Fence News, USA - January 2022 Issue

JA N UA RY 2 0 2 2

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

with Sharon Felcher PRESIDENT, NASCO

WOMEN IN FENCING

In This Issue

Agricultural Fencing Section

Negotiating - Strategies for Making Your Deal

Step-by-Step Guide to Choosing Gate Operators

FENCENEWS.COM | JANUARY 2022

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JANUARY 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)

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

• 2830/2835: Auto-locking with Passage Function • No need for a gate box or welding • Ideal for vinyl and ornamental gates

and zinc alloy plate • Color: Black • For Exterior & Interior Use

• Reversible Handing

• Weather Resistant

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FENCENEWS.COM | JANUARY 2022

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JANUARY 2022 | FENCE NEWS USA

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FENCENEWS.COM | JANUARY 2022

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SAFETY in a Snap with Safety Top Caps from NMI

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Cover Story

46 BlacklineHHP Introduces Semi-Private Fences To Its

Inventory 50 Locinox® Launches Magnetic Pool Gate Latch for

Chain Link Fences 56 Looking Back at 2021 and Moving Forward in 2022

by Tom Luby 62 The Value of What We Do by Mark Levin 64 Remembering Michael Schira Fence News Memoriam 2020 - 2021 65 Visit Fence News at Fence Tech 70 811

with Safety Top Caps from NMI 16 - 23 WOMEN IN FENCING 22 Top of the Chain with Sharon Felcher,

President of NASCO

Industry News

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

Business • Easy to install Management • Durable and flexible • UV resistant 8

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Bird Home Automation Introduces Biometric Access Control ArcSite Provides Almost-Instant Design and Pricing for Contractors Fencing Made Easy: Stockade Fence Senstar SymphonyTM Earns Industry Accolades ASSA ABLOY Acquires B&B Roadway and Security Solutions Redwood Empire Announces Operations in Houston Great Southern Wood Preserving, Inc. Acquires Escue Wood Preserving, Inc. AGRICULTURAL FENCING SECTION Behind the Wire with a Fence Ecologist Three Oklahoma Tech Companies Form Partnership to Benefit Cattle Ranchers Choosing the Right Fence for your Animal Application Using Deer Vision to your Advantage Post Collars Protect Farm Animals and Posts U-C Coatings Introduces New Wood Fence Stain A Step-By-Step Guide to Choosing Gate Operators

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FENCE NEWS IS A PROUD MEMBER OF THESE ASSOCIATIONS:

Get Fence News in your Inbox Management Corner - NEGOTIATING – Strategies for Making your Deal Management Corner - SEVEN – The Magic Number for a Sound Retirement Business Classifieds Reserve your Space in Fence News

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 Events & More

Advertiser Index All-O-Matic, 61 Ameristar/Assa Abloy, 11, 57 BD Loops, 10 DAC Industries, 51 D&D Technologies, 4, 5 Dandy Digger, 41 Deerbusters/Trident, 24 DKS DoorKing, 14-15 Dyna-Bignell, 68 Eagle Fence Distributing, 50 Eastern Fence, 36, 37

FLW International Wholesale Forest Products, 49 Fence Brokers, Inc., 24 Fencer’s Memoriam, Sponsored by Dynamic Tube & Pipe, 64 Fencing Supply Group, 9 Gregory Fence, 51 Homeland Vinyl Products, 45 InCord, 19 International Gate Devices, 12 Interstate Visions, 47

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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70 Events: Fence Training School Dates Announced, FenceTech/Metalfab 2022, ACI Testing Events Scheduled, 2022 Common Ground Alliance Conference and Expo Announced, National Water Safety Conference Announced

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

Iron World, Front Cover J.C. Gury, 62 Jerith/Assa Abloy, 13 Keener Dupont Wire, LLC, 54 L&C Enterprises, 58, 59, 69 LMT Mercer Group, 71 Locinox, 63 Lockey USA, 3 Maximum Controls, 55 Merchants Metals, 9 NAFCA, 38

Nationwide Industries, Back Cover National Metal Industries, 6, 35 Nebraska Plastics, Inc/Country Estate Vinyl Products, 31 Pexco, 29 Privacy Link, 41 Pro Access Systems, 34, 40 Quality Fence USA, 51 Redi Driver, 65 SCIW Fence Products, 44 Seco-Larm, 17

SKIDRIL,43, 53 Southwest Automated Security, 66, 67 Southwestern Wire, 25 Stain & Seal Experts, 39 Stain Track, 68 Stephens Pipe & Steel, 7 Titan Post Driver, 60 US Premier Tube Mills, 48 Wheatland Tube, 2 Wood Defender/Standard Paints,54

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.

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FENCENEWS.COM | JANUARY 2022

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Bird Home Automation Introduces Biometric Access Control Bird Home Automation, a Berlin-based manufacturer of “DoorBird” IP access control devices, is expanding its product portfolio to include door intercoms with an integrated fingerprint sensor. IP video door stations of the D21x series are now equipped with fingerprint technology from Fingerprint Cards AB, a leading global biometrics company based in Sweden. This enables biometric authentication via fingerprint.

With a DoorBird door station, homeowners and residents can see and speak to their visitors and delivery services on the go via smartphone and unlock the door when needed. Each door intercom features an HD wide-angle camera, motion sensor and audio system with echo and noise cancellation. Keyless access control via RFID or PIN code is now complemented by a new option: biometric fingerprint.

The full-frame touch sensor is based on patented technology by Fingerprint Cards AB and meets high convenience and security standards compared to line-based sensors. The fingerprint reader is fully integrated into the DoorBird software architecture and can be configured remotely at any time. Via app or web-based dashboard, the user can grant and withdraw access permissions, and also define which event should follow when a certain finger is detected.

For example, an internal or external relay can be triggered, or an HTTP(S) command can be carried out. To prevent manipulation attempts, the fingerprint scanner is temporarily locked after 10 unauthorized access attempts.

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JANUARY 2022 | FENCE NEWS USA

The fingerprint sensor is integrated in DoorBird models with one and two call buttons: D2101FV Fingerprint 50 and D2102FB Fingerprint 50. Each door intercom can store up to 50 fingerprints.

Furthermore, customers can create their own customized IP video door stations equipped with a fingerprint sensor and other individual modules via the DoorBird 3D Configurator.

“Thanks to the cooperation with Fingerprints Cards AB, we can fulfill many of our customers’ requests for high-quality IP access control devices with a fully integrated biometric fingerprint sensor,” says Sascha Keller, CEO of Bird Home Automation. “When it comes to collaborations, we always try to work with the best in their class, and that is why we have integrated this technology, which is characterized by a superior biometric performance and security, into our DoorBird IP video door stations.”

“We are excited about our collaboration with DoorBird, our first IP Door Station partner in EMEA, who now launched their D21x series with our fingerprint sensor, a solution that is suitable for smart homes, where biometrics bring convenience

and security,” says Michel Roig, senior vice president of Business Line Payment & Access at Fingerprint Cards AB. For more information about Bird Home Automation Group and DoorBird, visit www.doorbird.com.

FENCENEWS.COM | JANUARY 2022

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ArcSite Provides Almost-Instant Design and Pricing for Contractors ArcSite, a drawing and estimation app, was named one of Michigan’s best companies by Best Startup, an online publication dedicated to showcasing the great companies across America.

ArcSite received this honor in July of 2021.

“We help residential contractors design and quote jobs quicker and easier than using pen and paper,” says Andrew Neal, marketing content specialist with ArcSite.

Available on iOS devices, ArcSite allows fencing companies to draw and map out products including panels, posts, gates and more. Accurate and precise fence plans are created on the job site, helping businesses save time and close more deals.

Using ArcSite’s unlimited 2D canvas, prices are automatically calculated as you draw out the project, making takeoff and estimates nearly instantaneous. Estimators can pull in aerial images from Google maps, previous site plans, and other visuals to give customers and installers an accurate scope of work. “Adding location-based photos is as easy as snapping a picture on-site or importing images from your device’s photo library,” explains Neal.

Founded in 2015, ArcSite is headquartered in Grand Rapids, Michigan.

CEO and Founder Pei Zhan is an experienced software engineer who saw an opportunity to create an easy-to-use CAD program that would be more accessible for contractors, engineers and designers in the field.

Since its founding, ArcSite has grown from a small tech startup in the Midwest to one of the premiere SaaS companies for residential contractors in North America, Europe, and Australia.

“Fencing companies, both big and small, love ArcSite for its simplicity and professionalism. As a proud member of the American Fence Association,

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JANUARY 2022 | FENCE NEWS USA

ArcSite is committed to helping small business owners and their employees save time and impress their clients with beautiful drawings and instant proposals,” says Neal.

“We have a range of subscription plans to fit all types of users, from a one-person shop to an enterpriselevel company.”

ArcSite offers a free 14-day trial as well as a free demonstration and training session. Visit www.arcsite. com to learn more or call (888) 266-1843.

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FENCENEWS.COM | JANUARY 2022

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Fencing Made Easy:

Stockade Fence

International IGD Gate Devices

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SQUARE Frame: 2x2 SQUARE Posts: 4” & 6”

A stockade fence is a type of wooden fence made For customers looking for of tightly packed wooden boards. Unlike some an affordable, sturdy, and other varieties of wooden fences, there are no gaps “It’s like the gate is fence, smart-looking wooden between the boards of a stockade fence. Stockade 2” floating on air.” fences are one of the most convenient fence – Orlando, Florida a stockade fence may be the ROUND Frame: 2 1/2” OD options as they are easy to maintain and can serve Posts: 4” & 6” www.slidegate.net answer. According to the fencing ROUND many purposes, from handsome front-yard privacy 1-800-557-4283 (GATE) fences to sturdy backyard pet or small animal professionals at Beitzell Fence www.slidegate.net sales@slidegate.net 1-800-557-4283 (GATE) • sales@slidegate.net enclosures.

Company, stockade fences are This style of fencing is not only highly durable A B extremely popular because they and affordable, stockade fences also offer excellent privacy and come in many different wood varieties. provide a classic, homey look that When made with treated lumber they are even so many homeowners desire. more durable, often lasting years longer than an

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JANUARY 2022 | FENCE NEWS USA

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PINE. Another popular option for classic-looking, mid-grade fencing. Pressure-treated pine, especially Southern yellow pine, is one of the most popular wooden fences in the United States.

