GM Weekly — Brian Harris BMW

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

Last 30 days at a glance

Last 30 days: 613 retail workable opportunities (782 unique after de-dupe; Bad excluded); retail close 16.2% (99 retail sold (93 delivered · 6 on order)); 6 retail sold still On Order (not delivered); internet is 71.9% of retail workable; internet CRM contact 99.8%; internet median response 0 min; 4 workable leads still untouched over 24h; BMW sponsored 3rd-party is 46 opps at 2.2% 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: 201. This is not contact rate or response speed — those start at Stage 4 (Handling).

Active total

201

Units in Active status

New

118

58.7% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

33 d

Days in inventory (Active)

No photo

32.8% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	92	45.8%
31–60 days	60	29.9%
61–90 days	48	23.9%
91–180 days	1	0.5%
180+ days	0	0.0%
Total aged units	201	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
New	118	32 d	27	0
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	201	33 d	49	1

New — top models

Unit	Count	Share of active lot
X3	34	16.9%
X7	20	10.0%
3 Series	16	8.0%
5 Series	13	6.5%
X5	10	5.0%
X6	8	4.0%
4 Series	4	2.0%
X2	4	2.0%
2 Series	2	1.0%
M5	2	1.0%
Top listed	113	56.2%

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	5.0%
BMW X5	7	3.5%
BMW 5 Series	6	3.0%
BMW X7	4	2.0%
BMW 3 Series	4	2.0%
BMW 4 Series	3	1.5%
BMW X1	3	1.5%
Ford Expedition	3	1.5%
BMW X5 M	2	1.0%
GMC Yukon XL	2	1.0%
Top listed	44	21.9%

Photo gap: 66 active units (32.8%) 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	268	43.7%
Used	187	30.5%
Certified	91	14.8%
Unknown	67	10.9%
Total	613	100.0%

Top vehicles of interest Oct 10 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	32	6.5%
2026 BMW Full Line	24	4.9%
2027 BMW X5	20	4.1%
2027 BMW X7	19	3.9%
2026 BMW 3 Series	15	3.0%
2026 BMW X5	15	3.0%
2027 BMW X6	11	2.2%
2024 BMW X5	11	2.2%
2026 BMW 4 Series	10	2.0%
2024 BMW X7	9	1.8%
Total	166	100.0%

Trade-ins mentioned

Workable opportunities · Oct 10 – Nov 8, 2026

What this means 25.9% 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	3.1%
2024 BMW X5	5	3.1%
2024 BMW X7	3	1.9%
2025 BMW X5	3	1.9%
2020 BMW X5	3	1.9%
2026 BMW X7	2	1.3%
2015 Nissan Versa Note	2	1.3%
2024 BMW 330i	2	1.3%
Total	25	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

782

From 1,116 raw CRM rows · 334 repeats collapsed

Retail workable

613

Excl. Bad (169) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 16.2% of 613 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 99

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	152	34.1%	100.0%	9 min 58.7% ≤15 min · n=150	23	15.1%
Autotrader / KBB ATKBB	54	12.1%	94.4%	8 min 70.0% ≤15 min · n=50 * · avg on 48	8	14.8%
Other 3rd-party marketplaces	106	23.8%	100.0%	4 min 80.8% ≤15 min · n=104 * · avg on 102	20	18.9%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	46	10.3%	100.0%	5 min 80.4% ≤15 min · n=46 *	1	2.2%
OEM / brand digital	23	5.2%	100.0%	8 min 65.2% ≤15 min · n=23 · avg on 21	0	0.0%
Total / avg (families above)	381	—	—	—	52	13.6%

Digital families above total 381 workable internet-side rows shown in those buckets; internet CRM channel is 441. 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	47	8	55	8
CarGurus	13	0	13	6
TrueCar	46	0	46	2
Carfax	47	0	47	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)	441	71.9%	99.8%	7 min 69.7% ≤15 min · n=433 * · avg on 428	55	12.5%	Forms, portals, chat, brand digital
Phone	78	12.7%	96.2%	—	12	15.4%	Phone-ups / tracked calls
Walk-in	94	15.3%	100.0%	—	32	34.0%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	613	100.0%	99.3%	—	99	16.2%

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 99 retail sold

Delivered

CRM status Delivered

Share of retail sold

6.1%

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 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	441	71.9%	99.8%	7 min 69.7% ≤15 min · n=433 * · avg on 428	55	12.5%
Phone	78	12.7%	96.2%	—	12	15.4%
Walk-in	94	15.3%	100.0%	—	32	34.0%
Total / avg	613	100.0%	99.4%	7 min 100.0% ≤15 min · n=433	99	16.2%

2) Internet broken down

Families inside internet · Oct 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 46 opps · close 2.2% · 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	43	93.5%	100.0%	4 min 81.4% ≤15 min · n=43 *	1	2.3%	7
Car and Driver Blackbook — Trade-in	3	6.5%	100.0%	11 min 66.7% ≤15 min · n=3	0	0.0%	2
Total / avg	46	100.0%	100.0%	5 min 100.0% ≤15 min · n=46	1	2.2%	9

Dealer website & on-site 152 · 34.1% of internet · close 15.1% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	49	32.2%	100.0%	7 min 68.8% ≤15 min · n=48 *	3	6.1%
Podium	40	26.3%	100.0%	13 min 37.5% ≤15 min · n=40	4	10.0%
Dealer website — Request more info	31	20.4%	100.0%	6 min 74.2% ≤15 min · n=31 *	11	35.5%
Motive — Qualify	12	7.9%	100.0%	8 min 58.3% ≤15 min · n=12 *	3	25.0%
Dealer website — Chat	8	5.3%	100.0%	14 min 50.0% ≤15 min · n=8	1	12.5%
Motive — Credit	6	3.9%	100.0%	14 min 33.3% ≤15 min · n=6	0	0.0%
Motive — Trade	3	2.0%	100.0%	6 min 66.7% ≤15 min · n=3 *	1	33.3%
Dealer website — Finance pre-qual	1	0.7%	100.0%	—	0	0.0%
Dealer Contact - Inventory	1	0.7%	100.0%	11 min 100.0% ≤15 min · n=1	0	0.0%
Bmw Get A Quote - Special Offers	1	0.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Dealer Website-Test Drive	0	0.0%	—	—	0	—
Total / avg	152	100.0%	100.0%	9 min 100.0% ≤15 min · n=150	23	15.1%

OEM / brand digital 23 · 5.2% of internet · close 0.0% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Close rate
BYO - GET A QUOTE	12	52.2%	100.0%	10 min 66.7% ≤15 min · n=12	0.0%
Bmwusa Test Drive Appointment	3	13.0%	100.0%	0 min 33.3% ≤15 min · n=3 · avg on 1	0.0%
Get a quote - Inventory	3	13.0%	100.0%	7 min 66.7% ≤15 min · n=3 *	0.0%
Byo Matching Inventory - Get a Quote	1	4.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	4.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
Order Now Byo - Military Incentive	1	4.3%	100.0%	1 min 100.0% ≤15 min · n=1	0.0%
Byo - Test Drive Request	1	4.3%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Bmwusa Pre-Owned Get A Quote	1	4.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0.0%
ORDER NOW - BUILD YOUR OWN	0	0.0%	—	—	—
Total / avg	23	100.0%	100.0%	7 min 95.7% ≤15 min · n=23	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 54 · 12.1% of internet · close 14.8% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	44	81.5%	100.0%	7 min 76.7% ≤15 min · n=43 *	6	13.6%
ATAutotrader — Call tracking	5	9.3%	40.0%	—	0	0.0%
ATAutotrader — Phone lead	3	5.6%	100.0%	13 min 33.3% ≤15 min · n=3	2	66.7%
ATAutotrader — Market extension	2	3.7%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Total / avg	54	100.0%	94.4%	8 min 100.0% ≤15 min · n=48	8	14.8%

