Hearth & Home Magazine – 2019 April Issue

THE VOICE OF THE HEARTH, BARBECUE AND PATIO INDUSTRIES

APRIL 2019 ®

timeless lifestyle furniture

VANCOUVER • ATLANTA • DALLAS • LAS VEGAS • CHICAGO residential | contract | hospitality

ratana.com 1 866 919 1881

TUESDAY | SEPTEMBER 10 TO FRIDAY | SEPTEMBER 13

2019

SEE THE WORLD OF OUTDOOR FURNISHINGS theMART, Chicago

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#casualmarket Zuo Modern

| CONTENTS | FEATURES Tears, and Ovations 1 0 Smiles,

The Vesta Awards Program turns 19 amid displays of pleasure and emotions.

Dallas Expo a Solid Venue 30 The vast majority of exhibitors and attendees went home with a smile, very glad they were there.

Excitement at the Expo 36

The barbecue industry struts its stuff in Dallas,

10

as manufacturers display their new.

Different Approach 4 6 AFireplace

Warehouse finds success by taking its key product line (hearth) into many other channels.

5 2 Sell The Romance!

Live-fire cooking – meaning grilling over solid fuel,

preferably wood – is the hottest trend in the barbecue industry. When you see a parade, get in front of it.

5 8 The Evolution of Retail Your customers want to understand who you are, what

you stand for, how you’re connected to the community – and they also want an experience when they come in.

36

6 4 Embracing Change That’s the secret to Cunningham Gas Products’ long business life.

7 0 Its Time Has Come The market for premium electric grills is heating up; the potential is enormous.

7 4 Workin’ the Two-step Distributing is alive and well, as the giants continue to grow.

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DEPARTMENTS

7

Perspective

80 Industry News

82 Business Climate 86 88

Stock Watch Ad Index

88

Classifieds

90

Parting Shot

89

Who Reads Hearth & Home?

78

JOURNAL A PUBLICATION OF THE HEARTH, PATIO & BARBECUE ASSOCIATION

ON THE WEB News How Was Your Winter?

46

First-Time Homebuyer Watch: 4th Quarter 2018

Recipes Galaxy Outdoor’s Mardi Gras Cajun Chicken Napoleon’s Mediterranean Beet Burgers With Feta & Black Garlic

64

www.hearthandhome.com COVER PHOTO: ©2019 SHELLEY METCALF. BILL BOCKEN ARCHITECTURE AIA INTERIOR DESIGN. BILLBOCKEN.COM

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www.hearthandhome.com | APRIL 2019 | 5 friendly reading experience

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Publisher/Editor Richard Wright wright@villagewest.com Editorial only, send digital images to production@villagewest.com

Advertising Jackie Avignone, Director avignone@villagewest.com Melody Baird, Administrative Assistant baird@villagewest.com

Contributing Writers Lisa Readie Mayer, Tom Lassiter, Bill Sendelback, Paul Stegmeir, Dr. James Houck, Mark Brock, Kathi Caldwell-Hopper

Creative Services

To subscribe, please go to our online subscription form at

www.hearthandhome.com/subscribe Editorial coverage of all three industries is provided in every issue.

CONNECT WITH US

Erica Paquette, Art Director Kristin Gage, Sr. Graphic Designer April Brown, Jr. Graphic Designer Tobi Carter, Jr. Graphic Designer Susan MacLeod, Proofreader production@villagewest.com

Circulation Sheila Kufert circulation@villagewest.com Karen Lange lange@villagewest.com

Office Judy McMahon, Accountant mcmahon@villagewest.com

CopyrightŠ 2019 by Village West Publishing.

All rights reserved. Reproduction in whole or in part without written permission is prohibited. All advertising is subject to approval by the publisher. Please address all correspondence to Hearth & Home, P.O. Box 1288, Laconia, NH 03247, (603) 528-4285, (800) 258-3772, FAX: (603) 524-0643.

Hearth & Home, The Outdoor Room and Vesta Awards are registered trademarks of Village West Publishing. Village West Publishing is not associated with and has no financial interest in, the Hearth, Patio & Barbecue Association.

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Hearth & Home (USPS 575-210/ISSN 02735695), Vol. XL, No. 5 is published monthly

by Village West Publishing, 25 Country Club Road, Ste. 403, Gilford, NH 03249/P.O. Box 1288, Laconia, NH 03247. Subscription price $36 per year; $60 (USD) in Canada; $120 (USD) overseas (first class, airmail only).

Single copy price $15 (includes postage and handling) in U.S. and in Canada. Periodicals postage paid at Laconia, NH and at additional entry office. POSTMASTER: Please send address changes to Village West Publishing, Circulation Department, P.O. Box 1288, Laconia, NH 03247.

| Perspective |

Expo in Retrospect

T

ime flies when you’re at a trade show. Whether you measure the number of products seen, or conversations held, the truth is that you know you should have done more of both – but you ran out of time.

So it was, once again, that we left the HPBExpo a bit frustrated that we were not able to see, great, or chat briefly with more people. It’s pushing it to say that the Expo is a three-day show; saying a two and half-day show is still stretching it a bit.

It will be another year before the opportunity presents itself again.

That’s probably all right; we’re not lobbying for a longer Expo.

However, it’s difficult not to contrast it with the outdoor furniture shows.

First, there’s the Queen (furniture is feminine, you know), which is the Casual Market Chicago, a four-day show held every September. Prior to that, there’s the ICFA Preview Show, also held at the Merchandise Mart, this one in July; it’s a three-day show.

The High Point show is held in both April and October, each one is five days.

The Las Vegas show is about the same, only its five days are in January and another five at the end of July.

Although we’ve run out of fingers, that gives us 27 days of viewing outdoor furniture. Add to that shows in Atlanta, Dallas, the HD Expo, Showtime, a slew of minor shows, and then it’s off to Europe and Maison & Object, over to Milan, Spoga, and arggggggg! Basta! Enough!

Come to think about it, the HPBExpo is just about right in length.

Vesta Awards Program Here are a few words about the Vesta Awards Program, created

by Hearth & Home in 2001 to honor Innovation in Design and/ or Technology. This was the 19th year they have been held; 64 products were entered, but the sad news is that only 20 Hearth products were entered – the rest were products for the outdoors.

The question I have for all of you is the following: Why do you think so few Hearth manufacturers entered the Vesta Awards Program this year? One manufacturer said he found it very difficult to come up with something innovative every year – “There’s just so many times you can tweak a wood, gas, or pellet stove or fireplace,” he said.

Sure, but we have a few hundred manufacturers in the Hearth industry. That’s a lot of potential innovation out there.

My guess? Let’s blame it on the EPA – again.

Throughout 2017-2018, manufacturers spent an incredible amount of time in R&D, trying to meet the upcoming NSPS in 2020. Time is money. They also spent a ton of money with the labs. We’re told it’s about $40,000 per stove to get certified.

Many manufacturers spent over $1 million getting ready for 2020 – and they had no time remaining to develop something Innovative.

Innovative products are what drive industries forward.

Retailers can’t wait for something new – they get excited, they have something to talk about, and the cash registers (or today’s version of them) start ringing.

We would like your views – your guess – why the number of Hearth entries was so low. Send those guesses to wright@villagewest.com.

Next year the Expo is in New Orleans!

Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2019

| 7

ADVERTISMENT

INDUSTRY INSIGHTS: THE REAL VALUE OF FIRE IN a time when many hearth dealers have been experiencing sales declines, especially in the new construction market, research shows builders are doing both themselves and their potential customers a disservice by removing fireplaces from their blueprints.

That’s because the simple fact remains: homeowners desire fire.

Leading North American hearth manufacturer Napoleon commissioned Milwaukee-based research and marketing firm Hoffman York to develop and execute an in-depth study, Hot Spots, to better understand the emotional connections homebuyers have with various areas and amenities within the home, thus proving the true value of fire. David Brown, partner at Hoffman York, explains.

8 | APRIL 2019 | www.napoleonfireplaces.com

Q: Why did Napoleon commission the research?

David Brown: Increasingly, it seems building professionals are getting caught up in evaluating ways to cut costs rather than focusing on what really sparks joy for homebuyers. In designing the study, we theorized that what’s really for sale is the anticipation of more meaningful moments that friends and family enjoy together in the home.

Based on both industry and personal experience, we believed that a vast number of these all-important moments occurred around the fireplace and outdoor living areas. Napoleon knew that if it could provide solid evidence that homebuyers demanded fire features, it could show builders the true value of fire, and ultimately the entire industry would benefit.

Q: Could you explain the research, what you learned, and why was it named Hot Spots?

Brown: The study involved more than 900 homeowners planning either to build a new home or conduct a major remodel. Participants were asked which rooms they considered the most important and which rooms were their favorites. They were also asked to rank the emotions they associated with the different rooms in their home.

The research clearly revealed that some areas of the home, such as the master bedroom and living room, were “hotter” than others when it came to importance and fondness. And, these home “hot spots” became even more appealing with the addition of fire features. When participants were exposed to pictures of rooms with and without certain amenities, such as a fireplace, desire increased 41 percent.

41% Simply showing them inspiring ideas increases purchase intent. After being exposed to pictures of alternative rooms with a fireplace, desire for fireplaces in rooms increased 41%

ROOM DYNAMICS RELAXATION

SOCIAL

FUNCTIONALITY

Room appeal skyrockets when they are designed to accommodate an overlap of relaxation, functionality, and socialization.

Napoleon collaborated with renowned architect Wayne Visbeen, to develop a 62-page design book and online design gallery. The design guide oozes emotional appeal, covering traditional, contemporary, transitional and rustic/ eclectic design and offered ideas on how to create hot spots throughout the home. By simply reviewing the design guide with consumers and contractors, we saw the appeal for more fireplaces significantly increase.

Q: How can hearth dealers use these key insights in their sales and marketing efforts?

% OF RESPONDENTS

100 75 50

Brown: It’s about evolving your sales approach to tap into the power of your customers’ imagination, emotional desire and design. The good news is that the research proved that the desire for fire spikes when people are exposed to great design ideas, especially in areas beyond the living/family rooms. All dealers need to do is get a copy of the Hot Spots research and design guide, review them, and use with their customers.

When customers see the ideas, they buy more fireplaces in more rooms.

Better yet, Napoleon will even work with dealers to set up a training sessions for their sales staff or contractor customers.

Q: What has Napoleon done with the research findings?

Brown: Using the research as a foundation, Napoleon developed the design and education tools to help hearth dealers sell more fireplaces. Rather than focusing on boxes and BTU’s, they have found it much more effective to leverage the power of consumer emotions and great design ideas.

Napoleon is pleased to offer free hard copies of the research study and design guide to interested industry professionals. To receive your complementary package of Hot Spots materials, visit www. http://napoleonfireplaces.com/HotSpots.

www.napoleonfireplaces.com | APRIL 2019 | 9

| 19th Annual Vesta Awards |

Smiles, Tears, and Ovations The Vesta Awards Program turns 19 amid displays of pleasure and emotions.

N

ineteen years ago – in 2001 – the Vesta Awards Program was launched in Salt Lake City.

The goal was to honor those manufacturing companies that, through innovation, move the entire industry forward.

Without innovation, there’s stagnation.

Flash forward to March 15, 2019 in Dallas, and the Vesta Awards program is still going strong. As the day winds to an end, a large crowd gathers outside the Ballroom to enjoy a glass of wine, or a cold beer, all to the music of Queen, and various other singers.

Jack Goldman, president and CEO of the Hearth, Patio & Barbecue Association (HPBA), always opens the program – but not this time. Goldman was sidelined with a bad case of laryngitis, and replaced by Amie Ryan, owner of Ryan Bros. Chimney Sweeping, the outgoing chairperson.

She highlighted key association projects that are underway, such as a drive to increase membership.

That project was first tackled by Ingrid Schroeter of Napoleon; it was then carried forward by Ryan.

Continuation of such efforts is key. Increasing membership should be an important goal of every chairperson who comes on board. So it is with Joe Burns, president of Bernard Dalsin and newly-installed chairman of the HPBA.

10 | APRIL 2019 | www.hearthandhome.com

In addition to membership, Burns wants to tackle the problem of losing retail stores. He indicated that a network of brokers should be set up to help retailers who want to sell their store. That will be his main goal during his term.

Following Burns, Stan Hays of Operation BBQ Relief (OBR) described the growth of the organization, and the many deployments they fielded in 2018. It’s remarkable that OBR has already served over 3 million meals, and remarkable that it already has over 6,000 volunteers signed up and ready to help in their areas.

During his presentation, Hays received not one, but two, standing ovations. Stan Hays is a very unique individual.

Vesta Awards for Innovation in Design and/or Technology

This year, the Vesta Awards had 64 product entries, 44 were in the Hearth Products category and 20 in the Hearth category. The 10 judges who decided on winners and finalists had complete control of the process. It was their decision whether to designate a Winner, or one Finalist, or two, or none at all. No employee of Village West Publishing (Hearth & Home) has a say in the selections.

The following descriptions of products are the words of the manufacturers.

PHOTOS: ©2019 MELISSA SPURRIER. DTX MEDIA. WWW.DTXMEDIA.COM.

The 19th Annual

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| 19th Annual Vesta Awards |

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www.hearthandhome.com | APRIL 2019 | 13

BEST-IN-SHOW

| 19th Annual Vesta Awards – Best-in-Show |

Best-in-Show Outdoor Room Products Solaira Radiant Systems Solaira Ziro Disc Radiant Heater

T

urn up the heat using the latest patented technology with the sleek Solaira Ziro Disk NO-LIGHT radiant heater.

With its sleek profile and clean lines, this heater has been designed with the architect in mind.

This ceiling-suspended heating Disc is both a radiant and convective heater; it was designed and UL tested to provide safe and comfortable heating in enclosed and semi-enclosed areas in moderate climates. The disc delivers no-glow radiant technology, primarily heating objects and people while increasing ambient air temperatures in a given space.

Suspended from the ceiling or cantilevered off the wall, it provides optimal warmth where you need it – for indoor or outdoor use. High efficiency radiant heating is generally associated with some visible light; achieving comfort with no visible light has been a technical gap, until now. While some radiant efficiency is reduced, the radiant performance of Solaira Ziro is still exceptional. The product’s shape and design provide an efficient transfer of radiant heat to the subject area.

Joe Ponzo.

• Patented high emissivity disc utilizes ridged surface area to maximize radiant heat transfer.

• Disc shape creates a uniform heat pattern for targeted area.

• Solaira Ziro Disc focuses on function and design unlike traditional linear heater shapes.

• UL approved for both outdoor and indoor applications.

• Controllable through Solaira Integrated systems including (Lutron, Control4, Crestron, and others).

Call (866) 321-8373 or visit www.solairaheaters.com

Outdoor Room Equipment

Solaira Radiant Systems Solaira Ziro Disc Radiant Heater (Category Winner)

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Daniel J. Melcon Award

Best-in-Show Hearth Products Jøtul North America F 500 V3

J

øtul’s best-selling large wood stove, the Jøtul F 500 V3, is now EPA 2020 compliant. Able to heat up to 2,300 sq. ft., burn for nine hours, and with an emission rate of 0.5 g/hr, the Jøtul F 500 V3 is the perfect whole-house heater. Utilizing patent-pending Fusion Technology, Jøtul was able to combine the best aspects of traditional, noncatalytic, secondary combustion, baffle technology, and catalytic technology to create a clean-burning wood stove that operates without the need for a bypass. The F 500 V3 remains passively engaged in clean-burn mode 100% of the time.

Characteristics: User friendly. No clumsy mechanisms to operate.

Closer clearances to combustibles than hybrids because there is no open bypass mode.

Not draft-sensitive like typical catalytic systems.

The large, free-flow catalyst resists ash and soot

L to R: Shane Spencer and Bret Watson.

accumulation; it is effectively self-cleaning of fly ash.

The ultra-high, temperature-tolerant metal alloy catalyst is rated for 2,500 F; it won’t crack or crumble like ceramic.

The catalyst begins to clean up the emissions almost immediately as there is no way to bypass the catalyst.

The EPA weighted-average particulate emissions rate is 0.5 g/hr.

All emissions points < 1.0 g/hr.

A high efficiency of 83.2% HHV at low-burn rate.

EPA’s interest in air-shed emissions spikes now requires first-hour emissions monitoring for Step 2 compliance. Jøtul’s Fusion Technology provides the industry’s lowest first-hour emissions profile.

Call (207) 797-5912 or visit www.jotul.com/us

Wood Products Jøtul North America F 500 V3 (Category Winner)

www.hearthandhome.com | APRIL 2019 | 15

OUTDOOR ROOM PRODUCTS

| 19th Annual Vesta Awards |

Charcoal, Wood Barbecues & Smokers Lavaca CasusGrill

L to R: Carsten Brogger, Susane Brogger, Brendan Sipple, and Maher Hakim.

T

he bio-degradable CasusGrill sets up in minutes and lights quickly, without requiring lighter fluid. Plus, it cooks evenly for over 60 minutes at an even 600 degrees (Fahrenheit).

The CasusGrill is the world’s only portable, instant, biodegradable grill.

It’s constructed from four simple, 100% natural components.

• A cardboard frame provides a foldable, yet sturdy, base material.

• The 100% bamboo grill-grates guarantee that you’ll always start with a clean, fresh cooking surface every time you grill. No more greasy, grimy, and unsanitary metal grills.

• A lava stone thermal bed acts as a lightweight insulation material that directs the heat upward, producing a hot, even, cooking surface.

• The 100% bamboo briquettes light easily and provide high, uniform heat for over an hour.

Call (307) 200-7387 or visit www.casusgrillusa.com

Barbecues, Other Fuels Coyote Outdoor Living Coyote Pellet Grill

Jim Ginocchi.

C

oyote Outdoor has created a highly-stylized wood pellet grill with great versatility and superb value.

Grill, smoke, bake, or barbecue on our outdoor appliance that cooks as evenly as your indoor oven. Consumers will enjoy the Green, easy to load gravity pellet system, as well as the digital control system for a perfect cook every time. This is truly the first premium pellet grill available with such features at such a great value. Available as a built-in or on a cart.

Call (855) 520-1559 or visit www.coyoteoutdoor.com

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M ODE R N | OUT DOOR | L I V I N G Apricityâ&#x20AC;&#x2122;s bold, exciting, elegant collections give retailers the latest trending designs in outdoor entertaining. The Apricity brand delivers the highest quality and elevated looks to the industry. Prepare to take your product mix to the next level.

O U T D O O R

apricityoutdoor.com |

OUTDOOR ROOM PRODUCTS

| 19th Annual Vesta Awards |

L to R: Max Lavoie and Pierre Luc Darveau

Barbecue Accessories House of BBQ Experts All-in-1 BBQ

T

he All-in-1 BBQ is the ultimate accessory because it lets you turn any fire into an incredible cooking system.

Turn a camping fire or a kettle barbecue into a wood-fire pizza oven, a smoker, a cold smoker, a tandoor, a Santa Maria grill, an Asado, a churrasco and, of course, a rotisserie option.

The All-in-1 BBQ is available in two sizes – 22 and 26 inches.

