Fence News - February 2022 Issue

F E B R UA RY 2 0 2 2

w w w. f e n c e n ew s . c o m

with Mark Levin EXECUTIVE VICE PRESIDENT, CHAIN LINK FENCE MANUFACTURERS INSTITUTE

Featuring the benefits and unique ways it can be used.

In This Issue How to Win the Gold Medal

for Sales Performance

Photo credit: Joe Freeman, Jr. Buster Simpson, Les Grube Design Award Winner.

Social Media: An Opportunity to

Improve the Fence Industry

Fence Company Owner and Veteran Helps Other Veterans FENCENEWS.COM | FEBRUARY 2022

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FEBRUARY 2022 | FENCE NEWS USA

NEW! 2835-ADAPTER LockeyUSA™ is proud to introduce its latest innovation, the 2835-Adapter for Vinyl and Ornamental Gates. The 2835-Adapter brings the security, convenience, and reliability of LockeyUSA mechanical keyless locks to the gate without the need for a gate box or welding. Thick posts are no match for the 2835-Adapter, as it installs on gates 1.75”-5” thick without the need for an extension kit.

Features & Benefits • Compatible with 2835 Mechanical Keyless Lever Lock 2830 Mechanical Keyless Knob Lock (lock sold separately) • 2830/2835: Auto-locking with Passage Function • No need for a gate box or welding • Ideal for vinyl and ornamental gates • Reversible Handing

Dimensions & Specifications • Dimensions: 5.1" x 5.6" x 1.5" • Gate Thickness: 1.75" to 5" • Gate Gap: .4" to 1.5" • Material: Glass-filled nylon outer housing and zinc alloy plate • Color: Black • For Exterior & Interior Use • Weather Resistant

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FEBRUARY 2022 | FENCE NEWS USA

*Warranty conditions vary according to gate or door application and usage.

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Benefits of powder coating with hinges installed on the gate • No need to remove bearings prior to powder coating process • Consistent, high-quality finish • Gate, fence and hinge finish color matches exactly, including the weld • Powder coat hinges welded to or separate from the gate • Welding completed in fabrication shop, no welding in the field • Applies to all SHUT IT® hinges, except the Self-closing (CI3850) and the Stainless Steel (CI3800) hinges

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FENCENEWS.COM | FEBRUARY 2022

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SAFETY in a Snap with Safety Top Caps from NMI

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Cover Story

46 ASSA ABLOY Acquires B&B Roadway and Security Solutions 46 Digger Specialties Announces Director of Sales 48 Senstar Symphony™ Common Operating Platform for Video, Security and Data Intelligence Earns Industry Accolades 56 How to Win the Gold Medal for Sales Performance

by Tom Luby 58 Fence Facts 60 Social Media: An Opportunity to Improve the Fence Industry by Mark Levin 64 Visit Fence News at Fence Tech 65 AFA Executive Director Announces Retirement 70 811

with Safety Top Caps from NMI 18 CHAIN LINK FENCE SECTION 20 Winner is Announced of the Les Grube Memorial Design Award for 2020 - 2021 22 How to Soften the Look of Black Chain Link 23 How to Stretch Chain Link Fence with a Bias Cut 24 Show Your Colors 26 The History of Chain Link Fence 28 10 Ways to Increase the Security of Chain Link Fencing 30 Reflective Slats for Chain Link Fencing Increase Visibility 32 Debunking Chain Link Fence Myths 34 Fence Professionals Can Save Time and Money with Noodle Link™

Add safety and greater visibility to the top of chain link fence systems on athletic fields, in parks and recreational facilities.

• Easy to install Business • Industry Durable and flexible News Management • UV resistant 8 Fence Company Owner and Veteran Helps Other Veterans 10 Impromptu Arlington National Cemetery Project 12 Holocaust Memorial Center Announces $15M Donation from the Zekelman Family and Zekelman Industries 16 Barrette Outdoor Living® Launches Louvered Privacy Vinyl Fencing 40 Top of the Chain with Mark Levin, Executive Vice President of the Chain Link Manufacturing Institute 44 Universal Forest Products Acquires Ultra Aluminum Manufacturing 46 Outdoor Living Brands Strengthens its Portfolio with the Addition of Superior Fence & Rail

FENCE NEWS IS A PROUD MEMBER OF THESE ASSOCIATIONS:

66 Reserve your Space in Fence News 52 Management Corner - Small Business Borrowing 54 Management Corner - Brushing Off Your Event Networking Skills 68 Business Classifieds 70 What’s Your Story?

Your trusted source for slat orders for over 40 years.

5 1 6 - 5 9 4 - 0 3 6 4 | W W W. N M I F E N C E . C O M

Advertiser Index Access Hardware Supply, 45 All-O-Matic, 61 Ameristar/Assa Abloy, 11, 39 Ball Fabrics, 30 BD Loops, 10 Codelocks, 31 DAC Industries, 48 D&D Technologies, 4, 5 Dandy Digger, 58 Deerbusters/Trident, 10 DKS DoorKing, 14-15 Dyna-Bignell, 38

70 Events: 2022 Common Ground Alliance Conference and Expo Announced, National Water Safety Conference Announced

Eastern Fence, 36, 37 EZG Manufacturing, 16 FAAC International, 42 Fence Armor, 19 Fence Brokers, Inc., 22 Fencing Supply Group, 9 Gregory Fence, 48 Hampden Fence Supply, 12 Homeland Vinyl Products, 27 International Gate Devices, 44 Interstate Visions, 47 Iron World, Front Cover

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

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Events & More

sales@fencenews.com FEBRUARY 2022| fencenews.com | FENCE NEWS USA

J.C. Gury, 60 Jerith/Assa Abloy, 13 Keener Dupont Wire, LLC, 54 L&C Enterprises, 50, 51, 69 Larsen Innovations, 34 Little Beaver, 38 LMT Mercer Group, 71 Locinox, 63 Lockey USA, 3 Maximum Controls, 55 Merchants Metals, 9 MySalesman, 45

National Metal Industries, 6, 33 Nationwide Industries, Back Cover Nebraska Plastics, Inc/Country Estate Vinyl Products, 29 Pexco, 25 Privacy Link, 35 Pro Access Systems, 26, 64 Quality Fence USA, 12 SCIW Fence Products, 44 Seco-Larm, 17 Sentinel Fence, 65 SKIDRIL, 43, 53

Southwest Automated Security, 67 Southwestern Wire, 23 Stain & Seal Experts, 39, 57 StainTrac, 38 Stephens Pipe & Steel, 7, 68 Titan Post Driver, 62 US Premier Tube Mills, 49 Ultra Aluminum, 59 Wheatland Tube, 2 Wood Defender/Standard Paints, 41

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.

LARGEST AMERICAN OWNED FENCE DISTRIBUTOR & MANUFACTURER

35 million feet of fabric and counting Chain Link Fence has been around for a long, long time. Invented in England in the mid-1800s, it arrived in the US at the beginning of the 20th century when Anchor Post Fence Company of New Jersey obtained the first chain link patent in the United States.

Today’s fabric offers many advantages to the chain link of old. At SPS, we manufacture fabric in many diverse heights, meshes, and gauges. We weave galvanized, aluminum, vinyl coated, aluminized, even stainless steel. We currently operate 120 weaving machines in 10 of our branch locations with more to come.

Looking for Hot Dip, Coated or Mini Mesh?

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FENCENEWS.COM | FEBRUARY 2022

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Fence Company Owner and Veteran HELPS OTHER VETERANS Returning to civilian life after being in the military brings a new start, but too often, veterans have difficulty assimilating back into civilian life. The owner of a fencing company in Lake Charles, Louisiana is giving a helping hand to veterans by employing and mentoring them.

Bravo Company was founded by Benjamin Wild in 2015 after he experienced a rough transition from Army life to civilian life. Today, he helps other veterans going through similar experiences by giving them a job and being a mentor.

Wild served in the Army from 1999 - 2011 in Iraq and Afghanistan. During that time, he navigated through a wide variety of military experiences. With his background in nursing, he served as a combat medic. He retired due to combat injuries.

“I hit a roadside bomb in 2003, then later I was hit by a mortar. I spent eight weeks in a rehabilitation hospital and my memory was affected. I was no longer able to effectively lead troops in combat situations,” Wild explained.

Physical wounds are only one side of a soldier’s injuries. The psychological damages can be even more devastating and long term. “The Army does a great job of teaching you how to engage the enemy,” Wild says. “They don’t do such a great job at helping you know what to do when you get out of the military.”

Post-traumatic stress disorder is pervasive for veterans. They deal with nightmares and flashbacks. They struggle with employment, relationships, drug and alcohol addictions, gambling addictions, and other challenges.

After returning from military service, they may find themselves unemployed or on the wrong side of the law.

Since September 11, 2001, over 30,000 veterans have died by suicide; four times more than the number of U.S. military personnel killed in combat in Iraq and Afghanistan. Approximately 22 American veterans commit suicide each day.

After returning home, Wild found civilian life difficult. “I had the skills and talent, but I didn’t know how to function at the time.” With the help of an employment manager who became a mentor, Wild got his life together.

“I had the opportunity to have someone look out for me. He gave me a new job and I rose through the company quickly. I so easily could have become a statistic.”

Seven years ago, in 2015, Wild and his wife, Terry, decided to start their own fencing company. In an effort to be like that mentor who rescued him and to help fellow vets, Wild often hires veterans. He partners with a local veteran’s treatment court program in Lake Charles; most of the time, there are more veterans available who need employment than Wild has availability to hire.

Wild and his men work together to create, build, repair and install custom fences, custom wood privacy fences and farm fences as well as other construction jobs including pergolas, decks, gates, porches and privacy walls.

“Our motto is to take pride in every job that we do through prompt, quality 8

FEBRUARY 2022 | FENCE NEWS USA

and professional work,” Wild explains. “We want every fence to be exactly what the customer wants.”

Wild offers these veterans more than a job. He provides them a safe, judgment-free environment, no questions asked, where they can freely share with other veterans who understand and care about them. “It’s like group therapy while they are working. It’s a fresh start,” he says.

