Operational Insights

Internet & Phone Leads

Period
May 2026 · MTD
58 dealers · All vehicles
Total Leads
13,558
May 2026 · MTD
-50.4% vs Aprnorm.
Appointments
3,550
26.2% of leads booked
-49.2% vs Aprnorm.
Sold
1,286
36.2% appt-to-sold
-52.6% vs Aprnorm.
Sold %
9.5%
Lead-to-sale conversion
-0.4pp vs Apr
Lead → Appt %
26.2%
3,550 of 13,558 leads
+0.6pp vs Apr
New Leads → Appt %
23.4%
1,800 appts on 7,699 new leads
-0.5pp vs Apr
Used Leads → Appt %
29.9%
1,750 appts on 5,859 used leads
+2.2pp vs Apr

Lead Volume Trend Analysis

Monthly movement of New and Used volume trends · May reflects MTD pace

NewUsedMay = MTD (partial period)

New vs Used Performance

Comparative volume and conversion efficiency · May MTD

New
Leads
7,699
56.8% of Total
Lead → Appt %
23.4%▼
vs Used
Sold %
7.9%▼
vs Used
Contribution
56.8%
of Total Leads
47.0%
of Total Sold
Used
Leads
5,859
43.2% of Total
Lead → Appt %
29.9%▲
vs New
Sold %
11.0%▲
vs New
Contribution
43.2%
of Total Leads
50.2%
of Total Sold
vs
Conversion Efficiency Comparison
Efficiency at each stage of the funnel
NewUsed
Used outperforms New at every conversion stage.
Lead → Appointment %
% of leads that become appointments
New
23.4%
Used
29.9%
0%
10%
20%
30%
40%
Appointment → Sold %
% of appointments that result in a sale
New
33.6%
Used
36.9%
0%
10%
20%
30%
40%
50%
Sold % (of Leads)
% of leads that result in a sale
New
7.9%
Used
11.0%
0%
5%
10%
15%
20%
Contribution to Total Performance
How New and Used contribute to overall results
Share of Total Leads
56.8%
43.2%
7,699 Leads5,859 Leads
13,558 Total Leads
Share of Total Sold
47.0%
50.2%
605 Sold646 Sold
1,286 Total Sold

MTD pacing through day 19. Comparisons are normalized for equivalent elapsed days.

Dealer Rankings

Volume leaders alongside efficiency leaders

Top by lead volume

Largest opportunity at the top of the funnel

  1. 1St. Louis486
  2. 2Morgan Hill463
  3. 3Nashville412
  4. 4Whittier Honda395
  5. 5Brook Park363

Top by Lead → Appt %

Strongest first-stage conversion

  1. 1Plymouth45.5%
  2. 2Whittier Honda45.3%
  3. 3Mechanicsville44.5%
  4. 4Canton43.0%
  5. 5Tower Honda38.6%

Top by Sold %

Best end-to-end sales execution

  1. 1Groton18.8%
  2. 2Mechanicsville14.3%
  3. 3Hanford14.2%
  4. 4Melody13.7%
  5. 5Milan13.7%

Opportunity Gaps

Stores with high lead volume but conversion below the network benchmark

Focus list

Morgan Hill

463 leads
Lead → Appt
13.0%
Sold %
7.6%
~61 appts below benchmark
~9 sales below benchmark

Milford

343 leads
Lead → Appt
13.4%
Sold %
6.4%
~44 appts below benchmark
~11 sales below benchmark

Toyota Ashtabula

250 leads
Lead → Appt
14.4%
Sold %
3.6%
~29 appts below benchmark
~15 sales below benchmark

Northside

281 leads
Lead → Appt
15.3%
Sold %
6.8%
~31 appts below benchmark
~8 sales below benchmark

Dave Kirk

243 leads
Lead → Appt
17.7%
Sold %
6.2%
~21 appts below benchmark
~8 sales below benchmark

Hanover

308 leads
Lead → Appt
21.4%
Sold %
6.8%
~15 appts below benchmark
~8 sales below benchmark

Dealer Performance

Click any column to sort. Color highlights performance vs. peer benchmark.

Dealer performance

Sortable view across all metrics. Color indicates performance vs. peer group.

