Forrest Gump's mom was right, "Stupid is as stupid does."

  All right, it's time to 'fess up. I've spent the better part of a year bashing Chinese and other inferior import goods as a poor economic choice. I've insulted the intelligence of people who shop based on price alone. While I could give you all the really good reasons I didn't want to spend a lot of money on good quality tires, I won't bore you with them.

  It made perfectly good sense to me at the time. I put four new 16” tires on my minivan for under $500. For the first two months, everything was great. Then I noticed that the left rear looked low. I checked it, and sure enough, it needed air. I filled it and looked for an obvious leak and found no nails, so I decided to keep an eye on it. For three or four weeks, everything looked fine. Then one morning I noticed it looked low again. Again, no nails, no obvious leaks, and I decided that since I had parked on the street in front of my house, that it was a neighborhood kid goofing around with it.

  Then a week later it was down fifteen pounds. I had parked in back that time. I was getting fed up with filling this tire every week, so I took it to the tire store that sold them to me and they “fixed” it. I don't know what they did, as they didn't record anything on the service record, but I drove away thinking, okay, now I have four good tires.

  Three days later it was down twenty pounds. From that point I was filling the tire every three to four days. I called and made another appointment. They “fixed” it again. Now my tires were five months old, and had been installed and fixed twice by the same shop. Same result. Needed air twice in the first week after the second fix. I was headed out of town for a week on business, and didn't want my wife bothered with filling the tire constantly, so I called back and was told they were “swamped” and couldn't get me in to fix it before I left.

  By the time I got back in to have it looked at again, the fourth time they had the wheel off the van, I was filling the tire twenty or more pounds three or four times a week. I had owned the tires for seven and a half months, and driven just under ten thousand miles. Mostly to and from the tire store. This time I was smart. I walked in unannounced, with my eight year old son, and told them I would wait while they fixed my tire, and that I wanted a full report of what they found, not just a smile and my keys back.

  After over an hour and a half of waiting, (reasonable, given the fact I had no appointment, but irritating because it was my fourth trip in less than eight months), the salesman at the counter explained to me that there was a puncture of the interior sidewall of the drivers side tire, likely from hitting a curb, and that it was an unrepairable condition. I'm not sure I want to know how he drives home, but I do know that if I got an unrepairable puncture, on the inside sidewall of the drivers side tire by hitting a curb, I'd remember it. In fact, the rest of my van would show some signs of ill treatment as well.

  Up to this point in the story, my experience can be chalked up to choosing a poor tire store. A tire made anywhere in the world could have these problems. Here is where quality, pride of workmanship, and value come into play. The road hazard warranty I paid extra for was pro rated. In less than eight months of driving, fewer than ten thousand miles, just over half the tread was worn off this tire. I asked if it was from running at low pressures, and the salesman said all four tires were in the same condition.

  What did I do? I paid the man over seventy dollars to put a replacement tire on, which was half the original purchase price of the tire, plus installation. And I made up my mind that I would not deal with that tire store again, because I am convinced that the leak was present when the tire only had 10% wear, but they jerked me around long enough to get 50% of the replacement out of me. I also did the math, and for 30% more I could have bought American made tires with a tread life warranty to 60,000 miles. That's three times further than I can expect my “inexpensive” (read 'cheap') Chinese tires to run.

  So to all who I have offended in running down inferior imports, I apologize. I am just as dumb as you.

Thoughts on Sandy Hook, and Christmas

  When we allow grief to set policy, it propagates more grief. I've seen blogs that point out that the failure in Sandy Hook was not in controlling the availability of weapons, but rather an unwillingness or inability for area residents to recognize what is right and wrong, then act on that recognition. Many people who knew the gunman reported that they were “not surprised” to learn he had committed this horror. He was widely reported as “odd” or “weird”, yet no one took the time to look further.

For fear of being labeled "insensitive" to the plight of mentally ill individuals, we allow them to occasionally take over our entire country through gross acts of violence. America used to have a backbone. We used to stand up to bullies, dictators, and madmen. Now we spend so much time comparing ourselves to them to make sure we're "not as bad as that guy", we have forgotten that bad guys do bad things, and that the reason we have been given the ability to see that is because we also have the responsibility to prevent it.

I am shattered by the image of those broken parents as I put myself in their shoes. I hug my school age sons a little tighter since last Friday, and I find myself urged to pray for the comfort of those left behind. What was done cannot be undone. It may be that what was done cannot be prevented.

At this time I am reminded of another madman. One who was so concerned with a perceived threat that he ordered the deaths of every male child under the age of two in an entire region. And he had the might of the sole superpower nation in the world behind him, to see that it happened.

Our Lord escaped that horror, and never once suggested that the means used to kill those babies be eliminated. He came to show that the deficiency is in the hearts of every one of us. He pointed out that we live in an evil age, surrounded by evil. He showed us that the way to overcome evil is through diligent prayer and love for one another. Love for one another implies that we protect one another. Since we are unable to remove from our world the means which bad people use to harm others, we can do only as Jesus did. We must be willing to put ourselves in harms way to prevent harm to others. Let us not cower even further by abandoning our responsibility to protect our children to the good intentions of others. Every parent of every child that died last week did that when they sent their children to school that day. A school that the gunman knew would be absolutely defenseless.

