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THE OFFICIAL PUBLICATION OF THE AMERICAN FENCE ASSOCIATION
THE MAGAZINE OF FENCE INDUSTRY DECISION-MAKERS MAY/JUNE 2010
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THE OFFICIAL PUBLICATION OF THE AMERICAN FENCE ASSOCIATION
THE MAGAZINE OF FENCE INDUSTRY DECISION-MAKERS NOVEMBER/DECEMBER 2010
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FENCETECH/DECKTECH’11 PREVIEW
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NEW
contentsFEATURES
www.fencepostmagazine.com | November/December 2010 FENCEPOST 1
VOLUME 39 | NUMBER 6 NOVEMBER/DECEMBER 2010
DEPARTMENTS
LEADERSHIP LETTER .................................................................... 2ON THE LEVEL ............................................................................ 4INDUSTRY INSIGHTS .................................................................... 6NEW PRODUCTS ......................................................................... 12LISTEN UP .................................................................................. 38YOUR AFA:
SOMEONE YOU SHOULD KNOW .............................................. 41CHAPTER NEWS .................................................................... 47BOARD OF GOVERNORS .......................................................... 50
CALENDAR ................................................................................. 52CLASSIFIED ADS ......................................................................... 54ADVERTISERS INDEX .................................................................... 555 MINUTES WITH FENCETECH ...................................................... 56
High Security PerimetersHow high security fencing has secured its future by continuing
to upgrade and refi ne the products.
Fencer Franchising Is the marketplace ready for a new business model?
FENCETECH’11 Previewing the industry tradeshow in Las Vegas
Minding Your Business: Your Gateway Solution is Ready, Are You?
New ways to manage credit cards.
Listen Up! How well are you listening – to employees, customers and each other?
Someone You Should Know: Kalinich Fence – A Company for All Seasons
A third generation fencer talks about creating and maintaining a marketplace niche.
5 Minutes with FENCETECH ‘11 Talking with FENCETECH Education co-chair Dennis Hammer
about education opportunities.
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LEADERSHIP LETTER
2 FENCEPOST November/December 2010 | www.fencepostmagazine.com
PRESIDENT Lyle Buchanan
Buchanan Access Systems LLCSandy, Utah
PRESIDENT-ELECT Rod Wilson, CFP
Southern Fence, Inc.Wilson Contracting Services
Conway, Arkansas
VICE PRESIDENTDennis Hammer, CFP Tri-City Fence Co., Inc.
Vallejo, California
SECRETARY Dennis Pekoff
Natural Beauty/Ultimate FenceWantagh, New York
TREASURER Robert Burton, CFP
Poly Vinyl Creations., Inc. Hudson, Florida
PAST PRESIDENTNorm Legare, CFP
Perfect Posthole Western CanadaCalgary, AB T2J 5G6 CANADA
CHAIR, BOG Chris Chapman, CFP, CAGOI
Chapman Fence Co., Inc.Jefferson, Georgia
CHAIR-ELECT, BOG Susan E. Colson
Security Fence, Inc.Cookeville, Tennessee
DIRECTORS
Joseph Sallemi, CFP A.A.A./Anzalone Fence Co.
South Hackensack, New Jersey
Santo Pernicano, CFPArea-West Fence Co.Lakeside, California
Mike Robinson, CFPRobinson Fence, Inc.Springfield, Missouri
Herby Denning, CFPSeegars Fence Co.
Fayetteville, North Carolina
J. Doyle Jefcoat, II, CFPJefcoat Fence Co. Inc. of Hattiesburg
Pearl, Mississippi
Sid IsenbergMedallion Fence Ltd.
Maple, ON L6A 3Y9 CANADA
John Randall, CFPRandall Fence Services
Bozeman, Montana
Jon Stiles, CFPBig Island Fencing
Keaau, Hawaii
John Purvis (VFDRMA rep)Kroy Building Products, Inc.
Cary, North Carolina
Looking Back
As I complete my term as Pres-ident of the American Fence Association, I have to take
time to look back at this past year.It has been a good year. Could it
have been better? Yes, it could have, but with some things that we don’t have control of like the economy, the recession, government control and intervention, I think we as an association did the best we could do, with what we had to work with.
Some of the bright spots:• FENCETECH ’10 in Orlando was very suc-
cessful. There were great education sessions, fantastic exhibits, and a very positive response from the vendors and attendees to the show.
• At FENCETECH, the AFA Chapters made a very generous donation to Orlando’s “Sec-ond Harvest” food bank that was thankfully received.
• The Certified Installer Program is continuing to move along. We had a little bit of a set back when half way through the year the company we had contracted with to help with the cur-riculum backed out. We were able to find a new company, “The Learning Studio,” and they have been a great help to the CI committee. Things are progressing, and we will be ready to roll out the new Fence Installation School in early March of 2011.
• The AFA leaders held a successful Mid-Year meeting in New Orleans in June.
• Operator Installer School was held in early October. Under the direction of Chairman Buck Buchanan and the dedicated instructors another successful school was accomplished.
• The Executive Committee met in mid October and developed a budget for 2011, to be ap-proved by the Board of Directors.Thanks to these efforts and many more by
AFA’s hardworking volunteers, I believe the asso-ciation can look forward to offering its members more value and opportunity in 2011.
Speaking of value and opportunity, I want to encourage everyone reading this to plan now
to attend FENCETECH/DECK-TECH’11 February 8-10 at the Mandalay Bay Convention Center in Las Vegas, Nevada. This is your op-portunity to meet and get to know fencers from around the country, to talk with suppliers and see the latest products, and participate in a world-class education program developed by and for fence professionals. There is simply no better way to jump-start
your business in 2011. Before closing, I want to thank all of the
Officers, Directors, Governors, Committee Chairs, and their committee members for their dedication and for all of the time they have taken away from their businesses and families to do the work of the AFA.
I also want to thank Rick Church and the AFA staff at CM Services for all of their help this year. I know they work hard to make the AFA successful.
A big thank you to all of our members who have continued to support the AFA, by renewing their memberships and continue to promote the AFA by various means.
Lastly, and most importantly, I want to thank my wife Debra, for her support this year. I could not have served as President without her help and support. Also, I want to thank my two business partners, my sons Michael and Richard, for all of their help in taking care of the business while I was away throughout the year.
On January 1, Rod Wilson will assume the duties of AFA President. I want him to know that I fully support him and will do all that I can to help. Also, Susan Colson will assume the duties of the Chair of the Board of Governors. I know she will do a great job, also. Along with these leaders, we have a great Board of Directors and Board of Governors. With everyone working together, we will have a great 2011.
Thank you, with Pride in Fencing,
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4 FENCEPOST November/December 2010 | www.fencepostmagazine.com
ONTHELEVELONTHELEVEL
We’ve all been called on to explain suc-cinctly and persua-
sively something we care about. In sales, that presentation is called an “elevator speech.” Simply, it’s how to explain to a stranger in the short span of an elevator ride your product, service, mission, and benefits so the person understands what you offer and responds in a positive way.
Let’s build an elevator speech to promote AFA membership. To guide us, we can adapt outlines created by Jonathan Vehar, writing in Creativity-Portal.com and Geoffrey Moore in his book, “Crossing the Chasm.”
Grab their attention. Vehar and Moore agree: The first step in an elevator speech is to grab the listener’s attention and arouse curiosity. To open the speech on AFA membership, we might say:
More than 20,000 companies claim to be in the fence, deck, and railing business. Less than 10% of these companies are American Fence As-sociation members.
Who’s it for? The next step, Vehar and Moore say, is to identify the intended target for the product or service. Here’s a succinct way to show AFA’s membership target:
How are AFA members different? They want to be among the best, highly successful and profes-sional fence, deck and railing companies. That’s who AFA serves.
What’s their pain? Vehar and Moore prescribe identifying the problem you can solve for the listener, or, Moore adds, the opportunity you can address. This states the problem that AFA helps members tackle:
Any fence, deck, and railing contractor can claim to be qualified. Those that strive to do excellent installation, offer great products, and provide quality service at a fair price, need to find a way to stand out.
What’s your solution? Vehar’s next step is to broadly describe how you can solve the problem. We might say:
AFA membership offers companies tools to become more professional and profitable and to stand out in the marketplace.
What are the benefits of your offering? Moore then sug-gests focusing on the compelling reason to buy. Vehar urges focusing on the benefits to the listener, not on product or service features. Here’s how we might do this for AFA:
AFA members can become more capa-ble and successful by tapping a wealth
of services, information, networking opportunities, and training and certification programs. Members can show their professionalism and connect with potential customers through AFA’s website and use of AFA’s name and logo. Companies that join AFA qualify for free benefits and discounts on AFA prod-ucts and services valued at more than $13,000.
Give them a metaphor they under-stand. Vehar suggests helping the listener make “a connection between the unknown (your product/service) and the known (something they’re familiar with).” Moore calls this “think of it this way.” Here’s a metaphor for AFA membership:
Think of it this way: Would you use a doctor who has no professional training or resources and no certificate on his wall to prove it? AFA offers member companies the training and resources they need and the member certificate to prove it.
Tell them why you are different and can be trusted. Moore says to end with why you can be trusted. Vehar suggests stating how you differ from others. For AFA membership, we can end this way:
AFA members know that no other organization does what AFA does: For almost 50 years AFA has been making member companies and the industry more professional and successful.
Why not create an elevator speech for your business to turn strangers into potential customers? If your company is an AFA mem-ber, your speech can lean on what you gain from AFA as a way to show that you merit the potential customer’s business and trust.
Executive Vice President, AFA
Let’s Write Our ‘Elevator Speech’
The Official PublicaTiOn Of The american fence assOciaTiOn
Publisher & Executive Vice PresidentRick [email protected]
Managing EditorJanet [email protected]
Contributing EditorPaula [email protected]
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FENCEPOSTC/O American Fence Association, Inc.800 Roosevelt Road, Bldg. C, Suite 312Glen Ellyn, IL 60137-5872Tel.: (800)822-4342 or (630)942-6598Fax: (630)790-3095Email: [email protected]: www.AmericanFenceAssociation.com
Fencepost magazine (ISSN 1082-2062) is the official publication of the American Fence Association, Inc. (AFA). The purpose of Fencepost is to promote the mission of AFA. Fencepost is pub-lished bi-monthly by the American Fence Association, 800 Roosevelt Road, Building C312, Glen Ellyn, IL 60137-5833. AFA Members receive Fencepost as part of their member benefits package. U.S. non-member subscription rates are $24 per year (six issues); $30 per year for Canada and Mexico; and $48 per year for all other countries. Foreign orders must be prepaid in U.S. funds drawn on a U.S. bank, or by credit card. Notify AFA of address changes at least thirty (30) days before issue date. Statements of fact and opinion published in Fencepost are the sole responsibility of the authors and do not imply an opinion of the officers, members, or staff of the AFA. AFA reserves the right to reject or edit any article, etc., received for publica-tion. Acceptance of advertising by Fencepost does not constitute endorsement of the advertiser, its products or services, nor does AFA make any claims or guarantees as to the validity of advertisers’ offers. AFA reserves the right to reject any adver-tisement is deems unsuitable for Fencepost.
Fencepost magazine © 2010 AFA.
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Delta supplying barricades for Afghanistan
Delta Scientific announced that its MP5000 and DSC7000 quick-deploy vehicle barricades will be used to defend forward operating bases (FOB) in Afghan-istan. The first orders will ship later this month with deliveries continuing through March, 2011. “We are immediately hiring an additional 40 employees and running two shifts to assure we meet the param-eters of this order, which will help save the lives of American and NATO forces as the surge goes forward in Afghanistan,” reports David Dickinson, Delta Scientific senior vice president. “All of us at Delta Scientific are excited about our continued role of supplying defensive equipment de-signed to help provide safety and security to our troops.” In a recent event this past April, a truck bomber attempted to crash through gates at the U.S. Consulate in Peshawar, Pakistan, but a Delta Scientific vehicle barricade was raised to stop the attacking vehicle, saving scores of lives. The barricade survived the explosion and continued to operate. Built at the request of U.S. Federal government force protec-tion specialists for initial fast deployment, the totally self-contained MP5000 is towed into position and controls vehicle access within 15 minutes. Throughout Iraq and Afghanistan, such as at Camp Victory, the 16-foot clear opening model is espe-cially popular, as large-tracked vehicles such as Strikers, can pass through the barricade. No excavation or sub-surface preparation is required. Once positioned, the mobile barricade unpacks itself by using hydraulics to raise and lower itself off its wheels. A DC-powered pump then raises or lowers the barrier. The 12 foot mobile deployable vehicle crash barrier carries a K4 rating (M30 ASTM rating), stopping a 7.5 ton vehicle traveling 30
mph. The 16 foot version carries both a K4 and K8 rating (M40 ASTM). Install-ing in less than four hours, the 12 to 30-foot wide DSC7000 beam barricade meets and exceeds multiple agency – US Department of State, US Department of Defense, US Army Corps of Engineers, Access Control Points and US Army Corps of Engineers, Emergency Fast Operating – standards for closing time requirements and is suitable for applica-tions where a fast-acting K12 barricade is needed to provide security. By closing in less than a second, an attack vehicle cannot speed through an opened barrier.
