Fence Talk
Tips, Techniques and News for Contractors   •   2016, Issue 2
 
FENCETECH 2017
Visit us at FENCETECH
February 3 – 5, 2017
San Antonio, Texas
Booth #8037


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Introducing Breezewood Select Cedar Texture Fence
Expand your horizons with Bufftech's new horizontal fence.

As the industry leader in innovative vinyl fence, Bufftech continues to break new ground with an exciting addition to our product lineup in 2017: introducing Breezewood Select Cedar horizontal fence.

A unique semi-private style that lets in light and air while maintaining privacy, Breezewood boasts a contemporary design that adds a fresh, modern look to any landscape. Breezewood offers a thru-picket "good neighbor" design that looks the same on both sides of the fence.

Engineered for exceptional beauty and long-lasting performance, Breezewood features Bufftech's proprietary Select Cedar texture for the look and feel of wood without the maintenance. Available in 4', 5' and 6' heights, Breezewood comes in three solid colors (White, Almond and Natural Clay) and four stain blends (Weathered Blend, Arctic Blend, Brazilian Blend and Sierra Blend).

Contact your Territory Manager for all the details or visit our website to learn more.

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Dress Up Your Fence Projects with Bufftech's Decorative Styles
Bufftech's decorative fence sections and gates make it easy to add a distinctive look to your projects.

Concave and Convex fences


S Curve and Swoop fences


Concave and Convex gates
Give your fence designs a custom look with distinctive elements from Bufftech. Our curved rail fence sections and decorative gates combine outstanding performance with one-of-a-kind style, offering exciting design possibilities for outdoor living spaces.

Available in the Chesterfield privacy line in a choice of CertaGrain® or smooth finishes and popular colors including four stain blends, Bufftech's decorative fence sections and gates are a great way to add a unique touch to any fence project.

Concave and Convex Fence
Make a dramatic statement with Bufftech Concave and Convex fence. The Concave section reaches 6' high at the post and 5'6" at the center, while the Convex section is available in two heights: 6' high at the post and 6'6" at the center or 5'6" high at the post and 6' at the center.

Swoop and S Curve Fence
Bufftech's Swoop and S Curve fence sections offer a seamless way to unify fence installations, providing a graceful transition from 6' to 4' fence.

Concave and Convex Gates
Bring a touch of elegance to your projects with Bufftech's Concave and Convex gates. Our beautiful and durable gates feature a charming Victorian accent along with heavy-duty aluminum frame construction.

Explore all the Bufftech options for innovative fence designs here.
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Building Relationships to Grow Your Business
Bufftech's Erica Paciello shares how to work with architects to increase fence sales.
Trying to get an architect to specify fence is no easy task. Charged with responsibility for planning all aspects of a building, architects have a lot on their plate and can't be experts on every material used on a project, particularly lower-priority items like fence. Architects typically rely on product liaisons to give them the information they need to make the process as smooth as possible.

Bufftech offers a valuable resource that can help you grow your fence business with the architect community: Architectural Sales Associate Erica Paciello. Erica builds relationships with architects and assists them with the specification process. She partners with Bufftech Territory Managers in three regions to look into leads that will hopefully convert to sales for fence dealers:
  • Mid-Atlantic Territory – Matt Richardson
  • Great Lakes Territory – Jeff Herkins
  • Midwest Territory – Joe Eckl
"Collaborating with Erica has been a pleasure. She has offered options that were beyond the original path yet very appropriate. Her approach allowed the project a good deal of cost savings. She managed and kept schedule. Her proficiency and specification knowledge is exceptional. I look forward to our next project together."

– Elie-Antoine Atallah,
American Institute of Architects
Erica takes a proactive approach to building connections by gaining architects' trust and loyalty, reaching out directly to educate them about Bufftech vinyl fence products and staying actively engaged throughout the specification and bidding process.

"A product representative can make the process easier and less stressful if you're there to support the architect," Erica said. "It's important to build rapport, so that an architect knows they can come to you with a question and that you're there to offer unconditional help."

She offers this advice to dealers who may not have a dedicated architectural consultant in their area.

"Dealers can work with architects similarly to how I do," noted Erica. "Everyone in the sales world is or should be looking for ways to get repeat business from customers. Once you sell to someone the goal is to wow them with our product so they buy again and again. So whether you work with architects, owners or contractors, the same principle applies."

