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?