Deck Specialist - Summer 2019 by 526 Media Group

ROOFTOP POSSIBILITIES • MINOR UPGRADES WITH MAJOR RETURNS • Summer 2019

DECK SPECIALIST Ideas & Strategies for Outdoor Living Professionals

What’s Hot in Outdoor Living 74

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Building Products Digest

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December 2016

Building-

ROOFTOP POSSIBILITIES • MINOR UPGRADES WITH MAJOR RETURNS • RESURFACING OLD DECKS

DECK

Summer 2019

SPECIALIST Ideas & Strategies for Outdoor Living Professionals

What’s Hot in Outdoor Living

DECK

SPECIALIST

Ideas & Strategies for Outdoor Living Professionals FEATURED STORIES

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Look for an Opening

Windows, doors wed inside to outside

What’s in, What’s out The latest trends for the outdoors

PROJECT SPOTLIGHT

Urban Rooftop Deck

Defying the challenges in busy Chicago WHAT’S HOT

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The Right Kind of Infill

Wow customers with rail infill options

Alternative Fencing Start summer with next-gen materials

BUILDING TIPS

Decking Upgrades

3 upgrades that deliver major returns

SHOW RECAP

ON THE COVER

Inside PCBC

Recapping the West’s big builders show

ALSO INSIDE 8 Editor’s Note 10 Industry News 38 Product Reviews with Marv Johnson 40 On the House with the Carey Bros. 42 The Bottom Line with David Elenbaum 44 Set the Standard with Brendan Casey 48 Kahle on Sales with Dave Kahle 54 New Products 61 Date Planner 62 Ad Index 62 Idea Book

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Kebony Clear thermally modified radiata pine was used right up to the water’s edge in this terraced poolside deck.

Deck Specialist

Summer 2019

Deck Specialist

DECK SPECIALIST A publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626

Phone (714) 486-2735

President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com

OUR MARKET MOVES QUICKLY— SO DON’T GET LEFT BEHIND!

TODAY!

Managing Editor David Koenig dkoenig@526mediagroup.com Editor Stephanie Ornelas sornelas@526mediagroup.com Columnists James & Morris Carey, Brendan Casey, David Elenbaum, Marv Johnson Guest Contributors Brad Adsit, Emily Hinderaker, Sal Serbin, Heather West Director of Sales Chuck Casey ccasey@526mediagroup.com Sales & Marketing Coordinator Jody Bays • jbays@526mediagroup.com

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Chuck Casey ccasey@526mediagroup.com (714) 486-2735 Patrick Adams padams@526mediagroup.com (714) 486-2735

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info@526mediagroup.com (714) 486-2735 DECK SPECIALIST is published quarterly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for U.S.-based builders and contrators that specialize in decking and other outdoor living projects. Copyright®2019 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. Summer 2019 • Volume 3 • Number 2

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Summer 2019

STAY IN THE LOOP! The new publication for qualified industry decision makers! • Update your subscription • Sign up key colleagues • Enroll multiple locations

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is available on a qualified requester basis to senior management of U.S.-based builders and contractors specializing in decking and other outdoor living projects and to others at the rate of $22 per year. Subscribe now by emailing info@building-products.com or calling 714.486.2735.

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EDITOR’S NOTE

Be Pat It was just one game, a little pebble on the road to the Golden State Warriors’ fifth straight appearance in the NBA Finals. Back on April 15, the upstart Los Angeles Clippers dared to win the first of two games on the Warriors’ home floor, led by the most unlikely of players, journeyman Patrick Beverley. Beverley scored just 10 points, but his impact was felt constantly as he basically shut down Warriors superstar Kevin Durant, hounding him at the defensive end, holding him to just eight shots, and forcing him to commit nine turnovers. Beverley is nearly a foot shorter and 60 pounds lighter. After the game, reporters asked him how he did it. After a long pause, he merely responded, “Be Pat.” Beverley realizes he’s not the greatest scorer or passer or rebounder. But he recognized his role, and gave everything he had to contribute for the best of the team. His performance not only helped his team succeed in the face of imposing (7-foot-tall) obstacles, it also set the tone and inspired teammates to do their very best. In my business, I need to constantly remind myself to “Be Dave.” I don’t have to do everything. I don’t even have to do the most “noticeable” or “important” thing.

But I should identify how I’m most valuable to my team and do my best to ensure our projects are as successful as possible. What about you and your outdoor living business? Have you and your colleagues identified how you can best help the entire team to succeed? Are you spending your time doing what someone else in your organization is better suited, perhaps because you’re the boss and think you’re supposed to always take the lead. As well, are you putting everything into everything you have into everything you do? The rest of your team is watching and, while there’s no guarantee they’ll match your levels of intensity, enthusiasm and commitment, you can be sure they won’t exceed them. You set the bar. Be tenacious. The Clippers were eliminated from the playoffs over a month ago. But most would agree they maximized their potential and squeezed as much success from their efforts as possible. And at the end of a long workday, there’s nothing more satisfying than going home and knowing that—at least for that one day—you were the best you that you could be.

David Koenig is managing editor of Deck Specialist. Reach him at dkoenig@526mediagroup.com

Deck Specialist

Summer 2019

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INDUSTRY NEWS Trex Allocates Deck Shipments in West on Way to Big Expansion

A rocky roll-out for Trex’s new Enhance 2.0 composite decking has thrown its Fernley, NV., manufacturing plant behind schedule and forced the manufacturer to begin allocating shipments of all lines to its distributors in the West. Customers in other parts of the country, who are served by Trex’s facility in Winchester, VA., reportedly are unaffected. Long-term, however, Trex has big plans for expansion. The company will invest approximately $200 million between now and 2021, constructing a new decking facility at its existing Virginia site and adding new production lines in Nevada. The new Fernley lines will come online in third quarter 2019 and second quarter 2020, while the Virginia capacity will begin to increase in first quarter 2021. In the meantime, quality issues forced Trex to modify the design of its “C level” board, but the delays created a backlog of orders that outpaced the western plant’s capacity. To catch up, in May

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the Fernley facility began to ship a restricted quantity of product to distributors, based on their average percentage of purchases in the region. Trex deduced that, while not ideal, this solution would supply distributors with a known quantity each month and a steady flow of material into their branches. Distributors will have monthly deadlines to order product, approximately five weeks before that month’s allotment will be shipped out. New orders must also be product specific, to avoid mixing different lines on the same truck. In addition, to maximize production, Fernley began limiting the colors on some of its decking lines. During the allocation period, the facility will produce Transcend only in Tree House, Vintage Lantern, and Gravel Path; Select in Pebble Grey, Saddle, Winchester Grey, and Woodland Brown; Enhance Basics in Clam Shell and Saddle; and Enhance Naturals in Coastal Bluff, Toasted Sand, Foggy Wharf, and Rock Harbor. The entire line of Transcend Tropics will continue to be available.

“Our operations team is focused on expanding production capacity at both our Winchester and Fernley facilities, and we are realizing improvements,” said Adam Zambanini, president of Trex Residential Products. “In the meantime, however, we implemented a short-term allocation program for decking being produced out of our facility in Fernley to ensure a steady and equitable flow of material into our distribution channels. We sincerely regret any inconvenience this has caused our valued channel partners and ask for their understanding and patience.” The program will be reevaluated later this summer.

BRANDED as simply MoistureShield now, the company will still offer the same moisture-resistant composite decking product that builders have come to know.

MoistureShield Gets Rebranded

Oldcastle APG’s composite decking business AERT (Advanced Environmental Recycling Technologies) will now operate as MoistureShield. “With the acquisition of AERT in 2017, we set out on a new endeavor to bring our blueprint for success to the composite decking marketplace. Today’s name change is more than a new logo—it’s a commitment to our customer base,” Oldcastle APG executive vice president Ken O’Neill said. The MoistureShield line of moisture-resistant composite decking is environmentally friendly, manufactured from 95% recycled content, and can be installed directly on the ground, in the ground or under water. The line is backed by an industry-leading warranty against decay, rot and termite damage. MoistureShield joins other Oldcastle brands such as Echelon masonry wall systems, Belgard pavers, Permacon hardscapes, Sakrete concrete, and Amerimix mortars. Summer 2019

Deck Specialist

INDUSTRY NEWS Archadeck Opens in Central Maine

TJ Langerak has opened Archadeck of Central Maine, a franchise location of Archadeck Outdoor Living. As owner/operator, Langerak will custom design and build decks, porches, pergolas, patios and other outdoor living spaces for clients in Penobscot, Hancock, Waldo and Kennebec counties. He has over 20 years of leadership experience, six years in retail of construction aggregates, hundreds of professional development hours with Fails Management Institute, and holds several industry certifications including OSHA 30 Hour, Hazardous Material Supervisor and MSHA Supervisor. “When I found the Archadeck franchise, I knew right away that the brand was a great fit with my experience,” Langerak said. “The Archadeck brand is second-to-none and I knew it was something I wanted to be a part of in this new journey of entrepreneurship.”

