Deck Specialist Jan./Feb. 2026

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SPECIALIST Ideas & Strategies for Outdoor Living Professionals

Ultimate Lighting Issue January/February 2026 | Deck Specialist |

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Jan./Feb. 2026 • Volume 10 • Number 1

July/August 2025 | Deck Specialist | September/October

45 33

DECK

SPECIALIST

Ideas & Strategies for Outdoor Living Professionals

SPECIAL SECTION

ULTIMATE LIGHTING ISSUE

Trends 2026 12 Lighting Intentionality, layered lighting, and personalization will be on the top of consumers’ wish lists this year

12

for Strength 16 Wired How pre-planning framing improves lighting installations

and Precision 18 Power Christopher Suggs shares the power tools that make lighting installation easier

FEATURE

22 Decking showrooms have become foundations Decking Showrooms for company growth

COMPANY PROFILE Building Services plans a seamless 26 Professional family succession

PROJECT PROFILES

Construction & Design builds through 28 Homerun a harsh Colorado winter Ashly Bown shares her rural 30 Homeowner Nebraska decking project

PROFESSIONAL INSIGHT Del Vecchio breaks down the 32 Jessica permitting process

16 6 | Deck Specialist | January/February 2026

ON THE COVER: Step lights guide movement across contrasting board zones, uplighting around stone planters to create focal points, and are layered in subtle glows to add warmth without overpowering the space. Photo by Premier Outdoor Living.

ALSO INSIDE

8 Editor’s Note 10 Industry News 34 Parks & Deck Creation with Bobby Parks 38 Set the Standard with Brendan Casey 40 Tool Reviews with Andy Henley and Mike Mitchell

42 Market Yourself with April Edwards 44 New Products 48 Date Planner 49 Ad Index 50 Hover Design Report 2025

26

EDITOR’S NOTE • Sara Graves

Smokey

M

y son called me a few months ago from our local 7-Eleven. “Mom, I found something.”

Instantly recognizing the tone, the one signaling an unusual request, I replied with my most suspicious mom voice: “What did you find?”

“Mom, there’s a gray kitten who is tiny, and he’s been running away from everyone, and he’s hungry and small, and I’m afraid he’ll get hit by a car at the gas station, and he needs a home, and—” “No,” I said, cutting him off midsentence. “We have too many cats already.”

“But, Mom…” He went on to explain that the employees and customers had tried to catch the kitten for days, but the kitten would run away as soon as they tried to approach him. But the moment my son arrived, this tiny gray ball of fur eyed him. My son squatted down. The kitten promptly jumped into his lap and began purring. As if the kitten took one look and thought, Yep. He’ll do nicely.

After much begging, I reluctantly agreed to my son’s request, with the stern caveat: “You can bring him home, but you’ll have to find him a new home.”

That night, the two-month-old tiny dark gray ball came into our lives wrapped in a dark gray blanket. Against the blanket, the only thing you could see was his glowing amber eyes.

We fed him, warmed him up, and I got to work looking for a new home. But the problem became obvious: the kitten had already chosen his home. Before I could line up another adopter, he had etched himself into my son’s heart, and the rest of the family...everyone except me. I was quite

This unwelcomed change reminded me of how often our industry has been shaped by unplanned arrivals. content with our existing trio of male cats: two adult cats we rehomed shortly before Covid, and a two-month-old kitten that adopted us at 3 a.m. in the middle of Covid.

This unwelcomed change reminded me of how often our industry has been shaped by unplanned arrivals. Many builders have experienced a “Smokey moment,” in which they claimed to not need or want the latest new product, method, or trend. Then, against their better judgement, it was brought to the jobsite, only to find it disrupted their routine, rearranged their expectations, and, much to their chagrin, improved their business.

Those builders might not have wanted to admit the change was a good thing. Instead, they surely grumbled about the learning curve, the extra steps, or the new tools required, right up until that once-unwanted idea made their work cleaner, faster, or more profitable. What began as an interruption became the very thing that elevated their craft.

Today, I am still not quite ready to admit that Smokey has improved my life. It’s hard to make that claim when he’s toppled the cat hierarchy, declared himself alpha male, and taken over the whole house.

Yet, whenever I look into those mischievous amber eyes, I ask myself: Was this providential love at first sight… or just a massive moment of weakness on my part?

Sara Graves is the managing editor of Deck Specialist.

Reach her at sgraves@526mediagroup.com

8 | Deck Specialist | January/February 2026

INDUSTRY NEWS

Distributors Broaden Partnerships Multiple distributors are expanding their reach with new or updated agreements across the U.S. Boise Cascade will now distribute AZEK Exteriors and TimberTech decking and railing in the Pittsburgh, PA., Baltimore, MD., and Washington, D.C. markets.

Trex has grown its partnership with Weekes Forest Products in Minnesota, Wisconsin, Iowa and North Dakota. Weekes will serve these areas out of its St. Paul and Morehead, MN., distribution centers.

Maximo Wood is moving into Southern California through a new dealer partnership with Valencia Lumber & Panel, Van Nuys, CA. Oldcastle APG has enlarged its distribution partnership with BlueLinx Holdings Inc., a leading U.S. wholesale distributor of building products. This agreement doubles the BlueLinx

Home Depot Launches Pro AI Tool The Home Depot has launched Blueprint Takeoffs, a new AIpowered tool that is designed to provide professional builders, remodelers and renovators with faster, more accurate and cost-effective material lists and estimates for single-family project blueprints.

The new tool delivers a complete material list and quote for a single-family project within days, a process that used to take weeks to complete. Pros can then quickly and easily purchase all materials they need for their project through The Home Depot, simplifying this complex process by going through a single supplier.

10 | Deck Specialist | January/February 2026

RDI Railing distribution footprint from eight to 16 locations and adds MoistureShield decking to two new markets: Long Island, N.Y., and Portland, OR. New Castle Steel has entered a distribution partnership with Weyerhaeuser Co. to bring its steel deck framing to the California and Arizona markets.

KLAASWOOD, a leader in sustainable, modified wood products, announced an expanded strategic partnership with J.M. Thomas Forest Products, Denver, CO. This will broaden the availability of KLAASWOOD’s chemical-free wood decking, trim and siding to builders and contractors across a wider geographic footprint.

James Hardie Announces Key Leadership Changes James Hardie Industries plc announced that Jonathan Skelly has been appointed president and GM, James Hardie North America (NA) Building Products Group, which includes the siding & trim/deck, railing & accessories reportable segments. Additionally, John Madson has been appointed Chief Sales Officer, James Hardie NA Building Products Group. Both appointments are effective immediately. In his new role, Madson will report to Skelly.

Sean Gadd, president of North America, departed the company to pursue an external career opportunity.

International Outdoor Living Show Reaches U.S. FutureScape USA, a new trade show for the outdoor living and landscaping sector, debuted Dec. 9-10 at the Los Angeles Convention Center.

The organizers have been holding a similar event annually in London since 2014 and last year introduced a FutureScape Global in Saudi Arabia. The first show in the U.S. attracted about 75 exhibitors, with a heavy landscape focus. Recruiting the North American Deck & Railing Association as a sponsor helped to convince about 10 deck-related companies to exhibit, including Fiberon, Fortress Building Products, Grad Concepts, TimberTech, Beyond Lumber, Advantage Lumber, Eva-Last, StruXure and the recently introduced DeckMetrix quick quoting tool, in addition to several outdoor lighting companies.

Although crowds were modest, the consensus reaction by participants was optimistic, expressing hope that the organizers would learn from what worked and what didn’t this time around, then adjust for any future events.

Above: Advantage Lumber’s Victor Guitierrez and Dabid Montano.

Below: Jon Benaglio, a partner of Deckmasters of South Florida, with Margie Beaudry, NADRA.

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January/February 2026 | Deck Specialist |

11

Lighting

Cascade Fence & Deck

Casey Fence and Deck

BY SARA GRAVES AS OUTDOOR LIVING CONTINUES TO EVOLVE, lighting is no longer an afterthought, it’s the defining feature that brings outdoor spaces to life.

Builders and designers are using light not only for visibility but to shape emotion, movement, and atmosphere. The result? Decks that feel immersive, cohesive, and intentional.

Designing with Light in Mind “Deck lighting isn’t just about brightness anymore —it’s about ambiance, design, integration, and efficiency,” says Michelle Vilera, events and communication marketer, in-lite. “We are stepping into a world where lighting will become an extension of interior design principles applied outdoors: layered, atmospheric, smart, and expressive.”

Customers are looking for the same features and quality designs that they would see inside their homes, says Erin Kenny, TimberTech lighting product manager. “From lounge areas to outdoor kitchens and bars, lighting plays a central role in creating ambiance and functionality.”

Leif Wirtanen of Cascade Fence & Deck, Vancouver, WA., adds homeowners are becoming more deliberate about how lighting transforms

a space. “We’re seeing homeowners become more intentional about how lighting shapes the experience of a space, not just how it looks at night,” he says. “Instead of relying on overhead brightness, we’re designing layered systems that solve specific needs: step lights for safety, subtle wall washes that highlight texture or make vertical surfaces feel more expansive, and under-rail lighting that adds depth without glare.”

For Wirtanen, it’s about creating balance, knowing what to light, and just as importantly, what to leave in the shadow. “It’s less about brightness and more about the atmosphere,” he adds. “The goal is to create spaces that invite people in, not overwhelm them.”

Lighting as a Design Language Premier Outdoor Living’s Catherine Lippincott agrees that lighting is part of the design. “For a long time, lighting fixtures were designed to be hidden or purely functional,” she explains. “Now, they’re being chosen as visual features that speak to the style of the space.”