It’s made out of 304 Stainless Steel in Quebec, Canada.

It is made split in three parts so it’s adjustable to fit any 22- or 26-inch Kettle BBQ. It can be used with any fuel; most every Kettle is used with charcoal/wood, but there are some fueled by gas or pellets; the All-in-1 will fit them without a problem. Only one finish is offered. Since the Allin-1 has been designed to cook perfectly, it’s been kept pure by offering an uncoated and rustproof product. The All-in-1 BBQ offers a way to cook everything you want on only one barbecue.

Call (418) 559-2183 or visit www.all-in-1.world

L to R: Greg Muir, Andrew Brown, Lindsay Keegans, and Aly Kuranowicz.

Gas Barbecues Ooni Pizza Ovens Ooni Koda

O

oni launched the first-ever portable wood-fired pizza oven in 2012, and has since continued to define this new cooking equipment category with the release of further, ambitious pizzaoven models. Ooni Koda, an innovative, gas-powered pizza oven, is the latest release from the award-winning brand. Ooni Koda brings authentic, flame-cooked flavor to an even broader group of pizza lovers – all at the flick of a switch.

18 | APRIL 2019 | www.hearthandhome.com

Key features: Compact: Small enough for fitting into any outdoor space, with no extra attachments to think about.

Easy: No assembly, built-in gas ignition, and adjustable heat-control dial.

Fast: Heats to 932°F (500°C) within minutes; cooks pizza in just 60 seconds.

Commercial grade, cold-rolled carbon steel shell with high-temperature resistant, powder-coated finish.

Call 011 44 131 677 8780 or visit www.ooni.com

OUTDOOR ROOM PRODUCTS HEARTH PRODUCTS

| 19th Annual Vesta Awards |

Outdoor Room Furnishings NatureKast Weatherproof Cabinetry The Ultimate Outdoor Game Cabinet

T

ired of seeing the kids on their tech devices all the time?

Put this cabinet outside and score a bulls-eye with your family and friends. Make your backyard THE place to hang out. At just over eight-ft. tall, this cabinet is full of fun and games. Enjoy darts, the addictive Mölkky, bone-crushing Kubb and Kan Jam, all aesthetically integrated so that each game is ready for hours of outdoor fun. Game on!

Call (844) 880-6314 or visit www.naturekast.com

Outdoor Hearth Products No Winner

Tony Solecki receiving an award.

Hearth Accessories Caframo Limited Ecofan

C

ombination of form and function. The 8200 Series of Ecofans uses thermoelectric technology to convert a temperature difference into electricity. The base of the unit collects heat from the wood stove, and the top, or heat sink, pulls cool air across the fins, thus creating a temperature differential.

The 8200 series offers a patent-pending design developed to increase performance over traditional

20 | APRIL 2019 | www.hearthandhome.com

Ecofans. We have disconnected the vertical fins in the heat sink from the top horizontal curve, and reduced their overall length. The impact of this change is that the heat that is transferred to the horizontal, curved arch is not conducted to the vertical fins, as they are not thermally connected.

The vertical fin temperature is reduced, which results in a higher temperature gradient from the base of the top heat sink and the top of the vertical fins.

The higher temperature gradient improves the overall efficiency of the heat sink, resulting in what we are projecting to be the highest-performing Ecofan on the market.

Call (519) 534-1080 or visit www.ecofan.com

A full range of products available for the 2019 heating season EPA

2020

rEAdy

Te ste d w it h cor d wood

e n e r zo ne - int l .com

PRODUct shOwn:â&#x20AC;&#x2030;Harmony 2.3

Non-catalytic

WOOD STOVES

Harmony 2.3 Solution 1.7 Solution 2.3 Solution 3.5

Some products are pending certification.

WOOD INSERTS

Solution 1.7-I Solution 2.3-I Destination 2.3-I Destination 2.7-I

WOOD FIREPLACE

Solution 2.5ZC II PELLET STOVE

Cambridge II

HEARTH PRODUCTS

| 19th Annual Vesta Awards |

L to R: Jacob Wiltshire and Chris Schroeter.

Electric Products Napoleon Clearion Elite Electric Fireplace

I

ntroducing a first to the industry, a 100% see-through electric fireplace equipped with switchable privacy glass. With the push of a button, this privacy glass turns from a once-transparent state to an opaque state, which does not allow visible light to pass through. This patentpending technology is an innovation to the hearth industry because it incorporates an advancement of polymer-

dispersed liquid crystals to be used as a medium for visual light to be blocked or passed-through a once opaque fireplace.

There are tiny liquid crystals embedded in the polymer solution that are randomly arranged. When light hits the crystals, it scatters and cannot pass through. Now the customer who wanted a see-through fireplace, but also wanted privacy, can have both. Problem solved, and dealers will sell more fireplaces.

Call (800) 461-5581 or visit www.napoleon.com

L to R: Paul Van Der Eems, Dan Hayes, and David Walters.

Central Heating Systems HY-C Company Fire Chief

M

anufactured for a smaller footprint, our entry-level customers enjoy heating their homes with the EPA Phase 2 Certified FC1000E wood-burning indoor furnace.

The well-engineered FC1000E provides longer burn times and distributes more heat than pre-EPA approved furnaces.

Initiated by our thermostatically-controlled draft blower and self-regulating secondary air control system, our longer burn times eliminate worry between loads.

Fire Chiefâ&#x20AC;&#x2122;s use of the industryâ&#x20AC;&#x2122;s strongest blower provides whole-home circulation to deliver uniform warmth while the digital thermostat monitors the temperature to maintain

22 | APRIL 2019 | www.hearthandhome.com

comfort, ensuring maximum performance with less user interaction. Loaded with features that the competition considers options or upgrades, the Fire Chief furnace heats up to 2,000 sq. ft. comfortably with its Clean Burn Technology.

Featuring a 4.0 cu. ft. firebox, the FC1000E furnace is equipped with a fixed grate system and standard ash pan.

The Fire Chief meets and exceeds 2020 EPA Step 2 emissions standards at an entry-level price point, providing homeowners the ability to install an efficient, whole-home, wood-burning appliance. The benefit of a thermostaticallycontrolled draft blower eliminates manual adjustments to burn rates and allows the consumer the ability to control heat output from the convenience of their living room.

Call (314) 241-1214 or visit www.hy-c.com.

buy your last umbrella, first.

FRANKFORD UMBRELLAS

110 GAITHER DR. MOUNT LAUREL, NJ 08054

P: 856 222 4134

frankfordumbrellas.com

HEARTH PRODUCTS

| 19th Annual Vesta Awards |

T

he Firebug is the smallest remote control available for millivolt fire features. Although compact in size at roughly 1.5 inches square, ½-inch thick, and weighing in at only ½ oz., the Firebug is big on features.

A single coin-cell battery powers the unit, and it has a built-in battery health monitor. This is the smallest, lightest remote available for millivolt fires. Its small size makes it easy to hide the receiver in the fireplace, preserving the aesthetics of the logs and fire.

The Firebug utilizes a smart device, such as a phone or tablet, as the transmitter, eliminating the need for keeping up with a traditional handheld transmitter.

Diminutive in size but not on features, the Firebug eliminates the hassle of trying to camouflage a traditional remote control.

Call (844) 352-6383 or visit www.flame-tec.com

L to R: Marco Bresciani, Maria Simunic, David Cowie, Kevin Lee, Derek Johnson, and Ken Warren.

Hearth/Barbecue Components & Controls Flame-tec Firebug

L to R: Filip Hartwig, Edyta Nowak, Derek Krywalski, Aleksandra Nowicka-Piekarska, and Christiano Ferdandes Becker.

Gas Products Planika USA Planika DV 36â&#x20AC;?

T

he Planika Linear DV applies direct-vent technology that allows for optimal performance in any space, making the fireplace both a decorative and heat-efficient device. It can be fuelled with LPG or natural gas, and offers various control options such as, wall switch, handheld remote, mobile devices, and Smart Home system.

To enhance the visual aspect, the Planika DV can be decorated with different accessories, including ceramic logs, vermiculite, glass gravel, as well as LED lighting.

To provide additional safety, the flame is covered with a glass and mesh barrier. The product is also available in numerous lengths and height options.

Hearth Products, Other Fuels No Winner

24 | APRIL 2019 | www.hearthandhome.com

What makes the Planika DV different from the Traditional Collection is the shape of the burner. Planika applies innovative technological solutions, including the multidimensional, elevated burner, which was inspired by the appearance of a traditional wood-fired hearth, providing a natural and vivid look of the flame. The main part of the fireplace is a uniquely-shaped burner construction surrounded by an attractive composition of ceramic logs.

Decorative elements, such as glowing wires and coal chips, complete the final look of the fireplace. Another innovative solution is that the product design allows the installation of an inspection door anywhere below the fireplace surface.

Call (201) 993-7787 or visit www.planikagasfires.com

Pellet Products No Entries

The Art of Fire No Winner

MARCH. T X E N S IN SALES BEG F O R A E Y EANS. L R O A HOT W E N .

020 HPBExpo 2

MARCH THROUGH ALL FOUR SEASONS... As indoor-outdoor living increasingly becomes a 365-day business, get a jump start on a year’s worth of sales at HPBExpo 2020. Join thousands of professionals next year and experience both a city AND an event like no other. Save the date and follow us on social media for updates.

March

THROUGH ALL FOUR SEASONS

March 11 – 14, 2020 New Orleans, LA Ernest N. Morial Convention Center HPBExpo.com

2020

/HPBExp0

@HPBExpo

/hpbexpo

FINALISTS

| 19th Annual Vesta Awards – Finalists |

OUTDOOR ROOM® PRODUCTS 1a.

2a.

3a.

1b.

3b.

5a.

4a.

5b.

6a.

1. Charcoal, Wood

Barbecues & Smokers

a. DeliVita DeliVita Wood Fired Oven Phone: 011-44-1484-608989 Website: www.delivita.co.uk

b. Everdure by Heston Blumenthal 4K Electric Ignition Charcoal Barbeque Phone: (949) 229-8927 Website: www.everdurebyheston.com

2. Barbecues, Other Fuels

a. Dansons Pit Boss Silver Elite 6-in-1 Cook Center Phone: (877) 303-3134 Website: www.dansons.com

26 | APRIL 2019 | www.hearthandhome.com

3. Barbecue Accessories

a. Grill Guardian Ultimate Care Kit Phone: (714) 348-2796 Website: www.grillguardian.com

b. SN VILARDS PTY Blazaball Phone: +61-4-0796-0443 Website: www.blazaball.com.au

4. Outdoor Room

Equipment

a. Flame-tec IF-20 Remote Phone: (844) 352-6383

Website: www.flame-tec.com

5. Outdoor Room

Furnishings

a. Cal Flame Outdoor Kitchen Modular Phone: (909) 623-8781

Website: www.calflamebbq.com

b. TRU Innovative Outdoor The One Hour Outdoor Kitchen Phone: (405) 771-6625 Website: www.truinout.com

6. Gas Barbecues

a. Beefer USA Beefer by Porsche Design Phone: (800) 597-4514 Website: www.us.beefer.com

7. Outdoor Hearth Products

No Finalist

HEARTH PRODUCTS 1a.

2a.

4a.

5a.

3a.

4b.

1. Wood Products

a. HearthStone GM80 Phone: (877) 877-2113 Website: www.hearthstonestoves.com

2. Hearth Accessories

a. Aegean Mantels Pergamon Phone: 001-90-532-337-8389 Website: www.aegeanmantels.com

3. Electric Products

a. Glen Dimplex Americas

Faberâ&#x20AC;&#x2122;s e-MatriX Phone: (800) 346-7539 Website: www.glendimplexamericas.com

4. Hearth Barbecue

Components & Controls

a. Flame-tec

WeatherSmart Phone: (844) 352-6383

Website: www.flame-tec.com

b. Napoleon

Silhouette Ultra Low

Profile Terminal Phone: (800) 461-5581 Website: www.napoleon.com

6. Hearth Products,

Other Fuels

No Finalist

7. Pellet Products

No Entries

8. The Art Of Fire

No Finalist

5. Gas Products

a. Empire Comfort Systems

Plaza Phone: (800) 851-3153 Website: www.empirecomfort.com

www.hearthandhome.com | APRIL 2019 | 27

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| 2019 HPBExpo Report |

A SOLID VENUE The vast majority of exhibitors and attendees went home with a smile, very glad they were there.

By Bill Sendelback

S

ome were concerned that Dallas, a new site for the HPBExpo, would draw disappointing attendance numbers. A few manufacturers even decided that the Dallas show would not be worth their participation.

Fortunately, the skeptics were dead wrong.

The March 13 to 16 Expo did not beat the big numbers of 2018 in Nashville, but it held its own compared to all the other Expos of the last decade.

Buying entities are always the most important numbers by which to rate an Expo. The Dallas show brought in 1,275 buying entities, topping every other Expo for the last six years – except Nashville.

Retail customers totaled 856, equal to the 2017 Atlanta Expo. The number of

30 | APRIL 2019 | www.hearthandhome.com

exhibiting companies was the largest in a decade, even topping Nashville with 383 companies. There were 99 firsttime exhibitors in Dallas, and that beat Nashville’s total by 27%.

“We knew we were never going to surpass Nashville,” said Kelly VanDermark, the HPBA’s vice president of Exhibitions and Events. “Everyone loves Nashville.”

“We were very pleased with the show in Dallas,” said Jack Goldman, president and CEO of the HPBA. “While the total attendance was below that of Nashville, it was in line with our other cities, and most exhibitors were pleased with the quality of the attendees. We were happy with the convention center and Dallas’ central location. Our special events, such

as the Tailgate and Cook-off event, were big hits. We’re looking forward to our 2020 show next March in New Orleans.”

Dallas, with a population of 1.3 million and 6.8 million in the DFW metro area, proved to be a perfect location for this Expo. Its central location and convenient travel access, combined with many good hotels and lots of quality restaurants featuring Texas beef or Tex-Mex, made Dallas an easy city to enjoy.

The Sixth Floor Museum at Dealey Plaza honoring JFK was within walking distance. A large historic park adjacent to the convention center features a herd of bronze longhorn cattle on the Chisholm Trail, and the log cabin that was Dallas’ first structure. At night, Dallas’ skyline was

PHOTOS: ©2019 HPBA STAFF PHOTOGRAPHER.

alive with its high-rise buildings bathed in multiple colored lights. Nearby attractions include Southfork Ranch of “Dallas” TV series fame, Gas Monkey Garage, and Billy Bob’s. Take notes since we will be back in Dallas for the 2023 HPBExpo.

Although it rained prior to the show, opening day was sunny and warm with blue skies that continued throughout the

2011

2013

2014

2015

2016

Exhibitors Were Pleased The show lobby was absolutely jammed with attendees as the Expo opened. Soon after, most major exhibitors found their booths swamped. The consensus from most exhibitors interviewed was that it was a good show, with good traffic. Perhaps it wasn’t a great show, but most exhibitors were pleased.

Salt Lake

Atlanta

Orlando

Salt Lake

Nashville

New Orleans

Atlanta

Nashville

2018

2019

Exhibiting Companies

295

326

313

316

375

366

411

377

383

Indoor Booths

941

951

956

926

1,169

1,203

1,209

1,191

1,176

Outdoor Booths

201

245

163

128

111

77

83

64

61

People Attending

5,915

6,710

6,195

5,131

8,116

6,778

6,808

7,594

6,492

Non-exhibitor Attendees

3,220

3,723

3,440

2,636

4,817

3,766

3,704

4,587

3,602

Buying Entities

1,258

1,363

1,222

1,031

1,510

1,298

1,259

1,464

1,275

860

928

901

706

1,106

894

857

1,073

856

Retail Companies

2012

gave the keynote address Thursday morning prior to the HPBA’s annual meeting and the opening of the trade show. Napoleon Products sponsored Holmes’ appearance.

A fan of recent Net Zero actions, Holmes is particularly concerned about air quality. “Eighty percent of homes have contaminated air, and climate change will only get worse,” he said. “We need to tell

2017

Dallas

At 383, the number of exhibiting companies was the second highest since the 2000 Expo in Baltimore.

Expo, certainly helping attendance at the outdoor burn area and the Tailgate and Cook-off events.

The Kay Bailey Hutchison Convention Center, one of the largest centers in the U.S. with 1 million sq. ft., is modern and well designed. The only drawback to the venue was that some of the meeting rooms were so distant and hidden that one needed either a GPS or bread crumbs to keep from getting lost.

Most attendees may not have noticed the signs at the show featuring the HPBA’s upcoming 40th Anniversary. On October 20, 1980, the Fireplace Institute joined forces with the Wood Energy Institute to form the Wood Heating Alliance, now the HPBA. A number of exhibiting manufacturers celebrated similar milestones. Travis Industries is celebrating its 40th year, as is Pacific Energy Fireplace Products. Stoll Industries is celebrating its 50th Anniversary.

Mike Holmes, star of the DIY Network and famous for his slogan, “Make it right,”

homebuilders that we want better homes, and we need to work with people to make better, more environmentally-friendly communities.”

Holmes sees a “massive opportunity” for the hearth products industry. “Clean air is the number one priority, and energy efficiency is number two,” he said. “We need to use the best products and educate customers rather than just sell them. Show them how they can use your products.

Buyers want to learn about your products, so your salesmen need to know your company and your products inside and out. We need backup heat, and having a fireplace makes sense to me.”

The annual meeting following Holmes’ presentation featured outgoing HPBA chairperson Amie Ryan, managing partner of Ryan Bros. Chimney Sweeping in Roseville, California, handing the gavel to incoming HPBA chairman Joe Burns, president of venting manufacturer Bernard Dalsin Manufacturing in Farmington, Minnesota.

“We had great traffic, particularly the first day,” said Patrick Moynihan, founder and president of Solas, “and we saw quality prospects.”

“Traffic was okay, but not a record­ breaker,” according to Shawn Henson, director of Sales for Acadia Hearth. “We were very busy in our indoor booth and absolutely buried in our outdoor booth,” said Bret Watson, president of Jøtul North America.

“We were extremely busy the first two days,” said Ken Warren, owner of Flame-tec and TrueFlame. “I even lost my voice, but traffic seemed slower in the aisles, maybe because of the wide aisles.”

“There is so much more to take away from this show than just writing orders,” according to Dennis Stoll, co-owner and vice president of Stoll Industries. “You get to see, talk with, and hear from your customers. You get to develop relationships. And you get to learn what is happening in our industry and where it’s headed. Even when the industry was down a few years ago, we made certain to exhibit at the Expo.”

Click here for a mobile

www.hearthandhome.com | APRIL 2019 | 31 friendly reading experience

| 2019 HPBExpo Report | Many attendees commented that the show looked like more of a grill show than a hearth show. Grills of every kind, including a growing number of pellet grills and pellet fuels, were very plentiful. You could find a kamado-style, ceramic smoker/grill in almost any color under the sun.

The outdoor burn area was a little sparse, and it, too, was dominated by grills and fuels. The two standout hearth products outdoor exhibitors were HearthStone showing its line of wood and gas stoves, plus its new patio ovens, fire pit and cast iron cookware, and Jøtul, featuring its new F 500 V3 wood stove that won the Wood Products, and Best-in-Show Hearth Products honors at the Vesta Awards.

