D-BLAZE

HnC Er,rANOANT TNEATED WOOD

For interior applications where fire retardant construction materials are specified or reguired by building codes.

Product Features r Classified by Underwriters Laboratories@

. UL@ Class A (Class 1) with FR-S Rating r SO'Year Limited Warranty r Low-corrosivity & Low-hygroscopicity r No VOC's or Formaldehyde

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Meets Stringent lndustry Standards

Set by the American Wood Protection Association

Proud Sponsor

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ESR-2645

Testing and Approvals

California Department of Forestry and Fire Protection

.

CSFM BML Listings: Plywood:2580-2080-0100

. CSFM BML Listings: Lumber:2580-2080'0101

City of Los Angeles' Research Report: RR 24502

Building Code Compliant (lBC & IRC)

. ICC-ES: ESR * 2645 and AWPA Standardized (UCFA)

. AWPA: Interior Type A High Temperature (HT) FRTW

National Fire Protection Association (NFPA 255) fuoucH rHE YEAR has yet to come I to a close, the next spring selling season is closer than you think. And along with warmer temps will come homeowners looking to get back outdoors-dining and entertaining on a new deck.

But making the sale-whether to builders or d-i-yers-requires more than just warm weather. The wide array of materials, components and accessories available in today's deck market requires that dealers have sharp selling skills and the ability to navigate broadening inventories and constant price pressures.

Here are strategies to help sell decking more effectively and efficiently:

Create an inspiring display. Sample boards can help buyers select a color, but nothing beats a partial- or full-size deck on site to draw homeowners in and help them visualize how they'll feel after their own deck is installed. Dealers with a deck display tend to sell more, so the cost of materials to build it can be recouped quickly. Your distributor may even provide assistance with materials and labor. Building-Products.com

Diversify your offerings. Don't just bring in a SKU or two you think might sell. Successful deck dealers create more sales by carrying a full anay of deck lines and, most importantly, offering a complete solution.

Don't neglect details. If you have the deck boards, make sure you also carry the coordinating accessories, matching railings, matching face fasteners, and the manufacturer's approved hidden fastening system.

. Understand your products. The growth of composite decking has added thousands of new SKUs to the market. Help customers wade through the offerings by developing a deep understanding of your lines. Know the differences not only between wood and composite, but classic composites vs. capstocks. Understand installation best practices, fastener compatibility, and long-term maintenance strategies. Consult with your distributor reps; they can help bolster the sales staff via product knowledge sessions and assist during open houses, how-to workshops, deck fairs, and trade shows.

Communicate the value. Part of the sale is quantifying to buyers what the entire deck will cost and what the advantages are of up-selling the project. For example, while a composite deck might cost more than lumber, it has more color options with no need for stain and is lower maintenance. Similarly, cedar decking costs more than pressure-treated, but offers a look homeowners love. Some materials carry longer warranties or distinctive guarantees that also differentiate them from other brands and price points.

Keep an eye on the competition. Take note of what your competitors stock and be prepared to explain how your offerings are different and deliver more ROL The same goes for pricing. Know how much your decking costs in relation to theirs so you aren't blindsided by a competitor's lowball. Ensure you're taking advantage of the boom in outdoor living by offering complete solutions, inspiring displays, and deep product knowledge.