GM Weekly — Brian Harris BMW

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

Last 30 days at a glance · Used

Last 30 days · Used department: 287 retail workable opportunities (347 unique after de-dupe; Bad excluded); retail close 19.9% (57 retail sold (56 delivered · 1 on order)); 1 retail sold still On Order (not delivered); internet is 86.8% of retail workable; internet CRM contact 100.0%; internet median response 0 min; BMW sponsored 3rd-party is 4 opps at 0.0% 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: 83. This is not contact rate or response speed — those start at Stage 4 (Handling).

Active total

Units in Active status

New

0.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

40 d

Days in inventory (Active)

No photo

31.3% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	35	42.2%
31–60 days	26	31.3%
61–90 days	21	25.3%
91–180 days	1	1.2%
180+ days	0	0.0%
Total aged units	83	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	83	40 d	22	1

New — top models

Unit	Count	Share of active lot
No new units

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	12.0%
BMW X5	7	8.4%
BMW 5 Series	6	7.2%
BMW X7	4	4.8%
BMW 3 Series	4	4.8%
BMW 4 Series	3	3.6%
BMW X1	3	3.6%
Ford Expedition	3	3.6%
BMW X5 M	2	2.4%
GMC Yukon XL	2	2.4%
Top listed	44	53.0%

Photo gap: 26 active units (31.3%) 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
Used	165	57.5%
Certified	75	26.1%
New	31	10.8%
Unknown	16	5.6%
Total	287	100.0%

Top vehicles of interest Oct 10 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW 3 Series	9	4.1%
2024 BMW X5	9	4.1%
2026 BMW Full Line	7	3.2%
2024 BMW X7	7	3.2%
2024 BMW 8 Series	6	2.7%
2026 BMW 4 Series	6	2.7%
2026 BMW X5	6	2.7%
2023 BMW 4 Series	5	2.3%
2026 BMW X3	5	2.3%
2022 Honda CR-V	4	1.8%
Total	64	100.0%

Trade-ins mentioned

Workable opportunities · Oct 10 – Nov 8, 2026

What this means 25.4% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2026 BMW X7	2	2.7%
2015 Nissan Versa Note	2	2.7%
2024 BMW X5	2	2.7%
2020 BMW X5	2	2.7%
2017 Mercedes-Benz E 300	1	1.4%
2024 Ford Bronco	1	1.4%
2019 BMW 5 Series	1	1.4%
2019 Volkswagen Jetta	1	1.4%
Total	12	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

347

From 594 raw CRM rows · 247 repeats collapsed

Retail workable

287

Excl. Bad (60) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 19.9% of 287 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 57

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	101	40.6%	100.0%	9 min 59.4% ≤15 min · n=101	14	13.9%
Autotrader / KBB ATKBB	45	18.1%	100.0%	7 min 75.0% ≤15 min · n=44 *	8	17.8%
Other 3rd-party marketplaces	79	31.7%	100.0%	4 min 80.8% ≤15 min · n=78 * · avg on 77	20	25.3%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	4	1.6%	100.0%	5 min 75.0% ≤15 min · n=4 *	0	0.0%
OEM / brand digital	1	0.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg (families above)	230	—	—	—	42	18.3%

Digital families above total 230 workable internet-side rows shown in those buckets; internet CRM channel is 249. 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	42	3	45	8
CarGurus	10	0	10	6
TrueCar	24	0	24	2
Carfax	45	0	45	12

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)	249	86.8%	100.0%	7 min 70.4% ≤15 min · n=247 * · avg on 246	44	17.7%	Forms, portals, chat, brand digital
Phone	13	4.5%	100.0%	—	0	0.0%	Phone-ups / tracked calls
Walk-in	25	8.7%	100.0%	—	13	52.0%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	287	100.0%	100.0%	—	57	19.9%

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 57 retail sold

Delivered

CRM status Delivered

Share of retail sold

1.8%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 13	Oct 17	Brandi Hutchinson	Used Sales	Walk-in	2027 BMW M440i xDrive	New	—	On Order	Hot - Daily 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	249	86.8%	100.0%	7 min 70.4% ≤15 min · n=247 * · avg on 246	44	17.7%
Phone	13	4.5%	100.0%	—	0	0.0%
Walk-in	25	8.7%	100.0%	—	13	52.0%
Total / avg	287	100.0%	100.0%	7 min 100.0% ≤15 min · n=247	57	19.9%

2) Internet broken down

Families inside internet · Oct 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 4 opps · close 0.0% · 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	Close rate	Bad
JD Power Smartleads	4	100.0%	100.0%	5 min 75.0% ≤15 min · n=4 *	0.0%	4
Car and Driver Blackbook — Trade-in	0	0.0%	—	—	—	2
Total / avg	4	100.0%	100.0%	5 min 100.0% ≤15 min · n=4	0.0%	6

Dealer website & on-site 101 · 40.6% of internet · close 13.9% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	43	42.6%	100.0%	7 min 67.4% ≤15 min · n=43 *	2	4.7%
Podium	27	26.7%	100.0%	13 min 37.0% ≤15 min · n=27	3	11.1%
Dealer website — Request more info	19	18.8%	100.0%	6 min 73.7% ≤15 min · n=19 *	8	42.1%
Motive — Qualify	6	5.9%	100.0%	7 min 66.7% ≤15 min · n=6 *	1	16.7%
Dealer website — Chat	3	3.0%	100.0%	18 min 33.3% ≤15 min · n=3	0	0.0%
Motive — Trade	2	2.0%	100.0%	8 min 50.0% ≤15 min · n=2 *	0	0.0%
Dealer Contact - Inventory	1	1.0%	100.0%	11 min 100.0% ≤15 min · n=1	0	0.0%
Motive — Credit	0	0.0%	—	—	0	—
Dealer website — Finance pre-qual	0	0.0%	—	—	0	—
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Dealer Website-Test Drive	0	0.0%	—	—	0	—
Total / avg	101	100.0%	100.0%	9 min 97.0% ≤15 min · n=101	14	13.9%

OEM / brand digital 1 · 0.4% of internet · close 0.0% · avg 0 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Bmwusa Pre-Owned Get A Quote	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 45 · 18.1% of internet · close 17.8% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	41	91.1%	100.0%	7 min 77.5% ≤15 min · n=40 *	6	14.6%
ATAutotrader — Phone lead	3	6.7%	100.0%	13 min 33.3% ≤15 min · n=3	2	66.7%
ATAutotrader — Market extension	1	2.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	45	100.0%	100.0%	7 min 100.0% ≤15 min · n=44	8	17.8%

