 TARTER FARM AND RANCH 3-PT WIRE FENCE STRETCHER/UNROLLER


• One person can handle wire and fencing work of an entire crew


• While holding heavy spools of wire fencing it unrolls as it stretches to desired tightness, then holds it in place for nailing


• Has the ability to handle field fence rolls up to 65 in. tall, will stretch fence without kinking or tangling, and features durable, corrosion-resistant powder coat finish


 Indicate No.201 on inquiry card or visit www.farm-equipment.com/rs


Implements. And in 2005, they moved everything under one roof and one company name to better serve custom- ers, while also adding fencing to their product lineup.


Visit RuralLifestyleDealer.com/RS and indicate No. 125


Jennifer Shadburn, department manager with Scruggs, has been assist- ing rural lifestylers with their fence purchases for more than 8 years. “From day one, we have seen sub- stantial growth. Our fencing prod- uct line has more than doubled in 8 years, and we’re seeing it grow every year,” says Shadburn. “The downshift in the economy has actually meant an increase in busi- ness for us. When the price of food shot up, people with a few acres started buying cattle and swine for meat, and even people who live in the middle of the city started buying 4 or 5 chickens for eggs. People need a way to contain these animals.” The econo- my hasn’t been the only reason


42 RURAL LIFESTYLE DEALER  SUMMER 2013


 PREFORMED LINE PRODUCTS RANCHMATE FENCING


• Wire fence construction and repair products using technology originally developed for utility industry


• Splices and dead ends made from Class 3 or higher galvanized steel that won’t crack or rust


• Easy mending or construction of fencing — no tools required


 Indicate No.202 on inquiry card or visit www.farm-equipment.com/rs


Scruggs has seen fencing sales soar in its area. “Most rural lifestylers who come in don’t necessarily know as much as they’d like about fencing. They’re not sure where to start. I help them figure out their needs. I’m personable and spend lots of time with the customer. I’ve had many customers come here because the big box store didn’t know enough about the product,” she says. With knowledgeable, helpful sales-


people on the floor like Shadburn, Scruggs has been able to compete in an area where the big box stores some- times can’t: service.


She also says Scruggs’ customers are buying mostly practical items, like barbed wire and field fence. Scruggs carries Oklahoma and Red Brand barbed wire and field fencing, and Gallagher, Fi-Shock and Patriot elec- tric fencing and supplies, in addition to the line of Tarter gates.


“Most of the people around here are doing 5 or 10 acres. In this economy, they’re looking for the cheapest, easi- est and best way to contain their live- stock. It really varies from customer to customer, though, based on what type of area they’re in and what kind of live- stock they have.”


Don’t Let Price


Competition Deter You Shadburn knows service and quality products come first, but she battles a “price-match” mindset from customers from time to time. But she doesn’t let this deter her.


“People want to price match, and we do what we can, but some are just out of reach. And it’s important to edu- cate customers that they may not be comparing apples to apples. Often, the other product is inferior, so, of course, the price will be less.”


For example, if a competitor lists


its T-posts at $3.99, and Scruggs is $4.99, customers may be confused. But once she explains that Scruggs offers a heavier stock and higher quality, most customers are accepting. “Don’t let price competition deter you,” Shadburn says. “When you keep your customers happy, they come back


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