DECEMBER 2020
w w w. f e n c e n ew s . c o m
FEBRUARY 23-26, 2021
PREVIEW In This Issue Staining University
How to Create Satisfied Customers Updating Fencing with Graphics
with Tony Thornton American Fence Association FENCENEWS.COM Executive Director |
DECEMBER 2020
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DECEMBER 2020 | FENCE NEWS USA
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FENCENEWS.COM | DECEMBER 2020
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Contents Cover Story
Business Management
26 2021 Fence Tech/MetalFab Expo Preview
Industry News
10 Curb Roller Manufacturing Makes Concrete Work Easy with the Hydra-Screed HS3000 12 Staining University Held Recently 12 Call to Membership: Western Access Systems Association (WASA) 14 Mechanical Drill Maintenance: End-of-Year Care 18 Bullistic Barriers Introduces Two New Products 19 EMX Offers PTM, A New Quick Set-Up Digital Timer 20 Ball Fabrics Facility Renovation Proves Fence Screen is Much More than Privacy 22 New Loop Sealant Available 24 Top of the Chain with Tony Thornton, AFA Executive Director 39 Locinox Expands Line of Hydraulic Gate Closers with Launch of Built-in Option 40 Acoustiblok Introduces New (Patented) Landscape Image Acoustifence® 44 New Opportunities from Bergandi Machinery 46 LP Elements® Performance Fencing Launches 92 Series Primed Pickets 48 Iron World Announces Employee Positions 57 West Coast Fence Show 60 Garden State AFA Jackpot Trade Show 62 811
50 How to Create Satisfied Customers 54 Are you Covered? Insurance 101 for Businesses 58 Planning for a New & Better Year
Training
60 NAFCA Fence Training School
Editorial
16 C LFMI Column: Security Chain Link Fencing: Essential to America’s Safety
Employment
50
Fence Brokers, 49 Gregory Fence, 22 Hampden Fence Supply, 31 Homeland Vinyl Products, 63 International Gate Devices, 57 Interstate Wholesale Fence, 37 Iron World, front cover Jerith, 13 Keener-Dupont Wire, 39 Larsen, 57 Little Beaver, 19
4845 Ihles Rd., Lake Charles, LA 70605 337. 312.0975 Publisher: River Road Publishing, LLC Managing Editors: Kristy Armand & Christine Fisher General Manager: Mary Hummon Sales Manager: Katie Stevenson Creative: Shonda Manuel & Barbara VanGossen
sales@fencenews.com | fencenews.com
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20
62 Classifieds
Advertiser Index All-O-Matic, 59 Ameristar, 11 Ball Fabrics, 21 BD Loops, 38 Bergandi Machinery, 45 Codelocks, 47 D&D Technologies, 5 Dandy Digger, 48 DYNA-Bignell, 39 Eagle Fence Distributing, 51 Eastern Fence, 32-33
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DECEMBER 2020 | FENCE NEWS USA
Locinox, 8-9 Lockey USA, 43 LP Elements, 15 Merchants Metals, 17 National Metal Industries, 53 National Vinyl Products, 41 Nationwide Industries, 3 & back cover Nebraska Plastics/Country Estate Vinyl Products, 23 Pexco, 4 PrivacyLink/Slat Source, 38
Pro Access, 36, 42 Redi Driver, 31 SECO-LARM, 7 Southwest Automated Security, 55 Standard Paints, 39 Southwestern Wire, 51 Wheatland, 2
PUBLISHER’S PROTECTIVE CLAUSE In consideration of publication of an advertisement, by submitting an advertisement for publication by River Road Publishing, LLC d/b/a “Fences News USA”, the advertiser and the agency, jointly and severally, agree to indemnify and hold harmless River Road Publishing, LLC and Healthy Image Marketing, (collectively “Publisher”) and their respective managers, its officers, agents and employees against all expenses, including attorney’s fees, damages and losses resulting from the publication of the advertisement, including but not limited to claims or suits for libel, violation of the right of privacy, copyright or patent infringement, and use of the product or services advertised, either proper or improper. All advertisements are accepted and published based on the representation by the agency and advertiser that both are authorized to publish the entire contents of the material provided to the Publisher in the manner selected by the advertiser, be it print or electronic media. Advertisements and product information do not constitute an endorsement nor a position by the Publisher concerning their suitability. The Publisher reserves the right to reject any advertising in “Fence News USA”, the Publisher’s website or e-newsletter. The Publisher makes every effort to ensure suitable placement of advertising but assumes no responsibility in this regard. All advertisements, including online advertisements, placed in “Fence News USA” must be accompanied by a valid insertion order specifying gross advertising rate, size, color, position and information sufficient for proper identification of the advertisement by the Publisher production personnel. Requested positions are not guaranteed unless stated as a paid position. Contracts for multiple frequency discounts must be in place prior to the first insertion. Publisher will not be bound by any terms and conditions printed on advertising agency or advertiser insertion orders or copy instructions when those rates and conditions conflict with the Publisher’s rate card. While Publisher will make every effort to correct inaccurate artwork, the Publisher is not liable for faulty materials provided by the agency or the advertiser. Such advertisements will be billed as run. The Publisher does not guarantee changes or corrections after the closing date. Publisher is not liable for delays in delivery and/or nondelivery of its publications in the event of any conditions beyond the control of the Publisher that may affect production or shipping of “Fence News USA”. Advertisers may not include product/service pricing or discount copy in advertisements in the Publisher, electronic media.
Bluetooth Access Controllers
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Mullion Keypad with Proximity Reader SK-B241-PQ
No Cloud, No Subscriptions, No Internet Exposure • App Based Programming & Management
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• More Than Access –
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Control Doors, Gates, Lighting, Machinery, etc. • Multiple User Types, Individually Customizable, 1,000 Users • Individually Customizable User Output Modes and Time
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• Open Door via Keypad, Card*, App • One App - Unlimited Devices • Easy Backup / Restore / Replication
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Proximity Reader PR-B1124-PQ
*SK-B141-DQ does not include Proximity reader TM
SL Access
Tel: (800) 662-0800 Fax: (949) 261-7326
Email: Website:
Brochure Download
9~25 VDC
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sales@seco-larm.com www.seco-larm.com Manufacturer of
The Bluetooth® word mark and logos are registered trademarks owned by Bluetooth SIG, Inc. and any use of such marks by SECO-LARM is under license. Other trademarks and trade names are those of their respective owners.
FENCENEWS.COM | DECEMBER 2020
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DECEMBER 2020 | FENCE NEWS USA
FENCENEWS.COM | DECEMBER 2020
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g n i r u t c a f u k r n o a W M r e t e l e l r o c R n 0 o 0 b r 0 C u 3 e s S C ke h th H Masy wit creed Ea dra-S Hy
Designed with the operator in mind, the Hydra-Screed HS3000 has many features that make operation comfortable and efficient.
Curb Roller Manufacturing, the world leader in shaped concrete roller screeds, makes concrete flatwork and shapework easy with the Hydra-Screed 3000. The hydraulically powered machine reduces backbreaking labor and accommodates varying lengths of pipe, custom V-flume, crowned roller screed and numerous other profiles. The Hydra-Screed HS3000 is a two-operator machine that has the weight and strength to move more than 6 inches of concrete along the pour while allowing operators to remain in a standing position. Eliminating much of the labor required to screed and shape concrete, the HS3000 allows contractors to do flatwork, flumes and more in half the time of alternative methods while allowing a continuous pour approach. “Contractors face challenging pours every day,” said Seth Ulmer, Curb Roller Manufacturing sales manager. “We’re here to help provide the equipment they need to tackle those pours, making them not only possible but profitable.” The Hydra-Screed system is customizable to different job specifications, accommodating any pour width from 3-30 feet of 6-inch OD 10-gauge pipe or a custom-designed drum for concrete shaping. The hydraulic power of the Hydra-Screed enhances versatility over gas or electric machines, providing added power and the capacity and consistency to operate larger drums for shaped pours. Because of its size capabilities, the Hydra-Screed provides an ideal solution for large applications such as parking lots or streets. Unlike a vibrating screed, the HS3000 offers an effective method for pervious paving and low slump concrete, as well as slope paving. The absence of a vibration source eliminates concrete slumping down the slope and ensures more aggregate stays near the top. Besides being ideal for large projects or custom work, the Hydra-Screed can be used for patch and repair work, making it a truly versatile machine. Curb Roller Manufacturing’s optional Hydra-Pack offers an ideal portable power source for the Hydra-Screed. If a contractor prefers to power the screed with on-site ancillary equipment, the Hydra-Screed comes standard with all of the necessary accessories to utilize hydraulic power from common jobsite equipment such as skid loaders and mini excavators. The hydraulic hoses of the Hydra-Screed are enclosed in a nylon casing, which 10
DECEMBER 2020 | FENCE NEWS USA
provides convenience and added safety from potential hydraulic leaks. Designed with the operator in mind, the Hydra-Screed HS3000 has many features that make operation comfortable and efficient. It’s intuitive to operate, with a pivoting, adjustable handle and two-way variable speed control. Competitive models feature a simple on/off switch, which doesn’t provide the level of control that’s necessary for concrete work. Since moisture and slump levels vary between truckloads, variable speed flexibility allows the spin speed to be adjusted on the fly to accommodate the changing material conditions. Operators can move a single pin, allowing for easy direction change. With removable drive ends, crews can quickly change out different lengths of pipe. Because of the smooth design of the Hydra-Screed, it requires simple cleaning and maintenance. Other methods, such as boards or vibrating screeds, require an on-site pressure washer to clean the equipment immediately. Because the Hydra-Screed uses a spinning pipe, operators can drag the pipe over an abrasive surface like grass, dirt or sand, to easily clean the equipment. The Hydra-Screed HS3000 is backed by Curb Roller Manufacturing’s 3-year warranty. The Hydra-Screed HS3000 reduces backbreaking labor and accommodates any length of pipe, custom V-flume, crowned roller screed and numerous other profiles.
The Hydra-Screed HS3000 is a two-operator machine that has the weight and strength to move more than 6 inches of concrete along the pour while allowing operators to remain in a standing position.
Our on-site training is now being offered online. Our training experts have worked hard to make sure classes are just as engaging, personalized, and valuable as in-person trainings. We’re here for you, no matter the circumstances.
Call your Ameristar Team to register today!
AMERISTARFENCE.COM
| 888-333-3422 FENCENEWS.COM | DECEMBER 2020
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Staining University Held Recently Stain & Seal Experts recently hosted Staining University on September 11. This classroom training event covered areas of field operations, innovative new tools and products, marketing and a staining business roundtable. The instructors included Walt Dennis of Walt’s Fence Staining, Joe Everest of Ozark Fence, Jeff Konopack of Deck Medic, Reuben Borg of RB Fence, Kenny Dugan of Stain Man and Caleb Roth and the Stain & Seal Experts team. Topics discussed included fence staining, deck cleaning, deck staining, overhead staining, pergola masking and staining and wood restoration. “Our goal with this event was to bring together well-known experts in the field and give our participants practical, innovative information to help them do their job even better. I’m so proud of how it came together and I can’t thank our panel of experts enough for giving their time to the participants,” says Caleb Roth, CEO and founder of Stain & Seal Experts and Restorative Wood Products in Mount Juliet, Tennessee. The participants enjoyed an after-hours mastermind group in Nashville. Upcoming events are scheduled in Houston, Philadelphia, Nashville and Burlington, Canada. “We have a Facebook group called Stain & Seal Experts Staining University that has 1.7 thousand staining contracting members,” explains Roth. “They have a wealth of knowledge on the staining trade and are always a helpful resource for any question pertaining to staining. In addition, we have a YouTube channel called Stain & Seal Experts with informational and educational videos covering topics from sprayer tips and stain cleanup to masking and wood variances.” For more information, call (615) 785-1861 or email info@stainandsealexperts.com.
Are You Willing to Serve?
Caleb Roth facilitates a fencing staining demonstration to the Staining University participants.
Walt Dennis instructs participants on the procedures to conduct when staining overhead ceilings or pergolas.
Caleb Roth discusses equipment usage and maintenance for fence and deck staining.
The Western Access Systems Association, or WASA, has a call to membership for new board of directors positions. You are encouraged to nominate either yourself, a coworker, or colleague.
The WASA board of directors makes decisions on what the association should do next and how it should grow and better serve its membership.
Caleb Roth gives instruction on standard operating procedures for fence and deck staining.
Including venue locations for its annual trade show, additional membership benefits, and better ways to serve its membership.
In 2020, WASA had a group of 12 directors who led the association to new heights. In 2021, six of those board member terms are coming to an end.