Third-party marketplaces (grouped by brand · product feeds indented) 79 · 31.7% of internet · close 25.3% · avg 4 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Carfax	45	57.0%	100.0%	5 min 100.0% ≤15 min · n=44	12	26.7%
TrueCar 9 product feeds	24	30.4%	100.0%	3 min 100.0% ≤15 min · n=24	2	8.3%
Marketplace	7	29.2%	100.0%	2 min 85.7% ≤15 min · n=7 *	1	14.3%
Extended Network	5	20.8%	100.0%	6 min 80.0% ≤15 min · n=5 *	1	20.0%
Autoweb	2	8.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Credit Karma	2	8.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Iseecars	2	8.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Perkspot	2	8.3%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Sam's Club	2	8.3%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	0	0.0%
Lifecare	1	4.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Truecar For Drivers On Uber	1	4.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
CarGurus	10	12.7%	100.0%	4 min 100.0% ≤15 min · n=10	6	60.0%
Total / avg	79	100.0%	100.0%	4 min 100.0% ≤15 min · n=78	20	25.3%

Campaigns & conquest 1 · 0.4% of internet · close 0.0% · avg 0 min

Source detail	Count	Share	Contacted	Avg response	Close rate
Domestic Military Program Validated Customer	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
FS LEASE LEAD 270	0	0.0%	—	—	—
Current Owner In Markt	0	0.0%	—	—	—
Military Program - Contact Dealer - Failed Verification	0	0.0%	—	—	—
Fs Loan Lead	0	0.0%	—	—	—
Fs Active Lead Service	0	0.0%	—	—	—
Total / avg	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%

Other internet 18 · 7.2% of internet · close 11.1% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	8	44.4%	100.0%	6 min 75.0% ≤15 min · n=8 *	1	12.5%
AMP - Service to Sales Opportunity	4	22.2%	100.0%	0 min 100.0% ≤15 min · n=4 *	0	0.0%
PDS_CORPORATE EVENTS A_SC	2	11.1%	100.0%	20 min 0.0% ≤15 min · n=2	0	0.0%
Amp - Buying Signals	1	5.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmw Contact Dealer - Special Offers	1	5.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Repeat customer	1	5.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
AMP - Lower Monthly Payment Offer	1	5.6%	100.0%	25 min 0.0% ≤15 min · n=1	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
Total / avg	18	100.0%	100.0%	7 min 83.3% ≤15 min · n=18	2	11.1%

3) Phone and walk-in detail

Phone 13 opportunities

Logged as	Count	Share	Contacted	Avg response	Close rate
Dealers WebSite	7	53.8%	100.0%	—	0.0%
Phone Up	3	23.1%	100.0%	—	0.0%
Repeat Customer	2	15.4%	100.0%	—	0.0%
Referral	1	7.7%	100.0%	—	0.0%
Total / avg	13	100.0%	100.0%	—	0.0%

Walk-in 25 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	11	44.0%	100.0%	—	4	36.4%
Repeat Customer	5	20.0%	100.0%	—	4	80.0%
WALK IN DRIVE BY	5	20.0%	100.0%	—	2	40.0%
Referral	3	12.0%	100.0%	—	2	66.7%
Phone Up	1	4.0%	100.0%	—	1	100.0%
Total / avg	25	100.0%	100.0%	—	13	52.0%

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

100.0%

↑ 1.3 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 98.7%
Internet workable (excl. Bad): 249 · worked 249
All-channel contact (for context): 100.0% on 287 workable opps
Unique after de-dupe: 347 · CRM rows before de-dupe: 594 · collapsed 247 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

0 min

faster by 4 min vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 4 min
Based on 247 timed internet leads (of 249 internet workable opps)

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

≤15 min · on goal174 (70.4%)

16–30 min · late (after 15)69 (27.9%)

Over 30 min · missed goal4 (1.6%)

No timed response2

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

19.9%

↑ 4.6 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 15.3%
Retail sold (VinSolutions): 57 of 287 retail workable · Delivered 56 · On Order 1

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

Good

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	65.9%	Someone tried calling
Email attempt	82.2%	Someone sent an email
Text attempt	85.4%	Someone sent a text
Multi-channel	84.0%	Used 2+ methods on the same opp
Customer contact logged	73.9%	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): 4 opportunities, close 0.0%, 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 · Oct 10 – Nov 8, 2026 · split by VinSolutions team · most sold first inside each group

Used Used Sales 287 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
Brandi Hutchinson	79 opps14 sold · 1 on order17.7% close	6 min 73.0% ≤15 · n=74 · drop 1 >4h	74 opps12 sold16.2% close	3 opps0 sold0.0% close	2 opps2 sold100.0% close	———	100.0%
Reginald Day	57 opps13 sold22.8% close	7 min 74.5% ≤15 · n=47	47 opps8 sold17.0% close	3 opps0 sold0.0% close	7 opps5 sold71.4% close	———	100.0%
Jason Arceneaux	54 opps12 sold22.2% close	8 min 66.7% ≤15 · n=51	52 opps11 sold21.2% close	1 opps0 sold0.0% close	1 opps1 sold100.0% close	———	100.0%
Tasha Stubbs	62 opps11 sold17.7% close	7 min 66.0% ≤15 · n=50	51 opps9 sold17.6% close	4 opps0 sold0.0% close	7 opps2 sold28.6% close	———	100.0%
Yasoob Zia	35 opps7 sold20.0% close	7 min 72.0% ≤15 · n=25	25 opps4 sold16.0% close	2 opps0 sold0.0% close	8 opps3 sold37.5% close	———	100.0%
Total / avg	287 opps57 sold · 1 on order19.9% close	7 min 70.5% ≤15 · n=247 · drop 1 >4h	249 opps44 sold17.7% close	13 opps0 sold0.0% close	25 opps13 sold52.0% 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

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 · Used 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 · Used

Last 60 days · Used department: 542 retail workable opportunities (662 unique after de-dupe; Bad excluded); retail close 18.1% (98 retail sold (97 delivered · 1 on order)); 1 retail sold still On Order (not delivered); internet is 87.3% of retail workable; internet CRM contact 99.4%; internet median response 0 min; 3 workable leads still untouched over 24h; BMW sponsored 3rd-party is 8 opps at 0.0% 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

Units in Active status

New

0.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

40 d

Days in inventory (Active)

No photo

31.3% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	35	42.2%
31–60 days	26	31.3%
61–90 days	21	25.3%
91–180 days	1	1.2%
180+ days	0	0.0%
Total aged units	83	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	83	40 d	22	1