Third-party marketplaces (grouped by brand · product feeds indented) 106 · 23.8% of internet · close 18.9% · avg 4 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Carfax	47	44.3%	100.0%	5 min 100.0% ≤15 min · n=46	12	25.5%
TrueCar 14 product feeds	46	43.4%	100.0%	4 min 97.7% ≤15 min · n=44	2	4.3%
Marketplace	11	23.9%	100.0%	2 min 90.9% ≤15 min · n=11 *	1	9.1%
Extended Network	7	15.2%	100.0%	5 min 85.7% ≤15 min · n=7 *	1	14.3%
Navy Federal	4	8.7%	100.0%	6 min 66.7% ≤15 min · n=3	0	0.0%
Perkspot	4	8.7%	100.0%	7 min 75.0% ≤15 min · n=4 *	0	0.0%
Sam's Club	4	8.7%	100.0%	3 min 75.0% ≤15 min · n=4 * · avg on 3	0	0.0%
Credit Karma	3	6.5%	100.0%	0 min 100.0% ≤15 min · n=3 *	0	0.0%
Autoweb	2	4.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Iseecars	2	4.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Lifecare	2	4.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Truecar For Drivers On Uber	2	4.3%	100.0%	2 min 100.0% ≤15 min · n=2 *	0	0.0%
Truecar Military Military	2	4.3%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Benefithub	1	2.2%	100.0%	39 min 0.0% ≤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%
CarGurus	13	12.3%	100.0%	6 min 100.0% ≤15 min · n=13	6	46.2%
Total / avg	106	100.0%	100.0%	4 min 100.0% ≤15 min · n=103	20	18.9%

Campaigns & conquest 14 · 3.1% of internet · close 0.0% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Close rate
Domestic Military Program Validated Customer	4	28.6%	100.0%	11 min 50.0% ≤15 min · n=4	0.0%
Southern26_texansgamedaysweeps_0813	3	21.4%	100.0%	12 min 66.7% ≤15 min · n=3	0.0%
Fs Bmw Credit App	3	21.4%	100.0%	5 min 100.0% ≤15 min · n=3	0.0%
Current Owner In Markt	2	14.3%	100.0%	2 min 100.0% ≤15 min · n=2 *	0.0%
Military Program - Contact Dealer - Failed Verification	1	7.1%	100.0%	20 min 0.0% ≤15 min · n=1	0.0%
Southern26_texashookemonthehighway26_0905	1	7.1%	100.0%	—	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	14	100.0%	100.0%	9 min 92.3% ≤15 min · n=13	0.0%

Other internet 51 · 11.4% of internet · close 5.9% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	19	37.3%	100.0%	5 min 78.9% ≤15 min · n=19 *	2	10.5%
PDS_CORPORATE EVENTS A_SC	12	23.5%	100.0%	15 min 27.3% ≤15 min · n=11	0	0.0%
AMP - Service to Sales Opportunity	6	11.8%	100.0%	1 min 100.0% ≤15 min · n=6 *	0	0.0%
Amp - Buying Signals	6	11.8%	83.3%	0 min 80.0% ≤15 min · n=5 * · avg on 4	0	0.0%
Bmw Contact Dealer - Special Offers	3	5.9%	100.0%	7 min 66.7% ≤15 min · n=3 *	0	0.0%
Gkl26_white Elephant Nantucket_0101	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motorsport26_2026 Petit Le Mans_0930	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Repeat customer	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
New Car Inventory - Testdrive	1	2.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
AMP - Lower Monthly Payment Offer	1	2.0%	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	51	100.0%	98.0%	6 min 75.5% ≤15 min · n=49	3	5.9%

3) Phone and walk-in detail

Phone 73 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	25	34.2%	100.0%	—	6	24.0%
Phone Up	19	26.0%	100.0%	—	1	5.3%
Dealers WebSite	14	19.2%	100.0%	—	1	7.1%
Referral	10	13.7%	100.0%	—	3	30.0%
Service Dept	3	4.1%	100.0%	—	0	0.0%
WALK IN DRIVE BY	2	2.7%	100.0%	—	1	50.0%
Total / avg	73	100.0%	100.0%	—	12	16.4%

Walk-in 94 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	50	53.2%	100.0%	—	13	26.0%
Repeat Customer	16	17.0%	100.0%	—	8	50.0%
Dealers WebSite	15	16.0%	100.0%	—	6	40.0%
Referral	6	6.4%	100.0%	—	2	33.3%
Service Dept	5	5.3%	100.0%	—	2	40.0%
Phone Up	1	1.1%	100.0%	—	1	100.0%
Television	1	1.1%	100.0%	—	0	0.0%
Total / avg	94	100.0%	100.0%	—	32	34.0%

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

99.8%

↑ 0.8 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 99.0%
Internet workable (excl. Bad): 441 · worked 440
All-channel contact (for context): 99.3% on 613 workable opps
Unique after de-dupe: 782 · CRM rows before de-dupe: 1,116 · collapsed 334 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 5 min vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 5 min
Based on 433 timed internet leads (of 441 internet workable opps)

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

≤15 min · on goal302 (69.7%)

16–30 min · late (after 15)120 (27.7%)

Over 30 min · missed goal11 (2.5%)

No timed response8

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

16.2%

↓ 2.6 pts vs prior 30 days · Prior (Sep 10 – Oct 9, 2026): 18.8%
Retail sold (VinSolutions): 99 of 613 retail workable · Delivered 93 · On Order 6

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	69.0%	Someone tried calling
Email attempt	79.0%	Someone sent an email
Text attempt	77.5%	Someone sent a text
Multi-channel	80.6%	Used 2+ methods on the same opp
Customer contact logged	75.0%	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): 46 opportunities, close 2.2%, 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

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 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

Last 60 days: 1177 retail workable opportunities (1525 unique after de-dupe; Bad excluded); retail close 17.6% (207 retail sold (196 delivered · 11 on order)); 11 retail sold still On Order (not delivered); internet is 70.9% of retail workable; internet CRM contact 99.4%; internet median response 2 min; 9 workable leads still untouched over 24h; BMW sponsored 3rd-party is 86 opps at 1.2% 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

201

Units in Active status

New

118

58.7% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

33 d

Days in inventory (Active)

No photo

32.8% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	92	45.8%
31–60 days	60	29.9%
61–90 days	48	23.9%
91–180 days	1	0.5%
180+ days	0	0.0%
Total aged units	201	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
New	118	32 d	27	0
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	201	33 d	49	1

New — top models

Unit	Count	Share of active lot
X3	34	16.9%
X7	20	10.0%
3 Series	16	8.0%
5 Series	13	6.5%
X5	10	5.0%
X6	8	4.0%
4 Series	4	2.0%
X2	4	2.0%
2 Series	2	1.0%
M5	2	1.0%
Top listed	113	56.2%