Serving on the board of directors is easy with little commitment and is a
great way to give back to your industry and help shape what it can become in the future. Simply email your name, company, phone and email to: Admin@WasaOnline.org.
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DECEMBER 2020 | FENCE NEWS USA
The Staining University instructors and participants take part in an after-hours collaboration.
Jerith Aero
1” x 5/8” Picket | Rounded Edges
Jerith Legacy
Jerith Liberty
5/8” Picket | Hidden Fasteners
5/8” Picket | Economical
Jerith Premier
Jerith Industrial
3/4” Picket | Residential or Lite Commercial
1” Picket | Heavy Duty
Introducing our new product branding! All products have distinct names and unique brand colors for faster identification, and the style numbers are now consistent across all product lines. We also provided clearer descriptions of the products, so you can feel confident in your product recommendations for your customers!
JERITH.COM
800-344-2242 FENCENEWS.COM | DECEMBER 2020
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MECHANICAL DRILL MAINTENANCE: END-OF-YEAR CARE
The end of the year coincides with the end of the busy season for fence industry. That means it’s time to take a closer look at your mechanical earth drill. “When it comes to a smooth drilling operation, it’s a matter of a well-operating machine,” says Mike Hale with Little Beaver Earth Drills and Augers. “Yes, choosing a top-performing, reputable drill manufacturer plays a huge role in the success of your drill, but making sure you take care of routine and end-of-season maintenance is important to both prolong the life of your equipment and ensure it performs when you really need it.” Routine drill maintenance includes examining, cleaning and lubricating key drill components roughly every 30 days or 40 hours of operation. But what happens at the end of busy season, when your drill makes its way to storage for a few months? Whether you’re an owner or a rental center, Hale says there are a few steps you can take to ensure a simple transition from storage to usage in the spring.
INSPECT THE DRILL
End-of-season maintenance includes taking the regular inspection you do after every use of your drill a few steps further. Make sure the blades are past the flighting. When the blades start to wear flush with the auger, it’s time to flip the blades or replace them. If the blades wear to the auger flighting and wear the actual flighting, operators will either need to repair the auger flighting or replace the entire auger. Take a few more steps to complete the detailed inspection. Ensure all bolts are tight, and make sure all carbide blades (used for hard clay, frozen ground, or hard pan soils) are sharp. If the carbide blades feel worn and rounded, sharpen them with a bench grinder. Using a silicone carbide bench grinding wheel, hold the blade at a 5- to 7-degree relief angle to sharpen it. The push button connector should be in good shape, with no visible rust. Check the throttle lever for damage or wear, and inspect the throttle cable, too. When you pull the lever, the cable should move freely on the other end. If it sticks, replace it. Some users might be able to remove the cable, clean it and reattach, but if the cable is frayed at all it will be difficult to get back in. Replacing is often the best option. Inspecting your drill’s flex shaft should be done two or three times a year but is especially important during year-end maintenance. There shouldn’t be any cracks or wires on the outer housing. If it’s in good shape, simply remove the core, clean it, re-lube it and slide it back in. If the flex shaft shows signs of cracks or wires, it should be replaced. “Addressing replacement parts prior to storage is a better alternative to waiting until spring,” says Hale. “Your drill will be ready to go when you are and you’ll avoid potential delays waiting for parts.”
REPLACE FLUIDS AND FILTERS
Transmission fluid should be replaced regularly. If your fluid has a lot of metal shavings in it, that can be an indication of excessive gear wear or missing teeth. If the fluid is changed regularly, you won’t experience gear wear. If you hold the output shaft and wiggle it, you shouldn’t feel a lot of movement. Motor oil and filters should be cleaned and changed. Clean filters with an air hose, or if they’re foam filters, they can be shaken out.
CLEAN AND PREP FOR STORAGE
Considering the job, it’s natural that earth drills get dirty. Dirt and clay adhere to the blades of the auger, which can diminish the efficiency and performance of the equipment. Not only should your machine be wiped down after every use, it should also undergo a deep cleaning as part of year-end maintenance. Remove all debris from the earth blades using warm, soapy water. Avoid using a power washer, as the pressure can damage the equipment. To prep for storage, disassemble the drill and remove the torque tube and auger. Drain the fuel or add fuel neutralizer before storage. Always store the drills upright in a dry place because the steel components will eventually rust if left outside or in places with a lot of moisture, such as propped up outside against a building. “Keep in mind the importance of end-of-year maintenance and the role it plays in overall lifespan of the drill,” says Hale. “Cleaning and storing the machine properly contributes to the continued success of your drilling operation.” Little Beaver’s website, www.littlebeaver.com, features online parts and operators’ manuals, and online service videos.
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DECEMBER 2020 | FENCE NEWS USA
THINK INSIDE THE FENCE
Think Engineered Wood All LP Elements® Performance Fencing is made with engineered wood to stand stronger and last longer than typical softwood alternatives. Tested to perform in even the harshest of conditions, this durable solution won’t twist, crack or warp—making your hard work well worth it. So stop worrying about the weather outside and start thinking inside the fence with LP Elements fencing. DURABLE FROM THE INSIDE OUT
Unique zinc borate treatments
Industrialgrade adhesive resins
Waterresistant waxes
Treated wood strands
Visit LPCorp.com/Fence to take a look inside. WARNING: Drilling, sawing, sanding or machining wood products can expose you to wood dust, a substance known to the State of California to cause cancer. Avoid inhaling wood dust or use a dust mask or other safeguards for personal protection. For more information go to www.P65Warnings.ca.gov/wood.
© 2020 Louisiana-Pacific Corporation. All rights reserved.
All trademarks are owned by the Louisiana-Pacific Corporation.
FENCENEWS.COM | DECEMBER 2020
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SECURITY GRADE CHAIN LINK FENCING:
Essential to America’s Safety by Mark Levin, CAE, CSP Executive Vice President, Chain Link Fence Manufacturers Institute
When the coronavirus crisis hit the United States last March, no one knew what each new day was going to bring on a personal or business basis. Who was going to be allowed to go to work? What companies would be designated as “essential” and allowed to continue business as normal (within guidelines, of course). The chain link fence industry has (so far) been fortunate, in that it was among the construction-related industries that were classified as essential from the beginning. But that didn’t happen by accident. The leadership of the industry’s trade association, the Chain Link Fence Manufacturers Institute (CLFMI), made a conscious decision in the aftermath of the 9/11 attacks to revise CLFMI’s Strategic Plan to emphasize the development of high security chain link systems. This was done specifically to support the efforts of the U.S. government to heighten security at all levels. Over the past 20 years, a concerted effort has put chain link on the list of recognized problem-solvers for the perimeter security needs of private, public, military, and institutional projects. For example, CLFMI invested heavily in the NERC (North American Reliability Corporation) 2020 program instituted by the utility industry to upgrade the overall security of the North American Electrical Grid. This program mandated certain levels of protection in both physical and cyber security for the more than 1,400 facilities covered. One of the highest priorities in this program was perimeter security, and CLFMI and its members worked to develop and test chain link systems that could help facilities meet these NERC-imposed standards. While chain link was always the product of choice for most utility installations, CLFMI was able to provide documentation and develop guidelines, that showed how high security chain link, manufactured and installed using ASTM guidelines, could provide NERC-compliant security levels. In addition, the cost savings provided by chain link systems allowed precious financial resources to be used for cyber and other security needs. Another example is the continued upgrading and maintenance at U.S. military bases. The appropriations for construction on bases and for military housing average more than $10 billion a year. These are long-term
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DECEMBER 2020 | FENCE NEWS USA
projects, some being rolled out over 7-8 years, so they are already funded and underway. CLFMI has been diligent in exposing key military decisionmakers to the capabilities of security grade chain link fence systems for external, perimeter and internal uses. All of this activity has created a higher acceptance level for chain link, and new opportunities even in the covid-19 world of 2020. As we head into the end of what could have been a disastrous year for any industry, chain link has maintained its predominance in the perimeter security field. There have been four keys to chain link’s ability to hold its own in 2020: 1) Industry capacity – there are chain link manufacturing and distribution facilities across North America, which mitigated the problems caused by travel restrictions that were implemented domestically and internationally. 2) Essential industry status, as mentioned earlier, the industry was not subjected to mass shut downs, although some companies did experience a reduction in their staffs due to various covid-related guidelines. 3) Demand - many high security projects were already underway or preauthorized and funded, even though there was a slowdown in other types of construction. 4) Credibility – in part because of CLFMI’s 60-year history of establishing product guidelines for all levels of chain link production and usage, there is a built-in acceptance of the industry’s standards. As the industry looks to 2021 and beyond, there is, of course, an understandable sense of uncertainty for the near future. The coronavirus crisis has already lasted longer than expected, and no one can predict when it will end and what changes that it has brought will become permanent. The impact on the chain link industry appears to be more likely in the residential and commercial markets than in the high security sector, but even that is not guaranteed. If there is a change in administrations in the U.S. Federal government, there may well-be a new course in infrastructure, military, energy, and other high security construction markets. Whatever the new marketplace looks like, chain link will definitely have a major role in it.
from all of us at Merchants Metals
www.merchantsmetals.com 866.888.5611
FENCENEWS.COM | DECEMBER 2020
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Bullistic Barriers Introduces Two New Products This year’s spike in riots and looting across the United States have come at a high price. In addition to loss of life, the total insured property losses incurred during the George Floyd riots alone is estimated to cost anywhere from $1 billion to $2 billion. Social unrest and violence across the country has affected more than 20 states, with other protests only adding to the loss of property. Clearly, the need for property protection has become of critical importance. Bullistic Barriers has introduced two new products to help mitigate the risk of damage to residential, commercial, institutional as well as educational, religious and childcare facilities. The Bullet Resistant Fence and Bullet Resistant Garage Doors meet the need for ballistic protection and crash protection. Both are fire resistant and impenetrable from a mob’s intent on damage and vandalism. From a safety and security perspective, these products are unparalleled. They are specifically designed to absorb a bullet, as opposed to deflecting, which could result in the additional danger of ricochet. Additionally, this product is architecturally pleasing, enhancing property design while mitigating danger and risk. Testing for the Bullet Resistant Fence began in early 2019. To date, it has undergone hundreds of rounds of testing, including testing to level 8 of UL752, arresting bullets from 9mm, .357, .44, 30-30 rifle, AR-15, AK47, and shotgun slug and shotgun shots. Bullistic Barrier products have been third-party tested by NTS (National Technical Systems), meeting all UL752 standards. Bullistic Barriers is taking the void in the market of bullet-resistant fencing very seriously and is actively looking to boost safety by adding crash resistance. This initiative is to provide protection against terrorist attacks utilizing trucks or vehicles. Additional testing has also started in the development of a Class 3 Bullet Resistant Fence to provide protection against 30-06 armor piercing rounds and .50 caliber rifle attacks. Incredible interest from security professionals both nationally and globally has led to the development of the Bullistic Barrier products. The team behind Bullistic Barriers has over two decades of experience creating security gates and perimeter fences for residences and extraordinary properties. Currently, their gates and fences are in use across the country. By listening to the needs of executives and security professionals, the team was in tune to the ever-increasing demands for property and perimeter security. The result was the creation of comprehensive physical and ballistic barriers to meet the needs of any property. Bullistic Barriers fences are available in 6,8,10, or 12 ft heights. Horizontal panels are standard, Diagonal panels are upgrades. For more information on the Bullet Resistant Fence and Bullet Resistant Garage Doors, visit www.bullisticbarriers.com.
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DECEMBER 2020 | FENCE NEWS USA
EMX Offers PTM, A New Quick Set-Up Digital Timer EMX Industries, based in Cleveland, Ohio, announces the PTM timer, a seven-day timer designed to control the open and close times for overhead doors, gates and parking barriers. The timer can reduce wear and tear on motor controls and help extend the life of equipment. According to EMX, the PTM timer can accommodate up to 16 on/off events per day with 15 combinations of daily programs. It supports three power supply options: 12, 24 or 120 VDC/AC. It has a DIN rail mount installation with an internal battery backup in case of power outages. It operates on a 12 or 24 hour clock format. The PTM timer provides timed access for secure entry and exit and functions with magnetic door locks and electric strikes. It’s able to control indoor/outdoor lighting and security alarm systems. For more information, visit www.emxaccesscontrolsensors.com or email salessupport@emxinc.com.
g i B
Little Beaver
Potential
Fence installation professionals demand rugged earth drills they can rely on. Cut costs, reduce labor and drill clean holes – FAST – with Little Beaver. A patented torque tube eliminates kickback for simple one-man drilling. And for added safety, all models feature a centrifugal clutch that slips and stops the auger if you strike a buried object. See our full line of Mechanical and Hydraulic Earth Drills at littlebeaver.com/fencing.
