Fence Show Recap and the State of the Industry with Sasha from Lion Fence

Hey,

Hey.

Hey, hey.

What's up, Sash? What's going on, man? Long time no see, man. It feels like ages. I'm still recovering from Vegas, mate. That show was brilliant, but Oh, man. I still lingering on Two days I slept for two days. It was like I don't know if it was sleeping or just sitting on the couch. I I had that spot, you know, that spot on your couch that uh it's just it's really my happy place. I don't know. My happy place used to be out with my buddies drinking and stuff. Now it's that it's that corner spot on the couch. Every once in a while someone knocks on the door. I'm like, "Oh man, what's that?" Oh man, Sunday was coma for me. I was just in and out of coma on that spot on the couch. My wife would come and check on me and go, "Hey, you alive?" I'm like, "Yeah, I'm good. Back to sleep." Man, it was I had to recover from a great great show in Vegas. It was awesome. Your booth though, so I mean, tell me a little bit about uh I mean that was a different booth than you had the first year, man. I mean, tell everybody who you are first. I mean, I I I I know I just kind of just popped into there and I assume everybody knows who you are. Tell everybody who you are. So, we are My name's Sasha, as you can tell. I'm from the deep south. Very deep, deep, deep south. As everyone know most people are getting to know the Aussie acronyms that I put out there. um your general manager of um Lion Fence and Steel Supply Riverside. We have two locations and um yeah, our specialty is iron welder wire and temp fencing. So that's really we specialize in in that um that product. Yeah. Well, that's awesome. Okay, now do it again in English so we can all understand what Yeah. No, it's not going to happen ever. Ever. I'll just say goodday mate a lot. Yeah, mate. Yeah, you're right, mate. Yeah. It was a party over by you. There's no doubt. Every time I walked up. Every time I walked up. So, what was It was a little different booth this time. Last time you were over by the front door. Yeah, it was. Yeah, it definitely wasn't the front door. Um, I will say that this that entrance, the ribbon cutting, the opening ceremony to the show was freaking brilliant. Like, I just remember going, "Oh, here we go, Brian." And I could hear the drums, the procession coming through and I'm like, I don't know if our booth is in a good spot at all. And I look up and you got all the drums and the stilt lady, Darth Vader and Elvis. I look around, I'm like, there's 300 people in our booth. This was a great spot. So, that was awesome. And yeah, we did things a little different this year for our booth. Um, that's thanks to Tom Lee here, our GM in Houston. He's the decorative, you know, guy. I'm just like, put beer in there and we're good, man. Beer attracts everybody. So, but yeah, we did the balloon festival in our booth this year and it was good. We had a good It was a great time. And I tell you what, anywhere you're near Mr. Defense, like you are going to have an amazing turnout, right? It was just they're banging away. There's seven different booths that they had her at the place. So yeah, we were really privileged to have a really good spot right up to the stage. I don't know what the heck that trapze artist was doing, but I'm like, man, that is nuts. Hold on to that little ribbon thing. I'm like, mate, my fat ass couldn't even get a foot off the ground, let alone hold that that tepee up there for for me. So it was it was awesome. It was really cool. Five years ago, I broke my toe getting the remote um when I was just getting up once. So, can you imagine? Can you imagine all of us up there twirling around on that thing? I know. Not fancy, guys. Maybe Sean King is pretty fit. I'll give it to Sean. He could maybe do it, I reckon. But yeah, definitely not me. No way. Some of Jared Quiss's kids, some of those guys that came with him, man. Got up there for sure. Yep. Sure. They're young. Yep. So, for people that don't know um don't know you and don't know where you came from, uh I want to make sure they understand where uh you know, where did you start off in the fence industry? How'd you get into this? Yeah, I think you know I tell this story

