Georgine Muntz's presentation at CBA LIVE touched on the technologies that can help auto lenders reach an ideal level of efficiency, including eSignatures, automated communication, and loan origination systems. She also discussed the importance of collaboration, examined the uses of detailed data analysis, and explained how hiring both experienced veterans and younger innovators helps to build the most agile and capable teams possible.

1. DIGITAL
TRANSFORMATION
AUTO FINANCE FORUM

2. [FORUM]
Presented by:
GEORGINE
Muntz
COO,
defi SOLUTIONS
Digital
Transformation
JIMMY
Fallon
HOST,
The Tonight Show

3. CAN YOU KEEP UP?

4. CAN YOU KEEP UP?
DIGITAL
CLOUD
DATA BITCOIN
Digitalization
Simplification
Software as a ServiceSMARTCARS
SMARTPHONES
Compliance
SMARTWATCH
Digital Transformation
Analytics
Beepi
Bitcoin Blockchain
BIG DATA
Bitpay
eDocuments
eSignatures
Disruption
internet of thingsInfrastructure as a Service
MINI-TRANSFORMATION
Mobile Apps
Mobile Services
Nixie
defi
FlatTyre
Tools as a Service
Virtual Reality
CRM
DECISIONING TOOLS
Tesla
Uber
VIRTUAL
REALITY
VirusViral
Digital Delivery
DIGITALIZATON WITH A HUMAN TOUCH
DIGITAL TRANSACTIONS
P R I V A T E
HYBRID
Virtual
Coinbase
DIGITAL COIN ZIGBEE
Tizen
RealSense
CRYPTOCURRENCY
Bitcoin WalletMOBILE

5. CAN YOU KEEP UP?
[http://mckinsey.com/client_service/marketing_and_sales/latest_thinking/retail_bank_distribution_2015]
[For the typical retail bank]…transformation will
require a substantial reduction in branch costs,
a streamlining of end-to-end processes
and in most cases the building of many still
missing digital components.
Not doing this…
is simply not
an option…”

6. QUICK SURVEY

7. QUICK SURVEY
Which of these is your NUMBER ONE concern
regarding technology innovation for the coming year?
o Hardware and software costs
o Technical expertise and manpower
o Knowing where to invest first
o All of the above

8. QUICK SURVEY
Rate your technology innovation level today?
(Scale 1-5 with 1 the lowest):

9. QUICK SURVEY
Does your company currently have a documented
digital roadmap?
o YES!
o No

10. QUICK SURVEY
Did your team participate in the digital roadmap
strategy and plan?
o YES!
o Ooops…..

11. BREAKING IT DOWN

12. BREAKING IT DOWN
A digital asset and payment system
• Open source peer-to-peer (P2P) money
• Low processing fees
• Mobile payments made easy
• Security and control over your money
• Works everywhere, anytime
• Fast international payment
• Protect your identity

13. BREAKING IT DOWN
VIRTUAL REALITY JIMMY Paints the Moon

14. BREAKING IT DOWN
VIRTUAL REALITY
• Immersive computer-simulated reality
– Exploration began 35 years ago
– The application was too niche
– The landscape is shifting
• Google invested $542M in augmented reality, Magic Leap
• Facebook spent $2B for VR Kickstarter, Oculus Rift
• Sony VR USERS (EOY est.): 2016 1.5M; 2020 31.6M
• Microsoft pays BIG BUCKS to Intel for Havok
• VR Sales Forecasts: 2016 $1B; 2020 $150B

15. BREAKING IT DOWN
According to J>D> Power 2014 U.S. Sales Satisfaction Index Study,
http://www.autonews.com/article/20141230/FINANCE_AND_INSURANCE/141229952/5-f&i-
trends-to-watch-in-2015/
AUTO LENDING FINANCE
“…the most highly satisfied
customers reported they spend
15 minutes or less ‘discussing
and signing the final paperwork’
… After 30 minutes, scores
really start
to fall…”

16. BREAKING IT DOWN
[http://www.autonews.com/article/20141230/FINANCE_AND_INSURANCE/141229952/5-f&i-
trends-to-watch-in-2015/]/
AUTO LENDING FINANCE
“…As retailers look to get the
entire in-dealership transaction
done in under an hour,
the pressure will be on F&I
departments to get financing
approved, pitch F&I products
and comply with required
disclosures and signature
in 30 minutes or less…”

17. BREAKING IT DOWN
What’s trending now in AUTO LENDING?
• eDocuments
• eSignatures
• Demand analytics
• Automated communication
• Decisioning as a Service (DaaS)
• Software as a Service (SaaS)
LOS systems

18. BREAKING IT DOWN

19. WHY DISRUPT

20. WHY DISRUPT
Source: Goldman Sachs Global Investment Research
THE MILLENIALS or Gen Y

21. WHY DISRUPT
Journal de Quebec | Mardi 22 Janvier 2008

22. WHY DISRUPT
THE MILLENIALS
92 M
MILLINIALS
61 M
GENERATION X
92 M
MILLINIALS
77 M
BABY BOOMERS

23. WHY DISRUPT
THE MILLENIALS
% OF 18-34 YEAR OLD LIVING WITH PARENTS Source: IPUMS-CPS,IPUMS-USA and
- Current Population Survey Goldman Sachs Global Investment Research

24. WHY DISRUPT
THE MILLENIALS

25. WHY DISRUPT
THE MILLENIALS
How important is it for you to own the following? Source:Goldman Sachs Global Investment Research
Thoughts intern survey, 2013

26. WHY DISRUPT
THE BOTTOM LINE IN MY OPINION
“Millennials want instant gratification across
channels and expect to handle the financing on any
medium without hassle…”

27. BE THE DISRUPTION
AUTO LOANS weathered the financial crisis better
than other retail bank asset classes.
Source: McKinsey & Company, Retail Banking Insights
May 2014

28. BE THE DISRUPTION
Source: McKinsey & Company, Retail Banking Insights
May 2014
AUTO DEALERS
“…To be successful, banks
have to adopt a pricing process
and discipline that reflects the
peculiarities of pricing in
auto finance.”

29. BE THE DISRUPTION
RETAIL BANKERS
• Build a team of traditional players and new players
• Automate to simplify process and reduce costs
• Collaborate with innovators that understand your
unique needs
• Collect and analyze your data to know, not guess,
what’s going on in your market
• Buy, build, collaborate, integrate

30. BE THE DISRUPTION
CHANGE IS
inevitable,
“STRUGGLE” IS
optional.
-John Maxwell

31. QUESTIONS?