REDWOOD. High-grade fences that can last up to 20 years if treated. Redwood fencing is naturally resistant to sources of decay like weather and pests, and also provides insulation from sound.

PRESSURE-TREATED. This is a highly durable option treated with chemicals to extend the life of the wood. Treated wood repels water, insects and resists natural wear over time.

The height of a stockade fence can be customized but these are typically four, six or eight feet tall.

Because the wooden boards in stockade fences are built tightly together, there are no gaps in the fence, making the style an excellent choice for a homeowner interested in enhanced privacy.

Stockade fences are a great option for homeowners on a budget. Installation is made easier with pre-assembled panels. Maintenance is minimal.

Learn more about stockade fencing and other products offered by Beitzell at www.beitzellfence.com.

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FENCENEWS.COM | JANUARY 2022

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JANUARY 2022 | FENCE NEWS USA

FENCENEWS.COM | JANUARY 2022

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WOMEN IN FENCING While traditionally a male-dominated industry, the fields of fencing, gate operator and access control are seeing women take the lead. Many women bring a fresh perspective to the table, as well as new ideas and opportunities.

This January issue of Fence News kicks off a semiannual look at women in the fencing industry.

We look at the accomplishments made by these women and share their stories of success and perseverance.

Continued on p18

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JANUARY 2022 | FENCE NEWS USA

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FENCENEWS.COM | JANUARY 2022

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Kindness and Optimism Can Make a Difference

Ali Amigoni Distribution Program Manager, Praesidiad

As a distribution program manager for Praesidiad, Ali Amigoni finds that being a woman within the male-dominated fencing industry can be a refreshing change for her vendors and business contacts.

“Many times, people like speaking with someone different. I think being a female in this industry has helped me. There are many approaches I’ve taken along this journey and I’ve learned that I am just as strong as anyone or any gender,” Amigoni says.

Praesidiad owns Betafence, Guardiar and Hesco brands and is a global market leader of force protection solutions, integrated perimeter security systems, industrial mesh production, and fencing products. Amigoni’s day-to-day responsibilities include working with the Betafence brand to develop and execute the US distribution strategy.

This involves developing relationships with key distributors and resellers within the fencing market and supporting distribution operations and developing new partners.

“I strive to be a trusted advisor for all of my customers. Instead of being just another supplier or potential supplier, I want to be considered a strategic partner that the customer sees as an asset to reach their goals,” explains Amigoni. “Kindness

and optimism are helpful skills, especially when dealing with the public. Rudeness and being short with people can spread quickly and has a negative impact.”

She feels it’s important to become a person that adds value. “Don’t wait around for someone to realize the value you bring to an organization, or you’ll wait forever. You have to speak up. If you want to lead a team, say so! You have to appreciate and believe in yourself before others will. Let your voice be heard and stop trying to be a pleaser.”

The advice she would give to other women in the fencing industry is to stand up for yourself and command respect. “Stay confident in yourself and don’t be afraid to make mistakes. After all, we learn from the mistakes we make and no one is perfect,” she says. “Be assertive and trust yourself. Avoid getting easily offended and learn how to handle conflict. Never stop learning. Most customers and many colleagues have years of experience in the fencing industry, so listening and learning are crucial.”

For more information about Praesidiad, visit www.betafence.com.

Problem-Solving and Partnerships are Keys to Success

Andrea Hogan CEO, Fencing Supply Group

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JANUARY 2022 | FENCE NEWS USA

Andrea Hogan, CEO with Fencing Supply Group, says there are a lot of talented, hard-working women out there that may not think about coming into the fencing industry “ and we should change that.”

She says she has felt quite supported by her peers in her 30 years of being in the industry. She started in the industrial and building products distribution sector and entered the fence business in March of 2015. “I can point to a handful of wonderful co-workers and mentors who pushed and challenged me along the way,” Hogan says.

“They didn’t have the same style or approach; some were positive and optimistic, and others would create a ‘healthy tension’ but in all cases they were invested in my success. This dynamic doesn’t change, because each new experience requires inquiry, learning and support. I grew up playing team sports and I think the experience helped form my belief that you can’t accomplish much without the help of other people.”

Hogan says she’s juggled the work/life balance throughout her career. In fact, she left a lucrative position because of the necessary travel required for the job. “I love my family and I also love to

work! My husband and I made a choice to create a business locally so we could be with our children.

It wasn’t great financially, but it was well worth it. Many times, a work/life balance is too often influenced by someone else’s version of what that balance should or shouldn’t be.”

“Achieving success within any industry starts with listening to the customer,” she says. “What does the customer need, consistently, to be put in a position to win? What are the pain points, the issues? Then you must go and solve them; figure out how to make life easier for the customer. We sell to fence contractors and what they need is a supply chain partner; someone who is with them shoulder-to-shoulder making sure the materials show up on time, in the right quantity, etc. Then, when something does not go as planned, they need a problem solver. I think people who are successful in our industry are focused on getting things right the first time but are also engaged problem solvers; they care about supporting their customers.”

For women in the fencing industry, Hogan offers this advice: “I hope they stay, but not stay still. If you are in customer service or operations, engage, offer

Chris Ward-Homer President, Hampden Fence Supply

Treat Others Well

Chris Ward-Horner, president of Hampden Fence Supply, says her experience in leadership within the fence industry has generally been good. “When I first started in this industry 36 years ago, some of the older generation would not speak to me about business; they only wanted to talk with a man. However, that has completely changed.”

Originally, she worked in manufacturing. After obtaining her degree in accounting, Ward-Horner anticipated working in public accounting. In fact, she was hired as an accountant by Hampden Fence Supply in 1985. She became CFO in 1996.

“The owner, Robert Wilmes, gave me and my partner, James Crawford, the opportunity to buy the company in 2010,” explains Ward-Horner. “I really enjoyed the family atmosphere of the company and the flexibility management provided for me, so I decided to take the offer and buy the company and I became president.”

She has been treasurer of the North American Fence Contractors Association, or NAFCA, since 2014. One of NAFCA’s projects is rebuilding fencing at Arlington Cemetery each year. Hampden Fence Supply is one of the donors of materials, along with many other companies within the industry. “People in the fence industry come from around the USA to work on the project without pay. I am proud to be part of that,” she explains.

“My advice to men and women starting out in the fence industry is to work hard, treat your employees well, treat your customers how you would want to be treated, and be open to change,” she says.

Continued on p20

InCord

Custom Safety Netting Solutions

suggestions, speak with your manager about future roles. Be assertive and innovative starting with customer needs. If you are in a leadership position, get involved with the AFA or CLFMI, meet your peers and build a network.

The worst thing that could happen is you will make a friend.”

Hogan believes the fencing industry is wide open, no matter one’s gender.

“My hope, and in fact, what we are actively pursuing, is that people who want to lean in and build out a marketable skill will come into the fencing industry no matter their packaging on the outside or the plumbing on the inside. Once we get them in, the majority will stay because this industry has wonderful people in it who work hard and support each other.”

Andrea with Doug Boles, president of the Indianapolis Motor Speedway, during the Project 100 renovation. Merchants Metals supplied the chain link fabric for the reinforced fencing to separate the race cars from the fans.

FENCING, BARRIERS, CROWD & ANIMAL CONTROL

incord.com / 860.537.1414

FENCENEWS.COM | JANUARY 2022

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A Different Way of Doing Business

Meredith Ritz Shay CEO, InCord

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JANUARY 2022 | FENCE NEWS USA

Before Meredith Ritz Shay turned 30, she became CEO of InCord, the largest manufacturer of safety netting in North America and created NetPlay USA, a joint venture with InCord’s primary supplier in Germany.

Shay’s father, Ed Ritz, founded InCord when she was in kindergarten, and although she spent many summers and afternoons after school working in the office and on the production floor, she says it was never her plan to join the company. “I thought I’d be working internationally in business and prepared for that by pursuing a double major in both international business and Spanish.” But after graduating from college in 2011, she applied for and accepted an entry level position as a Project Manager at InCord. “That’s when I fell in love with the job and the company,” she says.

Over the past 10 years, Shay worked her way up the management track with InCord, constantly learning and refining her leadership style. “We operate by servant leadership here and I really enjoy helping employees use their skills to elevate themselves,” she explains. “Treating employees right, supporting their goals, caring about their personal life, benefits them and our company.”

As a woman in an industrial leadership role, Shay says she has never really felt a lack of support. “However, I always felt like I needed to over-compensate in my achievements to merit equitable pay. I also felt considerable personal guilt while trying to balance my family and career, but thankfully, other women in the industry gave me guidance in this area. I certainly try to do the same.

I’ve learned that being 100% present is paramount.

When I’m at work, I am only focused on work, and when I am home, my husband and children have my undivided attention. I’m lucky to have a family that supports my career and work for a company that supports my family – which makes it easier to find that balance.”

Shay feels there is a huge benefit to balancing the masculine and feminine in the workplace.

“It’s not necessarily gender, but there are general traits associated with masculinity and femininity required in equal amounts to make the best decisions. For example, masculine associated traits of confidence, responsibility, courage, discipline, assertiveness, protection and giving are needed in equal parts with feminine associated traits of intuitiveness, receptiveness, stillness, sensitivity, emotion, collaboration, and nurture. So many manufacturing businesses have a need for more of the feminine qualities to balance out decisionmaking at all levels, and this is a huge area for more feminine people to feel empowered to play a role in the industry and in advancing their careers.”

Shay says she is most proud of the community within her company. “There are so many ways we care for each other, in our jobs as well as life in general. Work is a privilege, especially getting to work with my coworkers, our suppliers, and our customers. I’ve met so many people who are inspiring and doing such great things in the world, all because of my job!”

Looking ahead, Shay feels very optimistic. “I am most excited for the new technologies, materials and opportunities to make our products more sustainable and the world a safer and more beautiful place.”

Teamwork is the Foundation for Success

Jen Klassen Co-Owner, DAC Industries, Inc.

Jill Thorpe Co-Owner, DAC Industries, Inc.

A financial advisor and a physician assistant might seem like an unlikely pair to run a fence industry manufacturing business, but that’s exactly what sisters Jen Klassen and Jill Thorpe do at DAC Industries, and they’ve been doing it well for 20 years.

Their father, Dan Hickey, co-founded DAC in 1985 alongside business partner Cal Kooistra, with a goal to provide the fencing industry highquality gate hardware. The company manufactures industry standard items as well as hard to find sizes and unique hardware, all proudly made in the USA. DAC has grown significantly over the past 35 years with Klassen and Thorpe involved from the early days. “From a young age, we assembled AutoLatches on our living room floor, counted screws for parts bags, and helped with basic office work,” says Klassen.

