Sell the $200 million deck after-market

A special after-market section should be established. Often it is a good idea to cross merchandise the section with signs and displaYs in both the pressure treated wood deck material section and the outdoor furniture section. lf the store has an outdoor living display with demonstration decks, gazebos and other garden amenities, it is important to include after-market materials.

Samples of wood which has been exposed to the weather with some protected with water repellent, waterproof material or stain and some left bare are good silent salesmen. Stain samples also are helpful. Stripes painted on a deck in various shades or a large circle with pie shaped pieces stained with the different colors are attention grabbing and more effective than a small chip to demonstrate color.

Springtime clinics can demonstrate how old decks can be restored by removing mildew and other stains before applying a wood preservative product. Application techniques, usually soaking, brushing or flood spraying, can be demonstrated thus offering an opportunity to sell application equipment as well as the product. Handout material should carry both an equipment and material shopping list.

After-market deck products tie into home repair and spring fix-uP advertising as well as promotion of pressure treated wood decks. The products are applicable to both new and old decks since they can be used to protect new material as well as restore.