SEE US AT
FENCETECH BOOTH 2124
936-213-6066 littlebeaver.com
FENCENEWS.COM | DECEMBER 2020
19
After
Before
Ball Fabrics Facility Renovation Proves Fence Screen is Much More than just Privacy 20
DECEMBER 2020 | FENCE NEWS USA
Ball Fabrics, Inc., recently transformed the visual appearance of their manufacturing facility using nothing more than fence screen and graphics. The dramatic, and unexpected, results underscore the value of a message that Dale Ball, CEO at Ball Fabrics, has been promoting for years. He points out that some incredible opportunities at commercial sites are often missed because fence contractors don’t take advantage of the transformative properties made possible by combining graphics and fence screen. Installing a fence without offering printed fence screen can leave profits on the table and deprive customers of benefits they might never have considered. “Once the chain link is installed,” Ball explains, “the contractor already has relationship and credibility with the customer. That is the perfect time to present the possibilities for significantly upgrading the facility using fence screen and graphics. Our message is simple: Sell the fence, then sell the screen, then sell the graphics. All on the same job.” Fence screen has traditionally been used for privacy. And justifiably so, because it is a great solution for privacy with chain link. But the advent of high quality outdoor inks, and technically advanced printers, has elevated the simple privacy screen to new heights and new purposes. As a result, fence screen offers the consumer much more than just privacy. Fence contractors who recognize the tremendous possibilities of printed fence screen and are able to present those options to their customers, will capitalize on an entirely new market already within reach. For example, they can add money to chain link jobs by tapping into their clients’ marketing budgets. Printed fence screen is an extremely cost effective method of advertising and landscaping. Additionally, they can take a page from the Ball Fabrics narrative and introduce their clients to this simple and easy option for renovating the exterior appearance of their building or facility, with the added benefits of increasing their visibility and promoting their brand. It all begins with a question, “Did you know that we can add branding to your chain link fence?” Or, “Have you considered using printed fence screen to update the visual appeal of your facility?” No one could have predicted how the recent Ball Fabrics renovation, installing printed fence screen at an existing property, would dramatically impact the community. The manufacturing plant occupies an entire block right in the middle of a historic residential district near downtown Deland, FL. As property values increased and the neighborhood became highly desirable, neighbors were less than thrilled about the commercial facility in their backyard. Wanting to improve the exterior appearance of the plant without
Before
costly construction, the graphics department designed a low key graphic that would enhance the appearance while honoring the area’s historic charm. Once the printed fence screen was hung, no one at the company was surprised at the pleasing result, or the way it literally transformed the visual appearance of the property. The team at Ball Fabrics knows what a difference the simple addition of printed fence screen can make.
.
After
MORE THAN A SIMPLE FENCE SCREEN
But what happened next surprised everyone. “One of our neighbors, someone who has lived there for years, came through our front door for the first time,” Ball explained. “He wanted to tell us how nice the building looked. He introduced himself and visited for a few minutes. He was the first of several who did the same thing. Suddenly, without warning, we were accepted as neighbors, not interlopers – just because of hanging printed windscreen on our chain link.” The neighborly visits were only the beginning. People started talking about the transformation on social media, generating a buzz within the community. After almost two decades at that location, printed fence screen did what no amount of business success, product innovation, or public relations could do. It acted as a catalyst for conversation and garnered approval from those who live near and see the building every day. “We never expected that,” Ball added. “We just wanted our building to look better. It has been highly satisfying. The facility does look immensely better. Even better, now we actually know our neighbors. And, because of the subtle branding inherent in our graphics, they are beginning to realize we are a quality company having a positive influence on the neighborhood.” Every fence contractor has the opportunity to introduce current clients to this simple and easy option for renovating the exterior appearance of any building or facility, promoting community interaction, and branding their product. Learn more at www.ballfabrics.com.
Sell the fence. Then sell the screen. Then sell the logo. All on one job.
PUT A MESSAGE ON THEIR FENCE AND INCREASE YOUR BOTTOM LINE
Toll Free: 866-360-1008 | www.ballfabrics.com FENCENEWS.COM | DECEMBER 2020
21
New Loop Sealant Available BD Loops introduces BD-LS Loop Shield, a loop sealant utilizing hybrid technology of MS Polymer. Some of the features include: • SELF-LEVELING • QUICK CURE: 45 MINUTES SKIN TIME • DOES NOT BUBBLE WHEN EXPOSED TO WATER • CAN BE APPLIED TO WET/DAMP SURFACES • 100% SOLIDS – WILL NOT SHRINK • PAINTABLE • LOW VOC AND CALIFORNIA PROPOSITION 65 COMPLIANT BD-LS is packaged in a hard rigid plastic tube and comes with a screw on 3/16” flat sealant tip allowing for the loop to be sealed in one pass. It is available in gray and black and is UV and weathering resistant. For information, contact your local BD Loops distributor.
22
DECEMBER 2020 | FENCE NEWS USA
Picket Fencing
Rail Fencing
WE’RE NOT GOOD BECAUSE WE’RE OLD.
Privacy Fencing
PLASTIC SKA S, A R
C. IN
NE B
WE’RE OLD BECAUSE WE’RE GOOD.
Semi-Privacy Fencing
ed in E stablish FA M
I LY OW N E
D Deck & Railing
Country Estate has set the standard for the finest quality fencing and decking solutions in the industry. We safeguard our reputation for excellence through state-of-the-art manufacturing processes and a highly skilled workforce. The result is a broad line of cutting-edge fencing and decking products that are free from traditional maintenance. We are focused on providing our network of Country Estate
Nebraska Plastics, Inc. P.O. Box 45 Cozad, Nebraska 69130 U.S.A. 1-800-445-2887 www.countryestate.com
dealers and installers a full range of products and solutions that exceed homeowner expectations. It’s that commitment and experience that makes a company good at what they do.
MEMBER
FENCENEWS.COM | DECEMBER 2020
23
with
Tony Thornton
American Fence Association Executive Director
With FenceTech 2021 on the horizon in February, we’re glad Tony Thornton, executive director of American Fence Association, could visit with us about the event, his successful career and what he forsees happening in the fencing industry in the years to come. WHAT ASPECT OF THE FENCING INDUSTRY DO YOU ENJOY THE MOST? I have had the pleasure of dealing with every discipline in our industry: chain link, wood, ornamental, vinyl, farm/ranch/AG along with gate operators/access controls. As a young installer, I really enjoyed the wood aspect of our industry and grew into gate operator and access controls later with it becoming an area that enjoyed the most, but as I have gotten older and entered into this new chapter of life as AFA executive director, it isn’t so much the industry disciplines that I enjoy the most, it is the industry people. We have some of the most robust, hard-working, honest, and caring people that I genuinely enjoy spending time with. HOW DID YOU GET STARTED IN THE FENCING INDUSTRY? I enjoy telling this story so much and I have shared many times over the past seven years. I was 15 years old, cutting the grass at our home and Mr. Jere Jefcoat with Jefcoat Fence, who lived two house down the street and was a family friend, pulled up and hollered, “I just talked with your dad; get in the truck. We’re going to build a fence today.” Anything to get out of cutting grass and that day defined my career in the fence industry. I turn 60 years old in February next year and as I look back on those years, I would not change anything. I absolutely love this industry and serving as executive eirector of AFA is the highlight of my fencing career.
24
DECEMBER 2020 | FENCE NEWS USA
YOU TOOK THE HELM AS EXECUTIVE DIRECTOR WITH AMERICAN FENCE ASSOCIATION IN 2014. WHAT ARE SOME OF THE CHALLENGES AND SUCCESSES THAT YOU HAVE SEEN? From an association perspective, I believe there are three areas of success that has made a positive impact on AFA: 1. We have implemented the hybridself-managed concept. This approach included AFA hiring an executive director who works directly for the AFA board of directors and then contracting a professional association management team to support the day-to-day operations and FENCETECH through the executive director’s oversite. 2. We are in a great position thanks to the professional management team that we have working on our behalf. They always look out for the best interest of AFA and are always open, transparent, and dedicated to meet the demands of our organization. 3. In 2017, the board of directors hired an association consultant to help us better understand our governance and establish a two year strategic plan. This has esulted in a more focused road map for me as executive director, the board of directors, and our association management team. The one challenge that I had in 2014 when hired was learning how to be an association executive director and I am still
learning something each day. I really was not sure what to expect, but I focused on my experiences as an industry veteran and what my peers had taught me throughout my career. The focus was running AFA like a business and providing the membership with the best support that we could. Without members, AFA would not exist, so my staff and I focused our attention on their need, and we have continued to grow annually. I am humbled with the support from industry peers who know me and offered guidance and input throughout the past seven years. AFA has grown from fewer than 800 members in 2014 to approximately 1600 members. We still have a long way to go, but my staff and I accept that challenge daily and we are prepared to offer a return on their membership investment. The three main goals for AFA staff are to help our members make money, save money and to minimize their risk. If we can accomplish these, we have accomplished our biggest challenges. WHAT ARE YOUR AREAS OF FOCUS FOR AFA IN 2021? The AFA board of directors and staff recently finalized the strategic plan focus for 20212022 and it includes the pivots that had to be done in 2020 with a renewed focus. 1. Membership Growth/Retention with a goal of 5% growth and 85% retention, equating to 1651+ members for 2021.
This will be achieved with innovative marketing strategies and local level outreach initiatives. 2. I ndustry Engagement will focus on the industry as well as the AFA member and develop the “how to” for our industry professionals to thrive amid changing and uncertain times. More focus on market analysis and economics for 2021 are the major factors. 3. FENCETECH is the premier industry tradeshow, and the focus will be to deliver a positive experience that meets the expectations of exhibitors and contractor attendees, while researching virtual options for the future. 4. Education, Certification and Accreditation will continue to be the top priority for AFA, with the launch of the Fence Contractor Accreditation program and the new Learning Management System in 2021 along with continued growth with all other schools and certifications for the fence and gate operator industry. 5. Advocacy will be explored and how AFA will approach advocacy to help protect and educate the fence industry. AFA will partner with allied organizations to speak as a unified voice on issues that affect the fence industry. 6. Leadership Development to enhance opportunities that focus on the culture, structure and policies that creates a more effective and efficient organization, while developing leadership skills for the business owners as well.
WHAT CHALLENGES HAS COVID BROUGHT TO THE INDUSTRY? As we speak, we are still learning, but challenges with COVID started out with how to navigate through the governmental guidelines as it related to essential workers, mitigation policies, PPP and how to best position fence professionals to overcome the pandemic issues. Once the fence professionals figured this area out as best they could, they had
to turn their attentions to the supply chain challenges and this continues to be our biggest challenges, even more so today. Every segment of our industry was hampered with shut-downs due to mitigation policies having to be put into place for manufacturing facilities, sawmills, trucking, and this included wholesalers and distributors as well. Every level of our industry has been impacted through this pandemic and the goal of AFA is to be better positioned for our industry professional in the future if we must deal with something like COVID in the future. WHERE DO YOU SEE THE INDUSTRY HEADING IN THE YEARS TO COME? The fact that the fence industry is vital to protecting, safeguarding and offering aesthetics to residential, commercial and industrial markets, I believe our industry is positioned to continue steady growth but understanding the immediate challenges and how to overcome those. Market analysis reports show the overall fence industry to be more than $8 billion for 2019, and with the overall demands during this pandemic, it potentially will be much higher. The economic forecast for our industry is strong due to security needs, continued building construction and infrastructure development. Without any major economic issues that we do not see at this time, I believe future growth for our industry will remain positive. HOW DID AFA UNIVERSITY COME ABOUT AND WHAT DOES IT OFFER? The AFA mission statement is: “The American Fence Association benefits fence industry professionals and consumers by promoting the highest levels of professionalism, ethics, and through the education and certification of its members.” AFA has always promoted education as a member benefit and it started many years ago with Field Training School that grew
into Fence Installation School and additional schools being developed such as Sales Training School and Operator Installer School. As the programs grew and new demands were being requested, AFA University became the education mecca-center with all schools being hosted at one location over a period of two weeks. Even today, our fence professionals are requesting additional training schools that are being developed at this time. There will be Advanced Fence Installation program and Advanced Gate Operator program as well as a new Operations Manager School. These will all be additional schools within AFA University. One of the most important schools offered at AFA University is Fence Contractor Business School (FCBS). This program offers business training in marketing/advertising & sales, estimating & bidding, insurance & legal, accounting & business structure, safety management & OSHA compliance and UL325 & ASTM F2200. Not only are business practices taught, but the individuals must be proficient with the trades aspects of our industry in all disciplines as well. Prior to attendance to the school, the attendee must pass online core and discipline aspects of our industry. This school provides a certification exam with successful participants receiving the designation of Certified Fence Contractor. Unfortunately, AFA University as we know it for 2020 was canceled due to COVID and we hosted two schools: Sales Training and Gate Automation Designer, both being done virtually, and we had positive feedback for these. Planning for AFA University 2021 is already underway and we will be hosting Fence Installation School, Sales Training School, Operations Manager School, Gate Automation Technician School and Gate Automation Designer School over a two-week period. Top of the Chain, continued on p38
FENCENEWS.COM | DECEMBER 2020
25
EVENT DATES: FEBRUARY 23-26, 2021 EXHIBIT DATES: FEBRUARY 24-26, 2021 FENCETECH.com
Since 1962, the American Fence Association (AFA) has served the fence industry by promoting the highest level of professionalism, ethics and education. AFA is the industry’s largest and most comprehensive resource for the latest developments, tools, materials, standards and discounts. Offering online and in-person education, certification and networking opportunities, AFA ensures its 1,500+ members and 20 chapters have a competitive edge among their industry peers and the tools needed to build a successful career. Visit our website to learn more about AFA membership! www.AmericanFenceAssociation.com Information correct at time of publication. 26 DECEMBER 2020 | FENCE NEWS USA For updates, please visit www.fencetech.com
FENCETECH/METALfab Takes on Music City FENCETECH/METALfab are back for our fourth year together. Join us in Nashville, TN as we take over Music City for the fence and metal crafting industry’s biggest event of the year. Located in the heart of downtown Nashville, the Music City Center has 350,000 square feet of exhibit space and 60 different meeting rooms. It’s a place where Southern charm meets great music making it one of our most popular venues for both business and fun.
