Deck Specialist March/April 2025

Ideas & Strategies for Outdoor Living Professionals

G-Tape Build it to last

Ideas & Strategies for Outdoor Living Professionals

When you’re looking to create a dream outdoor retreat, Trex Performance-Engineered™ decking and railing are just the beginning. It’s the additional accessories that help to truly elevate the space, like a Trex® Pergola. They’re available in multiple colors and sizes as well as custom shapes. Learn more about taking your customer’s outdoor space to the next level at trex.com. Available in just the right shade.

Featuring: Trex Transcend Decking in Havana Gold with Trex Pergola™ Shadow in Jet Black

Photo © 2022 Warner Bros. Discovery, Inc. or its subsidiaries and affiliates. All rights reserved.

DECK SPECIALIST

Ideas

& Strategies

for Outdoor Living Professionals

Favorite Fasteners

We take a deep dive into the fasteners preferred by builders

Donuts to National Champion

Builder Dave Settlemyer shares how he went from making donuts to becoming an award-winning deck builder

Sky-High Vision

Decks Elevated builds a spacious, maintenance-free space in Minnesota

Add ROI to a Home

Well-designed

ON THE COVER: Dave Settlemyer, owner of Under the Sun Concepts, shares his personal story of working the night shift making donuts to working for a landscape construction company to owning his own NADRA award-winning decking company to now designing award-winning decks for other builders. Shown is one of his NADRA award-winning decks.

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Brendan Casey, April Edwards, Andy Henley, Mike Mitchell, Bobby Parks

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DECK SPECIALIST is published six times a year at 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626, (714) 486-2735, www.deck-specialist.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for U.S.-based builders and contractors that specialize in decking and other outdoor living projects. Copyright®2025 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Deck Specialist reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. March/April 2025 • Volume 9 • Number 2

SARA GRAVES

Building Connections That Last

RECENTLY FOUND MYSELF in Virginia for a quick work trip with barely any downtime. Before leaving, I reached out to my eldest brother, who lives nearby, to see if we could meet up. After some back-and-forth, we realized I’d only have 25 spare minutes before heading home. Despite the tight schedule, my brother and nephew made the effort to see me off at the airport. That brief but meaningful moment reminded me how important it is to make time for the people who matter, even when life feels too busy.

The same goes for builders. When the spring rush hits, relationships often take a back seat. Tight deadlines, complex projects, and eager customers can make it easy to lose sight of what keeps your business thriving: the connections you’ve nurtured along the way.

Whether it’s the trust of a homeowner, the reliability of a supplier, or the teamwork within your crew, relationships are the foundation of success. These

Winchester, VA., showcases its American history.

connections don’t happen by chance—they require attention, effort, and a commitment to growth, even during the busiest times.

A builder recently shared a story that perfectly illustrates this. Faced with homeowners who were nervous and unsure of their vision, the builder chose not to rush the process or push a particular design. Instead, they listened, took the time to understand the homeowners’ concerns, and collaborated with them to find a solution. That extra effort built trust, transformed the project into a true partnership, and resulted in a stunning outdoor space—and a relationship that led to years of referrals.

This story highlights an essential truth: while expertise is critical, empathy is equally powerful. Builders who prioritize listening, communicating, and collaborating aren’t just creating decks; they’re creating lasting connections. Bobby Parks shares additional insights on this topic on page 42.

Also important is forging new relationships. Attending trade shows like IBS and Deck Expo, and participating in national builder events such as the 2025 NADRA Summit and National+ Deck Competition are excellent ways to expand your network. Strong relationships with dealers and manufacturers can also provide valuable insights and support to elevate your projects and set you apart in a competitive market.

Reflecting on my quick visit with my brother, I’m reminded that even small efforts to nurture relationships—whether personal or professional—can leave a lasting impact. It’s not about the amount of time spent but the intention behind it. In the end, your clients, team, and partners won’t just remember the work you did; they’ll remember that you took the time to build a meaningful connection.

Sara Graves is the managing editor of Deck Specialist. Reach her at sgraves@526mediagroup.com

Deckorators Partners with Wausau Supply

Deckorators has joined with Wausau Supply Co. to reach key markets across Washington, Idaho, Colorado, Utah, Ohio, lower Michigan, and Indiana.

“Wausau’s exceptional customer service and deep relationships at the dealer level enable the brand to reach targeted areas crucial to our success,” commented Ryan Kemp, executive VP of Deckorators.

Digger Specialties Expands into Colorado

Digger Specialties Inc. has moved into the Colorado market through a strategic partnership with Monsma Marketing Corporation.

A distributor of Westbury railing and columns since 2014, Monsma will initially distribute Westbury products from Cheyenne, WY., to Colorado Springs, before expanding statewide.

“We are expanding our decade-long relationship with Digger Specialties which will include the states of Michigan, Indiana, Ohio and now Colorado,” said Brian Stephens, Monsma Marketing’s executive VP of sales and marketing.

New Castle Steel Joins with BlueLinx in SE and CO

New Castle Steel has entered a partnership with national distributor BlueLinx to have its light-gauge, steel framing products distributed in Georgia, South Carolina, North Carolina, Tennessee, and Colorado.

“We believe that partnering with BlueLinx will greatly improve our reach and service to contractors and customers in these regions,” said Jason Alloway, founder and president of New Castle Steel.

526 Media Buys Lumber Blue Book

Deck Specialist parent 526 Media Group has acquired Lumber Blue Book, the leading provider of lumber-specific credit and business data.

“We recognize the long-standing reputation and importance of Lumber Blue Book, and we look forward to furthering its mission of providing critical business resources and connecting industry professionals,” said Patrick Adams, president of 526 Media Group.

Lumber Blue Book provides credit-reporting services, marketing data, and other valuable resources for construction professionals, including The Lumber Newswire. Lumber Blue Book was launched in 2009 to fill the void left by the dissolution of the Lumbermen’s Redbook.

The sale includes all lumber industry-related assets, all of which will continue without change or interruption under the name Red Book Lumber Data.

ProWood Launches New Business Model

UFP Industries is phasing out its UFP Retail Solutions customer-facing identity-making way for an expanded ProWood business unit to better serve its customers.

Current customers will now work with a ProWood account representative to enjoy a more holistic business approach, placing products and services under a single brand presence. Contractors will now have access to more innovative building solutions from Deckorators and UFPEdge brands.

Builders’ FAVORITE FASTENERS

FOR FOOLPROOF DECKING

BUILDERS CONSISTENTLY RELY ON a blend of innovation, functionality, and accessibility when selecting fasteners for their projects. A deep dive into the preferences of industry professionals highlights recurring themes: efficiency, reliability, bulk ordering, and the ability to adapt products to specific project needs. Here’s a summary of insights and preferences shared by builders:

Fasteners: GRK and FastenMaster

Builders have strong opinions about structural fasteners, and GRK screws consistently get high marks for their strength and threading. Scott Kelly, Precision Construction, Golden, CO., prefers them for their pull power,

BY SARA GRAVES

explaining, “The screw is fully threaded, where most others have a smooth shoulder at the top under the screw head.”

This full threading is especially useful when working with steel. Many homes have thinner ledgers and OSB rim boards that can cause screws with smooth shoulders to spin without gripping. Kelly relies on GRK’s 2.5” RSS screws for steel ledgers, saying, “They let me still get through the rim of the house with threads per code, without driving an extra 5/8” of screw into the house with a 3-1/8” screw.”

GRK screws are also a top pick for framing. Builder Mike Covelli Ill, MC Decks LLC, Aurora IL., prefers them even though they cost more, saying, “I actually go to a different store to

buy them, and they aren’t cheap, but they work.”

FastenMaster is another go-to brand, especially for its lateral tension ties. Kelly likes their design, noting, “Being able to add the lag screw separately is nice, but the big thing is the metal screws use a 5/16 nut driver—the same as the last screw FastenMaster provides—so you don’t have to change bits.”

Jonathan Berkhoudt, JB Deck Restoration, Buffalo, N.Y., favors GRK for framing and PT floor screwing but turns to FastenMaster’s HeadLok screws for beams and posts. He also relies on Edge clips and Pro Plugs for hidden fasteners and finishing touches on composite decking.

Builder Mitch Niese keeps it simple: “FastenMaster products have always been great.”

Plugs and Trim Screws: Starborn’s Appeal

For finishing touches, Starborn Pro Plug systems are another builder favorite, especially for composite decking. Phil Andrews, Andrews Decking Co., Campbellford, Ontario, Canada, appreciates their easy availability, saying, “I use Starborn Pro Plug because my preferred yards carry or rapidly get them for me.” Though he primarily uses Paslode galvanized nails for framing, Andrews reinforces his work with brackets, hangers, and Simpson hanger screws. “My yard carries boxes and boxes of a billion sizes,” he adds.

Tommy Holstein II, Solid Ground, Wentzville, MO.,

combines Starborn screws with CAMO MetalX clips for decking. He also uses Starborn Pro Plugs at the ends of every board and metal trim screws for fascia, ensuring a clean finish.

Some builders take a more hands-on approach. J.E. Post prefers to drill his own plugs and uses stainless fasteners for fascia, cedar, or ipé. For composite decks, he turns to Tiger Claw clips.

Efficiency is key for Andre Jones, owner of Jones Construction & Labor LLC. He uses long Irwin clamps with deck clips to install up to eight rows at a time. “They keep everything in place, so there’s no wiggle room,” he explains. “You can adjust as needed to make sure the last piece fits perfectly.”

Hidden Fasteners: CAMO and Fiberon

Many builders prefer CAMO and Fiberon clips for their efficiency and ease of use. Will Pendleton, owner of New Hampshire-based Brick Head Designs: Roofing, Siding, Decks, is a big fan, saying, “My favorite by far are those CAMO/Fiberon clips. I’d buy a pallet if I could.”

Beyond performance, these clips offer ergonomic benefits. Benjamin White explains, “I’m not bent over or on my knees the whole time. For a 12x12 deck, I spend about 30 minutes on my knees. The rest is standing up.” He also praises CAMO’s customer service. When a bad batch of screws failed, the company sent an engineer out and covered labor and materials for replacements.

CONTINUED >>

FASCO FASTENMASTER

Andrews has relied on CAMO clips for years and sees no reason to switch. “They’ve been standard for me for a few years now,” he says. “Now that they make clips for Deckorators, I don’t see myself changing.”

Shawn Eddy, Eddy Family Contracting, Brunswick, N.Y., prefers CAMO Wedge clips for their superior hold and easy installation. “I’ve found they stay in place best and accept the next board incredibly well,” he says. Compared to other brands, they are “far superior for ease of install at only a slightly increased price—time is money.”

For Charles Chadd, Decks Unlimited, Dayton, IN., CAMO timber screws stand out for their specific sizing. “I like CAMO timber screws because they sell them in 4 1/2”, which is perfect for my three-ply lumber,” he explains. His system also includes Starborn screws and plugs along with Simpson Strong-Tie joist hanger screws, all of which he buys in bulk.

Zachary D. Gunning, Top Gunn Decking and Home Improvement LLC, Elkton, VA., rounds out his list with GRK screws and Simpson Strong-Tie brackets, citing their reliability and availability.

Brand Loyalty

Brand preferences vary, but some builders are dedicated to a specific line. Sam Newberry, Newberry Contracting Group LLC, Charleston, S.C., says, “GRK and Simpson’s full line of products can accomplish anything needed.” Nathanael Hayford, Viking Engineering & Construction, Gresham, OR., uses Armadillo TurboClips exclusively.

Kelly turns to Daggerz screws for steel connections because of their performance, bulk pricing, and engineer endorsements. Daggerz offers various sizes, including #10, #12, and #14, and their screws can

penetrate .250 steel without pre-drilling.

