THE VOICE OF THE HEARTH, BARBECUE AND PATIO INDUSTRIES
APRIL 2020 ®
Travis Industries 2020 Vision
Our Reps & Distributors will be making appointments with you to discuss your vision for 2020. “Thank you for your confidence in building your business around our brands for 41 years.”
K. W. F. R. President, Travis Industries
800.654.1177 · TravisIndustries.com
LIVING In a growing industry, smart buyers know it’s key to strike while the iron is hot. Their customers are seeking high-end experiences and they need to know the latest trends and business insights to establish their own unique style. That’s why these decisionmakers come to the indoor-outdoor living industry’s largest dedicated showcase. Beyond seeing what’s new, it’s their time to collaborate with suppliers, explore new options and bring ideas to life. Join them in Nashville—a prime destination for live music, Southern hospitality and plenty of BBQ—to launch your products, gain brand exposure and generate leads.. RESERVE YOUR EXHIBIT SPACE. Visit HPBExpo.com/exhibit or contact Anita Derouin at derouin@hpba.org or 703.522.0086 ext. 117.
2021 Music City Center | Nashville, Tennessee | March 3 – 6
| CONTENTS | FEATURES Three Awards For Napoleon 10 The company leaves with awards in two categories – Wood Products and Electric Products, as well as the Daniel J. Melcon Award for Best-in-Show – Hearth Products.
Down, Not Out 28 For the most part, the Expo was better than expected, particularly on that first day.
The Show Must Did Go On 36 An elbow-bump here, a fist-bump there, but we made it!
10
Grills of Many Colors 46 Stainless steel is not the only option in the Outdoor Room, and consumers are getting bold enough to try it.
Bulls Eye! 52 Using geotargeting to zero in on prospective customers. Touching the Sky 58 Frenchman Dominique Imbert is in the hearth industry, in a very artistic way.
Don’t Turn the Key and Walk Away! 60 The HPBA now offers a way to help you sell your business.
62 After 23 years, Dick Hoffman decides to sell. Time to Pick the Fruit
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46 28
DEPARTMENTS
7
Perspective
64
New Products
74 Business Climate
36 64
78
Stock Watch
80
Ad Index
Who Reads Hearth & Home?
80 Classifieds 81 82
Parting Shot
JOURNAL
72
A PUBLICATION OF THE HEARTH, PATIO & BARBECUE ASSOCIATION
ON THE WEB News Why Is the White Working Class Declining? Stressed Out? Join the Crowd
Recipes Spicy Breakfast Scramble by Evo Strawberry Rhubarb Pie by Pit Boss Grills
THE VOICE OF THE HEARTH, BARBECUE AND PATIO INDUSTRIES
APRIL 2020
®
On the Cover The P Series P52DF with NG flame by Montigo.
APRIL 2020
62
www.hearthandhome.com PHOTO: ©2020 AUSTYN MORENO; REAL ESTATE MEDIA. AUSTYNMORENO.COM
www.hearthandhome.com | APRIL 2020 | 5
Publisher/Editor Richard Wright wright@villagewest.com Editorial only, send digital images to paquette@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, Kathi Caldwell-Hopper
Creative Services Erica Paquette, Art Director paquette@villagewest.com April Brown, Graphic Designer brown@villagewest.com Katie Pelczar, Graphic Designer pelczar@villagewest.com Susan MacLeod, Proofreader
Circulation Sheila Kufert circulation@villagewest.com Karen Lange lange@villagewest.com
Office Judy McMahon, Accountant mcmahon@villagewest.com
Copyright Š 2020 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. Hearth & Home (USPS 575-210/ISSN 02735695), Vol. XLI, No. 3 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.
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| Perspective |
The COVID-CONVENTION
P
rior to leaving for the HPBExpo in New Orleans, we all knew that we were tempting fate. The coronavirus had been making headway and headlines from Wuhan, China, at the beginning of January, through Europe, to North America. It had landed in Kirkland, Washington, at the Life Care Center, around the first of March. That was a short 30-minute ride from Travis Industries. Kurt Rumens, Travis’ president, called; he had already made his decision. There was no way he would take himself and other employees to the HPBExpo in New Orleans. He felt it was too dangerous for anyone from around Kirkland to be walking among a large gathering of attendees at a trade show. Kirkland became ground zero for the virus; two weeks later, New Orleans was vying for that position. What were we thinking? We could see the pattern – the long road from Wuhan to our backyard. In our office we were of two opinions: a few didn’t want to go, others felt a commitment to go because our company puts on the Vesta Awards Program, an important part of the Expo (at least we feel it is). So we elbow-bumped our way around the crowd, laughing a bit every time we did it. We used the small bottle of disinfectant that the HPBA had provided, and washed our hands frequently. We also learned that the HPBExpo was most likely the only convention being held in the U.S. during that time frame. All others, at least 170 of them, had been cancelled. Did they know something that we didn’t? Once we returned home, one person in our party was feeling poorly (she had a low-grade fever). Two others in our party have been diagnosed with the coronavirus, and their daughter is showing signs of having it.
Meanwhile, we’ve heard that at least five others who attended the Expo have been diagnosed with the virus. Will there be more, perhaps many more? Of course, how could there not be when 5,000 of so people occupied the same space in the Ernest N. Morial Convention Center? Following the Vesta Awards we walked back to our hotel. It was around 9 pm or so, and the sky was dark. There were no cars on the road, and no one on the sidewalks – except us. Such stillness is highly unusual in a city the size of New Orleans, particularly one with 24/7 partying in its DNA. It conjured images from sci-fi movies, you know, when there’s few others who survived the multiple nuclear blasts that have devastated the planet – except, of course, our little party of seven. The Big Winner at the Vesta Awards Napoleon walked away with three major awards. The company was a Winner in both the Wood Products and Electric Products categories, and was awarded the Daniel J. Melcon Award for Best-in-Show – Hearth Products for its Smart Wood Stove. Its Eco-mode technology measures particulate emissions in real time, and automatically adjusts the burn characteristics to maintain the cleanest burn possible. For the first time, the hearth industry will be gathering hard data that can prove the cleanliness of its products. That’s what innovation looks like. Best-in-Show Outdoor Room Products The winner in the category of Outdoor Hearth Products was the Donovan gas fire pit. Its Dual Heat technology provides four different uses: as a fire pit, patio heater, table, or both fire pit and patio heater. An infrared emitter rests below the tabletop and warms your legs, while the top of the fire pit warms your upper body. When others say, “Why didn’t I think of that?” that’s innovation as well. Next stop: Nashville, Tennessee.
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| 7
DISCOVER LIMITLESS INSTALLATION CAPABILITIES WITH PLAZA LUXURY FIREPLACES Plaza’s unique venting configuration allows installation in any room and makes unobstructed views a possibility.
plazafireplace.com
Oval smokes round every time Get True Two-Zone Cooking. Primo’s patented oval shape allows you to grill steaks via direct heat on one side of the grill, while indirectly roasting tender foods such as seafood or vegetables on the other. Primo’s Oval Ceramic Grill delivers a level of cooking performance greater than any other grill on the market. www.primogrill.com
| 20th Annual Vesta Awards |
THREE AWARDS FOR NAPOLEON The company leaves with awards in two categories – Wood Products and Electric Products, as well as the Daniel J. Melcon Award for Best-in-Show – Hearth Products.
O
nce again, Jack Goldman, president and CEO of the Hearth, Patio & Barbecue Association, opened the Vesta Awards Program. This time, however, there was more – much more – to talk about than attendance figures, EPA regulations, and seminars. Only a few days earlier, Goldman and a small group of board members had decided to stay the course and hold the HPBExpo as planned. That certainly wasn’t an easy call. Thus far, approximately 10 days out from when the educational seminars began, it still seems to be the correct call. That call could be challenged over the next week or so. The surprise was that so many retailers braved the danger of being part of a large group of people. Our guess, prior to the Expo, was that many retailers would not show up. We were wrong. In fact, according to Goldman, there were as many retailers present as in the prior few years. An attendance record was set in seminar attendance – 175 people attended one seminar, that’s more than the room could seat. Surprisingly, it was some manufacturers who decided to skip this Expo.
New Chairman
Goldman introduced the incoming chairman of the association, Dick Hoffman. A former retailer, he sold his business only a few months ago, and now wants to work on increasing the image of the hearth industry; he wants to give back to the industry that he has enjoyed for 20 years or so.
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Given the dramatic drop in fireplaces going into new construction, Hoffman has his work cut out for him.
Operation BBQ Relief (OBR)
Stan Hays, co-founder of OBR, was on hand once more to explain what he, his team, and his cadre of volunteers have accomplished over the past year. OBR is now a year-round affair; Hays and his group don’t have to wait for another disaster to occur. The Always Serving Project (ASP) was created to serve the Military, First Responders, and the Fight on Hunger. In 2019, the ASP created 53 events, in 17 states, and served 318,600 meals over 150 days of deployment. OBR’s Disaster Response Team was at 10 disasters, in nine states, and served 140,808 meals over 61 days. What Stan Hays and Will Cleaver have accomplished is truly amazing, and it’s all being done through charitable donations. This is your chance to secure a place in heaven, or at least to be part of the lottery – go to OBR.com
The Vesta Awards Program
This is the 20th anniversary of the Vesta Awards Program. It was created to Honor Innovation in Design and/or Technology. This year there were 58 products entered, 30 in the Hearth category, and 28 in the Outdoor Room category. The eight judges who decided on winners and finalists had complete control of the process. It was their decision whether to designate a Winner, and/or one Finalist, or two, or none at all. The following descriptions of products are the words of the manufacturers.
PHOTOS: ©2020 GEORGE LONG PHOTOGRAPHY. WWW.GEORGELONG.COM.
The 20th Annual
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| 20th Annual Vesta Awards |
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BEST-IN-SHOW
| 20th Annual Vesta Awards – Best-in-Show |
Best-in-Show Outdoor Room Products Mr Bar-B-Q Products Donovan Fire Pit
T
his is a 38-inch LP gas fire pit patented with Dual Heat technology that provides full body warmth. It is designed with black steel and an oil-rubbed bronze finish with a faux wood top for a rustic charm. Includes bronze fire glass and a protective cover. Simple to assemble and uses a LP gas grill tank. The Dual Heat technology provides four different uses: as a fire pit, patio heater, table, or both fire pit and patio heater. The infrared emitter that sits right below the table top warms your legs while the top of the fire pit warms your upper body. The table insert can also be stored right on the inside of the fire pit door when not in use. Call (800) 762-1142 or visit www.mrbarbqproducts.com
L to R: Bud Harris and Austin Gurney.
Outdoor Hearth Products Mr Bar-B-Q Products Donovan Fire Pit (Category Winner)
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Daniel J. Melcon Award
Best-in-Show Hearth Products Napoleon Smart Wood Stove
W
ith the ever-increasing pressure to reduce particulates, and our continued belief in wood as a sustainable heating solution, this revolutionary stove uses an exclusive Eco mode technology that measures real time particulate emissions and automatically adjusts the burn characteristics to maintain the cleanest burn possible, all easily controlled through a simple and intuitive app. In the past, those consumers that have shied away from wood-burning appliances, intimidated by the prospect of successfully lighting the stove, will benefit from a truly revolutionary auto-ignition mode. Heavy plate steel, ceramic glass, 1.9 cu. ft. firebox capacity, burn time of eight hours, heavy duty 5/16-inch firebox top, ceramic fiber baffle system.
L to R: Ingrid Schroeter and Paul Hodges.
• Auto ignition and start-up mode automatically brings the wood to a steady-burn state. • Burn rate and room temperature can be set with the push of a button on the stove or by using the Napoleon Mobile App. • Multiple fail safes such as start-up failure and over-fire prevention ensure that operating a wood stove has never been safer or easier. • Revolutionary Patent-pending, emission sensing, EcoMode technology. Call (800) 461-5581 or visit www.napoleon.com
Wood Products Napoleon Smart Wood Stove (Category Winner)
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OUTDOOR ROOM PRODUCTS
| 20th Annual Vesta Awards |
Charcoal, Wood Barbecues & Smokers Masterbuilt Manufacturing Charcoal Grill & Smoker
Adam Carter.
T
he Gravity Series 1050 is the world’s first digital-controlled Charcoal Grill and Smoker. A variable speed digital fan supplies oxygen to the fire to maintain the perfect temperature during the entire cook. From the light of a match, it only takes eight minutes to heat up to 225°F, and only 15 minutes to reach 700°F.
The charcoal hopper holds 10 lbs. of lump charcoal or 16 lbs. of briquettes, delivering 8-10 hours of burn time on each hopper. Add wood chunks to the hopper or the ash bucket and get beautiful smoke rings every time. The hopper can be completely shut down to save remaining charcoal for the next cooking session. Control the temperature, or monitor the temp, time, and up to four meat probes from the control panel, or remotely from your smart device via WiFi or Bluetooth connection. The Gravity Series 1050 now allows you to get perfect charcoal flavor with the push of a button. Call (678) 866-0642 option 2 for dealer line or visit www.masterbuilt.com
L to R: Paul Cira and Rob Ricci.
Barbecue Accessories Proud Grill Company Magnetic BBQ Tool Set
A
n elegant contemporary design combined with the innovative and unique way the two BBQ Tools connect with magnetic handles. The two pieces – Spatula and Fork – can be used individually but also connect to each other to use as Tongs and a Server. You no longer need four separate tools.
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They are also innovative because, while grilling, you can hang the tools from the side of most BBQ’s, Smokers and Ceramic Grills. We also include a metal plate with 3M tape to use underneath a grill shelf in case the grade of stainless steel on the grill is not magnetic. Plus, after use they can nest on top of each other for easy storage. Call (416) 728-1362 or visit www.proudgrill.com
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OUTDOOR ROOM PRODUCTS
| 20th Annual Vesta Awards |
Mark Timpson.
Outdoor Room Equipment Truma Truma Cooler Portable Fridge/Freezer
T
here are many electric coolers on the market, but the Truma Cooler is made for rough and rugged adventures. It’s strong enough to stand on, with reinforced corners. Flush side handles were designed to save space in tight areas. With a Smart Bluetooth App, the Truma Cooler can be controlled when you’re out exploring or headed home from the grocery store.
The Truma Cooler can be used as a refrigerator or freezer, and is available in a wide variety of sizes and series. Amenities include: Smart Bluetooth App control, intuitive digital display with fast turbo cooling, accessible 12/24V connection on both ends, USB port, reversible lids (available on coolers 60 liters and larger), bottle openers on both ends, reinforced corners/hinges, and an interior LED light. It comes with a one-year warranty. Dimensions: 36 x 21 x 20 inches, weight is 79 lbs. Call (855) 558-7862 or visit www.truma.net
Barbecues, Other Fuels Empire Comfort Systems Primo JR 200
L to R: Scott Sears and Bob Clawson.
