How to earn contractors' repeat busrness

n UALITY of materials is the most important consider\f ation for decking contractors in choosing a supplier, accbrding to a Building Products Digest survey of 100 decking professionals.

Approximately 45Vo of decking contractors most desire quality materials, followed by service and price. "The quality of material is most important," said Ed Strange, Property Services, Dover, N.H. "I am a small contractor, so the work I do represents me as a person. The final product is my signature for good or bad. It is important how happy the customer is with his dream project."

"As anyone in the craft can tell you, the bitterness of poor quality remains long after the sweetness of low price is forgotten," added Doug Morgan, Dixie Decks, Brandon, Ms. "l would much rather lose a job on price than to lose my reputation on quality. Having said that, this is a com-

Because they typically prize

quality and service over price, deck builders overwhelmingly said they buy their materials from local lumberyards.

petitive trade, and you do have to shop for the best prices. What I find myself doing is finding two or three local lumberyards that I know from experience have good quality lumber, and then shopping amongst them for the best price on different components."

Tom Kaden, JLC Builders, Huntingdon Valley, Pa., agreed: "When shopping for lumber the most important thing I look for is quality of materials. Your project will look only as good as the materials you use. Local lumberyards are the only place I'll go. I keep their pricing honest by using more than one lumberyard."

Service came in second, with 277o of the vote. "Service is everything," insisted Bob Fogarty, Artistic Decks & Arbors, Duncanville, Tx. "lt guarantees the price is fair, the material is high quality, defective boards will be replaced, with a smile, and they offer delivery coordinated with the project manager."

Kevin Evans, Decks Colorado, Littleton, Co., said, "I want to have my supplier genuinely care about my needs and prove it by being able to deliver good looking, straight lumber. Loaded by people who have a clue and care. Delivered by people who have a clue and care. Billing policies that keep accounts straight for job-type accounting. To be willing to pick up and take back materials that (Please turn to next page)