Built to Last: Composite Fence Best Practices & Common Failures

Heat. Heat.

Hey, hey, hey.

All right, everybody. Today's a really cool episode. Um, I know watching that minute and a half countdown to talk to Lisa is kind of like waiting for Christmas Day to come so you could get presents. Uh, this is awesome. So, so, um, everybody, we all know Sasha Founders Fence. He's here, a co-host, um, all the way from Puerto Rico. And we'll get into that, um, because I just saw you what yesterday, day before in Puerto Rico, but I'm back in the States. But, uh, we're here to talk about composite fence and Lisa. So, um, tell everybody, um, about you, Lisa, and about composite fencing and how you got into it. Um, how I got into it was about six years ago. Uh, a girlfriend of mine was working for the company and they were super busy and needed some help. Um, it was a small shop that we had in in the city on a busy street and we were at that time selling pretty much mostly retail. Um, and this is when, you know, this is six, seven years ago, so composite really wasn't as popular as it is now. Um, so I started working there like once or twice a week and um really started to like it. I kept me busy and dealing with the clients every day and plus I was working with my girlfriend uh at the time. So one day led into two, two led into three, three led into seven and here I am, you know, six and a half years later. Um, you know, we've moved twice since then and just built this amazing business. Yeah. Um, not only you in the industry, you built this business, you've become one of the faces of this as well. Yeah. You know, Michelle and I, we've really, um, I guess we kind of have been the face of Greenwood Fence. We've always been out there and we love our product. We believe in our product and we're so proud of it that it's easy to want to just share it with everybody and come to the shows and interact with all the the contractors and um you know and and and get the material in their hands and that's what we've done for you know since we've been at the company. So what is this Greenwood Fence thing you're talking about? I thought it was called Greenwood Girls. I don't the first time I came from Greenwood Fence I I don't know where that name came from. Seriously. Um, you know, Greenwood Fence, we are a modular fencing system with a I like to say with a modern twist, you know, it's created by it's it's one fencing system. It's it's a powdercoated uh all aluminum, black, all aluminum system. And then there's three different infills. We have our composite, which is our main infill, and then we have our um aluminum and and vinyl as well. So, there's three different choices of infill and one framing system. Sounds like a lot, but it really is simple and it's all tongue and groove. Soft, what do you what do you do with composite fencing? Do you do anything with it? Have you installed it or sold it? Yeah, we actually in Australia was becoming more and more popular. So panels a lot. Um, but uh it's one of those things. is is is is composite I think the big question everyone's wants to know Lisa is composite replacing wood I think that's that's the that's the question right you know I would I would I would like to think so only be I mean you know wood is wood and you're going to come across people who are just sold on wood they love the smell they love the the way it looks and you know and and it is what it is and I get that but I feel like in today's day, people are just more or less looking for that lowmaintenance kind of fence where it's a one and done, you know, and you're not going to have to replace it or stain it and and have all that upkeep in the next, you know, couple years. So, uh, yeah, I think it's definitely leaning more towards composite, especially now that people are becoming more um, educated on it and and the benefits that it has. So, uh, yeah, I do think that that people are turning to more composite than wood. What What about you? You think the same, Sasha? You think? Yeah, I think Sorry, I've got this really to echo myself out, but I think it's I think wood is getting harder and harder to get. It's It takes so much to prep

It, maintain it. I think as the cost come and and what you guys are doing with compet more information I think everything ination I think that's our biggest is everyone has a their own their own idea of what composite is but what they don't realize is it's actually a great product um that can be used and last so I think as you guys educate and explain what it is. I think it's it's going to go more and more that way. Just has to there's the the wood is wood. Um and it takes so you have to prep it. You have to maintain. There's a lot of work that goes in these fence. So, is it just another is it just another plastic wood? I mean I mean we What's the difference? I guess a lot of people like I always thought composite before I met you guys was just like recycled milk cartons and you know, and it was just all smashed together like they make some sort of plywood product or something. So, um, what is composite fencing compared to like a vinyl fence? So, composite has the wood fibers in it and it also has plastic. So, it's it's recyclable plastic. So, it's eco-friendly, non-toxic. Um, it's a definitely a harder u, more durable material. Um, and it's it's it's one it's one of those materials that lasts kind of like a lifetime. You know, we have a 20-year warranty on all of our materials. Um, the beautiful thing is it doesn't fade, doesn't fade, it doesn't rot, it doesn't rust. Um, you know, there's no splintering for kids, and it's just a product that again is just built to last. And it's the best of the best. I mean, anybody that knows Greenwood, you know, we we we strive to be we put a lot of time, a lot of money towards testing. I mean we really really go above and beyond to make sure that our product um is the best and stands alone uh when it comes to other competitors. I mean it even our aluminum our aluminum is nothing but the the top of the line aluminum as well. So, and I think our pricing is definitely compatible very very it competes with with, you know, I think we're actually even lower than majority of them. And our product is definitely uh a A+ a standards. It it is I mean I we've done one of your projects in Las Vegas. Yes. Um haven't heard a word back from the customer, which is good because you I don't think anybody out there that can say they've installed a wood fence and never heard from the customer again. So, uh, you're replacing a board or a warp or something's, especially in Las Vegas, the heat, it dries so fast. So, never heard never heard a thing. And, uh, I mean, I've said this before. You could give you could give a Las Vegas fence 10 miles of fence, 30 foot tall back for around a golf course, something like that, we'll knock it out. You give us 50 feet of fence in somebody's backyard, and we'll be on it for six months. And I don't I can't explain it. It's just we're not equipped for that uh residential, you know, the residential um working in. And I don't know what it is. We're just not maybe the trucks or the crews. But um I can I can tell you anybody that's listening this, you guys walked us through like we were toddlers um installing a fence and everything from not only did you explain everything to us and and you didn't just send videos over um you would extend the videos to watch plus you would sit on the phone with the crews and sit on the phone with the salespeople in the office and uh verify what was in the material list opposed to the packing uh packing slip and explain it. I've never seen that kind of attention or or or that kind of detail to somebody to a company that wanted that project to come out perfectly ever. I mean, and we had issues with it, you know, grading and all kinds of stuff. Yeah. And I appreciate that. And honestly, that really just comes that comes like so natural to us. Like we really we are not looking to work with a with a contractor, you know, like a one and done. We really want to build that relationship. We really want it to be a seamless, easy install. Um, and we know that, you know what, this is a new product for a lot of guys and it's not like wood. It's not like vinyl. You know, there's certain ways you need to set your post and it has to be spaced out a certain way and there has to be, you know, thermal expansion and there's a lot more that goes into it. So, if we could, if any way we could help that