Sizing is a major benefit. Kelly explains that a .5” screw works perfectly with 18-gauge steel and a standard Simpson L bracket. This ensures threethread engagement while saving effort on large projects by avoiding the extra .25” drive length common with Simpson screws. When working with thicker steel (.5” or more), he uses a #12 x 1.25 screw. He also appreciates Daggerz’s dark finish, which pairs well with Fortress designs or the “sexy, new black steel from New Castle.”

Bulk Ordering and Supplier Strategies

Many builders stress the importance of bulk ordering to save money and ensure they always have the fasteners they need. Barnabas Domowski, owner of Maryland Decking, Pasadena, MD., saves nearly $10,000 annually by buying pallet loads of CAMO clips, Cortex for trim, and FastenMaster structural screws during the off-season.

For competitive pricing and free shipping, Mannie Fisher, owner of Walnut Hollow Construction, Ronceverte, W.V., recommends fascofas.com. Holstein prefers Marine Bolt Supply for bulk screws and bolts, explaining, “We use a lot of Simpson structure screws. We try to make bulk orders on everything when it makes sense.”

Brendan Casey, owner of Casey Fence and Deck, Frederick, MD., also takes advantage of bulk deals, using generic screws from Fasco with no issues. He sums up a common sentiment among builders: “Nothing wrong with not having a brand name label attached to you. Just because a manufacturer makes one product really well doesn’t mean the others are up to snuff. If I put all my favorite brand logos on my rig, it would look like a NASCAR.” DS

From Donuts to NATIONAL CHAMPION

BY DAVE SETTLEMYER, OWNER, UNDER THE SUN CONCEPTS

In 2014, at the age of 36, amidst a personal crisis and the responsibility of raising my three young children alone, I stood at a pivotal moment in my life. The relentless effort to support my family had culminated in a cycle of professional mediocrity. Despite my passion for innovative design and a solid local reputation for quality, financial stability and continued growth remained elusive. I resolved to break free from the constraints of underachievement and create a lasting legacy for my children. I rebranded my landscape company to LS Underground, consolidating services to focus on upscale outdoor living and one-ofa-kind decks.

The Beginning

My professional journey had been anything but conventional. Between the ages of 16 and 20, I worked over 20 jobs, but never finding true fulfillment. My turning point arrived during a night shift making donuts when I was asked to be a laborer for a landscape construction company. That first day was grueling—hand-digging massive holes for evergreen trees with picks and shovels. Yet, something clicked. With each passing day, my enthusiasm grew, and under the mentorship of the company’s owner, I immersed myself in learning the intricacies of landscape design and construction.

After a short break and determined to start fresh, I returned to landscaping, but my previous position was no longer available. At 22, I took a leap of faith and started my own hybrid deck construction company, blending my landscape history into every project.

Balancing work and family responsibilities as a single parent was a formidable task, but my unwavering determination kept me going. Despite moments of near failure, I pressed on, striving to create something meaningful. Over time, my local reputation grew, and I built a strong team, but I knew I was capable of more.

I took a bold step and entered a few projects into that year’s NADRA competition. Surprisingly, Trex sponsored one of my projects. Attending the 2019 NADRA Awards in Kentucky, I was honored to win two awards. This moment ignited a realization—what if I designed projects specifically to win awards?

I began to build an extensive portfolio of innovative ideas. When presenting these concepts to potential clients, the response was overwhelmingly positive. The following year, I invested in 3D design software to help my clients thoroughly understand my visions. I submitted 10 projects to NADRA—winning awards for all of them. Doubts about whether my success in 2020 was a pandemic-driven anomaly were dispelled when I won seven more awards the following year. In just three years, I had evolved from a local name to a 19-time nationally awarded designer and builder. However, the physical demands of the industry

took their toll. By the end of 2022, I could no longer ignore my body’s limitations. I set one final goal—to create a single, showstopping project that encapsulated everything I had learned and accomplished. In 2023, I embarked on my final hands-on build, “Cottonwood,” with full creative control granted by my clients. The project earned seven prestigious awards, including second place for the best overall project—cementing it as the most individually awarded project in NADRA history.

Now, my focus has shifted from building to designing, collaborating with builders nationwide to help them achieve the same level of success. In the past year, I have designed 11 projects from Rhode Island to Texas, three of which earned four NADRA awards at this year’s summit. Looking ahead, seven additional projects are awaiting next year’s competition.

50 for 50

As recognition grew, I received inquiries from builders across the country. I realized that design is the fundamental differentiator. I leveraged my experience to help these builders elevate their own reputations and achieve award-winning results. This has led to the birth of my ambitious “50 for 50” initiative—helping 50 builders across 50 states win national recognition. The idea is gaining traction rapidly, and I am successfully partnering with top-tier builders nationwide.

I am eager to expand my national reach and partner with builders striving for top-tier recognition. We have invested heavily in new technology to present some of the most advanced 3D software to the industry, allowing clients to realize the full-scale, most lifelike renderings of their projects.

Reflecting on my journey, each challenge and triumph has reinforced my passion for excellence. From baking donuts to winning 36 national design awards and securing the “Visual Design Expert” status with Facebook’s Deck Building 101 community, my story is a testament to perseverance, adaptability, and the pursuit of greatness.

As I look to the future, I am driven by the mission to inspire builders across the country to embrace innovative design and achieve national recognition. Through strategic partnerships, continuous learning, and an unwavering commitment to design quality, I aim to leave a lasting impact on the industry.

I have rebranded once again as a leader in the outdoor living design field under the new name “Under the Sun Concepts.” I believe that with the right vision, dedication, and collaboration, any builder can achieve elite status and redefine the standards of excellence.

Joining the 50 for 50 campaign requires only the dedication to your craft and a desire to elevate yourself to the next level of imagination and skill. All inquiries are welcomed at www.utsconcepts.com. DS

SKY-HIGH

VISION

BY SARA GRAVES

Living in Minnesota isn’t for the weak and neither is building there. From scorching summer days to brutal winters, outdoor spaces must endure extreme swings in temperature, moisture and wear.

So, when the Tonka Bay, MN., homeowners wanted to enjoy their outdoor space yearround—rain or shine, they turned to Decks Elevated, a design/build firm located in Wayzata, MN., with a knack for maintenancefree spaces.

“Minnesota has a harsh climate change from 100+˚ humid summer days to a -30˚ frozen winter wonderland,” explains Decks Elevated owner, Nick Rukamp. “Every stitch of material designed in the space was installed for the client to have little to no maintenance.”

Building Big with a Grand Design

The homeowners were looking for a spacious, open design without numerous support posts cluttering the view. To achieve this, the final 16’ deep by 24’ wide room was engineered with LVL beams, relying on just two posts as the bearing point, explains Rukamp. They used helical pier footings installed by Techno Metal Post and topped them off with 528 sq. ft. of Trex Enhance decking.

“A few key points that made this project special included the size and clear spans between supports. It feels very open and grandiose with the large, vaulted ceiling,” Rukamp says.

To ensure year-round functionality, Decks Elevated incorporated Trex RainEscape, creating a dry, secondary living space below. The porch was fully wrapped in Palram PVC trim, and 118 ft. of Digger Specialties Inc.’s Westbury Veranda aluminum railing with glass panels opened up sightlines to the yard and nearby lake. Rustic cedar ceiling beams softened the modern materials, adding warmth and character.

And because ambiance mattered, the four-person team installed Sonance outdoor speakers and an outdoor-rated television. “We were able to take a very standard TV wall and give it visual interest to complement the rest of the space,” Rukamp adds.

“I believe the secret to creating an incredible outdoor space is making it feel like an extension of your home, inviting and comfortable, yet designed with purpose and function. This means weighing trends against timelessness and pairing distinctive materials with expert craftsmanship,” Rukamp explains.

A Seamless Build—But Not Without Challenges

The project moved fast. From the initial design consultation in March 2024 to its completion just three weeks after construction began in mid-July, efficiency was key. The Decks Elevated team’s meticulous planning process, including a seven-page selection sheet, ensured there were no surprises along the way.

But even the best-planned builds come with challenges, especially in the final stages. The trickiest part for the team was installing the massive 12-ft.-wide by 5-ft.-tall glass panels for the gable—22 feet in the air.

With scaffolding in place and six sets of steady hands, the crew carefully positioned the panels, framing the view perfectly and creating an enclosed space that feels both open and connected to nature.

Another key to success was the firm’s wellestablished relationships with trusted subcontractors. Electrical work—consisting of 12 can lights, nine outlets, 22 low-voltage lights, and the eight Sonance outdoor speakers—required tight coordination. The team also worked with a concrete company to install a color-stamped concrete patio and drain tile to carry water away from the house.

Communication Was Key

Throughout the process, communication was top priority. The homeowners appreciated how Decks Elevated kept them in the loop at every stage.

The homeowners were thrilled. “Our family couldn’t be happier with the professionalism, communication, and expertise that Decks Elevated provided us,” they

shared. “Nick was the first designer that took the time to listen to our wants and needs, then put that design to paper so we could see what our finished product would look like. Gabe, our project manager, was beyond helpful before, during and after the construction project. The level of communication during our large deck install was like nothing I’ve ever experienced. If I could give this company 25 stars, I would!”

Raising the Bar—and the Deck

Looking back, Rukamp credits the success of the project to one major factor: process.

“Having a process in place for your company is the key to a project of this size being built fast, efficiently, while still maintaining a high level of craftsmanship,” he says. “The process is what makes a company scalable and ultimately successful.” DS

THE BIGGEST TRENDS

IN BATTERY ADVANCEMENTS

BY ZAFIR FAROOQUE, MILWAUKEE TOOL

The biggest trend in battery advancements is the push for greater energy and power density. These innovations enable longer runtime, increased power for demanding applications, and faster performance—all within the same or smaller battery sizes. For deck contractors, who often work long hours outdoors and in remote, unplugged locations, these advancements directly translate to fewer battery swaps and more efficiency on the jobsite.

One notable breakthrough in this space is tabless lithium-ion cell technology, which

has recently been adopted by some leading power tool manufacturers. An example is Milwaukee Tool’s M18 RedLithium Forge XC8.0 and HD12.0 batteries, which leverage these advanced technologies to unlock enhanced power and charge time. This technology runs cooler and delivers higher performance, allowing batteries to achieve more in demanding applications while maintaining a compact form factor. As a result, cordless solutions are now capable of replacing—and even outperforming— corded, pneumatic, and gas-powered options.

Why is this happening?

The growing demand for batteries that deliver more power, longer runtime, and faster application speeds—without increasing size—drives this shift. Advances in energy density and power output have enabled smaller, lighter, yet more capable batteries. This progress allows cordless solutions to surpass traditional technologies, offering professionals greater efficiency and performance while eliminating the constraints of cords, gas, and air hoses.

What does this mean for builders?

For builders, these advancements mean smaller, lighter batteries that not only deliver more power for highdemand tools like miter saws, table saws, circular saws, and chainsaws but also provide more work per charge. With increased productivity, professionals can get more done in less time—leading to greater efficiency on the job.

How do these battery advancements improve workflow, and how can builders best optimize battery performance while on the jobsite?

The latest battery advancements enhance deck builders’ workflow by reducing downtime for recharging and delivering consistent power throughout demanding tasks. This allows professionals to maintain a steady pace on the jobsite with fewer interruptions when driving fasteners, cutting boards, or powering other tools. The lighter design also reduces fatigue, making it easier to maneuver tools during prolonged use.

Investing in chargers with faster charging capabilities helps reduce downtime and increases productivity, allowing for more time on the job. Matching the right battery to the tool and task further improves results, with high-capacity batteries excelling in heavy-duty applications while lighter batteries enhance precision tasks without added weight.

