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TIMBER FANTATSIC DECKS


AND WHERE TO FIND THEM S


BMJ talks to Arbor Forest Products’ md Jason Ostler about spotting quality in softwood timber and composite decking.


ince we became the sole distributors of Trex Transcend, the world’s number 1 composite decking brand, in 2011, we have seen the decking market continue to grow and expand as the UK’s love of outdoor spaces grows and grows. Even after eight years, we still encounter questions from merchants about why Arbor Forest Products, as timber experts, had opted to bring a composite option to market – and about whether composite decking is ‘better’ than softwood.


The answer is: yes and no. People’s gardens are personal spaces, and it is entirely up to the end user to decide whether they have a preference.


Softwood timber decking and composite decking both have advantages: customers may prefer the look and feel of timber, valuing the natural material despite the upkeep requirements; conversely, for those wanting a pristine, low-maintenance deck with a flawless appearance, composite is the right choice. But that doesn’t mean that merchants shouldn’t educate themselves on the benefits of timber decking and composite options – and how to differentiate between the high quality products and the cheap options that aren’t worth the cost.


Know the basics


As merchants are usually familiar with timber decking, many find it easier to communicate differences in quality in timber deck boards. The same rules apply to decking as any other timber product: high quality boards tend to be heavier, have fewer knots and be free of issues like splitting or rot, so you can check the quality of the product at a glance. With composite decking, it’s a little more tricky, as the quality of the product is hidden in the decking board’s core and manufacturing process. With more than 40 composite decking brands available in the UK, it might seem impossible to establish the quality, performance and expected service-life for each one before it’s installed.


However, there are some simple visual checks merchant staff can perform to learn whether or not the product is up to scratch. For example, a co-extruded or shelled deck board would perform better than a non- shelled, and a solid board would be better than a hollow product; merchants need to be


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able to advise on these differences to guide installers and homeowners to a solution that won’t let them down. Trex products have proved their worth, which is why Arbor Forest Products chose to partner the brand: it’s a name that we know we can trust. We know from experience that merchants who know the qualities of their product tend to sell more and can secure repeat business because their customers have had a good experience building the deck. Where merchants don’t stock composite decking, or don’t know their stuff, they could end up selling a sub-par product which will result in a bad customer experience, causing the customer to go elsewhere in the future. Training is the key


If merchants are well-informed, and suppliers offer dedicated training to ensure merchant staff understand their decking products – both softwood timber and composite – customers will return again and again. At Arbor Forest Products, our belief in this is so firm that we only wish to work with merchants who will accept composite decking training. We also believe merchants need to understand how to install decking in order to be able to gain customer trust and to be able to sell additional items such as fixings


www.buildersmerchantsjournal.net October 2019


and substructures.. Most merchants already know how to install timber decking: composite decking isn’t much different, but we make the information available so merchants have the tools they need to advise their customers. Most suppliers have installation guides which should also be made available to the customer, and at Arbor Forest, we have created an installation video which is a great tool to help people understand the basics about the product and how to work with it. Ultimately, we believe that giving good customer service and providing high quality products is the key to growing the decking market – which should be a priority for the whole industry. BMJ


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