Install, um, you know, easier for the contractor, we are there 100%. We'll give them our cell phone number. If there's a cell phone number, you know, or if and if we don't know the question answer, we will definitely just put one of the guys on in the back and or somebody speaks only Spanish, you know, we we always make sure that we are helping our contractors the whole step of way. Not just you're going to buy a fence and see you. It doesn't happen that way. And we're proof of it. Las Vegas fence is proof of it because we were probably the worst contractor you ever had to install a fence with. And I I and I'm telling you, we're living proof of it that you guys walked us through it until it was done and you stuck with us. So, um yeah, classy when it comes and when we do answer the we really want them to know that, you know, no question is is a question that we've haven't heard before. So, we really want to we tell them just call us. We rather you call us than not call us. Trust me, because it's an, you know, it's it's a it's an expensive fence to begin with and, you know, it has to be done a certain way. We want it done right because our name is on it. So, if we could help that process, we're we will go above and beyond to to be there for them. Okay. So, it's not recycled milk cartons. No, not recycled milk. Actual recycled plastics with like water bottles, you know, stuff like that. Yeah. Yeah. That's awesome. Yeah, that's awesome. It is kind of cool. you know, not, you know, helping the earth, you know, not cutting down trees purposely. Yeah. Yeah. I like trees. So, um, what what do contractors I know, um, this was going to pop over to Sasha. I know we're losing a little signal in there. Uh, what do what do contractors get wrong when you first I mean, I can make a list, but what do contractors get wrong when they first start installing the product, the composite fencing? Oh. Um, I think for, [snorts] you know, honestly, it's like the littlest things. You'd be you'd be surprised. I mean, it's it's we'll get calls and it's because they didn't attach the two insertion brackets on on both sides of the rails, you know. It's something so simple that it's like, you know, but um, you know, sometimes they'll have problems, you know, making sure that the the post is plum or spacing out is is a big one. you know, you have to make sure that's 74 on center. Um, you know, so if it I always say if a board is struggling to slide down that channel, you know, you're not spaced out right. You know, it it has to glide in kind of easy. Um, but yeah, I mean, gates are another one. Gates are another tricky tricky one. We always say the first gate you do, you're going to you're going to definitely have some questions, but after that it's going to be easy breezy because our gates honestly are awesome and they are fairly easy to fabricate once you're comfortable with it. We set all the takes one time. Yeah, we set all the wrong spacing. We because we're used to like we do a lot of chain link and even iron where we cut them and stuff. So, we just we we just cut everything we just set everything a little short, right? And same thing with chain links and we just you know you can be 10 foot on center but maybe you're 101, maybe you're 98, maybe you're whatever it is, right? It doesn't matter. And I remember we set the first line and they had to dig it out and reset the whole thing again. That was really Yeah. because we uh just they just weren't paying attention. They just didn't bring a jig or it was something they weren't used to like you said. So, Right. Um but once they reset those after they talked to you guys, they realized we don't we don't have composite uh composite panel extenders. So, we had to But once they did that, it just slid together like butter. It was it was crazy how fast. The hardest thing is setting those posts really because after that it's easy breezy. It's just it's like Legos, you know? You just throw them all in together and they tongue and groove and they attach and you're good to go. Yeah. Yeah. Love to see.

Lisa, can I So, I'm done listening to Brian. So, so do you think with composite products, uh, we're treating it like wood too much? I don't think so. I I I don't think you're treating it like wood too much. what do you mean by that? Treating it like wood. Can you kind of press on? So, because you talked about your on centers, you talked like like Brian was talking about, we can cut things, you know, nothing has to be perfect with wood. Um, and even with iron, you can you can a put on center, you're a little bit off, you can cut it down. Yeah, I I I and I know what you're saying now. Yeah, I kind of think that maybe in the beginning they do treat it as if it's wood. Um, because with composite there really is very little room for error. Um, so I think a lot of the a lot of the contractors, they get frustrated fairly quickly because it's not as easy as, you know, maybe installing a wood like you said, you you have that flexibility where with composite, you kind of don't. Um, and that's why it's it's really important when Susan when we were talking about this and Brian um about, you know, speaking more in a classroom setting and talking more about the install rather than just like the product like we're used to always talking about. Um, I thought it was genius. And this is something that I've been saying to, you know, the partners. I said we really have to do more of the install uh and really tap on that because um I I feel like the contractors are are a big part of more, you know, returning sales because if you have a contractor that doesn't like to install it [snorts] and has a problem or issues or thinks it's, you know, it's a pain in the butt to install. Oh, green, but that's going to travel back to the salesperson and then the salesperson is then going to go tell the owner of the fence company. And so it's it's a it's a trickling effect. So really our mission ne this year and next year at the end of the at the end of this year I'll be flying out and seeing a lot of my customers and normally I would see just our sales team. Well now it's going to be sales team and then installers as well because really the installers have a big part of you know whether they like Greenwood or not. Yeah. Yeah. It makes a difference if the installers say they absolutely hate a product. um you know you don't you just you avoid selling it because you don't want to deal with the complaining and then if anything goes wrong they say I told you that that product was was junk. I told you that it didn't work and you know just every excuse it's almost like they manifest it not to be a good be a good project. So what do you think the most costly um for us the most costly mistake we made was setting the post wrong having to move them but um but we still had the same you know we still had the product left once we moved it right. So um we just had to break the concrete off and reset it. So, um, what do you think the most costly mistake people can make when they're installing greenwood fence? Uh, probably cutting too short, you know, uh, cutting the panels too short or or or, you know, uh, when they're doing their measurements, just their measurements are off. So, you know, and, you know, seeing that we were talking about earlier that the cost of shipping is is, you know, outrageous. You know, shipping just a a post, it can't go UPS, it can't go FedEx, it's 10 feet. you have to you know it has to be uh moved by truckload so or uh LTL so it's that could be costly so you have to definitely and that's why we we do you know we always request a drawing with linear footage so then we could double check what they are you know already uh you know letting us know what kind of what materials are needed we like to always double check and triple check to make sure that they have the requirements so but sometimes you know they they they'll map it wrong or do a diagram that's It's off. And again, you can't you can't that'll that'll cost you in the end. Even if it's one panel, it's still you're going to pack on at least 1,500 or $1,000 for shipping. It's like, oh yeah. Yeah. And there you go. If you you were only making a you know, you're only making 5,000 on this job and you just spent 2500 bringing these these extra panel and it just uh Yes. Yes. It cost more to ship than the actual panel. So, yeah. But we try

