Issue link: https://read.dmtmag.com/i/365558
30 • SEPTEMBER 2014 • WORLD FENCE NEWS )HQFHLQGXVWU\UHÁHFWLRQV BY TOM LUBY, PRESIDENT, PROFIT BUILDERS INTERNATIONAL Looking back at some research I did more than a dozen years ago re- garding the state of the fence industry in the early 2000s, some of my read- ers and I refl ected back on how we can improve our lot as an industry, as well as discussing such pertinent issues as current vendor and contractor rela- tionships. Looking back, I see as an industry a great deal of growth, but also a great deal still left to do. The "All Important Question" I posed back then was "What do you feel is the state of the fencing industry and how can we improve it?" I would like to refl ect back with you on some thoughts and quotes from some of the top people in our industry – contractors and vendors alike – and the implications of their comments to what is happening today. I am not going to name names, just know that my quotes come from some very knowledgeable concerned participants in our industry who have a strong and vested interest in the suc- cess of us all. Here is what one leading industry source had to say about 10 years ago in response to my question: "Price always seems to be the problem in this industry. Everyone pursues the lowest priced fence prod- uct. Whether it's vinyl, chain link or anything else, people are always look- ing for a cheaper source, as if the focus on the cheapest supply source is that critical to someone's business success. Quite the contrary – Business success in this industry is tied to running the fence business much like other home improvement sectors. "Door and window dealers, win- dow treatment specialists, carpet deal- ers, cabinet builders and others do not focus on the lowest costs to make a buck. They align themselves with key suppliers and make sure they provide their customers the best selection and service through a concert of market- ing, sales and installation. This is how to make money, servicing the home- owner. Unfortunately, in the fence in- dustry, all contractors think about is 'what is my cost.' Wrong – it's more like what is your range of products, your quality standards, your service standards, your branding power, your business support tools. Fence contrac- tors could be making a lot of money for their time; every other industry does. Consumers have the money and they spend it when there is a proper packaging of the solution they are looking for. And it is not all price." Do you think these comments are still reverent today? Personally, I could not agree more, both then and now. Yet another industry leader had this to say: "One of the areas we are working with contractors on is specifi cation selling to architects and asset owners and how it all fi ts into the supply chain. While many contractors do a great job at helping customers select the best products, others sell the cheapest solu- tion possible at the cheapest price. "This gives the industry a black eye when after a short period of time the fence is already falling apart. I witnessed this on a golf course I play. Within two weeks of the installation of a color chain link fence, the paint was already peeling from the frame- work. No doubt it was cheap to put up, but the asset owner is unlikely to put up any more chain link because of it. "We need to have contractors ad- here to more than just minimum stan- dards is what it amounts to. Vendors like my company can provide generic specifi cations for contractors that they can use in their quotations. In anoth- er area of the same golf course, a de- veloper put up a cheap paint-in-place ornamental fence, a few miles of it, and it was peeling within months and rusting out within two years. It makes people shy away from putting up any fence at all. "Supply chain management is important as well. You (Luby) have touched on it before. Rather than shopping for the cheapest price, con- tractors are well advised to understand the total cost of ownership and help manage the total supply chain cost. "For example, poor planning on the part of the contractor results in emergency orders which cost the en- tire supply chain more money. Ask- ing for a quote for every job rather than establish a list of known prices with a vendor is highly ineffi cient for both the contractor and the vendor. I think you can explore many scenari- os where the contractor cost may be • Easy to install or remove from existing fence • All weather tolerant / Impervious to water • UV tolerant / Mold resistant/ Vermin proof 67&LQGHSHQGHQWODEFHUWL¿HG • Easily cleaned RUSDLQWHG • 100 % recyclable / Made from 90 % recycled material • Made in U.S.A. from all U.S. materials Applications include highway environments, construction sites, manufacturing plants, retail facilities and many types of residential settings. *HW$GGLWLRQDO5HYHQXH 8VHGH[WHQVLYHO\E\WKH86$UP\ &RUSVRI(QJLQHHUV´PDWHULDO DWWDFKHVWRH[LVWLQJFKDLQOLQNIHQFH Comes with brass eyeletsHDV\WR DGGWRDQ\IHQFH Acoustifence can be left exposed or easily enclosed in other fencing &DOO View Our Installation & Testimonial Videos: ZZZ$FRXVWLEORNFRP $1$6$6SLQRII/LVWHG&RPSDQ\ 6ROGE\WKHSLHFHIXOOER[ TXDQWLWLHVQRWUHTXLUHG 4XDOLW\3URGXFWVIRUWKH)HQFH'HFNDQG5DLOLQJ,QGXVWU\ Ɣ%DOXVWHUV6SLQGOHV Ɣ3RUFK 1HZHO3RVWV Ɣ&DSV3RVW6NLUWV Ɣ5DLOLQJ%UDFNHWV Ɣ3RVW0RXQW7RZHUV Ɣ*DWH+DUGZDUH Ɣ)DX[5RFN3LOODUV Ɣ3RVW:UDSV 7UL&XVWRP0DQXIDFWXULQJ ZZZWULFPFRP 3KRQH 7ROO)UHH