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	5.0%
BMW X5	7	3.5%
BMW 5 Series	6	3.0%
BMW X7	4	2.0%
BMW 3 Series	4	2.0%
BMW 4 Series	3	1.5%
BMW X1	3	1.5%
Ford Expedition	3	1.5%
BMW X5 M	2	1.0%
GMC Yukon XL	2	1.0%
Top listed	44	21.9%

Photo gap: 66 active units (32.8%) 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	511	43.4%
Used	357	30.3%
Certified	181	15.4%
Unknown	128	10.9%
Total	1,177	100.0%

Top vehicles of interest Sep 10 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	67	7.1%
2026 BMW Full Line	52	5.5%
2026 BMW X5	49	5.2%
2027 BMW X7	34	3.6%
2027 BMW X5	29	3.1%
2026 BMW 3 Series	27	2.9%
2024 BMW X5	21	2.2%
2024 BMW X7	20	2.1%
2027 BMW X6	17	1.8%
2026 BMW 4 Series	15	1.6%
Total	331	100.0%

Trade-ins mentioned

Workable opportunities · Sep 10 – Nov 8, 2026

What this means 27.4% 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	12	3.7%
2020 BMW X5	7	2.2%
2024 BMW X5	7	2.2%
2024 BMW X7	5	1.5%
2025 BMW X5	5	1.5%
2026 BMW X3	4	1.2%
2019 BMW 5 Series	4	1.2%
2021 BMW X5	4	1.2%
Total	48	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

1,525

From 2,222 raw CRM rows · 697 repeats collapsed

Retail workable

1,177

Excl. Bad (348) · excl. acquisition (0)

Retail sold

207

VinSolutions retail sold · close 17.6% of 1,177 retail workable

Delivered

196

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 207

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	297	35.2%	99.3%	11 min 60.1% ≤15 min · n=291 · avg on 287	43	14.5%
Autotrader / KBB ATKBB	80	9.5%	95.0%	9 min 68.5% ≤15 min · n=73 * · avg on 69	10	12.5%
Other 3rd-party marketplaces	214	25.4%	99.5%	6 min 78.9% ≤15 min · n=209 * · avg on 203	46	21.5%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	86	10.2%	100.0%	8 min 72.9% ≤15 min · n=85 · avg on 82	1	1.2%
OEM / brand digital	38	4.5%	100.0%	13 min 68.4% ≤15 min · n=38 · avg on 36	1	2.6%
Total / avg (families above)	715	—	—	—	101	14.1%

Digital families above total 715 workable internet-side rows shown in those buckets; internet CRM channel is 835. 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	69	12	81	10
CarGurus	26	0	26	13
TrueCar	102	0	102	14
Carfax	86	0	86	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)	835	70.9%	99.4%	10 min 68.0% ≤15 min · n=815 · avg on 794	109	13.1%	Forms, portals, chat, brand digital
Phone	160	13.6%	97.5%	45 min 0.0% ≤15 min · n=4 · avg on 1	33	20.6%	Phone-ups / tracked calls
Walk-in	182	15.5%	100.0%	—	65	35.7%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	1,177	100.0%	99.2%	—	207	17.6%

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 207 retail sold

Delivered

196

CRM status Delivered

Share of retail sold

5.3%

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 13	Oct 17	Brandi Hutchinson	Used Sales	Walk-in	2027 BMW M440i xDrive	New	—	On Order	Hot - Daily 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	835	70.9%	99.4%	10 min 68.0% ≤15 min · n=815 · avg on 794	109	13.1%
Phone	160	13.6%	97.5%	45 min 0.0% ≤15 min · n=4 · avg on 1	33	20.6%
Walk-in	182	15.5%	100.0%	—	65	35.7%
Total / avg	1,177	100.0%	99.2%	10 min 99.5% ≤15 min · n=819	207	17.6%

2) Internet broken down

Families inside internet · Sep 10 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 86 opps · close 1.2% · contact 100.0% · avg 8 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	81	94.2%	100.0%	8 min 72.5% ≤15 min · n=80 · avg on 77	1	1.2%	13
Car and Driver Blackbook — Trade-in	5	5.8%	100.0%	7 min 80.0% ≤15 min · n=5	0	0.0%	2
Total / avg	86	100.0%	100.0%	7 min 100.0% ≤15 min · n=85	1	1.2%	15

Dealer website & on-site 297 · 35.2% of internet · close 14.5% · avg 11 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	113	38.0%	100.0%	9 min 67.0% ≤15 min · n=112 · avg on 111	5	4.4%
Dealer website — Request more info	69	23.2%	100.0%	11 min 63.2% ≤15 min · n=68	21	30.4%
Podium	59	19.9%	96.6%	16 min 37.5% ≤15 min · n=56 · avg on 53	6	10.2%
Motive — Qualify	24	8.1%	100.0%	6 min 75.0% ≤15 min · n=24 *	6	25.0%
Dealer website — Chat	11	3.7%	100.0%	17 min 36.4% ≤15 min · n=11	2	18.2%
Motive — Credit	9	3.0%	100.0%	12 min 55.6% ≤15 min · n=9	1	11.1%
Dealer Contact - Inventory	3	1.0%	100.0%	9 min 66.7% ≤15 min · n=3	0	0.0%
Motive — Trade	3	1.0%	100.0%	6 min 66.7% ≤15 min · n=3 *	1	33.3%
Dealer website — Finance pre-qual	2	0.7%	100.0%	8 min 100.0% ≤15 min · n=1	0	0.0%
Bmw Get A Quote - Special Offers	2	0.7%	100.0%	0 min 100.0% ≤15 min · n=2 *	1	50.0%
Dealer Contact	1	0.3%	100.0%	0 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%
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Total / avg	297	100.0%	99.3%	11 min 77.0% ≤15 min · n=291	43	14.5%

OEM / brand digital 38 · 4.5% of internet · close 2.6% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
BYO - GET A QUOTE	20	52.6%	100.0%	17 min 70.0% ≤15 min · n=20	0	0.0%
Get a quote - Inventory	6	15.8%	100.0%	10 min 66.7% ≤15 min · n=6	0	0.0%
Bmwusa Test Drive Appointment	4	10.5%	100.0%	0 min 50.0% ≤15 min · n=4 * · avg on 2	0	0.0%
Bmwusa Pre-Owned Contact Us	2	5.3%	100.0%	14 min 50.0% ≤15 min · n=2 *	1	50.0%
Bmwusa Chatbot - Contact Dealer	1	2.6%	100.0%	12 min 100.0% ≤15 min · n=1	0	0.0%
Byo Matching Inventory - Get a Quote	1	2.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	2.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Order Now Byo - Military Incentive	1	2.6%	100.0%	1 min 100.0% ≤15 min · n=1	0	0.0%
Byo - Test Drive Request	1	2.6%	100.0%	20 min 0.0% ≤15 min · n=1	0	0.0%
Bmwusa Pre-Owned Get A Quote	1	2.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
ORDER NOW - BUILD YOUR OWN	0	0.0%	—	—	0	—
Total / avg	38	100.0%	100.0%	12 min 44.7% ≤15 min · n=38	1	2.6%