T
his is a Primo oval JR 200 ceramic grill with electric elements and controls. We are combining the heat and moisture retention of a ceramic grill with the simple temperature and cooking controls of an electric grill. The best of both worlds. Call (618) 233-7420 or visit www.empirecomfort.com
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OUTDOOR ROOM PRODUCTS
| 20th Annual Vesta Awards |
Leslie Chapus.
Outdoor Room Furnishings Azenco K-BANA
T
his cabana is made of aluminum and is 10 x 10 ft., powder-coated, with two standard colors – gray bronze, or white. The K-Banna does not need a permit in any state. We can add a roof that opens and closes, sliding, louvered walls, or fixed louvered walls.
A structure on the base is already provided to directly fix any filling (tile, wood, fake grass) as flooring. The roof can be constructed with a sandwich panel for complete insulation, or with manual louvers that open and close for shade. It is also waterproof, and can be combined with two or three units to create a complete area with kitchen and lounge. Call (305) 607-1722 or visit www.azenco-outdoor.com
Gas Barbecues Ooni Pizza Ovens Koda 16
D
esigned with frequent entertainers and street food operators in mind, the gas-powered Ooni Koda 16 is an impressive pizza oven model that blends the ease and convenience of gas power with an impressive and beautiful design. The first pizza oven from Ooni to include a new, innovative L-shaped flame, this feature creates a stunning, powerful waterfall effect flame that – along with the built-
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Zack Tips.
in, patented flame keeper technology – directs heat down and over dishes for an efficient, consistent heat and super-fast cook times. The large stone baking board optimizes heat for perfectly cooked, crispy pizza bases, while the powder-coated, durable body is packed with ceramic fiber insulation for weather protection and ultimate heat retention. Call 01 332 999 2919 or visit www.ooni.com
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HEARTH PRODUCTS
| 20th Annual Vesta Awards |
L to R: Ingrid Schroeter and Jacob Wiltshire.
Electric Products Napoleon Heat & Cool Electric Fireplace
A
Patent-pending industry first. Napoleon has combined the beauty and warmth of an electric fireplace with cutting edge Energy Star rated HVAC technology – making it the most efficient fireplace on the planet! Perfect for small spaces, room additions, and homes looking to add an extra level of comfort.
By combining the efficiency of a super-high efficiency air source heat pump and the aesthetics of a fireplace, we were able to have the best of both worlds – more heating output, up to 50% less electricity consumption and cooling in a unique integrated Patent-pending system. A multi-color flame, ember bed, and subtle snowflake effect create beauty and elegance for any room No venting or expensive ductwork are required for effective zone heating. With multiple units you can heat and cool your entire residence. Call (800) 461-5581 or visit www.napoleon.com
L to R: Sean Steimle, Jim Karns, Greg Steck, Chad Ewing, and Tom Witman.
Hearth/Barbecue Components & Controls HPC Fire Inspired Uni-Flo Universal Gas Orifice
T
his is the first universal orifice that can run both NG and LP gases from one unit at higher Btu outputs. Converting to the other gas type is simple, and in just a few seconds it can be converted without any disassembly
Pellet Products No Entries
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of the gas appliance. If a wrong gas type is purchased, currently the appliance must be sent back to the manufacturer, the manufacturer changes the gas type, then sends it back to the end user. This process can take over a week and is costly. With Uni-Flo, this process is now simple. In addition, one gas type can be sold, and it can be converted during the field install. Patent-pending. Call (937) 436-9800 or visit www.hpcfire.com
Central Heating Systems No Entries
G3.5 INSERT has a new look.
FEATURING BIRCH LOGS AND CRAFTSMAN PEWTER FRONT.
We've created an enhanced radiant fire with a presence that will rival the wood fire your customer is replacing. • New V-Class burner with Enhanced Flame, and glowing, radiant embers.
• New easy access external air shutter.
•Realistic Traditioinal, Birch and Driftwood logs.
• Same great efficiency, on top of the radiant heat all Valor fires efficiently produce.
• A variety of fronts, including the new Craftsman.
To place an order, speak with your Valor sales representative today.
valorfireplaces.com
HEARTH PRODUCTS
| 20th Annual Vesta Awards |
Gas Products Glen Dimplex – Faber The Matrix
S
imply put, the Matrix family of indoor fireplaces delivers choice without compromise. With four set-up configurations, and various fuel type options, the Matrix delivers ultimate choice for consumers. Homeowners can mix and match throughout the home, choosing the fireplace configuration and fuel type that best suits the unique requirements of each space. The Matrix can be installed as front/one-sided, right and left corner/twosided and bay/three-sided. In addition to this new level of fireplace customization, the new Matrix features the most luxurious flame on the market. Plus, a patented, five-burner system allows users to adjust both flame height and width. Unique to the Faber brand, the fireplace logs sit on top of the burner, so that the flames wrap around the log set to create the most
realistic, burning flame effect. This modern fireplace is 44.9 x 42 x 23.7 inches deep – an impressive size that becomes a true focal point in any room. Call (800) 668-6663 or visit www.faberfire.com
The Art of Fire British Fires New Forest Electric Fire
N
amed after our local National Park in Southern England, the New Forest, we have built the New Forest Electric Fire to have the most realistic Fuel-bed logs, LED flameeffect, and efficient heating system available today. Pioneered by our ambitious engineers and designers we crafted an electric fire that not only looks the part but plays it, convincingly. We wanted to have the most realistic looking logs possible, so we found our inspiration from our local New Forest National Park. The detailing and quality is truly second-to-none.
Hearth Accessories No Winner
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L to R: Michael Athay, Joseph Elwell, Phillip Wicks.
Behind the New Forest logs is the LED flame-effect that by many accounts is the best on the market and most realistic. It really is a stunning feature that can be used independent of heat in order to create a nice ambiance or focal point. Air Curtain Technology is the New Forest’s patented heating system. Placed discreetly at the top of the fire, it widely disperses warm air through-out the room while also pulling cooler air in through a separate vent. Call 44 (0) 783 665 2067 or visit www.britishfires.com
Hearth Products, Other Fuels No Winner
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FINALISTS
| 20th Annual Vesta Awards – Finalists |
OUTDOOR ROOM PRODUCTS 1. Charcoal, Wood
1b.
Barbecues & Smokers
a. DeliVita The Very Black Oven Phone: 011-44-1484-608989 Website: www.delivita.co.uk
b. Father’s Cooker Father’s Cooker Phone: (418) 934-6876 Website: www.fatherscooker.com
2. Barbecue Accessories
1a.
a. Apption Labs MEATER Block Phone: (818) 929-8907 Website: www.meater.com
2a.
b. Looft Industries Looftlighter X Phone: (855) 905-6638 Website: www.looftlighter.com
3. Outdoor Hearth Products
3b.
2b.
a. Breck Ironworks The Summit Phone: (970) 759-3103 Website: www.breckironworks.com b. HPC Fire Inspired SmartArc Electronic Tiki Torch Phone: (937) 436-9800 Website: www.hpcfire.com
4. Outdoor Room Furnishings a. Berlin Gardens Mayhew Chat Chair Phone: (800) 593-3411 Website: www.berlingardensllc.com
Gas Barbecues
No Finalist
4a. 3a.
Barbecues, Other Fuels
No Finalist
Outdoor Room Equipment
No Finalist
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HEARTH PRODUCTS 1. Wood Products
a. Charnwood SKYE E700 Phone: +44 1983 537770 Website: www.charnwood.com
1a. 2a.
b. Stรปv America Stรปv 6 Phone: (866) 487-7888 Website: www.stuvamerica.com
2. Electric Products
a. Glen Dimplex Americas PLX Slim Linear Phone: (800) 668-6663 Website: www.faberfire.com
1b.
3. Hearth/Barbecue Components & Controls
a. Flame-tec Echofire Phone: (844) 352-6383 Website: www.flame-tec.com
b. Flame-tec Cooking IQ Phone: (844) 352-6383 Website: www.flame-tec.com
4. Gas Products
a. European Home Sky M Phone: (781) 324-8383 Website: www.europeanhome.com
3a.
4b.
b. European Home Summum Phone: (781) 324-8383 Website: www.europeanhome.com
Hearth Products, Other Fuels No Finalist
Hearth Accessories
The Art of Fire
Pellet Products
Central Heating Systems
4a.
3b.
No Finalist No Finalist No Entries No Entries
www.hearthandhome.com | APRIL 2020 | 27
| 2020 HPBExpo Report |
DOWN, NOT OUT For the most part, the Expo was better than expected, particularly on that first day. By Bill Sendelback
S
haking hands was out. Touching elbows and air hugs were in, at the March 11–14, 2020, HPBExpo in New Orleans over obvious concerns about the coronavirus (COVID-19) pandemic. Those concerns affected attendance and caused a few exhibitors to cancel, but even so, attendance was surprisingly good, and better than expected in view of the coronavirus threat. The mood at the show was optimistic and upbeat. As attendees picked up their Expo badges, each was given a small bottle of hand sanitizer. Ironically, it was made in China.
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Key Numbers Total registration was down 22% from the 2019 Expo in Dallas. Total attendee registration down 16%. Buying entities were down 19%. Retail companies were down 17%. Exhibiting companies were down 35% (mostly because of the many Chinese exhibitors (36) that were unable to make the journey due to the coronavirus travel ban). Even with numbers down, attendance still compares roughly with the 2014 Expo in Salt Lake City. It appeared obvious that exhibitors and dealers alike brought fewer staff members to the Expo
to reduce their potential exposure to the coronavirus. A pleasant surprise was the number of educational passports purchased by dealers for the Expo, up 24% with very well-attended seminars and NFI classes. “Obviously, attendance was down,” said Jack Goldman, the HPBA’s president and CEO. “Considering that so many other trade shows and events were cancelled, we feel fortunate. It was not a normal show, but taking into account the loss of the Chinese exhibitors, it was pretty close. The success of this show in the face of the coronavirus pandemic is a testament to our industry.”
PHOTOS: ©2020 GEORGE LONG PHOTOGRAPHY. WWW.GEORGELONG.COM.
“The show ended up exceeding our expectations,” said Kelly VanDermark, the HPBA’s vice president of Exhibitions and Events. Both Goldman and VanDermark praised the staff of the Louisiana stateowned Ernest N. Morial Convention Center and the office of Louisiana governor John Bel Edwards for working with the HPBA to make the show possible.
there, and with less traffic, they had time to spend with them. “Being new to this market, we didn’t know what to expect,” said Richard Jelfs of Charnwood, a UK wood stove manufacturer exhibiting in the outdoor burn area, “but we were always busy.” “We were very busy, especially the first day, and that was a surprise,” said Jerry Scott, senior vice president of Sales for
interior designer, and retail space designer; he’s also owner of Visbeen Architects. He drew a full house of dealers, most taking notes, as he discussed “Optimizing Retail Space to Spark Growth in Your Sales,” highlighting improving dealers’ showroom layouts. The convention center is huge, more than a mile long. If you entered the convention hall from the Riverwalk
2012
2013
2014
2015
2016
2017
2018
2019
2020
Atlanta
Orlando
Salt Lake
Nashville
New Orleans
Atlanta
Nashville
Dallas
New Orleans
Exhibiting Companies
326
313
316
375
366
411
377
383
*
Indoor Booths
951
956
926
1,169
1,203
1,209
1,191
1,176
*
Outdoor Booths
245
163
128
111
77
83
64
61
*
People Attending
6,710
6,195
5,131
8,116
6,778
6,808
7,594
6,492
*
Non-exhibitor Attendees
3,723
3,440
2,636
4,817
3,766
3,704
4,587
3,602
*
Buying Entities
1,363
1,222
1,031
1,510
1,298
1,259
1,464
1,275
*
928
901
706
1,106
894
857
1,073
856
*
Retail Companies
*Numerical data withheld by HPBA; see percentages on previous page.
As the Expo became the last trade show in the convention center before the facility was shut down because of escalating coronavirus fears, the governor held off until March 16 further cancellations of large groups in order to allow the Expo to be completed. Exhibitors that canceled because of coronavirus concerns for their employees included Travis Industries, Jøtul North America, and Pilgrim Home & Hearth. Travis, based just 20 miles from Kirkland, Washington, an early coronavirus U.S. hot spot, is offering a “virtual tour” of its Expo booth on its website. As concerns about the coronavirus grew, a few exhibitors did shut down their booths during the show and instructed their employees to get home quickly. The consensus of exhibitors was that traffic was surprisingly strong the first day, slowed the next day, and was non-existent on the final day. However, most exhibitors said that all of their key customers were
RH Peterson. “Although we were located back in the far corner of the exhibit hall, we were busy,” said Holly Markham, owner of European Home. “We actually wrote orders.” “We had a surprisingly good show,” according to Alexander Marcakis of Supreme. “It was surprising that we had a very good first day,” said Ross Johnson of The Outdoor GreatRoom Company. “Traffic slowed the second day, but still was not bad.” “My dealers are concerned that because of the coronavirus customers will not come into their stores and will not allow installers into their homes,” said Alison Coleman, vice president of Coleman and Associates, a manufacturers representative firm handling Canada and the Northeast U.S. The Expo kicked off with the HPBA members’ annual meeting at which Dick Hoffman took the gavel from Joe Burns as the new HPBA chairman. The keynote speaker was Wayne Visbeen, an architect,
shopping center end, you walked all of that mile to get to the Expo. Fortunately, shuttle busses let attendees off just steps from the Expo entrance. The outdoor burn area, once more dominated by grills and barbecue products, was conveniently located just across the street from the Expo entrance. New Orleans again proved a good location for the Expo. Reasonably priced hotels were close by, the many quality restaurants were convenient, and if Bourbon Street was your “bag,” the French Quarter was an easy walk. But the people of New Orleans helped to make this venue even more memorable. They were surprisingly friendly, outgoing, and helpful from cab drivers to waiters, to make New Orleans a welcoming location. Family business was the topic of a podcast recorded at the Expo featuring Grant Falco, fourth generation owner of Falco’s, a dealer in Spokane, Washington, and Stephen Schroeter, co-CEO of Napoleon. The podcast was conducted Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
| 29
| 2020 HPBExpo Report | by Tim Reed, retail sales leader of Fireside Home Solutions, and host of The Fire Time Podcasts. Schroeter pointed out that, in a family business, “You have to be fully aligned and stand together as a family. Early on I felt cocky. It took 10 years to get a balance between the old and new generations in our company.” “Family comes first,” said Falco. “We all want the same thing, so we have to be quick to apologize in a family disagreement.” Noteworthy Hearth Products and Trends While the popularity of linear styling continues to grow in fireplaces, the Expo revealed a trend away from the linear look. More manufacturers are sensing a demand for linear fireplaces with taller openings, and even a movement back to logs in those models. Typical of this trend is Kozy Heat’s Bellingham 52 gas fireplace featuring a 52-inch-wide opening, but with a 31-inch height. Another trend prominent at the Expo is the movement toward more modern technology to control wood, gas, and electric hearth appliances. Electric fireplaces have had a wide variety of control over their flames, but now gas- and even wood-burning hearth appliances offer a much wider variety of control over all the functions of that appliance, including complete control from a smart phone. Many electric fireplaces at the Expo featured a wider range of more realistic flames with more varied flame heights and flame patterns. Many new gas fireplaces featured multiple burners in each unit, for a very wide range of flame appearances and heat outputs. While most manufacturers of wood- and pellet-burners highlighted their new 2020 NSPS Step 2 models, Napoleon Fireplaces introduced its new Smart Wood Stove with Napoleon’s completely automatic Eco-mode technology featuring a sevenday pilot-on-demand system. Napoleon also introduced its revolutionary Heat & Cooling Electric Fireplace. Both Napoleon products were Vesta Award winners. Charnwood is a newcomer to the North American hearth products market; it introduced its Skye E700 micro
30 | APRIL 2020 | www.hearthandhome.com
&
T H E
B U I LT F O R T H I S
Napoleon’s new Co-CEOs, Chris and Stephen Schroeter, are hardly surprised when home
N E X T
G E N E R A T I O N
ONE-STOP HOT SPOT
It explains why Napoleon has become the
only company that delivers the total outdoor living experience. From outside kitchens
to fireplaces, grills and Patioflame tables, ®
Napoleon provides only the highest-quality products that withstand the elements and
industry professionals tell them that requests for outdoor living spaces are the fastest-
expand the outdoor living area, even during the chilly months.
