Patio and Hearth Products Report - Jan/Feb 2012 by Peninsula Media

N APOLEON P RODUCTS

G LEN R AVEN /S UNBRELLA

B ULL O UTDOOR P RODUCTS

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M ILES I NDUSTRIES /VALOR F IREPLACES

SCHOT T ROBA X ® glass-ceramic not only warms a room, it heats up sales too. SCHOTT ROBAX® has engineered a glass-ceramic that enhances both the enjoyment and efﬁciency of a ﬁre. Our German-designed glass withstands temperatures up to 1400° F without damage, while it radiates heat to evenly warm up most rooms. Best of all, our glass-ceramic is easy to clean, ensuring years of clear viewing. Demonstrate the difference of our glass to your customers, and they’ll see why SCHOTT ROBAX® is the ideal glass to keep them warm and safe. Visit us at HPBA booth #625 for demos.

www.schottrobax.com

Find us on Look for the Warm & Safe promise only on products with SCHOTT ROBAX® glass-ceramic.

ROBAX is a registered trademark of SCHOTT AG.

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Se ind e us oo at r b HP oo BE th xp #1 o 04 9

Infinitely mesmerizing New Rhapsody™ Direct-Vent Fireplace delivers endless appeal with Infini-Flame™ technology and a choice of styles. Linear in design and stunningly multifaceted in effect, the Rhapsody expands the appeal of the Dave Lennox Signature® Collection, offering a sophisticated, energy-efficient and easy-to-install gas fireplace for modern homes. Its 54-inch-wide viewing area showcases a continuous band of tranquil Infini-Flames enhanced by a porcelain interior with illusion panels and backlighting. A surround in a choice of finishes adds to the beauty of the fireplace.

Available this Spring from Lennox.

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For more information, visit lennox.com or call 1.800.9.LENNOX.

contents

JANUARY/FEBRUARY 2012 • VOLUME 7, NUMBER 1

17 40

features 8

GUEST EDITORIAL – THE NEW WOOD-HEATED HOUSE

BY SHARON SANDERS

An architect explains how homes can be designed and constructed to take advantage of affordable woodburning heat sources.

EcoSmart’s showy bioethanol fireplaces are hot sellers in both the residential and hospitality sectors. 28

OUTDOOR GRILLING RETAILER PROFILE – A MEGASTORE

SPOTLIGHT – HIP HEARTHS

BY KIMBERLY RODGERS

BY CHERYL DANGEL BARTOLINI

At over 51,000 square feet, Ontario Gas BBQ’s showroom is undoubtedly the largest barbecue store in North America.

UNDER THE GRILL (AND TREE)

Our annual assessment of the contemporary fireplace market features interviews with executives from top stove manufacturers. 30 2O

SLEEK AND STYLISH

BY JOHN SILVERIO

BY CHERISE FORNO

By Greg Thompson

BY SHARON SANDERS

DiversiTech’s Original Grill Pad and Christmas Tree Stand Mat continue to perform well in the home-improvement retail market.

Choosing the right venting system increases the efficiency and warmth of a heating system.

South Carolina’s Tropic Aire showers its customers with hospitality and product knowledge.

46 22

MADE PROUDLY IN THE UNITED STATES

CORPORATE PROFILE – A DIFFERENT ANIMAL

SHOWROOM SHOWCASE – 40 YEARS YOUNG

By Sharon Sanders

BY SHARON SANDERS

BY KIMBERLY RODGERS

Windward Design Group is one of a few casual-furniture manufacturers that can truly say that their products are made in the United States.

Two generations of the Ken Rash family have worked hard to make their store one of the most respected retailers in Memphis.

ShoppersChoice.com shows how Internet companies and brick-and-mortar stores can benefit one another. 48

PRODUCT FOCUS – CREATIVE VENTING SOLUTIONS

MARKETING MANEUVERS – A SOUTHERN TRADITION

HEARTH RETAILER PROFILE – GOING DIGITAL

LAST WORD – AN EYE FOR COLOR

ZIPJACK CATERS TO CUSTOMERS

By Cheryl Dangel Bartolini

BY SHARON SANDERS

BY KIMBERLY RODGERS

The owner of this retail fireplace business has launched a digital marketing effort that is attracting new customers.

ZipJack’s commitment to service transforms first-time customers into lifelong customers.

Treasure Garden/Shademaker’s bold colors and patterns have transformed the common shade umbrella into the hottest backyard fashion accessory.

AS I SEE IT – THE SPLENDOR OF STONE MLW Stone’s beautiful natural-stone designs enrich the appearance of fireplaces and outdoor kitchens.

departments

MY TURN – BACKYARD PARADISE

BY SHARON SANDERS

39 38

BY CHERYL DANGEL BARTOLINI

TEBOW Publisher’s Viewpoint and Editor’s Message

Bull Outdoor’s wide range of affordable barbecue products makes it possible to create stunning outdoor kitchens on any budget.

PRODUCT INNOVATION – A FRIENDLY GIANT

PRODUCT PROFILES

PRODUCT PROFILES DIRECTORY

AD INDEX

INDUSTRY NEWS Edited by Kris Kyes

BY CHERYL DANGEL BARTOLINI

Monessen Hearth Systems Company’s growth has made it even more responsive to its customers.

Miles Industries/Valor Fireplaces

Patio & Hearth Products Report January/February 2012

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TEBOW

Publisher’s Viewpoint

Years from now, many of us will be telling our grandkids about Tim Tebow and the 2011 Denver Broncos,

and one thing is for sure: No one will believe us. You really can’t blame the grandkids. Who would ever believe that a team that started off the season 1–4 would turn the season around with a relative newcomer as quarterback, especially when he started the season as the thirdstring quarterback (and was someone whom many football analysts considered to be in way above his head as a quarterback in the NFL)? Who would ever believe that a team that started off the season 1–4 not only would win its division, but would win the first playoff game against the defending Super Bowl champions, the Pittsburgh Steelers? Who would ever believe—most surprising of all—that in the vast majority of the Broncos’ wins, they would come from behind (in dramatic fashion), either in overtime or with two minutes or less left to play? Let’s face it: If this storyline were to be presented to Hollywood, even the movie executives at Disney would reject it, based on the plot line being far too fanciful for

from the editor It’s a cold Saturday in March 2017 when Juli, 31, and her husband, Max, 33, decide to buy new outdoor furniture for their home in a suburb of New York, New York. In the past, they would have shopped for this type of merchandise by driving to various brick-and-mortar patio stores scattered throughout New York, New Jersey, and Connecticut. Today, they do most of their preliminary shopping from their sofa—via Juli’s laptop and Max’s smartphone. They both access Facebook first, asking friends about the types of outdoor furniture that they own. Then, they visit some home-improvement websites and blogs to discover the latest trends in outdoor furnishings. After identifying their preferences, they access local retailers’ websites to determine which ones carry the products that they’re 6

even the most romantic at heart—yet it really did happen. Tebow and the 2011 Denver Broncos are not just a great sports story, but also a good lesson (and reminder) about how to run a business. One of Tebow’s greatest strengths is that he is able to ignore the naysayers and prove them wrong. Do you want to start a new business, expand on an existing business, or branch out into a new product line or market category? Most people with whom you share your idea will only tell you all the reasons that it will not work. Standing strong and remaining true to your core convictions are essential ingredients needed by every businessperson. There is a big difference between commitment/conviction/belief and arrogance. Tebow is anything but arrogant, and his commitment to excelling at what he does is an inspiration to any businessperson. Giving credit to others is one of the marks of a good leader. It not only is the right thing to do, but it also helps build a bond and trust with those around you that allows a team-first attitude to permeate the organization (whether that environment is an office, a factory, or—in the case of the

