Treated wood sales for remodeling: additions, expansions, renovations

T O MAKE the most of your d-i-y f business. make customers aware that outdoor additions can add living space to their homes for a minimum outlay of cash.

"By adding a deck or porch your customers can significantly increase their living area without the costs and complexities of remodeling the home itself," advises Pat Simpson, host of the nationally syndicated doit-yourself tv show, Backyard America. "lt's a dealer's job to make do-it-yourselfers aware of this attractive alternative, as well as contractors. remodelers. builders and deck specialists. "

Encouraging customers to enclose their present decks for year around use is another treated wood remod- eling sales opportunity recommended by Simpson.

He also suggests that since most treated wood customers are repeat buyers, sales can be increased by providing ideas for additional outdoor projects. Decks are by no means your only opportunity for treated wood sales, he stresses. Treated wood is ideal for fences, benches, tables, gazebos, recreational projects, pool decks and landscaping.

"Make building plans, backyard idea books and how-to videos available to customers to make them aware ofwhat they can do," he adds. "Some suppliers of treated wood will assist with training for store personnel, preparing promotional campaigns and providing point of purchase literature and displays."

Story at a Glance

Television host's ideas on selling treated decks for living spo@, re{urbishing of old decks, new trcated specialty items, coatings and hardwarc tips on promotions, clinics, le lated sales, environmental be nefits.

$ Since many of America's 30 mil- lion decks are more than five years old, they are candidates for remodel- ing. "This is especially important when you consider that over 220/o of current deck owners intend to repair, replace or enlarge existing decks," $ Simpson says. "Even though almost E one in four homes alreadv has a dect<, the opportunity for additional sales remains."

Additional sales can include newly available treated wood specialty products such as spindles, railing, balusters and lattice to uDdate deck. Refurbishing also is an opportunity to sell coatings and stains. Almost 350/o of deck owners apply a water repellent and 25% stain their decks, according to Simpson.

"Customers need to be made aware that they can enhance and protect their investment by applying water repellent stains and coatings," he points out. "Contractor and remodeler customers are also candidates to buy water repellent stains and coatings to restore old decks."

"To maximize potential treated lumber sales, a dealer needs to actively promote the advantages of decks and other outdoor projects," Simpson advises. "Spring is an excellent time to hold in-store deck clinics. "

He points out that surveys show 200/o of deck clinic attendees are in the store for the flrst time. In addition to providing the information customers need to build their decks, clinics should include the benefits of pressure treated wood and related products.

"The appearance of the wood ranks first in in-store purchase decision factors for d-i-yers," Simpson suggests. "Though they are general-