PTW Focus: exTras

A BEAUTIFUL DINING area on a deck creates a relaxing experience. (Photos by Arxada)

Lumber Cart Crash Course

Pair products to provide profits post-haste

The oUtdoor living craze continues to grow and includes both smaller patios and decks and elaborate home extensions that contain full kitchens, large fireplaces, screened-in decks, and extensive entertainment areas. Outfitting outdoor living spaces from the concrete for footings all the way through to the very latest in stylish accessories can be what takes a project from finished to the envy of the neighborhood.

When making suggestions to customers, here are items shoppers planning an outdoor project should consider adding to their cart:

Treated Wood

When it comes to backyard projects, pressure treated wood, like Wolmanized Outdoor Wood, is still the number one choice for its sustainability, versatility, and affordability. According to data from the Farnsworth Group, 40% of contractors and DIYers look to the store associate for information on pressure treated lumber prior to purchase. This is a great time to offer advice on the wood to choose for each application. For example, when thinking about the sub-structure of the deck, posts and joists should be treated to Ground Contact retention and the right dimensions selected to support the weight of the deck. This attention to detail at the point of purchase helps to ensure the deck’s longevity.

Other parts of a deck project can be made from treated wood. For example, pergolas and benches add character and dimension to a deck. Railings, which are not only necessary for building code compliance on a raised deck but add a decorative element, can be made from treated wood or various other materials such as metal, wire, etc.

Tools for the Build

While most of the necessary tools such as a drill, a level, and a circular saw used to build backyard projects are already found in a contractor’s or DIYer’s workshop, it’s important to mention more obscure items that may not be on the DIYer’s radar.

Prior to construction, it’s necessary to include power tool accessories such as fresh saw blades and drill bits, measuring tools such as a chalk line and builder’s line, and personal protection equipment such as gloves and safety glasses to avoid needing to stop work in progress to replace a broken or missing item.

The store associate checklist for deck projects should include quick drying cement for setting posts, deck screws and joist hangers, and end-cut solution to brush on the ends of treated wood as it is cut to size on the jobsite. It’s also im-

Accessories

The accessories are the most exciting and inspiring part of a homeowner’s purchase, and the design items available to enhance outdoor living spaces are endless.

Market research has shown that after railings, the most desired features homeowners add to a deck include an awning, a fire pit or fireplace, a BBQ smoker, a bar, and a kitchen. Another survey showed that the top items desired on a deck are a grill (gas or charcoal), furniture, lighting, outdoor tableware, pillows, and bird feeders. Other accessory recommendations could include an outdoor rug, an umbrella, ceiling fans, outdoor heaters, and a storage box.

Any of these items can enhance the outdoor living experience and increase the retailer’s ticket size. A lumber aisle associate can engage with the customer to learn what their vision is for the project and help to make that vision become a reality.

Plants & Pottery

Nothing says relaxation and natural beauty like lush greenery; and since flowers and plants are also a desired add-on to a deck, it’s important to recommend this enhancement for the project. Enhancing the outdoor space with seasonal plants and beautiful pottery or treated wood planters transforms the deck into a peaceful oasis that draws people outdoors. Along with the obvious beauty plants bring to the hardscape, hav-

FIREPITS are among the top deck accessories.

ing them in and around the deck has many health benefits including improving mood, lowering stress and anxiety, and reducing fatigue, according to WebMD.

Additional Add-ons

When assisting a customer through the purchase process, a store associate should also keep additional projects and maintenance in mind. A customer could be looking to enhance their already existing structure with an updated handrail or adding a pergola. Or they may be looking for advice about the best way to clean and resurface a deck, and which products are best for that job.

A knowledgeable sales associate can suggest the proper materials needed for maintenance such as water repellent and coatings. The associate can also recommend necessary items for other treated wood projects either for a weekend job—a new mailbox post or a raised bed garden—or a more complicated project—garden terracing, a retaining wall or a wood fence. More treated wood projects could include Adirondack chairs, a picnic table, or even a treehouse.

The versatility of treated wood makes for endless project possibilities. Having materials, hardware, and accessories available to complete projects paired with knowledgeable, helpful associates prepared to help them through the buying process, you can ensure they return to your store for future purchases.

– Belinda Remley has been promoting the wood industry for nearly 30 years. She is a marketing communications professional with Arxada, preservative manufacturer behind Wolmanized Outdoor Wood (www.wolmanizedwood.com/homeowner).