Wanna Make More Money On Your Next Fence Job?

  I can offer you a single question to add to your sales presentation that could make you up to $100 more on your bottom line. For each job. By offering premium product to your customer, you can differentiate yourself from the competition, and in this case, you can do it without putting down your current product.

  Most customers will immediately see the value in your offering, few will deny that there is value in it, and the only determining factor that goes into their decision is whether the price you offer is worth the value upgrade. Most of the people asked this question will answer, “Yes!” enthusiastically.

Simply put, point out that your bid contains industry standard hardware, which is usually imported. Then ask, “Would you be willing to spend $50 - $100 (fill in your number) more for me to include 100% American made hardware on all your gates, (or vinyl caps on your posts, or both) with a lifetime guarantee? You will be surprised at how many people jump to say yes right away. In some cases, it's like they've waited all their lives to be asked that simple question.

  What about the question of your current quality? Simply point out that in order to allow a fair comparison of bids, you included the same quality of materials that your competitors use, but that you prefer to allow the customer to choose better quality products. You may even want to say that you prefer to use the higher quality products, but that in order to get an “apples to apples” comparison you have written imported hardware into the bid.

  There is no use trying to point out the deficiencies in imported hardware here. The customer will have a personal opinion about imported goods, and your sales pitch isn't going to change that. What you are appealing to is the inherent preference for “home grown” shared by most Americans, tapping into a distrust of inferior substitutes, and allowing them to make all the conclusions.

  The beauty of this is that the price difference for you could result in a savings plus the upcharge. Many of the caps we sell are priced at or below the cost of imports, and our hardware is, in most cases, very competitive. Using this technique can make you hundreds, if not thousands of dollars and can win you those jobs you have been losing to your competitor on price because you offer more than price. You offer value.

  To offer value to your customer, and make your hardware and accessories a profit point, as well as letting them distinguish you from the rest of the pack, use Modern Fence Technologies products on your next job!

Invest in You

  Part of being a professional is a commitment to constant improvement. For teachers, it means taking courses when school is out. For doctors, it means attending lectures and studying new techniques and treatments. 
  For fence professionals it means going to Sebring Florida this February to attend the NAFCA Fence Training School 2013. Learn from some of the most experienced installers and teachers in the industry. It's an affordable investment in your business, and your career. Check it out at: http://www.4nafca.com/index.php?option=com_content&view=article&id=74:fts-2013&catid=34&Itemid=66.

The “Contractor's Code of Ethics”, as published by NAFCA

All contractor members agree to the following:

1. I agree to install the job at the date promised with weather permitting.
2. I agree to install the material that is specified.
3. I agree to follow standard procedures for installation that is set for in the industry or better.
4. I agree to finish the job.
5. I agree to carry the designation of “Fence Contractor” with pride and to take pride in all installations.
6. I agree to promote the North American Fence Contractors Association.
7. I agree to be fair in all negotiations.
8. I agree to be honorable in commitments to supplying vendors.

“Bringing together Fence Contractors and Vendors for Their Mutual Benefit and the Integrity of the Industry.” That is the mission statement of NAFCA. As the previous posts have shown, the members of NAFCA take this seriously. We've discussed Vendors Responsibilities and Consumers Rights, but what about Contractors? This three-legged stool works only if each leg holds the others up. The connection between Vendors and Consumers is through the Contractor. NAFCA is dedicated to helping to build strong Contractors by upholding sound business practices and honest, ethical behavior. By joining NAFCA, a Contractor subscribes to the same level of moral conduct.

The first four articles in the Contractors Code of Ethics are directly related to the fence and its installation.

1. Contractors agree to abide by their word regarding scheduling of work. While weather may hold up a job for a while, a reputable contractor will always strive to be “on time”, and communicate directly with the customer about weather delays and expected dates to resume work.

2. Contractors also agree to deliver what is promised, not a substitute. If materials specified are no longer available, contractors agree to re-enter the negotiation phase so that customers are fully aware of what they are paying for and that they are getting exactly what they are paying for.

3. Contractors agree to abide by industry standards in installation and to complete work “in a workman-like manner”.

4. Contractors agree to finish the job. Real world circumstances occur that make finishing jobs difficult. NAFCA member contractors do not walk away from a job until they, and the customer, are satisfied that it is complete.

5. NAFCA contractors are professionals and it shows in their work.

6. NAFCA's strength is the involvement of its members. It is a privilege to belong to NAFCA, and members look continually to add value to membership by promoting the values and goals of the organization, while inviting others of similar values to join.

7. Part of being an ethical businessman is to negotiate fairly, to not take unfair advantage of another. NAFCA members are committed to maintaining their integrity.

8. Just as NAFCA Contractors honor their commitments to customers through these articles, they agree to honor their commitments to Vendors. Failure to do so not only destroys integrity, it exposes the customer to financial liabilities that ethically must fall on the Contractor.

The goal of NAFCA is to build strong ties among the fence industry and its customers to the benefit of all. The Codes of Ethics that Vendors and Contractors sign, and the Consumer Bill of Rights that they support are all designed to protect all parties and encourage integrity. Why would anyone want to do business with someone who doesn't demonstrate a commitment to these values?