For more information, visit www.bravocompanyllc.com or search Facebook for Bravo Company.

FENCENEWS.COM | FEBRUARY 2022

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Impromptu Arlington National Cemetery Project The North American Fence Contractors Association, NAFCA, concluded the year 2021 with an impromptu service project at Arlington National Cemetery on December 20, 2021.

NAFCA has a long history of giving back at Arlington by replacing dilapidated fencing at our nation’s cemetery with new material donated by members. Volunteers provide labor; during a typical project it is customary to have 40 to 50 people attending and contributing to the service project.

A large service project was planned for October, 2021, but the pandemic changed those plans. In preparation for the October project, Ultra Aluminum Manufacturing sent 140 feet of black ornamental aluminum to Arlington for installation.

Around Thanksgiving, Chief Warrant Officer Rios contacted NAFCA asking if they had the ability to store this material elsewhere as it was

blocking their limited storage yard. “We contacted Hurricane Fence as they are local to Arlington, to see if they would mind storing this material until next year. In conversation, the idea was born to schedule an impromptu service project,” says Clint Iams, executive director of NAFCA. Six people from four different companies gathered to install the fence.

“We would like to thank Ultra Aluminum Manufacturing for donating the material, Hurricane Fence for taking the lead to provide the main power and tools necessary to install the fence, Builder’s Fence, CertainTeed, and Log Cabin Fence for sending additional people to provide the manpower to complete this project,” says Iams.

Plans are being made for the Arlington 2022 project, it will most likely be in October 2022.

For more information, please contact Clint Iams at info@4nafca.com.

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FEBRUARY 2022 | FENCE NEWS USA

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Holocaust Memorial Center Announces $15M Donation from the Zekelman Family and Zekelman Industries The Holocaust Memorial Center Zekelman Family Campus recently announced a major donation in the amount of $15 million from the Zekelman family and Zekelman Industries, the parent company of Wheatland Tube in Pennsylvania.

This significant donation represents the lead gift toward the Holocaust Memorial Center’s $100 Million Comprehensive Campaign. The financial commitment is part of the ongoing passionate support from the Zekelman family and Zekelman Industries, bringing their total funding of the Holocaust Memorial Center to $25 million.

“We are truly humbled and grateful for the continued generosity of the Zekelman family and Zekelman Industries,” says Rabbi Eli Mayerfield, CEO of the Holocaust Memorial Center. “This $15 million donation is significant on its own. It is even more extraordinary as it increases their overall support of the Holocaust Memorial Center for $25 million. This major donation will enable us to expand the important work we do to teach the lessons of the Holocaust and confront antisemitism and hatred.”

The Comprehensive Campaign was launched to establish a permanent endowment fund. This will keep the Holocaust Memorial Center vital and sustainable far into the future. The Zekelmans’ transformational gift is the single largest charitable gift ever received in the history of the Holocaust Memorial Center. The donation will enable the institute to maintain its facilities at the highest standard, boost operational funding, and expand special event, traveling exhibit, and educational offerings.

“We’ve always been impressed by the positive and lasting impact the Holocaust Memorial Center has had on millions of lives, it’s truly inspiring.

With antisemitism and hate crimes on the rise, we feel a sense of urgency to help organizations like the Holocaust Memorial Center, that are passionately working to combat it,” says Barry Zekelman, chairman and CEO of Zekelman Industries. “As a leader in our industry, we lead from the front and encourage philanthropic activities by our employees, business peers and industry at large.

In the communities where we have facilities, our employees engage deeply with their individual volunteer efforts, as well as raise and donate significant funds to a variety of causes.”

The Holocaust Memorial Center is highly respected as the nexus of Holocaust education for the state of Michigan. The center trains teachers to empower their students to take action and be upstanders, not bystanders, when they see hatred and prejudice around them.

The Holocaust Memorial Center is the first free-standing institution of its kind in the United States and the only Holocaust museum in Michigan.

The 55,000-quare-foot museum and library archive serves over 100,000 Michiganders each year and attracts visitors from throughout Michigan, nearby states, and Windsor, Ontario.

For additional information, visit www.holocaustcenter.org.

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FEBRUARY 2022 | FENCE NEWS USA

QUALITY ALUMINUM FENCE FOR EVERY APPLICATION Jerith Industrial

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FEBRUARY 2022 | FENCE NEWS USA

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Barrette Outdoor Living® Launches Louvered Privacy Vinyl Fencing Barrette Outdoor Living, Inc., a leading provider of outdoor living products, launched its kit-based Louvered Privacy Vinyl Fencing, specifically designed for warm-weather markets that are prone to high winds. The vinyl fencing kits include components to build a single fence panel, excluding posts.

Providing privacy and seclusion while allowing increased airflow to easily pass between infill boards for added circulation, this unique fence is meticulously engineered and is built to meet the most stringent wind codes.

Featuring modern, design-forward styling with slanted horizontal boards, angled enough to allow light to filter through while still maintaining complete privacy, Louvered Privacy Fencing is also considered neighbor-friendly and can produce a stunning shadow effect through the panel’s backside.

“With a good portion of our customers located in the south in areas that are prone to heat, humidity and high winds, we saw a need in the market for a product that was not only economical and easy to install, but also offers infill boards that lock directly into fence posts to provide superior strength,” says Jean desAutels, CEO of Barrette Outdoor Living.

This new product also features SolarGuard® that provides superior face resistance and StaySquare® that provides increased strength to gates.

For more information, visit www.barretteoutdoorliving.com.

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Chain link fence has been around since the 1800s and continues to be popular. Thanks to its durability and low cost, it’s a favorite for defining the spaces and corralling the contents of both residential and commercial properties. The open weave allows sunlight on both sides, but slats are now available to add color, reflectivity, and design.

Read on to learn more about the security, options and unique designs possible with chain link.

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FEBRUARY 2022 | FENCE NEWS USA

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Winner is Announced of the Les Grube Memorial Design Award for 2020 - 2021 Buster Simpson, an artist from Seattle, Washington, has won the 2020 – 2021 Les Grube Memorial Design Award from the Chain Link Fence Manufacturers Institute. His design, Midden Mound Wickiups, is in Pearsall Park, San Antonio, Texas. The manufacturer of the project was Swan Fencing in Los Angeles, California.

“It is always an honor to be recognized by the trades and the mutual respect for creating something elegant from a common material,” Simpson says. “The Les Grube design award does the chain link industry a great service by encouraging thoughtful and unique designs. I am honored by the recognition and thank the Chain Link Fence Manufacturers Institute and Swan Fencing, the manufacturer of the chain link.”

The term “wickiup” refers to a simple, domed structure associated with Native Americans of the Southwest. Locally, the wickiup has been associated with tribes that have long vanished from San Antonio. The Kickapoo Tribe, with a Tribal Reservation in South Texas, continues the tradition for ceremonial purposes.

At Pearsall Park, both Wickiup Overloook and Wickiup Encampment have substituted the typical wickiup construction of bent or gathered branches with bent steel pipe, the blankets, which traditionally cover wickiups to protect against the elements, have been replaced with colorful

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FEBRUARY 2022 | FENCE NEWS USA

woven wire mesh and geometric hexcell material. Solar panels supply power to nighttime lighting.

“I have no direct ties to Native Americans,” Simpson explains, “but in referring to the Wickiup of Kickapoo wickiup shade structures sitting atop a very large solid waste landfill, it seemed an interesting contrast to reference culture that lives light on the land and would be a good contrast for a world now facing rapid climate change. Also, the wickiup is a beautiful, yet simple structure to provide shade to a heating climate and the chain link material is an efficient and cost-effective way to create shade. The large chain link blankets with beautiful colors provide a dappled shaded area and a hangout for visitors long a popular trail near the top of the mound.”

The design process for this project began in 2014. “With most public art projects, the project starts with a selection process and a select number chosen then develop a proposal and a committee of peers select the artist.

For this project, it was the San Antonio Public Art Commission. The process was completed in 2016,” Simpson says.

Materials used in the design include chain link and the bent pipe forms the structure. “The seating is made of local sandstone and resembles a large snake. It’s become a popular seating area,” he says.

Buster Simpson, artist and winner of the Les Grube Memorial Design Award for 2020 - 2021

Photos courtesy of Joe Freeman, Jr.

The wickiups provide shaded gathering places, seating, and viewing experiences looking out over Lackland Air Force Base and the natural landscape along the meandering Leon Creek.

Downtown San Antonio can be seen in the distance from the art structure.

He says the installation went according to plan. “My studio works in 3-D renderings so most issues are resolved prior to fabrication and installation. Like most designers and fabricators, I do not like surprises.”

Simpson attended the University of Michigan and received a Master of Fine Arts degree, then later the Distinguished Alumni Award in Architecture and Design. He is a recipient of numerous awards, among them are National Endowment of the Arts fellowships and the Americans for the Arts Public Art Award in 2009, and has completed numerous public commissions. To learn more of his work and accomplishments, visit www.bustersimpson.net.

Swan Fence, the manufacturer of the chain link, was chosen due to their ability to provide custom colors of chain link. Martha Velazquez with Swan Fence worked with Simpson on this project and says the custom color selection went smoothly. “He used some of our standard colors, but he also had certain custom colors he wanted to use in the design,” she says. “The process went well; we were able to meet his specifications on the first try. We’re very pleased with how the project turned out.”

With this award each year, CLFMI recognizes the designing architect and installing contractor of the project that is deemed to represent the most unique and practical way of incorporating chain link fencing materials. The award was established in 1984 during Les Grube’s term as CLFMI president. He was instrumental in outlining the award’s qualifications and establishing connections with the architectural community to support the concept. To view previous winners’ projects, visit www.chainlinkinfo.org.

FENCENEWS.COM | FEBRUARY 2022

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Install a Black Chain Link Fence Inside a Wooden Frame.

If the look of a wooden fence is desired but installing one all the way around a property isn’t practical, creating a wooden frame and then filling it in with chain link offers a good alternative. Rather than using metal fence posts, drive wooden beams into the ground instead. Nail long wooden boards to the tops and bottoms of the fence posts to create “squares” that can later be filled in with the black chain link. This same concept would work if a wooden rail fence is in place that needs to be made more secure. Simply install black chain link over top of the wooden rails, and the pasture will then be secure enough for smaller animals such as goats or dogs.