New — top models

Unit	Count	Share of active lot
No new units

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	12.0%
BMW X5	7	8.4%
BMW 5 Series	6	7.2%
BMW X7	4	4.8%
BMW 3 Series	4	4.8%
BMW 4 Series	3	3.6%
BMW X1	3	3.6%
Ford Expedition	3	3.6%
BMW X5 M	2	2.4%
GMC Yukon XL	2	2.4%
Top listed	44	53.0%

Photo gap: 26 active units (31.3%) 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
Used	318	58.7%
Certified	143	26.4%
New	54	10.0%
Unknown	27	5.0%
Total	542	100.0%

Top vehicles of interest Sep 10 – Nov 8, 2026

Year / make / model	Opps	Share
2024 BMW X5	16	3.9%
2026 BMW Full Line	15	3.6%
2024 BMW X7	15	3.6%
2026 BMW X5	15	3.6%
2026 BMW 3 Series	12	2.9%
2024 BMW 8 Series	9	2.2%
2023 BMW 4 Series	8	1.9%
2026 BMW X3	8	1.9%
2026 BMW 4 Series	8	1.9%
2026 BMW X1	7	1.7%
Total	113	100.0%

Trade-ins mentioned

Workable opportunities · Sep 10 – Nov 8, 2026

What this means 22.5% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2020 BMW X5	5	4.1%
2019 BMW 5 Series	3	2.5%
2026 BMW X3	2	1.6%
2015 Nissan Versa Note	2	1.6%
2026 BMW X7	2	1.6%
2024 BMW X5	2	1.6%
2023 BMW X7	1	0.8%
2021 BMW 3 Series	1	0.8%
Total	18	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

662

From 1,149 raw CRM rows · 487 repeats collapsed

Retail workable

542

Excl. Bad (120) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 18.1% of 542 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 98

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	205	43.3%	99.0%	11 min 62.4% ≤15 min · n=202 · avg on 198	24	11.7%
Autotrader / KBB ATKBB	65	13.7%	100.0%	8 min 74.2% ≤15 min · n=62 * · avg on 61	9	13.8%
Other 3rd-party marketplaces	159	33.6%	99.4%	6 min 77.6% ≤15 min · n=156 * · avg on 152	42	26.4%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	8	1.7%	100.0%	8 min 62.5% ≤15 min · n=8 *	0	0.0%
OEM / brand digital	4	0.8%	100.0%	12 min 50.0% ≤15 min · n=4 *	1	25.0%
Total / avg (families above)	441	—	—	—	76	17.2%

Digital families above total 441 workable internet-side rows shown in those buckets; internet CRM channel is 473. 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	61	4	65	9
CarGurus	22	0	22	13
TrueCar	56	0	56	10
Carfax	81	0	81	19

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)	473	87.3%	99.4%	8 min 69.8% ≤15 min · n=464 * · avg on 455	78	16.5%	Forms, portals, chat, brand digital
Phone	27	5.0%	100.0%	—	2	7.4%	Phone-ups / tracked calls
Walk-in	42	7.7%	100.0%	—	18	42.9%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	542	100.0%	99.4%	—	98	18.1%

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 98 retail sold

Delivered

CRM status Delivered

Share of retail sold

1.0%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 13	Oct 17	Brandi Hutchinson	Used Sales	Walk-in	2027 BMW M440i xDrive	New	—	On Order	Hot - Daily Follow-Up

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	473	87.3%	99.4%	8 min 69.8% ≤15 min · n=464 * · avg on 455	78	16.5%
Phone	27	5.0%	100.0%	—	2	7.4%
Walk-in	42	7.7%	100.0%	—	18	42.9%
Total / avg	542	100.0%	99.5%	8 min 100.0% ≤15 min · n=464	98	18.1%

2) Internet broken down

Families inside internet · Sep 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 8 opps · close 0.0% · contact 100.0% · avg 8 min

Program source	Opps	Share	Contacted	Avg response	Close rate	Bad
JD Power Smartleads	7	87.5%	100.0%	9 min 57.1% ≤15 min · n=7	0.0%	7
Car and Driver Blackbook — Trade-in	1	12.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%	2
Total / avg	8	100.0%	100.0%	8 min 100.0% ≤15 min · n=8	0.0%	9

Dealer website & on-site 205 · 43.3% of internet · close 11.7% · avg 11 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	99	48.3%	100.0%	10 min 64.6% ≤15 min · n=99 · avg on 98	2	2.0%
Podium	43	21.0%	95.3%	16 min 39.0% ≤15 min · n=41 · avg on 38	4	9.3%
Dealer website — Request more info	41	20.0%	100.0%	10 min 72.5% ≤15 min · n=40	14	34.1%
Motive — Qualify	14	6.8%	100.0%	4 min 85.7% ≤15 min · n=14 *	4	28.6%
Dealer website — Chat	3	1.5%	100.0%	18 min 33.3% ≤15 min · n=3	0	0.0%
Motive — Trade	2	1.0%	100.0%	8 min 50.0% ≤15 min · n=2 *	0	0.0%
Dealer website — Finance pre-qual	1	0.5%	100.0%	8 min 100.0% ≤15 min · n=1	0	0.0%
Dealer Website-Test Drive	1	0.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Dealer Contact - Inventory	1	0.5%	100.0%	11 min 100.0% ≤15 min · n=1	0	0.0%
Motive — Credit	0	0.0%	—	—	0	—
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Total / avg	205	100.0%	99.0%	11 min 78.2% ≤15 min · n=202	24	11.7%

OEM / brand digital 4 · 0.8% of internet · close 25.0% · avg 12 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Bmwusa Pre-Owned Contact Us	2	50.0%	100.0%	14 min 50.0% ≤15 min · n=2 *	1	50.0%
Get a quote - Inventory	1	25.0%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
Bmwusa Pre-Owned Get A Quote	1	25.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Byo Matching Inventory - Get a Quote	0	0.0%	—	—	0	—
BYO - GET A QUOTE	0	0.0%	—	—	0	—
Total / avg	4	100.0%	100.0%	12 min 75.0% ≤15 min · n=4	1	25.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 65 · 13.7% of internet · close 13.8% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	60	92.3%	100.0%	8 min 75.9% ≤15 min · n=58 * · avg on 57	7	11.7%
ATAutotrader — Phone lead	4	6.2%	100.0%	13 min 33.3% ≤15 min · n=3	2	50.0%
ATAutotrader — Market extension	1	1.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	65	100.0%	100.0%	8 min 100.0% ≤15 min · n=62	9	13.8%