Broncos—the locker room or the huddle. During every pregame/postgame interview, and during every television and radio interview, Tebow always gives recognition and credit to his teammates (coworkers), his coaches (bosses), and the fans (customers). It’s one of the reasons that most of the players on the Broncos would run through a brick wall for the guy. It’s true that Tebow had one of the lowest quarterback rankings this year in the NFL. He’s no Tom Brady, he can’t be compared to Aaron Rodgers or Drew Brees, and it’s most likely that he’s not going to set any quarterback records in the NFL. Regardless, he knows how to win, and he has a desire to excel that is second to none—which only proves that you don’t necessarily have to be the sharpest tool in the shed in order to excel in business. Statistics have shown that more businesses are started and run by C students than by those who had higher grades. For all of his shortcomings as a model NFL quarterback, Tebow led his team to the division title, won a playoff game, and only got eliminated when the Broncos faced quarterback Tom Brady and head coach Bill Belichick (who are considered by

interested in buying. One store’s website really stands out; its 3D images of furniture vignettes are impressive, and Juli and Max are able to communicate, via live chat, with a helpful salesperson. She requests specific dimensions of their backyard and a digital photograph so that she can draw up a plan before they enter the store. Juli and Max access customer reviews on Yelp and another digital consumer’s guide, and then look for better deals on the same products on other retailers’ websites. Before Juli and Max get up from their sofa, they have already decided which store they will visit, and they also have a strong idea of what type of furniture they want to purchase. When they walk into the store, the sales associate greets them by name, asks them whether they want something to drink, and takes them directly to the collections that they had identified during their chat. They love one particular grouping, so they scan the barcode with the smartphone and find that the same set is $100 less at another store that’s not too far from their home. The sales associate quickly matches the

offer and reassures them that doing business at her store makes sense, due to its customer service and its rewards program. Since this is a big purchase for the young couple, they send a video of the furniture to Juli’s mother and one of their friends to get their opinions. The video’s recipients respond quickly via text messages, agreeing that the furniture is perfectly suited for the couple’s backyard. Before agreeing to the purchase, they scan an Internet site for a manufacturer’s coupon, which saves them an additional $50; they then check out on a store iPad, which sends the receipt and warranty information directly to Max’s smartphone. This story might be fictional, but it’s neither futuristic nor implausible. The technologies described in this scenario are all available today and can all be used by retailers and customers. There’s no doubt that in five years, retailers will become even more dependent on digital technologies. This doesn’t mean that physical stores will become obsolete or that retail businesses will be forced to offer online purchasing. As Ron Johnson (former Apple Stores chief and current JCPenney™ CEO)

Patio & Hearth Products Report January/February 2012

many to be two of the best in the game). There’s one more thing that Tebow reminded all of us about business: being thankful. After all the chest-pounding, over-the-top celebrations and look-at-me antics that we see today on the gridiron, it’s refreshing to see a professional athlete who is thankful for the opportunity to have a job (NFL quarterback), be part of a good organization (the Denver Broncos), and be surrounded by good and supportive teammates (coworkers) and fans (customers). Whether Tebow spends one more year or 15 more years in the NFL, one thing is certain: Each time he takes the field, even before the final whistle sounds and the final score appears on the scoreboard, Tebow is already a winner. Be sure to share that part with your grandkids as well. TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

states in a recent Harvard Business Review interview with Gardiner Morse, “Physical stores are still the primary way people acquire merchandise, and I think that will be true 50 years from now.” Johnson goes on to explain that it’s the integration of the in-store experience and the mobile Internet that will determine whether a retailer is successful. “A store has got to be much more than a place to acquire merchandise,” Johnson says. “It’s got to help people enrich their lives.” The retailers featured in this issue of Patio & Hearth Products Report recognize the importance of digital technology, whether it’s used for social media, marketing, inventory control, customer education, or communication. Some have hired consultants to help them take advantage of these new technologies. We hope that some of their experiences will help you plan your own digital retailing strategies. When used appropriately, this technology will ultimately help increase sales and lower costs—and aren’t those the goals of every retailer? CAROL DAUS EDITOR CAROL@PENINSULA-MEDIA.COM

WHAT’S NEW

2012

New Fireplaces

New Electric Fireplaces

New Grill Series

All New Furnaces

The secret is almost out. Visit the Napoleon® booth at HPBExpo to experience the products of 2012 that will leave you exhilarated... not exhausted.

1-800-461-5581 • napoleonﬁreplaces.com • napoleongrills.com • napoleonheatingandcooling.com

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guest

EDITORIAL PUBLISHER

The New Wood-heated

Tony Ramos tramos@peninsula-media.com EDITOR Carol Daus

House

Above right: An example of a tall, central-chimney house Top left: A central masonry heater designed by

Center: John Silverio

ART DIRECTOR

by JOHN SILVERIO

hile constructing our wood-heated house in Maine in 1973, I noticed the growing number of books on the subject of wood heat being published during that time of escalating fuel prices. They all tended to concentrate on the topics of buying wood stoves and cutting firewood. I found it curious that no one had thought very much about modifying the design of houses to make wood heat more integral. Wood heat had played a dominant role in the design of our house. In fact, the house was built around the chimney. It became obvious to me that wood heat has not yet been sincerely embraced by our culture or integrated into the design of our homes. When I was trying to organize my thinking on the subject, the book Hearthspire: Designing Wood-heated Houses (CreateSpace, 2011) resulted. First, though, a little history: Humankind’s first building was a house, and the first heating system was an open fire. All other building has been an elaboration on this simple theme. The image of the fire in the center of the house is primeval—an archetype that is forever stamped on our subconscious, like the sun at the center of our solar system, the heart (hearth?) at the center of the physical

Matthew Silverio

carol@peninsula-media.com

Cass Estes cass@peninsula-media.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com

An architect explains how homes can be designed to take advantage of wood-burning

Patio & Hearth Products Report January/February 2012

Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers

heat sources.

body, or the core at the center of the earth. This image is our starting point for design. It is my feeling that the wood-heated house should be a system of designing, rather than a system of heating equipment. Wood heat should be designed into the house, not applied to it as an afterthought. The construction methods and the shapes of the wood-heated house should be, to a large degree, integrated with its wood-burning heating system. Space, construction, wood-burning systems, and air circulation are the key design elements that must be understood. There are three primary aspects of the ideal wood-heated house that will distinguish it from other houses. First, it should have the fire source (a wood stove or masonry heater and chimney) centered in the middle of the floor plan, where it can distribute its heat evenly in all directions. Second, it should be a tall house, possibly with three floors, to take advantage of the rising flow of warm air. This height is

STAFF WRITERS

Sharon Sanders

the easiest and most natural way to distribute the warmth to the various parts of the house without resorting to the usual ducts or pipes, as other houses do. Third, it should be a narrow house—with a compact, open floor plan—so that all spaces are close to the fire source and can share the warmth of the chimney. How do these ideas differ from those employed in the traditional, central-chimney, Cape Cod house of the Colonial period? In many ways, they are the same ideas, but they are reinterpreted to incorporate much of what has been learned since that time to benefit the new wood-heated house. We have learned how to build tight, well-insulated houses. We have learned how to design and use very efficient wood-burning stoves and heaters. We have opened up the spaces of our homes with open, free-flowing floor plans. These all combine to make the new wood-heated house vastly superior to its predecessors. In fact, we can now have an efficient, safe, comfortable, and healthy woodheated house. To see how a house of this type might look, view the images here; to learn more about this type of house, see the complete book, Hearthspire: Designing Wood-heated Houses (available from online booksellers) or visit www.silveriowritings.com.

