l2 keysto a successful deck clinic

IfUNnnPDS of retailers have disIlcovered that customer education is an effective method of increasing sales of pressure treated wood and other decking materials.

They sponsor'"how-to-build" deck clinics at their yards for homeowners who want a new deck, or plan to expand and upgrade their present deck.

According to the Southern Pine Council, surveys of retail building material dealers indicate there are a number of key points to remember when planning a deck clinic:

Storyat a Glance

Deck clinics can invigorate treated wood sales a dozen essential planning steps.

I Ptun well in advance-develop flyers for store displays and local distribution. Other sales materials include neighborhood door hangers, advertising art from associations, brochures, plans and idea books, grade charts and banners.

2 s"n"oute newspaper and radio advertising.

3 Have attendees sign up in advance at your store to register for the clinic.

4 Contact supplier sales reps for demonstrations of their tools at the clinics.

lr dD Invite building inspectors to talk. a1a l(D Use videos that are available. and a chalkboard. fO ro find out who is artending, have a sign-in book or entry blanks for a door prize. ll rtaur." sure speakers are knowledgeable-introduce them and describe their background.

Make a display of treated lumber and fasteners.

8 tno* paperwork including building permits, sketches of deck designs, as well as stairs and rails. Show a typical bill of materials.

9 t*" sure you have comfortable chairs, a well-lit area, bathroom facilities. coffee and cake.

12 n"presentation should cover: tools, as who can

- Standard materials and well as people and firms assist with the deck project.

- Designs, styles and construction methods for new decks and deck renovations.

- How to get building permits.

- Ordering materials.

- Estimating costs.

- Step-by-step guide to actual construction.

- Tools, nails, bolts, brackets, screws and other details.

- Ask lor the order-your deck attendees are ready to build!

Finally, some retailers conduct deck construction contests and award prizes to homeowners who bring in photos of their new decks, built with lumber supplied by that yard.