Electronic contracting generally isn't a hard process for dealership employees to learn, but getting them on board with the idea can be a sizable hurdle.
Most dealerships need only an hour of formal training. The learning process is ongoing as new employees are hired and more lenders and F&I providers begin accepting contracts digitally. Experts say employees learn best by putting e-contracting into practice.
RouteOne's and Dealertrack's field teams spend anywhere from a few hours to a few days with clients in most cases. Nissan's captive finance company, which has supported e-contracting since 2007, has its field team work with dealers on an ongoing basis.
"It's like any other process. Some people adopt it better than others," said Brian Massey, director of credit operations at Nissan Motor Acceptance Corp.
Many of the concerns F&I managers have are based on misconceptions that go away once they start using an e-contracting system, said Jennifer Carroll, general sales manager at Trophy Nissan in Mesquite, Texas, near Dallas.
"People have in their head that it takes so much longer to e-contract a customer, when in reality, if you e-contract correctly, it takes five minutes to contract every retail installment contract," Carroll said.