Are you staying busy but still struggling to see the profits you expected? In this episode, Craig Eubanks breaks down the "Margin Gap" and why some fence companies are pulling 60–70% margins while others barely hit 30% . We dive deep into the reality of competitive markets, the common math mistake that costs contractors hundreds of thousands of dollars, and why a high close rate might actually be a warning sign that your prices are too low . Stop competing for the bottom and learn how to build a business that prioritizes profit over just staying busy

In this episode, we cover:

• The Power of Zero Competition: How location dictates pricing leverage
• Markup vs. Margin: The simple math error that could be "disappearing" over $200,000 from your bottom line .
• The Close Rate Metric: Why closing 60% of your leads means you're leaving money on the table .
• Winning the Price-Driven Customer: Accepting the reality that 8 or 9 out of 10 customers lead with cost—and how to build your strategy around it .

In this episode, Craig sits down with Kara Barnes from Midwest Fence Supply to discuss her journey as a woman in a male-dominated industry . Born into the business, Kara shares her evolution from riding bikes in the shop to managing complex supply logistics and overcoming the "mansplaining" hurdles at the sales counter .

Key Topics in This Episode:

• The "Fence Kid" Life: Growing up in the industry and transitioning into a leadership role
• Supplier Secrets: The most common mistakes contractors make when ordering (and how to avoid them) .
• Industry Trends: The rise of "no-dig" methods, colored vinyl, and textured aluminum .
• The Logistics Grind: Dealing with missing freight, price spikes, and COVID-era supply chain flashbacks .
• Women in Fencing: Breaking through stereotypes and finding a place in the field and the office .

"There's absolutely a space for anyone in this industry. As long as you are working and you're reliable, there's plenty of jobs." — Kara Barnes

Don't forget to like, subscribe, and go out this week and be a good human!

How long have you been in the fencing industry, and have you ever considered switching to the supply side like Kara?

Don't forget to like, subscribe, and go out this week and be a good human!

🤝 THANK YOU TO OUR SPONSORS:

We couldn't do this without the companies pushing the fencing industry forward. Please support those who support the trade:

🏗️ Titan Post Drivers – Newest Member of the Family! 🧱 Fencetrac Fence System – fencetrac.com 🔥 Brand Builders – gobrandbuilders.com 🚀 Contractor Accelerator – (Use Code: FGF for 50% Off your 1st month!) 🤖 FenceGPT – fencegpt.com (Use Code: FGF for 10% Off!) 🔩 J.C. Gury – (Mention the Podcast for 5% Off your first order!) 📱 LiveSwitch – join.liveswitch.com/FenceGuyPodcast 💼 MySalesman – mysalesman.com 🏗️ ZND Temporary Fence Solutions – znd.com 🔗 Orlando Hinge Company – (Use Code: FGF for 10% Off!)

What separates the fence companies that thrive from the 80% that fail? After hundreds of hours of unscripted conversations with industry leaders, Craig reveals the "quiet" truth about success .

This episode isn't about flashy social media tactics or revenue "flexing" . It's about the internal systems and financial discipline that keep a business alive . We dive into Harvard Business School research on why "humble bragging" backfires and look at raw data from IBIS World and the Bureau of Labor Statistics regarding our $20 billion industry .

We cover:

Cash Flow vs. Revenue: Why cash flow problems are the number one reason construction companies fail

The Obsession with Quality: Why a clean finish is the most powerful marketing tool you have

Scaling Through Systems: How to take yourself out of the middle of the business so it can grow without you .

Stop performing growth and start doing the work that creates it .

Share this episode with a fellow fence pro who needs to hear the truth

🤝 Thank You to Our Sponsors: 🔥 Brand Builders - https://www.gobrandbuilders.com 🔥 Contractor Accelerator - 50% OFF YOUR FIRST MONTH WITH CODE: FGF 🔥 FenceGPT - 10% OFF WITH CODE: FGF - www.fencegpt.com 🔥 Fencetrac Fence System - https://www.fencetrac.com 🔥 J.C. Gury - 5% OFF YOUR FIRST ORDER WHEN YOU MENTION FENCE GUY FRIDAY OVER THE PHONE 🔥 LiveSwitch - https://join.liveswitch.com/FenceGuyP... 🔥 MySalesman - https://mysalesman.com

In this episode of the Fence Guy Podcast, we sit down with the one and only Ken Throckmorton, President of the American Fence Association (AFA) . Five months into his presidency, Ken gives us an honest rundown of the current state of the association, the growth of local chapters, and what the industry can expect in the coming year .