A fair bit. You know there's really in my experience in fences only sort of two type of fencing people and ladies. You're either born in it somehow or husband or wife was in it or you just stumble in it. And that's sort of me. I'm the stumbling guy that was desperate for a job and uh answered this ad. Back then they still had ads. Yes, we did answer ads back in the day and didn't have um whatever all of these online searches and went in for a job as an operations manager in a fence install company completely shocked, scared out of my mind like what the hell is this industry and this is going back now maybe nearly 18 years and I've loved it ever since. Never installed before. So it was an install company you came in doing? Yeah. Yeah. So I my background is construction. I've been in construction my whole life generally on the operations side both on the tools and as a manager and yeah this was my first time really getting to know the fencing industry I think had you asked me it's a fence dig a hole put a post what the hell not until you get into the industry you go man this is some cool stuff that even chain link the guys that are putting up chain link you know the fittings the you know all the tying off and it it blew my minded about how amazing our industry and how much talent we actually have. It's not just as simple as digging a post, you know. So, it's been it been my journey. And then when I moved to America, I fell in on the supply side, which was interesting. It was something different. And I've been in the supply side now for nearly well eight to nine years now in the States. Right. So, straight into the United States. Uh you you started straight into the supply side, not in the insurance. Yeah, I worked for probably the second third second or third largest supply company uh supplier in in in America and that was straight into the country. So Las Vegas fence, you work for us. It's hard to Oh, I don't know. You guys aren't very nice, you know. Don't like uses, you know, sort of spray us with a spray bottle. Get out of here, you know. Like, dude, I'm not a dog, man. Jeez. So you uh so you did that and then so you you really kind of dug your that's that's going straight into the uh supply side. You get to know a lot of people quick. I mean this is a tight tight industry when it comes to that for sure. What uh did did you like I mean how long were you in it? Did you actually like the supply side? Yeah. So look I'm in it now still. So I've been in it for about eight years. Um, it's funny if you asked me which side of the fence, no pun intended, or like about four months ago, I would have said, "Ah, supply side all day, you know, but I had one of my clients like really give me a bit of a wakeup call because he knows, you know, I'm so passionate about this industry. I love this fence. I love it." And he said to me, "Sash, where'd you get love from?" Surely not from the supplier. And and I had to sit back and go, you know what? I did love the install side. And I tell everyone though it's different the stress we have the same stress but very different levels or different thinking the install side there's a lot more stress there's more moving parts um so there's multiple stress where supply side you know there's not as much the stress levels the same but we don't have as many things to stress about I think the install side you know you got a lot more you know lot more stuff it's just crazy I don't envy you guys I won't lie it's Like you need to be a lawyer now to put a hole in the ground. It's Yeah. Yeah. But it's work on both sides because I mean I mean you came into my office. We iron and we're really we're good friends now. I consider you a good friend of mine. We were before. I know. So it's a lot of work. You It's really tough to um It's really tough to break into fence companies and where we're buying our materials at and stuff. And I think you you know you had a great product and and obviously still do have a great product and on the iron panels and stuff like that. and it's really tough to to get in and actually start talking to the buyers and stuff. So, I think you've really you really kind of did your time, you know, how many times did you come into my office and I don't think I ever talked

To you. No, lots. You were protected by your team. Your team would even let me dude I got an accent, man. No, they're like, I don't give a [ __ ] about your accent. There's many people with accents. You know what I mean? Rocks, man. We're we're loyal and um for a reason. I mean, we're loyal because a lot of our distributors and people we work and and I'm a huge fan of I'm a huge fan of all. I'm a huge fan of of buying direct, but I'm also a huge fan of um we need I think we need the manufacturer to distributor to um to the dealer to the end user model because that's that's how you grow. I think that without you know if you get rid of all the distributors and all that stuff, it's it makes it it makes it to where it's harder for the small companies to grow to the point where they outgrow you know you know who they're buying from now. And you know, that's the whole goal is everybody to outgrow what they're doing today. And I think that there's a need for all of it. So, um, we're loyal to it because a lot of these distributors and stuff, man, they're the reason we're here. They're the reason they, you know, they were helping us when we were starting our company, working out of our house, and they're the ones that were giving us supplying us our materials when we only needed six tension bars and and 50 feet of wire, right? More to drive it to you than what you Yeah. So, I think we got to protect everybody, you know? We got to protect all those guys, too. I I think, you know, the one thing I've admired and, you know, as we've got to know each other and watch what FWA, you know, is doing out in in the industry, I'd like to say that that's really how our industry is, but I think it's pivoted a bit, you know, through the years. Yeah. And it's come to a point where for me personally being an ex being on the ex, you know, ex contracting side, I see it with a little bit of a different lens. And I feel like I feel like the industry needs another shake up. Like we need to maybe not go back to 20, 30 years ago, but I'm thinking we do a little bit. We need to get back to that. Yeah. I know we're never going to get back to that, you know, that handshake. My word is my bond. Like I wish we could. I know times. But I just feel that sometimes from the supply side, we've really forgotten what this industry is really about. Um, and often we just get wrapped up in, hey, I can't sell to you. You're buying from, you know, just just this inter battle and then you go to a show like FWA, like last year was an eye opener, then go to see it this year and you just again you're reminded back to back it's really about the people putting in the holes, right? And I can't even call them contractors and cuz I don't know you mean you touched on this when we were talking early on like what is a fence? Like what is how do you define fence and then you put contractor next to it. Well, there's some states that don't have licensing, right? You don't need to be. It doesn't mean you're not a fence contractor. Yeah. I think that's the part of the industry that I'm really passionate about. Um, reminding people, hey guys, look, we've got a great industry. There's a lot of loyalty, but I'm feeling like there's a little bit of like I don't know what the right word is, but it's it's just there's a little bit of unsurityity and I think we're got a lot to blame for it, the industry itself, right? Um because we've allowed the bickering, the you go over here, I go over here, and it's like, come on, guys. We've got we've all started somewhere. You look at all of our stories, Brian. Most of the suppliers started in the back of their trucks. Not even a truck had a car, you know? They got to remember that this industry was born on ingenuity, entrepreneurism. And I just feel some right now in the market. Um we got to get reminded that this is what this is about. We need to support each other. Rather than sort of divide. And I feel that the one thing I loved about the FWA show, both years actually. Um, of course this year is bigger, better, like you know, it's growing. I get it. But what I've loved about both years is I'm just meeting more younger and younger um people trying to do a fencing store