Greg Thompson SOCIAL-MEDIA EDITOR Amanda Daus CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

Corporate Office Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 Fax (310) 792-7449 www.patioandhearthproductsreport.com

Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890

John Silverio is a residential architect who has designed hundreds of homes in Maine. His work has been published in numerous books and magazines. To see more of his work, visit www.silverioarchitectureanddesign.com.

Subscribe online: http://www.peninsula-media.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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{industry}

by KRIS KYES

Quadra-Fire’s Voyageur Recognized by Home-improvement Magazine The Quadra-Fire® Voyageur wood-burning fireplace insert was named a Top 100 best new home product for 2011 by This Old House magazine. The Top 100 is a comprehensive list of the industry’s best, most helpful, and unique home-improvement products introduced over the past year. The entire list is published in the November issue of This Old House and online (at www.ThisOldHouse.com/top100). Evaluators deemed the cast-iron Voyageur an easy upgrade that bolsters a home’s traditional character—with 21st century technology. Installing a Voyageur in an existing masonrybuilt fireplace provides more than just classic wood-burning charm. Homeowners can savor a bold fire while reaping the benefits of clean, eco-friendly heating. A robust 46,000-Btu heating capacity fills up to 2,400 square feet, and a single load of wood can efficiently burn for up to 12 hours.

The Voyageur features ACC (for automatic combustion control) technology for easy startup and extended burn times. A flush-hearth design, large viewing area, and attractive finishes round out the Voyageur as a welcome addition to any home.

Lennox Hearth Products Inks Exclusive Distribution Agreement With European Copper by Jack Arnold In a move that will offer builders, remodelers, and homeowners true single-stop shopping for their fireplace needs, Lennox Hearth Products (LHP) and European Copper by Jack Arnold have reached an agreement for distribution of European Copper by Jack Arnold brand chimney pots to the U.S. and Canadian hearth industry. Pat Keegan, president of European Copper by Jack Arnold, says, “We are very pleased to enter this exclusive master-distributor partnership with LHP. We know LHP

European Copper chimney pots are functional and aesthetically pleasing.

will do a great job of promoting and distributing the Jack Arnold line through its North American network, as well as to all qualified hearth distributors and dealers.” Designed by renowned architect Jack Arnold, European Copper by Jack Arnold chimney pots offer

Patio & Hearth Products Report January/February 2012

both performance and style benefits that pay off in fireplace functionality and curb appeal. A sophisticated alternative to standard chimney terminations, these high-quality chimney pots are suitable for use with both masonry fireplaces and most leading brands of factory-built wood and gas fireplaces. Wendy Howells, vice president and general manager of LHP, says, “We’re very excited to distribute a product line with Jack Arnold’s quality reputation. It is our goal to offer all hearth dealers and distributors throughout North America competitive positioning and top-notch availability for these exceptional products, and we welcome all inquiries.”

European Copper by Jack Arnold brand chimney pots are available in three styles, multiple sizes, and a choice of two finishes. Featuring a design that is completely enclosed at the top, the chimney pots prevent water—the main catalyst for mold and mildew—from entering the house. The enclosed design also prevents small pests from entering the flue, in addition to greatly improving the smoke draw of the chimney. The lightweight chimney pots are easy to install, with no heavy lifting or complicated equipment required. They’re also building-code compliant, 100% recyclable, and both UL listed and International Code Council certified.

Sunbrella Fabrics Recognized Among Three Best of Year Awards From Interior Design Magazine Glen Raven Custom Fabrics, maker of Sunbrella® fabrics, was honored by the inclusion of its fabrics in three award-winning entries at the Interior Design Best of Year Awards on December 1, 2011, at the IAC Building in New York, New York. The awards were for the categories of health-care textiles (for its Day Dream collection, with CF Stinson, Inc.); outdoor textiles (for the Indi Pop collection from Alaxi Fabrics); and large exhibit/installation (with Situ Studio, at the Brooklyn Museum). Gina Wicker, design and creative director for Glen Raven Custom Fabrics, says, “This has been a year of milestones for us, including new products and projects across all areas of our business. We are honored that our fabrics were part of three winning entries that stood out

among so many deserving nominees.” The Day Dream collection of Sunbrella Contract with Defiance™, winner of the Best of Year Award for health-care textiles, was introduced in June 2012 at NeoCon in Chicago, Illinois. The collection, available exclusively through CF Stinson, consists of five patterns in a variety of colorways, including sophisticated neutrals; stark black and white; soothing greens and blues; and saturated hues such as fuchsia, tangerine, and lime. Winning the Best of Year Award for outdoor textiles was the Indi Pop collection from Alaxi Fabrics. The collection features dozens of Sunbrella fabrics in rich colorways with designs that evoke the mystic influence of Southwest Asia, including patterns from nature, sun, and water. The collection was designed by Kate Korten for the Alaxi brand and is available exclusively through Silver State, Inc. The reOrder installation at the Brooklyn Museum, featuring 2,440 yards of Sunbrella fabric, won the Best of Year Award for large exhibit/installation. Designed and built by Situ Studio of Brooklyn, New York, reOrder transformed the Great Hall of the museum with Sunbrella canvas natural. The fabric was pleated and stretched over metal frames to create the illusion of growth and change among 16 columns in the hall. The installation opened in March 2011 and closed in January 2012. Situ Studio and Glen Raven Custom Fabrics will announce plans to recycle the fabric used in the installation. Celebrating 50 years of innovation in 2011, the Sunbrella brand revolutionized the way the world thinks of beautiful performance fabrics with its entrance to the marketplace in 1961. Today, durable, easy-care Sunbrella fabrics are available in thousands of sophisticated styles, patterns, and colors for wherever people live, work, and play.

Napoleon Celebrates Safety Milestone in Canadian Manufacturing Plant November 21, 2011, marked a safety milestone for Napoleon Appliance Corp. (NAC), manufacturer of Napoleon® gourmet grills. On this date, it had been officially three years since an injury in the workplace had caused any loss of work time. Judy Hamilton, NAC’s health and safety coordinator, announced the milestone, along with fel-

low Joint Health and Safety Committee members Bob Martin, Leanne Rice, and Delphine Laughlin. Local dignitaries joined NAC to congratulate the company on its accomplishment. Jeff Lehman, mayor of Barrie, Ontario, arrived to thank NAC’s associates. “I can only say, to you all, congratulations for the professionalism it takes to achieve this sort of accomplishment. You’re not only an incredible company for your products, but also for your

involvement in the community,” he says. As NAC was celebrating this achievement, it unveiled a new chromed-up addition to the Prestige® line, the 500 series. Jim McLean, director of sales, introduced the series with inspiring words. “We’ve been very successful, over the past few years, with our 450 series. Our new 2012 production of innovative, terrific products will blow the socks off our competition. Since its introduction, our customers have called the new

500 series the Weber eater,” he says. In recognition of the safety milestone and the unveiling of its new line, the Schroeter family (owners of NAC) donated the first 500 series grill off the line, valued at $1,000, to an employee raffle in which contributions were made to the Salvation Army. All employees were given a stainless-steel Napoleonlogo thermos as a gift and a free barbecue luncheon as further thanks for their hard work.

TURN UP THE AMBIENCE

WHILE ENJOYING CLEANER, GREENER HEAT.

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Find out more about the solution that’s right for you.

WWW.INFRATECH-USA.COM 800-421-9455 PROUDLY MADE IN USA

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January/February 2012 Patio & Hearth Products Report

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Joe Brueggemann Celebrates 20 Years of Service Joe Brueggemann, industry veteran and Empire Comfort Systems’ sales vice president, marked a 20-year milestone with the company in January. Brueggemann began his career with Empire

Joe Brueggemann celebrates his 20th anniversary with Empire Comfort Systems.

