The Association of Finance and Insurance Professionals, as part of its compliance training, requires students to answer 25 questions on ethics, in the hope that the exam will lead to ethical behavior in the workplace.
According to association President Dave Robertson, it's worked. Of the more than 55,000 associates the nonprofit has certified in the past 26 years, it knows of fewer than 10 who have gotten their employer in trouble because of unethical practices.
With dealership profits increasingly tied to F&I sales, the association ensures dealership professionals ranging from F&I personnel to sales staff understand the importance of F&I ethics and situations they might face when personal ethics could be questioned, Robertson told Automotive News.
The association's certification process combines personal accountability with knowledge of state and federal regulations that set boundaries for ethical behavior. Those who take the course receive a textbook written by the Hudson Cook law firm, online materials, conference call sessions and an exam review. The exam requires a score of at least 80 percent. Students must also complete an applied ethics module and sign a personal code of ethics. A two-day boot camp in the dealership is also offered.
F&I managers confront a plethora of ethical questions throughout their careers.