By adopting these practices, deck builders can maximize their productivity, maintain workflow efficiency, and ensure their tools perform reliably throughout the workday.

How do these advancements compare to older technologies, and why is the transition important now?

Modern batteries offer significantly greater power and

runtime compared to earlier lithium-ion technologies, with certain manufacturers delivering up to ten times the power of first-generation lithium-ion batteries from 20 years ago. Advances in cell technologies and battery electronics not only enable faster charging but also extend the overall lifespan of the battery. These improvements have transformed cordless solutions, allowing them to handle applications previously dominated by corded or gas-powered systems. This evolution is critical as builders demand solutions that match the capabilities of traditional systems while providing the flexibility, efficiency, and convenience of cordless designs.

What’s next?

Future advancements will focus on even higher energy and power densities, faster charging times, and extended battery lifespans. These improvements will continue to expand the possibilities for cordless solutions, enabling them to tackle increasingly demanding applications while providing greater convenience, efficiency, and durability. DS

Zafir Farooque is group manager of product marketing at Milwaukee Tool (www.milwaukeetool.com).

FLATMeets

CURVED

BY SARA GRAVES

FLAT ROOFS ARE OFTEN OVERLOOKED by contractors when they are designing an outdoor space. Yet, for one contractor, the homeowners’ flat roof became the best option to install a solid patio cover in a space that wouldn’t accommodate a pitched roof.

As Brian Bell, owner of Banell Custom Decks, Castle Rock, CO., explains, the homeowners’ house had a turret roof with a shed on the other side making a roof tie back very difficult. In addition, Bell didn’t want there to be any unsightly roofing for the homeowners to look down upon.

“The biggest drawback to a flat roof is the EPDM roof membrane isn’t nice to look at, so you have to be careful of upper level windows looking down on the roof structure,” he explains. But because the Castle Rock home is a ranch style, “there was nowhere in the house that the homeowners would be looking down on the roof structure.”

Ultimately, the best solution was a flat roof design that kept the ceiling height high enough to allow the contractors to cut back into the existing roof “to achieve the feel we were going for while accommodating the existing roof lines,” Bell says.

Another important consideration of the four-month

project was the homeowners had some very well-kept, mature landscaping that they did not want disturbed. To protect it, the crew utilized the four existing columns below the deck and added one more column. “We were able to add additional space by cantilevering the deck out over the existing columns and creating a sweeping 26’ long curve,” Bell explains. “The curve is modern, adds additional space, and highlights the modern black welded rails.”

To create optimum viewing of the landscaping, a custom-built fire pit with tempered glass panels and seating was installed. The modern look for the entire feature was helped with white quartz counters and clear cedar in the ceiling and on the walls. A built-in Firemagic grill with a bar was also added.

Another priority of the homeowners was allowing natural light to enter the kitchen nook. To address this, the crew created a walkway with a 4’-wide flat roof that tied into an open pergola detail that allowed natural light in. “We engineered a beam structure that made the roof and post location for the pergola and roof seamless,” Bell adds.

The client also requested an outdoor family room, which was accomplished with a Barbara Jean Linear

Exterior Fireplace Collection fireplace and TV design.

Other notable additions to the project that was completed in June 2024 was the Deckorators Voyage decking in Sierra; the custom, powder coated, metal rail; Fortress LED vertical post light; Sunset Stone cut natural stone; clear cedar wood detail from Specialty Wood Products; and 60” recessed Infratech dual core heaters with dimming and timing.

“The client had a vision, and we were able to accomplish that through the utilization of unique materials and a flat roof design that none of our competitors came up with,” Bell says. “We are most proud of the overall design accomplishing what the client wanted without disturbing the mature landscaping below.” DS

THE BEST IS ALWAYS IN DEMAND.

YellaWood® brand pressure treated pine stands unrivaled in providing the best available protection against rot, fungal decay and termite attack. Enjoy the uncompromising beauty of a backyard made with high quality natural wood products from YellaWood® brand pressure treated pine. Visit yellawood.com for more information.

Pergolas and Profit:

How Outdoor Structures Can Boost Your Bottom Line

BY SCOTT SELZER, FOUNDER, STRUXURE

IN RECENT YEARS, outdoor living spaces have become a cornerstone of home improvement trends. Pergolas, in particular, have gained immense popularity for their ability to transform ordinary backyards into luxurious, functional retreats. For landscaping, construction, or home improvement businesses, adding pergolas to your service offerings can unlock new revenue streams and strengthen client relationships. Here’s how investing in pergolas can boost your bottom line.

The Business Case for Pergolas

Adding pergolas to your services portfolio isn’t just about selling a structure; it’s about offering a lifestyle upgrade. Consider these compelling reasons:

• Growing Market Demand: Homeowners are increasingly prioritizing outdoor living spaces, with pergolas serving as a centerpiece for entertaining, relaxation, and aesthetic appeal. Reports project steady growth in the global outdoor living market, with pergolas contributing to this trend.

• High-Profit Margins: Pergolas offer excellent profit potential due to customization options and relatively low overhead costs. Collaborating with the right manufacturers enables contractors to provide highquality products that yield substantial profit margins.

• Cross-Selling Opportunities: Pergolas pair naturally with outdoor elements such as lighting, fans, screens,

decking, and landscaping. Bundling services increases transaction values and creates comprehensive solutions.

• Customer Loyalty and Referrals: High-quality pergola installations not only satisfy but also impress clients. Happy customers are likely to recommend your services, driving organic growth for your business.

Strategies for Marketing Pergola Packages

To maximize the profit potential of pergolas, effective marketing strategies are essential to attract clients and set your offerings apart.

• Highlighting lifestyle benefits can frame pergolas as more than just outdoor structures. Showcase how they enhance daily living by providing shade, creating stylish gathering spaces, and increasing property value.

• Customization options, such as automated louvers and integrated lighting, heaters, and sound systems, can appeal to high-end clients, with visuals like 3D renderings or videos demonstrating the flexibility and luxury of these features.

• Leveraging social media platforms such as Instagram and Pinterest is another powerful tool to share beforeand-after photos, time-lapse installation videos, and user-generated content to inspire potential clients.

• Consider offering tiered packages that cater to various budgets and preferences, with options ranging from

a “Classic” package featuring basic pergolas to a “Luxury” package that includes premium options, automation, and integrated add-ons like fans and screens.

• Optimizing for local SEO with targeted search terms ensures your business appears prominently when potential clients search for services in your area.

• Partnering with architects, interior designers, and landscapers who can position pergolas as integral components of broader design projects—often in conjunction with custom decking—creates valuable referral opportunities.

For contractors and landscapers, pergolas offer more than an added revenue stream, they provide a way to redefine outdoor spaces with innovative, highvalue solutions. “It’s not just about offering a product,” said Attila Felkai, senior VP at StruXure. “It’s about becoming a partner in transforming outdoor spaces to elevate your services and differentiate your business in a competitive market.”

Appealing to High-End Clients

High-end clients demand quality, exclusivity, and seamless experiences. Catering to this market requires focusing on premium materials, expert craftsmanship, and exceptional service. Highlight pergolas made from high-quality materials, such as powder-coated aluminum,

for durability and elegance.

Providing concierge-level service, including onsite consultations, personalized designs, and project management, creates an effortless and enjoyable experience for clients. High-end customers value convenience and attention to detail, so delivering tailored solutions secures trust and loyalty.

Incorporating advanced technology, such as motorized louvers, smart app integration, and programmable lighting, appeals to tech-savvy homeowners seeking cutting-edge features. Partner with manufacturers offering these options and emphasize them in your marketing to stay ahead of trends.

Seize the Opportunity

Integrating pergolas into your services presents a significant opportunity to diversify revenue streams, meet growing market demands, and position your business as a leader in outdoor living. Whether enhancing existing decking installations or creating fully customized outdoor spaces, pergolas are the perfect addition to any outdoor portfolio.

As the saying goes, “The best time to plant a tree was 20 years ago. The second-best time is now.” The same applies to expanding your business with pergolas. Don’t wait to capitalize on this growing trend–start boosting your bottom line today. DS

Fixing Past Mistakes

BY SARA GRAVES

When Custom Decks of VA was brought onto the project in early 2024, the previous builder had only completed 40% of the job—and had made some very glaring mistakes. The most concerning was they had built the wood-burning fireplace out of wood framing.

CEO Kenny Fallon and the homeowners then made the difficult decision to demolish everything and start the Ashburn, VA., project from scratch. “They were looking for an all-in-one outdoor space, something that would provide the feel of home while being outdoors,” Fallon adds.

The original plan featured a three-season room, he says. However, logistical challenges with window placements led to a pivot toward putting the amenities below an upper deck.

As a result, an 876-sq.-ft. 100% cellular PVC upper deck was installed with Cortex screws and plugs, ensuring a secure and durable finish. “Some builders will use clips to install,” Fallon says. “I find this inadequate. With the softness of the materials, it is likely to move with a change of climate. I always attached PVC decking with Cortex screws and plugs for a solid fasten and amazing look.”

The deck was covered with Trex RainEscape, which, as Fallon explains, can be problematic to install over large areas. “We left it for a week to ensure it was properly tested before the decking was installed. The only real issue was installing it at the house up against the brick. We overcame that by scoring the brick and recessing the RainEscape before starting our run. This made the seal at the house perfect, and

we started our decking.”

In addition, a 940-sq. ft. Travertine patio below the upper deck became a focal point of the space, with a rebuilt, wood-burning fireplace crafted from white stone, complemented by custom stained ipé beams. “We don’t do many wood-burning fireplaces each year, but this one stands out,” Fallon adds.

The ceiling above the Travertine patio was constructed of primed pine materials, painted white for a clean and polished look. It was outfitted with 12 recessed lights, three heaters, two fans, and a chandelier, ensuring the space could be enjoyed yearround, regardless of the weather. Meanwhile, 54 Trex lights installed on the posts and stairs added both safety and ambiance.

Other standout features of the project included a 14’ kitchen area equipped with a grill, smoker, cooktop, custom-made PVC cabinets, and an adjacent TV area. The team also incorporated a hot tub and a ping pong area. To tie the space together, 148 ft. of Trex Transcend white railings with black aluminum balusters were installed.

Fallon and his team are headquartered in Arlington, VA., and service northern Virginia, Washington D.C. and select counties in Maryland. During the build, they met with the homeowners regularly to incorporate upgrades during construction. Upgrades included changing the top cap of the railings and beam wraps to a custom 1x4 ipé-stained top rail to echo the beams and decking, and adding string lights above the woodfinished mantel on top of the fireplace.

One thing the project taught Fallon, he says, is the importance of providing larger material samples so his customers can see them in person. “I have started a network of past clients where my current ones can go and see exactly how the products are installed and what to expect. Catalogs and renderings can only do so much. I do more change orders for jobs when clients can’t see the products installed in real life.”

Despite the challenges and mid-project adjustments, the team completed the build within three months, staying on budget, except for the last-minute upgrades initiated by the homeowners.

As Fallon reflects on the journey, he says, “The customer already had a basic design. We just helped perfect it by adding the extended area for the kitchen and the space below.” DS

Negative CO2 Decking

Researchers Develop New Eco-Friendly Composite Decking

BY SARA GRAVES

IMAGINE THIS: the deck you’re building not only enhances your client’s backyard but also actively reduces CO2 emissions. Thanks to innovative research, you could soon find CO2-negative decking, fencing, or siding at your local building products retailer in just a few years.