Comfort in 1985, as marketing manager. He later served as sales vice president before leaving in 2000 to pursue other interests in the hearth and barbecue industry. Brueggemann returned to the company in 2007, resuming his sales role just as the company embarked on an aggressive product-expansion campaign. “In my 20 years at Empire, I have seen the consumers and our customers drive improvement in the aesthetics, technology, and performance of our products,” Brueggemann says. “That has kept us working hard to compete in a marketplace that has grown more sophisticated when looking for supplemental gas heat. Our goal is to continue to meet the needs of our dealers and distributors.”

Napoleon Unveils Accredited Online Course A new, accredited continuing-education course offered by Napoleon aims to give industry professionals a deeper understanding of gas hearth appliances, which have been outselling traditional wood-burning fireplaces in the marketplace, in recent years. The online course, Gas Hearth Appliances: Enhancing Living Environments, can now be found at AEC Daily’s online learning center (www.aecdaily.com/sponsor/napoleon). Participants in the course will get an overview of a variety of gas hearth appliances (such as logs, stoves, inserts, fireplaces, and outdoor fireplaces), as well as the principal types of venting systems that are currently available. The course will also cover the installation of gas hearth appliances and related safety issues, including minimum clearances to combustibles, vent-pipe clearances, finishing materials, and placement of the appliances. Greg Thomas, director of sales, says, “We’re excited to be able to offer the industry this accredited course as a learning resource. The popularity of gas-burning fireplaces and hearth appliances continues to grow, and it’s important that architects, designers, and [installers] fully understand the equipment and how it should be used.” At the end of the course, participants should be able to define the features of gas hearth appliances, as well as the benefits of specifying a gas hearth appliance over a wood-burning solution; discuss characteristic of the different varieties of gas hearth products; list and explain the principal types of vent systems used with gas hearth appliances; and state the considerations that are required to facilitate a successful hearth-appliance installation. 12

Patio & Hearth Products Report January/February 2012

Robb & Stucky Reopens Under New Ownership Robb & Stucky International recently held the grand opening of its new 60,000–square-foot design studio and retail showroom in Fort Myers, Florida, under the leadership of Steven Lush, president. “This is a new beginning for a great retail brand,” Lush says. Since the acquisition of the Robb & Stucky name and intellectual properties in March 2011, Lush says, the focus has been on restoring the brand equities inherent in the Robb & Stucky name. “We are reinventing Robb & Stucky,” he says, “with a great team and smart strategies that are relevant for today’s consumers. We have hired many of the employees who made a significant contribution to the previous Robb & Stucky, and have also brought in several key executives from outside the former company to bring a fresh perspective. We look forward to creating many more jobs as our growth continues.” Lush continues, “As consumers ourselves and business people, too, it’s our view that the historic economic events of the past few years have changed the way people shop and buy furniture. Home is still the center of our personal universe; we are fortunate to be in a category that will always be important to consumers. The challenge is to ensure that Robb & Stucky meets consumer needs and expectations.”

Mendota Hearth Products/St. Croix Stoves Announces Job Opening Mendota Hearth Products/St. Croix Stoves has an opening for a sales representative for all or part of Georgia, Florida, Alabama, and Mississippi. Representatives with other lines will be considered. The applicant must have experience in hearth-products sales, and knowledge of dealers in this territory is preferred. Please submit a cover let-

ter and relevant résumé information to sales@johnsongas.com.

Certified Fireplace Barriers Approved for Gas Fireplace Fronts The CSA America Vented Gasfired Warm Air Heaters Technical Advisory Group met in Cleveland, Ohio, on December 13, 2011, and approved language mandating certified barriers to protect children and other at-risk people from the glass fronts of gas fireplaces. This recommendation for a revised standard now goes to the CSA Z21.50 and Z21.88 committees for their review. If ultimately approved by the ANSI Board of Standards, the revised standard would mean that a gas fireplace or gas heater must include a certified barrier if the temperature of the glass front can exceed 172 degrees. The Hearth, Patio & Barbecue Association (HPBA) supports this revision and is committed to educating homeowners on safety precautions to be taken when using their fireplaces and other home-heating products. Jack Goldman, HPBA president and CEO, says, “Safety is our first priority, and we want people to enjoy the warmth and ambience of their fireplaces and stoves, but be reminded that they can get hot. Children are, by nature, curious, and need to be protected from hot surfaces.” In 2007, the HPBA developed an internationally recognized warning symbol for manufacturers and retailers of gas fireplaces and gas heaters to use to inform homeowners that glass fronts can become extremely hot due to their high efficiency—and that precautions should be taken. The HPBA also recommends that consumers follow the manufacturer’s instructions for the safe use and maintenance of their heating products. To learn more about HPBA safety guidelines, please visit www.hpba.org/staysafe.

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Poly-Wood Announces Promotion of Chad Yordy and Expands Lumber Division Poly-Wood, Inc., leading developer and manufacturer of high-performance, eco-friendly casual outdoor furniture, announced the recent promotion of Chad Yordy to vice president, sales and marketing. Yordy initially joined PolyWood in 2006, as director of sales for the contract division of the Syracuse, Indiana, manufacturer. Doug Rassi, president, says, “Over the past five years, Chad has been instrumental in expanding the sales and marketing efforts of PolyWood. “With the tremendous growth potential of the outdoor industry, we are looking forward to Chad driving our initiatives not only to build upon our leadership posi-

2011 International Pool/Spa/Patio Expo Is a Success The 2011 International Pool/Spa/Patio Expo, the annual trade show and conference for the pool, spa, and backyard industry, exceeded the expectations of both attendees and exhibitors. Total attendance was 9,717, a 5% increase over the 2010 show. Attendees represented all segments of the industry, including pool/spa builders, retailers, service companies, designers, and landscape architects. “Despite continued economic challenges, we are very pleased that the show generated an increase in attendance for the second consecutive year,” Lindsay Roberts, director of the show, reports. “There was a real energy on the show floor that was shared by both attendees and exhibitors, resulting in an all-around compelling event.”

tion, but also to facilitate avenues for growth opportunity.” In his new position, Yordy, who will continue to be responsible for the expansion of sales and distribution channels, also will coordinate the company’s growth strategies. As vice president of sales and marketing, Yordy will focus on future markets, product segments, business opportunities, and acquisitions, as well as on new-product development efforts for all divisions of PolyWood, Inc.

China Pavilion to Be Featured at HPBExpo The China Chamber of Commerce for Import and Export of Light Industrial Products and Arts/Crafts (CCCLA) will be exhibiting products in the China Pavilion at this year’s HPBExpo in Atlanta, Georgia. A number of suppliers from China will be demonstrating a wide range of products, including furnaces, grills,

Poly-Wood Expands Its Lumber Division to Include Green Initiatives Poly-Wood, Inc., recently expanded its lumber division. Founded in 1990 for the recycling of plastics into lumber, marketed under the brand name POLYWOOD™, the division has undergone an expansion of its Indiana extrusion facilities and overall production capacity, including heightened sustainability efforts. Tim Pletcher, sales, lumber division, says, “Our goal in the expansion of Poly-Wood’s lumber division is to serve our current markets better, as well as to increase our ability to explore additional segments and opportunities for plastic lumber; however, throughout the construction expansion of our facilities (as well as with the added production capacity), Poly-Wood continues to be committed to responsible manufacturing” and, he adds, to having a positive impact on the environment. Poly-Wood’s lumber division currently is the leading provider of recycled plastic lumber for the outdoorfurnishings and -accessories industry. Other applications and sales avenues include manufacturers of durable and sustainable products for farming, marine applications, golf, landscaping, industrial uses, and general construction. The expanded capacity of the production facilities is in response to the ongoing growth of the industry as additional product categories create demand for plastic lumber and related extruded products. POLYWOOD lumber is created from high-density polyethylene (HDPE) with UV-inhibited pigment systems and offers unlimited recyclability. “POLYWOOD can be reground and melted into new products infinitely when the current product reaches the end of its usable life,” Pletcher says. The HDPE primary raw material is derived from postconsumer bottle waste, such as milk and detergent bottles or other HDPE postindustrial materials.

