GM Weekly — Brian Harris BMW

This page is for Brian Harris BMW · New only · Report as of Nov 09, 2026 · Generated Nov 09, 2026 10:14 AM

Last 30 days at a glance · New

Last 30 days · New department: 326 retail workable opportunities (435 unique after de-dupe; Bad excluded); retail close 12.9% (42 retail sold (37 delivered · 5 on order)); 5 retail sold still On Order (not delivered); internet is 58.9% of retail workable; internet CRM contact 99.5%; internet median response 1 min; 4 workable leads still untouched over 24h; BMW sponsored 3rd-party is 42 opps at 2.4% close — watch list.

Rolling 30: Oct 10 – Nov 8, 2026 · compared with prior 30 days Sep 10 – Oct 9, 2026

Funnel stages are tabs — click through Traffic → Inventory → Demand shape → Leads → Handling → People. Print still shows every stage.

Stage 1 · Top of funnel

Website traffic

People visiting brianharrisbmw.com (and related store sites) before any CRM lead is created.

Total website traffic picture

Google Analytics · last ~30 days in cache dated 2026-11-06 · align with CRM window Oct 10 – Nov 8, 2026 where possible

What this means This is the top of the sales funnel: how much store-site demand you are generating. Traffic alone is not leads — next is what the store has to sell (active inventory), then how demand becomes CRM opportunities (website forms, 3rd-party portals, then phone and walk-in).

Visits (sessions)

26,548

One visit = one trip to the site

People (users)

22,443

Unique visitors

Page views

82,046

3.1 pages per visit

Avg time on site

15m 53s

Average visit length (GA4 session duration)

Engagement rate

52.4%

Visits with meaningful activity

Bounce rate

47.6%

Left after one page — lower is usually better

Mobile share

67.6%

Visits from phones/tablets

Where site traffic came from (top sources)

How to read this Top source families (Facebook hosts rolled up, IG together, etc.). Mix indicators — not required to sum to total site sessions above. Marketplace referrals (Autotrader, KBB, CarGurus…) are site visits from those portals — different labels from VinSolutions lead sources.

Source / medium	Visits	People	Avg time	Bounce
Direct	52,910	48,041	—	—
Google paid	26,379	20,812	—	—
Google organic	16,519	7,475	—	—
Facebook paid facebook / cpc, fb / paid	2,162	1,579	—	—
Bing organic	1,825	843	—	—
amp / email	916	649	—	—
vinsolutions.app.coxautoinc.com (referral) vinsolutions.app.coxautoinc.com referral	797	14	—	—
Autotrader Autotrader referral	679	366	—	—
bmwusa.com (referral) bmwusa.com referral	671	358	—	—
Unassigned / not set Not set, Data unavailable Most likely a measurement gap — quick bounces or tag/consent timing on the Porsche site so GA4 never got source/medium (often Google/direct under the hood). Not a real marketing channel to coach against. A few visits may also be Google “data not available” privacy/cross-network rows.	645	1,400	—	—
VinURL VinURL referral	597	378	—	—
ChatGPT / AI ChatGPT	517	299	—	—
Yahoo organic	516	270	—	—
amp / sms	371	192	—	—
DuckDuckGo	311	125	—	—
app.podium.com (referral) app.podium.com referral	254	4	—	—
newsletter / email	219	148	—	—
Instagram paid ig / paid	218	215	—	—

Marketplace referrals into the website

How to read this Shoppers who landed on the store site from big inventory portals. Still website traffic — not CRM leads. A portal shopper can bounce here and still show up later as Phone Up.

Portal referral	Visits	People	Avg time	Bounce
Autotrader Autotrader referral	679	366	—	—

Where on the site (sales · service · parts · specials)

How to read this Sessions on page groups: inventory/VDPs (sales), service, parts, specials/offers, finance/trade, store info. Porsche sites often put service booking on a separate host — if Service is thin here, check service-booking host traffic separately.

Site section	Visits	People	Page views
Page-section breakdown not in GA4 cache yet for this store.

Website traffic mix only — not the same labels as CRM lead sources. No source total row (avoids a sum that can exceed site sessions).

Stage 1b · Supply next to demand

Inventory health (active lot)

What the store has to sell right now — after website traffic, before CRM leads. Not lead handling.

Store inventory on the ground

VinSolutions live-lot units · snapshot file bhbmw-inventory-latest.csv · as of Nov 09, 2026 7:01 AM · lead window for context Oct 10 – Nov 8, 2026

What this means Live lot composition and aging. Traffic and 3rd-party demand only convert if the metal matches what shoppers want. File rows: 496 → lot units shown: 118. This is not contact rate or response speed — those start at Stage 4 (Handling).

Active total

118

Units in Active status

New

118

100.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

32 d

Days in inventory (Active)

No photo

33.9% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	57	48.3%
31–60 days	34	28.8%
61–90 days	27	22.9%
91–180 days	0	0.0%
180+ days	0	0.0%
Total aged units	118	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d	>180d
New	118	32 d	27	0	0
All active	118	32 d	27	0	0

New — top models

Unit	Count	Share of active lot
X3	34	28.8%
X7	20	16.9%
3 Series	16	13.6%
5 Series	13	11.0%
X5	10	8.5%
X6	8	6.8%
4 Series	4	3.4%
X2	4	3.4%
2 Series	2	1.7%
M5	2	1.7%
Top listed	113	95.8%

Used + Certified — top make / model

Unit	Count	Share of active lot
No used/CPO units

Photo gap: 40 active units (33.9%) marked without a photo — website and marketplace presentation risk, separate from lead handling.

Source: VinSolutions inventory export (live lot). Website search counts can differ — this panel is the ops lot from the CRM file, not a scrape of the public inventory grid.

Stage 2 · Demand shape

How demand shows up

Vehicles of interest and trades — demand pressure next to traffic and inventory. Attempt methods (phone / email / text) live on Handling.

What cars people asked about

Workable opportunities · Oct 10 – Nov 8, 2026

What this means Vehicle of interest on the lead when CRM has it. Helps with stocking and coaching — not a sold report.

New / used / CPO interest	Opps	Share
New	237	72.7%
Unknown	51	15.6%
Used	22	6.7%
Certified	16	4.9%
Total	326	100.0%

Top vehicles of interest Oct 10 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	27	10.0%
2027 BMW X5	19	7.0%
2027 BMW X7	17	6.3%
2026 BMW Full Line	17	6.3%
2027 BMW X6	11	4.1%
2026 BMW X5	9	3.3%
2027 BMW 5 Series	9	3.3%
2027 BMW X2	7	2.6%
2027 BMW X5 40 xDrive	6	2.2%
2026 BMW 3 Series	6	2.2%
Total	128	100.0%

Trade-ins mentioned

Workable opportunities · Oct 10 – Nov 8, 2026

What this means 26.4% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2024 BMW X3	5	5.8%
2024 BMW X7	3	3.5%
2025 BMW X5	3	3.5%
2024 BMW X5	3	3.5%
I don't currently own or lease a vehicle	2	2.3%
2023 GMC Yukon XL	2	2.3%
2017 Land Rover Range Rover Evoque	1	1.2%
2025 BMW 430i	1	1.2%
Total	20	100.0%

Stage 3 · Demand becomes leads

CRM opportunities from website + 3rd parties

Unique sales opportunities (de-duped) created in VinSolutions for Oct 10 – Nov 8, 2026. Website and marketplace demand show up as internet forms, then also as phone and walk-in — including full source detail on this tab.

Lead volume entering the funnel

Unique opportunities · Oct 10 – Nov 8, 2026 · de-duped · retail workable = excl. Bad + excl. acquisition

What this means CRM sales opportunities after de-dupe. Same shopper is not counted three times as internet + phone + walk-in. Retail workable drops Bad junk and acquisition leads (cash/trade value requests — not a retail buy).

Unique after de-dupe

435

From 522 raw CRM rows · 87 repeats collapsed

Retail workable

326

Excl. Bad (109) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 12.9% of 326 retail workable

Delivered

CRM status Delivered · of retail sold

On Order

CRM status On Order · sold, not delivered yet

Wholesale / auction sold

DMS outlets · separate from retail close · total sold 42

A) Where digital retail demand is sourced

Funnel read Owned website + on-site tools (Motive, store forms/chat, Remora) vs 3rd-party portals (Autotrader/KBB, CarGurus, Carfax…) vs OEM/brand digital (BYO, BMW USA, military/event programs) vs BMW-sponsored 3rd-party (JD Power Smartleads / Blackbook). These sources create internet opportunities — and often later phone/walk-in on the same shopper.

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	51	25.9%	100.0%	10 min 57.1% ≤15 min · n=49	9	17.6%
Autotrader / KBB ATKBB	9	4.6%	66.7%	14 min 33.3% ≤15 min · n=6 · avg on 4	0	0.0%
Other 3rd-party marketplaces	27	13.7%	100.0%	5 min 80.8% ≤15 min · n=26 * · avg on 25	0	0.0%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	42	21.3%	100.0%	5 min 81.0% ≤15 min · n=42 *	1	2.4%
OEM / brand digital	22	11.2%	100.0%	8 min 63.6% ≤15 min · n=22 · avg on 20	0	0.0%
Total / avg (families above)	151	—	—	—	10	6.6%

Digital families above total 151 workable internet-side rows shown in those buckets; internet CRM channel is 192. Gap is other internet sources (campaigns, uncategorized, etc.) detailed under Source detail. Response = VinSolutions average adjusted response minutes (excludes responses over 4 hours) (+ % ≤15). Internet is the reliable speed signal.

Big-vendor demand by channel (CRM)

How to read this VinSolutions opportunities from major portals, split Internet / Phone / Walk-in. Portal website referrals live on Traffic — this is CRM-attributed demand.

Vendor	Internet	Phone	Total opps
Autotrader / KBB	5	5	10
CarGurus	3	0	3
TrueCar	22	0	22
Carfax	2	0	2

Thin Phone often means portal call-ins were logged as generic Phone Up without the vendor source.

B) How opportunities show up in the CRM (channel)

Funnel read Website and 3rd-party activity turns into internet form leads, phone calls, and walk-ins (plus Other CRM types). Close = retail sold ÷ retail workable on the hero grade; per-row close uses that channel’s workable opps. Contacted = real work attempt on that channel. Response uses adjusted minutes when present — Phone/Walk-in often log 0 min (* = half or more timed at 0; treat as weak signal).

CRM channel	Workable opps	Share	Contacted	Avg response	Sold	Close	Plain English
Internet (web forms / digital)	192	58.9%	99.5%	7 min 68.8% ≤15 min · n=186 · avg on 182	11	5.7%	Forms, portals, chat, brand digital
Phone	65	19.9%	95.4%	—	12	18.5%	Phone-ups / tracked calls
Walk-in	69	21.2%	100.0%	—	19	27.5%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	326	100.0%	98.8%	—	42	12.9%

On Order retail sold · not delivered yet

VinSolutions Lead Status = On Order · Status Type = Sold · unique opps in Oct 10 – Nov 8, 2026

What this means Customer has a vehicle on order. These count as retail sold (and in close rate), but are not Delivered yet. Almost always New department. Stock/VIN are often blank until the unit lands. Do not treat On Order as lost or open — it is a sold outcome status.

On Order

Of 42 retail sold

Delivered

CRM status Delivered

Share of retail sold

11.9%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 24	Nov 02	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5	New	27BT097	On Order	Hot - Daily Follow-Up
Oct 28	Nov 02	Tommy Ngo	New Sales	Internet	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 28	Oct 29	Josh Kinsley	New Sales	Walk-in	2027 BMW 740 xDrive	New	—	On Order	—
Oct 21	Oct 22	Josh Kinsley	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 10	Oct 17	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Warm - Weekly Follow-Up

Source detail

Unique workable opportunities · Oct 10 – Nov 8, 2026 · de-duped · same funnel window · Close = sold ÷ opps · Response = average adjusted minutes (over 4 hours dropped from average)

What this means Drill-down on where demand came from — owned website vs Autotrader/KBB vs other portals vs OEM/brand digital vs BMW-sponsored 3rd-party, then phone and walk-in. High volume + low close often means a source quality issue. Whether the team worked those leads fast belongs on the Handling tab. Dealer website includes Motive, Remora, store-domain forms/chat, and on-site quote tools. Autotrader/KBB is one 3rd party with many of their own channels. BMW sponsored 3rd-party (JD Power Smartleads / Blackbook) is split out as its own watch list. Response sits next to close so you can see whether slow first touch lines up with weak conversion. * on response = half or more timed values are 0 (common on phone/walk-in — weak signal).

1) Channel mix

Channel	Opps	Share	Contacted	Avg response	Sold	Close
Internet	192	58.9%	99.5%	7 min 68.8% ≤15 min · n=186 · avg on 182	11	5.7%
Phone	65	19.9%	95.4%	—	12	18.5%
Walk-in	69	21.2%	100.0%	—	19	27.5%
Total / avg	326	100.0%	98.8%	7 min 100.0% ≤15 min · n=186	42	12.9%

2) Internet broken down

Families inside internet · Oct 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 42 opps · close 2.4% · contact 100.0% · avg 5 min

Why this is split out BMW-sponsored 3rd-party lead program ports: JD Power Smartleads, Car and Driver Blackbook trade-in, and Blackbook credit score when present. Keep separate from owned website and open marketplaces so program quality is visible on its own.