“We were proud of the success of our dad’s company, but neither of us had plans for DAC to be our full-time career,” adds Thorpe. “We successfully pursued our own career paths after college, but always remained connected to the company. As DAC grew and the opportunity for us to become more involved presented itself, it seemed like a natural move for both of us to join the company.”

Today, as the co-owners of DAC, the two sisters each manage multiple responsibilities within the business. “We’ve found a balance that works for us,” says Klassen. “We spend a lot of time together at work, we live within a mile of each other and our children are very close in age. It’s a good thing we get along well!”

Thorpe says being a female in the manufacturing industry was never daunting to them because they grew up in the business. “Although we’ve had our share of requests to ‘speak with a man,’ and been referred to as the ‘office girls’ or ‘secretaries’ over the years, those types of comments are few and far between now,” she says.

“I think we have been around long enough to have proven our capability to our customers,” adds Klassen. “It is great to see more and more women in the industry in recent years and we hope to see even more in leadership roles in the future.”

Thorpe says balancing home and work is a constant struggle, as it is for every working parent.

“We are very fortunate to have family close by and rely on their help. Our parents may have officially retired but have transitioned into drivers/ homework helpers/sport spectators for their five grandkids. Technology has come so far, and we are both able to work from home as well.” Klassen says one of the biggest lessons to come out of 2020 was that “flexibility and ability to adapt to changes are essential for a small business to thrive.”

Both Klassen and Thorpe agree there are certain characteristics, not necessarily genderspecific, involved in building a successful business, including good communication, timeliness, attention to detail, the ability to multi-task and build strong relationships with customers.

“At DAC, we are most proud of creating a work environment where employees feel valued, enjoy working and are happy to help each other out, as well as the reputation we’ve established as being a company that prides itself on quality products and excellent customer service,” says Thorpe. “DAC was built on a solid foundation, and we a have great team of dedicated employees. This sets the groundwork for growth, and we are looking forward to launching some exciting new products in the near future.”

Klassen adds that having a strong team that works well together and shares the same goals is critical for growth. “This allows Jill and me the freedom to focus on some larger projects to better serve our customers.”

Klassen and Thorpe say the golden rule will always be foundation for their success. “We go out of our way to make sure each customer’s needs are met, from having well-trained knowledgeable employees who provide exceptional customer service to using the fastest shipping for their products,” says Klassen. “Our customers are the reason we are in business and we are committed to treating them well.”

FENCENEWS.COM | JANUARY 2022

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with

Sharon Felcher PRESIDENT, NASCO

As president of NASCO, Sharon Felcher has almost 40 years of experience in the fencing industry and has created a unique path. As with many of us, her career path has had some unexpected turns, but it’s led to her being at the top of her game today.

Read on to learn how she’s handled adversity and how she defines success.

WHAT FALLS UNDER YOUR CAREER UMBRELLA? With NASCO, I import and distribute fence products, working with a variety of suppliers from all over the world. I enjoy working with a wide variety of people and we’ve developed a great synergy over the years. I wear many hats, as my responsibilities range from sales to sourcing products and supplies to execution.

WHAT WAS YOUR CAREER PATH? Upon graduating from Boston University with a degree in education and later a master’s degree in language, I taught briefly, but felt a nudge from my intuition to consider the business world. My father owned several businesses, one of them being a plastics company. During college, I worked with him in that business and really enjoyed it. As I contemplated my future and career, I decided to take a different path from education and move into the business world.

I started working at an international trading company in Manhattan as an assistant to the commodities trader. Shortly after, they formed a joint venture with another company involved in the fence industry. In 1982, I was asked to join the sales force and I attended my first fence show in Orlando. Today, I own the company and the rest is history.

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HOW DO YOU MANAGE THE EVERPRESENT WORK/LIFE BALANCE? During the earlier years of my career, finding that balance was a challenge. I think it’s difficult for most parents when their children are young. We try our best and that’s really all we can do. I relied on family and friends to help me manage many of my responsibilities.

Fortunately, thanks to all of the support, both my career and family have flourished.

WHAT ADVICE HAVE YOU RECEIVED AT SOME POINT THAT RESONATED WITH YOU? Cherish your customers or someone else will.

HOW WOULD YOU DESCRIBE WORKING IN THE FENCING INDUSTRY? It’s exciting and rewarding. Customers have become like family and friends over the years and it’s these relationships that make me enjoy going to work every day. I love my job because I truly enjoy the people I deal with. To me, being successful means doing what you enjoy and what you find meaningful. Dealing with people, finding the appropriate supplies, ensuring they arrive when promised (as often as possible), and knowing you helped your customer solve a problem is rewarding.

WHAT ADVICE WOULD YOU GIVE SOMEONE WHO IS JUST STARTING OUT IN THE FENCING INDUSTRY? Don’t let anyone tell you that you can’t do it!

When I first started in this business in the early 80’s it was difficult to be a woman in a maledominated industry; but today, I’ve made my path, I’ve proven my abilities, and I enjoy what I do and the people I get to work with.

The most important factor is knowing your products and understanding your customer’s needs.

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.

ASSA ABLOY Acquires B&B Roadway and Security Solutions

ASSA ABLOY Entrance Systems recently 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 up by Keith Armour. 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 about BBRSS, visit www.bbrss.com.

FENCENEWS.COM | JANUARY 2022

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Redwood Empire Announces Operations in Houston Polypropylene Welded Wire Fixed Knot Steel Hex Shop online at tridentfence.com

Redwood Empire, a Division of Pacific States Industries (PSA), recently began operations in Houston, Texas. PSI purchased the facility in December 2021. Redwood Empire is owned by the Burch family from California, and is celebrating 55 years in business.

Operations include a Redwood lumber sawmill, redwood fence, post and rail mill, value added operations, treating plant and distribution centers throughout Northern California. Operations are supported by family-owned Redwood and Douglas Fir timberlands.

Formerly operating as a bulk distribution center for the Home Depot, the site is ideally situated near the port of Houston. The property is on 20 acres with nearly 200,000 square feet of covered storage and two rail spurs capable of spotting six cars. This will operate as a Redwood Empire Distribution and value-added facility focused on domestic and imported softwood and hardwood with an emphasis on redwood, North American cedar and sugi.

Redwood Empire began importing lumber from South America and Asia in 2001 and has been at the forefront of popular species such as ipe and sugi lumber and fencing. Redwood Empire continues to be one of the largest importer and distributor of the species today. Sales for this location will be handled out of the Redwood Empire’s west coast sales office at (800) 800-5609.

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Great Southern Wood Preserving, Inc. Acquires Escue Wood Preserving, Inc.

Great Southern Wood Preserving, Inc., a leading producer of pressuretreated wood for residential, farm, commercial and industrial uses, has acquired the assets of Escue Wood Preserving, Inc of Millwood, KY. With the asset acquisition of Escue Wood Preserving, Great Southern Wood further strengthens the distribution coverage area for its YellaWood® brand pressure-treated pine, as well as other products, into markets that stretch from the Florida Keys to Texas to Canada, including all or parts of 28 states and the District of Columbia.

“This represents the combination of two leaders in the building products industry,” said Jimmy Rane, chairman, president and chief executive officer of Great Southern Wood. “There are many similarities between our two companies. Our organizations have a combined 90+ years in the industry.

We share the same values, work ethic, focus on product quality and a genuine passion for customer service. Plus, the addition of such a strong, experienced and dedicated team from Escue Wood Preserving to our organization bodes well for the future. Bottom line, this is a good fit for both organizations and the customers we serve.”

Kevin Escue, owner of Escue Wood Preserving, said, “Great Southern Wood’s systems, resources and ability to source products on an international scale will benefit Escue’s customers for many years to come while providing its employees a similar customer-oriented culture. Our goal has always been to be a trusted resource to the customers we serve while being the kind of company people would be proud to work for. The entire Great Southern organization shares this same mindset which makes this an exciting move for us.”

About Great Southern Wood. After getting its start with one small plant in 1970, today Great Southern Wood and its subsidiaries operate 37 distribution locations with a coverage area that covers all or parts of 28 states and the District of Columbia, as well as much of the Caribbean and Latin America, and part of the European Union, Mediterranean region and China. Full-service lumber treating plants are located in Abbeville, AL; Conyers, GA; Mobile, AL; Muscle Shoals, AL; Columbus, TX; Bushnell, FL; Jesup, GA; Buckner, MO; Glenwood, AR; Brookhaven, MS; Mansura, LA; Fombell, PA; Hagerstown, MD; and Rocky Mount, VA. The company has also diversified into logistics, distribution of alternative building products, remanufacturing operations, sawmill operations, and the restaurant business.

FENCENEWS.COM | JANUARY 2022

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AGRICULTURAL FENCING

Behind the Wire with a Fence Ecologist

By Michael Park Originally printed in High Country News www.hcn.org/issues/53.10/north-wildlife-behind-the-wire-with-a-fence-ecologist Photo Credit: Kathy Lichtendahl

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JANUARY 2022 | FENCE NEWS USA

How researchers are using science and data to help wildlife.

Volunteer Jimmy Owens removes a strand of barbed wire from a fence during an event called the Four Bear Fence Tear near Wapiti, Wyoming, in May.

Two pronghorn contemplate crossing a barbed wire fence blocking access to the rest of the herd near Clark, Wyoming.

One smoke-tinged July morning on Horse Prairie — a plateau of big sagebrush and dusty washes overlooking Horse Prairie Creek in southwestern Montana — a man sat at the helm of a skid-steer loader. Attached to its front was a spool-like contraption called a Dakota wire winder and post puller. Four volunteers threw up their thumbs — Ready! — and the man flung a switch. The winder spun up, and a stretch of woven wire fence lying on the ground jerked into motion.

Soon, a hundred-plus years of tangled Western history had become a tidy bale.

Andrew Jakes joined the volunteers in a cheer. The group was the last in a two-week parade of helpers who had come out to Horse Prairie, and Jakes believed their hard work wrestling fences would be worth it.

Jakes is a biologist with the National Wildlife Federation and an expert on pronghorn antelope. In 2018, he and four colleagues published a paper calling for more research on how fences affect ecosystems.

They also coined a term: “fence ecology.” Today, the growing subdiscipline is not just revealing how fences can harm Western wildlife; it’s also informing solutions.

