Win Big with Decking Differentiation

July 15, 2016

THE PROBLEM:   CONSUMERS WANT DRY SPACE UNDER THEIR DECK…. MOST OPTIONS ARE TROUBLE.

It’s amazing how many homeowners realize months after their new deck is installed that they need the space under their deck to be dry. Contractors avoid talking about dry under-deck areas because their experiences with flimsy water diversion products involve high expense and extra labor with the end result of call backs due to leaks, mold, mildew, bees nests, squirrels and overall disappointment. Contractors build their businesses on referrals so an unhappy homeowner has a drastic impact on future profits. The solution to this problem now exists.

THE OPPORTUNITY:   CONSUMERS HAVE UPSCALE DESIRES THAT INVOLVE DRY SPACES UNDER THEIR DECKS.

Now that outdoor furniture has gone upscale and resembles something that belongs in the living room, and the new lifestyle emphasizes happy, carefree families spending their time outdoors, under their decks, waterproof under-decks are in high demand. But the ways to make that space dry involves letting the water and surface debris go thru the deck and then building something under the deck that traps the water and also collects the dirt and debris. This promotes mold and mildew and provides a home for bees nests & rodents. These areas are difficult or impossible to maintain or clean. Then, if a ceiling fan or lights are added, holes must be placed in the ceiling surface so leaks are essentially unavoidable.

THE SOLUTION:   SPACEMAKER.

So how can you take advantage of this current trend for under-deck living and storage space without all the problems? Create the dry space by using SpaceMaker, the only solid-core, beautiful decking product that keeps everything under the deck dry… including the joists… and is the most cost effective way to create this dry space! This allows you to confidently distinguish yourself with your customers by being the contractor that focused on how they would like to use this under deck area and by providing the best and lowest cost solution.

HOW TO SATISFY YOUR CUSTOMER BETTER THAN OTHER CONTRACTORS:

Most homeowners get multiple bids before deciding which contractor best suits their upcoming decking project. Here are some key strategies to implement when preparing and presenting your bid.

Ask Questions

TO LEAK? OR NOT TO LEAK?  THAT IS THE QUESTION:

1. Find out if the homeowner would like the space under their deck to be dry. Most homeowners do not think about this and often just assume the space will be dry… only to be greatly disappointed later.

 

IMAGINE WHAT YOU CAN DO WITH THE SPACE UNDER THAT DECK: 

2.Ask if they have long-term future plans for the outdoor space under the deck? In many cases a homeowner’s budget requires that their desires are accomplished in stages. This often creates a multi-year proposition for an outdoor lifestyle project. Using SpaceMaker on the decking project allows the homeowner to plan their outdoor living or storage project for under the deck when they are financially ready.

 

GOT JUNK?  SPACEMAKER MAKES SPACE!: 

3.Does the homeowner have a garage or attic filled with things that they would rather have in a storage spot under their deck?

Presenting to the Homeowner

WANT IT DRY UNDER THERE?  SPACEMAKER IS THE ANSWER: 

1.If the homeowner specifically requests a dry, waterproof under-deck, then change the homeowner’s thought process from traditional “deck and ceiling”, to a solution that is a deck and water-proof ceiling in one. Given that SpaceMaker is lower in cost than a regular deck & a water diversion ceiling, and that SpaceMaker avoids hidden debris and decay, presenting SpaceMaker as the all-in-one, economical solution is a slam dunk.  You distinguish yourself by offering a superior product at a lower price point and with less labor than the competition, while enjoying a higher profit margin.

 

RAIN OR SHINE, USE YOUR OUTDOOR LIVING AREA ALL THE TIME: 

2.Inquire as to how the homeowner plans to utilize his/her future deck.  Maybe they plan to sit on the deck in the evening, relaxing. If the deck faces the west, the blazing late afternoon and evening sun will make relaxing rather difficult. With an under-deck solution, the homeowners have a choice to escape the sun… and the rain. Or perhaps they plan to host outdoor parties. The extra outdoor living space might be something they didn’t think about, and the ability for dry, waterproof outdoor space would be appreciated when that unexpected summer shower shows up.

 

UNDERSTAND & FULFILL THEIR DESIRES…. SOME NOW, SOME LATER:

3.Homeowners value a contractor that shares their long-term backyard vision. Only a small percentage of homeowners can afford to design and construct the backyard of their dreams in one project. Most homeowners envision a relaxing outdoor retreat and understand it may take years to get there. Understand their future goals and position yourself as a long-term partner.  Present SpaceMaker as an all-in-one solution for under-deck living or storage and eliminate a future expense for the homeowner.  Having a shared vision with the homeowner demonstrates you have the foresight to help them realize their dreams.

 

FOR DRY LIVING AREAS, DRY STORAGE SPACES, TO PROTECT FOUNDATIONS & TO HELP ELIMINATE NASTY THINGS UNDER THE DECK….  SPACEMAKER’S DRY SPACE IS IN DEMAND:

4.If storage space is a premium for the homeowner, presenting SpaceMaker as not only a product to achieve a beautiful outdoor deck space, but also provides a functional, waterproof dry storage space is a clear advantage over purchasing an outdoor shed.  Installing a SpaceMaker deck also helps protect the home’s foundation from water build-up and eliminates pools of water and weeds under the deck where mosquitoes and other bugs thrive.

No matter what the potential project is, the most important part in growing your business has to do mostly about being the company that differentiates itself from the competition. Admiral Space-Maker is committed to helping our partners in the building industry grow. Please don’t hesitate to call for assistance or ideas when bidding your next decking project.

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