The "Vendors Code of Ethics", as published by NAFCA

 Among the qualities that make NAFCA unique and valuable are the “rules of the road” that NAFCA members agree to abide by. In a previous post I went through the Consumer Bill of Rights published by NAFCA. This post is an analysis of the Vendors Code of Ethics, designed to protect consumers and contractors from unscrupulous business practices.

All vendors agree to the following:

1. I agree to follow the “Country of Origin” laws for my products.

2. I agree to carry product liability insurance for my product in any country that I sell my product in.
3. I agree to honor intellectual properties or patents of other companies.
4. I agree to be fair in all negotiations.
5. I agree to recognize and correct any defects in any product I produce.
6. I agree to promote the North American Fence Contractors Association.
7. I agree to deliver any goods promised.
8. I agree to allow inspections of my place of business.
9. I agree to allow any of my products to be tested for quality and quantity.

Regarding #1. There are many issues that play into the “Country of Origin” debate. Some of them play into other points in this list. The fact is, the United States government has set laws and rules regarding the importation of goods into the U.S. NAFCA vendors agree to abide by the law of the land.

#2. As a consumer or contractor, I want this protection. If there is monetary loss, or injury or death attributable to inferior product or workmanship, the courts will be used as a remedy to the injured party. Typically, in the absence of product liability insurance, the person with the deepest pockets ends up paying the bulk of the damages. In reference to #1, manufacturers who export to the U.S. often forgo liability insurance to save money, and avoid underwriters demanding better quality. While this results in lower prices to the contractor, the liability then shifts to the contractor.

#3. Counterfeit goods lower the value of all similar goods. If I make the finest quality patented fork, and someone copies it and sells it for less, it drives down the price I can charge for my fork, which, in turn, gives me incentive to lower my quality so I can compete on price. There are laws against stealing intellectual property and infringing on patents. NAFCA member vendors agree to abide by those laws.

#4. This requires little explanation. Open communication and honest dealing are the goal.

#5. Another principle of sound business. It does no one any good to have their name attached to faulty or defective goods, and NAFCA members look at defects as an opportunity for improvement.

#6. In order to help others in the fence industry prosper, NAFCA members are always looking for new contractors who can benefit from being a NAFCA member.

#7. A no-brainer. Anything less is theft.

#8 Transparency is the goal here. NAFCA members are proud of their businesses and agree to inspections for the purpose of holding one another accountable.

#9. A must for honest and fair dealing, counts and quality must be monitored. In the event of a discrepancy or complaint, vendors have the opportunity to apply #5 here and remedy the fault.

The point behind having a Vendors Code of Ethics is to hold up the trust relationship that must exist for business to grow, and allow accountability to standards agreed upon from the start. By agreeing to a published standard, vendors are affirming their belief in and support for sound business practices that are designed to ensure fair and honest treatment for all parties.

The “Consumer's Bill of Rights”, as published by NAFCA:

Any consumer who chooses to use a NAFCA member has the following rights:

1. Has the right to know the fence installed will be the fence that is specified.

2. Has the right to know that all workers on their project will be legal documented workers.

3. Has the right to an installation started when promised with weather permitting.

4. Has the right to know that the installation has a labor warranty from the installing company.

5. Has the right to report improper installation practices to the North American Fence Contractor’s Association Board of Directors.

6. Has the right to have the fence installed properly and according to industry standards or better.

7. Has the right to know the installing company carries Workman’s Compensation Insurance and General Liability Insurance.

8. Has the right to know that the member company has all the required licenses required by law.

As promised, here is the Consumer Bill of Rights offered by NAFCA. With the possible exception of #5, the right to report improper installation practices to the NAFCA Board of Directors, all of these rights should apply to anyone buying a fence from any contractor. While the NAFCA Board of Directors has no authority over non-members, a complaint would definitely cause an application to be reviewed, should a contractor in violation apply for NAFCA membership.

Starting with #1, it seems like a no-brainer, we all expect to get what we paid for, yet there are disreputable people out there will sell you one thing and deliver something else. In the event that the product specified in the contract is not available, the contractor should give the homeowner the options and allow decisions about alternatives to be agreed upon with the customer.

#2. There may be legal ramifications and insurance concerns to having other than legal documented workers on your property. The laws of this country state that all workers must be legal and documented. No contractor should be allowed to break that law.

#3. Sound customer service would dictate that installation proceed on an agreed upon schedule, weather permitting. It is also the right of the customer to expect the service specified and paid for under the terms of the contract.

#4. A sound and reputable contractor warrants the work performed.

#6. Another no-brainer. One of the things a customer is paying for in the contract is superior knowledge and technique. Improper installation may void manufacturers warranties, so this one is doubly important to the customer.

#7. Any injuries or claims resulting from the materials or installation of the fence ought to be borne by the installer or supplier of the materials, not the customer. Again, the law requires Workman's Compensation Insurance for employees.

#8. It is the contractors duty to have all required licenses. The customer should not need to ask for them. In some cases, permits are voided where proper licensing is missing, resulting in large expenses in time and money.

The provisions in this “Consumer's Bill of Rights” are meant to protect consumers by holding contractors to the highest standards of business ethics. In a perfect world, they would apply to all business transactions. In our world, they only apply to NAFCA member contractors. Who would you hire to install your fence?