Third-party marketplaces (grouped by brand · product feeds indented) 159 · 33.6% of internet · close 26.4% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Carfax	81	50.9%	98.8%	5 min 100.0% ≤15 min · n=79	19	23.5%
TrueCar 13 product feeds	56	35.2%	100.0%	6 min 100.0% ≤15 min · n=55	10	17.9%
Marketplace	21	37.5%	100.0%	5 min 85.0% ≤15 min · n=20 * · avg on 19	4	19.0%
Credit Karma	6	10.7%	100.0%	12 min 83.3% ≤15 min · n=6 *	1	16.7%
Extended Network	6	10.7%	100.0%	5 min 83.3% ≤15 min · n=6 *	2	33.3%
Autoweb	4	7.1%	100.0%	2 min 100.0% ≤15 min · n=4 *	0	0.0%
Benefithub	3	5.4%	100.0%	13 min 66.7% ≤15 min · n=3	0	0.0%
Perkspot	3	5.4%	100.0%	10 min 33.3% ≤15 min · n=3 · avg on 2	1	33.3%
Sam's Club	3	5.4%	100.0%	14 min 33.3% ≤15 min · n=3 · avg on 2	1	33.3%
Truecar For Drivers On Uber	3	5.4%	100.0%	3 min 100.0% ≤15 min · n=3	1	33.3%
Iseecars	2	3.6%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Perks at Work	2	3.6%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Auto Link	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Lifecare	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Truecar For Doordash	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
CarGurus	22	13.8%	100.0%	12 min 100.0% ≤15 min · n=22	13	59.1%
Total / avg	159	100.0%	99.4%	6 min 100.0% ≤15 min · n=156	42	26.4%

Campaigns & conquest 3 · 0.6% of internet · close 0.0% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Close rate
Current Owner In Markt	1	33.3%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Military Program - Contact Dealer - Failed Verification	1	33.3%	100.0%	19 min 0.0% ≤15 min · n=1	0.0%
Domestic Military Program Validated Customer	1	33.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
FS LEASE LEAD 270	0	0.0%	—	—	—
Fs Loan Lead	0	0.0%	—	—	—
Fs Active Lead Service	0	0.0%	—	—	—
Total / avg	3	100.0%	100.0%	13 min 33.3% ≤15 min · n=3	0.0%

Other internet 29 · 6.1% of internet · close 6.9% · avg 5 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	14	48.3%	100.0%	6 min 78.6% ≤15 min · n=14 *	1	7.1%
AMP - Service to Sales Opportunity	8	27.6%	100.0%	0 min 100.0% ≤15 min · n=8 *	0	0.0%
Amp - Buying Signals	2	6.9%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
PDS_CORPORATE EVENTS A_SC	2	6.9%	100.0%	20 min 0.0% ≤15 min · n=2	0	0.0%
Bmw Contact Dealer - Special Offers	1	3.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Repeat customer	1	3.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
AMP - Lower Monthly Payment Offer	1	3.4%	100.0%	25 min 0.0% ≤15 min · n=1	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
Total / avg	29	100.0%	100.0%	5 min 89.7% ≤15 min · n=29	2	6.9%

3) Phone and walk-in detail

Phone 27 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	16	59.3%	100.0%	—	1	6.2%
Referral	4	14.8%	100.0%	—	0	0.0%
Phone Up	4	14.8%	100.0%	—	0	0.0%
Repeat Customer	3	11.1%	100.0%	—	1	33.3%
Total / avg	27	100.0%	100.0%	—	2	7.4%

Walk-in 42 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	19	45.2%	100.0%	—	7	36.8%
WALK IN DRIVE BY	10	23.8%	100.0%	—	3	30.0%
Repeat Customer	7	16.7%	100.0%	—	4	57.1%
Referral	5	11.9%	100.0%	—	3	60.0%
Phone Up	1	2.4%	100.0%	—	1	100.0%
Total / avg	42	100.0%	100.0%	—	18	42.9%

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%

↑ 2.9 pts vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 96.5%
Internet workable (excl. Bad): 473 · worked 470
All-channel contact (for context): 99.4% on 542 workable opps
Unique after de-dupe: 662 · CRM rows before de-dupe: 1,149 · collapsed 487 repeats

2) Internet response time (median)

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

Good

0 min

faster by 5 min vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 5 min
Based on 464 timed internet leads (of 473 internet workable opps)

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

≤15 min · on goal324 (69.8%)

16–30 min · late (after 15)111 (23.9%)

Over 30 min · missed goal29 (6.2%)

No timed response9

3) Retail close rate

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

Good

18.1%

↑ 1.3 pts vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 16.8%
Retail sold (VinSolutions): 98 of 542 retail workable · Delivered 97 · On Order 1

4) Untouched over 24 hours

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

Watch

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	70.1%	Someone tried calling
Email attempt	84.9%	Someone sent an email
Text attempt	83.9%	Someone sent a text
Multi-channel	86.9%	Used 2+ methods on the same opp
Customer contact logged	74.4%	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): 8 opportunities, close 0.0%, contact 100.0% — keep separate from website + marketplace quality.

Oldest untouched examples as of Nov 09, 2026

Salesperson	Source	Arrived	Age
Reginald Day	Podium	Sep 11 2:43 PM	1,425h
Jason Arceneaux	Carfax — Marketplace	Oct 05 9:30 AM	854h
Reginald Day	Podium	Oct 06 6:47 PM	821h

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

Used Used Sales 542 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
Yasoob Zia	92 opps28 sold30.4% close	9 min 73.2% ≤15 · n=71 · drop 2 >4h	71 opps21 sold29.6% close	2 opps0 sold0.0% close	19 opps7 sold36.8% close	———	100.0%	0
Reginald Day	111 opps20 sold18.0% close	7 min 74.5% ≤15 · n=94 · drop 1 >4h	96 opps14 sold14.6% close	6 opps1 sold16.7% close	9 opps5 sold55.6% close	———	97.9%	2
Tasha Stubbs	123 opps18 sold14.6% close	9 min 68.6% ≤15 · n=105 · drop 1 >4h	108 opps14 sold13.0% close	6 opps1 sold16.7% close	9 opps3 sold33.3% close	———	100.0%	0
Jason Arceneaux	103 opps16 sold15.5% close	10 min 65.9% ≤15 · n=91	95 opps15 sold15.8% close	7 opps0 sold0.0% close	1 opps1 sold100.0% close	———	98.9%	1
Brandi Hutchinson	113 opps16 sold · 1 on order14.2% close	7 min 68.0% ≤15 · n=103 · drop 5 >4h	103 opps14 sold13.6% close	6 opps0 sold0.0% close	4 opps2 sold50.0% close	———	100.0%	0
Total / avg	542 opps98 sold · 1 on order18.1% close	8 min 69.8% ≤15 · n=464 · drop 9 >4h	473 opps78 sold16.5% close	27 opps2 sold7.4% close	42 opps18 sold42.9% close	———	99.4%	3