Business. I'm like, are you sure? Are you not crazy? You sure you're on drugs or something? I mean, and it's it's encouraging, right? Because those are our people. Those are our people. I think we forgot we forgot why we were doing shows in the first place, I think. And, you know, I think it got to the point where I believe, you know, even after I've spoke to a lot more people the last few years than I ever spoke to in the industry. And I believe people were doing shows because they felt like they had to do them. They felt like if they didn't do it, then um they people were going to think they went out of business or it was like a it wasn't they forgot why the shows were there in the in the beginning. And it wasn't for all of us. It was it wasn't for, you know, the exhibitors and all. It was it was for the attendees. It was for the fence companies. And if we can change these uh these shows around and make it more catered to the experience for the attendees and these fence companies so they can get to know us and sign us up, you know, sign them up for accounts and stuff, then, you know, we've we've succeeded that. And then you're going to see these things grow organically on their own. It won't just be a show full of uh reps, right? and we can we can grow it full of fence companies and and you can get, you know, filling a room up with an extra thousand people, 2,000 people that that aren't there to purchase anything and they're not going to purchase from each other. It's not why these shows were were created in the first place. We need to get these fence companies that don't know where they're supposed to get their materials and don't and they're a lot harder to reach, a lot harder to find and get to actually go and attend shows. So, I think as a group, um, all of us as vendors and and and people throwing the show that we work closer together throughout the year to actually search for quit chasing the same 600 fence companies. Yeah. And we got out there and found another, you know, 600, another thousand fence companies that aren't part of the networks. They don't know who FWA is. They don't know who AFA is. They don't know who NAFA is. They don't don't know a fence tech. They don't know a fence show. They just literally want to come meet um distributors and manufacturers and see what's out there. That's how we're going to build truly great shows. again, it's just going to, you know, it's it's a I think it's a it's a more of a crawl than than a race on that stuff, but it could be a race if everybody got together and pushed those. But circling back to what you said about um about the um suppliers and things like that, I think that um we stopped we started judging suppliers and manufacturers not by their service and more by who they sell to. And I don't know when that happened. I don't know what but we started judging not not by the products not by the service not how well they ship not by uh you know pricing not by any of that we started we started judging our suppliers and manufacturers solely on who they sell to and that is where I think we went astray in our industry when when we're at that point where you start a a manufacturer and you're basically told who you can and who you should or who you shouldn't sell to and you're shunned if you sell to this guy or if you're you're you know you're you're told to only sell to this group of people. And same thing with the suppliers. So, I think but I think you're going to see this is changing. I mean, it's if how it is today is not the same as how it was three years ago. And I think that that we are a part of that, you know, and FWA did push that and we are telling people and we're showing people that it's okay. It's okay to sell your products. You have family to feed. You know, you have uh you have kids to put through college. So, I I love that you said that because I do honestly feel like that's how it's it's went is that we're judging them by who they sell to instead of service and products. And I don't know I don't know when that changed, right? Like relatively speaking, I'm pretty young in the fencing world, but I don't know when it changed. And I feel that look, it's like right now I tell people, you know, our hottest product that we're we're sort of pushing or that we're moving it is due to security. And that's a shame, right? because America is such a great country

