ERCS Affiliate Industry Qualification Prompts

INDUSTRY QUALIFICATION PROMPTS
Table of Contents (DO NOT EDIT THIS MANUALLY: automatically adds links here when you
use heading styles below)
Things You CAN’T Use to qualify 2

Trucking/Transportation 3
Supply Chain Issues: 3
Suspension of Services Issues 3
4
Hotel Item Suppliers 4
6
Fitness Industry 6
CPAs/Financial Service 7
Restaurant Industry 8
Medical Centers / Hospitals 9
Capacity 9
Day Cares 10
Grocery Stores 10
Actual Suspension or Reduction in Services Offered: 11
Reduction in Capacity 11
Construction Companies 11
Digital or Tech Companies 12
Professional Services (lawyers, attorneys, law firms, mortgage, cpa, real estate, brokers,
consultants, etc) 12
Automotive Companies 13
Gas Stations 15
Supply Chain Issues 15
Format: What you did before, what was changed by lockdown rules, and how it impacted
business. 16
Inability to Access Equipment 16
Reduction in Capacity 16
Total or Partial Suspension for Dentists or Dental Surgeons 16
Things You CAN’T Use to qualify

1. No one was applying for jobs we needed to hire for
2. Customers lost jobs and couldn’t pay
3. Mask mandates
4. Actual infection of covid affecting business
5. Fear of covid
6. Supply chain issues for PPE
Trucking/Transportation
Supply Chain Issues:
Engines/Engine Parts
Trucks
Fuel Filters
Wheels Under Container

Chassis
Tractors
CPC Computer
Water Pumps
Tires and Retreads
Suspension of Services Issues

Example narratives for suspension of services go here (2-3 sentences):
business.
Couldn’t operate efficiently because ports or terminals were closed and drivers spent untold
hours waiting in long lines to pick up and drop off loads.
Couldn’t get Chassis to run a load. Often had to wait 8-9 hours and/or couldn’t pick up load
after that time and workers had to go home.
Used to do 100 containers at 30% margins. Now forced to do 300 containers to make the same
margin.
Required to purchase new items but due to government shutdowns, those items were delayed.
Supply chain disruptions due to government shutdowns.
Prior to the pandemic we delivered to businesses, schools, etc. Due to government shutdowns those
buildings were closed so we could not deliver there.
Hotel Item Suppliers
Blankets
Food
Hotel supplies
Linens
Linens
Linens
Sanitizing Chemicals
Soap
Shampoo
Towels
US Foods
Chemicals
Food Supply
Paper Products
Food Supply
Paper Products
Wipes (paper)
Linens, towels, tissue, cups
Chemicals
Laundry Chemicals
Breakfast Food Supply
Water Heaters and Parts

etc.
AC Parts and P Tech Units
Laundry Chemicals
Coin Operated laundry

equipment
P Tech AC Wall Units

business.
Reduction in Services Offered:
Due to government orders, we had to close our hotel pool, fitness center and meeting rooms
which affected our ability to attract guests and make sales.
Prior to the pandemic our hotel served full hot breakfast and we were unable to serve this due to
government orders.
Due to government orders, we were not able to have any conferences in our meeting rooms
which affected our ability to attract guests and make sales.
Due to government orders, our hotel restaurant had to be shut down, which affected our food
and beverage sales.
Had to sanitize the office, public areas and lobby every day. Hours were lost every day plus the
cost of materials and supplies.
Reduction in capacity
Due to government social distancing orders we had to limit the number of people in our lobby
which affected our sales.
Due to government orders, we had to close our hotel pool, fitness center and business center
which affected our ability to attract guests and make sales. Prior to the pandemic our hotel
served full hot breakfast and we were unable to serve this due to government orders
Prior to the pandemic we were able to provide our customers with a sitting area along with
access to barbecue grills, we had to completely close down this area due to social distancing
orders and restrictions.
Due to COVID we had to completely shut down our Banquet Hall which was a source of
significant revenue for us. This impacted our sales in a big way. We also closed down our Coin
Laundry Machine area due to social distancing orders
Fitness Industry
Computers
Training Equipment (list

