Redwood sales never stop

EiEDWOOD dealers must reJl member that sales opportunities don't stop when the customer Pulls away with a load of redwood deck lumber.

By providing helpful service and valuable information, merchants can turn one time buyers into steady, repeat customers. With over a million decks being built each year, there are many extended sales opportunities.

First there is the profitable restoration and resurfacing of previously built decks. When a homeowner is

S,tory at a Glane

Ways to keep redwood customers coming back . solutions to common deck maintenance problems . . kits and plans used for upgrading decks.

dissatisfied with the performance of a deck, he will often want to upgrade to a superior species. Redwood can frequently be sold as the upgrade.

Other outdoor living upgrade options offering sales opportunity include the addition of shade structures, benches, planters, built-in cabinets and other amenities. Lumber merchants can help customers and increase sales by offering kits or plans for these projects.

Maintenance of the finish coating demands regular attention and provides an opportunity for repeat sales. Counter people need to keeP uP to date on the techniques for applying and removing coatings, cleaning wood surfaces and restoring redwood's natural color.

In addition to being familiar with the products sold in the store for these jobs, they should know the basics of deck maintenance and stain removal. Here are some of the com- mon problems cuslomers have with suggested solutions:

Dirt and dust have built up to the point where rinsing with a garden hose will not remove them.

Scrubbing with a mild detergent will remove dirt and stubborn grime.

Mildew in areas of shade and moisture, appearing as dark spots or gray fan shaped spots.

Mild cases of mildew can be cleaned with a mild cleanser or detergent. Surfaces should be rinsed with bleach to kill the remaining spores, More serious cases of mildew may require scrubbing with a stiff bristle brush, using a solution of one cup oftrisodium phosphate, one cup of household bleach and one gallon of warm water. Surfaces should be rinsed thoroughly. (lt is important to tell customers never to mix bleach with detergents containing ammonia - poisonous fumes will develop). Once mildew stains are removed, a finish that contains a mildewcide should be applied.

Common and unsightly nail stains resulting from using ferrous metal nails or nails that were not properly galvanized.

The cleaning process is similar to the removal of mildew stains. To help prevent recurrence of the stains, suggest that customers countersink the nails and swab the nail holes with a water repellent. After this is dry, nail holes should be filled with a non-oily wood filler.

When moisture migrates to the wood surface and evaporates, extractive residue is left on the surface.

Fresh extractive stains can be removed by washing with detergent and water. More stubborn stains can be removed by using one cup of trisodium phosphate and one cup of household bleach mixed with a gallon of warm water.

Although there are many products specifically designed for cleaning decks and restoring the color of redwood, one method uses generic chemicals which you probably have in the paint department. After the wood is scrubbed with a bristle brush and a solution of one cup trisodium phosphate per gallon of warm water, it is rinsed with clear water. This can be repeated. The final application is a solution of four ounces of oxalic acid crystals dissolved in one gallon of warm water. After the wood dries, it is rinsed with clear water. More than one application may be necessary.