Fence Guy Podcast

Bonus Episode: The Margin Gap: Why You're Working Harder for Less Money

Are you staying busy but still struggling to see the profits you expected? In this episode, Craig Eubanks breaks down the "Margin Gap" and why some fence companies are pulling 60–70% margins while others barely hit 30% . We dive deep into the reality of competitive markets, the common math mistake that costs contractors hundreds of thousands of dollars, and why a high close rate might actually be a warning sign that your prices are too low . Stop competing for the bottom and learn how to build a business that prioritizes profit over just staying busy In this episode, we cover: * The Power of Zero Competition: How location dictates pricing leverage * Markup vs. Margin: The simple math error that could be "disappearing" over $200,000 from your bottom line . * The Close Rate Metric: Why closing 60% of your leads means you're leaving money on the table . * Winning the Price-Driven Customer: Accepting the reality that 8 or 9 out of 10 customers lead with cost—and how to build your strategy around it .

Bonus Episode: What I Learned After Interviewing 100 Fence Pros

What separates the fence companies that thrive from the 80% that fail? After hundreds of hours of unscripted conversations with industry leaders, Craig reveals the "quiet" truth about success . This episode isn't about flashy social media tactics or revenue "flexing" . It's about the internal systems and financial discipline that keep a business alive . We dive into Harvard Business School research on why "humble bragging" backfires and look at raw data from IBIS World and the Bureau of Labor Statistics regarding our $20 billion industry . We cover: Cash Flow vs. Revenue: Why cash flow problems are the number one reason construction companies fail The Obsession with Quality: Why a clean finish is the most powerful marketing tool you have Scaling Through Systems: How to take yourself out of the middle of the business so it can grow without you . Stop performing growth and start doing the work that creates it . Share this episode with a fellow fence pro who needs to hear the truth 🤝 Thank You to Our Sponsors: 🔥 Brand Builders - https://www.gobrandbuilders.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbWZmRVZQOW9OdURybnRwd2tFU0pGQ29mdEo2UXxBQ3Jtc0ttT295cmNtbk1KXzZrZE10QnBBd1UwMkg3UnRWVUFvZ29YMXBBR2s1SHc5Vk1rcnRfOTNmaHVyaGpBTkZIbWZsTzZTUDdVSG9fLWxuZElLZ3kwVW55ZlJPWnpZYUtKcXF6TGphckJmTG8zaWI1NzN5SQ&q=https%3A%2F%2Fwww.gobrandbuilders.com%2F&v=NvOAHF-Xcxo] 🔥 Contractor Accelerator - 50% OFF YOUR FIRST MONTH WITH CODE: FGF 🔥 FenceGPT - 10% OFF WITH CODE: FGF - www.fencegpt.com 🔥 Fencetrac Fence System - https://www.fencetrac.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjhSMHlYamI0eXBDZWZvU3NSOTJZZEtmRUFod3xBQ3Jtc0tsNE1aZzJYc09JX0JHSkhzS0QzQVZBVE9HRzJ6dFI2OGV4elRHb2FUM1Y2aUtZNXF5empvSkRVYVNXWGxGbzRXdm92TXlXVU5yQmQxVGZ5WmdsZlI5Y1U3bVZIMEZ4dHl4SmVTT3U3Uzh4S0JIQlgtQQ&q=https%3A%2F%2Fwww.fencetrac.com%2F&v=NvOAHF-Xcxo] 🔥 J.C. Gury - 5% OFF YOUR FIRST ORDER WHEN YOU MENTION FENCE GUY FRIDAY OVER THE PHONE 🔥 LiveSwitch - https://join.liveswitch.com/FenceGuyP... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGpZXzhKWERSYTRqTVBRbDdtV1ZuZk9fSXJJZ3xBQ3Jtc0ttRm9wUHVhR3lKWUhKSFNPa2c2TnEzSFRkS2ZVM2FYTGYzNGt5V192WlhrdkNBUUdRSTVLQmZNQmZlcUMzdFlUblFFWHFISV9QZE5zSEdRaDhzazNQRUxnN3ROUzZPTEtEZS1Ta0dudlVGTFk0eFhKbw&q=https%3A%2F%2Fjoin.liveswitch.com%2FFenceGuyPodcast&v=NvOAHF-Xcxo] 🔥 MySalesman - https://mysalesman.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGlTX0tveklkLUVuLWJSTGI3WFlOcXNjQTJuQXxBQ3Jtc0tseUUtTUNCMjJyNHpldWVFdzdJY1Y5N2hISFl2ZGZnelY3TmwxVzFrUGN3Q2JISmJCY3ltVHRwN25BUkVpS0NEVnNmVzBHWVZxMmRlandFMGF1MWI5ZmFGbThFM0dleHhGd3I1UnJkTE13Ml93bkd3OA&q=https%3A%2F%2Fmysalesman.com%2F&v=NvOAHF-Xcxo]

98.What's Next for the AFA? Industry Trends, Mergers, and FenceTech Phoenix!