each one specifically)
Towels
Laundry Detergent

business.
Reduction in Capacity:
Prior to the pandemic, we conducted in-person classes with up to 50 people in our gym. Due to
government orders, we had to limit class size to 10, which reduced our sales.
Prior to the pandemic, we were permitted to have up to 50 people on the gym floor. Due to
government orders, we had to limit the number of people in the workout area, which caused us
to lose members.
Prior to the pandemic, we held in-person paid fitness classes. Due to government orders, we
were not able to have groups of people together so could not sell these classes.
CPAs/Financial Service
business.
Revenue Qualification and Reduction in Services Offered:
One CPA that lost over 20% of gross in 2021, plus she had to reduce hours due to suspensions
- lost a bunch of clients and could not travel to her 2nd office in another state nor to conferences
or conventions.
Q1 To what extent were face-to-face interactions necessary for your business operations - both
for networking/prospecting for new clients and providing customer service to existing clients?
A1 In order to accommodate and comply with social distancing government directives, this
financial services provider transitioned from a business model dependent on socially high-touch
interactions to remote, on-line interactions with local chambers of commerce, networking
groups, clent education and training sessions, and claims processing activities.
Q2 What services to your customers did you provide in 2019 before COVID restrictions that you
discontinued or had to modify because of COVID related government guidelines or mandates?
A2
Q3 Did you attempt remote tele-working for the administrative office staff? How did that work out
for you?
A3 Attempts at remote tele-working proved difficult. Establishing adequate connectivity, laptops

for employees, and remote meeting software was difficult due to lack of trained IT professionals.
Transitioning to tele-work was difficult to oversee employee productivity and accountability.
Travel Restrictions:
Mortgage Broker Firm: Due to government travel restrictions and shutdowns of conference
centers nationwide were not able to attend and speak at conferences which are our primary
source of business.
Actual Suspension:
Mortgage Broker Firm: Due to government orders our office and lobby were shut down to in-
person visits from clients which impacted retention, client happiness and our ability to provide
services (in-person paperwork review, notary, etc).
Restaurant Industry
Takeout Containers
Beef
Beef and Chicken
Beef and Chicken
Hamburger Buns
Plastic Cups
Coca Cola Cans
Food supplies
Flour
Packaging
Sanitizers
Cheese / Seasonings /
Sesame seeds / Peanuts
Sugar / Salt / Ghee / Oils
To Go packages

business.
Went from 80% dine-in to 20% dine-in due to shutdown mandates. Were only allowed 25% of
max capacity, then 50% then 75% over the 2 years. Takeout/Delivery is more expensive by at
least 10% to 12%
Inability to Access Equipment:
Large increase in costs due to requirements to change from multi-use products to single use
products. Examples include being required to use ketchup packets instead of bottles, salt and
pepper packets instead of shakers, disposable silverware instead of reusables, styrofoam cups
instead of reusable glasses and paper towels required instead of napkins.
Due to COVID we had to close down our bathrooms so that the employees would contract
COVID from the customer flow. This impacted our performance and business sales.
Services
Had to sanitize the restaurant every day. Hours were lost every day plus the cost of materials
and supplies.
Medical Centers / Hospitals

State regulated drugs for
COVID

Government required sanitization of equipment and rooms. Hours were lost every day plus cost
of materials and supplies.
Capacity
Government required of setting up negative pressure rooms, less people in lobby, one person
per room and this affected amount of services provided to each patient.
Day Cares
Paper Products
Prepared Lunches

business.
Actual Suspension:
Shutdown for some months.
Couldn’t provide service to any children unless they were kids of essential workers.
Grocery Stores
Dairy
Vegetables
Meats
Household Products
Frozen
Had to put up plastic barriers between customers and employees. Sanitized bathrooms, and
door handles every hour. Hours were lost every day plus the cost of materials and supplies.
Actual Suspension or Reduction in Services Offered:
Mandated to reduce ordering 40%
Reduction in Capacity
Lost impulse purchases and foot traffic basically like any other retail store due to social
distancing rules.
Construction Companies
OSB - wood sheeting -
Lumber 2x4s
Lumber
VinylF Siding
Windows
Plumbing Fixtures
Floor Tiles
Electrical Supplies
Paint
Steel
HVAC Chips

business.
Actual Suspension
Digital or Tech Companies
business.
Reduction in Services Offered