growing trend in the industry. After all, they’ve
U N M AT C H E D B R I L L I A N C E
indoor comforts to the outdoors.
creative outdoor living space. Napoleon has
spent their lives innovating ways to bring
everything necessary to make it happen. It’s
Nothing beats the ambiance of a stylish and
the art of perfecting fire.
We want to hear from you. Email Chris and Stephen Schroeter directly at ceos@napoleon.com napoleon.com
|
ESTABLISHED 1976
| 2020 HPBExpo Report | processor-controlled wood stove. This product was a finalist in the Wood Products category of the Vesta Awards. Flame-tec, one of many control manufacturers, featured a rapidly-growing number of innovative control systems for hearth products and grills. While most innovative new hearth products were featured in the Vesta Awards, some other interesting new hearth products were on display. RH Peterson featured its new Rumford Style Gas Log sets, with a burner and grate allowing the logs to be stacked vertically to “accommodate” taller fireplace openings. Stoll Industries featured porcelain and glass panels to finish off fireplace openings. The company’s fireplace Build-Out Kits allow easy installation of a fireplace where none existed before. The surround options of those kits allow electric fireplaces to be trimmed out like a gas- or wood-burning fireplace. European Home featured its jawdropping Gyrofocus White, a suspended wood-burning fireplace and core model from Focus, a very innovative French fireplace manufacturer. Solo Stove exhibited its cylindrical, stainless-steel, double-wall, portable wood-burning fire pit that looks more like a shiny LP tank. NSPS Review for Retailers The HPBA has been surprised and concerned that many hearth product dealers still do not know about or understand the May 15, 2020, NSPS deadline, when Step 1 wood- and pellet-burners can no longer be sold. Rachel Feinstein, the HPBA’s senior manager of Government Affairs, hosted a NSPS review for dealers to explain the details of and what dealers should know about the fast-approaching deadline. The HPBA had hoped that the U.S. Environmental Protection Agency (EPA) would rethink the May 15 deadline, and allow an extended sell-through period for dealers to sell-off their Step 1 appliances. But as of March 11, the EPA crushed those hopes by issuing a statement that there will be no extended sell-through period. Step 1 appliances must be sold by May 15, 2020. After that date, Step 1 appliances cannot be sold or given away. Even Step 1 appliances that may have met the NSPS 2020 standard emissions
32 | APRIL 2020 | www.hearthandhome.com
numbers cannot be sold, said Feinstein, unless those products are retested using the new 2020 test methods, and are recertified and relabeled. She pointed out that Step 1 models cannot simply be relabeled in the field. Step 1 models used as showroom or warehouse heaters must be marked “Not for sale. Display only.” Feinstein emphasized that dealers who display or
Carolina, Tennessee, Virginia, and West Virginia, can accept donations of Step 1 appliances for use in those homes. The donation and transfer of those appliances must be made by May 15, 2020. Interested dealers should contact Rachel Feinstein or John Crouch at the HPBA. The HPBA is looking for similar organizations or projects to which dealers can legally donate Step 1 appliances.
ICC/RSF.
sell Step 1 appliances after the May 15 deadline can face fines by the EPA of as much as $6,500 a day per infraction. Either EPA or state authorities can conduct dealer inspections, including in dealer warehouses. Step 1 models can be installed after the May 15 deadline if the product is paid in full and the transfer of ownership to the customer is made by May 15, 2020. Those sales must be final and non-refundable. Also, the HPBA has worked with the EPA on a way for dealers to donate unsold Step 1 models and get a tax write-off and a 20% tax credit. The Appalachian Service Project (ASP), which offers free repairs for substandard housing in Kentucky, North
The HPBA offers a Retailer NSPS Toolkit on the HPBA website explaining everything hearth product dealers need to know to comply with the May 15, 2020, NSPS deadline. Hearth & Barbecue Products Consumer Research Trends in consumer use and preferences in Hearth and Grill products were presented to Expo attendees by Cameron Downs, the HPBA’s senior manager of Market Research. The association’s research is commissioned alternately every two years for each product category, so this presentation featured 2018 consumer research for hearth products and 2019 consumer research for grills.
&
T H E
N E X T
G E N E R A T I O N
NOT JUST HANGING AROUND
A NEW LOOK
As siblings growing up around a company
The award winning CLEARion See Thru ™
known for its visionary approach to market
Electric Fireplace is proof that Napoleon
new Co-CEOs, Chris and Stephen Schroeter,
comes to improved versatility, functionality
trends, it comes as no surprise that Napoleon’s
is light years ahead of the industry when it and beauty. Proving the importance of seeing
things from all points of view, it’s the first ever truly-see-through electric fireplace, with a
patent pending privacy mode that allows you to turn the transparency on and off. identified electric fireplaces as the future,
investing in new products that appeal to homebuyers, yet are cost-effective for builders.
flame height to create a stunning room focal
A C R Y S TA L - C L E A R A P P E A L
The
Allure
™
demonstration
Vertical of
Series
Napoleon’s
integrating new technology that increases
is
another
innovation,
point. Research has proven homeowner desire for fire in multiple rooms, and the Allure
™
Vertical is the perfect solution.
We want to hear from you. Email Chris and Stephen Schroeter directly at ceos@napoleon.com napoleon.com
|
ESTABLISHED 1976
| 2020 HPBExpo Report | “This is a member benefit,” said Downs, “designed to help you know consumer awareness and trends, and the market potential of each product category.” Using an outside research firm, online questionnaires were received from as many as 2,000 adults in the U.S. and Canada. The 2018 Hearth Products Study revealed that as many as 90% of customers are “satisfied” with their hearth product. Asked about their intent to purchase a hearth product in the next two years, outdoor hearth products scored highest with 43% of respondents saying “yes.” Twenty percent plan to purchase a freestanding wood or gas stove, and 18% plan to purchase either a fireplace or a fireplace insert.
secondary heat, 17% for short term heat, and 11% for long-term heat. Downs also pointed out that consumers use both online resources and in-store visits to make buying decisions, with 83% of consumers using online resources to aid in their purchase decision. The BBQ Products research reveals that 64% of U.S. households have a grill while 72% of Canadian households own a grill. Of that, 61% fuel their grill with LP, 41% use charcoal or wood, 10% use electricity, 9% use natural gas, 9% use dual fuels, and 3% use pellets. The satisfaction rate of grill users is as high as 96%, with natural gas users showing the highest satisfaction. The research says 63% of consumers are planning a grill
“Sales of outdoor hearth products are up because now there is growing interest in Outdoor Rooms,” said Downs. “Also, many of those products are available at cheaper price points, and many are easier to install.” In the year 2000, research showed a “sharp turn” from heat to aesthetics as a primary factor in the purchase of hearth products, said Downs. Current research revealed that 33% of respondents use their hearth products primarily for “enjoyment and aesthetics,” while 26% said their hearth products were used primarily for
purchase in the next year, with 64% of that percentage planning the purchase of an LP grill, charcoal and wood were at 56%, electric and dual fuel were at 19%, and pellets and natural gas were both at 16%. “Interest in pellet and dual-fuel grills is growing the fastest,” said Downs, “but charcoal, wood, and gas are still the major market drivers. Consumers are more focused on the functional benefits of a grill, but price is a bigger factor than in the past. The in-store sales process now is more important for the purchase. This is a mature industry, but there still is room to grow.”
34 | APRIL 2020 | www.hearthandhome.com
Government Affairs Update A Biomass Tax Credit is in effect offering consumers a $300 tax credit on EPAcertified wood- and pellet-burning hearth appliances with a minimum of 75% efficiency. This tax credit expires Jan. 1, 2021, but the HPBA is attempting to increase the amount of the tax credit and to extend the expiration date. A proposed wood stove change-out program, the Wood Heaters Emissions Act, providing $75 million for five years, was introduced in both the U.S. Senate and the House of Representatives. “Unfortunately, these bills got ‘hung up’ in committees and died, but we are resubmitting them,” said Ryan Carroll, vice president of Government Affairs. The HPBA is working to allow NFI certification to qualify for the occupational licensing being required of hearth product installers in many states and cities. The states of New Jersey, Missouri, and Oklahoma, plus some cities in Connecticut, Iowa, Rhode Island, and Vermont now accept NFI certification for hearth product installers in lieu of additional licensing. Carroll pointed out the seriousness to the hearth product industry of the growing number of local bans on natural gas being piped to new homes in a questionable effort to reduce carbon emissions. “Almost half of our states are pursuing the goals of the Paris Greenhouse Gas Agreement,” he said. “We believe natural gas is a better choice than electricity because, as just one example, electricity is only 41% efficient from its production source.” Some states have passed legislation prohibiting the ban of natural gas, he says. “Our industry must be part of the solution to this challenge. We must educate consumers, builders, and legislators on the benefits of natural gas.” Eric Adair, the HPBA’s senior manager of Codes and Standards, pointed out that the ANSI Z21.97 standard for Outdoor Decorative Gas Appliances is being revised to require a barrier or specific labeling if the glass in the appliance exceeds 175°F. Adair also warned that some involved in the International Code Council are “out in force to push natural gas out.” Get your cowboy boots shined, because on March 3 - 6, 2021, the Expo will be back in Nashville, Tennessee. See y’all there.
&
T H E
N E X T
G E N E R A T I O N
T H E V A L U E O F C R E AT I V E L E V E R A G E
LURING THEM IN
IT’S ALL ABOUT YOU
There’s an old maxim: Good advertising
They know you can’t catch fish without
We invest more in advertising because we know
Napoleon
more advertising impressions today than any
walk-in to your store desiring a brand that
builds sales, great advertising builds factories. co-CEOs
Chris
and
Stephen
Schroeter understand this better than just about anybody.
attractive bait. That’s why Napoleon delivers other manufacturer. Using national television, social and digital media, we target grilling
enthusiasts who are looking to upgrade their grilling game, and are willing to pay more for it. Our advertising also generates over 3,800 online views for each of our dealers.
it means more to you when more customers
is better and different, and you’re the one who sells it. Best of all, when Napoleon advertising
delivers millions of impressions each year,
we know that it translates into millions of sales for you.
We want to hear from you. Email Chris and Stephen Schroeter directly at ceos@napoleon.com napoleon.com
|
ESTABLISHED 1976
| 2020 HPBExpo Barbecue Report |
THE SHOW MUST DID GO ON An elbow-bump here, a fist-bump there, but we made it!
By Lisa Readie Mayer
A
rmed with hand sanitizer, elbow bumps, and an intrepid spirit, manufacturers and retailers gathered at the Ernest N. Morial Convention Center in New Orleans from March 11-14, 2020 for the HPBExpo, the largest trade show and conference devoted to the hearth, barbecue, and outdoor living industries. The decision to hold the annual show as planned in light of the spread of the COVID-19 throughout the nation, was not arrived at lightly, according to HPBA president Jack Goldman. “We had a very
36 | APRIL 2020 | www.hearthandhome.com
tough decision, but we think it was the right one,” he said. At the time, most agreed. But now, hindsight questions the call, as at least two presumptive cases of coronavirus have emerged in just the handful of days post-conference, potentially exposing thousands of attendees, not to mention their families and friends back home. Despite some notable absences among barbecue exhibitors – including Weber, Big Green Egg, Dansons’ Louisiana Grills, Onward Manufacturing Company (Broil King), Everdure by Heston Blumenthal,
and all manufacturers from China due to travel restrictions – there was good company representation and a wealth of innovative new products on the show floor. Education sessions, with topics ranging from Successful Marketing Strategies to Selling Outdoor Kitchens to Showroom Design, were surprisingly packed on Wednesday, and attendees took home a wealth of practical and implementable ideas to improve their businesses. Renowned commercial and residential architect Wayne Visbeen delivered the keynote address, offering ideas on how retailers can effectively work with architects to ensure their project plans
PHOTOS: ©2020 GEORGE LONG PHOTOGRAPHY. WWW.GEORGELONG.COM.
incorporate more Hearth and Outdoor Room products. After the keynote, a lively brass band led a parade of audience members to the exhibit floor. Attendee traffic remained strong and steady most of Thursday, before tapering off as the show went on. Rick Forshaw, vice president of Forshaw of St. Louis, said he was, “Pleasantly surprised. It’s much more traffic than I expected.” “The people here are decision makers,” said Scott Michaels of outdoor kitchen island company Patio Comfort Elements on Thursday afternoon. “I’ve been impressed and pleased with the quality of the people. They want to buy.”
