Framework Adherence Analysis — 2026-04-23
Source: 218 non-phone sales conversations pulled from GHL, Jan 24 → Apr 23, 2026 (90-day corpus).
Framework baseline: memory/sales/frameworks/ (1 Call Close Framework + SMS Sales Playbook V2 + Recovery Playbook, authored Aug → Sept 22, 2025).
Purpose: Compare Kevin's actual sales practice (2026) against the documented framework (Aug/Sept 2025) to inform the eventual v2 rewrite.
Verified Adherence Metrics
| Metric | Count | % of pipeline | Source |
|---|---|---|---|
| Signature opener "was that you" used | 118 | 54% | grep |
| 10-year warranty language used | 39 | 18% | grep |
| 10+2 stacked warranty (with 2-year install) | 13 | 6% | grep |
| Colored PPF mentioned in conversation | 26 | 12% | grep |
| Colored PPF mentioned in framework docs | 1 | n/a | grep |
| "First time" PPF buyer flagged | 62 | 28% | grep |
| "Just bought / new car" signal | 35 | 16% | grep |
What Kevin IS doing (framework-aligned)
- Signature opener "Hey [Name] it's Kevin from Autocore Customs! Just got a note you submitted a quote request... was that you?! 😂" used in ~54% of convs (not "basically every" — the other 46% are phone-first, walk-ins, referrals, or Kevin adapting to context)
- First-time PPF check — consistent across first-time buyer convs
- SunTek Ultra technical education — 8mil, ceramic-infused, self-healing, manufacturer warranty language
- Photo requests on complex vehicles before committing to quote
- In-person shop pivot when text stalls — highest-close mechanic
- 30% deposit framing at close
Drift from framework (evolved practice, NOT in framework)
- Mockup delivery via in-house designer (Blender) — drives closes in Feb-Mar 2026 (Kaylee's pink Chevy, Jason's Viper, others). Zero framework coverage.
- Colored PPF as anti-wrap upsell — Kevin uses the "$6,999 colored PPF vs $4,239 vinyl" frame consistently. Framework mentions "colored" exactly once across all three docs.
- Active Instagram linking mid-conv tailored to vehicle type
- Warmer tone than framework reads — emojis, "Happy Tuesday," "morning [Name]," softer language
- Technical vehicle-specific knowledge (Viper panel complexity, Harley seam-lines) — deeper than framework prescribes
Where Kevin DEVIATES from framework and still wins
- 4 W's compressed, not sequential. Framework prescribes W1→W2→W3→W4 as distinct stages. Kevin routinely combines them: "What's got you thinking about PPF? What's your paint like now? Are we daily-driving this?" He closes without formal separation. → See learning S11.
- Price revealed earlier than framework allows. Framework doctrine: confirm value before price. Kevin gives ranges when pressed, still closes. → See learning S12.
- Softer close. Framework: "When would you like to get this scheduled?" Kevin: "Does Monday or Tuesday work to come by?" — booking shop visit first, sale second.
What's OUTDATED in the framework
Pricing (corrected 2026-04-23 after actual data check)
| Service | Framework says | Kevin actually quotes (top frequencies) |
|---|---|---|
| Front-End PPF | $1,800-$2,400 | $1,899 / $1,999 / $2,099 (22 convs in this range — framework is roughly accurate) |
| Full Vehicle PPF | $4,200-$5,800 | $5,499 / $5,999 (slightly above framework upper end) |
| Colored PPF | not in framework | $6,999 / $7,499 (entirely missing) |
| Wrap partial | $2,400-$2,800 | $2,399 cluster present (aligned) |
| Wrap full | $3,600-$4,400 | $3,499 / $4,999 (slight drift) |
Correction to my earlier claim: I said front PPF dropped to $1,499-$1,899. Actual data shows $1,899-$2,099 is more common. Framework's $1,800-$2,400 is within the actual range — not as stale as I initially called it. The real pricing gap is on the full PPF upper end and colored PPF entirely.
Other outdated elements
- "Only SunTek-certified shop in Ottawa" — used as primary differentiator. Kevin still uses it, but Colored PPF is arguably his stronger real-world differentiator now. Framework should demote SunTek claim to secondary, elevate Colored PPF to primary.
- Warranty language — framework says "10-year manufacturer warranty." Kevin uses 10-year in 18% of convs and the stacked 10+2 in 6%. Framework should formalize the 10+2 stack as the standard trust anchor.
- "Hammer Them" nurture one-size-fits-all — backfires on comparison-shoppers (Marius Apr 13 explicit loss, DnD signals across ~5-10 convs). Framework needs a segmentation clause.
What's MISSING from the framework
- Colored PPF playbook — the flagship 2026 differentiator has no dedicated section
- Fleet / commercial playbook — zero coverage; strategic 2026 push
- Motorcycle sub-section — Mark Meyer Harley convs work but Kevin's adapting on the fly
- Mockup delivery as formal stage — clearest new closing mechanic in 2026
- In-person shop visit as formal pipeline stage — S1 [validated] mechanic not documented as a designed step
- Nurture segmentation logic — light-touch for comparison-shoppers vs. Hammer Them for engaged form leads
Update Effort Estimate
Interim addendum (2-3 pages, high-value updates): ~2-3 hours
- Colored PPF positioning + anti-wrap upsell language
- Updated warranty stack (10+2)
- Updated pricing table (colored PPF specifically)
- Nurture segmentation rule
Full v2 rewrite: ~8-12 hours focused work, best done after 30 days of Growth OS daily debriefs inform the updates.
Recommended sequence
- Complete foundational synthesis (avatars → brand voice → MAI → value ladder → CVJ → core messages → growth engine map) — this becomes the substrate that informs the addendum
- Ship the interim addendum as a first AutoCore dashboard deliverable
- Run Growth OS for 30 days, accumulating daily debriefs
- Do the full v2 rewrite with 30-day debrief data as additional signal
Routed to intelligence files
- S11 [hypothesis] — 4 W's compressed execution works (added to
learnings.md) - S12 [hypothesis] — Price-before-value still converts for Kevin's audience (added to
learnings.md) - O8 [updated] — Framework v2 update sub-findings enriched with verified pricing/language drift
- Pricing corrections applied to this file after data verification