And we're having all these issues and sec so out of necessity bears change you know what I mean like as we evolve and for sometimes the worst right cuz you know do we really want to fortify our schools you know what I mean but we have to right there's this change that's happening and and due to this negative change if you want to call it there's been a change in so I feel we're in the same place as an industry me like it to me it's a shame like it really is a shame but it's a necessity because I don't I didn't get into fencing to be told where to buy and how to buy and I can't buy because I'm this size and I'm that that that's not what I got into fencing for. I got into fencing because I love the industry and I got to put in fence and hopefully we're an industry, right? So, I should be able to go and purchase in within my industry of suppliers and and my network of fencing um vendors and manufacturers or however you want to call it. And I think I think there's this big change because at some point it's okay to have everything go through five big supply. I have no issue with that if it works and everyone can go there. But somewhere along the line it got a little bit convoluted and you know to have it but it there was a there was a need and I really feel that you know Lion saw the need. We really we love what FWA is about and and listen and and the other organizations um we're not here to bash on anything. It was just a need that you filled and you know the FWA group and the whole team like FWA women what they're doing to me is just amazing you know like supporting the women. Speaking of that, look at this. Let's bring Look at Michaela. She's like, "Hey, Brian and Sasha. Those those women from FWA, the women of FWA, they're brutal. They were everywhere. I mean everywhere. So I can't thank them enough for all that support. I mean, there's still I think they have more footage than we took and we and we had hired professionals to do videos and stuff and and that's that excites me too because there's a whole industry that or there's a whole segment in, you know, using the women of FWA as an example that we need to encourage women to come into our industry. one, I'm an ugly looking man and I'm old and you know we need to get this younger generation but also I really feel it you know I've got a daughter I keep telling time let's get in the industry come and have a look at it you know have a and having the the women of FWA as a bit more of oh dad it's a stupid in but now she's like oh cool like there's a there's a movement going that they're really pushing um and again it's it's when you're informed and you have information, you're empowered. That's how I look at. So, I just look at life that, you know, make the choice. Yeah, some people aren't going to be happy, but it is what it is. Like, we're here to support the industry and inform people and it's up to you whether you yes or no or in between, you know? Yeah, I learned a lot from them and I still do. I mean, I their videos obviously their their podcast is way more probably because it's not too ugly much like you and me on there, but their podcast do way better than ours. I can't figure out why, but podcast and stuff, but I learned a lot. Not just from that, it's just how organized and how how attention to detail they are and how much they care about the content that they're putting out and they literally spend the time to have the discussions and, you know, to actually make sure and and and they care about where they're trying to bring some valuable content out on their show. So, it's it's if anybody realized how hard they work for the women of FWA. And then I I even had um another husband that just happened to be at the show and and I there was a lot of people I was talking to so it's really hard to it was that was at the show and I guess um his wife somehow was intertwined in one of the groups that they talked to and stuff and he he came up and thanked me. He's like man I can't thank you enough for uh you I go I didn't do anything right he goes for the women of FWA group and I go trust me it was just an idea they made it happen. So uh I go but I appreciate that. He says he goes, "Never before has my wife felt like she was involved in our industry." Yes.

And I guess she was there somewhere. And a lot a lot of the time the backbone of our businesses and our industry and it that's why I'm excited too. Like I said, I really feel uh for good or for worse. I believe it's going to be for good. Um there's going to be there's a bit of a shaking and I think it's time, right? I think it's time that we all stop using the analogy the sand pit. You're in that. No. No. we're all in the same samp people and just put it down like we can all work together um and it'll work in, you know, it's it just takes unfortunately takes people to push and you know step outside the box a little bit and then like you know two to three years time to laugh about this like everyone's I'm like but the initial push it's really hard right it's you're trying to show the world that hey you can run a really good fencing business. You can run a really good show and we can all be friends. We can actually be friends, you know, and that's it. It's a bit unusual for people at the moment, you know. You don't have to choose. Yeah. It's not a choice. And it's literally if we don't support each other, we will tear the industry apart. Yeah. And I And that's why I'm a big advocate. I'm like, you know what? Support one show, all shows. Support one association, all associations. Uh you know, look at all the education that's going out there now. It's like, have you ever seen so much excitement around education? And not just education for established companies that have 10 employees that can afford to fly over the country and and spend a week and spend thousands of dollars. There's so much education out there now from other associations as well. That is for um guys just starting out. I mean, go, you know what I mean? And and I think I reshared some of what the AFA is doing as well. How amazing is that? I mean, we're talking about stuff saying, "Hey, if you're thinking about getting into the industry, let's take" and I love that this uh, you know, that this movement that we all started together is taking off and it's spreading. I can't wait until there's a joint show to be honest between um, like FWA, AFA, NAFA, WASA. Imagine if we all got together and did some massive Imagine that. Like, imagine it though. Just just picture that. That is amazing. You know what I mean? Yeah, that's that's really what this is all about. Whatever people might hear and say out there, the real truth, that's what this is about. It's just about putting our differences aside, remember what this industry is about, and we need to support each other. And you know, I love this university. Now, yours, you know, AFA, like that to me, that's that's really important because they're they're what do you do after wood? like, okay, I can install wood or what do I do after I install vinyl? Like, there's a lot more fencing out there that I can do as a fence company. Um, but where do I go? I'm too scared. Like, I don't know, you know. So, I really feel it goes back to that thing. Once you're informed and educated, you can't, your mind can't contract, you know. So, now it's up to you. Um, where do you want to go, you know? And it's cool. If you want to just do wood, great. But if you want options, come and learn, you know. And I think that's what's exciting. And I'll be honest, the show there was a lot of younger people which excited me a lot. Um I haven't seen that a lot. Um so seeing these the the younger generation you know getting involved in our industry like really invested though which was really amazing you know from the FWA women to some of the young just volunteering you know it was just it was really we can do better I mean we could do better not just um we as a whole but FWA we can do I mean obviously we're running Las Vegas fence at the same time so everybody was there is answering the phones for lot even if you call FWA today I think we answer the phone Las Vegas fenced. We're still It's still today. We don't even I You know, they're like, "Well, do you want us to set it up to where the phone number shows?" I go, "No, you know what?" I go, "Just answer Las Vegas fence. People are just going to have to, you know, is this the fence show? Is this Yeah. Yeah. Is this the fence you Yeah.