Any training on this for um installers, anything coming up? You know what, Bry? Honestly, we're looking forward to the fence show. It's going to be, you know, something that we're tapping into more. Again, before it was always talking to their sales team, um especially with I work more in the wholesale end, so I'm dealing more with the sales people, their team of sales. And um so I'm not really talking to uh install. I'm talking more product, how to sell, that kind of stuff really. Now, um we're really going to start reaching out to uh the contractor, the installer, and uh certifying them. So, we're going to, you know, do that in Vegas. And then also, we're going to come next year, we're going to be certifying at our location as well. Nice. Um because a lot of what I've noticed with a lot of the because now we do more of the commercial end. Uh and a lot of these bigger commercial jobs, uh it's required. You have to be certified, Greenwood Fence certified. So, you know, now that we're going with that route and getting those jobs, we're really looking forward to certifying uh a lot of our contractors now. So, you'll be certifying them in Las Vegas at the Vent Show this year. Yeah, we'll we'll we'll certify them, you know, classroom setting certifi certification. Um and then if they want it handson, uh we'll certify them, you know, either maybe next year or if they want to fly out to Chicago. This is all, you know, something that we're putting together now, but it's definitely going to happen. We're really gonna really excited about that. There you go, you guys. I'm going to do a shameless plug here. If you want to get certified Greenwood Fence, go to fencow.com and get your full throttle pass. Um, and who's going to be teaching the class? I know Michelle and I. Michelle and you. Okay. If you want to see them uh in person, shake them hands, take some uh take some pictures to put on your wall. Um, make sure you get them to autograph them as well. Get those up on eBay. Some autograph pictures of Lisa and Michelle. Oh, thanks. Yeah, we're excited. We can't wait. get over to the fence show. It's coming up October um 5th to the 9th. It's when the education starts on the 5th, but yeah. Um Sasha, what um what did you have? I know you had a few questions you wanted to um ask Lisa about the composite fencing. Yeah. So, I don't know if you can hear me. I think I've got the echo out. Finally, we can hear you. Um so let's I think the big one for people out there including myself is um as we talk about fail and I think we talked about the number one mistake that everyone makes.

Talk about the post set that's whereing guys know 10 foot on center 8 foot on center. Why is the post with composite so important? Well for thermal expansion for one you know it has it has to have some breathing room. So you know it's it's it's it's 74 on center even though it's six feet. It's 72 inches. You need that, you know, for expansion of uh due to weather, you know, um and it's important because if you don't and know if if those are too tight, the you know, eventually it doesn't matter what kind of product, how great your product is, it will bow. So, it definitely has to have room for that. So, I know Sasha, you're breaking up a little bit. So, I know you had like Man, Sasha had like a list of stuff they want to bring up, but your mic and everything's going in and out. And what I love about that is means I get to do most of the talking. So, uh, you know, um, have you ever had a customer complain, um, about something that, uh, really wasn't a warranty issue, but, uh, it was more of an expectation and you guys kind of just stepped up or you just, uh, you know, how does it work on these warranty stuff? You know, our warranty is is our word to be honest. I mean, we have a warranty. We have a legit warranty, but our warranty also is is our word. And if if it's a Greenwood fence, um it could it could be a situation that honestly it's kind of not even our fault. It's, you know, whatever. Maybe the homeowner did something. We just we just want everybody to love their fence. And if we could replace a board or two due to whatever, we will do that. Um but yeah, anything we really I'm trying to think. Um, everyone who, you know, who has bought a fence and installed, they all they love it. I mean, how do you not love it? Um, so I can't say that there's been one that has ever told me that they don't they don't like their fence that we have. There you go, everybody. So, Greenwood Fence has a we want you to love your fence warranty, which means anything. It's 100%. No, I'm just kidding. It's not. No, I mean, you know, Yeah. I I believe it though from um all of the uh interactions we've had with your company and not you know and and a lot of people that that I talk to on a regular basis is people from obviously in the last few years four or five years I've got to know a lot of manufacturers and a lot of suppliers that that I haven't had um a chance to work with because I work in just Las Vegas area mainly right so and don't do every style fence but um you're one of the few that I've actually worked with on that you know manufacturer side and I from every experience we've had with your I believe that if there was a problem warranty wise and if it was within your power to make us and the customer happy, you guys would have done it. I mean, it's just the impression we got. Yeah. And that's just how we run our business always. I mean, we really do. We're we're a great company to work with and work for. So, um Yeah, we're proud to say that. We back our product always 100%. So, tell me about your uh facilities back in Chicago, right? Oh, yeah. Yeah, we're back in Chicago. So, this is our this is our uh one this is our second move from when we started. Um it's uh it's about 17,000 square feet. Um it's our warehouse and showroom together and we also have another showroom as well in in the city more in Chicago. So, we have two showrooms. Um and we are just uh trying to keep up with the demand so much so that we are moving again. So, we're looking into another by next year we'll be in another uh another location double the size. So, what's the process of ordering a Greenwood fence? Like say somebody gets a customer. So, how I mean do they do they go online? Do they order it, wait for an invoice, try to pay it? Do they I mean how does the whole process work? Does it work for because small small businesses struggle um at trying to do too much paperwork and trying to get to the computer too much because they're in the field sometimes they're placing these orders in their truck in between jobs. How does the process work? Uh so you all all you have to do is email us uh call or email. You can call us if you've never worked with us before. Um and then we'll take down some

