🎬 5 Minutes with Brian & Billy

Hello.

Hello. Hello.

Hey man, what's going on? What's going on, Billy? How are you? Good. Good. I was almost down in your neck of woods this uh this week, huh? You were you were you were close. Uh you were uh down on this part of Florida and I'm up here. So, yeah. I think I've said it before. Anything on that side of Texas is the east coast to me. So when I say, you know, you you could have just been in Alabama or something. I still would have said I was on your side of the country. Absolutely. Absolutely. People call where I live lower Alabama. So I mean, we're just a hop skipping and jumping away. So Susan fill you in on what we're doing today? Yes, sir. Yes, sir. Man, I'm excited. We got all kinds of people coming on. We got no real script on this, which is unusual for us. We normally have an outline. She's got like a Google document thing that she feeds me and I'm just like a puppet dancing on whatever she says on these things. So, uh, she's gonna be pulling people up. Susan, let's bring someone on. Let's go. They've been waiting long enough. Hey there, guys. Hodgees. I'm the director of product management for a product that's the last fence post you'll ever need. It's called Harvest Pillar. Um the company has been around almost 60 years, but we launched the product uh about three years ago in the vineyard space for trellising. It's a concrete post. So this is kind of a sample piece. It's flexible concrete. So usually you think of concrete as brittle, but this product actually is able to, you know, take a load and kind of um flex. So in wind for picket fences or things like that, it doesn't, you know, it doesn't snap. Is that similar? We've got a couple guys in our groups that come on from uh different countries where they've got those concrete posts that go up and then you've seen those, Billy, too, where they go up and almost at a 45 at the top. Is that And just like that. Is it similar to that? Similar idea. So the concepts called pre-stressing. So we use pre-stressing in the US all the time for like bridges and parking structures. That's how they make it out of concrete and it like flexes when a car drives over it. Um, but we basically took the concept and made it, you know, miniaturaturized. I mean, this is, we call it a 3x3, but it's nominally, you know, 2 and a/4 by 2 and 3/4 type thing. Now, how heavy is the full post? So, a linear foot of this is about 8 12 lbs. So, you know, a 6ft post is 50ish pounds. An 8ft post is 65. Okay. Okay. Okay. So, it's not like the big the big giant ones where you have to have a a um a like mini skid to put in the the the ground, right? You don't have to have a mini skid to put them in. I mean, I instal So, I'm in Reno, Nevada. Wo Valley is a you kind of like rural area just south of here. We installed posts basically just board holes in the ground and dropped some posts in and uh you know, it was easy. Probably put 100 posts in the ground. So, you get these by like the pallet, I'm assuming. Uh you know, all these kind of loaded on a pallet. What do you think you get on a one ton truck? Like 50 60 of them normally come. Well, yeah, you could probably put, you know, 50 on a one truck. One ton truck is what you would do. Usually we deliver them on like a flatbed because Jensen pre-cast the parent company, I mean, we we deliver all over the West Coast pre-cast materials, right? Like picture a manhole or a septic tank or that type of stuff. So, we've got giant flatbeds that we usually deliver them on. But for you know, a small homeowner, that type of idea is exactly it. You could go go to one of our facilities and pick them up. So, that's a heavy post. Have you done some pre-engineering on these things? And for footers, I'm assuming with that much top that much top weight, you must have to go down at least uh three feet or more. What's the on a normal for an eight foot post, you're usually go down two feet, you know, so you have six feet above, two feet below. Um, obviously, it depends on soils. There's a lot of Yeah. factors that go into that type of thing. But in general, you know, it's you're able to kind of do similar to what you would do with a a wood or steel

Fence post because it's really more about surface area than it is about uh weight. Um but how are you how are you attaching? Say we wanted to use it for a wood picket fence. How are we attaching? Okay, there we go. There's my answer right there. I figured you would ask that question, so I had one handy. So, this basically wraps around the back of the post. And then, you know, picture you've got a a horizontal member that's running from half to the next post over. You're drilling two screws into the back end here. And then your next horizontal piece is going this way, and you're drilling two screws right there. So, before you get cut off, in case she cuts you off, how do you how do you find this? Harvestpillar.com. harvestpillar.com. Okay. So, yeah, we're also going to be at booth 109. happy to talk to contractors about, you know, trying the product out. Um, from a pricing standpoint, we're usually about threequarters to half the price of steel and pretty cost comparative to wood. Uh, it depends on the area that you're at obviously with wood more than steel because wood costs vary a lot. But an 8 foot 3x3 is $16. Okay. Wow. Wow. Yeah, man. Back in 2021, that would that would have been like a quarter of the cost of a post. It would have been a quarter of the cost of a web in 2020 and 2021. So is it is it soft enough to drill into like you what do you use like normal? You can you can also drill into it. So that's actually these holes on this post are actually for being able to drill into it to to mount it if you want it, you know, directly to the post if you wanted to. Yeah. And you'll have some of these at the fence show to look at. We will have some at the fence show. We'll have video going. So when I say flexible, I mean like almost trampoline level flexible where you're you can b you know you can kind of bounce on it. It's absurd. If you go to harvestpillar.com, there's videos and stuff on there that you can find. Um, the flexibility that you get. I, as somebody who didn't know what pre-stressing was prior to like us developing this product, the first time I saw somebody bounce on a concrete post, I was like, there's that's not possible. That's fake. It's AI, you know, that type of thing, right? I mean, like a bridge, it's a if you engineer the right amount of steel in it, and you want that flex, I guess, in order for it not to break, right? Is that what it is? certain a certain type of concrete that you use a certain strength. Oh, there we go. He's gone. Look at go. Hey, man.com, y'all. I had more questions, too. Patrick Lockox, what's up, man? Thank you for having me on. Um, let me introduce myself. Those who don't know me. I am the uh the cultured version from across the pond. Um, Patrick Chester. I'm the regional account manager for Lockinox covering the West Coast. Y and keeps moving eastwards. So I have the pleasure of just giving you a little bit of idea of of really of of why you would use Lockinox. And I suppose the quickest answer is because we make gates better. Short and sweet. Our products, we cover both sides of the gate. Most people know us for Mammoth as our gate closer. We don't only just do one product. We do numerous gate closers covering from £130 all the way up to a40 pound gate. Um, both new install and retrofit. But more importantly, we do on the other side of the gate because if you didn't have a lock, all you would do is have a hole that would just flap around and that's pointless. Um, so our locks um, incredible both with stainless steel and aluminium and coated so that they last. Yeah. The five pillars that I think would really really everybody to think about is innovation. Our products are incredibly innovative and I'll hopefully give you a little idea and look into what that is. Um, everything is weatherproof. Our products are designed to be outdoors. They haven't been brought from indoors and hopefully stuck on the gate and think everything's great. Um, incredibly industrial quality. We really go down in making our products to last but also look good. Okay. modularity I mean by that is on