Whatever Happened to Market Building?

I know it looks like I've gone “all NAFCA, all the time”. It's true, I've been spending a lot of time and effort on promoting NAFCA and the events they sponsor. If you have read some of my other posts, you will know that there is a consistent theme throughout. Our goal at Modern Fence Technologies is to build strong fence contractors and a strong fence industry. We do it by providing the best products at the best prices available, and by educating both consumers and fence professionals about the sound principles necessary to a strong economy.

In one sense, NAFCA is a tool we are using to build the fence industry. The members of NAFCA are dedicated to the task of improving the entire fence industry by holding themselves and others accountable to a code of ethics that puts the customer and honest business practices before short term gain. These are values that Modern Fence Technologies supports.

In coming articles we will examine the “Customer Bill of Rights” , “Contractor Code of Ethics”, and the “Vendor Code of Ethics” published by and subscribed to by NAFCA members and look at how these principles highlight the ideals that build business rather than destroy markets.

News From NAFCA's Annual Meeting

Congratulations to all those who have been elected to serve as NAFCA Executive Board members for the next year! Dennis Pekoff of Natural Beauty Fence will be taking over as Secretary/Treasurer, Scott Ruete of Frederick Fence will take his place as Vice President and, with Norm Legare stepping down as incoming president for health reasons, Mark Knudson of Modern Fence Technologies has been elected to serve as President for 2013.

For NAFCA, 2012 has been a year of growth and overcoming the inevitable growing pains that occur when an organization experiences rapid expansion. 2013 is on track to be a year of even more explosive growth, as opportunities for contractors to sharpen their skills with professional training seminars continue. Check out NAFCA's website to see how you can be a part of the NAFCA Field Training School in Sebring FL this February.

The First Biennial NAFCA Expo International Trade Show

By all accounts the NAFCA Expo at the Classic Center in Athens Georgia was an unqualified success. NAFCA's first international trade show was bigger than expected, and well attended. The seminars on Friday were informative, on point, and well attended by contractors and vendors. They included Sales Training with Bill Schenke of Ameristar, LiftMaster's Bill McCoy teaching installation of gate operators, and business building seminars on job costing and business management, as well as tool and technique talks and demonstrations. The Southern-style barbeque that followed was excellent, with ample opportunities to talk with friends and colleagues in the fence industry. After dinner, attendees walked across the way into the parking structure to watch Ray Statz of Qual-Line Fence in Waunakee, WI win the World Fence News NAFCAR championship on his high wheel tricycle built entirely of fence materials.

 It was tremendous fun as the crowd of screaming fans watched him take three out of three heats to defeat close rivals Chris Chapman, of Chapman Fence and Marge Knudson, of Modern Fence Technologies.

The show on Saturday allowed vendors and contractors from all over the United States and Canada to meet and discuss needs and build the relationships essential to success in today’s competitive market, and ended with a booth auction, with much of the proceeds going to NAFCA's Goodwill Project. If you missed this chance to be a part of a NAFCA event, don't miss the upcoming Fence Installation Training School in Sebring FL this February. Over 250 years of installation experience will be represented by the lineup of instructors, as they teach tools and techniques, along with standards and “tricks of the trade” in an affordable and exciting atmosphere.

NAFCA is dedicated to education and helping contractors grow strong through sound and ethical business practices. Go to 4NAFCA.com to see what NAFCA can do for your business. And start planning now to attend the second Biennial NAFCA Expo in 2014.

   If you haven't signed up for the NAFCA Expo in Athens, GA yet, you need to! This is a prime opportunity for fence contractors to get the kind of training and support from vendors that can make the difference to a business trying to break through. With tremendous sales training and sessions designed to help design your business around making profits, to detailed seminars on tips and techniques for installers, this international trade exposition has something for everyone.

   There are fun activities planned for the times not spent in class or on the Expo floor as well. NAFCAR racing, (you gotta see it to believe it!), a golf outing, even a southern style barbecue dinner, and plenty of time to network with other contractors, manufacturers, and thought leaders in the industry. And you won't find a better bargain. You can even get in free , just call your NAFCA member vendor to find out how, or call NAFCA at 770-757-9094. Check it out here, at NAFCA's website.

Sales Training Opportunity of a Lifetime

  If you are in sales, in any industry, you need to be a part of this.  Bill Schenke, Vice President Of Sales at Ameristar Fence Products Will be teaching at the North American Fence Contractors Association Fence Expo in Athens, Georgia, on Friday, November 9th.  This is just one of several seminar tracks that will improve your sales techniques  your business organization, and, for the fence professionals, tools, tips and techniques.  You really can't afford to miss this opportunity.  You can register here, and call your NAFCA member vendor for a coupon code to cover your registration fees!

Are we Crazy?

  Isn't it time to stop doing things the same way, expecting different results? Businesses all over the world are tripping over one another to shave value off of products in order to lower prices. It used to be that a manufacturer might shave value to make a few more cents per unit. Now, manufacturers are shaving both value and utility off their products in order to come in a few cents lower than the competition.

  By constantly harping on “Lowest Prices Anywhere”, sales and marketing drones everywhere have conditioned customers to the idea that price is all that matters. This becomes a self-fulfilling prophecy, as lower prices drive quality so low that consumers always demand a lower price on the current iteration of a product than they paid for the last one, because the last one did not satisfy their expectations.