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	39	92.9%	100.0%	4 min 82.1% ≤15 min · n=39 *	1	2.6%	3
Car and Driver Blackbook — Trade-in	3	7.1%	100.0%	11 min 66.7% ≤15 min · n=3	0	0.0%	0
Total / avg	42	100.0%	100.0%	5 min 100.0% ≤15 min · n=42	1	2.4%	3

Dealer website & on-site 51 · 25.9% of internet · close 17.6% · avg 10 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Podium	13	25.5%	100.0%	14 min 38.5% ≤15 min · n=13	1	7.7%
Dealer website — Request more info	12	23.5%	100.0%	6 min 75.0% ≤15 min · n=12	3	25.0%
Motive — Website	6	11.8%	100.0%	5 min 80.0% ≤15 min · n=5 *	1	16.7%
Motive — Qualify	6	11.8%	100.0%	9 min 50.0% ≤15 min · n=6 *	2	33.3%
Motive — Credit	6	11.8%	100.0%	14 min 33.3% ≤15 min · n=6	0	0.0%
Dealer website — Chat	5	9.8%	100.0%	12 min 60.0% ≤15 min · n=5	1	20.0%
Dealer website — Finance pre-qual	1	2.0%	100.0%	—	0	0.0%
Motive — Trade	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
Bmw Get A Quote - Special Offers	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	51	100.0%	100.0%	10 min 100.0% ≤15 min · n=49	9	17.6%

OEM / brand digital 22 · 11.2% of internet · close 0.0% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Close rate
BYO - GET A QUOTE	12	54.5%	100.0%	10 min 66.7% ≤15 min · n=12	0.0%
Bmwusa Test Drive Appointment	3	13.6%	100.0%	0 min 33.3% ≤15 min · n=3 · avg on 1	0.0%
Get a quote - Inventory	3	13.6%	100.0%	7 min 66.7% ≤15 min · n=3 *	0.0%
Byo Matching Inventory - Get a Quote	1	4.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	4.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Order Now Byo - Military Incentive	1	4.5%	100.0%	1 min 100.0% ≤15 min · n=1	0.0%
Byo - Test Drive Request	1	4.5%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
ORDER NOW - BUILD YOUR OWN	0	0.0%	—	—	—
Total / avg	22	100.0%	100.0%	7 min 95.5% ≤15 min · n=22	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 9 · 4.6% of internet · close 0.0% · avg 14 min

Source detail	Count	Share	Contacted	Avg response	Close rate
ATAutotrader — Call tracking	5	55.6%	40.0%	—	0.0%
ATAutotrader — Internet lead	3	33.3%	100.0%	11 min 66.7% ≤15 min · n=3	0.0%
ATAutotrader — Market extension	1	11.1%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
ATAutotrader — Phone lead	0	0.0%	—	—	—
Total / avg	9	100.0%	66.7%	14 min 75.0% ≤15 min · n=4	0.0%

Third-party marketplaces (grouped by brand · product feeds indented) 27 · 13.7% of internet · close 0.0% · avg 5 min

Source detail	Count	Share	Contacted	Avg response	Close rate
TrueCar 12 product feeds	22	81.5%	100.0%	4 min 95.0% ≤15 min · n=20	0.0%
Marketplace	4	18.2%	100.0%	0 min 100.0% ≤15 min · n=4 *	0.0%
Navy Federal	4	18.2%	100.0%	6 min 66.7% ≤15 min · n=3	0.0%
Extended Network	2	9.1%	100.0%	4 min 100.0% ≤15 min · n=2 *	0.0%
Perkspot	2	9.1%	100.0%	4 min 100.0% ≤15 min · n=2 *	0.0%
Sam's Club	2	9.1%	100.0%	4 min 100.0% ≤15 min · n=2 *	0.0%
Truecar Military Military	2	9.1%	100.0%	0 min 100.0% ≤15 min · n=2 *	0.0%
Benefithub	1	4.5%	100.0%	39 min 0.0% ≤15 min · n=1	0.0%
Credit Karma	1	4.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Lifecare	1	4.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Truecar For Drivers On Uber	1	4.5%	100.0%	4 min 100.0% ≤15 min · n=1	0.0%
Truecar Military	1	4.5%	100.0%	—	0.0%
Union Plus	1	4.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
CarGurus	3	11.1%	100.0%	14 min 100.0% ≤15 min · n=3	0.0%
Carfax	2	7.4%	100.0%	1 min 100.0% ≤15 min · n=2	0.0%
Total / avg	27	100.0%	100.0%	5 min 100.0% ≤15 min · n=25	0.0%

Campaigns & conquest 13 · 6.6% of internet · close 0.0% · avg 10 min

Source detail	Count	Share	Contacted	Avg response	Close rate
Domestic Military Program Validated Customer	3	23.1%	100.0%	15 min 33.3% ≤15 min · n=3	0.0%
Southern26_texansgamedaysweeps_0813	3	23.1%	100.0%	12 min 66.7% ≤15 min · n=3	0.0%
Fs Bmw Credit App	3	23.1%	100.0%	5 min 100.0% ≤15 min · n=3	0.0%
Current Owner In Markt	2	15.4%	100.0%	2 min 100.0% ≤15 min · n=2 *	0.0%
Southern26_texashookemonthehighway26_0905	1	7.7%	100.0%	—	0.0%
Military Program - Contact Dealer - Failed Verification	1	7.7%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Fs Loan Lead	0	0.0%	—	—	—
FS LEASE LEAD 270	0	0.0%	—	—	—
Fs Active Lead Service	0	0.0%	—	—	—
Fs Loan Lead Service	0	0.0%	—	—	—
FS LEASE CUSTOMER INTENT LEAD	0	0.0%	—	—	—
Southern26_rivalry Road Sweeps_1006	0	0.0%	—	—	—
FS LOAN CUSTOMER INTENT LEAD	0	0.0%	—	—	—
Total / avg	13	100.0%	100.0%	10 min 91.7% ≤15 min · n=12	0.0%

Other internet 33 · 16.8% of internet · close 3.0% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	11	33.3%	100.0%	4 min 81.8% ≤15 min · n=11 *	1	9.1%
PDS_CORPORATE EVENTS A_SC	10	30.3%	100.0%	14 min 33.3% ≤15 min · n=9	0	0.0%
Amp - Buying Signals	5	15.2%	80.0%	0 min 75.0% ≤15 min · n=4 * · avg on 3	0	0.0%
Bmw Contact Dealer - Special Offers	2	6.1%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
AMP - Service to Sales Opportunity	2	6.1%	100.0%	2 min 100.0% ≤15 min · n=2 *	0	0.0%
Gkl26_white Elephant Nantucket_0101	1	3.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motorsport26_2026 Petit Le Mans_0930	1	3.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
New Car Inventory - Testdrive	1	3.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
FS CPO EXPIRATION	0	0.0%	—	—	0	—
Total / avg	33	100.0%	97.0%	6 min 100.0% ≤15 min · n=31	1	3.0%

3) Phone and walk-in detail

Phone 60 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	23	38.3%	100.0%	—	6	26.1%
Phone Up	16	26.7%	100.0%	—	1	6.2%
Referral	9	15.0%	100.0%	—	3	33.3%
Dealers WebSite	7	11.7%	100.0%	—	1	14.3%
Service Dept	3	5.0%	100.0%	—	0	0.0%
WALK IN DRIVE BY	2	3.3%	100.0%	—	1	50.0%
Total / avg	60	100.0%	100.0%	—	12	20.0%

Walk-in 69 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	45	65.2%	100.0%	—	11	24.4%
Repeat Customer	11	15.9%	100.0%	—	4	36.4%
Service Dept	5	7.2%	100.0%	—	2	40.0%
Dealers WebSite	4	5.8%	100.0%	—	2	50.0%
Referral	3	4.3%	100.0%	—	0	0.0%
Television	1	1.4%	100.0%	—	0	0.0%
Total / avg	69	100.0%	100.0%	—	19	27.5%

Stage 4 · Lead handling quality

How well are we taking care of the leads?

Speed and contact coverage when the CRM export includes them; how the team tries to reach customers (phone / email / text); retail close and open pipeline. Source mix lives on the Leads tab.

Pertinent handling numbers

Date range: Oct 10 – Nov 8, 2026 (vs prior 30 days Sep 10 – Oct 9, 2026)

What this section is Handling grades for rolling 30 on unique opportunities after de-dupe. Bad CRM leads are excluded. Contact and speed grades appear only when the CRM export includes attempt fields.

Handling color legend

GoodKPI is in the healthy band for that metric

WatchKPI is middling — keep an eye on it

ProblemKPI is below the store target band

Per-card rulesInternet contact ≥90% good / <75% problem · response goal ≤15 min (after 15 = not good; ≥25% over 30 = problem even if median looks ok) · retail close ≥8% good / <5% problem · untouched 0 good

1) Internet contact rate

Internet leads only · workable unique opportunities · Oct 10 – Nov 8, 2026

Good

99.5%

↑ 0.1 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 99.4%
Internet workable (excl. Bad): 192 · worked 191
All-channel contact (for context): 98.8% on 326 workable opps
Unique after de-dupe: 435 · CRM rows before de-dupe: 522 · collapsed 87 repeats

What this means Of internet unique opportunities (de-duped, excluding Bad), how many show a real work attempt — first contact attempt, phone/email/text, customer contact, or CRM contacted flag? Phone-ups and walk-ins are not in this grade — those are almost always “contacted” by nature and inflate the number. Higher is better. About 90%+ is good. Under 75% is a problem.

2) Internet response time (median)

Internet leads only · CRM adjusted response time · Oct 10 – Nov 8, 2026

Good

1 min

faster by 8 min vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 8 min
Based on 186 timed internet leads (of 192 internet workable opps)

Store goal: first internet response in ≤15 minutes. After 15 min = not good. Over 30 min = missed goal.

≤15 min · on goal128 (68.8%)

16–30 min · late (after 15)51 (27.4%)

Over 30 min · missed goal7 (3.8%)

No timed response6

What this means Internet only, using VinSolutions adjusted response time when the export includes it. Phone-ups and walk-ins are not mixed in — they often show as 0 minutes and fake a fast store. Goal is ≤15 minutes. Any first response after 15 min is not good. The red over 30 min bucket is the problem list — read it even when the median looks okay. Bands: ≤15 on goal · 16–30 late · over 30 missed goal.

3) Retail close rate

VinSolutions retail sold ÷ retail workable · wholesale separate · Oct 10 – Nov 8, 2026

Good

12.9%

↓ 8.8 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 21.7%
Retail sold (VinSolutions): 42 of 326 retail workable · Delivered 37 · On Order 5

What this means Headline close uses VinSolutions lead export retail sold ÷ retail workable (Motosnap leads email). DMS deals are optional — used only when that file covers this window. Retail close only — acquisition and wholesale/auction solds stay on the Leads tab and out of this grade. On Order is still a retail sold (customer has a car ordered) — counted in close, broken out from Delivered. Rough store-level bands used here: ≥8% good · 5–8% watch · under 5% problem.

4) Untouched over 24 hours

Workable opps still with no attempt · as of Nov 09, 2026

Problem

From opportunities in Oct 10 – Nov 8, 2026

What this means Workable leads still sitting with zero attempt after a full day. Ideal is 0. This is the same-day coaching list.

How the team is trying to reach customers

Workable opportunities · Oct 10 – Nov 8, 2026

What this means Share of opportunities where phone, email, or text attempts were logged. Multi-channel = two or more methods on the same opportunity. This is handling effort mix — not demand shape.

Method	Share of workable opps	Plain English
Phone attempt	71.8%	Someone tried calling
Email attempt	76.1%	Someone sent an email
Text attempt	70.6%	Someone sent a text
Multi-channel	77.6%	Used 2+ methods on the same opp
Customer contact logged	76.1%	CRM shows an actual customer connect, not only outbound

Needs attention

Based on unique opportunities in Oct 10 – Nov 8, 2026

What this means Handling problems to bring into the next sales meeting — slow or no-attempt work, untouched leads, named coaching flags. Source mix and close-by-origin live on the Leads tab.

BMW sponsored 3rd-party (JD Power Smartleads / Blackbook): 42 opportunities, close 2.4%, contact 100.0% — keep separate from website + marketplace quality.

Oldest untouched examples as of Nov 09, 2026

Salesperson	Source	Arrived	Age
Josh Kinsley	Autotrader — Call tracking	Oct 14 3:17 AM	645h
Kyle Adibyazdi	Autotrader — Call tracking	Oct 15 1:28 PM	610h
David Spikes	Amp - Buying Signals	Oct 21 9:56 AM	470h
Milla Augustine	Autotrader — Call tracking	Oct 22 4:10 PM	440h

Stage 5 · People + execution

Salesperson effectiveness

Who owns volume and retail close — and where coaching should start — by team group.