The on the locking side four holes you can then move and transplant different products for different for different needs easy without having to drill any more holes etc. So it's a very slide in slide out product. So incredibly easy for ease of installation of our products but our products last and continue to work and do exactly what you need to do and we're incredibly proud of that. Where can we find your products at? Uh, sorry. Okay, so we have a huge distribution network across the United States, but also you go to lockinoxusa.com and then we can set up an account very quickly. The benefit as well of our products is we can ship out of Chicago within 48 hours anywhere into the United States. That's fast. If you need product, we can get it to you. We have product $10 million worth of product inventory in stock ready to go. So, it's time to get that stock diminished. Yeah. And you know what I like about Lockinox is they're really heavy on engineers. I mean, it's it's an a heavy engineer based company. It's not like they're they're just relying on somebody else to design their stuff. I mean, you guys have a lot of engineers, but you don't just do locks. You've got a low energy operator for doors. Well, I was just going I gave a little bit of sexy to build up to the super sexy. Yes, we do. We have uh Venus who is our our mo our first motorized pedestrian gate opener and closer which will do a 220 pound gate 4 foot6 wide ADA and UL compliant. All you do is you put 110 volts up the post plug and play. No header needed. No second mortgage. Incredibly no second mortgage. Just it's out there and is growing incredibly. Yeah. And I don't know. Oh, oh, we've got uh what would Brian and Billy say? We got a question coming from uh Fence Industry only group. So, this is uh probably one of more active Facebook groups. Um if you follow us on Facebook at all, uh fence industry only group. Uh there's like 20ome thousand members in there, 16 17,000 active. So, there is a lot of questions that happen almost on a daily basis. So, this is a question that got pulled from there. We don't see these in advance. So, we're going to answer this hopefully together for Josh. So, so I had the opportunity to quickly scroll before I hopped in the shower. I didn't read all of the comments, but um Josh, if I were you, I would frame the top of that and uh use uh cables to hold the frame to support the chain link or like somebody else was talking about, uh add some add some trusses and put the fabric on top. Okay. So, for everybody that's not watching it live and there sometimes people listen to it uh on some I don't know what I don't what do they call those things where it streams to those like Apple channels or whatever those people or they listen in their car and listen to podcast. Yeah. Is that what Yeah. Okay. Podcast. I thought it was like called something else when they stream it through audio. But uh he uh Josh asks need ideas on how to install a chain link. How to install the chain link for the roof of this indoor practice facility. And it's a chain link fence. uh looks like going around a small kind of like uh practice field. Um yeah, so I guess yeah, there's different ways to do it. I mean, for us, we would build some trusses. Uh pro and our trusses would be simple. Maybe it's a one and 5/8 going across with a couple of pieces of one and 38 and we do some tension rods. Um if you want to do some cheap ones that tighten and kind of lift it up or um or you build full-blown trusses. Have you done those, Billy? No. No. Yeah, we do a lot of this kind of stuff. So um it depends on the budget. If we got the budget, you'll frame it out and build some nice nice, you know, it'll be probably eight eight inches, eight inches tall, some nice trusses top, bottom with the zigzag pipe, you know, to do it. But if we're on a budget, we'll be we'll be running like one and 58 across there and coming down with one and 38 and then just doing a cable. That way you can tighten it. You still have to attach it at both ends, but when you do the tighten the cable, it kind of it'll it'll almost bow it up. And then we do it in uh 6, eight, 10 foot wide sections, you know, going across. So when we figure it for bidding purposes,