REGISTER TODAY! www.FENCETECH.com
health and safety The health and safety of our attendees is our top priority as we prepare for FENCETECH 2021 in Nashville, Tennessee. Our team has been working diligently alongside the City of Nashville to ensure a safe environment for all attendees. FENCETECH 2021 will apply and adhere to guidelines and standards set by federal, state and local agencies and venues. Please visit www.FENCETECH.com for more information about Health & Safety.
FENCENEWS.COM | DECEMBER 2020 Information correct at time of publication. For updates, please visit www.fencetech.com
27
registration
Early Registration Ends February 18, 2021
Hotel Accommodations All FENCETECH hotels are within easy walking distance of Music City Center and downtown attractions, honky tonks and restaurants. OMNI NASHVILLE HOTEL $269/night (single/double), $279 (triple), $299 (quad) Reservation Deadline: January 20, 2021
HILTON GARDEN INN NASHVILLE DOWNTOWN $249/night (single/double) Reservation Deadline: January 24, 2021
RENAISSANCE NASHVILLE HOTEL $259/night (single), $269 (double) Reservation Deadline: February 1, 2021
HOLIDAY INN EXPRESS NASHVILLE DOWNTOWN CONFERENCE CENTER $229/night (single/double) Reservation Deadline: January 24, 2021
HYATT PLACE NASHVILLE $259/night (single/double), $269 (triple), $269 (quad) Reservation Deadline: February 2, 2021 28 DECEMBER 2020 | FENCE NEWS USA Information correct at time of publication. For updates, please visit www.fencetech.com
SPECIAL EVENTS All Conference Party
Wednesday, February 24, 2021 // 6:00 PM – 9:00 PM Wildhorse Saloon Join all your industry friends for the best party in town. Make toasts, share stories and show off your best moves with a live music performance.
Member
Early $50 Onsite $75
Non-Member
$75 $100
AFA Awards Dinner
Thursday, February 25, 2021 // 6:30 PM – 9:00 PM Music City Center Celebrate your accomplishments and toast with your fellow members as we honor the recipients of AFA’s Distinguished Service Award, Ambassador Award, Hall of Fame Award, Fence Contractor of the Year Award, Manufacturer of the Year Award and our newest Outstanding Service Award. We will also unveil the winners of our second annual AFA PRO Awards for the industry’s best projects in 16 categories.
Member
Early $100 Onsite $120
Non-Member
$125 $145
AFA Leadership & Chapter Breakfast
Thursday, February 25, 2021 // 8:00 AM – 10:00 AM Music City Center Enjoy a delicious breakfast and mix and mingle with other AFA chapters across the nation together in one place. The AFA Board of Directors and volunteers will be recognized. We will also celebrate chapter accomplishments and announcing the award for the 2020 Chapter of the Year. Get ready to make some noise and show your AFA spirit.
Member
Early $40 Onsite $60
Non-Member
$60 $80
FENCENEWS.COM | DECEMBER 2020 29 Information correct at time of publication. For updates, please visit www.fencetech.com
SPECIAL EVENTS (continued) AFA Membership Meeting
Friday, February 26, 2021 // 9:00 AM – 10:00 AM Music City Center Attend AFA’s Membership Meeting and learn about what the association has accomplished over the past year and our plan’s moving forward.
Keynote General Session
Wednesday, February 24, 2021 // 11:00 AM – 12:00 PM Music City Center The best-selling author of nearly 50 sports books, Ross Bernstein is an awardwinning peak performance business speaker who’s keynoted conferences on ALL SEVEN continents for audiences as small as 10 and as large as 10,000. He’s spent the better part of the past 25 years studying the DNA of championship teams and his program, “The Champion’s Code: Building Relationships Through Life Lessons of Integrity and Accountability from the Sports World to the Business World,” not only illustrates what it takes to become the best of the best, it also explores the fine line between cheating and gamesmanship in sports as it relates to values and integrity in the workplace.
Missions Donation For 2021, we will be supporting the local Ronald McDonald House through a donation opportunity during registration. Give to the Missions Fund during registration to support this worthy cause.
Young Fence Professionals (YFP) Happy Hour Wednesday, February 24, 2021 // 7:00 PM – 8:00 PM Wildhorse Saloon
Join other Young Fence Professionals at our annual Happy Hour, which will be held during the All Conference Party at Wildhorse Saloon.
30
DECEMBER 2020 | FENCE NEWS USA
SCHOOLS AND EDUCATION Take your career to the next level at FENCETECH 2021 by attending an AFA School or an education session alongside industry peers from across the nation. We’ll be offering Gate Automation Designer School {formerly known as Automated Gate Systems Designer School (AGSD)} and Sales Training School. These valuable courses offer a combination of classroom and hands-on learning as well as built-in networking opportunities to help you reach your full potential.
FENCETECH EDUCATION Make the most of your time at FENCETECH by attending our Education program, which includes over 20 educational seminars in a wide variety of topics. Seminars are based on industry trends and member feedback and 2021 topics include: automatic gate operators, sales and growth techniques, gate design, the annual DASMA mock trial, and current training tactics for employees.
CERTIFICATIONS Certifications and accreditations establish credibility within the fence industry and help to distinguish those who obtain them from their competitors. Take your career and company to new heights by applying for an ACI or AFA certification and sitting for the related exam at FENCETECH.
For more information about the above classes and certifications, visit www.ACIEducation.org Information correct at time of publication. For updates, please visit www.fencetech.com
Providing Quality Hardware to the Industry for 50 Years
Your First Source for Quality AMERICAN-MADE FENCE PRODUCTS! HDG and Powder Coated Fittings • Welded Wire Hardware • Square Bands • Ties • Drive Anchor Units • Tension & Brace Bands • Line Rail & End Rail Clamps • Aluminum Loop Caps, Post Caps & Rail Ends • Custom Items Available UNIVERSAL & INDUSTRIAL DRIVE ANCHOR SHOES AND BLADES
Hot Dipped Galvanized Steel Call for a free catalog
800.891.2235 • 413.786.4390 • Fax 413.789.3664 info@hampdenfence.com • www.hampdenfence.com Our web site can be viewed from your mobile device! Headquartered in Agawam, Massachusetts
FENCENEWS.COM | DECEMBER 2020
31
Medford, N.Y. - We are very excited to announce that Eastern Wholesale Fence, LLC has been sold to Center Rock Capital Partners and Leelanau Private Capital working together through the sale of its holding company. In addition, Peter E. Williams Jr. will continue as C.E.O. and will once again own a meaningful stake in Eastern. We want to thank our former partners, Corinthian Capital Group, for all their help and guidance over the last 3 and a half years. Here is some information on all parties involved in the transaction. About Eastern Wholesale Fence, LLC: Eastern Fence is celebrating its 50th year in 2021. Eastern Fence is New York based manufacturer and distributor of residential and commercial fence products, including the Illusions brand of vinyl fence and railing products, the EverStrong brand of PVC Profiles, the Grand Illusions brand of 35 colors and 5 wood grains of vinyl fence, System21 and Eastern Chain-Link brands of chain-link fence products, Eastern White Cedar Brand wood fencing products, and the Eastern Ornamental brand aluminum fence and railing products. www.easternfence.com About Center Rock Capital Partners: Center Rock is a Midwest-based private equity firm focused on building leading industrial companies in the lower middle market. Center Rock seeks industrial manufacturing, industrial services and industrial distribution companies headquartered in North America. For more information, please visit www.centerrockcp.com. About Leelanau Private Capital: Leelanau Private Capital is a Michigan based investment firm that takes a long-term approach to its investments with a specific focus on relationships. The firm invests in building products, precision machining, distribution, and businesses with a differentiated service model. For more information, please visit www.leelanaupc.com. Our entire team is extremely pleased to be partnering with these great groups who are driven to help us grow through opening new locations and acquiring other businesses. In addition, we are all eager to get our new facility in North Carolina opened and producing as quickly as possible. This is only the beginning of the great things we will accomplish together. Our Investment Banker team was Lincoln International LLC and Raymond James & Associates, Inc.
32
DECEMBER 2020 | FENCE NEWS USA
VINYL ORNAMENTAL CHAIN LINK WOOD RAILING SPECIALTY TOOLS SPECIALIZING IN: WHOLESALE PRICING NEXT-DAY DELIVERY JOB-LOT DELIVERY Give us a call to find out how we can help make your business run smooth and profits run high.
800-339-3362 | www.easternfence.com FENCENEWS.COM | DECEMBER 2020 33 Eastern Wholesale Fence LLC ©2020 • All Rights Reserved.
fencetech schedule Tuesday, February 23 7:00 AM – 5:00 PM 8:00 AM – 5:00 PM
8:00 AM – 9:30 AM 9:45 AM – 11:15 AM 11:30 AM – 12:30 PM 2:00 PM – 3:30 PM 3:45 PM – 4:45 PM
Onsite Registration/Badge Pickup Gate Automation Designer School (GADS)
{formerly known as Automated Gate Systems Designer School (AGSD)} [additional registration required, continues on Wednesday]
Sales Training School (STS)
[additional registration required, continues on Wednesday]
Education Sessions: Group 1 Education Sessions: Group 2 Education Sessions: Group 3 Motivational Speaker: TBD Education Sessions: Group 4
wednesday, February 24 7:00 AM – 5:00 PM 8:00 AM – 11:30 AM
Onsite Registration/Badge Pickup Gate Automation Designer School (GADS)
[additional registration required, continued from Tuesday]
Sales Training School (STS)
[additional registration required, continued from Tuesday]
8:00 AM – 9:30 AM 9:45 AM – 10:45 AM 11:00 AM – 12:00 PM 12:00 PM 12:00 PM – 5:00 PM 1:00 PM – 5:00 PM
Education Sessions: Group 5 Education Sessions: Group 6 Keynote Speaker Exhibits Ribbon Cutting Exhibits Floor Open Certified Fence Contractor (CFC) Exam
6:00 PM – 9:00 PM
[registration/application required through acieducation.org]
Certified Fence Professional (CFP) Exam
[registration/application required through AFA]
Certified Gate Automation Designer (CGAD) Exam
[registration/application required through acieducation.org]
Certified Gate Automation Technician (CGAT) Exam
[registration/application required through acieducation.org]
All Conference Party
[Full Package registration or an All Conference Party ticket purchased during registration]
Young Fence Professionals (YFP) Happy Hour
thursday, February 25 7:00 AM - 5:00 PM 8:00 AM - 10:00 AM
Onsite Registration/Badge Pickup AFA Leadership & Chapter Breakfast
[additional registration required]
10:00 AM – 5:00 PM 1:00 PM - 5:00 PM
Exhibits Floor Open Certified Fence Contractor (CFC) Exam
[registration/application required through acieducation.org]
Certified Fence Professional (CFP) Exam
[registration/application required through AFA]
Certified Gate Automation Designer (CGAD) Exam
[registration/application required through acieducation.org]
Certified Gate Automation Technician (CGAT) Exam
[registration/application required through acieducation.org]
6:30 PM - 9:00 PM
AFA Awards Dinner
[Full Package registration or an AFA Awards Diner ticket purchased during registration]
friday, February 26 7:00 AM - 1:00 PM 9:00 AM - 10:00 AM 10:00 AM - 2:00 PM 34
Onsite Registration/Badge Pickup AFA Membership Meeting Exhibits Floor Open
DECEMBER 2020 | FENCE NEWS USA
Information correct at time of publication. For updates, please visit www.fencetech.com
exhibit vendors Drawing Name
Booth #
Drawing Name
Booth #
Drawing Name
Booth #
Drawing Name
Booth #
ABBEY HARDWARE
1801
DORINGER COLD SAWS
1451
LINEAR
720
SLAT WAREHOUSE
423
ACI
1030
DOUGLAS SPORTS EQUIPMENT
406
LITTLE BEAVER, INC.
