Become a fence specialist with innovative products

I\TEW developmenrs are rurning llcommodity fencing into a specialty product. Retailers who have expanded beyond cedar, redwood and treated posts and boards are welcoming higher margins and more d-i-y customers.

With pre-assembled fence panels and gateS, even the most inexperienced do-it-yourselfer can build a fence. Shadow box, lattice top, estrte panel, basketweave, French gothic and spaced picket styles become fairly simple projects. "Unique designs and elaborate architectural features are now within the ability of d-iyers," explains Larry a dealer as a fence specialist. Specialty structural fasteners which simplify fence construction should be companion products to specialty fencing. They are best cross merchandised in the fencing section along with lag screws, hinges, latches and locks suitable for gates. Stains, paints and water protection products used for fences should be included to give the impression of a specialty fencing department.

A high tech fencing of extruded, molecularly-bonded blend of 1002o tan with hardware included. Widelv used in industrial and commercial applications, riding centers and ranches, it is "designed for high impact, weather resistant and zero maintenance application, not conducive to chipping, cracking, peeling, rotting, rusting, oxidation or animal rubbing or chewing," says John F. Harsch at Heritage Fen@, a vinyl fencing manufacturer. In other words, zero maintenance.

Held,

Real Wood Products.

Pre-assembled fence panels have easy-to-sell benefits. D-i-y-ers are willing !o pay extra for the time saved and the convenience of eliminating sawing, putting up panels instead of individual boards, and the ease of installing a pre-built gate. A choice of woods, cedar, pressure Eeated or KD western whitewood, as well as the availability of machine pre-staining or pre-painting are additional sales points that assure higher margins.

If the customer wants more of a challenge in doing a fence project, he can be steered !o pre-cut fence boards. These eliminate the tedious job of trimming, make fancier styles such as pickets or gothic points possible for a non-professional and help to establish

Story at a Glance

Ways to develop a specialty fencing department with higher margins ... products that appeal to d-i-yers and special interest groups ... utilizing cross merchandising.

virgin high polymer resin is one of the latest specialty products. With 26 styles of fences and gates and a variety of post and picket caps, it can be used for privacy, semi-private, lawn and garden or ranch barriers.

Said to have a tensile strength five times that of wood and a flexural strength four times higher than wood the product comes in white, gray and

Homeowners are beginning to show interest in its durability. Horse owners like its quality of absorbing impact by an animal to prevent injuries often caused by splintered wood fences.

Polymer-covered kiln dried southern pine is another new product for post and board fencing. Stock dimensions of 2x6xl6 and 4x4x8 can be augmented by special order. Fabricated with an ultraviolet inhibitor, it has the fresh painted look of solid vinyl and the paint-free advantages. The fencing comes with a 10 year warranty against fading, splitting, peeling and oacking.

Developing a specialty fencing department complete with cross merchandised fasteners, finishes, cement and tools can help a store gain a fence specialist reputation. Support the section with advertising and services such as fencing plans, clinics and delivery to achieve high sales.