Blue Max Materials opened a new outdoor living design center in Charlotte, N.C., at the end of 2012 to showcase the possibilities of residential hardscapes for contractors and homeowners alike. The space draws customers to a central location to view a variety of hardscaping options in a natural, inviting setting.

Area contractors constructed each vignette to showcase the various options in outdoor living spaces. Local installers include Belgard Authorized Contractor (BAC) Greenview Landscape, BAC Island Creek Landscape, BAC TG&R Landscape Group, BAC Overstream Landscaping, BAC Legacy Landscaping, Inc., Peaceful Ponds, The Stone Man, and Outdoor Living Design Company, Inc.

Outdoor design centers are increasingly popular at landscape and hardscape material suppliers across the country, making their mark as a go-to source for contractors and homeowners alike. But what is an outdoor design center, and how can contractors use this growing trend to increase business?

What Are Outdoor Design Centers?
An outdoor design center is a space within a hardscape materials supplier or retailer that showcases how landscape and hardscape products can be used to create a variety of outdoor living settings.

"Design centers are the perfect way to showcase how different outdoor living elements can flow together to create a beautiful, customizable space," said Ken O'Neill, vice president of marketing for Belgard® Hardscapes.

A Center That Works
In the fourth quarter of 2012, Blue Max Materials in Charlotte, N.C., celebrated the opening of its new Outdoor Living Design Center. The design center is an inspiration hub and one-stop-shop for both contractors and homeowners.

"We've been receiving a lot of positive feedback on the Outdoor Living Design Center," Blue Max owner Mike Bishop said. "We've been able to provide a source of inspiration, a source for materials, and a referral source for the great companies who created the vignettes."

Contractors love the new design center because they can bring their clients with them to help pinpoint what the homeowner is looking for and then source the materials at the same place. Bishop says they see two or three contractors a day bringing in clients.

The design center currently features eight separate backyard vignettes, which will increase to 11 by the end of 2013. Blue Max estimates that the space currently features 4,500 square feet and 1,300 square feet of Belgard pavers and wall block, respectively, with more to be added across the two-acre site.

The design center hosts at least two or three contractors and potential clients daily for walk-throughs and discussions on potential hardscape projects. Outdoor furniture, fire and water features, outdoor kitchen equipment and plantings are all available for hands-on demonstrations, and project materials can be ordered on site.

Design centers are a useful tool for inspiring clients and highlighting a contractor's work. Networking with a vendor-based showcase like the Blue Max center can provide more business opportunities for hardscapers and serves as an implicit reference for their quality of work.

''Our goal was to create a welcoming environment where our customers, could leisurely walk the displays,'' said Barb Luzum, marketing director at Blue Max. ''The center was designed to feel like someone's backyard. When homeowners walk through the space we want them to daydream about the possibilities for their own backyard.''

With an expected end date of winter 2013 for the full installation, Luzum guesses that the project will have taken a total of 28 months to complete – an investment that has already begun to pay dividends for local installers.

Building Business with Outdoor Design Centers
Design centers like the one at Blue Max are a great way for contractors to help their clients envision what their outdoor space can become. Photos can only tell so much of the story, and when a homeowner can actually sit in front of a fireplace and enjoy an outdoor space in real time, they are more likely to act on their own outdoor living needs and move forward with a trusted contractor.

For small business owners who don't necessarily have an office or headquarters, design centers can provide a physical location for contractors to take clients to view the latest offerings, as well as potential layout or upgrade options.

A little networking can go a long way in creating new business. Inquire with landscape and hardscape material suppliers in your area to see if they are interested in adding an outdoor design center or expanding on an existing center. Proactively taking advantage of this growing trend can lead to more exposure for your company and higher referral rates.

Design centers are useful for inspiring clients, and can also be a way to showcase your own work. Homeowners who visit the space are able to see real work from contractors and determine if that contractor is right for their own project. Contractors featured in outdoor design centers are implicitly recommended by the materials supplier as a trusted source for quality work.

Referral business is crucial to contractors, and showcasing work within an outdoor design center is the perfect way to connect to homeowners actively looking for hardscaping services.

Find a Belgard Design Center near you at belgard.biz/design-centers.htm.