How does Trex see the growth of backyard living, and how is it positioning itself in the market?
“Backyard living” is an ever-evolving concept. This idea, for many, was sent into hyperdrive during the pandemic and has been gaining steam each year. What does this mean for Trex? The answer is simple: opportunity. As a leading global outdoor living brand, Trex has worked to position ourselves as a one-stop shop. Complementing our industry-leading composite decking selection, we’ve expanded our railing portfolio to offer products in every category, at every price point. We have also expanded our fastener offerings to round out each and every decking project need. Once a decking project is finished, Trex offers all the options to make a space “yours.”
Many LBM experts are concerned about potentially rising interest rates. With that in mind, what do you see as the greatest potential opportunity in the decking segment for LBM dealers?
Record low interest rates are a thing of the past, and as history has proven, not sustainable. Over the last 12 months, consumers have started to experience some stabilization in the markets and with associated rates. These results do tend to change buyer behaviors. One common theme is people remaining in their homes for longer periods of time. As homeowners make the decision to “stay put” they also begin looking for ways to improve their homes. For the decking segment, this drives R&R (repair and remodel) activity (versus new construction) and continues to produce decking projects and material needs for the channel. The greatest opportunity for the channel is to capitalize on decking projects that revamp and revitalize homes. Offering new decking and railing products with industry leading aesthetics and benefits will help entice homeowners and close opportunities.
The flipside of that question: what’s the biggest challenge?
Higher interest rates and project costs can also slow building project growth. The challenge here is keeping a strong project pipeline in an aggressive and competitive market. The key to success is differentiation in your offering. Trex is actively working in each step of the market to help our associated teams stand out from the competition. We have developed programs for contractors and channel partners to go “all-in” with Trex, offering extended warranties and benefits with these actions.
Sustainability is no longer a “nice to have” but rather a growing requirement. How is the decking industry meeting the needs of a sustainable structure?
Sustainability is engrained in the Trex culture. Our decking products are made of 95% recycled materials, keeping post-consumer plastics and wood scrap out of landfills and waterways. Similarly, Trex composite railing touts a 40% recycled content claim, further reinforcing our sustainability efforts. We are committed to checking all boxes related to environmental policy and sustainability.
In a world where builders are constantly dealing with diminished workforces, how can today’s decking products help builders work smarter or faster?
Every Trex product development over the last three+ years has been done with this in mind. How do we educate the distribution and dealer network, eliminate unwarranted product complexity, and get contractors on and off the job in record time? Trex has gone to great lengths to address these concerns, including:
- Reviewing and revitalizing decking install practices to make these as simple as possible.
- Launching a “for Trex by Trex” line of fasteners engineered to perform better than any competitors in the market.
- Re-imagining cable railing and frameless glass with our minimalistic SKU-efficient approach and improved tensioning system available in our Trex Signature X-Series Railing.
- Offering panelized railing systems and posts with pre-mounted brackets, proven to save over 50% in installation time.
- Developing and launching a revamped Trex Select Classic and Select T-Rail railing option with a simply configured All-In-One Post Sleeve Kit, meeting vinyl railing price points with the installation ease and product benefits of our structural composite.
These, along with many more products to come, will continue to focus on the needs of customers in each step of our network.