She says in south New Jersey and the Philadelphia area they’re incorporating slim, architectural fixtures CONTINUED >>

12 | Deck Specialist | January/February 2026

the Way

in 2026

Premier Outdoor Living

January/February 2026 | Deck Specialist |

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that trace pergola beams, accent the geometry of railings, or glow softly from ceiling panels. Even twinkling overhead lights are strung with purpose, layered alongside pergolas or beams to add warmth and “a touch of magic.”

“Thoughtful lighting transforms a space from functional to unforgettable,” says Lippincott. “Every glow needs to be intentional. The trend is toward integrated, intentional lighting that makes each space not only feel safe but purposeful and dynamic.”

Layered Lighting and Livable Spaces In more complex outdoor environments, balance is everything, she adds. “As outdoor spaces grow more complex, it can be a challenge to highlight features without creating glare or visual clutter,” says Lippincott. “We’ve found that layered lighting offers the solution.”

By combining soft under-rail glows, focused uplights on trees and textures, and accent lighting on architectural details, pros can guide the eye naturally.

“Lighting within pergolas and covered structures is just as important,” she adds. “Creating an indoor-style space isn’t enough. It needs illumination that feels welcoming and encourages people to step inside.”

This layered approach is expected to shape future lighting strategies as well. Vilera foresees a rise in

in-lite

14 | Deck Specialist | January/February 2026

layered and atmospheric lighting schemes, with builders installing multiple types of lighting to visually connect the deck to surrounding gardens or pathways using statement ceiling, wall, and ground fixtures.

Lighting the Future For Wirtanen, the next few years will bring a major shift: “Lighting will no longer be treated as an afterthought. It’s becoming part of the core design conversation from day one,” he says. Planning wiring before the decking is installed, choosing fixture finishes that complement color palettes, and mapping lights around gathering areas will all be essential.

He also sees lighting intersecting with wellness.

“In the Pacific Northwest, lighting can transform how people experience their outdoor environments year-round,” he explains. “Something as simple as a subtle glow along a pathway or warm accents beneath seating can turn a deck into a relaxation destination after a long day.”

Smart Systems and Emotional Design Technology is adding new layers of personalization.

“Adjustable color temperatures, smart controls, and weatherproof low-voltage systems allow homeowners to be the captain of the ship,” says Wirtanen. “They can shift from warm ambient tones for relaxation to

TimberTech LED Lantern Post Cap Light

Nicholas Lackides, Cascade Fence & Deck

brighter, functional light for entertaining.”

To meet these evolving needs, Wirtanen says they are investing in design tools that visualize lighting effects early in the process, collaborating with electricians who specialize in smart outdoor systems, and continuing to educate clients on the emotional and functional impact of light. “Ultimately, lighting is becoming part of how people express their lifestyle.

Whether they want a lively space for entertaining or a soothing space for reflection, the right lighting can deliver both. It all depends on which button you press.”

Vilera sees demand increasing for app-controlled and voice-compatible LED lighting that integrates with home automation systems and sensors. “Homeowners want full customization of their deck lighting experience by controlling the color, brightness, and schedules remotely to create inviting, modern, and creative spaces,” she says.

“Lighting is moving from a functional detail into a defining design element,” adds Premier Outdoor Living’s Sean Collinsgru. “Homeowners are realizing it should draw focus to architectural features and adapt with the rhythm of the day and season.” Strategically placed uplights can showcase vertical features like pergolas and privacy screens, he explains, while advanced dimmable systems give homeowners precise control over brightness and mood. “The right lighting design adapts with the rhythm of the day and season, and allows homeowners to do the same.”

Collinsgru contrasts matte and reflective finishes, and balances warm tones to diffuse light naturally.

“It’s that push and pull between light and dark that gives a space its energy and depth. The next era of

deck lighting is about using light as a design medium to shape spaces where every beam and shadow works in harmony to create depth, draw emotion, and leave a lasting impression.”

Deckorators’ Director of Marketing, Michelle Hendricks, says the company is aligning its materials and accessories with this next wave of lighting design.

“Homeowners are looking for lighting that feels purposeful and reflects the way they want to live: calm, intentional, and connected,” she says. “Many are drawn to designs that use light to create contrast, whether that means warm light against cool materials or soft glow that adds depth.”

She notes that Deckorators is focused on flexibility and ease of integration. “Lighting must be considered from the start, before boards are laid, so wiring is seamless and integrated,” she explains. Deckorators railings are designed for hidden wiring, with finishes that reflect light naturally and accessories that work across systems. “The goal is to help contractors and homeowners achieve lighting that feels effortless and refined, where every detail stands out without feeling overdone.”

A New Era of Outdoor Light The next chapter of deck lighting is about artistry meeting intention. Builders are designing with atmosphere and emotion in mind, homeowners are seeking control and personalization, and manufacturers are stepping up with materials that enhance light rather than compete with it.

In 2026, lighting won’t just illuminate the deck, it will define it. DS

January/February 2026 | Deck Specialist |

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Wired

FOR STRENGTH

16 | project Deck Specialist | January/February 2026 Dan Pettit

OUTDOOR LIGHTING has become one of the most requested upgrades in outdoor living, transforming decks from daytime spaces into fully usable evening environments. But as lighting systems grow more sophisticated, the success of these installations increasingly depends on something homeowners will never see: the structural hardware supporting it all.

While fixtures get the attention, it’s the connectors, brackets, and routing hardware beneath the surface that determine how cleanly and safely a lighting system comes together. For builders, understanding how structural choices interact with lighting is becoming just as important as choosing the right fixtures.

More Hardware Options To support today’s low-voltage lighting, manufacturers are offering more lighting-friendly hardware options that make installation cleaner and safer.

Examples include: •C able-routing plates that attach directly to framing and prevent sagging or exposed wires •S nap-in brackets designed for under-rail and stair lighting •C orrosion-resistant clips and guides that secure wires in coastal conditions •M ulti-purpose connectors with built-in space for cable protection

Where will the wiring go?

Every lighting plan starts with the same fundamental question: Where will the wiring go?

A little foresight prevents the all-too-common scenario of discovering there’s no clean way to get a wire from point A to point B. Dan Pettit, owner of Northern Outdoor Living in Hastings, MN., says pre-planning his fiber optic lighting projects is critical. “It’s really about coming up with routes, and ensuring the wires are hidden, the look is clean and there is adequate power and power sources for the lighting.”

The need for intentional routing becomes clear once the framing hardware is in place. Modern joist hangers, tension ties, and lateral load connectors offer strength and code compliance, but they also limit where holes can be drilled and how wires can be concealed. The more engineered the hardware, the more intentional the routing needs to be.

Many builders now plan their lighting layout alongside their framing package. That might mean: •S electing connectors with slimmer profiles to free up chase pathways •U sing structural screws instead of through-bolts in select locations to avoid blocking cable runs •C reating protected channels before joists are locked in

These components may be inexpensive, but they define the craftsmanship of the finished project. Hidden wires, precise alignment, and long-term durability are what separate a polished lighting installation from one that looks like an afterthought.

As lighting systems grow more sophisticated, the success of these installations increasingly depends on structural hardware to support them.

Safety Starts in the Structure Lighting improves nighttime visibility, but the structural elements supporting it must also meet the moment. A stairway packed with beautiful tread lights won’t matter if stringers flex or if the hardware underneath isn’t engineered to carry the load. The same goes for pergolas with integrated lighting.

Fixture weight, wire management, and mounting loads all rely on proper brackets and connectors.

Low-voltage systems don’t carry the electrical risks of line-voltage, but poor hardware choices and a lack of pre-planning can lead to pinched wires, loose routing, fixture movement, or moisture intrusion.

Pettit says he must house his fiber optic lighting to protect it from the elements, but he can’t fully enclose it because it generates a lot of heat.

Instead, he creates a shelter for it. “You’ve got to get creative,” he says. “Sometimes you’re limited if it’s in a high visibility area.”

As outdoor lighting continues to merge with deck design rather than sit on top of it, structural hardware will play an even larger role. Builders who coordinate framing, hardware, wiring, and lighting from day one deliver better-looking, longer-lasting installations, and avoid the callbacks that come from treating lighting as a finishing step. DS

January/February 2026 | Deck Specialist |

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POWER&PRECISION

Tools That Make Low-Voltage Installs Easy

BY CHRISTOPHER SUGGS

LOW-VOLTAGE DECK LIGHTING has become a popular feature for outdoor living spaces, bringing safety, ambiance, and architectural interest to everything from small decks to complex multi-level structures.

But achieving clean, reliable results requires more than quality fixtures. Builders depend on power tools engineered for precision, safety, and efficiency. Selecting the right tools can mean the difference between a flawless installation and unnecessary callbacks.

Precision Starts With the First Hole Drilling accurate holes for light fixtures and conduit pathways is critical. Deck boards, especially modern composite materials, demand tools with consistent torque and smooth speed control. This is where highquality cordless drills and impact drivers, like the Metabo HPT DV36DC drill and WH18DC impact driver, shine. Their compact size allows builders to work in tight spaces between joists or under stairs, while variablespeed triggers and torque settings help maintain accuracy when drilling through both composite fascia and pressure-treated or metal framing.

Cordless Advancements Are Reducing Downtime Advancements in cordless technology have changed the worksite. With high-capacity lithium-ion batteries and fast charging, a builder has the power and run-time needed without dealing with a cord. This eliminates downtime and improves safety by minimizing cord clutter on the jobsite.

Speed and Safety in Wiring and Connections Running cable is often a time-consuming part of low-

voltage lighting work. Tools designed for speed and clean results, such as right-angle drills and fish tapes, help installers maneuver around joists and railings without forcing awkward bends in wiring.

Electrical connections benefit greatly from precision tools as well. Compact impact drivers are ideal for fastening junction boxes or mounting hardware, while electricians’ cable cutters and quality crimping tools ensure solid, corrosion-resistant connections. Because low-voltage systems rely on consistent, uninterrupted power flow, reliable crimps and secure fittings directly influence fixture performance and lifespan.