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 · Used 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 · Used

Last 90 days · Used department: 820 retail workable opportunities (979 unique after de-dupe; Bad excluded); retail close 17.8% (146 retail sold (145 delivered · 1 on order)); 1 retail sold still On Order (not delivered); internet is 85.1% of retail workable; internet CRM contact 98.4%; internet median response 3 min; 11 workable leads still untouched over 24h; BMW sponsored 3rd-party is 11 opps at 0.0% 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

Units in Active status

New

0.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

40 d

Days in inventory (Active)

No photo

31.3% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	35	42.2%
31–60 days	26	31.3%
61–90 days	21	25.3%
91–180 days	1	1.2%
180+ days	0	0.0%
Total aged units	83	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	83	40 d	22	1

New — top models

Unit	Count	Share of active lot
No new units

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	12.0%
BMW X5	7	8.4%
BMW 5 Series	6	7.2%
BMW X7	4	4.8%
BMW 3 Series	4	4.8%
BMW 4 Series	3	3.6%
BMW X1	3	3.6%
Ford Expedition	3	3.6%
BMW X5 M	2	2.4%
GMC Yukon XL	2	2.4%
Top listed	44	53.0%

Photo gap: 26 active units (31.3%) 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
Used	482	58.8%
Certified	220	26.8%
New	74	9.0%
Unknown	44	5.4%
Total	820	100.0%

Top vehicles of interest Aug 11 – Nov 8, 2026

Year / make / model	Opps	Share
2024 BMW X5	22	3.6%
2024 BMW X7	21	3.4%
2026 BMW X5	19	3.1%
2026 BMW Full Line	19	3.1%
2026 BMW 3 Series	17	2.8%
2026 BMW X3	16	2.6%
2024 BMW 8 Series	13	2.1%
2023 BMW X3	12	1.9%
2026 BMW X1	12	1.9%
2019 BMW 5 Series	10	1.6%
Total	161	100.0%

Trade-ins mentioned

Workable opportunities · Aug 11 – Nov 8, 2026

What this means 24.3% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2020 BMW X5	5	2.5%
2021 GMC Yukon	3	1.5%
2019 BMW 5 Series	3	1.5%
2019 Honda Accord	2	1.0%
2022 BMW X3	2	1.0%
2023 BMW X5	2	1.0%
2024 BMW 330i	2	1.0%
2024 BMW X3	2	1.0%
Total	21	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

979

From 1,712 raw CRM rows · 733 repeats collapsed

Retail workable

820

Excl. Bad (159) · excl. acquisition (0)

Retail sold

146

VinSolutions retail sold · close 17.8% of 820 retail workable

Delivered

145

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 146

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	317	45.4%	96.8%	12 min 62.7% ≤15 min · n=300 · avg on 285	35	11.0%
Autotrader / KBB ATKBB	88	12.6%	100.0%	7 min 76.2% ≤15 min · n=84 * · avg on 81	15	17.0%
Other 3rd-party marketplaces	229	32.8%	99.6%	7 min 78.4% ≤15 min · n=222 · avg on 215	57	24.9%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	11	1.6%	100.0%	6 min 72.7% ≤15 min · n=11 *	0	0.0%
OEM / brand digital	6	0.9%	100.0%	10 min 66.7% ≤15 min · n=6	1	16.7%
Total / avg (families above)	651	—	—	—	108	16.6%

Digital families above total 651 workable internet-side rows shown in those buckets; internet CRM channel is 698. 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	83	5	88	15
CarGurus	37	0	37	19
TrueCar	75	0	75	14
Carfax	117	0	117	24

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)	698	85.1%	98.4%	9 min 70.7% ≤15 min · n=670 · avg on 644	112	16.0%	Forms, portals, chat, brand digital
Phone	55	6.7%	100.0%	—	4	7.3%	Phone-ups / tracked calls
Walk-in	67	8.2%	100.0%	—	30	44.8%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	820	100.0%	98.7%	—	146	17.8%

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 146 retail sold

Delivered

145

CRM status Delivered

Share of retail sold

0.7%

On Order ÷ retail sold

On Order units in window

Lead created	Sold date	Rep	Team	Channel	Vehicle	Inv type	Stock	Status	Status custom
Oct 13	Oct 17	Brandi Hutchinson	Used Sales	Walk-in	2027 BMW M440i xDrive	New	—	On Order	Hot - Daily Follow-Up

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	698	85.1%	98.4%	9 min 70.7% ≤15 min · n=670 · avg on 644	112	16.0%
Phone	55	6.7%	100.0%	—	4	7.3%
Walk-in	67	8.2%	100.0%	—	30	44.8%
Total / avg	820	100.0%	98.6%	9 min 100.0% ≤15 min · n=670	146	17.8%

2) Internet broken down

Families inside internet · Aug 11 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 11 opps · close 0.0% · contact 100.0% · avg 6 min

Program source	Opps	Share	Contacted	Avg response	Close rate	Bad
JD Power Smartleads	10	90.9%	100.0%	6 min 70.0% ≤15 min · n=10 *	0.0%	8
Car and Driver Blackbook — Trade-in	1	9.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%	2
Total / avg	11	100.0%	100.0%	6 min 100.0% ≤15 min · n=11	0.0%	10

Dealer website & on-site 317 · 45.4% of internet · close 11.0% · avg 12 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	152	47.9%	100.0%	13 min 61.5% ≤15 min · n=148 · avg on 143	6	3.9%
Dealer website — Request more info	68	21.5%	100.0%	9 min 73.1% ≤15 min · n=67 · avg on 65	21	30.9%
Podium	66	20.8%	84.8%	16 min 43.6% ≤15 min · n=55 · avg on 48	4	6.1%
Motive — Qualify	18	5.7%	100.0%	4 min 88.9% ≤15 min · n=18 *	4	22.2%
Motive — Trade	4	1.3%	100.0%	7 min 75.0% ≤15 min · n=4 *	0	0.0%
Dealer website — Chat	4	1.3%	100.0%	15 min 50.0% ≤15 min · n=4	0	0.0%
Motive — Credit	2	0.6%	100.0%	—	0	0.0%
Dealer website — Finance pre-qual	1	0.3%	100.0%	8 min 100.0% ≤15 min · n=1	0	0.0%
Dealer Website-Test Drive	1	0.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Dealer Contact - Inventory	1	0.3%	100.0%	11 min 100.0% ≤15 min · n=1	0	0.0%
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Total / avg	317	100.0%	96.8%	12 min 81.6% ≤15 min · n=299	35	11.0%