A groundbreaking study conducted at the Pacific Northwest National Laboratory (PNNL) and recently published in the journal Green Chemistry has revealed how CO2 can be chemically bonded with lignin (a byproduct of paper production) or lignite (a low-grade form of coal), and combined with high-density polyethylene (HDPE) plastic to create composite decking boards. Lignin and lignite, often treated as waste, become the key components in this revolutionary material. The result? A composite decking board that not only recycles waste but also reduces CO2 emissions.

How It Works

Approximately 2–4.2% of the board’s weight consists of CO2 chemically trapped inside, removing it from the atmosphere while repurposing materials that would otherwise go to waste. It’s a win-win for both the environment and homeowners.

The Results

While most composite boards today are made from sustainable wood-plastic composites (WPCs) or other natural materials, what sets this new CO2based composite decking apart is its remarkable environmental impact. Boards made with lignin can lower emissions by up to 100%, meaning that within 20 years, these boards could remove more CO2 from the atmosphere than is emitted during their production. Similarly, the lignite-based boards have been shown to reduce greenhouse gas (GHG) emissions by up to 62%.

“... this would have the potential to remove essentially 50,000plus cars’ annual emissions just in the decking market alone.”

— DR. DAVID J. HELDEBRANT

“So, this isn’t just a small niche product, this would have the potential to remove essentially 50,000-plus cars’ annual emissions just in the decking market alone,” says Dr. David J. Heldebrant, one of the composite’s inventors.

Beyond its environmental benefits, the researchers ensured the boards met or exceeded international strength and durability standards, with the potential to last for decades.

What’s Next?

The next step in this groundbreaking research is refining the manufacturing process to improve efficiency and affordability. Researchers are also exploring ways to incorporate other types of recycled plastics, expand applications to fencing and siding, and enhance material compatibility to further strengthen the boards.

Additional testing will assess the boards’ durability

under real-world outdoor conditions and evaluate their overall environmental impact when scaled for mass production.

“We are in the process of securing funding to begin work on tooling design and scale-up of the carboxylation of the filler,” says Heldebrant. “So, if all goes to plan, we anticipate that in two to three years, we could have the technology ready for a company to license and commercialize the products.”

Learn More

To read the full study, visit the Royal Society of Chemistry website at https://rsc.li/greenchem.

By embracing greener materials like CO2-based composite decking, the outdoor living industry—and homeowners—can play an active role in combating climate change while creating beautiful, sustainable spaces. DS

Outdoor Projects That Add the Most ROI to a Home

BY JOE RABOINE | PHOTOS BY BELGARD

WHEN IT COMES TO HOME IMPROVEMENT, outdoor projects not only enhance curb appeal and increase overall homeowner enjoyment, but they also offer an excellent return on investment (ROI).

Well-designed outdoor spaces, including backyard projects and upgrades, can make all the difference for homeowners while making the home more appealing to potential buyers.

Outdoor living spaces are no longer just a luxury— they’re a key selling point for today’s homes. With more homeowners and buyers valuing their access to functional and appealing outdoor areas, contractors have a unique opportunity to deliver projects that enhance curb appeal and maximize ROI.

Here are a few outdoor upgrades that have seen the most significant ROI:

Outdoor Kitchens

The kitchen is typically a space where people love to gather, and it’s no different when it’s outdoors. An outdoor kitchen is an extension of the home, allowing people to enjoy the outdoors to cook, host and lounge.

This is an opportunity for contractors to create customized designs tailored to a homeowner’s lifestyle.

Features such as built-in grills, sinks, refrigerators and even pizza ovens create a functional space. Contractors can also incorporate bar seating, counter space, or even storage to enhance usability. Although it’s a substantial investment, outdoor kitchens have one of the highest ROIs among outdoor projects.

Lighting

Homeowners want to enjoy their outdoor space no matter the time or day. Outdoor accent lighting is one of the most important finishing touches that truly transforms the functionality of a space. It is an ideal project that doesn’t require extensive upgrades but still makes an impact. Lighting adds ambiance, increases safety and allows for time outdoors, even when the sun goes down.

With new advancements made in outdoor lighting, there are plenty of options that you can recommend to your client based on their design preferences and budget, including modern solutions like paver lights, dot lights, or color-changing effects. By staying informed about the latest lighting trends and technologies, you can deliver a variety of solutions to your clients.

CONTINUED >>

Deck and Patios

Decks and patios are among the most popular outdoor projects for homeowners. They provide a seamless transition from indoor to outdoor living, adding usable square footage to make a space unique to the owner’s style and needs.

Adding a deck is a viable investment option to consider for your client, and the cost to build is relatively affordable compared to other home improvement projects.

When deciding on decking materials, consider your area’s climate—will the materials withstand intense heat, perform well in frost or endure high humidity to ensure the deck lasts? Although the difference in ROI is minimal between some types of decking, consider the cost of maintenance and upkeep your client will need to obtain over time.

Patios are another popular option, depending on the layout of your home and landscaping. A revamped patio space offers a seamless transition from indoor-outdoor living. Materials like pavers, natural stone, concrete or an outdoor tiled flooring system can create a patio that can last a lifetime, depending on the region, which makes it a wise investment.

Some manufacturers offer innovative systems that allow the decking to integrate seamlessly with pavers, making it simple to create mixed material spaces. Suggest additional elements such as a pergola for shade, fire pits, or accent lighting to create a customizable, multifunctional space that meets your client’s needs.

Fire Features

Fire features are a standout addition to any space, from built-in fire pits to fireplaces. These elements create an outdoor centerpiece that invites family and friends to gather, transforming the space into a cozy atmosphere perfect for year-round, adding functional value while creating an aesthetic appeal.

When discussing fire features with clients, keep in mind placement, fuel source, style, size and materials. Presenting a range of options that fit various budgets and styles can help homeowners see the value in this addition.

Outdoor projects are an excellent way for contractors to help any homeowners looking to boost their property value. By focusing on high-ROI upgrades like deck, patio and landscaping, you can deliver lasting results with highly beneficial properties for your client.

Be sure to take the time to educate clients on these outdoor investments. As the demand for outdoor living continues to grow, there is a lot of opportunity to lead projects that can enhance their client’s daily living while offering an investment into their future. DS

In his current role at Belgard, Joe Raboine oversees the Belgard Residential Program. Joe started his career as a contractor more than 25 years ago. www.belgard.com

WHAT’S NEXT FOR TREX?

A Q&A with Trex COO Adam Zambanini

IN THE WAKE OF SIGNIFICANT TRANSFORMATIONS at Trex Company since last fall, we had the chance to sit down with Adam Zambanini, COO, to discuss what’s on the horizon for 2025. From product innovations to industry trends, we explored how Trex is positioning itself for the future and what deck builders can expect to see.

Q: Trex obviously came to market as a decking company, and still holds 45% market share. What are your plans in the next five years to gain more market share on the decking side of your business?

A: I would say this is where we get into performance engineering. We have our new SunComfortable technology, which is heat-mitigating technology. I think that’s a big consumer driver these days. I would say within the next three to five years, decking will probably all have that sort of technology across the board.

There are certain applications—marine, fire—where there’s more performance. We’re looking at all those sorts of categories in terms of how we can expand. There are some things on the aesthetics side that I think could be gamechangers that we’re looking at.

We just went through this whole new launch of Lineage (decking) and it’s really what the consumer prefers. It has done really, really well.

So, in my mind, you’re going to see more products now as we just cleaned up the high-end, now you’re going to see us start to look at the other tiers. Probably something in that middle tier would be next in terms of something that we address, and then probably back to the lower tier.

If you look at us in our history, we kind of work our way up the chain and back down the chain to make sure

we have products at every single price point that are the best looking and the best performing. I think you’re going to see more innovation from us as in how much more value we can pack into that deck board. Not necessarily take the price of the deck board up but add more value to the deck board at those price points.

Q: What metrics are you using to gauge the 6% to 12% growth that you want year over year? And if you don’t achieve those metrics, do you have contingency plans on how you might pivot, or areas you might want to develop further, if you need to bolster some part of your growth plan that is not working?

A: I would say double-digit growth year over year. I’d say we operate lean. What we do is we plan for growth. We’ve always kept the place lean, so when we do add people, we need them along the way. We have a pretty good view quarter by quarter in terms of what the economic metrics are and if what we’re investing in is going to make financial sense in the future. We’ve not really overbuilt in terms of gotten too far out ahead of our strategic plan and then had to pull back in any sort of way. As a matter of fact, we’re building a greenfield plant in Little Rock, AR., right now, knowing that in a couple-years’ timeframe, we’re going to need that to grow. We’ll be right on point of what we planned for in terms of growth. Having multiple plants in three different areas across the country, we will be the only one in our category to have that. So, it gives us an extra layer of protection having the extra facilities, while providing the ability for future growth in the Southeast region, which is the fastest growing part of the country.

Q: What are the biggest changes that you foresee for the professional deck builder that’s using Trex in the next five years?

A: We’re constantly testing our products in all different types of applications. From that perspective, we’re always working for ways to improve it. We’re coming out with what I would say is the latest in fire technology. We will have different types of boards and you’re going to see some other innovations later this year. I would tell you probably in the summer timeframe you’re going to see a lot of stuff coming out from us that’s related to that category.

Q: How does Trex envision the evolution of the outdoor living space in the next decade and what role will you play in shaping that vision?

A: The category has kind of come full circle. In the future, I think it’s going to be more about accessories when it comes to decking. I think lighting is going to be a big thing. In terms of opportunities to change it, I think there’s a lot more innovation that can be done on that forefront. There’s going to be probably some other accessories that I would say will make it more comfortable to live outside. It’s going to be all about comfortability. What other amenities can you add to the space to make it more comfortable? That’s what you’re going to see moving forward. I think we’re going to stray further into the lighting world. You’ll see more options from us on lighting that are more innovative, more up to date. It’s going to be extensive.

Q: What specific challenges do you face in manufacturing at this facility and how are you overcoming those?

A: Finding labor. The different processes we have across the country. Therefore, tapping into automation is definitely one of those things we look at in terms of how we expand, how we grow. Making sure we’re staying ahead of our strategic plan. So, what do we look like three to five years from now? Making sure we’re building out that infrastructure is a big deal for us, whether it’s from our IT perspective all the way down to the facilities. Making sure we’ve got the plants built and the lines are in there ready to go, so when we need to grow, all we have to do is turn the machine on and we can go. Staying ahead of the strategic plan and the growth path that we believe in is very critical in terms of how we’re going to grow and making sure that we’re on top of all those systems.

Q: Any final message for the decking contractor?

A: I think we’ve done a lot of good things with the contractors. We’ve changed some of our labor warranties for the contractor. Depending on your tier and depending on if you do just decking and railing, or decking and railing and fasteners, you can get up to 10 to 12 years of labor warranty. It’s just one more reward for that loyalty, whether it be semi-exclusive or exclusive, all the way from Gold to Platinum. We’ll take care of you in marketing. While we’re in business, we’ll use the power

of the brand and the tens of millions of dollars we spend a year to drive leads to your website. If you get reviews and you keep your pictures up to date and you do your part, we’ll take care of you. You’ll have a whole marketing platform. We have a plethora of tools. So when you look at the value of a Trex lead versus the value of a lead that comes from any other source, it’s always higher. (These leads) always spend more money on their projects per person so there’s value in it for us, obviously, but there’s also value in it for the contractor. DS

Champions Crowned at NADRA Awards Night

THE NORTH AMERICAN DECK AND RAILING Association (NADRA) honored its 2024 National+ Deck Competition award winners on Jan. 3 in Clearwater Beach, FL.

Brendan Casey and the other Deck Specialist columnists in attendance couldn’t agree more, adding that being a part of NADRA and winning its awards are an important part of their brand marketing.