Fence ecology research shows that the West is a wiry place, containing enough fencing to circle the equator 25 times. Sage grouse, peregrine falcons and other

birds collide with fences, and ungulates must navigate an endless obstacle course. A 2021 paper found that pronghorn in Wyoming encountered fences an average of 249 times in a single year and changed their behavior around the barriers nearly 40% of the time.

Fences often ensnare and kill large animals; woven wire with barbed wire on the top, like that on Horse Prairie, is particularly lethal. Fences also separate mothers from calves, exclude herds from prime habitat and exhaust and injure animals. “Probably a quarter to half of (pronghorn I’ve seen) have scarring at this point, from trying to get under,” Jakes said.

A number of nonprofits, land trusts, ranchers, tribal nations and government agencies have already removed or modified thousands of miles of harmful fences. But because fences are difficult to study, these projects haven’t had much science to guide them.

There is no global fence map, as there is for roads; fences are hard to see on satellite imagery. And even as satellite-based mapping improves, researchers say it’s difficult to distinguish between an impassable wovenwire fence and, for example, a dilapidated or smoothwire fence that’s more permeable to wildlife.

Recently, though, fence ecologists have begun to unravel some mysteries. Using models, they’ve estimated the locations of fences over large areas and FENCENEWS.COM | JANUARY 2022

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AGRICULTURAL FENCING

A herd of elk heads west toward the mountains after crossing busy Highway 120 just north of Cody, Wyoming, in the spring of 2021.

painstakingly mapped them in a number of important habitats. And they’re studying the paths of GPS-collared animals: If a mule deer makes a 90-degree turn in a section of roadless rangeland, for example, it could be because of a problem fence.

On Horse Prairie, one of Jakes’ colleagues, Simon Buzzard, combined all three tools — modeling, mapping and GPS-collar data from a Montana Fish, Wildlife and Parks pronghorn study — to identify stretches of fencing that appeared to impede ungulate movement. “We had collars from 40 animals,” Buzzard said. “Many of them stopped right here,” at the 2.1-mile stretch that the volunteers took down in July.

The removal effort was the result of a cost-sharing agreement among the National Wildlife Federation and the landowners on either side of the fence: the Bureau of Land Management and two ranchers. The section that came out is the first of 10 miles of fence that Buzzard and Jakes hope to fix through a National Fish and Wildlife Foundation grant this year.

Still, the sheer scale of fencing in the West presents a daunting challenge, and many questions remain unanswered. For example, how do fences affect the long-term health of wildlife populations? And how do different species learn about and use wildlife-friendly fences? “Until we have a large amount modified and recorded,” said Wenjing Xu, a Ph.D. candidate at UC Berkeley who has led or co-authored several recent fence ecology papers, “we don’t know how well or fast (animals) will respond.”

Back on Horse Prairie, piles of fencing were stacked on a flatbed trailer by noon. The following week, a contractor would put up a four-strand barrier with a barbed top wire 42 inches off the ground — low enough for “jumpers” like elk, deer and moose to go over — and a smooth bottom wire 16 inches above the earth, high enough for pronghorn, as well as calves of other ungulates, to slide under. (Jakes’ research shows an 18-inch bottom wire is even better, but for now, he said, 16 inches is a major step forward.)

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JANUARY 2022 | FENCE NEWS USA

Animal hair caught in the barbs of a traditional barbed wire fence in Clark, Wyoming.

“Yesterday, we saw nine elk with one little calf,” Buzzard said to Jakes as they drove across the newly reopened range. “If that old fence had been up, would that calf have been able to cross under?”

Link to original article: www.hcn.org/issues/53.10/north-wildlife-behind-the-wirewith-a-fence-ecologist

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AGRICULTURAL FENCING

Three Oklahoma Tech Companies Form Partnership to Benefit Cattle Ranchers

Oklahoma-based technology companies LandScout, AgBoost and SmartStock recently announced a partnership to integrate their agricultural software platforms. The alliance was formed to benefit cattle ranchers and livestock producers both statewide and across the nation.

The collaboration between Land Scout, AgBoost and SmartStock provides a seamless platform that will assist cattle ranchers in the most critical aspects of ranch management such as real-time herd location, gate monitors, genetic testing for optimal breeding and continuous animal health monitoring.

Land Scout’s ranch management software gives users a wide range of tools to connect all their land, herds and resources in one platform.

Water, gate and pasture monitors are built into the software that allows ranchers to monitor water levels and remotely turn on water to refill tanks, knows when a gate is open, or a fence is down, and establishes and manages pastures from crops to herd rotation.

“Land Scout for ranch and herd management provides real-time animal health and location 30

JANUARY 2022 | FENCE NEWS USA

monitoring for our clients,” explained Trent Stoker, Director of Sales and Marketing for Land Scout.

“Partnering with AgBoost and SmartStock adds deeper value by integrating critical genetic and health data, which will allow our clients to build better breeding plans for their herds and provide a higher quality product to their markets. It just makes us proud to have three Oklahoma-based tech firms focused on disrupting ag technology.”

AgBoost gives livestock producers the ability to track herd performance data and inventory to assist in a successful breeding program that provides better results for a sustainable herd that continues to perform and produce. “Our partnership with Land Scout and SmartStock increases our brand visibility with potential customers and also gives our existing customers additional tools and expertise that will continue to improve productivity and sustainability,” said Sean Akadiri, founder and CEO of AgBoost.

SmartStock’s herd management technology system has designed a digestive track “bolus” similar to a tracking and monitoring device that is inserted into a dairy cow’s digestive track to

monitor health and vital signs. Each bolus comes with a unique animal identification number that assists with tracking and monitoring. “The bolus monitors core body temperature and other health data parameters which are sent to the Land Scout platform database program on a continuous basis,” said SmartStock CEO Bill Ardrey. “The bolus sends immediate, real-time alerts notifying the owner of any possible illness or adverse health events in any of their livestock, which ultimately leads to improved herd management efficiency and increased overall productivity for dairy farmers and ranchers. This technology dovetails perfectly with the software platforms offered by both Land Scout and AgBoost.”

The three software systems of Land Scout, AgBoost and SmartStock are all designed to easily integrate with each other’s platform, enhancing and augmenting the features, benefits and performance to offer improved outcomes for cattle industry users.

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AGRICULTURAL FENCING

Choosing the Right Fence for your Animal Application

Animal type and their safety needs are important factors to consider before installing a fence, says Steven Sarson, a Bekaert Fence Pro and Technical Sales Manager. “Just as with a fence for a home, fencing for animals isn’t a one-size-fits-all product.

Some animals are easier to fence in than others – and depending on the animal, some fence styles pose safety risks,” explains Sarson, who has spent nearly 30 years helping customers select the right wire for their projects.

CATTLE Because cattle are rather easy to fence in, a variety of wire types and styles work well.

Stocking density is the largest factor to consider when selecting fence for cattle.

“Depending on stocking density, a fence is either a physical barrier or a boundary,” explains Sarson.

Finding the best fence style to meet containment goals and animal safety depends on animal type, fence location and stocking density. With these considerations in mind, Sarson shares his suggestions. “I know customers who are able to keep animals in and safe with all kinds of fence styles. However, experience has taught me the best and safest ways to keep animals and their owners who care about them safe, so those are the suggestions I share.”

Low stocking density: • Same designs as above for barbed and smooth wires. However, fewer wires can safely be used.

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JANUARY 2022 | FENCE NEWS USA

High stocking density: • Woven wire • Four to six strands of barbed wire • Four to six strands of smooth wire, two to three strands of which are electric

HORSES Sarson recommends using an S-knot, 2x4inch, non-climb woven wire for horse fence applications. He says the S-knot does not catch on their hide if they rub up against it and the 2x4 -inch opening will not allow a foal’s hoof through, making it safer for the animals. “Horses have a tendency to kick or paw at a fence, so openings need to be small.

I’ve heard if you can put a soda can through a fence opening, a horse’s hoof can get caught.”

Sarson also recommends horse owners avoid barbed wire because of the risk to their hides.

He cautions against types of woven wire with larger openings.

GOATS AND SHEEP Sarson refers to goats as “escape artists.” With this in mind, he recommends an S-knot, 4x4-inch or fixed-knot woven wire with 3 or 12-inch-wide openings. Because of a goat’s tendency to stick their head through a fence, Sarson advises keeping openings larger than 6 inches or smaller than 4 inches. Similar fencing works well for sheep. In addition, Sarson says some customers have good luck with five or six strands of smooth wire, if a few are electric.

HOGS Two options work well for free-range hogs: 35-inch-tall, fixed-knot woven wire fence or three to four strands of smooth wire that are electric.

Llamas If raising a herd of llamas, Sarson recommends a 4 to 5-foot high, woven wire, fixed-knot fence. However, Sarson also knows producers who run a few llamas with their sheep and have success using five or six strands of smooth wire with a few electric. “I don’t recommend barbed wire because you run into hide damage issues.”

DIVERSIFIED LIVESTOCK “Believe it or not, there is a fence that will work to keep in a menagerie,” Sarson says. He explains the best option for a wide mix of animals is a fixed knot woven wire fence, 13 horizontal line wires, 48-inches tall and a 3 or 12-inch vertical (stay) wire. “Woven wire designs are best. They will save time and will cost less per foot.”

He also recommends buying fencing wire that is high-tensile. “Tensile strength is the resistance of steel or another material to break under pressure,” Sarson explains. “The higher tensile strength and smaller gauge results in a lighter yet stronger wire, which reduces cost-per-roll, risk of sag and the number of fence posts needed to complete the project.”

Sarson also recommends considering the protective wire coating for a fence’s longevity. “Coating durability depends heavily upon climate. In the Northeastern U.S. where I live, or in the Southeast, there is a lot of moisture and humidity in the air, as well as corrosive acid rain, so I suggest using the best coatings available. In the Midwest or West, where the climate is drier, a fence with a lighter coat weight may work as well as a heavier coating does in the Northeast. Remember, a Class 3 coating is three times heavier than a Class 1 coating.”

Visit www.bekaert.com to learn more and find more tips, techniques and fencing best practices on the link to their new YouTube channel.

Using Deer Vision to your Advantage Deer can be a nuisance in your yard or garden. A deer exclusion fencing solution can keep them out. In order for a deer fence to be effective, the fence has to be high enough, according to DeerBusters, an industry leader for deer fencing and garden fencing options across the United States. Deer are excellent jumpers and can clear a 7 ft. fence with ease. To combat this skill, an 8 ft. fence is recommended.