Deck Specialist

Summer 2019

Decking Firms Sign New Distributors

Several up-and-coming decking manufacturers have secured new regional distibutors, increasing the availability of their products in the West and on the East Coast. MOSO’s X-treme product line of bamboo decking, siding and accessory products has been picked up by Lee Roy Jordan Lumber, Dallas, TX., and by Capital Lumber, Portland, OR., which sells in Oregon, Washington and Idaho. Sylvanix Outdoor Products, Seattle, WA., has signed Disdero Lumber Co., Clackamas, OR., to distribute its composite decking in Alaska, Arizona, California, Idaho, Montana, Nevada, New Mexico, Oregon, Utah, Washington and Wyoming. Mid-State Lumber is a new distributor for Vista Railing Systems to the New England and Mid-Atlantic markets from its branches in Branchburg, N.J.; Kingston, PA.; Warwick, N.Y.; and Marlborough, MA.

Summer 2019

Deck Specialist

Open Marriage

Use the latest doors and windows to wed the outdoors with the indoors By Heather West

Designers, builders, contractors and their clients can strategize multiple options in indoor-outdoor entertaining to take advantage of their customers’ preferences and their homes’ surroundings, as well as the local climates. Homeowners want to treat friends and family to the enjoyment of open-air dining and outdoor amenities, while retaining access to their indoor spaces. One of the most popular indoor-outdoor entertainment trends is the inclusion of a cooking area on the patio, which can become an extension of a home’s open-plan concept. 14

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By Heather West Photos by Kolbe Windows & Doors

Connect an indoor kitchen with an outdoor counter by installing wide pass-through windows. (All photos by Kolbe Windows & Doors Summer 2019

Deck Specialist

ABOVE: Kolbe’s Ultra Series TerraSpan lift & slide door pockets to one side.

Cooking amenity options can include grills or a fire pit, which nowadays can be used to prepare everything from hot dogs to three-course meals. Or for an ultimate entertaining space, full outdoor kitchens can be created and completed with a refrigerator, stove, counters and storage space. Historically, home chefs prepared the meal in the kitchen while the guests congregated in a separate space. Today’s homeowners want a space where preparation and talk flows seamlessly—including into the outdoor spaces. One popular solution to facilitate preparation and conversation is to design the indoor and outdoor areas close to each other, separated by large pass-through windows or sliding patio doors. This lets guests move easily between the spaces and converse through open windows and doors. Large pass-through windows allow food and beverage to pass easily across the recessed weep sill to an outdoor counter. Adding a pleated, retractable sliding screen allows ventilation and keeps out insects. The arrangement of furniture, windows and doors around pools or patios also facilitates guests mingling between the indoor and outdoor areas.

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“When you’re looking for an innovative way to interact with guests both indoors and out, folding and sliding windows and doors bridge the gap between environments,” says Cindy Bremer, VP of marketing at Kolbe Windows & Doors. In environments where inclement weather is frequent or cold weather is a consideration, natural gas or wood fireplaces can be added for a cozy touch and to ensure year-round use. Increasingly, homeowners in all climates simply want to make the outdoors another room of the house. This trend builds upon longstanding practices of homes designed with large windows and patios. But the new trend takes it one step further to the creation of indooroutdoor spaces that can still be used even if the temperature or weather changes. Builders and contractors can bring the outdoors inside in any climate by exploring options that fully or partially enclose an outdoor space, such as verandas, loggias, arcades, lanai, terraces and partially or fully enclosed nooks and porches. Entrances, apertures and arcades can be fully open or feature windows, sliding closures, or folding doors for easy access to the outdoors, while still providing protection against the elements when the weather changes.

Summer 2019

Deck Specialist

PROJECT SPOTLIGHT

On a warm day, the sun peers through nine Velux glass skylights on top of the 32-by-72-ft. project.

Chicago rooftop deck brings unique possibilties By Stephanie Ornelas Photos by Unique Deck Builders

Building a 2,300-sq. ft. vintage deck wasnâ&#x20AC;&#x2122;t going to be a problem for Unique Deck Builders, Highland Park, IL. The challenge, however, was how they were going to get materials up four stories high for a rooftop deck in the heart of Chicago. When homeowners Keegan and Rachel Kuhn contacted the builder, they wanted someone they could trust and someone who could create exactly what they were looking for. They also had an empty rooftop space and a vision to have a deck that overlooked the city. â&#x20AC;&#x153;Online reviews and website advertising get you the appointment, but you then need to be prepared for the first meeting to present your sales 18

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RIGHT: The homeowners selected Deckorators Vault composite decking in Dusk. BELOW: The scope of work required placing material with a crane from the street side and had to be timed and directed properly in order to keep workers safe and to protect the home.

Summer 2019

Deck Specialist

ABOVE: The outdoor kitchen included all stainless-steel cabinets, equipment and appliances from Wolf, Viking and Weber.

presentation and to provide suggestions for the products you use,” said Joel Boyer, president of Unique Deck Builders. “It’s very important to us that we keep our client engaged. This is the first impression and maybe the only time you meet them.” The Kuhns invited the builders to their residence and were given an in-home estimate. The builders also measured the site with them, drew up a plan on graph paper and came up with some concept drawings. “I’ve found that drawing on-site helps close more projects,” added Boyer. “The clients like the fact that I’m setting some design goals on the first meeting. Before leaving, I take a copy of it with my iPad and leave a copy with the client. I also show clients my work in pictures which I carry on my iPad.” After working through the design process with the owners and sending them a written proposal with pricing, the project was ready to take

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shape. “We never take a deposit, only a signed proposal,” Boyer emphasized. “Trust is then formed because we do not need a deposit to start. Our terms are simple: one-quarter on start, onequarter on floor, one-quarter on associated work and one-quarter on completion. Once a project is sold, our crews handle the ordering of the material, delivery and installations.” But that was only the beginning for the Windy City deck. Major challenges were faced with this rooftop project. One being the design process, architectural drawings, and 3-D drawings. The scope of work required setting in place material with a crane from the street side. “That meant working with traffic and crane services to move material onto the roof,” said Boyer, explaining that a process like this had to be timed and directed properly in order to keep workers safe and to protect the owner’s home. “All trades involved had to be seasoned professionals to approach an elaborate rooftop

ABOVE: In addition to facilities for cooking, the spacious deck also offers ample room for relaxation

deck of this size and scope. Our experienced carpenters, who are employees, completed 90% of the project’s work,” noted Boyer. The company hired a licensed architect and expediter to apply and handle the city of Chicago permitting process, a licensed crane operator and steel fabricators to set the steel, a licensed electrician and plumber, and a professional painter to stain the woodwork. “These trades are the same companies we have worked with for years.” The size of the deck also required some design changes, and crews had to adjust as the project moved forward. “The owners were very easy to work with and allowed us to make their requested changes with no hold-up,” Boyer explained. Despite these challenges, Unique Deck Builders completed the project in March 2018 and, in 12 weeks, constructed an urban rooftop deck incorporating various products like Deckorators Stowaway hidden fasteners with

Deckorators composite decking, galvanized screws for the frame, and trim nail on the siding. Other brands involved in the project included all stainless-steel cabinets and equipment from Wolf outdoor appliances, Viking outdoor appliances, and Weber brand appliances. The total cost of the project was $180,000. “Our reputation is built on trust,” said Boyer. “We use the best materials available, and if there is ever any issue or question that arises during the project build or a client wants to make a change or adjustment, the lead carpenter on that job knows to just take care of it at no cost. We pay our carpenters a salary, not a square-foot cost, so their goal is a satisfied client.” Selling complex and larger decks comes with its own set of challenges, but to Boyer and his team at Unique Deck Builders, it also comes with endless design possibilities, making the whole process worth it.

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SPLASHES of bold color are being used to brighten up neutral furnishings. (All photos courtesy Zillow)

What’s hot, what’s not in outdoor living It’s easier than ever to create an

outdoor oasis that’s an extension of your home, and this summer’s biggest trend is creating a backyard space that is as comfortable as your indoor one. Design styles like Scandinavian minimalism and bright and bold BoHo (Bohemian chic) are heading outside, according to Zillow’s 2019 Outdoor Living Trends Report. “The lines have been blurred between what’s indoor-only and what you can use outside, which means it’s never been easier to create an outdoor space that’s cohesive with your indoor design,” says Kerrie Kelly, Zillow’s design expert and founder of Kerrie Kelly Design Lab.

Pops of Color. Splashes of bold color are brightening up neutral upholstered furnishings. This summer’s top color trend of citrus bright oranges, reds, yellows and pinks are lively and vibrant outside. Think about adding a touch of Living Coral, Pantone’s Color of the Year, or play with newly trending emerald green in your accessories. Mixed Materials. This summer, design elements that were once considered for indoor use only—brass, rope, textured upholstery, and webbing—are being combined in new, unexpected ways for outdoor spaces. Chandeliers, soft rugs, Summer 2019

Deck Specialist

SOFTER MATERIALS once reserved solely for the indoors are making their way out back.

and cozy floor cushions are now popular for outside, and new fabric options now include outdoor-safe velvets, leathers and nubby chenilles. Minimalism to the Max. Scandinavian minimalist design, beloved by social media, is now showing up in outdoor furnishings. Lounge chairs, loveseats and bistro tables are trending this summer in lightweight, powder-coated aluminum. Make it Pinterest-worthy with neutrals like black, white, gray or mix-and-match with a natural material like teak. Some Like it Hot. This summer it’s all about elevated outdoor spaces that feel as stylish, comfortable and functional as interiors—with all the amenities. Fire features and outdoor kitchens

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NEUTRAL COLORS pair well with stark, minimalist design.

continue to be extremely popular, providing a sense of “indoor cozy.” Beyond adding ambiance, the latest Zillow research found home listings mentioning outdoor kitchens and outdoor fireplaces sold for significantly more than expected. Go Green Outside. Eco-conscious landscaping, outdoor furnishings and fixtures have gained traction this year. Living walls make a design statement and reduce your carbon footprint, and solar-powered LED accent lights provide upgraded illumination without complex wiring or tricky installation. When it comes time to sell, listings mentioning outdoor lighting were associated with homes selling for 19% more than expected.

