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ICAA WEBINAR: Prevailing Wage Jobs: Step-by-Step GuidanceMembers can view this webinar by The federal Davis-Bacon Actrequires that contracts forbuilding construction financedin part by the governmentinclude provisions requiringcontractors to pay wagesas determined by the U.S.Department of Labor. These arecalled “prevailing wages”.As the government gears up for increasedfunding of “green” and infrastructure projects, ourindustry will be a beneficiary of these projects.There will be greater opportunities for insulationcontractors to bid on projects to insulate and airseal buildings under “prevailing wage” governmentcontracts.ICAA produced a webinar for its members whowish to or who perform work on prevailing wageprojects. The objective of this webinar is to providesimple, non-technical guidance to help insulationcontractors better understand and fulfill theirobligations under the Davis-Bacon Act, from theinitial bidding phase to the contracted work phaseand the paperwork retainage phase.The webinar starts by walking throughthe earliest involvement with the project. Thenit focuses on the Department of Labor’s WageDetermination document, typically provided by theGeneral Contractor. The Wage Determination andClassification is used to constructthe bid, as the insulation contractoris responsible for classifying eachworker properly. The use of apprentice, trainee, and helper labor tolower your bid price.Common challenges using the WageDetermination. One example is when the WageDetermination does not include a classificationthat covers your specific work in the project. A“Conformance Request” can be filed.In the webinar, we also go through: The “Site of Work Rule”, which representsa clear bidding advantage for insulationcontractors since prevailing wages are to bepaid at the worksite only – not at the warehouseloading/unloading, and not during travel to/fromthe worksite! A Sample Payroll Form and the incorporation ofthe fringe benefit requirement into the payrollequation. We discuss the fringe benefit offsetand show examples of how this can be used inthe payroll calculation. The computation of overtime for regularemployees and for employees who perform twodifferent types of work at the project. Recordkeeping and reporting requirements of theprevailing wage project, such as weekly certifiedpayrolls. Employees must be paid no later than7 calendar days from the end of the payrollperiod. We go through sample payrolls to showyou common and problematic entries and discussthe payment of overtime based on the applicableprevailing wage for nonexempt employees.During the webinar, we discuss: Which employees must beclassified as “prevailing wage”workers. The proper worker classificationon the Wage Determination,which is based on the actual workbeing performed by that worker. How to classify foremen,management personnel, andowners who work on the project. The use of 1099 workers/independent contractors.INSULATION CONTRACTORS REPORT May June 20219

NOW AVAILABLE! ICAA Gateway Online Training for SPF HelpersICAA’s new educational training program, ICAAGateway , is the training method of the future forSPF helpers. Say goodbye to the 100-page packetsand PowerPoints of the past. Training has beentransformed! ICAA Gateway allows insulationcontractors to seamlessly incorporate this 3-partonline program into their training agenda. Great fornew employees and refresher class!“I think this is great for guys getting intothe business. It doesn’t take a lot of timeand it has some good information in it. I thinkthis would be a great tool for companies touse when hiring new employees and couldbe used in startup training.”ICAA Spray Foam Task Force Chair Brian Cote said,“training is critical” for those involved in the spray— Brian Terpstra, Nu-Seal Foam Technician, Nu-Wool Co., Inc.foam job. ICAA Gateway provides safety trainingfor SPF helpers and is not tied to any specific SPFproduct. Here are some features of ICAA Gateway : Online access. Online training so your helpers don’t have to loseproduction time. Spanish language version. Entire content available in Spanish,including the short exams at the end of each of the 3 modules. Cost effective. Will not break the bank! Other industry programscost upwards of 200 for each trainee. ICAA Gateway is priced at anominal 29 for members and 25 each if four or more are booked. Also,each member gets two free codes to access the training, testing, andcertification. Contact icaa@insulate.org to request your free access codes.For more information and to watch a short trailer about ICAA Gateway ,visit www.insulate.org/gateway.AFCATBETTER TOGETHERJOIN THE PRIDE!MARKETPLACEIS HERE!VISIT TODAY!CALL US! 469 - 678 - 1008WWW.AFCATUSA.COMINSULATION CONTRACTORS REPORT May June 202111