Follow us on Twitter: @patiohearth Stay on top of the latest news and new-product introductions/collections in the patio, hearth, barbecue/grill, outdoor-kitchen, and outdoor-living industry.

and barbecue accessories. These companies include DKS Enterprises Company, Ltd.; J & J Industries Company, Ltd.; J & J Household Articles Company, Ltd.; Yangjiang Henergy Industrial Company, Ltd.; Changzhou Wujin New Star Clothing Company, Ltd.; Yetong Industry Company, Ltd.; and Yangdong Youlian Industry & Trading Company, Ltd. The main functions of CCCLA are to create an environment of fair trade within the industry; to safeguard the lawful rights and interests of enterprises; to promote the overall development of the industry; to provide legal, information, exhibition, and training services to members; to facilitate communication between enterprises and government; and to facilitate cross-chamber communication and cooperation.

Summer Classics Opens Its Fourth Licensee Store Fortin Ironworks (Columbus, Ohio) will become the fourth Summer Classics licensee store. Fortin Ironworks has been a Summer Classics stocking dealer for the past 12 years and is in the process of converting its retail showroom into a Summer Classics licensee store. The retail showroom will operate under the name of Summer Classics Home at Fortin Ironworks and is scheduled to be open by April 1, 2012. Fortin Ironworks is a family-owned and -operated ornamental iron and metal fabrication company with one retail store in Columbus. Founded in 1946 by Joseph Fortin, the company started as a small iron-repair shop, and 66 years later, it operates out of a Continued on page 85

Patio & Hearth Products Report January/February 2012

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spot L I G H T Sleek, modern fireplaces heat up the marketplace as consumers turn to contemporary designs.

hip hearths

ontemporary fireplace designs aren’t just popular among young people in major metropolitan centers. These designs, characterized by clean faces, clean lines, and an overall aesthetic that has some people calling their fireplace installations wall art, are showing up everywhere. Roger Gripton, vice president of sales for Wolf Steel Ltd./Napoleon Appliance Corp. (Barrie, Ontario), says, “Whether it’s baby boomers or recent graduates, everyone seems to be interested in and excited about the new contemporary fireplace designs.” Whether contemporary fireplace design is the design leader or a follower is debatable. What is known is that it is blending with virtually everything else seen on the market today. Paul Miles, director of sales for Miles Industries (North Vancouver, British Columbia), says, “House design, appliances, and furniture are all offering contemporary looks that are reinforced by decorating magazines and shows on specialty television

Patio & Hearth Products Report January/February 2012

by CHERYL DANGEL BARTOLINI

channels like HGTV, so public awareness has increased for this category— and it only makes sense for fireplace design to be compatible with what is going on elsewhere.” Increasingly, consumers are exposed to contemporary design in their daily lives, they like what they see, and they see it everywhere. Michael Roark, product manager for fireplaces at Lennox Hearth Products (LHP) in Nashville, Tennessee, says, “The linear look, with flames coming through contemporary media, is being seen in restaurants and other hospitality settings, as well as on popular television shows.” Raman Grewal, product marketing coordinator for Regency Fireplace Products (Delta, British Columbia), says, “Fireplace design trends are following the modern architectural designs and home-decor trends of homes today. Today, we are seeing homes that feature long lines accented by unique (yet minimalist) decor accents.” The trend is spurred on not only

by want, but also by need. Chad Hendrickson, director of product management for Heat & Glo (Lakeville, Minnesota), says, “Homeowners are learning to live in smaller spaces and stay in their homes longer. This has created a need for contemporary fireplaces that fit more spaces and more decor options.” Who is driving the trend toward contemporary styles? Designers are, according to Dave Ivey, vice president of sales for Monessen Hearth Systems Company (MHSC), Paris, Kentucky. Turning the work of those designers into sales is the consumer. Nick Bauer, vice president of product development for Empire Comfort Systems (Belleville, Illinois), says, “Four out of five times, the consumer is the woman of the household. When my design team and I can’t decide on something, we send it out to 30 women in our office, and they vote. Everything is getting more and more modern—contemporary kitchens, bathrooms, and even cars— and the majority of purchases in a

home come from the woman, so she is the main driving force.” FOLLOWING FASHION Contemporary fireplace design (relatively new to the market) is an everchanging field; once-sizzling features cool, and new trends virtually guarantee hot sales. In style are stainless-steel finishes. “Stainless-steel appliances have had a bearing on the stainless-steel hearth products,” Bauer says. Not so fast: The market is fickle, and Miles hints that stainless steel, too, might be on its way out of fashion. “Customers are looking for new finishes, other than just stainless steel,” he says, while emphatically stating that brass finishes are out of style. Gripton agrees that brass is out of fashion, and he goes a step further by adding louvers and trims to the out-of-date list. They “are all quickly disappearing,” he reports. Also out of fashion are traditional wooden mantels, whether plain or with intricate carvings, he says. In style are mantels made of modern stone, cement, and plaster, with minimal ornamentation. “Gold-accented accessories are passé,” Grewal says. “Gold accents date the look of the fireplace and unnecessarily draw the attention away from the fire, but clean lines and a large viewing area put the focus on the fire” and are in style. Curves are also out of fashion, while straight, sharp angles, squares, and rectangles with defined edges are in style, according to Gripton. “Minimalistic seems to be the trend: no clutter, no shelves, and nothing on a mantel (if, in fact, there is one); clean painted or tiled walls; and a fireplace plopped in the middle of the wall (or low enough to allow a flatscreen television above) are concepts we are continually

seeing, and this look appears to be popular with all ages,” he explains. Out of fashion is crushed glass, according to Bauer. In style are larger pieces of glass and stone. “People have tired of crushed glass and are now going to bigger pieces of glass, stone, sand, and other things. Glass manufacturers are keeping up, introducing different sizes, colors, and shapes. Five years ago, crushed glass represented 90% of the products out there. Now, it is about half that,” he says. In style are new shapes and fire presentations. “A lot of so-called contemporary fireplaces really seem to be wall art,” Roark says. “Exaggerated horizontal shapes are still the most popular, along with glass-media flame presentations.” Also in style are the decorative aesthetics associated with traditional fireplace design; out of fashion is heat. “Heating and circulation of warm air from the fireplace through a blower system are no longer attributes,” Gripton says. “Homeowners want the aesthetics of a fire— the warm, cozy glow that brings the family together—but without the warm

part.” He continues, “Homeowners today, however, purchase a fireplace like art— for its charm, for its style, and as a status symbol. Heat, if excessive, can be a negative attribute, resulting in the need to turn off the fireplace or open doors and windows, so our challenge is to integrate a 60,000-Btu appearance with a much lower Btu output.” Roark is reluctant to rule anything out of fashion. He says, “I’m not sure anything about contemporary fireplaces is passé, at this point. Even though we’ve seen a lot of new products, we in the industry are too close to the issue.” He adds, “Many people are not aware

of the many choices in these types of units. Consumers coming into hearth showrooms are still drawn to the freshness and versatility of the look. They love the flames coming through rocks, glass, or you name it. Just as plasma televisions do, the modern shapes fit into many home-decorating schemes. The overall category is still early in its product life cycle.” Ivey agrees; he says, “I’m not sure any characteristics are passé, other than the perception that contemporary fireplace will only go with modern decor. I see more contemporary units in very traditional settings. The latest trend is transitional design—somewhere between modern and traditional. Contemporary

5 hearth products seem to fall into this transitional styling.” Obviously, manufacturers are busily keeping up with a long list of in-style and outdated features. Hendrickson says, “Rapid expansion of the market for contemporary fireplaces has caused a corresponding need for manufacturers to maintain current styles and designs while undergoing a continual search for what is next.”

