DALLAS — Is F&I dead? That’s the question Cox Automotive executive Jason Barrie will address at Industry Summit 2017, which is scheduled for Sept. 11–14 at the Gaylord Texan Resort & Convention Center, organizers announced this week.
To Barrie, who serves as associate vice president of market performance for Cox Automotive brands Dealertrack F&I and VinSolutions, the idea that the F&I story doesn’t have a good ending in today’s digital drive is nonsense. On Wednesday, Sept. 13, at 4:20 p.m., he will show attendees how the changing behavior of today’s customer actually makes F&I more valuable for everyone.
“This is a very touchy topic that stirs the emotions, and there’s no one more qualified and better able to address it than Jason,” said David Gesualdo, show chair and publisher of F&I and Showroom and Auto Dealer Today. “Since 2005, he has helped drive Dealertrack’s growth from a credit application portal to an enabler of sales and F&I dealership workflow. We’re excited to have him.”
Barrie has more than 12 years of automotive experience between Dealertrack and Cox Automotive, where he is now responsible for product operations, partner relations, and market analytics for VinSolutions and Dealertrack’s F&I solutions. He joined Dealertrack in 2005 from Horizon Blue Cross Blue Shield, where he served on the healthcare provider’s product marketing and ecommerce teams.
The executive began his career in 1997 at public relations firm Miller Shandwick Technologies, where he worked with industry leaders such as Compaq and Dun and Bradstreet.
At Industry Summit, Barrie will delve into recent consumer research like Cox Automotive’s 2017 Car Buyer’s Journey report, which revealed that 65% of car buyers think the car-buying process takes too long. He will explain how technology can address such consumer pain points and create a better connection between buyers and F&I.
“Thanks to online research and digital retailing tools, close to 80% of the shoppers who come to your dealership are prepared to buy — and, as a result, expect deals to get done faster. That’s great for car sales, but what about F&I product sales?” Barrie said. “Well, there’s a better way to sell F&I, and it starts with using technology to create a stronger personal connection with customers.
“Technology won’t kill F&I. It will create opportunities to add more value for shoppers, and more opportunities to improve F&I profit per vehicle retailed,” he added.
Registration for Industry Summit 2017 is open at the event’s website. Attendees who register by Aug. 11 will enjoy a $100 discount. To discuss sponsorship and exhibition opportunities, contact David Gesualdo at (727) 947-4027 or via email.