If it's if we're using six foot wire to go across it, we will just figure if it's 30 foot wide, that's, you know, and it goes across three times, you've got 30, 60, 90 feet of fence, you know, for us anyway, but everybody probably does it differently. Uh Patrick, I don't know if you do a lot of uh chain link roof enclosures or not. We don't. We don't. We We have brackets for them, but we don't do any of that. If you want to open the roof, then yes, we could. We just put you open something. Yeah. So Brian, you were talking about our Venus. So we I don't know if everyone's aware, but we've had the second version and the follow on is Magnus. So Magnus is our motorized um hinge and gate operator allin-one. So Magnus will do a 5 foot wide gate up to 440 pounds. Exactly the same uh hinge and um basically motorized everything everything in one. So think of it as motorized. Oh, that's it. Well, if you want Oh, Rachel, what's up? Buddy. Hi, Billy. Hi, Ryan. Let me close out for Patrick real quick. Uh, if you want to see more about um Lockinox's stuff, they will be at the fence shelf. So, stop by their booth and then uh we'll be bringing some over to the demo area as well because we've got one of those uh low energy operators. So, Rachel, super awesome to have you here. Yeah, I'm happy to be here. And I was actually, can I comment on that last uh that last slide? I think I'd call my friends at Empire Netting and Fencing Unlimited Solutions to be able to build that. Oh, dude. That's another option, right? Throw some net on it and call it a day. I feel like you know them pretty well over there, too. I do. I do. They're kind of a thorn in my side, but I love it. I know. Hey, you've got some exciting stuff happening. I mean, I feel like every every week it's like something new. You've got the new uh the new version and you've got some AI coming out. Tell us real quick what that is. So, so my salesman 3.0 launched um at the first part of this month. Um we have a open API key that we finally have for the whole world to be able to connect to my salesman and get them to their proper CRM or whatever they're using. Um something that went live like right like five minutes ago maybe. Okay, so an hour ago. So, I just got word that um our Google our integration for Google Analytics and Google Tag Manager are ready to go. So, any any of our My Salesman um contractors that need those, let us know. We'll get them flipped on and your marketing team can start grabbing those that data for you. Wow. And that's really neat. So to go back to your API access, but people that that may not um follow that or get that involved in this stuff, it means you're going to be able to easily now pull the uh the information that the all the information that's inside of my salesman and pull it into your own CRM. So it's just it's like a access into your data, I'm assuming, right? That's correct. That is correct. Yeah, that is really neat. Super excited about that. Um some other things that we we um we were in on Bing Maps, we were on Google, then we're on Bing. Um we're back to Google Maps, but we also have Google Maps and map view and satellite view. So, you know, the the user could have each way whatever view they want. And coming soon, drum roll, um Eagle View. So Eagle View is what insurance uses to deny deny claims. So, you know, it's really good imagery. Yeah. Um, and we're going to be having that. Yeah. A lot of roof companies um use that. And of course, the insurance companies uh buy that data from from the roof companies and and they just they'll know if a shingle is moved on the roof. And so, we'll have um extremely extremely clear views of your property. Yeah. Tell everybody what um because I I know we all know each other really well, but tell everybody about My Salesman real quick in a quick elevator pitch of what My Salesman is and what it does. Okay, My Salesman is number one, it's a lead qualifying tool. Matt created it for a lead qualifying tool. So, Mrs. Jones could easily 24 hours, 7 days a week go to um the local fence company's website and get a budget it and she'll know exactly how much she has to spend on a fence um from the privacy of your her own home. Um it really is a a new

Way of buying, right? people people expect to go online and get at least budgetary information or find out information prior to that sale and we call it the buyer's journey. So why not give them what they want? Um and it's a branded journey. So uh let them shop how they want to shop online. And of course, you know, um something that we've always talked about is um giving um giving additional tools to the contractor's sales team. Let's let's give them everything that they need to make a sale. So, why don't we put them in front of people who are ready to buy a fence and eliminate tire kickers and window shoppers and just stay in front of people who want to buy a fence for Pete's sakes. Let's let's let's um you know, our guys around the office, they want to blow and go. They Oh, bye Rachel. Hey guys. Hey, Rachel. Call Susan. James Titan Post Drivers. What's going on? We are We got something right up my alley right here. This is all you, huh? Oh, yeah. We are in Evansville, Indiana with the one and only. You with Sean? You with Sean? He's trying to get there. Sean's still washing dishes. Where's he at? Where's he at? I hear him. Washing dishes right now, guys. Hey, buddy. He's in Sean's house. I was gonna say I recognize that place. Yeah, me too. All right, so we got another slide coming up. I'm going to uh real quick uh read it. Who likes the warranty they offer and wants to share why it's a good selling point for someone to buy your fence? What are common warranties you see in your area? Feel free to copy and paste yours. Thanks. So, um Jake, uh here in our area, which is, uh primarily a wood area, uh we give them a wood warranty and a wood promise sheet that is going to promise that your wood is going to crack, twist, warp, check, all of the above, right? Um we offer a workmanship warranty, uh which is a lifetime, and then we offer a lifetime gate warranty as well. Yeah, I I feel like Susan pulled this up because she knows how I feel about this. This was a setup. This was what's this was a setup because uh you know I'm I think that uh if we're not careful, we've stopped selling and we started thinking this warranty is part of your sales and and I see a lot of people putting lifetime warranties and life I mean how are you supposed to pass a company on to your your children with a thousand fences up with lifetime warranties for that kind of liability? I mean I think that uh and and customers aren't asking for it. Nobody's asking for it. So, I think that we're if we're not careful, we're going to go overboard on this warranty stuff and uh we're going to stop selling. Uh and uh so that's my fear is is about the lifetime warranty stuff. I'd be so nervous. I mean, we do even operators use like a six-month and I mean, we honor almost anything. If it's within a certain reason, we're going to go back out and fix it. But I I don't mention warranty unless a customer asks for it and then um I'll do it because why would you put that? Warranty is liability on your company. Why would you put that liability out there? um you know, if you didn't have to, if the customer's not asking for it. I mean, I guess that's just my opinion. I don't get it. And again, how are you supposed to pass your company off to your children with a thousand fences with that kind of liability on it? You know, what if all of a sudden there is a reason? I I think, you know, I I get it. I just But, you know, I get I get to try to use it to try to to try to sell, but I guarantee you you probably aren't selling too much more because you offer a lifetime warranty over some sort of limited one. True. True. Both sides of the straw right there, man. I mean, I guess that's just how I feel. But I know that's why she put that in there because she knows how I am about that, right? All right. So, Jameson, what is new at Titan Post Drivers, man? Um, new for Titan this year, we are uh launching our 4000X series of drivers. About 30 to 40% more power than the 3200

