When it comes to today’s deck building environment, knowing the market’s growing trends and having available inventory to meet them is only part of the equation in making the decking sale. While decks have been a consistently growing part of the American backyard landscape for decades, the larger trend of outdoor living has been on the rise for some time—especially since the advent of COVID-19—and all indications point to that trend continuing in this post-pandemic world.
In its recent “Outdoor Living Structures Market Trends” report, Grand View Research reported that the global outdoor living structures market size was estimated at $2.32 billion in 2024 and is expected to grow at a compound annual growth rate (CAGR) of 6.2% from 2025 to 2030. According to its findings, people have realized, post-pandemic, the importance of open spaces and a healthy lifestyle, hence becoming a driving factor for the market’s growth of outdoor living structures.
Since COVID-19, increasing health consciousness and mental well-being have led a larger part of the population to prefer outdoor activities such as physical exercises and meditation in outdoor spaces. Plus, with the rise in remote work, people prefer comfortable outdoor working spaces with a fresh atmosphere and natural light. In addition, social media is a major factor in the popularity of beautiful outdoor spaces, encouraging homeowners to enhance their houses.
For the LBM dealer, being able to translate those outdoor living trends into sales is where the proverbial rubber meets the road, and who better to share insights on how to close those sales than the deck building pros themselves. We interviewed some of the top deck experts from across the country to bring you these top 10 tips on how to better sell the deck project.
1. Be the Expert
In today’s complex outdoor living world, it’s no longer enough to just have staff that can sell decking boards. Rather, they need to be fluent in all things outdoor living. From biophilic design that focuses on making connections with the outdoor world to outdoor room or kitchen creation, it’s important to have someone on staff who can address those nuances.
“By having a dealer’s staff up to date on decking products, they can best serve the contractors and homeowners who walk through their door,” Bill Lecorchick, regional product specialist for outdoor living for BlueLinx. “I’ve noticed that dealers who have at least one outdoor living- minded salesperson, have much higher sales in this arena. As with any category, the more answers you can provide, the more indispensable you become to your customers. By being able to guide your customer to the product that will best serve their needs, you will see that they return more often and purchase more products through you.”
2. Offer Design Services
Being able to offer 3D drawings and take-off services would enhance the customer experience and drive repeat business, deck building experts suggest. Many off-the-shelf solutions from a variety of sources already exist that LBM dealers can take advantage of.
For example, TimberTech offers a 3D Deck Designer as does Deckorators, and Trex offers a variety of tools including a Deck Designer, a Decking Comparison tool, and an Augmented Reality (AR) Visualizer that allows you to virtually “build” a deck in your backyard space. Fortress Building Products offers its FortressView visualizer that enables end users to envision framing and railing in a 3D setting, and Simpson Strong-Tie has its Deck Planner, Fence Planner, and Pergola Planner software.
As well, Seljax offers estimating and 3D design software including 3D House, 3D Deck, 3D Stud Frame and more, while Feeney has its 360-degree Visualizer for interior and exterior projects.
“LBM dealers could provide more access to design tools, like interactive online design software, that let customers build and visualize their deck ideas before committing to materials,” suggests Mike Miller, director of outdoor living products for Talbert Building Supply. “Offering detailed, easy-to-understand guides or training sessions for homeowners and builders on the latest deck building techniques would also be very valuable. Product samples (not just brochures or catalogs) allow builders and homeowners to physically interact with materials, ensuring they feel confident in their selections.”
3. Present Package Deals
It’s not enough to simply offer decking materials, builders say. A deck has become so much more than a patio replacement. From lighting and outdoor kitchens to fire features, the successful LBM dealer needs to be able to put together a cohesive package of elements that create a comfortable and personal outdoor living space so that builders can present those packages to their customers.
