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."
I found this article particularly interesting, and enlightening... recurring revenues even more so.
------------------------------------------------------------------------------------------
http://www.hgtvpro.com/hpro/do_management/article/0,2620,HPRO_20161_4759981,00.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."
Share this post
Link to post
Share on other sites