The reason a tall fence is more effective for deer is based on how their eyes work.

A deer’s eyes are positioned more on the side of their head, giving them a full 360-degree vision range compared to the 180-degree range of a human. While being able to see on all sides has its advantages, it also comes with a disadvantage – depth perception.

Deer are not able to gauge how high something is due to their lack of depth perception. This provides an opportunity for deterring deer from jumping into your yard or garden. They will typically not want to risk injury by jumping without being able to judge the height. In this instance, deer would prefer to simply go around the obstacle.

DeerBusters also recommends adding warning banners to make sure the deer notice the fence. Warning banners are a small piece of the prevention puzzle that may seem insignificant, but are very effective in alerting a deer to the presence of the fence. Deer have black and white vision so using a black or white banner to contrast the environment will make it more visible to the animal.

Learn more about deer exclusion fencing at www.deerbusters.com.

FENCENEWS.COM | JANUARY 2022

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AGRICULTURAL FENCING

Post Collars Protect Farm Animals and Posts It’s all part of life on a farm – livestock and wildlife like to sharpen and clean their teeth on fence posts.

While they are having a great time chewing and rubbing, they are also damaging the posts. The exposed wood left behind after a good chew is open to the elements. Wind, rain, snow and ice over the winter months will cause more damage. The moist wood will expand and contract, splitting the post.

And with the protected outer layer gone, the summer sun will get to work on the wood, finishing off what the winter left behind.

Livestock can also be harmed. Horses and cows may eat the chips, which can cut their stomach lining and bring about infection. Farm animals can get colic and stomach ulcers from the wood, with severe consequences. All the wear and tear on the teeth can also shorten the life of the animal. There are spray coatings available that deter animals from chewing on posts, but these may actually poison the animal.

So, is there a solution for protecting fence posts without Continued on p38

OPEN WIDE! When a project calls for a large gate turn to Pro Access Systems and Doorking to meet the specifications.

With over a 20 years of gate system design and fabrication expertise, Pro Access has been supplying premium quality gates for critical infrastructure security applications including Commercial / Industrial, Energy Distribution, Transportation, Municipal Facilities and Residential Properties.

Pro Access Systems specializes in large systems and is a leading single-source provider of integrated gate hardware, access control solutions with experienced technical support.

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Atlanta (770) 955-4411 / Charlotte (704) 313-0300 / Chicago (630) 426-0022 Denver (303) 288-1700 / Tampa (813) 881-1200

JANUARY 2022 | FENCE NEWS USA

www.G8Pro.com

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JANUARY 2022 | FENCE NEWS USA

About Eastern Wholesale Fence, LLC: Eastern Fence is celebrating its 50th year in 2021. 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.

We are very excited to announce that Eastern Wholesale Fence, LLC has acquired Shoreline Vinyl Systems, Inc., Coastal Aluminum Manufacturing, LLC, and related companies based in Denton, Maryland. We are thrilled to be joining forces with the entire team at Shoreline and Coastal. Together, we will now be able to provide unparalleled customer service, and an industry leading breadth of products from New England to Florida.

800-339-3362 | www.easternfence.com

FENCENEWS.COM | Wholesale JANUARY 2022 Reserved.

37 Eastern Fence LLC ©2021 • All Rights

AGRICULTURAL FENCING Continued from p34

harming animals? Yes, Fence Armor® Post Collars do both.

“We get many calls from farmers and homeowners about problems with animals and fence posts,” says Al Martins, director/owner of Fence Armor®. “The cows and horses like a good old chew, while dogs, cats and wildlife like to spend time on the round fence posts. These animals, particularly the larger ones, can do a lot of permanent damage and will cost the landowner money. When we tell them we have the perfect solution, they are both surprised and glad. Our Post Collar products are attractive and offer lifelong protection.”

Fence Armor’s Post Collar is a simple innovation that does a big job. Made of American galvanized steel, the collar provides round fence post protection. They are easy to fit and come in a size that adjust to suit posts from 3” inches to over 7” inches. Each collar has pre-punched slotted holes for easy adjustment to both diameter and taper giving it a secure clean fit to you posts.

At the bottom of the fence, damage from mowers, trimmers and even animal hooves can have the same consequences. Fence Armor Post Guards will keep the posts safe and offer excellent round fence post protection.

Maintenance is easy as well. Post Guards and Post Collars can be easily removed for maintenance, then reattached.

Fence Armor is also used at the top of post to protect posts from horse cribbing.

“Once you have our fence Post Collars in place, property owners can stop worrying about their farm animals and fence posts,” says Martins. “Both will be protected for years.”

Visit www.fencearmor.com for mor information.

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JANUARY 2022 | FENCE NEWS USA

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SCAN THE QR CODE TO LEARN MORE. © 2022. All Rights Reserved by Stain & Seal Experts and Expert®™ Stain & Seal.

FENCENEWS.COM | JANUARY 2022

39

U-C Coatings Introduces

New Wood Fence Stain U-C Coatings, a manufacturer of wood protection products, introduces Fence Guard® Stain Concentrate, an innovative new wood fence stain from its Eco Chemical division in Seattle, Washington.

Fence Guard is a concentrated water-based alkyd stain designed specifically for wood fences.

It’s available in 1.5 gallon and 5-gallon sizes in Natural Cedar, Expresso, Cocoa Brown and Western Redwood; these semi-transparent colors satisfy the majority of market color preferences. The concentrate is mixed with two parts water to make a ready-to-use stain. This offers customers the equivalent of 15 gallons of working stain solution from one 5-gallon pail of concentrate.

Fence Guard Stain Concentrate can be used on any residential or commercial softwood fence installation, old or new, including cedar, SPF and pressure-treated wood. Fence Guard provides the superior protection and beauty of a penetrating alkyd oil stain with high-quality oxide pigments for lasting color. Once blended with water, the resulting ultra-low VOC stain-working solution is

ENTRY PRO

easily applied using a brush, roller, pump sprayer or airless sprayer to achieve uniform color and coverage.

Fence Guard’s concentrated formulation offers exceptional convenience and economy. Rather than charging fence customers for water, this new

To learn more, visit www.uccoatings.com.

On Guard.. .

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performance record as a leading access control solutions for industrial,

JANUARY 2022 | FENCE NEWS USA

product provides the concentrated ingredients of a high-quality stain that can be more conveniently stored and transported. Fence Guard’s attractive alkyd finish rivals that of oil-based stains, with a water-based formula for easier preparation and application. Clean up from any overspray on the job is much easier than with an oil-based product, and the risk of claims or call backs is greatly reduced. Fence Guard also delivers on economy, with a lower applied cost per square foot than most oil-based stains.

Fence Guard Stain Concentrate reflects U-C Coating’s 50 years of experience in developing innovative specialty coatings, drawing on Eco Chemical’s leadership in wood stain formulating.

U-C coatings wood protection products are used in a variety of industries, including softwood and hardwood lumber production, logging, wood products manufacturing, fencing, woodworking and wood decking markets.

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FENCENEWS.COM | JANUARY 2022

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A Step-By-Step Guide to Choosing Gate Operators

Selecting the right gate operator for your customer can be an involved project.

Mark Mattson, Linear® Access Control product manager at Nortek Control, has developed a series of questions, answers and useful tips to help fencing professionals guide their customers.

Mattson has nearly two decades of experience in the access industry and has worked in several roles from operations to marketing to engineering under the Linear access control brand.

“As you know, there are multiple factors to consider when selecting the best operator to meet the customer’s requirements. To help sort this out, we’ve compiled a list of the important questions to answer that will help direct you and your customer to the best solution,” Mattson says.

He recommends the following questions: What type of gate will the operator be used for? “Ensure that it is only intended for vehicular use as gate operators are not recommended for pedestrian use as serious injuries to people can result from many situations that arise within the surrounding area of a moving gate,” he explains.

“A good thing to consider in the decision is that UL 325 regulations have the requirement that pedestrians must not use an opening which is automated for vehicular use.”

For a slide gate, is it cantilever, overhead, v-groove track, roller or enclosed track gate?

For a swing gate, what is the material used and how much of the gate area is covered? Will wind be a factor in the gate operator’s operation?

Is the gate new or existing? If the installation is on an existing gate, it is recommended that the installer open and close it manually to ensure a smooth operation. “Remember, gate operators do not correct gate problems,” Mattson says.

In addition, existing gates that are to be automated must meet the ASTM F-2200 standard for gate construction. Also, does the gate require roller covers? Are the pinch points protected? And, if it is a slide gate, does it include a screen to 2.25 inches?

What is the length, height, and weight of the gate? Is there anything about its construction or installation that prevents it from moving freely or smoothly?

Will the operator be subjected to prolong temperatures that are below freezing? If so, your customer may want to consider adding a heater or cold weather package.Is the installation a single gate or paired dual gate application? Some operators, such as the Linear APeX controller equipped operators enable two gates to be

networked together to work as a pair in a dual gate installation. Be sure your supplier includes shielded cabling in the quote, which is needed to support the networked application. Other operators, such as Linear’s PRO-SW series operators offer both arms to be driven by a single controller.

How many cycles will the gate open and close per day? Gates that have a high-duty cycle require a heavy-duty gate operator system. “For high cycle gates positioned away from pedestrian locations, you should consider a variable speed operator; that is a much more efficient and cost-effective solution and one that offers the ability to smoothly move a large, heavy gate at considerably higher speeds,” explains Mattson.

What voltage and phase are required for the gate to operate? This is generally dependent on what voltage is available at the site. “It is recommended to use the highest voltage available at the site along with 3-phase power if it is available,” Mattson says.

How will the gate operator be physically installed? Some operators are designed to be pad mounted, and others post mounted. There is some flexibility in making this decision as many suppliers offer kits to post mount a pad mount operator and pad mount a post-mount operator.