Sales team scoreboard

Workable unique opportunities · Oct 10 – Nov 8, 2026 · split by VinSolutions team · most sold first inside each group

New New Sales 326 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact	Untouched >24h
Kerry Beary	52 opps10 sold19.2% close	7 min 71.4% ≤15 · n=28	29 opps3 sold10.3% close	14 opps4 sold28.6% close	9 opps3 sold33.3% close	———	100.0%	0
Josh Kinsley	50 opps8 sold · 2 on order16.0% close	14 min 40.7% ≤15 · n=27 · drop 1 >4h	27 opps3 sold11.1% close	14 opps2 sold14.3% close	9 opps3 sold33.3% close	———	100.0%	1
Milla Augustine	47 opps6 sold12.8% close	5 min 80.0% ≤15 · n=25	27 opps1 sold3.7% close	5 opps1 sold20.0% close	15 opps4 sold26.7% close	———	100.0%	1
David Spikes	45 opps5 sold11.1% close	7 min 69.2% ≤15 · n=26	27 opps1 sold3.7% close	11 opps3 sold27.3% close	7 opps1 sold14.3% close	———	96.3%	1
Tommy Ngo	48 opps5 sold · 1 on order10.4% close	5 min 83.3% ≤15 · n=24	24 opps2 sold8.3% close	12 opps1 sold8.3% close	12 opps2 sold16.7% close	———	100.0%	0
Kyle Adibyazdi	39 opps4 sold · 2 on order10.3% close	5 min 72.0% ≤15 · n=25 · drop 2 >4h	26 opps0 sold0.0% close	6 opps0 sold0.0% close	7 opps4 sold57.1% close	———	100.0%	1
Payton Lusk	45 opps4 sold8.9% close	8 min 67.7% ≤15 · n=31 · drop 1 >4h	32 opps1 sold3.1% close	3 opps1 sold33.3% close	10 opps2 sold20.0% close	———	100.0%	0
Total / avg	326 opps42 sold · 5 on order12.9% close	7 min 68.8% ≤15 · n=186 · drop 4 >4h	192 opps11 sold5.7% close	65 opps12 sold18.5% close	69 opps19 sold27.5% close	———	99.5%	4

Scoreboard legend

Green rowOverall close rate 14% or higher

Red rowOverall close rate under 14%

Gray rowFewer than 3 workable leads, or system / unassigned

Sort orderMost units sold at the top inside each team group (New Sales first, then Used)

Avg responseInternet timed leads only · average drops responses over 4 hours (overnight/slow-tail outliers) · % ≤15 still uses all timed

How to read this New Sales first, then Used Sales on the Store view. Channel columns = opps · sold · close %. On Order solds show under Total as N on order. Avg response = internet timed only; average drops responses over 4 hours.

Opps — workable unique opportunities assigned to them.

Total / channel columns — opps · sold · close % (sold ÷ that channel’s opps).

Internet contact — % of their internet leads with a real work attempt.

Avg response — internet timed only; average drops responses over 4 hours; shows % ≤15.

Date ranges on this page
Rolling 30: Oct 10 – Nov 8, 2026.
Prior 30 days: Sep 10 – Oct 9, 2026.
Organized as a sales funnel: website traffic → inventory health (active lot) → demand shape (VOI / trades) → CRM opportunities (site + 3rd party → internet/phone/walk-in) → handling quality (including how the team tries to reach customers) → salesperson execution. Unique opportunities after de-dupe (VIN/stock within 7 days, or same salesperson + day + vehicle). Internet + phone + walk-in on the same shopper counts as one. Headline contact rate is internet leads only (workable, de-duped, any real attempt). Internet speed uses CRM adjusted response time on internet leads only. Inventory panel uses VinSolutions live-lot units when an inventory export is present. Lead data: VinSolutions. Website traffic (GA4 cache 2026-11-06 · GA4 2026-10-07 → 2026-11-05): 26,548 visits · 22,443 people. Generated Nov 09, 2026 10:14 AM. This page is for Brian Harris BMW · New only — no other stores.

Data coverage — Prior window: Lead export only covers Aug 11 – Nov 09, 2026. This window is partial (effective Aug 11 – Sep 9, 2026). Closed-deal (DMS) history may still be complete.

Last 60 days at a glance · New

Last 60 days · New department: 635 retail workable opportunities (863 unique after de-dupe; Bad excluded); retail close 17.2% (109 retail sold (99 delivered · 10 on order)); 10 retail sold still On Order (not delivered); internet is 57.0% of retail workable; internet CRM contact 99.4%; internet median response 4 min; 6 workable leads still untouched over 24h; BMW sponsored 3rd-party is 78 opps at 1.3% close — watch list.

Rolling 60: Sep 10 – Nov 8, 2026 · compared with prior 60 days Jul 12 – Sep 9, 2026

Funnel stages are tabs — click through Traffic → Inventory → Demand shape → Leads → Handling → People. Print still shows every stage.

Stage 1 · Top of funnel

Website traffic

People visiting brianharrisbmw.com (and related store sites) before any CRM lead is created.

Total website traffic picture

Google Analytics · last ~30 days in cache dated 2026-11-06 · align with CRM window Sep 10 – Nov 8, 2026 where possible

Visits (sessions)

52,573

One visit = one trip to the site

People (users)

44,962

Unique visitors

Page views

166,330

3.2 pages per visit

Avg time on site

14m 44s

Average visit length (GA4 session duration)

Engagement rate

52.4%

Visits with meaningful activity

Bounce rate

47.6%

Left after one page — lower is usually better

Mobile share

62.8%

Visits from phones/tablets

Where site traffic came from (top sources)

Source / medium	Visits	People	Avg time	Bounce
Direct	52,910	48,041	—	—
Google paid	26,379	20,812	—	—
Google organic	16,519	7,475	—	—
Facebook paid facebook / cpc, fb / paid	2,162	1,579	—	—
Bing organic	1,825	843	—	—
amp / email	916	649	—	—
vinsolutions.app.coxautoinc.com (referral) vinsolutions.app.coxautoinc.com referral	797	14	—	—
Autotrader Autotrader referral	679	366	—	—
bmwusa.com (referral) bmwusa.com referral	671	358	—	—
Unassigned / not set Not set, Data unavailable Most likely a measurement gap — quick bounces or tag/consent timing on the Porsche site so GA4 never got source/medium (often Google/direct under the hood). Not a real marketing channel to coach against. A few visits may also be Google “data not available” privacy/cross-network rows.	645	1,400	—	—
VinURL VinURL referral	597	378	—	—
ChatGPT / AI ChatGPT	517	299	—	—
Yahoo organic	516	270	—	—
amp / sms	371	192	—	—
DuckDuckGo	311	125	—	—
app.podium.com (referral) app.podium.com referral	254	4	—	—
newsletter / email	219	148	—	—
Instagram paid ig / paid	218	215	—	—

Marketplace referrals into the website

Portal referral	Visits	People	Avg time	Bounce
Autotrader Autotrader referral	679	366	—	—

Where on the site (sales · service · parts · specials)

Site section	Visits	People	Page views
Page-section breakdown not in GA4 cache yet for this store.

Website traffic mix only — not the same labels as CRM lead sources. No source total row (avoids a sum that can exceed site sessions).

Stage 1b · Supply next to demand

Inventory health (active lot)

What the store has to sell right now — after website traffic, before CRM leads. Not lead handling.

Store inventory on the ground

VinSolutions live-lot units · snapshot file bhbmw-inventory-latest.csv · as of Nov 09, 2026 7:01 AM · lead window for context Sep 10 – Nov 8, 2026

Active total

118

Units in Active status

New

118

100.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

32 d

Days in inventory (Active)

No photo

33.9% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	57	48.3%
31–60 days	34	28.8%
61–90 days	27	22.9%
91–180 days	0	0.0%
180+ days	0	0.0%
Total aged units	118	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d	>180d
New	118	32 d	27	0	0
All active	118	32 d	27	0	0

New — top models

Unit	Count	Share of active lot
X3	34	28.8%
X7	20	16.9%
3 Series	16	13.6%
5 Series	13	11.0%
X5	10	8.5%
X6	8	6.8%
4 Series	4	3.4%
X2	4	3.4%
2 Series	2	1.7%
M5	2	1.7%
Top listed	113	95.8%

Used + Certified — top make / model

Unit	Count	Share of active lot
No used/CPO units

Photo gap: 40 active units (33.9%) marked without a photo — website and marketplace presentation risk, separate from lead handling.

Source: VinSolutions inventory export (live lot). Website search counts can differ — this panel is the ops lot from the CRM file, not a scrape of the public inventory grid.

Stage 2 · Demand shape

How demand shows up

Vehicles of interest and trades — demand pressure next to traffic and inventory. Attempt methods (phone / email / text) live on Handling.

What cars people asked about

Workable opportunities · Sep 10 – Nov 8, 2026

What this means Vehicle of interest on the lead when CRM has it. Helps with stocking and coaching — not a sold report.

New / used / CPO interest	Opps	Share
New	457	72.0%
Unknown	101	15.9%
Used	39	6.1%
Certified	38	6.0%
Total	635	100.0%

Top vehicles of interest Sep 10 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	59	11.2%
2026 BMW Full Line	37	7.0%
2026 BMW X5	34	6.5%
2027 BMW X7	32	6.1%
2027 BMW X5	28	5.3%
2027 BMW X6	17	3.2%
2026 BMW 3 Series	15	2.9%
2027 BMW 7 Series	13	2.5%
2027 BMW 5 Series	13	2.5%
2027 BMW X5 40 xDrive	11	2.1%
Total	259	100.0%

Trade-ins mentioned

Workable opportunities · Sep 10 – Nov 8, 2026

What this means 31.7% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2024 BMW X3	11	5.5%
2024 BMW X7	5	2.5%
2024 BMW X5	5	2.5%
2025 BMW X5	4	2.0%
2021 BMW X5	3	1.5%
2023 INFINITI QX50	2	1.0%
2023 BMW X5	2	1.0%
2026 Audi SQ5	2	1.0%
Total	34	100.0%

Stage 3 · Demand becomes leads

CRM opportunities from website + 3rd parties

Unique sales opportunities (de-duped) created in VinSolutions for Sep 10 – Nov 8, 2026. Website and marketplace demand show up as internet forms, then also as phone and walk-in — including full source detail on this tab.

Lead volume entering the funnel

Unique opportunities · Sep 10 – Nov 8, 2026 · de-duped · retail workable = excl. Bad + excl. acquisition

Unique after de-dupe

863

From 1,073 raw CRM rows · 210 repeats collapsed

Retail workable

635

Excl. Bad (228) · excl. acquisition (0)

Retail sold

109

VinSolutions retail sold · close 17.2% of 635 retail workable

Delivered

CRM status Delivered · of retail sold

On Order

CRM status On Order · sold, not delivered yet

Wholesale / auction sold

DMS outlets · separate from retail close · total sold 109

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	92	24.9%	100.0%	11 min 55.1% ≤15 min · n=89	19	20.7%
Autotrader / KBB ATKBB	15	4.1%	73.3%	16 min 36.4% ≤15 min · n=11 · avg on 8	1	6.7%
Other 3rd-party marketplaces	55	14.9%	100.0%	7 min 83.0% ≤15 min · n=53 · avg on 51	4	7.3%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	78	21.1%	100.0%	7 min 74.0% ≤15 min · n=77 · avg on 74	1	1.3%
OEM / brand digital	34	9.2%	100.0%	13 min 70.6% ≤15 min · n=34 · avg on 32	0	0.0%
Total / avg (families above)	274	—	—	—	25	9.1%

Digital families above total 274 workable internet-side rows shown in those buckets; internet CRM channel is 362. Gap is other internet sources (campaigns, uncategorized, etc.) detailed under Source detail. Response = VinSolutions average adjusted response minutes (excludes responses over 4 hours) (+ % ≤15). Internet is the reliable speed signal.

Big-vendor demand by channel (CRM)

How to read this VinSolutions opportunities from major portals, split Internet / Phone / Walk-in. Portal website referrals live on Traffic — this is CRM-attributed demand.

Vendor	Internet	Phone	Total opps	Sold
Autotrader / KBB	8	8	16	1
CarGurus	4	0	4	0
TrueCar	46	0	46	4
Carfax	5	0	5	0

Thin Phone often means portal call-ins were logged as generic Phone Up without the vendor source.

B) How opportunities show up in the CRM (channel)

CRM channel	Workable opps	Share	Contacted	Avg response	Sold	Close	Plain English
Internet (web forms / digital)	362	57.0%	99.4%	11 min 65.5% ≤15 min · n=351 · avg on 339	31	8.6%	Forms, portals, chat, brand digital
Phone	133	20.9%	97.0%	45 min 0.0% ≤15 min · n=4 · avg on 1	31	23.3%	Phone-ups / tracked calls
Walk-in	140	22.0%	100.0%	—	47	33.6%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	635	100.0%	99.1%	—	109	17.2%

On Order retail sold · not delivered yet

VinSolutions Lead Status = On Order · Status Type = Sold · unique opps in Sep 10 – Nov 8, 2026

On Order

Of 109 retail sold

Delivered

CRM status Delivered

Share of retail sold

9.2%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 24	Nov 02	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5	New	27BT097	On Order	Hot - Daily Follow-Up
Oct 28	Nov 02	Tommy Ngo	New Sales	Internet	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 28	Oct 29	Josh Kinsley	New Sales	Walk-in	2027 BMW 740 xDrive	New	—	On Order	—
Oct 21	Oct 22	Josh Kinsley	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 10	Oct 17	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Warm - Weekly Follow-Up
Oct 08	Oct 10	Payton Lusk	New Sales	Phone	2027 BMW X5 40 xDrive	New	—	On Order	—
Oct 09	Oct 09	Payton Lusk	New Sales	Walk-in	—	Unknown	—	On Order	—
Sep 28	Sep 30	Kyle Adibyazdi	New Sales	Walk-in	2026 BMW M340i	New	—	On Order	Hot - Daily Follow-Up
Sep 18	Sep 23	Kerry Beary	New Sales	Walk-in	2027 BMW X7 xDrive40i	New	—	On Order	—
Sep 18	Sep 18	Josh Kinsley	New Sales	Phone	2027 BMW 740	New	—	On Order	—

Source detail

Unique workable opportunities · Sep 10 – Nov 8, 2026 · de-duped · same funnel window · Close = sold ÷ opps · Response = average adjusted minutes (over 4 hours dropped from average)