The lockdowns that were mandated from March to December of 2020 resulted in a reduction in
services offered as most of the businesses that were clients had business closures. The 35
business clients that were affected by mandates were paused resulting in a substantial loss of
revenue during that period. Of the businesses that were shut down by governmental orders
many did not return as clients even as the restrictions lessened in early 2021.
Reduction in Services Offered

Unable to travel to meet clients to grow business.
Many clients were forced to stop or reduce service due to shutdowns.
Much of the company business comes from conferences, networking events and in-person
seminars and due to travel restrictions and gathering restrictions we experienced significant loss
as compared to 2019 in this type of business.
Couldn't start many projects due to local municipality permitting offices being shut down.
Team often couldn't do site visits for critical quality assurance checks and were unable to travel
due to government travel restrictions.
Professional Services (lawyers, attorneys, law firms,

mortgage, cpa, real estate, brokers, consultants, etc)
business.
Actual or Partial Suspension
Travel restrictions to conferences, events, etc. resulting in a significant loss of expected

revenue.
For in person meeting with clients, office closure, court closures, issues with appointments.
There could be an aspect with confidentiality too if some items would need to be discussed in
person and they weren’t able to do that as a result of the mandates.
Government mandated travel restrictions to conferences, events, etc. resulting in a significant

loss of expected revenue as compared to 2019 (more than 10%). All in-person seminars were
forced to cancel.
Office building was shut down by government order and we were unable to meet with clients in
person resulting in a loss of business and a slow down of cases overall resulting in more than a
10% impact on operations.
Due to government orders, non-essential in-person meetings were restricted and this resulted in
a loss of business by more than 10%.
Courts and clerks were closed or suspended by government order, creating a massive backlog
of cases and filings affecting business by more than 10%.
The courts were closed and very backed up and they made their staff work from home. They had a
major reduction in hours and couldn’t meet with clients face to face. I am sure they also had revenue
reductions based upon their billable hours and not getting cases heard and trials on the court
dockets.
lawyer say he could only co to trial (insurance cases) if both parties were physically present before
the judge. If the courthouse is closed but judges still sit for trials via zoom, his cases couldn’t go
forward. Impossible to go to trial without both parties in the room with the judge.
Automotive Companies
Speedometer clusters
Body Control modules
Automobile Radios
Touch Screen Display
Human Module Interface
Satellite Radio Antenna

Automobile Radios

business.
Automobile Dealerships
1. How were your normal business operations interrupted during COVID? How did
you change the way you operated your practice during the pandemic? Did
everything pretty much stay the same during COVID or did the operation of your
practice become more difficult? Are things more or less back to their pre-
pandemic normal? Or are you still experiencing difficulties due to government
directives, restrictions, or mandates?
General Open-Ended Question to get them started and remembering:

This employer complied with government restrictions for sanitation,
reduced office and waiting room capacity, and had limited access to certain
equipment.
2. New Car Sales, Used Car Sales, Parts, Service-Repair and Maintenance
New Care Sales

The inability to be personally present made an impact on business operations. Retail
customers were making new car purchasing decisions over the phone. This significantly
impacted revenues and business operations.
The FORD plant in Detroit closed then reopened to make ventilators for hospitals
treating COVID patients.
Used Car Sales
Parts
Service - Repair and Maintenance
This dealership went to an A/B schedule for the service department with some people
coming in on even days and some on odd days. This extended the time to repair or
maintain a vehicle. This resulted in repairs that took twice as long and fewer vehicles
serviced each week making a more than nominal impact on revenue. The shifts that
were off schedule were fully compensated as though they were doing productive work
although they were at home, not working.
There were several months when they closed an hour early each day, limiting the
number of customers served each week.
Gas Stations
Supply Chain Issues
Product
Chips
Gasoline
Powerade
Beer
Coke
Gatorade
business.

