LANDSCAPING
ensures customer satisfaction – and has the installer coming back for more as they build their reputation as a high-quality local decking contractor,” Cooper continues
Add some colour
There are decking trends that change and evolve over time: what was popular five years ago may not be the right solution today, and Cooper stresses that merchants should ensure they keep abreast of what is new to the market and how to upsell customers on the latest decking innovations.
through the company’s TrexPRO scheme means that it is well-placed to spot trends and to understand the challenges facing decking installers.
“This year, one question has confronted us over and over again: ‘why am I being called out to replace so many new or nearly new decks?’,” he says.
“The answer is simple: with demand for composite decking at an all-time high, and in some cases outstripping supply of high-quality products, opportunistic suppliers stepped into the gap with lower quality options. These are often cheaper, hollow-board composites which start fading and staining within their first season of installation, followed by the board starting to crack and split only a year or two after their installation, leaving unhappy customers with an unsightly and unusable deck that is in need of rescue. Fortunately, there are a few clues that merchants, installers, and homeowners alike can look out for to help them sort the good from the bad – or the ugly. The first step is considering the core: hollow core products are naturally less robust than solid core decking boards, and are less likely to stand the test of time. Solid core products have more longevity, and can withstand higher footfall, so deck owners will have an outdoor space they can enjoy for many years to come.” Cooper says that another hint is to check out the product’s warranty, and gain an understanding of exactly what the warranty covers. A product that the manufacturer is fully confident in is more likely to have a
“Through our work with the Arbordeck Awards, which recognises and rewards the very best Trex and timber decks in the UK, we are able to keep a keen eye on what homeowners are looking for in their dream deck. “What’s clear is that colour combinations are a key factor for many homeowners. Increasingly, as installers develop their skills and eye for decking design, people are becoming bolder and more inventive in their choices, with plenty of homeowners now looking for intricate designs incorporating contrasting or complementary colours. “That means that merchant staff need to have an appreciation for which decking boards will combine to stunning effect.” Two new Trex colours have been launched as part of the popular luxurious Transcend collection: Rainier, an airy mountain grey with silver tones to the grain, and Biscayne, a light honey-toned coastal brown. With a total of 13 colour options for deck boards, plus Universal White Fascia boards, Cooper says installers can think creatively and come up with striking combinations to build a memorable outdoor space.
lengthy warranty of up to 25 or even 50 years in the case of Trex Transcend, and should cover homeowners against fading, staining and splitting when properly cleaned and maintained.
He says that products with less generous warranties should be treated with a degree of scepticism by merchants and installers – as these are more likely to result in an unhappy customer within a few years, if not months. “Understanding how the decking product market has grown and changed in the past few years will help merchants to steer their customers towards a well-made product that
March 2023 A supplement to builders merchants journal
Stay ahead of the curve “Making customers aware of the options available - whether through understanding the full range of decking colours and styles that are available, or through choosing to create space for a show deck to bring the collection to life – means that merchants have the opportunity to upsell and cross-sell, and can build a lucrative partnership with a decking installer who has the skills and vision to create truly special decks,” he adds.
“Merchants who encourage their staff to learn about the options and techniques available, and understand what sets a high- quality product apart, will be well-placed to capitalise on the ongoing trend for composite decking as an eye-catching and low- maintenance outdoor space solution.” n
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