Going Beyond Look to Book to Measure Appraiser Performance
Update: 2025-11-26
Description
In this vAuto podcast, vAuto’s Dan Winchester highlights how appraiser Look to Book rates at some dealerships aren’t as good as dealers think. Winchester details the limits of LTB as a primary measure of appraiser performance, and why two new KPIs—appraisal effectiveness and appraisal completeness—offer a better way for dealers to maximize appraisal opportunities. Hear how you can identify the inconsistencies in your appraiser performance/process your LTB doesn’t capture; increase your ratio of appraisals to sales to improve your ability to acquire vehicles directly from customers; and, assess how well appraisers do the steps of your appraisal process (do they use the OBDII scanners?) you expect.
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