We dive into the massive success of the recent FenceTech in Indy and look forward to FenceTech Phoenix, which is already shaping up to be even bigger with expanded floor space and new live demo areas . Ken also shares his personal journey from professional chef to fence industry leader, discussing how he balances running his own company with his national responsibilities .

Key topics discussed in this episode:

The State of the AFA: Strategic plans, the growth of 21+ national chapters, and the drive to fill the "gray areas" on the map

FenceTech Phoenix Preview: Details on the sold-out show floor, the opening party at a massive Phoenix bar, and the addition of tool companies and live demos .

Industry Innovations: An inside look at Fence Pulse, the new net promoter score program designed to help companies track customer satisfaction .

Education & Training: The importance of foreman schools, leadership courses, and the new AFA University Online platform .

Stay tuned for our Rapid Fire Questions where Ken reveals what he'd build during a zombie apocalypse and describes the current state of the fencing industry as a "Beef Wellington"

In this bonus episode of Fence Guy Podcast, Craig dives deep into the "Culture Trap" . While gurus tell us culture is everything, many business owners are chasing a "vibe" that doesn't actually exist in the reality of digging holes in 90-degree heat

Craig challenges the idea that culture is just a mission statement or a social club . Instead, he argues that real culture is a functional partnership built on hitting difficult goals and being reliable on your worst days.

In this episode, we discuss:

• The Trap of "Nice": Why a focus on being happy every second creates a "culture of fear-based silence" where crews are too afraid to point out mistakes .
• The A-Player Reality: How a culture should be big enough to handle different personalities, even the "beast" who doesn't want to join the group high-fives .
• The "Donut" vs. the "Sprinkles": Why the foundation of your company must be doing the job and owning your mess before you add the company barbecues.
• The Human Premium: Why the ability to tell the uncomfortable truth for the sake of the result is how you actually win .

This week, look at your team and stop asking if they're happy for a second . Ask if they are functional and if they feel safe enough to tell you the truth when a job is going sideways . If they don't feel safe to speak, your culture is just a mask .

Go out there and build something that stands up straight .

#FenceGuyPodcast #FenceIndustry #BlueCollarCulture #BusinessGrowth

In this episode of Fence Guy Podcast, we go behind the scenes of River City Fence with their lead residential sales expert, Alan Pulido . Alan pulls back the curtain on what it's actually like working for Dan Wheeler Jr. and Dan Wheeler Sr., proving that the high energy you hear on the podcast is the real deal 24/7 .

We dive into the sales strategies that have helped fuel their seven-figure business, including why Alan answers client texts at midnight and how he handles competitors who underbid him by 40% . Alan also discusses the company's bold move to stop installing wood fences entirely and how they successfully pivot those customers to vinyl .

Key Highlights:

• The Wheeler Dynamic: Why Dan Sr. is still "running circles" around the crews and how Bonnie keeps the "family" together .
• Sales Psychology: Alan's "straight shooter" approach to building trust and closing 5 out of 15 leads in a single week
• Operational Excellence: How being highly organized with color-coded systems keeps the River City machine running smoothly
• Rapid Fire Integrity: Alan answers the tough questions about "jerk taxes" and choosing between a big commission or keeping his installers happy

🤝 THANK YOU TO OUR SPONSORS:

We couldn't do this without the companies pushing the fencing industry forward. Please support those who support the trade:

🏗️ Titan Post Drivers – Newest Member of the Family!

🧱 Fencetrac Fence System – fencetrac.com

🔥 Brand Builders – gobrandbuilders.com

🚀 Contractor Accelerator – (Use Code: FGF for 50% Off your 1st month!)

🤖 FenceGPT – fencegpt.com (Use Code: FGF for 10% Off!)

🔩 J.C. Gury – (Mention the Podcast for 5% Off your first order!)

📱 LiveSwitch – join.liveswitch.com/FenceGuyPodcast

💼 MySalesman – mysalesman.com

🏗️ ZND Temporary Fence Solutions – znd.com

🔗 Orlando Hinge Company – (Use Code: FGF for 10% Off!)

"I'm not doing this for the applause. I'm doing this because I'm running a race against a past that I refuse to let catch up to me."

In this deeply personal bonus episode, Craig Eubanks steps away from the "Fence Guy" persona to share the raw, unedited history of the man behind the microphone . This isn't a highlight reel of business wins; it's a frontline report from a lifelong war against the cycle of struggle .

