Issue link: http://read.dmtmag.com/i/681966
80 • june 2016 • world fence news pany in the late 1920s or 1930s after the automobile came onto the mar- ket, you would naturally have a much harder time of it. Although there is no substitute for an appraisal and valuation by a qual- ified professional, the information I presented here could help you get a ball park figure and hopefully provide you with a rough idea of the value of your business. Please do not hesitate to contact me by phone or e-mail if I can be of any further help in determining the value of your company, or to help you prepare for the possibility of an even- tual sale, or even a possible acquisi- tion. Tom Luby, president of Prof- it Builders International (PBI), has developed the Roadmap to Success program, which offers business information necessary to success- fully operate a fenc- ing company. He has conducted seminars as part of the educa- tional programs at the FENCETECH and Jackpot conventions. Tom's en- tire Roadmap to Success program is available on CD, along with The Close and The Roadmap to Success user manual. Phone 941-981-3677 or e-mail tluby@profitbuilder.org. Visit www.profitbuilder.org. resulting in either overpayment or lost opportunities. The companies that face import- ant investment, acquisition, or growth decisions, particularly in a rapidly changing competitive environment, need effective management and re- quire an understanding of value cre- ation and a command over valuation analysis. There are still other valuation methods that involve inventory turns, cash flow projections and sales vol- umes, but for my money there is no substitute for the ability to demon- strate the good will and historic prof- itability of your company and then demonstrate the viability of the region and product mix of your fence busi- ness. Last, remember that the dynamics of the economic base where you are located could and does play a role in valuations, and so does timing. If you were a viable and profit- able horse drawn buggy manufacturer around the time of the Civil War, you may be able to demonstrate industry viability and apply a strong industry multiplier to your historic profit mar- gins. If you tried to sell that same com- The value of your fence company, part 3 continued from page 31 World Fence News contributor Tom Luby publishes books covering fence industry business practices Business consultant and regular World Fence News contributor Tom Luby (president of Profit Builders International) has available two books designed to help fence company owners and managers improve their overall business and operating procedures and therefore improve their bottom line. The Close features fence industry specific sales, marketing and advertising tools, including: • Value selling and how to maximize the profit- ability of every sale; • Building fencing relationships with your cus- tomers and your community; • How to "sell backwards" for higher profits by removing all obstacles to your success; • Profiling and market segmentation to maximize marketing and advertising efforts; • Making the close and the three steps to cash in on every bid opportunity. Roadmap to Success is a business guide to man- aging a fence company, covering day-to-day manage- ment problems and their solutions, including: • Functional organization and building the most efficient fence team; • Business development and building people man- agement skills; • Profit and expense controls and A/R collections procedures; • Operations and production standards and controls; • Business planning and growing your company profits. Contact info: www.profitbuilder.org, e-mail tluby@profitbuilder.org, office phone 941-981-3677; cell: 941-807-7666. The Close Roadmap to Success If you want to take your MINI MESH projects to the limit, Guardian Fence has a jump on anyone else you might consider calling.We have the equipment and experience to deliver your MINI MESH within budget and on time. AVAILABLE TO YOU AT FACTORY PRICES. • 1/4" to 1 1 /2" • continuous weaves to 20' tall • 14 to 9 gauge • galvanized steel • aluminized steel • black, brown and green vinyl coated • stainless steel HOG RINGS TENSION WIRE TIE WIRES BARB WIRE MINI MESH MINI MESH Guardian Fence Suppliers 800-845-2526 WE SHIP COAST TO COAST! www.guardianfenceonline.com