X or XPM. We'll have it out at FWA um for the convention. Um, And with the warranty thing, that's a good thing to to bring up because we offer a warranty on our drivers, a one-year um a one-year warranty. Uh try to help help the guys out that are building. It's not that we we don't replace very we don't replace parts very often, but you never know what you run into and we want to take care of you. Um, and might I might I add that you guys are quick to get those warranty parts out as well. And that's that's been our our number one goal. Um, is customer service. Uh, we have two girls in our office, Danielle and Carrie. They answer the phones. Um, and they do a really good job of it. Danielle's been with the company, I believe, 12 years. Um, she originally were was building the drivers. Um, when we were building them in Missouri, we moved uh assembly to Pennsylvania and uh she has been taking care of that um instead of moving and she knows these drivers inside and out. I've been on multiple phone calls, phone calls that that a customer literally just runs a driver for 30 seconds and she knows the issue through the phone. It's like it's like it's like us hearing a car motor. We know what that was that just went by or that little ticking sound or something, huh? Yep. What? Uh so are yours mainly gas powered or do you have different different ones? Yeah, we are uh strictly gas powered as of now. We're hoping to launch an electric driver later this fall. Um so that's something else that's new. We can't that's on our farm and home series. It's not really it's not a contractor's driver. Um so you know again we want the contractors and the contractor drivers. Um it does work very very well. Yes, it does. So you you've seen it with Sean, I'm assuming. Oh, I've used it. We got some hard ground up ground out here. I think if I'm gonna go gas, I gota I'm waiting for the diesel ones to come out. I want turbocharged diesel gas, Certain RPMs that that turbo kicks in, We're excited to We're excited to be out there for the the expo coming up and can't wait to see you. We'll be in booth 810. It's always cool to see you guys there. You guys always bring some cool. I mean, people love to touch those things and uh you know, and actually see how they work and stuff. So, uh did you fire any up last time? It's hard, huh? It's It's hard with it being indoors. Um but uh yeah, we're hoping to have a good turnout there and bring some good stuff to give out this year. And Susan's uh Susan's brought up the $85 room. So, uh last year we were able to extend our room block um at least once. So, um, we don't know. It's never guaranteed, though. So, and I know the room blocks getting starting to get there to the point where, uh, we're going to be asking them to extend certain days. I guess what happens is certain days sells out before the other. So, if anybody's listening and you haven't got the $85 room, get in there and get it, um, while they're there because at some point they go to like 150 or something like that. So, uh, yeah. So, uh, oh, Rachel's Oh, thanks for being on. Hey, by the way, uh I don't think we we told everybody come see her at the fence show um as well in their booth. So, uh it's always cool having them. But, uh anyway, uh yeah, so uh Titan, so tell us a little bit about this new one that's coming out that Billy said that he wasn't sure if we could talk about. Um so, it is a it's basically our 1032. Um it's except for it's it's electric, a 3 and 8 inch barrel. Um runs it has a 40 volt motor. Uh, we have hey, what's going on, Laurel? Wood Defender. Hey, how are you? I'm good. Just hanging out in Fort Worth. There we go. Yeah, thanks for having me on. We're super excited to come to the show in October. Um, you know, I don't know who who knows, um, Standard Paints is actually our our parent company. Um I don't know how much you guys know about it but um been manufacturing industrial coating since the 50s uh out of DFW. So uh Wood

Defender um been in the market since the mid 90s uh teaching our class for about 20 years. So excited to you know for everybody that can't you know come to us and see what it's all about um bringing the stain to to the show. So um you know pretty simple straightforward product. You kind of have to see it to believe it. Um, we do do a demonstration at the show. So, in the booth we have the stain. Um, we'll spray it on there for you so you can see that one coat application um, up close and personal. It's pretty phenomenal. Um, I will say I came from a totally different industry and the stain won me over. So, if you are putting up wood fence, it makes uh more than good sense to either be using pre-stain board or to stain it um, you know, after you hang it. So, um we're just excited to to show to show it off like we do every year. So, you guys always bring a little bit of entertainment with you. Who um was there somebody in like a paint can costume or something last time at the in Salt Lake City? Yes. Am I remembering that correctly? You are remembering that correctly. So, yes, we um I don't know if she's gonna have make it out to Vegas. Um I might see what our schedule looks like, but we do have um our giant fivegallon pail running around um sharing, you know, all the good things about wood defender. Um we h kind of just cooked that up one day in the office and we were like, wouldn't it be fun to just have a wood defender mascot? And um they looked at me and they said, is that a thing? And I was like, sure, we can make like why not? And they probably regret ever asking me. Yeah. bring the costume anyways and we'll have Susan wear it or something. it is. It's not quite one size fits all, but I do think that Susan would look great in the wood. Definitely. So, um we're definitely get out there. Tell us about Wood Defender. How long has it been around? You said it was part of uh Standard. Yeah, Standard Paints is our parent company. So, um it's a full-fledged industrial coatings manufacturer out of Mansfield. So, we're making all kinds of things. um bathtub enamels, um paint, striping paint, uh wood defender itself, I believe about 1995, um or so started making that um and have been improving upon it ever since. We do have an in-house, uh lab, so a VP of research and development and a full team of quality control chemists working on this product every single day um to ensure that it's the absolute best and um most premium that it can be. So, um, uh, oh, not the nail question for cedar pickets. All right, nail question for cedar pickets. I do maybe one or two red cedar jobs a year if I am lucky. And I always run into this issue of not know what to get. I have a coil nail gun and my guys picked up the old box and just got the same stuff. They got hot dip galvanized ring shank and the old owner used that, no questions asked. So, I am reading up on it and I get mixed reviews. Should I be ordering stainless steel and if so, what type? So, I can keep this in my notes for the next wood job we do. Thanks in advance, Josh Wentz. That might as well have been Japanese. I have no idea what they're talking about. I mean, we do nothing but steel. So, um there there are a lot of mixed opinions. Um, I hear like 8020. 80 being people saying use stainless on cedar and 20 with people saying that it doesn't matter. Um, I've never ran into it. I've only installed a handful of cedar fences. So, I I don't have the the no behind it to say yes, you should only use stainless or you should only use galvanized. So, that's uh that's my answer. Yeah. If we happen to do one, we use those gold sheetrock screws. So, um, right at home. So, do you, uh, Billy, do you, you stain many any many many fences? I know you do wood fences. Yes. Yes, absolutely. Yeah. So, uh, have you have you used Wood Defender yet? No, I've used it at um, one of the AFAS trainings uh, three years ago, four years ago. The operable word is yet. I just feel like, you know, there's so much opportunity there. Um, sorry to interrupt you, but Oh, no. You're good. You're good. I think oilbased it's so easy to work with. It's so long lasting. And we're going to talk um we have a session on the second at 11, I think, am. We're going to be talking about profitability

