Charles | 0 | 7 | 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 | 6 | 0 | 0 | 3 | 0 | 0 | 0 | 0 |
| Total | 105 | 83 | 275 | 94 | 6984 | 2553 | 5863 | 162 | 84 | 84 | 184 | 68 |
Source: eLEAD User Activity Performance (U). 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 — but watch their Calls/Texts volume. Shawn Williams' two user accounts have been combined.
Action items
- Praise: Origgi — 280 calls (most on the sales floor). High activity even at 3.5 units.
- Praise: Mabry — 7 appts created, 124 texts. Most active outreach producer.
- Praise: Markovic — 1,294 calls + 951 emails + 1,647 texts. BDC engine. Crank the volume on her side.
- Praise: Reid — 23 internet appts shown. Pure BDC value.
- Watch: Mosley — 258 calls, 4 sold. Activity not translating. Listen to a few calls before flagging.
- Confront: Bass — 181 calls / 1 sold. Disconnect. Either bad fits or bad calls.
- Confront: McLendon — 7 phone ups, 0 calls/texts/emails logged. If he's a closer/desk, fine; if rep activity is expected, that's a gap.
CSI — Sales (New Car)
Carried over from 5/19 snapshot. CSI data wasn't refreshed this run — surveys close slowly so daily moves are small, but ask Tony or pull Ford OneCX before Monday for the up-to-date view.
Surveys at Goal (MTD / Pace)
12 / 19
Source: Ford OneCX / Medallia (snapshot from 5/19). 2 of 8 surveys came in without a salesperson assigned — worth chasing down attribution.
Action items
- Praise: Petterson — 3 of 8 surveys, all 5-star. Same rep crushing New volume AND CSI.
- Watch: 2 unidentified surveys (25%). Chase the attribution — those are someone's deals.
- Confront: Need 4 more surveys MTD to hit 50% (pace gap of 7). Survey-at-delivery script on every New sale — no exceptions.
May Google Reviews — Recognition by Employee
Named an Employee
26 (70%)
Sales Team
Buying Team
Gracin Meeks (buying)
1
1.5
Action items
- Praise: Ron Gregory — 4 mentions, recognition leader on the floor. Pair with his 9 units sold for a public callout.
- Praise: Aaron Hiser (buying) — 4 mentions on the acquisition side. Acquisition reviews don't get enough credit; flag this in front of the team.
- Watch: Mabry — 15.5 units pace, only 2 reviews. Asking for them at delivery?
- Watch: New buying-team name Gracin Meeks appeared in a 5-star review. Confirm role and add to the buying roster if real.
- Confront: 9 reviews (30%) named no one. Floor-wide coaching: "If we delivered well, mention me by name" — closer script at every delivery.
Source: Stearns Ford GBP, sorted Newest. Date bucket "2 weeks ago" covers 14–20 days back, so May 1 reviews land in that bucket and earlier (3-week+) are April.
May Facebook Mentions — by Rep
Customer / Fan
6 (counted once)
Samantha Origgi (Sam Car Sales)
3
4.5
Tony Mabry (via Greg Wilson fan posts)
1
1.5
Greg Wilson posted 6 fan shout-outs to Tony Mabry ("Rock Star" / "Dancing Dave" series) in May — counted as a single recognition credit for Tony per our convention, not once per post.
Action items
- Praise: Gregory + Gray — 6 mentions each, most active self-promoters. Building their own books on social = long-term repeat business.
- Praise: Green — 4 mentions, including delivery to a VA business customer. Quality content beyond just the basic "congrats" template.
- Praise: Greg Wilson (customer/fan) — 6 Tony Mabry shout-outs in May alone. Real organic advocacy. Send a thank-you.
- Watch: Mabry — 0 self-authored posts despite top sales volume. Greg's covering for him; he should be posting his own deliveries.
- Confront: Petterson, Perry, Coble, Mwazighe, Mebane, Bass — 0 FB posts in May. Producing units but invisible online. 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)