Information: the Key to Collections Environmental Mechanical Contractors Inc. (EMC) has had no write-offs for the last two years. None. There's no magic formula for this outstanding record, insists Paul Bloemer, controller of this Olathe, Kansas, company, which employs about 60 and operates mostly in Kansas and Missouri but is occasionally invited to follow a general contractor to other states. The reason EMC's $10 million in annual sales are not diluted by uncollectables is substantially due to a three-part program.
- Just how conservative they are in accepting contracts
- the importance of understanding their general contractor and sometimes end-user (owner) customers' policies
- Their attitude towards the filing of liens - their strategy and thought process on this construction industry tool
- The point at which diplomacy ends and they step up collection efforts to a more serious level
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