ATKBBAutotrader / KBB (one 3rd party · their channels) 80 · 9.5% of internet · close 12.5% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	66	82.5%	100.0%	8 min 75.0% ≤15 min · n=64 * · avg on 63	8	12.1%
ATAutotrader — Call tracking	8	10.0%	50.0%	45 min 0.0% ≤15 min · n=4 · avg on 1	0	0.0%
ATAutotrader — Phone lead	4	5.0%	100.0%	13 min 33.3% ≤15 min · n=3	2	50.0%
ATAutotrader — Market extension	2	2.5%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Total / avg	80	100.0%	95.0%	10 min 94.5% ≤15 min · n=73	10	12.5%

Third-party marketplaces (grouped by brand · product feeds indented) 214 · 25.4% of internet · close 21.5% · avg 6 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
TrueCar 19 product feeds	102	47.7%	100.0%	6 min 94.9% ≤15 min · n=98	14	13.7%
Marketplace	34	33.3%	100.0%	7 min 87.9% ≤15 min · n=33 * · avg on 32	5	14.7%
Extended Network	12	11.8%	100.0%	5 min 83.3% ≤15 min · n=12 *	3	25.0%
Credit Karma	8	7.8%	100.0%	10 min 87.5% ≤15 min · n=8 *	1	12.5%
Sam's Club	8	7.8%	100.0%	7 min 75.0% ≤15 min · n=8 · avg on 7	3	37.5%
Perkspot	7	6.9%	100.0%	4 min 71.4% ≤15 min · n=7 * · avg on 6	1	14.3%
Benefithub	5	4.9%	100.0%	20 min 40.0% ≤15 min · n=5 · avg on 4	0	0.0%
Navy Federal	5	4.9%	100.0%	6 min 75.0% ≤15 min · n=4	0	0.0%
Autoweb	4	3.9%	100.0%	2 min 100.0% ≤15 min · n=4 *	0	0.0%
Truecar For Drivers On Uber	4	3.9%	100.0%	4 min 100.0% ≤15 min · n=4	1	25.0%
Truecar Military Military	3	2.9%	100.0%	8 min 66.7% ≤15 min · n=3 *	0	0.0%
Iseecars	2	2.0%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Lifecare	2	2.0%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Perks at Work	2	2.0%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Auto Link	1	1.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Autotempest	1	1.0%	100.0%	—	0	0.0%
Consumer Reports	1	1.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Truecar For Doordash	1	1.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Truecar Military	1	1.0%	100.0%	—	0	0.0%
Union Plus	1	1.0%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Carfax	86	40.2%	98.8%	5 min 100.0% ≤15 min · n=84	19	22.1%
CarGurus	26	12.1%	100.0%	12 min 100.0% ≤15 min · n=26	13	50.0%
Total / avg	214	100.0%	99.5%	6 min 100.0% ≤15 min · n=208	46	21.5%

Campaigns & conquest 20 · 2.4% of internet · close 5.0% · avg 17 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Domestic Military Program Validated Customer	6	30.0%	100.0%	31 min 33.3% ≤15 min · n=6	1	16.7%
Current Owner In Markt	5	25.0%	100.0%	10 min 60.0% ≤15 min · n=5	0	0.0%
Fs Bmw Credit App	3	15.0%	100.0%	5 min 100.0% ≤15 min · n=3	0	0.0%
Southern26_texansgamedaysweeps_0813	3	15.0%	100.0%	12 min 66.7% ≤15 min · n=3	0	0.0%
Military Program - Contact Dealer - Failed Verification	2	10.0%	100.0%	20 min 0.0% ≤15 min · n=2	0	0.0%
Southern26_texashookemonthehighway26_0905	1	5.0%	100.0%	—	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	—
FS LEASE CUSTOMER INTENT LEAD	0	0.0%	—	—	0	—
Southern26_rivalry Road Sweeps_1006	0	0.0%	—	—	0	—
Total / avg	20	100.0%	100.0%	17 min 57.9% ≤15 min · n=19	1	5.0%

Other internet 108 · 12.8% of internet · close 6.5% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	49	45.4%	100.0%	11 min 67.3% ≤15 min · n=49 · avg on 48	4	8.2%
AMP - Service to Sales Opportunity	22	20.4%	95.5%	25 min 61.9% ≤15 min · n=21 * · avg on 19	0	0.0%
PDS_CORPORATE EVENTS A_SC	13	12.0%	100.0%	15 min 33.3% ≤15 min · n=12	0	0.0%
Amp - Buying Signals	9	8.3%	88.9%	0 min 87.5% ≤15 min · n=8 * · avg on 7	0	0.0%
Bmw Contact Dealer - Special Offers	4	3.7%	100.0%	10 min 50.0% ≤15 min · n=4 *	0	0.0%
Acquire Desk By The Cooperative Agency	2	1.9%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	1	50.0%
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%
Repeat customer	1	0.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
New Car Inventory - Testdrive	1	0.9%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
AMP - Lower Monthly Payment Offer	1	0.9%	100.0%	25 min 0.0% ≤15 min · n=1	0	0.0%
Total / avg	108	100.0%	98.2%	13 min 77.9% ≤15 min · n=104	7	6.5%

3) Phone and walk-in detail

Phone 152 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	55	36.2%	100.0%	—	18	32.7%
Phone Up	31	20.4%	100.0%	—	4	12.9%
Dealers WebSite	26	17.1%	100.0%	—	3	11.5%
Referral	18	11.8%	100.0%	—	5	27.8%
Service Dept	13	8.6%	100.0%	—	2	15.4%
WALK IN DRIVE BY	7	4.6%	100.0%	—	1	14.3%
Television	1	0.7%	100.0%	—	0	0.0%
Email	1	0.7%	100.0%	—	0	0.0%
Total / avg	152	100.0%	100.0%	—	33	21.7%

Walk-in 182 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	97	53.3%	100.0%	—	28	28.9%
Repeat Customer	37	20.3%	100.0%	—	17	45.9%
Dealers WebSite	25	13.7%	100.0%	—	9	36.0%
Referral	11	6.0%	100.0%	—	4	36.4%
Service Dept	9	4.9%	100.0%	—	5	55.6%
Phone Up	2	1.1%	100.0%	—	2	100.0%
Television	1	0.5%	100.0%	—	0	0.0%
Total / avg	182	100.0%	100.0%	—	65	35.7%

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: 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%

↑ 1.6 pts vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 97.8%
Internet workable (excl. Bad): 835 · worked 830
All-channel contact (for context): 99.2% on 1,177 workable opps
Unique after de-dupe: 1,525 · CRM rows before de-dupe: 2,222 · collapsed 697 repeats

2) Internet response time (median)

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

Good

2 min

faster by 4 min vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 6 min
Based on 815 timed internet leads (of 835 internet workable opps)

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

≤15 min · on goal554 (68.0%)

16–30 min · late (after 15)198 (24.3%)

Over 30 min · missed goal63 (7.7%)

No timed response20

3) Retail close rate

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

Good

17.6%

↓ 2.0 pts vs prior 60 days · Prior (Jul 12 – Sep 9, 2026): 19.6%
Retail sold (VinSolutions): 207 of 1,177 retail workable · Delivered 196 · On Order 11

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	73.9%	Someone tried calling
Email attempt	81.1%	Someone sent an email
Text attempt	76.5%	Someone sent a text
Multi-channel	83.6%	Used 2+ methods on the same opp
Customer contact logged	76.0%	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): 86 opportunities, close 1.2%, 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
Reginald Day	Podium	Sep 11 2:43 PM	1,425h
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
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