What You'll Hear in This Episode:

• The East Side Roots: Craig revisits the reality of growing up in the Indianapolis "hood," where checking the light switch was a daily gamble and a cockroach in a backpack was a lasting scar of embarrassment .
• The Ghost of the Bleachers: Discover why Craig is so obsessed with showing up for his kids today, rooted in the years he spent playing sports to empty stands while his parents worked to keep the water running .
• The Law Enforcement Mirror: Craig reflects on his time as a correctional officer, standing on the right side of the bars and looking into the eyes of childhood friends who didn't make it out—a constant reminder that he is the outlier
• Building the Perimeter: Learn how Eubanks Fencing became more than just a company; it became a literal and metaphorical fence designed to protect his family from the chaos of his past
• The Outlier's Tax: A candid look at the cost of growth, dealing with the "narcissist" labels from those who don't understand the drive, and why being average is a price Craig refuses to pay .

This episode is for the "4 to 7 percent"—the ones fighting to ensure the struggle ends with them . It's a story of grit, calculated strikes against poverty, and the relentless pursuit of being a "good human"

"The cycle stops with me."

🤝 Thank You to Our Sponsors:

🔥 Brand Builders - https://www.gobrandbuilders.com 🔥 Contractor Accelerator - 50% OFF YOUR FIRST MONTH WITH CODE: FGF 🔥 FenceGPT - 10% OFF WITH CODE: FGF - www.fencegpt.com 🔥 Fencetrac Fence System - https://www.fencetrac.com 🔥 J.C. Gury - 5% OFF YOUR FIRST ORDER WHEN YOU MENTION FENCE GUY FRIDAY OVER THE PHONE 🔥 LiveSwitch - https://join.liveswitch.com/FenceGuyPodcast 🔥 MySalesman - https://mysalesman.com

In this episode of Fence Guy Podcast, we're joined by Stephen Brasher, owner of True Grit Fencing out of White Plains, Kentucky . Stephen brings a unique perspective to the "Fence Fam," having transitioned from the coal mines and pallet mills to building one of the most respected up-and-coming fence companies in his region .

Before diving into the business, we take a moment to honor a friend of the show, Ryan Miller, and his family during a difficult time of loss .

Inside the Industry with True Grit Fencing

• The "Mr. Fence" Blueprint: Stephen shares how early mentorship from industry veteran Sean King helped him build a high-standard foundation from his very first privacy fence .
• The Pre-Staining Standard: Learn why True Grit pre-stains nearly 100% of their lumber in the shop, ensuring a longer-lasting product and a cleaner job site .
• Steel vs. Wood: Stephen discusses his "no-dig" approach, favoring Titan steel posts over 6x6 wood for their durability and efficiency .
• The Pine Picket Lesson: A "plum awful" experience with treated pine pickets led Stephen to switch exclusively to cedar—a move that saved his reputation and his sanity .

Business, Marketing, and Scaling Up

• Hiring the "Better Half": With Stephen's wife joining the business full-time, we discuss the importance of moving away from "everything in my head" to building real systems and processes .
• Marketing That Sticks: Forget expensive digital ads; Stephen talks about the ROI of high-end vehicle wraps, yard signs, and the surprising power of TikTok .
• Identifying the Red Flags: From "cheaper homes" to a lack of sprinkler systems, Stephen shares what he looks for during an estimate to ensure a job is worth the effort .

The "Smoke Show" and Gear Talk

• The Epic Fail: We break down Stephen's viral "smoke show" video—a Milwaukee battery hack on a backpack sprayer that went hilariously (and smokily) wrong .
• The Great Debate: We ignite the chat with the ultimate industry wars: iPhone vs. Android and Milwaukee vs. DeWalt .

Stephen closes the show by sharing his vision for the future: growing a business where the entire team—and their families—can benefit from their hard work and "True Grit" .

Go out there and be a good human!

#FencingIndustry #FenceContractor #NoDigFence #SteelFencePosts #TitanPosts #CedarFencing #WoodStaining #PreStainedLumber #FenceBusiness #SmallBusinessGrowth #ContractorMarketing #VehicleWraps #FamilyBusiness #SystemsAndProcesses #FenceGuyPodcast #EpicFail #MilwaukeeTools #DeWaltTools #iPhoneVsAndroid #TacoTuesday #FenceFam #TrueGritFencing #BeAGoodHuman #KentuckyBusiness

"I built all of this for you." It's the line almost every business owner tells themselves while grinding through 14-hour days and working every Saturday . But for 70% of family businesses, the dream ends when the next generation looks at the keys and says, "No thanks" .