Okay. Whatever they need." Right. But, but I, you know, we can't afford to have staff sitting here full-time waiting for the phone, which you can't hide who you are either, right? That's where I'm like, "Come on, guys. Let's just let it go. We are who we are. We've all got businesses and I don't care what show you run or don't run. We've all got businesses in fencing. So, it's okay. It's all cool. Like, it's it's fine. You know, at the end of the day, this is why we're doing it. We're in the industry. And granted, more than not, you're either own an install company or you own a event. You know what I mean? like we're involved on, you know, I I think I think no matter what it's tough because um the only people that can put these things on really is people in the industry. And if you're in the industry and you're at the point where you can put one of these on, you either own operate every single board member, every single president of any association or whoever it is either owns, operates or runs one of your competitors of every exam in there. So it's just uh every one of them I mean it doesn't matter who it is, you know, right? And it's okay, right? literally, you know, I mean, the president association right now um either owns, operates or runs a distributor or a manufacturer or something. So, you you know, it's hard to for people to separate that, you know, sometimes and it to a degree, but I love how the industry is just truly coming together and uh it you're seeing this change and and look at look at our show. I mean, you're seeing now some of the larger distributors. Look at Master Halo was there and you know I remember I had a talk with them after our first show and they walked around and I saw them and they were just some great guys to talk to. I mean I was just I mean there was they came up I sat down and we had a chat and like you know what uh we should have been here. We're going to be here and they lived up to it man. They just they we went you know talked back and forth throughout the next year and they were there and look how many people were there. They were in the aisleways talking to fence companies and the fence companies the And I think some of some people sometimes people have a perception of these large distributors and I'm like it's half the time it's not true. Yeah. No, they want to sell you materials. All of them, Yeah. Yeah. And and and it's funny because I got caught in it, right? I got caught in the perception game working for a big competitor and I got wrapped in it. I I won't lie. Right. So it's it's that learning curve and I really feel right now and I can only speak on the vendor side that we need to pull together as vendors. Yeah, you might sell to dude the world's we live in a free country for that reason. I really feel if we get together as vendors, right, and start to support each other and go, "Okay, listen, all differences aside, yes, your booth is better than my booth or yes, you sell it. Who cares?" At the end of the day, we don't even have a business if we can't together collectively as vendors go out and get the con. You know what I mean? Like, bring that whole community together because it's okay. It's okay if you sell vinyl and I sell vinyl or you sell iron and I sell iron, it's okay. It's not the end of the world. But if we get together, I really feel on the vendor side. We're just going to all these shows are just going to hit another level. Like they're just going to level up. And I think that's the challenge for me personally. I want us to all get together and go, "Hey guys, all right, let's put this down. It is what it is." And let's get this community rolling again. Let's let's be part of the community instead of trying to steer it. Let the community steer us. That we need each other, you know. And that's sort of that's what I got out of the show. Like I was, you know, the show had what nearly doubled how much the show was huge. It was like it grew by like 45%. I think that's amazing. In the one year and and we're we're actively um pushing to find more. and and we spend a lot of time doing that, you know, and which I don't think, you