Erica offers these tips for cultivating relationships with architects:
  1. Be proactive. Find out project details: who is the architect, owner and contractor?
  2. Make contact and build a relationship. Follow up after installation to ask what projects are in their future that you can assist with. Stay in the forefront to make it easy for them to think of you and Bufftech every time they need fence.
  3. Maintain relationships with previous clients. Choosing a superior product like Bufftech and providing exceptional service is a winning combination for repeat business.
"Architects want things to be as easy as possible," Erica said. "The more you can do for them, the more valuable you are to them, greatly increasing the likelihood that they will call you for their next project."

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New for 2017 – WebEd™ Dealer's Choice
Bufftech invites you to choose the topic for an upcoming online training session.
Launched in 2014, Bufftech's popular WebEd online education series offers live, interactive training sessions designed to help you make the most of our products, programs and services. Past presentations have covered everything from installation and selling techniques to lead generation and creating online quotes.

Now, we'd like you to choose the topic! Simply click on the survey link below and select your top three choices for an upcoming WebEd presentation. We'll tabulate the results and feature the winning topic in a special Dealer's Choice WebEd session in 2017. The survey will be available until January 15.

Dealer's Choice WebEd options:
  • Bufftech WebSource Overview
  • CertainTeed's Digital Marketing Library
  • CertainTeed's Digital Selling Tools
  • Social Media Basics
  • Using CertainTeed Bufftech Branding in Your Marketing

Our first WebEd for 2017 will focus on new Bufftech products. Watch your email for an invitation and select the date and time that work best for you.

Take the Dealer's Choice survey.

View past WebEd presentations.

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Service with a Smile
Ever wonder about the friendly voice you hear when you call Bufftech? Meet Bufftech's Customer Service team.

Front row (left to right): Jim Atkinson and Val Hale. Back row (left to right): Adam Osborne, Tom Konopka, Robin Dickey and Mike Flaherty.
From providing quotes and fielding questions to placing and facilitating orders, Bufftech's Customer Service team stands ready to assist you with friendly, personalized service that's second to none.

The team prides itself on cultivating one-on-one relationships with customers. Unlike other companies, where you're often speaking with a random person when you call customer service, Bufftech assigns a specific person to your account.

"We really know our customers and understand their business," said Tom Konopka, Bufftech Customer Service Fulfillment Manager. "We know their needs, their wants and who they're selling to, which enables us to provide a higher level of service."

With an average tenure of 10 years, the Bufftech customer service team is extremely knowledgeable about our complete line of vinyl fence and well equipped to answer questions about products as well as those of a more technical nature. If they don't know the answer, they're more than happy to get it for you.

"We're located right at the plant in Buffalo, which gives us the opportunity to respond quickly to customers' needs should a question or issue arise," Konopka noted.

The Customer Service team works closely with Bufftech Territory Managers to provide the very best service to customers throughout North America.

Customer Service Representative Region Territory Managers
Jim Atkinson Northeast, Mid-Atlantic and Canada Glenn Cyr, Chris Taggart and Matt Richardson
Robin Dickey Great Lakes, Midwest and South Central Jeff Herkins and Toph Eberhart
Mike Flaherty Northeast and Mid-Atlantic Chris Taggart and Matt Richardson
Val Hale Southeast and Pacific Northwest Jason Bennett and Todd Gaddo
Adam Osborne Midwest and the West Coast Joe Eckl and Todd Gaddo
Tom Konopka Fulfillment Manager  

Have a question about a product, need help placing an order, or just want to say hello? Contact your Bufftech Customer Service representative at 800-333-0569.

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Set Yourself Apart with Bufftech's Premium Products
Bufftech's innovative styles, colors and textures are a great way to distinguish your business from the competition.
Looking for a way to give your business a leg up in a challenging economy? Set yourself apart with Bufftech's premium products. Bufftech fence offers you a unique competitive advantage through our innovative offering of styles, colors and textures – giving your customers more design options and giving you more ways to grow your business.

In today's marketplace, it's not about selling the lowest-priced product. Homeowners are looking for ways to design unique and personal outdoor living areas that are extensions of their indoor spaces. For these customers, a plain white fence just doesn't cut it. This is your opportunity to help them create a look that's tailored specifically for their home.

From the authentic look of our wood and stucco textures and multi-chromatic color blends to unique decorative accents and styles, Bufftech offers countless ways for you to dazzle your customers and take your sales to a new level.

When it comes to performance, no other vinyl fence brand can match Bufftech. With premium features such as high-quality raw materials, steel reinforced rails, heavyweight pickets, routed rails and fence posts, and concealed fasteners, Bufftech fence delivers the outstanding quality discerning customers demand.

Contact your Territory Manager for more information on how to grow your business with Bufftech's premium products or click here to visit our website.

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