Predictika · Dealer F&I and deal structuring

An AI sales agent's retail auto deal, checked against lender program rules before it is presented

An AI sales agent structures a retail vehicle deal for a dealership customer: lender program and credit tier, term, rate, down payment, rebates, F&I products and the payment. Before the deal is presented, the agent sends it to Predictika, which checks it against a declarative model of lender program and dealer rules and returns a verdict, every reason and the figures it computed.

Scope: retail auto deal structuring and F&I product eligibility under lender programs: credit tier, term, rate markup, loan-to-value, payment limits, products and rebates. See everything this validator covers

This validator models retail vehicle deal structuring under lender programs — not just the scenarios shown below.

  • Lender programs — three illustrative lenders (a bank, a credit union and a captive finance company), each with three credit tiers and its own minimum score and buy rate.
  • Term and vehicle — maximum term for new and for used vehicles, and the oldest used vehicle each program accepts.
  • Rate and structure — dealer rate markup over the buy rate, loan-to-value limit against vehicle value, and the amount financed the quote states.
  • Payment — the stated monthly payment against a share of gross monthly income.
  • F&I products — GAP, vehicle service contract and prepaid maintenance eligibility by program, GAP eligibility by loan-to-value, and the share of the amount financed that products may take.
  • Rebates — cash rebate with a special APR offer (stacking), and no manufacturer rebate on used vehicles.

Any retail deal that touches these programs, limits, products or rebates is in scope — not only the scenarios pictured here. Not covered: product prices, tax and fee calculation, leases, a payment calculation (the agent states the payment and the validator checks it against the limit), credit decisions, and any dealer management platform. Assumptions: every lender, program, rate and limit is an invented illustrative value, not a real lender term.

The AI sales agentStructures the deal from the conversation and says it is ready to present.
Predictika validatorChecks every rule at once and returns the verdict, each finding, and the computed figures.

7 scenarios in 3 groups · each group runs from the agent’s first attempt to the outcome · click one to switch

What the agent proposes

The AI sales agent says

Illustrative agent statement. The validator receives the structured request below.

Proposing agent: AI sales agent (scripted)

Before sending, the agent must call Recorded run

Predictika validator


      

        
        
        
      

      
Waiting for the call.

      
    

  

  
  

    
Where rules-based CPQ gets it wrong
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Our assessment of what a typical rules-based configure-price-quote tool (product rules, price rules and validation rules) does with the same cases. It is a judgment about effort and reliability, not a claim that nothing can be built.

    
What the validator caughtTypical rules-based CPQPredictika
Limits that differ by lender and credit tier (term, markup, loan-to-value, payment share)Only with care
A product or price rule per lender and tier works, but each new program multiplies the rules and someone must keep them in step with the rate sheets.		Each program is a row of limits; the same rules read the row, so a new program is a new row.
Product eligibility that depends on the program and on loan-to-value (GAP only when the loan is large against the vehicle)Only with workarounds
Eligibility that depends on a computed ratio usually needs a custom calculation field and a validation rule per product.		The amount financed and the ratio are computed on every call and compared with each program limit.
Rebate stacking: a cash rebate with a special APR, only where the program allows itOnly with care
Easy for one program; per-program exceptions tend to become a growing list of conditions.		Whether a program allows stacking is a field on the program row.
A stated amount financed that does not match the structureOnly with workarounds
The stated figure is rarely a field on the quote, and recomputing the amount financed in a rule duplicates the structuring logic.		The stated figure travels with the deal and is compared with the computed amount financed.
Every problem returned in one answerOnly with workarounds
Rules tend to fire as a screen is saved, so a deal manager often fixes one problem and meets the next.		All findings come back together, whatever order the choices arrived in.

  

  

    
What this validator catches: findings from its test cases
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Every rule is checked on every call, in any order the choices arrive; one problem never hides another. Blocking findings stop the deal; approval findings need a person to sign off; everything else is computed.

    
1a 72 month term is above the 60 month maximum for this used vehicle on Illustrative Credit Union tier B.
2the quoted rate is 250 basis points over the lender buy rate, above the 100 basis point markup limit of Illustrative Credit Union tier B.
3the amount financed, 24000 dollars, is above 115 percent of the 20000 dollar vehicle value, the loan-to-value limit of Illustrative Credit Union tier B.
4a credit score of 590 is below the 600 minimum for Illustrative Prime Bank tier C.
5a used vehicle 7 model years old is older than the 6 years Illustrative Prime Bank tier A accepts.
6a 2500 dollar cash rebate cannot be combined with a special APR offer on Illustrative Prime Bank tier B.
7GAP coverage is not eligible because the amount financed, 31500 dollars, is under 80 percent of the 42000 dollar vehicle value.
8a 1000 dollar manufacturer cash rebate cannot be applied to a used vehicle.
9a vehicle service contract is not offered with Illustrative Credit Union tier C.
10a prepaid maintenance plan is not offered with Illustrative Credit Union tier A.
11F&I products of 6000 dollars are above 15 percent of the 37500 dollar amount financed, the product limit of Illustrative Credit Union tier B.
12a 929 dollar monthly payment is above 12 percent of 4300 dollars gross monthly income, the payment limit of Illustrative Captive Finance tier C.
13the quote states 33000 dollars financed, but the validator computes 31500 dollars.
14a rate markup of 101 basis points is above the 100 a finance manager can set alone; it needs F&I director approval.
15the amount financed is within 5 percent of the 115 percent loan-to-value limit of Illustrative Credit Union tier B; confirm the vehicle value with the lender.
16a 610 dollar payment is within 10 percent of the 14 percent payment limit on 4400 dollars gross monthly income; confirm income documentation.

  

  

    
Scenarios and results
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The recorded result of the validator for each scenario on this page: the request the AI agent sent, the verdict, and every finding, in the order they appear above.

    
1. Used vehicle: Used car with a long term, high markup and a big loan

    
The agent's request. Please structure a used vehicle deal on the Illustrative Credit Union tier B program: price $21,000, tax and fees $1,800, down payment $1,000, a 72 month term at 8.99 percent, with a vehicle service contract ($2,200 of products). The customer has a credit score of 650 and gross monthly income of $5,200. The vehicle is valued at $20,000. The deal states $24,000 financed and a monthly payment of $432. It is ready to present.

    
Verdict: Blocked.

    
    
      
  • Term above the program maximum. A 72 month term is above the 60 month maximum for this used vehicle on Illustrative Credit Union tier B.
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  • Rate markup above the limit. The quoted rate is 250 basis points over the lender buy rate, above the 100 basis point markup limit of Illustrative Credit Union tier B.
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  • Amount financed above the loan-to-value limit. The amount financed, 24000 dollars, is above 115 percent of the 20000 dollar vehicle value, the loan-to-value limit of Illustrative Credit Union tier B.
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2. Used vehicle: The agent resubmits after fixing the errors

    
The agent's request. Please structure a used vehicle deal on the Illustrative Credit Union tier B program: price $21,000, tax and fees $1,800, down payment $4,000, a 60 month term at 7.49 percent, with a vehicle service contract ($2,200 of products). The customer has a credit score of 650 and gross monthly income of $5,200. The vehicle is valued at $20,000. The deal states $21,000 financed and a monthly payment of $421. It is ready to present.

    
Verdict: Allowed.

    
    
      
  • Program and deal summary. Illustrative Credit Union tier B needs a score of 640 or more, has a buy rate of 649 basis points and allows used terms up to 60 months; amount financed $21,000; rate markup 100 basis points.
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3. Rebates and products: Rebate stacked with a special APR, GAP on a small loan

    
The agent's request. Please structure a new vehicle deal on the Illustrative Prime Bank tier B program: price $41,000, tax and fees $3,200, down payment $12,000, a $2,500 manufacturer cash rebate together with the special APR offer, a 72 month term at 7.49 percent, with GAP coverage ($1,800 of products). The customer has a credit score of 690 and gross monthly income of $7,000. The vehicle is valued at $42,000. The deal states $33,000 financed and a monthly payment of $544. It is ready to present.

    
Verdict: Blocked.

    
    
      
  • GAP not eligible at this loan-to-value. GAP coverage is not eligible because the amount financed, 31500 dollars, is under 80 percent of the 42000 dollar vehicle value.
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  • Rebate cannot be combined with a special APR. A 2500 dollar cash rebate cannot be combined with a special APR offer on Illustrative Prime Bank tier B.
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  • Stated amount financed does not match. The quote states 33000 dollars financed, but the validator computes 31500 dollars.
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4. Rebates and products: The agent resubmits after fixing the errors

    
The agent's request. Please structure a new vehicle deal on the Illustrative Prime Bank tier B program: price $41,000, tax and fees $3,200, down payment $12,000, a $2,500 manufacturer cash rebate, a 72 month term at 7.49 percent. The customer has a credit score of 690 and gross monthly income of $7,000. The vehicle is valued at $42,000. The deal states $31,500 financed and a monthly payment of $544. It is ready to present.

    
Verdict: Allowed.

    
    
      
  • Program and deal summary. Illustrative Prime Bank tier B needs a score of 660 or more, has a buy rate of 749 basis points and allows new terms up to 72 months; amount financed $31,500; rate markup 0 basis points.
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5. Payment and products: Large loan and payment on a lower credit tier

    
The agent's request. Please structure a new vehicle deal on the Illustrative Captive Finance tier C program: price $36,000, tax and fees $2,800, down payment $1,000, a 66 month term at 11.49 percent, with a prepaid maintenance plan ($7,500 of products). The customer has a credit score of 665 and gross monthly income of $4,300. The vehicle is valued at $37,000. The deal states $45,300 financed and a monthly payment of $929. It is ready to present.

    
Verdict: Blocked.

    
    
      
  • Amount financed above the loan-to-value limit. The amount financed, 45300 dollars, is above 105 percent of the 37000 dollar vehicle value, the loan-to-value limit of Illustrative Captive Finance tier C.
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  • Payment above the income limit. A 929 dollar monthly payment is above 12 percent of 4300 dollars gross monthly income, the payment limit of Illustrative Captive Finance tier C.
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  • Maintenance plan not offered. A prepaid maintenance plan is not offered with Illustrative Captive Finance tier C.
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6. Payment and products: The agent resubmits after fixing the errors

    
The agent's request. Please structure a new vehicle deal on the Illustrative Captive Finance tier B program: price $36,000, tax and fees $2,800, down payment $6,000, a 72 month term at 6.99 percent, with a prepaid maintenance plan ($3,000 of products). The customer has a credit score of 665 and gross monthly income of $4,400. The vehicle is valued at $37,000. The deal states $35,800 financed and a monthly payment of $610. It is ready to present.

    
Verdict: Needs approval.

    
    
      
  • Payment close to the income limit. A 610 dollar payment is within 10 percent of the 14 percent payment limit on 4400 dollars gross monthly income; confirm income documentation.
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  • Program and deal summary. Illustrative Captive Finance tier B needs a score of 660 or more, has a buy rate of 699 basis points and allows new terms up to 72 months; amount financed $35,800; rate markup 0 basis points.
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7. Payment and products: The agent resubmits after fixing the errors

    
The agent's request. Please structure a new vehicle deal on the Illustrative Captive Finance tier B program: price $36,000, tax and fees $2,800, down payment $12,000, a 72 month term at 6.99 percent, with a prepaid maintenance plan ($3,000 of products). The customer has a credit score of 665 and gross monthly income of $4,400. The vehicle is valued at $37,000. The deal states $29,800 financed and a monthly payment of $508. It is ready to present.

    
Verdict: Allowed.

    
    
      
  • Program and deal summary. Illustrative Captive Finance tier B needs a score of 660 or more, has a buy rate of 699 basis points and allows new terms up to 72 months; amount financed $29,800; rate markup 0 basis points.
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Narration transcript
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The text of the narrated walkthrough, step by step.

    
    
      
  1. Welcome to a demo of Predictika's Validator. An AI sales agent structures a retail vehicle deal for a dealership customer: lender program and credit tier, term, rate, and more. Before the deal is presented, the agent sends it to Predictika, which checks it against a declarative model of lender program and dealer rules and returns a verdict, every reason and the figures it computed.
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  2. I will start with the first request by the agent.
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  3. The agent says. Please structure a used vehicle deal on the Illustrative Credit Union tier B program: price $21,000, tax and fees $1,800. The customer has a credit score of 650 and gross monthly income of $5,200. The rest of the request is on screen. The deal states $24,000 financed and a monthly payment of $432.
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  4. Before it goes out, the agent calls the validator.
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  5. Blocked, with three findings, all in one answer. A 72 month term is above the 60 month maximum for this used vehicle on Illustrative Credit Union tier B. The quoted rate is 250 basis points over the lender buy rate, above the 100 basis point markup limit of Illustrative Credit Union tier B. The amount financed, 24000 dollars, is above 115 percent of the 20000 dollar vehicle value, the loan-to-value limit of Illustrative Credit Union tier B.
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  6. The validator returned three blocking findings in one answer. A check that reads one field at a time would pass most of this; it shows only when the choices in the deal are checked against each other.
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  7. What this shows: for limits that differ by lender and credit tier (term, markup, loan-to-value, payment share), a rules-based CPQ is error-prone for this.
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  8. Now the agent resubmits.
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  9. The corrected request. It changes the down payment to $4,000, the term to 60 months, the quoted rate to 7.49 percent, the stated amount financed to $21,000 and the stated monthly payment to $421.
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  10. It calls the validator again.
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  11. This time the validator clears it.
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  12. All three earlier findings are cleared, and the validator's total, $21,000 financed, matches the deal.
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  13. Three problems caught in one call, fixed in one pass, and a clean deal. That is the value of Predictika's validator: catching mistakes before the deal is signed. Now you can try the other scenarios yourself.
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