OEM / brand digital 6 · 0.9% of internet · close 16.7% · avg 10 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Bmwusa Pre-Owned Contact Us	3	50.0%	100.0%	11 min 66.7% ≤15 min · n=3	1	33.3%
BYO - GET A QUOTE	1	16.7%	100.0%	4 min 100.0% ≤15 min · n=1	0	0.0%
Get a quote - Inventory	1	16.7%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
Bmwusa Pre-Owned Get A Quote	1	16.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Byo Matching Inventory - Get a Quote	0	0.0%	—	—	0	—
Total / avg	6	100.0%	100.0%	10 min 83.3% ≤15 min · n=6	1	16.7%

ATKBBAutotrader / KBB (one 3rd party · their channels) 88 · 12.6% of internet · close 17.0% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	75	85.2%	100.0%	6 min 77.8% ≤15 min · n=72 * · avg on 69	12	16.0%
ATAutotrader — Wallet	7	8.0%	100.0%	8 min 85.7% ≤15 min · n=7	1	14.3%
ATAutotrader — Phone lead	5	5.7%	100.0%	14 min 25.0% ≤15 min · n=4	2	40.0%
ATAutotrader — Market extension	1	1.1%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
ATAutotrader — Call tracking	0	0.0%	—	—	0	—
Total / avg	88	100.0%	100.0%	7 min 100.0% ≤15 min · n=84	15	17.0%

Third-party marketplaces (grouped by brand · product feeds indented) 229 · 32.8% of internet · close 24.9% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Carfax	117	51.1%	99.1%	7 min 100.0% ≤15 min · n=112	24	20.5%
TrueCar 16 product feeds	75	32.8%	100.0%	5 min 100.0% ≤15 min · n=74	14	18.7%
Marketplace	23	30.7%	100.0%	4 min 86.4% ≤15 min · n=22 * · avg on 21	5	21.7%
Credit Karma	7	9.3%	100.0%	10 min 85.7% ≤15 min · n=7 *	1	14.3%
Extended Network	7	9.3%	100.0%	4 min 85.7% ≤15 min · n=7 *	2	28.6%
Sam's Club	7	9.3%	100.0%	11 min 57.1% ≤15 min · n=7 · avg on 6	1	14.3%
Perkspot	6	8.0%	100.0%	7 min 66.7% ≤15 min · n=6 · avg on 5	2	33.3%
Autoweb	5	6.7%	100.0%	1 min 100.0% ≤15 min · n=5 *	0	0.0%
Benefithub	5	6.7%	100.0%	9 min 80.0% ≤15 min · n=5	2	40.0%
Iseecars	4	5.3%	100.0%	2 min 100.0% ≤15 min · n=4 *	0	0.0%
Truecar For Drivers On Uber	3	4.0%	100.0%	2 min 100.0% ≤15 min · n=3	1	33.3%
Perks at Work	2	2.7%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Auto Link	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Lifecare	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Navy Federal	1	1.3%	100.0%	2 min 100.0% ≤15 min · n=1	0	0.0%
Penfed	1	1.3%	100.0%	4 min 100.0% ≤15 min · n=1	0	0.0%
Truecar For Doordash	1	1.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Working Advantage	1	1.3%	100.0%	3 min 100.0% ≤15 min · n=1	0	0.0%
CarGurus	37	16.2%	100.0%	14 min 100.0% ≤15 min · n=36	19	51.4%
Total / avg	229	100.0%	99.5%	7 min 100.0% ≤15 min · n=222	57	24.9%

Campaigns & conquest 5 · 0.7% of internet · close 20.0% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Domestic Military Program Validated Customer	2	40.0%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Fs Bmw Credit App	1	20.0%	100.0%	3 min 100.0% ≤15 min · n=1	1	100.0%
Current Owner In Markt	1	20.0%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
Military Program - Contact Dealer - Failed Verification	1	20.0%	100.0%	19 min 0.0% ≤15 min · n=1	0	0.0%
Fs Loan Lead Service	0	0.0%	—	—	0	—
FS LOAN CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
FS LEASE LEAD 270	0	0.0%	—	—	0	—
Fs Loan Lead	0	0.0%	—	—	0	—
Fs Active Lead Service	0	0.0%	—	—	0	—
Total / avg	5	100.0%	100.0%	8 min 60.0% ≤15 min · n=5	1	20.0%

Other internet 42 · 6.0% of internet · close 7.1% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	23	54.8%	100.0%	7 min 82.6% ≤15 min · n=23	2	8.7%
AMP - Service to Sales Opportunity	9	21.4%	100.0%	0 min 100.0% ≤15 min · n=9 *	0	0.0%
Amp - Buying Signals	3	7.1%	100.0%	0 min 66.7% ≤15 min · n=3 * · avg on 2	0	0.0%
PDS_CORPORATE EVENTS A_SC	3	7.1%	100.0%	18 min 33.3% ≤15 min · n=3	0	0.0%
Pre-Owned Inventory - Test Drive	1	2.4%	100.0%	17 min 0.0% ≤15 min · n=1	0	0.0%
Bmw Contact Dealer - Special Offers	1	2.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Repeat customer	1	2.4%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
AMP - Lower Monthly Payment Offer	1	2.4%	100.0%	25 min 0.0% ≤15 min · n=1	0	0.0%
Fs Warranty Exp	0	0.0%	—	—	0	—
FS CPO EXPIRATION	0	0.0%	—	—	0	—
Total / avg	42	100.0%	100.0%	6 min 88.1% ≤15 min · n=42	3	7.1%

3) Phone and walk-in detail

Phone 55 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	25	45.5%	100.0%	—	2	8.0%
Phone Up	13	23.6%	100.0%	—	0	0.0%
Repeat Customer	9	16.4%	100.0%	—	1	11.1%
Referral	7	12.7%	100.0%	—	1	14.3%
Service Dept	1	1.8%	100.0%	—	0	0.0%
Total / avg	55	100.0%	100.0%	—	4	7.3%

Walk-in 67 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	30	44.8%	100.0%	—	12	40.0%
WALK IN DRIVE BY	19	28.4%	100.0%	—	8	42.1%
Repeat Customer	10	14.9%	100.0%	—	5	50.0%
Referral	5	7.5%	100.0%	—	3	60.0%
Service Dept	2	3.0%	100.0%	—	1	50.0%
Phone Up	1	1.5%	100.0%	—	1	100.0%
Total / avg	67	100.0%	100.0%	—	30	44.8%

