Issue link: https://read.dmtmag.com/i/717930
12 • september 2016 • world fence news CLFMI members urged to communicate chain link's benefits to increase recommendations for non-traditional projects KESWICK, VA. — Leading rep- resentatives from two of the Chain Link Fence Manufacturers Institute's targeted industry partner professions told attendees at the organization's summer meeting that there needs to be a better communication of the flexibility and capability of chain link products if specifiers, architects, city planners, and government agencies are going to recommend it for non-tra- ditional projects. In his presentation on getting chain link specified more frequently, Ray Gaines, AIA, FCSI, CCS, a past officer of the Construction Specifica- tions Institute, noted that "You have to really become a trusted adviser to the specifier. Don't get caught up in just being at a CSI meeting or exhibiting at a show. Real networking occurs when you provide something of value-edu- cation or information – to the person you meet. It isn't a sale. It's gaining their trust." Architect Bruce Dees, FAS- LA, the only two-time winner of the CLFMI Design Award, talked along the same lines but was even more di- rect. "You have to start with being a problem-solver, someone who is will- ing to say that your product may not always be the right one for the proj- ect," said Dees. "If the client, who in my case is usually a city planner, parks and recreation director, or fa- cility manager, feels that you grasp where their biggest concerns are, they will be open to listening to your sug- gestions. That's the time to suggest trying some things they may not have considered." Dees showed samples of several of the more than 50 projects for which his firm has won awards, many of them using chain link in unique ways to provide aesthetically stunning yet practical and safe structures. "Safety is always the first priori- ty, of course," Dees explained. "That makes chain link an easy product to include in my proposals. What sur- prises many of the clients is the 'oth- er' ways chain link can be adapted to really add value to the client." Dees said that CLFMI has oppor- tunities to change chain link's image with many in the architectural and user communities. "I've been very successful putting new projects to- gether by showing decision-makers examples of my chain link projects in other jurisdictions," he said. "You have an audience there that needs to get the full story." CLFMI's 2016 annual meeting will be held Nov. 9-11, 2016 at the Palomar Hotel in San Diego, Calif. Visit www.chainlinkinfo.org. Above left, CLFMI president Greg Jendreas brings the group's summer meeting to order. Above right, Bill Ull- rich, a member of the CLFMI technical team, addresses the membership. (World Fence News staff photos) Does Your Aluminum Fence Supplier Always Come Up Tails? Tired of the same old excuses why your fence hasn't shipped yet? Switch to Jerith Aluminum Fences today! Why Jerith? • Orders ship in less than two weeks during the busy season – when you need it the most • Knowledgeable staff • High quality products at a variety of price points • Outstanding service • Fast quote turnaround • Over 99% of all orders ship on-time without mistakes • 65 years in business Get the answers and material you need from Jerith faster than any other aluminum fence manufacturer. Call 1-800-344-2242 or email sales@jerith.com for more information about our fences! Find out why Jerith is America's Fencing Choice. SEPTEMBER 16