1. Napoleon Appliance’s ethanol wall-mounted fireplaces come in an array of decorative finishes and colors. 2. The Solaris by Heat & Glo 3. The G-class Mantis fireplace from Empire Comfort Systems is more than 90% efficient and vents with PVC pipe. 4. With its bronze surround, the Valor L1 linear fireplace from Miles Industries boasts contemporary styling. 5- Vermont Castings offers the Aura, a 70-inch linear direct-vent fireplace. 6. Brentwood LV from Lennox Hearth Products

7. Horizon™ from Regency Fireplace Products is a high-efficiency insert with a clean-face design.

WHAT’S NEW In late 2011, Empire Comfort Systems introduced the Contemporary Chateau, a linear fireplace with a twist. “We took an in-shot burner from a space-heating product and put it into a clean-face fireplace. Basically, you have four torches that shoot straight up; it is not a true linear look, where you have a line of fire. What you have are tiki torches, for a completely different look that is vertical, versus horizontal,” Bauer says. “There is only so much you can do with a linear burner, so everyone is trying to come up with that new good idea,” Bauer adds. “Will it be a vertical-flame look, such as the one that we did? A couple years ago, if you were to suggest some product ideas for today, you would have been laughed out of the room. Now, the niche stuff is getting more commonplace and more accepted, as we fight for the

January/February 2012 Patio & Hearth Products Report

spot

LIGHT

8 next edgy product.” Early this year, Empire Comfort Systems will introduce the Loft Mantis, which Bauer calls the world’s first and only contemporary product with more than 90% efficiency. “We were the first in North America to introduce a 90% efficient traditional fireplace that vents with PVC pipe, which was the Mantis. Now, we’ve taken the same fireplace and put a contemporary spin on it.” Starting in March 2012, Empire Comfort Systems will also be offering black porcelain liners with its traditional fireplace products with logs. “We’re seeing people who want the log sets and want the black porcelain liner/inserts for traditional fireplace products,” Bauer says. New to the Heat & Glo’s Modern line is the Cosmo 32 gas fireplace. It features a slim, compact design that fits more spaces in a contemporary, linear package. “It delivers style, innovative technology, and a dramatic visual display. This product is representative of the Heat & Glo commitment to quality and on-trend design,” Hendrickson says. LHP’s new Dave Lennox Signature™ collection Rhapsody linear line of directvent gas fireplaces is generating excitement, according to Roark. Introduced at the 2012 International Builders’ Show in February in Orlando, Florida, the 54-inch size features a new burner presentation called Infini-Flame™. “The effect is literally flame out of metal, with a dramatic, enticing flame pattern. Given the popularity of flames through glass media, the burner also accommodates that look,” Roark says. “A nice feature of this product is that it’s attractive even when it is not burning,” he adds. “Lighting behind the back wall peers through architectural cutouts and adds illumination and motion, even when a flame is not present. Optional surrounds come in handsome, unique finishes to complete the overall presentation.” LHP’s catalytic vent-free line (including the Radium™, Scandium™ and XFires™) continues to be popular, Roark 18

9 reports. He says, “The design is truly able to hang on the wall and was inspired by plasma televisions.” Miles Industries’ new Valor L1 linear and H4 models have been hits. “The L1 is a practical length for the average home, whereas many linears are too long,” Miles says. The offering includes two highly detailed looks; the Long Beach features beach-inspired driftwood (for those who want an alternative to crushed glass), and the Murano’s fuel bed “is available for the bling effect,” he adds. “The trims have sharp, clean corners, and the unit accommodates different venting situations.” A fireplace that’s too long isn’t an issue at MHSC. Its Vermont Castings Aura is a 70-inch linear direct-vent fireplace with a wide range of style options, including a choice of interior porcelain panels, stone and glass kits, and a driftwood log set. MHSC’s new Harmony gas insert offers five different framing choices and two different interior options. In addition, MHSC’s Majestic brand has added contemporary stone and glass kits to its Solitaire series direct-vent fireplaces, as well as its Pearl designer direct-vent series. Napoleon Appliance’s linear fireplaces are getting longer, too, and are being raised higher on the wall, “often replacing a television,” Gripton notes. “Just like flat-screen televisions, fireplaces are getting bigger— and, like televisions, they have no visible controls or cabinetry, just handheld remote controls and a 100% focus on the wall in which the fireplace is installed.” Napoleon Appliance’s linear LHD50SS fireplace has hundreds of Swarovski® crystals, arrayed in a necklacedesign tray (lit from beneath) between the viewer and the flames. A more recent addition to Napoleon Appliance’s modern fireplace line is its WHD31, a wall-hanging model that simply needs to have a vent hole cut in the wall for installation. “The entire unit is so compact that no additional framing or cavity is required; it’s almost as simple as hanging a picture—an installation breeze,” Gripton says. Napoleon Appliance’s ethanol wall-

Patio & Hearth Products Report January/February 2012

10 mounted fireplaces, available in multiple decorative finishes and colors, “give condo dwellers the long-sought appearance of a real fire, where their previous option would have been electric. We also offer a complete line of electric fireplaces, including convex fronts and linear designs in various decorative finishes. Again, these are being installed directly on a wall—often raised, and usually without cabinets,” Gripton reports. The keys to Regency Fireplace Products’ designs are simplicity, elegance, and modern lines. Grewal says, “The Regency Horizon™ and Liberty™ inserts use the latest innovations in fireplace technology to produce a high-efficiency natural-gas insert with a clean-face design that maximizes the viewing area. This styling offers both contemporary bed options and a traditional, detailed ceramic log burner—one of the most realistic flame packages available, as each piece of wood was molded from a real log.” For 2012, Regency Fireplace Products has added a larger CS2400 modern wood stove to the Alterra collection. “Modern style is not limited to new natural-gas units. Homeowners can also enjoy a real, traditional wood fire in a modern-looking wood insert/stove in the Regency Alterra collection,” Grewal says. In addition, Regency Fireplace Products is continuing to design and expand its contemporary collection for multiple installation options. The Horizon line has been very popular, with many sizes and applications. “There has been an increased demand for fireplaces to provide both design and function, providing zone heating to multiple living spaces (such as en-suite bathrooms and bedrooms, as well as larger, open-concept greatrooms). Our design team will continue to design for installation flexibility and efficiency in both wood and gas,” Grewal explains. UNLIMITED STYLE In many regions, contemporary design is becoming the new norm, and by all

8. Contemporary Chateau from Empire Comfort Systems 9. Napoleon Appliance’s WHD31 is a wall-hanging model; the wall needs to be cut only for venting. 10. Ravenna from Lennox Hearth Products 11. Valor L1 (with Bamboo surround) from Miles Industries 12. Heat & Glo’s Cosmo 32 (with Martini front)

reports, it continues to grow in popularity. “Think of how we use the space once occupied by our televisions, which once sat on the floor or in cabinets and now are mounted on the wall,” Roark says. Televisions now are “very slim, very stylish, and very much a part of contemporary design. That is the direction in which our linear fireplaces are moving as well,” he adds. Designers are enjoying unprecedented freedom from traditional design constraints, but is there a limit to how far can they go? “Contemporary fireplace design now knows no limits,” Hendrickson says. “Contemporary design will go as far as imagination or demand will allow,” Ivey says. That description is the key. Consumers might reach a point where modern design has gone too far and demand will fall. “Contemporary design has the potential to evolve into avant-garde and futuristic territory, but the question is one of balance. How far do homeowners want to go?” Miles asks. “There is no sense in making products that remain on showroom floors and don’t get installed in homes because they are too far out there.” Gripton says, “Contemporary, by definition, is today’s style and/or current trends. Who knows where this will go, over the next few years? I’m sure we will see all sorts of different shapes and sizes; some will be successful, and others will not. I don’t believe cost will be a major factor. It will be style—and acceptance by the consumer—that make or break it.”

