Seminars

Beyond all of the great AFA seminars below, you will also have access to NOMMA METALfab education as well. Note: seminars and speakers are subject to change.


20 Over 20, For 2020: Common Automated Vehicular Gate Systems Q&As
Wednesday, March 4, 10:00 AM – 11:00 AM
Presenter: Joseph Hetzel, Technical Director, DASMA / Thomas Associates, Inc.,
Presenter: Rick Sedivy, Director of Marketing and Regulatory Affairs, DoorKing, Inc

Objectives:
Since significant UL 325 changes took effect in 2000, and the publishing of ASTM F2200 soon after, many questions have arisen during the process of using and applying the standard to automated vehicular gate systems. DASMA has identified 20 common questions suitable for providing systems designers and installers with answers, using installation examples and UL 325 / ASTM F2200 content as applicable.
Learning objectives:
– Getting working answers to common questions
– Knowing key UL 325 and ASTM F2200 content
– Seeing actual applicable installations
The DASMA Technical Director, along with key DASMA members, will be on hand to present the information and also welcome audience comments and suggestions.

An Introduction to Networking for Gate and Access Systems
Wednesday, March 4, 8:00 AM – 9:30 AM
Presenter: Joe LePier, CAGOI, CAGSD, Regional Sales Manager, DoorKing, Inc.

Objectives:
With the advances in technology being introduced into the Access Control market for automated gate systems, it is important to understand how Network technology interfaces with the various components in a gate or access system. Routers, Modems, Switches… what are these and how does equipment interconnect with these. Attendees will learn the differences between an IP address and an ISP address, Dynamic and Static IP, gain an understanding on Port forwarding and Hosted services.

Applying Automated Gate Safety Requirements – UL 325 and ASTM F2200
Wednesday, March 4, 8:00 AM – 9:30 AM
Presenter: Steve Kuscsik, Principal Engineer, Underwriters Laboratories, LLC
Presenter: Phillip Doyle, CFP, CAGOI, CAGSD, Owner, PHILLIPS Automated Gate Service and Fence Co.

Objectives:
Understanding and complying with the latest safety requirements for gate operators and automatic gate systems is an essential part of our industry’s success. This seminar will cover the latest updates to safety requirements, including UL 325 and ASTM F2200. It will provide practical, current information you should know as a manufacturer, dealer/distributor, designer, or installer.

Building for Veterans: Best Practices and Key Considerations for Adapted Fence Building
Tuesday, March 3, 11:30 AM – 12:00 PM
Presenter: Rusty Carroll , Executive Director, Operation FINALLY HOME
Presenter: Ken Cobbler, General Sales Manager, LP Building Solutions

Objectives:
Working with a veteran homeowner on a fence project requires special considerations by the sales team and installer in order to ensure value for the homeowner as well as a smooth installation process. Together, Operation FINALLY HOME and LP will educate attendees on:

– Grants, loans and programs available for veterans building, remodeling or purchasing an adapted home
– Understanding sensitivities that may be present with veterans, and
– Practical considerations for low-maintenance fencing.

Cash Management and the Operating Cycle
Tuesday, March 3, 11:30 AM – 12:00 PM
Presenter: Colin Kelly, CFO, Hurricane Fence

Objectives:
This class is intended to introduce, or reacquaint, business leaders, managers, and finance staff with the operating cycle as it relates to cash. Cash flow has different timing at every business and it is important to understand how managing receivables, payables, and inventory affect your cash. After completing this course, participants will better be able to:

-Predict cash flow based on payment terms
-Manage working capital needs
-Recognize needs for outside financing

Code Compliant Guards for Wood Framed Decks
Tuesday, March 3, 8:00 AM – 9:30 AM
Presenter: Billy Viars, Simpson Strong-Tie

Objectives:
Constructing code compliant deck guards is a difficult challenge. The International Residential Code does not currently provide very good guidance on how to build cost effective, code compliant guards. This class will break down the code language and look at many different ways to build wood framed deck guards and all components of the guard system. Attendees will leave with a clear understanding of best practices to ensure their guards are code compliant and will last for years.

Connectivity in the Door/Gate Dealer Business
Tuesday, March 3, 8:00 AM – 9:30 AM
Presenter: Mike Burroughs, LiftMaster

Objectives:
• Explain how dealers can rapidly differentiate and grow their business via connected solutions
• Demonstrate how dealers can secure long-term maintenance contracts with end users
• Describe how connectivity lowers dealer operational costs to improve business profitability

Design and Troubleshoot Loop Systems
Tuesday, March 3, 1:15 PM – 2:15 PM
Presenter: Brian Dickson, CAGOI, President, BD Loops, Inc.