Information. We'll have you fill out a super easy contractor form just with your business address, all that good stuff. Um and then when we get it back, we'll just ask for a drawing. Like I said before, drawing with linear footage, let us know where the fence is going to be located, if those gates, how many, what, you know, what's the width on them. Um, and then we do all the hard work for you. We'll we'll quote it out using our material. Um, we'll send you uh cataloges. We'll send you all the marketing material you need. Um, because we really want to invest in our contractors. You know, we'll go above and beyond to give you, you know, all the samples, many samples. Uh, because we know that what's going to sell this product is getting the product in the in your client's hand, in your customer's hands. So once they see it, feel it, touch it, and see the durability of it, and see the colors, and, you know, match it up to their home, we know that's that's going to definitely be an easier sell for for our contractor. Nice. For everybody that's listening that hasn't seen your products, um, and I know Susan can probably get it in their um into the comments, what's your website address if somebody wants to go and see? Yeah, so it's greenwoodfence.com. Okay. And my my email address is lisa greenwoodfence.com. Super easy. That alone that makes it about as easy to order as as there is, right? That's that's cool. So, how does that process work? So, I I call you up. Um you send me a payment link or something. We pay this. We get it over. The order gets processed. Um I know you guys have done a lot of the heavy lifting lifting to make sure that it's what we want. Um does that go back into your shop? Do you stock a lot of this stuff? Does it go out? Oh, it's all We have all all the materials are on hand. We have our material. We're fully stocked and loaded. So, once I once I You send me the drawing, I quote it out. I'll send it back to you. You'll do what you need to do with it. Then you'll come then you'll tell me, "Lis, this is a go. Once it's a go, I'll turn it into an invoice. Once we receive payment, we'll then go to the where it goes right straight to our warehouse. They'll start pulling your order and we usually get out orders within, you know, three days. So, we're very quick at turning orders around. Um, and then the, you know, normally, if it's coming to Vegas, I would say seven to 10 business days as far as shipping. So, within two weeks, you should have your materials. So, dealing with composite fencing. Um, and I'm big on training sales people. I love the sales part of the fencing, you know, and the different um, but we mainly do chain link and iron. So, I have I I have certain things that, uh, when it's iron or chain link that I I have the sales people have to ask really or I want them to ask before they get a contract from a customer. And without this, we're kind of shooting blind. Did they want it to follow the ground? And are they understand by following the ground? They don't they're going to have a straight uh level top with the rail because the rail is going to follow the ground too. Things like this with an iron, we ask them, you know, we we're up up front whether you're going to use brackets or whether you're going to weld or, you know, do you want it to step or do you want biasable panels? So, there's certain things on every fence that um that we do. We mainly do iron and chain link. So, those are the like few things. um on composite fencing, what what is at least one thing that you can think of that they need to ask that customer uh before they sign a contract with them and come back with a check? Um I would ask the contractor I would ask the customer if you know like you said if if they want it to be if it has a slope if they want it to be leveled the tops to be level or do you want it stepped down? Um that's you know up to the up to the homeowner. I would definitely ask that. You don't want no surprises. Um, another thing is to get the con get to to get the customer involved. You know, our system is is, you know, it's customizable. So, we always say, you know, that center rail doesn't have to be three boards down. Get the customer involved. Have them come out once those posts are set and start dropping the boards down and ask them, you know, the lattice, the decorative lattice ornamental that we have, you know, do you want that up on

Uh the first board down or three boards down? And give them that option. Get them involved in the process. Um, that goes a long way. Yeah. Yeah. So, is there any um, and these are all questions I've always had throughout the years, so I'm glad I got a chance to ask you. So, is there any um, and I'm going off script here probably, but um, is there is there any projects out there that you're out looking at where you're just where you would just want to tell a customer or somebody that composite is not um, a good fit for this, you know, for this type of project? Because I have a couple prison jobs coming. I'm thinking about putting this on. So, I'm want, you know, is there any projects where you wouldn't put composite fencing? you tell them it's not a good fit. well, I I could tell you that like, you know, if you're if it's acres and acres and acres, you know, farmland, you know, depending upon, you know, who it is, I mean, you know, something like that would be kind of costly. Um, and not everybody has the budget for that. Um, you know, because it's a higher um higher higher in cost pro uh material. Yeah. you know, you're not going to go somewhere where um it's just, you know, it's just not afford people aren't going to be able to not that they're not going to be able to afford it, but you just you don't want to present this. I think, you know, you you feel them out and if they have uh chain link and they're on a budget, you certainly aren't going to pull out composite. I would offer them maybe our vinyl line, you know, kind of thing and see where they're at with that with that number. You got to feel the customer out, you know, and So, you have another line besides the composite. Yes. Yeah. Yeah. We came out with two colors of vinyl. We came out with that two years ago um for that reason, you know, because a lot of people love Greenwood fence and they want that customizable capability with their fence. So, not everybody could have could has have the has the budget for composits. So, we were able to lean on our two colors, white and wood grain walnut uh vinyl line, and it's been it's been a great it's been great to lean on. And a lot of people are great. It looks similar and they still slide in, but they're vinyl. So, it's not like a vinyl fence where you've got privacy fence. It's an actual vinyl product that looks similar to the It's the same size board. It's everything is the same. It's customizable. It's tongue and groove. All of that. It's just the material is vinyl. It's not composite, but it works the same way and it it works with our framing system. So, it's just on a lower cost. That's cool. So, um I know I don't have Sasha on the other part of it, but I do want to do the rapid fire questions uh with you. And these are always fun. By the way, these are the only ones I never see them beforehand. So, uh, but I just now saw the first couple, so I think these are going to be easy for you. Okay, but, uh, rapid fire question for Lisa with Greenwood. Okay, first thing that comes to mind, uh, you don't have to, you know, you don't have to try to think much about it. Um, question number one, wood or composite?

You've mastered the You've mastered the rapid fire questions, right? Horizontal or vertical? O both but horizontal. Horizontal. Okay. Residential or commercial? Commercial. Yeah, I would say commercial. So, how many is there projects out there using composite on commercial? Oh, yeah. What would be what would be a scenario like pooling like commercial pools or where would you use it? No, like I just um I just closed a deal for uh in San Antonio actually. We have a huge home development uh that we we just closed on. So that's going to be like probably a couple years in the making. We just started it. Um but yeah, that has nine phases. So it's a huge home development that they're using our fencing. So we'll be we'll be taking photos and posting along the way. But so something like that or um you know town home development. We do a lot a lot of garbage enclosures. Okay. Um Mhm. Yeah, that's another big seller of ours. Um but yeah, so the commercial division is really is really taken off and that's why we really want to get our contractors certified because a lot of these bigger projects they do they do want that and it may help you win a project when you are bidding it. I mean sometimes these certifications just look good. It does when you're when you you know if if if they want to if they wanted Greenwood fence or composite fencing and um in general and you're the only one bidding it with a certification from the manufacturer to install it um it means you're have a better chance of getting in getting out without any problems and um that you know they like that. Maybe that's the difference between you could be even sometimes a little bit higher but if they they if they're you know if they're convinced you're the one that's going to get it done you could probably still get it. So that's a huge huge thing. Absolutely. Um it's funny. Do you now that you're talking about builders and things like that, do you remember um a long time ago it seemed like all the builders were buying that wood wrapped in plastic or the wood with that rubber plastic around it. Do you remember all that? I don't know if you remember it. Um I don't know if I remember that. So I kind I kind of do. So they were all all the builders for a long time. I don't know what happened. It went on for like five or 10 years. And it was this it was just wood boards but wrapped in like a vinyl rubber plastic around them and okay with wood inside like a regular 2x4 one by 1x six's wrapped in plastic and uh it went on for a while. Then they went out of business and then all these fences like moisture started getting in it and the wood and mold and or fences get hit or something and you couldn't replace you couldn't find the materials anymore. I just it's and that's what I always think of when I think of builders is that that old and anybody listening comment if you remember that it was a wood it was a wood fence wrapped in plastic and it was all it was white or gray. No, I don't remember that, Brian. That was before my time. Yeah. Yeah. You'll have to look it up. It was uh it was pretty funny. It worked for a while. What's your favorite fence color? Uh charcoal. Charcoal. Charcoal and charcoal. It's between charcoal and our cedar. I love our cedar color. I like black. Well, I like black on chain link and I like black on iron. And well, Vegas, the sun changes a little bit. Black's like a shade, so it's the easiest to touch up a year later. So, I guess that's why I like black just because it's easier to to manage. But, um, and I think the other colors just on fence looks weird. Green, brown, chain. Yeah, I don't like it. But, Uh, most underrated uh most underrated installation tool. That's interesting. Oh, swivel post. Swivel post. What's What's a swivel post? Well, for those angles, for those angle runs, we have our swivel post. So, some people Well, it you connect it to your to your post and then you it goes up it will turn it will rotate up to 180 degrees. So, and then instead of doing post to post, we have a swivel post. That up. You just made that up.

