Armed with a broad background gleaned during 17 years experience in the fencing industry, Wall founded The Fence Store, Inc. 15 years ago. Beginning with one part-time employee and plenty of drive, Wall says he has built the company up through determination, customer service and attention to detail. He now employs seven salespeople, four administrative staff members, and 15 to 20 installers.

Specializing in commercial and residential fence installation and supply, The Fence Store counts among its commercial clients The Arlington Park Racetrack, The Rock 'n Roll McDonalds in downtown Chicago, Brookfield Zoo, and Ravinia in Highland Park, IL. The company recently installed an 1,800 lb. electronic gate, designed to protect access to food delivery and garbage areas at Great Lakes Naval Training Center in North Chicago.

To get his first customers, Wall, who had sales, production and managerial experience, made cold calls, stopping at construction sites, as well as advertising in newspapers and telephone books. He still visits construction sites in search of new customers, but most of his business now comes from regular accounts and referrals. He has built a solid reputation in the industry and says he has customers with whom he has worked for 30 years.

The Fence Store offers sales, installation and service of electronic gate operators, removable pool safety fences, a variety of different residential and commercial fencing products, including wrought iron, PVC, aluminum and wood. Wall says he and his staff work hard to stay in touch with current trends and customers' needs, which have changed and evolved over the years. When he began the business, chain link and wood fencing was in demand. Today, with new and improved products on the market, there is a wider variety from which to choose.

Aluminum, ornamental iron, and PVC (plastic) are popular. Both commercial and residential customers like wrought iron entrance gates with electric operator systems and wrought iron fencing. Many municipalities and developments now mandate the use of some of the newer products. For instance, The Glen in Glenview requires homeowners to use ornamental aluminum fences. Chicago's new landscape ordinance requires ornamental iron fences around parking lots and in street parkways.

Wall says he is proud that most of his employees have been with the company for a long time. Cathy O'Gorman, who came to work part time 15 years ago, now manages the office. A year after founding the company, Wall hired Larry Williams. As production manager, he handles all aspects of fence installation, often joggling 20 different projects on any given day. Wall says he was impressed with the talents of one of his customers, Terry Findlay, who had her own landscape design and construction company. Ten years ago, he hired her and she now runs the commercial sales department. Al D'Ascenzo joined The Fence Store nine years ago. With 30 years experience in the fence business, he is considered the "residential guru." Many of D'Ascenzo's clients think of him as their personal fence man, and Wall notes that he has a knack for helping customers select the right fence for the right house.

"Good employees who care about quality and service are what help my business succeed," Wall says.

The Fence Store has been involved with ILCA for several years, exhibiting at Mid-Am Trade Show and Summer Field Day. Recently ILCA by-laws modifications changed The Fence Store's membership status from Supplier to Contractor member, and Wall says he intends to become more active.