1) Channel mix

Channel	Opps	Share	Contacted	Avg response	Sold	Close
Internet	362	57.0%	99.4%	11 min 65.5% ≤15 min · n=351 · avg on 339	31	8.6%
Phone	133	20.9%	97.0%	45 min 0.0% ≤15 min · n=4 · avg on 1	31	23.3%
Walk-in	140	22.0%	100.0%	—	47	33.6%
Total / avg	635	100.0%	99.0%	12 min 98.9% ≤15 min · n=355	109	17.2%

2) Internet broken down

Families inside internet · Sep 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 78 opps · close 1.3% · contact 100.0% · avg 7 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	74	94.9%	100.0%	7 min 74.0% ≤15 min · n=73 · avg on 70	1	1.4%	6
Car and Driver Blackbook — Trade-in	4	5.1%	100.0%	8 min 75.0% ≤15 min · n=4	0	0.0%	0
Total / avg	78	100.0%	100.0%	7 min 100.0% ≤15 min · n=77	1	1.3%	6

Dealer website & on-site 92 · 24.9% of internet · close 20.7% · avg 11 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Dealer website — Request more info	28	30.4%	100.0%	13 min 50.0% ≤15 min · n=28	7	25.0%
Podium	16	17.4%	100.0%	14 min 33.3% ≤15 min · n=15	2	12.5%
Motive — Website	14	15.2%	100.0%	4 min 84.6% ≤15 min · n=13 *	3	21.4%
Motive — Qualify	10	10.9%	100.0%	9 min 60.0% ≤15 min · n=10	2	20.0%
Motive — Credit	9	9.8%	100.0%	12 min 55.6% ≤15 min · n=9	1	11.1%
Dealer website — Chat	8	8.7%	100.0%	17 min 37.5% ≤15 min · n=8	2	25.0%
Dealer Contact - Inventory	2	2.2%	100.0%	8 min 50.0% ≤15 min · n=2 *	0	0.0%
Bmw Get A Quote - Special Offers	2	2.2%	100.0%	0 min 100.0% ≤15 min · n=2 *	1	50.0%
Dealer Contact	1	1.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Dealer website — Finance pre-qual	1	1.1%	100.0%	—	0	0.0%
Motive — Trade	1	1.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
Total / avg	92	100.0%	100.0%	11 min 91.0% ≤15 min · n=89	19	20.7%

OEM / brand digital 34 · 9.2% of internet · close 0.0% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Close rate
BYO - GET A QUOTE	20	58.8%	100.0%	17 min 70.0% ≤15 min · n=20	0.0%
Get a quote - Inventory	5	14.7%	100.0%	8 min 80.0% ≤15 min · n=5	0.0%
Bmwusa Test Drive Appointment	4	11.8%	100.0%	0 min 50.0% ≤15 min · n=4 * · avg on 2	0.0%
Bmwusa Chatbot - Contact Dealer	1	2.9%	100.0%	12 min 100.0% ≤15 min · n=1	0.0%
Byo Matching Inventory - Get a Quote	1	2.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	2.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Order Now Byo - Military Incentive	1	2.9%	100.0%	1 min 100.0% ≤15 min · n=1	0.0%
Byo - Test Drive Request	1	2.9%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
ORDER NOW - BUILD YOUR OWN	0	0.0%	—	—	—
Total / avg	34	100.0%	100.0%	12 min 38.2% ≤15 min · n=34	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 15 · 4.1% of internet · close 6.7% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Call tracking	8	53.3%	50.0%	45 min 0.0% ≤15 min · n=4 · avg on 1	0	0.0%
ATAutotrader — Internet lead	6	40.0%	100.0%	10 min 66.7% ≤15 min · n=6	1	16.7%
ATAutotrader — Market extension	1	6.7%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
ATAutotrader — Phone lead	0	0.0%	—	—	0	—
Total / avg	15	100.0%	73.3%	24 min 54.5% ≤15 min · n=11	1	6.7%

Third-party marketplaces (grouped by brand · product feeds indented) 55 · 14.9% of internet · close 7.3% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
TrueCar 14 product feeds	46	83.6%	100.0%	8 min 95.3% ≤15 min · n=43	4	8.7%
Marketplace	13	28.3%	100.0%	11 min 92.3% ≤15 min · n=13 *	1	7.7%
Extended Network	6	13.0%	100.0%	4 min 83.3% ≤15 min · n=6 *	1	16.7%
Navy Federal	5	10.9%	100.0%	6 min 75.0% ≤15 min · n=4	0	0.0%
Sam's Club	5	10.9%	100.0%	4 min 100.0% ≤15 min · n=5	2	40.0%
Perkspot	4	8.7%	100.0%	2 min 100.0% ≤15 min · n=4 *	0	0.0%
Truecar Military Military	3	6.5%	100.0%	8 min 66.7% ≤15 min · n=3 *	0	0.0%
Benefithub	2	4.3%	100.0%	39 min 0.0% ≤15 min · n=2 · avg on 1	0	0.0%
Credit Karma	2	4.3%	100.0%	4 min 100.0% ≤15 min · n=2	0	0.0%
Autotempest	1	2.2%	100.0%	—	0	0.0%
Consumer Reports	1	2.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Lifecare	1	2.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Truecar For Drivers On Uber	1	2.2%	100.0%	4 min 100.0% ≤15 min · n=1	0	0.0%
Truecar Military	1	2.2%	100.0%	—	0	0.0%
Union Plus	1	2.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Carfax	5	9.1%	100.0%	1 min 100.0% ≤15 min · n=5	0	0.0%
CarGurus	4	7.3%	100.0%	12 min 100.0% ≤15 min · n=4	0	0.0%
Total / avg	55	100.0%	100.0%	8 min 100.0% ≤15 min · n=52	4	7.3%

Campaigns & conquest 17 · 4.6% of internet · close 5.9% · avg 18 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Domestic Military Program Validated Customer	5	29.4%	100.0%	37 min 20.0% ≤15 min · n=5	1	20.0%
Current Owner In Markt	4	23.5%	100.0%	7 min 75.0% ≤15 min · n=4	0	0.0%
Fs Bmw Credit App	3	17.6%	100.0%	5 min 100.0% ≤15 min · n=3	0	0.0%
Southern26_texansgamedaysweeps_0813	3	17.6%	100.0%	12 min 66.7% ≤15 min · n=3	0	0.0%
Southern26_texashookemonthehighway26_0905	1	5.9%	100.0%	—	0	0.0%
Military Program - Contact Dealer - Failed Verification	1	5.9%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
Fs Loan Lead Service	0	0.0%	—	—	0	—
Fs Loan Lead	0	0.0%	—	—	0	—
FS LEASE LEAD 270	0	0.0%	—	—	0	—
Lease Buyout - Still In Vehicle	0	0.0%	—	—	0	—
Fs Active Lead Service	0	0.0%	—	—	0	—
FS LOAN CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
FS LEASE CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
Southern26_rivalry Road Sweeps_1006	0	0.0%	—	—	0	—
Total / avg	17	100.0%	100.0%	18 min 62.5% ≤15 min · n=16	1	5.9%

Other internet 79 · 21.4% of internet · close 6.3% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	35	44.3%	100.0%	14 min 62.9% ≤15 min · n=35 · avg on 34	3	8.6%
AMP - Service to Sales Opportunity	14	17.7%	92.9%	43 min 38.5% ≤15 min · n=13 · avg on 11	0	0.0%
PDS_CORPORATE EVENTS A_SC	11	13.9%	100.0%	14 min 40.0% ≤15 min · n=10	0	0.0%
Amp - Buying Signals	7	8.9%	85.7%	0 min 83.3% ≤15 min · n=6 * · avg on 5	0	0.0%
Bmw Contact Dealer - Special Offers	3	3.8%	100.0%	13 min 33.3% ≤15 min · n=3	0	0.0%
Acquire Desk By The Cooperative Agency	2	2.5%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	1	50.0%
Acquire Service	1	1.3%	100.0%	1 min 100.0% ≤15 min · n=1	1	100.0%
Tennis26_international Tennis Hall Of Fame_0827	1	1.3%	100.0%	38 min 0.0% ≤15 min · n=1	0	0.0%
Motorsport26_lone Star Le Mans_0904	1	1.3%	100.0%	2 min 100.0% ≤15 min · n=1	0	0.0%
Email	1	1.3%	100.0%	—	0	0.0%
Gkl26_white Elephant Nantucket_0101	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motorsport26_2026 Petit Le Mans_0930	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
New Car Inventory - Testdrive	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
Acquire Reengage	0	0.0%	—	—	0	—
Total / avg	79	100.0%	97.5%	17 min 81.3% ≤15 min · n=75	5	6.3%

3) Phone and walk-in detail

Phone 125 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	52	41.6%	100.0%	—	17	32.7%
Phone Up	27	21.6%	100.0%	—	4	14.8%
Referral	14	11.2%	100.0%	—	5	35.7%
Service Dept	13	10.4%	100.0%	—	2	15.4%
Dealers WebSite	10	8.0%	100.0%	—	2	20.0%
WALK IN DRIVE BY	7	5.6%	100.0%	—	1	14.3%
Television	1	0.8%	100.0%	—	0	0.0%
Email	1	0.8%	100.0%	—	0	0.0%
Total / avg	125	100.0%	100.0%	—	31	24.8%

Walk-in 140 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	87	62.1%	100.0%	—	25	28.7%
Repeat Customer	30	21.4%	100.0%	—	13	43.3%
Service Dept	9	6.4%	100.0%	—	5	55.6%
Dealers WebSite	6	4.3%	100.0%	—	2	33.3%
Referral	6	4.3%	100.0%	—	1	16.7%
Phone Up	1	0.7%	100.0%	—	1	100.0%
Television	1	0.7%	100.0%	—	0	0.0%
Total / avg	140	100.0%	100.0%	—	47	33.6%

Stage 4 · Lead handling quality

How well are we taking care of the leads?

Speed and contact coverage when the CRM export includes them; how the team tries to reach customers (phone / email / text); retail close and open pipeline. Source mix lives on the Leads tab.

Pertinent handling numbers

Date range: Sep 10 – Nov 8, 2026 (vs prior 60 days Jul 12 – Sep 9, 2026)

What this section is Handling grades for rolling 60 on unique opportunities after de-dupe. Bad CRM leads are excluded. Contact and speed grades appear only when the CRM export includes attempt fields.

Handling color legend

GoodKPI is in the healthy band for that metric

WatchKPI is middling — keep an eye on it

ProblemKPI is below the store target band

1) Internet contact rate

Internet leads only · workable unique opportunities · Sep 10 – Nov 8, 2026

Good

99.4%

same as prior 60 days · Prior (Jul 12 – Sep 9, 2026): 99.4%
Internet workable (excl. Bad): 362 · worked 360
All-channel contact (for context): 99.1% on 635 workable opps
Unique after de-dupe: 863 · CRM rows before de-dupe: 1,073 · collapsed 210 repeats

2) Internet response time (median)

Internet leads only · CRM adjusted response time · Sep 10 – Nov 8, 2026

Good

4 min

faster by 4 min vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 8 min
Based on 351 timed internet leads (of 362 internet workable opps)

Store goal: first internet response in ≤15 minutes. After 15 min = not good. Over 30 min = missed goal.

≤15 min · on goal230 (65.5%)

16–30 min · late (after 15)87 (24.8%)

Over 30 min · missed goal34 (9.7%)

No timed response11

3) Retail close rate

VinSolutions retail sold ÷ retail workable · wholesale separate · Sep 10 – Nov 8, 2026

Good

17.2%

↓ 5.1 pts vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 22.3%
Retail sold (VinSolutions): 109 of 635 retail workable · Delivered 99 · On Order 10

4) Untouched over 24 hours

Workable opps still with no attempt · as of Nov 09, 2026

Problem

From opportunities in Sep 10 – Nov 8, 2026

What this means Workable leads still sitting with zero attempt after a full day. Ideal is 0. This is the same-day coaching list.

How the team is trying to reach customers

Workable opportunities · Sep 10 – Nov 8, 2026

Method	Share of workable opps	Plain English
Phone attempt	77.2%	Someone tried calling
Email attempt	77.8%	Someone sent an email
Text attempt	70.1%	Someone sent a text
Multi-channel	80.8%	Used 2+ methods on the same opp
Customer contact logged	77.5%	CRM shows an actual customer connect, not only outbound

Needs attention

Based on unique opportunities in Sep 10 – Nov 8, 2026

BMW sponsored 3rd-party (JD Power Smartleads / Blackbook): 78 opportunities, close 1.3%, contact 100.0% — keep separate from website + marketplace quality.
Josh Kinsley has 3 workable leads untouched over 24 hours.

Oldest untouched examples as of Nov 09, 2026

Salesperson	Source	Arrived	Age
Josh Kinsley	Autotrader — Call tracking	Sep 23 8:34 AM	1,143h
Josh Kinsley	AMP - Service to Sales Opportunity	Sep 23 9:11 AM	1,143h
Josh Kinsley	Autotrader — Call tracking	Oct 14 3:17 AM	645h
Kyle Adibyazdi	Autotrader — Call tracking	Oct 15 1:28 PM	610h
David Spikes	Amp - Buying Signals	Oct 21 9:56 AM	470h

Stage 5 · People + execution

Salesperson effectiveness

Who owns volume and retail close — and where coaching should start — by team group.