ABOVE RIGHT: “Indoor cozy” is a top outdoor trend. BELOW RIGHT: The rustic farm look is getting left behind in 2019.

Outdoor Trends to Leave Behind in 2019 Matching Patio Sets. With more options than ever, there’s no need to rely on matching patio sets for a pulled-together look. Instead, curated, eclectic outdoor spaces continue to rise in popularity. Own a patio set? Add mixand-match multi-patterned outdoor pillows, a textured ottoman and a vintage rattan sidetable for a unique look. Rustic Farmhouse. Weathered barnwood dining tables and industrial metal chairs are getting a 2019 makeover with a sleeker combination of teak and aluminum. Take your existing farmtable and give it an upgrade with a set of bright, cheery mesh aluminum dining chairs. Summer 2019

Deck Specialist

Stainless steel cable infill continues to gain traction. Its clean-lined aesthetic enables homeowners to enjoy unimpeded views from their deck.

Wow customers with

railing infill options By Brad Adsit Photos by Feeney

When you look at a deck, what’s

the first thing you typically notice? In many cases, it’s the railings. Railings not only add an element of protection to decks and stairs, but also help to personalize and differentiate an outdoor space. Alternative infill solutions are becoming more popular as builders and homeowners look for ways to seamlessly tie together outdoor living spaces with a home’s design aesthetic to create an integrated look that is both functional and stylish. Following are several railing infill options that can take outdoor spaces to the next level, transforming them from ordinary to statement-making.

Panel Infill

Designer panel infill is one of the newer infill options. Beyond longevity and ease of care, one of the most appealing benefits of panel infill is that it gives homeowners a number of ways to coordinate their railings with their existing

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exterior design theme. Alternatively, a railing with an interesting panel infill can serve as the foundational element within an outdoor living space, helping to set the tone for the rest of the space. The ability to mix-and-match the panel infill with other infill options, such as horizontal or vertical cable railing, glass, and pickets, further expands the design possibilities—and allows homeowners to make a more personalized statement.

Horizontal & Vertical Cable Infill

Another infill type that continues to gain traction is stainless steel cable infill. Its cleanlined aesthetic enables homeowners to enjoy unimpeded views from their deck, which is especially important in cases where the deck showcases a beautiful view. Many homeowners are drawn to cable infill for its minimalist look—think slender cables and

Feeney’s line of panel infills come in a variety of materials and styles, including stainless steel wire mesh panels.

hidden fittings that virtually disappear—as well as for its versatility. Not only is cable infill compatible with multiple railing types, including wood, metal and composite-sleeved railings, but it also works with a variety of architectural styles, from rustic to transitional to contemporary. And, like stainless steel and aluminum panel infill, cable railing is durable and low maintenance. It also promotes air flow across the deck area, which is desirable in warmer climates.

Glass Infill

Clear tempered glass panels offer a sleek look and unfettered sight lines, enabling those on the deck to “look through” the infill to the view beyond. Although this type of infill can create the illusion of no railing, it requires regular cleaning to maintain a clear view. Homeowners who want more privacy can opt for glass infill with varying degrees of tint. This helps to manage light flow. In addition, this type of infill can provide a full or partial wind break, which can be beneficial in coastal or mountain settings.

Vertical Pickets

Like vertical cable infill, vertical pickets can bring clean-lined elegance to a deck by drawing the eye upward and out towards the view and, at the same time, add vertical support. While pickets can be found in several materials that add architectural interest—for example, wood and rod iron—aluminum pickets, in particular, are a great low maintenance option that also deliver long-term durability. Complete aluminum railing systems are available and can be powder coated in a range of colors for added visual appeal and personalization.” With so many stylish and versatile infill options, the sky’s the limit when it comes to railing design. Whatever infill type is selected, it’s possible to create a deck with a view. Brad Adsit, LEED-AP, CDT is product development and engineering manager at Feeney, Inc., Oakland, CA. Visit feeneyinc.com. Summer 2019

Deck Specialist

Another one-of-a-kind from the #1 name in outdoor living. Now there’s a good reason to cut the cord when it comes to cable railing. New Trex® Signature™ Rod Rail offers faster assembly and lower maintenance when compared to cable. Plus, its ability to deliver unobstructed views makes it the clear choice for your next build. To learn more, visit trex.com.

Summer 2019

Deck Specialist

Climb into summer with these alternative fencing trends By Emily Hinderaker

Fencing, like any other industry, is constantly evolving and adapting. One common theme in all of these trends is technological advancement. Whether it’s an innovative building material, a new aesthetic appeal or a performance property, technology and innovation are woven throughout. Wood Alternatives Wood has historically been a common building material for fencing systems, but with advanced technology, alternatives are being used more than ever before. Vinyl PVC is becoming more popular, since its an affordable fencing building material option that is low-maintenance and lightweight. Aluminum, steel, wrought iron, and chainlink fencing systems offer a low-cost and lowmaintenance solution that look nice. They’re especially popular in hard-weathered areas due to its durability and strength, and typically last longer than traditional wood because it does not break down in harsh weather or gather mold.

Dark Colors We all know of the traditional “white picket fence,” but nowadays, dark colored fencing systems are becoming increasingly popular due to its sharp appearance. Aesthetically, it allows other design elements to “pop” and creates a clean look. Darker material doesn’t need to be cleaned as often, allowing for maintenance time and cost to be reduced. Mix & Match Cookie-cutter fences are going out of style. It is popular now to mix and match different styles and types of fencing systems. For example, commercial properties could use metal fencing around buildings, and plastic fencing systems around the exterior property lines. Also, adding plants, flowers and shrubs along fence-lines are an aesthetic trend that is quite popular and can be integrated near the different fencing systems to add color, texture and privacy. Succulents, specifically, are commonly used since they are fertile, unique in appearance, and Summer 2019

Deck Specialist

If there are live plants around the fence line, use materials that can withstand insects and other creatures.

require little to know maintenance. Keep in mind that if there are live plants and bushes/trees around the fence line, insects and other creatures can make the fencing system their new home, so proper care and repellent may be needed. Environmentally-Friendly More companies are implementing sustainability practices and doing their part to help Mother Nature. Perhaps it’s using less material, or using an environmentally-friendly material. This trend provides benefits to the environment and wildlife, but companies who participate can also earn LEED points from the USGBC to qualify for the LEED Certification Program. The program awards points to building projects for meeting certain sustainability and conservation criteria. Environmental consciousness is a trend that won’t go out of style anytime soon. High Density Polyethylene (HDPE) is not only a long-lasting solution that is low-maintenance, it’s also safe for animals; when animals ingest wood, the splinters can cause digestive issues which can be harmful to the animal. Plastic lumber is a tough material that will not break or splinter, and if ingested, it will not harm the digestive tract like traditional wood. Recycled plastic lumber is also a growing trend as can be manufactured with additives that increase performance characteristics.

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For example, UV inhibitors are manufactured into the material to decrease color fading, and fiberglass strand and reinforced fiberglass rebar can be added to increase the strength and rigidity for heavy-duty applications. Low Maintenance, High Quality While this trend is not new, it comes up time and time again. Components of low-maintenance fencing systems include durability of the building material and long product life-cycle. Finding a material that doesn’t need to be routinely painted, will hold up in harsh environments and has a long warranty period will help cut down maintenance costs and time. Understanding how the fencing systems evolve over time will ensure that you will find the best solution for your fencing system. Many companies are using these trends to achieve success in their fencing systems like working with engineers and designers to develop plans based on the material, using technologically-advanced fastening systems to decrease installation trouble and using products that will last for generations to come. Emily Hinderaker is the marketing coordinator at Bedford Technology, Worthington, MN. For more info, visit plasticboards.com.

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DECKING | FENCING | RAILING | TIMBERS Summer 2019 | Deck Specialist

ABOVE: Peel-and-stick deck tapes like Trex Protect offer simple application, require almost no trimming, and are designed specifically to work on horizontal and vertical surfaces.

3thatminor decking upgrades deliver major returns By Sal Serbin

Building a deck is unquestionably one

of the best investments a homeowner can make. In fact, aggregator Bankrate.com ranks it as #4 on their list of renovations that return the most at resale. According to the latest remodeling cost vs. value report, a homeowner can expect to recoup around 76% of the cost of building a wood deck and 69% of a composite deck when the time comes to sell their home. To help your customers make the most of their outdoor spaces and maximize their return on investment, consider recommending the following upgrades—all of which are easy to sell, simple to install and add meaningful value to a deck… and to your bottom line.

