Decks sell all year in many areas

4\UTDOOR DECKS should be lUan important plank in your lumber merchandising camPaign. They can provide a retailer with a continuing market for both treated and untreated wood as well as the naturally durable species.

No longer is deck building limited to spring and summer. In manY areas, fall and early winter months can be used for construction so that the deck is ready for use whenever the weather allows.

To many homeowners, a deck is a means of gaining the living space that homes are losing as new houses become smaller and "more affordable" and older residences fail to expand to meet the needs of a growing familY. Outdoor decks are predicted to continue to be one of the big growth items in lumber retailing.

Retailers who sell a high percentage of "deck packages" may feel they are taking the easy way out, but in reality they are passing up opportunities to make more profits by meeting individual needs of customers with custom decks.

There are no pat l-2-3 rules for increasing deck sales and Profits, but the following thoughts have been helpful to many retailers.

(l) decks and bring them into your Yard, but is an 8 x l0 or D x 12 deck what the customer should have? Tlue, many city lots are small and a package deck may provide the best answer. But, how about those homeowners who may be able to use something more?

CUST0il decks oller a rslailor an opporlunity to sell more wood and rslated mat8rials, Encourago cuslomers to discuss lheir special needs-so that you can suggest ways to salisty lhem.

If someone has a growing familY or does a lot of summertime entertaining, a larger deck might be in order. Perhaps, the customer can use a deck built on several levels or specially shaped to fit a certain location.

Discussing the customer's living requirements should help bring out what he or she actually needs and lead to suggested ways to handle them.

Adding a new deck can result in interior remodeling as well. For example, the homeowner may need a new door, or double doors, leading to the deck. The room arrangement might change. What previously served as a bedroom might now become the dining room or TV room to take full advantage of the deck-room combination.

(2) Does your customer need helP?

A do-it-yourselfer may be able to install a simple deck, but what if the project becomes more complex? Does the customer know how to add stePs to the deck? How about railings, benches, planters?

If you suspect the customer might be "in over his head," whY not suggest a reliable builder who can construct the entire deck, or at least help get it started so the customer can finish it? Nothing is more visible than an outdoor structure, and you certainly want the homeowner to take pride in the new addition.

(3) Can you help with financing?

Paying cash for a small package deck shouldn't be much of a Problem for most homeowners, but what about those who need a bigger deck or other home improvements and would be willing to spend more f financing could be arranged? Most customers appreciate suggestions on how they can get what theY want bY spreading out their monthly PaYments.

(4) Remember the related sales. Make sure your customer has everything he needs to complete the deck-building project: hardware, nails, sealer, stain or paint. Selling the related items increases your profit on each sale.

Outdoor decks should continue to be one of the big growth items in lumber retailing. But, retailers should resist the temptation to make "the quick sale." A sincere interest in what each customer wants to accomPlish will pay off for both the buYer and seller.

Sfory at a Glance

Deck market expands in size and season...custom decks ofler more profits...tlPs for in' creaslng sales.