Jøtul – it’s not your father’s stove anymore.

PHOTO: ©2019 MELISSA SPURRIER. DTX MEDIA. WWW.DTXMEDIA.COM.

There were 575 Education badges sold.

Ninety-nine first-time attendees attended the Expo.

32 | APRIL 2019 | www.hearthandhome.com

Products of Interest Not every interesting new product was entered in the Vesta Awards, and not every new product is innovative, which is the Holy Grail of the Vesta Awards. Here are a few other products that caught this writer’s eye: Ortal displayed its new Tunnel indoor/ outdoor, see-through, linear gas fireplace.

ICC/RSF showed its RSF Opel Keystone wood-burning fireplace tested to 0.7 gph, the lowest emissions for a wood fireplace, according to ICC. The company also showed its new Le Bol wood fire pit grill.

Warming Trends showed its steel bonfire-styled gas logs and its new, larger, steel gas log in 20 to 44 inches in lengths.

Modern Flames displayed its new Sunset Charred Oak electric log set that fits into any fireplace. Kozy Heat showed its Callaway 72 linear gas fireplace, allowing even wood facing right up to the opening, and including a heat dump.

Mendota Hearth introduced its Cool Wall, using natural convection to redistribute warm air up and away from walls around the fireplace. The company displayed its new gas log sets featuring much larger logs and more branches and twigs. MF Fire, a company formed by University of Baltimore students after they won a recent Wood Stove Design Challenge, showed its new catalytic wood stove certified to 1.9 gph.

Stoll introduced four electric fireplaces and a line of electric fireplace fronts to fit other models. HearthStone has entered the counter-seasonal market with three models of stainless-steel patio ovens, a countertop oven, a cast-iron fire pit, and new cast-iron cookware.

“As of May 15, 2020, manufacturers, dealers, and distributors cannot sell or even give away Step 1 non-2020-certified woodburners. The simplest thing is to sell off Step 1 models before that deadline,” said Crouch.

What might be interpreted as a loophole is that the NSPS refers to NEW products, not used products. But to be

construction, the movement is happening very quickly, says Crouch, as witnessed by regulations in the City of Vancouver, British Columbia, and efforts by the new governor of Colorado.

Hot Glass Barriers: This regulation requires manufacturers to provide barriers or technology to reduce the temperature of

considered used by the EPA, the unit must have been owned by a prior private party, and does not include burned display models. Unsold Step 1 models also cannot be shipped to Canada to be sold, since wood-burners sold in Canada “must be certified to the current NSPS standards or CSA B415,” according to Crouch.

EPA Website: The EPA is planning an expanded, interactive website featuring details of certified Step 1 and Step 2 woodburners. The idea is to give dealers the information they need to compare woodburning models for their customers.

Climate Change Issues: In both the U.S. and Canada, efforts are underway to “decarbonize.” In other words, to stop burning gas in order to reduce greenhouse gases. Starting with new-home

the glass fronts on gas hearth appliances.

If barriers are provided, the consumer can remove them. “Your responsibility is to make sure any barriers are included with the unit when delivered and installed,” says Crouch to dealers. “When you service such a product, return the barrier to the way it was when you arrived. And be sure to document this for your protection.”

Tax Credits: The U.S. Biomass Tax Credit expired Dec. 31, 2017, but the HPBA is attempting to get it reinstated. That tax credit of 30% of the purchase price and installation costs is now before the U.S. Senate for the fourth time. Another effort that is “in the works” is a bill to authorize a national wood-stove change-out program sponsored by the EPA to allow only Step 2 models as replacements.

.M OC. AIDE M X TD.W W W . AIDE M X TD .REIR R UP S AS SILE M 910 2 © :OTO HP

Dimplex North America is now Glen Dimplex Americas, with the addition of new products from its Glen Dimplex parent company, including Faber brand gas and electric models, Nectre wood stoves, Cadet electric wall heaters, and Space Grill collapsible grill in addition to its current Dimplex electric line.

The Napoleon booth was highly creative.

How Government Affairs Are Affecting Retailers NSPS: A seminar on government affairs was aimed at educating dealers, particularly on the EPA’s New Source Performance Standards (NSPS) and the controversial May 15, 2020, deadline for manufacturer and dealer sell-through of Step 1 models.

Regarding the NSPS sell-through period, John Crouch, the HPBA’s director of Public Affairs, summed it up. “A wise retailer will hold to the May 15, 2020, sell-through deadline.” He was referring to the fact that although manufacturers and the HPBA are attempting to obtain a longer sell-through period, dealers should not count on that happening. If there is any extension to the sell-through period, the HPBA hopes to know by mid-summer.

www.hearthandhome.com | APRIL 2019 | 33

| 2019 HPBExpo Report | Carroll pointed out that, despite the industry’s hopes of an extension of the controversial dealer sell-through deadline of May 15, 2020, of non-2020 certified wood and pellet burners, until any possible change to the NSPS is published in the Federal Register, that deadline stands.

“We all should have been operating in that mindset for the last year,” chided Carroll.

Less than half of NSPS-affected products have been certified to the 2020 standard, said John Shimek. “The window is closing on the value of a sellthrough extension. We’re hearing from dealers that they don’t want anything but 2020-certified models, so both manufacturers and dealers will need to go into this season with less inventory.

An extension of the sell-through period would allow us all to take bigger risks.”

Coastal Farms sells more pellet hearth appliances than either wood or gas models, said Matt Brownell. “Between all of our stores, we have 400 pellet and wood models on display. Knowing that the May 15, 2020, sell-through deadline is approaching, we’re running leaner, with inventories down considerably. As a result, we’ll be writing more special orders with our suppliers next season.”

PHOTO: ©2019 MELISSA SPURRIER. DTX MEDIA. WWW.DTXMEDIA.COM.

Pellet Fuels Institute’s (PFI) Breakfast and Biomass The pellet fuel industry was hopeful that all factors were aligned for a good 2018-2019 sales season, according to Tim Portz, PFI’s executive director, at the group’s breakfast meeting. While it was a good year, said Portz, it could have been better without a few regions seeing fuel shortages. Chinese tariffs on U.S. hardwoods caused sawmills to cut back production, reducing the raw materials needed for pellets. Heavy rains in some forests, such as in Pennsylvania, kept loggers out of the woods, further reducing raw materials.

“Let’s hope the winter of 2018-2019 is finally over so we can start producing inventory for the 2019-2020 season,” said Portz.

A panel discussion on how the EPA’s New Source Performance Standards (NSPS) is impacting the pellet industry featured Ryan Carroll, the HPBA’s vice president of Government Affairs; John Shimek, senior vice president of Brands and Product Development for Hearth & Home Technologies; and Matt Brownell, Hearth Products buyer for Coastal Farms, a 15-store farm and home chain in Oregon and Washington state.

The Dallas Convention Center was one of, if not the, largest facility the Expo has ever been in.

34 | APRIL 2019 | www.hearthandhome.com

Brownell also said his people are not telling consumers about the Step 2 models. “If that gets out, it will not be good,” he said.

In a round-table discussion about the rapid growth of pellet grills and smokers, Jeff Thiessen, president of Louisiana Grills/Dansons, pointed out that 2018 saw very strong growth in this category.

“Our pellet grill sales were up by three times that of the previous year,” he said.

“Now, with one million pellet grills in use and each burning an average of from four to six 40-lb. bags of pellets a year, this may not approach what is used for heating with pellets, but it’s a fast-growing, counterseasonal market.”

Portz concluded the PFI breakfast by reminding attendees of the June 5 to 7, 2019, PFI Conference at the Hershey Lodge in Hershey, Pennsylvania.

Put away your cowboy boots and Stetsons, and ready your Mardi Gras gear, because next March we’re going back to New Orleans, the site of our first trade show as the Wood Heating Alliance in 1981. The HPBExpo 2020 will be held March 11 to 14, 2020, at the Ernest N. Morial Convention Center in New Orleans, Louisiana.

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| 2019 HPBExpo Barbecue Report |

EXCITEMENT The barbecue industry struts its stuff in Dallas, as manufacturers display their new products.

By Lisa Readie Mayer

T

he hearth, patio, and barbecue industry’s family reunion – a.k.a. HPBExpo – took place March 13-16 at the Kay Bailey Hutchison Convention Center in Dallas. The location, in the heart of barbecue country, was fitting for the many outdoor-cooking manufacturers and retailers who convened at the 40th annual event. “It’s our great, big,

36 | APRIL 2019 | www.hearthandhome.com

dysfunctional family gathering,” joked outgoing HPBA chairperson Amie Ryan, of Ryan Bros. Chimney Sweeping, Roseville, California.

Indeed, for grill manufacturers such as Rachael Best, president of Thermal Engineering Corporation (TEC), the chance to reunite with an extended family of industry partners is a highlight of the annual conference.

“I love coming to this show and always look forward to visiting with dealers from all over the country,” she said. “We bring our family to work in our booth, and we enjoy meeting with our dealers’ families.

There are so many wonderful, down-toearth, and really pleasant people in the hearth and barbecue industry. This might be a big industry in terms of dollars, but it’s small in terms of relationships.”

It is a sentiment shared by many.

Although a number of the 380-plus exhibitors noted lower foot traffic than last year’s Expo in Nashville, most reported a positive experience. “The show’s been great,” said Scott Moody, chief Marketing officer for PK Grill, the new-and-improved rebrand of

PHOTOS: ©2019 MELISSA SPURRIER. DTX MEDIA. WWW.DTXMEDIA.COM.

AT THE EXPO the beloved, nearly 70-year-old, castaluminum, Portable Kitchen grill. “We don’t do many shows, but this market is important to us. We have a lot of great dealers in Texas, and this show should help us double that number.”

Tom Nitz, senior vice president at Modern Home Products (MHP), said the company’s new Dragon Fire line was getting a lot of attention at Expo. “We’ve had good traffic in our booth and have gotten high-quality leads,” he says. “It’s been a very good show. Winter has lasted so long in much of the country, and consumers are in the doldrums. There is pent-up demand to get outside. I think that bodes well for the barbecue industry this year.”

What’s New? With that in mind, manufacturers took advantage of the opportunity to introduce new products, get feedback on prototypes in development, and listen to dealers’ wish lists.

Some key trends emerged on the show floor.

Pellet grills continue to be hot, with new manufacturers entering the increasingly crowded field. Coyote Outdoor Living won a Vesta Award for its premium, stainless-steel, pellet grill with a gravity-fed hopper and auger system incorporated within the grill cabinet for a streamlined look.

Dansons launched its new Founders Series by Louisiana Grills, a stepped-up line for specialty retailers developed in collaboration with pellet-industry pioneer Joe Traeger.

Landmann’s unique pellet kettle grill joins a wealth of other companies showcasing pellet cookers in a range of styles and price points, including Memphis Wood Fire Grills, Twin Eagles, Camp Chef, Green Mountain Grills, Smoke-n-Hot, Z Grills, Outlaw Smokers, Smokin Brothers, and the pellet-and-gascombo Black Earth Hybrid Grill.

There is still plenty of love for the kamado category, with products displayed in a wide range of sizes, shapes, finishes, fuels, and feature sets. Everdure by Heston Blumenthal’s uniquely shaped 4K Electric Ignition Charcoal Barbecue, a Vesta Award finalist, was a show-stopper with its unique angular shape, colorful powder-coatedaluminum exterior, electric ignition, and digital controls.

Click here for a mobile

friendly reading experience www.hearthandhome.com | APRIL 2019 | 37

| 2019 HPBExpo Barbecue Report | Traffic was heavy at the Big Green Egg booth, with dealers hot for the company’s new modular, outdoor-kitchen islands.

Kamado Joe, sharing space with its new sister company Masterbuilt Manufacturing, introduced a host of new features and accessories, while Golden’s Cast Iron displayed its Cast Iron Cooker, a Madein-America, virtually indestructible kamado.

The new Blaze Combo Cart positions a stainless-steel kamado alongside a gas grill in a stainless-steel cart. ICON Grills offers gasand pellet-fuel quick-change-out drawers, as well as a new smoking accessory, and Adrenaline Barbecue Company’s Slow ’N Sear Deluxe Kamado uniquely incorporates two-zone cooking capability.

Manufacturers are responding to the growing trend of live-fire cooking over wood or natural charcoal.

Manufacturers are making it easier than ever for specialty retailers to sell outdoor kitchens. Modular, ready-to-assemble, or otherwise turnkey options are now available in a host of finishes, sizes, and price points, making the Outdoor Room concept accessible to a much wider audience, including Millennials.

Outdoor kitchen lines on the show floor included Forshaw’s Exterus, Napoleon’s Oasis, NatureKast Weatherproof Cabinetry, Hestan Outdoor Kitchen Suites, Urban Bonfire Outdoor Kitchens, Grillnetics’ Outdoor Kitchen Cabinet Systems, TRU Innovative Outdoor’s One-Hour Outdoor Kitchen, Wellspring Bar-B-Que cabinets, Challenger Designs grill cabinets, BBQ Coach DIY Outdoor Kitchens, Bull Outdoor Products Islands, Fire Magic Island Systems, and Cal Flame’s Full Outdoor Kitchen Modular Units.

Manufacturers also are responding to the growing trend of live-fire cooking over wood or natural charcoal. Among the live-fire appliances at Expo were the Wood Fired GrOven grill-oven,

38 | APRIL 2019 | www.hearthandhome.com

PK Grill.

4k Charcoal Barbeque from Everdure.

Firepod Pizza Oven.

Ñuke Paraná Argentinian-style grill, PK Grill, American Muscle Grill, Kudu Grill, Cajun Preaux, Everdure by Heston Blumenthal’s Hub, Fusion and Cube models, and wood-fired ovens by DeliVita and Fontana Forni.

Expo 2019 proved that great things come in small packages. First seen at Expo last year, steakhouse-style, tabletop, infrared, steak cookers are gaining traction, with models now offered by Otto Wilde, Landmann, Inferno by Northfire, and

The Beefer, whose Porsche Beefer earned a finalist distinction in the Vesta Awards.

Other small, but mighty-in-salespotential products included the Gizzo Grill, a portable unit that folds into a briefcasesized tote, and the Firepod Portable Pizza Oven & Grill with two reversible pizza stones and optional interchangeable cooking surfaces. The Pop-Up Fire Pit, a lightweight, leave-no-trace fire pit, sets up in minutes, burns wood or charcoal, and totes in a sling bag like a camp chair.

Design Fireplaces

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| 2019 HPBExpo Barbecue Report |

Barbecue manufacturers are investing considerable heart, soul, sweat, and equity into creating innovative products.

Ninar Grill MG52.

CasusGrill by Lavaca.

HearthStone’s Patio Oven.

40 | APRIL 2019 | www.hearthandhome.com

The All-in-1 BBQ by House of BBQ Experts.

On the opposite end of the spectrum was the over-the-top, show-stopping Ninar Grill MG52. Imported from Lebanon, the uniquely shaped, stainless-steel grill is hand-embossed with intricate patterns and accented with 24-karat-gold details; no two grills are alike. The hybrid grills, popular in the Middle East, are fueled by gas and charcoal, and feature a rotating shish-kebob rack, rotisserie system, and height-adjustable cooking grid and ventilation hood.

There were dozens more why-didn’t-Ithink-of-that, problem-solving products at Expo. Some were recognized at Hearth & Home magazine’s 19th Annual Vesta Awards’ wine reception and ceremony, honoring excellence in innovation in design and technology.

If ever there was a doubt that passion burns hot in the barbecue industry, one need only to have listened to the heartfelt – and often tearful – acceptance speeches given by Vesta winners. It is abundantly clear that barbecue manufacturers are investing considerable heart, soul, sweat, and equity into creating innovative products that are exciting for specialty retailers and consumers alike.

The CasusGrill, a lightweight, biodegradable, charcoal grill made of cardboard and bamboo, that fits in a backpack and cooks at 600-degree temperatures for an hour, took top honors in the Charcoal/ Wood Barbecues category. The Ooni Koda, a uniquely designed, gas-fired, tabletop pizza oven that reaches 900 degrees in 10 minutes, took the prize in the Gas Barbecues category.

In the Barbecue Accessories category, House of BBQ Experts’ All-in-1, enabling smoking, rotissing, pizza-cooking, and more on a standard charcoal kettle grill, claimed top honors. Other awards went to the previously mentioned Coyote Pellet

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Education and Extra-Curriculars The Vesta Awards stage was also a platform for Operation BBQ Relief (OBR) co-founder Stan Hays to update the industry on the organization’s good works. This year, the group served 1.2 million barbecue meals – along with a side of human kindness – to first responders and displaced residents in the aftermath of natural disasters in Florida, North Carolina, California and other states.

To date, OBR’s 7,500 volunteers have served 3 million meals over 54 disasters in 25 states, according to Hays, a 2018 CNN Heroes Award finalist.

This year, the group is expanding its mission through the new “Always Serving” program. Spearheaded by former Green Beret Jarrid “Jay” Collins, the program focuses on supporting the military, firstresponders, and homeless- and hungerrelated causes year-round. Collins kicks off the Always Serving program April 28 with a 3,000-mile run/bike/hand-cycle trek from Los Angeles through Phoenix, San Antonio, Houston, and other cities, before winding up in Tampa on June 20 to coincide with the start of the DOD Warrior Games, in which Collins, an amputee, will compete.

“The hearth and barbecue industry has been an invaluable partner to Operation BBQ Relief and we are grateful for the support,” said Hays. “We invite everyone to come out and run or bike with Jay on a leg of the tour. We hope companies will continue to partner with us to support the work we do helping people during times of disaster, and now, year-round during non-disaster times, as well.” (Email shays@operationbbqrelief.org about getting involved.)

The four-day Expo also included a full slate of education sessions with valuable, implementable ideas, tips, and strategies to help barbecue retailers succeed. Topics covered how to effectively market the Outdoor Room; create a better website; leverage HPBA’s “Why I Grill” socialmedia campaign; connect with female customers better; and prepare for a media interview or television appearance.

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In a lively Keynote Address sponsored

by Napoleon Products, Mike Holmes, star of the hit DIY Network show “Holmes on Homes,” shared insight into building and remodeling trends and mishaps, and encouraged industry professionals to follow his mantra: Make it Right.

It wouldn’t be a family reunion without food and fun, and HPBExpo did not

disappoint in either category. The rockin’ Expo Tailgate Party in the Outdoor Burn area featured appearances by the Dallas Cowboy Cheerleaders and mascot Rowdy.

The outdoor exhibitors were exceptional hosts, with many serving up cocktails and delicious grilled fare that ranged from Texas brisket and hot links, to wood-firecooked pizza.

The Outdoor Burn Area is always a place of mouth-watering delights.

EELLEEVVAATTEE YY O OR R TT OU UR C O M FO

WWW.SUNSETWESTUSA .COM I 760-599-1021 WWW.SUNSETWESTUSA .COM I 760-599-1021

44 | APRIL 2019 | www.hearthandhome.com

PHOTO: ©2019 HPBA STAFF PHOTOGRAPHER.