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

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

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 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

Last 90 days: 1735 retail workable opportunities (2234 unique after de-dupe; Bad excluded); retail close 18.4% (319 retail sold (306 delivered · 13 on order)); 13 retail sold still On Order (not delivered); internet is 71.0% of retail workable; internet CRM contact 98.9%; internet median response 4 min; 19 workable leads still untouched over 24h; BMW sponsored 3rd-party is 115 opps at 0.9% 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

201

Units in Active status

New

118

58.7% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

33 d

Days in inventory (Active)

No photo

32.8% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	92	45.8%
31–60 days	60	29.9%
61–90 days	48	23.9%
91–180 days	1	0.5%
180+ days	0	0.0%
Total aged units	201	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
New	118	32 d	27	0
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	201	33 d	49	1

New — top models

Unit	Count	Share of active lot
X3	34	16.9%
X7	20	10.0%
3 Series	16	8.0%
5 Series	13	6.5%
X5	10	5.0%
X6	8	4.0%
4 Series	4	2.0%
X2	4	2.0%
2 Series	2	1.0%
M5	2	1.0%
Top listed	113	56.2%

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	5.0%
BMW X5	7	3.5%
BMW 5 Series	6	3.0%
BMW X7	4	2.0%
BMW 3 Series	4	2.0%
BMW 4 Series	3	1.5%
BMW X1	3	1.5%
Ford Expedition	3	1.5%
BMW X5 M	2	1.0%
GMC Yukon XL	2	1.0%
Top listed	44	21.9%

Photo gap: 66 active units (32.8%) 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	723	41.7%
Used	546	31.5%
Certified	285	16.4%
Unknown	181	10.4%
Total	1,735	100.0%

Top vehicles of interest Aug 11 – Nov 8, 2026

Year / make / model	Opps	Share
2026 BMW X3	101	7.3%
2026 BMW X5	86	6.2%
2026 BMW Full Line	74	5.4%
2027 BMW X7	47	3.4%
2026 BMW 3 Series	38	2.8%
2027 BMW X5	34	2.5%
2024 BMW X5	30	2.2%
2026 BMW X1	28	2.0%
2027 BMW X6	27	2.0%
2024 BMW X7	26	1.9%
Total	491	100.0%

Trade-ins mentioned

Workable opportunities · Aug 11 – Nov 8, 2026

What this means 29.0% 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	14	2.8%
2024 BMW X5	11	2.2%
2021 BMW X5	8	1.6%
2020 BMW X5	7	1.4%
2023 BMW X5	5	1.0%
2021 GMC Yukon	5	1.0%
2024 BMW X7	5	1.0%
2025 BMW X5	5	1.0%
Total	60	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

2,234

From 3,280 raw CRM rows · 1,046 repeats collapsed

Retail workable

1,735

Excl. Bad (499) · excl. acquisition (0)

Retail sold

319

VinSolutions retail sold · close 18.4% of 1,735 retail workable

Delivered

306

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 319

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	459	36.9%	97.8%	12 min 61.3% ≤15 min · n=437 · avg on 421	71	15.5%
Autotrader / KBB ATKBB	114	9.2%	95.6%	8 min 68.6% ≤15 min · n=105 · avg on 97	16	14.0%
Other 3rd-party marketplaces	315	25.3%	99.7%	9 min 77.3% ≤15 min · n=304 · avg on 293	66	21.0%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	115	9.2%	100.0%	9 min 72.8% ≤15 min · n=114 · avg on 110	1	0.9%
OEM / brand digital	56	4.5%	100.0%	16 min 65.5% ≤15 min · n=55 · avg on 52	5	8.9%
Total / avg (families above)	1,059	—	—	—	159	15.0%

Digital families above total 1,059 workable internet-side rows shown in those buckets; internet CRM channel is 1,232. 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	97	18	115	16
CarGurus	44	0	44	20
TrueCar	145	0	145	21
Carfax	126	0	126	25

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)	1,232	71.0%	98.9%	11 min 68.5% ≤15 min · n=1,181 · avg on 1,137	170	13.8%	Forms, portals, chat, brand digital
Phone	241	13.9%	97.9%	30 min 0.0% ≤15 min · n=7 · avg on 3	50	20.7%	Phone-ups / tracked calls
Walk-in	262	15.1%	100.0%	—	99	37.8%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	1,735	100.0%	98.9%	—	319	18.4%

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 319 retail sold

Delivered

306

CRM status Delivered

Share of retail sold

4.1%

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 13	Oct 17	Brandi Hutchinson	Used Sales	Walk-in	2027 BMW M440i xDrive	New	—	On Order	Hot - Daily 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	1,232	71.0%	98.9%	11 min 68.5% ≤15 min · n=1,181 · avg on 1,137	170	13.8%
Phone	241	13.9%	97.9%	30 min 0.0% ≤15 min · n=7 · avg on 3	50	20.7%
Walk-in	262	15.1%	100.0%	—	99	37.8%
Total / avg	1,735	100.0%	98.9%	11 min 99.4% ≤15 min · n=1,188	319	18.4%

2) Internet broken down

Families inside internet · Aug 11 – Nov 8, 2026

BMW sponsored 3rd-party — watch list 115 opps · close 0.9% · contact 100.0% · avg 9 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	107	93.0%	100.0%	9 min 71.7% ≤15 min · n=106 · avg on 102	1	0.9%	20
Car and Driver Blackbook — Trade-in	8	7.0%	100.0%	5 min 87.5% ≤15 min · n=8	0	0.0%	2
Total / avg	115	100.0%	100.0%	9 min 100.0% ≤15 min · n=114	1	0.9%	22

Dealer website & on-site 459 · 36.9% of internet · close 15.5% · avg 12 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	177	38.6%	100.0%	13 min 63.2% ≤15 min · n=171 · avg on 166	12	6.8%
Dealer website — Request more info	113	24.6%	100.0%	11 min 64.9% ≤15 min · n=111 · avg on 109	36	31.9%
Podium	85	18.5%	88.2%	16 min 43.8% ≤15 min · n=73 · avg on 66	6	7.1%
Motive — Qualify	33	7.2%	100.0%	8 min 72.7% ≤15 min · n=33	9	27.3%
Motive — Credit	18	3.9%	100.0%	11 min 64.7% ≤15 min · n=17 · avg on 16	4	22.2%
Dealer website — Chat	17	3.7%	100.0%	15 min 47.1% ≤15 min · n=17 · avg on 16	2	11.8%
Motive — Trade	5	1.1%	100.0%	6 min 80.0% ≤15 min · n=5 *	1	20.0%
Dealer Website-Test Drive	3	0.7%	100.0%	5 min 100.0% ≤15 min · n=3	0	0.0%
Dealer Contact - Inventory	3	0.7%	100.0%	9 min 66.7% ≤15 min · n=3	0	0.0%
Dealer website — Finance pre-qual	2	0.4%	100.0%	8 min 100.0% ≤15 min · n=1	0	0.0%
Bmw Get A Quote - Special Offers	2	0.4%	100.0%	0 min 100.0% ≤15 min · n=2 *	1	50.0%
Dealer Contact	1	0.2%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Domestic Military Program - Dealer Website Validated Customer	0	0.0%	—	—	0	—
Total / avg	459	100.0%	97.8%	12 min 79.4% ≤15 min · n=437	71	15.5%

