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By Diana Hanson

[MAGINE a sportsbar. two cold lones set up for you-perfect pours. A French dip and a reuben sandwich on their way out from the kitchen. You smell it before you see it. It smells good and you are hungry. But that's not why you are here.

The man across the table from you has a healthy tan, sports a ball cap with a Wolmanized logo on it, and you are both smiling. You are happy because your business is up. He is happy because he's just had his best deck building season ever. But you have the bigger grin, because he is buying you lunch!

You are in that bar celebrating the success of a first year's business relationship with a deck builder. Yes, a

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Off-Season Opportunitites

More and more deck builders are building deck fumiture in the off-season to sell to their deck customers during the season. Benches, tables, chairs, bars, storage bins, planters, towel racks, spa steps, spa shelves, and more. Work with builders to provide these products to you direct.

It gives you the ability to offer custom products to your clients at a higher profit margin (local delivery, custom made).

deck builder. That new relationship means a lot to you, and to him.

Backyard Living is Big Business.

As many as three million decks are built each year in the U.S. alone. Almost as many are replaced each year. That's a lot of board feet and a lot of fasteners. Its can also be a lot of patio furniture, lighting kits, media systems, mist systems, fountains, firepits, barbeques, and complete outdoor kitchens.

When consumers are not building new houses, they are improving the ones they already own. When gas prices are high, they travel less and they tend to stay at home. When consumers stay at home, they entertain more often. So, the picture is one of consumers who are keeping their homes longer, spending more time at home, and entertaining more.

Picture the homeowner entertaining his friends, family and neighbors on a big beautiful deck. This particular deck is built with composite decking material, but its structural portion is made of pressure treated lumber. It has tile insets around the outdoor kitchen (including the built-in margarita blender and stainless convection grill). The arbor that provides shade is made of a new lightweight stucco material that provides great eye candy with its arches. Soft jazz comes through the outdoor speaker

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First Step

An open house for builders at your store is a great way to make first contact with builders. Grilling some hotdogs around lunch time and having some cold sodas on hand is the way to any builder's heart. Mingle, serve up some lunch. collect a few business cards (make a few notes). Tell them about your business and who you are.

After that, select a few who you are interested in getting to know better, and you are on your way to creating those reciprocal relationships that will mean so much to you.

system. The contented guests are reclining in ergonomic chairs upholstered with the newest in high-tech outdoor textiles. The solar-powered lights come on just as the lime marinated shrimp is being pulled off the grill and the steaks are waiting to go on. Now. that's a nice picture.

If you haven't already heard, what was simply a deck is now an "outdoor living space," also called the "outdoor room." It's not your grandfather's deck anymore. Outdoor living space means additional square footage to the house. Consumers see it as a great

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investment. Statistics for the return on investment for decks runs equal to or more than kitchen remodels.

Having a relationship with deck builders gives you someone to refer your clients to when they are making purchases in your store. When the deck builder is sitting across the kitchen table from the homeowner, they can sell whatever they want toor not. Builders know that the extras like lighting, fancy rail systems, water and fire features. etc.. are where the money is. Wouldn't you rather they bought from you? Wouldn't you like it if the half-million in decking materials he purchases, he purchases from you? Or, how about just the lighting and mist systems? Wouldn't you like it if the deck builder referred his clients to your store for their patio furniture and accessories?

Here is a "how to" for getting those relationships started :

Choosing the Right Builders. Step 1 Where to Begin?

A deck system is a complex combination of elements, the success of which depends on the quality of materials, installation and overall construction. Referrals are the first source for names of credible companies. Ask friends and family members who they have used in the past.

Contact your state and local licensing authorities and trade associations, such as North American Deck & Railing Association, National Association of Home Builders, or National Association of the Remodeling Industry, about deck builders who are active in the community.

Note: Some states have regulations that govern the making of referrals to a service provider. Check to make sure that the way you provide referrals does not cause you to take on unnecessary liability. Some states require the referral of at least three service providers any time referrals are given.

Step 2 Meeting and Evaluating Potential Contractors

After you have compiled a list of possible deck builders, take some time to evaluate each one carefully. Set up a preliminary meeting to discuss your needs and their qualifications. Pay close attention to the attitude of the builder. Good builders take pride in their work and will be enthusiastic about the possibility of creating a reciprocal relationship. Ask to see a portfolio and samples of the decking and railing materials they prefer to use.

Step 3 Get Some Background Information

. Experience. The training and experience of a deck builder, as well as the age of his or her company, will help you determine their ability to successfully work with you.

Licensing. Some states require special licensing for deck builders. Ask for business license numbers. Then check with local authorities to see that the company complies with regulations.

. Insurance Coverage. A deck builder should carry worker's compensation and general liability insurance. Request the name and address of the insurance carrier, and a copy of the company's insurance certificate.

Professional References. Your deck builder's past can help determine your future. Ask for credit references, banking information, and a list of completed projects, including the names and telephone numbers of previous clients. Find out if the builder stands behind his work.

Step 4

Work with the Deck Builder to Create a Long-term Relationship.

Establish what each of you wants out of the relationship; i.e., the builder wants qualified leads and you want a builder you can trust to provide good quality workmanship. Do you also want a percentage of each job? Does the builder want something for referring his clients to your store?

Educate each other. You don't know all the ins and outs of deck building and maintenance, and the builder doesn't know about the products you carry. An understanding of each other's business will go a long way toward guaranteeing that the cross references you send each other are worthwhile.

- Diana Hanson is administrative director for North American Deck and Railing Association, owner of deck construction company Woodpile Construction, and manufacturer of Decklt deck spacers. She can be reached at (208) 870-4702 or d i a na.hanson@ gma i l.com.

at Tip J Celebrate

No one in business gets thanked enough these days. It's a simple thing and it goes a long way toward maintaining healthy, productive business relationships. So be the one to initiate a celebration over a big sale (by the way, its your tum to buy that lunch!).