“Attendance is definitely lighter than usual,” added Ken Sweet, president of Alfa Ovens. “But there’s been good flow, and we are pretty happy under the circumstances. It makes me happy that HPBA had the guts to go through with it, and we thought it was important to support the industry.” Others, such as Brad Barrett of GrillGrate, found a way to put a positive spin on the situation, noting that with fewer exhibitors, retailers seemed to be more engaged and willing to spend more time with the ones on the floor. “Thursday was one of our best days at HPBExpo ever,” he said.
Trend Spotting Outdoor Room products continued to occupy a significant percentage of floor space at Expo, including modular outdoor cabinetry. The systems are an increasingly popular option for independent retailers because they make it easy to design and install outdoor kitchen projects. Companies such as Forshaw, WeatherStrong Outdoor Cabinetry, NatureKast Weatherproof Cabinetry, Marbella Outdoor Cabinetry, and others offer a broad array of colors and designs ranging from modern looks that mimic indoor cabinetry, to finishes that resemble stone, rustic barn wood, hammered silver, and even shiplap. Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
| 37
| 2020 HPBExpo Barbecue Report | According to the HPBA’s “2020 State of the Barbecue Industry” consumer research study,
37%
of North Americans say they plan to purchase a new grill in the next year A high-end mobile bar and refrigerator, the Dometic Mobar, debuted at Expo. Available in three sizes, it offers an easy, turnkey solution for retailers designing compact Outdoor Rooms, and would coordinate well with modular cabinetry systems. According to the HPBA’s “2020 State of the Barbecue Industry” consumer research study, 37% of North Americans say they plan to purchase a new grill in the next year, with many of those grills expected to be second (or third, or fourth!) grills to add to a homeowner’s collection. That’s great news since there were a ton of exciting specialty grills at the show! Solid-fuel grills continue to be a big trend. Hometown favorite Cajun Grill proudly showcased its premium charcoal grills, as did longtime grill manufacturer PK Grills. Masterbuilt won a Vesta Award for its Gravity Fed Series, an innovative charcoal grill that provides the flavor of charcoal, the convenience of pellets, and Bluetooth and Wi-Fi operation, with minimal moving parts. “There have been very few recent innovations in the charcoal category, but with this product we are reinventing charcoal cooking,” said Adam Carter, Product Development director for Masterbuilt. The company is offering the largest and priciest model of its new grill as an exclusive to independent specialty retailers. Many products on the floor were inspired by grills from around the world that cook over wood or charcoal fires. Ñuke introduced three new models of its authentic, Argentinian-made, gaucho-style grills with adjustable-height cooking grids. Home Fires’ wood-fired
38 | APRIL 2020 | www.hearthandhome.com
Dometic Mobar.
Hearthstone.
grills from South Africa recreate that country’s style of barbecue called braai, and M Grills showcased a wide selection of Argentinian-style grills. Multi-purpose grills were a big hit. First-time exhibitor Hancock Grills introduced a lifetime-warranted, woodburning, plancha-style fire pit/social grill with many interchangeable accessories such as a Santa Maria attachment, pizza oven, and smoker box. Black Earth’s hybrid gas-pellet grills offers the versatility
to grill, sear, smoke, roast, and more. FirepitsUK showed a wide assortment of combo fire pits made from heavy-duty UK steel that can be outfitted with grilling grids and other cooking surfaces. Quite possibly the most versatile grill on the floor was the new Father’s Cooker. The cleverly designed, stainless-steel, multi-purpose grill can switch among propane, charcoal, logs, or wood chip fuels, and comes standard with a wealth of drop-in components that allows the
| 2020 HPBExpo Barbecue Report | user to grill, smoke, bake, steam, rotiss, boil water, griddle, and make stews, chilis, or gumbos. The lid is easily removable to create a 360-degree accessible social grill. Pizza ovens are enjoying a resurgence. While the category first made a splash at Expo several years back, consumer demand didn’t quite catch up until recently. Ñuke launched a portable, woodfired pizza oven with interior dimensions greater than many of the portable ovens on the market. Alfa Ovens added the
DeliVita.
Primo.
Green Mountain Grills.
40 | APRIL 2020 | www.hearthandhome.com
Once ubiquitous, there were fewer kamados on the show floor this year, due in part to some key category noshows. However, there were some notable highlights. Alfa One oven, with entry-level pricing and colorful attention-getting packaging designed for cash-and-carry at retail. Other unique, colorful, and portable pizza ovens include DeliVita’s Very Black Oven and the Gozney Roccbox. Twin Eagles launched a handsome premium gas pizza oven that can be placed on a tabletop or built into a surround. It joins the Blaze 4-in-1 Pizza Oven Top that incorporates a stainless-steel cooking floor instead of the traditional fire brick or pizza stone. Pellet grills remained popular. Memphis Wood Fire Grills launched Beale Street, its new, smaller, entry-level pellet grill with Wi-Fi app controls. The premium, hightech pellet grills, launched last year by Twin Eagles and Coyote Outdoor Living, are now in full distribution and were attracting a lot of attention. Once ubiquitous, there were fewer kamados on the show floor this year, due in part to some key category noshows. However, there were some notable highlights. The Primo line, now under the Empire Comfort Systems umbrella, won
| 2020 HPBExpo Barbecue Report | a Vesta Award for its new Primo JR 200 Electric Kamado, a compact, portable electric unit that opens ceramic kamado cooking to apartment and condo dwellers and others not permitted to use solid-fuels. The company also spotlighted its Primo gas-fueled kamado built into a cart base. ICON continued to expand the versatility of its glossy, colorful kamados, now offering quick-change inserts to switch between charcoal, pellet, and gas fuels. Events and Activities Many of these products were recognized at the 20th Annual Vesta Awards ceremony held Friday. The Vesta Awards recognizes innovative new products in the hearth, barbecue, and Outdoor Room categories and serves to encourage development of products that move the industry forward. Best-in-Show for Outdoor Room Products was awarded to Mr Bar-B-Q’s Donovan Fire Pit, a gas fire table that features an infrared emitter that sits right below the table top and warms your legs. (For a full list of Vesta Award winners, see page 10, or visit www.hearthandhome.com.) The Vesta Awards stage was also an opportunity to get an update on Operation Barbecue Relief (OBR), the non-profit, volunteer organization that responds to disaster sites around the country to cook and serve barbecue meals to displaced residents and first responders. According to OBR’s co-founder Stan Hays, 2019 was a “light year” in terms of natural disasters, but the group still responded to 10 disasters in nine states over 61 days, serving nearly 141,000 meals. Hays noted that, thanks to the support of many companies in the barbecue industry, OBR’s 7,500 volunteers have served 3.1 million meals – along with a side of human kindness – to people in need to-date. The group’s new “Always Serving” program expands the mission by supporting the military, first-responders, and homeless- and hunger-related causes yearround. (Visit www.operationbbqrelief.org for more information, or email shays@ operationbbqrelief.org about getting involved.) Another Expo highlight, the annual Tailgate Party and Big Green Egg Cookoff in the outdoor burn area, featured a Mardi Gras-style parade of floats, a fabulous
42 | APRIL 2020 | www.hearthandhome.com
marching band, and lots of beads tossed to the crowd. Six competition teams grilled up amazing dishes on Big Green Eggs before emcee Ray Lampe announced local heroes James Cruse and Aaron Burgau from Central City BBQ restaurant in New Orleans the winner.
During the Tailgate Party, John Henry Abercrombie was presented the Donna H. Myers Barbecue Leadership Award, named after the longtime barbecue-industry pioneer and advocate, who passed away in 2011. The honoree, owner of John Henry Foods, is a renowned chef and culinary
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educator, a leading producer of barbecue rubs, sauces, and seasonings, and even prepared the inauguration barbecue dinner for President George H.W. Bush in 1989. Moving Forward With the show behind us, we return home to navigate uncharted waters. As local, state, and federal officials impose increasingly severe restrictions on businesses, including shut-downs and curfews in an attempt to contain the coronavirus for the health and safety of all, it is definitely creating shortterm pain for the long-term good. Doing business in this state of emergency will
Oklahoma Joe’s Smokers from Char-Broil.
44 | APRIL 2020 | www.hearthandhome.com
require a nimble response to ever-changing conditions, with new strategies and creative approaches to independent retailing required for survival. Cooking – especially grilling and barbecuing outside – is a calming and comforting distraction for people. Barbecue retailers can help make it easier for folks who are practicing social distancing and staying home and cooking. Offer to take phone or online orders of charcoal, wood pellets, and other cooking fuels, LP tank exchanges, sauces, seasonings, and barbecue cookbooks, with drive-by curbside pickup.
Send an email to your customer list with a video about your smokers and pellet grills; with so many people working from home and unable to go out for entertainment or travel, it might be a good time for them to try the technique they’ve been thinking about but haven’t yet pulled the trigger on. Consider offering free set up and delivery or other incentives, such as a free bag of fuel or a certificate for a future cooking class. Since gatherings such as cooking classes are temporarily suspended in many areas, hold a weekly remote cooking class on Facebook Live, or create a series of recipe videos or tips to post on social media. Encourage your followers to share about what they’ve been cooking to pass the time. We all feel better when we are engaged with others – even if it’s remotely – and share the sense that we’re all in this together.
If Expo 2020 has taught us anything, it’s that hearth, barbecue, and patio retailers are tough, resourceful and resilient. On the hearth side, consider offering appointments for private shopping in-store, as well as in-home shopping, or FaceTime virtual shopping. Post before-and-after project images on your social media sites to inspire dreaming about indoor and outdoor hearths and Outdoor Rooms while homeowners are holed up at home. If Expo 2020 has taught us anything, it’s that hearth, barbecue, and patio retailers are tough, resourceful and resilient. Case in point: Canadian Max Lavoie, co-owner of BBQ Quebec retail stores and the House of BBQ Experts line of barbecue accessory products, faced two weeks of mandatory quarantine when he returned to his Quebec home after the show. “I called my colleague to stock the fridge with meat so we can use that time at home to cook and create content,” he said. “You have to turn lemons into lemonade.”
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| Color Returns |
GRILLS OF MANY COLORS Stainless steel is not the only option in the Outdoor Room, and consumers are getting bold enough to try it. By Lisa Readie Mayer
F
or years, silvery stainless steel has been the gold standard for outdoor appliances. Sleek, sophisticated, and neutral, the metallic finish adds elegance to outdoor spaces, and coordinates with other elements and furnishings. When first introduced, stainless-steel grills were a welcome upgrade from the basic black, powder-coated grills that outfitted early patios. Although stainless steel remains the most popular grill and outdoor appliance finish, today’s consumers are definitely adding more color to the Outdoor Room. Like most outdoor living trends, this one originated indoors. Houzz reports that consumers are developing “stainless-steel appliance fatigue” and increasingly opting for color finishes in indoor kitchens. The design website even calls colored appliances a top indoor design trend for 2020.
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According to an article on design trends in Country Living, “Plain old stainless steel has its merits, but is ‘on the way out.’” As evidence, it points to a growing number of manufacturers that now offer appliances in sophisticated, more easily maintained shades of black and slate, as well as a host of bold colors. One premium indoor appliance manufacturer has even launched a colormatching system that allows homeowners to match appliance finishes to cabinetry, wallcoverings, or backsplash tiles. In addition to appliances, designers and homeowners are incorporating color on indoor kitchen cabinetry. Some flood the kitchen with color on all cabinets, while others limit color to the base cabinets, or introduce a pop of color on the island. Natural woods also are on-trend, and being used to add warmth, texture, and color to interior kitchens.
As the distinction between interior and exterior living environments blurs and the Outdoor Room becomes an extension of the home, interior kitchen design aesthetics are migrating outdoors. Color is a way to provide continuity and link the indoors to the outdoors. Outdoor Living Suite with grill, power burner, beer dispenser, and bar with “Lush” purple accents by Hestan.
Outdoor Kitchens: Coloring Outside the Lines “Homeowners and designers are seeking seamless flow between indoor and outdoor spaces,” says Mitch Slater, president of Danver Stainless Outdoor Kitchens, Trex Outdoor Kitchens, and Brown Jordan Outdoor Kitchens. According to Slater, the company’s Brown Jordan Outdoor Kitchens 2020 State of the Industry research report (BJReport) found that more consumers are embracing color in
outdoor kitchens, just as they are in their indoor spaces. “Thanks to industry and material advancements, people are now able to create outdoor living spaces that look, feel, and function like what they have inside, including the bright, saturated colors that more and more homeowners are experimenting with,” he says. According to Slater, over 90% of the company’s three lines of outdoor kitchen cabinetry is now sold with a powder-coat
finish. Customers can choose from more than 60 colors, as well as realistic woodgrain or stone finishes, and industrialinspired finishes. “Powder coating allows a range of unique aesthetics and design options, while preserving the durability and low-maintenance benefits of stainless steel,” he says. The BJReport reveals neutral colors, such as beige, tan, and white, are designers’ most popular outdoor kitchen selections. Nature-inspired hues, such as deep blues Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
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| Color Returns |
Danver outdoor kitchen in Pearl Night Blue.
and greens, including Juniper, Fog, Tardis Blue, Beetle, and Pearl Night Blue, are some of the company’s fastest-growing colors and expected to continue gaining popularity in 2020. The National Association of Landscape Professionals (NALP) reports the color blue is trending in outdoor spaces, with more blue sculptures, water features, plants, and other outdoor elements expected in backyards in the coming years. Slater says “moody” colors such as black, as well as metallic finishes, also appeal to homeowners. “Outdoors, people are becoming more inclined to opt for saturated colors such as black, which is quickly becoming the new go-to neutral,” he says. “Drift, Night, Nu-Black Hammertone, Gray, and other industrial-inspired color offerings are among our most popular finishes.” Finishes that mimic wood grains are trending as well, according to Slater, with a growing demand for warmer woods in particular. The company offers multiple, realistic, wood-grain powder-coat finishes, including Teak, Dark Walnut, Chestnut, Cherry Flame, Burlwood, and Mahogany. Slater says color cabinetry is being used for outdoor applications beyond outdoor kitchens, such as satellite bartending stations, outdoor coffee bars, and storage for garages, boat docks, horse barns, pool houses, and tennis courts. “In addition, we’re seeing new interest in powder-coating the interiors of cabinets
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and drawers,” says Slater. “Some people choose to match the cabinet or drawer interior to the exterior finish, while others create a contrast with a pop of a different color, a black finish, or woodgrain look. This helps to further elevate the look of the cabinetry, and to personalize the design.” Kalamazoo Outdoor Gourmet is seeing increased interest in color finishes for its modular outdoor cabinetry, as customers look to create one-of-a-kind outdoor living space that coordinates with the home’s interior décor. Its Arcadia Series Outdoor Kitchen Cabinets are available
in charcoal-gray, powder-coated stainless steel, and oiled ipe wood, as well as more than 250 RAI custom color options. Noticing consumer preferences moving in this direction, Kalamazoo recently teamed with some of the nation’s top interior designers to identify color trends for outdoor living environments. According to the designers, color palettes in various shades of blue, green, red, orange, white, black, and gray are popular because they work well in outdoor living spaces, and harmonize with surrounding seasonal landscapes. “These unexpected pops of color in outdoor palettes reflect colors found in nature, such as the dancing firelight, a breeze of fresh air, and the allure of a bright green lawn,” says Alexis Hiller, head of Marketing at Kalamazoo Outdoor Gourmet. “This connection to nature is welcoming and inviting and represents the lighthearted and relaxed feeling people experience in outdoor living. It encourages people to savor these moments, which is the experience we want people to have when they are cooking with Kalamazoo.” Urban Bonfire went with four neutral powder-coat finishes – gray, creamy white, metallic, and matte black – for its modular outdoor kitchen systems. While these finishes are standard, the cabinetry can be upgraded with a wide variety of other color options. The cabinetry line also can be personalized with wood handles for a warm contrast.