“I’m fine being a spectator and rooting for my friends,” said Casey, Casey Fence & Deck, Frederick, MD., who won 2nd place for Refurbished/Refinished Deck. “Truth be told, I’ve learned so much over the years just by being there. Meeting people from around the globe, just having conversations about how different people create, what drives them, where their ideas comes from. People share knowledge at an event like this that they would never share elsewhere.”

Dan Pettit, Northern Outdoor Living, Hastings, MN., who won four awards, including 1st place for Illumination and Unique Feature, and 2nd place in both Best Product Display and Inlay on a Deck, said, “My time at the NADRA event this year was both humbling and inspiring. Talking with other ‘deck specific’ business owners and seeing the truly amazing projects that are put together is a one-of-a-kind experience!”

“So exciting! I just joined NADRA two years ago and going from watching a lot of the guys that I look up to and follow on YouTube/social media to one day winning an award alongside of them is so humbling!” says firsttime winner Zach Gunning, Top Gunn Decking and Home Improvement, Harrisonburg, VA. “I experienced

Hen-House

won multiple NADRA awards including one for

a lot of burnout and became stagnant the end of last year, so this is also a jolt of ambition that I needed, and a reminder as to why I chose custom deck building to start with.”

OTHER WINNERS INCLUDED:

Commercial Outdoor Living Project

1st: Q-ICE Builders, 2nd: Chicago Roof Deck and Garden, 3rd: Deckmasters of South Florida

Best Product Display

1st: Ravin Builders , 2nd: Northern Outdoor Living, 3rd: Techwood Decks

Refurbished/Refinished Deck

1st: Top Gunn Decking, 2nd: Casey Fence and Deck LLC, 3rd: Wohlsdorf Builders

Closed Porch

1st: CrossTek Construction, 2nd: Place Tie: Deckscapes of Virginia, Homeworks Construction, 3rd: Stumps Decks & Porches

Open Porch

1st: ICOR Building & Remodeling, 2nd: SG Construction, 3rd: Colorado Custom Covers and Decks

Hardscape

1st: Holloway Co., 2nd: Majestic Outdoors, 3rd: Deckscapes of Virginia

Ohio-based

Decks has

his project shown above. Hen-House Decks’ owner Andy Henley is shown with his children.

Pool Deck

1st: Austin Deck Co., 2nd: Majestic Outdoors, 3rd: SG Construction

Railing on a Deck

1st: Fraser Decks and Patio Covers, 2nd: Colorado Custom Covers and Decks, 3rd: ICOR Building & Remodeling

Inlay on a Deck

1st: Hen-House Decks, 2nd: Northern Outdoor Living, 3rd: WWM Services

Illumination

1st: Northern Outdoor Living, 2nd: California Deck Pros, 3rd: Deck Remodelers

Unique Feature

1st: Northern Outdoor Living, 2nd: Decks by Kiefer, 3rd: Decks by Kiefer

Dock

1st: Hickory Dickory Decks, 2nd: Q-ICE Builders, 3rd: Middlebrook Docks and Decks

Wood Deck Under $25k

1st: TC Decks

Wood Deck $26k-$50k

1st: SG Construction, 2nd: Baxter Construction, 3rd: Go to Guy Home Services LLC

Wood Deck Over $50k

1st: Deck Remodelers, 2nd: Fraser Decks and Patio Covers, 3rd: ICOR Building & Remodeling

Alternative Deck Under $35k

1st: San Diego Decks & Patios, 2nd: Valer Builders, 3rd: Andrews Decking Co.

Northern Outdoor Living

Alternative Deck $36k-$70k

1st: Ravin Builders, 2nd: Austin Deck Co., 3rd: Majestic Outdoors

Alternative Deck $71k-$150k

1st: Austin Deck Co., 2nd: Majestic Outdoors, 3rd: Deckscapes of Virginia

Alternative Deck $151-$250k

1st: Majestic Outdoors, 2nd and 3rd: Colorado Custom Covers and Decks

Alternative Deck Over $250k

1st: Deck Remodelers, 2nd: Decksouth, 3rd: Deck Remodelers

Limitless Creation

1st: Custom Vinyl Works, 2nd: Colorado Custom Covers and Decks, 3rd: Majestic Outdoors DS

Closing the Sale

HOW CAN YOU INCREASE your chances of closing the deal during a sales call? That was one of the questions asked during a roundtable discussion at a recent NADRA Deck Awards Summit breakout session. From where I sat, I could not hear much of the conversation, but the question triggered some thoughts and inspired this column.

Closing a sale is easy when offering low-priced, low-margin jobs, but it becomes incrementally more challenging as you raise the price and sell at higher margins. The higher the price, the better you and the overall process needs to be.

When I was selling jobs 10 years ago, my approach involved two main aspects. The first was the elements involved during the actual sales call. The second was the elements in place prior to the sales call. It was about doing everything possible up front so that when the decisive moment arrived, the percentages of closing the deal were in my favor. For me, closing at the end began with solid strategies in the beginning.

Fundamentals

Many contractors that sell at above-average profit margins would tell you the key to closing sales at the desired time requires an organized process and good upfront preparation. Laying down the basic groundwork, such as the website, use of select photos, videos, simple messaging, and customer reviews, provides initial contact and impressions with a prospect during local searches.

These elements create momentum in your favor before the game begins. It provides an ongoing

advertisement of what you are about that goes beyond social media or referrals alone. No matter what marketing piece triggers a customer’s desire to build a project, most will do their due diligence, and begin local searches.

What you are known for delivering, what you stand for, and what past customers think about you work together to qualify you in a potential customer’s mind. Done properly, your website, photos, messaging and customer reviews create a situation where quality and credibility are a foregone conclusion before a conversation with a prospect happens. It influences their perception of your company compared to others. It places you in a strong competitive position before any conversations occur.

Qualifying the Customer Increases Chances of Closing a Sale

Qualifying the customer during first contact or through a website provides a first screening for both the customer and contractor. Customers qualify contractors based certain criteria. A contractor should do the same to get an idea if they are committing future time to a good prospect and potential building partner.

My website inquiry page noted that we had job minimums and charged a consultation fee. First phone conversations included questions to gather information. How did they find us? What do they think they want and when do they want it? What are they looking for in a contractor? Are they looking for low price or value investment seen on the website? Do

“Part of our process is to present a clear picture for clients with the design and help them understand the wellness benefits of spending time outdoors. Once they visualize how it will look and understand our process, it allows for an emotional buy-in and helps close the sale.”

— FELLOW BUILDER JOHN LEA OF DECK SOUTH ON CLOSING THE SALE

they have a property survey and are they aware of any building restraints? These same questions can be on the website inquiry form.

I provided realistic expectations of what general investment cost ranges could be on certain job types. If ballpark investment prices were digested upfront, it was less of an an obstacle later in the process to close. These five–10-minute conversations saved hours of wasted time and increased my chances of closing as the process moved forward.

Because I generated a lot of leads, I started charging a $75 consultation fee in 2010 for a house visit which removed the tire kickers. It reduced the number of leads that I spent time on by an average of 35% a year. This fee also helped with time management and increased the chances of closing as the process moved forward and a sales consultation occurs. Not to mention it added a few dollars to the bank account.

Sales Call Basics

Your personality, people skills, and ability to read the room affects your chances of success. Sincerity, competence, and genuine behavior will lower the typical “salesperson” resistance we all have. Having a structured consultation approach with an ability to adapt on the fly depending on who you are in front of makes a difference.

Having an organized process and showing quality photo galleries including before-and-afters on an iPad or laptop (not a cell phone) is a basic requirement. Creative design along with unique and exciting ideas distinguishes you. Creating “wow factors” tilts the odds in your favor.

Maintaining eye contact and listening to your prospect instead of over-talking is important. Effective communication of services, features, and expectations adds points to your score and minimizes misunderstandings. Making sure the decision makers are present during the appointment improves the odds and eliminates the need to repeat the process.

Figuring out ways to separate yourself from others, standing on your own merits, and believing in your value are major factors. Your excitement and confidence in what you say can be contagious. “Presenting” your offering affects closing a sale versus order taking and sending out designs and estimates and hoping the phone rings with a “Yes, please take my order.”

First Appointment

My sales process involved two appointments. The first at the customer’s residence and the second at my office where they came to me. The first objectives were to communicate, connect, create comfort levels, gain confidence, and get them excited about the possibilities. It was a recon mission to gather intel from the customer and potential job site.

This first appointment included a quick look at the job site followed by an organized presentation explaining who we were, what we offer, and why. It involved asking questions and listening. Towards the end, it included having them watch a 13-minute “before-and-after” picture video on an iPad while I went outside to gather site information. It kept them involved in the process while I was away from the table and showed how dramatic change can be.

I had no intention of closing a sale on the first call. But, if I achieved my goals, I left being in the position that, cost aside, the customer already knew that they wanted my company to do their job and were just hoping they could afford me. Any perceived risk or question of a quality delivery was removed from the equation.

Second Appointment

My second calls were at my office, which saved hours of travel time each week. If a second appointment was set, it meant the customer knew what the price range would be based on a phone conversation after I had worked on designs. It was either an acceptable range or it was not. If not, I moved on.

If we moved forward, the customer came to my office where they saw job photos, awards, and framed cover pages of articles I wrote for magazines on the walls. It all added layers of credibility. Displays were built out in the reception area and conference room, which was part of the reason they came to the office to make material choices.

Designs were reviewed and options discussed. I did not give them the design prior to contracting. The goal was to remove obstacles and objections and narrow it down to design, product selection, and investment amount they were willing to make. To adjust price meant reducing the size or choosing less costly options, not dropping price. If a customer came in to review the designs and product options, my chance of CONTINUED

closing the job increased dramatically compared to overall lead counts.

To close a sale requires that you provide excitement and desire for them to contract, or ask for the sale. The accrued credibility and comfort levels you should have created at this point add weight to your chances. Helping a customer to visualize designs with quality renderings and CAD provides obvious advantages. Detailed comprehensive contracts that are readable, and fair must be in place. If it is too complicated and attorneys need to proof, it will slow down the actual closing.

I did not provide square footage cost or itemized pricing beyond options, and I did not give them a free design prior to contracting. An overall cost for a design and chosen options was the price shared.

Follow Up

If I had a promising second appointment that did not contract during the meeting, I did not call them at first. I did not want voicemail or to keep calling and sound desperate. Within a few days, I would send an email saying I was thinking about their job and wanted to share a few photos of comparable jobs or videos to regain attention. It triggered responses.

Various Successful Sales Approaches

No doubt, if you were to assemble a group of successful contractors, you would hear differences with how each approach sales. There are different methodologies, markets, niches, and company structures. Some of the larger ones break up the process through delegation of teams and duties with employees for qualifying,

sales, and design with each specializing in a particular aspect. Many have incorporated CRM and quality CAD software into their process.

Contractors that provide simple jobs that do not require intricate design, can often price and close with one call. During Covid some custom builders learned to sell jobs without ever personally meeting a customer. All have adopted an approach that they are comfortable with and that has worked in the past.

So, keep in mind that what begins well often ends well. What begins poorly often handicaps the outcome. For me it was about adopting the right building philosophy, creating simple layers of credibility, and lowering the perceived risk that is often associated with contractors. It was an attempt to stack the deck in my favor so when the game was played, my chances of winning were higher. DS

Bobby Parks is a well-known contractor who has delivered more than $40 million in outdoor living projects. He is now a partner with IG Railing, focusing on business development.

Every Day Is Game Day

PROFESSIONAL FOOTBALL PLAYS 17 regular season games per year. The average game lasts three hours but the true time is 60 minutes. That’s it.

Professional baseball plays 162 games running from April to October with six months off. A televised nine inning game lasts approximately two hours and 36 minutes.