Objectives:
Discover how loops work and learn about proper placement and operation for gate, door, and barrier arm applications. Learn effective loop design and installation techniques to build more efficient and intuitive loop systems that meet your customers detection requirements. Train your techs on advanced topics such as directional logic, loop phasing, and troubleshooting/testing loop circuits. System Designers and installers of all skill levels will benefit from the content of this seminar.

Developing a TEAM Atmosphere and a Culture of SUCCESS!
Tuesday, March 3, 1:15 PM – 2:15 PM
Presenter: Tom Luby, President, Profit Builders International

Objectives:
Why are some companies more successful than others, even though they do exactly the same thing?
What makes for a “happy” workforce and why does this matter?
What exactly is a “Work Culture” and how does it affect us every day?
– What happened at Fuyao American Glass Company in Dayton, Ohio?
– Why did this Chinese/American cultural experiment initially fail?
– How can this broken cultural environment be repaired?
– What does this all have to do with the fence industry?
How does work culture affect everyone in the company?
Is going to work every day fun or more like a boring, laborious JOB?
How can you modify the work culture in your company to make going to work more FUN and duplicate success after success for all employees and become a win/win for everyone in your company?

The presentation will feature several very successful fence contractors who have nurtured a powerful and robust work culture in their fence companies and will answer questions on the benefits and difficulties for doing the same in your fence company.

Distracted Driving and Commercial Auto Insurance Costs
Tuesday, March 3, 4:30 PM – 5:30 PM
Presenter: Andrew Stergiou, Senior Vice President, Alliant Insurance Services, Inc.

Objectives:
Distracted driving has a direct relationship on the commercial auto insurance costs of AFA members. Auto premiums have skyrocketed in the past few years due to the numerous factors involved. This is a can’t-miss session to find out how to decrease the increase on auto insurance.

Fast Start Profitability 2020
Tuesday, March 3, 11:30 AM – 12:00 PM
Presenter: Mark Schiavone, President & Founder, Member Savings Program, Inc.

Objectives:
Fast Start Profitability 2020 with the AFA’s Member Savings Program is an easy way to exceed your budget goals in Q1 of 2020.

Short and Sweet – learn what AFA members are saying about the MSP, learn about new suppliers, learn about how many members are participating, historical member savings in 2019, the most utilized programs and the average ROI from savings vs. your member dues.

Representatives from several AFA MSP suppliers will be presenting how they can assist you on Employee Health Plans, Tools and Equipment, Business Insurance as well as Technology.

Financing in Today’s Fence Market
Tuesday, March 3, 4:30 PM – 5:30 PM
Presenter: Mark Schiavone, President & Founder, Member Savings Program, Inc.

Objectives:
TBA

Finding Purpose and Passion
Tuesday, March 3, 2:30 PM – 4:00 PM
Presenter: Chad Hymas

Objectives:
“We all have these pivotal moments in our lives. Moments we often want to go back and erase. Moments that define who we are and what we become. Moments that will change our life and at the time we have no idea how much. Moments that are simply… life changing. I prayed for 48 minutes to Him to let me live. I promised, if I lived that night that I would do everything in my power to touch hearts and to help others find their purpose. One moment changed my life forever… And it has turned out to be the greatest blessing of my life! I feel blessed and grateful to share these life changing principles with you. I have found my purpose, have you?”

Getting to #1 on Google: Growing Your Business Online
Tuesday, March 3, 8:00 AM – 9:30 AM
Presenter: Alain Parcan, Director of Marketing and Member Education, Market Hardware

Objectives:
You don’t have to spend a fortune to represent your company on the Web and ensure your business is found online. This seminar will show you how to ‘do it right’ in order to make 2020 the best year ever! Attendees will learn how the Internet has changed in the past year and how to make sure potential customers find your website when they need it most.

How to Build Chain Link Gates and Fabrication Tables
Tuesday, March 3, 1:15 PM – 2:15 PM
Presenter: Tony Thornton, CFP, CAGOI, CAGSD, Executive Director, American Fence Association

Objectives:
This session will focus on the fence contractor that wants to take control of building their own gates. Proper measurements, cutting, notching and fabrication will be discussed during this session for both residential and commercial fabrication. The necessary tools will be on display and proper use will be discussed to enhance gate fabrication. Along with the “how to techniques”, both residential and commercial fabrication tables will be displayed and discussed as well. This is a can’t-miss seminar on how to take control of your own gate construction and improve your scheduling.

