Toshiba Tecra A6 Outshines Most

It may be difficult for institutions to monitor the use of Toshiba tecra A6 program hardware and software in a volunteer program. If program participants purchase their own Toshiba tecra A6laptops, they are more likely to load additional software onto their computers or to use them to surf the Internet. Both scenarios can increase the risk of application conflicts, virus contamination and other complications that make support even more expensive. Also, other applications can tie up hard-disk space and over time limit the performance of the point-of-sale system.

Voluntary programs also can create significant long-term costs. Clearly, equipping and training just a few participants is relatively inexpensive, but ultimately it may prove more expensive to continuously train new volunteers rather than simply bring an entire staff up to speed at once.

"Because we train people as they volunteer to enter the program, much of the training is administered to small groups," says North American's integration manager. "In some ways that has worked against us. For example, repeatedly visiting a site to train new volunteers is neither time-nor cost-effective: However, we hope the success of program participants will encourage new volunteers in even greater numbers."

Another problem with voluntary programs is that they require mortgage lenders to maintain both electronic and paper loan-processing systems. Dual systems can be costly to operate, and they complicate rather than simplify back office operations. This runs counter to the key reason for implementing automated point-of-sale lending in the first place - the desire to simplify these operations.

Finally, while mortgage companies may be able to use program volunteers' increased productivity to help sell an established program to non participants, some institutions will find it a challenge to get such programs deployed throughout their organization. It can be particularly difficult to convince technology-phobic loan officers to change the way they operate and to spend their own money on new equipment. They will need time, patience, training and support before they realize the benefits of a sales automation system. So, while the start-up costs of voluntary programs can be relatively small, such programs may require a major investment of time, energy and creativity to sell them to an entire sales force.

"Selling the idea of point-of-sale laptop lending to our loan officers, many of whom have been working with pen and paper for years, was our biggest challenge," says North American's integration manager. "But we are seeing decreased application processing times and increased productivity from this program. Processors are reporting time savings of 10 to 20 minutes per application. Loan officers know that electronically submitted loans are processed first. Selling the program is worth whatever effort it takes."

The continued increase in enrollment in North American's program is a testament to the power and productivity of mortgage point-of-sales systems. At last count, more than 75 percent of North American loan officers were using the system. North American's integration manager adds, "With the deployment of Toshiba tecra A6 WORKS system early next year and its improved marketing features and an easier-to-use interface, we expect adoption to become nearly universal.