  Rather than follow this “race to the bottom”, Modern Fence Technologies has decided to remain the producer of the highest quality, American made hardware, tools and accessories available to the professional fence industry, while offering support to our customers by teaching them the benefit of selling quality rather than price. We are here to help prepare you as a distributor or contractor, to meet your customer's price objections with sound reasons to buy quality.

  Sure, it's a little more work to produce and sell quality, but in the long run, everyone who is party to the deal is better off, and more satisfied.

How does twenty-five bucks sound?

 

How does twenty-five bucks sound?

$25

Cha Ching!!!

Modern Fence Technologies is in the process of updating our website and we are asking all of our customers to help out.

All you have to do is take a phenomenal picture of our product in use.

Submit your picture in JPEG format to your sales representative, along with your company name, name of the photographer, and a phone number where the photographer can be reached. A completed photo release will need to be on file for us to use your photo.

If we select your photo for use in our website, catalog, or on-line store your company will be awarded an immediate $25 credit on your account, and your company name and the name of the photographer will be immortalized, (until the next update)!  So get snappin'!

Phenomenal photos will show our product properly installed, be well lit, (Avoid direct sunlight, as it can “wash out” detail), will show how the product enhances your fence, and will have an interesting description of the application. Including all of these will greatly improve the likelihood of having your photo chosen!

                   This is what a well lit picture looks like.

This picture has too much contrast and no detail.

The Best Blog Entry Ever!

Aren't you tired of the “Best of...” articles, blogs and websites that offer you the equivalent of a six-year-old’s “What's your favorite color?” question and answer? It seems counter-intuitive to go to a place that is so well suited to objectivity to get such subjective lists. Let's leave the “Sexiest Man Alive” contests to the tabloids where they belong, and focus on making the lives around us a little better each day.

I'm tired of the listings of “Best Restaurant”, and “Best New Car Under $450,000” sites. These subjective lists bring several questions to mind. Like, “Who cares?”, or, more to the point, “Why should I care what you think about 'X'?” The fact that someone voices an opinion is not sufficient to make them an expert. Often those who cry the loudest, know the least. (Or have a vested interest in the outcome.)

Have we become a nation of sheeple that needs direction from the all-seeing eye of the internet? And even if we have, where is the content on the almighty internet coming from? That's right, our fellow sheeple. Or have we become so self-absorbed that we believe that others cannot live happy, fulfilled lives without knowing our deepest thoughts on which is the best ketchup? (It's Heinz, by the way, in case you're wondering. You read this far, so I figured my opinion mattered to you, just a little.)

I'm pretty sure it's a little of each. The internet has managed to make us closer, with sites like Facebook and Skype allowing us real time communication all over the world, and yet we can hide behind our email boxes and never, really, have to come face to face with anyone. And the ultimate bully pulpit, the blog, allows all of us to vent our deepest, most cherished thoughts. For centuries people hid these things in their hearts and bedside diaries, and few if any people shared them. Somehow we discovered science and music and literature without the benefit of several billion people pouring out their souls to one another in instantaneous communion.

Which begs the question, given the current states of these endeavors, is it possible that a driving force behind such creativity is the formerly bottled up energy we now so freely spew out into cyberspace?

NAFCA Field Training School

  It’s not too early to be thinking about the NAFCA Field Training School coming up this February 7-9, in Sebring Florida.  Participants will learn fundamentals and professional techniques for installing chain link, vinyl, metal, wood, farm fence and gates with operators, as they participate in “hands-on” style classes.

  This is real world training, available at prices that aren’t “out of this world”.  Click here to learn more about this exciting and affordable opportunity to broaden the knowledge base of your staff.

Helping the Dollars and Cents Make Sense

  Are you tired of working too hard for too little? Does it seem like you are running a losing race to the bottom against your competitors? Don't miss an important opportunity to learn more about how to run a profitable business. Overhead and Cost Accounting for businessmen is a seminar topic being offered at the NAFCA Expo in Athens, GA next month.

  This is a practical and non-technical look at how cost accounting can work for your small business, to help you determine profit margin, overhead, and estimating so you can understand where all the money goes, and be there when it shows up. This class is designed to help fence professionals to better communicate with accountant and finance types.

  It is also just one of several important topics being covered in the seminars at this Expo. And, when school is out, NAFCAR is in. Race your gravity powered car built of 100% fence material against other fence pros in the parking ramp. Trophies are cool, but bragging rights last forever!

  If you are a member of NAFCA, there is an important meeting including discussion of bylaws that you won't want to miss. There is also golf, shopping, and an exhibition hall where all of the latest tools, products and techniques will be on display.  If you aren't a member yet, what are you waiting for?  Click here for more information.

New at Modern Fence Technologies...

Anyone familiar with Rhino Post Drivers knows the speed and convenience offered by the entire Rhino line of tools. The biggest drawback to driving with a Rhino Pneumatic Post Driver has been the need to lug around a compressor. That's fine for big jobs, but on small jobs it can be too much hassle and expense to make using a Rhino worthwhile. Until now.