2124
SOFTWARE DESIGN ASSOCIATES
1401
ACTIVE YARDS
1307
DRILLING WORLD
1343
LMT MERCER GROUP, INC.
1707
SOS
1739
AFA
1031
EAGLE BENDING MACHINES, INC.
534
LOCINOX USA
1243
SOURCE WOOD PARTNERS
2201
AGAPE INDUSTRIAL, INC.
1650
EAGLE FENCE DISTRIBUTING
835
LOCKEY USA
507
519
AGMA, LLC
1354
EASTERN METAL SUPPLY
542
LOGICAL DECISIONS INC.
1034
SOUTHWEST AUTOMATED SECURITY INC.
ALBATROSS, LLC
337
ELECTRONIC ENTRY DISTRIBUTORS
1848
MALCO PRODUCTS INC.
2200
SOUTHWESTERN WIRE, INC.
830
ALLIED POWERS LLC
842
EMX INDUSTRIES, INC.
1500
MANU INTERNATIONAL
1706
SPACEGUARD PRODUCTS, INC.
1642
ALLOMATIC INC.
1513
ERCOLINA 937
MARINE FASTENERS, INC.
1842
SPECRAIL ALUMINUM FENCE & RAILING PRODUCTS
2331
ALUMI-GUARD 413
EZG MANUFACTURING
400
MARKET HARDWARE
1152
SSD CONTROL TECHNOLOGY, INC.
1301
AMERICAN GROUND SCREW, INC.
1151
1913
MASTER HALCO
1221
SST
1745
AMERICAN TIMBER AND STEEL CORP.
325
F.A.A.C. INTERNATIONAL / VIKING ACCESS SYSTEMS
STAIN & SEAL EXPERTS
1643
901
1713
931
AMERISTAR PERIMETER SECURITY USA, INC.
FARM FENCE SOLUTIONS
MAXIMUM CONTROLS
FASTRAC MIXING SYSTEMS
1550
MERCHANTS METALS LLC
1405
STAINLESS STRUCTURALS AMERICA
934
AMETCO MANUFACTURING CORP
1543
FENCE & DECK BLUE BOOK
106
MIDWEST COVER, INC.
1504
STEPHENS PIPE & STEEL, LLC.
1601
AMICO
1537
FENCE ARMOR
1647
MIDWEST TOOL AND CUTLERY CO.
1413
SUMTER COATINGS
543
FENCE OLYMPICS / COMPETITION AFA CORN HOLE
1813
MILLER EDGE
305 339
T. CHRISTY ENTERPRISES - WELD ON ADHESIVES
1704
MILLNER-HAUFEN TOOL COMPANY
FENCENEWS USA
913
MMTC, INC.
915
THE WESTERN GROUP - LIVING SCREEN 642
ARCHITECTURAL IRON DESIGNS, INC. 743 ASO SAFETY SOLUTIONS INC.
2137
AUTOGATE, INC.
1809
AUTOMATED LAYOUT TECHNOLOGY
205
AVANT GUARD GATES/HI MOTIONS
1620
BAD DOG TOOLS
1743
BALL FABRICS, INC.
1013
FENCESCREEN 1921
MYSALESMAN 1213
FENCETRAC FENCE SYSTEMS
225
NATIONAL VINYL PRODUCTS
1313
FLW WOOD & VINYL PRODUCTS
1051
NATIONWIDE INDUSTRIES
801
FOAM SUPPLIES
1943
NEF
733
FORSTER TEMP PANELS
1844
NICE/HYSECURITY 1111
FORTRESS FENCE PRODUCTS
1142
NOMMA
531
FUMEVAC 1731
NORTHSTAR CONTROLS, LLC.
1839
GALV-PRO PRODUCTS
1016
OKLAHOMA STEEL & WIRE
836
GATEARMS+ 2130
OMEGA II FENCE SYSTEMS
1700
GATEKEEPERS, INC.
125
OXFORD PLASTICS
1823
1720
PERIMETER SECURITY PARTNERS
1722
GOKEYLESS 935
PEXCO PDS® FENCE PRODUCTS
1531
BOERBOEL 1931
GREGORY INDUSTRIES FENCE SYSTEMS 1012
838
BUILDERS FENCE CO INC.
1113
GROUND HOG, INC.
412
PHOENIX ROPE & RIGGING / PRP STAINLESS
BURNDY
1551
H.B. FULLER CO.
100
BYAN SYSTEMS, INC.
231
H&K SMART FENCE, INC.
1150
C&S FASTENERS
1617
HAMPTON LUMBER
1832
CALIMET CO., INC.
2037
HOMEADVISOR, INC.
848
CAPITAL FOREST PRODUCTS
104
HOMELAND VINYL PRODUCTS
943
CAPITOL WHOLESALE FENCE
1901
HUEMILLER STAIN
1735
CARTELL 206
IDEAL ALUMINUM PRODUCTS
331
CELLGATE 1107
IDEAL MANUFACTURING, INC. / TILT-A-WAY
1512 718
BEDFORD TECHNOLOGY, 1744 A TANGENT TECHNOLOGIES COMPANY BEND-TECH 436 BERGANDI MACHINERY CO. BETAFENCE USA BFT AMERICAS BLACKLINEHHP PRODUCTS LLC BLAIR CORPORATION
1830 1507 201 1250 431
CI-FABRICS 1036
GIBRALTAR PERIMETER SECURITY
1904
TREX FENCING - SRF NATIONAL DISTRIBUTION
1007
TREX FENCING - SRF NATIONAL DISTRIBUTION
1723
TYMETAL CORP.
2031
UC COATINGS
1845
ULTRA ALUMINUM MFG., INC.
1833
ULTRA-TEC 530 UNLIMITED SPORTS SOLUTIONS
2209
USAUTOMATIC 501
PICK-ITFENCE.COM 749
VEKA OUTDOOR LIVING PRODUCTS
919
PINE RIVER GROUP
1907
VOGEL TOOL & DIE
2101
PLY GEM FENCE & RAILING
1635
WAGNER 1724
POLY VINYL
1831
WALLACE PERIMETER SECURITY
1501
POWERFIELDS 1454
WHEATLAND TUBE
1701
PPA
1644
WILD HOG PRODUCTS
319
PREMIER ATTACHMENTS
1942
WIRE CLOTH MANUFACTURERS
2035
PRO ACCESS SYSTEMS, INC.
715
WOOD DEFENDER
1619
RAMSET AUTOMATIC GATE SYSTEMS 2138
WOODGUARD 1255
RAZOR RIBBON
2109
WORD ROCK DRILLS
1716
READY SEAL, INC
839
ZNDUS
513
951
CODELOCKS INC
952
INDITAL USA
643
CONTRACTOR ACCELERATOR
2042
RENO A&E (RAE)
1742
IRON WORLD MFG.
843
CONTROLLED ACCESS INC.
1545
RHINO TOOL COMPANY
1547
1421
IRONCRAFT FENCE / ORIGIN POINT BRANDS
1836
CONTROLLED PRODUCTS SYSTEMS GROUP
ROCKITE DIV HARTLINE PRODUCTS CO., INC.
938
J.C. GURY CO.
917
COUNTRY ESTATE VINYL PRODUCT
1201
ROTARY GATE SYSTEMS INC.
419
JEPSON POWER INC.
739
D.J.A. IMPORTS LTD
1415
907
SAMBRO LIGHTHOUSE INTERNATIONAL US INC.
1252
JERITH MANUFACTURING
D&D TECHNOLOGIES, INC.
1331
JEWETT CAMERON COMPANY
1937
SCOTCHMAN INDUSTRIES, INC.
1749
DAC INDUSTRIES, INC.
1245
KING ARCHITECTURAL METALS
737
SCULPT NOUVEAU
742
DENCO MARKETING CO.
2131
KING STEEL FASTENERS
108
SEA USA
407
DETEX CORPORATION
1355
KLINGER PAINT COMPANY
1834
SECURITY BRANDS, INC.
613
DIABLO CONTROLS, INC.
1014
LARSEN INNOVATIONS LLC
1708
SELECT ENTRY SYSTEMS
1506
DIGGER SPECIALTIES, INC.
1349
LAWLER FOUNDRY CORPORATION
731
SHAPES UNLIMITED, INC.
2009
SIERRA PACIFIC INDUSTRIES
1737
Information correct at time of publication For updates, please visit www.fencetech.com.
TORXUN VEHICLE ACCESS TECHNOLOGIES
713
CMM, INC.
LIFTMASTER 601
1900
VAN MERKSTEIJN
ILLUSIONS VINYL FENCE / PROFILE EVERSTRONG
DOORKING 1017
TORXUN VEHICLE ACCESS TECHNOLOGIES
Visit the Fence News USA Booth #913!
FENCENEWS.COM | DECEMBER 2020
35
thank you sponsors
PLATINUM
GOLD
SILVER
BRONZE
Information correct at time of publication.
Gates. Hardware. Turnstiles. Controls. Pro Access Systems is a leading single-source supplier of integrated access control solutions and expert technical support for perimeter security gates and access control. With over 20 years of gate system design and fabrication expertise, Pro Access has been supplying premium quality aluminum gates, gate hardware and access control products to security and fencing contractors for critical infrastructure security applications including Commercial/Industrial, Energy Distribution, Transportation, Municipal Facilities and Residential Properties. ■
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Atlanta (770) 955-4411 / Charlotte (704) 313-0300 / Chicago (630) 426-0022 Denver (303) 288-1700 / Tampa (813) 881-1200
DECEMBER 2020 | FENCE NEWS USA
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If You Can Dream It... We Can Build It. We offer Wood, Virgin PVC Fences, PVC Bends, Welded PVC Gates, Ornamental & Chain Link Fences. Superior quality, service, reliability & variety!
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Throughout the Northeast, preferred fence contractors and distributors turn to Interstate Wholesale Fence for job lot to truckload orders. With convenience and speed, we will personally deliver our high-quality products directly to your yard or job site within our delivery area, using our fleet of trucks and piggyback moffits. Call today to discover all the advantages Interstate Wholesale Fence has to offer.
631-842-4488 • Toll Free: 1-866-GO-FENCE • www.interstatevisions.com 1084 Sunrise Highway, Amityville, NY, 11701
FENCENEWS.COM | DECEMBER 2020
37
Top of the Chain continued from p25
FENCETECH 2021 IS JUST AROUND THE CORNER. WHAT ARE A FEW OF THE HIGHLIGHTS THAT YOU FIND MOST INTERESTING? We are extremely optimistic with the 2021 Nashville FENCETECH event. We anticipate the usually 4000 plus attendees and our exhibitors are excited about getting back in front of our industry professionals. One of the major highlights for Nashville will be our expanded education sessions. We have done this due to so many of our industry professionals not being able to attend any training during this pandemic and we are offering some additional classes that we feel will provide continued education credits and support them as they transition into 2021 with a new normal after this pandemic. WHAT ARE A FEW OF THE THINGS BUSINESS OWNERS AND EMPLOYEES CAN EXPECT TO GET OUT OF FENCETECH? Of course, the biggest opportunity for business owners is to network with exhibitors who support our industry through product manufacturing, wholesale, and distribution. It is always interesting to see new products being introduced at FENCETECH and this is an ideal location to highlight a new innovative product or tool. For employees, I believe it is an eye opener for most to really see what our industry is all about and I commend those business owners who bring employees because it just shows the employees that they care and want them to learn and advance their skills and knowledge. I would recommend that the business owner take advantage of the business-related education sessions and the employees focus on the skills and trades aspect of the sessions. I hope every industry professional can see that AFA is an organization that is focused on the industry and we need your engagement to continue offering benefits to our industry professionals. As a member-based organization, we hope you will join AFA and help shape the future of our industry. As the Executive director of the American Fence Association, my door is always open and I can be reached via email at tony@ americanfenceassociation.com or office number 314-561-6648 and cell 972-533-3658
PrivacyLink® A Chain Link Fence with “Factory Inserted Slats™”
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Fin2000 Slats® PrivacyLink® is the original and most asked for chain link fence with slats inserted at the factory. • A robust and well-built fence. • Constructed with 9 or 10 gauge galvanized or vinyl coated wire. • Easy, 3-step installation - stand it up, roll it out, and tie it down. • Eliminates need to install slats on the job site. • Choose from eight popular wire colors and nine vibrant slat colors.
