Are you ready for d&k season?

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or sprucing up an existing deckjuinps to the top of many to-do lists. Are you ready to offer helpful advice and sell more decking products?

In-depth product knowledge is critical in selling a deck package. "Customers want to talk to someone who knows the products, knows what they're talking about," says Karen Gerace, store manager of Jay-K Independent Lumber Corp., New Hartford, N.Y. "Our inside salespeople attend product training and demos conducted by the sales reps. Then they ride with our outside salespeople to visit accounts and talk with our contractors."

The first step is helping customers make the right decisions. Make sure the proposed deck is architecturally compatible with the home's exterior and surrounding landscape.

Ask how the deck will be used and how much room is needed for each activity. Most people use their deck for outside dining or entertaining. For adequate space, a deck should be about 12-18Vo of the home's square footage. Different levels and separate areas create flexibility, allowing the number of guests to dictate how each area is used.

Once the design is complete, it's time to sell accessories and upgrades. Some components-such as railings and post caps-are both functional and decorative. Others, such as decorative railing panels, can turn an otherwise ordinary deck into the perfect outdoor living area.

The list below can help you decide which products to carry in your store-or offer for special ordering.

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More than any other feature, railings impart individual style to a deck design. By repeating architectural details of the house, railings can turn even an ordinary deck into the perfect outdoor living area.

Depending on the materials cho- sen, you can make the same deck look traditional or clean-lined and contemporary. Adding new railing is also one of the easiest and most cost-effective ways to update an older deck.

Though site-built wood railings were the standard for years, new prebuilt or modular systems offer alternatives to wood and nearly endless design options. The new systems also make it easier to provide privacy, add wind control. and preserve views.

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Balusters (also called pickets or spindles) are the vertical members between the top and bottom rails. By reflecting the architectural details of the house, they can give a deck a distinctive style.

Wide balusters or pickets create a more closed-in look that can help obscure a less desirable view. Thin pickets create a perception of openness that can accentuate the view. To create an interesting visual contrast, narrower and wider balusters can be alternated.

For the look of wrought iron without the cost. decorative inserts constructed of aluminum are a good option.

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A well-designed outdoor lighting system allows a deck to be used in comfort and safety after dark. It should illuminate conversation areas, cooking centers, walkways, and stairs-without blinding either seated or standing guests. There are three basic types of deck lighting. Accent lighting is similar to the sconces used indoors. The light fixture mounts to posts, walls, steps, and railings and spreads light downwards.

Post-top lights project a circle of light that is good for illuminating a deck entrance or a flight of steps.

Recessed deck lighting mounts flush to the floorboards and is great for illuminating a deck's perimeter or individual stair treads.

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Both clear and semi-transparent panels control the wind, but clear panels maximize the view. Semi-transparent panels provide privacy or help block a less desirable view. but don't block light.

No matter what deck accessories you offer, it's important to have samples on display-or better yet, installed on an actual display deck.

According to Jay-K's Gerace, "Having lots of products on display for customers to see and touch is huge for us."

Dealers On Board For Deck Safety

North American Deck & Railing Association is encouraging retailers, wholesalers, suppliers and builders to download and disseminate to their customers copies of its new "l0-Point Checklist" for deck safety.

Available from www.nadra.org, the checklist helps homeowners evaluate the safety and condition of their decks.

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Post caps-whether simple or ornamental-provide a finished look to posts that protrude about the top rail. Caps also protect posts from the elements.

Lighted post caps provide added safety and decoration, allowing the deck to be enjoyed after the sun sets.

"A simple, annual deck inspection doesn't take long or require special tools, but it's a great investment," said Mike Beaudry, NADRA executive v.p. "It can help prevent unnecessary accidents, and keep a deck a safe place for everyone to enjoy."

The promotional push is timed with this month's second annual Deck Safetv Month. "June is a great time to make a deck-check," Beaudry adds, "especially in locations where there's a lot of snow and ice, as a deck could develop a trouble spot over the winter. A professional inspection will examine every inch of a deck, evaluate the deck's capacity limits, identify problem areas, and provide a map of what to keep your eye on in the future."

Last year's effort reached thousands of consumers through over 200 publications, as well as a fullcolor, oversized postcard NADRA members sent to clients and prospects.

This year, NADRA member companies june special order cosponsored versions of the postcard to add their own company logo.