Deck Services Can Help Builders Clean Up

[Beth n Rod]

I found this article particularly interesting, and enlightening... recurring revenues even more so.

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http://www.hgtvpro.com/hpro/do_manag...759981,00.html

Deck Services Can Help Builders Clean Up

By Chuck Ross
June 8, 2006—If you're a deck builder looking for new revenue opportunities, the answer may be right at your feet. That new wood deck you're standing on needs to be finished and sealed right away to provide the best protection from damage by sun and moisture.


Of more interest to you, though, is the fact that this is a job that will need to be repeated regularly over the finished project's lifespan. Deck pros who aren't offering finishing and maintenance services along with their building business are missing out on both added income and the chance to boost client relationships.


"It's a shame; they just leave that money on the table," says Michael Beaudry, who heads up sales and marketing efforts for Oreland, Pa.-based Back To Nature Decks and serves as the executive vice president of the North American Deck and Railing Association. "They go in, they build a deck, and they leave."


Finishing and maintenance services are relatively easy to sell. Most clients already recognize that sealing their new decks against the elements is essential to protecting this significant investment. At the same time, because this is primarily recreational space, they want to begin enjoying it as soon as possible.
"People aren't fighting you on the subject that it has to be done," says Darrin Haugan, a founder and owner of St. Louis-based Deckor, which began as a deck-washing business and added building services over time. "When we walk off the job, there's nothing they have to do. They can just enjoy their deck. It's kind of our brand."


Recurring revenues



Deck-treating services also can mean ongoing business for contractors, since wood decks need re-treating every few years. Returning to a satisfied client offers other opportunities, too. "There's just tremendous opportunity for new business," says Beaudry.


Despite the possibility for new and ongoing income, adding deck-treating services can pose some challenges for those new to the field. Builders need to train themselves or make sure the workers they hire know what they're doing, or their reputations could become ... well, as stained as an untreated deck after a birthday party for a six-year-old.


"There are some risks. If you do a bad job staining, then you are dealing with that for life," Haugan says. "It also extends the amount of time you stay on the job, so there's more opportunity someone may find something wrong with what you're doing."


The biggest potential investment for deck contractors exploring this line of work is the purchase of a professional quality power washer, which can run $1,200 to $1,500, Haugan says. It's also crucial for contractors to be trained on this equipment, because incorrect use can damage the deck or cause injuries.

NADRA is addressing the issue of training by creating learning opportunities for its members. The association is developing closer ties with the Power Washers of North America professional association, which Beaudry says will be exhibiting at NADRA's 2007 national conference and expo in Las Vegas.


Once builders have made the needed investments in equipment and education, the result can be a new revenue stream, providing added income outside the traditional deck-building season. Beaudry provides his own close-to-home evidence of just how helpful deck-servicing dollars can be to a builder's overall bottom line.


"I have five kids," he says. "And my three oldest daughters have put themselves through college washing decks."

[bigchaz]

How many of you have trades with deck builders? I know I got several calls asking if i did deck building when I started using yard signs last year. I imagine I could refer those to a deck guy and see if they could refer me the staining

How do ya'll have it worked out?

[JFife]

It works great Charlie. If you are new to this, you don't know the rest of the story---PWNA has "alligned" with NADRA, and they are going to work the angle of "you builders are missing the boat here--you need to be maintaining your decks as well". Coincidentally, PWNA is run by a for-profit group that outsources education in such matters. So they've basically leeched onto NADRA, and are letting NADRA spread their message, and have a captive audience that can afford to pay to take their training courses/have employees take the courses, since they'd want to jump right in big most likely if they have the pockets. In essence, PWNA is being used as a pawn for a small group of people to try and make money with an educational program to pimp out to those that want to pay. Anyone want to step in here and correct/re-state anything I've just said, or would this be considered fairly accurate?? Thing is, the guys doing it couldn't make their franchise ideas work, so this is their next crapshoot at the easy money.

[JFife]

.....and poor little Celeste, done posting for the year She probably wouldn't have anything constructive to say anyways

[Beth n Rod]

All I can say is...look at the date of the announcement and then the purple paragraph, then remember when the pwna announced the change.