What Builders Should Look For in Power Tools For installers focused on dependable lighting systems, power tool selection should revolve around four core criteria: 1. Power and torque stability – The tool should be able to maintain consistent performance under load.

2. Precision control – Variable-speed triggers, softstart features, and tool balance help avoid surface damage and ensure clean holes.

3. Battery performance – A quality cordless platform improves efficiency and reduces downtime.

4. Durability – Brushless motors, sealed housings, and drop protection increases reliability and reduce maintenance.

Builders who rely on power tools engineered for accuracy, safety, and efficiency will be better equipped to deliver installations that look great, perform flawlessly, and stand the test of time. DS

Christopher Suggs is a product manager with Metabo HPT, where for the past three years he has led product planning and innovation across key segments of the company’s pro-grade tool lineup. He also supports the brand’s purpose-driven “Bring Back Shop Class” campaign, which champions hands-on learning and skilled trade career pathways. www.metabo-hpt.com/bringbackshopclass.

18 | Deck Specialist | January/February 2026

DECKING SIDING TRIM A f itting new identity for a future-proof product.

MOSO® Bamboo is the premium, engineered lumber that delivers a high-performance, Class A fire rated, bio-based solution that exceeds today’s demands and meets tomorrow’s standards.

moso-outdoor.com January/February 2026 | Deck Specialist |

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PROJECT PLANNING

BY SHAUN JENNINGS

WHEN IT COMES TO DECK PROJECT PLANNING, today’s professional contractors are faced with critical decisions at every step of the process. Important questions to consider at the outset include: Is this the right project for my team? Is the scope well within our wheelhouse? Do we have sufficient capacity to complete the project within the required timeline? And most importantly, will the project meet our profitability goals?

Once the project is identified, the focus should shift to how it will be completed efficiently, professionally, and to a high standard. Today’s pros have a wide range of product and installation options available, along with a variety of tools to help design and plan the project.

While many products may appear similar in quality and function, making the right choices is critical from a time management, productivity, and risk-reduction standpoint.

Using traditional lag bolts for securing ledger boards or through-bolts for fastening deck posts to joists, for example, may not be the most efficient or professional approach. Instead, many contractors prefer purposebuilt structural fastening solutions like FastenMaster’s LedgerLOK and ThruLOK, which install quickly without pre-drilling and deliver proven performance. These products help reduce installation time, improve consistency, and support overall jobsite efficiency.

Another opportunity to improve productivity and long-term performance is framing protection. Customers are often making a significant investment in their deck, and protecting the substructure is an important part of delivering lasting value. Roll- or paint-on applications allow for better coverage in tight spaces, corners, and transitions—areas where traditional tape can be difficult to install and may leave gaps that allow moisture intrusion.

Lastly, pre-planning is a great time to identify opportunities to upsell and add value. Homeowners investing in features like custom lighting or premium finishes are typically looking for a standout deck. Pros can also differentiate themselves by offering products that are made in the USA and backed by long-term or lifetime warranties.

By asking the right questions up front and selecting proven, professional-grade solutions, contractors can ensure their deck projects not only impress customers, but also drive installation efficiency, quality, and profitability. DS Shaun Jennings is the senior marketing manager at FastenMaster. www.fastenmaster.com.

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Decking Showrooms

DRIVE GROWTH

Custom Deck Builders

Rock Solid Builders

ProBuilt Construction

Custom Deck Builders

22 | Deck Specialist | January/February 2026

BY SARA GRAVES

DECKING SHOWROOMS HAVE QUICKLY evolved into powerful growth engines for builders looking to elevate credibility and streamline operations. When paired with expanded office or yard space, these environments give customers the ability to compare full-size materials, understand design options, and get a clearer sense of the builder’s capabilities.

For companies graduating from home offices or undersized workspaces, a showroom isn’t just a display, it becomes the foundation for company growth.

More Space The driving force behind builders opening new showrooms with additional office and/or yard space is to create a more trustworthy sales environment, add office space, store product, or stage current jobs.

“I believe a showroom helps customers see all the products together to compare and choose the products that best fit their needs,” says Anna Kaufmann, co-owner, Rock Solid Builders, Inc. “If a salesperson is only bringing samples into a customer’s home, they are limited on what they can sell.” A showroom adds to her customers’ excitement for their new outdoor living project, and they feel more confident in the selections they make.

Rock Solid Builders, which will be celebrating its 20th year in business in March, moved into its McHenry, IL., showroom in March 2024 after nearly 11 years of operating out of a 1,200-sq. ft. office space that didn’t provide enough room for the company’s multiple crews, explains Kaufmann.

She says the new 7,500-sq.-ft. building with its finished high ceilings offers natural light through its second-story windows. Visitors are met with all product lines for Trex and TimberTech in the 1,000sq. ft. indoor showroom. The outdoor space showcases a full-size screenedin room, a louvered StruXure pergola, Danver outdoor kitchen, and SunSpace and SummerSpace porch windows. The wraparound front porch is a customer favorite that is welcoming from the street.

“Our individual office spaces and our back warehouse, which is where the majority of our square footage is, allows us to operate our entire business much

more efficiently than we did in the past,” Kaufmann explains. “This allows us to continue to grow efficiently, but also grow slowly to ensure we are growing at a pace that continues to last us for decades to come.”

Customer experience and better warehousing were top priorities for Mike Mitchell, owner, Mitchell Construction Custom Decks, when his company decided to build its first showroom in Frankfort, IL., outside of Chicago, a year ago. The new showroom occupies approximately 500 sq. ft. of the inside of the 4,000-sq. ft. building they leased, with another 200 sq. ft. in the adjacent warehouse section. In addition to showcasing Trex, MoistureShield, TimberTech and Deckorators decking that customers can “stand on and feel,” the showroom has a designated area for meeting clients. Plans are underway to add cabinetry, an outdoor kitchen space and updated company signage.

Mitchell says the appointment-only showroom is placed in the company’s central location for future work. And with better storage and layout, crews can prep their nearly 100 jobs each year faster into preloaded job boxes, and protect battery lives of tools and trucks by storing them inside the warehouse.

Customer Experience Builds Trust Mitchell Construction’s showroom opens directly into a sectioned-off warehouse where pergolas, a louvered roof, and lighting options are visible. Privacy walls allow clients to see enough of the operation to understand its scale without being overwhelmed, says Mitchell. He explains walking out into the warehouse gives homeowners with larger projects in mind the sense that “OK, they’re not just here for the weekend. They’re here to stay. They’re going to be here to service our project for a long time,” he says. “It gave us credibility. It made them feel more comfortable.”

For Jeff Silhan, owner, Custom Deck Builders LLC, who currently runs one crew out of Shrewsbury, PA., professionalism drives everything about his 2,700-sq. ft., appointment-only showroom. Located in a business park, the space serves as a closing tool during the sales process: reviewing designs at a conference table, CONTINUED >>

January/February 2026 | Deck Specialist |

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ProBuilt Construction

Rock Solid Builders

looking at proposals on a large monitor, and selecting Trex and Versatex products. He says bringing clients to a commercial location sets him apart from smaller competitors. “It’s a perceived value. They see you as a professional company.”

ProBuilt Construction worked out of the Pacylowski family home in Highland, MD., for nearly 30 years before opening their first showroom 17 years ago. At the time, they felt like they were invading their customers’ private space by asking prospects to come and see their finished work. “We found it a whole lot more relaxing for everyone involved if it was in a setting that was more commercial looking versus going to someone’s home,” says ProBuilt owner/president Ed Pacylowski.

When building their first showroom, they realized they had more indoor space than they needed, says ProBuilt’s director of sales and design Christina Speiden.

They scaled down the indoor space to 1,000 sq. ft. and created a larger yard. Outdoors, they built a community gathering place for the coffee-shop neighbors to enjoy their drinks, daycare children to play under the gazebo, and hair salon guests to relax on the patio chairs. The outdoor space was lit up at night, creating a 24-hour advertisement of their work for the cars driving by.

Free manufacturing samples and company fliers were available to visitors.

Now, ProBuilt is in the process of moving their showroom 800 ft. from their first location to a 9-acre lot with a house and yard. Using an entire former home will enable the company to showcase its indoor remodeling as well as its outdoor living work. The company will be renovating the home’s indoor space with an updated kitchen and bathroom. The outdoor space will feature a screened-in porch, new walkway to the front door, an elevated deck with an underdeck drainage system, and the company’s signature curved stairs. Speiden says the home they are moving into is next door to a restaurant.

They plan to collaborate with the restaurant owner to offer their outdoor space for the restaurant patrons to enjoy if there’s overflow.

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Is a Showroom Right For You? Speiden says they are fortunate they have their own crews in-house building their new home showroom, but they are careful not to lose money by diverting work away from paying jobs. Instead, they are relying on the “rainy day formula.” “If we have a rainy day,” she says, “we’re going to send our crews to start ripping out the carpet and painting.” ProBuilt expects to complete the project in the first quarter of this year.

Kaufmann, whose company saved up for 11 years before moving into its current location nearly two years ago, cautions a showroom may not be worth it if a builder doesn’t have the strong capital to make the investment.

“In today’s economy, it is expensive to rent or buy, and unless you can afford that investment, it is risky to invest in a showroom before you are financially ready.”

Mitchell agrees, adding that builders probably won’t see a return on their investment immediately, and should budget not only to rent and build the showroom space but to potentially hire personnel to staff it. He suggests spending the year before making any investment into a space allocating the money to pay for a showroom “as if you already occupy the space. That way you’re ahead of the game to afford the space and if you can afford the move,” he says.

Pacylowski advises signing a short lease on a new space at first, three to five years maximum. “Take one step at a time,” he says. “(You) will know in the first couple of years, did you bite off too much.”

Mitchell agrees, adding that after the first year in his new commercial space, he is already maxed out. “We didn’t know what size we were going to need. If we were to add another crew, we would be back to being too much for this space.”