Both professional hockey and basketball have 82 game seasons extending from April to October with games lasting approximately 2.5 hours. Also having six months off.

After federal holidays, the typical American work year is considered to be 260 eight-hour work days. Please, don’t make me laugh.

The average construction business owner works well over 300 days per year. Every one of those days is a game day. Many of you work at least 10-12 hours per day, not eight like the clients.

An eight-hour day to a contractor is like a mythological Pegasus—we’ve heard of it, but none of us have ever seen it. Between sales calls, drawings, creating proposals, presentations, checking on jobs, permits, and more, we are happy if it’s a 12- and not a 16-hour day.

Not begrudging the athlete of their income, more power to them. My issue is when there is a flag on the play, a foul, a trip to the sin bin, the golf ball sails

into the rough, a trap, or a hazard. As builders, every day is game day, and we are held to a much higher standard than these multi-millionaire athletes.

We bogey a shot, step offside, or get a holding call, the client wants to dock our check or withhold funds. They want to renegotiate our contract because they were inconvenienced by delay or damage.

We don’t get to come off the field for one play, get a mulligan, or sit for two minutes in the penalty box; we risk having our reputations dragged through the mud or tossed into Facebook jail by a client who has no concept of how difficult it is to bring their dream to reality. They watched a couple online videos on “how to” construct a deck, using techniques no professional would employ, yet they believe they know more than the professional. Every day is game day.

As contractors, our businesses can become paralyzed by the fear of an employee saying or doing something that could offend a current or future client. With an athlete, this can be colorful click bait that boosts their online reputation. For us, this could be a negative review.

We can sit in the doctor’s office waiting room for three hours only to get a three-minute consultation with an assistant, leaving with no clarity, a hefty bill, and greater disappointment. But your crew leaves three minutes early and you are fielding a phone call

from a micro-managing client notifying you that the guys didn’t put in a full day.

Now you are getting the hairy eyeball and being interrogated about being behind schedule. If the player doesn’t make it on the field, diamond, or ice due to a child’s illness, fans don’t ask for their ticket money back; they send sympathy cards. You show up to a job a man down, for the same reason, and the client is grilling you about finishing on time. Every day is game day, we must prepare like it.

We design, plan, create detailed sketches, and finalize material lists with clients, just to have the driver for the lumberyard negate your efforts. Like a thirdstring running back on a losing team, he drops the load in the wrong place, damages the driveway or lawn, or gosh forbid, puts it through the client’s garage door.

I don’t know a lumberyard that hasn’t had to buy at least one garage door over the years. All of a sudden your beautiful, full-profit project just became the bane of their existence. Their world just came to an end, and you are getting the late-night calls and hate messages as the client is brutalizing your online reputation.

Conversely, our favorite player strikes out with bases loaded and no one is calling for his head. The fans know he will make it up next game. A laborer “forgets company rules,” walks across a black top driveway in muddy boots while working on a rainy, nasty day in an effort to stay on schedule, and suddenly the client is demanding a new top coat on the driveway, saying the tracks won’t come immaculately clean. For the construction guy, the blue collar worker, there is no down day. Every day is game day. We have to be 100% accurate at all times.

Being a construction business owner is a lot like owning a sports franchise. We own the team. Generally, we manage and coach the players. We do everything in our power to provide our team with the latest and greatest tools, technology, tips, and techniques available to craft an elite-level product. We create a winning atmosphere, but we have zero control over when a ref, ump, inspector, or homeowner will blow the whistle, toss the flag, or destroy our reputation over an infraction. Every day is game day.

Unfortunately for us, the slap on the wrist the star

CONTINUED >>

We as contractors must be ever vigilant about self-policing our own process, setting a bar that exceeds client expectations in order to protect our reputations.

receives for jumping offside is far less crippling for them than the penalty delivered to us by a building inspector who decided to write code in the field because they didn’t understand what you just created went well above and beyond the minimum requirements laid out in their book.

An offensive holding call would cost you 10 yards, and you actually get to run the play over. You commit the offense of showing up late for an appointment and you run the risk of a 1-star review. In baseball, if a fielder is called for obstruction, the runner is called safe and awarded the base. In construction, if you are obstructing access to the client’s parking area, you could be getting a late night call demanding someone come move it. They can’t be inconvenienced for one night—and now your project is off on the wrong foot. You must be reading from the same “rule book” before the game starts to avoid misconceptions and violations. We create company policies, train our teams on rules and regulations, regular performance meetings, establish company standards that set us apart, only to have an employee violate one that also happens to be a client’s pet peeve. Next thing we know they are on their neighborhood social media page saying, “They did a great job but....”

In most sports, a team policy violation is generally handled internally (unless it’s an egregious league violation) and the team itself is seldom penalized. We as contractors must be ever vigilant about selfpolicing our own process, setting a bar that exceeds client expectations in order to protect our reputations. It’s the bottom of the 9th with two outs and we still need to get a run across the plate in order to stay in the game.

A million-dollar athlete is off their game and can’t find their groove; it’s written off as a bad night. No big deal. A $20-an-hour helper has a bad day, and it could have catastrophic repercussions.

No mental breakdown comes without consequences. Most clients are understanding but you can never make assumptions. It’s always better to keep a wide open line of communication and regular updates with every client, regardless of project scope and size.

As a rule, many contractors have adopted a policy of politely asking clients if they have pet peeves about the process and performance of their project. Most homeowners have minimal knowledge about what’s involved in creating their amazing new outdoor living space, but they all have their own little quirks.

Almost 100% of your clients will thank you for asking. It actually shows a higher level of consideration for their comfort level and peace of mind. Most things they mention may already be in your repertoire of job standards, but reassuring them you are on top of it reiterates that you are a Major League professional. Discerning clients want to know they hired the World Champs, not the Bubble Gum league single A, lastplace dumpster fire.

So tomorrow, and every day, when you wake up, set your goal on being a baseball, football, basketball, hockey, or golf world champ. Proudly raise and kiss Lord Stanley Cup because every day is game day and Deck Specialists are the winners. DS

Brendan Casey with Casey Fence and Deck is a 18-time national award-winning Deck Specialist with over 40 years of professional experience. He and his wife, Dianna, started their business 25 years ago and immediately gained a reputation for high quality and a unique approach when it comes to delivering exceptional value for your outdoor living investment.

BABY, IT’S COLD OUTSIDE!

PUTTING MILWAUKEE’S HEATED GEAR TO THE TEST

WINTERS CAN BE BRUTAL, and as deck builders working in the Midwest, we know how important it is to have the right cold-weather gear. Layering up helps, but bulky winter clothing can slow you down on the job. That’s why we put Milwaukee’s M12 Heated Axis Toughshell Jacket, Heated Axis Hooded Jacket, and Heated Axis Vest to the test in real-world conditions. From freezing job sites in Chicago to harsh Ohio winters, we pushed this heated gear to see if it could handle the daily grind in the extreme cold.

In this review, we will break down how each piece performed and why Milwaukee’s heated gear might make jobsites a little more enjoyable for anyone working in the cold,

Milwaukee M12 Heated AXIS vest (M300B-21) $199.97

MIKE: I don’t think anyone enjoys being bundled up in bulky layers while trying to stay warm. A few years ago, I

discovered the benefits of a vest, and keeping my core warm. I instantly became a huge fan. I found myself wearing one more often than not from October to March. Being a vest guy, I was excited to give this heated one a try.

This heated vest came in a kit with everything needed to get started which included one CP2.0 12v M12 battery, a charger, and an adapter to connect the vest to the battery. The size guide was accurate. The vest itself is lightweight and comfortable. It has a very durable outer layer but is not stiff. The quilted design is pretty sleek; you won’t look like you’re wrapped in a sleeping bag. It’s fitted but not tight, making it easy to layer over a long sleeve or under a heavier jacket on extra cold days. It has three outer pockets and one interior pocket, all with zippers. One of the outside pockets is for the battery and it is huge, allowing me position the battery pack in the front or the back of the vest.

And now to bring on the heat! Instant heat at the press of a button! Set up was easy. After charging the battery and hooking it into the adapter, I plugged the vest in and turned it on. It starts out on the high setting and I could feel it immediately. The magic of the Axis M12 vest lies in its new Hexon Heat Technology. There are carbon fiber heating elements on the chest and the back. It reminds me of the heated seat in our car, and instantly made me more comfortable. It has three settings: high, medium, and low. When on the high setting it gets pretty hot. It heats to full temperature really fast, and the insulation kept the heat in. The high setting was too hot when not out in the elements. Having the three settings allowed me to wear it all day when going inside and out. It was comfortable around the shop and even at the office.

The battery lasted just about all day on low (+/- 8 hours), but only about two hours on high (I’d like to see this last longer). Luckily, I have some extra batteries and was able to change it out while charging the other battery because I didn’t want to be without the heat between charges. I did notice a longer run time with a 3.0 battery. The 3.0 gained about one hour on high and four hours on low. If you don’t already have an extra battery, I would recommend investing in at least one extra battery so you can use it while charging the other. Milwaukee sells a different battery that would plug into the vest that has Bluetooth and connects to an app. I did not try this battery.

In conclusion, it’s great for keeping your core warm the jobsite, or if are just craving some extra cozy warmth throughout your day, especially if you’re already invested in Milwaukee’s M12 tool ecosystem. It’s well-made, effective, and lightweight enough

MIKE MITCHELL

for a range of activities. While it may not be the cheapest option, I think the durability, performance, and convenience makes it a worthy investment for anyone looking to stay warm without the hassle of bulky layers.

M12 HEATED AXIS TOUGHSHELL Jacket (M100B-21) 229.97

ANDY: Being a deck builder in Northeast Ohio during the winter means working in extreme cold, but the job must go on. That’s why dressing for success is essential, and the Milwaukee Heated Toughshell Jacket has been a game-changer.

The first thing I noticed was the high-quality material—durable yet lightweight. The fit is perfect, not too tight or loose, with just the right sleeve length for my broad shoulders (which is often a struggle for me). The battery and power bank are easy to connect, and I was impressed by how fast the jacket heated up— within moments, I felt warmth across my chest, back, and shoulders.

At 15˚ outside, I can wear just a T-shirt underneath and stayed comfortable without bulky layers. This makes it ideal for quick job site visits and client meetings, where layering up isn’t practical. When I step inside to discuss designs, I don’t overheat, making it the perfect jacket for both outdoor and indoor work.

Beyond its performance, the Milwaukee Heated Toughshell Jacket is also stylish, making it great for both professional and casual settings. Whether I’m on a jobsite, meeting clients, or just out running errands, it looks sharp and fits the environment.

This jacket isn’t just for deck builders—it’s great for any outdoor work or activity. Tony Milini, a father of four from Marlboro, OH., relies on it for farm chores and long hours at his kids’ outdoor sports. He says, “The heated jacket keeps me warm without bulk. It’s durable, easy to move in, and perfect for anyone spending time in the cold.”

M12 HEATED AXIS HOODED JACKET (M102b-21)

$229.97

ANDY: For all-day work in freezing temperatures, the Heated Axis Hooded Jacket is a must-have. With strategically placed heating zones in the chest, shoulders, and back, my project manager/electrician wears it every day, even in the harshest conditions. The jacket not only delivers consistent warmth but also stands out for its durability. Milwaukee clearly designed it with tough job sites in mind. The insulation is top-notch, and the rugged material holds up against daily wear and tear.

our backs. When the ground is wet, snowy, or muddy, staying dry becomes just as important as staying warm. This jacket’s water-resistant material does an excellent job of repelling moisture, keeping us comfortable even in messy conditions. It’s built for hard work, making it an essential piece of gear for anyone who spends long hours outdoors.

