Smooth sailing for raill*gs

IimberTech

I/^tOMPOSITE decking materials

\-rhave become the fastest growing segment in the marketplace, and railings have become a much more significant consideration. Consumers are looking for matching or complementary railing systems to complete their new or refurbished outdoor living space in style.

Steve Van Kouteren, a principal at Principia Partners, says, "Demand for exterior railing in the residential sector is coming from balconies, porches and decks in single and multi-family housing. In addition, such trends as the return of popularity of the front porch and the growth in demand for lowmaintenance outdoor living products will provide railing manufacturers with greater opportunities."

The $5 billion exterior railing market has seen a steady growth pattern driven not onlv bv homeowner demand, but also within the multi-unit residential and commercial buildine categories.

Consumers are willing to pay a premium for a premium product. A recent SBI report indicates: "Much of the demand for outdoor remodeling work will be driven by affluent households with incomes of $75O00 or more. In addition, there is a higher demand for outdoor living products among ' upscale' homeowners."

So the market is ready and willing, but are today's contractors prepared to make the sale? And what can dealers do to help?

Showrooms are an excellent educational tool for contractors and a visual tool for homeowners to envision how the products will look at their homes. For example, contractors can see firsthand how hidden fastener railing systems install, the design options avail- able, or how the stairs attach.

The popularity of the cookie-cutter square deck is dying, and alternative decking and railing manufacturers are providing cutting-edge options to the consumer. Displaying products in a showroom setting allows dealers to demonstrate how deck rails work on more complicated deck shapes. Decks can include multiple designs or custom creations to demonstrate the versatility of the product.

TimberTech, for example, provides a wide variety of railing options, with three different low-maintenance railing systems in nine colors, resulting in dozens of mix-and-match design possibilities.

For consumers, seeing a life-sized, installed railing section brings the concept into reality. They can touch it and understand both the stability it provides and, most importantly, why they are making this investment.

A premium is placed on floor space, but a decking and railing showroom has the capability of paying for itself by creating a sales atmosphere that allows contactors and consumers to see all of the possibilities for the new outdoor space.

Another viable option for dealers is running how-to installation videos or looping photo galleries of great deck and railing projects completed by local contractors. Additionally, dealers are encouraged to work with manufacturers to create online tools that educate the contractor and provide consumers with information to help with their purchasing decision.

- Kevin Brennan is senior v.p.-sales & marketing for TimberTech, Wilmington, Oh., and a director of the Composite Lumber Manufacturers Assoc iation. He can be reached at (800) 307-7780.

TimberTech'snew XLlM" decking provides unparalleled scratch and stain resistance for the ultimate in low-maintenance, carefree living - adding yet another option to its industryleading line of alternative decking solutions. From legendary decking and innovative railing and fencing to hidden fastening and drainage systems, TimberTech's comprehensive product line lives up to the famous brand promise: Less Work. More Life.@ laf REEK architecture has long pro\fvided inspiration for elements in many architectural styles for homes, from American Colonial to Arts & Crafts. One of the most prominent features borrowed from the Greeks is columns-providing a reminder of their use in prominent historic buildings such as the Parthenon in Athens. Many of today's homes are built or remodeled with decorative columns as a key design element.

Thanks to a wide selection of available materials, today's columns are more affordable and easier to incorporate into homes than their heavy marble ancestors. By providing thoughtful tips and knowledge about the proper usage of columns to builders, remodelers, architects and homeowners, dealers can further solidify their role as valued partners and ensure a steady stream of new projects and referrals.

So whether customers are designing a dream home or just remodeling an outdated entryway, these keys to using columns properly will help create homes worthy of Grecian folklore.

Material Options

Columns come in various material options, including cellular PVC, fiberglass and wood. Wood, in particular,