1. Deck Flashing Tape

Homeowners today have access to highperformance deck boards warrantied to last for decades. But most decking substructures begin to show signs of decay within the first 10 years. This is because the vast majority of substructures are built using wood, which is susceptible to damage from moisture and exposure to outdoor elements. Easily one of wood’s worst enemies, moisture contributes to mold growth and can accelerate

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structural deterioration. When joists and beams are exposed, water seeps into screw holes and sits on the wood causing it to rot and the screws to rust. Additionally, the natural expansion and contraction of wood due to seasonal freezing and thawing can cause beams to split and weaken over time, posing serious safety concerns. Deck flashing tape is a simple and costeffective way to protect wood from the damaging effects of weather and time. Designed to shield wooden joists and beams from moisture that can lead to rot and decay, it also acts as a barrier between wood and galvanized metal and helps deck screws and fasteners hold longer and stronger for enhanced structural integrity. Even better, it’s affordable. To protect an average-size 20x12 deck with flashing tape costs less than $100, making it a no-brainer for those who want to ensure the substructure lasts as long as the decking it supports. It makes especially good sense for protecting the foundations of today’s high-performance materials that are warrantied to last 20+ years. There are two primary options when it comes to deck flashing tapes—asphalt-based and butyl tape. Although asphalt-based tape is generally less expensive than butyl tape, it tends to dry out

more quickly, curl up, and hold water. My preference is for butyl tape, which has several advantages over asphalt-based tape. It is stickier, endures less staining, and performs better in a wider range of temperatures. Butyl tape also is more pliable, which allows it to create a tighter seal around screws to prevent water from infiltrating the screw holes.

2. Deck Drainage

To protect an elevated deck from moisture damage, consider specifying an under-deck drainage system. Using a network for troughs and downspouts, these systems capture and divert water away from a deck, not only preserving the substructure but also making the area under the deck useable for storage or as additional living area. Once protected, dry space beneath an elevated deck can be outfitted with everything from furniture to lighting fixtures, ceiling fans, gas lines, and entertainment components. Keep in mind, however, that any wiring or fixtures should still be UL-approved for use in wet locations. There are two main categories of drainage systems available, depending on whether they’re installed above or below the joists. For optimal protection and aesthetics, above-the-joist systems

use a rubberized membrane that drapes down into each joist bay. The membrane pieces are shaped so that they can be stapled to the top of the joists, yet hang lower at one end of the joist bay to encourage drainage. When the joists cantilever past a beam, separate pieces are installed on each side of the beam, with each sloped to direct water to a gutter on the inner face of the beam.

DECK DRAINAGE can be installed above or, as with RainEscape, below the joists.

What Will You Build? Nature often produces the best materials. Humboldt Redwood is one of those materials. Derived from Forest Stewardship Council® (FSC® C013133) certified timberlands in Northern California and handcrafted by a skilled workforce earning family wages and benefits, including Humboldt Redwood in your building plans is something you—and your clients—can feel good about. Said another way, what won’t you build with Humboldt Redwood? GetRedwood.com/Products

Bourne Photo ©

Summer 2019

Deck Specialist

LEFT: Plug-and-play assembly makes many options in deck lighting quick and easy to install.

The main advantage to this type of system is that it protects the entire substructure— including the joists—from water damage and deterioration. It also allows homeowners to put any kind of decorative ceiling or soffit on the underside of the joists, making it a good option those who want a completely finished look. Although an under-deck drainage system adds a few more dollars to a deck construction project, most homeowners feel it is well worth the investment. After the first rainfall, they quickly realize the value of having dry outdoor living space to enjoy when the weather takes a turn for the worse. No need to cancel a party because of rain; guests can still enjoy being outdoors without worrying about getting wet. Additionally, protecting the structural integrity of the substructure affords homeowners added peace of mind and satisfaction that can lead to referrals and more business.

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Summer 2019

3. Deck Lighting

Another “bright” idea for adding versatility and value to a deck is with lighting. Dimmable LED lights incorporated into post caps, railings and stairs can increase safety and security while also enhancing ambiance and extending the time that homeowners can spend enjoying their outdoor space. All three of these upgrades add considerable function and value to a deck project without adding a lot of time or cost. For homeowners, this translates into greater satisfaction and increased ROI. For builders, they are great ways to earn more profit. Assuming a margin of 20% on a 325sq. ft. deck, a builder could potentially earn a few thousand dollars more by adding an underdeck drainage system and a ceiling to a project. Over time, these minor add-ons can have a major impact on your overall revenue.

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BEAVER-PREFERRED. The most experienced builders instinctively know a five-star backyard made from YellaWood® brand pressure treated pine can turn the next project into more referrals. As the most recognized name in the business, homeowners seek out contractors who use the YellaWood® brand. It’s preferred by expert builders of all kinds. Especially those with leather tails, buck teeth and nature’s highest building standards. Follow your natural inclinations and seek out the Yella Tag. Find a dealer at YellaWood.com.

IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

Summer 2019

Deck Specialist

PCBC makes its mark in San Francisco The Moscone Center in San Francisco was packed with building professionals who made the trip to experience the future of the homebuilding industry on May 30-31. The show had a number of educational sessions that covered topics like technology and energy, land and capital, and sales and marketing. PCBC’s educational component—the Re-Think conference—featured inspiring ideas on residential design, marketing and organizational leadership. Sessions gave the

big picture on forces that are shaping our economy, businesses and lifestyles. Colorful booths and decking products from companies like AZEK/TimberTech, Simpson Strong-Tie, Barrette Outdoor Living, and RailFX graced the tradeshow floor. Keynote speakers focused on creativity and leadership, with well-known poet Sekou Andrews speaking on what it means to lead with Poetic Voice. Explorer and mountaineer Alison Levine delivered a resounding leadership message on

DURALIFE’S Jim Poulin demonstrates the Step-Clip hidden fastening system.

OZCO/FORTRESS Building Products used their exhibit to showcase a wide variety of products.

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Summer 2019

how progress can be made going backward, why egos are a good thing, how complacency can kill you, and how to make crucial decisions on the spot when the conditions around you are far from perfect. Perhaps one of the more popular events of the show was Builder Bootcamp, a fast-paced clinic designed to help leaders and professionals sharpen their skills and stay on the cutting edge of technology, quality, safety and efficiency. Towards the end of the conference, groundbreaking industry leaders and their projects were honored at the Gold Nugget Awards ceremony, and the Hall of Fame Gala paid tribute to individuals whose professional achievements have enhanced construction and development in California.

CENTURY Railing reps showed off their Glass and Scenic railing series.

SIMPSON Strong-Tie stood out with a bright booth and impressive structures.

AZEK split its booth floor to show off two entirely distinct types of decking.

RAILFX put a range of railing options on display. Summer 2019

Deck Specialist

PRODUCT REVIEWS

Fasco America’s F70G Cordless Joist Hanger Nailer Retail Price: $769.00 www.fascoamerica.com

Fasco gas-powered nailer As anyone who started out in the

carpentry trade in California during the 1980s knows, this was ground zero for the structural metal connection revolution. It is now commonplace almost everywhere, but especially prevalent in Seismic Zone D3, which is basically the entire West Coast. It all started innocently enough, ushered in with the help of the lowly TICO nail (yes, TICO is the correct spelling). The “TICO” was simply a 10d (10 penny) 1-1/2” common shank nail produced by the now defunct TICO Company. These were the primary fasteners for installing the new-to-the-scene Simpson A-35 metal framing connector or, as it was referred to on the job, the “TICO Clip.” Over time, the TICO Company faded from view, while Simpson grew exponentially, going on to become the metal framing connector behemoth that it is today. Even as this was happening, the name “TICO Nail” had stuck, so much so that even today joist hanger nails are often called “TECO Nails” (yes, they even spell it incorrectly). So for TECOs we have The TICO Company to thank. Those are the same nails that every apprentice from the ’80s smashed countless fingers on, always on what seemed like an endless run of joist hangers, or floors upon floors of MST Strap. I remember them well; you probably do, too. If

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you were lucky, your journeyman or the contractor you worked for had invested in a pneumatic palm nailer, with its magnetic nail-holding ability, which—while a bit finicky and noisy with its BRRRRRAAAP sound—was far superior to the finger-smash method of hand nailing. Today the apprentices who work for most builders, including those that work for me, have never had it so good. They install their hardware with a pneumatic metal connector nailer and strip collated fasteners—put the tip in the hole and fire, repeat. Where is the character-building, pain and suffering in that? Well, as if that wasn’t easy enough, Fasco USA has taken that concept and even made it one step easier on the poor, suffering apprentice carpenters of today with the introduction of the F70G Cordless Metal Connector Nailer. By cordless they really mean compressor-less, as the tool operates sans pump or hose.

TECO Today

There is something truly freeing about using a “pneumatic” tool that is untethered from everything. Cordless drills and saws are one thing when operating free from the cord, but an air-driven tool that functions as though the air was driving it is something else. While not necessarily a new technology, gas-driven nail guns have been around for quite a few years. They

have always seemed to have an Achilles heel of sorts, so much so that very few have really been adopted by many contractors—mostly remodelers and repair contractors with just a few nails to drive. But in the production environment, they never really made sense, as there is always air available and the advent of the super lightweight hose has kept the NR 83 at the forefront of the framing arsenal. Where Fasco has chosen to go with this gun has been a smart choice. Generally, when installing all the metal connection hardware in today’s structures, it occurs after much of the framing has been installed, so not having to drag a hose around behind you becomes a real advantage in this environment. There are so many awkward angles and tight spaces that require some sort of metal connector, that a cordless nailer makes accessing them less of an exercise in frustration.