How to Rent a Temporary Fence: Tips and Tricks!
Tuesday, March 3, 11:30 AM – 12:00 PM
Presenter: Yves Spooren, International Account Manager, Heras Mobile Fencing & Security

Objectives:
This session guides temporary fence companies through the typical rental process. Topics covered include the quote process, delivery, installation, disassembly and invoicing. Attendees will also learn how to deal with broken or lost materials, effective planning techniques, inventory and stock issues, and forecasting a season in the land of temp fencing.

How to Retain Your Best Employees
Wednesday, March 4, 10:00 AM – 11:00 AM
Presenter: Jason Hurst, President, Integrous

Objectives:
Learn principles that will help you retain top talent (including Millenials) in your organization from Jason Hurst, founder of Integrous: an 11-year-old, people-first construction company with about 45 employees and very little turnover. Jason shares his successes (and failures) in his journey to build a company where employees are bettered and thrive (and subsequently stay). Contrary to many, Jason holds the belief that what is good for business is good for people and what is good for people is good for business.

Hear this concept get unpacked and bring your questions for discussion!

Job Costing in the Fence Industry
Tuesday, March 3, 4:30 PM – 5:30 PM
Presenter: Mark Olson, CFP, CFC, CAGOI, Managing Member, SWI, LLC

Objectives:
Job costing is a critical component to the operation of a successful construction business. Without the information found through detailed job costing, it is nearly impossible to determine profit centers or develop any job-related compensation plans for sales teams or installation teams. Learn the basics to job costing and how it can help you manage your business better.

Leadership Forum for Young Fence Professionals
Tuesday, March 3, 2020 9:45 AM – 11:15 AM
Presenter: Stephanie Roberts, Owner, Firehouse Fence LLC

Objectives:
This interactive forum consists of a panel of Young Fence Professionals who will have some industry specific ideas for attendees to consider when working with the millennial generation. The session will offer time for attendees to ask questions of the young professionals to find out what makes them thrive, what motivates them, and how they can benefit the businesses with whom they work.

Marketing to Millennials
Wednesday, March 4, 2020 10:00 AM – 11:00 AM
Presenter: Sherri Bastura, Senior Manager, Strategic Partnership, HomeAdvisor

Objectives:
Discover the industry’s 2020 trends of the largest, most diverse generation of consumers: Millennials. Prepare your business for success by learning techniques for your online presence, how to win jobs, and how to communicate with this generation. Learn ways to help you stay at the forefront of the generational changes in the industry that will help keep you one step ahead of your competition.

Requirements in Commercial & Residential Railing
Tuesday, March 3, 2020 1:15 PM – 2:15 PM
Presenter: David Mullins, CEO, Tek-Rail Inc.

Objectives:
This session will help contractors capitalize on the growing need of Commercial Residential Rails while reducing liability and maximizing profit. Learn the requirements of the International Building Code (IBC) and strategies for successfully providing guardrail/handrail.

Social Media Marketing
Tuesday, March 3, 2020 9:45 AM – 11:15 AM
Presenter: Katie Weaver, Training and Development Manager, Ameristar Perimeter Security USA, Inc., an Assa Abloy Group Brand

Objectives:
With so many various platforms from Facebook to Twitter to Instagram and LinkedIn, how does a company build their business effectively on social media? Sometimes it feels like we need to post everything we do on every site available while others take the “less is more” approach and just exist for the sake of searches. Take a dive into the most popular social media platforms and how they can be used in a cost-efficient manner to grow your business and maintain efficiency.

State of the Fence Industry Panel Discussion
Friday, March 6, 2020 8:30 AM – 10:00 AM
Moderator: Tony Thornton, CFP, CAGOI, CAGSD, Executive Director, American Fence Association

Objectives:
Share your concerns with experienced industry panelists and peers at this must-attend seminar. Panelists will respond to contractor-identified problems and challenges you and your colleagues are facing. This is a great opportunity to ask questions and gain insight on the state of the industry.