ELEMENTS by TECNO, an ongoing collaboration between Brown Jordan Outdoor Kitchens, Dekton by Cosentino, and Daniel Germani Designs.
| Color Returns |
Arcadia outdoor kitchen in charcoal from Kalamazoo Outdoor Gourmet.
Appliance Shades Beyond Stainless Color in the outdoor space is not limited to outdoor kitchen cabinetry. Consumers are increasingly interested in more colorful alternatives to stainless-steel grills, both for the ease of maintenance and the design aesthetics. In response, more and more manufacturers are now offering gas and charcoal grills, kamados, and pizza ovens in a much broader host of hues.
A 2015 “Weber GrillWatch Survey” found that 50% of grill owners are looking for more color on their grills. According to the survey, interest in color is particularly strong among Millennials; 60% of those under age 35 say they would like a grill with color. “Like interior kitchens, an outdoor kitchen, and especially the grill, is often the focal point of an outdoor space,” notes Mary Douglas Drysdale of Drysdale
The Firepod portable pizza oven and grill in lava and azure.
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Design Associates, Washington, D.C., a designer who collaborated with Kalamazoo Outdoor Gourmet on the company’s outdoor color trend report. “By adding in unexpected colors such as blue, a practical (appliance) is transformed into an artful presence,” she says. “Color is very hot,” says Ellen Carr, director of Marketing for Hestan. “It is a major driver and attracts a lot of attention on the sales floor.” According to Carr, about 20% of Hestan grills are purchased in one of its 12 exclusive, glossy color finishes. While Citra (orange), Prince (blue) and Stealth (black), are its most popular options, the company also offers red, eggplant, white, turquoise, yellow, green, brick, fog-gray, and steel finishes. These bold color panels can be added to Hestan grills, warming drawers, sideburners, and keg refrigerators, and to the door and drawer fronts on the company’s outdoor kitchen island suites. The company’s lower-priced Aspire by Hestan line is offered in five color options. “Color makes a statement,” says Carr. “People love the color options. You can choose to outfit an outdoor kitchen all in one color, or mix and match colors to have a unique look, or show pride in your school or sports team.” While ceramic kamados have always been offered in color (case in point: green Big Green Eggs, blue Saffire Kamados, and red Kamado Joes), historically, most companies stick with one signature hue. Other kamado companies, however, are broadening their color offerings. Grill Dome offers the opportunity to customize any of its kamados in dozens of rich, glossy colors – even mixing-and-matching two different colors on the lid and base. Vision Grills’ ICON kamados are available in red, white, and black, and Everdure by Heston Blumenthal’s 4K kamado-style smoker is offered in fun, attention-grabbing matte colors, including turquoise, orange, brick red, black, and white. Caliber Appliances’ Caliber Pro Kamados come in glossy red, black, and turquoise, and its gas-powered Rockwell by Caliber Social Grill can be customized in any RAL color. Weber has expanded color offerings on its gas grills and charcoal kettles in a wide range of designer shades that go beyond the basics, including copper, slate blue, deep ocean blue,
spring green, ivory, smoke gray, crimson, and more. Compact Weber Q grills, targeted to Millennial first-time grill buyers and folks who like to take their grill on the go, are available in bright, fun colors such as lime green, orange, red, blue, titanium, and black. The iconic, cast-aluminum PK (Portable Kitchens) charcoal grills now come in matte red and black finishes, in addition to the original silver. Firepod tabletop pizza ovens sport turquoise, eggplant, red, and black finishes, and Gateway Drum Smokers are offered in glossy or matte black, charcoal, red, and royal blue. This, of course, is just a sampling; the number of brands offering grills in color increases every year. Why Should Retailers Show Color Grills? Displaying grills in color on the sales floor is a smart move, even if most customers ultimately opt for a stainless-steel finish. For one thing, according to Carr, the bold color attracts attention and is a conversation starter.
The Infinity X2 by Grill Dome is available in a rainbow of custom colors.
“In most cases, it is something the customer has never seen,” Carr says. “In the grill and accessory category, most other offerings do not come in color. It is one of the many things that separates Hestan from other grills, and can also differentiate a retailer’s store from other stores. Plus, it is an upcharge to have color, so retailers can make more margin and revenue by offering color.”
Carr says customers who do opt for color are looking to make a statement in their outdoor space, and have it blend seamlessly with their interior color palette. “Color is a differentiator,” Carr says. “It stands out, while also blending in to the surroundings. It is all about the customer being proud of what they have bought. Homeowners want to have something unique and color helps achieve that.”
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| Geotargeting |
BULLS EYE! Using geotargeting to zero in on prospective customers. By Tom Lassiter
R
emember targeted direct mail? Remember how cool it was to identify the most prosperous ZIP codes in your market and send your store’s advertising flyers to only those addresses? It was brilliant, economical, and effective. But that was then. Now targeted direct mail seems so – 20th century.
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Digital marketing is the way to go these days, right? Facebook and Google Ads are the platforms of choice for merchants chasing tech-savvy, mobile-connected consumers with ever-shorter attention spans. Instagram also is important in building a brand and marketing, but Instagram’s location-related characteristics are somewhat different. As with Twitter, a merchant’s
îîîîî Instagram posts primarily are seen by those persons who have opted to “follow” a store’s posts. By using hashtags (such as #OutdoorRoom), a merchant can reach out to individuals with that particular interest. Casting a wider and more general net, however, is more challenging. That’s why, for the purposes of this story, we’ll stick to Facebook and Google Ads. These marketing avenues are great for specialty merchants (and Outdoor Room manufacturers) who need to spend their digital advertising dollars wisely. The bar for entry into this marketing whirlwind is pretty low. A storeowner
with a cell phone camera and the ability to string 20 words together can be posting product photos and teasers on a store’s Facebook page in short order. Hundreds, maybe even thousands, of followers might see any given post. Some might even click the “like” button.
Hodges wants people to come to his store to shop; he’s not currently interested in generating online sales. So it makes sense that his ads go to people in San Diego County or the city of San Diego, his primary market area. Sending a Hauser’s ad to the mobile device of a
“We can make sure that we’re not advertising to someone who’s basically outside of our physical reach. Those would just be wasted dollars.”
– Jeremy Hodges
The real measure of effectiveness, though, is when a person responds to a store’s digital presence by coming in and making a purchase. But what about the multitudes who don’t follow your store online? How can you get your message onto their screens? Is there a way to do it selectively? The answer is geotargeting advertising, usually simply known as geotargeting. Jeremy Hodges, who with his wife, Elsa, owns Hauser’s Patio in San Diego, is sold on the power and value of geotargeting. “We use it to extend our marketing budget,” he says. “We can make sure that we’re not advertising to someone who’s basically outside of our physical reach. Those would just be wasted dollars.” Hodges was participating in an ICFA Roundtable prior to Casual Market Chicago a year or so ago when the topic turned to advertising. Hodges shared his zeal for geotargeting, which was an unfamiliar term to almost everyone else. Hodges’ enthusiasm and depth of knowledge were immediately apparent, and convincing testimony that geotargeting was a topic that could benefit any retailer with a digital presence, regardless of the size of one’s marketing budget. Geotargeting is a generic term. Facebook, Google Ads, and even the Bing search engine (does anyone use Bing?) each offer their own geotargeting tools and techniques. Using geotargeting, Hodges can specify where ads for Hauser’s Patio will appear. That’s the geo-part, as in a geographic region.
person in Los Angeles or Houston doesn’t do the store any good, and it’s a waste of marketing funds. By carefully choosing the words for a Google Ad, Hodges says, he can target ads even more precisely. For instance, he might tailor an ad to appear when someone searches for “outdoor furniture” in “Del Mar.” The seaside town in San Diego County is about 20 miles from Hauser’s Patio. It’s a bit of a drive, but the Del Mar lifestyle makes residents there excellent prospects.
Google and Facebook allow an advertiser to choose from a wide range of filtering options in order to zero in on prospective customers. Both platforms walk the novice advertiser through the process in a non-threatening manner. Google, for instance, first asks the advertiser if her marketing goal is more phone calls, more website sales, or more visits to a physical location. By making a series of choices, Hodges says, “You can filter out all the people you don’t want to get your message.” A specialty retailer can apply knowledge of her customers and market to make informed filtering choices. Hodges determined that some of his best prospects are people who live in greater San Diego and who like to travel and vacation in distant destinations, such as Hawaii or Europe. The logic, he explains, is that people who can afford to travel likely have a higher degree of disposable income. That, in turn, makes them more likely to be solid prospects for premium casual furniture. “You can be fairly granular,” Hodges says, meaning that with informed decisions one can drill down into mountains of data with a laser focus.
Jeremy and Elsa Hodges, owners of Hauser’s Patio.
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| Geotargeting |
Consider Remarketing Strategies Another way to target your digital advertising is through remarketing. This invented term refers to showing your ad to someone whose prior Internet activity indicates that he or she might be a good target for your advertising message.
A day or so later, while on Facebook, you’re presented with ads for fly fishing guides in Montana. Coincidence? No. Your visits to fly fishing websites left cookies, or tiny bits of digital data, in your web browser. Cookies are like footprints; they tell where you’ve been. Facebook reviewed your cookies and determined you
A properly devised digital ad strategy, paired with thoughtful use of Google Analytics, can give a retailer more data than anyone dreamed possible when advertising options were limited to radio, television, direct mail, and print.
We’ve all been remarketing targets, thanks to the digital crumbs we leave and collect as we wander through cyberspace. Here’s how it works. Let’s say you like to fish and are researching how to tie flies. You search for information on Google and Bing, visit some websites, and find what you need.
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might be a good prospect for a Montana fishing vacation. Sounds familiar, doesn’t it? Specialty retailers can devise remarketing ad campaigns that work in similar fashion. Based on your retail experience (and maybe a hunch), you might tell Facebook that you would like to present
your ad to women over 40 who have an interest in landscape architects, outdoor sculpture, and infinity pools. People who fit that profile, you project, may be casual furniture prospects. Geotargeting allows you to build a campaign based on those characteristics and then test the results. Sue Polanski is a web marketing consultant and president of Tech Triad, a web development firm in North Carolina. Geotargeting’s benefits are two-fold, she says. First, geotargeting allows you to target online advertising with pinpoint accuracy. “The second piece is very important,” Polinksy says. Google Analytics provides information on how effective the ads were, including “how many clicks you got, where they came from, and which site sent them to click the link.” The free version of Google Analytics will more than suffice for most businesses. Knowing where incoming clicks come from helps a retailer spend ad dollars wisely, Polinsky says. Let’s say you tell Google to display your ad when someone in your market area searches for stores that sell picnic tables. The ad also is displayed when a person searches for “outdoor room” or “interior designer.” If the majority of ad click-throughs come from searches for the latter two terms, you might consider dropping ads to picnic table shoppers. They might be fewer in number, and sales of merchandise during the campaign might not show a jump in picnic tables. That’s valuable data. A properly devised digital ad strategy, paired with thoughtful use of Google Analytics, can give a retailer more data than anyone dreamed possible when advertising options were limited to radio, television, direct mail, and print. There are many other nuances to geotargeting. People who allow applications on their phones to track their movements allow Google and Facebook to collect additional data that is invaluable to marketers. This is used along with information that Facebook users share with their friends, such as where you had dinner and which airline took you to your vacation destination. The advertising platforms “know your general income, based on your lifestyle,”
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| Geotargeting |
Polinsky says. “They know your interests, and they factor that in. It’s very effective. And when used ethically and responsibly, it’s an excellent tool to sell stuff.” Hodges agrees and is sold on “the power of geotargeting” to maximize the impact of Hauser’s advertising budget. Geotargeted digital advertising, he says, “is almost a guaranteed return” because “you can filter out all the people you don’t want to get your message.” Learning More About Geotargeting Maybe you plan to be hands-on with your company’s geotargeting efforts. Or maybe you just need some background to deal more effectively with the digital marketing firm you’ve engaged. Either way, having more information will be helpful as you make your geotargeting plans.
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Here Are Some Websites to Get You Started: A primer on geotargeting and info on Google Ads for Business. https://tinyurl.com/vfd7svy
How to Master the Art of Geotargeting Advertising https://tinyurl.com/rs76tfe
Wikipedia on geotargeting. https://tinyurl.com/v7yc9fj
Urban Outfitters and Geotargeting: An Example https://tinyurl.com/vskdrhm
10 Reasons To Use Google Analytics https://tinyurl.com/v6bcljq
| Manufacturing |
TOUCHING THE SKY Frenchman Dominique Imbert is in the hearth industry, in a very artistic way. By Bill Sendelback
T
oday’s fireplaces are just like today’s new automobiles, they all look alike. Except, of course, for the unique creations from French fireplace manufacturer Focus Fires. Focus’ founder and owner is as unique as his creations; he’s certainly not your average CEO. After producing 200 units in its first year, Focus now has manufactured more than 60,000 units, mostly handcrafted, unique, wood-burning and gas-burning, indoor and outdoor fireplaces. Several of its 70 designs have won prestigious awards and honors around the world. Now with 100 employees, Focus sells into 70 countries including the U.S. and Canada; 60% of its creations are sold internationally. Focus models sold in North America are UL and ULC Listed, and are being imported and distributed by European Home. Dominique Imbert, born in 1940 in the south of France, created Focus Fires in 1968 after a background as unique as his creations. As a teenager, he grew up forging, sculpting, and hammering iron furniture at the village blacksmith. After studying literature in London and Paris, Imbert became an ethnologist – a branch of anthropology that analyzes cultures – with Inuit natives in Alaska. Later, he was awarded a doctorate of sociology, and finally was a professor of
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The Filiofocus, winner of the Gold Medal for Design at the Batimat trade exhibition in Paris, and the Silver Medal for design in Stuttgart.