Sales team scoreboard

Workable unique opportunities · Sep 10 – Nov 8, 2026 · split by VinSolutions team · most sold first inside each group

New New Sales 634 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact	Untouched >24h
Josh Kinsley	93 opps21 sold · 3 on order22.6% close	12 min 51.0% ≤15 · n=51 · drop 3 >4h	52 opps8 sold15.4% close	21 opps6 sold28.6% close	20 opps7 sold35.0% close	———	98.1%	3
Kerry Beary	98 opps19 sold · 1 on order19.4% close	11 min 64.7% ≤15 · n=51	54 opps7 sold13.0% close	27 opps8 sold29.6% close	17 opps4 sold23.5% close	———	100.0%	0
David Spikes	86 opps15 sold17.4% close	20 min 53.1% ≤15 · n=49 · drop 1 >4h	50 opps3 sold6.0% close	25 opps8 sold32.0% close	11 opps4 sold36.4% close	———	98.0%	1
Payton Lusk	87 opps15 sold · 2 on order17.2% close	12 min 60.0% ≤15 · n=60 · drop 3 >4h	62 opps6 sold9.7% close	7 opps3 sold42.9% close	18 opps6 sold33.3% close	———	100.0%	0
Kyle Adibyazdi	81 opps13 sold · 3 on order16.0% close	9 min 65.2% ≤15 · n=46 · drop 5 >4h	47 opps2 sold4.3% close	14 opps0 sold0.0% close	20 opps11 sold55.0% close	———	100.0%	1
Milla Augustine	90 opps13 sold14.4% close	6 min 83.0% ≤15 · n=47	49 opps2 sold4.1% close	12 opps1 sold8.3% close	29 opps10 sold34.5% close	———	100.0%	1
Tommy Ngo	99 opps13 sold · 1 on order13.1% close	7 min 85.1% ≤15 · n=47	48 opps3 sold6.2% close	26 opps5 sold19.2% close	25 opps5 sold20.0% close	———	100.0%	0
Total / avg	634 opps109 sold · 10 on order17.2% close	11 min 65.5% ≤15 · n=351 · drop 12 >4h	362 opps31 sold8.6% close	132 opps31 sold23.5% close	140 opps47 sold33.6% close	———	99.5%	6

Manager 1 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact	Untouched >24h
Darrell Franklin	1 opps0 sold0.0% close	—	———	1 opps0 sold0.0% close	———	———	100.0%	0
Total / avg	1 opps0 sold0.0% close	—	———	1 opps0 sold0.0% close	———	———	100.0%	0

Scoreboard legend

Green rowOverall close rate 14% or higher

Red rowOverall close rate under 14%

Gray rowFewer than 3 workable leads, or system / unassigned

Sort orderMost units sold at the top inside each team group (New Sales first, then Used)

Avg responseInternet timed leads only · average drops responses over 4 hours (overnight/slow-tail outliers) · % ≤15 still uses all timed

Opps — workable unique opportunities assigned to them.

Total / channel columns — opps · sold · close % (sold ÷ that channel’s opps).

Internet contact — % of their internet leads with a real work attempt.

Avg response — internet timed only; average drops responses over 4 hours; shows % ≤15.

Date ranges on this page
Rolling 60: Sep 10 – Nov 8, 2026.
Prior 60 days: Jul 12 – Sep 9, 2026.
Organized as a sales funnel: website traffic → inventory health (active lot) → demand shape (VOI / trades) → CRM opportunities (site + 3rd party → internet/phone/walk-in) → handling quality (including how the team tries to reach customers) → salesperson execution. Unique opportunities after de-dupe (VIN/stock within 7 days, or same salesperson + day + vehicle). Internet + phone + walk-in on the same shopper counts as one. Headline contact rate is internet leads only (workable, de-duped, any real attempt). Internet speed uses CRM adjusted response time on internet leads only. Inventory panel uses VinSolutions live-lot units when an inventory export is present. Lead data: VinSolutions. Website traffic (GA4 cache 2026-11-06 · GA4 2026-09-07 → 2026-11-05): 52,573 visits · 44,962 people. Generated Nov 09, 2026 10:14 AM. This page is for Brian Harris BMW · New only — no other stores.

Data coverage — Prior window: Lead export has no rows in this range (export Aug 11 – Nov 09, 2026).

Last 90 days at a glance · New

Last 90 days · New department: 915 retail workable opportunities (1255 unique after de-dupe; Bad excluded); retail close 18.9% (173 retail sold (161 delivered · 12 on order)); 12 retail sold still On Order (not delivered); internet is 58.4% of retail workable; internet CRM contact 99.4%; internet median response 6 min; 13.5% of timed internet leads over 30 min (missed goal); 8 workable leads still untouched over 24h; BMW sponsored 3rd-party is 104 opps at 1.0% close — watch list.

Rolling 90: Aug 11 – Nov 8, 2026 · compared with prior 90 days May 13 – Aug 10, 2026

Funnel stages are tabs — click through Traffic → Inventory → Demand shape → Leads → Handling → People. Print still shows every stage.

Stage 1 · Top of funnel

Website traffic

People visiting brianharrisbmw.com (and related store sites) before any CRM lead is created.

Total website traffic picture

Google Analytics · last ~30 days in cache dated 2026-11-06 · align with CRM window Aug 11 – Nov 8, 2026 where possible

Visits (sessions)

108,849

One visit = one trip to the site

People (users)

97,521

Unique visitors

Page views

278,275

2.6 pages per visit

Avg time on site

7m 52s

Average visit length (GA4 session duration)

Engagement rate

37.3%

Visits with meaningful activity

Bounce rate

62.7%

Left after one page — lower is usually better

Mobile share

43.9%

Visits from phones/tablets

Where site traffic came from (top sources)

Source / medium	Visits	People	Avg time	Bounce
Direct	52,910	48,041	—	—
Google paid	26,379	20,812	—	—
Google organic	16,519	7,475	—	—
Facebook paid facebook / cpc, fb / paid	2,162	1,579	—	—
Bing organic	1,825	843	—	—
amp / email	916	649	—	—
vinsolutions.app.coxautoinc.com (referral) vinsolutions.app.coxautoinc.com referral	797	14	—	—
Autotrader Autotrader referral	679	366	—	—
bmwusa.com (referral) bmwusa.com referral	671	358	—	—
Unassigned / not set Not set, Data unavailable Most likely a measurement gap — quick bounces or tag/consent timing on the Porsche site so GA4 never got source/medium (often Google/direct under the hood). Not a real marketing channel to coach against. A few visits may also be Google “data not available” privacy/cross-network rows.	645	1,400	—	—
VinURL VinURL referral	597	378	—	—
ChatGPT / AI ChatGPT	517	299	—	—
Yahoo organic	516	270	—	—
amp / sms	371	192	—	—
DuckDuckGo	311	125	—	—
app.podium.com (referral) app.podium.com referral	254	4	—	—
newsletter / email	219	148	—	—
Instagram paid ig / paid	218	215	—	—

Marketplace referrals into the website

Portal referral	Visits	People	Avg time	Bounce
Autotrader Autotrader referral	679	366	—	—

Where on the site (sales · service · parts · specials)

Site section	Visits	People	Page views
Page-section breakdown not in GA4 cache yet for this store.

Website traffic mix only — not the same labels as CRM lead sources. No source total row (avoids a sum that can exceed site sessions).

Stage 1b · Supply next to demand

Inventory health (active lot)

What the store has to sell right now — after website traffic, before CRM leads. Not lead handling.

Store inventory on the ground

VinSolutions live-lot units · snapshot file bhbmw-inventory-latest.csv · as of Nov 09, 2026 7:01 AM · lead window for context Aug 11 – Nov 8, 2026

Active total

118

Units in Active status

New

118

100.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

32 d

Days in inventory (Active)

No photo

33.9% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	57	48.3%
31–60 days	34	28.8%
61–90 days	27	22.9%
91–180 days	0	0.0%
180+ days	0	0.0%
Total aged units	118	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d	>180d
New	118	32 d	27	0	0
All active	118	32 d	27	0	0

New — top models

Unit	Count	Share of active lot
X3	34	28.8%
X7	20	16.9%
3 Series	16	13.6%
5 Series	13	11.0%
X5	10	8.5%
X6	8	6.8%
4 Series	4	3.4%
X2	4	3.4%
2 Series	2	1.7%
M5	2	1.7%
Top listed	113	95.8%

Used + Certified — top make / model

Unit	Count	Share of active lot
No used/CPO units

Photo gap: 40 active units (33.9%) marked without a photo — website and marketplace presentation risk, separate from lead handling.

Source: VinSolutions inventory export (live lot). Website search counts can differ — this panel is the ops lot from the CRM file, not a scrape of the public inventory grid.

Stage 2 · Demand shape

How demand shows up

Vehicles of interest and trades — demand pressure next to traffic and inventory. Attempt methods (phone / email / text) live on Handling.

What cars people asked about

Workable opportunities · Aug 11 – Nov 8, 2026

What this means Vehicle of interest on the lead when CRM has it. Helps with stocking and coaching — not a sold report.

New / used / CPO interest	Opps	Share
New	649	70.9%
Unknown	137	15.0%
Certified	65	7.1%
Used	64	7.0%
Total	915	100.0%

Top vehicles of interest Aug 11 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	85	11.2%
2026 BMW X5	67	8.8%
2026 BMW Full Line	55	7.2%
2027 BMW X7	45	5.9%
2027 BMW X5	32	4.2%
2027 BMW X6	26	3.4%
2026 BMW 3 Series	21	2.8%
2027 BMW 5 Series	19	2.5%
2027 BMW 7 Series	17	2.2%
2026 BMW X1	16	2.1%
Total	383	100.0%

Trade-ins mentioned

Workable opportunities · Aug 11 – Nov 8, 2026

What this means 33.3% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2024 BMW X3	12	3.9%
2024 BMW X5	9	3.0%
2021 BMW X5	6	2.0%
2024 BMW X7	5	1.6%
2014 BMW 3 Series	4	1.3%
2025 BMW X5	4	1.3%
2019 BMW 3 Series	3	1.0%
2021 BMW X3	3	1.0%
Total	46	100.0%

Stage 3 · Demand becomes leads

CRM opportunities from website + 3rd parties

Unique sales opportunities (de-duped) created in VinSolutions for Aug 11 – Nov 8, 2026. Website and marketplace demand show up as internet forms, then also as phone and walk-in — including full source detail on this tab.

Lead volume entering the funnel

Unique opportunities · Aug 11 – Nov 8, 2026 · de-duped · retail workable = excl. Bad + excl. acquisition

Unique after de-dupe

1,255

From 1,568 raw CRM rows · 313 repeats collapsed

Retail workable

915

Excl. Bad (340) · excl. acquisition (0)

Retail sold

173

VinSolutions retail sold · close 18.9% of 915 retail workable

Delivered

161

CRM status Delivered · of retail sold

On Order

CRM status On Order · sold, not delivered yet

Wholesale / auction sold

DMS outlets · separate from retail close · total sold 173

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	142	26.0%	100.0%	13 min 58.4% ≤15 min · n=137 · avg on 136	36	25.4%
Autotrader / KBB ATKBB	26	4.8%	80.8%	16 min 38.1% ≤15 min · n=21 · avg on 16	1	3.8%
Other 3rd-party marketplaces	86	15.8%	100.0%	14 min 74.4% ≤15 min · n=82 · avg on 78	9	10.5%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	104	19.0%	100.0%	9 min 72.8% ≤15 min · n=103 · avg on 99	1	1.0%
OEM / brand digital	50	9.2%	100.0%	16 min 65.3% ≤15 min · n=49 · avg on 46	4	8.0%
Total / avg (families above)	408	—	—	—	51	12.5%

Digital families above total 408 workable internet-side rows shown in those buckets; internet CRM channel is 534. Gap is other internet sources (campaigns, uncategorized, etc.) detailed under Source detail. Response = VinSolutions average adjusted response minutes (excludes responses over 4 hours) (+ % ≤15). Internet is the reliable speed signal.

Big-vendor demand by channel (CRM)

How to read this VinSolutions opportunities from major portals, split Internet / Phone / Walk-in. Portal website referrals live on Traffic — this is CRM-attributed demand.

Vendor	Internet	Phone	Total opps	Sold
Autotrader / KBB	14	13	27	1
CarGurus	7	0	7	1
TrueCar	70	0	70	7
Carfax	9	0	9	1

Thin Phone often means portal call-ins were logged as generic Phone Up without the vendor source.