“We’ve been offering more of a package deal in recent years,” says Sean Collinsgru, owner of Premier Outdoor Living and a Deckorators Certified Elite Pro. “Combining all of the decking elements needed for a successful project within a feasible timeline helps our team stay connected to the holistic goals of the project and gives the homeowner a clearer picture on pricing, timeline, and the overall look.”
Daniel Stendeback, president of Valer Builders, also recommends offering bundled packages for typical deck projects. “The packages would include all materials, hardware, etc. and could have upgrade options. This would simplify procurement, reduce the chance for errors in ordering, and provides transparency for both client and contractor.”
“As we are seeing it now, the concept of outdoor rooms will continue to grow, with decks and patio areas being designed as an extension of indoor living spaces,” he adds. “This might involve integrating retractable doors and walls, outdoor kitchens and appliances, fireplaces, audio-visual, lighting, storage, or small spa and sauna areas, making a deck or outdoor space multi-functional areas for entertainment and relaxation.”
4. Provide Education
One of the best methods to cement the deck sale is by providing education, both for the contractor and for the homeowner. For the contractor, LBM dealers can arrange learning opportunities through manufacturers, many of which offer educational courses either at the LBM dealer, on the jobsite, or at the manufacturer’s facility.
Don’t forget the homeowner, deck building pros encourage. Today’s consumer is more keyed in to product knowledge, and they want to know that what they are purchasing is the best option for their project. Likewise, contractors want to know that the product they’re recommending to the homeowner will perform as promised and not lead to callbacks.
“Something that has been a big shift post COVID-19 is the time we build in for the educational process,” says Premier Outdoor Living’s Collinsgru. “Homeowners want to feel and touch the product more than ever. This means we must ensure we have our Deckorators samples always on hand and can leave those samples with the client to help inspire how their full deck project will come together. I like having these tools for our homeowner because it starts that dream process when they can touch and feel the product.”
5. Focus on Visibility
During the busy deck building season, being able to instantly know inventory levels and availability of materials at your local LBM dealer would be a real value say deck building experts. “A customer relationship management tool that gives access to inventory and availability of materials would be a real benefit,” says Valer Builders’ Stendeback. “This would improve inventory tracking and notification systems for stock levels, especially for popular or seasonal items. This ensures we have materials when needed, reducing delays and the need for multiple store visits or last-minute substitutions.”
6. Think Long Term
Today’s decking materials are in it for the long haul, and we’re not just talking about the deck boards. With deck board lifespans now in the decades, it’s important for LBM dealers to offer deck framing options that are equal in longevity, deck builders point out.
As Talbert Building Supply’s Miller explains, “As consumers spend more on decking and handrail products that have extended warranties, and life spans of 50-plus years, it doesn’t make sense to build the sub-
structures with limited life spans of less than 10-15 years. People are wanting their ‘forever deck’ that requires minimal maintenance and will never need to be replaced. Currently alternative materials are offered in the forms of PWT Treated LVL, Owens Corning composite framing lumber, and aluminum or steel framing. These products should become more widely utilized as they become more accessible through greater distribution and costs come down.”
BlueLinx’s Lecorchick agrees. “The lifespan of a composite deck is 50-plus years, and the framing should last just as long. With a decline in the life span of pressure treated lumber, I think alternative framing solutions will become more popular.”
7. Project Planning is Key
Having a deck built is an exciting endeavor, and both contractor and homeowner can be over-anxious to get started. In that eagerness, however, details can get missed, and it’s often up to the LBM dealer to serve as the project manager. It’s an extra level of confidence for the deck contractor when they know their LBM dealer has their back and is watching for those details. And for the homeowner, that level of attention to detail can ensure the deck project doesn’t turn into a disaster.
“While many homeowners are eager to get started, there’s often a lack of professional resources available for detailed project planning,” Talbert Building Supply’s Miller points out. “Without guidance on things like ideal material selection, structural integrity, and proper installation methods, consumers may end up with a deck that’s not suited to their needs, environment, or it may not even uphold the manufacturer warranties. Proper planning is essential for achieving a deck that will stand the test of time. Often overlooked elements—like adding joist or beam tape to protect wood framing—should be standard practices in deck construction, not optional upgrades.