For Silhan, who started his business out of a spare bedroom, opening a commercial location has allowed him to follow a set work schedule. “When I leave the office at the end of the day, I leave work behind,” he says. “I generally pack my bag, lock up, and go home. When I worked from home, I never could do that.” DS

SUMMER, ALL YEAR LONG

TO EXPLORE ADVERTISING, CONTACT:

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Target Outdoor Living Contractors through Deck Specialist magazine and Deck-Specialist.com

september 20252026 • the| merchant magazine | • 25 41 January/February Deck Specialist

COMPANY PROFILE

Destined to Succeed

BY SARA GRAVES

COMPANY SUCCESSION WAS NEVER THE PLAN—at least not at first. Salem, N.H.-based Professional Building Services exists today because of a chance encounter when Peter “Pete” Ciaraldi crossed paths with a Trex representative at his local lumberyard.”

Pete, covered with oil-based paint from painting a deck railing, met Derek Watt, who was then repping one of Trex’s first composite deck products. “Hey, are you interested in a decking product that you never have to paint or stain ever again?” Derek asked Pete.

The fateful encounter came at a time when Pete had recently retired from a technology career and “was looking for something to do.” “There was really no one else who had a product out there that did that, and it made such sense to me,” Pete explains. “This literally just fell into my lap and I looked at it as a business opportunity.” Pete put a business plan in place, and it “just grew from there.”

Now, more than 20 years later, it has come full circle as Pete is once again retired, this time transferring PBS to his children, Joe and Jordan Ciaraldi, who now own and operate it together.

Growing Up in the Business Joe and Jordan were first introduced to PBS as children.

As Pete explains, he enjoyed taking his children on Saturday-morning “Daddy dates” to hang out. They’d eat

26 | Deck Specialist | January/February 2026

pancakes, make a brief stop at a job site, then go off to the playground. “It was just Dad time.”

Joe joined PBS full time at 18, working his way through every role: laborer, carpenter, foreman, project manager, sales, and HR. Jordan became a special education teacher before joining PBS, originally part time in the summers, and then eventually full time.

Along the way, she became a champion for women in construction.

“Joe and I never ask anything of our staff that we have not done ourselves,” says Jordan. That mindset mirrors the values Pete instilled in his children from the start. Pete’s ethos for hard work and honesty was rooted in his own upbringing: his father, an immigrant born in 1924 who grew up through the Depression and left school in the 8th grade, famously told him, “It shouldn’t be that hard to do the right thing. And if it is that hard, you’re doing something wrong.”

The Handoff The official transition of the company from Pete to Joe and Jordan was finalized in December 2024, but the groundwork began long before that.

The process began with an intentional “runway out,” where Pete slowly stepped back from the daily operations as Joe and Jordan took over. That was followed by months of licensing, legal consultations,

accounting work, banking transitions, asset evaluations, and regulatory updates for multiple states, including New Hampshire, Maine and Massachusetts. “We had twice-weekly meetings with the accountant and attorney for over six months,” Pete recalls. “It was a significant investment in doing it right.”

Communication was paramount. “Every employee, every subcontractor, everybody knew everything years ago that this was the path. That’s why it’s no surprise,” Pete explains.

The leadership shift felt seamless. Jordan likened it to newlyweds who have been living together for three years prior to marriage and are asked, “How’s married life?” “It’s the same,” she says.

Pete’s advice to other contractors who are interested in a similar succession plan: “Start yesterday,” he emphasizes. “Get the right lawyers. Get the right accountants. Do this right, even if it takes eight, nine or 10 months to do it. It just makes everything so much easier.”

along one of the area’s busiest corridors. This has brought design, color selection, product education, and the customer experience in-house. The new space allows the company to store trucks and trailers overnight in two large hangars so the crew doesn’t have to clear off snow or ice off of them in the winter.

In addition, the showroom helps the company build relationships with clients whose families often return for additional projects over the years. “Those are the grandparents. Then we do their kids and then there’s the grandkids,” Jordan says. “The biggest compliment that you can have is people referring us to family and friends.”

What began with a timely question at a lumberyard has now become a multigenerational enterprise with a clear path forward. As Joe and Jordan steer PBS into its next era, it continues the legacy Pete unknowingly set in motion the day a Trex rep asked if he wanted a decking board he’d never have to paint again. DS

Going Forward Today, the company operates on the same values, processes, and culture, but with fresh eyes and energy shaping the next stage of growth. Pete consults when needed. “We’re not trying to change the recipe,” Joe emphasizes. “We know the recipe works. We’re just trying to change with the times.”

One of the biggest first steps taken under Joe and Jordan’s leadership has been opening the company’s new office and showroom in Windham, N.H., positioned

Professional Building Services is owned by the Ciaraldi family. Left to right: Peter Sr., Julie, Pete, Joe, and Jordan. Joe and Jordan now own and operate the company together.

January/February 2026 | Deck Specialist |

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PROJECT PROFILE

Winter Watch

BY SARA GRAVES

IN THE RUGGED TOWN of Pagosa Springs, CO., winter isn’t just a season; it’s a mountain-sized test of patience amid the shifting wintry moods of Colorado’s high country. For Homerun Construction & Design, based in Bayfield, CO., this was especially true as they began building in January.

The client, who regularly visits from Houston, TX. enjoys vacationing in Pagosa Springs and skiing in nearby Wolf Creek, says Homerun owner and designer Anthony Hotter. They wanted a year-round retreat that maximized the scenery and could stand up to harsh winter conditions.

From the start, the three-month job was a longdistance collaboration, with the design concept evolving across two states. Regular communication through texts, calls, emails, and video meetings became the foundation for progress. A mounted on-site camera proved invaluable during the unpredictable season, allowing both the client and the three-person Homerun crew to avoid unnecessary travel. “Having a camera on site also helped not only our client to keep an eye on the weather but for us as well, being that the project was over an hour away,” says Hotter. “The video helped us with scheduling to ensure we didn’t waste any time traveling if there wasn’t decent weather to work.”

The team used tarps to shield the framing, shovels to clear drifts, and a snow blower to keep the workspace accessible. Driveway plowing was arranged regularly

28 | Deck Specialist | January/February 2026

to maintain safe access, and weekend work became routine to stay on schedule. Through it all, the client was understanding.

Material choices reflected the region’s harsh environment and the client’s desire for low maintenance.

The 750-sq. ft. main deck built with Trex Decking in Rocky Harbor measures 48’ 7” by 12’ 3”. The deck extends from the back of the home and is connected to the house’s south-side entrance with a 6’ x 21’ 4” walkway.

Hotter emphasizes to his mostly out-of-state clientele the low-maintenance nature of a composite deck. “It’s a smart investment that frees up time and reduces longterm concerns about rot, splinters, or painting, giving peace of mind and letting them enjoy their outdoor retreat for years to come.”

A key component of the project, Hotter says, was installing Trex Enhanced Steel railing with square balusters to ensure safety without obstructing the panoramic views. By choosing a minimalist railing, he adds, the breathtaking scenery became the focus of the deck, creating a sense of peace and openness. “That feeling of being immersed in the landscape, without the distraction of heavy railing, really enhanced the overall experience of the outdoor living area.”

To optimize cost on the project, the client retained the deck’s existing posts and beams, framing carefully around them while adding new 4x4 pressure-treated posts with angled sway bracing for stability. One-third

of the deck was engineered to support a future hot tub, with doubled 2x10 pressure-treated joists and reinforcement verified by a licensed engineer. Joist blocking, metal hurricane clips, and pressure-treated 2x8s beneath the surface guard against joist roll and high winds.

Attention to detail defined every step, from precision laser leveling to custom joinery.

Installing flashing and chinking between the new deck and the existing log home required particular care to ensure a weather-tight seal while maintaining a seamless aesthetic; posts and beams were trimmed with 2x6 boards, which can be painted later in the client’s chosen color.

For outdoor flexibility, Homerun added three 2x2 metal posts with eye bolts for removable shade sails that can be hung or removed during high winds or winter weather.

In the end, the project wasn’t just about battling winter’s shifting moods; it was about keeping to budget and producing “milliondollar ideas” while working within a tighter budget. “Balancing ambition with practical constraints requires creative solutions, but it’s incredibly rewarding to craft something beautiful, functional, and within budget,” Hotter says. DS

Crews adjusted schedules and coordinated communication across two states to keep the build moving through winter conditions in Pagosa Springs, CO. Photos by Homerun Construction & Design.

January/February 2026 | Deck Specialist |

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PROJECT PROFILE

From Deck to Home

BY SARA GRAVES

IN A RURAL PART OF NEBRASKA outside Brady, overlooking a lake where only six people live year-round, there are two stop signs and no stop lights. Behind one home built in 2007 sat a dilapidated, untreated deck that fell into disrepair after the original owner lost the property to the bank, leaving it in foreclosure for two years.

That’s when Ashly Bown and her first husband bought the foreclosed property. A military family, they had spent years near the water—first at Nellis AFB in Las Vegas, then along Florida’s coast. Their plan was to rebuild the deck and raise their children on the property.

That changed when Ashly’s husband was diagnosed with cancer and passed away two years later. When Ashly remarried in 2019, she and her second husband, Brad, decided to fulfill the original dream.

At first, they considered a tiered concrete hardscape but changed their minds, realizing Nebraska’s harsh winters could cause cracking. Instead, they chose composite decking.

30 | Deck Specialist | January/February 2026

“We have huge 4th of July parties on the lake each year. Twenty-five family members including little kids come. We didn’t want slivers of wood to get in their feet.”

They had three composite options to choose from at their local lumberyard, Carhart Lumber in Platte, NE., 40 miles away. After considerable research, they chose TimberTech for its 50-year warranty.