B) How opportunities show up in the CRM (channel)

CRM channel	Workable opps	Share	Contacted	Avg response	Sold	Close	Plain English
Internet (web forms / digital)	534	58.4%	99.4%	13 min 65.6% ≤15 min · n=511 · avg on 493	58	10.9%	Forms, portals, chat, brand digital
Phone	186	20.3%	97.3%	30 min 0.0% ≤15 min · n=7 · avg on 3	46	24.7%	Phone-ups / tracked calls
Walk-in	195	21.3%	100.0%	—	69	35.4%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	915	100.0%	99.1%	—	173	18.9%

On Order retail sold · not delivered yet

VinSolutions Lead Status = On Order · Status Type = Sold · unique opps in Aug 11 – Nov 8, 2026

On Order

Of 173 retail sold

Delivered

161

CRM status Delivered

Share of retail sold

6.9%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 24	Nov 02	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5	New	27BT097	On Order	Hot - Daily Follow-Up
Oct 28	Nov 02	Tommy Ngo	New Sales	Internet	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 28	Oct 29	Josh Kinsley	New Sales	Walk-in	2027 BMW 740 xDrive	New	—	On Order	—
Oct 21	Oct 22	Josh Kinsley	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Hot - Daily Follow-Up
Oct 10	Oct 17	Kyle Adibyazdi	New Sales	Walk-in	2027 BMW X5 40 xDrive	New	—	On Order	Warm - Weekly Follow-Up
Oct 08	Oct 10	Payton Lusk	New Sales	Phone	2027 BMW X5 40 xDrive	New	—	On Order	—
Oct 09	Oct 09	Payton Lusk	New Sales	Walk-in	—	Unknown	—	On Order	—
Sep 28	Sep 30	Kyle Adibyazdi	New Sales	Walk-in	2026 BMW M340i	New	—	On Order	Hot - Daily Follow-Up
Sep 18	Sep 23	Kerry Beary	New Sales	Walk-in	2027 BMW X7 xDrive40i	New	—	On Order	—
Sep 18	Sep 18	Josh Kinsley	New Sales	Phone	2027 BMW 740	New	—	On Order	—
Sep 02	Sep 02	David Spikes	New Sales	Walk-in	2027 BMW	New	—	On Order	—
Aug 28	Aug 29	Kerry Beary	New Sales	Walk-in	2027 BMW 430i	New	—	On Order	—

Source detail

Unique workable opportunities · Aug 11 – Nov 8, 2026 · de-duped · same funnel window · Close = sold ÷ opps · Response = average adjusted minutes (over 4 hours dropped from average)

1) Channel mix

Channel	Opps	Share	Contacted	Avg response	Sold	Close
Internet	534	58.4%	99.4%	13 min 65.6% ≤15 min · n=511 · avg on 493	58	10.9%
Phone	186	20.3%	97.3%	30 min 0.0% ≤15 min · n=7 · avg on 3	46	24.7%
Walk-in	195	21.3%	100.0%	—	69	35.4%
Total / avg	915	100.0%	99.1%	13 min 98.6% ≤15 min · n=518	173	18.9%

2) Internet broken down

Families inside internet · Aug 11 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 104 opps · close 1.0% · contact 100.0% · avg 9 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	97	93.3%	100.0%	9 min 71.9% ≤15 min · n=96 · avg on 92	1	1.0%	12
Car and Driver Blackbook — Trade-in	7	6.7%	100.0%	6 min 85.7% ≤15 min · n=7	0	0.0%	0
Total / avg	104	100.0%	100.0%	9 min 100.0% ≤15 min · n=103	1	1.0%	12

Dealer website & on-site 142 · 26.0% of internet · close 25.4% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Dealer website — Request more info	45	31.7%	100.0%	15 min 52.3% ≤15 min · n=44	15	33.3%
Motive — Website	25	17.6%	100.0%	11 min 73.9% ≤15 min · n=23	6	24.0%
Podium	19	13.4%	100.0%	13 min 44.4% ≤15 min · n=18	2	10.5%
Motive — Credit	16	11.3%	100.0%	11 min 68.8% ≤15 min · n=16	4	25.0%
Motive — Qualify	15	10.6%	100.0%	14 min 53.3% ≤15 min · n=15	5	33.3%
Dealer website — Chat	13	9.2%	100.0%	16 min 46.2% ≤15 min · n=13 · avg on 12	2	15.4%
Dealer Website-Test Drive	2	1.4%	100.0%	8 min 100.0% ≤15 min · n=2	0	0.0%
Dealer Contact - Inventory	2	1.4%	100.0%	8 min 50.0% ≤15 min · n=2 *	0	0.0%
Bmw Get A Quote - Special Offers	2	1.4%	100.0%	0 min 100.0% ≤15 min · n=2 *	1	50.0%
Dealer website — Finance pre-qual	1	0.7%	100.0%	—	0	0.0%
Dealer Contact	1	0.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motive — Trade	1	0.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
Total / avg	142	100.0%	100.0%	13 min 90.5% ≤15 min · n=137	36	25.4%

OEM / brand digital 50 · 9.2% of internet · close 8.0% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
BYO - GET A QUOTE	28	56.0%	100.0%	19 min 63.0% ≤15 min · n=27 · avg on 26	2	7.1%
Get a quote - Inventory	9	18.0%	100.0%	7 min 88.9% ≤15 min · n=9	2	22.2%
Bmwusa Test Drive Appointment	4	8.0%	100.0%	0 min 50.0% ≤15 min · n=4 * · avg on 2	0	0.0%
ORDER NOW - BUILD YOUR OWN	2	4.0%	100.0%	22 min 50.0% ≤15 min · n=2	0	0.0%
Byo - Test Drive Request	2	4.0%	100.0%	56 min 0.0% ≤15 min · n=2	0	0.0%
Byo Get A Quote - Military Incentive	1	2.0%	100.0%	16 min 0.0% ≤15 min · n=1	0	0.0%
Bmwusa Chatbot - Contact Dealer	1	2.0%	100.0%	12 min 100.0% ≤15 min · n=1	0	0.0%
Byo Matching Inventory - Get a Quote	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Order Now Byo - Military Incentive	1	2.0%	100.0%	1 min 100.0% ≤15 min · n=1	0	0.0%
Byo - Get A Quote - Non-Kpi	0	0.0%	—	—	0	—
Total / avg	50	100.0%	100.0%	16 min 34.7% ≤15 min · n=49	4	8.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 26 · 4.8% of internet · close 3.8% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Call tracking	12	46.2%	58.3%	30 min 0.0% ≤15 min · n=7 · avg on 3	0	0.0%
ATAutotrader — Internet lead	11	42.3%	100.0%	11 min 63.6% ≤15 min · n=11 · avg on 10	1	9.1%
ATAutotrader — Market extension	1	3.8%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
ATAutotrader — Phone lead	1	3.8%	100.0%	24 min 0.0% ≤15 min · n=1	0	0.0%
ATAutotrader — Wallet	1	3.8%	100.0%	4 min 100.0% ≤15 min · n=1	0	0.0%
Total / avg	26	100.0%	80.8%	18 min 57.1% ≤15 min · n=21	1	3.8%

Third-party marketplaces (grouped by brand · product feeds indented) 86 · 15.8% of internet · close 10.5% · avg 14 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
TrueCar 18 product feeds	70	81.4%	100.0%	15 min 76.1% ≤15 min · n=67	7	10.0%
Marketplace	18	25.7%	100.0%	10 min 83.3% ≤15 min · n=18 * · avg on 17	2	11.1%
Perkspot	8	11.4%	100.0%	13 min 75.0% ≤15 min · n=8 *	0	0.0%
Extended Network	7	10.0%	100.0%	4 min 71.4% ≤15 min · n=7 * · avg on 6	1	14.3%
Sam's Club	7	10.0%	100.0%	23 min 85.7% ≤15 min · n=7	3	42.9%
Navy Federal	6	8.6%	100.0%	6 min 75.0% ≤15 min · n=4	0	0.0%
Truecar Military	4	5.7%	100.0%	49 min 50.0% ≤15 min · n=4 · avg on 3	0	0.0%
Consumer Reports	3	4.3%	100.0%	10 min 66.7% ≤15 min · n=3	1	33.3%
Truecar Military Military	3	4.3%	100.0%	8 min 66.7% ≤15 min · n=3 *	0	0.0%
Benefithub	2	2.9%	100.0%	39 min 0.0% ≤15 min · n=2 · avg on 1	0	0.0%
Credit Karma	2	2.9%	100.0%	4 min 100.0% ≤15 min · n=2	0	0.0%
U.S. News	2	2.9%	100.0%	1h 08m 50.0% ≤15 min · n=2	0	0.0%
Union Plus	2	2.9%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Autotempest	1	1.4%	100.0%	—	0	0.0%
Iseecars	1	1.4%	100.0%	34 min 0.0% ≤15 min · n=1	0	0.0%
Lifecare	1	1.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Penfed	1	1.4%	100.0%	12 min 100.0% ≤15 min · n=1	0	0.0%
Perks at Work	1	1.4%	100.0%	2 min 100.0% ≤15 min · n=1	0	0.0%
Truecar For Drivers On Uber	1	1.4%	100.0%	4 min 100.0% ≤15 min · n=1	0	0.0%
Carfax	9	10.5%	100.0%	6 min 100.0% ≤15 min · n=8	1	11.1%
CarGurus	7	8.1%	100.0%	15 min 0.0% ≤15 min · n=7	1	14.3%
Total / avg	86	100.0%	100.0%	14 min 9.8% ≤15 min · n=82	9	10.5%

Campaigns & conquest 23 · 4.2% of internet · close 8.7% · avg 15 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Domestic Military Program Validated Customer	9	39.1%	100.0%	25 min 44.4% ≤15 min · n=9	1	11.1%
Current Owner In Markt	4	17.4%	100.0%	7 min 75.0% ≤15 min · n=4	0	0.0%
Fs Bmw Credit App	4	17.4%	100.0%	4 min 100.0% ≤15 min · n=4	1	25.0%
Southern26_texansgamedaysweeps_0813	3	13.0%	100.0%	12 min 66.7% ≤15 min · n=3	0	0.0%
Military Program - Contact Dealer - Failed Verification	2	8.7%	100.0%	14 min 50.0% ≤15 min · n=2	0	0.0%
Southern26_texashookemonthehighway26_0905	1	4.3%	100.0%	—	0	0.0%
FS LEASE CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
Fs Loan Lead Service	0	0.0%	—	—	0	—
Fs Loan Lead	0	0.0%	—	—	0	—
FS LEASE LEAD 270	0	0.0%	—	—	0	—
Lease Buyout - Still In Vehicle	0	0.0%	—	—	0	—
Fs Active Lead Service	0	0.0%	—	—	0	—
FS LOAN CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
Southern26_rivalry Road Sweeps_1006	0	0.0%	—	—	0	—
Total / avg	23	100.0%	100.0%	15 min 59.1% ≤15 min · n=22	2	8.7%

Other internet 115 · 21.1% of internet · close 4.3% · avg 15 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	65	56.5%	100.0%	14 min 67.2% ≤15 min · n=61 · avg on 60	3	4.6%
AMP - Service to Sales Opportunity	16	13.9%	93.8%	39 min 42.9% ≤15 min · n=14 · avg on 12	0	0.0%
PDS_CORPORATE EVENTS A_SC	11	9.6%	100.0%	14 min 40.0% ≤15 min · n=10	0	0.0%
Amp - Buying Signals	8	7.0%	87.5%	0 min 83.3% ≤15 min · n=6 * · avg on 5	0	0.0%
Bmw Contact Dealer - Special Offers	4	3.5%	100.0%	11 min 50.0% ≤15 min · n=4	0	0.0%
Acquire Desk By The Cooperative Agency	2	1.7%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	1	50.0%
AMP - Refinance Opportunity	1	0.9%	0.0%	—	0	0.0%
Fs Call Center Customer Inquiry	1	0.9%	100.0%	5 min 100.0% ≤15 min · n=1	0	0.0%
Acquire Service	1	0.9%	100.0%	1 min 100.0% ≤15 min · n=1	1	100.0%
Tennis26_international Tennis Hall Of Fame_0827	1	0.9%	100.0%	38 min 0.0% ≤15 min · n=1	0	0.0%
Motorsport26_lone Star Le Mans_0904	1	0.9%	100.0%	2 min 100.0% ≤15 min · n=1	0	0.0%
Email	1	0.9%	100.0%	—	0	0.0%
Gkl26_white Elephant Nantucket_0101	1	0.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motorsport26_2026 Petit Le Mans_0930	1	0.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
New Car Inventory - Testdrive	1	0.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	115	100.0%	97.4%	15 min 85.6% ≤15 min · n=104	5	4.3%

3) Phone and walk-in detail

Phone 174 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	73	42.0%	100.0%	—	23	31.5%
Phone Up	39	22.4%	100.0%	—	6	15.4%
Service Dept	17	9.8%	100.0%	—	3	17.6%
Referral	17	9.8%	100.0%	—	6	35.3%
WALK IN DRIVE BY	13	7.5%	100.0%	—	6	46.2%
Dealers WebSite	12	6.9%	100.0%	—	2	16.7%
Facebook/Social Media	1	0.6%	100.0%	—	0	0.0%
Television	1	0.6%	100.0%	—	0	0.0%
Email	1	0.6%	100.0%	—	0	0.0%
Total / avg	174	100.0%	100.0%	—	46	26.4%

Walk-in 195 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	120	61.5%	100.0%	—	38	31.7%
Repeat Customer	39	20.0%	100.0%	—	16	41.0%
Service Dept	17	8.7%	100.0%	—	8	47.1%
Referral	9	4.6%	100.0%	—	3	33.3%
Dealers WebSite	8	4.1%	100.0%	—	3	37.5%
Phone Up	1	0.5%	100.0%	—	1	100.0%
Television	1	0.5%	100.0%	—	0	0.0%
Total / avg	195	100.0%	100.0%	—	69	35.4%

Stage 4 · Lead handling quality

How well are we taking care of the leads?

Speed and contact coverage when the CRM export includes them; how the team tries to reach customers (phone / email / text); retail close and open pipeline. Source mix lives on the Leads tab.

Pertinent handling numbers

Date range: Aug 11 – Nov 8, 2026 (vs prior 90 days May 13 – Aug 10, 2026)

What this section is Handling grades for rolling 90 on unique opportunities after de-dupe. Bad CRM leads are excluded. Contact and speed grades appear only when the CRM export includes attempt fields.

