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Introduction
The importance of systems designed to optimize sales processes is growing at a rate that parallels digitalization and the evolution of customer needs, as clients increasingly prefer digital communication channels. Today, it’s hard to imagine a sales department functioning without software that integrates dispersed data sources and facilitates the management of leasing product portfolios.
In recent months at Ailleron, we have noticed a heightened interest in tools that enable reporting, automate repetitive tasks, and allow tailoring financial products to customers’ needs. Leasing companies are increasingly asking us about our LeaseTech Front Office system and its features to facilitate sales management and administration of an extensive contact database. Some of Poland’s largest leasing firms are already leveraging these capabilities.
Major Challenges Faced by Leasing Advisors
Our clients include company representatives dealing with legacy sales systems burdened by technical debt and outdated technology, as well as digital transformation leaders who are looking for solutions that align with modern business requirements.
Every leasing company, no matter how long it has been in business, already has a sales optimization system, but as it turns out, not all software meets the expectations of sales teams and organizations. Common challenges users face include system accessibility issues and a lack of configurability and flexibility, leading to an inability to make necessary adjustments as the business environment changes.
Distinctive Features of an Effective Sales System for Leasing
Additionally, the technical debt in existing systems often prevents them from integrating with newer solutions that could enhance a leasing company’s competitiveness. The lack of data standardization also makes it difficult to transfer information to other applications or software. In conversations with our clients, we frequently hear that their top priorities for a new system include automation, reliability, security, and stability – features that ensure business continuity and support ongoing sales targets.
A crucial factor when selecting a software provider is comprehensive “customer care” that goes beyond implementation, including maintenance and user training. Post-implementation support should also prioritize an intuitive interface, simplicity, and ease of configuration, making the system accessible to both current and future sales team members. Once training is complete, efficient knowledge transfer will allow companies to independently onboard new channels, client managers, vendors, and dealers as well as manage them effectively.
The challenges that leasing companies face in upgrading their sales systems are the topic of my interview with Arkadiusz Ziółkowski, Director of the Business Process Digitalization Department at EFL Leasing, part of Credit Agricole Group. We also discuss the implementation of EFL360, an omnichannel platform designed for providing comprehensive financing services, such as leasing, loans, and rentals for fixed assets, built on the LeaseTech Front Office.
Interview
Director of the Business Process Digitalization Department at EFL
What Drive EFL to Change Its Sales System?
“Customer expectations and the fixed-asset financing market are evolving rapidly. A few years ago, we identified an opportunity in the personal car financing market for an independent financier to support dealers by providing an intuitive, flexible financial tool. To fill this market gap, we invested in developing and implementing a system for indirect sales designed for our partners. The tool, available in car showrooms, met dealer expectations with its simplicity and intuitive operation, also addressing customer needs by allowing credit approval and financing contract signing in a single dealership visit.“
Was the Gradual Introduction of Additional Sales Channels into the New Software Part of EFL’s Initial Strategy?
“The strategy involved shaping and anticipating market expectations. Observing the dynamic development of new, especially remote sales channels, and changing markets, we decided to expand our tool and adapt it for multi-channel operation. The pandemic undoubtedly accelerated change across the entire industry. Therefore, the decision to update and adapt the system to offer a comprehensive range of financial products through all channels was a practical and logical response to the market’s rapid evolution.“
Could You Describe the Collaboration Between EFL and Ailleron During the EFL360 Platform Implementation? What Were the Key Stages, and How Long Did It Take?
“Our collaboration, which has lasted many years, has been based from the beginning on open communication and a partnership approach. We all understood the importance of the goals set for the teams and the significance of achieving them. Over the years, we have jointly developed and refined operational standards that work even in challenging situations. This approach has proven invaluable, especially when finalizing a complex and long-term project.“
Please Share How the Training for Employees on Using the System Went.
“As originally intended, the tool was primarily developed for car dealership advisors, emphasizing intuitiveness, simplicity, and user-friendliness. We believed advisors could prepare financial offers and close lease transactions without needing expertise in finance or IT. Both partner feedback and client surveys confirmed the platform fully met these expectations.“
The System Was Launched a Few Years Ago. How Do You Assess its Manageability, Intuitiveness, and Need for Additional Configuration Training?
“Admittedly, the growing number of sales channels, products, promotions, and billing methods has significantly impacted the system’s configuration capabilities. We continuously develop our team’s competencies, but if necessary, we can rely on support from the system’s provider to address particularly complex market and business challenges.“
How Has the New System Impacted EFL’s Financial Product Sales? Does It Effectively Support Your Current Sales Goals and Simplify Advisors’ Daily Work?
“The implemented business process is intuitive, so the advisor can immediately fully benefit from the system after a brief instruction without lengthy, specialized training. This advantage streamlines onboarding and quickly integrates new advisors into the extensive sales network.“
How Do Users Rate the EFL360 System’s Usefulness? Has an Internal Satisfaction Survey Been Conducted? Which Features Are Most Used by Advisors?
“We haven’t yet conducted a full satisfaction survey for our advisors, who successively got acquainted with the tool, but our initial experiences and results make me optimistic about the feedback.“
Would You Advise Another Leasing Company to Invest in a New Sales System or Enhance the Existing One?
“Each situation is unique and requires an individual approach, assessing both market and internal needs, to choose the solution that best supports the business strategy.“
What Factors Led You to Choose Ailleron Among Many Tech Partners Offering Similar Solutions?
“The final decision followed a thorough procurement process, with a key element being a joint Proof of Concept. This mini-project allowed us to see how the proposed collaboration would work, how the partner addresses issues, and delivers solutions. Another crucial factor was the opportunity for our teams to connect, as aligning organizational cultures is vital for a long-term, complex project.“
