Fencing
Agricultural Fencing Sector Comes of Age
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GEOFF FORSTER, northern Sales Executive of leading agricultural fencing manufacturer, Tornado, looks at how increasing professionalism now characterizes the agricultural fencing sector – driven by the end-user who wants the best job they can get and by the contractor who wants the best products and the best service from suppliers.
One of the characteristics of the fencing market in the north of England is that the bulk of sales continues to be of mild steel. In fact mild steel has roughly twice the sales of high tensile across the region. This is despite the fact that manufacturers have been talking for a number of years about the relative benefits of high tensile fencing. Farmers see that mild steel is cheaper and understandably believe that they will save money overall if they go down that route. What they should consider however is that the number of posts required is significantly higher when working with mild steel. This is because it is softer and posts require to be spaced every
2m, rather than 3m which is possible with high tensile fencing.
It is therefore possible to see that over the course of a fencing job of several hundred metres, it can actually work out cheaper to use high tensile, because of the saving of roughly a third on the cost of the posts and labour. This is not to mention the fact that high tensile is more durable, does not require annual re-tensioning due to weathering and is not deformed by impact from animals or vehicles. The ongoing maintenance costs are therefore significantly lower as well.
Fencing manufacturers say it is also a misconception that high tensile is harder to work with and that it is not good on undulating ground. If the correct techniques are used, it is actually an easier product to work with, partly because of the requirement for less posts, and also because of its greater elasticity.
Historically it has also been a stocking issue – agricultural merchants will not normally stock both types, but they will stock the one they are asked for most. Suppliers believe the situation is changing gradually, as farmers become more focused on their core businesses and increasing amounts of fencing work is passed to agricultural contractors, who tend to prefer high tensile.
In the absence of industry standards and method statements for the installation of agricultural fencing, it is not always easy for the nonprofessional to benchmark the standard of their work. Although there are more reasons than ever to be looking for value in your materials, this will rarely mean just going out and buying the cheapest roll of fence you can find. Nowadays a wealth of best practice, with hints and tips, can be found online in fencing forums and on social media.
So when customers are looking for a fencing supplier, what are the key criteria they are looking for? The manufacturers which do well in this market are those which go the extra mile to provide a service to their customers, to understand their customers’ requirements and work to improve engagement with them.
Poor service causes real problems on-site – suppliers need to keep the promises that they make. If a contractor for instance receives the wrong posts in a delivery, and there are ongoing delays in obtaining the right product, the contractor can end up losing several days of work. The contactor needs to be able to rely on deliveries arriving accurately when they are promised.
It is also a key benefit to be able to deal with a supplier, and staff at that supplier, who are themselves experts, who understand the industry and contractors’ needs. Contractors point out that this gives them real confidence when making a purchase decision, that they are not just talking to somebody who will take an order, but to somebody who understands that it is their role to help the contractor achieve a good job for their customer. Not all contractors are experts in the latest new products, so it can be a benefit to talk to somebody who will advise on the best, most cost-effective product to help them progress the job.
30 Jun / Jul 2016 www. farmers-mart. co. uk