Rod!~

[JFife]

LOL, unreal. An entire org. changes where it is holding a convention, etc. in order to TRY and line the pockets of three members. While it holds no merit for me, I truly cannot understand how any reasonable, logical, person would look at this and say, "cool! Glad to be a part of it! Here is my $350! Train the builders to do what I do! Can I help you guys make money any other way, and you guys turn around and sell me out again?? 'Cause I'll do it."

I think what is happening is that they see the UAMCCCwhatever is going to take over the pwashing side of things, i.e. commercial, washing, etc. The only angle PWNA has left is to go after decks, so they are trying to allign with a big brother, nadra. I think they will be ONLY focusing on wood in the future....thus the nadra route. It's not a bad play on the part of the PWNA---it's sinking and so it has grasped onto nadra for help...and members.

[seymore]

Originally Posted by bigchaz

How many of you have trades with deck builders? I know I got several calls asking if i did deck building when I started using yard signs last year. I imagine I could refer those to a deck guy and see if they could refer me the staining

How do ya'll have it worked out?

We've been working with deck builders for years and the closing rate is close to 100%.You can offer a refferal $$% to the deck Co.on the total amount of the job.Who doesn't want free $$ and it will also preserve their nice deck work!

Most of the time I don't have to haggle on price with these customers that just spent $1000's to have a deck built!

[James]

All my virgin wood comes from Deckbuilders, buiders, and Architects.

[Beth n Rod]

Originally Posted by James

All my virgin wood comes from Deckbuilders, buiders, and Architects.

So how do you feel about this recent turn of events?

Beth

[Proclean]

Jon is right on. Double for Shane

I have bitten my lip long enough on this Deckexpo/PWNA stuff long enough, since wood restoration and maintenance is my living. We are trying to knock out at least 5 decks this week. I will respond in the next day or so and explain how deck builders ARE NOT missing an OPPORTUNITY and the absurdity of what the PWNA is doing. My viewpoint will be from the side of the contractor. It will be my longest post to date.

[JFife]

LOL, anxiously awaiting your sermon, Paul Busy as well today, I'll try and hit you back this eve if you see this, jf

[mikew]

Originally Posted by Proclean

Jon is right on. Double for Shane

I have bitten my lip long enough on this Deckexpo/PWNA stuff long enough, since wood restoration and maintenance is my living. We are trying to knock out at least 5 decks this week. I will respond in the next day or so and explain how deck builders ARE NOT missing an OPPORTUNITY and the absurdity of what the PWNA is doing. My viewpoint will be from the side of the contractor. It will be my longest post to date.

Hi Paul,

I'm looking forward to reading what you have to say about all of this. What the PWNA is doing is pretty absurd for sure.

Mike

[James]

I did reply to the alliance before. I don't see the fit at all. Somebody was completely bamboozled on this one.

[racechaser]

I own a frame nailer, compressor, square, level, stringline, chalkbox, laser level, chopsaw, and a sliding compond miter saw. Maybe I'll add deck building on to my pressure washing business. Sir, I noticed while washing your house, you had a nice spot for a deck. can I build one for you? Oh, you already have a quote from a deckbuilder. Well what is it and I'll do it cheaper. Yes I'm qualified. You see the PWNA is partnered with NADRA because both orgs believe these two business go hand in hand. They know that if you can do one, you can do both.

Watch the deck pro's come a running then, all crying unfair.

IMHO
SCott

[PressurePros]

The disco song goes "Ooooooh 'd love to love ya, baaabyyy. When it comes the the PWNA anymore its "love to hate ya baaabyyy". On this one I stopped and thought about it without emotion.

The article is 100% correct. They are leaving money on the table. If deck builders are taught the right way to do deck cleaning and sealing, why is it a bad thing? Look we all know whats gonna happen.. The builder will pad his price a bit and throw in the sealing for free or at a reduced rate. If he is a smart guy he will sell maintenance contracts. Whom better to maintain than he who builds? He already has the credibility.

Reality check. Many guys that can build, still can't run a business. Most of the trades are specialized. What builder out there hasn't already thought about adding in sealing? Its too much of a hassle. When they have to add crews, increase payroll, sit with a customer while they go through ten color choices and then have to do maintenance cleanings for $200 how many of them do you think will say "screw this" and stick with their core competency? I'd say the majority of them.