This outdoor extravaganza also featured the annual Big Green Egg Cookoff, which pitted six teams competing for best dish prepared in one hour on the Big Green Egg. Celebrity barbecue chef and cookbook author Ray “Dr. BBQ” Lampe emceed the event, and Carolyn Wells (co-founder and executive director of the Kansas City Barbeque Society), Eddie Deen (proprietor of Eddie Deen’s Ranch), and Sterling Smith (champion pitmaster of Loot N’ Booty BBQ) had the difficult task of judging.

Dallas is cattle country, so not surprisingly, beef was the star ingredient in many of the teams’ dishes, including Grilled Ribeye with Charred Broccolini and Bourbon-Berry Cobbler; Steak Tacos with Grilled Tomatoes, Scallions and Peppers; and Trio of Gourmet Sliders featuring Filet Mignon, Crab Cake and Pimento Cheese Burgers.

When the results were tallied, the surfand-turf combo of Grilled Beef Tenderloin, Grilled Lobster Tails, and Lobster Risotto

by Team PG OG BBQ from Dallas-area retailer Premier Grilling took home the honors. After the judging, lucky attendees lined up to sample the mouthwatering (and highly Instagrammable!) dishes and talk technique with the teams.

Before the winners were announced, Ingrid and Wolfgang Schroeter, founders and owners of Napoleon Products, were honored with the Donna H. Myers Barbecue Industry Leadership Award.

Presented in memory of Myers, an industry veteran and advocate who helped promote the barbecue category for decades, the eighth-annual award recognizes recipients for their significant industry contribution and leadership.

The Schroeters, who launched the first Napoleon grill in 1995 as an off-season complement to their hearth lines, now have one of the largest barbecue offerings in the industry, an extensive international dealer network, and 1,600 employees.

The pair are innovators, thought leaders, and ardent industry supporters, and have contributed their time and talents to HPBA for many years.

Daily in the Outdoor Burn area, the Kansas City Barbeque Society hosted the Great American Cookout, a series of cooking demos designed to help retailers increase their knowledge of outdoor cooking, and

Winners of the Big Green Egg Cook-Off competition were Dan Ferguson and Brian Rush of Premier Grilling, shown here flanking Jack Goldman, president of the HPBA.

PHOTO: ©2019 HPBA STAFF PHOTOGRAPHER.

| 2019 HPBExpo Barbecue Report |

Ingrid and Wolfgang Schroeter, founders and owners of Napoleon Products, were honored with the Donna H. Myers Barbecue Industry Leadership Award.

Mike Peters, Great American Cookout Tour co-director for the Kansas City Barbeque Society.

conduct better grilling demonstrations at their stores. Topics included how to use spice rubs effectively; a comparison of gas, pellet and charcoal fuels; cooking the Thanksgiving turkey; and how to butcher a pork loin.

Looking Ahead As the key barbecue selling-season gets underway, Brad Barrett, owner of GrillGrate, left the show feeling energized and positive. “I am very optimistic about independent retailers,” he said. “In spite of all the hype about online shopping, consumers still like to go to the store and smell the smoke. You can’t get that online.”

Next year, the barbecue-industry family will reunite March 11-14, 2020 in New Orleans, a location that has traditionally been a big draw for Expo.

This trade show is a must for every retailer in the outdoor cooking business. It is an invaluable opportunity to discover exciting new products and learn tips to differentiate and grow your business.

As the ebullient Max Lavoie, coowner of BBQ Québec retail stores and manufacturer of House of BBQ Experts accessories, said this week, “We are going to change the world one barbecue at a time.”

For that to happen, you must be at the show.

For a winning business recipeâ&#x20AC;Ś just add EGGs!

| Retailing |

By Bill Sendelback

G

iven the historic seasonality of hearth product sales, dealers long have been trying to diversify their product offerings for year ’round sales. In most cases this diversification effort has involved taking on counter-seasonal product categories such as patio furniture, grills, and/or hot tubs.

But all of those products require more inventory, and more display and warehouse space. Fireplace Warehouse Etc., headquartered in Denver, Colorado, has taken a different approach to diversification – taking its hearth product offerings to more marketing channels.

That approach seems to be working quite well. Today, walk-in customers for hearth products represent only 30% of Fireplace Warehouse’s sales, and its sales have grown to more than $10 million, up 200%, and averaging a 33% sales increase each year, since 2014.

Diversification for the company now includes working with both custom and production tract homebuilders, Internet sales, commercial sales, and two-step distribution. While 80% of Fireplace Warehouse’s offerings are hearth products, the company also offers grills, patio heaters, and residential “organized living closets” – all products aimed at homebuilders, remodeling contractors, architects, designers, and hearth dealers, as well as homeowners.

“We want to make certain that we’re diversified into all hearth product marketing channels,” says Pete Schoenfeld, senior vice president of Sales and Marketing. “We’re very big with production tract homebuilders,

46 | APRIL 2019 | www.hearthandhome.com

A DIFFERENT APPROACH

PHOTOS: ©2019 DAVID LAUER PHOTOGRAPHY. WWW.DAVIDLAUERPHOTOGRAPHY.COM.

Fireplace Warehouse finds success by taking its key product line (hearth) into many other channels.

but we offset that by being in Internet sales and distribution, plus diversification of our product mix with items such as organized living closet systems in order to provide more than just fireplaces.”

Fireplace Warehouse traces its origins back to 1988, when Wes Fulton started an HVAC installation operation in his basement. Business grew, and in 1991 Fulton opened an HVAC and hearth product showroom in Golden, Colorado – Metropolis Heating and Cooling. Sales continued growing, up 350% from 1991 to 2004 when Bob Khan joined the company as Operations manager and bookkeeper.

In 2006, the company was renamed Fireplace Warehouse Etc. and moved to a new showroom in Denver. By 2007, 50% of the company’s sales were via the Internet. Then, with the downturn in the national economy from 2008 to 2010, Fireplace Warehouse collapsed, closing its doors in December 2010.

In April 2011, the company was purchased and the rebuilding and re-growth began. In 2013, Bob Khan became general manager. In December 2014, the company was sold once more, this time to Joe Womack, a former executive with Sun Microsystems who brought that corporate expertise to Fireplace Warehouse.

“Joe had been a financial backer of the company,” says Schoenfeld. “At first he knew very little about hearth products, but he saw good bones in the company, and a great opportunity in the hearth industry.”

Sure doesn’t look like a warehouse. The company’s showroom is both gorgeous and interesting.

Click here for a mobile

friendly reading experience www.hearthandhome.com | APRIL 2019 | 47

| Retailing | Today, Womack is CEO, and majority owner with partners Bob Khan, now Builder Development manager, and Mark Humphrey, president.

Schoenfeld joined the management team in 2017 after selling to Fireplace Warehouse as a salesman for a large, West Coast hearth and grill distributor.

Now, in addition to the Denver store and headquarters, Fireplace Warehouse also has showrooms in Colorado Springs and Fort Collins, Colorado, and two sales offices in the Eagle and Vail, Colorado, areas.

a box,” says Schoenfeld. “We don’t sell many hearth appliances online because it’s so difficult and expensive to ship those heavy, single items.”

Another part of Fireplace Warehouse’s online efforts is its online buying guide.

“Early on we got a lot of online sales through E-Bay and other online outlets,” says Schoenfeld. “We had very good success engaging customers that way and getting them into our stores. Although we rarely do full transactions over the Internet, our online buying guide helps

Fireplace Warehouse’s hearth product lineup includes wood, gas, electric, and pellet-burning stoves, inserts, and fireplaces, and gas logs. In addition to its retail showroom business, the company also distributes Napoleon and Innovative Hearth Products lines throughout Colorado, and other hearth products into Wyoming and South Dakota. Its online store offers grills, fire pits and accessories. “In our online business, we focus on products that can be shipped in

the customer understand the products before we talk with them.”

Fireplace Warehouse learned from customers who previously purchased items online, from other retailers, that products often arrived damaged or with missing parts, and in some cases local dealers would not install hearth products purchased online.

“So our buying guide helps the customer understand the online process. Many dealers sell online, so we want to educate our online

48 | APRIL 2019 | www.hearthandhome.com

customers.” Fireplace Warehouse also makes its online buying guide available to walk-in customers in each of its three showrooms.

The booming economy in Colorado certainly has affected the success of Fireplace Warehouse. “Our economy is fantastic, one of the most robust in the country,” according to Schoenfeld.

But it has not always been that way.

A construction defect law put on the Colorado books nine years ago slowed the construction of multifamily homes such as apartments, condos, and townhouses.

The law allowed the homeowners’ associations to sue a builder for any supposed defect even after the product liability had expired. Builders decided not to take that liability risk, so they stopped building new multifamily units. That created a big void in Colorado’s new-home market and caused single-family homes to become very expensive, but only new homes were being built, says Schoenfeld.

That law recently was overturned, causing an “incredible boom” in multifamily projects. Last year saw Colorado’s homebuilding market “level out,” but with new homes now much more expensive, homebuilders are making fireplaces an extra cost option where last year they were standard, says Schoenfeld.

Fireplace Warehouse has dedicated contractor sales teams working with homebuilders, architects, and designers throughout Colorado and into Wyoming, hence the two new sales offices in the Eagle and Vail, Colorado, areas. “We are very much involved with the homebuilders associations throughout Colorado in order to develop relationships with builders,” says Schoenfeld.

Fireplace Warehouse uses its three showrooms as design centers to encourage builders, architects, and designers to see and learn about its products. “We use our retail showrooms to help us grow our builder business. We want their customers to come in and see what we offer, but we ask each customer who they are working with, so we don’t take the sale away from the builder, architect, or designer,” says Schoenfeld.

Fireplace Warehouse is a strong proponent of Napoleon Fireplaces’ Hot Spots design guide that “shows how key areas of a home can be transformed into

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| Retailing | hubs for memorable moments,” according to the guide, and, of course, it promotes the fact that hearth products can do just that. “This has been a huge resource for us,” says Schoenfeld. “Forget that this is from a manufacturer. Every dealer should use it. We use it on a daily basis with our builders, architects, designers, and customers to help us promote fireplaces.”

Fireplace Warehouse staff members designed the company’s three 3,500 sq. ft. showrooms using vignettes to display full price ranges from inexpensive builder models up to very high-end products.

“Three years ago, when we opened our Colorado Springs location, people told us that the area would not support high-end models,” says Schoenfeld. “We put in high-end products and found that this market was just as strong for high-end models as Denver. Customers will let you know what they want to spend, so we

concentrate on showing all price points.”

Traditional-styled, zero-clearance fireplaces are displayed on one side of each showroom, and linear models are on the other side. Wood, pellet, and gas stoves are displayed in a separate area, and electric fireplaces, sales of which Schoenfeld says are booming, have their own section. Between Fireplace Warehouse’s three showrooms, there are more than 120 burning models on display. Each of the three showrooms also has a dedicated display area for grills.

Fireplace Warehouse seems a fitting name for the operation. The company’s Denver showroom and warehouse building actually is in a warehouse area and was a World War I warehouse depot. Today the location retains the old tongue-and-groove wood walls and high ceilings. Taking a clue from automobile dealers, the three Fireplace Warehouse showrooms are located near their competition.

L to R: Pete Schoenfeld, senior VP Sales and Marketing; Mark Humphrey, President/Owner; Bob Khan, Owner/Executive VP Builder Development.

50 | APRIL 2019 | www.hearthandhome.com

“We really consider this as an advantage,” says Schoenfeld. “Auto dealers learned that people don’t want to drive all over town to shop, so by being near the other guy, we think we stand a better chance of getting the business.”

While its showrooms are located near competitors, Fireplace Warehouse is really not concerned about competition. “We are very comfortable telling a customer how and why they should buy a quality hearth product from us,” Schoenfeld explains. “So we hope they will see what we offer and buy a good product from us, not a cheap and inefficient model from a competitor.”

The company also has competition for its builder business. “That is another reason we sell in multiple marketing channels. We can balance our low-end builder sales with our high-end, more profitable custom fireplaces.”

Rather than counting mass merchants as competition, Fireplace Warehouse actually engages them. “We do really well against mass merchants,” says Schoenfeld.

“We leave our business cards with them and suggest that if a customer is looking for a product they don’t have, send them to us.” Schoenfeld relates that one of his better sales people actually came from a Lowe’s store after saying that he wanted to join Fireplace Warehouse. “There is no one at a mass merchant who can answer questions, and they don’t have a complete selection. We don’t fear mass merchants even when selling grills.”

The strongest sales growth category for Fireplace Warehouse is its commercial business, such as restaurants, hotels, and offices. “A lot of our competitors don’t play in this arena because of the bond liability insurance needed. We are really dedicated to the commercial business. It’s a difficult business, but one of our most profitable channels.”

It is a “huge commitment in time and money,” says Schoenfeld, but Fireplace Warehouse does all of its installations and service using in-house staff. “But it’s well worth it to control how these things are done and make sure it’s all done correctly.”

The company always tries to discourage customers from do-it-yourself installations.

“These almost always come back to bite the customer, so we try to talk them out of it.”

All of the company’s service staff are NFI certified. “The service side of this business can be profitable, but our main focus is making sure the products are installed correctly and safely and operating properly.”

Fireplace Warehouse has 51 full-time employees and no part timers. Some have been with the company for more than 13 years, but most began in 2014 with the company reorganization. Many have longtime experience in hearth products, and that’s just fine with Schoenfeld.

“We really like having employees who understand the hearth industry and are strong advocates for hearth products,” he says. “We are definitely a team, and it has taken every one of us pulling together to get us to the level we have achieved.”

The company’s key personnel are dedicated to the hearth industry through their involvement with the HPBA. Schoenfeld is president of the Rocky Mountain HPBA affiliate, and is on the HPBA board of directors. Company president Mark Humphrey is on the board of directors of the Rocky Mountain affiliate.

Fireplace Warehouse mixes some media advertising with its Internet efforts, and hands-on efforts with homebuilders associations. That includes sponsoring product and safety classes, and special events for builders, architects, and designers. The company took a group of its homebuilders to this year’s International Builders Show in Las Vegas.

“Working with homebuilders, architects, and designers is the majority of our

marketing efforts,” says Schoenfeld. “But we also do some radio and TV spots, and a limited amount of print media including ads in homebuilders association publications and local luxury home magazines.”

Schoenfeld now has a new concern.

Right now it’s unique to Colorado in the U.S., but the HPBA is concerned that it may spread to other cities or states. The newly-elected governor of Colorado is attempting to put limits on the use of natural gas in an effort to reduce greenhouse gases, similar to the restrictions now in effect in Vancouver, British Columbia. “As a result, we’re seeing a swing back to electric houses,” says Schoenfeld, but the state is willing

to allow more woodburning. Seems we’ve gone full circle, back to 1978 and 1979 when wood was prevalent. We’re already selling a lot more wood-burners.

“If I were to give advice to hearth product dealers, in fact, to any retailer, it would be to have the integrity to not let customers take shortcuts. We see people every day trying to take the easy route, such as one customer who wanted to remove the damper clamp for his gas log set. We emphatically said, ‘Absolutely not!’ and explained the danger involved. Dealers have to be able to sometimes have uncomfortable conversations with customers so they understand the safety necessary with the hearth products we all sell.”

Store Name: Fireplace Warehouse Etc.

Number of Employees: 51 full-time

Address: Denver, Colorado Springs, Fort Collins, Eagle, Colorado

% of Gross Sales by Product Category: Hearth – 75%; BBQ – 10%; Closets – 15%

Number of Stores: 4

Square Footage: Showroom – 3,500 – 5,000 Sq. ft. each showroom; Warehouse – 15,000

Owners: Joe Womack, Bob Khan, Mark Humphrey Key People: Pete Schoenfeld, Michelle Humphrey Year Established: 2014 (originally 1991) Web Site: www.fpwhs.com Email: info@fpwhs.com

Lines Carried: Hearth – Astria, Blaze King, IronStrike, Jøtul, Montigo, Napoleon, Ortal, Regency; Grills – Napoleon; Fire Pits – Napoleon, HPC % of Annual Gross Sales for Advertising: Radio – 1%; Social media and SEO – 2%

Phone: (303) 296-3823

www.hearthandhome.com | APRIL 2019 | 51

| Live Fire |

SELL THE ROMANCE!

Live-fire cooking – meaning grilling over solid fuel, preferably wood – is the hottest trend in the barbecue industry. When you see a parade, get in front of it.

By Lisa Readie Mayer

The fervor over live-fire cooking continues to grow.

T

heatrical. Romantic. Dramatic.

Sensual. Inspiring. No, we’re not talking about the latest Oscar-nominated movie. These are some of the words that chefs, cookbook authors, and ordinary folks regularly use to describe cooking over a live, solid-fuel fire.

The technique is primal performance art. The act of building, lighting, and

52 | APRIL 2019 | www.hearthandhome.com

taming a wood or charcoal fire is theater; the flames and glowing embers are part of a mesmerizing dance set against a soundtrack of crackling wood and sizzling meat juices.

This is a social event and the entertainment is communal cooking. Friends and family gather around the fire pit or open grill to prod the coals, baste, and flip, and enjoy the smoky aromas and camaraderie.

Indeed, cooking over a live fire is more about the experience than about getting dinner on the table. That experience – which includes enjoying the unparalleled flavor of the food – has ignited a trend around the world.

Can’t Start a Fire Without a Spark Rekindled interest in this ancient cooking method can be traced to 2009, when Francis Mallmann released “Seven Fires,” a The Gaucho Grill from Kalamazoo Outdoor Gourmet.

book on the Argentinian style of open-fire cooking. Proclaimed “the most interesting chef in the world” by Esquire magazine, Mallmann lives in Patagonia and owns

“Seven Fires” by Francis Mallmann.

PHOTO COURTESY: ©2019 MICHAEL EVANS.

multiple restaurants around the world specializing in live-fire cooking. He is the eccentric, free-spirited, spiritual leader of live-fire cooking fanatics, and is credited with inspiring the burgeoning obsession with the technique.

In 2012, Roger Mooking started spreading the live-fire gospel further with his Cooking Channel show “Man, Fire, Food.” The popular series profiles chefs,

Francis Mallmann in his “kitchen.”

home cooks, and food joints that prepare amazing food over open fires.

More books on the topic fanned the flames. In 2014, Mallmann followed “Seven Fires” with “Mallmann on Fire: The Romance of the Grill,” and Tim Byres’ cookbook “Smoke – New Firewood Cooking” won the James Beard Award.

That same year, food historian and archeologist Paula Marcoux released “Cooking with Fire…Rediscovered Techniques and Recipes that Capture the Flavors of Wood-Fired Cooking.”

But the trend really caught fire with the masses in 2015 when Netflix debuted its celebrated documentary series, “Chef’s Table,” and featured a segment on Francis Mallmann. The program follows Mallmann at his remote cabin in Patagonia, filming him cooking food over fire, and savoring the results with family and friends around his table. The romance and sensuality of the technique was captured in gorgeous cinematography that inspired legions of home cooks to give it a try.