St. Louis48612425.5%306.2%22.8%29.4%
Morgan Hill4636013.0%357.6%7.7%22.3%
Nashville41213633.0%368.7%31.8%34.4%
Whittier Honda39517945.3%4210.6%43.3%50.0%
Brook Park3638824.2%3810.5%22.8%27.9%
Gilroy3526819.3%3710.5%15.6%23.8%
SF Honda Acura34410731.1%4011.6%25.5%40.2%
Milford3434613.4%226.4%10.6%16.9%
Tower Honda34213238.6%3510.2%40.6%37.7%
Fullerton3349127.2%4112.3%25.2%31.3%
Charleston3327422.3%236.9%21.6%23.2%
Mazda San Leandro32710030.6%309.2%23.4%37.0%
Brockton3179530.0%175.4%29.4%31.3%
Seaside Toyota3117122.8%237.4%21.3%24.4%
Albany3119129.3%196.1%21.4%40.3%
Hanford31011135.8%4414.2%43.0%29.2%
Hanover3086621.4%216.8%18.9%24.8%
Santa Cruz3056521.3%3210.5%19.8%23.1%
Canton30012943.0%3511.7%36.8%58.0%
Northside2814315.3%196.8%14.4%17.0%
Barboursville2717226.6%3312.2%20.8%33.6%
Melody2706624.4%3713.7%21.9%30.1%
Honda Highland2636324.0%3412.9%18.1%31.1%
Dyersburg2546023.6%239.1%18.4%27.9%
Toyota Ashtabula2503614.4%93.6%10.4%31.3%
Dave Kirk2434317.7%156.2%16.3%19.6%
Cookeville2345423.1%208.5%20.3%26.7%
San Bruno2338837.8%3113.3%34.8%44.0%
Burlingame2326427.6%2611.2%25.5%31.0%
Midtown2235323.8%2410.8%23.0%24.7%
Kastner2136731.5%219.9%32.1%30.8%
Michigan City2063617.5%2411.7%17.8%17.2%
Ventura1985427.3%2110.6%27.7%26.9%
Peoria1953819.5%157.7%22.8%14.8%
Dickson1933819.7%2010.4%18.1%21.2%
Plymouth1918745.5%189.4%37.7%57.1%
Marietta1886031.9%1910.1%28.3%36.6%
Jackson1805430.0%2111.7%28.6%31.3%
Groton1765531.3%3318.8%32.7%29.2%
Muncie1754123.4%2011.4%19.4%29.9%
Seaside Lexus1692917.2%127.1%17.1%17.5%
Auburn1673822.8%1810.8%14.9%34.8%
E TN Dodge1644829.3%137.9%18.2%33.3%
Milan1613723.0%2213.7%12.7%45.1%
Chesterton1552717.4%74.5%18.0%16.7%
Marin1463322.6%1913.0%15.4%28.4%
Howerton Honda1323123.5%118.3%11.9%32.9%
Monroe1283023.4%118.6%11.5%31.6%
Highlands Chevy1274535.4%129.4%32.8%38.1%
BMW1222016.4%97.4%20.0%15.7%
Highlands Toyota1223831.1%64.9%30.7%31.9%
Mechanicsville1195344.5%1714.3%41.6%50.0%
Honda 4401172924.8%1412.0%20.0%29.8%
Merrillville851618.8%78.2%16.7%20.4%
JLRV831113.3%67.2%15.8%11.1%
Victory Hyundai8189.9%56.2%14.3%5.1%
Kingsport792632.9%78.9%29.5%37.1%
E TN Ford772633.8%79.1%25.0%41.5%

Data definitions

Tap to expand
Lead-to-Appointment %
Appointments ÷ Leads
Sold %
Sold ÷ Leads (lead-to-sale conversion)
Appt → Sold %
Sold ÷ Appointments (closing strength)
MoM trend
Variance vs the prior month. May (MTD) compared against prior month prorated to 19 elapsed days.
All months mode
Aggregates Jan–May for KPIs and rankings; trend chart shows month-over-month movement.
New / Used / Total
Source-reported categories — never derived or summed across categories.
Opportunity gap
Difference between actual and benchmark for high-volume stores in the active period.
Color tiers
Top third = strong, middle = average, bottom third = needs attention.