Continued on p44

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JANUARY 2022 | FENCE NEWS USA

RIG-MOUNTED RIG-MOUNTED POST POST DRIVER DRIVER HP1000SS HP1000SS ULTRA ULTRA HEAVY HEAVY DUTY DUTY HIGH HIGH POWER-TO-WEIGHT POWER-TO-WEIGHTRATIO RATIO ONE MAIN MAIN MOVING MOVINGPART PART LOW-FLOW LOW-FLOW REQUIREMENT REQUIREMENT • High-impact High-impact force force • Uses Uses less less than than88GPM GPM • Patented Patented accumulator accumulatorreduces reducesrecoil, recoil,adds adds power power • 6” 6” driver driver tool tool standard standard • Near Near perfect perfect center centerof ofgravity gravity • Highest Highest hitting hittingforce forceper perpound poundofoftool tool • Self Self lubrication lubricationprevents preventsdamage damage • Closed Closed circuit circuithydraulics hydraulicscreates createsno noexhaust exhaust • Drives Drives wood wood and andsteel steelup upto to6” 6”diameter, diameter, guard guard rail rail and andmore more • Drives Drives stakes, stakes,rods rodsand andpins pins • Runs Runs off off of of skid skidsteer steerloaders loadersand andtractors tractors • Can Can be be slung slung or orhard-mounted hard-mounted • 11year year parts parts and andlabor laborwarranty warranty Dimensions: Dimensions: 40 40 xx 18 18xx12 12(main (mainbody bodywithout withoutquick-mount quick-mountplate) plate) Weight: Weight: 496 496 LB LB w/quick-mount w/quick-mountplate plate&&tool tool

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FENCENEWS.COM | JANUARY 2022

43

How will the gate operate in the event of a power failure? “This is an essential fail-safe measure to offer your customers,” Mattson says. “For example, all Linear operators have a manual release device as standard, and there are a few models that have a built-in battery backup option.” Check the local codes in the area of the install as some require the use of a battery backup.

If for vehicular use, how will the gate be opened for vehicle entry? Does your customer want the gate to be opened via access control accessories? “The key in this decision is to consider the requirements for residents and guests as well as emergency vehicles,” explains Mattson. What control mechanism your customer wishes to use has a bearing on the gate operator chosen, whether it’s: • Key switch • Keypad • Radio control • Telephone entry system • Intercom • Siren or strobe activated emergency vehicle sensor Another question to consider is does the install require a gooseneck stand to mount access control devices?

How will the gate close after entry into the property? A built-in auto close timer is the most common method. This requires the use of vehicle detectors (wire loops and loop detectors) to prevent the gate from automatically closing on a vehicle.

How will the gate be opened for exiting vehicles? An automatic exit vehicle detector (free exit loop or probe) is usually the most popular method.

Depending on the detector, some may be a plug-in style, others will need to be wired in. Loop wire kits or pre-formed loops and probes are normally part of these systems and can be sold with the operator.

Mattson says, “Taking in all the information above, the basic requirement remains that the selected gate operator be first and foremost safe along with being highly reliable and easily serviced and maintained. Whatever operator is chosen, it must provide cost-effective, long-term operation with the ability to quickly and smoothly open and close to meet your customer’s maintenance demands while also satisfying their access control objectives.”

The Linear website offers a comparison chart of their gate operator products to help contractors better evaluate the various options to better suit their customer’s needs. The guide can be found at www.linear-solutions.com, then click on the Gate Operator section.

Industry leader for over 95 years.

Distributing national brands of Aluminum, Steel, and Chain Link fence, gates and protective barriers.

Manufacturing 100% pure vinyl fence, railings, pergolas and arbors.

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Contact us for all your fence and railing needs. www.sciw.com 800-962-1029 44

JANUARY 2022 | FENCE NEWS USA

FENCENEWS.COM | JANUARY 2022

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BlacklineHHP Introduces Semi-Private Fences To Its Inventory BlacklineHHP, a leading vinyl fence manufacturer, announces the addition of semi-privatSemie fences to its range of vinyl fencing styles. For over a decade, BlacklineHHP has offered its black vinyl fencing, a popular option for fence dealers and homeowners nationwide. Unlike other black vinyl fencing products, BlacklineHHP vinyl fences don’t warp or chalk when exposed to sunlight for long periods of time.

“From our first day, we’ve been laser-focused on being the industry’s top resource for premium, heat-resistant black vinyl fencing products that don’t compromise on strength, durability or beauty, says Rick Farris, CEO of BlacklineHHP. “Our new vinyl semi-privacy fences will be made with the same rigorous testing and manufacturing processes we employ for our other products,” Farris says.

In the past, fence dealers and homeowners avoided dark vinyl products because of their tendency to chalk, warp, and distort when exposed to sunlight. However, BlacklineHHP black vinyl fences are engineered to resist UV rays and heat distortion up to 200° while maintaining the

46

JANUARY 2022 | FENCE NEWS USA

structural integrity and design without melting or distorting.

“Vinyl fences offer classy elegance that isn’t found in other fencing materials,” Farris says.

“BlacklineHHP expands the decorative options available to homeowners and fence dealers by providing black and dark-colored vinyl products that don’t compromise on strength or beauty.”

Superior product innovation and close-knit customer relationships have been key factors in BlacklineHHP’s success as one of America’s top black vinyl fence manufacturers. “We have plans for growth in the years ahead but we’ll always remain true to our original focus of providing uncompromising product quality and extraordinary customer service,” Farris says.

Visit www.blacklinehhp.com for more information.

If You Can Dream It...

We Can Build It. Throughout the Northeast, preferred fence contractors and distributors turn to Interstate Wholesale Fence for job lot to truckload orders.

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We offer Wood, Virgin PVC Fences, PVC Bends, Welded PVC Gates, Ornamental & Chain Link Fences. Superior quality, service, reliability & variety!

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WORKING for YOU

■ ATTENTION TO DETAIL ■ � DEDICATION TO QUALITY ■ � PRODUCT PERFORMANCE

See us at Booth

154

We are a domestic manufacturer of domestic steel posts made from domestic steel sources.

Located in beautiful southern Indiana along the Ohio River, US Premier Tube Mills is manufacturing a steel post for you!

This last year has challenged all of us. However, the dedicated people here at US Premier Tube Mills, have viewed this as an opportunity to place a new level of pride and confidence into their company. This focus on pride is evident in our manufacturing and quality process, our customer service, our availability and delivery, our finished product, and our overall company attitude . . . for you.

For more information, please contact us . . .

US Premier Tube Mills

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usptmills.com 48

JANUARY 2022 | FENCE NEWS USA

USPTM pipe products exceed strict industry standards and easily outperform other products currently on the market.

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49

Locinox® Launches Magnetic Pool Gate Latch for Chain Link Fences Locinox® provides a new option for round applications of a magnetic pool latch, known as the FortiMa™ SD-R. This new design provides the same superior strength of the magnet, now for chain link fences, allowing residential pool owners to get the same dependable security for their pools.

The FortiMa™ complies with pool codes where the gate release mechanism needs to be at a minimum height of 54”. “This allows Locinox® to be a one-stop shop for all pedestrian gate solutions for pools: from electric strikes, electromagnetic locks, mechanical code locks and panic bars to now magnetic gate latches,” explains Alex Malamos, marketing specialist with Locinox®.

The anodized aluminum body, in combination with silver accents and pull-up knob, creates a durable latch. In addition to being aesthetically pleasing, Locinox® has a team of engineers who continue to work diligently to create products that not only stand the test of time and extreme weather, but also provide maximum strength.

“It’s important to note that our new SD-R latch is specifically for round fences – or chain link fences. These are traditionally at residential homes.

Our SD-K model continues to be a great addition for commercial, or squareframe fencing,” explains Malamos. “Thanks to the patented internal leverage system, the FortiMa™ employs ultra-strong earth magnets that are double the size of any other magnet in the market, offering the highest magnetic strength and maximum security, while also providing comfort of use.”

“As a standard for Locinox® products, the FortiMa™ has undergone extensive testing to ensure weather resistance as well as commercial highcycle use,” says Malamos. “This makes it the perfect product for homes, pools both public and private, parks, transportation, sports stadiums, multifamily living and more.”

To learn more, visit www.locinoxusa.com.

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JANUARY 2022 | FENCE NEWS USA

Driven by design.

C-POST WOOD FENCE SYSTEM

Combined with our uniquely redesigned adjustable metal bracket, Gregory Fence’s roll-formed C-Post can eliminate many of the complaints and customer callbacks associated with warped, split or rotting wood caused by wind or water damage. With our wood fence system, you get the strength, longevity and durability of steel without sacrificing the beauty of wood. gregoryfence.com 4100 13th St. SW, Canton, OH 44710 1-866-GO-CPOST

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FENCENEWS.COM | JANUARY 2022

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

NEGOTIATING –

Strategies for Making your Deal If the word “negotiation” makes you nervous, throw it out. Instead, think of it as “problem-solving,” because ultimately, that’s what negotiations are—two groups of people trying to come to a consensus that’s in the best interests of both.

“People find it intimidating because just the word ‘negotiation’ is viewed as a negative. People think you have to be willing to be unethical or that you need an MBA in order to be successful at it. Nothing could be further from the truth,” says business consultant MaryEllen Tribby, author of Reinventing the Entrepreneur. “To be a great negotiator, the first step is having the innate desire to do the right thing.”

Maybe it doesn’t intimidate you, though. Maybe you consider yourself a pit bull of negotiation tactics—someone who makes requests and watches the other person follow through on them. Maybe.

But if your techniques involve antagonistic demands or emotional manipulation, you’re not doing it right. Effective negotiation—or “problem solving,” if you prefer—is not a competitive sport, says Steven Cohen, author of The Practical Negotiator.

According to Cohen, the best way to negotiate is to view it as a collaborative process. The competitive approach is one of several “broad traps” that people fall into when they prepare to, and undertake, negotiating.

Tribby calls the adversarial approach “the biggest killer” to solid negotiation. “Some people view it as there can only be one winner. Therefore, they bully and are condescending,”Tribby says. “These are deals you need to walk away from.”

Another common mistake is believing there is only one right answer.

“The whole idea should be that folks with whom you negotiate can add value to your situation, that they have resources/assets to bring to bear on the process that will improve on any result you might achieve acting alone,” Cohen says. “People

who are focused on a single right answer—‘my way or the highway’—limit their flexibility. They take positions that cannot be changed without their risking losing face. And no one wants to lose face.”To understand the many potential answers before you (rather than getting hung up on one), you need a solid understanding of your own interests, he adds.

Tribby notes that the rules of negotiation are the same, whether you’re negotiating with a car salesman, your boss, your partner—even your teenager. The skills you use in the typical “big” deals are the same ones you would use in everyday life to reach the ideal negotiation apex: the “win-win.”

