Issue link: https://read.dmtmag.com/i/66838
32 • JUNE 2012 • WORLD FENCE NEWS E/Z SLIDE™ TRACK SYSTEM GATE KIT A good company image can make your sales job easier and more effective BY TOM LUBY, PROFIT BUILDERS INTERNATIONAL For the balance of this year I will • For Wrought Iron, Wood, Metal, Picket And Chain Link Gates • UL 325 Compliant • Patented • Send For Free Brochure IGD Celebrating Our 29th Anniversary INTERNATIONAL GATE DEVICES, INC. slidegate.net 1-800-557-4283 (GATE) Fax 610-534-9682 have the privilege of working with USA Fence Co. in the greater Tampa area on the west coast of Florida. This is a 41-year-old fence company with headquarters in Bradenton, Florida and branches in Tampa, St. Petersburg and Englewood. As I did with a num- ber of articles I wrote last summer concerning my great experiences working with Complete Northern Illi- nois Fence of Chicago, I will be shar- ing relevant fence industry business experiences with my readers that I find important and informative. In connection with this article, I have also interviewed the owner/oper- ator of USA Fence, Loyd (Butch) Glasgow, a 49-year veteran of the fence industry. Look for that interview elsewhere in this edition of WFN. Butch has some very interesting com- ments that I am sure you will find en- tertaining and enlightening. In the short time I have been con- sulting with USA Fence, one of the first established procedures to really catch my attention was their focus on company image, and how image can translate into profitable sales and an improved overall relationship within the community. Again and again I have asserted the importance of a profitable sale; nothing other than collecting your money after you are done is more im- portant. And how you present yourself and the company and how the customer per- ceives the sales staff and company in gen- eral is of paramount importance to em- power your sales staff to reach new heights of efficiency in their sales. Also keep in mind that it is not sheer sales volume alone that I am speaking about here, as important as that is. It is what is in your pocket at the end of the job that rules the day, it is the profit margin those sales gener- ate that make all your hard work worthwhile. I want to share with my readers, with the kind permission of Butch, the best fence image and presentation package I have ever seen. It is so good that I decided to make the USA Fence job folder and entire sales presentation routine the topic of this article. I have seen so many good, and – yes, also some not so good – sales presentations and I feel obligated to share this one with you because I truly feel this is among the best. I want to pay close attention to what is contained on the back cover, as well as the sales presentation and the contents of the job estimate folder it- self. In my opinion what they do at USA Fence really instills in the poten- tial customer a high level of confi- dence and trust in the company, and that is of vital importance. continued on page 34 Tom Luby Shown above are the front and back of the impressive job folder used by USA Fence. The folder is beautiful to look at, but also contains a wealth of informa- tion of importance to consumers. Recently, the Psychic Hotline and Psychic Friends Network have launched hotlines for frogs. Here is the story of one frog and his discussion with his psychic. A frog telephones the Psychic Hotline and is told, "You are going to meet a beau- tiful young girl who will want to know every- thing about you." The frog says, "This is great! Will I meet her at a party, or what?" "No,"says the psychic. "Next semester in her biology class."