Trying to tell me post. It's a it's it put us on the map. No, no, I'm kidding. But no, it's it's it's something that is incredible. And a lot of contractors, they will, you know, put up two posts together diagonally to make that that turn. Well, there you don't have to do that. We have a swivel. Wow. So, um I'd like to go and drop a link to the swivel post in the comments. There you go. There it is. How she must have went and found it. So, the post, how does that work? So the post actually So the swivel post goes there's a piece that go that that round piece right there in the center that's going to drop down your channel. Okay. Then you're going to have another piece. Okay, that's in front of that circle that will rotate. You're going to tap two screw three uh tapping screws in there. And once you rotate it to that angle you need to angle it on. And then you continue your run. So it's smooth. There's no jagged edge or post. It's really That's great. Yeah. Yeah. It's We love our swivel post. Yeah, that's ingenious. So, I'm going to have to uh do Are you gonna have I'd like to see one of those one of these days. We are not only going to have it, we're going to have it displayed and set up and we're going to have it, you know, connect to another You'll have this at the fence show. Pardon me. Oh god. 100%. Yeah. That's why we have a super huge booth. The reason to go to the fence show just keeps piling up. You've got to see the swivel post. I know, right? Well, that's awesome. Yeah, I'm g have to take a look at that. I never heard of it. So, um I I don't even know if we used them on that job we did, right? So, um favorite job site snack if you're out I know you guys actually get your hands dirty sometimes because I see it. Oh, we will. Yeah, we did them all days. Yeah, that's what I mean. So, you're not afraid to get your hand dirty. So, when you're out there, what's your favorite job site snack? Is it an apple? Is it a monster with some grandma's the like cookies or something? I don't know. What uh what do you guys eat? Do you really want to know? Do you really want to know? Gummy bears. I don't know. Gummy bears. It's so gross. Michelle and I, it's all we we'll just we'll always eat our gummy bears. She has them in her office. Michelle holds all the snacks in her office. Always. Sour. Sour or regular ones? Uh, regular. Okay. Just regular gummy bears. We snack on them all day long. So, there you guys go. You know that if you get hungry, somewhere inside the Greenwood booth is some gummy bears. Just, you know, wait till they leave and tear the booth apart looking for them. Exactly. So, uh, no, don't tear any boots apart, everybody. I don't want them calling me saying someone tore their boots apart and stole the gummy bears. She'll go back to that video and say to do it. Okay, so um, that's awesome. Mine is uh, beef jerky when I'm out on a job site because I need that protein, I think. And, um, I like fruit candy. Like fruit I I'm not a big chocolate. Oh, do you like dry fruit? Um, fruit candy. Yeah. Or all, you know, that'd be good. Like some uh uh like those fruit snacks you give kids like the mango. Yeah. Yeah. Stuff like that. But children's snacks basically except for some protein like maybe some granola bars or something. But um No, definitely nothing healthy. But um uh Okay. Favorite uh so favorite job site snack. We got that one. Only only a couple left. One mistake every new installer makes. M you know what it drives me crazy and this is what we're going to definitely tap on when we're at the show in class. It's the easiest thing. So with Greenwood Fence, you're never going to see a bolt, a nut, anything. Everything is going to be covered. If you see a nail, a bolt, something it's not done properly. So we have these 1in spacers that go on the top of the rail. So on the top of your fence, top rail, you

Have a one-inch spacer and then you have your post cap. That's the last thing that you're going to apply. A lot of contractors, they'll leave out that oneinch spacer. And it drives me crazy because it leaves that channel open. And it doesn't it doesn't look super bad, but it just doesn't look as clean as it should. So we always tell it's the little things that make the fence, you know, turn out beautifully. And that's the little thing that drives me crazy. A lot of times they forget to put that one in spacer. So all those little things that that we see that contractors forget, we're definitely going to tap on and go over um in and in and at Fence Tech or I'm sorry, at Fent. Isn't that funny? Because um I'm sure you do it at Fence Tech, too. You probably go over a lot of the same stuff, right? At most of the shows I've been to, I've seen you guys at a bunch. bring a lot of stuff and you guys um whether it's the fence show, whether it's fence tech, whether it's one of the other events you go to, you guys typically bring a lot of stuff and you you spend a lot of time showing people the products. We do. So, it's uh and and and your booth's always packed. So, um Well, we like to think so. Yeah, it's fun to see. I think last year you were merged with the VIP VIP booth or something in ours, I think, last time. Yeah. Well, you know, we we we're making we're slowly but surely making our way up there. Was the VIP booth, right? or something like that. So, I agree though. It's those little things sometimes when you're um you go out to a job site and you're going to collect a final check or you're going out there and your crews left and you're like, "Come on, guys. You've been out here for five days busting your ass in the heat making this building this fence and you left that one post up." And I'm just like going, "This that's it. That's the only thing." And so when you drive by and you look at it, only thing you see is this one post sticking up. I'm like, I know you saw it. Yes. There's that that drives me crazy. Or if they don't cut their post down, you know, there's there's room for to cut the post down. So sometimes they'll leave them high, which is fine, but it just you cut them cut them down and have them match where your gate is. You know, the top of the gates, everything should just be in sync. And sometimes they just leave the gate post higher than the fence post. And little things like that that we definitely are going to go over. Um, and so so they know next time. Yeah. So, what's um and we have our own little checklist of things on like when we're um you know, so I'm going to ask you what's one thing that every um every every contractor should inspect on a on a composite fencing, you know, before they leave the job and they're finished. Um for us, it's like things like the um fork latches, make sure the latch is connecting and you can lock it and it's not like so stiff you can't move the gate, things like that. What on composite fencing is uh something that they should be checking before they leave? Um, again, they should definitely be checking, like you said, the gate and make sure that that's, you know, that there's no sagging and and and everything is in sync with the gate. Um, they should definitely be checking to make sure that those top rails are secured down by the L brackets. A lot of times they'll forget to put to screw in the L brackets on the top. Um, we want to make sure that that's screwed down because, you know, wind or even somebody could go by and just, you know, pull up a rail and they could start pulling up, you know, the boards if they if they wanted to. So, we want to make sure that that's all tacked down. Um, and just really just give it an overall look. You know, go go past every section, make sure everything is, you know, in sync and and straight and um and there's no no nuts and bolts that are sticking out anywhere. You should see no none of that. Everything walk the job. I can't tell you how many times Yeah. I went out there and I'm like, I don't You guys didn't even walk the job. There's a a bandsaw sitting around the corner over there. Well, no, we Well, then how come there's a wheelbarrow over there? You couldn't have missed the wheelbarrow that is 800 feet down there had you walked the jobs. So, don't tell

