GM Weekly — BMW of Jackson

This page is for BMW of Jackson · New only · Report as of Aug 21, 2026 · Generated Aug 21, 2026 7:01 AM

Data coverage — Lead export only covers Jun 23 – Jul 23, 2026. This window is partial (effective Jul 22–23, 2026). Closed-deal (DMS) history may still be complete. Prior window: Lead export only covers Jun 23 – Jul 23, 2026. This window is partial (effective Jun 23 – Jul 21, 2026). Closed-deal (DMS) history may still be complete.

Last 30 days at a glance · New

Last 30 days · New department: 6 retail workable opportunities (7 unique after de-dupe; Bad excluded); retail close 16.7% (1 retail sold); 5 still open in CRM status; internet is 66.7% of retail workable; contact/response-time fields not in this CRM export — handling speed not graded.

Rolling 30: Jul 22 – Aug 20, 2026 · compared with prior 30 days Jun 22 – Jul 21, 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 bmwofjackson.com before any CRM lead is created.

Total website traffic picture

Google Analytics · last ~30 days in cache dated 2026-08-21 · align with CRM window Jul 22 – Aug 20, 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)

30,206

One visit = one trip to the site

People (users)

26,734

Unique visitors

Page views

59,981

2.0 pages per visit

Engagement rate

39.7%

Visits with meaningful activity

Bounce rate

60.3%

Left after one page — lower is usually better

Mobile share

75.5%

Visits from phones/tablets

Where site traffic came from (top sources)

How to read this Top source/medium rows from the GA4 cache. These are mix indicators — they are not required to sum to total site sessions above (attribution overlap and cache windows differ).

Source / medium	Sessions (row)	People (row)
google / cpc	51,167	34,843
(direct) / (none)	14,000	11,044
google / organic	9,665	4,925
facebook / cpc	5,325	4,304
(not set) / (not set)	1,498	1,358
bing / organic	1,002	485
(data not available) / (data not available)	445	438
facebook.com / referral	388	349

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 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 · Jul 22 – Aug 20, 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	6	100.0%
Total	6	100.0%

Top vehicles of interest Jul 22 – Aug 20, 2026

Year / make / model	Opps	Share
2026 BMW X3 30 xDrive	2	33.3%
2026 BMW X2 xDrive28i	1	16.7%
2026 BMW X7 xDrive40i	1	16.7%
2027 BMW 430i	1	16.7%
2027 BMW 530i Sedan	1	16.7%
Total	6	100.0%

Trade-ins mentioned

Workable opportunities · Jul 22 – Aug 20, 2026

What this means 16.7% of workable opportunities included a trade vehicle. Higher trade rates often signal more serious shoppers.

Trade year / make / model	Opps	Share of trades
2020 Chrysler Voyager	1	100.0%
Total	1	100.0%

Stage 3 · Demand becomes leads

CRM opportunities from website + 3rd parties

Unique sales opportunities (de-duped) created in Focus for Jul 22 – Aug 20, 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 · Jul 22 – Aug 20, 2026 · de-duped · retail workable = excl. Bad + excl. KBB ICO 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 KBB ICO (acquisition — they want a value on their car, not a retail buy).

Unique after de-dupe

From 8 raw CRM rows · 1 repeats collapsed

Retail workable

Excl. Bad (1) · excl. acquisition (0)

Retail sold

Retail close 16.7% of 6 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 1

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). 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	2	50.0%	—	—	0	0.0%
Autotrader / KBB ATKBB	1	25.0%	—	—	0	0.0%
Other 3rd-party marketplaces	0	—	—	—	—	—
OEM / brand digital	0	—	—	—	—	—
Total / avg (families above)	3	—	—	—	0	0.0%

Digital families above total 3 workable internet-side rows shown in those buckets; internet CRM channel is 4. Gap is other internet sources (campaigns, uncategorized, etc.) detailed under Source detail. Response = Focus average adjusted response minutes (excludes responses over 4 hours) (+ % ≤15). Internet is the reliable speed signal.

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 column is blank — Focus export has no attempt/contacted fields this cycle. 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)	4	66.7%	—	—	1	25.0%	Forms, portals, chat, brand digital
Phone	1	16.7%	—	—	0	0.0%	Phone-ups / tracked calls
Walk-in	1	16.7%	—	—	0	0.0%	In-store / drive-by
Other	—	—	—	—	—	—	Referral, repeat, DMS, other CRM types
Total / avg	6	100.0%	0.0%	—	1	16.7%

Source detail

Unique workable opportunities · Jul 22 – Aug 20, 2026 · de-duped · same funnel window · Close = sold ÷ opps · Response = average adjusted minutes (over 4 hours dropped from average) · Contact blank — not in Focus export

What this means Drill-down on where demand came from — owned website vs Autotrader/KBB vs other portals vs OEM/brand digital, 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. 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	4	66.7%	—	—	1	25.0%
Phone	1	16.7%	—	—	0	0.0%
Walk-in	1	16.7%	—	—	0	0.0%
Total / avg	6	100.0%	—	—	1	16.7%

2) Internet broken down

Families inside internet · Jul 22 – Aug 20, 2026

Dealer website & on-site 2 · 50.0% of internet · close 0.0% · avg —

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Dealer website — Request more info	2	100.0%	—	—	0	0.0%
Total / avg	2	100.0%	—	—	0	0.0%

ATKBBAutotrader / KBB (one 3rd party · their channels) 1 · 25.0% of internet · close 0.0% · avg —

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
ATAutotrader — Internet lead	1	100.0%	—	—	0	0.0%
Total / avg	1	100.0%	—	—	0	0.0%