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1.800.574.1076 www.eprivacylink.com 38
DECEMBER 2020 | FENCE NEWS USA
Locinox Expands Line of Hydraulic Gate Closers with Launch of New Built-in Option In an industry that has been stagnant related to new products, Locinox is a proven trendsetter when it comes to gate hardware, particularly in the gate closer segment. Their latest addition is the Interio gate closer and hingein-one. Interio, inserted into the gate frame making it completely invisible, is a perfect solution for clean, minimalistic gate designs where the desire is a ‘Less is More’ aesthetic. Interio eliminates the need for separate hinges and is fully ADA compliant for gate widths of 3 feet or more. Interio is compatible with gates up to 330 pounds and will close at an angle of up to 125°. Featuring a patented hydraulic damping system, the Interio can withstand extreme weather conditions ranging from -22° to 158°F for maximum reliability. Its compact and powder-coated exterior is weather-, and dust-proof without compromising its stylish, compact appearance. The Interio mounts inside the gate frame of square gates and will work for both left and righthanded gates. As is standard for Locinox products, the Interio has undergone extensive testing to ensure weather
resistance as well as commercial high-cycle use. Every Interio is subjected to over 500,000 movements before shipping. Interio is a perfect product for public or private commercial locations such as K-12 schools, public parks, transportation, sport stadiums, multi-family living, and more. Locinox has been in the gate and fence hardware industry for over 30 years and so far in 2020 they have added half a dozen new products or improvements meeting or exceeding the needs of the industry. They focus product development on high-quality, innovative solutions that simplify installations and make their customers’ lives easier. Their comprehensive line of locks, gate closers, and access control hardware is built with industrial quality to withstand extreme weather, install with ease, and require no maintenance. More information about Interio can be found at www.locinoxusa.com/locinoxusa/usa/gate-closers/interio and more details about Locinox are available on their website www.LocinoxUSA.com.
KEENER-DUPONT WIRE Your Fence Tie & Wire Products Headquarters Made in the USA
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Specifications 6”x 6” Capacity
ALUMINUM HOG RINGS VINYL TIES DOMESTIC BARBED WIRE
STEEL HOG RINGS 6 GA. AND UNDER ALUMINIZED HOG RINGS STEEL TIES CUSTOM TIES VINYL COATED BARBED WIRE
5 H.P. Moto Air Clamps High Speed Steel and Carbide Blades available Makes many different profiles
DYNA BIGNELL PRODUCTS LLC
201 W 3rd Street Clare, Michigan 48617 (989) 418-5050 www.dynabignell.com | dynabignell@gmail.com
Custom profiles can be manufactured to suit your needs
Now Manufacturing all types of barbed wire TWIST TIES AVAILABLE IN ALL LENGTHS from 42” in 6 ga. down to 11 ga. steel Available colors (8 ga. only): Black, Brown & Green
AND NOW AVAILABLE 9 GA. AND 6 GA. ALUMINUM Custom Sizes, Gauges available — Anything you need 7 Gauge Coil Spring • Galvanized • Aluminized • Vinyl
800-749-7181 | sales@keenerdupontwire.com FENCENEWS.COM | DECEMBER 2020
39
Acoustiblok Introduces New (Patented) Landscape Image ® Acoustifence Acoustiblok Corporation has introduced a new product, Landscape Image Acoustifence. One of Acoustiblok’s most popular products, 1/8inch Acoustifence is designed as an advanced outdoor sound barrier that can easily be attached to most types of fencing. The new Landscape Image Acoustifence blends into the environment, making it an ideal choice for landscaping projects, outdoor venues such as cafés, parks, schools, roads, residential homes, or anywhere outside noise is an issue and a picturesque natural look is preferred. Landscape Image Acoustifence gives the realistic appearance of brick, stone, vines, plants or whatever backdrop image the customer selects (so lifelike the image is indistinguishable from the real thing). After choosing the selected image, it is permanently bonded to the acoustic membrane and comes ready to install to existing fencing. And, of course, it also has the same noise-reducing properties original Acoustifence is renowned for. In addition, it’s low maintenance, UV-resistant and constructed to last for many years to come. Eco-friendly, Acoustifence is a propriety formula, heavy mineral filled, barium/lead free viscoelastic acoustical material that is placed between the noise source and the noise receiver. Because Acoustifence is so thin, it is easy to position it closer to the noise source. The closer a barrier is to the noise source the more restricting (reducing more) it becomes to the initial sound
waves (noise). Acoustifence has been tested in independent certified acoustical labs to provide an STC 30 (representing over an 85% reduction to the human ear), however, outdoor results will vary depending on fence height, reflections off surrounding environment, distances, elevations, and noise frequencies. In addition, reinforced Acoustifence is made and sourced in the USA, enviro-friendly, lowmaintenance, portable, flame-tested, UV-resistant and 100% recyclable. So acoustically ingenious, the United States Patent Office awarded Acoustiblok a 20-year patent and the material was recently tested at the Hurricane Engineering/ Test Lab to withstand up to a 200-mph wind load. Unlike concrete, which is not necessarily a good sound barrier, Acoustifence actually flexes with sound frequencies, including very low frequencies (frequencies of 50 Hz and below), such as rail, road traffic, HVACs, pumps, generators and heavy industrial machinery— some of the most difficult sound frequencies to mitigate. In the process of sound waves physically moving it, the heavy limp Acoustifence material actually vibrates from sound waves. In essence, it’s transforming these sound waves into mechanical movement creating inaudible internal friction energy. In these low frequencies test results show an NRC (noise reduction coefficient) as high as 0.78 (at very low frequencies).
Sound pressure is measured in decibels. A normal conversation is at around 60 decibels (dB) and not loud enough to be annoying or harmful for short periods. Once a sound reaches 85dB or higher (airplanes, road noise, emergency vehicles, loud music, construction, jackhammers, dog barking) it can cause permanent damage to a person’s hearing with prolonged exposure. As noise pollution continues to grow so do the health concerns. There is mounting medical evidence of the harmful effects of noise; this has caused a dramatic increase in not only in noise complaints but noise ordinances, especially in urban areas, where they are becoming increasingly stricter and more rigorously enforced. Surprisingly, even continued exposure to moderate road noise, like living or working close to high traffic roadways has been shown to be harmful to your health over time. Long-term exposure to noise can cause anxiety, loss of concentration, sleep deprivation, an increase in blood pressure, elevated cortisol levels and an increased risk of death from ischemic heart disease. Overall, this type of prolonged exposure may shorten your life. These latest medical research findings have created an increased demand for effective outdoor noise barriers that are easy to install. such as Acoustifence. Part of Acoustifence’s popularity is that it is also impervious to water, totally non-mold (rated 10 of 10), is all-edge reinforced, comes Acoustifence continued on p42
40
DECEMBER 2020 | FENCE NEWS USA
FENCENEWS.COM | DECEMBER 2020
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Acoustifence continued from p40
equipped with mounting grommets, sustainable, as well as easy to move and store; Acoustifence 30-foot sections simply roll up like carpet into less than a 12-inch diameter. In addition, the company offers helpful installation suggestions for a variety of types of fencing. Used extensively by The US Army Corps of Engineers, DOT, Homeland Security and other federal and state agencies, airports, rail lines, Amazon, Coca Cola, and major US contractors and construction companies, Acoustifence has proven success in many demanding applications, and can easily be suspended from a chain-link fence up to a height of 20-feet by simply overlapping the sections. The Landscape Image Acoustifence is an advanced, upscale-looking yet affordable outdoor sound barrier created to reduce most types of outdoor noise that people encounter in their daily lives. Fencing professionals working with commercial establishments, state and federal agencies, manufacturing and industrial companies, as well as residential homeowners will appreciate this new product. And Acoustifence does not require special training or certification; a crew of two to three people can easily attach a 6-ft x 30-ft Acoustifence to an existing chain-link fence in less than two hours. “For over 20 years Acoustiblok has been developing products with the fencing industry in mind, and we think Landscape Image Acoustifence will be a huge hit with fence companies and their customers. As a matter of fact, we just completed a very large DOT construction project in Washington state using the new Landscape Image Acoustifence,” said Lahnie Johnson, president and founder of Acoustiblok Corporation. “The DOT chose a lifelike green foliage image for the Acoustifence, and the residents who were affected by the noise were delighted with its eye-pleasing landscape look and thrilled with the substantial reduction in noise which they noticed immediately. Acoustiblok looks forward to continuing to build its strong relationship with the fencing industry as noise pollution continues to grow and the need for fencing outdoor noise solutions also grows. It’s a win-win business partnership for the both of us; together we are ‘Quieting The World.’” Learn more at www.acoustiblok.com.
OPEN WIDE! When a project calls for a large gate turn to Pro Access Systems and Doorking to meet the specifications. With over a 20 years of gate system design and fabrication expertise, Pro Access has been supplying premium quality gates for critical infrastructure security applications including Commercial / Industrial, Energy Distribution, Transportation, Municipal Facilities and Residential Properties. Pro Access Systems specializes in large systems and is a leading single-source provider of integrated gate hardware, access control solutions with experienced technical support.
Pro Access Systems
42
Atlanta (770) 955-4411 / Charlotte (704) 313-0300 / Chicago (630) 426-0022 Denver (303) 288-1700 / Tampa (813) 881-1200
DECEMBER 2020 | FENCE NEWS USA
www.G8Pro.com
THE SUMO™ LINE BY LOCKEYUSA SURFACE MOUNT GATE HARDWARE
LATCHES & HINGES
21” Pull Pool Gate PGL-50
11” Pull Privacy Gate PGL-25
Single Sided Gravity Latch SGL-SS
PANIC HARDWARE PS41 Kit
Double Sided Gravity Latch SGL-DS
Self-Closing Hinges Up to 99 lbs. SSC
Self-Closing Hinges Up to 187 lbs. SSCHD
LOCKS PS54 Kit
GL2LINX
CHAIN LINK ADAPTER Jet Black Marine Grade Double Combination GL2JBMGDC
PS65 Kit
ED63 Kit
Satin Chrome Marine Grade Double Combination GL2SCMGDC
FENCENEWS.COM | DECEMBER 2020
43
New Opportunities from Bergandi Machinery To continue to support the chain link manufacturing industry, Bergandi is offering new opportunities to better serve the chain link market. Supplementing the recent introduction of two new Chain Link Weaving machine models, Bergandi Machinery is introducing a new “Factory Reconditioning” opportunity for the owners of Bergandi weaving machines. The new programs will enable Bergandi Chain Link Weaving Machine owners to send their existing chain link weaving machines back to the Bergandi factory for a factory reconditioning, performed by the same technicians that build the new machines. Worn and broken parts will be replaced with new parts; a new, current generation electronic machine control system will be installed; and a new space saving take-up will be solidly attached to the machine, creating a “unibody” construction. This “unibody” construction reduces vibration that allows higher weaving speeds and fewer, if any, mis-weaves. The Factory Reconditioned machine will operate just like new machines and carry the same new machine warranty. On a second front, the company has established a Machine Trade-in Program. A discount will be offered on any new Chain Link Weaver with the return of one old, but in operable condition, Bergandi weaving machine of just about any vintage. Regarding “vintage,” there are many 50-year-old machines that are eligible for trade-in.