How to Soften the Look of Black Chain Link

Add Privacy Slats to a Black Chain Link Fence.

For areas where a little more privacy is desired, chain link slats might be a better option. Privacy slats are easy to insert by weaving them through the links in the fence.

They come in a variety of colors, and some even resemble wood, bamboo, or lattice.

These slats are waterproof and will stand up to harsh weather conditions without cracking or breaking. Rolls of bamboo or willow fencing can also be placed on top of

Chain link fence provides security and adds value to any property. Black chain link has become an increasingly popular choice in commercial settings. The black fabric of the chain link allows the fence to blend into the background most settings, making it almost transparent and providing a nearly unobstructed view.

There are times when individuals may feel black chain link creates a look that is too “industrial,” but the team at Long Fence has solutions for simple steps that can be taken to soften the look of a black chain link fence.

the chain link. Not only will this soften the look of the fence, but the chain link will also help support the bamboo or willow rather nicely.

Using Pallets Slats from an old pallet can be used to give a chain link fence a more rustic appearance.

Attach these slats across the length of the fencing and attach with wires. It isn’t necessary to do this across the entire fence, as adding boards only corners or across a gate will provide a nice accent piece. The boards can be painted or stained to draw even more attention to them.

Miscellaneous Methods There are a few other ways to soften the look of a black chain link fence you can help customers with, such as: • Strategic placement of potted plants in front of certain sections.

• Attaching window boxes full of flowing plants and vines to the fence.

• Using privacy screens.

• Planting small trees or shrubs along one section.

• Building a pergola and attaching outdoor drapes or curtains.

Learn more at www.longfence.com

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How to

with a Bias Cut When woven, chain link fence fabric is ‘square,’ meaning the sides are perpendicular to each other. When unrolled and laid out, it makes a rectangle. This works perfectly on a flat surface, but every fence contractor knows that ground terrain is very rarely flat, level or even straight, regardless of where you are working. This can lead to problems can when setting chain link fence posts, framing top rail, and stretching chain link fence mesh. It takes experience and skill to raise and lower posts to accommodate grade changes, however sharp slopes of terrain will leave the top, or bottom of the fence loose. To accommodate sharp slopes, the chain link fence fabric can be bias cut to shorten either the top or bottom of the fabric in width, allowing it to be stretched tightly.

Chad Hoover at Hoover Fence Company offers some guidance in the bias-cut technique. “The first – and most important – step is laying out the chain link fence fabric across top rail of fence. This is the constant for a good looking chain link fence installation. Side ends and even the bottom can always be cut to fit, however, the top rail is one of the most noticeable areas which will show a poor fit chain link fence.”

He says after lining up the chain link fence fabric to the top rail, tie it off to hold in place. Then estimate how many links or chain link pickets that may need to be cut. “Removing two or three pickets in even increments, essentially ‘stair-steps’ down the length of the fence, is common,” explains Hoover. “Cutting out more chain link pickets than this is a significant bias cut.”

Once cut, he says you may find bending the remaining fence link slightly to help hold in place helpful. Next, slide a 3/16” x 5/8” (or 3/4”) tension bar in at angle. “Take care to force the tension bar at an appropriate angle and catch each transition point in the fence,” cautions Hoover. “You may find the tension bar to come up short, and you’ll need a longer length to cover the angle versus a straight run. Use a longer one or cut two to overlap if necessary. Tension bars for chain link fence can be overlapped to make longer without causing any problems.”

Lastly, Hoover says to connect the chain link fabric and tension bar to the fence terminal post with 5/16” x 1-1/4”galvanized carriage bolts and nuts, along with appropriate-sized chain link fence post fittings. Use aluminum or galvanized steel chain link tie wires to secure the chain link fence to frame.

Some stretches of chain link fence fabric will have a bias cut on one end only. More rarely, but possible, are stretches of chain link fence that require a bias cut on both ends. These are often shorter stretches where the tightness or looseness won’t be spread out over a longer stretch of fence. Hoover says to repeat the steps on the other end if necessary, until all slack is removed.

Hoover Fence Company is a family owned and operated business based in Ohio, serving customers across the United States. Learn more about Hoover Fence Company at www.hooverfence.com.

FENCENEWS.COM | FEBRUARY 2022

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SHOW YOUR

Color is a critical component of brand perception. Through the selection of carefully chosen shades and hues, businesses and other organizations have long steered customers and clients toward brand recognition through the simple, compelling power of color. The result? When thinking of our favorite sports teams, restaurants, or stores, elements of their specific color schemes almost always come to mind.

Millions of dollars are spent every year to market a corporate or institutional image. As an integral part of the marketing mix, color is a means by which a customer can easily identify a company and a product line.

Chain link fence inserts provide a unique opportunity to extend a brand’s color scheme beyond the boardroom or classroom and out into the local community. “As one of the largest, oldest, and most popular fence mediums, millions of feet of chain link fence currently surround businesses, schools, and recreational facilities throughout North America,” says Rob Kilroy, director of sales for Pexco’s Fence Division. “Whether new or existing, these installations represent readily available ‘blank canvases’ that can be easily transformed into an extension of a company’s brand presence through the addition of colored slats or inserts.”

More and more businesses are taking advantage of this simple, economical opportunity to extend their visible marketing reach while also improving property aesthetics. For example, colored fence slats are prominently featured at multiple NFL stadiums and training facilities across the U.S. Peripheral chain link fence installations that were originally added to simply define and protect property now proudly boast the local football team’s colors, helping to inspire a stronger sense of civic pride and team spirit.

Schools, universities, and local athletic facilities also benefit greatly from the power of colored slats. Formerly plain chain link fences become part of the

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FEBRUARY 2022 | FENCE NEWS USA

official campus welcoming committee when arrayed with expanses of slats featuring the institution’s colors. With slats, organizations also have the ability to mix multiple colors throughout a chain link boundary, further incorporating the school or company’s color scheme while also providing visual contrast.

In addition to brand emphasis, colored fence slats can be used to add varying degrees of privacy to chain link fence systems. “Private property, including ‘keep out’ areas, can be attractively and effectively shielded from curious eyes,” explains Mark O’Rilley, Pexco’s Western Region sales manager.

Fence slats also help to increase the security of a chain link fence, making it more difficult for intruders to trespass by climbing over the fence.

“Pexco’s PDS® Fence Slats can be supplied in your specific custom colors, defining your brand at your facility or location, utilizing existing chain link fence or a new installation. In this way, you not only secure and enhance your business or institutional properties, but further promote and identify your branded corporate or institutional presence,” says Kilroy.

Pexco adopted this approach at production sites across the U.S. by incorporating the company’s distinct color scheme throughout their facilities, including the perimeter fencing. Property fences feature green, custom color matched Winged Slats®. Fences are then topped with a special, orange colored Safety Top Cap™ product which is used to provide contrast and act as decorative trim.

For over forty years, Pexco has been creating chain link enhancement products to help our customers improve the look and privacy of their fences.

Pexco’s PDS® Fence Slat products can be supplied in specific custom colors and are also available in nine popular standard colors, many of which are featured in some of the world’s most recognizable logos. To learn more, visit www. pexco/com/fence or call 1-888-925-1646.

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The History of Chain Link Fence When you consider that the origin of fence structures date back to the earliest civilizations, the chain link fence is a relatively new innovation.

Like many other inventions we continue to use today, chain link is a product of the Industrial Revolution. It was developed in Great Britain in 1844 by Charles Barnard based on the same process used for weaving cloth, but with the linen thread replaced by steel wire. With this technology, long stretches of metal fencing could be produced quickly and easily. Its popularity grew rapidly, spreading across England and then the world.

Chain link reached the United States in 1891. Anchor Post Fence Co. of New Jersey was the first company to obtain a patent for chain link fencing in the United States. The material soon became the preferred fencing solution for many different applications. Property owners found the steel mesh affordable, durable, and easy-to-install and maintain.

During World War II in London, many of the original iron and steel fences, including chain link, surrounding parks were removed for scrap materials in the war effort, giving chain link increased distinction during the 1940s. Older chain link fences in some United States neighborhoods are recognized today by historic preservation offices and removal can result in fines.

The chain link fence remains extremely popular, but improvements and customization options have enhanced its durability and flexibility while still maintaining its affordability.

In fact, according to the US Department of Commerce, half of all fences sold in the United States today are chain link fences.

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10

Ways to Increase the SECURITY of

CHAIN LINK FENCING

Chain link fence is one of the most popular fence types, with hundreds of thousands of miles of it installed around the world. And while chain link is cost effective, durable, forgiving of minor gradient changes and quick to install, there are security tweaks that can be made to make it a better barrier. The fence professionals at Rite-Way Fencing in Western Canada offer the following recommendations for the most important things you can do to beef up the security of a chain link fence installation: 1.

Know Your Gauge. Chain link fence fabric comes in various gauges, or wire diameters.

The lower the number, the thicker the wire is.

So a 6-gauge chain link is much thicker than a 9-gauge fabric, with 11-gauge being suitable only for light residential applications.

2.

Choose the Right Selvage. Chain link fence fabric is woven with various selvage options.

Fence material for residential projects and public spaces that will be six-feet high or lower will usually be knuckle-knuckle, which means that the top and bottom selvage have wire ends that are bent over completely and have no sharp ends visible. This is important for safety. Security fence installations of chain link fence usually make use of either knuckle-barb or in rare cases, barb-barb.

These selvages are twisted vertically, creating a "barb" that protrudes about an inch above the top of the fabric. When installed correctly, this adds a little extra security along fence top (and sometimes bottom) rails.

3.

Consider a Bottom Rail. Fences aren't always breached by climbing over them. Sometimes, people choose to go under them, and, particularly in older chain link fences in colder climates where the bottom of the fence has had a few years of snow load against them, it may become easier to do this over time.

Adding a bottom rail to a fence creates a rigid edge that's much harder to manipulate.

4.