Betafence COOBetafence USA CEO John Payne an-
nounced the promotion of Philip De-forche to Chief Operating Officer. As COO, Deforche is responsible for opera-tions, finance and accounting, and human resources. “This change reflects the broad experience and business expertise of Philip Deforche and allows me to capital-ize on my own assets of building customer relationships and product development,” Payne said. Deforche has been with the Betafence group of companies since 1995 and has served as Sales Manager with Betafence USA since 2008. His profes-sional background also includes industry experience in Mexico, Latin and South America, Poland, Russia and Belgium. “Philip’s global experience, both with or-ganizational leadership and a wide range of product solutions, provides a real benefit for our company, employees, and custom-ers,” Payne said. “I look forward to work-ing with the operational team at Betafence USA in this new capacity,” Deforche said. “I am confident in the people and capac-ity of this company, and in our ability to deliver product solutions of value to our customers.” www.BetafenceUSA.com.
NSIGHTSINDUSTRY
I People, Places & Events
BD Loops Installer NewsletterBD Loops has just launched its new
installer newsletter. Readers are encour-aged to “Stay in the loop” with educational articles, the latest rebates and specials from BD Loops, industry news, test results, tips, and more. The first newsletter focused on how to properly “meg a loop”, using a meg-ohmmeter to get the most accurate results is not as easy as it seems. The newsletter includes step-by-step instructions explain-ing how to properly connect to ground, test and measure loops correctly. Another section of the newsletter covered protect-ing yourself before leaving the jobsite. Jobs that leave an installed loop exposed come with some risks. Every month the company fields calls from installers who have had their loop installation ruined by concrete pourers breaking the loop with a shovel. To protect your work and profits, have the home owner/building manager sign off on installations that you cannot see through to the end. The second newsletter covers diamond saw-blades, the dangers of using a ⅛" blade, and why installers should use a 3/16" or larger blade. All newsletters are available to view from the link provided below. http://www.bdloops.com/bdloops_newsletterarchives.html
Cable Connection C.E.O.Louis “Lou” Marino has been appointed
Chief Executive Officer of The Cable Connection, Carson City, Nevada, manu-
facturers of wire rope
assemblies and the Ultra-tec® cable railing system. Marino joins The Cable Connection
after serving five years as Chief Operating Officer of the largest supplier of ornamen-tal steel fencing systems and hardware in the United States and top management po-sitions with leading firms in the electron-ics, wire and cable, and auto parts indus-tries. In announcing the appointment, Mike
Louis “Lou” Marino
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Access control SolutionSFor more than 60 years
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Easy Installation and MaintenanceAutomatic self-setting limits• No limit switch adjustments – ever. • Can’t wear out, break, or fail – ever.• Convenience outlets for accessory transformers.• Easy access to all internal parts.
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8 FENCEPOST November/December 2010 | www.fencepostmagazine.com
Kechely, Chairman and President of The Cable Connection said, “With Lou joining our team, we are moving to the next level in the development and expansion of our business.” Marino is assuming responsibility for the domestic and international opera-tions of the business, while Kechely will devote his efforts to product and process development and overall strategic planning.
Direct Metals achieves ISO 9001:2008
Direct Metals Company, LLC has become an ISO 9001:2008 Certified organization at both locations in Ken-nesaw, GA and Park City, IL. Their ISO conformance extends to their warehous-ing, sales, fabrication, and distribution of all Direct Metals Industrial Metal and Fiberglass Products. Direct Metals is ANAB Accredited and UKAS Quality Manage-ment Certified by the Perry Johnson Registrars, Inc. They now adhere to a quality management standard to achieve standards of quality that are recognized and respected throughout the world for their industrial and architectural metal product lines and services. www.directmetals.com
Expanded online resource for Bufftech® Vinyl Fencing
CertainTeed is expanding its Bufftech® Websource, an online resource for Buff-tech® vinyl fencing dealers and distribu-tors to improve functionality and make it even easier to select products, secure pricing quotes, and order bulk quantities of the company’s industry-leading fenc-ing materials. The upgraded Websource service includes new features that provide ease and efficiency for both dealers and distributors. The new “truckload calcula-tor” enables distributors to determine optimal bulk orders for the most cost effective shipping method and to reduce their overall carbon footprint. One of the new features for dealers is “Distributor-Dealer-Direct,” which enables them to create customized quotes and order product directly from Bufftech fence distributors. An enhancement for all users — either buying direct from CertainTeed or through a Bufftech fence distributor —
quotes and orders can now be saved and accessed later when ready for purchase. “As the online market grows and business is increasingly conducted electronically, CertainTeed is upgrading online tools to meet customer needs. Our value-added tools, like Bufftech Websource, are designed to help our customers, and now our customers’ customer, be more efficient and effective in many aspects of business,” says Doug Mucher, product manager for CertainTeed’s Fence, Railing and Deck Business. “Bufftech Websource is yet another advantage of doing business with CertainTeed. Our customers get high-quality fencing products with an ad-vanced and easy-to-use, full service online resource.” Websource also provides instal-lation instructions and marketing support for the customer. Orders are electronically sent to CertainTeed for processing, and customers also can easily access their or-der history. Additionally, Websource serves as the portal to CertainTeed Business Connections, an online site for ordering Bufftech’s entire selection of industry-leading literature, displays, and samples.
Secura Key launches websiteSecura Key, of Chatsworth, California,
announced the launch of its new website, www.securakey.com, providing improved navigation, more logical organization of content, and quicker access to documenta-tion, literature and support functions. It also meets the new Secura Key graphic standard and contains the new market-ing message: Smart. Reliable. Secure.The dramatically redesigned site, created by Secura Key’s in-house marketing team, embodies the company’s forward–think-ing vision and commitment to the grow-ing needs of its customers. Support pages include a new product training page with links to upcoming training webinars. It will also include archived webinars and videos of troubleshooting and installation procedures for most Secura Key products. “With changing information needs, it was time for a comprehensive restructuring of the online window to our services,” said Marketing Communications Manager Pam Elkins. “The new www.securakey.com is easier
to use and provides increased flexibility for future growth.“ www.securakey.com
Seegars® Fence names new V.P. Seegars® Fence Company of New
Hanover, NC, expects to become an even more dominate player
in the Wilmington fencing industry, an-nouncing the pro-motion of longtime
employee, Jason Riddle, as Vice President and Managing Partner of Seegars Fence Company of New Hanover County. The promotion comes on the heels of former Vice President Clip Davis announcing his retirement after more than 30 years with the company. Davis started the office in 1980 as the third Seegars Fence location, developing a business in a growing area to elevate it to the market share it enjoys today. Seegars Chief Operating Officer, Ben Seegars, says, “Clip played such a vi-tal role in the growing of the Wilmington (New Hanover) office and in the growing of our corporation as a whole. We ap-preciate his contribution and will always consider him part of the Seegars family.” Riddle began his career with Seegars working as an installer in both the Green-ville, NC and Jacksonville, NC locations while attending East Carolina University. Most recently, he worked as an estimator in the Greensboro location for two years.
In other news, the company also announced the promotion of Chris Altman to Vice President of the Elizabeth City office. Altman accepts the position with the ability to draw knowledge and
experience from his
previous occupa-tion with Seegars, as well as time spent
INDUSTRY INSIGHTSPeople, Places & Events
Chris Altman
Jason Riddle
www.fencepostmagazine.com | November/December 2010 FENCEPOST 9
working in the construction and contracting industry. He was employed with Seegars from 1996 to 1997 before returning to the company as the Operations Manager of the Rocky Mount office in 2008. In his new role, Altman will oversee the day-to-day opera-tions of the Elizabeth City office, as well as maintain the com-pany’s position in the Outer Banks, Cape Hatteras, Perquimans County, Pasquotank County, Currituck County, and the Tidewater region of northeastern North Carolina. www.SeegarsFence.com.
PulJak Company opens Pacific Northwest office
PulJak Company owner Phil Bacon announced the manufac-turer of the venerable fence stretching tool will maintain a sales office in Bend, Oregon. The company expects to grow the office into a fully stocked warehouse in order to better serve its cus-tomer base in the northwest US and Western Canada. “We see this as an indication that the economy is rebounding,” said Bacon, “and we want to be able to assure our West Coast customers that we will be able to offer even quicker delivery of all PulJak products.” PulJak Company took over manufacture of the popular PulJak Fence Stretching Tool from Custom Products Corpora-tion in late 2008. It continues a 50-year tradition of American Manufacture of a rugged and reliable tool. PulJak is proud to assure its customers that all manufacturing takes place in the USA with American-made components. www.puljakusa.com
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12 FENCEPOST November/December 2010 | www.fencepostmagazine.com
New Q-Bolt from D&DD&D Technologies has added the Q-
Bolt™ drop-bolt to its line of over 100 innovative gate hardware products. “The Q-Bolt is an innovative and stylish stainless steel drop-bolt with unique features,” ac-cording to D&D Senior VP Sales & Mar-keting, Jim Paterson. “The product offers an improved design with better features,
durability, strength and superior cor-rosion resistance, compared to most drop-bolt options on the market today.” Q-Bolt features D&D’s rust-free polymer mounting brackets with an electro-polished and powder coated stainless steel bolt that provides superior corro-sion resistance.
Polymer mounting brackets help prevent corrosion by eliminating metal-on-metal contact, both with the moving components of the product and the gate itself. Q-Bolt can be used with or without a padlock. The product’s storage feature allows users to store the locked padlock on the bracket when the bolt is unlocked, so the padlock is not misplaced or stolen while the gate is open. The Q-Bolt is designed with a reten-tion feature that prevents the bolt from dropping and dragging across a driveway, even if it’s bumped or kicked while opening the gate. The retention feature also pre-vents the rod from being pulled out of the brackets after it’s been mounted to the gate. The metal version has narrower mounting
brackets designed specifically for metal gate frame sizes; the second version for wood and vinyl gates features wider brackets and extra fixing points. Both versions are avail-able in 24” and 40” bolt lengths. All models include polymer mounting brackets as well as hi-grade stainless steel fasteners. Like all D&D manufactured products, the Q-Bolt is backed with D&D Technologies’ limited Lifetime Warranty. www.ddtechglobal.com
Three new VGA products from SECO-LARM
The MVD-V1201-1Q and MVD-V1501-1Q are VGA over Cat5e/6 distributors and the MVA-VH01Q is a VGA to HDMI converter. The MVD-V1201-1Q not only distributes a VGA and stereo audio signal to both one local and one remote station, but it also extends the range of signals up to 984ft (300m) over a single inexpensive Cat5e/6 cable. Each unit of the MVD-V1201-1Q includes one active transmitter and receiver, with gain and peak adjust-ment on the receiver to account for differ-ent UTP cable lengths. The MVD-V1201-1Q supports up to 1920x1200 resolution. The MVD-V1501-1Q allows for up to four remote locations. Each unit of the MVD-V1501-1Q includes one transmitter and one receiver, with additional receiver units available. The MVA-VH01Q is a VGA to HDMI converter. It converts both video and audio signals, supports resolutions
up to 1280x1024, and allows
HDCP pass-through. The MVE-VH01Q has plug-and-play operation with no additional setup. Each unit includes one 5VDC power adapter. www.seco-larm.com
GreenFlag Accelerator from Transworld Systems
Transworld Systems’ new GreenFlag Accelerator will allow AFA members to accelerate cash flow by ensuring recently past due customers are contacted in YOUR name in systematic manner to quickly en-courage payment and rapidly identify those that have a more serious issue preventing payment. GreenFlag Accelerator can con-tact YOUR customer 5 times in your name with a combination of written reminders and Phone Calls. And best of all, Tran-sworld can do this for a fraction of what it would cost for you or your staff to accom-plish this routine task. The new GreenFlag Accelerator product will save AFA Mem-bers time and money so YOU can focus on your core business. (251) 343-3913 x33
Dorma Series Locks and Keedex Gate Box
Announcing a new Keedex Weldable gate box for the Dorma 8300 w/R08, 8P03, R03IC and C08 trims is now available. The new Keedex K-BXED-D8 is the first of Gate Friendly gate box designs. With typi-cal exit devices the keeper is installed on the edge of the door-frame. George Hill designed the Keedex Gate friendly box design half an inch closer to the door edge to allow for easier installation because it
RODUCTSNEW
PIntroductions and Improvements For You & Your Customers
NEWPRODUCTS Introductions and Improvements For You & Your Customers
14 FENCEPOST November/December 2010 | www.fencepostmagazine.com
eliminates the need to create a half-inch stop on the frame or post. The result will save time due to the increase of ease in installing this box on gates, and at the same time create more aesthetically pleasing installations. www.keedex.com
New UL 325/2010 photoelectric system
MMTC, Inc. is pleased to announce the addition of a new UL 325/2010 Photo-electric System designed for commercial
& industrial applications to its product line. The new FRABA OPTOEYE Universal Photoelectric System is UL 325/2010 and ISO 9001 Certified.