Me you walked it because when I went to collect the check, you left a ladder, a rock bar, a you know, a welder, and I'm like, you what did you do? You were just over by the gate and you just left, right? Walk it. Yeah. Yeah. Exactly. Walk it with the client. Well, I feel like we learned a lot about composite fencing here. Um but um if someone comes to your class um preferably at the fence show, I'm a little biased, but um preferably at the fence show in October coming up. If someone came to your class, um what's the biggest takeaway you hope that they leave with um when they're done with done at your class? I hope that they leave with the confidence that, you know, the confidence and and not only the confidence, but you know, the excitement of of you know, selling at Greenwood Fence. you know, when when when contractors call and say, you know, we sold this job, we're just as excited as they are, you know, because we really want everybody to succeed, you know, they win, we win, we win, they win. It's just we we we we we love working with our contractors. We love building the relationships with them and, you know, we really want to invest in them. So, uh, yeah, I believe it because I have some notes from your class. I mean this is our biggest probably our biggest ambition we've ever done towards education. I know there's like 50 60 instructors and you know over a period of that week and and a lot more um you know a lot more tracks and things like that. So and this year it's a lot different the when it comes down to um a lot more discussions with you guys on the instructor side to so that we understand what you're doing and what we can give some input and kind of going back and forth. So, um, some of the notes I got, you're going to be emphasizing on planning, site conditions, uh, thermal movement, which I think you kind of mentioned a little bit earlier, customer education, things you got to talk to the customers about when you're doing it. Um, and you know, the keys to long-term success with, um, composite, not just your stuff, but composite venting in general, because a lot of it, I'm sure, carries over. And, uh, hopefully, you know, and if if it's anything like a lot of businesses, you know, they may start with yours, and I'm sure once they deal with your service and they even try a different one, they're going to come back. So the more you can train them and and you know keep them in the industry, it's a matter of time before they circle back, especially with the service you guys get. So I'm sure it's to your advantage for everybody to walk out. Absolutely. I know. Um I wanted to bring up your class there, make sure everybody knows that come to the fence show, get a full throttle pass, and I believe they can get get a hold of you and um you have some access to some passes, limited ones as well, so they can, you know, reach out and you can probably help them get a um you know, if they're if they're struggling to go to your class and you want to go see her, reach out. um to Lisa and we'll help her um as well and she has access to get you guys to the to the show and to her class. Um I wanted to bring Susan on though. I don't know if you're familiar with the FWA health. Um anybody that follows us knows the healthc care I is a really big deal to me. Um I tell a lot of people the story. My wife got sick and um uh ended up with late stage cancer and that's when I uh you know that's when insurance became important to us and I didn't have it and I was in the fence industry and uh you know almost pushes you out. It almost makes you want to go just do whatever you got to do to get the healthare. And I think that it's so important for us to get as many people in our industry on healthcare. And we've got we struggle and we we battle to bring everybody into our industry all the time. And then um we can't afford to have them leaving. We can't afford to have them go drive a forklift at Southern Wine and Spirits or work at 7-Eleven because they offer healthcare and our industry doesn't because it's for every seven people leaving our industry only three are coming in, right? So we we can't have them leaving for that kind of stuff. So I think there's a lot we can do for the industry. So, I do want to bring Susan on talk about FWA Health. It was something we worked on um for a year or two to get ready and now

There's hundreds of people in our industry that are on FWA health, which means um their kids are going to be able to go get checkups. They're going to be able to get checkups and the difference between one of them being gone for a week or coming back after two days and getting some uh you know, get some tellaalth, right? Sometimes tellahalth and have them prescribe something gets you back to work in two days. So, and these plans, I mean, Susan will tell you, I think sometimes they're $50 to $100 an employee. So, um, it's not like they're really fantastic. I can't wait to hear about it. Yeah. So, we've got Well, hey you guys, let's start there. We got K. Worley in the house. Thanks. Thanks for coming on. I know you're always in the background um going like this to me and telling me I'm talking too much and I can see her, but nobody else can see her. Uh, yeah, kind of like that stuff. So, I appreciate you coming on and telling everybody about FWA Health and there is open enrollment right now. Everybody can get um can go and sign up and um they'll be at, you know, there'll be a booth like we always have at the fence show and um I think sometimes we're we're there enjoying ourselves and we skip right past it. But um it's developed for us, man. It was created because I wanted to be able to sit across from people that were coming in. I was losing. They'd come in to interview. You'd put an ad in the paper. They'd come in and I you know, I couldn't afford to give every one of my employees $800 a month healthcare. And then and then a lot of a lot of places are seasonal. So what do you do during those three months when it's shut down and you still have this $10,000 a month bill for healthcare that you can't just turn off for three months. So this and and now I can sit across and almost every one of our people's on it. Um I can sit across from uh as somebody and say, "Hey, do you offer healthcare?" Yes, I do. This is what we offer. And um you know, is it the same as $800 a month healthcare? Probably not. But at least it's something you can go back to your wives or your girlfriends or your husband if you're a girl and you can say, "Hey, um, I'm giving you this or if our son gets sick, he can go to the doctors and get some antibiotics." So, um, Susan, hopefully you can, uh, give everybody a little more insight. You actually are on it. You use it. Yes, I use it. Well, let me start with the FWA health booth will be next to the women of FWA. We will make sure you know how to find it and that you talk to the great team over there. But um I've been on FWA Health almost pretty much since its inception. It's extremely scalable. You can build your own plan based off of your needs and what you can afford. And even their lowest tier level covers female health annual visits, s Dr. Tel like you said. And yes, the prices start around, I believe, $55 a month. Um, you can add in the level of dentist uh care you want, the level of vision care that you want. You can add inos, yeah, hospital indemnity in case of a catastrophic event. But we now also have a catastrophic event level of health care that you can add on should you need to. And it's really awesome because you are a p cash paying customer. So you actually get a little bit more respect, but you have to work through the insurance agency and they help you negotiate the cost of those surgeries and stuff like that and make sure that you know you're getting the best care possible. We just have a great team. It's awesome. What What's it like uh if you want to go get urgent care or you want to call teleahalth? I mean is that is that easy? Is it the same as any other healthcare you would just It's the same as any other health care. Um I work through my my chart app is which is what I use down here. Um, and I'm in South Louisiana. We You found this with insurance in Las Vegas, right? It's national. Um, there I didn't have to change any of my carriers from before any of my doctors, my dentist, anybody. Companies that have like 10, 15 people on it. It's just a really great program. I'm very thankful for it. And I like that I'm able to use the same resources we're providing our members. Yeah. Which is really cool. So, um, you've been on it for years now. Um, since kind of pretty much since the inception of this thing when we started it. And, um, what have you had? I mean, you don't have to I know I shouldn't be