Campaigns & conquest 1 · 25.0% of internet · close 100.0% · avg —

Source detail	Count	Share	Contacted	Avg response	Sold	Close rate
Military Program - Contact Dealer - Failed Verification	1	100.0%	—	—	1	100.0%
Domestic Military Program Validated Customer	0	0.0%	—	—	0	—
Total / avg	1	100.0%	—	—	1	100.0%

3) Phone and walk-in detail

Phone 1 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
PHONE	1	100.0%	—	—	0	0.0%
Total / avg	1	100.0%	—	—	0	0.0%

Walk-in 1 opportunities

Logged as	Count	Share	Contacted	Avg response	Sold	Close rate
REPEAT CUSTOMER	1	100.0%	—	—	0	0.0%
Total / avg	1	100.0%	—	—	0	0.0%

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: Jul 22 – Aug 20, 2026 (vs prior 30 days Jun 22 – Jul 21, 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

This exportContact/speed badges are off until attempt fields are in the CRM file; close still grades

1) Contact / response speed

Not available in this Focus export · Jul 22 – Aug 20, 2026

—

Not in export

No first-touch timestamps, contacted flag, or adjusted response minutes in the file.

What this means We will not invent a contact rate or speed grade from status alone. Ask Focus for first attempt / last attempt / contacted fields (or adjusted response minutes) on the next export to unlock Handling grades that match ABR/BHBMW.

2) Retail close rate

Retail sold ÷ retail workable · wholesale separate · Jul 22 – Aug 20, 2026

Good

16.7%

↓ 14.1 pts vs prior 30 days · Prior (Jun 22 – Jul 21, 2026): 30.8%
Retail sold: 1 of 6 retail workable · Delivered 1 · On Order 0 · Open (retail): 5

What this means Retail close only — KBB ICO acquisition and wholesale/auction DMS solds are on the Leads tab and excluded from this grade. On Order is still a retail sold (customer has a car ordered) — counted in close, broken out from Delivered. Useful for source quality; not the only measure of sales performance (inventory and desking matter too). Rough store-level bands used here: ≥8% good · 5–8% watch · under 5% problem.

3) Open pipeline

Workable opps still Open in CRM status · as of Aug 21, 2026

—

Of 6 workable unique opportunities in Jul 22 – Aug 20, 2026

What this means Still-open opportunities in the export window. Not the same as “untouched” — open can mean actively worked. Use the People scoreboard for who owns the volume.

How the team is trying to reach customers

Workable opportunities · Jul 22 – Aug 20, 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	0.0%	Someone tried calling
Email attempt	0.0%	Someone sent an email
Text attempt	0.0%	Someone sent a text
Multi-channel	0.0%	Used 2+ methods on the same opp
Customer contact logged	0.0%	CRM shows an actual customer connect, not only outbound

Needs attention

Based on unique opportunities in Jul 22 – Aug 20, 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.

Focus export has no first-touch / contacted fields — blank contact columns are not 0% contact.

Stage 5 · People + execution

Salesperson effectiveness

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

Sales team scoreboard

Workable unique opportunities · Jul 22 – Aug 20, 2026 · split by Focus team · most sold first

Sales 6 workable opportunities

Salesperson	Total opps · sold · close	Internet opps · sold · close	Phone opps · sold · close	Walk-in opps · sold · close	Other opps · sold · close
Justin McFarland	1 opps0 sold0.0% close	———	———	1 opps0 sold0.0% close	———
Michael Lacey	2 opps1 sold50.0% close	1 opps1 sold100.0% close	1 opps0 sold0.0% close	———	———
Mike Green	2 opps0 sold0.0% close	2 opps0 sold0.0% close	———	———	———
Sarrah Brown	1 opps0 sold0.0% close	1 opps0 sold0.0% close	———	———	———
Total / avg	6 opps1 sold16.7% close	4 opps1 sold25.0% close	1 opps0 sold0.0% close	1 opps0 sold0.0% close	———

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. Contact/speed columns hidden until attempt fields are in the export.

Opps — workable unique opportunities assigned to them.

Internet opps — subset that arrived as internet/digital.

Sold — retail CRM sold in window (wholesale under its own group).

Close rate — retail sold ÷ their workable opps.

Note — contact and speed columns are hidden until Focus includes attempt timestamps.

Date ranges on this page
Rolling 30: Jul 22 – Aug 20, 2026.
Prior 30 days: Jun 22 – Jul 21, 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 Focus live-lot units when an inventory export is present. Lead data: Focus. Website traffic (GA4 cache 2026-08-21 · GA4 2026-07-22 → 2026-08-20): 30,206 visits · 26,734 people. Generated Aug 21, 2026 7:01 AM. This page is for BMW of Jackson · New only — no other stores.

BMW of Jackson · New

Total website traffic picture

Where site traffic came from (top sources)

Partial inventory export

What cars people asked about

Top vehicles of interest Jul 22 – Aug 20, 2026

Trade-ins mentioned

Lead volume entering the funnel

A) Where digital retail demand is sourced

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

Source detail

1) Channel mix

2) Internet broken down

Dealer website & on-site 2 · 50.0% of internet · close 0.0% · avg —

ATKBBAutotrader / KBB (one 3rd party · their channels) 1 · 25.0% of internet · close 0.0% · avg —

Campaigns & conquest 1 · 25.0% of internet · close 100.0% · avg —

3) Phone and walk-in detail

Phone 1 opportunities

Walk-in 1 opportunities

Pertinent handling numbers

How the team is trying to reach customers

Needs attention

Sales team scoreboard

Sales 6 workable opportunities