Episode
150
Episode
268
Tony Thornton, executive of the American Fencing Association and self confessed " fence guy" is here to talk about how efficiency equals profitability, building your dream team of employees and how to truly become successful.
In this episode of the Profit Tool Belt Podcast, Dominic Rubino interviews Tony Thornton, a fencing industry expert with over 47 years of experience and the author of The Seven Strategies for the Professional Fence Contractor. Whether you're a fencing contractor or run a different trade business, Tony’s insights are universal.
"Hope is not a strategy." Tony emphasizes the importance of having a clear, written plan to guide your business. Whether it’s managing cash flow or staffing, success starts with intentionality.
A great culture attracts great people. Define your mission, vision, and values, and communicate them clearly to your team. A strong culture is what allows business owners to trust their team and step away when needed.
Tony’s advice? Know your ideal customer. Focus your efforts on reaching the right audience with targeted messaging instead of trying to serve everyone.
Sales isn’t about luck—it’s about trust and systems. Tony highlights the importance of consultative selling, asking great questions, and closing deals effectively.
From the first phone call to project completion, workflows and checklists keep everyone aligned and efficient.
Whether it’s a CRM system or AI-driven tools, technology can make processes seamless. Tony advises contractors to invest the time or hire experts to set up systems that work.
Know your gross margin and monitor it consistently. Profitability starts with understanding your numbers and pricing your services for success.
Bonus Insight: Differentiation
Tony’s eighth strategy? Stand out by offering exceptional value, quality, and customer service. Make your business memorable in a crowded market.
Guest: Fence Consulting Group
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