Sensors are sealed with polyurethane resin rendering them completely unaffected by dust, moisture or adverse weather condi-tions making them ideal for use on indoor or outdoor applications and the OPTO-EYE system carries both a NEMA 4 and NEMA 4X rating. The OPTOEYE has a sensing distance of 45 feet and installa-tion is made easier with visible LED’s that indicate alignment and power. Mounting brackets are rubber coated for resistance to water & mechanical damage from impact and adjustments are simple with supplied wingnut. The OPTOEYE is competitively priced and is in stock for immediate ship-ment. www.mmtcinc.com
Delgard introduces “screwless” commercial grade fence
Delgard Premier Aluminum Fencing introduces a new ¾" ‘Screwless’ Com-mercial Grade Fence. Its ¾" square pickets use a patent-pending design that eliminates assembly screws. The system requires no
fasteners or plastic clips and is made of aluminum in the USA, so it will not rust like steel! This design allows the fence to ‘Rack’ up & down hills up to 20 degrees. Delgard’s ¾" Screwless Commercial Grade Fence is available in 72" or 96" wide sections, in 5 colors. Two mounting styles are available: Bracketed Post or Snap-in Punched Post. Matching gates are available from 36" to 96" widths. The product is backed by a Lifetime Warranty. (800) 235-0185!
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16 FENCEPOST November/December 2010 | www.fencepostmagazine.com
www.fencepostmagazine.com | November/December 2010 FENCEPOST 17
SECURITY
In an unsettled and increasingly dangerous world, the best high-security fence manufacturers aren’t very worried about their market shriveling. Of course, high-security fence is anything but just another
fencing grade. In this product category, the rules of engagement are dif-ferent in every way from residential, commercial, and industrial fenc-ing. Materials, design, and quality need to be different and superior.
Two of the leading companies in this category, Ameristar Fence Prod-ucts and Betafence USA, recently discussed their perimeter products’ parameters with Fencepost, including grades, standards, and the once worrisome price of steel.
A difficult economic environment is not diminishing sales at Tulsa-based Ameristar Fence Products. “Our sales are growing,” says Scott Galbraith, vice-president of security and specified products, who is re-sponsible for the company’s Impasse, Stalwart, Matrix, and Wireworks lines. “The occurrence of 9-11, as well as subsequent events, is driving the need for hardened perimeters. The people with the greatest needs are military bases, the offices of the three-letter [federal] agencies, as well as chemical facilities, rail yards, truck yards, large distribution centers, and other transportation facilities.”
Impasse is a security platform fence framework. When cables are added, they transform the framework into Stalwart, which can provide excellent anti-terrorist protection, Galbraith says. That platform also allows it to carry and support electronic conduit and hidden intrusion detection cabling.
By Jeffrey Steele
High
Permineters
www.fencepostmagazine.com | November/December 2010 FENCEPOST 19
“The security platform can also sup-port cameras and other high-tech devices that sometimes are a part of high-security perimeter fence,” he adds.
Matrix is a perimeter enclosure grid typically installed to deter theft and climb-ing. For instance, Matrix is sold to Lowe’s for their Garden Centers, to allow shop-pers to see the garden center from outside but prevent shoplifters from passing mer-chandise from the inside to compatriots waiting outside.
“Customers have different visibility and security needs and Matrix allows for a choice of filler materials — expanded metal, welded wire, louvered mesh, even some form of grating — that best meets the needs of those applications and custom-ers,” Galbraith says.
“Matrix is often sold to chemical facili-ties where the area must be enclosed due to presence of very sensitive chemicals or other items needing to be protected, and access is limited. You actually can put a roof on Matrix.”
Three trendsBetafence USA works throughout the
U.S. and internationally with security plan-ners, architects, contractors and integra-tors. The company has identified three important trends in high-security fencing: full security integration, security mesh barriers, and risk-based barrier implemen-tation, said company president and CEO John Payne.
In today’s high-security market, he says, fence barriers must be a system within a “system of systems,” in which a full com-plement of elements provides deterrence, detection, and delay.
“We are seeing a greater number of facilities require barriers that easily and seamlessly integrate components such as intrusion detection, surveillance, com-munication, and access control,” he says. Betafence USA’s Guardian Fence System introduced security mesh panel fencing for the seamless integration of these compo-nents, providing an anti-cut, anti-climb mesh “smart fence,” which is not only a barrier, but also the framework upon which a system of systems can be built. “As long as most people can remember, chain link has been the default fence material in security applications in the U.S.,” Payne adds.
The Prism 3-D Fence SystemTM offers greater anti-cut and anti-climb resistance than chain link in a welded mesh panel system that is more architecturally pleasing. Both child and pet friendly, the Prism 3-D system has been proven around the world as strong, sturdy and long-lasting.
20 FENCEPOST November/December 2010 | www.fencepostmagazine.com
“More recently, however, we are seeing domestic installations turning to anti-cut, anti-climb panel fencing as a more secure alternative to chain link.” Solutions such as the Guardian Fence System, which incorpo-rates welded wire mesh, expanded metal, and woven wire, demonstrate greater deterrence and delay capabilities.
Grades and standardsFencing’s four grades — residential,
commercial, industrial and heavy- industrial — are differentiated by the size and wall weight of the pickets, posts and rails, as well as standard availability of panel heights, Payne says.
“When planning a high-security fence, the grade of material is important in how the barrier withstands impact,” he adds, noting that a heavier grade such as industri-al will resist impact much more effectively than will residential, and its appearance will also serve as a greater deterrent to attack.
The evolution of fencing standards has been watched closely by industry. ASTM standards for vehicular resistance have over-
taken U.S. Department of State standards in common use, as more facilities have sought both anti-crash protection and better defined guidelines, Payne says.
“Over the past few decades, ASTM has provided consistent leadership in material and manufacturing standards, in large part due to the organization’s use of industry experts to help shape standards of quality and perfor-mance,” he adds. “ASTM standards for barriers are providing valuable benchmarks for those planning for security protection and for the manufacturers supplying solutions.”
As far as Galbraith is concerned, there should be a much stronger effort than currently seen to meet ASTM standards. “Ameristar products, generally speaking, meet or exceed ASTM standards,” he says. “But other products in the industry quite often fall short of ASTM standards. There’s a strong ASTM standards committee working on raising the bar for ornamental fence. That will affect high security because manufacturers will have to provide at least a minimum quality level when they provide high-security fence products.”
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LBV-1-08-fencepost ads 7.5x4.8751 1 12/12/08 1:41:21 PM
Linear is raising the bar for swing gate operators with its new LRA Dual-Arm, Single-Controller Operator that powers two gates up to 600 pounds and 16 feet in length.
Offering an improved arm style, the new Operator:
• Is designed for reliable performance and simpleinstallation
• Has built-in provisions for gate stagger
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See how the LRA Dual-Arm
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The Guardian Fence System® provides seamless integration with high security components such as intrusion detection and surveillance equipment (as shown). The hori-zontal rails provide a raceway for electronics cabling, protecting wires from vandalism, tampering and weather.
Linear is raising the bar for swing gate operators with its new LRA Dual-Arm, Single-Controller Operator that powers two gates up to 600 pounds and 16 feet in length.
Offering an improved arm style, the new Operator:
• Is designed for reliable performance and simpleinstallation
• Has built-in provisions for gate stagger
• Is equipped with Mega-Code receiver
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22 FENCEPOST November/December 2010 | www.fencepostmagazine.com
The reality is that ASTM standards don’t break down according to high security, residential or commercial, he adds. ASTM standards are based on what material comprises the fence, and the standards reflect that material.
“Many people call six-foot-high chain link topped by three strands of barbed wire high security,” Galbraith says. “That’s historically been the case, and it’s probably still true today. Ameristar does not. We don’t sell that product.
“So a chain link fence can meet ASTM standards, but an ornamental fence must meet different ASTM standards. Our products are truly made for the higher, and perhaps the highest, perimeter security ap-plications. That’s why Ameristar is the num-ber one provider of high-security fence.”
The role of importsWhile imports have profoundly
impacted the fence industry in general, they tend to exert less influence in the
high-security arena, Galbraith says. Every application calls for meeting a different set of demands. That negates the imports’ advantages, which often are the high volumes they spin out to compete in the U.S., he adds.
Payne agrees. “Imported fence products have had negligible effects on the U.S. high-security fence market,” he says. Panels from overseas suppliers, primarily Chi-nese, have entered the market as low-cost residential materials. With few exceptions, they have been of a quality unsuitable for high-security projects.
By contrast, the high-security solutions Betafence USA has manufactured have found their way into critical infrastructure settings like correctional facilities, trans-portation centers, sensitive government sites and on the U.S. southern border. “Particular requirements of the vast major-ity of high-security fence projects demand solutions engineered and designed for each installation, something that import-ers cannot practically or affordably offer,” Payne observes.
Steel prices often weigh heavily on this industry. Ameristar is perhaps the most vested in the entire high-security fence industry when it comes to steel, Galbraith says, because the company owns a large steel coil processing facility. It receives its steel in enormous 48,000-pound coils that enter the facility on train cars and then are stored.
The company has the raw steel material in inventory to make high security fence at any time. That allows Ameristar the flex-
SOURCES:
Scott Galbraith, vice-president of security and specified productsAmeristar Fence Products, Tulsa, OK888-333-3422
John Payne, president and CEOBetafence USA, Ennis, Texas214-949-5402
Curtis Williams, marketing manager for Betafence USA972-937-928
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www.fencepostmagazine.com | November/December 2010 FENCEPOST 23
ibility to decide when and how to make fencing and protects customers from some of the steel price fluctuations of recent years.
“Just in inventory alone, that is money sunk into an investment,” Galbraith says. “But with most high security fence mak-ers, if steel goes up in price, they have to raise their fence prices. We don’t always have to do that.”
The fence industry as a whole, includ-ing residential and commercial fence makers, tend to eye steel prices closely. When steel rises in cost, manufacturers have a tendency to switch over to alumi-num, Galbraith adds. But if steel prices slide to around the price of aluminum, they stay with steel.
However, in high-security fence manu-facturing, the fluctuations of steel prices carry much less impact. There are two reasons for this.
Because manufacturing the fence is a much longer-term process, there’s more chance to gain favorable steel prices. “And
you’re talking about providing high-secu-rity fence where price is less of an issue,” Galbraith says. “Customers will pay top dollar to have their needs fulfilled when the issue is this important.”
However, the cost of providing fin-ished panels, gates, and other barrier components in high-security fencing will impact its cost, particularly since almost
all components in high-security fence are steel, Payne says. Betafence USA has sought to minimize the volatility of raw material
pricing through value-oriented product solutions that appropriately meet the risk or threat, he adds.
Yes, it’s a dangerous world out there, and because it is, the coming years seem secure for high-security fence manufactur-ers. Says Galbraith, “The future looks very bright for Ameristar in terms of high-secu-rity applications.”
The company has the raw steel material in inventory to make high
security fence at any time.
A recent study measuring the effectiveness of different gaug-es and mesh sizes of security grade chain link fence in repel-ling low, medium, and high-level security threats quantifies chain link performance under specific threat levels including direct penetration, tunneling, and vehicular impact. The find-ings are clear: properly specified and installed security grade chain link fence can provide superior resistance to both low and medium forced-entry threats, and outperforms compet-ing expanded metal panel fence systems whether breaching is attempted by hand, using light tools, or vehicular ramming. The Chain Link Manufacturers Institute (CLFMI) released “The Tested and Proven Performance of Security Grade Chain Link Systems”, which uses ASTM F2781 testing stan-dards for both vehicular impact and forced-entry penetration to establish performance standards for deterring and delaying penetration. Conducted by the Southwest Research Institute in San Antonio, TX, the study supports security and fence pro-fessionals when specifying chain link fence for security proj-ects, and is based on anticipated threat levels and security grade chain link’s performance against other fence systems.
The ASTM testing standard measures the time required to penetrate the perimeter of a secured location. Under test conditions, a half-inch mesh with nine-gauge wire deterred low and medium grade threats for 10.9 minutes and stopped a 4,000-pound vehicular ramming at 20 mph in four feet. While no ASTM standards have been established for tunnel-ing, the research also proved it required over 25 minutes for two men to tunnel under when installed 17” below grade.
Further testing debunks the myth that chain link fence is vulnerable to penetration via unraveling, as this method was deemed ineffective due to the extended time necessary to perform it. In addition, a three-eighths inch mesh with nine-gauge wire was proven effective in deterring low-level security threats in 12.5 minutes and stopping the simulated automobile ramming in seven and a half feet.
In the testing process, the threat level was characterized as low - a single intruder using hand tools; medium – cordless tools operated by a single intruder; and aggressive threat level – two intruders using power tools, While two men with high-powered tools can penetrate fence systems, the noise, sparks, and commotion will attract the attention of security personnel responsible for protecting the perimeter.
“Security and fence professionals should analyze the poten-tial security threat an installation might face and specify the perimeter fencing system using the data from this testing study, and insist on documentation that recommended prod-ucts were tested in compliance with ASTM F2781 and other appropriate standards,” Steve Peters, president of the Chain Link Fence Manufacturers Institute, said. “This research proves that security grade chain link fence effectively deters and delays intruders in large, secure perimeters based on the potential security threat levels.”
The report is available at no charge on the homepage of www.chainlinkinfo.org.
Testing Supports Chain Link for High Security
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www.fencepostmagazine.com | November/December 2010 FENCEPOST 25
FP: What was the impetus to get started in franchising?
Guier Fence: Our interest began in 2005. The opening of our four corporate locations was essentially a test run for franchising. These locations are independent of our main location and replicate our systems already in place. This showed us that our business model could be pack-aged and o� ered to others seeking the success we have experienced. We realized that to take our brand to where we want to get it, the high quality person we need to help us get there doesn’t want to work for a company but rather wants to be the boss. Establishing franchises allows us to attract A+ people into our system under the umbrella of our organization, while still enabling the people to be owners of their own businesses. Probably the most important factor with any strong franchise company is the ability to replicate the business systems and reap the same type of results quicker than the original business. The whole goal of franchising is to speed up that curve.