OEM / brand digital 56 · 4.5% of internet · close 8.9% · avg 16 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
BYO - GET A QUOTE	29	51.8%	100.0%	19 min 64.3% ≤15 min · n=28 · avg on 27	2	6.9%
Get a quote - Inventory	10	17.9%	100.0%	8 min 80.0% ≤15 min · n=10	2	20.0%
Bmwusa Test Drive Appointment	4	7.1%	100.0%	0 min 50.0% ≤15 min · n=4 * · avg on 2	0	0.0%
Bmwusa Pre-Owned Contact Us	3	5.4%	100.0%	11 min 66.7% ≤15 min · n=3	1	33.3%
ORDER NOW - BUILD YOUR OWN	2	3.6%	100.0%	22 min 50.0% ≤15 min · n=2	0	0.0%
Byo - Test Drive Request	2	3.6%	100.0%	56 min 0.0% ≤15 min · n=2	0	0.0%
Byo Get A Quote - Military Incentive	1	1.8%	100.0%	16 min 0.0% ≤15 min · n=1	0	0.0%
Bmwusa Chatbot - Contact Dealer	1	1.8%	100.0%	12 min 100.0% ≤15 min · n=1	0	0.0%
Byo Matching Inventory - Get a Quote	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmwusa - Contact A Dealer - Product Detail Page	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Order Now Byo - Military Incentive	1	1.8%	100.0%	1 min 100.0% ≤15 min · n=1	0	0.0%
Bmwusa Pre-Owned Get A Quote	1	1.8%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Byo - Get A Quote - Non-Kpi	0	0.0%	—	—	0	—
Total / avg	56	100.0%	100.0%	15 min 40.0% ≤15 min · n=55	5	8.9%

ATKBBAutotrader / KBB (one 3rd party · their channels) 114 · 9.2% of internet · close 14.0% · avg 8 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	86	75.4%	100.0%	7 min 75.9% ≤15 min · n=83 * · avg on 79	13	15.1%
ATAutotrader — Call tracking	12	10.5%	58.3%	30 min 0.0% ≤15 min · n=7 · avg on 3	0	0.0%
ATAutotrader — Wallet	8	7.0%	100.0%	7 min 87.5% ≤15 min · n=8	1	12.5%
ATAutotrader — Phone lead	6	5.3%	100.0%	16 min 20.0% ≤15 min · n=5	2	33.3%
ATAutotrader — Market extension	2	1.8%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Total / avg	114	100.0%	95.6%	9 min 88.6% ≤15 min · n=105	16	14.0%

Third-party marketplaces (grouped by brand · product feeds indented) 315 · 25.3% of internet · close 21.0% · avg 9 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
TrueCar 22 product feeds	145	46.0%	100.0%	10 min 85.8% ≤15 min · n=141	21	14.5%
Marketplace	41	28.3%	100.0%	7 min 85.0% ≤15 min · n=40 * · avg on 38	7	17.1%
Extended Network	14	9.7%	100.0%	4 min 78.6% ≤15 min · n=14 * · avg on 13	3	21.4%
Perkspot	14	9.7%	100.0%	10 min 71.4% ≤15 min · n=14 · avg on 13	2	14.3%
Sam's Club	14	9.7%	100.0%	18 min 71.4% ≤15 min · n=14 · avg on 13	4	28.6%
Credit Karma	9	6.2%	100.0%	9 min 88.9% ≤15 min · n=9 *	1	11.1%
Benefithub	7	4.8%	100.0%	14 min 57.1% ≤15 min · n=7 · avg on 6	2	28.6%
Navy Federal	7	4.8%	100.0%	5 min 80.0% ≤15 min · n=5	0	0.0%
Autoweb	5	3.4%	100.0%	1 min 100.0% ≤15 min · n=5 *	0	0.0%
Iseecars	5	3.4%	100.0%	8 min 80.0% ≤15 min · n=5 *	0	0.0%
Truecar For Drivers On Uber	4	2.8%	100.0%	2 min 100.0% ≤15 min · n=4	1	25.0%
Truecar Military	4	2.8%	100.0%	49 min 50.0% ≤15 min · n=4 · avg on 3	0	0.0%
Consumer Reports	3	2.1%	100.0%	10 min 66.7% ≤15 min · n=3	1	33.3%
Perks at Work	3	2.1%	100.0%	1 min 100.0% ≤15 min · n=3	0	0.0%
Truecar Military Military	3	2.1%	100.0%	8 min 66.7% ≤15 min · n=3 *	0	0.0%
Lifecare	2	1.4%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Penfed	2	1.4%	100.0%	8 min 100.0% ≤15 min · n=2	0	0.0%
U.S. News	2	1.4%	100.0%	1h 08m 50.0% ≤15 min · n=2	0	0.0%
Union Plus	2	1.4%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Auto Link	1	0.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Autotempest	1	0.7%	100.0%	—	0	0.0%
Truecar For Doordash	1	0.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Working Advantage	1	0.7%	100.0%	3 min 100.0% ≤15 min · n=1	0	0.0%
Carfax	126	40.0%	99.2%	7 min 100.0% ≤15 min · n=120	25	19.8%
CarGurus	44	14.0%	100.0%	14 min 100.0% ≤15 min · n=43	20	45.5%
Total / avg	315	100.0%	99.7%	9 min 100.0% ≤15 min · n=304	66	21.0%

Campaigns & conquest 28 · 2.3% of internet · close 10.7% · avg 14 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Domestic Military Program Validated Customer	11	39.3%	100.0%	20 min 54.5% ≤15 min · n=11	1	9.1%
Fs Bmw Credit App	5	17.9%	100.0%	4 min 100.0% ≤15 min · n=5	2	40.0%
Current Owner In Markt	5	17.9%	100.0%	10 min 60.0% ≤15 min · n=5	0	0.0%
Military Program - Contact Dealer - Failed Verification	3	10.7%	100.0%	15 min 33.3% ≤15 min · n=3	0	0.0%
Southern26_texansgamedaysweeps_0813	3	10.7%	100.0%	12 min 66.7% ≤15 min · n=3	0	0.0%
Southern26_texashookemonthehighway26_0905	1	3.6%	100.0%	—	0	0.0%
Fs Loan Lead Service	0	0.0%	—	—	0	—
FS LEASE CUSTOMER INTENT LEAD	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	28	100.0%	100.0%	14 min 48.1% ≤15 min · n=27	3	10.7%