One of them was Derek Wolf. He says seeing the show was “love at first sight” and it inspired him to grill skirt steak with chimichurri sauce on the fire pit he and his wife received as a wedding gift. That dinner led to Wolf starting an Instagram account called “Over the Fire Cooking,” where he shares his live-fire cooking adventures through photos, videos, and

OPENFIRE fire pit grill.

recipes with other like-minded grillers.

Turns out there are a lot of like-minded grillers.

His Instagram now has nearly 650,000 followers and has blossomed into a full-fledged live-fire empire that includes a blog, website, and online store selling grills, accessories, and other gear for open-fire cooking. The Millennial-aged Wolf, who says he never learned to cook prior to his come-to-fire epiphany, has since collaborated with big-name brands such as Weber, Char-Broil, Arteflame, Williams Sonoma, and Cowboy Charcoal. Last year, he even hosted an all-day, live-fire cooking festival called Fire Fork Feast on a farm in Nashville, including chef demonstrations, workshops, product expos, and tastings.

Wolf may be the extreme, but he is definitely not alone in embracing live-fire cooking. In fact, the trend had gained such a following that, in 2015, Bon Appetit magazine named it the “Technique of the Year.” Interest continues to escalate. Today, in addition to backyard enthusiasts, many of the country’s – indeed, the world’s – top chefs have adopted the trend and now feature wood-burning grills in their kitchens.

“The world’s oldest cooking method has become one of its newest culinary quests,” Click here for a mobile

friendly reading experience www.hearthandhome.com | APRIL 2019 | 53

| Live Fire | “Solid-fuel cooking is big,” he says.

“It’s graduate-level grilling that’s driven by flavor. People want that wood-smoke flavor. They are exposed to it in restaurants and they want to try it at home.”

The Wood-Burning Fire Pit BBQ Grill from Hitzer.

says renowned barbecue expert, author, instructor, and hall-of-famer Steven Raichlen, whose latest book, “Project Fire,” released last year (with forward

by Francis Mallmann, incidentally), is devoted to the technique.

“While there is nothing novel about wood-burning grills in restaurants (Wolfgang Puck and Alice Waters have used them for decades), what is new is the zeal of the chefs using them, the variety of equipment now available, and the growing number of American home cooks who are forsaking gas and charcoal to master the ancient art of grilling over a wood fire in their backyards,” says Raichlen in a pre-Independence Day feature he wrote on the renaissance of wood-grilling for The New York Times last summer.

While Raichlen extolls the wide variety of charcoals available for live-fire cooking, he calls wood the ultimate grilling fuel.

The reason, he says, is because wood yields “a dry, hot fire of 1,000 degrees or more, which caramelizes proteins in meats, and plant sugars in fruits and vegetables,” and also imparts “distinctive, fragrant, and flavorful smoke.”

Raichlen’s book does a deep dive into many live-fire techniques, including direct and indirect grilling, spit-roasting, and wood-oven cooking. Raichlen also espouses grilling directly on the coals, a.k.a.

“Caveman” style, a technique he says yields amazing results. He also recommends “ash cooking,” which involves nestling whole, sturdy vegetables such as potatoes, onions, eggplant, peppers, and corn directly in the embers to cook.

54 | APRIL 2019 | www.hearthandhome.com

Sales Opportunities Manufacturers are making that easier than ever to do. Though live-fire grilling can be accomplished in the simplest fire pit, or even a basic charcoal kettle grill, companies now offer live-fire specialty grills in a wide range of price points. At the top end of the spectrum is the Gaucho Grill from Kalamazoo Outdoor Gourmet, an Argentinian-style wood grill with gas-assisted lighting and a 30-inch wheel to raise and lower the cooking grid in proximity to the open firebox. (Of note: Kalamazoo’s grillmaster, chief designer, and head of product Russ Faulk just released a beautiful new book about live-fire cooking called “Food + Fire,” with recipes described as “big-flavored food, alive with primal flavors of smoke and fire.”)

Grillworks wood-fired grills – called the “gold standard” by The New York Times – are inspired by Argentinian parrilla grills, and feature cooking grids that are height-adjustable via a crank-wheel system. Enormous and pricy, Grillworks’

The OFYR grill draws a crowd.

commercial grills are the choice of professional chefs for restaurant kitchens, but smaller, residential models are available.

Hitzer offers the Wood-Burning Fire Pit BBQ Grill, an Amish-made, heavy-duty, portable fire pit with a rotating arm attachment that can suspend a grilling grid or hang a pot over the fire. The KUDU Open Fire Grill is based on a South African braai system with a series of swing-arm cooking surfaces that can be positioned above the live wood fire in the base. The cooker can also convert to a fire pit.

Unique, circular, live-fire grills from companies such as Arteflame and OFYR are equal parts fire pit, grill, griddle, and sculptural artwork. The grills feature a wide swath of flat cooking surface surrounding the wood fire in the center, and are designed to emphasize social grilling. Arteflame even makes replacement grid inserts for kettle grills and kamados, turning them into open-fire, fire-pit grills.

Hybrid, multifuel units such as Kalamazoo’s signature Hybrid Fire Grill, and Summerset Professional Grills’ American Muscle Grill, can cook with a live charcoal or wood fire (or just gas when time is tight), and offer convenient gas-assisted lighting. Likewise, solid-fuel

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| Live Fire | insert trays from Napoleon Grills, DCS, and other companies, enable live-fire wood or charcoal grilling on a gas grill. In fact, any charcoal grill or kamado can become a live-fire appliance.

Myriad accessories also are available to supplement the sale of a live-fire grill, pizza oven, or fire pit, and keep customers returning to the store for repeat purchases.

Of course, consumable fuels such as charcoal (including specialty varieties such as lump, quebracho, binchotan, and coconut-shell) and woods (including logs, chunks, chips, pellets, and planks, in species such as oak, mesquite, hickory, pecan, alder, fruit woods, and more) bring people back most often.

But there also are opportunities to sell charcoal chimneys, electric starters, hot-air lighters, and solid starter cubes, as well as waterproof charcoal cans, coal rakes, ash scoops, grill gloves, and more. Accessories such as freestanding cooking grates, Tuscan grill grids, planchas, cast-iron skillets, pizza stones, rotisserie spits, Dutch ovens, tri-pod campfire systems, wood planks, salt slabs, cookbooks, and more, can help people experiment while pursuing their live-fire passion.

In fact, a library of new cookbooks on the subject is due out this spring.

They include “Food and Fire” by Marcus Bawdon, “Live Fire BBQ and Beyond”

by Wendy O’Neal, “The Flavor of Wood”

by Artur Cislar-Erlach, “The Backyard Fire Cookbook” by Linda Ly, “The Ultimate Wood Fire Oven Cookbook”

by Genevieve Taylor, “Smoke Wood Fire”

by Jeff Phillips, among others.

Karen Adler, owner of Pig Out Publications, a distributor of books about outdoor cooking, including the aforementioned, says live-fire cooking, “can be a unique attention-getter for retailers and attract customers who want to push the envelope.”

But selling the concept of live-fire grilling, and the equipment it requires, is different from selling more traditional grills and smokers. It’s not about emphasizing lighted knobs, digital controls, Wi-Fi apps, lifetime warranties, and Btus, but rather about bringing people together. Sell the experience and romance of live-fire cooking, get customers excited about creating fun family times and great memories, and you’ll boost sales.

56 | APRIL 2019 | www.hearthandhome.com

The Arteflame Classic 40.

The DCS Series 9 Grill with charcoal smoker tray.

Interchangeable 1 GRILL, 3 FUELS Slide in • Slide Out + CHARCOAL

Kamado Inser ts

+ GA S

PELLET

Easy to inventory: 1 Grill-3 fuels.

Our Basic Kamado Grill comes with the Charcoal Ash Drawer and the interchangeable abilities to use gas or pellet.

Kamado Pellet & Gas advantages: • • • • • • •

Uses 50% less fuel.

Patented 40/50% hotter than other Pellet & Gas Grills.

Simple control panel - Set your temp, walk away.

Sears, Grills, Smokes, Bakes, Roasts.

Due to kamado ceramic insulation, you can cook in extremely cold weather. No blanket required to keep in heat.

Pellet & Gas Inserts retrofit Vision & Icon grills that are already in the Market Place.

Easy to clean - pull out the insert and empty the ash.

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| Retailing |

PATIO PALACE

HEARTH HAVEN

SALE

THE EVOLUTION OF RETAIL Your customers want to understand who you are, what you stand for, how you’re connected to the community – and they also want an experience when they come in.

By Tom Lassiter

A

ny specialty retailer who says she’s not concerned about online competition hasn’t realized that it’s not 1993 anymore.

That was the year before Amazon.com debuted. Jeff Bezos’ startup proved that consumers loved the convenience of shopping for books online.

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What the visionary Bezos knew then, and we know now, is that people love the convenience of buying just about everything online.

Amazon collected nearly 50 cents of every dollar spent online in 2018, according to a report by the online news site TechCrunch.

That amounted to $142 billion, or nearly

5% of all retail sales, according to the website Digital Commerce 360.

It’s predicted that Amazon may double its take to 10% of all retail sales by 2020.

Amazon, Wayfair, Hayneedle, and other online-only retailers sell plenty of outdoor furniture, barbecue grills, and hearth products. These and other products are the mainstays of brick-and-mortar specialty retailers.

Where is all of this heading? Are specialty retailers with storefronts, sales staffs, and utility bills going the way of the dinosaurs?

If anyone has a clue, it’s probably the folks at Sphere Trending. The consulting firm includes futurists, technologists, strategists, and other forward-thinkers who study market trends, social forces, technological developments, and other

BARBECUE Bungalow

change factors to envision what the future holds. Two of their areas of concentration are the home environment and retail.

Hearth & Home spoke with two Sphere Trending executives to get their perspectives on the challenges facing retail as we enter the third decade of this new century.

Susan Yashinsky is Sphere Trending’s vice president of Innovation Trends.

Mandi Mankvitz is vice president of Engagement Trends. The following is an edited version of that conversation.

Hearth & Home: What are the long-term

prospects for brick-and-mortar specialty retailers?

Susan Yashinsky: “Everybody’s freaking

out about the ‘death of retail,’ and it’s not really the death of retail; it’s the evolution of retail.

“When the Big Box stores came in, in the 1960s and ’70s, everybody thought specialty stores would be done for. Specialty stores ended up thriving. So people have to adjust.

“The biggest issue in the third decade of the 21st century is agility to market. Agility to market is very important, because the

Spa S a n c tu ary

speed of change is much quicker now. You have to understand where the consumer is, you have to understand the competition, and you have to react much quicker; you don’t have three years to develop a plan to be relevant today.

“Specialty stores have a huge advantage over online and traditional Big Box retailers in that they have expert service.

Human service is becoming one of the most important attributes to consumers.

Having a human being, an educated person, providing this personal touch – in a world where increasingly we’re feeling isolated by technology – is becoming one of brickand-mortar’s best advantages.

“Also, if we’re going to drive to a brick-and-mortar (store), we actually expect an experience. We expect it to be inspirational. We don’t want to see a sameness.

“You see, the most successful retailers don’t stand still. They’re constantly evolving.

For a Mom-and-Pop company, there are a lot of small things that don’t cost a lot of money that actually add to the experiential element.

You can provide the great expertise; you can have a place to sit and explore; you can offer coffee so that your guests feel welcomed.”

Where is the balance between offering personal service and a shopping experience, and the instant gratification of shopping from home, ordering a product online, and having it delivered two days later?

Yashinsky: “The reality is that it’s a multi-

channel world. And for anyone to think that online is not going to get bigger is ridiculous.

“But people still love to shop, especially Millennials and now Gen Z, they love being in brick-and-mortar (stores). But it has to be exciting brick-and-mortar. It has to feel like an inspirational journey. They want to touch and feel, particularly for higher-ticket products. Are we more comfortable buying furniture online? And are we getting more comfortable every year? Without a doubt.

But online is co-existing with brick-andmortar. That’s why we say omni-channel.”

Mandi Mankvitz: “Physical stores need

to be dabbling in the digital, to be making sure that they’re not just a store but also a digital presence. They’re a social presence.

They’re having inspiring conversations with consumers, to really showcase their value as a local store.”

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| Retailing | Where is the power of the brick-and-mortar retailer to answer that unlimited, incredible selection that’s online?

Yashinsky: “I think it’s emotion.

The consumer is saying, ‘You need to emotionally connect to me.’ Your website is the first point on the consumer’s journey of discovery. It has to be updated, inspirational, and interesting. You have eight seconds when a consumer goes on your website to actually connect with them.

“There’s so many Mom-and-Pop stores that don’t think the online component is important, but they don’t understand that the store’s website is the first point of the journey of discovery.”

Mankvitz: “People are going to your

website for a story, for an experience, to understand who you are and what you stand for. How are you connected to the community? What unique events or collections do you have, and how are you inspiring me? Whether they find that through Instagram or Facebook or the website, that will drive them to your store. People feel that going to the store is a luxury now.

“If I’m going to go to the store, it’s a luxury moment for me. I want to sit in the chair or touch the fabric or talk to someone who understands.

“I can’t have that conversation when I’m on Amazon.com. I can’t even call someone at Amazon into that conversation. But I do have that opportunity at a specialty retailer, so the website needs to reflect that.

That’s a competitive advantage that needs to be shouted: This is our story, this is who we are, and this is how we can help you.

“You don’t have to sell anyone on the entire story in the eight seconds; you have to compel them to continue reading. When they land on that website, or that social media page, do they get a feeling that inspires them to learn more and to know more?

“You’re not going to win against an Amazon with a sale. You’re going to win against an Amazon with a story.”

Let’s go back to this notion of an experience.

We all understand what we mean when we say “the Starbucks experience.” We’ve learned it by repetition over 20 years. But what can a Mom-and-Pop do to create an experience?

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Yashinsky: “It can be as simple as having

Mankvitz: “You see lots of people

Mankvitz: “REI is an excellent example.

When a consumer is won over to visit a specialty retail store, how do you ensure that they are fully surprised and satisfied and engaged, beyond the educational experience?

events at your store that indicate you are part of the ecosystem of your neighborhood, meaning the restaurants and the people that are around your store. You have to fuel traffic to each other by creating events that are related. If it’s a luxury to drive to a specialty store, you expect to be rewarded with something that’s kind of fun.”

There’s always some sort of event, clinic, or class. They’re partnering with the charities. They have a lot of experts in the store who will talk to you about cycling or paddle sports. They are a big chain but really embrace the idea of experience at the local level, and that experience is very unique to them.

educating on how to extend the seasons.

Those are things that specialty retailers really own, because they understand that more so than the bigger retailers.”

Yashinsky: “A first impression is critical.

Every store owner should walk into the store with some friends and say, ‘What’s your first impression?’

“Do I smell coffee? Do I smell cookies?

Do I see a place to sit down with a bunch of magazines so I can get inspired? Does

“In the casual furniture industry, brand is not something young people have any awareness of.

In furniture, they don’t go by brand; they go by the store, like West Elm or Crate & Barrel.”

— Susan Yashinsky

“They’re staying true to what they stand for, and they’re still providing an experience. They’re constantly innovating.

They know who their customers are, and they speak to them in really engaging ways all the time.”

Isn’t creating an experience a bit more challenging when the store is selling outdoor furniture and barbecue grills?

Yashinsky: “Grills are a fun thing.

Team with a local party supply shop to make an event. Showcase some of the new recipes that people are doing on the grill. Crate & Barrel and Pier 1 are doing classes like how do you decorate the outdoors. A Mom-and-Pop retailer can do the same thing.”

someone come up to me right away and they’re easily recognizable as a store employee? Is the store cluttered? Is the store clean?

“So many stores have not been updated in a long time. Update might just mean a fresh coat of paint, or adding a coffee machine, some cookies, and a seating area.”

In the online shopping world, brands sometimes seem to be less important than the source, such as Amazon or Wayfair. How important are brands these days?

Yashinsky: “In the casual furniture

industry, brand is not something young people have any awareness of. In furniture, they don’t go by brand; they go by the

phifer.com

| Retailing | store; like West Elm or Crate & Barrel.

That’s the ethos that they go to. So what’s really critical is being a leader in design and consumer relevance.

“You have to really understand the pulse of the consumer. Since brands aren’t the criteria of being relevant to the younger consumer, the assortment is critical. Is the design correct?”

Mankvitz: “Younger consumers want

to be known for being able to create an eclectic space that tells people about their character, but they don’t want the brands

That’s very important and meaningful to the consumer. Amazon doesn’t give them that good feeling when they buy a piece of furniture from them.”

Yashinsky: “That’s incredibly important

to Millennials. Shopping local, supporting local restaurants, supporting local retailers.

That goes back to that whole emotional component – becoming a bigger part of the value equation.”

What else do specialty retailers need to concentrate on to thrive in the next few years?

“Consider working with an agency over the next two to three years, to really reach the younger consumer.”

— Mandi Mankvitz

to stand out; they want themselves to stand out. The brand isn’t necessary to telling their story.

“It’s the style, and the design, and how it fits into their beautiful home; when they take that picture for Instagram, that tells the story.”

Yashinsky: “In your industry, the store

is the brand. There’s no question. Because people can find outdoor furniture anywhere.”

Mankvitz: “Anywhere.”

Yashinsky: “The store is the brand.

No question. And that goes back to all the other stuff we talked about. How do you make that brand relevant in people’s lifestyles? How does it provide inspiration?”

Mankvitz: “How does your store make

them feel proud about shopping local?

When people feel proud, they’ll shout it.

They will share about a great experience they had. They’ll feel really good about buying from a store in their community that supports the Little League team or that gives back to the park down the street.

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Mankvitz: “I think that specialty retailers

don’t spend enough time cleaning their digital house. They’re great at running a store, they’re great at choosing merchandise and product lines. They need to spend time figuring out what their digital strategy is going to be.

“A lot of times those things get left by the wayside – ‘Oh, quick! We’ve got to put something on Instagram!’ – without any thought. But that’s actually a very long-term strategy.

“You should have an editorial calendar, thinking about content every month. Consider working with an agency over the next two to three years, to really reach the younger consumer.

Spend time cleaning your digital house and figuring out what your strategy is going to be.

“Then really stick to that calendar and that strategy, because you will let down a young group of consumers if you promise a newsletter and you don’t deliver, or if you promise to have inspiring things on Instagram and then it trickles off.

“It also connects back to that physical presence. So clean your digital house and

get your strategy in order, so that in three or four years, when that consumer is knocking at your door, you’re ready.”

We’ve enjoyed very long, sustained economic growth. When the inevitable economic slowdown arrives, what encouragement can you give specialty retailers competing in this omni-channel world?

Yashinsky: “The good news is, they’re in a

home industry. That’s the one place people are spending money. They’re not spending it on apparel; home purchases have now actually surpassed apparel purchases.

“We love our homes; we’re spending more time at our homes. Millennials spend the most time at their homes. It’s become truly their entertainment center, work center, leisure center, connectivity center. So you’re in an industry that is actually predisposed to what consumers want to spend on.”

Lately we’ve encountered some casual furniture retailers who have focused less on the high-margin special order business in favor of stocking a more limited selection of goods for immediate delivery. This is counter to a trend that’s developed over the last two decades, a trend that focused on near total customization for the consumer. How do you see this progressing in the years to come?

