TIy a new tact to sell more deck accessories

A CCORDING to a recent survey, approximately 2lVo lllof U.S. households have decks with 78% of them constructed of long-life pressure reated lumber.

Does this mean that retailers sbottld cross these home' owners off as possible customers for decks or pressure treated products? Definitely not! Many of the basic 8'x8' squar€s built to satisfy a developer's promise of a deck are ripe for updating.

"Ther€'s lots of sales potential for sophisticated dealers who realize decks are u ideal spring or summer home improvement project," explains Osmose spoke swoman Suzanne Pacitti.

"Using their deck design proSrams, retailers can show homeowners how to install accessories such as railings, balusters or spindles to update an existing 'plain vanilla'

Turned epirdle deck, turning it into a stunning outdoc area"

Many homeowners are unaware that deck accessories ranging from contemporary to colonial are available at home centers and think they have no choice but to live with the "postage stamp that came with their home," she points out. However, a salesperson using a deck design package can easily show them how to expand and enhance their basic design or enclose it with a railing to make it safer for young children.

If the deck size is satisfactory, the addition of decorative ball tops and spindles on a railing echoing the style of the home or an arbor to offer more shade may be all that is necessary. Smallish decks can be enlarged by extending Oe foundation and flooring, then adding a railing or arbor.

In many instances, the addition may be put on a different level, with a decorative handrail. Wbatever the choice, ready-to-install components are usually available and easy for a d-i-yer to add.

Built-in benches, tables, planter boxes, storage chests and sandboxes are other options, but updating and improving is not limited to the deck. There are related projects that enhance the deck and increase the livability of the outdoor area. Other possibilities are gazebos, trellises, often with seating areas, tree houses, cooking centers, children's play equipment, wind screens and privacy fences.

Low voltage lighting systems, insect screening for decks, porches or gazebos, outdoor fumiture, barbecues, pots, containers, plants, gardening equipment and products are add-on sales to a deck improvement project. Letting homeowners and customers know that remodeling ! do".n't stop at the back door is n important, Pacitti points out.

I Sne suggests that retailers

E advertise "deck remodeling," ! naue deck updating clinics, set

E up a summer living section t with a "before and after" deck and cross merchandise both deck remodeling and outdoor living products.

Story at a Glance

Ways to sell deck accessories for remodeling and updating existing decks suggestions for using deck design equipment to show homeowners what can be done and to create plans ideas for promotions.

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