Had to put up plastic barriers between customers and employees. Sanitized bathrooms, gas
pumps, door handles and coffee stations every hour. Hours were lost every day plus the cost of
materials and supplies.
Inability to Access Equipment

Gas pumps were broken and we could not get parts within three weeks at a time. Before the
pandemic, parts were overnighted.
Reduction in Capacity
Lost impulse purchases and foot traffic basically like any other retail store due to social
distancing rules.
Dentists or Dental Surgeons

Supplies and Materials: N95 Masks, gloves, face shields, anesthesia, composite,
Cavi-wipes Germicidal Cleaner, other dental supplies
1. How did the pandemic change the way you operated your practice? Did
everything pretty much stay the same during COVID or did the operation of your
practice become more difficult? Are things more or less back to their pre-
pandemic normal? Or are you still experiencing difficulties due to government
directives, restrictions, or mandates?
General Open-Ended Question to get them started and remembering:

This employer complied with government restrictions for sanitation,
reduced office and waiting room capacity, and had limited access to certain
equipment.
2. Was your practice directed to suspend operations partially or completely by a
government mandate? Do you recall whether the mandate was local, county,
state, or federal? Can you provide the dates of closure and re-opening? Were you
directed to re-open with a restricted capacity?
Under Total Suspension:

In compliance with the government’s COVID-related shut-down orders for
medical practices with close face-to-face contact, we completely suspended
business operations from May 30 2020 to July 15, 2020, impacting gross
revenues during the 2nd and 3rd quarters of 2020. Upon re-opening, our
dental practice operated on a restricted capacity, limiting - in a more than
nominal manner - the number of patients we could serve each day during
those calendar quarters. We continued operating on a restricted capacity,
partially closed to patients May 1 2020 to May 15, 2020 basis continued as
mandated by COUNTY. But we continue to operate under restrictions from
the Texas State Board of Dental Examiners for the use of PPE questioning
the patients’ exposure to COVID to this day in 2022.
We had no access to personal protective equipment except from the local

FEMA office. In compliance with the government’s COVID-related shut-
down orders for medical practices with close face-to-face contact, we
completely suspended business operations from March 17 2020 to, May
18, 2020, impacting gross revenues during the 2nd quarter of 2020. Upon
re-opening, our dental practice operated on a restricted capacity, and
limited schedule, limiting, in a more than nominal manner, the number of
patients we could serve each day during those calendar quarters. We
continued operating on a restricted capacity, partially closed to patients
from May 18, 2020 to the end of 2021 because we were generating
aerosol. This reduced the number of chairs we could use in a day. This
continued as mandated by the government. But we continue to operate
under restrictions from the Illinois Department of Public Health and the
American Dental Association for the use of PPE questioning the patients’
exposure to COVID to this day in 2022. We are also taking the temperature
of all employees every day.
3. Were you directed by a local, county, state, or federal government to observe

capacity restrictions in your waiting room? That is, did you have to remove chairs
or block off every other chair to meet government restrictions on capacity? Did
patients have to wait outside in their cars or in the hallway for space to become
available in the waiting room?
Under Capacity Restrictions:

To comply with the government’s COVID-related restrictions on public
waiting rooms at medical facilities, we reduced the seating capacity in their
waiting room by removing every other chair or blocking off every other
chair. For several months we even operated their practice without the use
of their waiting room. Added hospital grade HEPA filters installed
throughout the office.
4. Were you restricted from performing certain elective surgeries or directed to

perform only essential medical procedures?
Under Reduction in Services Offered:

This employer delayed performing medical procedures that were
necessary, but not critically urgent to comply with a government mandate
for medical clinics and other facilities to perform only essential medical
procedures. This delay made a more than nominal impact on this practice’s
business operations.
5. Did a nearby partner hospital’s restrictive access policies result in delays to

your practice’s schedule of performing medical procedures?
Under Reduction in Services Offered:

Because the hospital near this practice implemented restrictive access
policies due to a governmental directive, this employer delayed performing
certain medical procedures to align with the hospital’s availability for
backup emergency treatment.
6. Were your hygienists forced to hand scale instead of using the Cavitron? Did
this change result in a reduction in the number of patients that hygienists could
serve each day?
Under Access to Equipment:

In the dental hygienist’s performance of oral care, for the health and safety
of both hygienists and patients, this employer implemented the more time-
consuming manual scaling method for cleaning of teeth instead of the
typical pre-pandemic use of the Guided Biofilm Therapy or Cavitron
equipment for cleanings to minimize the aerosol spreading of COVID. This
method takes longer and is not as effective for the cleaning of teeth.
Between every patient, we had to wait 15 minutes for the aerosol to settle.
7. Did your practice have to eliminate the use of one chair to comply with capacity
or sanitation/cleaning requirements? Did this result in a reduction in the number
of patients served by your practice each day?