The two programs will up the owner’s game, improving customer service, reducing the need for hard-to-find machine operators, and even reduce inventory by making more product more quickly. Machines received within the Trade-in Program will be factory reconditioned and offered to the market. Reconditioned machines will be an excellent opportunity for existing manufacturers to add capacity to streamline their operations and create “quick response” manufacturing opportunities. Owners will be able to dedicate a machine to a single SKU, or dedicate a machine to extruded chain link, reducing cumulative set-up time, and giving them the ability to make more products when the product is needed rather than building tiresome finished goods safety stocks. For many, it is easier to make chain link when needed rather than plan production and manage finished goods inventory, especially for low volume items. A bulk of inventory stays upstream in easier to manage wire. Some manufacturers even set up a “team machine,” leaving a machine set up and ready to run when a team member has unexpected downtime. In some world markets, price points and production requirements are lower than the U.S. Bergandi has recently introduced two new designs for the world market and the North American companies do not need the full capability and performance of the WVR-500, the company’s Flagship weaving machine.
NEW WVR-A6 Chain Link Weaving Machine
WVR-500 Chain Link Weaving Machine
44
DECEMBER 2020 | FENCE NEWS USA
The new machines are designated the L7 and A6. Here is a comparison of the three models:
WVR 500
A6
L7
Mesh sizes from 10 to 100 mm 1.8 to 4.9 mm wire Mesh sizes from 3/8” to 4” 14 gauge to 6 gauge 8 Rolls per Hour@100% Output Run 1175 RPM Max KK, KT, TT Max Output 260 sq m/hr Traditional Mechanical Turrets Two Piece Frame More $$$ Pneumatic 4 CFM Work Area 7.6 x 7.6 m Electrical 3 Ohm 460 vac 50-60 hz 30 a
Mesh Sizes 45 mm to 63 mm 1.8 mm to 3.76 mm wire Mesh sizes from 1 ¾” to 2 ½ “ 14 gauge to 9 gauge 6 Rolls per Hour@100% Output Run 1100 RPM Max KK, KT, (TT Alternate Turrret) Max Output 240 sq m/ hr Pneumatic Turrets Unibody Frame Less $$ Pneumatic 12 CFM Work Area 7.3 x 6 m Electrical 3 Ohm 460 vac 50-60 hz 30 a
Mesh Sizes 45 mm to 63 mm 1.8 mm to 3.15 mm wire Mesh sizes from 1 ¾” to 2 ½ “ 14 gauge to 9 gauge 4 Rolls per Hour@100% Output Run 600 RPM Max KK, KT, (TT Alternate Turrret) Max Output 160 sq m/hr Pneumatic Turrets Unibody Frame Less $ Pneumatic 12 CFM Work Area 7.3 x 6 m Electrical 3 Ohm 460 vac 50-60 hz 30 a
With the addition of the two “world” machines and the factory reconditioning opportunities, Bergandi has extended the range of capability for all the chain link manufacturers to up their game, produce more product in less time with less labor and less inventory. All Bergandi machines are manufactured in the U. S. at their factory near Los Angeles. For more information or to learn more about Bergandi machine options, visit www.bergandi.com, email greg@bergandi.com, or call (951) 361-8030.
FENCENEWS.COM | DECEMBER 2020
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LP Elements Performance Fencing Launches 92 Series Primed Pickets ®
Fully customizable option supports existing portfolio of popular finished colors
ELEMENTS PERFORMANCE NCING: 92 SERIES ®
FINISHED WITH BEAUTIFUL COLORS
92 Series pickets are available in LP Building Solutions, a leader in high-performance four beautiful and natural colors to building solutions, has expanded its performance complement the aesthetics of any home fencing offerings with the introduction of LP or backyard. Elements® Performance Fencing 92 Series in a primed option. This fully customizable picket can be painted in any color to fully complement its surroundings. LP Elements pickets were designed with both Colors Available homeowners and fence industry professionals in mind to provide a durable, aesthetically pleasing privacy ® Series of LP Elements Fencing fencing alternative. Performance Pickets are available in fouris a finished engineered wood solutionfinished that’scolor designed up stronger and longer than typical softwood optionsto as stand well as this primed ready-tobe-painted version. yl alternatives. Even on the hardest days, this premium fencing is durable “When we introduced LP Elements fencing to the to handle whatever life might throw at you and won’t twist, crack or warp. market in 2019, we were excited to support the overall Mojave Ridge Carolina Cedar commitment of LP Building Solutions to provide a NTAGES solutions-driven approach that advances the industry. The innovation behind LP Elements Performance neered to stand strong in the toughest of environments Fencing leads to the lasting durability that the product er durability less maintenance than softwood or vinyl offers,” and said Ashwin Himat, Director LP Elements fencing. “We started with a data-backed, fully finished ned to defend against bending, twisting and warping portfolio of pickets in a variety of natural color Key Largo Surf Portland Storm ufactured to consistent increased quality control options. This primeddimensions option enablesto ouroffer installers to help their customers seeking a specific aesthetic to install with no special tools or equipment required to further complement the beauty of their home or Picket Dimensions personal s the beauty ofstyle.” softwood with fewer hassles and costs Actual: .530˝x 6˝x 72˝ The durable engineered wood substrate behind Nominal: .594˝x 6˝x 72˝ d to withstand wind gusts up to 200 mph LP Elements fencing will stand up longer and stronger Mojave Ridge Carolina Cedar than to softwood without cracking or warping. ct resistant high velocity hail, small rocks,Offering and other everyday life objects— Actual: .530˝x 6˝x 96˝ aseballsthe natural beauty of cedar and redwood with lower Nominal: .594˝x 6˝x 96˝ maintenance costs and hassle, LP Elements fencing is s termite damage and fungal decay tested fencing one of the industry’s most rigorously products protected to the core by LP’s proprietary zinc® compliant with the Sustainable Forestry Initiative borate-based process that is engineered and tested ed by a to 10-year limited warranty from LP—the industry leader in building solutions withstand hail and impacts, high-velocity winds up to 200 mph Exposure D, termite damage and more. Nominal dimensions of 6-foot or 8-foot tall by 6-inch P ELEMENTS DIFFERENCE width are complemented by dog-eared corners for Elements fencing is protected to the core by our proprietary zinc borate–based process for enhanced durability a traditional look that is manufactured in consistent rformance. dimensions for increased quality control. Key Largo Surf To learn more, or to find a distributor in your Portland Storm market, visit LPcorp.com/fence or call 1-888-820-0325.
FORMANCE neered to stand stronger and last longer. S
and last longer.
FINISHED WITH BEAUTIFUL COLORS 92 Series pickets are available in four beautiful and natural colors to complement the aesthetics of any home or backyard.
Colors Available
g is a finished engineered wood er and longer than typical softwood is premium fencing is durable and won’t twist, crack or warp.
nvironments
oftwood or vinyl
nd warping
r increased quality control
nt required
es and costs
46 DECEMBER 2020 | FENCE NEWS USA PCorp.com/Elements to learn more!
Picket Dimensions Actual: .530˝x 6˝x 72˝ Nominal: .594˝x 6˝x 72˝
FENCENEWS.COM | DECEMBER 2020
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announces EMPLOYEE POSITIONS Ray Shifflett is the National Pipe & Tube Sales of Iron World Manufacturing. Shifflett has been in the fence manufacturing business for 23 years. He started in 1997 as shop/main foreman with Security Fence Manufacturing, and in 2000, he was promoted to run and oversee the Powder Coating Department. In 2003, Shifflett joined a startup company in ornamental fencing started by Richard Stellabuto, and Iron World Manufacturing was born in 2006. Shifflett has worn many hats, ranging from plant sales manager, sales and procurement to national pipe & tube sales manager. He is teamed with Steve Bailow, who has 35 years of experience in sales, pipe & tube, and written specifications. Bailow is a board member of ASTM. Shifflett can be reached at (443) 271-4837 or by email at ray@ironworldfencing.com.
John Finn has been appointed as the Southern Regional Manager. Finn will manage all market development, sales and customer service from Delaware to Florida. He has over 23 years of customer service, sales and management experience in the fence industry. Currently living in Garner, North Carolina, Finn spends most weeks traveling with his team introducing customers and prospects to Iron World products which include ornamental steel, privacy panels, aluminum, poly pipe and galvanized pipe. Contact Finn at (301) 957-1659 or email him at jfinn@ironworldfencing.com.
Iron World Manufacturing has appointed Steve Royer to the position of Northern Regional Manager. He will oversee sales, customer service and business development from Pennsylvania to Maine. Royer has 15 years of experience in the fence industry, having been branch manager and eastern regional manager before accepting his new role at Iron World. He has a bachelor’s degree from Norwich University with additional studies in physical security design at the National Federal Training Center in Glynco, GA.He currently resides in Hartford, Connecticut. Royer’s talents, coupled with his ability to work alongside architects and engineers, has resulted in many successful projects. Richard Stellabuto, CEO and owner of Iron World says, “Anyone who knows Steve will tell you he is a top quality individual who has done outstanding work for the company, our customers and the industry as a whole.” Royer looks forward to working with salespeople Kim Ragan, Jeff Kunkle and Barry Syniec, all of whom are long-time fence professionals. Contact Royer at (301) 957-6838 or sroyer@ironworldfencing.com.
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DECEMBER 2020 | FENCE NEWS USA
FENCENEWS.COM | DECEMBER 2020
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t n e m e g a n r e a n M or C
Management Corner
How to Create Satisfied Customers
There are about as many different approaches to customer service as there are businesses in the world. From person to person, you will find that we all handle customers and clients a little differently because each of us is just that – different. While no “perfect” strategy exists, there are a handful of surefire ways to improve the likelihood of creating satisfied customers. Tuck these into your pocket and keep them as part of your repertoire of handling the people that keep your business afloat. THE GOLDEN RULE Treat others as you would like to be treated. It’s a good way to live your everyday life, and it’s also a good way to approach your customers. Part of this is building the sort of relationship with your customer in which you remember their name, congratulate them on their retirement, ask about their kids. You want to make your customers feel comfortable, and part of that is putting a personal touch to it. If you have a disgruntled costumer, put yourself in their shoes. Haven’t we all been there before, anyway? We don’t know how someone is feeling, the kind of day they’re having, or what else they’re dealing with in their life. Remember, a person approached with kindness and empathy will often reflect that, calming them down immediately. Matching their frustration in your response will often just fuel the fire. Any chance you have to put a fire out can often be a chance to gain a life-long customer.
PRIORITIZE EMPLOYEE SATISFACTION When your employees are content, they will be more inclined and motivated to treat customers well. It will come more naturally to them to create happy customers when they themselves are happy. Studies have proven that employees who feel appreciated will perform better at their job. Find ways to let your employees know that they are valued, and they will likely make your customers feel the same.
REMOVE UNCERTAINTY Being communicative with your customers about what they can expect at every step of their experience with you is a great way to keep them happy. Being uncertain is inherently uncomfortable for humans. Giving them concrete standards sets the line for both them and for you. Their knowing that you hold yourself to that standard is comforting, and your knowing that line is there holds you to that. However, exceeding that standard is always best. “Under-promise and overdeliver” is a mantra that leans into this idea. If your customer expects you to meet a deadline of a month away, and you deliver at three weeks, you’re going to have a happy customer. Let them know what to expect, and then give them more.
How To Create Satisfied Customers, continued on p52 50
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CUSTOMER FEEDBACK Google and Facebook reviews can be incredibly insightful for business owners. Keep your finger on the pulse of what your customers are saying. They might bring something to light that you hadn’t realized before, or they might highlight something positive which is a good indicator of something that’s working and that you should continue to do. You can also respond to these reviews – negative or positive – which is a good way to either maintain a good customer relationship or alleviate a situation where a customer is displeased. Understand the importance of social media platforms in this arena. If a customer contacts you through a social messenger, getting back to them as soon as possible is not only beneficial to building a positive, communicative relationship, but it’s almost become expected in this day and age. Timely responses and special attention to your social media reviews will bring you happier customers.
KNOWLEDGE IS POWER Any employee that will encounter customers should be well-versed in the company’s products and/or services. If a customer has questions, which they undoubtedly will, an employee should be able to answer them confidently. This will make the customer’s experience from start to finish more seamless, and they will feel more confident in the overall structure and ability of your company. It’s a good idea to implement training sessions for your employees; give them the tools they need to feel confident in front of an inquisitive costumer.
CONSISTENCY IS KEY The longer you’re in business, the better acquainted people will become with the level of product that you sell. Make sure that this level is consistent – and high. If you produce something that is high-quality and consistently so, your consumer will be consistently satisfied. This will make them return, and returning customers talk about the products they love, which will inevitably bring you more customers. When face-to-face, over the phone, or on a digital platform, treat your customers with respect. Feeling respected and heard will usually go a long way for most people. Be mindful of the person that exists behind each customer and the fact that each one of them is important to your business. The more you hone-in on the individual experience of each customer, the more you’ll begin to see happy and – most importantly – returning customers.
