NEARLY a decade ago, hidden deck fasteners began emerging as a valid alternative to traditional deck nails and screws. Homeowners started realizing they could extend the life of their decks while enjoying a pristine, safer, nail-free surface. Builders saw that the installation process with hidden deck fasteners was becoming easier, faster and more cost-effective, and enabled them to garner greater profits.

The struggle facing many LBM dealers and distributors today is that there are many choices of hidden deck fasteners on the market, for every type of decking material. How do you know what to stock and sell? How do you know what type and brand will meet the needs of your diverse customer base? Once sold, which manufacturer is going to provide extended customer service and education?

Here are some tips for selecting a hidden deck fastener line that will increase your sales and make your builders more successful.

First, identify a manufacturer that has fastener systems for all of the most popular types of decking-pressure treated, composite, exotic hardwoods, cellular PVC, and pre-grooved boards. 

Hold-down strength is one of the most important factors you'll need to consider when selecting a hidden deck fastener. Hold-down strength keeps boards from cupping, squeaking or moving. Pressure treated lumber in particular tends to move after drying in the sun, so you will need something with a lot of hold-down power.  

Ease-of-installation will be extremely important to your customers. Look for a fastener with a simple "topside" installation. With many fasteners, builders have to be contortionists in order to install them, and often run a greater risk of injury. 

One hidden cost to consider is the requirement for your customers to purchase special tools in order to install the fasteners. Some require a biscuit cutter, router or special hammer. Others may include an installation tool with every box or bucket of fasteners. Look for fastening systems that provide everything the builders need. Your customers will appreciate it.

Finally, be proactive and consider linear expansion for composite decking materials. When using composites, the length of the boards can grow up to 3/8". Screws don't have any give, thus run the possibility of being sheared. Look for fasteners with a slotted hole that allows for expansion and contraction. Look for a design that allows the board to move.

While there is no "one-size-fits-all" hidden fastener, you can find one manufacturer that offers a full line of deck fasteners to meet the exact requirements of the decking materials, densities and board sizes. Your success depends on your ability to match the fasteners to the application.

Look for a manufacturer that offers training and regular product updates. Look for one that has support services, ideally seven days a week, for you and your customer. And find a company that provides you with sales and marketing materials that make the fastener line jump out to customers. If they don't know about it, they won't buy it. 

Builders know that with money getting tighter, homeowners are getting harder to please-and rightly so. They don't want to mar a brand new deck with nails and screws that cause splitting, splintering, cupping and rotting. With each pounding of the nail, a new deck can instantly turn into an ugly deck. Money spent on beautiful wood or higher-priced composite decking is wasted because of the immediate and unavoidable damage to the surface boards.

Providing a line of high-quality, easy-to-use, and affordable hidden deck fasteners can make a difference in your bottom line and in your customers' satisfaction.

- Don Martel is co-inventor of Tiger Claw. He can be reached at (800) 928-4437 or tigerclaw@deckfastener.com.