The Fasco F70G

Fasco’s F70G cordless metal connector nailer uses a combination of LP gas fuel cell and a 6-volt, 1650-ma rechargeable NiMh battery in order to achieve the magic of no hose. According to the manufacturer, the fuel cell is good for a maximum of 1,200 shots and the battery a maximum of 5,200 shots. The kit includes two batteries and charger. The charge time is two hours per battery and the batteries have a charge indicator. The tool is rated for for 1,000 shots per hour continuous and a fire rate of two shots per second. The gun fires only in single-shot sequential fire mode, which is what you want for this type of nailer. The nose is uniquely designed for positioning the gun and makes the tool almost foolproof in

getting the fastener in the hole where it belongs. The depth of drive adjustment wheel is also located at the nose, where it was easily and accurately adjusted for fastener setting depth. It fires both 1-1/2” to 2-1/2” length metal connector nails, with a shank diameter of .131” to .169”, in 34-degree paper and plastic collation. The rear-loading magazine has a capacity of 32 nails. It is relatively compact at 15-1/2” height, 4-1/4” wide, and 14-3/16” long, weighing in at just under 8 lbs. 4 oz. With the magazine full of fasteners, the gun has a nice balance without feeling ungainly or awkward. It is also relatively quiet at 92.2 dB during use. The molded, padded rubber overgrip makes using the gun comfortable and secure. Everything is packaged neatly in a rotomolded plastic carry case with real metal latches, so it closes tightly and securely and will last, as opposed to the plastic snap closures that so many manufacturers seem to be leaning towards, even with the purchase of their high-end contractor grade professional tools. Unfortunately, going cordless doesn’t come without some trade-offs. The first is that the exhaust from the gun retains some of the mercaptan smell that is used to odorize the gas to make it detectable. If using the tool in an area that lacks sufficient ventilation, the smell can get to be a bit much. Under most circumstances, the gun will be used in an open-air environment, making this a negligible point. The second point is the need to purchase the gas cartridges separately at around $13.00 each. But when you break it down, that comes out to just over $.01 per shot, which seems pretty reasonable. Make no mistake, this is a tool that is meant to last for years under demanding use. It is built of high quality materials, with the utmost attention to detail. The tool feels high-end in hand and during use. It is an exceptional tool, produced by one of the premier pneumatic tool manufacturers in both Europe and the U.S. My apprentices are now forever spoiled. I need to find a new way to help them “build character.”

Marv Johnson is the principal of Deck Envy LLC, Gig Harbor, WA. Send comments and suggestions for product reviews to emjaybuilding@mac.com. Summer 2019

Deck Specialist

ON THE HOUSE

Qualifying prospects— or how not to run yourself (and your team) ragged It’s safe to say that you’re in business

because you enjoy what you do and you want to make a profit in exchange for your hard work and risk. It’s the American Way. Sales is the engine that drives the train. In order to make sales you must have qualified leads, which come from a pool of good prospects that result from your marketing and advertising. The process of converting a lead to a contract is nothing less than an art. It’s all about working smart and sticking to a proven routine that works for you and your company. Remember, you don’t tailor your company to fit your client’s needs, you impress upon your client the attributes of your company that set you apart as craftspeople and businesspeople and why they should do business with you. In short, you must set boundaries for your company. First, be clear about what type of work that you want to do. Do you have a specialty? Trying to be everything to everyone is a recipe for chaos and failure. Equally important is to talk to your audience. You can’t sell men’s shoes to ladies. Wrong demographic! Identify your ideal demographic and aggressively go after it. That usually means identifying age of home, household income, level of education, property value, age of homeowner, and sales history. Having answers to these questions will help you get to prospects who you can convert

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to qualified leads and will prevent you from wasting your time with calls from people who have no intention of partaking in your service. Consequently, you will have more time to focus on developing good leads and converting them to contracts. By the way, keep in mind that you don’t want to close all of your good leads. Remember that you must be told “NO” in order to be told “YES!” Getting told yes all the time usually means that your price may be too cheap. Getting told no too often means you may be prospecting to the wrong demographic or you may need to throttle back pricing if you’re making more money than usual. As with sales, qualifying is an art. Develop a list of questions that don’t come off as an interrogation, yet demonstrate your thoughtful and sincere interest in helping the client with their project. The answers to the questions can prevent you from jumping in your truck and spending half a day chasing a worthless prospect. It is said that art is in the eye of the beholder. According to this writer’s experienced eye, sales is indeed an art. The Carey Bros.—James and Morris—are nationally known home renovation experts and hosts of On the House weekly radio program and syndicated column (onthehouse.com).

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BOTTOM LINE

Racing to the bottom Welcome to spring, folks! Here in sunny South Carolina, we are in full deck season. My store is busy each day selling deck packages, railings and all sorts of goodies that bring joy to the summer season for homeowners everywhere. But alas, this year something is different. The customers have changed—in an alarming way. This is the first year I’ve seen a deck board widely advertised at the box stores for a price lower than I ever imagined possible. Over the years, the store brands have been that low, but not the name brands. This year is different. In addition to decking, they have new railings at low prices, too. Amazingly low. Normally I can contend with these prices and still make sales (and we still are), but now there’s a very real difference. First, I want to be clear that this is not an article to bash the box or the company selling the product to the box, even though I have some choice words for those folks. I’ll save that for conversations over Jim and Jack. This article is about how I am planning to overcome these challenges in my business. Bear in mind that I own a material supply store and recently started building production decks again. The deck market pricing has been destroyed. Partly because of higher prices and partly because of labor shortages, people are more willing now than ever to build their own decks. I’ve watched multiple boards drop in price over the last few months. Several manufacturers have taken their pants down to follow the other guys, and it has wreaked absolute havoc on the market. The cause: 42

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When people go to a box store, they are offered several options of material designed to get them to buy what’s on the shelf. Hence, the 8-ft. composite deck board for a cheap price. The set-up is perfect for the store, but confuses customers and fills them with false confidence. “Anyone can build a deck!” they think, as they load that rickety lumber cart with some of what they’ll need. It always goes sideways because people think boards, railing and joists are all you need to build a deck. And after seeing many quotes from those stores, their “sales” people think the same way. How many consumers buy an incomplete list and haul that stuff home? How many trips back to the store for more will there be? That $3,000 worth of material will quickly become $5,000, not to mention the added time, weekend after weekend, going to the store or waiting for special order materials. I had several people tell me they were told one month to get 20-ft. boards. I get those table-scrap orders all the time followed by a “I wish I had found you in the first place.” Some people are smart enough not to pull the trigger at the box. For those who don’t buy the initial package at the box, we get the call to see if we are cheaper. Not better, more responsive, or knowledgeable, just cheaper. I must then inform them that once I complete the list and fill in the blanks, we indeed cost more overall, but less on the items required to build. Some of them buy from me. Many do not. It is in this time I can educate the homeowner step by step how to properly build a deck. They are either very grateful, or they don’t believe me

and return to the box. The shame of it is how many people have a substandard, unfinished deck in their backyard as a result. A NADRA article discussion several years back stated there were millions of non-code-compliant decks in the U.S. Well, that number is going up, folks! What I’ve described is nothing new; however, the lower costs offered this year on namebrand material has seriously exacerbated the situation. What are we going to do about it? We are preparing a targeted marketing campaign designed to help people understand that most of the general public is not prepared or capable of building their own deck, and those who still wish to undertake such a monumental task as a way to escape their cubicle must seek out good advice and be conditioned to pay the cost rather than take the cheap road. For you contractors out there, be prepared to share why your installed project is so much more expensive than the fragmented material list they got quoted at the box. You must discuss full ICC-listed material cost, labor, insurance and other overhead, and do not be afraid to tell the prospect you are making a profit. You must compartmentalize your quotes.

In my case, we are shifting a great deal of focus to installed projects for builders who would not be box customers. This seems to be working well. My message for the boxes? You are leaving a lot of money on the table. And for the manufacturers, you are laying waste of the very market that helped build your company for a short, low-margin win. As a part-time liquidator of truckloads of materials, I’ll be standing by. We will be prepared to evolve every step of the way. Evolution plans and succession plans are critical. So on a personal note, my son Kyle is joining the ranks of deck building. As a recent high school graduate, he has stepped into deck building and is leading a crew now. With the shortage of labor, I am pleased for a member of the next generation to be up and coming in the industry. Wish him luck as he takes his lashings! David Elenbaum has been in in the deck industry since 2000, serving in distribution, retail, manufacturing and, of course, contracting.

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com Summer 2019

Deck Specialist

SET THE STANDARD

BEFORE: The old railing design was blocking the gorgeous view of Mount Storm lake nestled into the highest valley in West Virginia. Worse, the aging deck boards were in such rough condition that the homeowner’s dog almost fell through.