Asking medical stuff, but how old are you? No, I'm just No. I have used it for everything that a normal person needs. You know, being sick, annual visits, female checkups. Um, I have dental. I get my two dentist appointments a year. I have vision. I go and, you know, get my new glasses every year. And luckily, I haven't needed any surgery, so I haven't had to use that portion of it. Yeah. Hopefully, you never do, right? Well, and that's unusual because she's not a normal person. So, so what what what if they got what if they um got a spouse and they got kids? Um when I was looking, the plans were really um pretty pretty readily available for that, too. Right. You can get an entire family for two 300 bucks or something is what I was looking at. you can and having um corporate insurance through my company in the past and now I didn't see much of a price difference between from a company that paid 90% of the insurance by the way um for me a huge price difference out of pocket between myself, my family, just a child, however you want to do it. Wow. Wow. Well, that's cool. I I appreciate you coming on and um I know you'll be available during the show, too. do. So, and if anybody has questions on this, how do they um get information on it, Susan? Um because I think every time I do a podcast, I bring it up, I end up with messages, hey, I'd like to hear more about the FDA health and is this new? Well, no. We've been we've had it for years and I I bring it up a lot and I think until I think we need to bring it up almost on every um episode because um now Lisa you heard about it and you probably didn't hear about it before and and now if you hear someone struggling for insurance you're going like hey you might want to check out this FWA health because it's at least it's something you know at least you're you've got a way to get you know go to the emergency room or something. Is there a link is there? you contact if you contact me susanfinshow.com what I will do is I will include you an email to kimpacificbbensgroup.com and then she will take care of you or you can email her let her know you're with the you're an FWA member and she will bring up your packages and options she'll schedule a Zoom call with you and go through the whole process so you can see um which package works for you and she'll help you build it out and when it'll start. So, all your plans need to start before the 17th of the month to start on the following 1st. And if you are new to the plan, you are able to join any month leading up to the 17th. Does that make sense? It's open enrollment year round. For new members. No, that's great. Yeah. So, that's something to to let I I I wish everybody would get it out because the more people we get it on there, I mean, I I can't even remember when we were when we were setting this up, Susan, how many different medical companies and stuff, how many different insurance companies we talked to. And I think what happens is you join groups and you join associations and you join this because you want this collectiveness of of bargaining, right? And and then you start getting phone calls when you start when you join something and you start getting phone calls and they're like, "Hey, I'm so and so and um I work with XYZ and you join you join them and we're their partners on this and then they start asking you questions." Um well, how big um of a company are you? Oh um well that we're not really a good fit for you because we need to have at least this. And then the next one calls. Oh well, you need at least five out of the 10 employees to sign up. Okay, we can't really help you. And that is typically what happens when you join something. And I sat across from them just like we're trying to set up some 401k and some investment stuff. And the first thing I tell everybody when we're sitting with them and sometimes they give you the spiel and they go all the all the work and they fly into town. I sit in my conference table and I told him what I wanted in the beginning and I sit across from him and I'm like, "Look, if you can't help every one of our members down to that one guy that's working out of the truck on his own, I don't want to call it a benefit of ours because I don't want anybody getting a phone call from one of our benefits and you telling them that they're not good enough for it." I said,

"Because what's the point of creating it?" And there must have been a half a dozen people that wasted all their time flying around to sign up FWA and and the finally found somebody that would would take care if it was just you and your wife or you as a one or or maybe one person out of 10 wanted it. And I think if you've dealt with insurance companies before, Lisa, and that's exactly how it works, right? Yeah, it is. So, um it is a big deal. So, the more people get on there, it does help us when we're negotiating. every year we renegotiate this thing and you know if we don't get enough people on there um if we don't spread the word and even if you don't need it tell somebody else about it and get get them get get a hold of one of us and you know what even if you're listening get a hold of Lisa she'll direct you to Susan and I if you need healthcare get a hold of one of us and um let's do it because we need that so that this doesn't go away no I'm definitely about that to the industry yeah yeah so that was one of our major benefits we're working on 401k it's the same thing and it's the same thing. You sit with them and they're like going, "Well, we don't, you know, we can't really help it down to one crew." Well, I can't I I don't know what to tell you. I don't know why you came to my office. If you can't help, if you can't help, you know, our whole association is based around one truck to 50 trucks, not three trucks to 50. So, if you can't help us with one truck, um it's not, you know, we don't want to even waste the time. So, um yeah, really cool though, Susan. Um I appreciate you coming on and telling everybody any last minute things about the healthcare you want to get out. No, I just I I'm very happy with it. I know that people are tired of hearing that I'm on it, but I I am and I have been for years and they've been very supportive and I like it. I know. I get a little emotional on this part because it's a big deal. And I, you know, I was just down in Puerto Rico. I don't know. Do you see any of the pictures in Puerto Rico? Um, I have not. I pulled it up. So, we were down there. I'll have to pull some up. We were just down there with uh Founders Fence donated a ton of money to um you should sync up with them too, but uh they're a a supplier and a manufacturer, but they donated a ton of money and they um I I went down there on for you know with FWA and me and Yadira. We were down there for over a week and they set up a mobile dental clinic with uh Rest Mission, which is his wife and my wife are on the board and and Sasha and um they brought in over 60 volunteers, a bunch of doctors and dentists and stuff too to the community. And um we set up a mobile dental clinic and uh in a period of 4 days on the mobile dental clinic probably close to 4 or 500 people. Wow, that's incredible. That uh between kids and people people that are just in pain. I don't know if anybody's ever had tooth pain watching, but I would rather slice my arm open than than have a tooth hurt. You'll pop a bottle of ibuprofen for that. If you have your arm sliced open, you just wrap it with electrical tape. So, it makes no sense, but uh uh it was probably a bucket of teeth maybe. I don't know. But, uh they were getting a lot of extractions and then um these kids down there to go to school, you have to get a certificate signed and it cost these families like 20 30 bucks a certificate and some of these people have five families and uh coming up with an extra and you know, there's not a lot of money down there. Coming up with 120 bucks before you can put your kids in school is a big deal. So, they were lining them up and the dentists were checking them out and signing off the certificate. So, uh it was a really cool thing to be part of. Um is a big deal for us. But yeah, that's amazing. Wonderful. Go watch our videos and you'll see. I will. That's the kind of stuff I love. Yeah. So, um do you know Charlie Cena? No, I do not. Huh? He's going to be on from OneTap Connect. Oh, I don't I don't know. Yeah, he's over at the fence show. Um I'll introduce you when he's there. He's always Yeah, definitely. Good friend of mine, too. Um Susan,

