Building a Business on Relationships - With Garry Wakefield

think what you say there is really important as well, because I've been on construction sites as well.

And let's take the obvious.

Let's pick a piece of Harris fencing.

And you've been on some construction sites where that Harris fencing has probably been there for about six months, and it is battered, it is bruised, it is bent, it is broken in places, yet it's still going out on site.

And I do agree.

I'll talk about Gary's product for now because I know it's something that I've used before.

and you are getting a product that looks as though it's coming to your show for the first two or three occasions of its lifestyle you know it's lifetime you know you get one piece of product up you get the next piece they mirror each other you know you're not getting something that's bent and broken and all over the place and i think that is is important to what you say there you the pride that you have within the product that you're delivering It doesn't matter whether you're delivering a hundred of them.

You know, you're still doing, and I think that's something that we can have a bit of pride on in our industry, that we do quality check the product that we're actually sending outside.

Because it's often the first thing people see as well, isn't it? As you're approaching a site or you're queuing to get into site, you know, Harris fencing could often be the first thing that you see.

It's like, oh, so yeah, you want the quality to be, yeah, amazing.

I had a quick question, Gary, as well for you.

For our listeners that might not know, anything to do with barriers and crowd control.

Can you just tell us the difference between Harris fencing, crowd control barriers, just so they understand kind of what we're talking about?

You're opening a big can of worms there because unfortunately, like a lot of things in our industry, A product will probably have about six or seven terminology, different names of what they call it.

But we've had the occasion where we've had people say, oh, yeah, we want some fences.

And then you have to delve in a little bit deeper and you ask the question.

You say, what is the product going to be used for? How long do you want it for? Do you want us to install it and all the rest of it? The fence typically is a two meter by three and a half meter mesh fence, which is used for keeping some form of light security.

Above that, there are other products, which are hoarding panels, which you'll see around the sites of things like Glastonbury and things like that.

Barrier-wise, again, there are numerous types of barriers.

You've got demarcation barriers, which people call bike barrier, GT barrier, and it's all the same thing.

But then you go above that and you've got heavy duty barriers.

You've got a product called Concord Barrier, which you'll see.

Concord Barrier is a sloping barrier, which you'll see typically on where most people will see it is on the end of a sporting event.

Let's say something like the Tour de France.

When they come through the finish line, you see a barrier with all the advertising.