“I want my fireplaces to touch the sky, even hang from it. I want the fire to defy gravity.” — Dominique Imbert
literature in a Paris high school. After four years of teaching, he says he “preferred shaping metal to molding young minds” and returned to an anvil and a welding torch to begin Focus Fires in the medieval village of Viols-le-Fort, France. “We continue to try to ignore fashion or market demands,” says Imbert. “I am lucky to be able to continue to respond to intuitions and to do it with pleasure. What interests me is that which moves me, and I am moved by discovering, hidden in the depths of certain shapes and angles, the inner life, the soul of a material. I want my fireplaces to touch the sky, even hang from it. I want the fire to defy gravity.” In 1967, while restoring a ruined stone farmhouse that now is Imbert’s head offices, adjacent to Focus’ 60,000 sq. ft. factory, Imbert salvaged scrap metal to create his first fireplace. This was his Antefocus, a suspended, wood-burning fireplace with a very wide opening that Imbert describes as a “smoldering smile of iron hanging from the sky.” Next up was his Gyrofocus, a similar style, but now that “smiling” firebox was able to be pivoted 360 degrees. “This aerial fireplace broke all the rules,” says Imbert. “It was thoroughly mocked by others in the field.” The iconic Gyrofocus continues as Focus’ best selling model worldwide, and the “symbol” of Focus Fires. An updated version of the Gyrofocus is a direct-vent wood-burner that can be suspended or wall mounted. It’s available in a new satin white finish. “This offers a lighter touch to interior schemes,” says Imbert. “The whiteness shines out and provides a delicate contrast to the roaring flames inside.” Imbert’s creations have won more than their share of prestigious accolades worldwide. Besides the Gyrofocus model being displayed in New York City’s Guggenheim Museum, as well as in the Museums of Contemporary Art in Bordeaux and Grenoble, France, and Stockholm, Sweden, Focus models were designated “classic designs of the 20th century” by
Germany’s Callwey Design Encyclopedia. They won the French National Prize for Creation, and were awarded gold medals in Paris’ Design Awards three years in a row. The Italian public voted the Gyrofocus model the “world’s most beautiful object” in that country’s Pulchra Design Awards. Eat your heart out, Ferrari!
Ergofocus White.
Paxfocus.
Heterofocus.
Gyrofocus.
European Home, based in Massachusetts, distributes 19 Focus Fires wood models and seven gas models in North America, including the Gyrofocus, Ergofocus, Filiofocus, and Heterofocus. Suggested retail U.S. prices start at $9,800. For 2020, the Gyrofocus will be available in North
America as a gas model, and Focus will introduce its Paxfocus for commercial and hospitality projects. See Focus models on its website, www.focus-creation.com, or on European Home’s website at www.europeanhome. com/brand/focus-fires. Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
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| Selling Your Business |
DON’T TURN THE KEY AND WALK AWAY! The HPBA now offers a way to help you sell your business. By Bill Sendelback
D
uring the oil crises of the late ’70s and early ’80s, wood stove dealers opened shop in almost every community in North America. Most continued to grow into full-fledged hearth products dealers, and a bit later, many added grills, upscale patio furniture, and other outdoor living products. Still others added a wine department, or ski equipment, or even a gun shop.
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Now, after almost 50 years for some, many of these pioneer hearth product dealers want to retire. The problem is that most don’t have a clue how to sell their business. As a result, too many hearth product dealerships are being closed and liquidated. But the Hearth, Patio & Barbecue Association (HPBA) is offering a professional way for dealers to sell their business and to enjoy the fruits of their many years of labor.
When past HPBA chairman Joe Burns took office in March, 2019, he had two objectives in his sights: to find a way to help dealers successfully sell their businesses, and to bring new people into the industry. “There has been an unfortunate trend of hearth product dealers closing down, a trend that is not good for our industry as we not only lose those dealerships, but we lose those people. This could be a real problem down the road for our industry.” With dealerships being sold rather than closed, he says, new buyers are likely to bring new people into the industry; they are also likely to maintain the business as
PHOTOS: ©2020 GETTY IMAGES. WWW.GETTYIMAGES.COM.
“Selling your business is probably the single biggest financial venture a dealer may have. We handle everything for the sale from an initial no-obligation conversation to all aspects of analyzing, researching, and marketing of the business through the completion of the sale.” — Terry Kelm President of Sunbelt Re-sales
a hearth shop. “But until now, dealers have had no idea of how to sell their business or where to go,” he says. In the spring of 2019, Burns learned about Sunbelt Re-sales, a North American business broker, from an HPBA member dealer who had used Sunbelt to sell his dealership. So Burns and the HPBA contacted Sunbelt to begin the process of developing a resale program for HPBA-dealer members. “We had three requirements for a broker,” says Burns. “The broker must cover North America; it must specialize in retail businesses, and it must offer complete, comprehensive services to make the sale as easy as possible for our dealers.” That program was finalized by the HPBA with Sunbelt in October, 2019, and now is available to HPBA dealers. Sunbelt Re-sales is a division of Sunbelt Brokers, the world’s largest business brokers, selling more than 1,000 businesses a year, with 140 franchised offices throughout North America.
78 million Baby Boomers soon will be retiring, and as a result Sunbelt will be “saturated” with businesses for sale, according to Kelm.
“Selling your business is probably the single biggest financial venture a dealer may have,” says Terry Kelm, president of Sunbelt Re-sales. “We handle everything for the sale from an initial no-obligation conversation to all aspects of analyzing, researching, and marketing of the business through the completion of the sale.” The seller enters into a 9- to 12-month contract with Sunbelt. “Sales usually are completed in six to nine months,” says Kelm. “Currently our average is eight months.” The total costs for Sunbelt’s services vary from 10% to 12% of the sales price, he says. “But we only get paid when the sale is completed.” “We don’t believe in a cookie-cutter approach,” says the wording on Sunbelt’s website, “but in a structured methodology that is designed to bring offers to the table while maintaining confidentiality and minimizing business interruptions. We
want to get your business in position to be sold for the best price and in the shortest time frame.” “A huge part of this process is staging of the business, like staging a house for sale,” says Kelm. “You may need to make adjustments to your business to make it more salable at a higher price. We want your business to stand out from the crowd.” Kelm emphasizes this by pointing out that 78 million Baby Boomers soon will be retiring, and as a result they will be “saturated” with businesses for sale. Sunbelt works with the seller to prepare the business for sale. The business is analyzed, adjustments made to the business if needed, a value or sales price is agreed upon, and a marketing plan is finalized and put in place. Potential buyers are screened, and offers are interpreted and negotiated before being presented to the seller along with an evaluation of the pros and cons of each offer. Once an offer is accepted and finalized by the seller, Sunbelt coordinates the due diligence process, working with accountants, attorneys, and lenders. Finally, Sunbelt prepares the closing documents and the logistics of the closing of the sale. The HPBA conducted one webinar on the Sunbelt program in which 20 dealers participated. As a result of the webinar, three HPBA dealers signed up with Sunbelt for the program. More webinars are planned. Sunbelt’s Terry Kelm conducted a seminar at the HPBExpo in New Orleans. Details of the Sunbelt program are on the HPBA website.
BUSI FOR SNESS ALE
Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
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| Selling Your Business |
TIME TO
Pick Fruit
THE
After 23 years, Dick Hoffman decides to sell. By Bill Sendelback
D
ick Hoffman began his retail career in Asheville, North Carolina, in 1995; 23 years later, he and his wife Gleyn decided to sell the business. “We had a strong business, but it was time to slow down and pick the fruit off the vine,” he said. Hoffman knew better than to try to sell the business on his own, so he hired Viking Mergers
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& Acquisitions, a business resale broker with seven offices in the Carolinas and the Southeast U.S. Although Hoffman is the current chairman of the HPBA, his move to sell his business was prior to the HPBA developing and offering the services of Sunbelt Re-sales to HPBA members. “Past HPBA chairman Joe Burns accurately recognized that too many of our
Mom-and-Pop dealers have not planned to exit their businesses,” says Hoffman. “Too many times these stores simply are closed and liquidated. Most dealers have so much to do to run their businesses that they don’t have time to do what a broker can do to sell that business. Our sale was an extremely positive event. We would not have had success if we had tried to sell our business without a broker.” Hoffman’s broker first visited the Asheville store to see the facilities, discuss the business, its background and financials, and learn what the Hoffmans expected from the sale. “When you sell your business, it’s
PHOTOS: ©2020 SANDRA STAMBAUGH PHOTOGRAPHER. WWW.SANDRASTAMBAUGH.COM.
not just about your inventory. With your financials, including your profit-and-loss statement, it’s about showing the store’s cash flow and showing a prospective buyer the potential of the business and what he can expect as a return on his investment.” From all this information, Hoffman’s broker evaluated the business and presented a marketing plan and a suggested sales price. “We had an amount in mind, but the broker actually said we could get more.” While marketing Hoffman’s business and screening prospects, the broker also reached out to potential lenders to pave the way for buyer financing. The entire effort remained anonymous until it was “appropriate” for the seller and buyer to be revealed. In the case of Hoffman’s sales effort, the broker found three persons interested in the business, ironically none from the hearth products industry. The sale closed in September, 2019. Hoffman’s buyer had a corporate background in the window and door industry. “He wanted to step away from corporate life and relocate his family to our area,” says Hoffman. “We thought this whole thing might take a year or two, but with our broker, it took only nine months.” Hoffman says the brokerage fee for the sale was “a significant amount and a little bit of sticker shock, but it was well worth it. We came out much better off than if we had tried to do this ourselves.” Hoffman’s sale was a sale of the assets of the business
Fireplace and mantel displays.
Joshua Wagner, the new owner of Firelight Hearth & Patio.
A wicker group next to a linear fireplace.
while he retains his corporation and the property which he is leasing back to the new owner. While helping to bring the new owner up to speed in the business and working with the HPBA as chairman, Hoffman plans to finish renovating his two sports cars and to travel to see kids and friends. “Now this is almost like a second career. Maybe now we’ll figure out what we want to do when we ‘grow up.’ “If you’re thinking about selling your business, it’s critical to be able to provide financials, a P&L, strong documentation, and a history of the business. So maintain good records.” If you want to talk with Dick Hoffman about his experience selling his business, email him at rghent8509@gmail.com. Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
| 63
| New Products |
C.R. Plastic Products
A modern and attractive addition to sustainable outdoor furniture, Light Grey/ Slate Grey Two-Tone is available in a wide variety of products, from Adirondack chairs to the Harvest Collection. It also is available in St. Tropez dining and lounge chairs. Phone: (800) 490-1283 Website: www.crpproducts.com
NEW
Pacific Energy Fireplace Products
The Alderlea Collection of cast-iron wood stoves and inserts have strength and durability, as well as catalytic-free performance. The products have a beautiful, traditional look that fits well in a variety of spaces. Phone: (250) 715-2383 Website: www.pacificenergy.net
PRODUCTS
Cowboy Cauldron
Allowing a variety of customizations to fit the needs of the homeowner, the FV48 FullView Landscape Gas Fireplace spans a full 48 inches. Guests can soak up the warmth emitting from the grand fireplace and view the fire from a variety of angles.
Ranch Boss weighs in at 220 lbs. Big enough to cook an entire pig on a spit or grill or burn large fire logs, the huge soup pot invites a group of guests to gather around the fire. The pot can be used as a rotisserie, for grilling or as a Dutch oven; a tripod and hang chain are included.
Phone: (800) 553-5422 Website: mendotahearth.com
Phone: (833) 244-3473 Website: www.cowboycauldron.com
Mendota
64 | APRIL 2020 | www.hearthandhome.com
Berlin Gardens
The Bradford Pergola allows a homeowner with basic construction knowledge to assemble the product in a backyard. Vinyl sleeves are low maintenance with treated wood inside to create a sturdy structure for outdoor seating and dining. Phone: (800) 593-3411 Website: www.berlingardensllc.com
The Outdoor GreatRoom Company The Havenwood Collection has a Driftwood or Stone Gray Everblend textured top and a white or gray powder-coated steel base. Without the weight of concrete, yet durable, the outdoor-rated fire pit is made of durable modified concrete. Phone: (866) 303-4028 Website: www.outdoorrooms.com
Napoleon
The Rogue Platform Series offers versatility in size and grilling options. Chefs can sear, smoke, sizzle, bake, grill and roast with ease. Dual level stainless-steel plates handle drips and side shelves provide handy space for veggies, meat or cooking utensils. Phone: (800) 461-5581 Website: www.napoleon.com
Valor
SignitePro
The Infrared Heater has the flexibility of adding extra heat to a home or cabin with an easy push-button start. An oxygen depletion sensor has an automatic shut-off design for safety. Phone: (519) 442-2828 Website: www.signitepro.com
The Valor G4 gas insert has been upgraded with new engines equipped with a V-Class burner system incorporating birch, driftwood or traditional log media sets. Three new artisan craftsman fronts come in a choice of bronze, brushed brass or pewter. Phone: (800) 468-2567 Website: www.valorfireplaces.com
Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
| 65
| New Products |
Real Flame
The Altura propane fire table has a durable steel base and comes in a choice of a white or gray finish. The fire has convenient push-button ignition and creates the ambiance of an authentic fire.
 Phone: (800) 654-1704 Website: www.realflame.com
Amantii Electric Fireplace Bull Outdoor Products
Homeowners can bring kitchen convenience outdoors with the Bull Double Drawer Outdoor Rated Refrigerator. With robust storage in two large drawers, durable stainless-steel construction to withstand outdoor elements, the refrigerator can be used regardless of the season.
The cast-iron freestanding electric fireplace is a beautiful and functional accent to any room. The fireplace flames operate independently for ambiance with or without heat. Phone: (877) 850-9458 Website: www.amantii.com
Phone: (800) 521-2855 Website: www.bullbbq.com
Woodbridge Fireplace
Showcasing a grand display of flame and a 10-piece log set, the DV36CV is set within a 37-inch wide firebox. Other features are a clean-face design, herringbone brick panels and glowing embers for sophistication and style. Phone: (905) 564-3001 Website: www.woodbridgedealer.com
66 | APRIL 2020 | www.hearthandhome.com
SBI – Stove Builder International
The Everest II wood-burning fireplace by Osburn has low emissions and reduced fuel consumption. The fireplace has double retractable doors, high density refractory bricks and stainless-steel secondary air tubes. Phone: (877) 356-6663 Website: www.sbi-international.com
An overnight North American success story 175 years in the making. Building on a long tradition of innovation and design, the Faber MatriX Series features a fully adjustable, five-burner system that envelopes the logs with fire. With award-winning technology and a history of European quality, Faber is the name that has everyone talking.