In this episode of the Fence Guy Podcast, we sit down with the one and only Ken Throckmorton, President of the American Fence Association (AFA) . Five months into his presidency, Ken gives us an honest rundown of the current state of the association, the growth of local chapters, and what the industry can expect in the coming year . We dive into the massive success of the recent FenceTech in Indy and look forward to FenceTech Phoenix, which is already shaping up to be even bigger with expanded floor space and new live demo areas . Ken also shares his personal journey from professional chef to fence industry leader, discussing how he balances running his own company with his national responsibilities . Key topics discussed in this episode: The State of the AFA: Strategic plans, the growth of 21+ national chapters, and the drive to fill the "gray areas" on the map FenceTech Phoenix Preview: Details on the sold-out show floor, the opening party at a massive Phoenix bar, and the addition of tool companies and live demos . Industry Innovations: An inside look at Fence Pulse, the new net promoter score program designed to help companies track customer satisfaction . Education & Training: The importance of foreman schools, leadership courses, and the new AFA University Online platform . Stay tuned for our Rapid Fire Questions where Ken reveals what he'd build during a zombie apocalypse and describes the current state of the fencing industry as a "Beef Wellington"

Bonus Episode: The Culture Trap: Why "Nice" is Killing Your Fence Business

In this bonus episode of Fence Guy Podcast, Craig dives deep into the "Culture Trap" . While gurus tell us culture is everything, many business owners are chasing a "vibe" that doesn't actually exist in the reality of digging holes in 90-degree heat Craig challenges the idea that culture is just a mission statement or a social club . Instead, he argues that real culture is a functional partnership built on hitting difficult goals and being reliable on your worst days. In this episode, we discuss: * The Trap of "Nice": Why a focus on being happy every second creates a "culture of fear-based silence" where crews are too afraid to point out mistakes . * The A-Player Reality: How a culture should be big enough to handle different personalities, even the "beast" who doesn't want to join the group high-fives . * The "Donut" vs. the "Sprinkles": Why the foundation of your company must be doing the job and owning your mess before you add the company barbecues. * The Human Premium: Why the ability to tell the uncomfortable truth for the sake of the result is how you actually win . This week, look at your team and stop asking if they're happy for a second . Ask if they are functional and if they feel safe enough to tell you the truth when a job is going sideways . If they don't feel safe to speak, your culture is just a mask . Go out there and build something that stands up straight . #FenceGuyPodcast #FenceIndustry #BlueCollarCulture #BusinessGrowth

97. Alan Pulido Tells All: Closing Deals at Midnight & Working for the Wheelers

In this episode of Fence Guy Podcast, we go behind the scenes of River City Fence with their lead residential sales expert, Alan Pulido . Alan pulls back the curtain on what it's actually like working for Dan Wheeler Jr. and Dan Wheeler Sr., proving that the high energy you hear on the podcast is the real deal 24/7 . We dive into the sales strategies that have helped fuel their seven-figure business, including why Alan answers client texts at midnight and how he handles competitors who underbid him by 40% . Alan also discusses the company's bold move to stop installing wood fences entirely and how they successfully pivot those customers to vinyl . Key Highlights: * The Wheeler Dynamic: Why Dan Sr. is still "running circles" around the crews and how Bonnie keeps the "family" together . * Sales Psychology: Alan's "straight shooter" approach to building trust and closing 5 out of 15 leads in a single week * Operational Excellence: How being highly organized with color-coded systems keeps the River City machine running smoothly * Rapid Fire Integrity: Alan answers the tough questions about "jerk taxes" and choosing between a big commission or keeping his installers happy 🤝 THANK YOU TO OUR SPONSORS: We couldn't do this without the companies pushing the fencing industry forward. Please support those who support the trade: 🏗️ Titan Post Drivers – Newest Member of the Family! 🧱 Fencetrac Fence System – fencetrac.com 🔥 Brand Builders – gobrandbuilders.com 🚀 Contractor Accelerator – (Use Code: FGF for 50% Off your 1st month!) 🤖 FenceGPT – fencegpt.com (Use Code: FGF for 10% Off!) 🔩 J.C. Gury – (Mention the Podcast for 5% Off your first order!) 📱 LiveSwitch – join.liveswitch.com/FenceGuyPodcast 💼 MySalesman – mysalesman.com 🏗️ ZND Temporary Fence Solutions – znd.com 🔗 Orlando Hinge Company – (Use Code: FGF for 10% Off!)