Consider Buried Mesh. If a bottom rail is not an option for a chain link fence, burying a foot or so of mesh in the ground can create an effective underground barrier, and, as 28

FEBRUARY 2022 | FENCE NEWS USA

an added bonus, can help to keep smaller burrowing animals out too. Buried mesh does increase the labor to install a chain link fence, but it's a lot easier to do at the same time the fence is installed than after it's in place, so if you think this is an option, consider it in the early stages of installation.

Secure Structure. If you look at two chain A link fences, they might seem to be made from the same components, but there are elements of the structure you don’t see that can make a big difference from a security consideration.

One of the major differences is the pipe or tubing that makes up the structure.

Residential and light commercial chain link fences have structures made from lightweight tubing with thin walls. Industrial and security chain link fences are made from much heavier pipe, up to Schedule 40 or SS40 in some cases.

It may look the same from outside, but it's a whole lot tougher on the inside.

6.

Closer Posts. This is not a common change to chain link fences, but if you are at all concerned that people may cut the fence and drive through the opening (which is usually 10-feet wide, and can accommodate smaller cars), consider spacing posts closer together.

Post spacing of seven feet or eight feet will make it a lot harder to access any site using this sneaky trick.

5.

7.

Steel Fittings. Another good way to beef up the security on a chain link fence is to choose steel fittings. These fittings are a little tougher than cast aluminum, but that's not what makes them a higher security option.

The reason high security fencing like prison

fencing uses steel fittings is that they can be tack welded in place after the installation is complete - making it much harder for people to tamper with the fence.

8. Barbed Wire and Razor Coils. Razor coils are not legal on most sites in Canada and there are different restrictions in some areas of the United States. It’s best to check your local regulations and permit requirements before installing, but if they are allowed, these are a very effective deterrent and barrier. Barbed wire, however, can be installed on most fences, and three or six strands above a chain link fence offer just a little extra protection, and a little more of a reason for a potential intruder not to climb the fence.

9.

ence Detection Systems. There is no fence F on earth that is completely impenetrable, but another way to make a chain link fence more secure is to install a fence detection system, which works by detecting vibrations on the fence. These systems can be linked to an alarm that sounds when the fence is tampered with.

10.

A Different Aperture. One of the best ways to increase security when installing a chain link fence is to choose a smaller aperture. A smaller mesh aperture or opening makes it harder to cut and climb the fence.

Rite-Way Fencing has been manufacturing, supplying and installing chain link and other fence systems for decades. Learn more about their products at www.ritewayfencing.com.

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Reflective Slats for Chain Link Fencing Increase Visibility Chain link is a durable, cost-effective fencing material, but visibility can be an issue in certain applications. Reflective inserts can be a useful and vibrant tool to aid in visibility.

Mike Levy, vice president of sales at National Metal Industries, created a type of reflective slat material that is now produced by Pexco, LLC. “The fence inserts are durable, rigid PVC plastic strips with highly reflective abrasion resistant weather proof tape,” explains Levy.

The fence reflectors are easy to install and fasten in a chain-link fence system either diagonally, horizontally or vertically. “They are ideal for gate markers and sections of fence where visibility is critical, especially at night,” he says.

The slats can easily be installed on wood, PVC and ornamental fences, too.

“The reflective inserts are made from 1 ¼” wide rigid PVC which are laminated with the highly reflective, abrasion resistant tape,” explains Rob Kilroy, director of sales with Pexco. “The tape is put on during the extrusion process which prevents the tape from peeling off. These inserts are 4’ long and designed to be able to fit into chain link fencing in a variety of directions.”

For more information on reflective slats, visit www.pexco.com.

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Myth: Chain link fences don’t last very long.

Fact: The opposite is true. This myth may have originated from a time when chain link was made of rust-prone materials, but today’s chain link fences are very durable because they are made of rust-resistant galvanized steel. Regular cleaning with a pressure washer will provide further protection against rust. A vinyl-coated chain link offers an added layer of protection from the elements. The posts of a properly installed chain link fence are set in concrete to ensure that every section holds firm, even against high winds. The inherent shape and design of chain link allow rain and wind to run through it, not against it.

Myth: Chain link fences are dangerous.

Debunking Chain Link Fence Myths Chain link fencing is one of the most versatile, durable, secure and affordable materials for residential and commercial properties, but in spite of all these positive attributes, fence contractors report that there are some pervasive misperceptions, or myths, about this type of fencing that cause concern for some customers. Here’s a closer look at some of the most common chain link fence myths, and the facts to help any customer feel confident in choosing this option.

Fact: This misconception may be a holdover from chain link fences of the past, which were not constructed nor maintained as well, and may have had sharp corners that could cause nasty cuts. Modern chain link is specifically designed with pets and children in mind. Edge wires are turned in and secured to prevent any sharp, exposed wires.

Myth: Chain link fences are expensive.

Fact: Nothing could be further from the truth. Chain link fences are typically one of the most affordable fencing options, especially for larger properties. Unlike other materials that come in with posts, pickets, rails and/or panels that need to be built, chain link comes as a roll that is stretched between posts. It requires less labor to install, which helps to keep the cost down.

Myth: Chain link fences are not attractive.

Fact: Some people feel the gray metal of a chain link is unattractive or too plain, but this is not true, and the appearance and also be easily modified to fit any preference. The fence itself fades away while providing a nearly unobstructed view of a property, allowing the beauty of the structure and the landscape to be easily seen. If the gray steel of a chain link fence seems too plain or institutional, it’s easy to modify the color. The addition of a color vinyl coating in green or brown can blend with the environment and adding a black coating can give chain link more of an architectural flair. Colored slats offer an additional design element, if desired. The options are truly endless for customizing a chain link fence to suit any aesthetic.

Myth: Chain link fences are high maintenance and difficult to repair.

Fact: This is completely false. Because chain link fencing is very strong and durable, it requires little in the way of routine maintenance. Regular cleaning with a power washer will result in a like-new appearance. If chain link does need to be repaired, the process is simple and cost-effective, and usually only needed if an accident or vandalism has occurred.

The affected section can easily be cut out and seamlessly replaced. An experienced fence installer can also quickly tighten up sagging mesh and straighten posts, if needed.

Myth: Chain link is all or nothing installation.

Fact: It is not only possible, but also common, to combine chain-link with other types of fencing.

This allows a property owner to get the low cost of chain link for areas across larger areas of their property while using a different material that may provide more privacy or a look that matches a building façade, for example. If different types of fencing are combined, it’s imperative to make sure the different sections of fencing overlap to avoid creating a gap.

Myth: Chain link fences are noisy.

Fact: Because they are made of metal, many people mistakenly think a chain link fence is inherently noisy, especially when areas where strong wind is common.

Solid construction and proper installation by an experienced fencing contractor eliminates this concern. In areas where high winds are frequent, a simple, additional preventive measure can be taken. Weaving a heavy wire through the mesh and around the posts will stop the metal from banging together.

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FEBRUARY 2022 | FENCE NEWS USA

FENCENEWS.COM | FEBRUARY 2022

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Fence Professionals Can Save ™ Time and Money with Noodle Link Fence companies and installers are busier than ever and continually finding it difficult to find reliable labor. Knowing this, PrivacyLink® began an extensive design process to help alleviate these issues. The result of that process is Noodle Link™, an innovative and patented 2” chain link fence with “Factory Inserted Slats”™.

“Noodle Link uses flexible round tubes to lock the privacy fence slats securely in place at the top and bottom of the fence, providing everyone, including the final customer, a beautifully finished product with slats that are straight and level,” explains Steve Crosgrove, vice president of sales and marketing for PrivacyLink. “With the slats ‘factory inserted’™ into the chain

link fence, the labor and time savings can be very significant for the fence professional.”

PrivacyLink offers four different patented Noodle Link models, including Noodle Link™, Noodle Link Plus™, Noodle Link Lite™, and Flat Noodle Link™.

The slats are either single-or double-wall construction with a wind load and privacy factors ranging form 75 to 98 percent. Noodle Link and Noodle Link Plus are their two most requested fences.

Noodle Link fences are only part of PrivacyLink’s 2” line of chain link fencing with the factory inserted slats. They sell three other well-liked fences – Privacy master®, SlatLink® and HedgeMaster™.

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FEBRUARY 2022 | FENCE NEWS USA

Chain Link Fence with “Factory Inserted Slats”™ Residents of this neighborhood housing project enjoy the privacy and security provided by this Noodle Link fence.”

The unique noodle used to secure the slats in this Noodle Link fence can be seen at the top of this fencing roll.

Noodle Link™

A roll of PrivacyLink chain link fence with factory inserted slats sits on a pallet ready for packaging.

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For those who require a more substantial, more durable fence, they also supply three sturdy 3 ½ x 5” fence products – Privacy Link, Industrial Link® and VinylWood®.

“PrivacyLink is a wel-built fence that satisfies the needs of home landscaping projects yet is strong enough for commercial and industrial projects,” says Crosgrove. “IndustrialLink is a more robust fence designed specifically for commercial and industrial applications. VinylWood has wood-grained slats that look just like natural wood and offers the same features and benefits as PrivacyLink. The slats feature heavy-duty double-wall construction and long-term privacy, security and dependability.”

Noodle Link and all of the 2” and 3 1/2” x 5” fences are available in seven wire colors, plus galvanized and nine slat colors. Their customers often choose to mix and match the wire and the slat colors to create a more unique, colorful fence.

“If you haven’t tried Noodle Link yet or any of our other chain link fence products, we welcome the opportunity to quote an upcoming project,” Cosgrove says. “All quotes are free by calling our toll-free number, 1-800-574-1076 or by filling out the Request Quote Form on our website, www.eprivacylink.com.”

Noodle Link Plus™

Noodle Link™ & Noodle Link Plus™ Two popular 2” chain link fences that come with the slats already in the wire, inserted at the factory, and ready to install.