At the start of construction, Ashly and Brad tore up the old deck themselves, saving nearly $11,000. They repeatedly filled a pickup, hauling the wood to an old barn to burn it, pulling out buckets of screws along the way.

Once demolition was complete, the three-month, 2,600-sq.-ft. construction project began on Aug. 4. Built

by Riley Flesner, a 28-year carpentry veteran with North Platte-based Steele Roofing and Construction, the project took longer than expected.

“We didn’t mean to have it as big as it was,” says Bown. “We had to keep to the footprint that was there. The footprint lent itself to the final size.”

From end to end, the framing alone measured 87 ft., not including two sets of stairs added to either side.

Moving the stairs was the largest deviation from the original design.

“The center of the deck used to be a huge staircase,” explains Bown. “It was awkward, especially the gate, and had a lot of wasted space.” The redesigned deck, with the same floorplan and roofline, now features one large flat area with flared staircases on each corner.

For Bown, the JAMS Systems horizontal cable railing was non-negotiable. The hummingbirds needed a place to land. “Every summertime morning, I enjoy watching the hummingbirds,” she says. “Life is short.

Enjoy what you enjoy.”

Final touches—including Govee and LED lighting for nighttime enjoyment—will be completed by Brad.

Flesner reflected on the project: “I think it’s great to have a stamp, a pinnacle, that they are happy with. If they are happy, then I’m happy too.”

For Bown, the deck completed the home. “At first it was a necessity, but now with so much work in it, now we’ve created this new space, and made it a home.” DS

For homeowner Ashly Bown and her husband, Brad, who live year-round in rural Nebraska, the rebuilt deck transformed an aging structure into a functional extension of their home.

PROFESSIONAL INSIGHT

Deck Builders’ Secret Weapon: Permitting Assistance THE PROFESSIONAL DECK BUILDING INDUSTRY

thrives on efficiency, quality craftsmanship, and rapid project turnover. Yet, as you take on new residential or commercial deck projects, a seemingly straightforward step—the permitting process—often transforms into an unexpected and costly roadblock.

Traditional permitting, a fragmented, multi-jurisdictional process involving bureaucratic reviews and inspections, can introduce significant delays and budget overruns that jeopardize your carefully planned construction timelines and financial projections. For deck builders, these delays are a direct threat to your competitive advantage, pushing back project completion, delaying final payment, and eroding profitability before you even start digging the post holes.

The High Price of Traditional Permitting for Builders You might treat permitting as a necessary evil, leading to a series of avoidable frustrations that strain your business: • Juggling Multiple Contacts: The lack of a single point of contact forces your team to manage applications with various municipal departments—such as zoning, building, and sometimes historical review—each with its own unique requirements.

• Preventable Errors: A minor misstep, like an incomplete form or a misinterpretation of a setback or railing code, can send an application back to the starting line, leading to weeks or even months of delays.

• The Project Ripple Effect: The sheer volume of inspections and permits required, from foundation and structural permits to final occupancy approval, means a delay in one area can impact the entire project timeline, damaging client satisfaction.

This inertia is a luxury no modern builder can afford.

Hands-On Assistance A growing number of professional deck builders are recognizing the need to leverage a powerful new resource: dedicated permitting assistance. This hands-on support goes beyond simply providing a list of required documents.

It involves assigning a single, knowledgeable point of contact who acts as a liaison between your team and all relevant municipal agencies. This expert resource can: • Coordinate with zoning boards to ensure the deck’s size and placement meet local ordinances.

• Work with the building department to ensure structural plans meet code requirements efficiently.

... as you take on new residential or commercial deck projects, a seemingly straightforward step—the permitting process— often transforms into an unexpected and costly roadblock.

32 | Deck Specialist | January/February 2026

Jessica Del Vecchio is the economic development manager for The Office of Economic Development, Boca Raton, FL. She launched the Office of Economic Development in 2015, and since then she has successfully facilitated dozens of corporate relocation and expansion projects. She has a BSBA in Business Management and an MBA in Finance, both from Lynn University. myboca.us.

•H elp you navigate stringent local codes regarding railing height, stair tread/riser ratios, and attachment to the main structure.

This streamlined approach minimizes confusion and ensures all applications are submitted correctly and concurrently. This proactive engagement turns permitting from a potential barrier into a competitive advantage, accelerating your entire project lifecycle.

Reducing Delays and Protecting Margins The most immediate benefit of this specialized assistance is the significant reduction in time-to-occupancy (or, in this case, time-to-final-inspection). By expediting the process and helping you avoid common pitfalls, these resources can shave weeks off a project timeline.

A faster completion date means a quicker path to final payment and an accelerated ability to start the next job. The cost savings are substantial, as delays often lead to extended payroll, rescheduling sub-contractors, and reputational damage. By smoothing the path to final approval, permitting experts help your company stay on budget and protect your financial targets.

helped other builders expedite their deck permitting and inspection sign-offs?

• Do you have established relationships with relevant city and county building and planning departments?

• What is your process for managing complex or highrisk permits, such as those for multi-story commercial decks or projects in historic districts?

By prioritizing these questions, you can identify a key resource that views permitting not as a bureaucratic hurdle, but as a strategic component of a successful, ontime, and profitable project. DS

Minimizing Risk and Ensuring Compliance Beyond speed, hands-on permitting assistance is a powerful risk mitigation tool. The failure to secure the right permits can lead to severe penalties, including hefty fines and forced changes or teardowns.

Local zoning laws and regulations are dynamic and can vary dramatically. A design that was permissible at a previous job site might not be at the new one. Permitting experts, with deep knowledge of local regulations, ensure your project is in full compliance from the start. This preemptive approach protects your company’s reputation and shields it from future legal and financial headaches.

Key Questions to Ask a Potential Permitting Partner When considering a new location or a project partner, professional deck builders should be proactive and ask these questions to secure permitting support: •D o you offer a dedicated single point of contact for the entire permitting and inspection process?

•C an you provide specific examples of how you have

January/February 2026 | Deck Specialist |

33

PARKS & DECK CREATION • Bobby Parks

Motivated outcomes are more like a Ram truck with someone putting their foot on the accelerator with the speed of advancement based on the amount of pedal applied.

Motivational Maintenance

T

HROUGH THE YEARS I have bought several new trucks. During the first year I am excited about driving it, motivated to take care of it, and my attitude red lines on the Good Attitude meter. I keep it clean, park it on the outskirts of parking lots so no one can bang a door or grocery cart into it, and hike to the store entrance. For a while, driving is not as boring as it once was.

But, at some point the newness factor fades and the wash cycle intervals are farther in between. My attitude drifts back to a more normal reading and driving becomes a routine again. Grocery carts are now launched out of the way with the front bumper if they are in my targeted parking place, which now is the closest spot to the store door. Hikes to and from the storefront are reduced to a quick stroll.

Business owners and employees can experience similar cycles when it comes to motivation. We start

34 | Deck Specialist | January/February 2026

out with a strong dose of it, but over time it fades and becomes more of a peaks and valley pattern with varying degrees of attitude and effort. This is okay with truck ownership but not good for a business. Finding a way to stay motivated or re-motivated at a consistent level is important.

For many, fuel for motivation begins with ambitious efforts for growth as an employee, the pursuit of being self employed, competitive placement, or achieving financial stability. It can be the enjoyment of creativity, the rewards of accomplishment, and satisfaction from the projects you deliver. For some, it is ego driven with a mix of pride and fear of failure that causes you to push forward. For most, all of these factors apply to some degree.

When you look at successful people or businesses, you assume they have good technical or trade skills, sound business abilities, and adequate leadership

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... it is possible for less talented but highly motivated people to equal or exceed achievements of exceptionally talented individuals who lack adequate drive.

48 | Deck Specialist | November/December 2025

January/February 2026 September/October 2025 ||| Deck Deck Specialist Specialist ||| July/August 2025 Deck Specialist

35 55 37

Peachtree Doors & Porches, AZEK, Fortress, Taylor Decks, Just Decks, DeckSouth, Decks by Design, Tiger Claw Deck Fasteners and other companies pitched in to support Georgia military families through NADRA’s Deck for a Soldier.

... although the day-to-day interaction with customers can sometimes contribute to discouragement and demotivation, good customers can provide encouragement and motivation. or someone can provide inspirational motivation that causes us to wake up and put our foot back on the pedal.

For me, the most discouraging and challenging time was from 2008 though early 2010 during a major recession period. Motivation took extra effort as Atlanta was hit harder with a longer recovery time compared to some parts of the country. Many contractors went out of business, while others rode it out.

As we were beginning to recover, our local NADRA Georgia chapter scheduled and organized a NADRA Deck for a Soldier build. This was an organized effort to provide a military family a deck project free of charge. Several manufacturers donated material while several deck builders donated free labor. It was not the best time to give anything way but for me and others involved, it provided a renewed re-motivation and an unexpected reward.

I will never forget the excitement and appreciation we received from the family we built for. I remember having a conversation with the wife who was in tears as she was thanking me for my part. I told her that

36 | Deck Specialist | January/February 2026

there was no need to thank us. That most of us had struggled through the past couple of years without a lot of positives, and to have had the opportunity to do this deck for her family provided a feel-good reward and blessing that was long overdue.

So, although the day-to-day interaction with customers can sometimes contribute to discouragement and demotivation, good customers can provide encouragement and motivation. We often improve their quality of life and sometimes their appreciation and excitement can give us a much-needed boost.

Again, many start out highly motivated, but over time the enthusiasm and drive lessen, requiring a periodic booster source. This push can come from within but often involves outside stimulus. Self inspiration is great but multiple sources are better.

Make it a point to become involved with other likeminded people. Network through social media with other contractors. Become involved with local business organizations in your area. Assuming you are a positive operator and do not approach competition in a negative

way, contact other builders in your market and meet for lunch or a beer.