Yashinsky: “The best policy is a combi-

nation of both.”

Mankvitz: “Right. You need a line of

core products that you can immediately deliver to your customers, and you need the specialty products that they’re willing to wait for.

“Those are two very different needs.

That’s why stores like Aldi and Trader Joe’s are doing so well, but also why specialty grocery stores that offer every artisan thing under the sun are also doing well.

“It’s just that middle that’s not doing well. So, unfortunately for the specialty retailers in your industry, they need to offer both Aldi and the luxury grocery in the same experience. How they execute that is a challenge. But offering both of those two directions is the right way to win those consumers.”

| Distributor |

EMBRACING CHANGE That’s the secret to Cunningham Gas Products’ long business life.

By Lisa Readie Mayer

B

enjamin Franklin once said, “When you’re finished changing, you’re finished.” Business author Alan Deutschman put it more bluntly: “Change or Die.” A willingness to change has kept Cunningham Gas Products alive and thriving for 70 years, and through four generations. It has been the driving philosophy behind the company’s evolution from a one-man plumbing outfit to a multifaceted hearth, barbecue, and outdoor-living empire with two retail locations, a wholesale distribution business across four states, manufacturing operations for two brands, and an online order-fulfillment business serving retailers throughout the U.S. This story of adaptation traces back to 1949, when newly-licensed plumber Ralph Cunningham established the Cunningham Plumbing Company. Guided by three principles – work hard, be honest, and treat others how you expect to be treated – he served the Houston area during the tough economic recovery after the Great Depression.

Ralph’s business grew and successfully provided for his and wife Annie’s seven children, until tragically, at the age of 40, Robben and Jeff Cunningham.

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PHOTOS: ©2019 MABRY CAMPBELL PHOTOGRAPHY. WWW.MABRYCAMPBELL.COM.

he came home from work one night, ate dinner, went to bed, and never woke up. With six siblings and his mother to feed, Ralph’s son Roy dropped out of high school and took over the business, helped by brothers Joe, Lynn, and Fred while he was in the Navy. After his service, Roy took on a second job at the Houston Fire Department, while he and his wife Regenia kept the plumbing business going on the side out of their garage.

In 1968, the couple saw an opportunity to expand their business by partnering with the local gas company as a waterheater installing contractor, earning $35 for each installation. Likewise, when the utility began promoting gaslights and grills to homebuilders, Cunningham Plumbing broadened its business focus, earning $7 per 35-ft. gas-line and lightpost installation, and $12 per gas-grill post-mount installation.

The business soon outgrew the Cunningham’s garage, and in the early 70s they bought land at 18700 Carrot Street in Spring, Texas, and built their first warehouse-office-showroom with a 15 x 20-ft. retail sales floor.

Another momentous business shift occurred when the Dallas-based manufacturer of Falcon Grills called looking for a wholesale distributor in the Houston area. With two kids and a $35-a-month

mortgage payment, Regenia balked at purchasing the 40 gas grills required to become a distributor. But Roy convinced her it was a smart risk, and their distribution business, Cunningham Gas Products, was born.

The fledgling wholesaler expanded its dealer base throughout South Texas, as well as its retail and wholesale product offerings, adding gas grills and gaslights from pioneering brands Arkla and Charmglow, and then replacement parts, grills, and lights from Modern Home Products (MHP); it’s relationship with MHP continues to this day.

The company began distributing RH Peterson Company’s Real Fyre Gas Logs in 1980, after the forward-thinking Roy again prevailed when Regenia protested purchasing the minimum-required 100 log sets. Today, the company also retails and distributes Fire Magic, American Outdoor Grill, ICON Kamados, Cajun Grill, Louisiana Grills, and other brands.

In 1976, at the age of 18, Roy and Regenia’s son Jeff became the thirdgeneration Cunningham to join the family business. Jeff spent 15-plus years learning the ropes as an installer, warehouse worker, and salesman calling on wholesale customers, all the while attending college at night to earn a business degree. Today, he’s company president.

Ralph Cunningham, who founded Cunningham Plumbing Company.

Joe Cunningham, who helped found Cunningham Gas Products.

Moving Out of the Comfort Zone Jeff pushed his dad to implement even more changes to keep the business fresh and relevant. Some moves – such as when the company first computerized operations in 1990, and opened a second retail location in Houston’s Woodlands community in 1997 – were embraced readily. Others – such as when Jeff proposed they accept credit-card payments – not so much. (Roy ultimately acquiesced when Jeff proved, with a Burger King receipt, that even fastfood joints were accepting plastic.)

At a time when many businesses resisted technology and feared the Internet as the enemy, the company was an early adopter. By 1996, the retailer-wholesaler had launched its first website, cunninghamgasproducts. com (later changed to cunninghamliving. com), becoming one of the first in the hearth and barbecue industries to do so, according to Jeff.

He admits this initial foray had more to do with practicality than a desire to be cutting-edge. “The primary reason we created a website was to find a lessexpensive alternative to the $30,000 a year we were spending on Yellow Pages ads,” he recalls. “The Internet was just starting to grow in those days, and a website was an inexpensive way to promote our company and help customers find our retail location.”

The company’s next steps into the World Wide Web were more strategic.

It launched an online wholesale catalog for its dealers, as well as several boutique websites selling products direct-toconsumers online. According to Jeff, this diversification into online sales has been an important factor in the company’s growth. It also led to the development of another significant business area: order fulfillment for other retailers and website companies selling hearth and barbecue products online.

“I noticed businesses struggling with online order fulfillment,” he says. “So, I thought, ‘Hey, we are distributors with a warehouse full of inventory, and we are used to shipping product out the same day. We can become a drop-shipper for other dealers, offering economies of scale and savings on freight.’” Cunningham Gas Products fulfills 90% of orders the same day and ships anywhere in the 48 contiguous states, according to Jeff.

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| Distributor | “I am a salesman trapped in a business owner’s body,” he jokes. “Like my father and grandfather, I’m always turning over rocks, looking for opportunities to increase our business and better serve our customers. Believe me, if I had the foresight, I would have fully embraced the online business earlier. I never imagined it would be as big as it has become.”

Moving into Manufacturing Another leap of faith was the company’s expansion into manufacturing with the 2001 launch of its Renaissance Cooking Systems (RCS) brand. The line includes a wide variety of value-priced, lifetimewarranted, stainless-steel gas grills, doors, drawers, sinks, refrigerators, and other outdoor kitchen products.

“Our goal in developing this line was to better control our own destiny,” Jeff explains. “When you’re the middle man, you’re at the mercy of manufacturers, with no control over product development or pricing. There is risk in being a manufacturer, of course. We have to order from the factory by the container load – that’s quite a jump from the 40 Falcon grills my dad had to purchase to get into the wholesale business. But, as a distributor, we already had a built-in audience for our new line, and as a retailer, we had a first-hand understanding of the types of products dealers want.”

That insider’s perspective has informed the design of the RCS line and helped the brand gain traction in a crowded marketplace. The products are manufactured in China to Cunningham’s specifications, and feature “the specific bells and whistles dealers are looking for, at reasonable price points,” according to Jeff. Nearly 95% of RCS grills are sold as built-ins.

The company’s manufacturing division diversified again in 2015 with the purchase of Haggard’s Rustic Goods, its long-time supplier of hand-built, rustic coolers, furniture, and decorative items made of repurposed barn wood. Jeff moved Haggard’s production operations and five craftsmen to a new building at the company’s expanding Carrot Street campus.

Jeff ’s son, Austin Cunningham, oversees Haggard’s production and product design, and is part of the fourth generation in the family business.

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Daughter Julee is the company’s graphic artist and social-media maven, while daughter Hannah is taking time off from her administrative role to raise a family.

Jeff’s wife Robben was actually involved with the business before becoming part of the family. The couple met in the ’80s while Robben worked for Entex utility company, a wholesale customer of Cunningham Gas Products. (As Jeff tells it, he defied his dad’s warnings about conflicts of interest and asked Robben on a date.) They married in 1984, and after staying home with their three children, Robben officially joined the family business as vice president in 2005.

Changing Up Marketing and Promotions “My grandfather and father were always willing to adapt and try new things,” Jeff says. “That’s been important to our success throughout the history of our company, but even more so today. The world is changing at an even faster rate.

We’re always trying new ways to market and grow our business, and we share those ideas with our dealers.”

Understanding first-hand that emphasizing outdoor kitchens differentiates retailers and boosts sales, the wholesale team helps design cost-effective, outdoor­ kitchen showroom displays for its dealers.

It also advises how to maximize limited marketing dollars with social-media posts and targeted online ads. In-store cooking classes have been another successful way to generate excitement and attract experience­­‑seeking customers.

In an effort to grow its RCS brand nationally, the company recently revamped its website, added a dealer-locator tab, stepped up social-media promotions, and launched national Google advertising.

An innovative, new, dealer program addresses the growing consumer practice of “showrooming” (researching in-store but ordering online).

“There is no incentive for a consumer to buy from our website because the price is the same as at our brick-and-mortar dealers,” explains Jeff. “But, if they do order an RCS product from our website, we have a pop-up that asks, ‘Did you visit a local dealer?’ If so, we ask for the name of the dealer. We will ship the order, but we credit that dealer

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| Distributor |

“Robben and I take seriously the responsibility of carrying on the legacy left by my grandfather and parents.”

— Jeff Cunningham

with the sale and the profits, and supply the consumer’s name and contact information for their databases. If the online purchaser doesn’t mention a dealer, we still credit the dealer within 15 miles of the purchaser’s address. Even if the dealer did nothing to make the sale, they are credited with the profit they would have earned.”

68 | APRIL 2019 | www.hearthandhome.com

Jeff says that, when the sales team first introduced the concept, dealers were skeptical. “But now that we’re sending out credits, they’re saying, ‘Wow! It’s real!’ We’ve given away close to $14,000 in credits so far,” he says. “We are the only manufacturer I’m aware of doing this and it has opened doors to new dealers nationally.

“Since the start of our company, we’ve worked hard to take care of our

customers,” says Jeff. “It’s about building relationships and treating customers the way we would want to be treated – like family.”

That philosophy also extends to the company’s 35 employees. Jeff and Robben – who have built wells and provided relief services on numerous mission trips to impoverished countries – underwrite any staff members’ first service trip. When one employee was trying to stop smoking, they sprang for a family cruise after he quit for a year. Not surprising then, the average employee tenure is 13 years. The longest-serving employee retired this spring after 43 years.

“Robben and I take seriously the responsibility of carrying on the legacy left by my grandfather and parents,” Jeff says. “We strongly feel God put us in this position to lead our lives as an example, not just for our family, but our employees and customers, too.”

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| Electric Grills |

ITS TIME HAS COME The market for premium electric grills is heating up; the potential is enormous.

The City Grill from Kenyon International.

Coyote Electric Grill by Coyote Outdoor Living.

By Lisa Readie Mayer

S

ome might consider the electric grill category a late bloomer; others might view it as an example of “failure to launch.” However you choose to label it, the fact is that the category has historically been a bit of a dud.

That could be changing.

Manufacturers of electric grills – particularly premium electric grills – are noticing a sales uptick. “Growth in the category did not happen as quickly as we had hoped, but in the last two or three years, we have seen a significant sales

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increase,” says Mike Williams, Sales and Marketing manager for Kenyon International, a company that makes electric grills for marine and home use.

“Keep in mind, we started at zero, but now we are definitely seeing growth.”

Kenyon is not alone. Jim Ginocchi, president of Coyote Outdoor Living, says sales of the Coyote Electric Grill, introduced in 2017, have been three times greater than his original projections.

“This category has not been an overnight sensation,” Ginocchi says. “When people

think of a grill, they think of charcoal or gas. Like with the electric car, it takes time to educate the consumer before they’ll adopt any new technology. We are finally getting to that point with electric grills.”

“Electric grills have always been an interesting market,” says Ed Mackin, president of Maverick Industries. The company started manufacturing indoor, tabletop electric grills in 1982, and now offers a premium model for outdoor use. “There are about 10 million units of electric grilling products sold every

year,” he says, “but 9.7 million of them are indoor tabletop units selling for under $50 at retail.

“Outdoor electric barbecues account for somewhere around 3% of total electric grill sales. You can go back 40 years and that figure hasn’t changed. Unfortunately, indoor and outdoor products are co-mingled in the consumer’s mind. They believe low-priced, underperforming, indoor electric grills are the only type of electric grills available.”

“Usually, most people know of a George Foreman-type grill or a grill pan on the stove,” agrees Williams. “We’ve had to educate people that there are options that deliver true grilling results.”

in waterfront, high-rise, condominium buildings. Today, it offers premium electric grills in a broad variety of sizes and price points, each powered by a standard wall outlet, and available for tabletop-, cart-, or built-in mounting.

Manufactured in Connecticut, Kenyon electric grills feature a patented design that places the heating element in direct contact with the grilling grid to intensify heat and generate cooking temperatures up to 600 degrees in 10 minutes.

Its smallest and best-selling unit, the compact City Grill, has a single 155 sq. inch cooking surface. The company also offers models with two independently-controlled

Teflon-coated, dishwasher-safe cooking grid, elevated warming rack, 60-minute safety timer, surge protector, and lifetime warranty.

The grill combines a powerful electric heating element in tandem with a unique ceramic-briquet heat plate, that not only produces 550-degree cooking temperatures in seven minutes, but catches and vaporizes drippings into flavorful smoke.

“We have created an electric grill that looks and functions like a true outdoor barbecue,” says Ginocchi. “We wanted people to think of it as a barbecue, not a hot plate.”

The grill can be used indoors and out as a tabletop unit, or mounted on one of

Char-B-Que from Maverick Industries.

Hot Premium Products Today’s premium outdoor electric grills solve issues that have long bridled the electric category: lackluster searing, marginal quality, and size limitations. New cutting-edge units are made from quality materials, have larger cooking surfaces, attractive designs, multiple mounting options, and most importantly, incorporate patented technology and engineering that boosts temperatures and performance.

Kenyon International initially developed its 304 stainless-steel electric grills for use on boats, but realized there was a market for the marine-grade units

cooking zones, and has just introduced its largest unit with three zones and ample cooking space for 12 to 16 people. The new grill, priced at $3,500 retail, is designed for building into an outdoor kitchen and will require a 240-volt outlet. “This grill is similar in size and design to what people expect of a built-in gas grill,” says Williams.

“I think it will be popular.”

Coyote Outdoor Living introduced the Coyote Electric Grill in 2017 after distributors pointed out growing demand in the marketplace, according to Ginocchi.

The 156 sq. inch, 35 lb., stainless-steel grill plugs into a 120-volt outlet, and has a

the available base options: a weighted, movable, pedestal post; a stainless-steel cart; a ready-to-assemble island with a stacked-stone finish; or a compact, contemporary outdoor entertainment island with built-in refrigerator and counter overhang for two barstools.

The company recently slashed the price of the grill from $799 to $499 retail (cover and utensil set are included). “It’s a calculated strategy to remove any hesitancy about price, so people will try it and get comfortable in this category,” Ginocchi says. “We have hit a value price point and believe it will open doors to consumers Click here for a mobile

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| Electric Grills | taking a chance. As the category grows and evolves, we’ll also be looking at larger sizes and enhancing accessory offerings.”

RH Peterson introduced its 252 sq. inch Fire Magic Electric Grill about five years ago, according to senior vice president

According to the U.S. Census Bureau, there has been a marked increase in townhome production since 2015, and last year, townhomes comprised 14% of new-home starts.

Jerry Scott. It plugs into a standard outlet and features a 304 stainless-steel grill body; a large and robust heating element that reaches 725 degrees; digital controls; and an optional rotisserie.

In addition to tabletop or post mounts, the company just introduced a new Electric Outdoor Kitchen with a glass-fiberreinforced concrete island outfitted with a Fire Magic Electric Grill, refrigerator, two storage drawers, and accent lighting.

“This is a small-footprint outdoor kitchen that can be used on a high-rise condo balcony or where people have limited space,” says Scott.

“We’ve seen demand for electric grills growing,” he continues. “People are asking for larger sizes, so we are in the early, conceptual-stage development of a larger unit. Our first model is able to plug into a standard wall outlet, so it was restricted in size. A larger grill may require a different type of power source.”

In terms of technology and innovation, Maverick Industries’ Electric Char-B-Que is light years ahead of the electric grills it first offered three decades ago. Introduced in 2015, the 200 sq. inch grill cooks with infrared energy thanks to a ribbed, ceramic-glass

72 | APRIL 2019 | www.hearthandhome.com

cooking surface. The glass, made in Germany

by Schott, is impervious to thermal shock, and allows the grill to reach cooking temperatures in excess of 650 degrees.

“Our infrared electric grill can accomplish greater temps with less wattage, so it’s 20% more efficient than traditional electric grills,” says Mackin. “It gets hot enough to create smoke, which equates to flavor. Most electric grills don’t sear or produce smoke, so you don’t get that grill taste and experience. Our product creates better-tasting food.”

The Char-B-Que is UL and ETL certified for outdoor use, and can also be used indoors when positioned near a ventilation hood. The grill comes with a windscreen/splatter shield and warming rack, and according to Mackin, 40% of buyers also purchase the optional hinged

According to the U.S. Census Bureau, there has been a marked increase in townhome production since 2015, and last year, townhomes comprised 14% of new-home starts. Other reports indicate consumers are increasingly moving to urban areas where multifamily apartments and condos prevail. In many communities, fire codes or homeowners’ associations restrict the use of gas and charcoal grills at multifamily buildings. Electric grills are a permissible alternative.

“The building-industry trend is to build up instead of out,” says Ginocchi. “These high-rises are being marketed to two groups – active-adult empty nesters, and Millennials. Whether they’re downsizing empty nesters coming in from the suburbs, or Millennials just starting out, they want to be in a building with wonderful amenities.”

Electric Grill Island from RH Peterson Co.

hood cover and rolling cart base. Mackin says the product is sold mainly through small, independent barbecue shops and specialty online sellers such as Houzz.com.

Gauging the Current Having a new slate of premium, highperformance, cutting-edge products to choose from is one reason behind the spike in electric grill interest. But recent housing and lifestyle trends are also at play.

While those amenities might include grills in common outdoor living spaces, as Ginocchi points out, residents often want their own. “You never know how well that common grill was cleaned prior to your use,” he says. “Or, if you’re entertaining guests, you don’t want to have to cook on the roof or in the courtyard and then bring the food back to your private balcony to eat. Baby Boomers are used to having a premium grill at home, and

now that they’ve downsized, they want a small, premium electric unit to fit on their balcony. Millennials want products that are easy to use but luxurious in nature.”

Reaching the Market According to Scott, the greatest demand for electric grills has been in the Southeast, in cities such as Atlanta, Raleigh, Miami, Tampa, Orlando, and other communities where there is a proliferation of high-rise condominiums on or near the water. “It’s a growing phenomenon,” he says. “People are moving into buildings where gas and charcoal are not permitted, but they want to enjoy the same outdoor cooking and living experiences they’re used to.

As a result, demand for electric grills is increasing. And because of the corrosive environment, they need a premium, stainless-steel product.”