Know, it's hard to explain how much time we spend actively trying to find new fence companies. You know, some people are coming in from Hawaii or wherever and and we're actively literally searching for people that don't know, like I said, anything about these shows and bring them to the shows because we want to put new people in front of you guys. I want I I you know, I I don't want to bring a bunch of people already know Sauce. I we can hang out and have beers anytime. I want to literally bring I want you to resell yourself. And my goal is to have is see how many times I get you to resell yourself and and have you be what do you mean this guy doesn't know who I am? What what what is happening here? And it's good it's good for us too because we got to remind oursel we can't just we can't just be order takers as vendors either. like we got to get out with the people and we got to we understand that it's not just sit back just cuz I have a name or or a big company or whoever, you know, we've actually got to meet the people where they're at and encourage them and and remind them that, hey, we're here regardless. You know, maybe I can't support you on every job, but who cares? Like, if I can't, I'm going to find you someone that can. Or, hey, in this community, you're in Hawaii, go see, go talk to these guys. You're in Florida, go talk. You know, I feel like we're too scared. And I think that's what's changing. I really noticed a big swing over the last two years from your first show for me's first show to the second one. It's really starting to move that movement to guys, we're in this together. And look, it's not easy for me. Cross the road was my biggest competitor, But so what? That's that's how it is, right? It's not like I'm going to go, "Oh, Brian, what do you mean FWA? No, that's unacceptable." Oh, don't think I don't get those calls sometimes, but not that much. But I think what we're doing with FWA and the goal is too is we're showing we're going to show the industry who's really supporting fence companies of all sizes. And I think when you walk our floor um differently than, you know, even some other places, you notice the difference. You notice the openness because people say, "Hey, this is the most uh open show you we've ever been to. We can walk around. We can uh you know, we everybody's welcomes into our booth. They're out of the end of the booth." I think we're truly showing the industry who's supporting us. And I it's just taken longer for some people to jump on board once they once they realize that uh we're for it's it's hard for sometimes people realize we're for the distributors but we're for uh the manufacturers selling as well and it's for all of it. But if we don't protect the whole thing, we don't protect the entire industry, we're going to get stuck with, you know, we're get stuck with no options and that's not good for our industry either. So last thing I want is one person delivering to my area. So, uh, and then and then you're stuck with just that one option. So, I think that it's great to have you guys, unless it's lying. Okay. Unless it's lying, that's my but you know what I mean. That's, you know, you're right for me to expect it can only be one line or one, that's not realistic, you know, and it's okay. Like, we just there's plenty of room. We just Yeah. Hey, let's look at some comments. Looks like the boss just got here. Oh, look out. She's being awful nice. uh considering, let me show you the other one here. Uh she's saying competition makes us uh makes us be better, which is true. That's kind of where we're getting. So, we're seeing a better we're seeing a better industry right now and we're seeing better shows, better resources, better education, and it it is partially because we're challenging it. We're saying, "Hey, if you don't make it better, we're gonna So, we're getting what we what we should have had a long time ago in my opinion." So, uh she this is the first thing she says. Thank you for supporting the women of FWA, Sasha. And like I said, she's being she's being pretty nice considering a half hour ago she called and said she was hungry and I'm supposed to be taking her to dinner. Wrap this one up, buddy. This is going to be changing. These messages are going to change here the hungrier she gets. But thank you, baby, for that. Uh, everybody

Everybody loves your support, too. You worked hard last week, so absolutely hard work, man. She's she's a trooper. Absolutely. I don't know. She I don't know how she puts up with it and puts up with me on all that stuff. So, nobody knows, dude. Nobody knows. Let's say let's say hi to a few people. Uh Robert Evers, uh had an awesome time at the show. Um he's Two Smooth Operators. They're doing a um they're doing a a podcast and stuff, too. So, hey, and he brought some equipment, did some uh I think I did a podcast with them, too, one of those. So, thanks for coming, man. It was great. It was great seeing him in person because I know I' we've kind of just talked, you know, through the uh messages and stuff. So, um Orlando Hinge Company, man. They were they were walking around. Thanks for coming you guys. Yeah, I don't know if you heard of these people before or not. No, never. Never. Look, can I just I don't want to plug them, but dude, you can't help but plug them. They are the most amazing one humans and they just they love our industry and I've got nothing but respect for JC. They are awesome. Yeah, I you know what? I don't know what it was. And here's here they are. Here's Mary. Hey, gentlemen. love the show. So, uh, Mark and Mary, it's just I swear to God, it was like one phone call, met them once, and now we're we're it's like family. They're like family. It's like I It's hard to go to California without even saying hi. The necklace they made for the women. I don't know. Maybe Yadira is on here or somebody or Michaela, maybe they can tell us how many they sold of those necklaces. I was like, uh, she came into my my shop and she's like, "What are all these things?" You know, our fitting room, if you've seen our fitting room, we have every every every chain link fitting and and hinge or latch you could possibly imagine for chain link. And we held up like a fork latch. And she's like, I think I can make jewelry out of that. I thought she was kidding, dude. I bought one. That's how good it was. I got I just I'm like, dude, since when do you make really good fence jewelry, right? I was like, all right, got one. Bought one. My daughter loves it. I've got we're waiting for the outfits and we're going to give a whole shout out to FWA women when they get their outfits coming. But that was just amazing. Like I just like that's what I'm talking about. That's dude jewelry and fencing don't sort of mix, man. You know, it was so nice that they're close. And this is a vibe that I you know, it's it's what we're creating. And I I truly believe I truly believe it's because we don't outsource it. We don't um it's all done by fencers. And you know, I mean, I don't know. I think I first off we don't have the money to do it but if we did and if we had the money I mean you know how much easier it would be just to hire a management company and then show up the day of the show and but I think I think we would lose that that feeling you get when you you show up and and the you know the people you've been talking to are the same ones you know on the phone are the same ones at registration and man we're having printer issues network issues we you know we can't get the lanyards to go through the badges and I mean it's just one we can't find we're having a hard time in the system that's because we do it all the time. We're not uh you know they're not printing badges except for once two three days a year. So with that old matrix printer we're like a damn it. No. And then I go inside and I'm like what do I want? You know how build a show with the service we want the food or this or drinks or you know but your team all hats I don't know if they've been praised enough and everyone that's watching this you know shout out to the FWA whole team. Yeah. Um, women, men, it was just they made you feel like, "Hey, Sash, do you need anything?" You know, Brooks was running around. Hey, you guys good? You know, you were running around everywhere. The team was running. Like, it it made us feel like, "Oh, cool." Like, they actually care, right? It was it was just it was a good feeling because if we needed anything, we could just ask, right? And and I'm going to tell