You would be surprised at how much there is to talk about without discussing details of your business. There are few business secrets to lose but there are plenty of friendships to be made with others that understand the challenges of your day. Just ask those that have been involved with the New Jersey, Georgia, and California NADRA chapters who have interacted with local competition for years. Attend manufacturer contractor summits, national trade shows, and NADRA events.

Social media is great but being around others in person helps with motivation, networking, and fresh ideas. All of these provide motivational and inspirational benefits. Operating in your own world without outside interaction not only limits your exposure to ideas and opportunities to learn but its also lonely and boring.

Be proud of what your company designs, builds, and delivers. Think about the impact you have on customers’ lives and the trail of projects that exist because of you.

Understand the skill you have to create is something be proud of. Value your abilities and contributions. This alone should provide a core base of motivation.

Understand that periodic recharges are normal and be sure to strive to mix in the necessary ingredients to stay motivated. It will provide a path with less peaks and valleys to negotiate. And remember that if you are not motivated, it is not likely that you can motivate others. Optimism is key, positive thinking is a must, and self confidence matters.

And lastly, know that based on my research, Ram truck owners are among the most highly motivated people with higher-than-average closing ratios and profit margins. Keep that in mind the next time you are thinking about buying a truck. DS

Bobby Parks is a well-known contractor who has delivered more than $40 million in outdoor living projects. He is now a partner with IG Railing, focusing on business development.

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January/February 2026 | Deck Specialist |

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SET THE STANDARD • Brendan Casey

Walking in Another Man’s Shoes, Part 2: What Would Adam Do?

T

ODAY HAS BEEN A MELANCHOLY DAY for me.

As I write this, I’m celebrating the anniversary of the passing of a young man, Adam, who was a great inspiration in my life. A man whose boots were far too large for my feet to ever fill.

Adam set the bar for tolerance and pain, but also the art of negotiating and how to honestly sway people to follow your train of thought without compromising principles or values. He could walk into a room full of people he’s never met and leave knowing everyone by name and being friends with most.

I’ve watched Adam negotiate peace between foes, and turn a nightmare into a happy memory. He would pick you up when you were down, and had an uncanny knack of making everyone feel like they were the most special person in the room.

A rainy day didn’t mean a loss of work for Adam; it meant the fish were biting. There was no such thing as getting lost—it was just another journey. He always added a positive twist.

When my wife and I originally started our business, we wanted Adam to be a part of it. He and I had been working on and off together since we were kids mowing lawns. Unfortunately, fate had other plans, and he left us far too soon.

What Adam taught me was the key to a positive outcome was understanding another person’s perspective. This

38 | Deck Specialist | January/February 2026

Adam

insight absolutely elevated my skill set. I was always a good salesman, but I became a much better negotiator when I learned to truly put myself in the other man’s shoes.

Our boots leave very unique footprints as our feet carry us along different paths, with our goals guided by various points on the compass. Yet, most builders share a similar road to success.

By creating our own jobs, we build businesses that provide us with the opportunity to be the masters of our own destinies. Generally speaking, how far we climb toward what we perceive as the top is dependent upon us not tripping over our own proverbial feet. We set our litany of goals, and every destination we conquer breeds more confidence to reach the next one.

Unfortunately, if we are not vigilant and resolute, confidence can breed the ugly head of arrogance.

Arrogance is a booby trap on the path to success that becomes a pitfall for not only yourself, but everyone else following your star. Arrogance fosters an illusion of control, it alienates followers, handicaps you as a teacher, and leads to self-deception of value and worth.

Some builders will dirty the shoes of their confidence with the mud of arrogance. They falsely believe that because they are hitting their numbers and achieving their landmark goals, they have the right to become egotistical to the point of alienating the client trying to

This insight absolutely elevated my skill set. I was always a good salesman, but I became a much better negotiator when I learned to truly put myself in the other man’s shoes. do business with them.

As I follow different queries on social media, I see it becoming more prevalent each and every day. An upstart or young builder honestly asks the question: How do I react or treat the client that asks for a discount or wants to negotiate the price of the project?

Far too many seasoned builders forget to put themselves in the client’s shoes. Instead of embracing the process, they arrogantly bellow, “My price is my price,” or “They are insulting my integrity by asking for a discount.” Or the ever-popular, “They are devaluing my efforts, my skill, and my experience,” when the real truth is, negotiating is a form of human nature where we are all genuinely seeking a balance between budget and value.

In many cultures, haggling is a tradition and fully expected by both parties. The insult comes when one party tries to bypass the process. Clients may have researched their project like it’s a doctoral thesis, but until the design parameters meet up with price points, they generally have zero clue of a project’s true cost.

We all perceive value differently. We might try to simplify the client’s life by making a project sound like no big deal, but then promptly charge top dollar for pulling it off. Just because we know our value and our reputation doesn’t mean the client is fully aware, or carries the same point of view. Chances are, your marketing is what brought you to their table, but the same could be said for a half dozen other builders.

Instead of boldly puffing your chest out on top of your self-proclaimed reputation, throwing down a “take it or leave it” gauntlet, let’s take a step back and recognize their request for what it truly is. For starters, if you put yourself in their wing tips, the client has just declared that they want to do business with your company. Why stomp on their toes?

Let’s step aside from our egos and let the negotiating dog eat. Haggling can actually be fun if you respect the process and enjoy sales. Yes, you should always focus on value over price—that’s day one in any sales training—but you should also strive to educate your clients about your value.

Without your help, the client has earned the money that put them into a position to afford your caliber of work. They walked in a different pair of shoes than you and found their own success.

So, always be polite and respectful. Use careful, calm language. Never display arrogance or give ultimatums.

No one is saying you have to just drop your price. I am suggesting you formulate a plan that allows you to negotiate and let the client feel like they have negotiated the “best deal.”

One guy I spoke with said he once gave $50 off on a $50,000 project where the extra $50 was built into some redundancy from a lighting package. The client was happy for the discount and signed the contract.

Most guys I spoke with told me they have: • Never paid list price for a work vehicle, truck, trailer, or piece of equipment.

• Never paid list price at the lumberyard—always getting special contractor and bulk pricing.

• N ever paid list price at a rental store.

• N ever paid list price for tools.

We negotiate the price on work wear and group discounts on work boots. It’s reckless and irresponsible not to try.

So, we look down our noses when we are selling big-ticket luxury projects and the client makes the same request?

Seasoned builders/sales reps respect the “art” of haggling. These individuals treat it like a fun, positive business exchange, not a battle of wits or a personal affront.

It’s a dance, not a fight. If you come into it with a process, it can be an enjoyable way to close a few more projects every year. It may actually raise your average project total, and earn you a few more highly pre-qualified leads from clients who thoroughly enjoyed the process.

So, instead of rolling up your sleeves and strapping on a pair of boxing gloves, kick off your discounted work boots, slip on your dancing shoes, and soft shoe boogie your way right into the client’s heart, home, and outdoor investment.

That’s what Adam would have done. DS

Brendan Casey with Casey Fence and Deck is a 18-time national award-winning Deck Specialist with over 40 years of professional experience. He and his wife, Dianna, started their business 25 years ago and immediately gained a reputation for high quality and a unique approach when it comes to delivering exceptional value for your outdoor living investment.

January/February 2026 | Deck Specialist |

39

TOOLS & TECHNOLOGY • Andy Henley & Mike Mitchell

MAKITA’S MAKTRAK TOOL STORAGE SYSTEM Tested as seven-piece system / Estimated price: $840.00

I

N DECK BUILDING, efficiency is everything. The right tools and storage systems can save hours of frustration, reduce physical strain, and keep a crew operating at full speed even in tough conditions. We put the MakTrak Makita tool storage system to the test on active job sites, not in controlled demos or showroom floors. What follows is an honest look at how this setup performed for deck builders who rely on their equipment every single day.

ANDY: One of the first things I noticed was how well this system handles uneven ground. The oversized wheels glide across ruts, soft soil, demolition debris, and all the unpredictable surfaces that appear after tear outs. Instead of dragging or getting hung up, the unit stays smooth and steady, reducing strain on the crew and keeping tools moving from point A to point B. It acted like a true workhorse, powering through bumps and grooves without slowing us down.

ANDY: Unlike upright storage systems, this one sits flat and uses dual-hinged, removable lids. The real benefit: you can reach tools in the bottom bin without tearing down the whole stack. Anyone who has ever needed the saw buried in the lowest box knows the frustration. This design

40 | Deck Specialist | January/February 2026

eliminates that problem completely, cutting down wasted time and keeping the workflow focused.

ANDY: Another standout feature I found was how effortlessly it loads into the truck. By using the front handle as a natural pivot point on the tailgate, the storage system slides in without heavy lifting. No awkward low pulls, no back strain, and no wrestling with dead weight at the end of a long workday. When you are tired and ready to go home, having equipment that works with you instead of against you is a real gift.

MIKE: The first thing I noticed is that the MakTrak has taken a whole new approach. My upright storage systems have always been stacks of traditional-style, handheld toolboxes with wheels at the bottom and a handle up top.

This system starts with two main boxes that are longer, wider, and shorter with a handle on the front. This shape makes it so much easier to find your tools when you need them. The shorter boxes only allow for one layer of tools, so when you open the lid you can instantly locate your tool without emptying out each box to figure out what tools are on the bottom of the pile. It also allows the larger tools to sit flat instead of trying to find the perfect angle to fit it in. Since it is pretty big, it comes with dividers both for

the big boxes and the little compartments. We found that the dividers for the big boxes were a little weak and could bend with heavier tools. It helped to keep the heavier tools towards the wheels.

MIKE: Let’s talk about capacity and organization. It holds nearly all the hand tools for a full deck build and keeps it organized and protected. This one system was able to store tools that we had in two upright systems. It functions more like a full-size tool chest that you can roll anywhere. It’s almost like having a set of drawers since the lower lids can be opened without unstacking any of the upper toolboxes, and they can be opened from either side. Since there is not a “front” or “back,” each toolbox can be added from either side, this makes stacking quick and easy. Because of the size, it can get heavy when you fill it up, but with the handle on the front and the bigger wheels, it didn’t take much extra effort to get it around.

