Issue link: http://www.e-digitaleditions.com/i/105134
Contract Billing continued Recently we had a payment denied because a company that submitted us a quote included the product and labor in the quote, which was placed in the schedule of values. Every time the invoice was printed, under product it said labor included. Schools only pay for the equipment;the contractor is responsible for all installation costs and freight, if applicable." BRESCO's customer base primarily consists of schools and universities, the government and corporate accounts, which range from small mom and pops to large chains. And knowing who requires what for payment can be confusing. Corporations rely a lot on AIA as means of tracking received, not received, stored and in place of equipment, according to Cason. Schools do not use AIA, but an AIA or similar form is usually requested for all government billing projects."Federal, state, and local bodies all differ to some degree," says Cason."Federal and state contracts usually require certified payrolls, an assurance that all on-site workers are being paid per pay scale set up by the Davis Bacon-Act. To alleviate hardship, some will pay only our cost incurred, [balance between our cost and resale to them].The difference can be requested once the equipment has been set in place [called profit and overhead]. A copy of our vendor invoice may have to accompany request as well. Getting to know what they want up front helps. Good communication could mean the difference between getting a pay app rejected for as little as 25 cents or having someone give you a call, offer to fix the problem and send your payment through. It's all about establishing a good rapport on the front end." K Association Highlights continued vention the place to be to meet with the industry's leading dealers and manufacturer suppliers. See you there! FEDA Educational Opportunity at The NAFEM Show (Final Call) Box Lunch Sales Seminar "Good" and "Real"…A Blueprint for Success Friday, February 8, 2013 12:00 pm – 1:30 pm (luncheon will be open at 11:45 am) Sponsored by the Hatco Corp./Mike Whitely,Vice President of Sales & Marketing For your business, what is good sales growth? A good new customer? A good order? Ownership, management and salespeople need to start with the same answers so that their activities and emphasis all line up, says professional sales trainer Joe Ellers, the featured speaker for the 2013 FEDA Box Lunch Sales Seminar. In his presentation, "A Blueprint for Success," he will discuss the importance of incorporating a sound sales process to boost sales efforts,which include defining goals and identifying real opportunities to push the sale forward. Key elements covered in the next FEDA Box Lunch Sales Seminar include a simplified sales planning matrix, three key planning questions, a target account list and other tools specifically for sales managers.When you put them all together, says Ellers, you get good sales results from real activities. If you would like your sales team to have a blueprint for sales success, then plan for them to attend FEDA's Box Lunch Sales Training program, Friday, February 8, at the NAFEM show in the Orange County Convention Center, Orlando, Fla. Note: Registration is required for this FEDA event, which is for FEDA members. If you have not registered and need a form, call the FEDA office ASAP at 800-677-9605. The price is $39 per person and includes the seminar and box lunch. K A Crash Course in AIA Looking for a good primer on AIA? Sunbrust Software Solutions Inc.'s website provides great information on the basics. Visit it at the following link: http://www.sunburstsoftwaresoluti ons.com/about-aia-billing.htm. Jan uar y/Febr uar y 201 3 43