In staining. So, telling you know, some real world um examples of really what how meaningful of a line item stain can be in your business if it's not something you haven't considered yet. Um it's pretty mind-blowing. Um, so yes, we're definitely going to do some education sessions, some training um, in the booth, some demos. Um, and you know, we always have our training in Texas if anybody's interested. We have it every single month. So, um, we are not how do they find out about those trainings and where to get where to get wood defender. So, when Billy now wants to get some, so where's he supposed to go to get it? Right. So, your first stop as a contractor is going to be masterhalco or wooddefender.com. If you give us a call, we'll get you set up. um figure out what's closest to you and we may just ship you drugs. So um we're super accessible and pretty committed to to anybody that wants it, you know, we'll make sure you can get it. So nice. Nice. So both you and Master Hulk will be at the fence show anyway, so you'll probably be able to help them out. Jack, what's up, man? Hey, Brian. How are you? Good to see you back. That's awesome. Just hanging out. We got Pork King in the house, baby. Yes, sir. Sure. So, our product is very different than the ones you've had on so far, which is exciting. Uh, a little bit for the people that maybe don't know who Door King is. We are a manufacturer of uh automated vehicular gate operators, telephone entry, access control, parking control, and now we also do anti-crash uh barriers as well. So, um, a lot of things to cover here. We get a lot of questions about training. So, we were just talking about doing some training. So, a lot of people in the in our industry uh that don't currently do gate automation reach out to us and they ask us about how can they get trained. So, we have this really fantastic program. We've been doing it for several years. It's our two-day workshop. It goes all around the country. We literally send pallets and pallets of product into different markets. It's at a hotel. uh we set this stuff up and what we do is we give the um we give the attendees hands-on training. So right now we're getting everybody up to speed with our new video entry system which is going to be rolling out in the not too distant future. They're also kind of getting a sneak peek on some of the new gate operators that are coming very soon. Uh Susan's been there twice so she can she can vouch for it. Um next week uh for instance we're going to be down in Houston. I'll be there as well. I'll be one of the trainers for that. Uh towards the end of August, we're going down to Orlando, Florida. Uh then in early September, we are in Atlanta. Then we go the end of September, we're in Nashville. Uh mid-occtober, Charlotte. And then we wrap it all up at the end of October in Fairfield, New Jersey. So we've already we've already done the Western US swing earlier this year. So now we're down to the last six. Uh it cost $50 for two full days of training. We feed you well. Uh it's fantastic uh fantastic training session. We do limit the attendance because we do we do want people to get a lot out of it. We want them to have a chance to do as much hands-on as they care to do. Most seminars have sold out. Uh if you want to inquire about an upcoming seminar, very easy. go to our website which is door king.com and then click on the technical support tab and follow that down to installer training seminars and the links will be right there. Yeah, you guys are you guys are aw I I I I deal with you guys a lot obviously um you know on the fence university as well and you guys were some of the first people when I set the university up to send me you said you got you sent pallets out you sent me a pallet of equipment and I don't think there's a class we do where we're not uh training people on something door king. So you guys are huge um when it comes to supporting the industry. So we can't thank you enough on that. And then uh you guys are like a staple in the industry. You're not just somebody that makes gate operators. I mean you guys you guys uh I know you you guys fabricate I've been to your factory. You fabricate your own circuit boards. You repair your own circuit boards. Yeah. Uh the tech support is all inhouse. It's uh it's more than just uh you don't just call up and they send you a new circuit

Board. Somebody that says, "Hey, test this. Test this." They send you a new circuit board. It's uh you guys actually know what you're talking about and uh fabricate all this stuff in house. So, Billy, if you've never seen their place in Englewood, it's something else. You guys have got like two blocks uh worth of buildings that you've been slowly taking over over the decade. Yeah. It's pretty amazing. You know, our our story is pretty fascinating. We're 77 years years old. Uh we are still privately owned and uh the owners come to work every single day. And as you saw, Brian, I mean, you summed it up beautifully. We do everything that we can inhouse in Southern California. So, um, a lot going on. We got a lot of new products coming out soon. In fact, once we get them, we will gladly rep replace your equipment out there in Vegas with the new stuff. So, uh, we'll be doing that for you. Um, we've got a new line of video entry systems. And what a video entry system is is a way to uh basically get people in the front door right through through an app. Uh live video back and forth uh remote access control for the different doors. Those are coming out. We also have a new line of DC brushless gate operators coming. Um so if if if you're not involved in that, that probably doesn't mean a whole lot to you. If you are involved in that, you're probably going that's cool because we're getting a lot of a lot of really positive feedback about it's a big deal. Yeah. So, his hopefully we see uh we see it over at the show. Hopefully they bring one of their DC units coming up. So, anyway, everybody, they'll be at the fence show as well. Stop by and say hi to everybody. Uh David's Iron, what's going on? Hi, Brian. Hi, Billy. Thanks. Thanks for so here. Thank you. Thank you. It's been very informative. Very informative. Thank you. Um, thank you for all your support too. You guys are always really supportive of the shows and stuff and we appreciate that. Thank you. Thank you. I'll just start very very uh briefly. David Aron, we're we're pretty new in this industry, but we're we're I would say not a huge part of the fence supply, but it's very important sector. We uh what David Aron what we do is this is our logo before I being cut by Susan later on this warrior logo. Uh what we do is higher end and also commercial and industrial grade uh ornamental steel fence. That's what we mainly do like your airport u your multif family apartment complex y your Amazon warehouse. Uh those are what the kind of material we're supporting. Uh we're manufacturer wholesale uh with multiple distributor center here across the US and I myself are based in Dallas but today I'm here actually in the hill country. So, uh, in Austin area, but very very nice to seeing you guys. Um, also we we're going to be at the booth. I believe it's 320 319 at the Finston Security Show. It's it's going to be our second time be there. We had a uh a huge success at the first time there and feel so welcome. And uh, thank you, Brian. Thank you for having Yeah. No, we're we're excited to have you back and I love that you guys brought all those iron stuff for everybody to touch and feel and that was really cool. So, we're excited. But we have a question here. Uh this won't go against your time by any means, but again, this is coming from the fence industry only uh page on Facebook. Uh if you follow that, it's definitely if you're not, it's worth going in. There's a lot of uh these are these are the typical questions that happen throughout the day. I think there's over 12,000 interactions a month in there if you can believe that which is nuts. But uh hey all, what is this? Susan, write this. Is this what set up? Hey all, looking for uh which aluminum fence that would be in compliance to I don't know their their codes up there or IBC code 1061607811 which is 200 lb uh concentrated in the top. I don't know. I mean I I guess I don't know how we'd be able to find that. But maybe that's somebody knows about aluminum fence. We don't do any aluminum. Billy, we do a lot of aluminum. But I'm going to be honest with you, this is like Greek to me right now. Um, I'm reading this and none of this is uh clicking to me. So, if there's anybody out there who does aluminum like that, feel free to leave a comment down and uh um let's get this guy some help. Yeah, I'm sure there's some suppliers uh watching that do that. But yeah, I think