Handling color legend

GoodKPI is in the healthy band for that metric

WatchKPI is middling — keep an eye on it

ProblemKPI is below the store target band

1) Internet contact rate

Internet leads only · workable unique opportunities · Aug 11 – Nov 8, 2026

Good

99.4%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Internet workable (excl. Bad): 534 · worked 531
All-channel contact (for context): 99.1% on 915 workable opps
Unique after de-dupe: 1,255 · CRM rows before de-dupe: 1,568 · collapsed 313 repeats

2) Internet response time (median)

Internet leads only · CRM adjusted response time · Aug 11 – Nov 8, 2026

Watch

6 min

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Based on 511 timed internet leads (of 534 internet workable opps)

Store goal: first internet response in ≤15 minutes. After 15 min = not good. Over 30 min = missed goal.

≤15 min · on goal335 (65.6%)

16–30 min · late (after 15)107 (20.9%)

Over 30 min · missed goal69 (13.5%)

No timed response23

Speed problem — missed goal: 69 timed internet leads (13.5%) took over 30 minutes. Store goal is first response in ≤15 minutes. 176 (34.4%) were after 15 min — that is not good. Do not let the median hide this bucket.

3) Retail close rate

VinSolutions retail sold ÷ retail workable · wholesale separate · Aug 11 – Nov 8, 2026

Good

18.9%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Retail sold (VinSolutions): 173 of 915 retail workable · Delivered 161 · On Order 12

4) Untouched over 24 hours

Workable opps still with no attempt · as of Nov 09, 2026

Problem

From opportunities in Aug 11 – Nov 8, 2026

What this means Workable leads still sitting with zero attempt after a full day. Ideal is 0. This is the same-day coaching list.

How the team is trying to reach customers

Workable opportunities · Aug 11 – Nov 8, 2026

Method	Share of workable opps	Plain English
Phone attempt	79.7%	Someone tried calling
Email attempt	78.0%	Someone sent an email
Text attempt	64.9%	Someone sent a text
Multi-channel	80.4%	Used 2+ methods on the same opp
Customer contact logged	77.8%	CRM shows an actual customer connect, not only outbound

Needs attention

Based on unique opportunities in Aug 11 – Nov 8, 2026

BMW sponsored 3rd-party (JD Power Smartleads / Blackbook): 104 opportunities, close 1.0%, contact 100.0% — keep separate from website + marketplace quality.
Josh Kinsley has 3 workable leads untouched over 24 hours.

Oldest untouched examples as of Nov 09, 2026

Salesperson	Source	Arrived	Age
Kerry Beary	Autotrader — Call tracking	Aug 19 12:45 PM	1,979h
Tommy Ngo	AMP - Refinance Opportunity	Aug 19 5:01 PM	1,975h
Josh Kinsley	Autotrader — Call tracking	Sep 23 8:34 AM	1,143h
Josh Kinsley	AMP - Service to Sales Opportunity	Sep 23 9:11 AM	1,143h
Josh Kinsley	Autotrader — Call tracking	Oct 14 3:17 AM	645h

Stage 5 · People + execution

Salesperson effectiveness

Who owns volume and retail close — and where coaching should start — by team group.

Sales team scoreboard

Workable unique opportunities · Aug 11 – Nov 8, 2026 · split by VinSolutions team · most sold first inside each group

New New Sales 914 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact	Untouched >24h
David Spikes	146 opps31 sold · 1 on order21.2% close	22 min 52.3% ≤15 · n=88 · drop 5 >4h	91 opps10 sold11.0% close	33 opps13 sold39.4% close	22 opps8 sold36.4% close	———	98.9%	1
Josh Kinsley	119 opps29 sold · 3 on order24.4% close	12 min 56.5% ≤15 · n=62 · drop 2 >4h	66 opps9 sold13.6% close	27 opps9 sold33.3% close	26 opps11 sold42.3% close	———	98.5%	3
Kerry Beary	155 opps29 sold · 2 on order18.7% close	12 min 64.1% ≤15 · n=78 · drop 1 >4h	81 opps9 sold11.1% close	49 opps12 sold24.5% close	25 opps8 sold32.0% close	———	100.0%	1
Kyle Adibyazdi	110 opps23 sold · 3 on order20.9% close	10 min 66.2% ≤15 · n=65 · drop 6 >4h	67 opps9 sold13.4% close	16 opps1 sold6.2% close	27 opps13 sold48.1% close	———	100.0%	1
Tommy Ngo	133 opps23 sold · 1 on order17.3% close	9 min 80.9% ≤15 · n=68	73 opps8 sold11.0% close	31 opps6 sold19.4% close	29 opps9 sold31.0% close	———	98.6%	1
Milla Augustine	137 opps20 sold14.6% close	8 min 83.1% ≤15 · n=71	75 opps6 sold8.0% close	19 opps1 sold5.3% close	43 opps13 sold30.2% close	———	100.0%	1
Payton Lusk	113 opps18 sold · 2 on order15.9% close	16 min 59.5% ≤15 · n=79 · drop 4 >4h	81 opps7 sold8.6% close	10 opps4 sold40.0% close	22 opps7 sold31.8% close	———	100.0%	0
John Stradley	1 opps0 sold0.0% close	—	———	———	1 opps0 sold0.0% close	———	100.0%	0
Total / avg	914 opps173 sold · 12 on order18.9% close	13 min 65.6% ≤15 · n=511 · drop 18 >4h	534 opps58 sold10.9% close	185 opps46 sold24.9% close	195 opps69 sold35.4% close	———	99.4%	8

Manager 1 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact	Untouched >24h
Darrell Franklin	1 opps0 sold0.0% close	—	———	1 opps0 sold0.0% close	———	———	100.0%	0
Total / avg	1 opps0 sold0.0% close	—	———	1 opps0 sold0.0% close	———	———	100.0%	0

Scoreboard legend

Green rowOverall close rate 14% or higher

Red rowOverall close rate under 14%

Gray rowFewer than 3 workable leads, or system / unassigned

Sort orderMost units sold at the top inside each team group (New Sales first, then Used)

Avg responseInternet timed leads only · average drops responses over 4 hours (overnight/slow-tail outliers) · % ≤15 still uses all timed

Opps — workable unique opportunities assigned to them.

Total / channel columns — opps · sold · close % (sold ÷ that channel’s opps).

Internet contact — % of their internet leads with a real work attempt.

Avg response — internet timed only; average drops responses over 4 hours; shows % ≤15.

Date ranges on this page
Rolling 90: Aug 11 – Nov 8, 2026.
Prior 90 days: May 13 – Aug 10, 2026.
Organized as a sales funnel: website traffic → inventory health (active lot) → demand shape (VOI / trades) → CRM opportunities (site + 3rd party → internet/phone/walk-in) → handling quality (including how the team tries to reach customers) → salesperson execution. Unique opportunities after de-dupe (VIN/stock within 7 days, or same salesperson + day + vehicle). Internet + phone + walk-in on the same shopper counts as one. Headline contact rate is internet leads only (workable, de-duped, any real attempt). Internet speed uses CRM adjusted response time on internet leads only. Inventory panel uses VinSolutions live-lot units when an inventory export is present. Lead data: VinSolutions. Website traffic (GA4 cache 2026-11-06 · GA4 2026-08-08 → 2026-11-05): 108,849 visits · 97,521 people. Generated Nov 09, 2026 10:14 AM. This page is for Brian Harris BMW · New only — no other stores.

Month to date at a glance · New

Month to date · New department: 76 retail workable opportunities (109 unique after de-dupe; Bad excluded); retail close 7.9% (6 retail sold); internet is 61.8% of retail workable; internet CRM contact 100.0%; internet median response 2 min; BMW sponsored 3rd-party is 11 opps at 9.1% close — watch list.

Month to date: Nov 1–9, 2026 · compared with same days last month Oct 1–9, 2026

Funnel stages are tabs — click through Traffic → Inventory → Demand shape → Leads → Handling → People. Print still shows every stage.

Stage 1 · Top of funnel

Website traffic

People visiting brianharrisbmw.com (and related store sites) before any CRM lead is created.

Total website traffic picture

Google Analytics · last ~30 days in cache dated 2026-11-06 · align with CRM window Nov 1–9, 2026 where possible

Visits (sessions)

4,047

One visit = one trip to the site

People (users)

3,395

Unique visitors

Page views

12,981

3.2 pages per visit

Avg time on site

7m 31s

Average visit length (GA4 session duration)

Engagement rate

51.6%

Visits with meaningful activity

Bounce rate

48.4%

Left after one page — lower is usually better

Mobile share

63.0%

Visits from phones/tablets

Where site traffic came from (top sources)

Source / medium	Visits	People	Avg time	Bounce
Direct	52,910	48,041	—	—
Google paid	26,379	20,812	—	—
Google organic	16,519	7,475	—	—
Facebook paid facebook / cpc, fb / paid	2,162	1,579	—	—
Bing organic	1,825	843	—	—
amp / email	916	649	—	—
vinsolutions.app.coxautoinc.com (referral) vinsolutions.app.coxautoinc.com referral	797	14	—	—
Autotrader Autotrader referral	679	366	—	—
bmwusa.com (referral) bmwusa.com referral	671	358	—	—
Unassigned / not set Not set, Data unavailable Most likely a measurement gap — quick bounces or tag/consent timing on the Porsche site so GA4 never got source/medium (often Google/direct under the hood). Not a real marketing channel to coach against. A few visits may also be Google “data not available” privacy/cross-network rows.	645	1,400	—	—
VinURL VinURL referral	597	378	—	—
ChatGPT / AI ChatGPT	517	299	—	—
Yahoo organic	516	270	—	—
amp / sms	371	192	—	—
DuckDuckGo	311	125	—	—
app.podium.com (referral) app.podium.com referral	254	4	—	—
newsletter / email	219	148	—	—
Instagram paid ig / paid	218	215	—	—

Marketplace referrals into the website

Portal referral	Visits	People	Avg time	Bounce
Autotrader Autotrader referral	679	366	—	—

Where on the site (sales · service · parts · specials)

Site section	Visits	People	Page views
Page-section breakdown not in GA4 cache yet for this store.

Website traffic mix only — not the same labels as CRM lead sources. No source total row (avoids a sum that can exceed site sessions).

Stage 1b · Supply next to demand

Inventory health (active lot)

What the store has to sell right now — after website traffic, before CRM leads. Not lead handling.

Store inventory on the ground

VinSolutions live-lot units · snapshot file bhbmw-inventory-latest.csv · as of Nov 09, 2026 7:01 AM · lead window for context Nov 1–9, 2026

Active total

118

Units in Active status

New

118

100.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

32 d

Days in inventory (Active)

No photo

33.9% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	57	48.3%
31–60 days	34	28.8%
61–90 days	27	22.9%
91–180 days	0	0.0%
180+ days	0	0.0%
Total aged units	118	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d	>180d
New	118	32 d	27	0	0
All active	118	32 d	27	0	0

New — top models

Unit	Count	Share of active lot
X3	34	28.8%
X7	20	16.9%
3 Series	16	13.6%
5 Series	13	11.0%
X5	10	8.5%
X6	8	6.8%
4 Series	4	3.4%
X2	4	3.4%
2 Series	2	1.7%
M5	2	1.7%
Top listed	113	95.8%

Used + Certified — top make / model

Unit	Count	Share of active lot
No used/CPO units

Photo gap: 40 active units (33.9%) marked without a photo — website and marketplace presentation risk, separate from lead handling.

Source: VinSolutions inventory export (live lot). Website search counts can differ — this panel is the ops lot from the CRM file, not a scrape of the public inventory grid.

Stage 2 · Demand shape

How demand shows up

Vehicles of interest and trades — demand pressure next to traffic and inventory. Attempt methods (phone / email / text) live on Handling.

What cars people asked about

Workable opportunities · Nov 1–9, 2026

What this means Vehicle of interest on the lead when CRM has it. Helps with stocking and coaching — not a sold report.

New / used / CPO interest	Opps	Share
New	59	77.6%
Unknown	9	11.8%
Certified	5	6.6%
Used	3	3.9%
Total	76	100.0%

Top vehicles of interest Nov 1–9, 2026

Year / make / model	Opps	Share
2026 BMW X3	8	12.1%
2027 BMW X5	6	9.1%
2027 BMW X7	5	7.6%
2027 BMW 4	3	4.5%
2027 BMW X2	3	4.5%
2027 BMW M4	3	4.5%
2026 BMW Full Line	3	4.5%
2027 BMW X1	2	3.0%
2026 BMW 4 Series	2	3.0%
2026 BMW X5	2	3.0%
Total	37	100.0%

Trade-ins mentioned

Workable opportunities · Nov 1–9, 2026

What this means 27.6% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2024 BMW X3	3	14.3%
2021 Tesla Model 3	1	4.8%
2024 BMW 330i	1	4.8%
2016 BMW X5	1	4.8%
2020 BMW X5	1	4.8%
2025 Toyota Camry	1	4.8%
2022 BMW X7	1	4.8%
2022 BMW M440i	1	4.8%
Total	10	100.0%

Stage 3 · Demand becomes leads

CRM opportunities from website + 3rd parties

Unique sales opportunities (de-duped) created in VinSolutions for Nov 1–9, 2026. Website and marketplace demand show up as internet forms, then also as phone and walk-in — including full source detail on this tab.