SUPERIOR FENCE: It was really just a logical extension of our existing business model. The development of our corporate locations originated essentially to service existing customers in
By William & Patti Feldman Fencepost recently spoke with Aaron Fowler, Director of Franchise Development, Guier Fence, and Chris Johnson, of Superior Fence & Rail, Inc. about franchising. Both companies are active in residential and commercial fencing. Guier Fence, in Blue Springs, Missouri (a Kansas City suburb), has four corporate branch locations and fi ve franchises. The company sold its fi rst franchise in April. Superior Fence & Rail in Oviedo, Florida (an Orlando suburb), has eight corporate branches, and is negotiating its fi rst two franchises.
FencerFranchising
26 FENCEPOST November/December 2010 | www.fencepostmagazine.com
new markets our customers were expanding into. We kept our existing business model, which has been successful at our corporate location. A couple of years ago, when we had � ve corporate locations, I realized, after reading about franchising, that it could be a powerful way to grow our business. It seemed the next logical step.
FP: It’s interesting that you would be launching this program at such a di� cult time in the economy. Do you think it’s an advantage or not? Does franchising o� er greater security and/or opportunity to potential franchisees in a tough economy?
SUPERIOR FENCE: Empirically, sales of franchises have done better in bad econo-mies than good economies because people are disgruntled about the state of their current situation and prefer to have more control over their destinies. The current situation is a little di� erent in that
franchises are performing worse than his-torically because there is very little access to credit, so there is less money available to purchase all types of businesses, includ-ing franchises.
FP: What are you o� ering to your fran-chisees? Do you o� er a turnkey business, including site selection, initial training, ongoing training, advertising, and buy-
ing power?GUIER FENCE: Yes,
to all those ques-tions. We o� er fran-chisees all the busi-ness assistance we have in place at our corporate o ce, along with custom business manage-ment software that manages operations from the � rst time a customer contacts the company (Cus-tomer Relation-ship Management, or CRM) through estimating, job scheduling and job costing, all the way to collection of pay-ment and invoicing. Franchisees get the bene� t of the Guier Fence brand and
work closely with our Director of Market-ing to strategize and implement the best marketing strategies in their markets to drive leads up.
SUPERIOR FENCE: We o� er those features, along with proprietary estimating, CRM software, and fabrication equipment geared toward our particular product line. We also o� er value added options that our fran-chisees can participate in such as central-ized NTO (Notice to Owner) services (required before someone can perfect a statutory lean in Florida), collections and legal services. In most of our target markets, we are the exclusive distributors of the Active Yards branded product line which allows our franchisees to distinguish themselves by o� ering various innovative fence products.
FP: I know you provide signi cant busi-ness support to your franchisees. What about actual training to install fences? Do you provide that training or provide guidance for franchisees to hire trained installers?
SUPERIOR FENCE: As part of our initial training, we o� er fence installation train-ing. We also o� er fence installation classes throughout the year that our franchisees or employees can attend for an additional fee.
FP: Are the franchisees existing businesses that come in under your umbrella, or are they all new companies?
GUIER FENCE: Thus far, we have established franchisees with people new to the indus-try. We are interested in speaking with and targeting existing fence companies that may want to increase revenue, improve e ciency, have their phones ring more, or create a stronger brand presence. But so far the fran-chises are headed by people new to fencing.
SUPERIOR FENCE: We are targeting both new prospects and existing fence companies, although the two prospective franchisees we are currently negotiating with are new to the fence industry.
As part of our initial training, we offer fence installation training. We also
offer fence installation classes
throughout the year that our franchisees
or employees can attend for an
additional fee.
28 FENCEPOST November/December 2010 | www.fencepostmagazine.com
FP: How do you qualify potential fran-chisees?
Guier Fence: We have an extensive process. We begin with phone interviews. Then prospective franchisees visit our corporate headquarters in Kansas City, where we discuss and evaluate several fac-tors, including whether the prospective franchisee has the financial backing to es-tablish a franchise as well as the necessary skills and whether the prospect’s business
plan matches the model and systems that we have in place. We want to make sure we are getting the best person possible to open up each location within a market—the right person in the right place at the right time.
Superior Fence: First, we determine if the person is financially qualified to partici-pate. If so, we conduct a series of interviews to ascertain whether the person will be an asset to our organization.
FP: How are fees structured? Is there an initial fee and is there an ongoing royalty fee?
Guier Fence: Yes, to both. The initial fee in most instances is $25,000, which covers initial setup and training. There are discounts for existing fence companies and veterans. We provide a four-week training program at our corporate headquarters that gives pre-opening assistance in all aspects of running the business, along with use of our opera-tions manuals and business systems, access to all the proprietary software, and training on how to operate all those systems. Franchisees receive ongoing support that is covered by a 4% royalty fee on the gross revenue.
Superior Fence: Our initial franchisee fee is $50,000 for areas in which we have no existing presence and $75,000 for areas in which we already have a presence. Franchi-sees are required to pay an ongoing royalty of 5% of gross sales and contribute 1% to an advertising fund, a form of advertising cooperative among the franchisees.
FP: What is a typical length of a fran-chise contract and what about renewal options?
Guier Fence: Ten years, with an optional renewal for three years.
Superior Fence: Ten years, with a five year renewal.
FP: Can the franchisee sell the franchise? Guier Fence: Yes, with our approval.
That’s one of the benefits of being a franchise owner. If an unaffiliated fencing company wants to retire or otherwise pass along the business to a family member or sell it, often without the person who started and ran the business at the helm, suddenly that business is not worth as much as hoped. A franchise softens that problem. The busi-ness is not as dependent upon the person who founded it as on the system on which it rests. The value holds up.
Superior Fence: Yes, subject to certain restrictions or conditions enunciated in the Franchise Agreement.
www.fencepostmagazine.com | November/December 2010 FENCEPOST 29
Seegars Fence Company, a family-
owned and operated fence company
(and AFA member) that operates in
North and South Carolina and Virginia,
has developed its own business model.
Founded by Wes’s father, Neal Seegars,
in Goldsboro, North Carolina, in 1949,
Seegars Fence currently has 16 installa-
tion office locations within 300 miles of
Goldsboro (the first 31 years ago). Each
office is a separate corporation and is
owned by a family member or by a fam-
ily member in concert with a carefully
selected partner.
FP: Who, typically, are the partners in
an office?
Seegars Fence: All the partners were
our employees first and had worked
within the company for a minimum of a
year, though some have been working
for 3 - 5 years or even longer before be-
coming partners. We are very fortunate
to have found very good people. The
greatest asset we have is our people.
FP: Are there parameters the poten-
tial partners need to meet?
Seegars Fence: They need to have the
financial capital to buy in and, in many
cases, the ability to relocate to a new
city. The majority of our partners are
young - mid-twenties to late thirties -
and have young families and they see
the fence business as an opportunity to
provide for their families in a way they
would like to. We usually are consider-
ing several geographic areas at any one
time. We try to match the individual with
the area in which he thinks he and his
family would be the happiest.
FP: How do you decide on locations
for new offices?
Seegars Fence: We do extensive
research within any area under consid-
eration. We look at the demographics
to determine if the
economy and the
population are
expanding and pay
attention to the
competition in that
region, as well. We
open new offices when the opportunity
seems right. Each office has its own
defined territory that it develops.
FP: What is the business model for a
new office?
Seegars Fence: We had a learning
curve early on but our methods, pro-
cesses and procedures have worked out
and we now have a model of business
that certainly works for us in our region.
We don’t come in and try to low ball the
market. We try to understand the market
and support it. The most important de-
termining factor in opening a branch is
the person we open it with - the level of
that person’s training and understanding
of what the goals are, for the office and
for the person.
FP: How is a new office staffed?
Seegars Fence: Usually, we bring some
people with us, especially when we start
off very small. We start with the owner,
a secretary, and two or three foreman
type employees that come with us or
who we may hire locally after interview-
ing in the area. We hire crews locally.
When we hire people to work as install-
ers, the foremen are there to train them
in how to do quality installations.
FP: How do the offices purchase
materials?
Seegars Fence: All materials are
bought and distributed from our central
distribution center. We provide just-in-
time delivery on virtually all items. An
order placed one morning gets delivery
the next day. We have a large staff at the
distribution center and a large central
inventory to support each office.
FP: How do you keep tabs on each
office?
Seegars Fence: The system works very
well. It is very easy for us to monitor,
remotely, receivables, payables, and all
the functions that, 30 years ago, would
have been much harder to monitor.
The method we have set up allows us
to be as interactive with that office
as we need to be for that office to be
successful.
FP: How do you foresee growth in the
near term?
Seegars Fence: Geographically, we
reach up to 300 miles from our central
location. I do not see us going beyond
that because any further could become
a point of diminishing returns for just-in-
time deliveries. There’s plenty of oppor-
tunity within that radius. That is where
we will be exploring in the next 10 to 15
years. We have people training now and
when the economy improves they will be
ready to open new offices.
It’s not a franchise, but…How one fence company morphed into 16 installation office locations.
Wes Seegar
President and CEO
Seegars Fence Company
Goldsboro, NC
888-733-4277
www.seegarsfence.com
30 FENCEPOST November/December 2010 | www.fencepostmagazine.com
FP: Who picks the physical site for the fran-chise once the territory is decided upon?
Guier Fence: The franchisee picks the site and rents or buys it. We provide assistance in this area.
Superior Fence: The franchisee decides the location but we assist them with the process by providing the size of the indoor and outdoor footprint they will need to run a business of the type and size that our fran-chise model contemplates.
FP: How about buying of materials? Do franchisees buy locally or through you?
Guier Fence: It depends on the prod-ucts. Some products will go through our corporate location while others come direct from vendors. We have private labeled Guier Fence branded products, as well.
Superior Fence: All fencing materials will be purchased directly from our vendors or future vendors we approve, to ensure the quality of the materials is consistent. (We also provide uniforms, marketing collateral and ancillary products to maintain unifor-mity of our branded model.)
FP: Are all of your franchisees required to offer the same products and at the same price? How do you think your pricing compares with similarly sized competi-tors in the same marketplace, economical, average or high-end?
Superior Fence: With certain exceptions dictated by the demands of the geographical market, the product offering will be the same. The pricing will be more or less determined by the geographical market, but it is usually going to be on the upper end of the market because we sell premium products and offer exceptional support to our customers.
FP: Are you franchising all types of fenc-ing work or only certain types?
Guier Fence: Our franchise program is geared, initially, primarily to residential installations. Expanding to commercial and government work will be on a job by job basis. Commercial jobs and government
call for high levels of bonding and high cash flow and require carrying inventory for long periods of time, and we don’t think those are smart ways to run a business in the initial stages. We want to keep new franchisees on residential jobs to help the jobs turn over fast and keep cash flow on a quick turnaround, without incurring a lot of risk on collection. Over time, franchisees can mature into the larger commercial and government work.
Superior Fence: We are focusing on residential, builder and light commercial work. Our program allows franchisees to do larger projects and even facilitates franchisees getting larger jobs in certain circumstances. We also have a wholesale component to our branded model facilitating selling fabricated product to other fence contractors.
FP: So some franchisees could bid on gov-ernment jobs, depending upon their finan-cial capability and bonding capability?
Guier Fence: Absolutely. We just want to be there to make sure they don’t get into any-thing over their heads. We will give them the support they need. It took us 31 years to get to where we are, but our franchising system enables a franchise to become successful more quickly because we are showing the way.
Superior Fence: We would encourage them to do so and assist them with the process.
Contacts:Aaron Fowler
Director of Franchise Development
Guier Fence
Blue Springs, MO
866-673-1797
www.guierfence.com
Chris Johnson
President
Superior Fence & Rail, Inc.
Oviedo, FL
407-971-7804
www.superiorfenceandrail.com
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32 FENCEPOST November/December 2010 | www.fencepostmagazine.com
FP: Are all your franchises set up identi-cally in terms of what they offer?
Guier Fence: We have two levels; the professional model and the retail showroom model, which we qualify and approve on a franchise by franchise basis. The profes-sional model provides installation services, while the retail model provides installation services along with the ability for custom-ers to walk in and purchase materials off a point of sales, just like at a big box retailer. (Three Guier Fence corporate locations have the retail capacity.)
Superior Fence: Yes, our branded model allows for fence contracting as well as fence retailing. Having said that, we focus more on the contracting side because it allows us to offer the consumer a value-added service from which we can extract more margin. It is much harder to extract higher margins by simply selling a section of fence, which most consumers view as a pure commodity, at least in our market.
FP: How do you establish territories? Guier Fence: We brought in a firm that
specializes in mapping and defining demo-graphics for businesses needing defined territories. We label the agreement as a protected nonexclusive territory. It offers the owner a very satisfactory level of pro-tection while not hindering franchisees who have already established relationships within the territory.
Superior Fence: Geographically and further based on local demographics. We are currently only offering franchises in Florida, a market we know well.
FP: Are you advertising for potential franchisees?