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marketing M A N E U V E R S

Repeat customers flock to Tropic Aire for its highquality products and top-notch service.

a southern tradition by SHARON SANDERS

photography by JOSHUA THOMPSON

popular items include ornate wrought iron, cast aluminum with filigree, teak, and Brazilian cherry (jatobá). Most of the store’s cushion fabrics are tweeds and solids, with a few florals, stripes, and geometrics. One of its most popular groupings, however, is a Lane Venture® WeatherMaster red sofa and love seat with a floraldesign glider and ottoman. “It’s our showstopper. I think it’s important to have a showstopper to get customers excited,” Singleton says, adding that she keeps plenty of inventory so that people can purchase the group-

n the heart of historic Columbia (South Carolina’s capital), there is a specialty patio retailer that has been outfitting Southern porches and backyards for the past 39 years. Tropic Aire Patio & Wicker Gallery, owned by Duke and Judy Singleton, serves everyone from high-profile politicians to middleclass families—showering them with the hospitality and attention that one would expect from truly Southern proprietors. Its two locations, in West Columbia and in Columbia’s Village at Sandhill, are filled with the largest selection of fine patio furniture and accessories in the state. When the weather gets cold, both of its showrooms are transformed into Santa’s Closet, a holiday shopping tradition for locals for the past 25 years. “We want people to know they can come to us, any time of the year, to get what they need,” Judy Singleton says. Since the Singletons started their venture, in 1973, they have never shied away from changes that would strengthen their business or their relationships with customers. The young couple (just a few years out of college) started out selling custom-built patio enclosures, which Duke had learned to do from his father, while growing up in St. Petersburg, Florida. According to Singleton, at the time, there was nothing like these enclosures in the Columbia area. It took the Singletons about three years to get the business off the ground. In the late 1970s, they decided to try their hands at selling patio furniture, which seemed to be the natural next step. The Singletons purchased a piece of property in West Columbia and 20

opened their first patio shop. “I remember sitting down with a sales rep from the Winston Furniture Company and writing our first order,” Singleton says. It was still such a small operation that the Singletons stored the furniture in the double garage at their home. She says, “When we bought our first 25 patio umbrellas, I wondered what I was going to do with them if they didn’t sell.” FROM PORCHES TO FURNITURE Many years, one relocation, and several building expansions later, Tropic Aire has become a favorite of people not only in Columbia, but throughout South Carolina. Its airy, 12,000–square-foot showroom (with floor-to-ceiling windows) features casual furniture that matches the tastes of its Southern clients;

Patio & Hearth Products Report January/February 2012

ing on the spot. Customers have also come to love the store’s unique selection of throw pillows from Betsy Drake Interiors, an exclusive line of home decor featuring the original art and designs of North Carolina artists. The pillows feature realistic paintings of flowers, wildlife, and landmarks by Drake and her husband, R.B. Hamilton. Singleton says, “People like the pillows because not only are they different, but they are made in the United States.”

Top: Tropic Aire Patio & Wicker Gallery knows its clients’ specific tastes, making it an area favorite for 39 years. Bottom: Duke and Judy Singleton

Circle Reader Service No. 21

marketing M A N E U V E R S Tropic Aire’s product mix has evolved over the years; today, it offers high-end furniture exclusively. For a short period of time, the Singletons experimented with a value area on the showroom floor that featured furniture sets at a lower price point. “We thought it might be a good idea to offer customers a few low-priced options, but it ended up hurting us, in the long run, because it took away sales from our more expensive groupings,” Singleton says. “It really just confirmed to us that high-end furniture is our niche.” In 2009, the Singletons opened a second location, Pineapple Porch, in an upscale, open-air shopping area about 30 miles across town. According to Singleton, it is a smaller store, but its high profile and its high-traffic location bring visibility to both stores. “People are drawn to it because it has fun accessories and interesting furniture. If they want to see more of what we offer, we send them over to

Tropic Aire,” she explains. SANTA’S CLOSET For the past 25 years, the holidays have been a major event for Tropic Aire. Every October, both stores are transformed into magical Christmas shops called Santa’s Closet. The showrooms are filled with festive faux trees up to 18 feet tall, garlands, wreaths, ornaments, and every holiday accessory that one can imagine. The stores also offer the services of an interior designer, who goes to people’s houses to decorate their indoor rooms and Christmas trees with lights, ornaments, and handtied bows. “If homeowners want, we will come back after the holidays and take everything down, too,” Singleton says. The service is also extended to local businesses that want to add some festive flair for the season (without the extra work). “It is an exciting time of the year for us because it’s another way to increase our vis-

ibility. It attracts new customers, as well as bringing back faithful customers, year after year,” she adds. The store does a special advertising push for Santa’s Closet using local television spots and a yearly ad in the local edition of Southern Living magazine, as well as weekly ads in a Columbia-area newspaper and various local magazines. Tropic Aire’s reputation for having the right products for every season is a strategy that has helped it remain successful over the years. It is also known for its commitment to treating its customers like family members. The store makes service its top priority, above all else—from the way that its salespeople greet customers when they come to the store to the delivery crew members’ demeanor when they visit a person’s house. “Good business begins and ends with one’s employees,” Singleton says. She and her husband work on the sales floor as much as possible, especially on the weekends, so that they can stay in touch

with their customers. Their son, Chris, and his wife, Ashley; their daughter-in-law, Mary Beth; and their granddaughter, Darcy Sherer, are all very involved in the business, along with longtime valued employees Hollie Gray and Mike Chavis. “They are the future of our business because they know what it takes to keep things running the way they should,” she adds. As the retail environment continues to change, the Singletons are doing everything that they can to keep the business going strong. They foresee that their biggest challenges are going to be combating ever-growing competition from Internet retailers and staying in touch with the latest ways to promote their business using social media. “Our challenges are really our biggest opportunities, and we have always looked at our business that way,” Singleton adds. “We have a passion and pride that will keep us around for a long time.”

Made Proudly in the United States T

oday, as the United States attempts to bring back more exported jobs, there are five words that consumers want to see imprinted on the products that they purchase: Made in the United States. Windward Design Group is one of the few casual-furniture manufacturers that can truly say that its products are made in the United States, from its frames to its components and cushions. The company’s simple, versatile designs are favorites of dealers that want to offer their customers furniture that is built to last. Windward Design Group has come a long way since its founder, David Peace, was an ambitious young entrepreneur in the 1980s, making his way down the west coast of Florida, refinishing weathered patio furniture from local hotels and motels. Peace enjoyed so much success that he started Royal Patio Manufacturing in 1990. The one-man company made raw strapfurniture frames and component parts for other manufacturers and refinishers throughout Florida. By 1996, Peace had bought a small powder-coating system and had begun selling powder-coated frames. Gradually, the business began manufacturing completed strap furniture, and the company earned a reputation for providing high-quality commercial-grade furniture. In 1997, Greg Hale joined the organization, and Windward Design Group was born as a sister company to Royal Patio Manufacturing. Hale helped launch the new company into the retail market, with his industry knowledge and Florida customer base.

by SHARON SANDERS

Today, Windward Design Group has a strong presence in the specialty retail market, featuring distinctive, commercial-grade extruded-aluminum furniture—all of which is skillfully manufactured in its 65,000–squarefoot manufacturing facility in Sarasota, Florida. All of Windward Design Group’s products are backed by a 15-year residential warranty that reflects its commitment to quality.