Here is what some Fence Dealers say about Noodle Link™:

“ “ “ “

“Our crew much appreciates installing the Noodlelink. It’s costeffective and easy to install. PrivacyLink is great to work withwilling to help on pricing and quick quotes.” Karen in Colorado “What a time saver Noodle Link is. We will certainly use Noodle Link on our next job. We can’t believe how beautiful this job turned out and it was a 10’ installation. It was a no-brainer to consider and use this product.” Denise in Florida “You have a hit with Noodle Link. My crews loved installing it, and it looks great when it’s up. The slats are nice and even and not choppy. I like that it’s locked on bottom and top. We will definitely be buying more.” Tim in Wisconsin “That was the greatest thing ever when you came out with Noodle Link! It’s way better than sliding the slats in one by one after the fence is up.” Chris in New Mexico

Patents Pending!

Get a FREE quote today.

800.574.1076 | eprivacylink.com FENCENEWS.COM | FEBRUARY 2022

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FEBRUARY 2022 | FENCE NEWS USA

We are very excited to announce that Eastern Wholesale Fence, LLC has acquired South Camden Iron Works, Inc located in Mickleton, NJ. We are thrilled to be adding Jeff and Mitch Kowal along with the rest of their organization at SCIW to our team. This combination will enhance Eastern’s unparalleled customer service and industry leading breadth of products that are delivered up and down the east coast.

I believe that by combining these two long standing, respected companies we will bring the best of our shared abilities to the market. Our cultures and practices are very similar in that we both treat our customers as partners. Helping our customers run their business is the reason we go to work every day. SCIW customers will continue to be serviced by the great people in Mickleton, including both Jeff and Mitch.

Eastern Fence is a New York, North Carolina, and South Carolina 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 chainlink fence products, Eastern White Cedar Brand wood fencing products, and the Eastern Ornamental, and Coastal brand aluminum fence and railing products.

800-339-3362 | www.easternfence.com FENCENEWS.COM | FEBRUARY 2022 37

Eastern Wholesale Fence LLC ©2021 • All Rights Reserved.

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FENCENEWS.COM | FEBRUARY 2022

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with

Mark Levin

EXECUTIVE VICE PRESIDENT OF THE CHAIN LINK MANUFACTURERS INSTITUTE

An author, a leader and an avid promoter of the fence industry, we’re pleased to feature Mark Levin in this month’s Top of the Chain. As the executive vice president of the Chain Link Fence Manufacturers Institute for 38 years, he brings innovation and commitment to the job every day. What motivates him and how does he see the future of the fencing industry evolving? Read on to learn more.

YOU’VE BEEN AT THE HELM OF CLFMI FOR 38 YEARS. WHAT ARE SOME OF THE HIGHLIGHTS YOU’VE SEEN IN THE FENCING INDUSTRY OVER THE YEARS? There is no question that during my time in the fence industry there have been massive changes in virtually every part of the business.

The industry is much more fluid, investment in the industry is coming from all over the world and at every level, and there is very little “siloing” of the various stakeholders.

There are a couple of reasons why these things have happened.

One obvious reason is the generational changes that have occurred. The people who owned the leading companies in the fence industry when I started have either turned their businesses over to a new, younger, and more technology-oriented generation of family members, or sold them.. The nextgeneration men and women have created a new type of workplace, a new outlook on work-family priorities, and a new appreciation of how to use technology to shrug off the stereotypes fence industry companies had of being old-fashioned, labor-intensive entities.

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FEBRUARY 2022 | FENCE NEWS USA

Even more dramatic than the turning over of companies to the next generation has been what I call the “corporatization” of the industry. Thousands of family businesses merged or became part of larger companies, which eventually were sold to even larger companies. I firmly believe that if you wanted to trace the history of some of the CLFMI member companies back to their roots, you would probably need help from those guys at ancestry.com.

WHAT ARE SOME HIGHLIGHTS YOU’VE SEEN IN CLFMI? There have been too many highlights to count since I started with CLFMI. I mentioned some in a previous article for Fence News. We helped the Consumer Product Safety Commission write the guidelines for fencing around home swimming pools, saving the lives of thousands of children. We standardized the bar-coding system in the industry, saving companies – and consumers – a lot of money. We helped design perimeter security systems to protect the North American Energy Grid. We were the only fence industry association to be invited to participate in the post 9/11 private-sector group working to develop upgraded border security systems.

WHAT IS THE ROLE OF CLFMI? Obviously, our mission/goal as an association is to promote the wider use of chain link products, designed and produced to meet the highest standards of quality and safety. That is our mission.

But, I think our role is to be a leading advocate for enhancing the recognition of the industry as a valuable national resource to the country (and, in CLFMI’s case, countries, since we have Canadian members). The Institute’s stature has grown immensely in not only the fence industry, but also the manufacturing industry, the architectural field, the standards disciplines, the construction industry, and the safety field. As I mentioned earlier, the fence industry is more fluid than ever, so anything CLFMI can do to improve the industry’s brand is good for everyone in the industry.

Of course, we’ve worked hard to improve chain link’s brand as part of those efforts, too, and I think we’ve done a good job. I still get people saying things like, “Oh, chain link. That’s the fencing you see everywhere, like prisons, highways, and airports.” And I say to them, “Yes, that’s chain link. It’s everywhere. And you know why? Because it works!”

YOU’VE WRITTEN SEVERAL BOOKS ON THE SUBJECTS OF LEADERSHIP, RETAINING MEMBERSHIP AND STAYING RELEVANT TO THE NEW GENERATION. FROM YOUR BOOK, THE GIFT OF LEADERSHIP, WHAT ARE SOME KEY POINTS ON BEING AN EFFECTIVE LEADER? The premise of The Gift of Leadership is that most people look at leadership in an association as a burden, or as a challenge, even as just a big hassle.

But, leadership is also a gift. The gift of leadership is what you take away – and use – from your leadership experience.

When you step up and take on a leadership role in CLFMI, or AFA, or an AFA Chapter, etc., you gain skills and experiences that you can take back and apply to your business, your community service work, your church work, etc.

To be a successful leader, you need to develop some key skills: listening, delegating, consensus building, communications, and effective decisionmaking are the most important.

WHAT ARE SOME OF THE MAIN POINTS YOU’VE IMPLEMENTED IN RETAINING AND GROWING THE CLFMI MEMBERSHIP? Even with all the mergers and acquisitions in the industry over the years, CLFMI now has more members than ever before in its 62-year history, representing an even higher percentage of the chain link products produced in North America.

During the worst of the economic downturn a decade ago, CLFMI went seven straight years without losing a single member.

I think our success is based on three factors: 1) Providing tangible value to member companies.

The best example of this is our Industry Report and Market Forecast Program. We work with our CLFMI Economist, Dr. Lynn Reaser, a worldrenowned economist, to supply our members with indispensable benchmarking data and corporate planning tools.

2) Maintaining our unchallenged position as the leader in chain link technical knowledge and technical guideline development. That credibility is something our members pride themselves on, and then use their CLFMI membership as part of their company branding.

PRIOR TO CLFMI, YOU WERE PART OF THE INSTITUTES FOR ORGANIZATION MANAGEMENT, A CONTINUING EDUCATION PROGRAM SPONSORED BY THE U.S. CHAMBER OF COMMERCE. WHAT ARE SOME OF THE MAIN POINTS REGARDING THE FRAMEWORK OF A SUCCESSFUL ORGANIZATION? I believe the cornerstone of a successful association is the relationship between the staff (executive director” and the volunteer leaders (board and officers). The leadership must keep focused on the mission and purpose of the organization and determine how everything they are doing helps accomplish that mission. The staff takes direction from the leadership and develops, and then carries out, a plan of action to accomplish the organizational goals.

In short, it is the job of the leadership to make sure the organization is doing the right things. The job of the staff is to make sure they are doing things right.

WHAT ARE SOME OF THE MORE UNIQUE WAYS YOU’VE SEEN CHAIN LINK FENCING BEING USED? This goes back to that list of CLFMI highlights.

Since we inaugurated the CLFMI Design Award (later named for Les Grube, CLFMI’s president at the time), there has been an explosion of projects that use chain link in innovative and useful ways.

Our first design winning project, the Sign at Santa Monica Place, was designed by Pritzger Awardwinning architect Frank Gehry.

HOW DO YOU SEE THE FENCING INDUSTRY CONTINUING TO NAVIGATE DURING COVID? WHAT ARE SOME SUCCESS STORIES AND WAYS TO IMPROVE? The industry has done ok, overall, since the pandemic started, in part because much of the industry was deemed essential in most of the country from the beginning. I believe that it will remain strong because we are learning that many of the challenges we’ve faced were also opportunities to learn. Some of the adjustments that have been made (virtual meetings, flexible work schedules, remote workforces, etc.) have been institutionalized and will be the norm going forward. The key is to not believe that after the COVID threat ends (or at least subsides), everything will go back to the way it was before.

That is not going to happen, so we need to accept it and work together in the post-COVID marketplace.

HOW DO YOU STAY MOTIVATED? As I have gotten older, I realize that the work/ life balance issue that Gen Xers and Millennials brought into the workplace is right on target.

There is so much to do every day in this industry, it can get overwhelming. You can’t achieve anything without some adrenaline, and to have that you need to take care of yourself in mind and body. For me, I do that by running the beach every day. It gets my body in shape and my mind can be truly in the moment. When I’m done with my run, I feel like I can take on any challenge.

There have also been some very unusual projects – oops, I mean creative projects – that we’ve seen.

There was a night club in Tijuana that used chain link throughout the facility. There was the “Ghost House” in New York that used chain link to build a house as part of a park design. This issue of Fence News features the current design award winning project – a series of shelters in a San Antonio park that uses “blankets” consisting of five layers of chain link mesh.

3) Engaging our members and getting the industry’s top talent to get involved in CLFMI’s leadership. This is a group of the nicest, smartest, and most sincere group of people I have ever worked with. We concentrate on having multiple corporate managers in every company engaged in CLFMI activities.

FENCENEWS.COM | FEBRUARY 2022

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Universal Forest Products Acquires Ultra Aluminum Manufacturing Universal Forest Products (UFP) recently announced that its subsidiary, Deckorators, Inc., has acquired Ultra Aluminum Manufacturing, a manufacturer of aluminum fencing, gates and railing, for $25 million.

Founded in 1996 and based in Howell, Michigan, Ultra designs and produces ornamental aluminum fence and railing products for contractors, landscapers, fence dealers and wholesalers.