Guier Fence: We advertise and market our franchise program in the states in which we are registered to do business. We have evaluated approximately 550 candidates to date and have selected only two who we have felt meet our
qualification standards. We’re trying to target geographically close to us, which is why we have two territories under one franchise operation in Omaha and three territories under one opera-tion in St. Louis. We are also targeting markets in Des Moines, Iowa; Wichita, Kansas; Oklahoma City, Oklahoma; and Nashville, Tennessee. (Guier Fence has corporate locations in Kansas, Missouri, and in Colorado.)
Superior Fence: We are marketing through business brokers and other local sources in Florida.
FP: Does franchising increase your buy-ing power?
Guier Fence: A little, and over time as the franchise system as a whole grows, we think it will increase more. We chalk that up as one of the benefits franchise owners can experience.
Superior Fence: Yes, it will.
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There’s more to see and do in Vegas than you can possibly imagine . . . that’s why it’s one of our favorite FENCETECH destinations. AFA’s official hotels – Mandalay Bay, the Luxor and Excalibur – are offering outstanding room rates. For more information about AFA’s special packages and all the amenities and excitement these hotels have to offer, visit www.fencetech.com/travel. Please support FENCETECH by booking your rooms through AFA and report any unauthorized solicitation made by other housing providers by calling 800.822.4342.
YOUR GATEWAY TO SUCCESS!FEBRUARY 8–10, 2011LAS VEGAS, NV • MANDALAY BAY
SUCCESS through INFORMATION Join more than 4,000 attendees and 300 exhibitors showcasing the newest products and services at the world’s biggest fence, security, deck and railing trade exhibition February 8-10, 2011 in Las Vegas. Network with suppliers and contractors at what promises to be the “BEST” show ever for both attendees and exhibitors.
SUCCESS through DEMONSTRATION The popular Deck and Outdoor Demos return in 2011 with a NEW addition – ACCESS CONTROL DEMOS! These daily lectures and demonstrations focus on best practices and improved security.
SUCCESS through CERTIFICATION
Both the Certifi ed Fence Professional (CFP) exam and the Certifi ed Automated Gate Operator Installer (CAGOI) exam will be offered. Increase your knowledge and professionalism.
SUCCESS through EDUCATION Educational sessions offer something for everyone, from installers to business owners. Learn to successfully run your company in challenging times by attending these industry-specifi c seminars.
Deck & Railing University RETURNS in 2011!
Monday, February 7, 2011 • 8:30 AM – 4:30 PMin the Mandalay Bay Convention Center
Build safe decks – improve your skills and learn best practices for safe, code compliant installation. Increase customer satisfaction and enhance the growth of your business.
LAS VEGAS
DECK & RAILING
UNIVERSITYSPONSORED BY VFDRMA
& TULSA TECHNOLOGY CENTER
Save Money
– Register by
12/31/10!
PRE-SHOW EVENT!
CONNECT WITH US!
All students will automatically receive a three day pass to the exhibit floor of FENCETECH/DECKTECH.
Whether you are a tenured or new deck and railing installation professional you MUST ATTEND this powerful one-day intensive classroom and hands-on field instruction.
Register at www.FENCETECH.com or contact Lee Crumbaugh at AFA/VFDRMA headquarters: 800.822.4342 • [email protected]
FT11_AdNov-Dec10.indd 2 9/23/10 2:29:30 PM
NEW IN 2011! The Chapter Breakfast and Annual Meeting will be combined into ONE BIG EVENT on the first day of FENCETECH/DECKTECH to kick off the opening of the show floor. The combined event will include both AFA and chapter awards and recognition. Our keynote address speaker will be HENRY WINKLER…better known as “The Fonz” from the 1970’s sitcom, Happy Days, who is sure to motivate and get you ready for a great show! Through humorous anecdotes, inspirational life lessons and moving stories, Winkler explores themes of overcoming adversity and believing in oneself.
NEW EVENT! Join us for this second keynote address – a unique opportunity you
won’t want to miss! Join Lt. Col. Oliver North as he draws on 20 years of experience
as a United States Marine and his tenure as a staff member of the National Security
Council during the Reagan administration. North assesses the United States’ role in
the world – militarily, economically, and politically. He identifies the policies that have
made America the world’s only remaining superpower and outlines the strategies
necessary to keep America at the forefront as a world power.
DAY 1: AFA ANNUAL MEETING & CHAPTER BREAKFAST COMBINED
DAY 2: “GOOD MORNING AFA” KICKS OFF FENCETECH/DECKTECH
LAS VEGAS
Keynote Speaker:Henry Winkler
Tuesday, February 8, 2011 9:00 – 11:00 AM
Lt. Col. Oliver L. NorthWednesday,
February 9, 2011 9:30 – 11:00 AM
AFA GOLF TOURNAMENTMonday, February 7, 2011 – 12:00 PM Shotgun Start Support the AFA Education Foundation!
The California Fence Contractors Association
(CFCA) will be hosting the 2011 Golf Tournament
at Desert Pines Golf Course, Las Vegas’ “Top
Strategic Course”– just 10 minutes from
Mandalay Bay. Cost: $125/person includes
transportation to/from Mandalay Bay. Download
the Golf form at www.FENCETECH.com.
THANKS TO OUR 2011 SPONSORS:Access Automation & Controls Group of LA • Betafence USA •
Builders Fence Co. • ci Fabrics • Country Estate Fence & Deck • Encon Electronics • Master Halco • PolyVinyl Creations • Southwestern Wire
PRE-SHOW EVENT!Desert Pines Golf Course
4 Person Scramble
Support the AFA Education Foundation!
SAVE THE
DATE!
CONNECT WITH US!
FT11_AdNov-Dec10.indd 3 9/23/10 2:29:41 PM
There’s more to see and do in Vegas than you can possibly imagine . . . that’s why it’s one of our favorite FENCETECH destinations. AFA’s official hotels – Mandalay Bay, the Luxor and Excalibur – are offering outstanding room rates. For more information about AFA’s special packages and all the amenities and excitement these hotels have to offer, visit www.fencetech.com/travel. Please support FENCETECH by booking your rooms through AFA and report any unauthorized solicitation made by other housing providers by calling 800.822.4342.
YOUR GATEWAY TO SUCCESS!FEBRUARY 8–10, 2011LAS VEGAS, NV • MANDALAY BAY
SUCCESS through INFORMATION Join more than 4,000 attendees and 300 exhibitors showcasing the newest products and services at the world’s biggest fence, security, deck and railing trade exhibition February 8-10, 2011 in Las Vegas. Network with suppliers and contractors at what promises to be the “BEST” show ever for both attendees and exhibitors.
SUCCESS through DEMONSTRATION The popular Deck and Outdoor Demos return in 2011 with a NEW addition – ACCESS CONTROL DEMOS! These daily lectures and demonstrations focus on best practices and improved security.
SUCCESS through CERTIFICATION
Both the Certifi ed Fence Professional (CFP) exam and the Certifi ed Automated Gate Operator Installer (CAGOI) exam will be offered. Increase your knowledge and professionalism.
SUCCESS through EDUCATION Educational sessions offer something for everyone, from installers to business owners. Learn to successfully run your company in challenging times by attending these industry-specifi c seminars.
Deck & Railing University RETURNS in 2011!
Monday, February 7, 2011 • 8:30 AM – 4:30 PMin the Mandalay Bay Convention Center
Build safe decks – improve your skills and learn best practices for safe, code compliant installation. Increase customer satisfaction and enhance the growth of your business.
LAS VEGAS
DECK & RAILING
UNIVERSITYSPONSORED BY VFDRMA
& TULSA TECHNOLOGY CENTER
Save Money
– Register by
12/31/10!
PRE-SHOW EVENT!
CONNECT WITH US!
All students will automatically receive a three day pass to the exhibit floor of FENCETECH/DECKTECH.
Whether you are a tenured or new deck and railing installation professional you MUST ATTEND this powerful one-day intensive classroom and hands-on field instruction.
Register at www.FENCETECH.com or contact Lee Crumbaugh at AFA/VFDRMA headquarters: 800.822.4342 • [email protected]
FT11_AdNov-Dec10.indd 2 9/23/10 2:29:30 PM
NEW IN 2011! The Chapter Breakfast and Annual Meeting will be combined into ONE BIG EVENT on the first day of FENCETECH/DECKTECH to kick off the opening of the show floor. The combined event will include both AFA and chapter awards and recognition. Our keynote address speaker will be HENRY WINKLER…better known as “The Fonz” from the 1970’s sitcom, Happy Days, who is sure to motivate and get you ready for a great show! Through humorous anecdotes, inspirational life lessons and moving stories, Winkler explores themes of overcoming adversity and believing in oneself.
NEW EVENT! Join us for this second keynote address – a unique opportunity you
won’t want to miss! Join Lt. Col. Oliver North as he draws on 20 years of experience
as a United States Marine and his tenure as a staff member of the National Security
Council during the Reagan administration. North assesses the United States’ role in
the world – militarily, economically, and politically. He identifies the policies that have
made America the world’s only remaining superpower and outlines the strategies
necessary to keep America at the forefront as a world power.
DAY 1: AFA ANNUAL MEETING & CHAPTER BREAKFAST COMBINED
DAY 2: “GOOD MORNING AFA” KICKS OFF FENCETECH/DECKTECH
LAS VEGAS
Keynote Speaker:Henry Winkler
Tuesday, February 8, 2011 9:00 – 11:00 AM
Lt. Col. Oliver L. NorthWednesday,
February 9, 2011 9:30 – 11:00 AM
AFA GOLF TOURNAMENTMonday, February 7, 2011 – 12:00 PM Shotgun Start Support the AFA Education Foundation!
The California Fence Contractors Association
(CFCA) will be hosting the 2011 Golf Tournament
at Desert Pines Golf Course, Las Vegas’ “Top
Strategic Course”– just 10 minutes from
Mandalay Bay. Cost: $125/person includes
transportation to/from Mandalay Bay. Download
the Golf form at www.FENCETECH.com.
THANKS TO OUR 2011 SPONSORS:Access Automation & Controls Group of LA • Betafence USA •
Builders Fence Co. • ci Fabrics • Country Estate Fence & Deck • Encon Electronics • Master Halco • PolyVinyl Creations • Southwestern Wire
PRE-SHOW EVENT!Desert Pines Golf Course
4 Person Scramble
Support the AFA Education Foundation!
SAVE THE
DATE!
CONNECT WITH US!
FT11_AdNov-Dec10.indd 3 9/23/10 2:29:41 PM
MINDINGYOURBUSINESS
36 FENCEPOST November/December 2010 | www.fencepostmagazine.com
Are you fighting for different ways to stay competitive in today’s economy? Processing
through a gateway has never been so easy. Online payment gateways provide fencers with many options for processing. It may be time to take a look at online payment processing and see if it will be a good solution for your company.
What exactly is a payment gate-way solution? A gateway is a way to use the internet as a payment process-ing solution. It provides businesses with a secure way to connect to your online store and your merchant account.
Gateways provide a convenient solu-tion for customers and a new oppor-tunity for business. Used in place of stand alone terminals or wireless solu-tions, Internet payment solutions pres-ent more opportunities and choices.
Taking your business online allows the opportunity to grow your revenue, make payments and purchases available online, and reach new buyers. It also provides you with the flexibility to process payments from any computer with internet access: • Retail: Face to face swipe
with a wedge reader• Virtual terminal: Access through
any web browser which en-ables hand key transactions
• Shopping carts: Integrate pay-ment technology on your websiteAlong with many ways to process, most
gateways have the convenience of instant online reporting built into the interface.
Many businesses that process on-line are not aware that they have the capability to do more than running credit card transactions through their gateway. The majority of gateway providers offer additional value-added services that help make processing easier and can enhance revenue.
Typically, each additional service will have an additional fee structure associ-ated with it: e.g. set up fees, monthly fees, and transaction fees. Depending on your business, the extra cost may be worth it!
Here are some examples of value added services:• Reoccurring Billing. Have you ever
wanted to have the option of split-ting up invoices into multiple pay-ments to make it easier for you and your customer? This feature lets you automate timely and multiple billings for customers both new and existing! This is a great tool for fencers who have big ticket items or subscriptions.
• Customer Vault. With this capa-bility, you can initiate transactions remotely without directly having access to the cardholder’s informa-tion. This is a safe and PCI compliant way to securely store your regu-lar customer’s card information.
• Employee Delegation. Most gateways allow you to limit what your employee can view. Along with each user name and password you are able to set the access levels and change them if need be.
• Fraud Protection. One of the main contributors for chargebacks of online transactions is fraud.Fraud protection allows you to spend less time dealing with questionable transactions because security parameters and policies are set for accepting and rejecting transactions.
• PCI Compliance. Let your cus-tomers know you are PCI compli-ant. Some gateway providers offer an online class/test to provide your company with a PCI certificate and logo to place on your website.
• ACH/eCheck Processing. Enable electronic check pay-ments directly from your website or through the virtual terminal.
• Integration. If you would like to integrate your gateway on your website, ask your gateway pro-vider to provide you with a list of their available shopping carts. When it comes to credit card process-
ing, fencers have a lot of options and not a lot of time to decide what is the best possible solution for their business. The question fencers ask is: should we use a terminal in store, a wireless terminal on the go, or an online payment gateway?
Understand how each of these solu-tions work before you make the decision for your business. Accepting credit cards through a gateway is a solution that will only continue to grow. If you have looked into it before, it may be time to look again. If you have never thought about it, consider this: payment gateways are flexible and allow you to process a variety of transactions. This solution allows you to process anywhere, anytime and from any location with internet access!
