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30 • JANUARY 2014 • WORLD FENCE NEWS As we start off 2014, this month's column is about a subject very near and dear to my heart. I have covered this topic in the past, but once again, as we begin the new year, and ultimately the new fence season, it seems appropriate to me to cover it once again. Oh yeah – that topic is professionalism! I recently had the opportunity to speak with Phillip Doyle of Phillip's Automated Gate and Service and Fence Company in Atoka, Tennessee. At the time that we had our conversation, Phillip had recently returned from Industrial • Commercial • Farm • Ranch Certified Fencing Materials Interstate Highway • Federal or State Land Projects Oil Field Sites and Open Pit Mining • Residential Certified T-Post 1.33 certified ASTM • Field Fence • T-Posts/Wood Posts • Barbed Wire • Tubular Right-of-Way Gates • Portable Fencing Systems • Corner/Anchor Posts • High Tensile CROSSLOCK Game Fence High Tensile Cross Lock Fence Right-of-Way Gate V-Mesh Fence Gives maximum protection. High carbon, steel wire construction bounces back. Cross Lock knot leaves no sharp edges. Continuously interwoven vertical wires with horizontal cable form perfect hinge joints for flexibility. Available in 2 styles: M-5, I-2. 165 foot rolls. CG650 2", 16 ga. Available in Red, Green,Old Iron Gray, Canyon Tan or Heavy Duty Brown Ornamental Fence An old favorite, Class 1 galvanized wire fencing. Specification B-11 (Single Loop) styles with uniform pickets the entire height for a more open appearance. Specification A-11 (Double Loop) fence has closely woven picket wires at the bottom and double-loop wires. Both available in 36", 42", 48" Call for quotes meeting state and federal DOT specifications www.hutchison-inc.com 800-525-0121 THE HUMAN LINK by Jim Lucci, Management Motivational Associates Raising the level of professionalism should be everyone's goal teaching a course for the American Fence Association. He remarked to me how very enthusiastic and encouraged he is by the so-called "new" breed of young people (some 42 attended the session) who appeared to be very committed to improving the level of professionalism in the industry. Phillip said they were not only interested in increasing their skill levels, but also enthusiastically building relationships with one another and developing the "intangibles" that are so necessary to continue the building block process of professional development. With that as a backdrop, let's talk about the importance of having your crews being in professional, as well as presentable, shape. Let's start out by saying that your crews, as well as your vehicles, are an extension of you, the owner, and represent the first statement of image that the customers see of your company. I have said on many different occasions that you never get a second chance to make a first impression! Consider that for the duration of the installation, whether residential or commercial, the company vehicle will be parked in full view for all to see, including potential new customers. Imagine how far a clean, neat © Skidril Inc. 2013 Ending back breaking post pounding! 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The Ultra-Driver G20D is the most powerful driver in its class powered by a 4 stroke Honda motor or 2 stroke. A great product at a good price from a name you can trust! truck with properly placed magnetic signage or an eye-catching graphics job can go to represent you and make a statement about the attention that you pay to detail. This includes having a neat and clean tool box assembly as well. Personally, I am very mindful of your vehicle presentations as well as any competitors that I may see on the road or working in the same area. Remember, the vehicle is the first thing that a passerby sees, and oftentimes, might make a judgment based on that as to whether to consider your company for future work. Now to the crew. The crew that is responsible for the installation of said fence, either residential or commercial, are the most direct advertisement for your company that you have. Don't you think that the customer is owed the respect of having a crew show up in presentable attire, clean shaven or with neatly cropped beard and mustache as well as trimmed hair? And with a pleasant smile and a conversational level that is both polite and free of foul language? I think a customer should be recognized as part of the business relationship we have partnered in, and be treated as such. Over the years of visiting with fence people from all over the country, I think for the most part, there is a conscious effort being made more often than not to present the crews in a presentable manner. However, there are a few who are willing to let appearance slide from time to time, and I think that you do yourselves a total injustice. Remember, your crew's ability to not only look the part, but actually relate well with your customer can go a long way toward obtaining referrals, to say nothing of getting paid the final check when the job's completed. Another issue that I believe needs to be discussed here is the role that the company can play in elevating the appearance of the crew. I of course realize that sometimes crew members are not in a financial position to afford new clothes, etc. When I see this, I recommend to the owners that they make an investment in the crew and get them company work shirts and pants. First of all, if all of your crew are dressed in work shirts with your company name on it, it continued on page 32