To learn more about Faber and our products, please visit faberfires.com
Become a dealer/distributor today. Contact Jim Bottrell, VP, Business Development jim.bottrell@glendimplexamericas.com
| New Products |
Green Mountain Grills The Prime Grill line has a 12volt direct-power design for good temperature control, pellet fuel economy and fast start up. Features are variable speed fan and auger motor, grill and pellet view windows, 458 sq. inches of grill space and GMG Smart Control.
TrueFlame
The hearth product can be controlled from a smart device with the EchoFire smart receiver button switch or a smart device app. The product is suitable for millivolt or IPI systems. Phone: (844) 352-6383 Website: www.flame-tech.com
Phone: (800) 603-3398 Website: www.greenmountaingrills.com
European Home
The Cupido 50 and Cupido 70 are slim fireplaces that fit well in tight spaces. At 11 x 5 x 8-inches deep, the fireplaces have Real Flame technology with adjustable burners and are perfect for condos or older buildings. Phone: (781) 324-8383 Website: www.europeanhome.com
Blaze Outdoor Products
The Blaze Kamado is made of durable cast aluminum with solid temperature control and heat retention. The nonporous grill body allows for the use of any charcoal or wood fuel and ignition method or material. Cooking grids, hinge and all other parts are made of stainless steel.
Homecrest Outdoor Living
Phone: (866) 976-9510 Website: www.blazegrills.com
Phone: (877) 599-4803 Website: www.homecrest.com
68 | APRIL 2020 | www.hearthandhome.com
With revolutionary technology, Revive Air gives the appearance of deep seating without the maintenance. Inspired by mid-century modern design, Revive puts a contemporary spin on iconic style.
Keeps turning heads You can’t help but look twice at the fireplace innovations Mendota introduced at HPBExpo 2020.
NEW ML54/ML60 linear fireplaces. You now have two more linear sizes, giving customers even more choices. Match their style with contemporary fire bases or natural log sets.
NEW Optional LED floor lights. With millions of brilliant shades of color at the touch of a button, customers don’t even have to be burning a fire to enjoy their Mendota linear fireplace. But when the fire is lit, that’s when the real Mendota magic happens.
NEW FV48 landscape fireplace
with mid-century appeal. Its traditional shape is always in style and can be customized any way customers want. They can’t help but soak up the warmth and the beauty with our widest landscape fireplace. Visit mendotahearth.com
PURELY OUTDOOR
theMART, Chicago | CasualMarket.com | #casualmarket
SunVilla
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www.hearthandhome.com | APRIL 2020 | 71
VOLUME 25, 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
The TRUE
COST of ELECTRIFICATION By Eric Adair, Senior Manager – Codes and Standards, HPBA
W
e are seeing an increasing number of jurisdictions seriously talking about converting their communities to all-electric homes. These efforts are failing to consider key issues.
1.
Many communities reference solar energy as a viable option for homes without discussing the challenges. Solar electricity generation is great during the day, but without widespread electrical storage, taking advantage of that electricity is difficult. We don’t often see mention of the associated cost of not just the solar panels, but also necessary electrical storage. There must be a discussion about the demand curve of electricity. This curve shows the modest demand for electricity in the day
72 | APRIL 2020 | www.hearthandhome.com
(people getting ready in the morning), the demand drop-off during the middle of the day (people are away from home, but solar is plentiful, weather permitting), and then the steep ramp-up in electricity demand in the evening (people return home, preparing meals, heating homes, etc.). The fluctuations of the demand curve will become steeper with a higher demand for electricity brought on by all-electric homes. Storage options will help mitigate this demand, but they are expensive and history has shown that most people who opt for solar do not add storage, usually due to high costs. Solar will be limited in its practicality depending on location and climate. In sunnier areas with clear lines of sight, solar is a good option for supplementing energy. In snow country, poor weather, or limited visibility (trees, nearby buildings, etc.), solar does not produce at optimal levels, if at all.
2.
Electricity is not known for its resiliency during winter storms or other emergency situations. Without storage, if the power goes out, you have no power to heat, cook, or bathe if you depend on grid electricity, which the vast majority of consumers do. With natural gas or propane, you have much better resiliency for an energy source. Even if the gas-burning central furnace won’t run during a power outage because it relies on electricity to run the fan, your gas fireplaces, gas stovetops, and gas hot water heaters all continue to operate.
4.
One of the primary reasons to move to all-electric homes is to lower carbon dioxide emissions. However, unless the electricity is coming directly from a renewable resource (solar panels, wind, hydro, etc.), it will be coming from a central power plant. Central power plants have very low efficiency rates – far lower than most residential furnaces or room heaters. On average, the highest efficiency rate for a natural gas-burning power plant is about 43%, with coal, oil, and nuclear efficiencies being even lower (31-33%).* When you consider that residential gas-burning furnaces operate at a minimum of 80-82% efficiency, and then only as needed, it’s clear that fewer emissions are created from homes heated with natural gas than all-electric homes which draw from central power plants.
Focusing on converting homes to allelectric is an expensive proposition for the homeowner and not necessarily the best choice for the environment.
3.
Related to the last point, we must think about the expected increased electrical rate costs. If everyone moves to a single fuel source, the demand is higher, which in-turn will very likely increase the cost. The electricity generated during the day via solar has minor value, as electricity is not in demand then. With most utilities having moved, or moving, to a Time Of Use (TOU) billing model for electricity, the highest energy in demand (during the evening) will also be the most expensive.
There is a bias evident in this effort to promote electrification. We’ve seen articles that say that 45% of carbon dioxide emissions are from electricity and heat in Canada, but if you look closer at the data, we find that only 6% is from homes using natural gas. The rest is from industrial, manufacturing, municipal and commercial. These sources will certainly be affected by changing to electrification, but the impact will be seen and felt differently. Focusing on converting homes to all-electric is an expensive proposition for the homeowner and not necessarily the best choice for the environment. Studies show that electrification will cause price increases. It could be the increased cost to buy a new home due to new technologies will drive even more people out of the homebuyer market with five-figure increases. But electrification will also raise the cost for an average household by between $750 and $910 per year, just based on normal use of electricity from the grid. Consumers deserve to be able to make their own decisions on how they heat their homes and cook their meals. Electrification not only removes that consumer choice, but also could shut the door to new and promising technological advances like renewable natural gas. It’s time for everyone to understand the full cost of electrification.
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 ©2020 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.
*https://www.eia.gov/electricity/annual/html/epa_08_01.html Average Operating Heat Rate for Selected Energy Sources
Click here for a mobile friendly reading experience www.hearthandhome.com | APRIL 2020
| 73
| 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 2020 sales to February 2019. The accompanying charts and selected comments are from the 186 useable returns.
RETAILER SALES - U.S. AND CANADA February 2020 vs. February 2019
63% 43% 20%
29%
38%
54%
25%
32%
24%
38% 17% 17%
RETAILERS NO CHANGE
RETAILERS UP HEARTH
PATIO
RETAILERS DOWN
BARBECUE
SPAS
In February, 43% of Hearth retailers were UP in sales; 38% of Spa retailers were UP, 29% of Barbecue retailers were UP, and only 20% of Patio retailers were UP.
13-MONTH YEAR-OVER-YEAR RETAIL SALES February 2020 vs. February 2019
PATIO
HEARTH 12% 5% 5% -2%
Feb Mar 2019
1%
Apr May
4%
2%
June July
4% 5%
7%
Aug Sept Oct
3% 3% 4% 4%
Nov Dec
Jan Feb 2020
-3%
6%
3%
Feb Mar 2019
2%
Apr May
0%
June July
BARBECUE
2%
5% -4%
1% 0%
Aug Sept Oct
Nov Dec
Feb Mar 2019
2% 1% 2% 2% -2% -4% -1%
Apr May
June July
Aug Sept Oct
Jan Feb 2020
SPAS 12%
12%
0% -4%
4% 5%
4%
7%
Nov Dec
5% 1% 1%
Jan Feb 2020
-11%
Feb Mar 2019
1%
Apr May
8%
6%
4% -7%
June July
3%
Aug Sept Oct
4% 4% -1%
Nov Dec
Jan Feb 2020
In February, sales of Spas lead the way with an increase of 8%. Patio sales were next with a 5% gain; Hearth sales increased by 4%, and Barbecue sales were just about even with the prior year.
74 | APRIL 2020 | www.hearthandhome.com
WEATHER REPORT
For the following weather charts, the numbers for each state reflect the temperature ranking for the period since records began in 1895.
RETAILER COMMENTS
STATEWIDE AVERAGE TEMPERATURE RANKS FEBRUARY 2020 112
92
NORTHEAST Maine: (Hearth, Patio, BBQ) “The
month of February did not disappoint. Cold temps and discounts for pre-2020 products helped fuel sales, while clearing the way for the new 2020 compliant products.” (Hearth, Patio, BBQ) “February was warm on Maryland’s eastern shore. This affected wood and pellet stove sales. Barbecue is down perhaps because it’s winter. Casual customers are coming in like it’s April. We still have the virus situation, and hope it gets corrected fast.”
88
89 55
traffic flow, but serious people coming in.”
“Call me crazy, but I was thinking that the coronavirus just may further the idea that staying home is best… If they aren’t spending that tax refund check on a cruise this year, hey, why not get a new hot tub?”
88
45
87
58
47
117
112
89
88 83
87
102
91 92
83
75
117
97 89
109 117 116
92 71
73
81
Maryland:
New Jersey: (Hearth, BBQ) “Slow
96
78 93
93
111 111 121 124 122
124 122 122
110 99
87
60
106
1 = COLDEST / 126 = WARMEST
Record Coldest
NATIONAL CLIMATIC DATA CENTER/NESDIS/NOAA
Much Below Average
Below Average
Near Average
Above Average
Much Above Average
Record Warmest
California on the West Coast, and North Carolina, Virginia, Maryland, Delaware, New Jersey, Pennsylvania, Connecticut, Rhode Island, and Massachusetts on the East Coast all experienced Much Above Average temperatures in February.
STATEWIDE AVERAGE TEMPERATURE RANKS DECEMBER 2019 – FEBRUARY 2020 120
114 106
97 108
105
109
106
104
90 84
97
97
111 113
103
— New York
118 118
119 121 117 119 122 121 121 115 121 121 120 112 120 115 116 110
108
109
115
114
111
116 119 120 122 120
120 120 121
120
New York: (Hearth, BBQ) “Gas, gas,
gas. Everybody is going to gas. The mild winter did not hurt sales at all!”
New York: (Hearth, Spas) “Call me
crazy, but I was thinking that the coronavirus just may further the idea that staying home is best, and to that end,
1 = COLDEST / 125 = WARMEST
Record Coldest
Much Below Average
NATIONAL CLIMATIC DATA CENTER/NESDIS/NOAA
Below Average
Near Average
Above Average
Much Above Average
Record Warmest
In the three-month period from December to February, 18 states were at Above Average temperatures; the rest of the country was at Much Above Average. Nationwide, it was the sixth warmest December – February in 125 years.
Click here for a mobile friendly reading experience www.hearthandhome.com | MARCH 2020
| 75
| Business Climate | upgrading that patio, spa or fireplace? If they aren’t spending that tax refund check on a cruise this year, hey, why not get a new hot tub? Besides, all that chlorine will also kill any virus that creeps into the tub with you. The only downside is that stock market nose dive. Ugh. That hurts all of us. But of course, we older business owners do realize that the market will come back, as it always has and always will. So, stop worrying!”
“Our grill and outdoor furniture sales were way up because of no snow and warmer weather in January and February. Since there was no snow, customers were willing to take delivery of outdoor furniture early.”
WEATHER REPORT
For the following weather charts, the numbers for each state reflect the precipitation ranking for the period since records began in 1895.
STATEWIDE PRECIPITATION RANKS FEBRUARY 2020 65
72 20
53 13
11
84
12
100
13
18 27
1
33
52
67
89 27
92
113
117 115 124
119 78
82
91
72 62 77 72
89
75 86
90
99
99 82 76 65
121
110 122 124
125
87
80
73
1 = DRIEST / 126 = WETTEST
Record Driest
Much Below Average
NATIONAL CLIMATIC DATA CENTER/NESDIS/NOAA
Below Average
Near Average
Above Average
Much Above Average
Record Wettest
It seems that California just can’t catch a break. In February, it posted its Record Driest month since temperature readings began in 1895.
— Arkansas
Pennsylvania: (Hearth, Patio, BBQ )
“With everything going on around us that we can’t control – we are focusing on the things we can control. Attitude is on the top of the list. Life is 10% what happens and 90% how we react. Every phone call, every in-store customer, every service call, and every install – make it count.” Pennsylvania: (Hearth, Patio, Spas)
“Too early yet, spring weather is now coming and people are looking. MidMarch will be better in the Northeast. Spa sales have been great.” Pennsylvania: (Hearth, Patio, BBQ)
“Our grill and outdoor furniture sales were way up because of no snow and warmer weather in January and February. Since there was no snow, customers were willing to take delivery of outdoor furniture early, rather than wait to have it delivered later in the spring.”
76 | MARCH 2020 | www.hearthandhome.com
CONSUMER CONFIDENCE The Consumer Confidence Index improved slightly in February, following an increase in January. The Index now stands at 130.7 (1985=100), up from 130.4 in January. “Consumer confidence improved slightly in February, following an increase in January,” said Lynn Franco, senior director of Economic Indicators. “Despite the decline in the Present Situation Index, consumers continue to view current conditions quite favorably. Consumers’ short-term expectations improved, and when coupled with solid employment growth, should be enough to continue to support spending and economic growth in the near term.”
131.4
134.2
128.2 130.4 130.7
100 90
Year Ago
6 Mo. Ago
Dec 2019
Jan 2020
Feb 2020
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.
“Much better retail month than last year but still slow for February. People seem to be holding off on big purchases of hearth products right now thinking winter is over. Wood-stove sales really slowed down since November.” — Arkansas
Pennsylvania: (Hearth, Patio, BBQ)
“One of the worst February’s in recent memory. Winter was non-existent and so were our sales. In reality, February had always been a slow month, but after a few years of record low temps, we got spoiled by selling a lot of fuel and some stove sales as well, but not this year. “Our service department carried the load; our service tech is one of the best in the business, but it’s hard to replace sales of fuel and that is money that we are not going to make up for the year. Our only hope is that the nice weather
stays and we get a dry spring so that our patio and barbecue sales are up over last year. Some people wish for a mild winter, but we need cold and snow to be profitable.” SOUTH Arkansas: (Hearth, Spas) “Much better
retail month than last year but still slow for February. People seem to be holding off on big purchases of hearth products right now thinking winter is over. Woodstove sales really slowed down since November.”