Everyone that says that's rubbish, it happened to me, right? I'm like, "Dude, I need a 10 mil socket set to put this stupid thing that I designed like a dumb Aussie back to front like Brooks, what can you do? I'll get you." You know what I mean? So, they're always there, you know? So, that that was that's another side. Um, and I think for my team, I've got a young team, so they've experienced a few shows now, and the hype from the VA from the FWA show is just a reminder that, hey, while all the shows are good, that little bit of extra care and and and intimacy, if I can say that, not a wrong way, politically correct. Um, it just it just goes a long way, you know. Um, And it's a lot of effort, though, too. And I, you know, even like us, um, thank you, JC Gir. We're ready for next year, too. Biggest booth, biggest booth they've ever had at a fence show in, I don't know, 50 years since they've been doing fence shows. That is cool. I mean, it was it was really cool of them to do that. Um, and you know, and and to support us on that level. So, we were we were super excited about that. Um, but I think what you know, we we had a talk even before. It's like, you know, even me, I'm I'm kind of in the face of some of this stuff that we're doing. I made sure no matter what that I wasn't, you know, I wasn't disappearing. And when that show opened at 10:00 am until 5, I I was on the floor the whole time. And it is a big deal to walk around and shake shake hands and tell people thank you for coming because it's, you know, it's it's a humbling experience to have that many people uh plan, you know, airline tickets and hotel rooms and passes. The inconvenience of be shutting your companies down to come. It's uh it's not something that I take lightly, you know, and uh I want to I want to say thanks to as many people as I can. And you can't say thanks to everybody because but you can walk around and you can be present and at least say hi and and see if they they're willing to take a picture with me. And some people are trying to take a picture like, "Hey, can I take a picture with you?" And I'm like, "Well, can I take one with you?" I mean, I I drove eight minutes to get here, you know? You flew for eight hours. And you know what it's like. You hit it on the head. It's not these shows are not cheap. Um, you know, they take a lot, but to have that to be able to have your team just so helpful. Um, you know, look, even as silly as this is, having the snacks, the waters, the you're running at 100 mph and there's only so much beer that you can have in your body. Um, some can have more than others, but um, that was good. That just it just, you know, you went over, you had your tea, had a bit of a break. because, you know, it goes a long way. I really feel that from the from an exhibitor's perspective, um, the show is awesome. You know, the show was awesome for us, period. Anyway, but just those little things and they stay in your mind, you know, even my team's mind, they're like, "Now, that was cool." Like, you know, just these little things that people might not think much of, they go a long way, you know. Yeah. Well, we appreciate that and and and we appreciate that feedback everybody gives us on those things. But we're going to do even better um next year. And you know, I'm going to be challenging. One thing I didn't do last year is um now that the ex, you know, the vendors and the exhibitors have grown is I'm going to be challenging and I'm going to have a lot more conversations with the exhibitors and the vendors and say, "Hey, we can build this thing together and we can make it the show that we all wanted and bring back that that that vibe and that energy and that that feeling uh that energizes these these younger younger generation to stay involved in it. And I'm going to be challenging all of you guys to say, "Hey, go find five fence companies. You got a year. go find five fence companies that have never been to a fence show or you know haven't been in in in a decade or so and let's all work together to bring them to to Vegas and uh you know get everybody working together on it and I think we can do it. Oh, not we we can and there's not a thing about it. I'm really like I'm really passion like I said I love what you guys are doing but I think from a vendor's persp I'll be the first one to meet you know we need to get better at promoting