MINDINGYOURBUSINESS
Your Gateway Solution is Ready, Are You?By: Kelsey Miller, Marketing Manager
Is an Online Gateway right for your business?
Electronic Data Payment Systems has been providing member pricing, important educational material and excellent service to AFA members since 2004. In addition to full disclosure of all rates and fees, a comprehensive training session is provided before you begin accepting cards to insure your person-nel are educated and understand how to process correctly. If you would like to learn more about Swoosh ePay, our on-line payment gateway, call 866.578.9740 for more information. For those members currently accepting credit cards, fax your most recent processing statement to 866.528.3854 for your complimentary savings analysis illustrating the savings available through this exclusive program. To learn more about the AFA member credit card processing program and other services available to AFA members call 866.578.9740 or visit us online at www.edpaymentsystems.com/partners/AFA.
Features and Values Added Services of Swoosh ePay:
• Reoccurring Billing• Customer Vault• iSpyFraud• CertifiPCI• ACH/eCheck Processing• Simple Integration
Open Up to a Whole New World
Close the Gate on Clunky, Old Technology...
www.came-americas.com305-433-3307
CAME’S POWERFUL, SLEEK DESIGN BARRIER GATE OPERATORS ARE AVAILABLE IN 24V TECHNOLOGY
The CAME Gard series offers a full range —from 5 to 40 feet—of easy to install barrier gate solutions that are the ideal choice for residential, mixed use and commercial settings. CAME’s innovative design exhibits high quality construction with the efficient operation of the barrier arm. Our 24-volt technology is capable of working with a battery back-up in case of a power outage and provides safety and reliability no matter the intensity of use or elements exposed.
CAME features UL 325 certification and provides superior technical support. So, when looks, technology, assistance and size factor into the equation, the most dependable solution is always CAME (just ask our Support Team at 305-433-3307).
Compliant with UL 325 STDand CSA STD C22.2 No. 247
for both the US & Canada.
CAME_FENCEPOST_BARRIER.indd 1 9/3/10 3:16 PM
Open Up to a Whole New World
Close the Gate on Clunky, Old Technology...
www.came-americas.com305-433-3307
CAME’S POWERFUL, SLEEK DESIGN BARRIER GATE OPERATORS ARE AVAILABLE IN 24V TECHNOLOGY
The CAME Gard series offers a full range —from 5 to 40 feet—of easy to install barrier gate solutions that are the ideal choice for residential, mixed use and commercial settings. CAME’s innovative design exhibits high quality construction with the efficient operation of the barrier arm. Our 24-volt technology is capable of working with a battery back-up in case of a power outage and provides safety and reliability no matter the intensity of use or elements exposed.
CAME features UL 325 certification and provides superior technical support. So, when looks, technology, assistance and size factor into the equation, the most dependable solution is always CAME (just ask our Support Team at 305-433-3307).
Compliant with UL 325 STDand CSA STD C22.2 No. 247
for both the US & Canada.
CAME_FENCEPOST_BARRIER.indd 1 9/3/10 3:16 PM
LISTEN UP!
38 FENCEPOST November/December 2010 | www.fencepostmagazine.com
There’s more to see and do in Vegas than you can possibly imagine . . . that’s why it’s one of our favorite FENCETECH destinations. AFA’s official hotels – Mandalay Bay, the Luxor and Excalibur – are offering outstanding room rates. For more information about AFA’s special packages and all the amenities and excitement these hotels have to offer, visit www.fencetech.com/travel. Please support FENCETECH by booking your rooms through AFA and report any unauthorized solicitation made by other housing providers by calling 800.822.4342.
YOUR GATEWAY TO SUCCESS!FEBRUARY 8–10, 2011LAS VEGAS, NV • MANDALAY BAY
SUCCESS through INFORMATION Join more than 4,000 attendees and 300 exhibitors showcasing the newest products and services at the world’s biggest fence, security, deck and railing trade exhibition February 8-10, 2011 in Las Vegas. Network with suppliers and contractors at what promises to be the “BEST” show ever for both attendees and exhibitors.
SUCCESS through DEMONSTRATION The popular Deck and Outdoor Demos return in 2011 with a NEW addition – ACCESS CONTROL DEMOS! These daily lectures and demonstrations focus on best practices and improved security.
SUCCESS through CERTIFICATION
Both the Certifi ed Fence Professional (CFP) exam and the Certifi ed Automated Gate Operator Installer (CAGOI) exam will be offered. Increase your knowledge and professionalism.
SUCCESS through EDUCATION Educational sessions offer something for everyone, from installers to business owners. Learn to successfully run your company in challenging times by attending these industry-specifi c seminars.
Deck & Railing University RETURNS in 2011!
Monday, February 7, 2011 • 8:30 AM – 4:30 PMin the Mandalay Bay Convention Center
Build safe decks – improve your skills and learn best practices for safe, code compliant installation. Increase customer satisfaction and enhance the growth of your business.
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Register at www.FENCETECH.com or contact Lee Crumbaugh at AFA/VFDRMA headquarters: 800.822.4342 • [email protected]
FT11_AdNov-Dec10.indd 2 9/23/10 2:29:30 PM
Listen Up!By: Nancy Friedman
Take the Super Bowl ads. We talk about them before they’re even on TV. How many can you remember
now? My guess is you’ll recall those that were of ‘interest’ to you. You listened to them. We all ‘heard’ them. We watched them. But again, how many did we really listen to?
Ok, heads up. Here are six easy steps to becoming a better listener. There are more, for sure, but starting with these will help you a lot.
1. Decide to be a better listener. That’s like an attitude. You can really decide to be a good listener. It’s a decision. Will everything be of interest or value to you? Maybe not, but not listen-ing might be dangerous. So make a mental decision to listen better to those you talk with, especially if you have asked them a question and they answer. You need to LISTEN to them.
2. Welcome the customer on the phone or in person; in business or at a social event. We need to make the person feel welcomed. That in turn helps make you a much better listener. Be obviously friendly when you’re talking with a customer. And it’s got to be sincere. Most folks can tell when you’re not. So bring a welcoming phrase to the table and use it to make the customer feel as though he’s a long lost friend!
3. Concentrate. This is not the time for multi-tasking. And today, we can all turn to the left or right and catch someone texting and probably having an in-person conversation as well. One of these things will be in trouble. We simply cannot do two things well at once. Your concentration must be on the customer, again, in person or on the phone. Do nothing else but ‘listen.’
4. Keep an open mind. Why do we need to do this? I’ll tell you why. There are some of us who think we know what
the other person is going to say before they say it and so we interrupt or inter-ject our comments before the customer can answer. That’s not keeping an open mind. That’s interrupting. Some of the time we’re right and we do know what the person will say. But it’s important to put your teeth in your tongue and not interrupt. By keeping an open mind you’ll gain more information as well.
5. Give verbal feedback. Talking with someone and not acknowledging what
they’re talking about is very frustrat-ing for them, especially on the phone, because we don’t even have body language to check out. So a few “I see,” “That’s good,” “OK,” “Interest-ing,” and a few words and phrases like that help the person feel as though you’re listening and listening well. In person you have the ability to nod and smile and they can SEE your expres-sions. However, on the phone we need verbal feedback. And be care-ful we’re not saying the same word over and over. Like OK, OK, OK, OK. That’s boring to both of you.
6. Take notes as you talk. And yes, even in person. That’s perfectly accept-able! Taking notes and letting the person know you are doing it is a sign of great interest. I do it all the time when I’m on the phone. I tell the client, “I’m taking notes so we can refer to them later and so I don’t forget what you’re saying.” No one has ever said, “Don’t do that.” Most say, “Good, that’s super!” Taking notes so you can refer back is a big com-pliment. Don’t forget to do it.
Nancy Friedman, customer service and
sales expert, is available to speak at your
association conference or corporate event.
Click here for a complimentary DVD demo
of Nancy in action. You can also contact
Nancy directly via email nancy@telephoned-
octor.com to discuss your specific needs.
Will everything be of interest or value to you? Maybe not, but not listening might be dangerous.
866.888.5611
In today’s competitive environment, we know that the professional fence contractor faces a variety of challenges and that reliable service can make the difference between success and failure.
At Merchants Metals we strive to provide the quality products you expect, the knowledgeable staff you want, and the on-time delivery you need.
North American Fence and Supply Co., Inc. selected Merchants Metals as the chain link fence supplier for this spectacular project, installed at the Norman U. Mineta International Airport in San Jose, CA.
“The San Jose International Airport job in CA was the largest project ever attempted by NAFCO and the employees at the Merchants Metals Hayward, CA office; Jonathan, John and Rick; were there to help us every step of the way.
They manufactured all of the 2” x 9 ga. fabric and 3/8” x 9 ga. mini mesh and supplied the 6-5/8” pipe and the thousands of tension bands and tension bars we needed to complete this massive job. Their attention to detail and on-time delivery at pre-arranged intervals helped us to keep everything on track.”
Michael SwaneyOperations ManagerNorth American Fence & Supply, Inc. (NAFCO)
SUPERIOR CUSTOMER SERVICE EVERY STEP OF THE WAY
North American Fence and Supply Co., Inc. selected Merchants Metals as the chain link fence supplier for
Visit us at FENCETECH Booth 1031
By design, Kalinich Fence is set to prosper in all four seasons. This 105-year-old Strongsville, Ohio,
company has created a market that keeps them busy all year long.
“We stay busy season to season with products that fit that time of year,” said Vice President Michael Kalinich. “January starts our lawn and garden season that runs until July. We make edging and fencing that we sell to the big box retailers. Our clients include Home Depot, Lowes, Kmart, Sears, and Tractor Supply. These companies buy in the winter so that they are ready for homeowners tackling spring clean up. This is a very busy time of year for us.”
The residential and commercial fence season runs April through December when the company fabricates wood and vinyl fence products to sell wholesale in a 150 mile radius of Cleveland.
Kalinich Fence is best known for its third product line: snow fence. This season runs from May until January. Snow fence is made from wood lath; most of it made by Kalinich. When used for shore resto-ration and dune protection, snow fence is known as sand fencing. “We sell this product to environmental restoration contractors. Our sand fence runs from the tip of Maine to the end of the Baja Pen-insula. Our complete product line dots the entire landscape of the United States; from the beaches, to the gardens, and to the highways,” Kalinich proudly stated.
The company has about 100 employees; half of them working in the Strongsville headquarters, just south of Cleveland. Kalinich Fence chose the Strongsville location in 1956 because it is within a 500 mile radius of the population the company
serves. Kalinich Fence also has three manu-facturing facilities: they make lath for snow fence in Newberry, Michigan; produce yellow pine fence boards at a saw mill in Sebree, Kentucky; and manufacture lawn and garden materials in Humble, Texas.
“My grandfather, Mike Kalinich, came over from Europe through Canada in 1905,” Kalinich began. “He was of Ukrai-nian descent and did not speak English and was a blacksmith by trade. He noticed that the older cities had ornamental iron fence installed around many public facilities, so he started manufacturing his own orna-mental iron. He installed these fences in Cleveland around cemeteries and schools.”
The senior Kalinich began making snow fence in the 1920’s, hand twisting and hand weaving on a manual machine. The fence was made out of 13-gauge wire and wood pickets that were about ⅜ by 1 ½. “This fence is our specialty,” says Kalinich. “Our company was built on the foundation of this product.”
“My dad, also named Mike Kalinich, has worked for the company his whole life, except for the two years he was drafted into the Korean War. I started working here part-time in the ninth grade, when I was 15 years old, and joined the company full-time in 1977 after graduating from Mount Union College in Alliance, Ohio.”
After more than a century in business, the company values its long-term rela-tionships. “My general manager was my best friend in high school. He and I used to unload boxes together. We have been friends for 38 years,” said Kalinich, but that’s just the beginning. The company has used the same bank since 1956 and has done business with some suppliers for 35-40 years. “When you have been dealing with a vendor that long, purchasing is not about price,” said Kalinich. “It is about relationships and loyalty. During tough times, those relationships help. When steel prices shot up, many people could not get product, but we never ran out of steel because my suppliers took care of me and made sure that I had what I needed.”
The company has had some interest-ing jobs. “We sold snow fence in Saudi Arabia to prevent sand from blowing into the oil rigs. It was used as camouflage in Vietnam. The Union Pacific Railroad installed snow fence along the tracks to prevent sand from getting into the rails. Some companies have used the fence as packing materials and rolled items in the flexible fence for shipment. It was even used on onion farms. The onions were planted between the lath, and the fence controlled weeds and could be walked on to harvest the onions.
Someone You Should Know, Chapter News, Member Benefits, Board of Governors, New Members, and CalendarYOURAFA
Kalinich Fence – A Company for All SeasonsBy Paula Senfling-Nugent
866.888.5611
In today’s competitive environment, we know that the professional fence contractor faces a variety of challenges and that reliable service can make the difference between success and failure.
At Merchants Metals we strive to provide the quality products you expect, the knowledgeable staff you want, and the on-time delivery you need.
North American Fence and Supply Co., Inc. selected Merchants Metals as the chain link fence supplier for this spectacular project, installed at the Norman U. Mineta International Airport in San Jose, CA.
“The San Jose International Airport job in CA was the largest project ever attempted by NAFCO and the employees at the Merchants Metals Hayward, CA office; Jonathan, John and Rick; were there to help us every step of the way.