Other internet 157 · 12.6% of internet · close 5.1% · avg 13 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Trade In	88	56.1%	100.0%	12 min 71.4% ≤15 min · n=84 · avg on 83	5	5.7%
AMP - Service to Sales Opportunity	25	15.9%	96.0%	22 min 65.2% ≤15 min · n=23 * · avg on 21	0	0.0%
PDS_CORPORATE EVENTS A_SC	14	8.9%	100.0%	14 min 38.5% ≤15 min · n=13	0	0.0%
Amp - Buying Signals	11	7.0%	90.9%	0 min 77.8% ≤15 min · n=9 * · avg on 7	0	0.0%
Bmw Contact Dealer - Special Offers	5	3.2%	100.0%	9 min 60.0% ≤15 min · n=5	0	0.0%
Acquire Desk By The Cooperative Agency	2	1.3%	100.0%	0 min 50.0% ≤15 min · n=2 * · avg on 1	1	50.0%
AMP - Refinance Opportunity	1	0.6%	0.0%	—	0	0.0%
Fs Call Center Customer Inquiry	1	0.6%	100.0%	5 min 100.0% ≤15 min · n=1	0	0.0%
Pre-Owned Inventory - Test Drive	1	0.6%	100.0%	17 min 0.0% ≤15 min · n=1	0	0.0%
Acquire Service	1	0.6%	100.0%	1 min 100.0% ≤15 min · n=1	1	100.0%
Tennis26_international Tennis Hall Of Fame_0827	1	0.6%	100.0%	38 min 0.0% ≤15 min · n=1	0	0.0%
Motorsport26_lone Star Le Mans_0904	1	0.6%	100.0%	2 min 100.0% ≤15 min · n=1	0	0.0%
Email	1	0.6%	100.0%	—	0	0.0%
Gkl26_white Elephant Nantucket_0101	1	0.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Motorsport26_2026 Petit Le Mans_0930	1	0.6%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Total / avg	154	100.0%	98.1%	13 min 82.5% ≤15 min · n=143	7	4.5%

3) Phone and walk-in detail

Phone 229 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Repeat Customer	82	35.8%	100.0%	—	24	29.3%
Phone Up	52	22.7%	100.0%	—	6	11.5%
Dealers WebSite	37	16.2%	100.0%	—	4	10.8%
Referral	24	10.5%	100.0%	—	7	29.2%
Service Dept	18	7.9%	100.0%	—	3	16.7%
WALK IN DRIVE BY	13	5.7%	100.0%	—	6	46.2%
Facebook/Social Media	1	0.4%	100.0%	—	0	0.0%
Television	1	0.4%	100.0%	—	0	0.0%
Email	1	0.4%	100.0%	—	0	0.0%
Total / avg	229	100.0%	100.0%	—	50	21.8%

Walk-in 262 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	139	53.1%	100.0%	—	46	33.1%
Repeat Customer	49	18.7%	100.0%	—	21	42.9%
Dealers WebSite	38	14.5%	100.0%	—	15	39.5%
Service Dept	19	7.3%	100.0%	—	9	47.4%
Referral	14	5.3%	100.0%	—	6	42.9%
Phone Up	2	0.8%	100.0%	—	2	100.0%
Television	1	0.4%	100.0%	—	0	0.0%
Total / avg	262	100.0%	100.0%	—	99	37.8%

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

98.9%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Internet workable (excl. Bad): 1,232 · worked 1,218
All-channel contact (for context): 98.9% on 1,735 workable opps
Unique after de-dupe: 2,234 · CRM rows before de-dupe: 3,280 · collapsed 1,046 repeats

2) Internet response time (median)

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

Good

4 min

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Based on 1,181 timed internet leads (of 1,232 internet workable opps)

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

≤15 min · on goal809 (68.5%)

16–30 min · late (after 15)239 (20.2%)

Over 30 min · missed goal133 (11.3%)

No timed response51

3) Retail close rate

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

Good

18.4%

vs prior 90 days: — · Prior (May 13 – Aug 10, 2026): —
Retail sold (VinSolutions): 319 of 1,735 retail workable · Delivered 306 · On Order 13

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	76.2%	Someone tried calling
Email attempt	80.3%	Someone sent an email
Text attempt	68.6%	Someone sent a text
Multi-channel	80.7%	Used 2+ methods on the same opp
Customer contact logged	75.8%	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): 115 opportunities, close 0.9%, contact 100.0% — keep separate from website + marketplace quality.
Josh Kinsley has 3 workable leads untouched over 24 hours.
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
Kerry Beary	Autotrader — Call tracking	Aug 19 12:45 PM	1,979h
Tommy Ngo	AMP - Refinance Opportunity	Aug 19 5:01 PM	1,975h
Tasha Stubbs	Podium	Aug 23 2:03 AM	1,894h
Brandi Hutchinson	Podium	Aug 25 3:50 PM	1,832h

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

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 2 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
Charles Tortorich	1 opps1 sold100.0% close	—	———	———	1 opps1 sold100.0% close	———	100.0%
Darrell Franklin	1 opps0 sold0.0% close	—	———	1 opps0 sold0.0% close	———	———	100.0%
Total / avg	2 opps1 sold50.0% close	—	———	1 opps0 sold0.0% close	1 opps1 sold100.0% 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

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 only — no other stores.

Month to date at a glance

Month to date: 145 retail workable opportunities (196 unique after de-dupe; Bad excluded); retail close 9.7% (14 retail sold); internet is 73.8% of retail workable; internet CRM contact 100.0%; internet median response 0 min; BMW sponsored 3rd-party is 12 opps at 8.3% 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

201

Units in Active status

New

118

58.7% of active lot

Used

Retail used (excl. Certified)

Certified

CPO subset of the lot

Median age

33 d

Days in inventory (Active)

No photo

32.8% of active units

Age of active inventory

Age bucket	Units	Share
0–30 days	92	45.8%
31–60 days	60	29.9%
61–90 days	48	23.9%
91–180 days	1	0.5%
180+ days	0	0.0%
Total aged units	201	100%

Aging by New / Used / Certified

Type	Units	Median age	>60d	>90d
New	118	32 d	27	0
Used	51	26 d	12	1
Certified	32	42 d	10	0
All active	201	33 d	49	1

New — top models

Unit	Count	Share of active lot
X3	34	16.9%
X7	20	10.0%
3 Series	16	8.0%
5 Series	13	6.5%
X5	10	5.0%
X6	8	4.0%
4 Series	4	2.0%
X2	4	2.0%
2 Series	2	1.0%
M5	2	1.0%
Top listed	113	56.2%

Used + Certified — top make / model

Unit	Count	Share of active lot
BMW X3	10	5.0%
BMW X5	7	3.5%
BMW 5 Series	6	3.0%
BMW X7	4	2.0%
BMW 3 Series	4	2.0%
BMW 4 Series	3	1.5%
BMW X1	3	1.5%
Ford Expedition	3	1.5%
BMW X5 M	2	1.0%
GMC Yukon XL	2	1.0%
Top listed	44	21.9%

Photo gap: 66 active units (32.8%) 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	62	42.8%
Used	47	32.4%
Certified	24	16.6%
Unknown	12	8.3%
Total	145	100.0%

Top vehicles of interest Nov 1–9, 2026

Year / make / model	Opps	Share
2026 BMW X3	11	9.3%
2027 BMW X7	7	5.9%
2027 BMW X5	6	5.1%
2026 BMW Full Line	4	3.4%
2027 BMW 4	3	2.5%
2026 BMW 4 Series	3	2.5%
2026 BMW 3 Series	3	2.5%
2024 BMW X5	3	2.5%
2027 BMW X2	3	2.5%
2027 BMW M4	3	2.5%
Total	46	100.0%

Trade-ins mentioned

Workable opportunities · Nov 1–9, 2026

What this means 22.1% 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	9.4%
2025 Toyota Camry	2	6.2%
2011 Toyota Highlander	1	3.1%
2025 Kia K5	1	3.1%
2020 Land Rover Range Rover Velar	1	3.1%
2021 Tesla Model 3	1	3.1%
2021 Kia Soul	1	3.1%
2024 BMW 330i	1	3.1%
Total	11	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