In this episode, Craig breaks down The Legacy Lie—the hard truth that your kids don't want your truck, your tools, or your 95-degree workdays if those things are what took you away from them . We dive into the psychology of the "Stress Mirror" and why being a "stressed-out hero" is actually training your children to hate your industry .

We discuss:

• The Failure Rate: Why only 30% of businesses survive the transition to the second generation and a mere 12% make it to the third .
• Key Person Dependency: How making yourself the "Sun" of your company turns a potential inheritance into a lifetime of high blood pressure
• Time Wealth vs. Revenue: Why the next generation would rather earn $80k with freedom than $250k while being on call 24/7
• Standardizing the Struggle: Using tech like Contractor Accelerator and Fence GPT to build a system that works without you
• The Family Board of Directors: How to give your kids a seat at the table before you try to give them the keys to the shop

Stop building a cage and start building a kingdom . Your kids don't owe you a succession plan—it's your job to build a business so profitable and fun that they'd be crazy to walk away from it .

Show Homework

1. The Positive Talk Rule: No complaining about work in front of the family for seven days .
2. The Freedom Audit: Leave your phone at home for one full Saturday this month
3. The "Why" Talk: Ask your kids what they think you do for a living, then show them the impact, not just the effort .

Special thanks to our sponsors: FenceTrac, ZND, Brand Builders, Live Switch, Contractor Accelerator, FenceGPT, Orlando Hinge Company, J.C. Gury, and My Salesman

Tune in Live: Every Tuesday at 8:00 PM Eastern!

GO BE A GOOD HUMAN

Does this capture the "soul-hitting" energy you were looking for, or should we lean harder into the technical side of the business transition?

#LegacyLie #FamilyBusiness #BlueCollarLegacy #SuccessionPlanning #BusinessOwnerLife #WorkLifeBalance #EntrepreneurMindset #StopTheGrind #LeadNotWork #TimeWealth #FencingIndustry #ContractorLife #Tradesman #EliteFencing #BlueCollarPride #ScalableBusiness #SystemsAndProcesses #ContractorAccelerator #FenceGPT #ExitStrategy #DadLife #KingdomBuilder #FamilyFirst #BeAGoodHuman #NextGeneration

In this episode of the Fence Guy Podcast, we are joined by the "Double Trouble" duo, Kevin Pool (Charleston Fences) and Evan Gardner (Wing Tools) . Fresh off their run at the Fence Games, the guys break down how they teamed up for the very first time to tackle the wood division . Despite facing equipment hiccups and starting 22 minutes late, they managed to install 75 feet of fence in just one hour and four minutes, ultimately securing a 3rd place finish .

We dive deep into the "No-Dig" revolution, the viral moments that shook the competition, and why the right tools make all the difference when you're racing against the clock . Whether you're a solo builder or part of a crew, this episode is packed with insights on efficiency, job site grit, and industry brotherhood .

Inside This Episode:

🔥 The Record Run: How the duo installed nine sections of fence in 64 minutes

🔥 Overcoming the Odds: Dealing with a 22-minute delay, a "monsoon" rain, and a tornado warning .

🔥 The Post Debate: A candid discussion on Wing Posts vs. King Plus and addressing the "misnomer" of inferior products .

🔥 Innovation & Grit: Evan Gardner shares the necessity-driven design behind Wing Tools and his "one-man method" for installations .

🔥 The $1,000 Challenge: Evan and Kevin officially put up a $1,000 wager for any Wing Tool user who can beat their installation record at the 2027 Fence Games .

🔥 Rapid Fire: From tool belt must-haves to the secret benefits of Vienna sausages on the job

Connect with our Guests:

Kevin Pool: charlestonfences.com

Evan Gardner: wingtools.net

Be a good human. Go out there, build something great, and don't forget to check out our sponsors for exclusive Fence Guy Podcast deals!

🤝 Thank You to Our Sponsors:

🔥 Brand Builders - https://www.gobrandbuilders.com

🔥 Contractor Accelerator - 50% OFF YOUR FIRST MONTH WITH CODE: FGF

🔥 FenceGPT - 10% OFF WITH CODE: FGF - www.fencegpt.com

🔥 Fencetrac Fence System - https://www.fencetrac.com

🔥 J.C. Gury - 5% OFF YOUR FIRST ORDER WHEN YOU MENTION FENCE GUY FRIDAY OVER THE PHONE

🔥 LiveSwitch - https://join.liveswitch.com/FenceGuyPodcast.com

🔥 MySalesman - https://mysalesman.com