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

98.4%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Internet workable (excl. Bad): 698 · worked 687
All-channel contact (for context): 98.7% on 820 workable opps
Unique after de-dupe: 979 · CRM rows before de-dupe: 1,712 · collapsed 733 repeats

2) Internet response time (median)

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

Good

3 min

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Based on 670 timed internet leads (of 698 internet workable opps)

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

≤15 min · on goal474 (70.7%)

16–30 min · late (after 15)132 (19.7%)

Over 30 min · missed goal64 (9.6%)

No timed response28

3) Retail close rate

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

Good

17.8%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Retail sold (VinSolutions): 146 of 820 retail workable · Delivered 145 · On Order 1

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	72.3%	Someone tried calling
Email attempt	82.9%	Someone sent an email
Text attempt	72.8%	Someone sent a text
Multi-channel	81.1%	Used 2+ methods on the same opp
Customer contact logged	73.5%	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): 11 opportunities, close 0.0%, contact 100.0% — keep separate from website + marketplace quality.
Reginald Day has 3 workable leads untouched over 24 hours.
Tasha Stubbs has 4 workable leads untouched over 24 hours.

Oldest untouched examples as of Nov 09, 2026

Salesperson	Source	Arrived	Age
Jason Arceneaux	Podium	Aug 15 1:47 PM	2,074h
Tasha Stubbs	Podium	Aug 23 2:03 AM	1,894h
Brandi Hutchinson	Podium	Aug 25 3:50 PM	1,832h
Reginald Day	Podium	Aug 27 12:53 PM	1,787h
Tasha Stubbs	Podium	Aug 28 7:06 PM	1,757h

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

Used Used Sales 819 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
Yasoob Zia	146 opps40 sold27.4% close	10 min 76.1% ≤15 · n=113 · drop 3 >4h	115 opps29 sold25.2% close	4 opps0 sold0.0% close	27 opps11 sold40.7% close	———	100.0%	0
Reginald Day	155 opps29 sold18.7% close	11 min 69.3% ≤15 · n=127 · drop 3 >4h	131 opps19 sold14.5% close	12 opps2 sold16.7% close	12 opps8 sold66.7% close	———	97.7%	3
Brandi Hutchinson	188 opps28 sold · 1 on order14.9% close	6 min 74.1% ≤15 · n=162 · drop 11 >4h	166 opps23 sold13.9% close	12 opps1 sold8.3% close	10 opps4 sold40.0% close	———	98.8%	2
Tasha Stubbs	188 opps27 sold14.4% close	10 min 68.8% ≤15 · n=144 · drop 5 >4h	156 opps22 sold14.1% close	18 opps1 sold5.6% close	14 opps4 sold28.6% close	———	97.4%	4
Jason Arceneaux	142 opps21 sold14.8% close	10 min 65.3% ≤15 · n=124 · drop 4 >4h	130 opps19 sold14.6% close	9 opps0 sold0.0% close	3 opps2 sold66.7% close	———	98.5%	2
Total / avg	819 opps145 sold · 1 on order17.7% close	9 min 70.8% ≤15 · n=670 · drop 26 >4h	698 opps112 sold16.0% close	55 opps4 sold7.3% close	66 opps29 sold43.9% close	———	98.4%	11

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
Charles Tortorich	1 opps1 sold100.0% close	—	———	———	1 opps1 sold100.0% close	———	100.0%	0
Total / avg	1 opps1 sold100.0% close	—	———	———	1 opps1 sold100.0% 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 · Used only — no other stores.

Month to date at a glance · Used

Month to date · Used department: 69 retail workable opportunities (87 unique after de-dupe; Bad excluded); retail close 11.6% (8 retail sold); internet is 87.0% of retail workable; internet CRM contact 100.0%; internet median response 0 min; BMW sponsored 3rd-party is 1 opps at 0.0% 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

Units in Active status

New

0.0% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

40 d

Days in inventory (Active)

No photo

31.3% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	35	42.2%
31–60 days	26	31.3%
61–90 days	21	25.3%
91–180 days	1	1.2%
180+ days	0	0.0%
Total aged units	83	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	83	40 d	22	1

New — top models

Unit	Count	Share of active lot
No new units

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	12.0%
BMW X5	7	8.4%
BMW 5 Series	6	7.2%
BMW X7	4	4.8%
BMW 3 Series	4	4.8%
BMW 4 Series	3	3.6%
BMW X1	3	3.6%
Ford Expedition	3	3.6%
BMW X5 M	2	2.4%
GMC Yukon XL	2	2.4%
Top listed	44	53.0%

Photo gap: 26 active units (31.3%) 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
Used	44	63.8%
Certified	19	27.5%
New	3	4.3%
Unknown	3	4.3%
Total	69	100.0%

Top vehicles of interest Nov 1–9, 2026

Year / make / model	Opps	Share
2026 BMW X3	3	5.8%
2027 BMW X7	2	3.8%
2023 BMW 4 Series	2	3.8%
2024 BMW X5	2	3.8%
2026 BMW 3 Series	2	3.8%
2024 BMW X7	2	3.8%
BMW X3	2	3.8%
2026 BMW X1	1	1.9%
2024 BMW 8 Series	1	1.9%
2019 Honda Accord Sedan	1	1.9%
Total	18	100.0%

Trade-ins mentioned

Workable opportunities · Nov 1–9, 2026

What this means 15.9% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2011 Toyota Highlander	1	9.1%
2025 Kia K5	1	9.1%
2020 Land Rover Range Rover Velar	1	9.1%
2021 Kia Soul	1	9.1%
2025 Toyota Camry	1	9.1%
2021 Chevrolet Tahoe	1	9.1%
2016 Lincoln Navigator	1	9.1%
2025 Chevrolet Trax	1	9.1%
Total	8	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

From 148 raw CRM rows · 61 repeats collapsed

Retail workable

Excl. Bad (18) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 11.6% of 69 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 8

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	26	43.3%	100.0%	7 min 65.4% ≤15 min · n=26 *	1	3.8%
Autotrader / KBB ATKBB	12	20.0%	100.0%	8 min 63.6% ≤15 min · n=11 *	1	8.3%
Other 3rd-party marketplaces	21	35.0%	100.0%	2 min 90.5% ≤15 min · n=21 *	3	14.3%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	1	1.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
OEM / brand digital	0	—	—	—	—	—
Total / avg (families above)	60	—	—	—	5	8.3%

