My latest article is out in F&I Magazine, just in time for the VSCAC conference. Thanks to Greg Arroyo for his fine editing. The original “history and development of e-contracting” was not so pithy. My thesis is that, while Dealer Track succeeded in driving dealers to a totally new process for online credit, this will not happen for F&I products. With today’s technology, product providers do not need to participate in an aggregation portal. Even the providers’ own portals are suboptimal, because they impose process change on the dealer. The article gives additional reasons why providers won’t follow the Dealer Track model.
As I have written here before, the best place to present products is in a system that the dealer is already using. Ideally, this means the DMS, but it could also include a menu or desking system.