SPOTLIGHT: Increasing The Value Of Your BusinessIICAA Member Gary LeasorLeasor & Associates, LLCgaryleasor@gmail.comGary is the owner of Leasor &Associates, LLC for fourteenyears. He used to be partowner in Cary Insulationgroup, which owned 32Gary Leasorinsulation contractingcompanies and was also the Customer FinancialManager for 18 years with Owens Corning. Leasor& Associates, LLC works with various size insulationcontractors to evaluate, market, and sell theircompanies.CAA President Terry Burnham called merecently asking if I would share some insightsfrom my 40 years of experience helping insulationcontractors understand how they can increase thevalue of their individual businesses. After beinginvolved in over 70 acquisitions through the yearsand representing both buyer and seller, I learnedat the end of all those negotiations the value of thebusiness is determined by its overall profitability,as well as the quality of the decisions made by thebusiness owners each day for the benefit of theiremployees and customer. I am going to share myexperiences on how to improve overall profitability,which has a direct impact on the value of yourinsulation business. As we all know, the two keyfactors in profitability are revenues and costs. Weare going to focus on revenues and our focus oncosts will be provided in a future edition of thisnewsletter.For years I’ve said that owning a business islike playing monopoly and continuously askingthe question: where do I put my limited resourcescontinued on page 13THE BEST TEAM. THE BEST PRODUCTS.INSULATION ACCESSORIES TO GET THE JOB DONE RIGHT.ADO RAFTER VENTS 3M PROTECTIVE BULLARD SAFETYGRACO SPRAYERS & PARTS INTUMESCENT COATINGSFAST, ACCURATE SHIPPING YOU CAN COUNT ON!SAME DAY SHIPPINGON MOST ORDERS!800-666-8191 2021 ADO Products12ICAA Half PG 7x4.583 2021.indd 1Check out our new website atwww.adoproducts.com4/6/21 4:26 PMMay June 2021 INSULATION CONTRACTORS REPORT

Spotlight: Increasing The Value Of Your Businesscontinued from page 12CustomersProfitability PaymentsABC Contracting88Arnie's Home Builders510Manor Home Builders96Nuance General Contractors68Penultimate LLC310Dunn-Right Homes29OBX Homes74Tri-State Homes55EverRight Contractors16XYZ Construction33to make the most money? All of us have limitedresources, particularly in today’s operatingenvironment with limited materials, increasedlabor costs, and the amount of capital required topurchase foam trucks and related equipment. Forbusiness owners, this begs you to ask where youare investing these limited resources and if theinvestments being made today are truly increasingthe value of your company.When working with an insulation contractingbusiness, my first question to the owner is “Whois your best customer and why?” The answer isusually “XYZ Construction because they are mylargest customer.” But after going through thefollowing exercise, that answer almost alwayschanges.First rule of thumb is this: less than 20%of your customers generate 80 % of yourbusiness. Acknowledging this, the owner firstlists the customers who make up 80% of theirbusiness. We then create two columns, one islabeled “Profitability” and the other is labeled“Payments.” Then each customer is rated basedon a scale starting with 1 (no/low profits) to 10Rating161515141311111076Highly ValuedGoodMarginal(high/highest profits), and 1 (no/slow pay) and 10(exceptional/prompt pay). We then add the twonumbers together and customers rated at “15”or above become the “highly valued” customers,customers rated 8 to 15 are the “good” customers,and customers rated 8 or below are the “marginal”customers. After reviewing historical sales basedon these three categories, the owner quicklydetermines that most of its business, their limitedresources, and most of their management time isspent with the marginal customers.The hardest and most important thing you cando to improve your overall profitability is provideexceptional service to the highly valued customer,good service to the good customers, and acceptableservice to the marginal customers. It is importantfor each and every person in your organizationto know who the valued customers are and makesure your limited resources are laser focused onthem. My long-term experience applying the abovestrategy usually results in a company losing afew marginal customers. But the benefits are notall bad – your profits go up, and your cashflowimproves.The hardest and most important thing you can do to improve youroverall profitability is provide exceptional service to the highly valuedcustomer, good service to the good customers, and acceptableservice to the marginal customers.INSULATION CONTRACTORS REPORT May June 202113