She pulled that up to make us look stupid or something. I read that and I was like, I otherwise I will answer that question. But sorry. Did you know? No, we do steel. That's something that bad, you know. So, but uh I I don't know that. It's It's a tricky question. It's hard question for sure. Yeah. Absolutely. Absolutely. So, David, um just a just a question for all of our guys out here who are pounding posts. Um is your product able to be driven or is it only digging set? Uh well it's it's you mean for how we do from like I mean we punch a hole on the rail and the pick is goes through it and we do a full weld on the top of the uh of the four sides. That's that's I mean we make sure the inside outside is fully uh galvanized make it long lasting. And another thing I want to add it on is for the warranty. We do give a 15-year uh commercial warranty. But here's the thing is when we give warranty we will make sure because if if if there's a job file the the the customer will go find the distributor and contractor first. So we don't want that happen because when a product file we are not the one get affected mostly it is our clients. So that's why we when we design we make sure our quality is first class otherwise they're screwed up. We're not we don't want that happen. Nice. So, um, Susan had a good point. Will you be setting up, uh, new accounts at the fence show because we're all about that. If, uh, Fencer is going to come a thousand miles to the show, get some hotel flights, uh, bypasses come in there is, and can they get accounts set up with you? Definitely. Definitely. That's that's that's the reason we wants to be at security show. And, uh, and we will definitely give a lot of promotions as well. And also we will launch couple of the new styles and also uh we want to have couple of the I would say uh very David Aaron gifts. So we're still thinking about what we should bring but definitely want to support the FWA and also the F show as much as we can. That's cool. Yeah. So maybe we'll get some of those announcements too on some specials that you got coming up at the show. We'll help you get those out there. Um yeah, we're excited. Yeah, we're excited to have you guys and uh get to see the projects and we're fence nerds. So, uh, you say, "Hey, we got some new products." You know, uh, we we love to see that, right, Billy? Yeah, absolutely. Absolutely. I love seeing new stuff. I love finding out new information about fence. So, we want to be a great resource for the industry and we want to provide as much as as resource and product, help the industry grow, just like you guys. Yeah. So, Billy, have you have you drove uh the post for steel steel fence before or is it mainly aluminum? Uh, it's mainly aluminum that uh we do down here. Um, so that was the basis of my question on that. Um, is to see if it was able to be driven. Um, I know a couple of the other brands, I know Colby drives, um, like steel posts. Uh, so I was just curious to see if they came in long enough lengths to be able to drive them and not dig a hole and set them in concrete. Oh, I see. I see. You could probably get longer posts, I'm sure, and just cut. If they they buck bevel on the top, you got to cut them off, right? Yeah. Yeah. Yeah. And these are pre- galvanized, I'm assuming. Yeah. Well, I guess we'll have to Hey, everybody wants to know, you got to come to the fence show and ask him. James, hey, what's going on everybody? James here with Job Tracker. That's out of NCI. That's me telling you where I'm from. North Central Indiana. Dude, it's awesome to see you guys, man. Oh, man. Me, too. Where are you going right now? What are you going to the grocery store some? Where we catch you on doing your errands? You're literally uh getting everybody everywhere. We're at Bies. We're going cross country. Going cross country. We're coming back from Florida. Heading back to Indiana. Recommendations on what to use to paint metal fence posts. That's a Adrien Brown. Is it Adrienne or Adrienne Brown? That's the whole That's a whole process right there. Um I say the primer is the key. Yes. Yes. Yes. The primer is the key. Um and uh using uh correct um I forget what kind of alcohol it is, but uh