Know what you want. Sounds easy, doesn’t it? But knowing what you want is more than thinking, ‘I’d like to make more money’ or ‘I want to a buy a car for X amount.’You have what you want, why you want it, and what your parameters are. “It’s critical to understand what you want before you ever set foot in a negotiation. That way, you’ll know when to push forward and when to stop,”Tribby says.

“Knowing your bottom line prevents you from taking advantage of the other person in the negotiations, and it also prevents you from agreeing to terms that are unacceptable to you.” Instead of saying, ‘I want to make more money,’ go with: ‘I’d like an 8 percent increase, but I’ll agree to 5 percent if necessary.’

Know what they want. Remember—it’s not all about you. According to Tribby, this is by far the most important principle in marketing and negotiating. Do your homework. Find out as much as possible about the person sitting across from you. Does this person prefer handshakes or verbose contracts? Prepare accordingly. “If you want to convince someone of something, you need to characterize your

suggestions in ways that demonstrate how they serve the other party’s interests,” Cohen adds.

Know what you’re worth. “Sometimes it’s as simple as looking in the mirror and saying to yourself, ‘You’re entitled’—to a fair price, good service, an honest answer, or a medical diagnosis that gives you the capacity to make positive choices,” Cohen says. Too often, the intimidation of negotiation or the increased focus on the person at the other side of the table can make people lose sight of what they can offer.

Tribby—who has worked for multi-million dollar divisions of companies such as Forbes, Crain’s New York Business and Times Mirror Magazines— says this is one of the biggest mistakes she sees employees and entrepreneurs make. “Make sure your accomplishments are engrained in your head,” she says. “But also make sure that they are accurate and consistent.”

Listen and hush. The best negotiators are detectives, Tribby says. They ask probing questions and then shut up, because they know the other person will tell them what they need to know. There’s a catch: You have to be listening. “Most of the time we’re so busy Continued on p60

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JANUARY 2022 | FENCE NEWS USA

SKIDRIL, SKIDRIL, the the originator originator of the the gas gas powered poweredpost post driver, driver, introduces introduces the the G2XD G2XD high high power power at ataa great great price! price!

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Management Corner

SEVEN

The Magic Number for a Sound Retirement Lucky number seven. It’s the key to a lot of things in life. It’s been said that there are seven steps to heaven, seven types of intelligence and seven habits of effective leaders. How about seven steps to a sound retirement?

Step number one is to take an inventory of all your assets. This inventory should include not only the amounts in your bank, retirement and savings accounts, but also things like your home, a business stake, cars, etc. Your home is perhaps your biggest asset and could play a huge role in your retirement planning. Should you consider downsizing into a more manageable home before retirement or is it possible for you to pay off your home before your retirement, eliminating this monthly note? Each asset should be reviewed in this manner during the inventory process.

only meet your expenses, but also to be equipped with a rainy day fund in the event of life’s unexpected expenses.

Step number two is to review your insurance policies. Are your home, auto, health, life and disabilities enough to cover any future needs?

In addition to renewing these policies and costs associated with them, long-term care policies are another aspect to consider.

Step number four is to make sure your funds will actually last through your retirement. It is not enough to simply match your expenditures to your anticipated income. You need to make sure the nest egg you’ve built will last you through the rest of your life. It’s hard to factor in unknown conditions such as inflation rates, life expectancy, future medical needs, etc. If after crunching these numbers, you find the present value of your expenses is greater than the present value of your assets, you’ve got some adjusting to do. The good news is, there are a lot of adjustments to make, such as delaying your retirement or plan to work part time. You can also consider trimming your expenses or look into a more tax-efficient income drawdown plan.

Step number three is to compare your expenses against your anticipated income. To make any retirement plan work in reality, you must first make it work on paper. Put it down in black and white now and figure out if you will have enough income to not

Step number five involves categorizing your assets so you can determine which you will rely on during specific terms of your retirement. For example, assets needed to fund your early retirement should be liquid in order to maximize tax savings.

The assets you use to fund your intermediate years can consist of laddered investments such as five-toten year treasury bond or laddered fixed-interest deferred annuities. Your later years can be funded by things like longevity insurance, growth and income portfolios, laddered income annuities and life insurance to name a few.

Step number six is to be sure that you only invest in things that are suitable for your risk tolerance, investment knowledge and the capacity for your portfolio to accommodate the volatility of the market.

Finally, step number seven is to keep your plan current. Your financial situation can change on a weekly, monthly, quarterly or yearly basis. Taking this into consideration, a retirement plan is not meant to be written and then set on a shelf. Review it quarterly or annually when you file your income tax or experience a major life change.

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55

Looking Back at 2021 and Moving Forward in 2022

Tom Luby, Business Consultant and Fence Industry Spokesperson

I CAN THINK OF FEW YEARS WHERE THE HOPE OF A NEW BEGINNING HAS BEEN MORE MEANINGFUL THAN THIS ONE. WITH THE HOPE FOR A SUCCESSFUL 2022 IN MIND, I WANTED TO LOOK BACK AT WHAT HAS HAPPENED TO THE FENCE INDUSTRY OVER THIS PAST YEAR (OR TWO) AND WHAT WE MIGHT LOOK FORWARD TO IN 2022.

Every client I work with is asking the same questions: “How will I get the raw materials I need in a timely manner? Where can I find good employees to manage my ever-growing backlog?”

COVID appeared almost two years ago, and we continue to ask when it will be over. Now we have yet another COVID strain: Omicron. It’s the 14th letter of the Greek alphabet, so that means this variant has had 13 prior strains, and we will probably see more before we are through.

I turned to some of the leaders in the fencing industry to get their opinions on where we are headed.

My first questions were, “How was your 2021 as far as sales volume and profitability? How have you dealt with supply and labor challenges?”

From a mid-west fence contractor, I was told that 2021 was a challenging year. He said, “Sales volume looks to be a bit slower than the past couple of years. This has been due to the lack of labor to get work installed and some issues with getting materials for projects. Profitability is down due to the rapid price increases on materials over the year.”

Another fence contractor in the Greater Atlanta area added, “Our sales volume has gone up more than 60% from last year. Supplies haven’t been too much of a problem for us because we buy in bulk and carry inventory. We are fortunate that our 56

JANUARY 2022 | FENCE NEWS USA

subcontractors have been loyal to us. We had a little problem at the beginning of the year filling a warehouse vacancy but by using a temp agency, we made a great hire.”

A client in the Greater Boston area said, “Sales volume and profitability have risen quite a bit since the pandemic hit. Customers are spending more time at home, which encourages them to beautify their living space. Many of these projects are fences. Supplies have been hard to come by, but we’ve planned quite well. We purchased the previous year’s sales up front so we wouldn’t run out by mid-year. When we were getting low on any item, taking into consideration long lead times, we would place a re-order. The cedar shortage was the worst. We just let customers know that it was scarce, and most were able to convert to vinyl or another material. Some were also willing to wait until the date of our next shipment. Labor has been the most difficult. Trying to get anyone to work with the stimulus money was nearly impossible. We were aggressive with our yearround interviewing and hiring so we lucked out with being close to fully staffed the entire year.

Money incentives for word-of-mouth workers also helped.”

A fence contractor in Minnesota said, “Without getting into specifics, 2021 has been fairly good on the sales and profit side of things. As for supply, it’s

been pretty much a train wreck with virtually every item we sell. Fortunately, we are able to keep a decent amount of inventory on hand, which helped considerably. The labor situation has also been a challenge, with few people to choose from; we often had to take whomever we could get.”

My overall impression is that the past few years, residential fence sales have never been stronger, but commercial and heavy industrial sales have been weak, especially in the second half of 2021 with the supply chain challenges and supply costs going through the roof.

My next question to the same contractors was, “What do you expect for 2022?”

My Midwest client says, “I have no clear projection for 2022. There are a lot of things that could affect what happens next year. Material supply and labor issues are going to have a big impact on what next year may bring. I think the material supply issues may get worse as the auto industry gets back up and running; this will likely tighten up the steel markets and price increases could still be an issue. I don’t see labor getting better for a long time in our industry; I foresee a major change in what people are looking for from a job. Pressure on wages is going to continue next year.

“The big question is what is the federal government going to do with bills that they are

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trying to pass right now and what is the Federal Reserve going to do with interest rates as they try to control inflation numbers. Companies are trying to budget for projects that may have been put on hold in 2021 but if prices keep rising, I feel that they are going to pull back on spending again next year. We saw this in 2021 where large companies put off projects to wait and see where steel costs go. The word we got from them is that they thought that steel costs would level off by the end of 2021. I don’t see that happening unless we hit a big downturn in the economy.”

My client in Atlanta says, “More pricing volatility! Shortages in aluminum, rising labor costs and overall operating costs due to inflation. We may see some business slow down.”

The forecast from my Boston area fence contractor is, “COVID isn’t going away any time soon, so I would expect a little bit of the same for next year and then slowly getting back to normal over the next couple of years. Demand will most likely stay around where it is, due to customers getting used to their COVID lifestyles. Everyone has need for fencing.”

My Minneapolis client says, “I would expect much of the same for 2022. I don’t see materials suppliers or manufacturers even being close to caught up for 2021, meaning they will not be able to produce stock items in preparation for the 2022 season.”

My last question to these fencing leaders was, “What has been your greatest triumph from the pandemic and what is your greatest concern going forward?”

From my guy in the Midwest, “We managed to keep the work moving and came close to where we budgeted for sales in the past two years. I am worried about price increases and labor market shortages.”

The fencing contractor in Atlanta says, “My greatest concern going forward is my largest customer who is a homebuilder has a slowdown due to the economy tanking.”

The Boston contractor says, “My greatest triumph was running the business by myself in the first part of 2020. My upper management had to stay home with newborns and a lot of my crews were afraid to be around other people due to the pandemic. I only had two out of six crews willing to work. The phones and emails were non-stop. I worked insanely long hours just to stay afloat. I got through it, though, and slowly my help started coming back after mid-year. I was extremely happy and grateful. Concerns moving forward would be another shut down, crews being down due to COVID exposure and horrible weather.”

My Minnesota contractor says, “I am not sure we have had any great triumph, but we were able to work through the 2020 and 2021 seasons with only minor interruptions due to COVID. Going forward, my concern is the rising prices on everything we purchase and sell, which may take some potential customers out of the market. The labor and materials shortages are real and also of concern. My gut feeling is that some of the specialty products being offered now will be off the market so that the producers can focus on the highest volume selling items.”

So, there we have it; a mixed bag. Please remember you are not alone in this.

We are all in the same boat, so let’s just keep rowing.