Ultra President Russ Springborn and VP of Business Development Dave Stewart will continue in leadership roles.

“This transaction adds aluminum fencing to our current lineup of vinyl and wood fencing, and strengthens our commitment to bringing customers more choice and product innovation,” says Landon Tarvin, vice president

of Deckorators. “Ultra has a diverse product line, including railing, a loyal and diversified national customer base, and a reputation for quality and professionalism that leads the industry. We’re thrilled to have them as a complement to our existing Deckorators deck and railing business.”

By joining the UFP family of companies, Ultra will have many new opportunities to expand our capacity and reach new customers,” says Springborn. “Like UFP Industries, we are committed to innovation and growth, and we’re excited for what the future has in store for both our customers and our employees.”

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Outdoor Living Brands Strengthens its Portfolio with the Addition of Superior Fence & Rail Outdoor Living Brands, the market-leading franchisor of premium residential and commercial outdoor living services, recently announced that it has acquired Superior Fence & Rail, the leading national brand in the fencing category.

Superior Fence & Rail will join Outdoor Living Brands' robust portfolio of home services franchises joining the Archadeck Outdoor Living, Outdoor Lighting Perspectives, and Conserva Irrigation franchise systems.

This is the first acquisition by Outdoor Living Brands since the company was acquired by LYNX Franchising, a multi-brand franchise platform with a complementary collection of essential B2B services and residential services. LYNX is a portfolio company of MidOcean Partners, a leading private equity firm and active franchise industry investor.

Superior Fence & Rail is a leader in the outdoor living industry, specializing in fencing. Founded in 2001, Superior Fence & Rail has grown rapidly since franchising in 2017 with 36 locations across the country.

Since 2019, systems sales have tripled and have more than doubled over just the last 12 months alone.

"We are proud of the business we've built and now look forward to aligning with Outdoor Living Brands, LYNX Franchising and MidOcean Partners to help continue to build the brand in the years ahead." said Zach Peyton, co-founder of Superior Fence & Rail. "The brand is well positioned to continue this momentum, with strong franchisee unit economics,

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strong leadership, world class customer satisfaction, and a proven track record of growth and profitability."

Outdoor Living Brands is excited to add Superior Fence & Rail's service offerings in fencing, expanding upon their core service offerings of designing, building, lighting, irrigating and maintaining outdoor living environments for families to enjoy. Zach Peyton, co-founder of Superior Fence & Rail, will continue to lead the franchise system as Brand President.

"As we've spent more time with Zach over the past several months, it's become clear that we have a shared philosophy that good franchising starts with strong unit level economics," said Outdoor Living Brands' President and COO, Scott Zide. " Zach has a 'franchisee first' mindset and will be an ideal cultural fit with the Outdoor Living Brands team. His passion for the business and success of his franchisees is very evident, and we can't wait to continue to emphasize this approach moving forward."

Superior Fence & Rail installs more than two million feet of fencing annually. As the company continues to expand, they are seeking likeminded entrepreneurs, who wish to succeed in the home services industry, and want to provide the highest level of customer service. Today, Superior Fence & Rail remains the highest-rated fencing company in the United States. To learn more about franchising opportunities with Superior Fence & Rail, please visit www.fencefranchise.superiorfenceandrail.com/.

ASSA ABLOY Acquires B&B Roadway and Security Solutions

Digger Specialties Announces Director of Sales

“I am pleased to announce that on December 14, 2021, we acquired B&B Roadway and Security Solutions (BBRSS). The company’s strong market presence will further strengthen our position and geographic coverage in the U.S. and I’m convinced that together we will have a successful growth journey,” says Massimo Grassi, executive vice president and head of ASSA ABLOY Entrance Systems.

Founded in 1925, the company is headquartered in McKinney, Texas and now has 58 employees. BBRSS has two segments – perimeter security (ARMR) and roadway safety and traffic management solutions.

A third of total sales comes from their strong service offering. Their Alabama facility manufactures the majority of roadway and large ARMR products.

BBRSS will become part of Business Segment Perimeter Security, headed by Keith Armour, and the company’s CEO, Dave Patterson will continue to lead the business.

“With almost 100 years of heritage, BBRSS is one of the most trusted brands in our industry. With them onboard, we have products that allow us to venture into new verticals and to expand our product offering for customers. The domestic manufacturing site and our expanded service network allows us to provide an even better customer experience,” says Armour.

For more information, visit www.bbrss.com.

Digger Specialties, a leading manufacturer of aluminum and vinyl fencing, has appointed Scott Jarrett as the director of sales in the fence division. For the past 11 years, Jarrett was a sales leader managing national and regional accounts for Digger Specialties. Prior to his employment with DSI, Jarrett managed his own business for 10 years.

“The appointment of Scott in this position is a major step toward growing our fencing products business and providing a higher level of support to our valued customers,” says Larry Boyts, vice president of sales and marketing for Digger Specialties. “Scott will be involved in the strategy, growth and development of the fence program for fence dealers and fence distributors. In addition to directing the activities of the sales group, Scott will work with marketing in facilitiating the process of analyzing market opportunities and trends that will help guide DSI’s fence team and our customers.”

DSI manufactures and markets an extensive line of aluminum and vinyl fencing products which includes a broad array of styles used in residential and commercial fencing applications. DSI fence products are made in America and are backed by a lifetime limited warranty. For more information, visit www.diggerspecialties.com.

FEBRUARY 2022 | FENCE NEWS USA

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Senstar Symphony™ Common Operating Platform for Video, Security and Data Intelligence Earns Industry Accolades Senstar Technologies Ltd., a world leader in video management and perimeter intrusion detection solutions, has announced that its Senstar Symphony Common Operating with Sensor Fusion Engine has been recognized by two security industry publications. The product received the platinum award in the Best IP Video Surveillance Solution category at American Security Today’s annual ASTORS’ Homeland Security Awards and has been named a 2021 top 30 security technology innovation by Security Sales and Integration (SSI).

“A tremendous amount of hard work, diligence, and brainpower were put into the development of the Senstar Symphony Common Operating Platform with sensor fusion engine, and we are extremely proud to be able to offer this ground-breaking product to the market,” said Senstar Managing Director Fabien Haubert. “Senstar is honored to be recognized for our efforts to continually advance perimeter security technologies to address the evolving needs of our customers.”

The Senstar Symphony™ Common Operating Platform with sensor fusion engine is a modular solution for security management and data intelligence.

In addition to being an open, highly scalable video management system with built-in video analytics, it includes full-featured access control and perimeter

intrusion detection modules. But what truly sets Senstar Symphony apart from other systems is its sensor fusion engine. By intelligently combining low-level sensor data with video analytics, the sensor fusion engine achieves the highest levels of performance, far beyond that of the individual devices.

Senstar Symphony seamlessly incorporates sensor fusion, event algorithms, and rule-based actions to provide unmatched capabilities, flexibility, and performance.

The ASTORS’ awards are presented by American Security Today, a publication focusing on homeland security and public safety breaking news, as well as new physical and IT security initiatives and technologies. The awards honor new and established vendors that are providing innovative training and education programs, outstanding product development achievements and new solutions to address evolving homeland security threats.

Security Sales & Integration’s Top 30 Technology Innovations is an annual list citing products and resources that allow dealers/integrators to realize potential benefits that encompass fulfilling the industry’s mission of providing superior security and safety; more effectively running their business; optimizing installations, systems monitoring and service; heightening profitability; and growing customer bases.

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t n e m e g a r n e a n M or C

Small Business Borrowing While poor management is cited most frequently as the reason businesses fail, inadequate or poorly-timed financing is next in line. If you own your own business, it’s almost inevitable that one day – if you haven’t already – you’ll be facing a decision about borrowing money.

The process of securing financing is often confusing and frustrating for many small business owners, who are not always financially savvy about business credit processes, and who have probably never had to deal with these issues before.

Borrowing money for business is not a bad thing to do. In fact, used wisely, debt can be a valuable tool for growing and expanding your business. However, making the wrong choices about business financing, or poorly managing your business debt, can lead to serious problems in the future that can impact your business’s success.

How you use and manage the money you borrow is just as important as whether or not you borrow money in the first place. The key to using borrowed funds wisely is to have a well-thought-out business plan to guide these decisions. One of the biggest mistakes commercial lenders see is people coming in not knowing exactly how much money they need. Lenders can do a much better job of helping someone get the money they need to start a business, or to meet a new need of an existing business, if they are given a business plan. The phrase “business plan” intimidates a lot of people, but it doesn’t necessarily mean you have to bring in 2-inch binder of data, charts, graphs and written reports. However, being able to show potential lenders you have a plan for your business, including projected expenses, income and profit, will not only prove your commitment to succeeding, but also help them structure your financing to meet your needs and budget.

There are many different financing options business owners can consider, but the most common are line of credit and term loans. A line of credit is one of the most useful financing tools for small businesses. It allows you to borrow funds as needed to meet routine operating expenses, short term working capital needs or to cover temporary cash shortfalls. Once approved, you can borrow up to your predetermined credit limit at any time, usually simply by writing a check.

The cautionary note with a line of credit is to use it judiciously. Interest is charged on any funds you access, and these should be repaid as quickly as possible.

Extending the term on repayment will lead to additional interest expenses.

Much like a personal loan an individual gets to buy a home or a car, a term loan is a loan of a specific amount of money, usually at a fixed interest rate and repayment terms. The term may be short or long-term, and is usually made for a specific purpose, such as to finance equipment, property, acquisitions or major business expansion. A commercial lender will work with the business owner to make sure the terms of this type of financing makes good business sense. If you are using the loan to purchase new equipment that is expected to last five years, for example, you shouldn’t finance that purchase over seven years. There are more restrictions on term loans, with personal or business assets often needed to secure the loan, depending on the amount needed. This is where having a good business plan really helps.

The wide availability of credit cards makes them an increasingly common source of financing for small and start-up firms, but financial experts caution that these should be used only for short-term expenses, such as travel, entertainment, office supplies, and other miscellaneous expenses.

Whether you're starting a business or experiencing growing pains, having sufficient, accessible capital is essential to business success, and borrowing money in one way or another is often the best way to make sure you have the money you need when you need it.

