Emphasising the need for close cooperation throughout the supply chain, Lee Heitzman, Trex Regional Sales Manager at Arbor Forest Products, argues that adapting to the rising demand for eco-friendly decking is good business for merchants.
Recent years have seen the demand for decking amongst homeowners continue to soar, with more and more people choosing to adapt their homes to suit their changing needs rather than move house. Not only does installing a deck help homeowners create an area which allows them to extend their living space and make the most of their garden, but research from the Homeowners’ Alliance shows that it can add thousands onto the value of a home.
With this in mind, it’s no surprise that an increasing number of people are seeing decking as a worthwhile investment, contributing to its growing popularity. And as the demand for decking continues to rise, it’s important for merchants to not only keep up with this demand, but to adapt to changing priorities and requirements within the market.
Eco-driven consumers
With climate change continuing to dominate headlines in 2020, people are becoming increasingly aware of the impact of their choices on the planet — which extends to decking. While a growing number of homeowners are installing decks, it’s important to note the increased demand for eco-friendly decking.
Composite decking brands such as Trex offer a solution to this demand thanks to the use of up to 95% recycled materials. This type of decking won’t rot or split and many leading brands offer a guarantee of up to 25 years, making it an ideal solution for people who want to have a deck installed — but in a way that’s as environmentally-friendly as possible.
Experienced installers
As the demand for eco-friendly decking grows, so does the need for expert composite decking installers — meaning they must make themselves stand out from the crowd.
One way composite decking installers can set themselves apart is through joining the TrexPRO scheme. Launched by Trex in 2018 and actively supported by Arbor Forest Products, the scheme recognises and advocates quality installers through providing a package of support designed to help to grow their business.
At Arbor Forest Products, we identify potential TrexPROs and once the installer, who could be a landscaper, carpenter or builder, has had their deck assessed by a company representative and has subsequently joined the scheme, they will receive a company profile on the Trex website. The profile — which receives over 70,000 visitors each year — includes project images, customer reviews and contact details to direct customers straight to them.
Members of the scheme will also receive Trex marketing materials to use to inform customers on the products available. This combination of benefits drives more customers towards TrexPRO installers, and as a result many are seeing their books fill up quicker than ever — including outside of the traditional decking season during the warmer months.
Reliance on merchants
Of course, as dedicated installers become more in demand they rely more heavily on their local merchant to stock the products they need, when they need them — regardless of the time of year.
Merchants who can work closely with installers and meet their demands for composite decking throughout the year will in return receive repeat business.
Providing enhanced support to back-up this relationship between merchant and installer, Arbor Forest Products offers a ‘Warehouse on Wheels’ service which allows us to deliver multiple-product orders in the exact quantities required.
Moreover, while the TrexPROs get access to training, help and support — including dedicated events hosted by a Trex representative and ‘how to’ resources such as brochures and videos on installation — they still rely on the product knowledge of the team at their local merchant.
This is why Arbor Forest Products invests heavily in training for all elements of the supply chain — reflecting an understanding of the value of shared knowledge between merchants and installers. We offer training for Trex stockists, which includes features and benefits of the products, the best practice for installation and a practical demonstration, meaning that staff at merchant stockists are well prepared for guiding composite decking installers.
With the popularity of composite decking showing no signs of slowing down, it’s important that merchants are able to adapt to this demand. And with the TrexPROs busier than ever, merchants which prove themselves to be reliable stockists and willing and able to share their product knowledge will in turn see a boost in business.
For more information on Arbor Forest Products and the TrexPRO scheme, visit https://www.arbordeck.co.uk/trexpro/
