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The biggest mistake dealers make with AI? Treating it like a tool, not an ecosystem.

Recorded live at Automobility LA, this conversation with Marianne Johnson (EVP & Chief Product Officer, Cox Automotive) and David Foutz (VP of Enterprise Client Management) cuts straight through the noise surrounding AI. Instead of buzzwords, they focus on what AI can actually do for dealers today — from hyper-personalized communication that lifts appointment conversion by 26%, to intelligent agents that work on behalf of the dealership long after business hours. They lay out a simple framework every retailer should be thinking about: grow your business, protect your business, and drive efficiency. AI is no longer theoretical — Cox is already deploying generative and agentic systems that elevate productivity, improve messaging, and extend the sales team’s reach.

But the bigger story is the shift in consumer behavior. Search is no longer keyword-driven — it’s answer-driven. Consumers aren’t browsing; they’re asking. And unless dealer content is “agent-ready,” they’ll never appear in the results that matter. Marianne and David explain why orchestrated AI across DMS, CRM, service and retail experiences is now essential — not optional. The future of automotive retail won’t be won by point solutions, but by cohesive systems that follow the customer from the first question to the final signature. This episode is a masterclass in where AI is truly taking the industry.

Timestamped Takeaways

0:00 Intro — Live at Automobility LA

0:27 Bringing Warmth on a Rainy LA Day

1:22 The Three Priorities: Grow, Protect, Drive Efficiency

2:08 Why Unique Data Will Decide the Next Era of Automotive

2:24 What Dealers Are Asking for: Faster Without Losing Quality

3:13 Dealers Don’t Want the Hype — They Want Results Now

3:25 What AI Can Actually Do Today (Not in Three Years)

3:53 Hyper-Personalized Messaging That Converts at 26%+

4:55 Agentic AI: Real Assistants Doing Real Work

5:28 How Agents Handle Customer Conversations 24/7

6:08 Why Connected Data Layers Matter More Than Ever

7:36 The Consumer Side: Search Has Officially Changed

7:54 Answer Engines, Agentic SEO & Becoming “Agent Ready”

9:00 Commerce at the Edge: Transacting Without Ever Visiting a Website

9:29 Why AI Must Be Orchestrated Across the Entire Experience

9:48 Closing Thoughts — The Future Is Fully Connected

Connect with Marianne Johnson: https://www.linkedin.com/in/mariannemcpeakjohnson/

Connect with David Foutz: https://www.linkedin.com/in/david-foutz-8459274/

Learn more about Cox Automotive: https://www.coxautoinc.com/

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