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FEBRUARY 2022 | FENCE NEWS USA

RIG-MOUNTED RIG-MOUNTED POST POST DRIVER DRIVER HP1000SS HP1000SS ULTRA ULTRAHEAVY HEAVYDUTY DUTY HIGH HIGHPOWER-TO-WEIGHT POWER-TO-WEIGHTRATIO RATIO ONE ONEMAIN MAINMOVING MOVINGPART PART LOW-FLOW LOW-FLOWREQUIREMENT REQUIREMENT • •High-impact High-impact force force • •Uses Uses less less than than 88 GPM GPM • •Patented Patented accumulator accumulator reduces reduces recoil, recoil, adds adds power power • •6”6” driver driver tool tool standard standard • •Near Near perfect perfect center center ofof gravity gravity • •Highest Highest hitting hitting force force per per pound pound ofof tool tool • •Self Self lubrication lubrication prevents prevents damage damage • •Closed Closed circuit circuit hydraulics hydraulics creates creates nono exhaust exhaust • •Drives Drives wood wood and and steel steel upup toto 6”6” diameter, diameter, guard guard rail rail and and more more • •Drives Drives stakes, stakes, rods rods and and pins pins • •Runs Runs offoff ofof skid skid steer steer loaders loaders and and tractors tractors • •Can Can bebe slung slung oror hard-mounted hard-mounted • •1 year 1 year parts parts and and labor labor warranty warranty Dimensions: Dimensions:4040x x1818x x1212(main (mainbody bodywithout withoutquick-mount quick-mountplate) plate) Weight: Weight:496 496LB LBw/quick-mount w/quick-mountplate plate& &tool tool Pressure: Pressure:1650 1650PSI PSI

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53

Management Corner

Brushing Off Your Event Networking Skills After the past two years of restricted events in a pandemic, you might find your networking skills have become a little rusty. Hopefully, you’ll have more opportunity to use these important skills in the future to help grow your business.

Networking is a vital component to career development and business growth. While it comes naturally to some people, others may feel like they struggle in this type of social setting. The good news is, anyone can develop – or improve – their networking skills. Here are some proven strategies for becoming smoother at representing your business at business events: PRACTICE. Although some people may be naturally more adept at communicating in large groups, networking is as much a honed skill as it is an inherent trait. Practice quickly getting to know new people by chatting with your waiter or barista.

DRESS TO IMPRESS. However obvious it may seem, a professional and clean outward appearance is vital. Overdressed is better than under dressed, although it’s always a good idea to know the dress code and follow it.

BE PRESENT. Whether you’re discussing the inner workings of a piece of heavy equipment with technician or the details of a merger with a CEO, you must be present and engaged in your conversations. Make eye contact and ask questions to display interest in what he or she is saying. No matter if you’re interested in the subject or not, you never know which contacts will prove valuable in the future.

ASK OPEN-ENDED QUESTIONS. People love nothing more than talking about themselves and their own experiences. Asking open-ended questions not only gets them talking, but it gives them a sense that you care about their opinions. This will go a long way to increase your rapport with others.

BE AN ASSET. Although your main goal at the seminar may be personal connections that will help your business, be sure to give as much as you hope to get. Share any advice and expertise you may have with others.

This open dialogue and sense of personal importance will help to alleviate some of the stresses of these events.

AVOID JARGON. No one wants to hear a sales pitch or canned speech that is convoluted and technical. Assume you’re speaking to a broad audience and avoid technical jargon whenever possible. Otherwise, you’ll appear pretentious and inaccessible.

DRINK RESPONSIBLY. If alcohol is offered, remember this is a function in which you should impress others. Alcohol dulls the senses and you want to be at the top of your game. Limit yourself to one or two drinks at the most.

FOLLOW UP. Be sure to promptly follow through on any help or information you may have offered during the event. Also, send a quick email or phone call to new connections. This will help to cement these new ties and open new lines of communication.

HAVE FUN! Finally, above all else, try to enjoy yourself. Making new connections and networking with others are central to human interaction and essential to your business. Who says you shouldn’t have fun while you’re at it?

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How to Win the Gold Medal for Sales Performance

Tom Luby, Business Consultant and Fence Industry Spokesperson

FINDING QUALIFIED AND MOTIVATED EMPLOYEES HAS ALWAYS BEEN A CHALLENGE IN THE FENCE INDUSTRY AND IT CAN BE PARTICULARLY DIFFICULT TO MANAGE IN THE SALES DEPARTMENT. A HIGH PERFORMING SALES STAFF MAY NOT BE AS EASY TO SPOT AND BENCHMARK AS, SAY A GOOD COMPANY ACCOUNTING, OR EVEN A CREW FOREMAN. AT FIRST LOOK, THE YARDSTICK FOR SUCCESS FOR THE SALES STAFF CAN BE SIMPLE AND QUITE EASY TO MEASURE HISTORICALLY; SIMPLY PUT, ARE THEY DELIVERING VOLUME AND DO THEY CLOSE PROFITABLE SALES? BUT, HOW DO WE KNOW WHETHER OR NOT THEY CAN ACHIEVE MORE? Sales is a skill set that can be difficult to spot and hard to quantify or qualify in new hires and to optimize in existing staff. Hiring and training the wrong person for a sales position can be expensive and time consuming for the company in both lost resources and wasted leads. You should ask yourself, “Can my existing sales staff be better trained to improve their capture ratio and sales profitability?”

How can you qualitatively measure and improve sales skills or is sales only a quantitative equation?

Sales can be qualitatively measured . Let me give you a few tips on how to build a high-performance sales department based on my book, “The Close”, a fence industry sales guide.

These are ideas for organizing your sales team and how to make sure your company can be well trained and best prepared to win the gold medal for sales: Know the value of knowledgeable salespeople and the intangible costs of turnover. Considering base salary, commissions, training, travel expenses and benefits, a new hire can cost the company from $50,000 to $70,000 +, according to various studies published on the subject. Open territories can cost two to three times this amount. The 56

FEBRUARY 2022 | FENCE NEWS USA

intangible, but very real, cost of turnover is critical to control.

Get organized. You need to organize “battle stations” and work environments. Your sales desks, field sales kits or samples, sales facilitator, appointment scheduler, territory management plan, and sales materials such as flyers, brochures, etc. Time management is also crucial.

Get started quickly. Consider some real-world training. Have the new hire set up appointments with some of your satisfied, existing commercial and repeat customers. Set an objective to learn about various fiending products and why they are superior. Train your new hires on why your customers buy your products. With this real-world training, they will see and understand features, functions and benefits of your fence products more tangibly than through in-house feature and function training.

Get them on a certification process. A certification process is an extensive training, evaluation and feedback process which is defined with agendas, benchmarks, tests, role-playing and the all-important final exam. An estimate from a CFP would certainly carry more weight than one from a novice in the industry, even if that is only a

perceptional difference.

Train on a sales model. Successful salespeople establish objectives for each sales call. To be a top performer, the salesperson will formulate intelligent questions and track customer feedback.

Training on the classic sales model includes: • Pre-sales call planning • Building internal and external rapport • Determination • Presentation • Handling objections or negative impacts to the sales • Closing the sale • Follow up and customer service • Collecting the money after the sale • Forecasting As a sales manager, you must know what potential prospects are in the pipeline and that must be your main focus. This will help your new sales personnel move those accounts into their sales cycle.

Get involved early in finding a way to win.

Sales managers must conduct consistently effective account strategy sessions for getting new business. By studying various pertinent

information such as sales calls, proposals, quotes, and time in the field, a manager can provide feedback and support where it is needed the most. Oneon-one strategy sessions are real-world training. The attention given by your sales personnel in this setting is high intensity and can’t be replaced by a sales meeting with his peers.

The prospect list will be the account tracking system. The list will identify how many active accounts or prospects the fence representative has working.

By measuring the daily or weekly call report, a manager can identify a sales personnel’s performance or lack thereof.

Nothing can replace working first-hand with your sales personnel and new hires for observation and coaching. Let your sales reps learn how to sell through observation. Never show them how to sell, everyone will have to put their own touch or spin on the process. Observe and offer praise or corrective criticism on each call.

Make expectations reachable and establish clear, precise benchmarks for results. Why assign or discuss quotes, plans or budgets? Wouldn’t it be an excellent idea to establish earnings based on 100% of their planned income?

In other words, ask your sales team what is his or her desired income. The power and drive of their expectations could push them toward higher goals than they ever planned. Quality of results and not quantity of activity should be the benchmark. If you expect quantity over quality that is what you will get.

Quality results with quality reviews and support will set the benchmark.

Give them feedback constantly. Never wait for a down month or quarter to conduct a review. Inspect your sales personnel’s work, if not daily, then weekly for sure. Provide constructive feedback immediately and praise when appropriate.

Motivate them. Celebrate their wins, encourage their progress and recognize their performance. Successful selling is very rewarding and a lot of fun.

Share the vision. Expose them to the future of opportunities in your fence company. Long-term goals and motivation will get them past the first year.

A clear path is a must. Every goal or objective should be obtainable within a reasonable timeframe.

In order to develop your staff, as a manager you need to show them how, tell them why, and then let them try. Be sure to be a leader, a coach, a communicator and spend more time developing and less time selling for your new hires and veterans. The objective of all this is to be the leader that they expect, need and deserve.

Now that you have the tools to provide an overview of the entire team, let’s look at the individual sales staff and evaluate ways to improve their personal effectiveness.

Other than a neat and clean appearance, there is no visual clue to sales acuity, no favorite gender or age group; anyone can be an effective salesperson, or a sales flop. There is no minimum education level other than basic math skills, no minimum mechanical skill set necessary, no eye/hand coordination test.

So, how do you judge sales potential? It’s not an easy task. In fact, many people say that great sales people are born, not created. But, certainly the skill set, if it exists in them, can be honed and sharpened.

Please call or write to me if I can be of any help honing the efficiencies of your sales team and/or individual sales staff. I hope to see you in New Orleans at FenceTech 22, where one of my educational seminars will address work culture and developing the very best sales team in the fence industry.