MIKE: Something else that stood out to me was the Gecko Grips. These rubberized feet completely stabilize the unit during transport. Whether it sits in a van, a truck, or a trailer, it stays locked in place without straps or tie downs. There is no shifting. No rattling. No reorganizing upon arrival. The rubber grips also prevent scratches on composite decking. For crews working around finished surfaces all day, this detail adds real value and peace of mind. These grips bring a level of stability and protection that makes this system shine.

After weeks of use across multiple job sites, the verdict is clear.

The Makita MakTrak is far more than a storage system. It is a mobility tool, an organization tool, and a workflow tool that genuinely supports the way contractors work. From terrain handling and smart access to stability and back-saving loading, it proved itself as a well-engineered, job-ready solution. For builders who want equipment that keeps pace with the demands of the trade, this system earns its place on our top review list. DS

Pros: Large capacity, ergonomic features, practical mobile storage Cons: Can get heavy when full, dividers could be more rigid

Contractor’s Corner Makita XPK01 Battery-Operated Planer I have built my career delivering premiumquality products. Using multiple types of tools to ensure that the final product is exactly what the clients envision. The Makita XPK01 batteryoperated planer is the one tool I reach for over and over to help me accomplish the quality product that makes the job look good.

As I keep growing MMair Decks and Outdoor Creations in New Jersey around the Long Beach Island area, I rely on the solid performance of tools such as the Makita planer to deliver dependable craftsmanship. The battery-operated function allows anyone to use it immediately without setting up cords, making it easy to take anywhere on the job site. The Makita planer is just one of those tools that I trust every day.

It’s simple to use, reliable, and tough enough to keep up with the long hours on the job site.

Whether I’m shaping deck joists or shaping deck boards, the Makita planer is always around. I really appreciate the consistency; every pass is clean, even, and helps the final product look the way my customer expects it to.

I have learned that success comes from showing up, working hard, and using equipment that won’t you down. This Makita planer is one of those tools that quietly makes the work better at MMair Decks and Outdoor Creations.

Manuel Reyes, Owner MMair Decks and Outdoor Creations MMairconstructionllc@gmail.com @MMairconstructionllc

Overall TNT Rating: 9.2/10

Andy Henley is the owner of Hen-House Decks, Uniontown, OH. Mike Mitchell is the owner of Mitchell Construction in the Chicagoland market. Andy and Mike can be reached in the DeckingTNT Facebook group.

January/February 2026 | Deck Specialist |

41

MARKET YOURSELF • April Edwards

What 2025 Made Clear for Deck Builders Heading Into 2026 M

OST DECK BUILDERS did not lose momentum in 2025 because demand disappeared. They lost it because what used to be good enough stopped being enough.

One builder put it this way: “Usually I’m booked out for a year. Lately it’s been weeks.”

Another told me after losing a large project: “The homeowner didn’t say he couldn’t afford it. He said he couldn’t justify it.”

Those comments came up again and again throughout the year. Not panic. Not failure. Just the same friction showing up across different markets, different company sizes, and different price points.

I know I have been talking about this all year, so none of this should feel brand new. What I want to do here is give you deeper context so you know exactly what to do with it as you plan for 2026.

AI did not change what homeowners want. It changed how informed they can get on their own.

AI, AEO, GEO, whatever you want to call it, did not change buyer intent. Homeowners still want great outdoor spaces built by professionals they trust. What it changed is their ability to get informed without ever talking to you.

Homeowners can now answer a lot of their own questions

42 | Deck Specialist | January/February 2026

before picking up the phone. Pricing ranges. Design options.

Material differences. Timelines. They can do all of that on their own. Because of that, many homeowners do not want to get on the phone just to be educated or sold to. They want to reach out when they feel ready.

By the time a homeowner contacts a builder, they have usually already formed an opinion about who they want to talk to and who they do not.

Here is the upside. When homeowners are more informed before they contact you, those tend to be better leads. Fewer tire kickers. Better conversations. More alignment from the start.

Why old marketing stopped holding up For years, referrals, reputation, and a basic online presence carried a lot of weight. During the post-Covid surge, demand covered gaps that did not show up clearly.

In 2025, those gaps became impossible to ignore.

Generic marketing failed faster than it ever had before. SEO without a clear strategy. Ads without follow up. Websites full of photos but no explanation. Content that existed but did not actually help a homeowner understand anything.

One builder said it bluntly: “I feel like I’m doing marketing, but I don’t think it’s actually helping people understand why they should choose us.”

What showed up consistently was builders trying to understand why their marketing looked fine on the surface but was not helping homeowners clearly choose them.

Photos were there. Reviews were there. A form was there.

But nothing explained how that builder worked or why one project might cost more than another.

When two builders look similar online and have similar reviews, the homeowner has no choice but to compare price.

That is not because homeowners only care about price. It is because they do not have enough clarity to confidently choose based on anything else.

What had to change and why builders need to adapt At Deck Builder Marketers, we have always believed marketing has to reflect how a business actually runs.

What changed in 2025 is that the market stopped allowing workarounds.

For a long time, progress could be made working with incomplete project information, inconsistent photos, or limited sales feedback. Sometimes it was not ideal, but it worked well enough. In today’s environment, guessing breaks marketing, and it breaks it fast.

That is why we formalized the Brand Strategy Handbook. It is not a branding exercise. It is how we document how a builder actually operates. How they explain their process. How they talk about pricing. What makes their projects different. What kind of work they want more of. Without that clarity, content turns generic and generic marketing blends in.

We also formalized Builder Story Day. A Builder Story Day is a full multimedia day on site. We go out to projects and capture the business the way a homeowner actually experiences it. That includes video walkthroughs of finished spaces, drone footage to show scale and context, homeowner testimonials explaining why they chose that builder, interviews with the owner, their spouse, and their team, clean photos of completed projects, headshots, and behind the scenes images of the people doing the work.

It is comprehensive on purpose.

Homeowners are not just hiring a deck builder. They are hiring people. They want to understand who they are trusting and how decisions get made before they ever talk to you.

If you are selling $40,000, $50,000, or $100,000 projects, your marketing has to support that level of trust.

Detailed project information is no longer optional.

Neither is talking about pricing ranges and cost variables.

We have always pushed builders to explain why things cost what they cost. Now we are much more direct about it because homeowners expect that information up front.

Content that works today looks like explaining your thinking. Things like: Why it is worth spending more on

steel framing in certain situations? or Why is one deck with similar materials to another end up costing $30,000 more?

That is not marketing fluff. That is helping a homeowner make a smart decision.

Marketing also cannot live in a silo anymore. Sales data, follow up, and project outcomes have to be part of the picture. Marketing without that feedback wastes time and money.

That is why we formalized what we call the Success Pillar. Not as coaching for the sake of coaching, but as a way to support builders outside of just deliverables. Through the Success Hub and biweekly growth workshops, builders work through how buying behavior is changing and how to adapt in their own markets. Alignment issues surface faster now and they need to be addressed sooner.

Marketing is infrastructure now One thing 2025 made very clear is that marketing can no longer be piecemealed.

Throwing a few dollars at SEO here, ads there, and hoping it all works together is no longer realistic. Marketing today requires a system.

When done well, marketing can absolutely help scale a business. In tougher or more uncertain markets, it also acts as insurance. It protects visibility. It reinforces value. And it supports better conversations when demand tightens.

For most builders, allocating at least 2% of your revenue goal to marketing is baseline. More if you are behind on visibility and need to catch up. Catch up always costs more than maintenance.

Looking ahead to 2026 The conversations that kept showing up in 2025 did not create this shift. They validated it.

Homeowners expect more clarity. More transparency.

More help making a decision before they ever pick up the phone.

Your marketing, content, website, ads, and follow up all need to work together to guide them through that decision.

So as you plan for 2026, here is the question worth sitting with: Is your marketing actually helping homeowners choose you, or is it just helping them compare you? DS

April Edwards is a digital marketing strategist and founder of Deck Builder Marketers, Oceanside, CA. You can message her on Instagram @deckbuildermarketers or learn more by visiting deckbuildermarketers.com.

January/February 2026 | Deck Specialist |

43

NEW PRODUCTS

Urban Bonfire, an industry leader in outdoor cooking and entertaining solutions, has partnered with True Caliber to launch a new collection of outdoor kitchen layouts designed for social cooking and entertaining.

At the heart of the collection is the Rockwell Social Grill

by Caliber. The grill’s fully retractable “disappearing” lid enables a 360-degree interactive cooking and dining experience, placing the “chef” at the heart of the gathering space with guests. True Residential refrigeration, available

in paneled and glass-door configurations, provides seamless integration and premium functionality.

Each layout pairs Urban Bonfire’s powder-coated finishes with True Caliber’s bold hues and is designed with flexibility, functionality and social interaction in mind.

Curated accessories complete each space, making them ideal for gatherings both large and small. [urbanbonfire.com/true-caliber]

The Deckhands Clamp System from ShadeThings delivers a smarter, cleaner way to mount umbrellas and outdoor accessories on wood, composite or metal deck railings and fences.

The stainless-steel clamps secure firmly without bulky bases or floor obstructions, freeing up valuable deck space and eliminating tripping hazards. They install in minutes using standard tools to hold umbrellas, lighting, torches, flags and more—all with a sleek, low-profile, weatherproof design that complements any railing style. [shadethings.com]

44 | Deck Specialist | January/February 2026

Impression Privacy Screen from TimberTech is a first-ofits-kind privacy screen solution that provides both decorative screening and functional railing together in one system.