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DECEMBER 2020 | FENCE NEWS USA
Available from National Metal Industries, Forevergreen-Hedge transforms open-space chain link fence into a beautiful, private, protective enclosure. Get the natural appearance of a ďŹ nely groomed hedge without the maintenance, water or trimming. Forevergreen-Hedge blends well into any landscape and provides about 95% privacy. Proudly manufactured in our New York warehouse.
FENCENEWS.COM | DECEMBER 2020
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Ma na gem ent Cor ner
Insurance 101 for businesses. Owning a small business means you know a thing or two about taking risks. Your entrepreneurial spirit is not only commendable, it’s critical to keeping our economy going. But, at the same time, it’s smart business to limit your risks. That’s where business insurance comes in. Many small businesses go without insurance because of the cost, not realizing not having insurance could cost them more. All businesses face risk that could be financially devastating, including: • THEFT • ACCIDENTS • DEATH OF A BUSINESS PARTNER • FALSE ADVERTISING OR COPYRIGHT INFRINGEMENT • MALPRACTICE OR NEGLIGENCE • PRODUCT-RELATED INJURIES OR ACCIDENTS • DATA BREACH • NATURAL DISASTERS AND BUSINESS INTERRUPTION
The protections you get from choosing a business structure like an LLC or a corporation typically only protect your personal property from lawsuits, and even that protection is limited. Business insurance can fill in the gaps to make sure both your personal and business assets are fully protections from the unexpected. Additionally, the federal government requires every business with employees to have workers’ compensation, unemployment and disability insurance. Some states also require additional insurance, visit your state’s website to find out what your business will need. The Small Business Administration provides six common kinds of business insurance to look for when speaking with your agent to determine which kind of coverage makes the most sense for your business.
Now, buying the right coverage for your business requires some
skill, and mistakes are easy to make. Some errors may be minor, but others can have serious consequences. Here are some pitfalls to avoid when purchasing insurance for your venture.
INSURANCE TYPE
WHAT IT’S FOR
WHAT IT DOES
General Liability Insurance
Any business.
This coverage protects against financial loss as the result of bodily injury, property damage, medical expenses, libel, slander, defending lawsuits and settlement bonds or judgments.
Product Liability Insurance
Businesses that manufacture wholesale, distribute and retail a product.
This coverage protects against financial loss as a result of a defective product that causes injury or bodily harm.
Professional Liability Insurance
Businesses that provide services to customers.
This coverage protects against financial loss as a result of malpractice, errors and negligence.
Commercial Property Insurance
Business with a significant amount of property and physical assets.
This coverage protects your business against loss and damage of company property due to a wide variety of events such as fire, smoke, wind and hail storms, civil disobedience and vandalism.
Home-based Business Insurance
Businesses that are run out of the owner’s personal home.
Coverage that’s added to homeowner’s insurance as a rider can offer protection for a small amount of business equipment and liability coverage for third-party injuries.
Business Owner’s Policy
Most small business owners, but especially homebased business owners.
A business owner’s policy is an insurance package that combines all of the typical coverage options into one bundle. They simplify the insurance buying process and can save you money. Are you covered?, continued on p56
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The cheapest policy is not necessarily the best policy. While it is a good idea to get quotes from a few insurers, the policy that
costs the least is not always a bargain if it leaves you vulnerable to costly claims. Be sure you consider the types and amounts of coverage each insurer has listed in their quote. Make sure you buy adequate limits. If the cost to repair or replace your property exceeds the limit, the policy won’t cover the entire loss. Also, watch out for coinsurance clauses and agreed value provisions. And don’t automatically choose a low deductible. Consider how much premium you will save and as a general rule, choose the largest deductible your firm can comfortably absorb.
Accidents happen and aren’t always someone’s fault. It’s easy to think injuries won’t happen to my staff, but the reality is that
they’re unforeseeable. All the safety training and precautionary measures in the world aren’t enough to prevent things out of your control. If an injury was to take place while your worker is on the job, you become responsible for covering the damage. Without workers compensation insurance, you’d be burdened with reaching a legal settlement with your employee—tarnishing the relationship and potentially leading your company into bankruptcy. Your cost is based on payroll, location, number of employees, industry risk factors, coverage limits and claims history.
Failing to insure potential income losses. Don’t just consider your physical assets and neglect a common consequence of a
physical loss—namely loss of income. If your business cannot operate until physical damage is repaired, you can insure your company survives by purchasing business interruption insurance. This will reimburse your company for income it would have earned if the loss had not occurred. It also covers expenses you must continue to pay whether your business is operating.
Review and update your policies annually. The insurance jargon doesn’t make for light reading, but it is an essential task. Don’t
wait until a loss occurs to look at your policies because you can’t buy coverage for a loss that has already taken place. Keep in mind, businesses change over time—you hire additional employees, add locations, change the mix of products and services, etc. When your business changes, your insurance needs to change as well. Likewise, insurers can change over time as well. Some grown and expand their product offerings while others retreat. You cåan determine whether your insurer is still competitive in the marketplace by shopping around every few years.
Don’t let all your hard work put into starting and running your business be in vain. Make sure your business is covered and secure
the right insurance for your company—assess your risks, find a reputable licensed agent, shop around and re-assess annually. 56
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Planning for a
New & Better Year
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DECEMBER 2020 | FENCE NEWS USA
of your team and your ability to lead them. Did you realize you could trust your employees more than you maybe originally thought? How did that trust affect the relationship you have with each person on your staff? Maybe you’re reading this and thinking, “well, I didn’t do much, I just have naturally motivated employees,” and if that’s you, bravo! Perhaps this angle for you means thinking creatively about the coming year. Put yourself in the shoes of a leader who had to uplift his or her team daily. What will you do to bring your team to an even higher level, making customers happier and keeping them around longer? Would you say before this year that you were well-prepared for a crisis? By nature, we avoid thinking about the worst-case scenarios, so crisis management isn’t exactly on the top of the list of things we want to do. Most of us got into business to provide a service that excites us; to bring something better to the table than what has been there before – that is, not to think about things that could potentially tear our dreams to pieces. But faced with a global pandemic, we all had a crisis on our hands. We all had to find ways to manage the crisis whether we had a plan in place or not. Now, you can move forward from this knowing better what works for your company and your team – and what doesn’t. If you didn’t have a crisis management plan in place, you have a good rubric to succeed in putting a good one together, and if you did have one, you can tweak it based on your experiences this year. You see, 2020 has given us a (hopefully) once-in-a-lifetime opportunity for growth. You set the pace of your business, and if you navigated this year well, it’s because you met the challenge with creativity and a don’tquit attitude. If you were one that stumbled, but came out on the other side somehow, that’s okay, too. You’re still here, and that’s unfortunately not true for everyone. Either way, when you step back and examine your year, hone in on those things you did that worked. You know, those new things that may never have crossed your mind had we not been faced with a global pandemic. Onward and upward we go. Cheers to 2021.
Ma na gem ent Cor ner
We’re pretty sure everyone is looking forward to putting this year behind us; a new year always brings feelings of hope and rejuvenation. 2020 has been exceptional in about every way we would have never wished for, but we are in the final act of what has been, nonetheless, an interesting show, and it’s up to us what we take away from such a year. They say you should be able to find something valuable in everything you experience in your life – so what about this year? We surely all learned a lot about ourselves, about our families, about the importance of things that we maybe took for granted, but what about your business? Businesses can surely take lessons from trials and tribulations, too, and this year served up many lessons to be learned. When you kick off a new business year you typically have resolutions for your eight-to-five home. We want our businesses to make more money, allow us more time off, and grow their influences in the market. If you’re doing it right, you typically step back and review, make an honest assessment of what worked and what didn’t, and continue or discontinue those things, respectively. This year, though, we were dealt things we have never seen before. One thing that every business can say is true is that technology can allow you to maintain your operations and connect with your customers. Perhaps your business wasn’t one that necessarily focused on its digital presence. It’s most likely because you didn’t have to, but 2020 gave you the opportunity to flex your digital communications muscles and secure your business’s position in that realm. If you’re still afloat, it’s likely because you stepped up this aspect of your business or already had a good system in place. Regardless, the value of technology can’t be understated in our current business environment. It’s something we should continue to do and strive to make even better. Remain on the forefront of the market by staying visible and communicating via the place where so many people spend their time: online. At some point, you likely had to work from home, and you may still be, meaning you and your team don’t see each other face-to-face nearly as much as usual. Moving into the new year, this will likely change, but what have you done to maintain the morale and motivation amongst your team? Imagine what that could do once you’re face-to-face again. Even if you’re back to work as usual, adopt some of the techniques you used to keep your staff working as one. Whatever you were able to achieve while working separately from home offices is a good indicator of the strength
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NAFCA Fence Training School FEBRUARY 7-10, 2021 The annual Fence Training School offered by the North American Fence Contractors Association is scheduled for February 7-10, 2021, pending COVID restrictions. This 3-day event takes place in Sebring, Florida. Participants receive fence installation instruction from qualified, knowledgeable trainers with over 250 years of combined experience in the industry. This team of instructors offer training and insight into the most innovative techniques in the field. Instruction on a wide variety of topics included, such as access controls, chain-link, farm and ranch, HTP rail and strand, ornamental, vinyl, wood, welding, tools and equipment and safety. Visit www.4nafca.com for updates.
Garden State American Fence Association’s annual Jackpot 2021 was originally scheduled for January 22 and 23. The event has been rescheduled to October 29 and 30 at the same venue, Harrah’s Resort & Casino in Atlantic City, NJ. For more information email jackpot@gsafa.org
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RESERVE YOUR
AD SPACE NOW FOR Plan now to get maximum industry exposure for your company in 2021 through the pages of Fence News and The Annual Directory of Suppliers. Email Katie at sales@fencenews.com for a price quote and to schedule your print and digital placements! Fence News is a monthly publication delivering the latest news from the fence industry and related fields. Each issue is packed with information on products, industry trends, marketing strategies, technical features, sales techniques, management tools, success stories, details about association and trade shows, and more. When you advertise in Fence News, your information is put directly in the hands of key decision makers across the country at companies you need to reach, including retailers, wholesalers, contractors, manufacturers and others in the expanding fence and access control industry.
20 21
2021 ANNUAL DIRECTORY OF SUPPLIERS Annual Directory of Suppliers is published each November as the 13th issue of Fence News. It is a combination field reference manual and directory of suppliers (manufacturers, wholesalers, distributors, sales agents and importers/exporters). The directory section of Annual Directory of Suppliers contains a list of suppliers by product and region. Rates and dimensions for Annual Directory of Suppliers are the same as for Fence News, and insertions in Annual Directory of Suppliers apply toward earned rate discounts. Make sure your company has a commanding presence in Annual Directory of Suppliers by reserving ad space as soon as possible!
Ad Placement Deadline: May 31, 2021 Artwork Deadline: July 13, 2021
PUBLICATION SCHEDULE INSERTION ORDER DEADLINE - 1st of the month prior to month of publication EDITORIAL DEADLINE – 1st of the month prior to month of publication ADS NEEDING DESIGN DEADLINE - 1st of the month prior to month of publication CAMERA-READY AD DEADLINE - 5th of the month prior to publication
INTERESTED IN DIGITAL ADVERTISING ON OUR WEBSITE? Contact us for more information! sales@fencenews.com | (337) 312-0975 Submit your news releases and product information to: editor@fencenews.com
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CLASSIFIED AD RATES
CATEGORIES • POSITIONS WANTED • EMPLOYMENT OPPORTUNITIES • EQUIPMENT (new or used) • BUSINESS OPPORTUNITIES
(manufacturer’s reps, dealers, distributors, installers wanted, consultants, and other services)
$1 a word (25 word minimum) or by the column inch rate $50 if camera furnished art If publisher has to set $60. Add $10 if a border is added. 10% discount on three-month consecutive insertions, paid in advance. Payment must accompany ads. Deadline is 5th of the month prior to month of publication. Email Katie at sales@fencenews.com for a price quote and to schedule your ad. Send editorial submissions to edit@fencenews.com.
BUILDERS FENCE COMPANY, INC., a 60-year-old manufacturer, importer and fullline wholesale distributor to the fence trade, seeks experienced candidates for various positions at each of its five locations: Tacoma, Sacramento, Los Angeles, Fontana and El Cajon. TO LEARN MORE ABOUT YOUR STATE’S SPECIFIC 811 PROCESSES AND LAWS, VISIT WWW.CALL811.COM.
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DECEMBER 2020 | FENCE NEWS USA
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