Lead volume entering the funnel

Unique opportunities · Nov 1–9, 2026 · de-duped · retail workable = excl. Bad + excl. acquisition

Unique after de-dupe

109

From 126 raw CRM rows · 17 repeats collapsed

Retail workable

Excl. Bad (33) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 7.9% of 76 retail workable

Delivered

CRM status Delivered · of retail sold

On Order

CRM status On Order · sold, not delivered yet

Wholesale / auction sold

DMS outlets · separate from retail close · total sold 6

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	11	23.4%	100.0%	5 min 81.8% ≤15 min · n=11 *	1	9.1%
Autotrader / KBB ATKBB	3	6.4%	100.0%	4 min 100.0% ≤15 min · n=3	1	33.3%
Other 3rd-party marketplaces	5	10.6%	100.0%	7 min 75.0% ≤15 min · n=4	0	0.0%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	11	23.4%	100.0%	8 min 63.6% ≤15 min · n=11	1	9.1%
OEM / brand digital	10	21.3%	100.0%	6 min 70.0% ≤15 min · n=10 * · avg on 9	0	0.0%
Total / avg (families above)	40	—	—	—	3	7.5%

Digital families above total 40 workable internet-side rows shown in those buckets; internet CRM channel is 47. Gap is other internet sources (campaigns, uncategorized, etc.) detailed under Source detail. Response = VinSolutions average adjusted response minutes (excludes responses over 4 hours) (+ % ≤15). Internet is the reliable speed signal.

Big-vendor demand by channel (CRM)

How to read this VinSolutions opportunities from major portals, split Internet / Phone / Walk-in. Portal website referrals live on Traffic — this is CRM-attributed demand.

Vendor	Internet	Total opps	Sold
Autotrader / KBB	3	3	1
CarGurus	1	1	0
TrueCar	4	4	0

Thin Phone often means portal call-ins were logged as generic Phone Up without the vendor source.

B) How opportunities show up in the CRM (channel)

CRM channel	Workable opps	Share	Contacted	Avg response	Sold	Close	Plain English
Internet (web forms / digital)	47	61.8%	100.0%	7 min 71.7% ≤15 min · n=46 · avg on 45	4	8.5%	Forms, portals, chat, brand digital
Phone	16	21.1%	100.0%	—	1	6.2%	Phone-ups / tracked calls
Walk-in	13	17.1%	100.0%	—	1	7.7%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	76	100.0%	100.0%	—	6	7.9%

Source detail

Unique workable opportunities · Nov 1–9, 2026 · de-duped · same funnel window · Close = sold ÷ opps · Response = average adjusted minutes (over 4 hours dropped from average)

1) Channel mix

Channel	Opps	Share	Contacted	Avg response	Sold	Close
Internet	47	61.8%	100.0%	7 min 71.7% ≤15 min · n=46 · avg on 45	4	8.5%
Phone	16	21.1%	100.0%	—	1	6.2%
Walk-in	13	17.1%	100.0%	—	1	7.7%
Total / avg	76	100.0%	100.0%	7 min 100.0% ≤15 min · n=46	6	7.9%

2) Internet broken down

Families inside internet · Nov 1–9, 2026

BMW sponsored 3rd-party — watch list 11 opps · close 9.1% · contact 100.0% · avg 8 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	11	100.0%	100.0%	8 min 63.6% ≤15 min · n=11	1	9.1%	0
Total / avg	11	100.0%	100.0%	8 min 100.0% ≤15 min · n=11	1	9.1%	0

Dealer website & on-site 11 · 23.4% of internet · close 9.1% · avg 5 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Dealer website — Request more info	4	36.4%	100.0%	7 min 75.0% ≤15 min · n=4	1	25.0%
Motive — Credit	2	18.2%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Podium	2	18.2%	100.0%	4 min 100.0% ≤15 min · n=2 *	0	0.0%
Dealer website — Chat	1	9.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motive — Website	1	9.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmw Get A Quote - Special Offers	1	9.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	11	100.0%	100.0%	5 min 100.0% ≤15 min · n=11	1	9.1%

OEM / brand digital 10 · 21.3% of internet · close 0.0% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Close rate
BYO - GET A QUOTE	6	60.0%	100.0%	5 min 83.3% ≤15 min · n=6 *	0.0%
Get a quote - Inventory	2	20.0%	100.0%	10 min 50.0% ≤15 min · n=2 *	0.0%
Bmwusa Test Drive Appointment	2	20.0%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	0.0%
ORDER NOW - BUILD YOUR OWN	0	0.0%	—	—	—
Total / avg	10	100.0%	100.0%	5 min 100.0% ≤15 min · n=10	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 3 · 6.4% of internet · close 33.3% · avg 4 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	3	100.0%	100.0%	4 min 100.0% ≤15 min · n=3	1	33.3%
Total / avg	3	100.0%	100.0%	4 min 100.0% ≤15 min · n=3	1	33.3%

Third-party marketplaces (grouped by brand · product feeds indented) 5 · 10.6% of internet · close 0.0% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Close rate
TrueCar 3 product feeds	4	80.0%	100.0%	3 min 100.0% ≤15 min · n=3	0.0%
Navy Federal	2	50.0%	100.0%	1 min 100.0% ≤15 min · n=1	0.0%
Lifecare	1	25.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Perkspot	1	25.0%	100.0%	7 min 100.0% ≤15 min · n=1	0.0%
CarGurus	1	20.0%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Total / avg	5	100.0%	100.0%	7 min 75.0% ≤15 min · n=4	0.0%

Campaigns & conquest 2 · 4.3% of internet · close 0.0% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Close rate
Fs Bmw Credit App	1	50.0%	100.0%	11 min 100.0% ≤15 min · n=1	0.0%
Military Program - Contact Dealer - Failed Verification	1	50.0%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Fs Loan Lead	0	0.0%	—	—	—
FS LEASE LEAD 270	0	0.0%	—	—	—
FS LOAN CUSTOMER INTENT LEAD	0	0.0%	—	—	—
Fs Active Lead Service	0	0.0%	—	—	—
Domestic Military Program Validated Customer	0	0.0%	—	—	—
Fs Loan Lead Service	0	0.0%	—	—	—
Total / avg	2	100.0%	100.0%	16 min 50.0% ≤15 min · n=2	0.0%

Other internet 5 · 10.6% of internet · close 20.0% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	4	80.0%	100.0%	10 min 50.0% ≤15 min · n=4	1	25.0%
AMP - Service to Sales Opportunity	1	20.0%	100.0%	5 min 100.0% ≤15 min · n=1	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
Total / avg	5	100.0%	100.0%	9 min 100.0% ≤15 min · n=5	1	20.0%

3) Phone and walk-in detail

Phone 16 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Phone Up	7	43.8%	100.0%	—	0	0.0%
Dealers WebSite	4	25.0%	100.0%	—	1	25.0%
Repeat Customer	4	25.0%	100.0%	—	0	0.0%
Service Dept	1	6.2%	100.0%	—	0	0.0%
Total / avg	16	100.0%	100.0%	—	1	6.2%

Walk-in 13 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	7	53.8%	100.0%	—	0	0.0%
Repeat Customer	3	23.1%	100.0%	—	0	0.0%
Television	1	7.7%	100.0%	—	0	0.0%
Service Dept	1	7.7%	100.0%	—	1	100.0%
Dealers WebSite	1	7.7%	100.0%	—	0	0.0%
Total / avg	13	100.0%	100.0%	—	1	7.7%

Stage 4 · Lead handling quality

How well are we taking care of the leads?

Speed and contact coverage when the CRM export includes them; how the team tries to reach customers (phone / email / text); retail close and open pipeline. Source mix lives on the Leads tab.

Pertinent handling numbers

Date range: Nov 1–9, 2026 (vs same days last month Oct 1–9, 2026)

What this section is Handling grades for month to date on unique opportunities after de-dupe. Bad CRM leads are excluded. Contact and speed grades appear only when the CRM export includes attempt fields.

Handling color legend

GoodKPI is in the healthy band for that metric

WatchKPI is middling — keep an eye on it

ProblemKPI is below the store target band

1) Internet contact rate

Internet leads only · workable unique opportunities · Nov 1–9, 2026

Good

100.0%

same as same days last month · Prior (Oct 1–9, 2026): 100.0%
Internet workable (excl. Bad): 47 · worked 47
All-channel contact (for context): 100.0% on 76 workable opps
Unique after de-dupe: 109 · CRM rows before de-dupe: 126 · collapsed 17 repeats

2) Internet response time (median)

Internet leads only · CRM adjusted response time · Nov 1–9, 2026

Good

2 min

faster by 3 min vs same days last month · Prior (Oct 1–9, 2026): 4 min
Based on 46 timed internet leads (of 47 internet workable opps)

Store goal: first internet response in ≤15 minutes. After 15 min = not good. Over 30 min = missed goal.

≤15 min · on goal33 (71.7%)

16–30 min · late (after 15)12 (26.1%)

Over 30 min · missed goal1 (2.2%)

No timed response1

3) Retail close rate

VinSolutions retail sold ÷ retail workable · wholesale separate · Nov 1–9, 2026

Watch

7.9%

↓ 13.6 pts vs same days last month · Prior (Oct 1–9, 2026): 21.5%
Retail sold (VinSolutions): 6 of 76 retail workable · Delivered 6 · On Order 0

4) Untouched over 24 hours

Workable opps still with no attempt · as of Nov 09, 2026

Good

From opportunities in Nov 1–9, 2026

What this means Workable leads still sitting with zero attempt after a full day. Ideal is 0. This is the same-day coaching list.

How the team is trying to reach customers

Workable opportunities · Nov 1–9, 2026

Method	Share of workable opps	Plain English
Phone attempt	64.5%	Someone tried calling
Email attempt	78.9%	Someone sent an email
Text attempt	64.5%	Someone sent a text
Multi-channel	73.7%	Used 2+ methods on the same opp
Customer contact logged	76.3%	CRM shows an actual customer connect, not only outbound

Needs attention

Based on unique opportunities in Nov 1–9, 2026

BMW sponsored 3rd-party (JD Power Smartleads / Blackbook): 11 opportunities, close 9.1%, contact 100.0% — keep separate from website + marketplace quality.

Stage 5 · People + execution

Salesperson effectiveness

Who owns volume and retail close — and where coaching should start — by team group.

Sales team scoreboard

Workable unique opportunities · Nov 1–9, 2026 · split by VinSolutions team · most sold first inside each group

New New Sales 76 workable opportunities

Salesperson	Total opps · sold · close	Avg response internet · >4h dropped	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close	Internet contact
Kerry Beary	15 opps3 sold20.0% close	6 min 75.0% ≤15 · n=8	9 opps2 sold22.2% close	2 opps1 sold50.0% close	4 opps0 sold0.0% close	———	100.0%
Kyle Adibyazdi	9 opps1 sold11.1% close	4 min 100.0% ≤15 · n=7	7 opps1 sold14.3% close	2 opps0 sold0.0% close	———	———	100.0%
Tommy Ngo	12 opps1 sold8.3% close	1 min 100.0% ≤15 · n=5	5 opps1 sold20.0% close	5 opps0 sold0.0% close	2 opps0 sold0.0% close	———	100.0%
Josh Kinsley	14 opps1 sold7.1% close	17 min 14.3% ≤15 · n=7	7 opps0 sold0.0% close	4 opps0 sold0.0% close	3 opps1 sold33.3% close	———	100.0%
Payton Lusk	10 opps0 sold0.0% close	8 min 57.1% ≤15 · n=7 · drop 1 >4h	7 opps0 sold0.0% close	———	3 opps0 sold0.0% close	———	100.0%
David Spikes	9 opps0 sold0.0% close	4 min 83.3% ≤15 · n=6	6 opps0 sold0.0% close	3 opps0 sold0.0% close	———	———	100.0%
Milla Augustine	7 opps0 sold0.0% close	6 min 83.3% ≤15 · n=6	6 opps0 sold0.0% close	———	1 opps0 sold0.0% close	———	100.0%
Total / avg	76 opps6 sold7.9% close	7 min 71.7% ≤15 · n=46 · drop 1 >4h	47 opps4 sold8.5% close	16 opps1 sold6.2% close	13 opps1 sold7.7% close	———	100.0%

Scoreboard legend

Green rowOverall close rate 14% or higher

Red rowOverall close rate under 14%

Gray rowFewer than 3 workable leads, or system / unassigned

Sort orderMost units sold at the top inside each team group (New Sales first, then Used)

Avg responseInternet timed leads only · average drops responses over 4 hours (overnight/slow-tail outliers) · % ≤15 still uses all timed

Opps — workable unique opportunities assigned to them.

Total / channel columns — opps · sold · close % (sold ÷ that channel’s opps).

Internet contact — % of their internet leads with a real work attempt.

Avg response — internet timed only; average drops responses over 4 hours; shows % ≤15.

Date ranges on this page
Month to date: Nov 1–9, 2026.
Same days last month: Oct 1–9, 2026.
Organized as a sales funnel: website traffic → inventory health (active lot) → demand shape (VOI / trades) → CRM opportunities (site + 3rd party → internet/phone/walk-in) → handling quality (including how the team tries to reach customers) → salesperson execution. Unique opportunities after de-dupe (VIN/stock within 7 days, or same salesperson + day + vehicle). Internet + phone + walk-in on the same shopper counts as one. Headline contact rate is internet leads only (workable, de-duped, any real attempt). Internet speed uses CRM adjusted response time on internet leads only. Inventory panel uses VinSolutions live-lot units when an inventory export is present. Lead data: VinSolutions. Website traffic (GA4 cache 2026-11-06 · GA4 2026-11-01 → 2026-11-06): 4,047 visits · 3,395 people. Generated Nov 09, 2026 10:14 AM. This page is for Brian Harris BMW · New only — no other stores.