Advertise on podcast: The Thornton Edge

In this episode, Tony Thornton emphasizes the critical importance of understanding and calculating the breakeven point for contractors in the fence industry. He explains that many contractors are unaware of how much business they need to do before making a profit, leading to poor financial decisions. By breaking down the components of costs, overhead, and gross profit margin, Tony provides a clear framework for determining the breakeven point and stresses the need for ongoing monitoring to ensure financial health and informed decision-making. Send us Fan Mail

In this episode, Tony Thornton discusses the critical concept of Cost of Goods Sold (COGS) in the fence industry. He emphasizes the importance of understanding job costs to manage profitability effectively. The conversation covers the direct costs associated with building a fence, the common mistakes contractors make in estimating these costs, and practical steps to improve job costing and overall business performance. Thornton highlights that successful companies continuously measure and improve their processes to ensure financial strength. Send us Fan Mail

Summary In this episode, Tony Thornton discusses the importance of understanding and calculating overhead percentages for contractors in the fence industry. He emphasizes that knowing your overhead is crucial for pricing jobs accurately and ensuring profitability. The conversation covers common mistakes contractors make regarding overhead, the formula for calculating it, and the significance of monitoring it regularly. Thornton provides actionable steps for contractors to determine their overhead expenses and use this knowledge as a management tool to improve their business operations. Takeaways Many contractors don't know their overhead percentage. Using someone else's numbers can lead to mistakes. Overhead percentages change as businesses grow. Calculating overhead isn't complicated. Overhead is the cost of staying in business. Recovering overhead should be built into every estimate. Monitor your overhead percentage regularly. Your overhead percentage is a management tool. Investments can lead to higher overhead but improve profitability. Understanding costs leads to better pricing strategies. Send us Fan Mail

In this episode, Tony Thornton discusses the critical concept of overhead in the fencing industry, emphasizing its importance for business profitability. He explains the difference between overhead and job costs, outlines the necessary steps for contractors to understand and manage their overhead effectively, and stresses the significance of knowing one's numbers to ensure financial health and sustainable growth. Send us Fan Mail

In this episode, Tony Thornton emphasizes the critical importance of equipment maintenance in the fence industry. He discusses how neglecting maintenance can lead to costly repairs, lost productivity, and customer dissatisfaction. Thornton outlines preventive maintenance strategies, the need for daily inspections, and the importance of training employees to respect equipment. He concludes by highlighting that well-maintained equipment not only enhances safety and efficiency but also reflects professionalism and can significantly impact a company's profitability. Send us Fan Mail

In this episode, Tony Thornton discusses the critical summer workload for fence contractors, emphasizing the importance of preparation and strategic management to ensure success during the busiest season of the year. He outlines key strategies for managing customer expectations, protecting employees, staying organized, and maintaining profitability. The conversation highlights that success is not just about being busy but about working efficiently and effectively to meet demands while ensuring quality and employee well-being. Send us Fan Mail

Profit Is Not Enough: Why Cash Flow Can Sink a Busy Contracting Business A profitable fence company can still miss payroll, fall behind on bills, and even close its doors. Tony Thornton breaks down the cash flow mistake that traps too many contractors: confusing sales with money in the bank. Drawing on more than 50 years in the fence industry, Tony explains why growth can create financial stress when customer payments arrive after labor, materials, fuel, insurance, and overhead are due. In this episode, you’ll learn:   Why cash flow is different from profit  The four numbers every contractor should know: available cash, monthly operating needs, receivables, and payables  How residential deposits can help protect your business  Why invoicing within 24 hours can speed up payment  How to manage accounts receivable consistently  Why a cash reserve matters when weather, delays, or equipment failures hit  Tony also warns against spending money before it’s collected. Buying vehicles or equipment, hiring, or expanding based on expected income can quickly become risky if projects are delayed or customers pay late. Ask yourself: could your business survive 30 days without new sales? This episode offers practical guidance for contractors who want to build a business that is not just busy, but financially resilient. Send us Fan Mail