Resurfacing old decks Back in 1981, I was just a bald-faced teenage boy working in the local lumberyard, whch was also a hardware store and fence company. We sold cedar and redwood 4x4 posts for less money than treated. The cedar fence boards weighed about half as much as the treated pine and had that sweet smell you would never forget. Today when I cut into a piece of cedar it still reminds me of those early years. Times have really changed, though. We can’t even sell the CCA-treated material in our area anymore. It’s all ACQ or some other alphabet soup that doesn’t last nearly as long. Back then almost all decks in our town were built using treated pine framing, decking and railing. Why not? It lasted virtually forever. Occasionally I come across projects that were built in that era; they may not look so great, but the decks are still standing. Then in 2003 when the treated material changed, so did the decking industry. As we all remember, we had to change our hangers, nails, bolts, screws and flashing. 44

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Suppliers were changing the type of treatment on what seemed like an almost weekly basis. Code enforcement, plan review, and inspectors were having just as hard of a time keeping up with the changes as were the lumberyards and contractors. Frustrating to say the least. Fast forward 38 years and the decking industry is a whole new world. Now we have steel framing or laminated beams that allow for larger spans and greater loads using exotic wood, capped composite, or PVC decking that lasts 20, 25 and 30 years or more. The railing choices, among others, are now composite, vinyl, aluminum, cable and glass. It’s no longer just “treated, cedar or redwood.” The options and opportunities for both contractor and client are limitless, but it all starts with the foundation. Without a solid foundation even the best-looking deck is a wasted effort. We all have our own unique ways of designing and building our framework and constructing a new project, but today I want

2. The crew installs the band board.

3. The finished frame, prior to decking.

AFTER: The client had two top wishes: we were (1) to open up the view and expand the size, and (2) to use oak, since his father had originally built the deck using oak boards. We used roughsawn 1x6 oak boards and ran them through the planer to uniform thickness.

to discuss what happens when we are asked to resurface an existing deck. That’s a whole different ball game. A lot of builders are pulled out of their comfort zone and just shy away from the project—and I don’t blame them; there can be a tremendous amount of risk involved. On the other hand, it can be quite a lucrative opportunity. Last year, 20% of our business was made up of projects that started out as a call for resurfacing an old deck. Resurfacing and redesigning existing deck projects has become such a large portion of our industry that in 2018 NADRA introduced an entire new category for it to their annual awards program. Last year’s entrants for that category were spectacular. I can only imagine what we see this year. I’m sure it will be fantastic. One reason contractors show little interest in these projects is that they build profits through repetition. When we stay in our wheelhouse and keep things to our standard way of working, we are faster and tend to make more money. It’s also easier to price a new project than a resurface job, therefore it takes more of our time to put together the package. There are a lot of little details that need to be reviewed when performing

this type of work. You need to inspect the support posts (especially at ground level), the beams, the joist spans and spacing, the connection to house, and the overall age of the existing structure. We tend to do additional background research on each project. Our local permit office has everything online so we are usually able to go back and see if the original deck was issued a permit and a final inspection. If not, we will not touch it. However, by having that info in hand, it provides us with the opportunity to discuss with our client the option of completely replacing the structure with a new one. We try to have an optional design and rough price quote prepared when we present them with the information. That level of professionalism will almost always set you apart from the local Bob in his Beater who will just agree to slap some new boards onto their old structure. Most clients want to be informed and know that the work is performed properly. Explaining these facts can provide the edge we need to set ourselves apart. The clients now realize that you are a true professional with a high level of integrity. Although most of our calls to resurface an old deck turn into an entire new project, there Summer 2019

Deck Specialist

BEFORE: Our Fiberon Ipe deck with Chestnut accents replaced a 15-year-old deck that had too many levels and was incorrectly constructed, with joists too small and too far apart.

are many reasons to work with the client on preserving their existing structure. As an example, we recently had a client who spent a great deal of time building an outdoor train set that wound its way around and between the old support posts and under the deck. His greatest request was to preserve the post and beam structure so he wouldn’t have to dismantle years of work. After a thorough inspection, we agreed to save the posts and beams while replacing everything else. A lot of clients will have old growth vegetation, landscaping and flowers around the existing deck, in those instances we will find ways to work around it, maybe add some more structure and be the hero. Conversely, we just had a client ask us to resurface a 31-yearold deck. She told us she inspected the deck and gave it passing marks. In reality, it wasn’t even close to being salvageable. I implore everyone out there: it’s your license, insurance and responsibilities, be as thorough as possible before agreeing to the liability of resurfacing an existing structure. There was no way we were installing a composite board with a 25-year warranty on a 31-year-old deck, that’s asking the old structure to last 56 years or more. Believe it not, by the time we resurface an existing larger deck, we almost always generate a greater profit margin than on our typical projects. So again, don’t be afraid to bid those jobs, just be mindful of the details. The majority of them tend to get new rim joists and band boards along with additional framework to account for modern railing codes and materials. We always dress it up with picture frame borders. One thing is for sure, we will never try to salvage an old set of steps. We automatically account for a new staircase, otherwise you can waste more time

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messing with them than what it’s worth. Rarely do they come apart intact. They are almost always spaced incorrectly for your new material and cut to old codes. Do yourself a favor and build new ones. Last year we took a nasty old treated deck that was built out of square, with an awkward-looking band board and bad rails. We dismantled the decking, relocated a few joists, squared up the framing, replaced the old band and rim, added some curves to both the deck and staircase, and turned an ugly old deck into a multi-awardwinning project. It just took some vision and patience. We actually seek out projects of this nature—a deck that’s not too old with splintered and cupping boards that are chasing the sun and pulling up and a client who is extremely frustrated and wants an enjoyable outdoor living experience. Someone is going to fulfill their dreams, it may as well be us. It’s a great photo opportunity when you can take an outdated old deck, resurface with a nice new composite decking, vinyl railing, and some fascia. The client is ecstatic, you get paid, and it almost always opens up a multitude of opportunities in an established neighborhood. Remember, bad information, bad advice, and a lack of industry education on the part of others are our true competition. With 35+ years experience in construction, Brendan Casey, with his wife Dianna, launched Frederick, MD.-based Casey Fence & Deck, fulfilling a need in the outdoor living market for an innovative and creative custom builder. Reach him at brendan@caseyfenceanddeck.com.

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www.remodelingdeck.com Summer 2019

Deck Specialist

KAHLE ON SALES

Stop the bleeding!

The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The salesperson had an appointment with a prospect who had called and requested a visit. As we introduced ourselves to the prospect, he said, “We added on office space to our building a couple years ago, but we never expanded the air conditioning capacity. We’d like to get an idea of what it would cost to do so now.” The salesperson asked to see the space. There, he took out a tape measure and note pad, and dutifully measured the space and outlined it in the note pad. Then, he asked to see the existing unit. The prospect took us up into the attic, and pointed out the unit which rested on a platform off to one corner. The salesperson gingerly worked his way over to it, inspected it carefully, took some more notes, and slowly worked his way back to where we stood. “I have everything I need,” he said. “Can I fax you a detailed quote in the next 24 hours?” “Sure,” said the prospect. The salesperson prepared to leave, intent on going back to the office, working out the detailed quote, and then faxing it to the prospect. I felt the need to intervene. “Can I ask a question?” “Sure,” said the prospect. “If you like the quote, what is the prospect of you placing an order in the next few weeks?” 48

Deck Specialist

Summer 2019

“Oh, none at all,” he said. “The boss just wants to get an estimate. If it’s within reason, he’ll put it on the budget and do it sometime next year.” “So,” I said, “you really don’t need a detailed proposal at this point, do you?” “Not really. I just need a ballpark to give to the boss.” I turned to the salesperson. “What’s a ball park price?” “$3,500,” he said. The prospect thanked us, and we were on our way. Let’s consider what happened: The salesperson had never been trained in the basic sales competencies of asking good questions and qualifying the opportunity. Instead, he considered himself to be “a problem solver.” He looked for a problem and intended to solve it by creating a detailed quote. Of course, the prospect didn’t want or need that quote. If I had not intervened, the salesperson would have gone back to the office, and spent several hours preparing the quote. He would have faxed it to the customer and considered himself to have done a fine job. At the end of the day, he would have thought of himself as a competent salesperson, having put in a good day’s effort. His manager would have seen the quote, added it to the list of potential business, and also considered it to be a good job, well done. The truth was, of course, that the salesperson didn’t have a clue. While he thought he was doing a good job, he totally misread and mishandled the situation. He didn’t even know what he didn’t know. His view of his competency

was based on a standard that was irrelevant. The unvarnished truth is that particular sales person would have cost the company hundreds of dollars that day in time misapplied—a couple of hours spent in the office preparing a quote for an opportunity that didn’t really exist. Not only were there direct costs of the salesperson’s time misapplied, but there were also the opportunity costs of other real opportunities that were not generated by the salesperson wasting his time in the office. How many valuable sales calls could have been made but were not because of the salesperson spending time in the office? But those costs were invisible, hidden not only from his eyes, but also from the management and executives of the company. They saw a quote uncovered and delivered, instead of a sales opportunity misinterpreted and mishandled. In this example, the salesperson had never been trained to qualify the opportunity. That’s just one example of the lack of appropriate training. Similar costs are routinely incurred in almost every sales call by untrained salespeople. Consider the cold calls on prospective customers that are mishandled. Or the opportunities with current customers that are never fully understood. On and on it goes. That is the greatest single cost to your profitability. Multiply that one invisible mishandled call, times the number of calls each salesperson makes a day, times the number of sales people in your organization, times the number of days in the year, and you begin to get a picture of the enormity of the cost.