Georgia: (Patio) “With all of the rain
our area has had we had sales go down, not only in outdoor furniture retail but all areas of retail.”
Texas: (Hearth, BBQ) “Lots of rain.
Slower sales.”
Virginia: (Hearth, BBQ) “Mother Nature
really hurt us this year! What winter? We really didn’t have one!”
Virginia: (Hearth) “Sales have picked
up a little, but not significantly. New home construction is showing signs of picking up, which can really help to carry us through the spring and summer.” Carolina: (Hearth) “New construction jobs up, existing homes down due to mild winter weather.” South
MIDWEST Illinois: (Hearth, Patio, BBQ) “Slowest month of the year as usual!”
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www.hearthandhome.com | APRIL 2020 | 77
| Business Climate |
STOCK WATCH COMPANY – EXCHANGE
52 WEEK
SYMBOL
WEEK ENDING
% CHANGE 52 WEEK
MARKET CAPITALIZATION
HIGH
LOW
31-Jan-20
28-Feb-20
4 WEEK
26 WEEK
Standard & Poor’s 500 (a)
S&P
3,386.15
2,744.45
3,225.52
2,954.22
-8.4%
0.9%
5.4%
HNI Corporation (b)
HNI
42.90
29.90
35.97
32.83
-8.7%
5.3%
-14.8%
$1,400.00
Pool Corporation (c)
POOL
238.23
154.16
219.30
210.96
-3.8%
7.4%
32.5%
$8,480.00
Restoration Hardware (b)
RH
256.27
84.11
208.75
181.40
-13.1%
27.4%
16.1%
$3,450.00
Wayfair (b)
W
173.72
52.41
93.70
63.21
-32.5%
-43.9%
-62.8%
$5,890.00
($000,000)
NOTES: (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.
MARKET CAPITALIZATIONS
52-WEEK STOCK PRICE CHANGE
(US $000,000)
32.5%
$16,000
16.1%
5.4%
$14,000 $12,000 $10,000
-14.8%
$8,000 $6,000
-62.8%
$4,000 $2,000 $0
S&P HNI POOL RH AS OF 28-FEB-2020
Indiana: (Hearth) “More contractors are
purchasing fireplaces from us.”
W
HNI
POOL 1-MAR-2019
Ohio: (Hearth, BBQ) “February has been
good to us overall! Hearth and barbecue categories are off slightly from last year’s numbers; that said, we are having a tremendous first quarter. We’re already ahead of a record-breaking 2019 Q1 and we’ve just barely scratched the surface on March. This has been really surprising because the winter season was not anywhere near as cold as was predicted, and we’ve had as many days above freezing in 2020 as we’ve had below. Odd year thus far, but no complaints here!”
78 | APRIL 2020 | www.hearthandhome.com
W
28-FEB-2020
“Very strong contractor market. Linear gas is taking off in new constructions.”
Missouri: (Hearth) “Although February
sales were slightly off, we are still up YTD 15%.”
RH
— Wisconsin
Wisconsin: (Hearth, Patio, BBQ) “It
just keeps getting busier; high ticket products are what’s moving, new home construction is up, no down time, gas still selling, wood seems to have slowed just a bit, electric steady, pellet absolutely dead, propane gas at a 30-year low, traffic in store not slowing down, still out about six weeks, never seen anything like this in our industry. Wow!” Wisconsin: (Hearth) “Very strong
contractor market. Linear gas is taking off in new constructions.”
Wisconsin: (Hearth, Patio, BBQ)
“Steady but not rocking any boats! January and February overall up 18% over 2019.” WEST California: (Patio, Spas) “It took 29 days to
get close to last February’s sales. Compared to 2019, we are down 41% in February, 2020. Cool weather, stocks and corona are my guess, besides, it’s an election year.” California: (Hearth, Spas) “Our rain fall
is at 44% so far this season, which cut our season short (first week of November to
“Keeping busy with installs and the weather is cooperating. Not much walk-in traffic, lots of people staying away because of the flu. The stock market dropping will be an issue in the coming months.” — California
good and it’s looking like a good spring. We have concerns about the coronavirus, how it may affect the overall economy.” New Brunswick: (Hearth, Patio, BBQ)
“It’s been a slow January and February, haven’t seen it this slow in 10 years! What’s up?” Ontario: (Hearth) “Strong retail sales
second week of February). We had 90°F weather through October. The tradeoff – our spa season has already started, with interest we haven’t seen for some time. There’s always a silver lining!”
be an issue in the coming months. Hope it goes back up and quickly.”
California: (Hearth) “It has gotten warm
busy February.”
in northern California and hearth sales have slowed quite a bit.”
(Hearth, BBQ, Spas) “Keeping busy with installs and the weather is cooperating. Not much walk-in traffic, lots of people staying away because of the flu. The stock market dropping will California:
Nevada: (Hearth, BBQ) “Life is good.” Washington: (Hearth, Spas) “It was a
CANADA British Columbia: (Hearth) “Some hearth
interest this month but no deposits or sales. Pellet fuel sales continue to be steady.” New Brunswick: (Hearth, BBQ) “Our
YTD is off to a good start! Traffic has been
pushed us up.”
Ontario: (Hearth, Patio, BBQ) “Just
another stupid month in the hearth biz. The way frontline retailers get treated by manufacturers and reps is getting old. The lack of business acumen among the newer dealers is embarrassing. The apocalypse is nigh and nobody’s watching.” Ontario: (Hearth, BBQ) “Record month.
Cha-ching!”
Saskatchewan: (Hearth) “2019 general
crop failure, Federal government spending, reasons for negative sales percentage.”
BUYER’S GUIDE
2020
The Hearth, Patio, and Barbecue Industries’ connection source for: THE VOICE OF THE HEARTH,
BARBECUE AND PATIO
INDUSTRIES
JUNE 2019
® ®
MANUFACTURERS REPRESENTATIVES DISTRIBUTORS BUYER’S GUIDE 2019-2020
RESOURCES PRODUCTS SERVICES
To inquire about your company listing or to learn how to get a listing, please email buyersguide@hearthandhome.com
www.hearthandhome.com | APRIL 2020 | 79
CLASSIFIEDS Business for Sale
Business for Sale
Western Wisconsin 32 year old business in 10,000 sq. ft. building. 90 plus displays, install and service vehicles, forklift and onsite parking. Owners to retire or work part time if desired.
Store Manager for Hearth, Patio & Grill Store.
For more information inquire at 608-792-0425. Buyout or Cash with land contract.
Fireplace business, for over 25 years, for sale located in the heart of the Smoky Mountains. Enjoy independence and beautiful surroundings every day.
Retirement Sale
For more information: openflameshop@mail.com. Check out our website: www.openflameshop.com.
Well established, family-owned and operated patio furniture, barbecue, and gift store located in a thriving Arizona community.
Help Wanted
Seeking Hearth & Patio professional for a High-end retail store in KY. Must have “hands on” experience in all aspects of Hearth retail and install. Great compensation package with profit sharing plan! Email detailed resume to HR@myhousewarmings.com. 1 Column x 1 Inch Minimum Price per column inch = $175 Call the Sales Department at (800) 258-3772
Please email inquiries to patioretirement@gmail.com.
AD INDEX This ad index is an additional service provided by Hearth & Home to its advertisers. Hearth & Home assumes no liability for any incorrect information.
Advertiser
Page
Phone
Website
Apricity / Agio USA
17
(800) 416-3511
www.apricityoutdoor.com
Blaze Outdoor Products
43
(866) 976-9510
www.blazegrills.com
Bull Outdoor Products
41
(800) 521-2855
www.bullbbq.com
Dansons Group / Louisiana Grills
21
(877) 303-3134
www.louisiana-grills.com
Empire Comfort Systems / American Hearth
8
(800) 851-3153
www.americanhearth.com
Empire Comfort Systems / Primo Ceramic Grills
9
(770) 492-3920
www.primogrill.com
Evolution Fires
6
(407) 851-1536
www.evolutionfires.com
FireRock Products
6
(866) 876-1025
www.firerockusa.us
Glen Dimplex Americas
67
(888) 346-7539
www.faberfire.com
Hearth, Patio & Barbecue Association
3
(703) 522-0086
www.hpbexpo.com
Lovinflame
25
(909) 781-8462
www.lovinflame.com
Maxitrol Company
71
(248) 356-1400
www.maxitrol.com
Memphis Wood Fire Grills
51, 77
(888) 883-2260
www.memphisgrills.com
Mendota Hearth / Johnson Gas
69
(800) 553-5422
www.mendotahearth.com
Merchandise Mart Properties
70
(800) 677-6278
www.casualmarket.com
Napoleon Fireplaces & Grills
31, 33, 35
(800) 461-5581
www.napoleonfireplaces.com
Pará Group / Tempotest USA
55
(972) 512-3534
www.tempotestusa.com
Phifer
57
(800) 633-5955
www.phifer.com
RH Peterson Co.
49
(800) 332-0240
www.rhpeterson.com
RSF Woodburning Fireplaces / ICC
C4
(450) 565-6336
www.icc-rsf.com
Spartherm GmbH
45
+49 5422 9441-0
www.spartherm-america.com
Telescope Casual Furniture
19
(518) 642-1100
www.telescopecasual.com
Travis Industries
C2
(800) 654-1177
www.travisproducts.com
Valor / Miles Industries
23
(800) 468-2567
www.valorfireplaces.com
WeatherStrong Outdoor Cabinetry
83
(866) 708-7601
idealcabinetry.com/OD
Wittus - Fire By Design
79
(914) 764-5679
www.wittus.com
Woodbridge Fireplace
39
(844) 636-3473
www.woodbridgedealer.com
80 | April 2020 | www.hearthandhome.com
Who Reads
?
Ken Warren, for one! President, Flame-tec, Warren Marketing Group, and RepCorps; Hendersonville, North Carolina
Special Interests/Hobbies: “I love the water, so being on the lake, whether fishing or just cruising, is relaxing for me. Even though it’s part of my work barbecue is a passion. I enjoy competing, judging, and entertaining family and friends.” Problems/Issues Facing the Barbecue Industry: “It’s easy to say imports or Big Box stores are problems, but I see a problem with ‘sameness.’ Too many manufacturers are producing grills that look just like the next one. To be successful today you need to be sure your staff is well trained and can confidently show customers the unique benefits of the grills you offer.” Key Trends in the Barbecue Industry: “Currently, pellet grills are seeing strong growth in the market, for a lot of good reasons. A quality unit will be easy to use, it will control temperatures well, and deliver the real wood-fired flavor customers love. “The biggest trend in all appliance categories is the inclusion of smart controls, and barbecues are no exception. Many pellet grills have the ability to monitor and control the cooking process from a smart device, and soon you will see that same ease of use in gas and even charcoal grills. Technology for technology’s sake is meaningless, but in grills it’s very useful, helping everyone be a great backyard chef.” Advice to Retailers on Increasing Business: “Become a grilling destination. That means proper accessories displayed well, along with a good selection of spices, rubs, cookbooks, and more. Give people a reason to come to your store again and again. “Have demo days with reps from the manufacturer or a local chef. Focus on one specific brand at a time and showcase its
strong points. Have one person cook and another sell; it’s very hard to do both well at the same time. “Nothing sells grills like cooking classes! Teach customers how to do a complete meal on the grill, from salad to dessert, or get a local chef to prepare his/her specialty. When consumers learn to cook with more variety, they appreciate the better products you represent.” Forecast for Sales in 2020: “We expect a great year. Grill sales have been relatively consistent for a number of years. Last year sales were a little soft in some regions, which many retailers relate to poor spring weather. That points to some extra demand in 2020, and paired with new technology, we believe sales will be strong in all grill categories. “We see real growth in the meal kit business as consumers enjoy having a tasty meal at home, skipping the traffic, crowds and noise of the average casual restaurant. Grilling apps will bring this same ease and recipe guidance to customers capitalizing on the eat-at-home trend.” Years Reading Hearth & Home: “Since 1981. Wow, that’s a long time and a lot of issues!” Reasons for Reading Hearth & Home: “You must keep up with happenings in your industry, and no one covers it better than Hearth & Home. I always make time to read the whole publication, and appreciate its commitment to showcasing innovation!” Article(s) Ideas: “Although self-serving, I think new technology in controls for fireplaces and fire pits would be of interest to many.”
Click here for a mobile friendly reading experience
| Parting Shot |
FIRESIDE DINING
E
mpire Canyon Lodge is located in Park City, Utah, in the mountains of Deer Valley in the Wasatch Range about 36 miles east of Salt Lake City. This is a very upscale ski area, and one of three resorts in the nation that is ski only (take that, you snowboarders!). Until his death in 2015, the legendary skier Stein Eriksen was director of skiing at the resort.
When catering to the elite, it’s necessary to provide unique experiences. That’s certainly the case at the Empire Canyon Lodge where horse-drawn sleigh rides are available, or perhaps a trek on snowshoes to work up an appetite. At the lodge, four course meals are prepared and served from stone fireplaces. A full bar is available (of course), as well as specially selected wines and beer to complement the cuisine. Here’s a sampling of the offerings. Almond Flour-dusted Utah Trout with caramelized shallot thyme sauce Fire-roasted Leg of Lamb cooked slowly by the fire, brushed with fresh herbs and seasoning, accompanied by Dutch oven specialties.
Warm raclette cheese with steamed new potatoes, house-marinated pearl onions, cornichons, cured Italian and Swiss meats, and freshly baked baguettes.
82 |
Click here for a mobile friendly reading experience APRIL 2020 | www.hearthandhome.com
Chocolate, Caramel and White Chocolate Grand Marnier Fondues with: strawberries, bananas, apples, dried apricots, cinnamon pound cake, Deer Valley cookie bites and almond biscotti Contact Abby Railton, Communications & Content Coordinator Direct: (435) 645-6518; arailton@deervalley.com
PHOTOS COURTESY OF DEER VALLEY RESORT.
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Ready to Learn More & Become a Dealer?
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THE
Pearl 3600
▪ Heats up to 1500 square feet
▪ Certified with 6" EXCEL
▪ EPA 2020 certified at 1.49 g/hr
▪ 2.1* cubic foot firebox
▪ Non-catalytic, fully adjustable fire
▪ Takes 18" logs at the front (16" at the back)
▪ Optimal efficiency of 79%
▪ Options include Internal Blower, Heat Dump, Gravity Vents * Based on overall firebox dimensions
(450) 565-6336 www.icc-rsf.com