Digital families above total 60 workable internet-side rows shown in those buckets; internet CRM channel is 60. 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	11	1	12	1
CarGurus	3	0	3	1
TrueCar	8	0	8	0
Carfax	10	0	10	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)

CRM channel	Workable opps	Share	Contacted	Avg response	Sold	Close	Plain English
Internet (web forms / digital)	60	87.0%	100.0%	5 min 74.6% ≤15 min · n=59 *	5	8.3%	Forms, portals, chat, brand digital
Phone	2	2.9%	100.0%	—	0	0.0%	Phone-ups / tracked calls
Walk-in	7	10.1%	100.0%	—	3	42.9%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	69	100.0%	100.0%	—	8	11.6%

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	60	87.0%	100.0%	5 min 74.6% ≤15 min · n=59 *	5	8.3%
Phone	2	2.9%	100.0%	—	0	0.0%
Walk-in	7	10.1%	100.0%	—	3	42.9%
Total / avg	69	100.0%	100.0%	5 min 100.0% ≤15 min · n=59	8	11.6%

2) Internet broken down

Families inside internet · Nov 1–9, 2026

BMW sponsored 3rd-party — watch list 1 opps · close 0.0% · contact 100.0% · avg 0 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%	1
Total / avg	1	100.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%	1

Dealer website & on-site 26 · 43.3% of internet · close 3.8% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	11	42.3%	100.0%	8 min 63.6% ≤15 min · n=11 *	0	0.0%
Podium	8	30.8%	100.0%	10 min 50.0% ≤15 min · n=8 *	0	0.0%
Dealer website — Request more info	5	19.2%	100.0%	1 min 100.0% ≤15 min · n=5 *	1	20.0%
Motive — Qualify	2	7.7%	100.0%	9 min 50.0% ≤15 min · n=2 *	0	0.0%
Motive — Credit	0	0.0%	—	—	0	—
Dealer Website-Test Drive	0	0.0%	—	—	0	—
Total / avg	26	100.0%	100.0%	7 min 100.0% ≤15 min · n=26	1	3.8%

ATKBBAutotrader / KBB (one 3rd party · their channels) 12 · 20.0% of internet · close 8.3% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	11	91.7%	100.0%	8 min 60.0% ≤15 min · n=10 *	0	0.0%
ATAutotrader — Phone lead	1	8.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
Total / avg	12	100.0%	100.0%	8 min 100.0% ≤15 min · n=11	1	8.3%

Third-party marketplaces (grouped by brand · product feeds indented) 21 · 35.0% of internet · close 14.3% · avg 2 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Carfax	10	47.6%	100.0%	0 min 100.0% ≤15 min · n=10 *	2	20.0%
TrueCar 5 product feeds	8	38.1%	100.0%	0 min 100.0% ≤15 min · n=8 *	0	0.0%
Marketplace	3	37.5%	100.0%	0 min 100.0% ≤15 min · n=3 *	0	0.0%
Autoweb	2	25.0%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Credit Karma	1	12.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Iseecars	1	12.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Liberty Mutual	1	12.5%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
CarGurus	3	14.3%	100.0%	13 min 100.0% ≤15 min · n=3	1	33.3%
Total / avg	21	100.0%	100.0%	2 min 100.0% ≤15 min · n=21 *	3	14.3%

Campaigns & conquest 0 · 0.0% of internet · close — · avg —

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Fs Loan Lead	0	0.0%	—	—	0	—
Total / avg	0	100.0%	—	—	0	—

Other internet 0 · 0.0% of internet · close — · avg —

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	0	0.0%	—	—	0	—
Total / avg	0	100.0%	—	—	0	—

3) Phone and walk-in detail

Phone 2 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	2	100.0%	100.0%	—	0	0.0%
Total / avg	2	100.0%	100.0%	—	0	0.0%

Walk-in 7 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Dealers WebSite	5	71.4%	100.0%	—	2	40.0%
Referral	1	14.3%	100.0%	—	1	100.0%
WALK IN DRIVE BY	1	14.3%	100.0%	—	0	0.0%
Total / avg	7	100.0%	100.0%	—	3	42.9%

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%

↑ 2.6 pts vs same days last month · Prior (Oct 1–9, 2026): 97.4%
Internet workable (excl. Bad): 60 · worked 60
All-channel contact (for context): 100.0% on 69 workable opps
Unique after de-dupe: 87 · CRM rows before de-dupe: 148 · collapsed 61 repeats

2) Internet response time (median)

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

Good

0 min

faster by 1 min vs same days last month · Prior (Oct 1–9, 2026): 1 min
Based on 59 timed internet leads (of 60 internet workable opps)

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

≤15 min · on goal44 (74.6%)

16–30 min · late (after 15)15 (25.4%)

Over 30 min · missed goal0 (0.0%)

No timed response1

3) Retail close rate

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

Good

11.6%

↓ 2.8 pts vs same days last month · Prior (Oct 1–9, 2026): 14.4%
Retail sold (VinSolutions): 8 of 69 retail workable · Delivered 8 · 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	60.9%	Someone tried calling
Email attempt	79.7%	Someone sent an email
Text attempt	89.9%	Someone sent a text
Multi-channel	82.6%	Used 2+ methods on the same opp
Customer contact logged	65.2%	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): 1 opportunities, close 0.0%, 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

Used Used Sales 69 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
Yasoob Zia	11 opps2 sold18.2% close	9 min 57.1% ≤15 · n=7	7 opps0 sold0.0% close	———	4 opps2 sold50.0% close	———	100.0%
Jason Arceneaux	15 opps2 sold13.3% close	6 min 71.4% ≤15 · n=14	15 opps2 sold13.3% close	———	———	———	100.0%
Brandi Hutchinson	20 opps2 sold10.0% close	4 min 85.0% ≤15 · n=20	20 opps2 sold10.0% close	———	———	———	100.0%
Reginald Day	11 opps1 sold9.1% close	8 min 62.5% ≤15 · n=8	8 opps0 sold0.0% close	2 opps0 sold0.0% close	1 opps1 sold100.0% close	———	100.0%
Tasha Stubbs	12 opps1 sold8.3% close	4 min 80.0% ≤15 · n=10	10 opps1 sold10.0% close	———	2 opps0 sold0.0% close	———	100.0%
Total / avg	69 opps8 sold11.6% close	5 min 74.6% ≤15 · n=59	60 opps5 sold8.3% close	2 opps0 sold0.0% close	7 opps3 sold42.9% 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 · Used only — no other stores.