This trend is only expected to grow.

Socioeconomic trend-monitors 24/7 Wall Street, report an increase in migration patterns from the Northeast and Midwest

to Sunbelt states among both retirees and Millennials. In addition to these warm-weather locales, Ginocchi says his company also has seen a spike in electric grill sales in Nashville, Seattle, Vancouver, Montreal, Toronto, and northern California.

To reach the key target market – luxury townhome or condo residents – companies are beginning to work directly with builders, designers, architects, and other specifiers of multifamily projects. Builders will often offer an electric outdoor kitchen setup among the possible upgrade options, or an electric pedestal grill as a salesclosing incentive for potential buyers.

Mackin says trade shows and home shows have been effective sales generators for his company. “After a show, people leave with (an Electric Char-B-Que), and before long, all their neighbors want one and we’ve sold 10,” he says.

Electric grill manufacturers also are upping their consumer-marketing efforts to increase awareness about the

Oh, what a Fire

category. “We’re taking a fun, engaging, and creative approach toward educating the consumer,” says Williams. “We share recipes and conduct prize giveaways to get the product in people’s hands. We’ve been working with influencers, including an ESPN personality, and partnered on a promotion with the Boston Red Sox, which opened doors for us.

“We are a very small company and don’t have big budgets, so aligning with major brands and trusted influencers has been a huge opportunity to grow our brands.” The company is also running online ads that pop up when people search electric grills.

According to the experts, the premium electric grill category holds considerable potential for specialty barbecue retailers.

“Consumers can’t find these products at mass retailers,” says Mackin. “A specialty dealer can educate the consumer and demonstrate how great the product performs. These products differentiate the dealer and have good margins.”

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www.hearthandhome.com | APRIL 2019 | 73

| Distribution |

WORKIN’ I THE TWO-STEP

By Bill Sendelback

f you think two-step distribution in hearth and outdoor products is dying, think again. Despite some dealers who buy dealer-direct, two-step distribution is alive, well and growing, as witnessed by the recent major acquisitions among distributors.

There are at least 140 two-step hearth and outdoor products distributors in North America, according to the HPBA’s latest Membership Directory. Recently some of the industry’s distribution giants have gobbled up competitors and expanded into new, larger territories. Now we have true “800-lb. gorillas” distributing throughout almost all of the U.S.

Distributing is alive and well, as the giants continue to grow.

Area Covered: All of USA Website: www.olympiachimney.com

Bryan Yourdon

While not a case of a distribution giant gobbling up other distributors, the January 2019 acquisition of distributor Copperfield Chimney Supply, Fairfield, Iowa, by venting manufacturer Olympia Chimney Supply, Scranton, Pennsylvania, is unique, with a manufacturer venturing into two-step distribution.

Copperfield was started in 1978 by Bob “Sooty” Daniels, selling primarily venting products to chimney sweeps. It grew to sell a wide variety of hearth products to hearth dealers and sweeps throughout the U.S. Olympia began in 1999, and now has 100 employees and is manufacturing a complete line of hearth venting products.

With this acquisition, the Copperfield brand and operations will continue unchanged, says Bryan Yourdon, CEO of Olympia.

“Both Copperfield and Olympia are entirely focused on its customers,” he says, “and we’re both very bullish on the hearth market. This is a good match for each of us to better serve our customers.”

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“As a distributor, it is our job to bring in products early and be ready for the season. Manufacturers are focused on making the products.”

— Jack Cohen

Area Covered: Alaska, Arizona, Arkansas, California, Colorado, Hawaii, Idaho, Illinois, Iowa, Kansas, Louisiana, Michigan, Missouri, Montana, Nebraska, Nevada, New Mexico, North Dakota, Oregon, South Dakota, Utah, Washington, Wisconsin, Wyoming Website: www.aes4home.com

Kirk Newby.

Associated Energy Systems (AES), headquartered in Kent, Washington, was pioneered in 1978 by the late Ben Newby as an offshoot of his three Burien Fireplace retail stores in the Seattle area; AES was then distributing hearth products in western Washington State. Upon his passing, his sons Kirk and Craig took the reins and began to grow the company, not only in territory covered, but also into patio and grill products.

Today, Kirk Newby is president and brother Craig is vice president. With 50 employees, AES distributes throughout the entire West Coast and Rocky Mountain states, with recent moves into the North Central and South Central areas. AES has warehouses in Kent, Washington; Sacramento, California; Denver, Colorado; Dallas, Texas, and Minneapolis, Minnesota.

The company moved into the California market in 2001 with the acquisition of Jay Fenton’s Energy Works distributorship in Sacramento. After it had expanded into the Rocky Mountain states, AES, in 2017, purchased Even Temp Distributing in Waco, Nebraska. Already with a warehouse in Denver, AES shut down the Waco facility and moved it to Minneapolis.

“It is unusual to have acquisition opportunities where the products and brands are homogenous with what we have been offering,” said Kirk Newby, “but these purchases were very good fits for us.”

Newby sees two-step distributors offering real value to today’s dealers. “As product lines expand, it’s more difficult for dealers to make stocking decisions. It’s harder for dealers to guess what products they will need and what products will sell. Inventory at the dealer level requires capital and warehouse space of that dealer.”

Newby points out that, with distributors located close by and most able to ship in one or two days, he does not think dealers realize much, if any, savings by buying dealer-direct. “That is because, with most manufacturers selling dealer-direct, they probably also are operating warehouses just like a distributor with similar warehousing costs.”

Area Covered: Alabama, Connecticut, Delaware, Dist. of Columbia, Florida, Georgia, Indiana, Kentucky, Maine, Maryland, Massachusetts, Michigan, Bob Cohen.

Mississippi, New Hampshire, New Jersey, New York, North Carolina, Ohio, Pennsylvania, Rhode Island, South Carolina, Tennessee, Vermont, Virginia, West Virginia Website: www.bacsales.com

The eastern half of the U.S. with its much greater population has allowed not one, but three 800-lb. gorillas of hearth and outdoor product distribution. BAC Fireside, headquartered in Hudson, New York, is a 2018 combination of the former BAC Sales with Fireside Distributors in Raleigh, North Carolina.

BAC was started in 1975 by Bob Cohen; at that point he was a retailer and distributor of hearth and grill products, with its distribution efforts covering the Northeast U.S. Today, Bob Cohen remains owner of BAC, but he has stepped aside from operational duties in favor of his son Jack Cohen, now president.

A decade ago, BAC Sales began growing its territory by purchasing the hearth division of Philadelphia, Pennsylvaniabased HVAC distributor Pierce Phelps, giving BAC entry into the Mid-Atlantic states. Fireside Distributors was started in 1965 by the late Bob Cline, and was later owned by the now retired Steve Hall. With that 2018 acquisition, the new BAC Fireside now covers the Northeast, Mid Atlantic, and Southern U.S. with BAC Fireside North operating out of Hudson, New York, and BAC Fireside South headquartered in Raleigh, North Carolina.

“We’re always looking for acquisitions,” says Jack Cohen.

“With the recent purchase of Fireside Distributors we got some amazing people. Yes, there are now three giant, two-step distributors in the East, but with our much bigger market, we’re all thriving.” Cohen says he has considered taking on other product categories, “but we’re really good at hearth and grills. This focus gives us a competitive advantage.”

BAC Fireside is concentrating on being a two-step distributor, says Cohen. “As a distributor, it is our job to bring in products early and be ready for the season. Manufacturers are focused on making the products. We’re focused on being a distributor, being more nimble in order to have the products in stock, and getting products to dealers quicker and at less expense.”

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| Distribution |

“With 120 million homes in the U.S., 5% a year are replacing their heating equipment. That’s a five- or six-to-one ratio of replacements to new home construction.”

— Michael Hopsicker

Area Covered: All of USA Website: www.cuiheat.com Chuck Tunnell

While somewhat flying under the radar, CUI Distribution, based in Simpsonville, South Carolina, has grown to now cover the entire eastern half of the U.S. and into the upper Midwest and South Central states, distributing gas hearth products, grills, patio furniture, and LP gas equipment. With its 2018 acquisition of distributor Total Hearth & Grill, Mt. Sterling, Kentucky, CUI now has five regional warehouses in Simpsonville, South Carolina; Richmond, Virginia; Ocala, Florida; Cullman, Alabama; and Mt. Sterling, Kentucky.

“We bring so much to the table for dealers. We can ship the next day, and we handle warranty claims.”

— Chuck Tunnell

Started in 1978 as Cans Unlimited, CUI began as a supplier of kerosene heaters, accessories, and parts before moving into gas products in the early 1990s. Today, with 23 people, CUI has 88% of its sales in gas hearth products and grills.

“We always have thoughts of acquisitions,” says Chuck Tunnell, president of CUI’s appliance division, “and we’re pleased with the incredible growth we’ve had. This recent acquisition of Total Hearth & Grill has added some strong, exclusive lines to our lineup.”

Tunnell recently has seen a positive change in attitude from dealers toward two-step distributors. “We bring so much to the table for dealers. We can ship the next day, and we handle warranty claims. Plus we do extensive product training for dealers and their people. We have better technicians than some of our manufacturer suppliers.” Tunnell claims CUI carries $22 million in inventory going into the season, with never less than $12 million in stock.

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Area Covered: Alabama, Connecticut, Delaware, Dist. of Columbia, Florida, Georgia, Illinois, Indiana, Kentucky, Louisiana, Maine, Michael Hopsicker Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, New Hampshire, New Jersey, New York, North Carolina, Ohio, Pennsylvania, Rhode Island, South Carolina, Tennessee, Vermont, Virginia, Washington, West Virginia, Wisconsin Website: www.raymurray.com

Ray Murray, Inc., Lee, Massachusetts, began in 1973 and has been a long-time two-step distributor of a wide variety of product categories, once including scuba equipment. But after shedding some of those product categories, the company has “for a number of years” been moving more toward hearth products, says Michael Hopsicker, president and CEO. Today, in addition to hearth products, Ray Murray distributes grills, propane equipment, HVAC, and outdoor living products. The company now covers the entire eastern half of the U.S. plus the Midwest and North Central states.

With growth aimed toward specialty hearth dealers, Ray Murray in 2007 acquired NRG Distributing, Flint, Michigan. Then in 2015, it purchased Best and Langston in Goldsboro, North Carolina. In 2018 it acquired another distribution giant, Masda Corp. in Whippany, New Jersey. Now, with 86 employees, Ray Murray has regional warehouses in Lee, Massachusetts; Bensalem, Pennsylvania; Flint, Michigan; and Goldsboro, North Carolina.

“We’re bullish on the hearth market. It is embedded into our culture,” says Hopsicker. “With 120 million homes in the U.S., 5% a year are replacing their heating equipment.

That’s a five- or six-to-one ratio of replacements to new home construction. So the market is growing, and we’re always looking for opportunities to expand geographically. We’ve gained something positive with every acquisition, so we would love to help more guys retire through more acquisitions.”

Hopsicker obviously also is “bullish” on two-step distributing.

“Buying through a distributor costs the dealer less than buying dealer-direct,” he says. “Dealers have all the same costs included even when they buy dealer-direct, so in most cases the dealer is not getting the best deal when all things are considered, such as inventory costs.” Hopsicker also points out that many manufacturers set up overlapping dealers where a good distributor can offer territory protection.

www.cabanacoast.com

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VOLUME 24, NUMBER 2

Journal

A P u b l i c at i o n O f T h e H e a rt h , P at i o & B a r b e c u e A s s o c i at i o n

New Possibilities in Industry Education

S

ince 2002 the National Fireplace Institute (NFI) has provided the hearth industry with a comprehensive and credible certification program. An industry-wide survey from 2016 provided crucial information about how the hearth industry has changed and what NFI should do in response. Consequently, there have been several changes to the program over the past several months.

The first was the introduction of a new certification, the Hearth Design Specialist. NFI manuals and exams have always focused on the installer and service technician, but this new

78 | APRIL 2019 | www.hearthandhome.com

certification focuses on the sales personnel. Many of the critical decisions are made during the sales process. It is too late to make major changes by the time the installer gets the job. The Hearth Design Specialist certification gives the sales person the technical knowledge they need to guide the customer through these decisions for woodburning, gas or pellet appliances.

The data also shows that approximately 60% of the topics an installer or service person needs to know, is the same regardless of the fuel type. Woodburning, gas and pellet technicians need to understand concepts about roof safety,

ladder safety, combustion, clearances and such. To reduce the redundancy in the manuals and exams, a new Core Knowledge manual and exam were created to cover these topics. Then new and more concise manuals and exams were developed for the Woodburning, Gas and Pellet certifications. The new format makes it easier and less expensive for those who want to be certified in more than one fuel type since they will no longer have to cover that common knowledge more than once.

The new manuals are available in a printed or Protected PDF format. The new exams are administered at HPBExpo, many HPBA Affiliate or industry events, at any of the 300+ PSI/LaserGrade test centers, and online. You can take the NFI exam any time of the day or night from the comfort of your own home or office as long as your computer has a webcam and microphone.

“Continuing Education Units (CEUs) have been awarded for all 300+ classes in the HE@RTH Online Training program.”

Once you are certified, it is also easier than ever to maintain that certification without taking the exams again. Continuing Education Units (CEUs) have been awarded for all 300+ classes in the HE@RTH Online Training program. Many classes are recordings of presentations at HPBExpo over the past few years on a wide variety of topics. Technical, safety, business, barbecue and outdoor living classes are all included. While classes can be purchased ala carte, the most economical way to use the system is with a 12 month subscription. HPBA members can purchase a subscription for $249. Member companies can purchase a 5-pack of individual subscriptions for $449 or a 10-pack for $698. You can earn all the CEUs you need to renew your NFI or CSIA certifications from the comfort of your own home or office.

Invest in your future – for more information, go to www.nficertified.org.

Not an HPBA member? Join today!

If you’re a retailer, contact our affiliate in your region to become a member by visiting www.hpba.org/members/hpba-affiliates.

The HPBA Journal is intended to provide in-depth information to the hearth and outdoor products industries. Statements of fact and opinion are the responsibility of the authors alone and do not necessarily reflect the opinions of the officers, board, staff or members of the Hearth, Patio & Barbecue Association.

Copyright ©2019 by the Hearth, Patio & Barbecue Association. All rights reserved. Reproduction in whole or in part without written permission of the Hearth, Patio & Barbecue Association is prohibited. Direct requests for permission to use material published in the HPBA Journal to media@hpba.org.

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| Industry News |

NEW PRODUCTS Wittus â&#x20AC;&#x201C; Fire by Design The Firebird Grill is made of Corten steel and can be used as an outdoor fireplace or barbecue grillâ&#x20AC;Ś or enjoyed as an attractive sculpture.

The grill comes unoxidized and naturally forms a rich reddish brown coating. An adjustable rack is made of heavy, solid stainless-steel rods.

The grill also has stay-cool handles.

Phone: (914) 764-5679 Website: www.wittus.com

Stone Forest

Caliber Appliances

Add a serene and attractive water feature to the home or outdoor area with the Ribbed Waterfall. The waterfall does not overpower any area and measures 72 inches high by 30 inches wide and 6 inches in diameter.

It is an all-inclusive set with a 300 gph pump, basin, pebbles and tubing.

The Rockwell Social Grill has a fully retractable disappearing lid (with no obstructed views when built into an island). The grill has two Crossframe burners and radiant technology, as well as solid stainless-steel grill construction and 560 sq. inches of cooking surface area.

Phone: (888) 682-2987 Website: www.stoneforest.com

Phone: (714) 848-1349 Website: www.caliberappliances.com

Homefires

Summer Classics

Extending luxury, the Marin Chaise is made of marine-grade teak for weather resistance and durability. The low profile of the chaise and the plush cushion ensure comfort.

Tranquility Bay is made of polypropylene and can be spot cleaned or washed with mild soap and hosed off. The durable rug is good for outdoor or indoor spaces and comes in a variety of sizes. A nautical theme is created with blue, green and white ropes, and tumbling waves.

Phone: (205) 358-9400 Website: www.summerclassics.com

Phone: (800) 782-1198 Website www.homefiresrugs.com

80 | APRIL 2019 |

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High Point Market New Products

Jaipur Living

Segment from the Syntax Collection has modern geometrics in spring greens and airy pink hues. The hand-tufted rug has an easy-going style in a blend of wool and viscose.

This creates a super soft hand and lustrous finish to the rug.

Phone: (888) 676-7330 Website: www.jaipurliving.com Showroom: Commerce Concourse, Floor 3, Showroom 3300

Capel Rugs

Lane Venture

The Jackson upholstery collection has generous proportions and clean, modern lines. Designed with off-the-floor styling and a low profile, the collection also offers plush-coil fiber cushions and a sleek track arm style.

Homeowners can choose from sofa and sectional options made to withstand outdoor elements.

Phone: (888) 790-4025 Website: www.laneventure.com Showroom: Market Square and Elm, Floor 1, Showroom 114

R Mended Metals

The Tasanee Collection of luxurious hand-knotted rugs add beauty to any floor. Subtle, on-trend colors mix-and-match to create a series of designs with a dream-like quality.

Made in India of 75 percent wool and 25 percent viscose, Tasanee comes in amber multi, morning dove and ocean colorways.

Sea Turtles are eye-catching, and can be displayed indoors or outside. The turtles are made of marine-grade stainless steel and come with hooks on the back for easy hanging. Designed to weather caustic environments, the sea turtles come in three sizes and will not corrode or rust.

Phone: (800) 334-3711 Website: www.capelrugs.com Showroom: Market Square and Elm, Floor 1, Showroom 112

Phone: (910) 231-7711 Website: www.rmendedmetals.com Showroom: Market Square and Elm, Mezzanine, Showroom M-3038

Amer Rugs

The Arcadia Collection of rugs comes in a beige/navy color scheme and is made of power loomed polyester. The rugs have traditional designs to bring old world charm to the home or office and are created using durable fibers.

Phone: (770) 300-0900 Website: www.amerrugs.com Showroom: Commerce Concourse, Floor 3, Showroom 3415

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| Business Climate |

FEBRUARY SALES

In early March, Hearth & Home faxed a survey to 2,500 specialty retailers of hearth, patio, and barbecue products, asking them to compare February 2019 sales to February 2018. The accompanying charts and selected comments are from the 220 useable returns.

RETAILER SALES - U.S. AND CANADA February 2019 vs. February 2018

23%

15%

41%

HEARTH

19%

BARBECUE

PATIO

32%

27%

46%

SPAS 16%

61%

62% Retailers Up

38%

20%

Retailers No Change

Retailers Down

Forty-one percent of Hearth retailers were Down in February, followed by 38% of Spa retailers who said they were Down, while only 15% of Patio retailers, and 19% of Barbecue retailers were Down.