Let's talk about Charlie. Excited to have him on. He'll be on next week. Um he's going to be talking about his education courses and then of course I'm sure you two will do something wild and silly like always. I don't have you um I wish I had a video of last time. Um we might have I'm gonna have to go look his sales classes because he's he actually wrote a book on sales too. His sales class is just you just you just get drawn in. You know Oh, really? talking about sales. So when he does it, you should take time to go see it. Oh, I would love to. There it is. Expose and close. Is that what it is? Explos and close, right? And he just the stuff he says just resonates with you. It's like and and it just and it fits everything. So, um definitely you're gonna I definitely want to check that out. I I love going to stuff like that. Yeah. Yeah. He's a He's a great guy. Um so, he'll be there at the Finch Show as well in his class. We'll have him on next week. Um maybe we'll get him to try to try to do five minutes of uh some of his uh class coming up. We'll kind of prime we'll prime him on it. Yeah, that'd be great. That's the plan. Yeah. Oh, is that the plan, Sam? See, now it sounds like my plan because I'm gonna edit out the the part where you said that's the plan. It will. I'll I'll have AI go. Yes, sir. Well, Lisa, Susan, thanks for coming on. I know um it's going on an hour. Um I could talk to you guys forever. Um I will see you next time, I'm sure, at the fence show. Lisa, Susan, I'll be talking to you probably tonight or in the morning, but uh we're only on a three-hour meeting today. I think you you're tired of seeing me today. We spent we Susan and I and the team has been on Zoom calls between Zoom and team meetings and whatever they are. It's like a blur for we probably spent three four hours um on calls today for the What would you do without this woman for real? I don't know. Yeah. Drink less. Right. Like let's just be honest. You guys I probably created all those gray hairs right there. It wasn't gray before we started the She was years younger. Yeah, she always I mean she helps hold this thing together this year. Of course. Yeah, the whole team does. I couldn't do it without everybody. Yeah, there are so many faces you don't see. It is this year. Um it I'm I'm the I feel calm like we're going to go into this thing. We're talking about stuff that we normally would be rushing at the last minute. We're trying to get order, you know, silly things like trying to do your printing and your ordering and and even though we've got more going on at this this full throttle show than we've ever had going on, I'm not panicked because I know it'll get good on the whole team's going to pull together. Um I know um Susan's going to be announcing we're going to have like 50 to 65 volunteer spots this year. So, um we're going to be looking for a crew. We're, you know, crew members to come in um and you know, we got some positions. There's quite a bit. We're going to really try to bring the This show was built for the industry. I built this show um to create a show that I wanted to go to. One that that you know even every fence contractor and if you go to it, it's fence contractors. It's guys that have never been to a fence show before and we go out and we find them. Hey, you know, this show was built for you. Come. And sometimes they have this attitude. No, I don't go to those things. Well, this is different. Come. You're going to feel, you know, everybody here is these booths are closer together. Yeah. It's it's built from entertainment. We keep it awake and alive. You're not gonna you're not going to be walking down the center of a big aisle and feel like you don't belong in this place. everybody's at the end of their aisles ready to at the end of their booths ready to talk. And um so this year though, we're going to do it even a little more different. We're gonna be bringing um at least 50 to 65 people in to help run the show.

And um everything from the lobby, the registration, the accommodations, the stage, um the doors, you know, usually it's all just Las Vegas fence people and stuff too. And but we do stretch ourselves thins this year. This show is built for everybody. We're going to let everybody help us run it. So that's awesome. You guys do such a great job though. You really and truly do. And like I've been telling a lot of contractors, I've been, you know, sending the invites, and I really hope that they all, you know, some of them come. Um, but what I love most about it is, you know, you work all day, you talk all day, you're, you know, you're you're chitchatting, you're going over the product, but at night is when it's like you can it's the best because everybody's in the same house. Like we're all in the same resort, so no one leaves. And if they do, you're coming back and you just you get to mingle and socialize and gamble and just go to dinner and have so much fun with, you know, with our peers. It's it's the best. We love it. We really and truly we look forward to it. It's it's it's work. I mean, we're definitely working during the day, but at night is when the fun really is really great. So, we we're we're excited and we appreciate everything that you guys do and put in all the hard work you put into it to make it happen. That's awesome. We appreciate you coming back year after year. Yeah, it's a big deal. Without all you guys coming, we couldn't do it. But you're right. It's having everybody on site. Every once in a while, we get somebody that says, "Oh, it's Thursday. I'm gonna I'm gonna hit the strip." And then by the end of the day, they come back. They're like, "We never should have left." Because we imagine all of us together and and we make the rooms like we cut these deals with the place. These rooms are like 85 bucks. Rooms are nice if you stay on site. They're big. Yeah. You don't have to leave. And then we But but at night, all the restaurants are full of fencers and and gate people. the lobby, the every bar, it's just everywhere you turn, it's somebody you know. We're we're like half of the hotel. Did you know that? For sure. I mean, because we're something like three 4,000 room nights and then it's like half of the hotel itself is uh from the fence industry and most of them never leave and um you know, so we're looking I don't I think we've left maybe once or twice, but that was just you know, to go to a quick dinner and come back. But now we don't even leave. We just we'll eat at the hotel. Yeah. We go in on Saturday or Sunday the week before and then we don't leave until Saturday, Sunday the next day. Unless we got around the office or something, but yeah, we go. Well, thank you. Um I know it's probably late back for you. Um both of you guys, you guys are central. It's night time. I don't know why anybody lives anywhere but the Pacific time zone, but anything Texas on over is east coast. So you guys are all on the east coast, but uh so I appreciate it. We'll see you guys uh see you guys soon. everybody that's tuning in. Uh Charlie from OneTap's coming on next week. That's going to be a jam-packed exciting episode as well. I'm gonna have to jump out and watch it. Yeah. Next Thursday, 3 o'clock Pacific time zone. Um follow us on any one of our channels and you'll see this thing pop up. Appreciate it everybody. Bye everybody. FWA, it's time to go full throttle fence show October 7th through 9th. Go to fence show. Go to fenceshow.com to register now. Make sure to check out our podcast FWA.