Top of the Chain with Clint Iams

CEO OF LOG CABIN FENCE EXECUTIVE DIRECTOR OF NORTH AMERICAN FENCE CONTRACTORS ASSOCIATION (NAFCA)

Growing up in his parent’s fence company, Log Cabin Fence in Amity, Pennsylvania, provided Clint Iams a solid foundation of hard work, business, and giving back. Today, he is CEO of the family business, part-time professor at Robert Morris University’s Rockwell School of Business, and executive director of North American Fence Contractors Association (NAFCA). He shares how these opportunities came about and advice that has shaped his career.

IN YOUR CHILDHOOD, WHAT KIND OF PROJECTS WERE YOU INVOLVED IN WITH YOUR PARENT'S COMPANY, LOG CABIN FENCE?

It was not unusual for my sister and I to tag along the job sites, as my mom would run materials to the jobs, or my dad would often complete an estimate for a job on our way to dinner or another errand. It was just a normal part of life, and something for which I am grateful. I remembering enjoying running around the job site looking for things my dad could crush with our post driver. It could take a pop can and make it paper thin. As a kid, that is difficult to beat.

AFTER COLLEGE, YOU WORKED AS AN AUDITOR, NOT IN THE FENCE INDUSTRY. WAS THAT A STRATEGIC MOVE TO SPREAD YOUR WINGS?

Yes, it was a conscientious decision on my part. Growing up around Log Cabin Fence, I always knew I wanted to come back to be a part of the family business. However, I wanted to bring more to the table than only my experience working with our crews in summers and evenings throughout high school and college.

I felt an accounting degree, coupled with experience as an auditor, would allow me to bring significantly more value to Log Cabin Fence. As an auditor, I was able to see the inner workings of many businesses both privately held as well as publicly traded entities.

WHAT LED TO YOUR DECISION TO JOIN LOG CABIN FENCE?

Working as an auditor at KPMG, a worldwide company specializing in audit, tax, and advisory services, was a great, fulfilling experience that required extremely long hours. I joke that I have seven years of audit experience in my four-year tenure as an auditor given how many hours were required for the position. Additionally, significant traveling was becoming more of a requirement.

Around the same time, my parents were expanding Log Cabin Fence’s business lines and building a new five-acre, multi-building facility close to interstate 79. This shift in the business required more hands and help. The timing was perfect for me to come back to the family business.

WHAT IS YOUR INVOLVEMENT IN LOG CABIN FENCE?

I entered the company as a sort of business manager. We have several business lines, but keep titles and hierarchy to a minimum. Cross-training allows excellent customer service by anyone who answers the phone and responds to the customers’ inquiries. Soon after rejoining Log Cabin Fence, I shifted into oversight of sales and management of our two largest divisions: fence and structures.

At the beginning of the year, I became the sole owner of Log Cabin Fence and assumed the new title of CEO. We have had a smooth transition; we are in a comfortable spot of not needing to hang an “under new management” sign. We’ve been part of the Southwest Pennsylvania community since 1981; our name speaks for itself. That is a tradition we continue to take pride in as we look towards the next forty plus years.

WHAT LED TO YOUR BECOMING THE EXECUTIVE DIRECTOR OF NAFCA?

Log Cabin Fence was a founding member of NAFCA, and my dad Bill was a past president. In 2016, the previous director stepped down. Much of the communication, social media management, and invoicing required by NAFCA was within my wheelhouse as I was currently overseeing similar functions at Log Cabin Fence. Further, being a second-generation fencer, I had many of the connections to help benefit NAFCA.

WHAT LED TO THE FORMATION OF FENCE TRAINING SCHOOL?

NAFCA’s Fence Training School (FTS) was formed 10 years ago to address the lack of hands-on installations in a real-world setting. NAFCA’s focus has always been on the fence contractor. FTS was able to be offered at an affordable rate for most fence companies. Many lifelong fence industry friends came together to form NAFCA’s FTS.

WHAT ARE A FEW HIGHLIGHTS FROM FENCE TRAINING SCHOOL OVER THE YEARS?

For the past 10 years, NAFCA’s FTS was held in Sebring, Florida, at the municipal golf course. Each year, there have been approximately $25,000 worth of material donated and installed by the classes, benefitting the City of Sebring to the amount of $250,000 over the 10 years.

Mart Prost, NAFCA board member and FTS chair, has a vacation home in Sebring. The municipal golf course is a perfect place for multiple fence types/disciplines to be taught using real-world installation methods. Each project is a permanent installation; there are no half measures taken.

NAFCA runs the school at a cost to keep the registration fee as low as possible. The instructors volunteer their time and services for the betterment of the fence industry. It is worth noting the instructors have a collective cumulative experience in the fence industry of 450+ years and 220+ years of teaching experience.