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Tax Credit Promotional Images – for ICAA Members Only!The federal government has extended the federal 25C tax credit program to December 31, 2021. Section25C Tax Credit for Qualified Energy Efficiency Improvements offers a 10% tax credit up to 500 forhomeowners for qualified energy-efficiency upgrades suchas building insulation.Let your customers know they can earn the 25CTax Credit with insulation upgrades in their principalresidences throughthe end of 2021!Download ourpromotionalimages foryour website orflyers and othermaterials. Youcan also send theimages to yourlocal printshop forprinting as stickersand postcards – oreven truck decals!All imagesare availablein both verticaland horizontalversions.A CommitmentYou Can Count OnHelping protect your industry yesterday, today, and tomorrow.We’re in it for the long haul.Scan to learn more about mySHIELDSMfeatures, including training andresources, certificate management,and vehicle and drivers list tools.Commercial InsuranceProperty & Casualty Life & Disability IncomeWorkers Compensation BondingBusiness Succession and Estate PlanningFederated Mutual Insurance Companyand its subsidiaries*federatedinsurance.com21.04 Ed. 12/20 *Not licensed in all states. 2020 Federated Mutual Insurance CompanyINSULATION CONTRACTORS REPORT May June 202115

JOIN US FOR ICAA 2021and Get Back in the Saddle!The ICAA Convention & Trade Show will be backand better than ever in 2021! This annual industryhotspot event is your one-stop shop to learn, network,and discover the latest products and services from thebest in the business.Every year, ICAA builds an educational programbased on attendee feedback and timely industry trends,including sessions that run the gamut from businessoperations to building science. The star of the show,however, is the accompanying Trade Show, whichfeatures a lineup of the industry’s leading suppliers and manufacturers.For 2021, ICAA is working on a carefully edited educational program and a schedule that takes intoaccount social distancing and other safety measures, and we are encouraging all previous vendors andexhibitors to shine up their booths and set up shop on our trade show floor.Check the ICAA Convention webpage (www.insulate.org/convention) frequently for updates & details asthey are released. See you in San Antonio September 23–25!Interested in becoming a sponsor or exhibitor? Let us know! icaa@insulate.org901 King Street, Suite 101Alexandria, VA 22314Tel: 703.739.0356www.insulate.orge-mail: icaa@insulate.org2021 ICAA BOARD OF DIRECTORSPresidentTerry BurnhamPresident-electMark GiesekeSecond Vice PresidentTed BlanchardSecretaryGinny CameronTreasurerJerry PalmerDirectors:Mark DietzFerrell DrumJeff HireRenee WilsonICAA Committees and Co-ChairsICAA Technical/Marketing Committee Co-ChairsTom Calzavara, Johns ManvilleTed Blanchard, Davidson Insulation & AcousticsICAA Convention Committee Co-ChairsDoug Brady, Huntsman Building SolutionsFerrell Drum, Garland Insulating/TopBuildICAA Commercial Committee Co-ChairsDavid Ball, Cameron Group LLCMark Dietz, Superl, Inc.ICAA Government Council Co-ChairsStephen Kittredge, Owens CorningJeff Hire, Installed Building ProductsICAA Spray Foam Task Force ChairBrian Cote’, Installed Building ProductsPublished by the Insulation Contractors Association of America and provided is a service to its members. Copyright 2021. ICAA is the tradeassociation representing the insulation contracting industry. Executive Director Michael Kwart Marketing & Membership Coordinator Sandi Day

Insurance - But Are You Covered? TUESDAY, JUNE 8, 2021, 1:00 PM EASTERN Presented by ICAA's insurance partner, Federated Insurance B usiness insurance (CGL) policies can be complex and confusing. Join us for a discussion that focuses on the top coverages and exclusions that insulation contractors care about. This conversation