196

From 274 raw CRM rows · 78 repeats collapsed

Retail workable

145

Excl. Bad (51) · excl. acquisition (0)

Retail sold

VinSolutions retail sold · close 9.7% of 145 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 14

A) Where digital retail demand is sourced

Digital source family	Workable opps	Share of internet	Contacted	Avg response	Sold	Close
Dealer website & on-site	37	34.6%	100.0%	7 min 70.3% ≤15 min · n=37 *	2	5.4%
Autotrader / KBB ATKBB	15	14.0%	100.0%	7 min 71.4% ≤15 min · n=14 *	2	13.3%
Other 3rd-party marketplaces	26	24.3%	100.0%	3 min 88.0% ≤15 min · n=25 *	3	11.5%
BMW sponsored 3rd-party (JD Power Smartleads · Blackbook)	12	11.2%	100.0%	7 min 66.7% ≤15 min · n=12	1	8.3%
OEM / brand digital	10	9.3%	100.0%	6 min 70.0% ≤15 min · n=10 * · avg on 9	0	0.0%
Total / avg (families above)	100	—	—	—	8	8.0%

Digital families above total 100 workable internet-side rows shown in those buckets; internet CRM channel is 107. 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	1	15	2
CarGurus	4	0	4	1
TrueCar	12	0	12	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)	107	73.8%	100.0%	6 min 73.3% ≤15 min · n=105 * · avg on 104	9	8.4%	Forms, portals, chat, brand digital
Phone	18	12.4%	100.0%	—	1	5.6%	Phone-ups / tracked calls
Walk-in	20	13.8%	100.0%	—	4	20.0%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	145	100.0%	100.0%	—	14	9.7%

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	107	73.8%	100.0%	6 min 73.3% ≤15 min · n=105 * · avg on 104	9	8.4%
Phone	18	12.4%	100.0%	—	1	5.6%
Walk-in	20	13.8%	100.0%	—	4	20.0%
Total / avg	145	100.0%	100.0%	6 min 100.0% ≤15 min · n=105	14	9.7%

2) Internet broken down

Families inside internet · Nov 1–9, 2026

BMW sponsored 3rd-party — watch list 12 opps · close 8.3% · contact 100.0% · avg 7 min

Program source	Opps	Share	Contacted	Avg response	Sold	Close rate	Bad
JD Power Smartleads	12	100.0%	100.0%	7 min 66.7% ≤15 min · n=12	1	8.3%	1
Total / avg	12	100.0%	100.0%	7 min 100.0% ≤15 min · n=12	1	8.3%	1

Dealer website & on-site 37 · 34.6% of internet · close 5.4% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Motive — Website	12	32.4%	100.0%	7 min 66.7% ≤15 min · n=12 *	0	0.0%
Podium	10	27.0%	100.0%	9 min 60.0% ≤15 min · n=10 *	0	0.0%
Dealer website — Request more info	9	24.3%	100.0%	4 min 88.9% ≤15 min · n=9 *	2	22.2%
Motive — Credit	2	5.4%	100.0%	10 min 50.0% ≤15 min · n=2 *	0	0.0%
Motive — Qualify	2	5.4%	100.0%	9 min 50.0% ≤15 min · n=2 *	0	0.0%
Dealer website — Chat	1	2.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Bmw Get A Quote - Special Offers	1	2.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Dealer Website-Test Drive	0	0.0%	—	—	0	—
Total / avg	37	100.0%	100.0%	7 min 100.0% ≤15 min · n=37	2	5.4%

OEM / brand digital 10 · 9.3% 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) 15 · 14.0% of internet · close 13.3% · avg 7 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	14	93.3%	100.0%	7 min 69.2% ≤15 min · n=13	1	7.1%
ATAutotrader — Phone lead	1	6.7%	100.0%	0 min 100.0% ≤15 min · n=1 *	1	100.0%
Total / avg	15	100.0%	100.0%	7 min 100.0% ≤15 min · n=14	2	13.3%

Third-party marketplaces (grouped by brand · product feeds indented) 26 · 24.3% of internet · close 11.5% · avg 3 min

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
TrueCar 8 product feeds	12	46.2%	100.0%	1 min 100.0% ≤15 min · n=11 *	0	0.0%
Marketplace	3	25.0%	100.0%	0 min 100.0% ≤15 min · n=3 *	0	0.0%
Autoweb	2	16.7%	100.0%	0 min 100.0% ≤15 min · n=2 *	0	0.0%
Navy Federal	2	16.7%	100.0%	1 min 100.0% ≤15 min · n=1	0	0.0%
Credit Karma	1	8.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Iseecars	1	8.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Liberty Mutual	1	8.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Lifecare	1	8.3%	100.0%	0 min 100.0% ≤15 min · n=1 *	0	0.0%
Perkspot	1	8.3%	100.0%	7 min 100.0% ≤15 min · n=1	0	0.0%
Carfax	10	38.5%	100.0%	0 min 100.0% ≤15 min · n=10 *	2	20.0%
CarGurus	4	15.4%	100.0%	15 min 100.0% ≤15 min · n=4	1	25.0%
Total / avg	26	100.0%	100.0%	3 min 100.0% ≤15 min · n=25	3	11.5%

Campaigns & conquest 2 · 1.9% 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 · 4.7% 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 18 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
Phone Up	7	38.9%	100.0%	—	0	0.0%
Dealers WebSite	6	33.3%	100.0%	—	1	16.7%
Repeat Customer	4	22.2%	100.0%	—	0	0.0%
Service Dept	1	5.6%	100.0%	—	0	0.0%
Total / avg	18	100.0%	100.0%	—	1	5.6%

Walk-in 20 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
WALK IN DRIVE BY	8	40.0%	100.0%	—	0	0.0%
Dealers WebSite	6	30.0%	100.0%	—	2	33.3%
Repeat Customer	3	15.0%	100.0%	—	0	0.0%
Television	1	5.0%	100.0%	—	0	0.0%
Service Dept	1	5.0%	100.0%	—	1	100.0%
Referral	1	5.0%	100.0%	—	1	100.0%
Total / avg	20	100.0%	100.0%	—	4	20.0%

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: 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%

↑ 1.5 pts vs same days last month · Prior (Oct 1–9, 2026): 98.5%
Internet workable (excl. Bad): 107 · worked 107
All-channel contact (for context): 100.0% on 145 workable opps
Unique after de-dupe: 196 · CRM rows before de-dupe: 274 · collapsed 78 repeats

2) Internet response time (median)

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

Good

0 min

faster by 3 min vs same days last month · Prior (Oct 1–9, 2026): 3 min
Based on 105 timed internet leads (of 107 internet workable opps)

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

≤15 min · on goal77 (73.3%)

16–30 min · late (after 15)27 (25.7%)

Over 30 min · missed goal1 (1.0%)

No timed response2

3) Retail close rate

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

Good

9.7%

↓ 8.3 pts vs same days last month · Prior (Oct 1–9, 2026): 18.0%
Retail sold (VinSolutions): 14 of 145 retail workable · Delivered 14 · 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	62.8%	Someone tried calling
Email attempt	79.3%	Someone sent an email
Text attempt	76.6%	Someone sent a text
Multi-channel	77.9%	Used 2+ methods on the same opp
Customer contact logged	71.0%	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): 12 opportunities, close 8.3%, 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%

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 only — no other stores.