Ourselves right so from that perspective yeah I really feel that we need to get together as a vendor group and just yeah because the more we can support ourselves and challenge ourselves it's only going to be better for us and the industry as a whole so I'm with you I think it's time I think it's time that as a vendor community we we actually put it out there and start start really you know chasing this. Hey, how about that Master Huckco truck in the parking lot? Oh man, I slash the tires. All you Master HL SL No, I rode big Aussie. No, dude. That was so cool. Like I'm just like walking in there. I'm just like that is a truck, right? That's a fancy truck. my side. It was It was amazing. I don't know, man. There must have been a quart million dollar worth for the materials in the back of that thing or something. I tried to steal them, but I don't sell I don't sell chain anymore. I'm like, "Ah, damn it." I told him I'd keep everybody so drunk nobody could drive. So, good point. But, uh, how cool was that? Right up there where you drive in. I wanted to make sure everybody knew this was our hotel. Yeah. Oh, they knew. They knew the fencing guys were in town. Let me tell you that. That truck was awesome. Yeah. Yeah. And you know what? Um I think what uh you know the the people loved us from next door that were doing that country thing that was going on and then uh at any given moment I think we had a couple hundred people sometimes in those rooms education rooms and then they would come back in and then some more people would go back in you wouldn't even notice a switch. So it was that and then walking around you know inside the other thing. So it was just a uh it was a unique experience for a lot of people. So that was pretty cool. Hey uh are you going to uh the fence cruise? Come on man. I've got to Yep. When is it? February 3rd. Oh yeah, man. Huh? February 3rd. If anybody's watching, uh try to screenshot this. I'm going to try We'll start posting this thing on u my fence life's Facebook page and uh LinkedIn here probably a little bit later today and on my personal one. I'll send it over to you so you can share it too. Let's There's already there must be I people were I guess last time and I haven't talked to him in a while. There must have been six to 12 rooms already booked and uh coming up in you know it's going to be coming up in February and I haven't really marketed it uh you know fully yet. But uh yeah, so there's the the phone number. Call, talk to Megan. She's really cool. Use that code and uh get it booked for four days in the Bahamas. How cool is that going to be? That's what I'm talking about. Can I get a fishing rod off the back of that boat, Brian? Yeah. And I And by the way, I've checked. And look, JC Gur's already booked. There's a there's a there's a bunch of people in here that already booked. Um, I, by the way, I did the research and it takes about 10 hours because it would be irresponsible of me to invite a bunch of fencers on a cruise and not find out how long it would take for that cruise ship to turn around and get you if somebody fell in, right? So, 100% 10 hours though. It takes 10 hours I think for that cruise ship to turn. So, so we got to be pretty little careful about some people. Make sure they don't go over the side. So, um, I think make sure it's a big yellow. You know, the boys are yellow. they stand out. We can throw it out. Yeah, we'll see you in about 10 hours while I'm drinking a scotch or something. So, Chris Skelton, uh CJ, CJ, we call him. His first show ever. By the way, he's he's been this guy this guy's been in the fence industry probably for I don't know, less than six months. And his first experience was the show. Awesome. He's energized. Wants to stay in the industry. Um and you know, and hopefully get a career, you know, in the industry. This is just what it's about. That guy right there is what it's about. You know, and uh hopefully makes a career and stays in it. You know, a lot of people don't know that. Um Lety Leticia that works for us. Uh she came over from Mexico, works in the office, you met her and a lot of people the exhibitors might know her in vendors and um somebody in our office was asking everybody, "Hey, what's your five-year

Plan?" And she's only been really for a couple years in it. She's like, "Well, I really would like to try to" and she's got an engineering degree. She goes, "I would like to try to make a career in the fence industry. I really like it." So that's the kind of stuff that that we need more of and we need to take those people and these are the ones that are going to take over our companies. Let's right 100%. So it's kind of it's kind of cool. But hey Sash, there's a lot more smarter people than me and you in this industry and they need to take over 100%. Oh, they have to because given enough time, you know, it's kind of like when we were younger in the bar. If we talk long enough, we'll screw it up. So same thing. If you leave us to do whatever we want to do long enough, we're going to screw it up. We need these people a lot smarter than us to come take it over. Yeah, 100%. We don't need people to sabotage us. We'll do it ourselves. Yeah. Yeah. We're quite good at doing that on our own. Yeah. So So hey man, I won't keep you too long. Um I appreciate it. Thanks for coming on. Um I'm sure I'll be chatting with you again. Uh yeah, I'll I'll send you over some of that information on the fence cruise and I'll pull that up one last time for everybody to see um in case anybody didn't catch it. That's it. That's the information you guys. Thank you everybody else. I want to say thank you to um a lot of the great people that sponsors and everybody that made it. I know Homeland man, they really went all out on that party on that party, Brian. Let's talk about that for a second. Oh, there's so much. Oh man, I was going to let you go. Oh, don't even start. That party was freaking off the hooks. Off the hooks. Look at that. Wednesday spasmatics. They got Dude, when I saw the guys up there, I'm like, "Ah, here we go." Some junk, dude. How cool was that? Mindblowing. Mindblowing. It was awesome. Yeah. And you had uh Kent Scott up there, man. Dude, that was awesome. Yeah. I had Kent from Scott Fence. It was awesome to hang out with him. That's He's been That's the first time he's been to a show for a long time. So, and he enjoyed it. Like, yeah, it was Dude, that was a great party. I I think we follow each other. I mean, me and him follow each other on Facebook, so but and we've never really met in person and it it was just down to earth, dude. I mean, it was great. It was great seeing him u in person. It's funny you get to see all these people in person. It's amazing. Uh it's it's really cool to see. So, um yeah, thank you again, Homeland, for I mean, they put a lot of effort for not just effort, money to, you know, let's call it what it is, To pull that off for us and and and give us all that experience. So, I can't thank Homeland enough for that. Um anyway, um again, thanks Ash. I will talk to you later. Go ahead. Thanks again. Thanks for having me. All right. Bye everybody.