Hopefully, I will see many of you at FenceTech 2022 in New Orleans. Let’s face it, we need a break to get together again and FenceTech is the best venue I know for that.

Happy holidays to all and I hope you all have a wonderful, safe and successful 2022.

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

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Management Corner - Negotiating, continued from p52

making sure that people hear what we have to say that we forget to listen,” Tribby says. “Many conflicts can be resolved easily if we learn how to listen.

You become an effective listener by allowing the other person to do most of the talking.”Tribby suggests the 80/20 rule—listen 80 percent of the time and talk the other 20 percent.

Don’t be a jerk. Negotiators who win by intimidation don’t really win, Cohen says. Instead, they lose the respect (and relationships) of people they intimidate. He reiterates that negotiation is “a process by which people reach an agreement each part will willingly fulfill. Bringing in issues that will increase willingness on either side is by far the most positive route.

Respect is what folks want—and if you make that the underlying message, you are likely to be treated with respect in return.” So, don’t be a jerk. Lead with optimism, Tribby says, not with the belief that you’re going to get over on someone. If you walk away feeling you’ve “pulled one over,” then you haven’t achieved true success. If the other person feels cheated, watch out.

It’ll come back to bite you.

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61

The Value of What We Do

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

Perhaps the most frequent question I’ve received over the many years I’ve been involved with the fence industry is, “What is the size of that industry?”

I am always a little cautious about responding because, as executive vice president of the Chain Link Fence Manufacturers Institute (CLFMI), I only represent a portion of that industry. In addition, I’m not sure if by “size” they mean the number of companies in the industry, the total output/production of the industry, or the estimated dollar value of that input? I’d guess most of the people asking that question are talking about the latter of those three measurements, so let’s start there.

I’ve seen estimates of the total value of the North American fence industry ranging from approximately eight billion to 10 billion U.S. dollars. That sounds a little low to me, but we can use those numbers for

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purposes of this discussion. The same sources estimate that within that total, about 70% of the fencing is metal (as opposed to wood or vinyl).

From there, we can guesstimate the size of various market segments.

However, whatever those numbers are, they only represent the size of the fence industry, they don’t accurately represent the value of the industry.

Value isn’t something that can always be measured in dollars. The various components of the fencing product – the materials and labor that go into producing and installing it – are just the start of its value.

The real value of the fence industry can only truly be measured by the impact our industry’s products and services have throughout the economy and our society.

Yes, there is a dollar value that can be assigned to fabric, framework, slats, temporary fencing, etc., but what about the billions of dollars in property that our products protect each year? Isn’t that part of the value of the fencing industry? What about the hundreds of thousands of people that are employed by this industry, people that have created successful careers for themselves and support for their families? Can our industry take credit for that value, too? I think it can.

Let’s not forget about the thousands of people, many of them young children, who didn’t drown in home swimming pools because the fencing industry, many years ago, worked with public and private agencies to set standards for swimming pool enclosures. I’m guessing their parents put some value on their children being safe.

The infrastructure bill was passed by Congress a few months ago included millions of dollars to protect the critical energy grid. Part of that money is going to go into perimeter security; a good deal of that will be fencing. How do you calculate the value of keeping energy facilities protected?

I know, this sounds a little far-fetched. We really can’t say that fencing is responsible for all those things, can we? Probably not. But, if fencing wasn’t part of the solution, why would fencing be included in the project at all? Why did they specify exactly what kind of fencing was required before the project was considered safe or complete? It’s because they valued the physical assets and human lives that needed to be protected.

There is an old adage that says, “Don’t sell the features, sell the benefits.” We in the fence industry need to go one step further. We need to let people know more than the benefits of our industry, we need to let them know the value, too.

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Remembering Michael Schira Michael C. Schira, president of Marleau Hercules, a Toledo-based, family-owned fence company, died July 22. He was 69.

Michael and his brother, Jim, were business partners. The beginning of the business was when their great-grandfather, Dolphus J. Marleau, started a hardware store in 1889, then it transformed into a fencing business over time.

Surviving are his wife, the former Mary Flynn, whom he married September 12, 1975; son, Bertrand Schira; sisters, Ann Mackley and Cathy Siebenaler; brothers Bill, Bob, Joe and Jim Schira, and a granddaughter.

The family suggests tributes to Central Catholic High School; the Double ARC Center, or a worthy recipient of the donor’s choice.

Fence News

MEMORIAM 2020 - 2021 Dale Long

| Columbia, KY February 1, 1963 - November 11, 2020 Stephens Pipe & Steel (VP)

Joe Brown

Olaf Grobe | Rockaway, NJ 1963 - December 18, 2020 ASO Safety (Sales Team)

Nancy Peters | Riverside, CT August 25, 1952 - July 13, 2021 Wife of Steve Peters, Southwestern Wire

Mark Tobler | Waterford, NY September 13, 1960 - January 25, 2021 B&H Wholesale Fence

Michael Schira | Toledo, OH February 4, 1952-July 22, 2021 Marleau Hercules Fence

Eddie Howell

| Mesa, AZ Sept. 8, 1926 - Feb. 1, 2021 Past President IFIA 1986 -1987

Nathan Levine

Tina Michelle Nicholson | Birmingham, AL October 15, 1967 - March 5, 2021 Eagle Fence Distributing (Founding team member, Eagle Alabama location)

Mike Hale | Livingston, TX August 21, 1955 - September 4, 2021 Little Beaver (Sales Manager)

Billy Roy Haynes

| Livingston, TX October 2, 1926 - March 13, 2021 Little Beaver (owner)

Luis Martinez

| Avenel, NJ February 4, 1935 - April 1, 2021 Founder Esquire Fence

| Chattanooga, TN November 20, 1962 - May 9, 2021 Brown Fence Co. (owner)

| Westborough, MA 1927 - August 3, 2021 Past president of AFA

Tim Miller

| Sacramento, CA October 27, 1952 - September 10, 2021 Security Contractor Services

Gordon Clark | Dover, NH November 4, 1952 - September 28, 2021 GC/AAA Fences Inc, Vinyl Fences Inc., and Granite State Gate Systems Inc.

Michael Novik | Detroit, MI May 8, 1943 - April 12, 2021 Contractors Fence Service (owner) This annual memoriam is sponsored by Dynamic Tube & Pipe Company in tribute to friends and family lost during the past 2020 and 2021 years.

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BUSINESS OPPORTUNITIES 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 preemployment 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

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PROJECT / OPERATIONS MANAGER Tropic Fence Inc, a large Commercial Fence Company in South Florida for over 35 years is in search of a self-motivated Senior Project Manager / Operations Manager with commercial fence/gate operator experience with excellent organizational, management and problem-solving skills. Must be able to oversee the company’s construction workflow process starting in the project origination phase, including permits, job sheets, submittal drawings, negotiation, scheduling, construction administration, process change orders and closeout. Can multi-task, communicate with owners, vendors, subcontractors, etc. via phone and electronic communication.

Understanding and maintenance of construction documents including RFI, ASI, Submittals, Contracts and Change Orders. Ability to read plan sheets and do materials take-off. Knowledge of permitting/licensing, and invoicing. Maintain Job Files (Paper and Electronic). Candidates must be well- spoken, calm under pressure and must possess the ability to multi task, and take immediate action to respond to problems and concerns. Excellent salary, benefits and opportunity for advancement for the right person. Call 954 978-1250 to set up an appointment for an interview.

PVC FENCE SUPPLY TAN & GRAY COLORS AVAILABLE 6’ X 6’ PRIVACY FENCE PANELS TAN PLANK PICKET 7/8” X 6” X 62” TAN POST 4” X 4” X 96” X .160” **** SPECIAL PRICING **** 561-249-1254 SALES@PVCFENCESUPPLY.COM

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The DTNA MS600 Swing Style Picket Pointer is a simple machine to set up and operate for cutting pickets. It is a similar design as the obsolete MAR-SAL picket pointer.

Boards and cants up to a total of 6” width can be pointed. Various point styles can be achieved with the MS600 such as french gothic, gothic, stockade and round dog ear. Two air clamps hold the boards securely in place during the cutting process.

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The installation of of extended handles on your Rhino Ranch Pro,Pro, Fence The installation extended handles on your Rhino Ranch Fence Pro Multi-Pro, or or Multi-Pro XA XA GasGas Post Driver, will will allow oneone indi-indiPro Multi-Pro, Multi-Pro Post Driver, allow vidual to to install talltall posts (up(up to 10'), safely andand efficiently.

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RESERVE YOUR

AD SPACE NOW FOR FENCE TRAINING SCHOOL DATES ANNOUNCED The four-day Fence Training School will be held February 6 through February 9, 2022 in Sebring, Florida. Participants will receive fence installation instruction from qualified, knowledgeable trainers with over 250 years of combined experience in the industry. Topics include access controls, chain-link, farm and ranch, HTP rail @ strand, ornamental, vinyl, wood, welding, tools and equipment and safety. For more information, visit www.4nafca.com.

FENCETECH/METALfab 2022 FENCETECH/METALfab is back and ready to take on the Big Easy.

Scheduled for February 15 – 18, 2022 in New Orleans, Louisiana, the event is the largest fence and metal crafting exhibit and workshop experience. Registration is open, visit www.americanfenceassociation.com to register and learn more.

ACI TESTING EVENTS SCHEDULED Testing events for Certified Fence Contractor, Certified Gate Automation Designer and Certified Gate Automation Technician exams will be held at FENCETECH/METALfab 2022 February 16 – 17, 2022 in New Orleans. All current candidates, including those looking to retake an exam, are welcome to register. Currently, there is no fee for retakes. Visit www.acieducation.org/events to learn more.

ACI is accepting applications for test sites across the country. If you have more than five candidates in your area who wish to test and a facility that meets ACI’s requirements, you are encouraged to apply. There is no cost to host a test site if you meet the minimum requirements. Test site details and the application are available at www.acieducation.org/test_sites.

20 22

Plan now to get maximum industry exposure for your company during 2022 in the pages of Fence News and The Annual Directory of Suppliers.

Contact us for more information! sales@fencenews.com | (337) 312-0975 CLASSIFIED AND WEBSITE ADVERTISING SPACE AVAILABLE. Submit your news releases and product information to: editor@fencenews.com

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.

TO LEARN MORE ABOUT YOUR STATE’S SPECIFIC 811 PROCESSES AND LAWS, VISIT WWW.CALL811.COM.

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