13-MONTH YEAR-OVER-YEAR RETAIL SALES February 2019 vs. February 2018

BARBECUE

HEARTH 19%

10% 8% 9% 10%

2%

8% 10%

9%

3%

4% 8% 5% 1% 4% 3% 0% 1%

4% 4%

1% 0% 0% 0% -2%

-2% 2/18 3/18 4/18 5/18 6/18 7/18 8/18 9/18 10/18 11/18 12/18 1/19 2/19

2/18 3/18 4/18 5/18 6/18 7/18 8/18 9/18 10/18 11/18 12/18 1/19 2/19

PATIO

SPAS 27%

25% 16% 5%

12% 13%

7% 2% 2% 5% 5%

2% 2% 2% 0% -6%

2% -3%

2/18 3/18 4/18 5/18 6/18 7/18 8/18 9/18 10/18 11/18 12/18 1/19 2/19

21% 5% 5% 7%

9% 9%

4% -11%

2/18 3/18 4/18 5/18 6/18 7/18 8/18 9/18 10/18 11/18 12/18 1/19 2/19

It was a fairly dismal February for specialty retail sales; Spa sales were DOWN 11%, Barbecue sales were flat, Hearth sales were down 2%, and Patio sales were down 3%.

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RETAILER COMMENTS NORTHEAST Connecticut: (Hearth) “Excited that business is still strong across the board – wood sales, pellet sales, and gas sales.

Looking forward to another strong year.”

Maryland: (Hearth, BBQ) “February was a very cold month, but March has started with lots of snow already. 2018 was a very wet year!”

New Jersey: (Hearth, BBQ) “Still extremely busy.”

New Jersey: (Hearth, BBQ) “More interest in gas, but wood and pellet are holding interest also – not like years ago, but definitely steady.”

WEATHER REPORT

For the following weather charts, the numbers for each state reflect the temperature ranking for the period since records began in 1895.

STATEWIDE AVERAGE TEMPERATURE RANKS February 2019 79

5

2

14

27 517

8

14

22 27 2 28

27 13 17

22 66

27

28

8

66

13

“Showroom traffic was lighter than expected in February. Those who did come in were serious buyers and were anxious to proceed with their installation!”

— New York

New York: (Hearth) “Although we had a cold, snowy, and windy month here in Upstate New York, showroom traffic was lighter than expected in February. Those who did come in were serious buyers and were anxious to proceed with their installation!

“Our install backlog from January generated several cash and carry sales of gas logs, gas inserts, and wood stoves. Dealing with service requests for gas units that are 10-20 years old that have never been

Record Coldest

86 87 16 100 94 37 101 3 69 103 97 15 96 100 8 79 66 88 96 86 113 114 87 112 97 2 17 54 11894 16 100 117 37 101 3 56 118 69 103 93 120 97 15 121 1 = Coldest 117 96 100 8 125 = Warmest 66 88 96 113 114 93 111 112 97 54 17 118 124 117 118 56 93 120 1 = Coldest 117 121 National Climatic Data Center/NESDIS/NOAA

2

Much Below Average

93Near

Below Average

Average

111Above

Average

ST

ST

125 = Warmest Much Record Above Average Warmest

124

Draw a line from New Mexico to Michigan; every state to the left of that line experienced National Climatic Data Center/NESDIS/NOAA Below or Much Below Average temperatures in February; with the exception of Maine, every stateRecord to the right experienced Above or Much Above Average temperatures.

Much Below Near Above Much Record Coldest

Below Average

Average

Average

Average

Above Average

Warmest

83

86 92 STATEWIDE AVERAGE 69 TEMPERATURE 101 94 RANKS 82 62 101 40 2018 - February89 December 2019 62 104 100 55 51 105 102 43 83 92 101 103 86 110 103 5155 52 92 109 99 48 59 52 54 86 11494 69 71 101 116 82 62 101 113 40 83 62 89 100 104 55 86 53 115 100 51 115102 108 1 =105 Coldest 43 124 = Warmest 92 101 103 110 103 55 94 52 103 109 99 59 54 118 86 114 71 116 113 83 100 86 53 115 115 108 1 = Coldest 51

Record Coldest

48

Much Below Average

52

Below Average

94Near

Average

ST

S

National Climatic Data Center/NESDIS/NOAA 124 = Warmest

103Above

Average

Much 118 Above Average

Record Warmest

STA

National Climatic Data Center/NESDIS/NOAA

Record Coldest

Much Below Average

Below Average

Near Average

Above Average

Much Above Average

Record

Warmest 111 100 120 107 115 85 The heat in the three months of December, January, and February was in the Southeast and 78 109 90 77 South Carolina, and North Carolina 123with Tennessee, Alabama,71Florida, Georgia, Northeast, 107 116 94 112 84 experiencing Much Above98 Average temperatures.

76 105 57 70 111 68 54 110 58 118 100 84 120 108 107 40 89 115 93 85 53 53 Click here90 for a mobile109 78 122 90 42 reading experience 77friendly www.hearthandhome.com | APRIL 2019 123 107 71 33 93 116 94 38 112 84 98 96 100 77

59

STA

119

51 | 83

120 119

| Business Climate | professionally cleaned or serviced – trying to get the word out that our products need annual maintenance!”

Pennsylvania: (Hearth) “For our fiscal year July 1 to February 28 we were up 29%. A very good year.”

Pennsylvania: (Hearth, BBQ, Spas) “Shortage of raw materials for wood pellets is driving prices of pellet fuel up. Pellet stove sales are down for us, but sales at Big Box stores are clearing their floors.”

SOUTH Arkansas: (Hearth) “Very disappointing retail month and YTD. No floor traffic, no interest in buying whatsoever. People are mad about low/no income tax refunds and do not have intentions to buy hearth products right now. They are waiting for spring!”

“February sales were down but we have triple the deposits for products than we had last year. The number of things on backorder has slowed us from posting sales.”

— Oklahoma

North Carolina: (Patio) “Awful weather has not been a help – but up against a record February from last season. Overall no complaints.”

Oklahoma: (Hearth, Patio) “February sales were down but we have triple the deposits for products than we had last year.

The number of things on backorder has slowed us from posting sales.”

Texas: (Hearth, BBQ) “We have been blessed with record sales YTD.”

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CONSUMER CONFIDENCE

130.0

134.7

131.4

126.6 121.7

The Consumer Confidence Index increased in February, following a

100

decline in January. The Index now

90

stands at 131.4 (1985=100), up from 121.7 in January.

“Consumer Confidence rebounded in February, following three months of

consecutive declines,” said Lynn Franco, senior director of Economic Indicators at The Conference Board. “The Present Situation Index improved, as consumers continue to view both business and labor market conditions favorably.

“Expectations, which had been negatively impacted in recent months by financial market volatility and the government shutdown, recovered in February. Looking ahead, consumers expect the economy to continue expanding. However, according to The Conference Board’s economic forecasts, the pace of expansion is expected to

Year 6 Mo. Dec Jan Feb Ago Ago 2018 2019 2019

1985 = 100 A reading above 90 indicates the economy is on solid footing; above 100 signals strong growth.

The Index is based on a probability-design random sample conducted for The Conference Board by The Nielsen Company.

moderate in 2019.”

Virginia: (Hearth, Patio, BBQ) “The government shut down has hurt us in January and February. We are just now seeing people spending money on stoves, fireplaces, and inserts. Hopefully we can make it up?”

Virginia: (Hearth) “February 2019 sales were way better than the year before. In fact, overall sales for 2018 were the best since before the 2009 recession. I attribute that tremendous increase to high-end new home construction in the area we serve.

Regular retail sales were up, too. But on the downside, the increase in cost of steel (thanks to president Trump and his tariffs) has required an increase in retail pricing.

This happened at a time when things were really looking good. I expect a slight downturn in overall sales in 2019.”

MIDWEST Iowa: (Hearth) “Cold weather normally helps but it hurt us in February; can’t get installs done and customers just want winter to end.”

Illinois: (Hearth, Patio, BBQ) “It was very cold last month, but we had some scheduled price increases so a few folks pulled the trigger on their outdoor kitchens early to beat the price increase. That has boosted sales compared to last year.”

Illinois: (Hearth) “We have had some serious cold for this late in the season and this far south.

Wood-burning even staged a comeback!”

Michigan: (Hearth) “I feel it has everything to do with Trump’s tariffs and the public not feeling comfortable with what’s going to happen next.”

SDIS/NOAA

Record Warmest

111

100 107 109 107 112 105 110 89

WEATHER REPORT

For the following weather chart, the numbers for each state reflect the precipitation ranking for the period since records began in 1895.

STATEWIDE PRECIPITATION RANKS STATEWIDEFebruary PRECIPITATION RANKS 2019 February 2019

65

59 119

119

119 121

122

116

113

115

119

109

82 69

70

124

79 122

95 119 111 119 119 120 124 114 99 125 29 117 32 111 85

120

74

120

= Coldest = Warmest

121

29

59

58 79 83 94

68 68 69 77

1 = Driest 125 = Wettest

27

/NOAA

ord mest

National Climatic Data Center/NESDIS/NOAA

Record Driest

Much Below Average

Below Average

Near Average

Above Average

Much Above Average

Record Wettest

In February, Tennessee experienced its Record Wettest month since records began in 1895.

Nationwide it was the second wettest February and the wettest December-February over the same time span.

Wisconsin: (Hearth, BBQ) “Great start for the year, although the total closed/ completed sales do not show it. We have been slowed down by extreme weather for February. Hard to complete the work in the conditions we had this month. We have a lot of installs booked for spring or as soon as we can get to them.”

WEST Alaska: (Hearth, BBQ) “Very cold winter in SE Alaska slowed down stove sales – nobody wants to do any projects until it warms up. Looking forward to a busy spring.”

California: (Hearth, Spas) “I do not remember ever getting so much rain in California. But it’s been good for business.

We are up in all categories. Fireplaces and spas are strong this winter as well.

It feels like we will have a strong spring and summer. As long as the economy holds out.”

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www.hearthandhome.com | APRIL 2019 | 85

| Business Climate | CANADA British Columbia: (Hearth, Patio, BBQ, Spas) “A colder than normal winter has really affected barbecue and patio sales, hot tubs are trending up a bit, overall it’s a reflection of the weather.”

Oregon: (Hearth) “It is slow. We are working hard to follow up on everything.

Now is the time to turn the focus inward (instead of blaming outside circumstances) to make sure we are doing what it takes to make the most of the customers out there.”

Ontario: (BBQ) “This year February is almost double (the same month last year).

However, February is the worst month of the year. Double of very little is still very little.”

Ontario: (Hearth) “Finding more people looking for cheaper quality products from Home Depot or Canadian Tire. Also, local heating contractors selling consumers low-end builder models; that affects all of us in the specialty hearth industry. Shipping costs from suppliers continue to rise and margins continue to shrink, making it difficult to continue to keep a showroom open and running.”

British Columbia: (Hearth) “Lots of calls and emails inquiring about cost and availability, but no estimate/price quote requests.”

“We had the work and could have beaten our installed sales numbers, but the weather really affected our installs.”

New Brunswick: (Hearth, Patio, BBQ) “We had the work and could have beaten our installed sales numbers, but the weather really affected our installs.”

New Brunswick: (Hearth, BBQ) “Very bad weather, people didn’t want to leave their homes more than they had to. Traffic starting to pick up and now seeing customers looking for product for new homes and/or renovations.”

— British Columbia

Ontario: (Hearth) “February is commonly a slow month but we have found that, for most industries in our area, sales are down and service calls as well.”

STOCK WATCH COMPANY – EXCHANGE

Standard & Poor’s 500 (a) HNI Corporation (b) Pool Corporation (c) Restoration Hardware (b) Wayfair (b) NOTES:

52 WEEK

SYMBOL

S&P HNI POOL RH W

WEEK ENDING

% CHANGE

HIGH

LOW

1-Feb-19

1-Mar-19

4 WEEK

26 WEEK

52 WEEK

2,930.75 45.40 175.87 164.49 170.99

2,351.10 32.55 135.76 74.50 60.53

2,706.53 38.32 151.62 133.64 109.99

2,803.61 38.55 159.22 156.21 169.83

3.6% 0.6% 5.0% 16.9% 54.4%

-3.4% -12.6% -3.1% -1.8% 25.6%

4.2% 3.0% 11.8% 94.7% 111.4%

MARKET CAPITALIZATION ($000,000)

$1,660.00 $6,270.00 $3,220.00 $15,170.00

(a) = Standard & Poor’s 500 is based on the market capitalizations of 500 large companies having common stock listed on the NYSE or NASDAQ. It is considered one of the best representations of the U.S. stock market, and a bellwether for the U.S. economy. (b) = New York Stock Exchange (c) = NASDAQ

52-WEEK STOCK PRICE CHANGE

MARKET CAPITALIZATIONS (US $000,000)

$16,000 $14,000

111.4%

100%

94.7%

$12,000

80%

$10,000

60%

$8,000 $6,000

40%

$4,000

20% 0%

11.8%

4.2%

3.0%

S&P

HNI POOL RH As of 01-Mar-2019

86 | APRIL 2019 | www.hearthandhome.com

$2,000

W

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HNI

POOL 2-Mar-2018

RH 1-Mar-2019

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’S ER Y E BUUID018 G 17-2YER’S

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SERVICES ESSENTIAL DATA

www.hearthandhome.com/directory To inquire about your company listing or to learn how to get a listing, please email buyersguide@hearthandhome.com

www.hearthandhome.com | APRIL 2019 | 87

| Classifieds | For Sale

Supplier

Smokeless Chimney

SUBSCRIBE TODAY! www.hearthandhome.com/subscribe

Using stoichiometry to control any wood stove

www.smokelesschimney.com Search Smokelesschimney on Facebook and Reddit

Dream of living in Colorado?

This is your chance!

Locally owned for 30 years, this hearth & home business is well established and ready for you to take over. Offered at $450,000. Breckenridge, Colorado.

Contact Andrew Clapp 970-485-1602 Andy@BreckenridgeAssociates.com.

Fireplace Fronts Inc., Mantles since 1994 Largest selection of styles. Multiple price points.

Custom sizes. Short lead times.

12 Stain colors, Clear, and White.

Any mantle can be made a cabinet. www.fireplacefronts.com (800) 308-8019

This ad index is an additional service provided by Hearth & Home to its advertisers.

Hearth & Home assumes no liability for any incorrect information.

| Ad Index | Advertiser

Page Phone

Website/e-mail

American Hearth / Empire Comfort Systems

C3

(800) 851-3153

www.americanhearth.com

Big Green Egg

45

(770) 938-9394

www.biggreenegg.com

Broil King

41

(800) 265-2150

CabanaCoast

77

Apricity

Blaze Outdoor Products Bull Outdoor Products enerzone / SBI Stove Builder International Escalera

Frankford Umbrellas

Hearth, Patio & Barbecue Association Maxitrol Company

Memphis Wood Fire Grills

Merchandise Mart Properties Napoleon Fireplaces & Grills ParĂ Tempotest USA Phifer

Ratana

Regency / Fireplace Products International Renaissance / ICC Chimney Company Spartherm GmbH

Sunset West USA

Telescope Casual Furniture Valor / Miles Industries

Vision Grills / Phase 2, LLC Wittus Fire by Design

Woodbridge Fireplace

88 | APRIL 2019 | www.hearthandhome.com

17,69 (888) 997-7623 35

(866) 976-9510

www.apricityoutdoor.com www.blazegrills.com

www.broilkingbbq.com/become-a-partner

19

(800) 521-2855

www.bullbbq.com

21

(418) 527-3060

www.enerzone-intl.com

23

(856) 222-4134

87 25 77 85 3

8,9 49 61

C2

(800) 622-1359 (703) 522-0086 (248) 356-1400 (888) 883-2260 (800) 677-6278 (800) 461-5581

www.cabanacoast.com www.escalera.com

www.frankfordumbrellas.com www.hpba.org

www.maxitrol.com

www.memphisgrills.com www.casualmarket.com

www.napoleonproducts.com

(972) 512-3534

www.tempotestusa.com

(866) 919-1881

www.ratana.com

(800) 633-5955

28,29 (604) 946-5155

www.phifer.com

www.regency-fire.com

C4

(450) 565-6336

43

(760) 599-1021

www.sunsetwestusa.com

(800) 468-2567

www.valorfireplaces.com

39 55

73 57 87 63

www.renaissancefireplaces.com/lebol

+49 5422 9441-0 www.spartherm-america.com (518) 642-1100

(877) 917-4273 (914) 764-5679 (844) 636-3473

www.telescopecasual.com www.visiongrills.com www.wittus.com

www.woodbridgedealer.com

Who Reads

?

Susan Kiley, for one!

City: Destin

State: Florida

Occupation: Retail Owner of Bay Breeze Patio Special Interests/Hobbies:

“My husband, Wayne Paul, and I participate in quite a few non-profit organizations in town that support the Arts, Children in Need, and both active and retired military.”

Problems/Issues Facing the Patio Industry:

“Freight – more and more damage, longer lead times, decreasing number of drivers. Multiple price increases in one season will always be an issue.”

Key Trends in the Patio Industry Today:

“The Composite category is growing by leaps and bounds, and we love it due to our challenging environment. On the flip side of the growth in the category is the increase in labor costs to assemble the product. Outdoor kitchens featuring higher quality appliances continue to gain momentum in our market – again due to our challenging coastal environment.”

Patio Retailers Face Stiff Competition, What’s Your Advice?:

“Seek out product lines with strong MAP policies. Make the shopping experience as personal as possible. Don’t try to compete with the Big Boxes. Set yourself apart.”

Forecast for Your Overall Business in 2019:

“Right now we see it trending up.”

Years Reading Hearth & Home: “Sixteen.”

Reasons for Reading Hearth & Home:

“Good new product reviews.

Nice balance between Hearth and Patio.

Relevant demographic information.”

PHOTO COURTESY: ©2019 TOM LASSITER.

Click here for a mobile friendly reading experience

| Parting Shot |

VIEWS ALL AROUND

O

riginally planned as a modest three-season porch, it evolved into this, a striking 36x18-ft. four-season pavilion. Some of the 8-ft.-high floor-to-ceiling walls of glass open like French doors to the yard and have retractable, electronically operated screens mounted in their headers.

The timber-like columns that separate each wall of glass are actually hollow boxes to accommodate wiring for outlets, lights, and infrared heating

Click here for a mobile

90 | APRIL 2019 | www.hearthandhome.com friendly reading experience

units. The roof decking is 2x6 and 2x8 square-edge southern yellow pine reclaimed from tobacco sheds. The boards’ original patina was preserved; some have their original peeling white paint, while others display milling marks that add beautiful texture.

The ceiling beams are painted Douglas fir. The wood-burning fireplace is made from locally sourced stone, and the mantel is an antique, hand-hewn timber. The pavilion floor is sealed Tennessee flagstone.

The pavilion’s ample dining and sitting areas, relaxing daybed suspended from the ceiling, and cooking and grilling area behind the fireplace allow the homeowners to enjoy this special space day in and day out. They have earned a well-deserved reputation for throwing the best pavilion parties in town.

Carolina Timberworks; 1172 Highland Hall Road, Boone, North Carolina 28607; Phone: (828) 266-9663; www.carolinatimberworks.com.

PHOTO COURTESY: ©2019 CAROLINA TIMBERWORKS. PHOTOGRAPHER: ERIC K. MORELY. ARCHITECT: PLATT ARCHITECTURE. CONTRACTOR: PREISH CONSTRUCTION.

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