The Rhino GPD-30 gas powered post driver is the most compact, portable post driver available. With a 4-stroke Honda gasoline engine providing the power, the unit weighs only 35 pounds, yet it will drive t-posts or 1 7/8” pipe effortlessly, and faster than you thought possible. No compressor, no mixing gas and oil, no hassle. You can watch a demonstration at our YouTube Channel here, or contact Modern Fence technologies to see when we will be in your area to demonstrate this fantastic new driver.

Modern Fence Technologies wants to be your supplier of fine Rhino brand Post Drivers.

Call your rep today at 888 456 6786

Are You Covered? Part II

In discussing the value of product liability insurance last week, I limited the topic mainly to domestic producers. Manufacturers of imported goods have different rules to live by. I wrote in the previous post,

“...if a manufacturer makes a product, that manufacturer may be liable for any incidental or consequential damage arising from the use or misuse of the product. In addition, every person along the chain of distribution of that product may be held liable as well.”

This liability extends only to the U.S. Border. American courts have no real power of enforcement against companies based overseas. The most severe penalty that can be levied is a ban on further imports from that company. A nuisance, to be sure, but easily circumvented by changing a company name, or filtering product through another company.

The truth is, foreign manufacturers have little incentive to provide protection to their distributors or customers in the current climate. The risk is being carried entirely by “every person along the chain of distribution of that product”, at least those who are in the U.S. That means that the American company that imports the products, the distributor that wholesales them to contractors, and contractors, (who are in the weakest position to hire a good lawyer), are left holding the bag in product liability cases involving imported products.

Sure, it may be possible to save a few bucks buying imported goods. You may even be able to pass them off as being as good as American products, in fact, they sometimes are. (Think Honda, or Toyota) But what happens when an import becomes a quality replacement for American made products? They end up being made here, and the manufacturer carries liability insurance on its goods. But if you are using imported parts in the course of doing business, consider the risk you take that at some point a failure may occur, and leave you to pick up the check.

Are You Covered?

A LinkedIn poll was recently brought to my attention that was designed to get a feel for what businessmen think about the various insurance products available to them. The basic question of the poll was: “What is the most critical part of a manufacturer's insurance coverage?” It then offered five categories and asked responders to vote for the most important one, then explain their answers in the comments section. The five categories and their current standings are:

1. Worker's Compensation      32%
2.  Business Interruption          12%
3.  Product Liability Coverage 45%
4.  Broad Property Protection    5%
5.  Equipment Breakdown         5%

The results are revealing, as are the comments.

The poll is ongoing, so the numbers may vary as time goes on, but looking at the current results is informative. One that I find somewhat surprising is that Worker's Compensation is included in this poll. In the eyes of most American manufacturers, it is simply a fact of life. Asking if it is important or should be included in your insurance portfolio is like asking if you should provide lunch breaks. Both are subject to legal mandates.

Interestingly though, even with this red herring, product liability insurance comes out far and away the most important coverage a manufacturer can carry. As a starting point, I rank the four remaining types of insurance in this order:

1. Product Liability
2. Broad Property Protection
3. Business Interruption
4. Equipment Breakdown

Let's look at numbers three and four first. These are entirely subjective rankings, and will change if the business you are in is, say, heavily dependent on extremely expensive or complex machinery, or in an area prone to natural disasters which render business inoperable for long periods.

I rank product liability insurance as number one because the consequence of success in business is exposure to an increasingly chaotic litigation system, in which many people, including lawyers acting as sworn officers of the court, are making a living by bringing suit against everyone involved with the use of a product, leaving the end user, the one supposedly harmed, blameless, and everyone else liable. This cottage industry has grown to awards totaling tens of billions of dollars a year, and that doesn't count out of court settlements that companies offer to avoid huge payouts.

Obviously, one way to avoid these expenses is to limit the kinds of suits that may be brought, and the amounts recoverable, which has worked elsewhere when tried. The other response is to create a whole new industry to insure manufacturers against these suits. Tens and hundreds of millions of dollars are spent on insurance policies and self-insurance to protect American businesses from these suits. Where does that money come from? You and me. Every time we buy a product made in America, we pay more than we should for it because American manufacturers pay for liability insurance, (or should). Those costs are passed through to the consumer.

Whatever the legal climate, the reality is that American courts have ruled that if a manufacturer makes a product, that manufacturer may be liable for any incidental or consequential damage arising from the use or misuse of the product. In addition, every person along the chain of distribution of that product may be held liable as well. That means that if you run a business making things, or using things that a consumer could come into contact with, you could be sued.

Political philosopher John Locke wrote in the seventeenth century something that boils down to 'the power to sanction is the power to destroy'. If a court has the right to take away your means of doing business, then you have the responsibility to protect your business by insisting that what you make, and what you use is covered by product liability insurance.

Modern Fence Technologies Drowns Golfers....

September 21, 2012

  This just in... Approximately 36 golfers decided to salvage a rained out golf event by playing a "refreshing" nine holes in the 50 degree rain.  Competition was fierce to see who could get back to the clubhouse with a full nine holes and get dried off and warmed up first.  Alpine Valley Resort did a fantastic job of welcoming the Modern Fence group and provided an excellent fish fry for all who came.  Thank you to all the vendors, customers, and friends who made this possible.  We have been blessed with a successful year of business, but even more by knowing and working with all of you!