They manufactured all of the 2” x 9 ga. fabric and 3/8” x 9 ga. mini mesh and supplied the 6-5/8” pipe and the thousands of tension bands and tension bars we needed to complete this massive job. Their attention to detail and on-time delivery at pre-arranged intervals helped us to keep everything on track.”
Michael SwaneyOperations ManagerNorth American Fence & Supply, Inc. (NAFCO)
SUPERIOR CUSTOMER SERVICE EVERY STEP OF THE WAY
Visit us at FENCETECH Booth 1031
www.fencepostmagazine.com | November/December 2010 FENCEPOST 41
YOURAFASomeone You Should Know
42 FENCEPOST November/December 2010 | www.fencepostmagazine.com
“The oddest installation we ever com-pleted was a turtle fence in Arizona. They needed a short fence, about two feet high, to prevent migrating turtles from cross-ing the road. We installed more than 15 miles of turtle fence to accommodate their requirement and prevent the turtles from being road kill on the highway,” he added.
“I think our business philosophy is to give people a great product, for a fair price, with excellent service. We want a ‘friend’ for life. We pride ourselves on quality, service, and craftsmanship. We won’t settle for medio-cre, and we are the best at what we do.”
Like most fencers, Kalinich faces many challenges. Employee benefits and hos-pitalization are an issue, and it is hard to see what will be required down the road.
OSHA policies are changing all the time. Kalinich tries to avoid conflicts by staying with environmentally friendly products.
“Fuel surcharges are a continuing burden. Our freight costs have gone up by 50% since 2007. We manufacture and ship our products nationwide. The railroad has virtually eliminated some cities on the
rail lines. It can be tough to find trucks to move products, and it is just too expensive to keep a large fleet of trucks in house,” said Kalinich. “I maintain a list of about 50
carriers and broker out most shipments about one week in advance. Not having my own fleet of trucks requires me to plan further out so that I am sure to have transportation available to ship out a job.”
The economy has been tough on busi-nesses that service this industry. “Over the last 10 years many of our suppliers have gone out of business. That is one of the reasons that we started our own saw mill. The saw
“We stay busy season to season with products that fit that time of year”
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mill business has high liability. Fence construction is just a secondary market for the mills. The mills want to make siding and 2x4’s for the housing market. When the housing market collapsed, many of the mills closed. No one wants to maintain inventory anymore, everything is ‘just in time’ production. We opened our own mill so that we would be self-sufficient. We can generate the wood products that we need, when we need them. We keep at least one month supply on the ground, sometimes as much as 2-3 months.”
Asked what he thought was the company’s biggest strength, Ka-linich pointed to his father. “Wise management has made us a success; always looking forward. We work to be in control of our own destiny. We try to stay away from lines of credit because we do not want the bank to control our fu-ture. We know that you can’t give product away. No one at Kalinich Fence feels bad if we lose a deal because we gave a fair price with a modest profit. We offered our best.
“My dad always tried to stay ahead of the manufacturing curve. He was always asking ‘How can we do it better?’ Sometimes even better wasn’t good enough. I give much of the credit for our success to my dad. He still comes in everyday. He was on the 5/3 Bank’s board of directors until he
was forced to retire at 73. Now he is on the hospital board appropriation committee. My dad and this company are mainstays in this community. The city hall building was just recently renamed The Mike Kalinich Sr. Chambers. We have donated fence to the city cemetery and a baseball stadium
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YOURAFASomeone You Should Know
44 FENCEPOST November/December 2010 | www.fencepostmagazine.com
for the high school. My dad said, “Give back to the city that gave you everything.”
“It was really my dad who pushed me to go the AFA meetings. I have served on the board for 18 years. I bring back to the company as much as I put in. I am an AFA Hall of Fame member, but it really should be my dad. Without him I could not have maintained my extensive involve-ment with the AFA,” Kalinich explained.
It is hard to � nd an aspect of the AFA that Kalinich has not been involved in. He was the chairman and taught at the Field Training School for 17 years. He has been a director and past governor, and the IFIA president in 1991. He was the show chair-man for the San Antonio FENCETECH. Kalinich has also been the education chair-man, handled booth draws, and generated sponsorships for ten di� erent shows. “Peo-ple have asked me why I do so much. I do it because it is the right thing to do. I want to give back to the association that helps me.”
Kalinich sees participation as part of the responsibility of association member-
ship. “It is true that the more you do, the more you get out of your membership. But I found that the more that I did, the more I wanted to do. Once you get a taste of it, you � nd out that it is fun and rewarding. It is truly gratifying work.”
“My involvement gives me a sense of purpose. I have an opportunity to meet new people, learn new things, and bring that knowledge back to my company. Being involved in the as-sociation taught me how to debate, how to function as part of a commit-tee, and how to be an independent thinker. It has made me a better busi-ness owner; it rounded out my skills.”
“The smart people realize how much they get out of their peers. That is re-ally the most valuable resource of the AFA. Just the simple fact that you have somewhere to go for help, you are not alone, makes your membership worthwhile. The AFA membership is kind of like a giant security blanket for your business,” he said with a smile.
“I really believe that the AFA has brought professionalism back to our companies. The exposure Kalinich Fence has to my peers is tremendous. People get to know you and your � rm. The interconnectivity is a huge bene� t.”
Kalinich has a few suggestions for other fencers, “You have to change. If you are not willing to change, your company will go away. Cities change, markets change, industries change. If you cannot adapt to the changes in your market, there will be no value to your company’s existence. Stay up on trends; explore new products and installation techniques. Remember that consumers have choices; be ready to o� er what is progressive. Don’t be afraid of change, stay ahead of it. Remember, being a member of the AFA can help you stay ahead of the curve. Always be watchful for opportunities that are ahead of you.”
For facing change head on and creating a company that has learned to prosper season to season, Michael Kalinich and Kalinich Fence Company are someone you should know.
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SUCCESS through INFORMATION Join more than 4,000 attendees and 300 exhibitors showcasing the
newest products and services at the world’s biggest fence, security,
deck and railing trade exhibition February 8-10, 2011 in Las Vegas.
Network with suppliers and contractors at what promises to be the
“Best” show ever for both attendees and exhibitors.
SUCCESS through DEMONSTRATION The popular Deck and Outdoor Demos return with a NEW addition
in 2011– ACCESS CONTROL DEMOS! These daily lectures and
demonstrations will focus on best practices and improved security.
SUCCESS through CERTIFICATION Both the Certifi ed Fence Professional (CFP) exam and the Certifi ed
Automated Gate Operator Installer (CAGOI) exam will be offered.
SUCCESS through EDUCATION Educational sessions offer something for everyone, from installers to
business owners. Learn to successfully run your business in today’s
challenging times by attending these industry-specifi c seminars.
YOUR GATEWAY TO SUCCESS!FEBRUARY 8-10, 2011LAS VEGAS, NV • MANDALAY BAY
NEW IN 2011! TWO SPEAKERS
“Good Morning AFA” Wednesday, February 9Lt. Col. Oliver NorthNorth’s topic “America in the New Millenium” kicks off the education sessions on Day 2.
AFA Annual Meeting & Chapter BreakfastTuesday, February 8Henry Winkler, Actor“The Fonz” kicks off the trade show at next year’s combined meetings on Day 1.
DECK & RAILING
UNIVERSITYSPONSORED BY VFDRMA
& TULSA TECHNOLOGY CENTER
Deck & Railing University RETURNS!Improve your skills and learn the
latest techniques and best practices
for safe and code compliant
installation of deck and railing.
This one-day classroom and hands-
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Visit www.FENCETECH.com or call 800-822-4342 or 630-942-6598
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FT11_FPSep/Oct10.indd 1 8/5/10 12:25:07 PM
YOURAFAChapter News
www.fencepostmagazine.com | November/December 2010 FENCEPOST 47
Someone You Should Know, Chapter News, Member Bene� ts, Board of Governors, New Members, and Calendar
AFA Sponsors its First NASCAR RaceThe American Fence Association jumped
at the chance to sponsor the NASCAR K&N Pro Series East at Gresham Motorsports Park on Saturday, August 28, which was aired on SPEED on Thursday, September 2 to race fans across the country. It was quite a night for the American Fence Association and Ty Dillon who captured his � rst win in the NASCAR K&N Pro Series East with a vic-tory in the American Fence Association 150.
Dillon, an 18-year-old series rookie and grandson of NASCAR Sprint Cup Series car owner Richard Childress, inherited the top spot when the two race leaders got tangled up with each other late in the event and then held on to win the action-� lled race that concluded with a yellow-checkered � nish. The race, which included 12 cautions and four red � ags for � uid clean-up, marked the inaugural series visit to the half-mile track in Je� erson, GA and AFA’s � rst sponsorship of a NASCAR event. “This was AFA’s � rst spon-sorship of a NASCAR race, and it generated a great deal of publicity for AFA and its members,” said AFA president, Lyle Buchan-an. “When we were o� ered the opportunity to sponsor this race, we believed NASCAR and the American Fence Association were a natural � t—we both share concerns for serving the public and public safety.”
“The American Fence Association proudly represents 1300 professional fence and deck companies across the country that we consider to be America’s best,” Buchanan said as he pointed out that an AFA member contractor installed the fencing around the track. “And, we are all proud to be a� liated with NAS-
CAR, another American institution which shares our concern for public safety.”
While it was Ty Dillon’s � rst win in the NASCAR K&N Pro Series East, it was Lyle Buchanan’s � rst NASCAR event, and he � ew in from Utah to at-tend the race. AFA is currently analyz-ing the exposure and publicity that it brought to the association and its member contractors and may consider similar sponsorships if the analysis is positive.
John Close of Gresham Motorsports was enthusiastic about AFA’s sponsorship and said, “There’s a great Victory Lane image and story posted on NASCAR.com, the photo has every important element—excitement, drama and great branding in the background—along with millions of impressions on a global news forum.”
For more detail information on the race visit http://hometracks.nascar.com/node/5247.
Pacifi c Northwest ChapterThe Paci� c Northwest Chapter of the
American Fence Association held its Annual Meeting on August 7, in Bend, Oregon, at the Riverhouse. President Krueger wel-comed board members on Saturday evening in the Deschutes Room and thanked hosts, Denny and Sue Wade of Willamette Fence, for the fantastic time attendees had in Cen-tral Oregon. Following, he summed up the events of the Executive Board Meeting that was held on Friday, August 6. He announced that three board members, Debbie Smith, Paul Johnston, and Don Boose would be leaving their positions on the board and thanked them for their contributions to the chapter. Elections followed. Dennis Fleck was nominated to the position of Secre-tary/Treasurer; he accepted. Mike Carroll of Davis Wire, Jennifer West of West-Meyer Fence, and John Rosebeary of Viking Fence were nominated to the Board of Directors. Their terms will begin April 1, 2011. Alex Krueger was thanked for the wonderful job he is doing with the publication of “The Come Along” newsletter. The recipient of the Mel Stricklin Gate Operator Scholar-ship is Jake Warren of R&S Automation. President Krueger announced that the 40th Anniversary Celebration of the chapter
will be in 2012. The evening closed with 22 draws for cash ranging from $40 to $120.
Michigan ChapterThe Michigan Chapter AFA is sad to an-
nounce the passing of Jim Cotter. Jim was Michigan Chapter Treasurer for 23 years and a loyal member. Jim was a salesman for Great Lakes Fence in Detroit, MI. He was always there to help and will be missed by all our members. He was the beloved husband of Catherine, dear father of Mat-thew, Meghan, Fillip (Eric) and Mary. Memorials to the Capuchins, 1820 Mt. Elliott Street, Detroit, MI 48207-3485.
California ChapterThe California Chapter held its Third
Quarterly Meeting at the Ojai Valley Inn, Ojai, California, on September 17 & 18, 2010. Thirty-three golfers turned out for the Friday tournament at Soule Park Golf Course and raised $300 for the Special Olympics by the sale of Mulligans and added another $360 in pro� t from the tournament & the ra« e to the Special Olympics donation. The chapter would like to thank Builders Fence, CI-Fabrics, Master Halco, Merchants Metals, Valley Insurance, Swan Fence and State Fund Insurance. The Board of Directors met on Friday after-noon. The General Meeting on September 18 welcomed 12 new members and featured a seminar titled “Fenc-ing Solutions” by Ed Lavoie from Merchants Metals. The seminar included an overview of ASTM, Federal Speci� cations, ASHTO and homeland security fence speci� ca-tions, and discussed access control, UL325 requirements, and other fence-related topics. The attendees agreed that the seminar was a valuable refresher for them. The seminar was reviewed and ap-proved by the AFA for one educational credit towards CFP renewal. The chapter’s Christmas Meeting will be held at the Loews Coronado Bay Hotel, Coronado, CA on December 17-18, 2010.
Fencepost wants to publish your Chapter News. Please send a brief summary of your recent meeting, new offi cers, or upcoming events to [email protected].