Three Efficiencies That Will Boost Your Profits
Wednesday, March 4, 2020 8:00 AM – 9:30 AM
Presenter: Tony Thornton, CFP, CAGOI, CAGSD, Executive Director, American Fence Association

Objectives:
Profitability lies within the productivity of labor. Creating and maintaining efficiencies in the field is what makes a profitable fence and gate contractor. During this informative session, attendees will learn how to develop efficient processes that improve profitability in three critical business areas: sales, operations and installations. This seminar is back by popular demand. Many AFA members have taken advantage of the opportunity to learn about efficiencies and applied these concepts to their own businesses, and watched the profits grow.

Troubleshooting Gate Operators
Tuesday, March 3, 2020 9:45 AM – 11:15 AM
Presenter: Bill McCoy, Senior Regional Trainer, Liftmaster
Presenter: Scott Meckes, CFP, CAGOI, CAGSD, Regional Manager, DoorKing, Inc.,
Presenter: Shawn Tomlinson, CAGOI, CAGSD, Vice President, Gates and Controls, Inc.

Objectives:
This session will outline a step-by-step approach to diagnosing and repairing automated gate systems. After attending this session, participants will be able to identify what to check on every service call in order to more accurately reach the correct diagnosis, root cause and plan for correction of an automated gate system, avoiding repeated service visits.

Understanding and Working with Test Meters
Tuesday, March 3, 2020 8:00 AM – 9:30 AM
Presenter: Scott Meckes, CFP, CAGOI, CAGSD, Regional Manager, DoorKing, Inc.,
Presenter: Bill McCoy, Senior Regional Trainer, Liftmaster,
Presenter: Shawn Tomlinson, CAGOI, CAGSD, Vice President, Gates and Controls, Inc.

Objectives:
An interactive presentation on how to use Multi-meters, Ammeters and Meggars when working with automated gate and access systems. Attendees will learn:
– How to measure for voltage drop
– How to test for current draw in gate systems
– How to use meters to check wiring and test loop systems

Using H-2B Visas to Expand Your Labor Pool
Wednesday, March 4, 2020 10:00 AM – 11:00 AM
Presenter: Catherine Mills-Reynolds, Management and Strategic Development, Mills Fence Company

Objectives:
The reality of a labor shortage in our industry is not a new one. Many of us could be doing so much more if only we had the workforce to do the work! Are temporary laborers right for your company? Come and learn about the H2B government, sponsored temporary work program. You will learn about what this program does and discover if it is right for your company. You will also get to hear firsthand experience from a fellow fence company that has used this program for the past several years and had success with it.

Value Selling Your Fencing Products for the Greatest Possible Profits
Tuesday, March 3, 2020 9:45 AM – 11:15 AM
Presenter: Tom Luby, President, Profit Builders International

Objectives:
Learn why a prospective customer would choose your fence company over your competition and how to separate yourself from the crowd.

– Learn how to profile your customer for maximum efficiency of your salespersons’ time
– Learn how to segment your market area to maximize your time and efforts
– What are “”Capture Ratios”” and how do they impact backlog and profitability?
– Learn how to “”Sell Backwards”” to maximize profits and sales volume
– Learn the three critical steps to “”Close”” almost every sale on the spot
– Are you “”Using the Right Sales Tools””?
– Learn how to “”Step Backwards”” and put the customer at ease
– Learn how to get to know your customer as well as your competition for maximum effectiveness
– What is “”Personality Based”” sales and how can it help you in your company?
– Practice some of these tools in a live interactive sales session
– Learn some of the best marketing and advertising techniques to maximize your sales volume

Women in Fencing Roundtable
Wednesday, March 4, 2020 8:00 AM – 9:30 AM
Moderator: Susan Colson, Security Fence, Inc.

Objectives:
The fence and gate industry may remain dominated by men, at least in numbers, but our trade has an abundance of successful women who serve in leadership positions both in the marketplace and in AFA. This panel discussion will be for women who want to learn from those who have been most successful, or who want to share their own stories of success in the industry.

Working with Solar and DC Operators
Tuesday, March 3, 2020 4:30 PM – 5:30 PM
Presenter: Shawn Tomlinson, CAGOI, CAGSD, Vice President, Gates and Controls, Inc.,
Presenter: Bill McCoy, Senior Regional Trainer, Liftmaster
Presenter: Scott Meckes, CFP, CAGOI, CAGSD, Regional Manager, DoorKing, Inc.

Objectives:
This session will cover key elements in how to design and install solar powered gate operators. Learn how to calculate and measure system power draw and how to determine the right size solar panel and quantity of batteries.