"Using data as a prediction model is a real gamechanger."

José Fernandez is chief of Marketing and chief of Digital at one the oldest family-owned businesses in the world: car distributor D’Ieteren. José has a knack for creating great customer experiences using data. He’s seen many major transitions in digital innovation throughout his career. We talked to him about the rise of data, and what he considers his breakthrough moment.

José’s Eureka!-moment

“For a long time, data was mostly used for reporting, until we discovered you can use it to predict client behavior. That transition to a prediction model was a true revelation to me, a real gamechanger.”

With  a master’s degree in commercial  engineering,  José’s career path has taken him through many companies and domains. His dense resume harbors enough experience to fill three careers. He brought sales  and  marketing to  the  digital  age at  Vandemoortele,  joined CRM firm Actito and witnessed the entire lifecycle of a successful start-up, became CEO of digital marketing pioneer Digitas, and was chief commercial officer at media concern Dentsu before landing his current job at D’Ieteren. He now leads a team of 80 people that covers all things digital and data in customer service.

How important have data and AI been?

“I’ve never been tied down to one specialization or  sector. I always  followed  the  trail  of  innovation, regardless of the industry or domain. Every company I joined was at the time on that tipping point of having  a  new  technology disrupt the  industry. Naturally,  data  and  AI have heavily influenced my decisions, especially in the last decade.”

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“I guess I took the first step towards data during my time as an associate partner at CRM start-up Actito. Back in 1998, we built websites in HTML without having any means to measure customer experience. At Actito,  we  started collecting customer data  to reshape customer  care,  or  what  we  nowcalla  CRM(customer relationship management)system. This was at the very beginning of the digital age. We quickly realized that  user  experience  would  become  immensely  important,  so  we  started  collecting  data  to optimize our UX. We actually had an entire creative team interpreting the data and translating it into a better user experience. It was quite innovative at the time.”

How did this first experience with data power your next steps?

“After Actito?, I joined LBI, a global marketing and technology agency. I applied the lessons I learned at Actito, and we founded a creative team that focused on how to visualize data for customers. So from collecting and  interpreting, we  went  to  visualizing and presenting data. The  focus  on  user  experience remained, as this was around the time smartphones became omnipresent.

“I became CEO at an LBI spin-off: Digitas. They build digital platforms and apps for major players like NMBS, Thalys, Nationale Loterij, Nissan and Toyota. The real eye-opener here was the enormous amount of data we collected. I thought the creative agencies owned the most data. What I realized at Digitas, which  is  part  of  the  Publicis  Group, was  that the  publishing  world  was  in  control  of the  biggest  data sources. Every single screen of just one of those apps was an enormous source of consumer data. This was really a tipping point in the evolution of data: we built data warehouses, started using SEO, SEA and optimized budgets through data.”

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Was this a breakthrough moment?

“The  endless  possibilities  were indeed very  exciting. We made  an  app for high-speed  rail operator. Their  previous  app  was  purely  transactional:  you  could  buy  and  present  your  ticket.  That  was  it. We redefined the customer journey and added extra services based on geolocation: the possibility to directly order a taxi in the app or launch a satisfaction survey the moment the customer arrives at their destination. We  transformed  this transactional  app  into  a  completely  new  model  to  generate  revenue  and  allow partnerships, all through the collection of location data.”

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“The biggest breakthrough presented itself in my next endeavor. Because I was convinced that the media industry held the future of data, I made a move away from digital and creative agencies and joined Dentsu, which was one of the largest media and advertising concerns in the world. They were sitting on an enormous amount of data, but it was mostly used for reporting.”

“Back then, data was still a buzzword for Dentsu; they didn’t have an actual data team. We gathered a group data scientists to do more with the raw data we had, much like we did at Digitas. That’s when we found  that  it can be  used to predict customer  behavior. It  was  a  total  gamechanger. Dentsu  became pioneers in programmatic trading, where advertising budgets are optimized in real-time. Our strategy was  built on analysis,  prescription  and  prediction.  By  creating  algorithms in  the  analysis  phase,  we succeeded in building a prediction model for advertisers.”

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So, what instigated your move to D’Ieteren?

“Although programmatic trading is still valuable, more and more advertisers own data and do the data science in-house. It became harder for a generalist agency like Dentsu to make an impact. That’s why I moved to D’Ieteren, which owns and processes data themselves. I wanted to go where the data was and where I could create more value for customers.

‘As you know, D’Ieteren is an enormous company, with a global revenue of about 1 billion euros. Our core business is positioning the manufacturer’s products (the cars) within the market. The task is twofold: we take care of the logistics of distribution and the marketing. We find the right target audience for a new  car  and market  the  product. We are  responsible  for digital  conversion  through  online  and  e-commerce platforms. With the exception of Porsche, all D’Ieteren brands are available  to  buy  online without having to go to a dealership.”

How does D’Ieteren use and apply data?

“We collect two types of data: consumer data and operational data. The customer data is every piece of data that is linked to a consumer. D’Ieteren has about 1.6 million B2B and B2C clients. We use data analysis and prediction to understand our clients better and reshape the customer experience from start to  finish. A team  of  6  data  scientists are  building  algorithms  and  developing  machine-learning applications. One of the projects we’re currently working on is the car configurator. Aprediction model helps us optimize this tool to make specific recommendations.”

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“The  operational  data  helps  us optimize  our  margin  on  imported  cars, calculate  investments, enable dealerships to calculate  optimal prices... We  use  Microsoft  Power  BI  to  present  this information in dashboards. Let’s say a Volkswagen dealer is  selling  a  car. They can  easily  calculate  whether a 7% interest or some free options are more interesting, both for the dealership and the customer."

“We are also in the midst of stepping up our digital transformation and increasing our data use to help shape the mobility of the future. D’Ieteren is part of an ecosystem made up of 8 start-ups offering mobility solutions, including Poppy (carsharing), Leasy (leasing), Skipr (full digital integration for company cars) and Lab Box (electrification). Our strategy is based on 4 trends: decarbonification, car connectivity (as the saying goes: a car is a smartphone on wheels), autonomous driving and the sharing economy.”

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Is the self-driving car the most exciting innovation in the automotive industry right now?

“I’d say so. The fact that we can use data to enable cars to drive autonomously is phenomenal. The future of mobility is very exciting. Many new developments are on the brink of breakthrough thanks to data science – just consider Amazon delivering packages with drones. It seems very sci-fi now, but in 5 to 10 years we won’t even question it. Of course, this poses some ethical questions as well.”

Which issues concern you?

“If an autonomous car has to choose between running over a child on the street or protecting its passenger, how do we program its response? This is an important question. A second issue is privacy. The Cambridge Analytica case, where social media data was used to influence US elections, proved that using data can have severe political consequences. Killing machines concern me too. We could fight wars with robots, thanks to data. It seems farfetched, but Google recently decided not to offer AI services to the military anymore. We need to tread it carefully.”

What is your vision on how to tackle these ethical questions?

“I don’t  have the answer. We will need strong regulation, but  who will define  the  rules?  Is  it  the government? The industry itself? The truth is that we don’t know what AI is capable of yet. It might even help us to figure out these issues. Take the COVID-19 vaccination strategy, for instance. If it were up to me, I would run an algorithm and let it identify the most effective strategy. We will see more of these ethical dilemmas solved by AI in the next few years. But it’s a sensitive issue, of course. At what point do we accept that our lives are shaped by non-humans? I believe we’re in the first hour of the first day of the next 1,000 years. I’m happy to be in the front row.”


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