Final Thoughts

When cold weather hits, layering up becomes a necessary evil—especially for those of us who work or spend long hours outside. Too many layers can be bulky and restrictive, making it hard to move freely, while too few leave you battling the cold and counting down the hours until you can warm up. Finding the right balance between warmth and mobility is a constant struggle, but that’s exactly where Milwaukee’s Heated Gear shines.

With adjustable heat zones and durable, weatherresistant materials, Milwaukee’s heated jackets and vests provide warmth that adapts to your environment—

As deck builders, we know that installing lights on a lower deck requires a lot of crawling and working on CONTINUED

Contractor’s Corner

AT SUNNYSIDE DECKS AND OUTDOOR LIVING, we’re excited to share that we’ve embraced the innovative Diamond Pier Foundations!

The Diamond Pier system offers a remarkable advantage over traditional concrete pouring, and can be completed in one day allowing framing right away! We remove the topsoil, place the precast concrete head, and drive the pins using a lightweight 35-lb. demo hammer. The efficiency of this system has dramatically reduced the time we spend on digging and concrete mixing and reduces strain on our bodies. This streamlines our process and lowers labor costs for our clients.

One of the most interesting features of Diamond Pier is its increased uplift and lateral resistance, along with a larger bearing area compared to conventional concrete footings. We’re proud to offer a limited lifetime warranty. This speedy process has eliminated the need for backfilling and reduced clutter from dirt piles at jobsites.

The Diamond Pier is fully code-compliant across all soil types in the SunnySide Decks service area.

This innovative product truly distinguishes us from other builders, and we are thrilled to incorporate it into our work!

Benjamin White Sellersburg, IN

SunnySide Decks & Outdoor Living

Facebook: Sunnyside Decks and Outdoor Living

whether you’re on a job site, at a winter sporting event, or tackling outdoor chores. The lightweight design eliminates the need for excessive layering, keeping you comfortable and mobile even in freezing temperatures. If you’re tired of shivering through the winter months, investing in Milwaukee’s heated gear will change your day, warming you up from the core. It’s designed to handle tough conditions, keep you warm without the bulk, and help you focus on the task at hand—no matter how brutal the weather gets. Stay warm, stay productive, and stay tuned for our next dynamite review!

Pros: Comfortable, customizable warmth, batteries match tools (for those who already have M12 batteries in their toolbox). Comes with a charger.

Cons: Battery run time on high could last longer, not the lowest cost (but definitely you get what you pay for).

Combined Score 9.5 out of 10

Andy Henley is the owner of Hen-House Decks, Uniontown, OH. Mike Mitchell is the owner of Mitchell Construction in the Chicagoland market. Andy and Mike can be reached in the DeckingTNT Facebook group.

ANDY HENLEY

The leading fastener brands have one strength in common — they’re all made by Simpson-Strong-Tie. Pros rely on our Strong-Drive ® structural fasteners for framing and other heavy-duty build, repair and renovate applications. Contractors and DIYers build safe, strong decks, pergolas and fences with Deck-Drive ™ premium fasteners. Plus, our Quik Drive ® auto-feed screw driving tools and collated fasteners save time and effort on every job. Backed by expert service and support, Strong-Drive, Deck-Drive and Quik Drive products are available nationwide. But they only come from Simpson Strong-Tie, your partner in smarter building. Learn more at go.strongtie.com/fasteningsystems or call (800) 999-5099.

How to Keep Your Best Leads

from Slipping Away During the Busy Season

HOPEFULLY, YOU’VE BEEN CONSISTENT with your marketing, have a solid system for inbound leads, and your phone is ringing off the hook. That’s a great place to be.

But here’s the real question: Are you fully capitalizing on it?

Too many builders assume that because they’re booked up, they’re doing everything right. They finish one job, move on to the next, and think they’re crushing it. And while you should feel proud and confident in the work you’re doing, being busy doesn’t always mean you’re growing.

If the only way to increase your revenue is to take on more jobs and work more hours, you don’t have a scalable business—you have a demanding job. The best builders don’t just work harder. They work smarter by implementing systems that ensure today’s busy season leads to long-term growth.

And for those of you who aren’t busy yet, now is the time to get your act together and maximize every opportunity that comes in.

Understanding the High-End Buyer’s Journey Homeowners with the cash to spend—or those with the I don’t care what it takes, I want what I want mentality— don’t hire a builder overnight. Many take months, even a year or more, to go from idea to commitment.

I’ve talked to builders who do home shows and see the same couples walking through year after year, asking questions, gathering ideas—until one day, bam! They’re finally ready.

So, what does this process look like for a potential high-end client?

• Awareness Phase – They start thinking about improving their backyard. Should they get a deck, a patio, a pool?

• Research Phase – They look up deck materials, read articles, and compare outdoor living options.

• Builder Discovery – They start searching for deck builders, checking out websites, looking at past projects, and reading reviews.

• Shortlist & Consultation – They narrow their choices and reach out for a consultation (not just an estimate— they want expertise).

• Final Decision – They select a builder based on trust, credibility, how well the process aligns with their vision, and the experience they’ve had from the moment they first encountered your brand.

If you’re only showing up when they reach out for a consultation, you’re competing with every other builder they’ve been considering. The real opportunity is in controlling the narrative from the start—guiding them from early interest to full commitment.

Marketing Is More Than Just Leads—It’s About Staying in Control

One of the biggest mistakes builders make is treating marketing like a switch—turning it on when they need leads and shutting it off when they’re busy. That approach kills long-term growth and makes your business dependent on seasonal demand.

Marketing isn’t just about getting leads today. It’s about staying in front of potential clients at every stage of their journey so that when they’re finally ready to build, you’re the obvious choice.

Here’s how to stay in control and maximize every lead:

• Educate with your website. Potential clients aren’t just looking for a “Contact Us” button—they want answers. Blog posts, project showcases, FAQs, and videos position you as the expert they trust.

• Leverage automation to maintain excitement and prime prospects for sales. Once a homeowner fills out your form, send automated emails with valuable info:

o How to prepare for your consultation

o Design ideas and inspiration

o How to choose the right materials

o Meet our team and process

• Have a system for checking in on cold leads. Just because someone went quiet doesn’t mean they aren’t still considering a project. Set up a simple automated two-month check-in text: “Hey, just checking in—were you able to move forward with your project?”

Without these systems, you’re flying by the seat of your pants. The best builders lead the conversation, stay top of mind, and make it effortless for prospects to choose them—even if that means waiting.

Systems and Processes: The Foundation of a Scalable Business

You put thought and precision into your deck-building process—why wouldn’t you do the same for your marketing and sales?

If you’re spending too much time answering calls, chasing leads, or handling back-and-forth scheduling, it’s time to put systems in place to work smarter. Here’s what you need:

• Lead Management System – Your system should automatically add new contacts when people call, email, text, fill out your web chat, or message you on social media. This ensures no lead slips through the cracks.

• Automated Scheduling – Let prospects book their own consultation based on your available time slots. Once they book, have them fill out a lead qualification form. If they aren’t a good fit, you can cancel the call. But for those who are a good fit, they’ll be pleased they were able to move their project forward without back-andforth emails and calls.

• Pre-Qualification Process with Lead Scoring –Prioritize high-value leads by filtering based on budget, timeline, and project type. If someone selects “deck repair” or a budget that’s too low, automatically reroute them to helpful information or follow up with a trusted referral.

• Follow-Up Automation – Stay in touch with leads at different stages of their journey with strategic, preplanned check-ins and educational content.

With these in place, you’re not just reacting to leads— you’re directing the process and closing better deals.

Bad Reviews Often Come from a Poor Sales Process

Most bad reviews don’t come from the quality of work itself—they come from poor communication during the sales process.

Leaving people hanging, failing to follow up, or making the sales process confusing are all things that frustrate homeowners and lead to negative experiences. Make sure you’re on top of your game by:

• Responding quickly to inquiries so prospects don’t feel ignored.

• Setting clear expectations about pricing, timelines, and next steps.

• Following through on every promise you make.

The way you communicate, follow up, and guide prospects through the process will either build trust—or send them looking elsewhere.

Final Thoughts: Did You Make the Most of This Season?

At the end of the day, you don’t want to look back with regret and realize you could have booked more jobs, closed better deals, or made the whole process run more smoothly. The builders who succeed year after year are the ones who think ahead, set up systems, and stay in front of their best prospects at every stage of their journey.

If you’re ready to take control of your marketing and sales systems, I’m here to help. Have questions or comments? You can always reach me on our web chat at deckbuildermarketers.com or message me on any of our socials.

As always, I love your questions and am here to support you. Keep moving forward! DS

April Edwards is a digital marketing strategist and founder of Deck Builder Marketers, Oceanside, CA. You can message her on Instagram @deckbuildermarketers or learn more by visiting deckbuildermarketers.com.

NEW PRODUCTS

Composite Siding Additions

Modern Mill is expanding its ACRE shiplap siding collection with the introduction of Nickel Gap siding as well as an additional V-Groove siding profile.

ACRE Nickel Gap siding features a tongue-and-groove profile for a seamless fit, ensuring precise, consistent spacing of about 1/8” between each board, roughly the size of a nickel.

[modern-mill.com]

Black Steel Framing

New Castle Steel has launched its latest innovation—New Castle Black steel framing that features a fine, textured, black, American-made, galvanized steel finish, providing a sleek, modern look that enhances any outdoor space. Its enhanced paint protection comes with a first-in-class 50-year limited warranty.

Redesigned Flashing Tape

New Trex RainEscape Clean-Edge Butyl Tape delivers all the proven performance of the original Trex RainEscape Butyl Tape with design enhancements that ensure a cleaner, more efficient application.

It is designed specifically for use with the Trex RainEscape system, which is installed above deck joists to divert water away and create dry, usable space underneath. The 4”-wide, self-adhesive, waterproof butyl tape is applied after the system’s troughs are installed to create a watertight seal between the trough overlaps and seals around screw penetrations from the deck boards. The tape also seals around deck screws to hold them in place while preventing rust and corrosion.

New Castle Black’s new stair system allows for installation in a fraction of the time compared to traditional methods. As part of the product launch, the company also offers fiber-reinforced HDPE plastic components to simplify surface-mount handrail attachment.

Steel framing requires no specialized tools to install; means fewer posts and piers to dig; eliminates crowning, planing, taping or shrinking of joists; resists corrosion, rot and termites; and is noncombustible with a Class 1A fire rating.

[newcastlesteel.com]

Multi-Purpose Foot Anchor

The tape features a butyl width of 3-3/4” on a 4” facer. This updated design leaves 1/8” of clean facing on either side of the butyl, effectively preventing any oozing and ensuring that tape adhesive does not get tracked onto the decking or into the house.

[trexrainescape.com]

Titan Building Products’ new, multi-use Deck Foot Anchor serves as a floating anchor for freestanding pergolas and gazebo kits, a floating anchor for decks, sheds, walkways or landings, and frost-compliant fin option for ledger connected structures.

Installed with only an impact wrench, the compact footing can be installed in minutes without digging or concrete, built upon the same day, and features a laterally adjustable post saddle.

[titanbp.com]

True Mahogany

Tiger Deck is now stocking Genuine Mahogany from Fiji grown plantation forests, as decking, siding, paneling and other profiles to meet customer demand.

The mahogany (Swietenia Macrophylla) is fully legal, CITES exempt and Lacey approved. It is highly stable, easy to work with, and labeled as Class Il in durability, offering a 20+ year lifespan. It readily takes stain like fine furniture, allowing for plenty of options in color and appearance. No stain or UV oil is required; the wood can be left to naturally turn a silvery gray.