Using that denatured alcohol to get it primed and then putting the primer on is a very key key part of that. Well, and I guess it depends when you say metal fence posts. I mean, are we going to repaint with something that's been powder coated? you just scratch it up or right is it raw steel because when we get raw steel you got to clean it and then prime it and paint it and then um or we actually sometimes will use a a cold galvanizing first which I'll almost adhere to anything right so we'll we'll sometimes spray with that cold galvanized but that gets expensive 13 14 bucks a can right so you got to know what it is and then uh so I guess it really depends on the the scenario right or the where where you're going to be doing it at but um it's really like we do a lot of powder coated stuff I don't know about you It's powder coated mainly, I would assume, now everybody, right? Mhm. Yep. You know, but when we first started out, it was all just raw metal and painted. Uh that was just in fact, that's what you get from the suppliers even and then it went to pre- galvanized and uh powder coated. I think it'd be hard not to get it. Uh Chase, I gota I gotta say I loved your Mr. Fence Academy, man. How do I get one of those Mr. Fencemies? The the the logo you did you Yeah. screen's office. God, that man, that'd be awesome to put behind my desk. Yeah, I know. Is that an actual sign? Is that green screen or actual sign back there? It's an actual sign. Oh, it's real. Oh, that's awesome. It's real. Let me see if I can put it back up without looking at it. I bet you I bet you we can get uh we can get another one. We'll put it back up later. So, Chase uh Chase says that he says prep, spray primer, and spray two coats of Rustoleum. Yeah. So, I mean, yeah, it's definitely primer going on, Chase. He's from my he's from my neck of the woods. Right on. Right on. Well, uh, see, I've been on a journey for a little while. And so, I through my knowledge of what I've experienced and gone through and some of the other fencers that I've talked to throughout the years, I came on to try to come up with the idea of creating a CRM that does something that help us scale. And so, a couple of things came to mind on that. We need a CRM to not only help manage our leads when we get them, but help us capture the leads. Correct. Help us generate the leads. And I get a lot of uh responses from other fence companies and that's an area that they struggle in and marketing and advertising. So creating a CRM with a marketing built into it. So it'll help us lead those clients to us and then help us manage those clients once we get them. The other idea is how do we go about building because if if there's so many fencers out there that have a similar journey than mine where they go in, they're in the field majority of their time and they get to a point where the phone is non-stop. it rings and you got to put whatever you're putting down, answer the phone, take on the client. How do you scale when you're in an owner operator position, So, creating a CRM that can help manage the call log through conversational AI and voice AI. And not only that, if you're if you don't want to use the voice AI, we have the built-in VR V IVR system where it's um integrated with voice response. So, press one for for sales, press two for commercial sales, press three for deliveries, press, you know, so if we're able to handle some of that call log, that's going to help us scale without increasing our overhead cost by putting somebody behind the phone. So, that was an idea there. So, super excited about the launch. Uh again it's been a journey that I've been in a part of for quite some time and it's a work in progress. The automation is just absolutely uh astonishing of what we're able to create with automation. So we want to automate our system. We have an opportunities board that's customizable. So you're able to customize that to your workflow and then you can set up automation throughout your process, whatever that might be to help you automate that client through each one of your processes. Whether that's a a a sales process, a pre-production process,

A production process, a billing process, you can automate the entire process and keep track of where that's clients at through task management and assignments. And there's uh built-in funnels. That's the other idea is to try to create something to save us cost so we don't have to have multiple apps to help run our business. So, if we're able to create a funnel system to help us generate the lead and then we're helping capture that lead and then we're also putting something together with uh reputation management through our review system. So, we capture those fivestar reviews. Yep. And funnel those others for us to create a quick response. If it's lower than five stars, we can create a a funnel to capture that and go back and create that fivestar review. So, what's it called? It's called job tracker. It's job tracker. And I have a spelling issue. So, it's it's J it's J O B T R E K E R. Job tracker. The the the website is jobtracker.app. I'm offering uh webinars every Friday at six o'clock. So, if it's something you guys have more interest in, I'd encourage you to go on, sign up for the webinar, it's at six o'clock every Friday and I can give you a little bit of a demo going through the system and how it all works, man. It's pretty awesome. I'm excited about it. Yeah, that's cool. Well, when I saw the spelling on there, job trekker.app, I'm like I'm like maybe he misspelled it or something. So, I wanted I wanted to correct that for you in case anybody was watching and they were trying to go to the wrong website. So, job treer keer.app. app. Yeah, I'm different. Closer look at it. I'm different. Here we go. That's awesome. Hopefully, we'll see you uh walking around the fence show and stuff as well. Yeah, I'm rolling out there with Sean. Oh, you are? That's awesome. Oh, no. Oh, man. Man, I was I knew we should have hit the end stream here. I was I almost I feel like you if we' have got out of here just a minute earlier. What's going on, man? Oh, Jam. Hey, what's up, fellas? What's going on, man? Nothing, man. Just uh putting in building a training center and putting in gates and trying to figure out stuff that I already forgot you doing. I see. Man, I feel like I feel like when you took off, I lost a brother, man. Uh it's like, who do I talk to around here? Nobody else around here wants to talk about gate operators every day with me, you know? Well, I'm not your brother. You can't borrow any more money from me, man. So, I see I see some books. You got your books back there and it's something for dummies or what is that? Tell us what the tell us what the dummies books is back there. How to avoid getting your haircut by for dummies or something. Hey man, don't let me let this I'm like Samson. The strength is in my hair, brother. Anyways, yeah, marketing for dummy dummies. I need to I need to get somebody to write one how to install a gate operator for dummies so I can figure that you know like right up your alley, Brooks. No. How you been, man? People are people are asking me all the time, uh, how's Brooks? How's Brooks? So, tell everybody where you went, what you're doing, man. Uh, so I'm in Atlanta, Georgia right now. I'm actually just moved into my new place in in a place called, uh, John's Creek, uh, Georgia. Uh, I work for Automatic Gate and Access Control Company, and my primary responsibility is building out their training facility, um, onboarding new people and getting uh, young techs, uh, trained. um in addition to the other side stuff to smooth operators and all that stuff that I got going on as well too. So, nothing special, just uh but basically just in-house training for for new guys. Something you know about. We're we're we're in Georgia at Bies. Oh, yes. We're gonna have to wave at you as we go by Atlanta. Yeah. Little little taste of of home. I I don't think I've seen the Bies out here. Uh, but yeah, a little taste of of Texas. So, yeah. What's uh what you guys got going on, James? Were you out down there for work?