And it’s not just time misapplied, as in this example. Imagine the costs of deals that should have been gained and were not due to a lack of sales competencies. Multiply that times the same variables as above and see what kind of number that brings you. Clearly, uneducated, untrained salespeople are bleeding the profits from your business as rapidly as a burst aneurism. It’s not their fault. In this case, for example, the salesperson learned his job by trial and error, and he naturally defaulted to a role with which he was comfortable. Since he was a technical person by nature, he chose to see every sales situation as a technical problem to solve. Naturally. He just didn’t know any better. And the reason he didn’t know any better is that no one taught him. Far too many companies hope that their salespeople will somehow figure out how to do their jobs effectively on their own. Unfortunately, that hope is misplaced, serving as a rationale to justify a lack of investment in their salespeople or ignorance in how to do so. If that describes you, you need to stop the bleeding before it’s too late. Educate your sales force in the basic sales competencies. Dave Kahle is an acclaimed sales consultant who has presented across the world, and written 12 books, including the best-selling How to Sell Anything to Anyone Anytime. Visit davekahle.com.

Summer 2019

Deck Specialist

INDUSTRY NEWS AZEK Opens New Recycling Facility

AZEK Building Products unveiled its new 100,000-sq. ft. green recycling plant in Wilmington, OH., April 23. This facility accepts post-consumer and post-industrial recycled polyethylene materials from recyclers, waste management companies, and municipalities for reprocessing into multiple product lines including TimberTech deck boards and Vycom sheet products. More than 55 million lbs. of plastic is expected to be recycled this summer alone, transforming shampoo bottles, milk jugs, plastic wrap, and more into dazzling, durable decking material.

Great Southern Sinks Teeth Into New Marketing Campaign

What do you get when you combine YellaWood brand pressure treated pine with a mischievous band of beavers driven to create their own oasis at the lodge? “The Woodland’s Most Wanted.” The new national marketing campaign from

A GROUP of intrepid, lumber-obsessed beavers stars in Great Southern’s new marketing campaign for its Yellawood brand pressure treated wood.

Great Southern Wood, Abbeville, AL., follows the tales of five lumber-obsessed beavers. “Through the use of non-traditional YellaWood fans, in this case, a team of beavers, we’re taking a humorous approach to establishing the desirability of YellaWood brand products,” said chief marketing officer James Riley. “It’s a fun and engaging way to encourage homeowners

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Deck Specialist

Summer 2019

Reily Imagery / Fraser Decks And Patio Covers

moso-bamboo.com

16-5-2019 16:13:02

to create their own five-star backyard and to demand pressure treated pine with the little Yella Tag.” Designed to reinforce its positioning in the market and to provide support to dealers across the country, the campaign includes print, digital, broadcast, billboards and instore elements.

Since 1945, Allied has been a leader in hardscapes under the Eagle Bay brand, in addition to its Allied brand concrete masonry and lightweight aggregates. The deal brings Oldcastle two new concrete masonry manufacturing facilities, in Richmond and Chesapeake, SplitStop_4.5x7.25_Fascia.pdf

VA. In addition to expanding product offerings, the acquisition strengthens Oldcastle’s ability to service mid-Atlantic hardscape and masonry installers with its own Belgard pavers, wall products, Techniseal paver sand and sealers, Echelon masonry, and Amerimix mortars. 3/20/19 11:12 AM

Thermory, Ha Serv Merge

Thermory has merged with fellow Estonia-based company Ha Serv, manufacturer of thermally modified sauna materials and ready-made saunas. The merger “will immediately yield substantial savings in raw materials and production costs, allowing the overarching Thermory brand to accelerate its growth throughout the U.S. and Canada,” explained Kevin DeMars, principal of Thermory USA.

Exhibit Space Opens for DeckTech 2020

The Deck & Rail Institute, a division of the American Fence Association, has begun selling booth space for the revived DeckTech show for outdoor living industry professionals. The show will be held in conjunction with FenceTech on March 4-6, 2020, in Salt Lake City, UT. Combining the two events will allow the 7,000-plus attendees to intereact across 515,000 sq. ft. of exhibit space. More info is available from Stephen Dennis, (314) 561-6641.

CMY

Oldcastle Buys Masonry Producer Allied Concrete

Oldcastle APG, Atlanta, GA., has acquired hardscapes manufacturer Allied Concrete Products, Culpeper, VA.

Summer 2019

Deck Specialist

INDUSTRY NEWS

WOOD DECKS provide excellent returns on investment, per a new study. (Photo by Lonza)

Wood Decks Generate Big Returns

Adding a wood deck offers homeowners one of the best returns on investments for home renovations, according to a new study. The return for wood decks also is far higher

Deck Specialist

Summer 2019

than plastic composite decks. Remodelingâ&#x20AC;&#x2122;s annual Cost vs. Value Report for 2018 ranked the average return on investment for 20 of the most popular home renovation projects. According to the report, a wood deck addition generated the third highest percentage of cost recouped. The estimated cost of a deck addition was $10,950 and the value at sale was $9,065, for an 82.8% recovery of the investment. Only a garage door replacement and adding manufactured stone veneer generated higher returns at 98.3% and 97.1%, respectively. By comparison, the return for adding a composite deck was just 63.3%. Cost of adding a composite deck was $17,668 while the value at sale was estimated at $11,239. The job cost estimates showed wood decks were considerably more cost-effective, with composite decks costing 61% more than wood. The lowest return out of the top 20 projects was a backyard patio addition, which returned just 47.6% of the value of the investment.

Six Injured in NH Deck Collapse

Six people were taken to the hospital with minor injuries after a second-story deck collapsed at a home in Nashua, N.H. According to fire officials, about 20 people were partying on the deck on May 25, causing the structure to give way. Most of the injuries were to ankles and lower extremities. The city’s Building and Code enforcement offices are investigating.

Dallas Outdoor Store Rebrands

The largest patio furniture store in Dallas, TX., has changed its name, product mix and services to broaden its appeal to a full spectrum of outdoor living customers.

Sunnyland Patio Furniture is now Sunnyland Outdoor Living, with a new logo, new branding, revamped website, and new location in Frisco, TX. “For years, Sunnyland has been a fundamental part of the Dallas community and we wanted to make sure we stayed true to the Sunnyland brand while evolving our retail landscape,” said president David Schweig. “There are many new players in the outdoor furniture industry and most of them are big box retailers. As a small business, we have to rise above our competition who are not in the business of true customer service.” Sunnyland has a 37,000-sq. ft. showroom and 30,000-sq. ft. on-site distribution center in Dallas.

Summer 2019

Deck Specialist

NEW PRODUCTS

For fine outdoor living when the sun goes down, Atlantis Rail has expanded its line of Micro Star LED lights to include an LED light bar. The product fits neatly under a flat handrail and is compatible with the company’s railing systems. The light bar is a creative lighting alternative with a variety of interior or exterior lighting applications. It features a flexible LED light strip of natural white LED lights set into a powder-coated aluminum channel with a clear plastic lens.

[atlantisrail.com]

Bosch Tools is combining cordless performance with power and safety in a jobsite-tough rotary hammer. The brushless hammer comes with a CORE18V battery, which combines lithium-ion cell technology. The rotary hammer is engineered with Bosch’s KickBack Control technology, which reduces the risk of sudden tool reactions in bit bind-up situations. [boschtools.com]

New pre-cut thermally modified decking modules from Thermory feature undermounting strips that perfectly align boards to create stunning herringbone patterns. The system allows builders to install a herringbone-patterned deck in less than a third of the time it would otherwise take. Joists rest a standard 16” apart, and no extra framing is needed. All stainless-steel screws needed for installation are included with the decking modules. [www. thermory.com]

Deck Specialist

Summer 2019

TherraWood North America’s new wood-plastic composite railings are made from a unique blend of PVC, wood fiber, and other proprietary components to create an elegant, cost-effective, durable and safe alternative to wood. They are low-maintenance, rot proof, and resistant to insect and UV damage. Colors/ textures include hazelnut brown, olive green, tropical brown, stone gray, anthracite, almond beige, and ivory white.

The Grad Clip Grad Clip system by Wood Haven Inc., is designed to reduce install time by 50% or more for decking and siding applications. The system will install faster, easier, more eﬃcient, and requires no special tools. Users just need to attach the rail to the top of the deck joists and can simply just walk the decking on to the clips. The flexibility the system provides makes replacing a deck board or making layout changes easy and simple.

[www.therrawood.com]

[www.woodhaven.com]

Protection to Safeguard your Customer’s Wooden Deck Structure

INSTALLS ON LEDGER BOARDS • JOIST TOPS • JOIST ENDS • POSTS

Stocking DeckWrap PowerBond® gives you additional sales opportunities when selling decking materials. This self-adhering waterproofing membrane is suitable for use with treated, untreated and synthetic woods. Start realizing new sales today by calling 800-882-7663.