Thomas Luby, and Profit Builders International PROFIT BUILDERS INTERNATIONAL 3421 10th Lane West Palmetto, Florida 34221 www.profitbuilder.org tluby@profitbuilder.org 941-981-3677

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Este artículo está disponible en español en nuestra versión en línea: www.fencenews.com.

FENCENEWS.COM | FEBRUARY 2022

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FENCE FACTS The term “picket” from a white picket fence dates back to the 1600s and has its origins in the French word “piquer” which means “to pierce”. The piercing appearance of the pointy shape of the picket is, therefore, aptly named.

In ancient times, the cheapest alternative to erecting a fence was to dig a deep ditch or trench and fill it with water. This kind of fence was called a moat, and was used to keep attackers at bay.

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FEBRUARY 2022 | FENCE NEWS USA

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by Mark Levin, CAE, CSP Executive Vice President, Chain Link Fence Manufacturers Institute

Social Media: An Opportunity to Improve the Fence Industry As soon as my friends see the title of this article, I know what they are going to say: “What?

Mark Levin is commenting about the use of social media? I didn’t even know he could spell ‘social media’.”

Well, they’re wrong. Not only can I spell it, but I am also one of the biggest proponents of using social media to improve the fence industry.

That does not mean that I am especially proficient in using social media on a personal level, because there seems to be a new platform popping up every day for people to use. There are nearly 200 of them out there, but I have never chosen to delve into SnapChat, Pinterest, Reddit, and most of the others. Like most people, I have limited time and I never thought it was worth it to overextend myself by participating in too many of them.

However, there is a significant difference between using social media for personal reasons and using social media for business reasons. In today’s business world, using social media is a must. I am just not sure the

fence industry, collectively, is using it as much or as effectively as other businesses and industries.

Here are just a few of the most important reasons why fence industry companies should invest more resources into their social media programs, and what that can mean not only to their companies but to our industry, as well.

Social media can help the “brand” of the fence industry. The more fence industry companies there are actively participating on the major social media platforms, the more opportunities there are for the industry’s key stakeholders to realize that this is a multi-billion-dollar unique industry. It’s not just a part of the construction industry. We need financial institutions, government agencies, general contractors, engineers, specifiers, developers, architects, and many other decision makers to recognize the fence industry as a dynamic and important partner in their business.

Social media is indispensable in attracting new people to the industry – and to your company! Job fairs, career days at schools, and want ads used to be among the ways to find new employees for the fence industry, but times have changed. We can’t keep looking for new employees, we must get them looking for us. Social media is, by far, the best way to get young people’s attention and interest. Just the fact that you have an effective social media program is one way to impress potential employees.

Social media helps you influence the influencers. Sometimes that “connection” to your target market (customers, potential employees, media, decision-makers, etc.) is blocked by what used to be termed a gatekeeper but is now referred to as an influencer of some type. Social media can help establish your credibility with those influencers so your message a) gets through to your target markets and b) may also include some level of an endorsement from the influencers. For example, the fence industry needs to get the influencers such as teachers and career counselors in high schools, trade schools, and the military to recommend the fence industry as a potential career opportunity.

Social media is already part of your company’s resume. Don’t think for a minute that most (probably all!) of those people and companies you want to do business with aren’t checking you out on social media.

What kind of image do you project when all they see is a website and a Facebook page?

Social media can create a unified voice (where appropriate) for the fence industry. There are not that many issues where all the various parts of the fence industry are on complete agreement. But there are some. Getting fencing considered an essential industry at the start of the continued on p62

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61

continued from p60

COVID pandemic was one of those.

When these issues do come up, we need to have more than just fence industry organizations (CLFMI, AFA, etc.) contacting state legislatures and governor’s offices. We need the thousands of fence industry companies and their employees contacting them, too. Social media is the most efficient and influential way to make those contacts.

So, what can your company do to build this social media effort into something that can lift the entire fence industry?

1. Be a follower. Don’t just have your company’s marketing and sales departments following other companies and influencers. Get your employees to follow them, too.

Many of these influencers will want to see you following them on social media before they will reciprocate and follow you. This effort can be multiplied if everyone in the fence industry would get their employees to follow the industry associations like AFA, CLFMI, NOMMA, etc.

2. In addition to “likes” be sure to add comments and reviews.

To really get influencers thinking about the fencing industry’s size and stature, we need to let them see us be engaged in social media, not just participating in it. They will be impressed by comments and reviews coming from various parts of the fence industry.

3. Be sure to coordinate social media efforts with your company’s website. The power of social media can be measured. One of the most basic and important ways to do that is monitoring the activity on your company’s or organization’s websites. That is where the process of turning prospects (lured in by social media) into customers begins.

Social media is not the be-all and end-all (there is a term you don’t hear much anymore) of growing our industry. But, it is a useful tool for moving forward and will become even more important in years to come. This article is just to get you thinking about how you can use it in your company. Let’s talk about it more at FenceTech and beyond.

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FEBRUARY 2022 | FENCE NEWS USA

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AFA Executive Director Announces Retirement American Fence Association Executive Director Tony Thornton announces his retirement from AFA effective March 31, 2022. Thornton has served as the AFA executive director for the past eight years. His 45 plus years of industry experience as a contractor, wholesaler and working in manufacturing offered a unique perspective to support the role of executive director to the association.

Through his leadership and support of the AFA boards and staff, membership has grown, new education programs

have been developed and overall relevance to the benefits of being a member has increased.

Thornton will continue his support of the AFA and be a spokesperson for the association and the fencing industry as he enters a new era of fence life. His passion to coach, mentor, teach and educate companies on proper business efficiencies and profitability will be his next career path as he launches Thornton Fence Consulting Group.

The goal for the consulting group will be to analyze, identify, advise, and execute, bringing profitability to organizations. The mission is to create long-term relationships to mentor, train, advise, and support companies on this quest.

To contact Thornton regarding the consulting group, email him at info@fenceconsultinggroup.com.

FENCENEWS.COM | FEBRUARY 2022

65

RESERVE YOUR

AD SPACE NOW

Plan now to get maximum industry exposure for your company in the pages of Fence News and The Annual Directory of Suppliers.

CLASSIFIED AND WEBSITE ADVERTISING SPACE AVAILABLE.

Submit your news releases and product information to: editor@fencenews.com

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FEBRUARY 2022 | FENCE NEWS USA

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LASER VEHICLE IDENTIFICATION BA-440 DualBeam Barcode Reader for hands-free vehicle identification. The BA-440 identifies vehicles traveling up to 25mph for entry to gated parking facilities, headquarters, universities, communities, and more.

• Wiegand, Serial and USB connections standard • No required training or certification to install • Low voltage system • Works with all access panels/controllers • Supports up to 99,999 credentials • No hidden fees or subscriptions • Credentials are secure, reliable and affordable • Manufacturer support readily available to help

Southwest Automated Security is a non-installing, wholesale electronic security distributor with 18 locations throughout the United States. Receive a quote on a new BA-440 and all your other electronic security needs at southwestautomated.com

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BUSINESS OPPORTUNITIES

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MANAGER Armor Fence is looking for an ambitious and talented Production Manager to lead our fence team and continue to grow the business! Armor Fence is committed to high excellence in customer service and a quality product. We have been installing fence in the Northern Virginia area for 30 years. We are looking for a positive, dedicated, team player to add to head our fence production department.

FENCE PRODUCTION MANAGER RESPONSIBILITIES: • Oversee the production of projects across multiple job sites (roughly 90% residential and 10% commercial projects) • Communicate with sales team throughout the project, follow up on job/customer issues

• Manage inventory system • Work with management to develop competitive customer pricing/ track job costs • Work with the installers, field workers, sales teams, and office support as needed

RANKING FACTORS: • 3+ years’ experience within home remodeling/ construction, preferably within fencing if not a related area such as deck or patio remodeling, etc.

• Excellent people and communication skills • Strong work ethic • Bilingual (Spanish speaking) a plus • Ability to drive a forklift a plus

For more information or to apply, email accounting@armorfenceco.com.

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FENCE INSTALLERS – MULTIPLE MONTANA LOCATIONS MONTANA FENCE COMPANY is hiring motivated fence installers. We are looking for hard-working, honest, dependable employees with a great work ethic to be a part of our team. It is preferred that applicants have experience in landscaping or construction. All applicants must have a valid driver’s license, clean driving record and pass a pre-employment drug test and physical.

VERY COMPETITIVE WAGES $18.00 - $22.00 Per Hour. Having a CDL is beneficial but not required.

BENEFITS * Health insurance (we pay 75% of the premium!!) *401K plan *Paid Vacation Please send resume to leslie@mildfence.com FOR SALE: BERGANDI WEAVING MACHINES 3-Full set of 12ft Bergandi Weaving Machines “Weaver F500-A. 1 unit is 3 years old; 1 unit is 6 years old and the other is 8-9 years old.

1-Full set of 8ft Bergandi Weaving Machine “Weaver F500A. If interested, please call: Shrinivas Kulkarni at 212-447-5220 or email skulkarni@aruvil.com.

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2022 COMMON GROUND ALLIANCE CONFERENCE AND EXPO ANNOUNCED The Common Ground Alliance Conference and Expo will be held in Anaheim, California from April 5 – 8, 2022 at the Anaheim Marriott.

The event will feature integrated committee meetings, industryleading speakers, breakout sessions and discussion groups, an interactive exhibit hall, and networking events and opportunities. It will also facilitate the development of concrete actions the industry can use to help reduce damages.

To learn more, visit www.commongroundalliance.com.

NATIONAL WATER SAFETY CONFERENCE ANNOUNCED The National Water Safety Conference will be held April 11 – 14, 2022 in Fort Worth, Texas. It is presented by the National Drowning Prevention Alliance. For more information, visit www.watersafetyconference.com.

What’s your Story?

Everyone loves a good story, and we bet you have a great one!

How did your fencing-related business begin? Or, how did your career in the fencing industry begin?

We’ll launch our Start-Up Story series soon, highlighting the background story of businesses and individuals. If you know someone with an interesting start-up story, or you would like to share yours, please let us know. Contact Christine at editor@fencenews.com.

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TM

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FEBRUARY 2022 | FENCE NEWS USA