Managing Growth: Turning Success into Strength How to navigate the challenges of rapid growth in your business. In this episode of the Thornton Edge, Tony Thornton dives into a critical issue that many fence contractors face: managing growth without losing your foundation. Growth can be exhilarating, but without the right systems in place, it can also lead to chaos. The Dangers of Rapid Growth Tony emphasizes that while more sales and more customers may seem like a dream come true, they can quickly become overwhelming if you're not prepared. "Growth doesn't solve problems; it only magnifies them." As companies expand, they often forget to assess their capacity, leading to stressed employees and dissatisfied customers. Key Steps for Sustainable Growth To ensure your business grows in a way that strengthens it, Tony outlines four essential steps: 1. Know Your Capacity: Understand how many jobs your crews can complete and how many estimates your sales team can produce. This clarity prevents overcommitment. 2. Build Systems: Establish standard operating procedures for every aspect of your business. Documenting processes protects your business from relying solely on the owner's memory. 3. Invest in Leadership: As your company grows, you can't make every decision alone. Develop your team's leadership skills and delegate responsibilities. 4. Protect Your Cash Flow: Prepare for growth by ensuring you have the financial resources needed for materials, payroll, and equipment. Cultivating Company Culture Tony also highlights the importance of maintaining company culture during growth. "Your culture should grow as fast as your revenue." As teams expand, it’s vital to keep communication open, recognize achievements, and nurture relationships to avoid losing the personal touch that made your company successful in the first place. Reflecting on Growth Tony leaves listeners with a challenge: evaluate your company’s production capabilities, systems, leadership development, and financial readiness for growth. Remember, growth without preparation can become a significant risk. Focus on building a profitable, organized business that is respected in the community. In closing, Tony reminds us that the goal isn't simply to build a bigger company; it's about building a better one. As he says, "Plan wisely. Lead confidently. Grow profitably."   For more insights, check out the full episode, and consider visiting [Fence Consulting Group](https://FenceConsultingGroup.com) for a free consultation scorecard. Send us Fan Mail

Episode 3: Customer Expectations Building a great fence is only part of building a great fence company. In Episode 3 of The Thornton Edge, Tony Thornton tackles one of the biggest factors that can make—or break—your reputation: customer expectations. Today’s customers expect more than quality workmanship. They expect clear communication, quick responses, reliability, professionalism, accurate timelines, and confidence that they know what’s happening every step of the way. Tony walks through the entire customer journey, from the first phone call and estimate to signing the contract, scheduling installation, completing the job, and earning that five-star review. You’ll learn why avoiding surprises, communicating delays, setting realistic expectations, and paying attention to the small details can turn an ordinary transaction into a customer for life. Tony also challenges fence contractors to step outside their own business and experience it through the customer’s eyes—because in today’s world, customers aren’t just comparing you to other fence companies. They’re comparing your service to every great customer experience they’ve had. Customers may forget your price, but they won’t forget how you made them feel. Exceed expectations. Earn trust. Build a great fence—but more importantly, build a great fence business. Send us Fan Mail

In this episode of The Thornton Edge, Tony Thornton tackles one of the biggest challenges facing growing fence companies: Hiring the right people. Finding someone to fill a position is easy—finding someone who fits your culture, shares your standards, and can help move your company forward is where the real work begins. Tony breaks down what business owners should look for when building their team, why the wrong hire can cost far more than a paycheck, and how intentional hiring can create stronger crews, better leadership, greater accountability, and a healthier company culture. If you’re ready to stop simply filling seats and start building a team that can grow with your business, this episode is for you. Hire smarter. Build stronger. Lead better. Send us Fan Mail

Episode 1: Pricing for Profit In this premiere episode of The Thornton Edge, Tony Thornton tackles one of the biggest challenges facing fence contractors: pricing for profit instead of racing to the bottom. Tony breaks down why being busy doesn’t always mean being profitable and challenges contractors to understand the true costs behind every job—including labor, overhead, equipment, marketing, insurance, and the expenses that are easy to overlook. He also discusses why constantly lowering your price to compete can hurt your company and why knowing your numbers allows you to make confident, strategic pricing decisions. The Thornton Edge is about real-world fence industry experience, practical business advice, and helping contractors build stronger, more profitable companies. If you’re ready to stop competing on price and start building a business based on value, Pricing for Profit is an episode you won’t want to miss. Send us Fan Mail

Episode 1: Pricing for Profit In the premiere episode of The Thornton Edge, Tony Thornton tackles one of the biggest challenges facing fence contractors: pricing for profit instead of racing to the bottom. Tony breaks down why being busy doesn’t always mean being profitable and challenges contractors to understand the true costs behind every job—including labor, overhead, equipment, marketing, insurance, and the expenses that are easy to overlook. He also discusses why constantly lowering your price to compete can hurt your company and why knowing your numbers allows you to make confident, strategic pricing decisions. The Thornton Edge is about real-world fence industry experience, practical business advice, and helping contractors build stronger, more profitable companies. If you’re ready to stop competing on price and start building a business based on value, Pricing for Profit is an episode you won’t want to miss. Send us Fan Mail