Summer 2019

mfmbp.com

Deck Specialist

The BVLZ brick veneer ledger connector kit by Simpson Strong-Tie is a code-compliant, tested solution for attaching decks to wood-framed homes that have a brick or masonry veneer exterior covering. By attaching a wood ledger to the framing through the brick veneer, the connector enables decks to be safely attached to the home without the need to remove or replace large sections of the veneer. The connector kit includes a steel ledger connector plate, a compression strut, two 14â&#x20AC;? Strong-Drive SDWH TimberHex HDG tension screws, and six StrongDrive SD Connector shear screws. [www.strongtie.com]

The Beonstone collection of attached manufactured-stone veneers by Oldcastle is a system of versatile, durable and easy-to-install panels available in four popular natural stone aesthetics and six colors. Delivering the same thickness and rich look of natural stone, the collection is the easier, more cost-effective way to achieve a high-end stone finish. [beonstone.com]

Deck Specialist

Summer 2019

Dewaltâ&#x20AC;&#x2122;s new Tool Connect all-purpose light is an LED that emits 5,000 lumens of natural white light. It features Bluetooth connectivity that provides tracking and setting control through the free mobile Tool Connect app. Users can also fine-tune light output to match their environment with the All-Purpose Lightâ&#x20AC;&#x2122;s three variable settings for evening jobs. [www.dewalt.com]

The new Roamwild Multi Pullsaw Pro consists of a double-edged single high-quality Japanese steel thin blade. One is a general carpentry cutting edge, and the other a unique fine cutting edge. This gives the saw immense versatility and can be used for almost any cutting job or precision work. Unlike traditional Japanese pull saws, the saw is far more durable and userfriendly due to its highly innovative western design. [www.roam-wild.com] Summer 2019

Deck Specialist

Decra-Seal Natural from W.R. Meadows is a water-based sealer meant to enhance the natural appearance of a variety of hardscapes. The sealant can effectively be used on interior, exterior, horizontal and vertical decorative concrete, pavers, un-glazed tiles, and a variety of porous natural and artificial stones. A non-film-forming, penetrating water repellent, the product chemically bonds to the substrate to help increase the service life. [www.wrmeadows.com]

Specifically engineered for exterior, abovegrade masonry, Loxon Self-Cleaning Acrylic Coating from Sherwin Williams provides a clean, attractive look with high-performance dirt upon contact with rain or water for greater curb appeal. It provides advanced durability, defends against wind-driven rain, and inhibits the growth of mildew on the surface of the coating. [www.sherwinwilliams.com]

Bull BBQâ&#x20AC;&#x2122;s Bison Charcoal Grill head has been re-engineered with a new vent system and gasket features that allow for greater temperature control with the ability to regulate the oxygen flow into the firebox. Now users can set up the grill for slow and low BBQ, or crank it up to get that steak house quality sear on your steaks and chops, just in time for summer. [www.bullbbq.com]

Deck Specialist

Summer 2019

Thermoryâ&#x20AC;&#x2122;s new Kodiak spruce decking and cladding feature a rugged surface and wider size to create a bold, natural appearance. The knotted spuce boards offer a brushed texture, while their extra width speeds up installation. They are thermally modified to provide 25+ years of rot and termite resistance. Boards come 1x8 for cladding, 5/4x8 for decking. [www.thermory.com]

Together with wide Bamboo X-treme decking boards, MOSO has launched matching XXL siding boards to complete its outdoor range even further. Bamboo X-treme is the right choice for those who are looking for a sustainable solution for outdoor applications and at the same time value an elegant and modern appearance. Made of fused bamboo, the siding boards are very economical, because they are virtually maintenance-free and very quick and easy to install. [www.moso.eu]

Summer 2019

Deck Specialist

Superior Aluminum’s Series 2000 cable railing is aesthetically pleasing and provides unobstructed views with a physical barrier. The product is ideal for commercial and residential applications wherever safety and scenic views are designed. Railings are factory assembled to exact customer specifications, then shipped preassembled in maximum sizing that tranport allows. This makes on-site installation simple, with no welding or cutting required. [superioraluminum.com]

Simpson Strong-Tie’s patent-pending CSHP coiled strap is the only strap designed with a raised embossment for faster installations using fewer nails and shorter straps. The starts can easily be cut to length at the jobsite for a wide range of floor-to-floor, drag strut, and other tension load transfer and positive-tie strapping applications. [www. strongtie.com]

The new LokkLatch 3 Plus by D&D Technologies fills the need for a residential gate latch that locks and unlocks from both sides of the gate, features a smaller footprint, and is easy to install. It is a mid-level complement to D&D’s popular LokkLatch line, which includes the general purpose LokkLatch and the dual lockable LokkLatch Deluxe. [www.ddtechglobal.com]

Deck Specialist

Summer 2019

DATE PLANNER Atlanta BuildExpo

When: July 17-18 Where: Cobb Galleria Centre, Atlanta, GA. What: Build Expo provides the building and construction industry with an unrivaled environment to meet a lot of your buyers all in one place. Attendees will have the chance to meet with exhibitors, check out new developments, try out new products, and attend demonstrations and keynote presentations. More info: buildexpousa.com

National Association of Women in Construction Annual Conference When: August 21-24 Where: Atlanta Marriott Marquis, Atlanta, GA. What: The three-day event is designed to empower women who work in all aspects of construction including outdoor living. Attendees can participate in educational seminars and hear keynotes from professional females in the industry. More info: nawic.com

Dallas Home & Garden Fall Show

When: September 6-8 Where: Dallas Market Hall, Dallas, TX.

What: The show is designed to help reinvent your outdoor living projects. Attendees can find ideas to improve and upgrade their decks and patios, as well as speak to vendors and view different products and design options. More info: texashomeandgarden.com

West Palm Beach Fall Home Show

When: September 13-15 Where: South Florida Expo Center at South Florida Fairgrounds, West Palm Beach, FL. What: Outdoor living professionals can get ideas on outdoor kitchens, patios, landscaping and more. The three-day event will feature custom woodworking and different decking and patio designs that are trending right now. Attendees can also see various new products such as decking, outdoor lighting, pavers and hot tubs. More info: westpalmhomeshow.com

The Ultimate Home & Outdoor Living Expo When: October 12-13 Where: OC Fair & Event Center, Costa Mesa, CA. What: The expo will offer a wide range of full-scope media placement, booth design, marketing and PR plan design services. The event will bring together home remodelers, garden and landscape experts and premier vendors all under one roof. More info: thebesthomeshow.com

DECKTECH IS BACK! Secure Your Exhibit Space at FENCETECH // DECKTECH 2020 The Deck & Rail Institute (DRI), a division of the American Fence Association (AFA), is bringing DECKTECH back to Salt Lake City March 4-6, 2020. Great reasons to exhibit at FENCETECH/DECKTECH: • Interact with 7,000+ attendees on 515,000 square feet of exhibit space • 73% of the attendees make or influence buying decisions • 71% of the attendees bring in over $1 million in annual sales volume Booth Rates: $23 per square foot (AFA/DRI Members) $26 per square foot (AFA/DRI Non-Members) To learn more about exhibiting at FENCETECH/DECKTECH 2020, visit www.FENCETECH.com or contact Stephen Dennis at stephen@americanfenceassociation.com or call 314-561-6641.

Summer 2019

Deck Specialist

AD INDEX

MFM Building Products Corp. www.mfmbp.com

Page 53

Armadillo Deck www.armadillodeck.com

MOSO North America www.moso.eu

Atlantis Rail Systems www.atlantisrail.com

Cover II, 3

National Nail www.camofasteners.com

10, 53

Avon Plastics www.armadillodeck.com

OHC www.ohc.net

Cover III

Building-Products.com www.building-products.com

Perma-Column www.permacolumn.com

Deck & Rail Institute www.deckandrailinstitute.com

ProWood www.prowoodlumber.com

DeckExpo www.remodelingdeck.com

RailFX www.railfx.net

Deck2Wall

Simpson Strong-Tie www.strongtie.com

Deckorators www.deckorators.com

Sure Drive USA www.suredrive.com

DeckWise www.deckwise.com

3G Industries www.invis-a-rail.com

REGISTRATION Digger OPENSSpecialties IN JULY www.remodelingdeck.com www.diggerspecialties.com

Titan Metal Werks wwwsplitstopcom

Feeney, Inc. www.feeneyinc.com

Trex Co. www.trex.com

Cover III

526 Media Group www.building-products.com

TurboClip www.turboclipusa.com

Great Southern Wood Preserving www.yellawood.com

Cover IV

Viance www.treatedwood.com

Humboldt Redwood www.getredwood.com

Vista Railings www.vistarailings.com

Kebony kebony.us

Wild Hog Railing www.wildhograiling.com

Lonza Wood Protection www.lonza.com

Woodway Products www.woodwayproducts.com

CONNECT. LEARN.

ELEVATE YOUR www.deck2wallspacer.com CRAFT.

• Enjoy fun networking events and meetups

LOUISVILLE

EXHIBIT HALL: NOVEMBER 7-8 CONFERENCE: NOVEMBER 6-8

KENTUCKY INTERNATIONAL CONVENTION CENTER LOUISVILLE, KENTUCKY

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

Welcome Aboard!

Deck Specialist is delighted to introduce to our readers two ﬁrst-time advertisers: Kebony manufactures thermally modiﬁed wood, which can now be installed as decking using an innovative hidden fastener system. Step-Clip for Kenbony uses easy-to-install strips along the deck boards to minimize the time and labor surfacing decks.

Deck Specialist

Summer 2019

The Deck & Rail Institute, recently launched by the American Fence Association, helps members to better meet consumer demands for professionalism, quality and safety through strong advocacy, trustworthy training, and industry-centric safety standards. The Institute also sponsors an annual trade show, DeckTech, to be held next on March 4-6 in Salt Lake City, in conjunction with FenceTech.

DECK

SPECIALIST 151 Kalmus Dr. Ste. E200 Costa Mesa, CA 92626-5959

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Building Products Digest

December 2016

Building-Products.