HOW LONG HAVE YOU BEEN A PART-TIME FACULTY MEMBER AT ROBERT MORRIS UNIVERSITY’S ROCKWELL SCHOOL OF BUSINESS, AND WHAT DO YOU ENJOY ABOUT IT?

I graduated from RMU’s Rockwell School of Business with a Master of Business Administration and Master of Taxation in May 2023. I have made it a point to attend the MBA program alumni events. They are thoroughly enjoyable evenings of networking. I chose RMU for my master’s degrees as I wanted a quality university in the Pittsburgh region to utilize for future networking connections.

At one of the MBA alumni events, I had a moment to speak with the school’s dean and found out they were looking for a part-time professor in the marketing department. Given my experience in marketing with Log Cabin Fence, I joined RMU’s part-time faculty staff in the fall of 2023. This was a wonderful experience and fulfilled a goal I had set long ago to teach.

I enjoy teaching at RMU because it is a fulfilling way to stay current and relevant with today’s everchanging business environment. While I may own a fence company, and work with the NAFCA, it is important to watch the larger markets and trends to bring the best to our customers.

HOW CAN FENCE COMPANIES IMPROVE THEIR MARKETING TECHNIQUES?

Simply pay attention. Around every fence company, there are a plethora of examples of how to market their business. Pay attention to social media and other fence company websites. See what is working for them and apply it to your business with your own flare.

We are in a time where consumers appreciate realness because most of the world is not very real. Authentic and raw videos or images can sell your business well. Use that to your advantage but remember professionalism is paramount. Be sure to not contradict yourself in your various means of communication with customers both current and potential.

Finally, if you are a growing company and able to afford it, bring on a quality company to help with your branding, website, etc. It is better for me to focus on running Log Cabin Fence and NAFCA as opposed to (trying) to become an SEO expert.

WHAT ARE A FEW OF YOUR FAVORITE PLACES YOU’VE TRAVELED?

I have had the fortune of being able to travel to large portions of the US, Caribbean, and Europe. Iceland holds a special place in my heart. It is full of geographical anomalies and is also where I asked my wife to marry me.

WHAT CAREER ADVICE HAS MOTIVATED YOU?

First, be comfortable in the uncomfortable. Joe Everest used this line at the NAFCA Business Ops training in October of 2023. It is solid advice that can be applied to many aspects of business. We are in an age of video and social media marketing. It is not comfortable putting yourself out there in those mediums; however, great success can be found in gaining comfort in that discomfort.

Further, we are in a time where anyone running a trade-based business is faced with tremendous opportunity. Frankly, there are not enough people out there solving the real-world needs of construction, fence building, etc. Routinely, I am faced with quote requests for a unique, one-off project. These can be very uncomfortable but can lead to whole business lines.

My current largest fence customer is the Pittsburgh Botanic Garden. This is a result of solving their problem of deer causing destruction to their plants, but in aesthetically pleasing ways. Being willing to build fence in “uncomfortable” ways, different from our normal operations, opened a door to them becoming our largest fence customer.

Secondly, I spent nearly two decades working alongside my parents. While there are so many bits of advice gained over the years, it can really be boiled down to this: let your yes be yes and no be no. Essentially, it is simple. Be honest and straightforward in all dealings. Offer everyone a fair price and do what you say you are going to do. Make your community a better place and everyone around you will thrive. In turn, you and your business will, as well. This is a huge part of why we have our Log Cabin Cares initiatives. This spring, we are putting on a Clay Pigeon Benefit to support one of our local community missions.

WHAT IS LOG CABIN CARES?

We are big proponents of improving the community around us. Giving back benefits our neighbors, which in turn, benefits us.

We established Log Cabin Cares at the beginning of 2024 to enhance our community. However, Log Cabin Fence’s involvement in our community has been a mainstay throughout our 43-year history. Over the years, we’ve sponsored or hosted several charity events, including clay pigeon shoots, Relay for Life teams, volunteer fire department fundraisers, etc. We’ve had a lot of involvement in our local county, fair and various regional festivals. By actively participating in these programs, we are dedicated to creating a more vibrant and supportive environment for everyone in Washington County, Southwestern Pennsylvania, and beyond.

Clint and sister Charity (Iams) Richards, who also works in the business today.

One of Log Cabin Fence’s larger divisions is the installation of hoop structures. At this project the team was deconstructing an older structure and replacing it with a new framework and high-density polyethylene cover with a 25 – 30-year life expectancy.

Taken in 2019: Pictured left is Bill Iams, one of the founders of Log Cabin Fence and recently retired. Center back is Todd Richards, equipment director at Log Cabin Fence, right is Clint Iams, CEO of Log Cabin Fence, and center is Jaxon Richards, son of Todd.