How to set a flag pole...with no concrete!

  Modern Fence Technologies is marketing a handy system that allows same day secure installation of posts and poles by simply driving pipes into the ground.  View the video of an installation of a flag pole here: http://www.youtube.com/watch?v=T3jBn6zPc6I&feature=plcp.  The actual installation took about one hour from first shovel to flag raising.

Thank You!!!!!

NAFCA owes a debt of gratitude to TAPCO and especially Tom Wright for all the hard work that went into the first annual Gate Operator Installation School September 13-15 at the TAPCO facilities in Brown Deer, Wisconsin. Tom was instrumental to the success of this event, organizing registration as well as logistics in putting together everything from the practice gates, which were donated and installed by Ray Statz of Qual Line Fence, with the help of Mike Statz, of Statz Brothers Fence, to the use of TAPCO's first rate facility, and even lunches. Thank you to these and all the vendors and contractors that worked together to make this event possible!

For a first-ever event, it was remarkably successful, with excellent reviews from participants, which included ideas on how to make the next Operator School even better! Participation ran over 30% ahead of anticipated numbers. If operators are a part of your business, or you want to find out if they should be, there is no better value that NAFCA's Gate Operator Installation School.

New...Again, from Modern Fence Technologies

It's a fast paced world, and business is no different. Any small business that has survived the last five years has done it by adapting to the changing business environment. Modern Fence Technologies is in a constant process of reinventing itself to meet the needs of an ever changing market. In the past year we have worked to improve cantilevered gate systems, introduced an entirely new line of chain link and round to square hinges, begun analyzing the hard science behind how hinges support a load, and mounted a concerted effort to build markets in all areas of business. All of this has occurred as a consequence of serving our customers and listening to their needs.

In order to meet the demand of several customers, and to re-build a shrinking market, Modern Fence Technologies is reentering the vinyl router table market. Over the last several years trade organizations have made it increasingly difficult to remain a member in good standing, while serving our customers. Rather than leave our customers at the mercy of a few large fabricating companies, we are offering several styles of hand routing machines ideal for small to medium volume operators who want to keep the work in-house.

This allows you to control the quality and the timing of every job. Why wait for and pay for shipping when you can keep your skilled employees at productive jobs making posts, panels and gates during slow periods? Most importantly for the small businessman, you aren't paying someone else to do work you can do more efficiently. If you haven't seen what Modern Fence Technologies can do for you this month, look again.

More Government

 

"The Bring Jobs Home Act, introduced Thursday by Rep. Bill Pascrell, D-N.J., provides a 20 percent tax credit for businesses that “insource” jobs back to the United States and is paid for by closing tax loopholes for companies that “outsource” jobs overseas and treat distributions of debt securities in a tax-free spin-off transaction in the same manner as distributions of cash

or other property."

Washington, D.C. (July 19, 2012)

Excerpted from article by Michael Cohn  from  "Accounting Today for the Web CPA"

A recent initiative in Washington has proposed to give incentives to businesses that move jobs back into the U.S. These businesses are currently, and have historically, gained tax incentives on top of the savings of paying a non-U. S. workforce, for moving jobs offshore. On the surface, it looks like a good idea to reverse the policy, right? After all, we should encourage businesses to keep those jobs here!

Let's take a look at the ramifications of these policies. American tax dollars were taken from us, and given to companies to help move jobs offshore. In the process, Americans lost jobs, therefore, the tax dollars given to the businesses were coming from a shrinking source. Now the brilliant minds that gave us that failed policy want to take more money from the few of us left with jobs, and give it to those same companies , to help them move those jobs back here.

Don't let talk of “closing loopholes” to pay for the program fool you. Closing a loophole does not generate income. Taxes generate income. In order to pay for something, one must have income. They are trying to pick our pockets to pay off the thieves who picked our pockets last time. In an election year. How much of the money they send to these companies comes back to their campaigns?

The point is, we have let the government take too much control over our money, our business, and our lives. If there had been no incentive for the jobs to leave, they would still be here in the first place. Why let the agent of the destruction of our economy dictate the terms of its recovery?

Look at it in terms of your own life. Picture yourself working at a job with dozens of co-workers. They all move across the street to a competing firm, and a portion of your wages is now taken to cover a portion of their wages, while you are left to compete with them. The current proposal would take more of your money and give it to your firm to move the jobs back. If more government regulation is the answer, you are asking the wrong question.

Something for Nothing...

 

Once you see the pattern of destruction that has affected American business, you will notice recurring themes. As sectors of an industry gain enough power to exercise control, the immediate effect is erosion of quality and service. It is simply human nature to take the path of least resistance. Once one is controlling a sector of the market, it is easier to keep prices down by lowering the quality of goods offered. This is bad strategy, and always destroys the market.

If one is in control of a market, the quickest way to a fast buck is to keep the prices where they have historically been, while greatly reducing the quality of product and service offered. Once the customer base is aware that there is little value in the product, at any price, they insist on ever lower prices. If you doubt, look at Wal-Mart or Home Depot. It is their business model, and while it is wildly successful for the ones holding the keys to the business, the entire market, and the entire economy, suffer.