To comply with social distancing mandates, this employer eliminated the
use of one or more dental chair stations. This kept patients and dentists
separated better, but had a more than nominal effect on business
operations
8. Did your practice have to delay the expansion or renovation of your office or
waiting room? This could include installation of more effective ventilation, air
conditioning, expansion of services into adjacent office space, or the addition of a
wall to more effectively segregate chair stations. Did delays in obtaining building
permits and inspections have an impact on your expansion or renovation plans?
Were you able to order and receive chair packages and other supplies and
materials from your normal suppliers in a reasonable timeframe and at a
reasonable cost?
Under Reduced Services:

This employer had to delay or suspend construction plans for office
renovation or expansion to accommodate capacity restrictions. Due to city
or county government closures or partial suspended operations, the time
to obtain necessary building permits and arrange for building inspections
caused significant delays in the project; resulting in fewer patients being
served each day of delay and loss of gross revenue over the period.
Supplies and materials including chair packages that normally take 2 to 3

weeks to receive took 6 to 8 months to receive, lengthening the
construction project delays, adding costs, and reducing gross revenue.
9. What other changes to your medical operations caused everything to take

longer? Do these modifications in the way you operated your practice during the
pandemic continue to impact your practice even today?

The practice of dentistry and oral surgery is a high touch, close proximity,
face-to-face activity. For this employer, every step involved in each dental
procedure took longer to perform because of the time required to comply
with multiple layers of government mandates for sanitation, extra
germicidal rinses, social distancing, masking, and capacity restrictions. Also,
taking the time necessary to sanitize by wiping down dental chair stations,
waiting room furniture, and all touch surfaces after each use by patients,
resulted in the inability to provide service to as many patients each day,
impacting business operations and gross revenue in a more than nominal
way.

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INDUSTRY QUALIFICATION PROMPTS

Things You CAN’T Use to qualify 2

Things You CAN’T Use to qualify

Wheels Under Container

Tires and Retreads

Suspension of Services Issues

Linens, towels, tissue, cups

Breakfast Food Supply

Water Heaters and Parts

AC Parts and P Tech Units

Coin Operated laundry

P Tech AC Wall Units

Suspension of Services Issues

Reduction in Services Offered:

Training Equipment (list

Suspension of Services Issues

Reduction in Services Offered:

Revenue Qualification and Reduction in Services Offered:

A3 Attempts at remote tele-working proved difficult. Establishing adequate connectivity, laptops

Beef and Chicken

Beef and Chicken

Coca Cola Cans

Sugar / Salt / Ghee / Oils

Suspension of Services Issues

Inability to Access Equipment:

Reduction in Services Offered:

Medical Centers / Hospitals

Suspension of Services Issues

Suspension of Services Issues

Shutdown for some months.

Suspension of Services Issues

Suspension of Services Issues

Reduction in Services Offered

Reduction in Services Offered

Professional Services (lawyers, attorneys, law firms,

Actual or Partial Suspension

Travel restrictions to conferences, events, etc. resulting in a significant loss of expected

Government mandated travel restrictions to conferences, events, etc. resulting in a significant

Body Control modules

Touch Screen Display

Human Module Interface

Satellite Radio Antenna

Suspension of Services Issues

General Open-Ended Question to get them started and remembering:

New Care Sales

Used Car Sales

Suspension of Services Issues

Inability to Access Equipment

Dentists or Dental Surgeons

General Open-Ended Question to get them started and remembering:

Under Total Suspension:

We had no access to personal protective equipment except from the local

3. Were you directed by a local, county, state, or federal government to observe

Under Capacity Restrictions:

4. Were you restricted from performing certain elective surgeries or directed to

Under Reduction in Services Offered:

5. Did a nearby partner hospital’s restrictive access policies result in delays to

Under Reduction in Services Offered:

Under Access to Equipment:

Under Capacity Restrictions:

Under Reduced Services:

Supplies and materials including chair packages that normally take 2 to 3

9. What other changes to your medical operations caused everything to take

Under Capacity Restrictions: