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The Frederick Fence Story
Chapter 2: Anchored Posts for Future Success

April 9, 2017 ~ Posted By Jim Jenkins

When you examine what makes a great fence, you look to its posts to ensure they are properly set to hold up its sections. They provide strength and a strong foundation that help its pieces remain in place year after year. When you look at the history of Frederick Fence, you realize that Charlie Powers’ vision and his values are the posts for the company’s prolonged success. Though he remains humble about his achievement, it’s his strong work ethic, family-minded approach to his work and exceptional salesmanship that have contributed largely to Frederick Fence’s growth.

Expanding Perimeters for Success

To coincide with putting the finishing touches on its Grove Lane office in 1986, Charlie purchased Seneca Fence and inherited many of the company’s staff, including Louise Banard, one of the company’s most accomplished fence consultants who still works at Frederick Fence to the delight of her colleagues and clients. This purchase allowed Charlie to expand his sales territory while continuing to cultivate both a highly skilled sales team and installation center that accounts for the significant growth Frederick Fence experienced while the local economy grew.

As real estate prices soared closer to the DC area, residents and businesses began looking for more affordable properties farther from the DC line. The difference in the starting price of a home further up I-270 seemed to vary by $10,000 with each passing exit until you hit the highway’s end at the crossroads of Route 15 and I -70. As new commercial and residential developments cropped up within Frederick and its surrounding counties, so did opportunities for Frederick Fence. The real estate boom in the late 1990’s offered significant opportunities for Charlie and his small company to where it sometimes took 12 weeks to put a fence in the ground. “Just sell the fence” was Charlie’s motto, “we’ll worry later as to how to get it built!”

An Eye for Talent

To handle the increased business, Charlie developed a clear vision of how to sell and build fences that endure. He also became skilled at how to attract and retain talent. Powers credits himself for hiring the brightest and best people, many of whom would stay at Frederick Fence for decades before moving on. Jay Ely joined the company in 1983 and would eventually become Charlie’s business partner before leaving the firm in 2014. Randy Fouche, who joined the company in 1983 to “answer phones, pour concrete and work in the supply yard,” now serves as one the company’s accounting staff. When asked why he’s stayed for more than three decades, Fouche says he knew Charlie was building something “special and different” to where he now views Powers as less of a boss and more of a father figure who genuinely cares about people.

If you ask Kathy Crum, Frederick Fence’s Office Manager why she has stayed since joining the company in 1989 as a bookkeeper, she’ll express her extreme appreciation for Powers, whom she considers one of her closest friends and mentors. “Charlie valued my opinion and placed his trust in me—I got to help him create a lot of different programs to help with sales and other departments in the company. You don’t often get that kind of freedom in other places. And then there’s the family atmosphere, which really sets us apart from most companies. People love the sense of belonging at Frederick Fence; they invest early and stay for long periods of time.” At one point in time, five of the six sales people working for Charlie had seventy-five years of fence consultation between them.

The distinction Charlie makes about his staff’s longevity is simple: “People work with me, not for me.” For him, every person who walks through the doors of Frederick Fence—whether they are an employee, client or vendor, they are family. If you know Charlie, you recognize that family represents a cherished bond for him. “I wanted to build a place where people wanted to stay,” says Powers. “I learned early on that I wasn’t always the expert and so I learned to listen and ask questions. I also would read and try to keep up with the world as it was changing so I could grow the business and provide for not just my family, but every person who placed their trust in me to get the job done.”

Bordering a Solid Future

As the local housing market continued to thrive in the early 2000’s, so did Powers’ desire to expand his company. The decision to purchase land and build Frederick Fence’s current headquarters on Tilco Drive was an easy one. “We needed the space for inventory and I wanted to increase our wholesale and resale business since there was a high demand for it,” says Charlie. Relocating to Tilco Drive paid off handsomely as a significant portion of Frederick Fence’s revenues still comes from residents and DIYers who frequent the showroom that showcases the wide-array of fencing materials and accessories Frederick Fence offers. In 2010, the company expanded its capabilities by purchasing equipment to fabricate its own vinyl fencing, allowing the company to upgrade its product lines now as more residential communities want fencing solutions with greater curb appeal.

“The internet also played a big major part in our growth. I’ve never been one for mailers and coupons. I like the idea of folks finding us on the web because it’s easier for us to explain what we do and how we do it without having to resort to cheesy sales pitches and discount coupons to get people to want to do business with us.” While many small businesses spend ample time looking over the shoulders to see what the competition is doing, Charlie prefers to find ways to continue to do what he does best—offer the best fence products at affordable rates. To keep up with doing business in the digital age, Charlie invested in new technologies, such as laptops, a CRM tool, and the creation of a behavioral based training program for his staff, which he contributes to more than a decade of sustained sales growth—even as the real estate bubble burst in 2008. “Nothing happens until we sell something, so my focus has been on making sure we have a great product and awesome people to sell that product.”

Looking Back and Moving Forward

Since opening shop more than 35 years ago, Charlie Powers ensures that something is always happening at Frederick Fence. Although it meant lots of sacrifices and missing meals with his growing family in those early years, Charlie credits his faith in God as the basis for his success. His spirituality and passion for the Bible are equally as important to him as are the enduring relationships he’s had with his wife, Diane, their children and the staff at Frederick Fence. Ask Charlie and he’ll unashamedly tell you that God’s been his co-pilot his entire journey, even today as he plans for what’s next in his life.

One thing is certain. So long as Charlie continues to share his unique knowledge and wisdom, Frederick Fence’s story will continue for years to come.

In our next chapter, we’ll have Charlie reflect on his success and what he’s learned over the years in his own words!

To be continued….  

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The Frederick Fence Story
Chapter 1: Humble Beginnings

March 20, 2017 ~ Posted By Jim Jenkins

When you look at the reasons why most entrepreneurs start their own business—personal freedom, professional pride and a drive to succeed— you’ll find that Charlie Powers’ motivations for starting Frederick Fence in 1982 appear no different. Having worked for three fence companies, including Western Fence, where he held 25% ownership, Charlie was driven to succeed. “Why did I do this? I wanted to make a living and care for my family. I never thought about the money; I was discontent working for others and wanted to do things differently. I felt I could do better.”

Thirty-five years later, Charlie’s tenaciousness, natural sales ability and commitment to always do the right thing, have allowed him to build one of Frederick’s most successful small businesses. With a large lumber yard and showroom located on Tilco Drive, Charlie Powers managed to exceed his expectations and dreams of supporting his family. However, the company’s current geography was barely in sight when Charlie first started Frederick Fence.

Starting from Scratch

On day one of the company, all Charlie had was a strong back, a truck and his friend, Jon “JC” Wisner, to help with labor. Charlie’s father, Billy, gave his son a loan of $5,000 to get started, which Charlie paid back in less than one year’s time. Charlie’s wife, Diane-who was working at the Maryland School for the Deaf when the company started—also pitched in by acting as “administrative support” and answering phones. With no warehouse to store materials or equipment—such as a forklift or drill—Charlie and JC purchased materials as needed. Thanks to one of his former employers—Western Fence—who extended him credit for vehicles and equipment, Charlie slowly built up enough business and revenue to purchase his first bit of property off Route 355, just south of downtown Frederick.

The original loan documents that started Frederick Fence

The original loan documents that started Frederick Fence

For $50,000, in the form of a five-year note, Charlie purchased a half-acre piece of property off Grove Road in 1985. At the time, the road on which the property sat had no name so Charlie named it Grove Lane. Because he lacked the funds to build a permanent office initially, Charlie set up shop on Grove Lane in a small camping trailer that had no bathroom. For Diane, this meant she had to walk to McDonalds when nature called!

When Charlie set up shop, Frederick looked extremely different. Back then, the county’s population hovered below 129,000 and I-85 was still a two-lane road. You could still see a lot of corn fields alongside most roads before hitting the downtown area. Popular restaurants then were the Red Horse, Barbara Fritchie’s (with its infamous candy cane sign) and the Chat and Chew on Patrick Street. Frederick County still had Blue Laws in effect and the major downtown revitalization was just beginning. Because there was no internet, you had to rely on the yellow pages and ads in newspapers to get customers. When you look at what made Frederick Fence a success, you can narrow it down to one key word: salesmanship.

The Secret’s in the (Sales) Sauce

If Charlie Powers gave you a sales pitch for purchasing a fence, you pretty much bought it. His approach to sales was simple: Be direct, offer a good price and deliver a quality product. For Charlie, customers were like family; his desire was to treat them fairly and build the best fence possible. In the early days, there were several occasions where upon finishing the last fence panel, Charlie would review his work and yank the fence out of the ground and start over because he didn’t like how he’d done the job. He never wanted a customer to ever feel dissatisfied with their purchase. Charlie was also highly persistent.

Recognizing that partnering with home builders would prove critical to his success, Charlie would repeatedly stop by the offices of Ryland Homes to meet with Bob Pearson, who was a buyer for the company in the 1980’s. Charlie would stop by unannounced and wait for Pearson until finally he met with Charlie just to “get him out of the office once and for all.” Once they met, Charlie began forging a relationship with Ryland Homes to where many a Ryland homeowner in the Frederick area now has a fence with that infamous yellow and red sign hanging on a back panel.

Signs, in fact, were what helped Charlie experience much of his early success. Instead of spending money on large ads, Charlie hung signs on his completed projects, which still serve as one of his best marketing tools. “A well-built fence sells itself,” says Powers. “When you put your name and company number on a fence, people will call because they know you can deliver.” Before there were toll-free numbers available and calls to certain parts of Maryland were considered long distance calls, Charlie was granted the use of Western Fence’s phone number—the same one still on the signs today: 301 663-4000—for use in the Frederick area. Having access to this already published number afforded Charlie the opportunity to increase his sales at a consistent pace. When he originally designed the signs and his logo, he purposely chose the Maryland colors of yellow, red and black as a symbol for creating community with each fence built.

Prior to setting up shop on Grove Lane, Charlie had four trucks and a handful of employees. Once he put his first trailer on the property, he increased his sales and installation staff to 15 and purchased a second trailer before finally building a small office in 1986. Charlie then rented a second piece of property across the street from Grove Lane so he could store inventory for fence materials and additional trucks.

If you ask Charlie if he expected this to happen, he’ll readily admit that this 35-year trajectory comes as a bit of a surprise to him. “Honestly, I thought I would still be digging holes,” Charlie says. The thought that he would go from a man with a strong back, a truck and one loyal friend (who is now Frederick Fence’s Operations Manager) to a business that operates with sustained success still humbles him.

In fact, once Charlie built his actual office building (with-finally-a working bathroom), things began to shift and the life of Frederick Fence took a surprising turn…

To be continued….  

 

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The Frederick Fence Story: A Tale Worth Telling

March 1, 2017 ~ Posted By Jim Jenkins

This year, Frederick Fence celebrates its 35th year as a small business, which is no small achievement for most businesses operating in the virtual/digital age. Founded in 1982 by Charlie Powers, the company grew from a start-up with a truck and a man with a plan to being one of the region’s most respected vendors in the fencing/home improvement industry.

Frederick Fence’s customers are loyal ones—a significant amount of the fences they sell today are to either customers who purchased a fence for one home that have moved to a new one or they’re the friends, family and neighbors of these customers. Likewise, commercial vendors and country governments often make repeat use of the company’s fence solutions.

When you look at the employees who work at Frederick Fence now, you’ll find that some of them have been on board almost all their adult careers, a rare achievement in today’s business world.

How did this happen?

What makes Frederick Fence such a special company among its customers, vendor partners, and staff? Why do people stay here for years and years? Why do customers keep coming back time and again for a fence? How has this one fencing company weathered so many storms? Whether it was the dot-com bubble burst, the crowded expansion of the home improvement and fencing industry, the collapse of the real estate market or the global financial crisis, or the advent of the digital age, Frederick Fence continues to survive and now thrive as its founder begins the next chapter in his life.

We think there’s a story worth telling.

For the next several months, we plan to devote some of our blog entries to telling the Frederick Fence story. From our humble beginnings in 1982 to our large showroom and supply yard—still headquartered in Frederick, Maryland from the day we opened for business. We’ll share how we got to where we are today and where we think we’re headed with the next generation of Frederick Fence leadership.

You’ll hear a lot from Charlie Powers, our founder, as well as from some of Charlie’s personal mentors, our devoted staff, some of our business partners and our most loyal customers.

And we’d like your help!

If you’ve been a past customer of Frederick Fence and have a special anecdote or experience you’d like to share with us as part or story, please reach out to Jim Jenkins, our official historian and blogger. You can reach him by leaving a message for him using our online chat feature or leave a message for him through our contact page. The deadline for an upcoming piece on Frederick Fence from our Customer’s Point of View is April 15, 2017.

Look for Chapter One: Humble Beginnings to appear online soon!

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Debunking the Myth…You CAN Install a Fence in Winter!

February 10, 2017 ~ Posted By Jim Jenkins

Even though Punxsutawney Phil saw his shadow—meaning we’re all in for six more weeks of winter—now’s one of the best times of year to install a fence!

What? Seriously? You’re thinking “But it’s winter! Isn’t it too cold to install a fence?”

Just because we’re roughly six weeks away from the official start of Spring (March 20, 2017 to be exact), doesn’t mean you have to wait until the weather gets warm to put a fence around your property. Yes, the outdoor home improvement industry does slow down during colder months, but that’s typically because most homeowners hibernate indoors during winter. Unless the ground is truly frozen solid several inches below the surface, installing fences in winter is still possible. That’s right, even if we get a few inches of snow—as long as it’s not frozen solid and caked with ice, you can still install fences in winter.

Advantages to Buying a Fence NOW!

Here we are in early February and look at the weather conditions for the DC, Maryland, Northern Virginia, and Southern Pennsylvania areas. We’ve had a few days where the unseasonal highs were in the 70-degree range and the lows have barely dipped below the low 30’s. True, we may still see a bit of snow and who knows how low the temperatures will go, but the environmental conditions outside lend themselves nicely for digging three-foot post holes that serve as the guide for installing fence.

Buying in February and March also means that your fence project ends just as many your neighbors begin shopping for fence. That means longer waits to get permits approved, longer delivery times for getting the fence installed and the less time you have to truly enjoy your outdoor creation once the warm temperatures settle in and you start wishing it would snow or turn cold again.

If your idea of the perfect fence for your home is a custom design—one that includes ornate lattice work, a vibrant vinyl color or a unique logo welded to your driveway gate—now’s the best time to get started on your fence project. Custom work always takes longer because manufacturers keep a low inventory on special materials. If you want an iron gate that has trees, geometric patterns or your family name welded in a decorative font, these orders take time. During the summer months, people are surprised when they hear highly ornate fence materials can take as long as six to eight weeks to produce. That’s because there’s a high demand for custom work in summer and there are—realistically—only so many local vendors who specialize in custom fabrication of fence materials.

If you know you want something new and different that creates maximum curb appeal and sets you apart from your neighbors, get that fence project started now while there’s a lull!

Waiting until mid-June to get started on a fence project means more waiting to get what you want. Calling this time of year means your fence project can go in the ground even faster than getting your tax refund (You do know that April 15th is not that far away either!)!

Even if You’re Just Thinking About it….

If you’ve planned ahead for your home improvement needs and a fence is on your list, give us a call now or click on our online chat feature and see how easy it is to get your fence project underway. We think you’ll be surprised at how short the timeline will be.

You can also use our free online estimate tool, which gives you a realistic idea of how much your fence will cost! And, of course, any of our fence experts are more than willing to come to your home and walk you through a variety of options should you want some advice on the best fence to meet both your needs and your budget.

And Just in Case the Big Chill Happens…

If the weather does dip and things turn bitter cold and we’ve only just begun work on your fence, don’t worry! As soon as the ground thaws, we’re right back out there to get your job done in time for spring!

Still have questions about winter fence installation? Call us at 1-800-49FENCE!

 

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Own A Farm? Learn About The 3 Best Fencing Options For Containing Livestock

June 10, 2016 ~ Posted By Kathy Crum

livestock-fencing

Choosing the right type of fencing will keep your livestock safe and contained.

Our friendly hooved friends come in all shapes and sizes. When choosing types of fences, including the right livestock fencing it’s important to consider the best option that caters to the type of animal you’re trying to contain. These rural fencing options will keep your prized livestock safe and comfortable! Going to the Maryland State Fair this year? You’re going to want your beautiful bovines in peak condition! When animals escape from poor quality livestock fencing, they risk injuring themselves. Don’t get caught showcasing your best thoroughbred with scrapes and bruises! Taking care of your farm life is important with high quality rural fencing options. They depend on you for survival and their well-being is your responsibility. To keep a stampeding mass exodus  from occurring, let’s explore the best rural fencing options for containing your livestock.

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When Should I Consider Fence Replacement?

February 3, 2016 ~ Posted By Kathy Crum

While many fencing materials last for years and years, nothing lasts forever. There will come a point when your fence doesn’t look as good as it once did, and you may consider relatively simple fix a fence solutions, or replacing a fence. While there are some fence problems which can be easily repaired, in many instances it may be best replacing a fence entirely. Every fence is different, but these are some signs that fence replacement is right for you and your fence.man fixing fence

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Commercial Railing and its Benefits

January 27, 2016 ~ Posted By Kathy Crum

When you think of a commercial aluminum fence for business or property, you generally don’t think ‘commercial railing’ right off the bat. However, many fencing applications considered for these projects actually fit the bill for commercial railing. They’ve been around for a while for many good reasons, and a property-front just doesn’t look complete without railings.aluminum fence

Business railings offer several benefits for any property. If you’re considering railings for your building or property, take a look at the following benefits.

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3 Ways Dumpster Enclosures Can Benefit You

January 20, 2016 ~ Posted By Kathy Crum

Trash is the unavoidable part of owning a business that no one really wants to think about, but it’s an important consideration. Most businesses, facilities, apartment complexes and offices make use of a dumpster for their trash concerns.wood privacy screen fence

If your facility’s dumpster isn’t enclosed, however, it should be. There are a number of good reasons to put dumpster enclosures to use, especially in Frederick, MD. Take a look at how commercial dumpster enclosures can benefit you.

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Here’s Why You Should Have a Driveway Gate

January 6, 2016 ~ Posted By Kathy Crum

Installing driveway gate materials isn’t just for mansions, manors, and gated communities anymore. They provide security, privacy, curb appeal, and many other benefits—all while being economical. Chances are, if you have a driveway leading to your home, you could benefit from a driveway gate.White Aluminum Driveway Gate

Want to learn more about the different types of driveway fence gates available to you? We’ll cover popular gate styles and options available to homeowners right here in Frederick, MD.

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Enhance the privacy, security and value of your home with a fence from Frederick Fence Company. Please contact us and ask your local FenceCo Representative to show you the additional features that make-up The FenceCo Difference.™

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