Fence Business Finance, Bookkeeping & Tax
This category covers the financial side of running a fence company, including bookkeeping, taxes, margins, cash flow, pricing, and business structure. It also includes practical discussions about financial controls, owner pay, profit planning, and avoiding common money mistakes.
Finance matters because good sales do not fix bad numbers. Fence and gate contractors will learn how to understand their financial position, keep better records, make smarter decisions with money, and build a business that is not just busy, but actually profitable and stable.
A Lifetime in Fencing and What Comes Next
In “A Lifetime in Fencing and What Comes Next,” Brian T. Frederiksen sits down with industry veteran Tony Thornton for a wide-ranging conversation about where the fencing business has been and where it’s headed. Thornton reflects on his journey from hands-on installer and salesperson to executive director, consultant, and industry mentor, explaining how his time with the American Fence Association shaped his perspective and opened the door to new opportunities. He also shares what it was like to step away from the spotlight, pivot into a corporate branch-management role, and now return to consulting with renewed focus on education, relationships, and helping contractors build stronger businesses. The discussion dives deep into the evolution of the fencing trade: from handwritten quotes, carbon-copy forms, and old-school sales methods to today’s estimating software, faster quoting, and technology-driven workflows. Thornton and Frederiksen also explore the Canadian fencing market, standards development, cross-border shipping challenges, and the importance of brokers and distributor relationships. The episode closes with practical advice on hiring, leadership, and profitability, plus a preview of Thornton’s new mastermind-style venture, Fence Masters Group, designed to help contractors learn from peers, avoid costly mistakes, and improve their operations.
Messy Books and What Is Actually Holding Fence Companies Back
In “Messy Books and What Is Actually Holding Fence Companies Back,” Brian T. Frederiksen sits down with Michael of Purple Coaching and Consulting for a candid, practical conversation about what really keeps small fence businesses stuck. Michael explains how Purple Coaching grew into a recognizable brand by leaning hard into memorable identity, strategic positioning, and a clear division of strengths between him and his brother Robert. From there, the discussion turns to the real-world challenges fence contractors face: disorganized books, weak systems, and the lingering effects of the COVID boom that left many owners with unrealistic expectations about demand, pricing, and ease of sales. The episode gets especially useful when Michael breaks down the common problems he sees in small businesses: messy accounting, poor decision-making, and owners who delay getting help until the pain becomes overwhelming. He makes the case for hiring a bookkeeper, building a creative marketing plan, and knowing when a company is or isn’t the right fit for coaching. The conversation also highlights why FWA’s education tracks matter, especially for operators, administrators, and leaders who need tactical help—not just motivation. Michael and Brian also touch on commercial bidding risks, the importance of security in the fence industry, and the opportunity for today’s contractors to shape the future of the trade through better standards, stronger leadership, and a willingness to serve customers well.
Sales Silence and Cash Flow
In “Sales Silence and Cash Flow,” Brian T. Frederiksen sits down with Dusty and Robin of Blue Ribbon Fence for a practical, funny, and refreshingly real conversation about what it takes to grow a fence company without losing control of the business. Dusty shares how he went from detective to fence contractor, and how the company grew from a side hustle into a full-time operation built on persistence, relationships, and learning on the job. The discussion highlights why continuing education matters more than ever in today’s fencing industry: it helps contractors sharpen sales skills, raise professionalism, improve margins, and connect with a wider network of people who can help them solve problems faster. A major theme of the episode is communication — both in sales and in business operations. Dusty explains how silence, listening, and reading customer behavior can build trust and improve close rates, while Robin emphasizes the financial side contractors often ignore until it becomes a crisis. She breaks down the importance of cash flow, balance sheets, compliant business structures, and understanding the difference between profit and actual money in the bank. Together, they make a strong case for live education over passive content, arguing that real-time conversation, experience-based teaching, and asking questions on the spot create the kind of learning that moves the needle for small fence businesses.
Stop Hiding from Your Books and Start Growing Your Fence Business
In “Stop Hiding from Your Books and Start Growing Your Fence Business,” Brian T. Frederiksen and Sasha get real about one of the most stressful parts of running a fence company: bookkeeping, taxes, and opening the books before you feel “ready.” They normalize the fear many contractors feel when it comes to CPAs and financial records, emphasizing that messy books are not a sign of failure — they’re often a natural byproduct of building a business at full speed. Their advice is direct: don’t panic, don’t hide, and don’t wait until the problem becomes a crisis. Instead, start somewhere, gather your records, and let the right professionals help clean things up. The conversation also stresses that no contractor should try to do everything alone. Whether through a CPA, bookkeeper, CRM system, business coach, or industry education, the goal is to understand your numbers well enough to make better decisions and avoid cash-flow surprises. Brian and Sasha tie that message to the upcoming Fence Show in Las Vegas, calling it a “full throttle” opportunity for fence and gate contractors to get free advice, connect with experts, and learn from top industry educators. The big takeaway: healthy businesses are not perfect businesses — they’re businesses that stay honest, keep learning, and act before hidden financial problems slow growth.