Ed Lavoie
YOURAFANew Members
American Fence Professionals Steve Wojtkowski 2368 E. Bradshire Ct.Arlington Heights, IL 60004, 224-588-1556847-398-5806
American One Fence & RailingJoe,DeSouza13676 York Rd., Unit #2 North Royalton, OH 44133440-237-9999440-237-7995
Amko Fence & Steel Co., LLC.Michael LeBron1329 N. Coolidge Ave.Gonzales, LA 70737225-647-7367225-647-8104
AMS Fence and Gate, Inc.Michael Maggitti32105 Mountain Hwy. E.Eatonville, WA 98328253-847-9362253-875-3125
Autogate Systems, Inc.Mark Cirillo539 Old Riverhead Rd.Westhampton Beach, NY 11978631-288-7780631-288-7782
Baisheng Gate & Door Automation Vivien Gang 169 Min’an Rd.Nanchang, Jiangxi, China, 330029, 86-791-819607886-791-8196213
Binis FenceBiniyam Geremew, 724 Rock Creek Church Rd. NWWashington, DC 20010202-256-9976
Boudary Fence & RailingChris Sibeni131-02 Jamaica Ave.Richmond Hill, NY 11410800-628-8928718-805-9816
Carolina Fence Company, LLC.Ashleigh ParkerP.O. Box 27Summerville, SC 29484843-821-0486843-821-0458
Crowe Fence & Deck Supply, LLC.Richard Crowe36 A Route 101AAmherst, NH 03031603-673-8068603-673-8088
Denco MarketingDennis SchlabachP.O. Box 191Millersburg, OH 44654330-674-9751330-674-2970
Digless Fencing SolutionsPaul Kingsbury3161 Straight Rd.Fredonia, NY 14063716-785-8685
Dixie Fence & Kennel, Inc.Eric Snipes3900 Hwy 441 S. Douglas, GA 31535912-384-84-55912-384-7364
Dynamic Tube & PipeSteven FinkP.O. Box 13New Paris, IN 46553574-533-1212574-533-6474
Electric Gate Store, Inc.Sophia Franco 421 Park Ave.San Fernando, CA 91340 888-361-6872 818-365-5577
FittRite HardwareJan Lindau2997 Alhambra Dr.Cameron Park, CA 95682530-672-9990530-672-9992
48 FENCEPOST November/December 2010 | www.fencepostmagazine.com
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www.fencepostmagazine.com | November/December 2010 FENCEPOST 49
J.A. CisselDave Morgan1995 Rutgers Univ. Blvd.Lakewood, NJ 08701732-901-0300732-901-1166
Lockey Systems Douglas Hill116 W. MichiganP.O. Box 543Mt. Pleasant, MI 48858989-773-2363989-772-1936
Marshall Fence Construction Inc.Mike MarshallP.O. Box 890955Oklahoma City, OK 73189405-691-1191405-912-4603
McGrath Fence Co., Inc.Thomas McGrath142 Turnpike St.West Bridgewater, MA 02379508-583-2334508-583-9061
Pace Industries Kenny Tharp P.O. Box 1198513 Hwy 62165 Bypass North, Harrison, AR 72601479-263-9077
Ranchers Fence Corp.Spence Holland7105 E. Admiral Place, Suite 310Tulsa, OK 74115918-836-3151918-445-1457
Safetech HardwareAudris MacernisP.O. Box 2241Seaford, VIC, Australia 3198877-778-7559877-778-5195
Scintiprox Inc. Robert Beihn841 Sulphur Like Rd. Frankfort, KY 40601502-223-8857502-223-8857
Secura Key Charlie Anthony, 20301 Nordhoff St.Chatsworth, CA 91311818-882-0020818-882-7052
Transpacific Industrial SupplyDavid Hinson9881 6th St. #204Rancho Cucamonga, CA 91730909-581-3058909-581-3088
Trex Company, Inc.Mike Onderko160 Exeter Dr.Winchester, VA 22603540-542-6934540-542-6890
Triax, Inc.Tony Gainous, Jr.1730 General George Patton Dr., Ste. 210Brentwood, TN 37027615-370-9049615-370-9054
Tuscan ManufacturingDavid PodellP.O. Box 185Landisville, PA 17538800-500-8770402-362-3807
Ultimate Concepts, LLC.Bill Holloway2101 S. Hamilton Rd., Ste. 201Columbus, OH 43232614-755-9920614-755-9927
Western Wood Products Roy Levengood, 181 Hwy. 555 Reton, NM 87740575-445-1300575-445-1302
Wire Cloth ManufacturersBrian Blaber110 Iron Mountain Rd. Mine Hill, NJ, USA, 08703973-328-1000973-328-0919
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50 FENCEPOST November/December 2010 | www.fencepostmagazine.com
YOURAFAMember BenefitsBoard of Governors
CHAIR, BOG (2011)Chris Chapman, CFP, CAGOI706-367-9511
CHAIR-ELECT, BOG (2011)Susan E. Colson931-526-3603
ARIZONAErica Kutnick480-290-0315
CALIFORNIAJon Farrar818-765-0844
CFCABrad Howard916)-660-9905
CAROLINASCharlie Weston, CFP803-254-0460
CENTRAL FLORIDABilly Everidge813-769-2956
COLORADOTravis Hampton970-834-9022
GARDEN STATEPaul Crooks732-938-4355
GEORGIAEddie Clark, CFP770-995-7463
GREATER CHICAGORick Hileman773-521-9900
GULF SOUTHTony Thornton601-664-1199
HAWAIIPeter Melnyk808-484-5873
INDIANA/KENTUCKYChris Loftus800-727-1148
KEYSTONEHal Mante, CFP610-437-1944
MEMPHIS TRI-STATEPaul Phillips731-287-0563
MICHIGANTom Bement810-235-4581
MID-ATLANTICScott Ruete301-607-6101
MIDWESTDon Roche, CFP785-292-4271
NEW YORK-LONG ISLANDSal Militello631-968-6828
NORTH CENTRALSteve Hoopman, CFP218-328-5504
NORTHEASTJohn Feerick, CFP508-584-7500
NORTHERN OHIORick Henry216-663-0450
NORTHERN ROCKIESMark Olson, CFP307-754-0120
PACIFIC NORTHWESTJohn Krueger503-595-4716
ROCKY MOUNTAINClaude Wells801-705-4830
SOUTH FLORIDAJames Ogorek561-793-3316
TEXASJamie R. Turrentine972-492-1370
VOLUNTEER STATEMichael Smith615-244-4766
WESTERN NEW YORKJohn HewsonPhone: (716) 688-5757
WESTERN PA/WEST VATom Plevel724-709-9583
WISCONSIN / N. ILLINOISMark Knudson262-642-9123
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52 FENCEPOST November/December 2010 | www.fencepostmagazine.com
For the most current informa-tion on upcoming events in
your chapter, visit our online calendar at www.americanfenceassociation. com/calendar.aspx.
Calendar
For the most current information on upcoming events in your chapter, visit our online calendar at
www.americanfenceassociation.com/calendar.aspx.
November 9 Carolinas Fence Association Meeting Columbia, SC
November 18New York/Long Island Fence AssociationDinner Meeting Bulldog GrilleAmityville, NY
December 4Indiana/Kentucky Chapter Annual Christmas DinnerHoliday Inn Pyramids Indoor Water ParkIndianapolis, IN
Central Florida ChapterChristmas Party Tampa Downtown HyattTampa, FL
December 14New York/Long Island Fence AssociationDinner MeetingHoliday InnPlainview, NY
December 17 & 18California Chapter Quarterly MeetingLoews Coronado Bay HotelCoronado, CA
February 8-10, 2011FENCETECH/ DECKTECH’11Mandalay Bay Convention CenterLas Vegas, NV
February 18New York/Long Island Fence AssociationDinner MeetingHoliday InnPlainview, NY
March 11 & 12California Chapter Quarterly MeetingFantasy Springs Resort CasinoIndio, CA
March 16New York/Long Island Fence AssociationDinner Meeting Bulldog GrilleAmityville, NY
June 3 & 4California Chapter Quarterly MeetingDoubleTree Golf ResortSan Diego, CA
September 16 & 17California Chapter Quarterly MeetingHyatt Regency HotelHuntington Beach, CA
December 2 & 3California Chapter Quarterly MeetingHilton Universal CityLos Angeles, CA
YOURAFACalendar
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Visit www.AmericanFenceAssociation.com or call 800-822-4342 for info.
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www.fencepostmagazine.com | November/December 2010 FENCEPOST 53
The American Fence Association (AFA) & Chain Link Fence Manufacturers Institute (CLFMI) have partnered to establish a
“Hire a Hero” veterans employment program to encourage employers in the fence industry to reach out to military veterans as potential employees. For further information, please go to the Industry Links section on
www.AmericanFenceAssociation.com.
54 FENCEPOST November/December 2010 | www.fencepostmagazine.com
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Double your exposure with Fencepost ClassifiedsAre you looking for employment? Looking to sell your prod-ucts or services? Trying to locate good employees? Then post your ad in the classifieds section of Fencepost magazine. Fencepost magazine reaches over 14,000 fence, deck, railing and security professionals worldwide. Plus, all classifieds are posted on our newly launched Fencepost Magazine Online, www.FencepostMagazine.com. Contact us today to place your classified, 800-822-4342, [email protected].
YOURAFA
www.fencepostmagazine.com | November/December 2010 FENCEPOST 55
Ad IndexYOURAFA
American Access Systems ....................................52Ameristar .................................................................5Apollo Gate Operations .....................................10-11Aurora Deck Lighting ..............................................9BD Loops ..............................................................50Came American Automation .................................37Certified Fence Professional ..................................53Chamberlain ...........................................................3Controlled Products ..............................................19CSC Industrial Corp. .............................................50D & D Technologies ...............................................15Dandy Digger .......................................................32Davison Fence & Deck Blue Book ........................ 51Designmaster Fence .............................................33Doorking .................................................................7Douglas Industries ................................................54Electronic Data Payment Systems ......................... 51Encon Electronics .................................................28Endeck ..................................................................46EZ Brace ...............................................................54Fortress Iron Railing & Fence ................................27FENCETECH/DECKTECH‘11 ...............................39Hy Security Gate Operators ................................ CIVJ.C. Gury ..............................................................26Jefco .....................................................................52King Architectural Metals .....................................18Linear .................................................................... 21Little Beaver ..........................................................20Master Halco .........................................................CIIMay Advertising .....................................................53Merchants Metals .................................................. 40Miller Edge ............................................................48Nantucket Post Cap Co. ........................................43Preferred Technologies .........................................CIIIPoly Vinyl ...............................................................22Privacy Link ..........................................................49Remote Control Solutions ......................................45Reno A & E ...........................................................42Rhino Tool ...............................................................9Rycom Instruments Inc. .........................................50Securitron ............................................................13Tilt-a-Way ...............................................................14Timerco .................................................................50Torres Fence Co. ...................................................24Trex ................................................................ 30, 31Vogel Tool & Die ....................................................55Wirecrafters ...........................................................55
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Fencepost: What are some of the important seminar topics in 2011? Hammer: They are all important, and I can certainly highlight some thatI feel are beneficial to any small business owner. We have a session that will educate the contractor on how to procure federal bids, and a local procurement official will help them understand some of the key items they look for in bid proposals. The National Federation of Independent Business (NFIB) will present an important session on the new Health Care law and what it means to many of us who are business owners. Al Bates with Profit Planners will help us rethink our cost structure and focus on recession-proofing our businesses. We have legal seminars on Employee Monitoring, Immigration Compliance and What to do When You Are Deposed. The list goes on and on – there is something for everyone. In fact there are four tracks – Sales, Materials, Legal and Operations – these are industry-specific educational opportunities that WILL help improve our businesses. Fencepost: What are some highlights of the Materials track? Hammer: Our Operator Installer School (OIS) instructors will provide one FREE seminar daily and follow up with hands-on instruction on the show floor. ASTM will present a seminar on high security standards and CLFMI will present
5MINUTESWITHFENCETECH
The education program at FENCETECH/DECKTECH’11 promises to be more relevant to attendees than ever before.
Dennis Hammer, CFP, this year’s education co-chair with President Lyle Buchanan, explained the show’s goal of “Success
through Education” as part of AFA’s “Gateway to Success.” As described to Fencepost, Hammer’s vision for 2011’s education is “To educate members and attendees on how to diversify their companies, provide a better range of services and improve their bottom line. This economic slump is a time for all of us to re-organize, change and improve the way we do business. It’s like the commercial, ‘this isn’t your father’s Buick.’ Contractors cannot continue to operate the way they did 10 years ago. This is a time to invest in education, AFA schools and certifi cation. We are never too old to learn, and we all need to keep ahead of the competition.”
“Contractors cannot continue to operate the way they did 10 years ago.”
one on chain link in high security applications. Fencepost: It sounds like you really have a lot of education packed into the show. Will any sessions be repeated as in the past? Hammer: Yes, we do have some sessions that will repeat based upon speaker availability. Again, I encourage you all to invest in your education and business. We are really looking forward to a great show! Fencepost: Is there anything else you would like to add? Hammer: Yes, I would like to thank all of the speakers who are committed to our industry and also give a big THANK YOU to our exhibitors who contribute their time and talent to our association. A special thank you to ASTM, CLFMI, Fencebids, Guier Fence, Encon, Home Tops, Market Hardware, Transworld Systems and our OIS instructors. Our education program is the collaborative effort of some really great volunteers for the benefit of all. For info, visit www.FENCETECH.com and www.FENCETECHBlog.com, or find us on Twitter, Facebook, Flickr and YouTube.
AFA Vice President & FENCETECH’11Education Co-ChairDennis Hammer, CFPTri-City Fence Co., Inc.Vallejo, CA
EDUCATIONEDUCATIONEDUCATION
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