No, I Well, Monica came to Brian's training last week or Yeah, it was last week, right? And I ended up flying in because I missed her. Uh, flying down and spent the some some RNR time with her. So, we're on our way back. She Monica tries to get away and you just follow her. I follow her. Yeah, that's how that works. Hey, I saw your two smooth operators last week. It was kind of cool. You uh played some videos and those were pretty funny where you guys sort of discussing uh other people's uh videos and operators are putting in. Yeah. Uh that uh that was it was it was pretty interesting um to see how other people what other people are talking about and thinking about um as far as installing gate operators and the problems and concerns they have even from the enduser standpoint from the installer standpoint. And there was just some stuff that was comical including mine and Robert's videos as well too. But, you know, I I I think mighty mule gate operators have their own place and their own time, but boy, they have one guy on there just swearing by them. So, I saw that. That was hilarious. Yeah. Yeah. He had a car run into it and didn't even bent the gate but didn't bend the mic. That's what he said, right? That's what he said. It held up and the whole gate bent. So, you if anybody was knows wants to know what we're talking about, we're talking about two smooth operators, your podcast that you do. So, I'm pretty sure you could find that on most of the social media platforms or go to one of our major groups and you'll probably see it being shared in there if you can't find it or let us know. So, definitely worth checking out on Sundays, right? At what 2 o'clock or something, four o'clock. So, so we were doing Sundays. I was doing when I was in Las Vegas, I was doing it at 5:00 and that meant Robert did it at 8. So, now that I'm in the same time zone as Robert, he's in North Carolina. uh now that I'm in the same time zone as him, we were like, "Okay, we can do it at five because, you know, we'll possibly get more viewers and all that good stuff." So, um we've both been a little bit busy. I've been moving here and moving into my new place and all that stuff. And still finds out that 8:00 is still a better time for him because right now is lake season. So, he can do the lake, party at the lake, and then still come home, get to his office, and do it at 8 o'clock. So, we we're probably going to go back to 8:00. And uh that's what I was doing today is setting up the studio here. So, we'll be getting more videos and stuff out uh just on our daily on a daily basis. So, look forward to those if you're into gate operators and that type of stuff. So, yeah. Yeah. It's always fun to watch you guys. It's always fun. So, we had a guy that in the group, I think I remember seeing this uh Taylor Young from uh he was in the fence industry only page. Um did you see this one pop up, Billy? Uh, yes. Yes. He says, "Hey everyone, I'm looking to start a monthly Google Meet um call with fence company owners. Are you sure you want to do that?" I mean, yeah, right. You want to think this out a little bit? Different markets to share ideas, strategies, and insights to help each other grow our businesses. Um, to collaborate and so on. So, that's kind of cool. Um, go into if you want if you're interested in that, go on to the fence industry only page, comment on there, and say, "Hey, I'm interested." Because I think there was last time I checked there was five 10 people or more that was like yeah yeah yeah let me know let me know. I love that man. The more people we get together and that's what these groups are for right 100%. 100% collaboration the collaboration collaboration within the industry the more we collaborate the more the stronger we get insights you know I hear I do that a lot within the coaching realm where I'm able to reach and and have discussions with other fencers from across the country and having understanding of their seasonality versus my seasonality y and how that structure and marketing uh our strategies might shift because the the arch or uh things of that that nature may change slightly, but the marketing strategy still stays the same. So, it's a great idea. Yeah. Oh, women of FWA, speaking of

That. Oh, look, let's pull this up. You might know this girl, brunch. I like that. Monica was in Florida, like you were saying earlier. So, uh it was super awesome that she came down and supported us and helped us. She was actually wiring up uh some keypads and stuff. I don't know if she told you, but uh she was uh she was actually doing the training along with everybody else. So, that was really cool. So, thank you Monica. We're betting out uh we're we're actually right now bidding out a commercial 8 foot tall uh automated chain link gate uh like 820 ft. I'm like, okay, she's going to be on the job. She's going to be out there and now you got proof that she knows how she's she knows how to do it. So, don't let her don't let her tell you otherwise. She's out there with us. So, uh, the women of FWA, uh, looks like they invite all of us to their brunch. They're doing a brunch, uh, which is October 1st, first day of the expo hall when it opens up. Open to women and men. That's that's that's kind of cool. So, we can all go. Uh, it starts at about 9:30 to 11:00 and then we got the opening ceremony. The expo hall opens up after that. So, uh, FWA brunch. Uh, when you register, you can, if you haven't registered yet, you can click that you want to attend that. That's super nice because if you've ever thrown a party at your house or went anywhere else, it's super nice if you have an idea who's a count of who's coming, right? So, you make sure you've got enough cake and things, right? Absolutely. Hey, what gate operator did you put in out there in uh Florida? PPA. Okay. Which one? The big I thought I saw a picture of the really big one. The big one. You know, you saw the one that was in here. Remember the big one? Yeah. So, we put that one in. They brought one up from uh Miami. You know, the area with they're up. So, they came in and helped us put it up. So, it's always super cool when the manufacturer comes up and helps us hook them up. How'd it go? It was good, man. I think it's a beast. Did Did anybody in particular ask about me? Everybody talked about you. I mean, at one point at one point there was somebody like just kind of curled up into a ball rocking back and forth. Nobody asked about you. What was that? Thank you. I was Hey, and by the way, I was only worried about one person. That's all that matters. There was a lot of chanting, a lot of your name, but uh Well, that go that's anywhere I go. That happens in Kroger, so you know. But hey, you guys, everybody, uh Brooks, it was awesome seeing you, James, again. Uh you know, obviously. Well, Billy, thanks for coming on, man, and helping. Absolutely, man. Absolutely. Fun. everybody that's listening and tuning in. I know it's late on the east, uh, which I mean anything on the east coast and this side of Texas, but uh, and on the west, everybody's watching this later on and listening, thank you. Uh, we appreciate it. And, uh, if, uh, we don't see you before the fence show, we'll see you October, uh, actually September 29th and 30th, we got training starting, but the expo hall opens October 1st. So go to fenceshow.com, get registered and click on uh whether you want to attend the JC Guri party, which is our 75th anniversary party and the uh the you know the brunch, the women of FWA brunch as well. Let us know you're coming. The sooner you let us know, the more fun we can get planned for these things. It really helps us a lot. Uh anyway, you guys, thank you. Any last minute things you guys want to say before we go? Uh just get just uh get to Vegas, man. Just get to Vegas. Get to Vegas. Get to Vegas. That's the key. Get to Vegas, guys. All right, guys. Thank you. See y'all later. Don't go anywhere. I'm trying to get