A guide to how the Fullpath Agentic Desking Solution structures a vehicle deal from first contact through credit decision — covering each stage, the tools involved, and what happens at every step.
What is the Fullpath Agentic Desking Solution?
The Fullpath Agentic Desking Solution is Fullpath's automotive desking platform. It guides a sales team through the deal process — from importing a customer lead to receiving a lender's credit decision — inside a single, connected workflow called the Deal Jacket.
The platform is designed around the Single Point of Contact (SPOC) method: one salesperson manages the entire deal on a shared screen with the customer, removing back-and-forth negotiation and making pricing transparent from the start.
The deal lifecycle at a glance
Every deal moves through five stages, tracked in real time on the Deals Desk and on the shopper's profile page.
| Stage | Name | What happens |
|---|---|---|
| 1 | Desking | Deal structure is built — vehicle, terms, trade-in, and programs |
| 2 | Review | One-sheet deal summary is presented or emailed to the customer |
| 3 | Application | Credit application captured, e-signed, and submitted for the hard pull |
| 4 | Decision | Lender returns approval, RBP notice, Red Flag, and OFAC status |
| 5 | Done | Deal is marked complete and ready to transfer to the DMS |
Stage-by-stage breakdown
Stage 1 — Desking
The deal begins when a salesperson either imports a customer from the connected CRM or selects a vehicle from the live inventory feed. Once a vehicle and customer are paired, the Deal Jacket opens.
Inside the Deal Jacket, the salesperson configures the deal structure:
- Financing type (lease or retail)
- Loan term and annual mileage
- Down payment
- Trade-in vehicle and payoff amount (retrieved via a 10-day payoff lookup)
As the deal is structured, OEM programs, rebates, residual values, and money factors are dynamically returned based on the vehicle's VIN. The platform automatically enforces rebate compatibility rules — for example, a military discount and customer cash may be mutually exclusive depending on the OEM program.
Stage 2 — Review
Once the deal structure is set, the platform generates a one-sheet deal summary including the payment breakdown and applicable program disclaimers. This summary can be printed or emailed to the customer for review and approval before any credit information is collected.
Stage 3 — Application
When the customer is ready to proceed, the salesperson enters the customer's information directly into the credit application — including residence, income, employment, and insurance details.
The customer reviews the application on screen and authorizes it via e-signature. The hard credit pull is then submitted to the dealership's configured lender platform, with bureau access provided through Equifax, Experian, and TransUnion.
Stage 4 — Decision
The lender returns a credit decision alongside three compliance outputs that must be reviewed before the deal can proceed:
- RBP notice — Risk-Based Pricing disclosure required when credit terms differ from the best available rate
- Red Flag check — Flags potential identity theft indicators associated with the customer's SSN
OFAC check — Screens the customer against the Office of Foreign Assets Control watchlist
FLS fallback (when configured): If the dealership has configured rate sheets from external (non-integrated) lenders, the Forward Lending System can act as a fallback. When standard credit tiers can't accommodate a deal — for example, high negative equity — it applies a 90-day rolling average rate. This is available only when external lender rate sheets have been set up.
Stage 5 — Done
Once the credit decision is returned, the deal is marked complete in the Deal Jacket. The full deal summary remains available in the Deal Jacket so the dealership can transfer the deal details into its DMS to finalize the transaction.
Key integrations in the deal flow
| Integration | Role in the deal |
|---|---|
| OEM program data | Returns manufacturer programs, rebates, residuals, and lease/retail rates based on vehicle VIN. Must be configured before desking can begin. |
| Lender platform (RouteOne / DealerTrack) | Handles 10-day payoff lookups, soft pulls, hard credit applications, and compliance checks (RBP, Red Flag, OFAC). |
| Inventory feed | Syncs live dealership inventory up to eight times per day. Specific fields can be excluded per dealership configuration. |
| CRM | Imports customer records into the Deal Jacket by matching phone number or name. Syncs on a regular interval or via manual refresh. Note: updates made inside the desking platform do not write back to the CRM. |
Key terms
| Term | Definition |
|---|---|
| Deal Jacket | The central dashboard for a single deal, containing the activity log, deal structure, application, and decision |
| SPOC | Single Point of Contact — a one-price, transparent sales method where one salesperson manages the full deal on a shared screen |
| RBP | Risk-Based Pricing — the credit disclosure required when the customer's rate is not the most favorable available |
| FLS | Forward Lending System — a 90-day rolling average rate used as a fallback when standard credit tiers can't accommodate a deal. Available only when the dealership has configured external lender rate sheets. |
| OFAC / Red Flag | Federal compliance checks run at credit decision — OFAC screens for watchlist matches; Red Flag identifies potential identity theft |
Important to note
CRM sync is one-way. Customer data flows from the CRM into the desking platform, but changes made inside the credit application do not sync back to the CRM.
Online deals don't carry over automatically. If a customer configured a deal online before arriving at the store, that deal cannot be imported — it must be rebuilt manually in the Deal Jacket.
Balloon financing is not supported. Programs that use a balloon payment structure (for example, certain manufacturer flex programs) cannot currently be desked in this platform.
Rebate exclusions are OEM-specific. Some manufacturer incentives are mutually exclusive. The platform enforces these rules automatically, which may result in a previously applied rebate being removed when a conflicting one is selected.