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EIOR YEARS' retail lumber dealers .l-' have been sponsoring educational deck clinics for homeowners. These how-to demonstrations are still effective communications tools, but more of today's deck promotions are likely to include computer presentations that provide customers with three-dimensional views of how alternative deck designs will look on their homes.

Computer-generated designs can help retailers reach two or three times more potential customers because they provide personalized, customdesigned, professional-looking renderings of deck alternatives along with complete material take-offs and pricing. It's much more effective than the old method of scratching out rough deck designs on a tablet, one at a time. It also accelerates the decision process, because many homeowners decide to proceed with a deck immediately after seeing it visualized on the computer screen. They like the simplicity of the system, which also shows construction stages step by step.

This new technology means that presentations can continue during the off season, long after clinics have been "retired" for the winter. Several computer software suppliers offer

Story at a Glance

3-D software programs add new dimension to deck clinics ... computer presentations can be held year-round.

CAD design packages to dealers for deck presentations.

Payless Cashways' Southern Region has generated strong deck sales by focusing on individual customers using computer presentations and targeted advertising. The company also continues to sponsor deck clinics on a store-by-store basis. According to regional lumber merchandising manager Dave Nichols, the clinics generate a good response and help Payless Cashways build customer loyalty. The clinics help make homeowners "more comfortable" with building a deck, Nichols says.

Some retailers draw crowds up to 100 people for deck clinics, yet Payless believes that communications are more effective with a smaller group. Larger crowds sometimes