How to build loyalty and make money selling redwood

Story at a Glance

Ways to capture a redwood deck builder's business commitmenttoserule #1 .. . hand picking expected niche marketing suggestions rules of the game.

and Duckback stains and Simpson Strong-tie hangers were mentioned as preferred products.

In addition to finishes and fasteners, a deck builder's shopping list includes pressure treated wood for ground contact and concrete for footings. While at least one builder picks up or orders ready mix, most buy it by the sack from a dealer. Availability of tools at the redwood source is not a consideration, builders report.

A dealer who cultivates deck builder customers will find that he soon has more than one. Several builders in the same area named one supplier as their favorite, praising both the quality and service available.

Yellow page advertisements, newspapers, and home and garden magazine ads can be a source of names for niche marketing. Home and garden shows with deck builder exhibits are another contact possibility. Telemarketing or direct mail can attract their attention. An open house offers an opportunity to show off a store or yard and emphasize quality, service and price.

However, don't do any of these things untilyou are committed to top quality materials, hand picking, reliable delivery if needed, a cooperative return policy, credit and billing terms.

There's money to be made in redwood, but it has to be the old fashioned way with service and a smile.