Issue link: https://read.dmtmag.com/i/384751
WORLD FENCE NEWS • OCTOBER 2014 • 27 topic than Scott. Tony thought that, "Overall, I see more companies be- coming 'diversified' – offering more of the 'complete' backyard experi- ence, not just the fence. This includes outdoor patios, arbors, decks, stone- work, outdoor kitchens, etc. These companies offering the 'complete' backyard experience are doing well and are usually doing business with clients that understand the value of the products and service being sold. These companies have moved away from the 'regular old fence job' and found success and profitability." • Next I asked everyone, "What are some of the biggest challenges you faced during the course of your business' history? Any big crises then or now that you had to deal with, and how did you overcome them?" Bobby told me that, "The smaller outfitters that do not seem to under- stand their costs and the results that creates in the market." "Well put," was my comment to his response. On that same topic, Randy had this to say: "We had an accountant embezzle a bunch of money, but fortu- nately our policy is to bond employees who handle money. That being said, it was a challenge to hunker down, tighten up and get vendors paid back up. We have put in more checks and balances now, so it would be a lot more difficult for someone to be able to do that. A lot more eyes are on ev- erything in accounting." Sadly Randy, I have heard that same complaint too many times over the past 20 years consulting in this industry. It is a sad day when hard working people like yourself have to deal with theft in the workplace; best of luck in the future! Scott pointed out that for him it was "Shortages of good labor short- ages, small competitors underbid- ding," while David said simply, "Get- ting through the last four or five years, since the boom wave was over. Things are better now." Tony pointed out that for him the "Largest challenges have always been the labor force issue. Second has been the unstable fluctua- tion in the steel markets. Overcoming these issues is not realistic – both will continue driving our challenges in the fence industry." • After that I asked about rela- tionships in the fence industry, and specifically "In your opinion, has the relationship between contractor and customer and/or the relationship be- tween contractor and supplier changed over the years, and if so, how?" To this, Randy replied "Custom- ers are a lot more educated now. They use the internet to educate themselves on what they are buying and what they should be paying. Venders are re- ally great most of the time. We have a great relationship with our vendors." Sharing a similar sentiment, Bobby added, "Customers seem to be more informed about the products they want and are more demanding. Their research has made them feel like the expert and don't listen to professional advice as well as they used to." David thought that the customers "Absolutely changed; suppliers have gotten more competitive because they've had to, and the customers are shopping more." Simply put, Scott added, "The customers are much more demanding." Well, I think we can see a common thread running through these responses, correct? Tony stated forlornly that, "Yes, we do not have the 'bond' once held with both customers and suppliers. It has become a 'price sensitive' market and companies will drop a relation- ship for a few dollars of savings. What we knew as 'special deals' no longer exist because the economy drove sup- pliers to offering these 'special deals' every day and to anyone!" Not to overwhelm you at one time, I have five more exciting questions and provocative responses to share with you next month – please stay tuned! Also, we want and need to hear from you with any comments, con- cerns and/or ideas. Contact me direct- ly or through WFN. We want to know what you think and what are your con- cerns; let's see if collectively we can make something happen! Tom Luby, president of Profit Builders International (PBI), has de- veloped the Roadmap to Success program, which offers business information necessary to successfully oper- ate a fencing compa- ny. He has conducted seminars as part of the educational programs at the FenceTech and Jackpot conven- tions. Tom's entire "Roadmap to Suc- cess" program is available on CD, along with "The Close" and "The Roadmap to Success" user manu- al. Contact Tom at 941-981-3677 or tluby@profitbuilder.org, or visit www.profitbuilder.org.