In order to succeed in this environment, one must build on integrity, charging honest prices for honest quality and service. It is not a fast or easy way to build a business. It is the only way to build a business while improving the market in which one deals. By improving quality and service, and by treating customers as valuable assets to the company, the market is built up. How did Mercedes Benz and BMW get to the point where they consistently sell their vehicles at much higher prices than their competition? Even in tough economic times, people who insist on value recognize that there are two sides to the value proposition. Top quality results must be met with fair prices.

Why isn't anyone listening to you?

With all of the new forms of communication out there it seems like the more ways we have to "reach out and touch someone", the farther apart we get.  I just read an article about the death of voice mail as a personal communication tool. Apparently, the advent of texting has made voice mail obsolete in our personal lives. Rather than force our friends to open voice mail, listen to prompts, and then listen to our message, and play it back if they miss something, we text. Some people don't even do that, they rely on your caller I.D. To let you know they called, and expect you to call back.

It is important to be intentional in our communications. We need to know who we are talking to and that they are listening. Nothing beats a face to face. When that's not practical, consider teleconferencing. As long as phones and internet access are available, meetings can happen. There are literally dozens of alternatives offering innumerable options in online meetings. You can choose web-cams, VOIP (voice over internet protocol), whiteboards, recorded video, live audio, recording, and even charge people to enter the meeting. There are too many options to list, chances are one of them will work for you.

The appropriateness and effectiveness of voice mail are, in my experience, directly proportional to the quality of the relationship I share with the individual I'm trying to reach. Why would anyone listen to a sales call from a stranger, when all they have to do is press a button to make the whole thing go away? Conversely, if my customer has a question regarding terms for an order, we are both highly interested in connecting, and are both extremely likely to listen to one another on a recording.

The same goes for email. I ignore thousands of emails a year (but never at work). I know businessmen who have their secretary “dump” their entire email box once a month to get rid of everything they haven't opened so that it doesn't get full. I even know people who periodically set up new email accounts to avoid the trouble of cleaning out old ones. Have fun keeping in touch with these guys if they aren't already looking to hear from you!

If you want your voice mails to be listened to, you have to be sharing something of value with the person you are calling. If you want your emails read, be sure the recipient knows it is coming, and knows that there is something important in that email. Whether you do that by calling your client first, or by consistently delivering such blisteringly good content that they cant wait to open their inbox to see if you have graced them with another message, there is no substitute for quality. If you want to be sought out, be worth seeking.

How to make a few extra bucks...

Looking for a way to make a few extra bucks? How about a bunch of them? We all drive past opportunities every day and never realize they are there. If you are an experienced fence installer, or have worked with automatic gate operators and want to know more, The NAFCA Gate Operator School is for you.

Recently a fence guy had a conversation with the Director of Maintenance of a small municipality. He asked if the town was aware of some problems with the fence on one of their facilities. The Director said he was aware that some roller covers were broken on the automated gate and should be repaired. The fence guy was able to point out several other areas where the gate did not meet safety standards, then asked if he was out of line for pointing them out.

The Maintenance Director actually thanked him for pointing out the issues, and asked if he knew someone who would be able to fix it. The liabilities involved in having an out of compliance gate far outweigh the costs of repair, and most municipal staffs have neither the manpower nor the expertise to inspect, much less repair these systems.

So where do the extra bucks come from? Once you have been to the NAFCA Gate Operator Training School, you will know how to evaluate gates, fences and operators for safety standards, and how to bring them into compliance. Even if you don't want to do the operator repairs yourself, you will be able to generate income by making the necessary repairs to gates that must be done before the operator can be adjusted.

Sign up today for the NAFCA Gate Operator School this September 13-15, in Brown Deer, WI by going to http://www.4nafca.com/index.php?option=com_content&view=article&id=73:gate-operators-school&catid=34

Too Cool for School...

  Why should you consider going to, (or sending someone to), the NAFCA Gate Operator School in September? Even if you never want to be a certified gate operator installer, this school is a business builder. How? Once you have a trained technician who knows the codes related to powered gates, you can market an inspection and compliance package to owners of powered gates.

  “No one who owns a powered gate wants to know that it is not code compliant. Especially if it will cost money to fix it.” Did something like that just run through your head? The fact is, the costs associated with not meeting code are much, much higher than the cost of fixing a gate. Those codes were written to prevent serious injuries and worse.

  You can work with a local certified installer to come behind your gate repair crew to adjust and maintain the powered systems, or you may want to move forward with certification for yourself or a staff member. This is an excellent opportunity to build your business, improve your off-season cash flow, and maybe even save a life. And the school is available at extremely reasonable rates. Send your best technician and your best salesman to this three day school, and see how much business you can get.

NAFCA Gate Operator School

The North American Fence Contractors Association is offering a tremendous opportunity for fence contractors to expand their knowledge base, and increase their business footprint, while ensuring that their employees have the best, most up-to-date training on the complex topic of gate operator installation.  This three day school covers all the basics, including site assessment, equipment selection, intallation methods, proximity loops, and safety concerns.  For more information about how you can participate, go to: http://www.4nafca.com/ , or call (770) 757-9094. 

Sound Off

Comments are enabled on this blog, so this is your chance to be heard.  We'd love to hear from readers about the challenges and successes they are experiencing in the fence industry.  And if I've written something you just have to respond to...just remember, the kids might be reading this!