Genuine Mahogany is naturally very stable. The kiln drying helps to enhance its natural stability.

Tiger Deck currently offers nominal 5/4x6 - 8’ to 20’.

Western Work Boots

Georgia Boot updates the Carbo-Tec FLX collection of stylish western work boots with a new Breeze Mesh lining for a super breathable, lightweight and flexible fit ideal for indoor or outdoor job sites.

The new styles feature proprietary Insulkul technology and Advanced Memory Polyurethane insoles to keep hard-working feet comfortable and supported.

New styles include two 11” pull-on square toe western work boots, GB00702 (brown/brick) and GB00703 (brown/tan).

[georgiaboot.com]

Centralized Charging Hub

Milwaukee’s new M18 Six Bay Daisy Chain Rapid Charger helps crews manage a large number of batteries from a centralized charging destination. The system allows bulk overnight charging on a single 15A circuit and rapid daytime charging while going from job to job.

Up to 10 chargers can be daisy-chained together in overnight mode, ensuring crews can grab and go with the charger and batteries they need to power their workday. Or, up to four charges can be daisychained together in daytime mode for faster turnaround.

[milwaukeetool.com]

Slim-Profile Aluminum Railing

Wolf Home Products has launched Gallery Railing, featuring a modern, slim-profile aluminum design and available in a contemporary horizontal cable look or the classic appeal of square balusters.

Key features and benefits of Gallery Railing include:

Modern Design with Unobstructed Views: Horizontal cable infill made from 316 Marine-grade stainless steel offers clear sightlines, while black square balusters provide a timeless alternative.

Durable Construction: Crafted from AAMA 2604 powder-coated, extruded aluminum, the system resists rust, corrosion, and weathering.

Customizable Heights and Sizes: Available in 36” and 42” heights with 6’ and 8’ sections for horizontal cables, offering flexibility for a wide range of applications.

Easy Installation: Templates and tension-fit balusters simplify installation, and horizontal cables require no special tools.

Safety and Compliance: Engineered to meet IBC/IRC safety codes.

[wolfhomeproducts.com]

Wood-Toned Ceilings

The AZEK Alpine Collection combines timeless wood aesthetics with lasting performance, offering new bead-board and nickel gap profiles that enhance ceilings, soffits, porches, gazebos, covered walkways, and more.

Engineered to combine the beauty of premium stained lumber with the durability of modern innovation, the fire-resistant products have a Class A Flame Spread Rating and provide a high-end, polished detail to any exterior space—without the need for ongoing maintenance. They provide realistic woodgrain finishes and versatile design possibilities, backed by a Lifetime Limited Warranty.

[azekexteriors.com]

COMPARED TO CONCRETE

FootingPad® footings are engineered using a fiber-reinforced composite that is exceptionally strong, lightweight, and superior to concrete.

• Complete jobs faster, more easily, and generate more profit.

• Five sizes are available for use with most post types in below-grade applications.

Premium Aluminum

Awning

Azenco Outdoor’s K-NOPY aluminum, standalone awning for both residential and commercial spaces is available in two editions:

Fixed Louvered Roof Edition: Assembled with vertical or angled slats and customized with 1 or 2 support beams or without. Dimensions: 22’10” with a 6-1/2”x6” frame and a max projection of 10’.

Insulated Panel Edition: Includes integrated scuppers (two per zone) for efficient drainage. Dimensions: 14”x511/16” for a double beam and gutter with a max length 22’10” and projection of 10’.

Colorways for the product’s slats and frame are available in white/ mat smooth, bronze/ gray textured, black textured, or custom. The woodgrain finish comes in bamboo, teak, oak/golden oak/dark oak, knotty pine, national walnut/dark walnut, American Douglas, cherry/ cherry, half flame/cherry with flame, and European cherry/ Mediterranean cherry. Panel colors include standard white, premium white, bronze/ white, and wood grain finish.

Three lighting options that can be mixed and matched are presented for the K-NOPY: recessed lights with a support beam and frame for the louvered edition, LED Ramps with support beam, frame, and vertical slats, and RGBW LED Strips with frame for the panels edition.

The new awning comes with a 15-year warranty for standard color powdercoat and aluminum structural components and 10 years for custom powdercoat. Lighting components have a three-year warranty.

[azenco-outdoor.com]

Railing Efficiency

Envision Outdoor Living Products has introduced E-Fit Railing Innovations, a series of new aluminum and vinyl railing products with pro-focused innovations designed for efficiency and speed. When used together, the new products allow for installation times up to 300% faster.

E-Fit Railing Innovations comprises three new components:

FastFit Panels: These aluminum or vinyl panels come pre-assembled, ready to set in place right out of the box. Aluminum FastFit Panels are available in Textured Black with square vertical balusters in 36” and 42” heights and 3’, 4’, 5’, 6’, 7’, and 8’ lengths. Vinyl FastFit Panels, the industry’s first pre-assembled square baluster vinyl panels, are available in White with square vertical balusters in 36” and 42” heights and 6’ and 8’ lengths.

LockFit Balusters: LockFit Balusters enable production of the Vinyl FastFit Panels and simplify installation of Fairway vinyl baluster kits. The patentpending design snaps and locks end balusters into place, making it quick and easy to set the top rail and all balusters for each rail section into place.

FastFit Posts: FastFit Posts feature pre-mounted brackets on Fairway aluminum 3”x3” structural posts and patent-pending quick-mount brackets on Fairway vinyl 4”x4” post sleeves. The pre-mounted brackets save installers time positioning and fastening hardware while also ensuring accurate placement for quick installation.

[envisionoutdoorliving.com]

Faster Belt Sander

Makita USA’s new 40V max XGT 3”x21” Belt Sander gives users a wood surfacing and sanding tool that offers up to 20% faster sanding speeds than corded, without the hassle of a cord.

The GSB01 also has an adjustable front grip for sanding flush to walls and using the nose and the side of the sander. A variable speed dial allows adjustments from 390 to 1,540 ft./ min. to match the speed to the application. Its auto belt tracking system keeps the belt in proper alignment without adjustment.

Convenience features include an innovative design for optimal tool and battery weight balance, an adjustable L.E.D. light to illuminates the work area, a dust bag, and a trigger with a lock-on button.

[makitatools.com]

WHERE EVERY CUP SALUTES YOUR HARD WORK

Our mission is simple: to fuel the men and women who help build and sustain our nation, one cup at a time.

Longmont Home Show

When: March 21-23

Where: Boulder County Fairgrounds, Longmont, CO.

More info: longmonthomeshow.com

OKC Home + Outdoor Living Show

When: March 21-23

Where: OKC Fairgrounds, Oklahoma City, OK.

More info: homeshowokc.com

Anderson Home & Garden Show

When: March 22-23

Where: Anderson Civic Center, Anderson, S.C.

More info: expomanagementinc.com

Katy Home & Outdoor Living Show

When: March 22-23

Where: Gerald D. Young Facility, Katy, TX.

More info: consumershows.com

Fox Cities House & Outdoor Living Show

When: March 28-30

Where: Fox Cities Exhibition Center, Appleton, WI.

More info: homeshowcenter.com

Columbus Home Improvement Show

When: April 4-6

Where: Ohio Expo Center, Columbus, OH.

More info: homeshowcenter.com

Portland House & Outdoor Living Show

When: April 4-6

Where: Oregon Convention Center, Portland, OR.

More info: homeshowcenter.com

Salem Spring Home Show

When: April 5-6

Where: Salem Civic Center, Salem, VA.

More info: thespringhomeshow.com

Rio Grande Valley Home & Garden Show

When: April 11-13

Where: McAllen Convention Center, McAllen, TX.

More info: showtechnology.com

Dallas Build Expo

When: April 23-24

Where: Kay Bailey Hutchison Convention Center, Dallas, TX.

More info: buildexpousa.com/ dallas-build-expo

PowerBond® is the quick and easy way to extend the life of deck support systems and posts. Our patented PowerBond® adhesive aggressively adheres to all wood types, even in temperatures as low as 25°F. Self-adhering and self-sealing for

Jacksonville Home & Garden Show

When: May 9-11

Where: Prime F. Osborn III Convention Center, Jacksonville, FL.

More info: homeshowcenter.com

Murfreesboro Home Expo

When: May 9-11

Where: Embassy Suites by Hilton, Murfreesboro, TN.

More info: murfreesborohomeexpo.com

Houston Build Expo When: June 11-12

Where: NRG Park Center, Houston, TX.

More info: buildexpousa.com/ houston-build-expo

PCBC Summer Showcase

When: June 11-12

Where: Anaheim Convention Center, Anaheim, CA.

More info: pcbc.com

Deck Expo – International Pool & Spa Expo

When: Oct. 22-24

Where: Las Vegas Convention Center, Las Vegas, NV.

More info: poolspapatio.com

Stone Meets Structure

NESTLED WITHIN the rugged beauty of Colorado Springs’ Woodland Park, a backyard boulder wall served as the foundation for a unique design. Bigfoot Decks & More turned a natural challenge into a seamless connection between the home and the mountain landscape.

The challenge was an existing boulder retaining wall that required a smooth transition to seamlessly integrate the deck with the landscape.

“In the area where we designed a bridge/platform to allow homeowners easy access to the deck from above, we had to get creative,” says owner Taylor Hix, who founded Bigfoot Decks & More in 2021.

The four-man crew trimmed the boulders to allow for a bridge-like platform that connected the deck to the pathway below, explains Hix.

While the retaining wall was a physical challenge, the cantilevered structure presented an engineering one.

“This process involved our engineer carefully evaluating the home’s structural integrity and determining the load requirements for the deck,” Hix explains. “While in some cases, the existing framework is strong enough to support the additional weight, in others they need to reinforce the structure.”

Rather than relying on a visible beam, the engineer added internal support within the home. “This approach not only ensures the deck’s stability but also creates a seamless, polished look, making the addition appear as though the deck was always part of the original design,” Hix says.

In addition, the homeowner wanted the crew to replace the existing deck with the intention of extending it. “We ended up 3D designing it before it was built,” Hix explains. “It’s nice to do as we can build the deck digitally then build it physically, essentially building it two times.”

The decking used was Fiberon Goodlife in Tuscan Villa as the primary surface, accented by a contrasting Espresso finish for the picture frame and fascia. The framing relied on light gauge galvanized steel, chosen because it “outperforms pressure-treated wood, especially in Colorado’s harsh climate, ensuring long-lasting durability.”

The railing was RDI Latitude paired with a Fiberon Espresso Drink Rail, while the stairs incorporated a Fortress Evolution Stair Frame. Dekor Recessed Plate Dark Copper border lighting accented the deck’s edges, while matching riser lighting illuminated the stairs.

Bigfoot Decks & More always frames its decks with 12” spacing between each structural member, as opposed to the typical 16” on center

used by most contractors. “This tighter spacing creates a sturdier, more robust deck that feels solid and secure underfoot,” Hix says.

The team worked with their engineer to design a load-bearing area on the upper section to support a hot tub. This involved adding an extra beam beneath the deck to guarantee it could safely bear the weight of the hot tub and any additional load.

Completed within a month and on budget, the 588-sq.-foot deck (excluding the staircase) created an extension of the home and landscape.

“Every new project presents an opportunity to improve, and there’s always a different angle to consider when constructing custom outdoor structures,” Hix says. “No matter how much I know, there’s always something new to learn and a new challenge to tackle.”

Hix’s favorite part of every project was knowing it met Bigfoot’s high standards, and seeing the smiles on his clients’ faces when they realize their vision has come to life. “There’s nothing more rewarding than knowing we’ve created something truly special for them.” DS

Submit photos of your latest and greatest project to sgraves@ 526mediagroup.com

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