More data doesn’t mean better insight

Many teams track too much and learn too little.

Effective disposal programs focus on a small number of clear indicators.

The metrics that matter

High-performing teams usually track:

• Days from de-fleet to sale
• Clearance rate
• Price variance vs expectation
• Buyer participation depth
• Post-sale adjustments

These metrics explain outcomes, not just activity.

Why clearance rate matters

Top price gets attention. Clearance rate shows consistency.

Low clearance hides problems in:

• Pricing
• Channel selection
• Buyer confidence

It’s an early warning sign.

Use metrics to adjust behaviour

Metrics are only useful if they change decisions.

Review them regularly.
Act on trends, not outliers.

Final thoughts

Good metrics reduce debate.

They turn opinions into decisions.

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