Yes, the summer of 2020 is going to be strange.
But not that strange. At least not for decking contractors and remodelers with decking projects. The project pipelines may not be as full as everyone likes, but there is opportunity out there. Maybe more than you imagine.
That’s the word from a pair of respected deck builders, Mike Walter and Phil McLain. Both self-employed contractors set down their cordless drills long enough to share a secret or two that may help you make the best of a challenging time.
“I’m a Decky”
Veteran deck-builder Mike Walter takes the times in stride. And why not? After nearly four decades in business, he has seen his share of ups and downs. Even so, this past spring takes the cake. “I’ve never seen anything like it,” he sighs. How is Walter tracking down new projects and winning bids? A few thoughts:
- Fly your Decky flag. Creating a winning impression with a potential customer is always a top goal. Walter knows attitude counts for a lot so he’s not shy letting folks know “I’m a Decky. I’m a decking geek. They can quickly sense that I enjoy what I do,” he says. That positive energy is often a winning differentiator.
- Frontload the presentation. “I have these high quality, professional folders I show. One shows all the lighting, another one all the decking. The decking one shows decks I’ve waterproofed, a big upsell,” he says. The waterproofing photos naturally leads to ideas about how to outfit the dry underneath area with a ceiling, lights, and speakers.
Just the Facts
Business is good in Estes Park, Colo., Phil McLain’s home and service area. A general contractor, McLain’s company is focused on “… super high-end homes in the region for the last 15 years,” he says. Deck construction remains a priority, with at least five projects in the works. Here’s how McLain keeps his crew busy:
- Agenda-free consultations. “If you get a sense the budget is tight and set, I definitely won’t push nicer products. But I definitely have a standard I won’t go below,” McLain says. “You wonder how some of these decks are still standing because another contractor cut so many corners. I tell people how it is in a truthful, straightforward manner. No change orders. No surprises. The referrals and business will come your way.”
- Silver lining. Have you checked today’s super-low interest rates? McLain’s customer certainly have. “I have some folks ready to do deck projects with interior remodeling, too. They’re exciting projects. It’s because the Fed is keeping interest rates really low.”
- Form follows function. It’s all about the backyard view in mountain country. “Views are very important to people here,” McLain observes. “I like to pitch cable rail because it doesn’t obstruct the view. If that’s something that interests them, great. From there I recommend the best product available. I don’t want callbacks.”
Learn more about deck design including a free online visualization tool for building the perfect deck: https://www.feeneyinc.com/VisualBuilder.