An expansion of the Impression Rail Express line, it is engineered to work together as a unified system and has been wind load tested for durability so homeowners can have the cohesive look they want with the performance they need.

Its sleek aluminum design complements a range of outdoor styles and is non-combustible, a key consideration wildfire-prone regions. [timbertech.com]

Compatible with both 4” and 5” posts, BuzzCaps instantly convert any deck or fence post into a sturdy torch holder.

Made in the USA, BuzzCaps come in standard white—or most any other color meeting minimum order requirements. [buzz-caps.com] January/February 2026 | Deck Specialist |

45

LedgerShield LLC is introducing LedgerShield, a ledger flashing system that is guaranteed to prevent catastrophic deck failures while making the job more efficient. The patented two-piece ledger flashing system is expected to revolutionize deck, porch, and balcony building in North America.

Made from 99% pre-use recycled PVC, the system integrates all code-compliant flashing requirements; top and bottom z-flashing flanges with ice and water guard where it’s needed. Easy to install, it costs less per linear foot than traditional flashing products.

LedgerShield LLC developed a proprietary testing protocol and partnered with InterTek in Pennsylvania to ensure that the product would be tested to realworld conditions and using proper fasteners. [ledgershield.us]

DeWalt released its new 20V MAX Atomic Multi-Head Drill/ Driver (DCD803B). Designed to take on a variety of tasks in hard-to-reach spaces, the new compact and versatile multihead drill/driver comes with four attachments that can be switched quickly and easily between applications.

Inspired by the insight that users wanted a more versatile 20V MAX tool that could handle a wider range of applications without sacrificing power, the new tool features a drop-in load mechanism that allows users to quickly switch between a 1/2”. metal chuck attachment, a ¼” right angle attachment, a ¼” offset attachment and a ¼” quick connect attachment.

The drill/driver is available as a bare tool and includes a mountable organizer and belt hooks to hold attachment heads. [dewalt.com] Milwaukee’s new cordless M18 Fuel Nexus Modular Vacuum System delivers groundbreaking advancements for the jobsite cleanup.

The system features VacLink wireless dust control for enhanced productivity and seamless remote activation, along with PackOut modular storage compatibility capable of carrying 130 kg for maximum versatility and mobility around the job site.

With two M18 Forge 12.0 ah battery packs, it can clean-up to 545 square meters on a single charge with up to 49 minutes of continuous cleaning on max run time mode. [milwaukeetool.com]

46 | Deck Specialist | January/February 2026

Eva-last’s new Pioneer Indigenous Collection features True Ipe and Weathered Ipe for bold, high-contrast beauty. Inspired by nature’s most striking hardwood timbers, this collection showcases dramatic variegation in color, tone, and woodgrain texture for exceptional visual depth.

Pioneer decking delivers advanced high-resolution digital replication of rare hardwoods, with sustainable, low-maintenance durability, superior strength, and long-lasting performance. A bamboo foamed-PVC and glass fiber-reinforced core provides increased strength and span capability and reduces expansion and contraction. [eva-last.com] FastenMaster has once again set the standard for color-matched composite deck fastening with the launch of collated Cortex plugs for Trex Enhance Golden Hour and Pebble Beach. These new additions give pros the first complete concealed fastening solution for Trex’s latest board colors, available only from FastenMaster.

The Cortex Hidden Fastening System is the most comprehensive screw-and-plug solution available for composite decking and fascia. Each plug is made from the same Trex material as the board itself, providing a 100% color and texture match for a seamless matched finish. Collated Cortex plugs come pre-aligned for grain direction and can be installed up to 50% faster when compared to loose plugs.

With the addition of Golden Hour and Pebble Beach, FastenMaster now offers Cortex for all Trex decking and fascia colors, covering every line and shade on the market.

Available in a variety of convenient packaging options, including 100 LF kits (with screws, plugs, and setting tools), fascia kits, and plug-only packs, Cortex gives pros everything they need for a professional, hidden look from start to finish. [fastenmaster.com] January/February 2026 | Deck Specialist |

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DATE PLANNER Pittsburgh Remodeling Expo When: Jan. 30-Feb. 1 Where: Acrisure Stadium, Pittsburgh, PA. More info: homeshowcenter.com/overview/pittsburgh

Oklahoma City Spring Remodel & Landscape Show When: Feb. 27-March 1 Where: Oklahoma City Convention Center, Oklahoma City, OK. More info: homeshowcenter.com/overview/oklahomacityhome

Colorado Springs Home & Garden Show When: Feb. 6-8 Where: Norris Penrose Event Center, Colorado Springs, CO. More info: homeshowcenter.com/overview/colorado springhome2

Tacoma Remodeling Expo When: March 6-8 Where: Greater Tacoma Convention Center, Tacoma, WA. More info: homeshowcenter.com/overview/tacomahome

Indiana Home & Garden Show When: Feb. 6-8 Where: Indiana Convention Center, Indianapolis, IN. More info: homeshowcenter.com/overview/indianapolis

Charleston Remodeling Expo When: March 13-15 Where: Charleston Area Convention Center, North Charleston, S.C. More info: homeshowcenter.com/overview/charlestonhome2

Northwest Remodeling Expo When: Feb. 6-8 Where: Seattle Convention Center, Seattle, WA. More info: homeshowcenter.com/overview/seattle

Colorado Springs Remodeling Expo When: March 13-15 Where: Norris Penrose Event Center, Colorado Springs, CO. More info: homeshowcenter.com/overview/colorado3

International Builders’ Show When: Feb. 17-19 Where: Orange County Convention Center, Orlando, FL. More info: buildersshow.com

Fox Cities Home & Outdoor Living Show When: March 13-15 Where: Fox Cities Exhibition Center, Appleton, WI. More info: homeshowcenter.com/overview/foxcitieshome2

Columbia Home & Landscape Expo When: Feb. 27-March 1 Where: Columbia Metropolitan Convention Center, Columbia, S.C. More info: homeshowcenter.com/overview/columbia2

Greater Cincinnati Home Expo When: March 13-15 Where: Sharonville Convention Center, Sharonville, OH. More info: homeshowcenter.com/overview/cincinnati2 Portland House & Outdoor Living Show When: March 20-22 Where: Oregon Convention Center, Portland, OR. More info: homeshowcenter.com/overview/portland3 Columbus Home Improvement Show When: March 27-29 Where: Ohio Expo Center, Columbus, OH. More info: homeshowcenter.com/overview/columbushome2 Madison Build, Remodel & Landscape Show When: March 27-29 Where: Monona Terrace Convention Center, Madison, WI. More info: homeshowcenter.com/overview/madison2 Dallas Build Expo When: April 22-23 Where: Dallas Market Hall, Dallas, TX. More info: buildexpousa.com/dallas-build-expo Twin Cities Home Expo When: May 8-10 Where: Minneapolis Convention Center, Minneapolis, MN. More info: homeshowcenter.com/overview/minneapolishome3 Austin Build Expo When: May 27-28 Where: Palmer Events Center, Austin, TX. More info: buildexpousa.com/austin-build-expo

48 | Deck Specialist | January/February 2026

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49

Seeing Is Believing IN AN ERA where homeowners can preview everything from cars to outdoor kitchens online, The Hover Design Report 2025 makes a compelling case for why deck builders, remodelers, and contractors must adapt to what it calls the “Visual Economy.” Authored by Hover CEO A.J. Altman, frames generative AI as not just a technological advancement but a pivotal shift in how the remodeling industry communicates value, secures trust, and ultimately closes more projects.

At its core, the findings highlight a widening gap between homeowner expectations and contractor capabilities. Today’s clients, conditioned by platforms like Pinterest, Zillow, and Amazon, expect instant visual confirmation of their ideas. Yet, many remodelers are still pitching projects with paper sketches, sample boards, or phone photos. Only one in three contractors currently offer a design preview of a homeowner’s actual property, despite 74% of pros acknowledging that clients expect one. That disconnect could cost professionals both revenue and relationships.

One of the most striking takeaways is the emotional dimension of visualization. Nearly half of homeowners reported stress during remodeling, and one in three delayed projects due to design indecision. The ability to “see” the final product before construction—using AI-driven renderings that show real materials on real homes—translates to confidence and faster buy-in. As Minnesota builder Paul Trautmann puts it, “Homeowners can’t make a big decision based on color chips—it’s too much money and not enough certainty.”

For deck builders, this insight is particularly relevant.

Outdoor living projects are highly visual and materialdriven; subtle variations in color, texture, or railing design can dramatically influence a homeowner’s decision.

According to the research, real-time visualization tools not only boost close rates by 30% but also improve

50 | Deck Specialist | January/February 2026

communication (65%), satisfaction (59%), and customer trust (55%). Those metrics quantify what most seasoned builders already know—seeing truly is believing.

Today’s generation of AI-powered visualization tools aims to be fast, intuitive, and mobile-friendly, capable of generating a photorealistic rendering in seconds rather than hours. That shift means a builder can discuss, adjust, and sell a design during a single client visit, not over weeks of back-and-forth revisions.

“When I started in the business, you could sell a large job with an estimate and a handshake,” says Shannon Cook, owner, On-Site Builders, Myrtle Beach, S.C. “Now it’s completely different. Clients have endless sources for inspiration and want to see how their ideas will look on their home, not just sample boards.”

The underlying message is less about technology and more about empowerment. Visualization isn’t replacing craftsmanship; it’s amplifying it. For deck specialists, that means giving clients the power to explore materials and layouts visually while preserving the expertise and artistry that define the craft.

The results paint a clearer picture of where the industry is headed. AI-powered design is no longer a novelty; it’s quickly becoming the new standard for how projects are imagined, communicated, and sold. Builders who embrace real-time visualization will not only keep pace with homeowner expectations but position themselves at the forefront of a more confident, collaborative, and visually driven era of outdoor living.

For the full report, visit hover.to/hover-design-report. DS

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