Additionally, many homeowners don’t realize how much custom features can elevate their outdoor space, so they’re missing out on opportunities to create a truly unique, functional design. For example, deck and landscape lighting should be integrated with most outdoor living projects. Lighting makes the space more inviting and aesthetically pleasing, can highlight certain features, and provides a safer environment by illuminating level changes and stairs. It also extends the time your outdoor living space can be used.”
Miller goes on to recommend LBM dealers adopt a practice of clear, organized communication right from the start. “LBM dealers should make it easy for customers to get everything they need for a deck project in one place—materials, tools, and advice,” he says. “Offering a project checklist that includes steps for planning, budgeting, and construction would help clients stay on track. Demonstrate to your customers that you’re committed to being a true partner in their business, with a genuine dedication to their success.”
8. Be More Than an Order Taker
For the LBM dealer, it can become easy to slip into the role of a mere order taker. In today’s world, however, the pro customer and the homeowner alike require a more consultative approach, and the most successful LBM dealers will be the ones who can help guide their customers through the purchase process based on customer needs—not just on closing the order.
“A big pain point is the inconsistency in material quality across different brands,” says Miller. “Many builders struggle to find reliable suppliers that offer high-quality, consistent products. Additionally, price fluctuations on decking materials—especially lumber—can make it difficult to quote projects accurately, leading to margin pressures for builders. Homeowners also often feel overwhelmed by the sheer number of product options available, making it harder for them to make informed decisions. I think dealers should be more than order takers and get more involved in the selection process by recommending products that would be the best fit for their customers. Dealers need to keep up with changes in the industry and the latest innovative products and construction techniques. Decks are no longer a transition from the home to the yard or just a place to throw the grill on; they are high-end extensions of the homes’ living space with specific designs and functions.”
9. Be Transparent with Price
Nothing can sour or derail a deck project more quickly than discovering extra hidden costs. Considering the state of tariffs and continuing economic unease across the building and remodeling sectors, it’s more important than ever, experts stress, that LBM dealers be as transparent as possible when it comes to pricing on all aspects of the deck package.
“Our clients are more conscious about the cost of the overall project, especially compared to the last couple of years,” says Premier Outdoor Living’s Collinsgru. “With demand during COVID, clients knew they had to decide quickly, or they might get pushed back another three or six months on our schedule. Now that things have returned to a normal demand level, clients are taking their time a lot more. They are trying to understand all the project costs, and they’re more concerned about the overall budget. Our projects aren’t necessarily getting smaller, but people go into the process with a bit more hesitation. But once they get into the process and start to understand the cost and get a full picture, they’re not scaling back, but it’s taking them a little bit longer to get to that point where they’re all in. They kind of open up a bit more once they’ve digested that overall budget that they’re going to be investing into the project.”
10. Focus on What’s Best for the Customer
Rather than making the immediate sale, deck building experts recommend LBM dealers take the time to truly get to know their customers’ needs when making product recommendations. All too often, the purchase decision is driven by proliferation of internet ads, Google searches, or television placement, and rather than take all of that at face value and simply sell the product asked for, LBM dealers should spend time determining what is actually best for their customer.
“The customers are not being educated by installers, as installers are not really experts in products,” explains Adam Rought, CEO of Green Shield Deck Builders. “What happens is lumberyards push the one brand they carry regardless of value for customers. The boards are large and expensive to store and easily damaged. Customers get 100 different options when Googling, all claiming to be the best thing since sliced bread, and they eventually come to the conclusion they want ‘X’ brand and builders will just try and fulfill that request. Can you imagine if a doctor just gave a patient what they asked for? Or imagine the doctor just gives a patient what the supplier tells them? The deck builder needs to focus on the customer and give them what is in the best interest of the consumer.”