QUALITY AND PRIDE Its offerings include over 20 collections of cushion, sling, and strap furniture; extensive outdoor-fabric choices; and beautiful frames and finishes. Carrie Morales, vice president, explains that because Windward Design Group’s furniture is built in Florida, the company can easily customize furniture and can quickly deliver orders. “We have built our reputation on our ability to deliver special orders in three weeks or less,” she says, adding that the price point, for the value of Windward Design Group’s product, is unheard of in the market. “When people see, on a hang tag, that the product is made in the United States, they automatically expect they are going to have to pay more, but with Windward Design Group, that’s not the case. They get the whole package: style, quality, and a price that is right,” she says. For 2012, Windward Design Group has expanded its already-broad customization options with the introduction of two new composite tabletops (both made in Minnesota), which began hitting showroom floors in Florida in December 2011. One of the

Patio & Hearth Products Report January/February 2012

Furniture manufactured in the United States by the Windward Design Group is big on style and value (shown: Skyway deep seating).

tabletops looks and feels like a rich wooden plank, but doesn’t require the maintenance of wood. “We had a specific look in mind that we were trying to accomplish this season, and judging by our sales, our searching finally paid off,” Morales explains. The second tabletop is a cast model that was created in partnership with another reputable furniture manufacturer. In addition to being stylish and durable, this new cast table includes larger sizes than Windward Design Group has ever carried. Larger tabletops are something for which the company’s dealers have specifically asked. According to Morales, Windward Design Group also has a number of new things in the works for 2013 (and beyond) that will help its dealers experience more of the same success that they enjoy with the current Windward Design Group line. “Our goal is to continue listening to our dealers and to do our part to fulfill any holes

of opportunity in their sales, which has us exploring multimaterial products and partnerships with other U.S. manufacturers,” Morales says. She adds that the company is not changing its face, but is trying to complement what it is already offering, based on feedback from its dealers. Windward Design Group has enjoyed steady, controlled growth over the past few years, and with the plans that it has in place, there is little doubt that its momentum will increase. The company is working to put the right talent in place internally and will continue to support its dealers in the same way that it has for the past 22 years. Morales adds, “The factors that set us apart are the consummate value of our products; our unparalleled sales team; our dependable, common-sense service; and our passion to keep jobs in the United States. We are blessed in the present and excited about the future.”

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hearth R E TA I L E R

going digital This savvy hearth retailer remains one step ahead of its competition by connecting digitally with its customers. by SHARON SANDERS

photography by PAUL SPETRINI

ireplace Showcase’s owner, Randy Titsworth, has always been a business owner who refuses to be content with mediocrity. He thrives on seeking new opportunities to make his business smarter, stronger, and more advanced. It is no surprise to those who know him that his hearth store (in Seekonk, Massachusetts) has a loyal following of retail and contractor customers who trust him always to offer the latest hearth products and the best service in town. Over the past three years, this savvy business owner has taken his passion for progress one step further by embarking on a digital marketing effort that is shining new light on his business. Titsworth began working in the energy industry in 1977—in the insulation business, with a focus on retaining energy. He recalls, “My thought was, ‘What natural extension of the energy business could I bring to a group of insulation customers based all over the Northeast?’” His venture, Fire-Mart, slowly evolved into a fireplace-distribution operation that focused on the generation of affordable, efficient energy at a time when the housing market was booming and insulation dealers were looking for other energy-related products to bring to their builder customers. By 2003, Fire-Mart had a dealer-distribution base from Maine to Connecticut. FORWARD THINKING In 2005, Titsworth established Fireplace Showcase as a builder showroom and model for his distribution customers. At the time, sales were primarily made to builders and the new-construction market. The store quickly became the local leader in gas fireplaces and direct-vent technology and was known for hosting edu24

Patio & Hearth Products Report January/February 2012

cational seminars for its customers. As the business grew, Titsworth built a new 4,000–square-foot showroom (in an upscale building in Seekonk) that elevated Fireplace Showcase to the next level. Local homeowners visiting the showroom became interested in direct-vent heating appliances (which were replacing masonry fireplaces) for their affordability, ease of use, and energy efficiency. As the word spread, the product sales mix shifted to equal parts distribution and retail.

Top: The Fireplace Showcase team (from left): Randy Titsworth, Inez Boutin, Patrick Hart, B.J. Vallante, and Kenneth G. Chace Middle: Fireplace Showcase has gained a reputation in the Massachusetts area for helping customers determine what heating options will work best in their homes. Bottom: Fireplace Showcase’s impressive 4,000–squarefoot showroom features hearths that are designed to inspire new ideas.

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hearth R E TA I L E R

Sleek & Stylish The first thing that captures one’s attention about a product from EcoSmart™ Fire (Los Angeles, California) is its unexpected design: sleek, modern, and quirky. Its distinctive fireplaces dramatically transform the ambience of any setting, from the lobby of a luxury hotel to a contemporary kitchen or a relaxing pool deck. The fact that they are also fueled by environmentally friendly bioethanol—so they can be used virtually anywhere (because they don’t require venting)—has made them a favorite of consumers. The company, which has the largest selection of bioethanol fireplaces on the market today, has ramped up its operations for 2012 and has introduced a new collection of versatile outdoor fireplaces exemplifying its signature style. EcoSmart Fire started in Australia in 2004 and has steadily grown into a respected global company. It began doing business in the

United States in ultrahigh-end furniture stores in 2007, at a time when bioethanol hearth products were a new category for retailers. Their appeal quickly grew, but in ways that one might not expect. Alexander Eburne, CEO of EcoSmart Fire, says, “The fact that our products are eco-friendly was important, but the idea that they are stylish and versatile is what made us who we are today.” The company has teamed up with internationally respected designers to create its award-winning fireplaces, in addition to putting its efforts into developing solutions that allow consumers to enjoy the beauty of fire where—and how—they want it. EcoSmart Fire entered the patio/hearth industry in 2008, when it saw the potential for a whole new audience through specialty retailers. The company introduced its line at the 2009 HPBExpo in Reno, Nevada, to rave reviews. Eburne explains that its products

“The retail model was working as I had hoped it would,” Titsworth explains. “Our product line expanded into wood, pellet, and vent-free products, but direct-vent technology remained our theme song.” The growing business also became popular with building inspectors, fire marshals, and architects looking for new-product ideas. Fireplace Showcase has become the area’s largest fireplace/stove showroom and is a destination for discerning retail customers. The concept of economical space heating became the store’s focus as the cost of gas and oil skyrocketed across the nation. “We gained a reputation for helping customers determine exactly what heating options would work best for their specific needs in their homes,” Titsworth says, adding that retail sales reached record levels during that time. He explains that with the store’s rapid rise to success, it never had a chance to become the stereotypical momand-pop stove shop, with dusty wood stoves and salespeople who didn’t take time to educate customers on new products and technology. He says, “We grew by word of mouth, as one happy customer would tell a friend, who would tell another friend, that our store was the place in town for education, products, and service.” He also credits the store’s growth to the fact that he was careful to align the store with innovative, high-quality manufacturers that share his vision and passion. DIGITAL OUTREACH Digital marketing has been a priority for Fireplace 26

by SHARON SANDERS

appeal to patio/hearth retailers because they are a solution to a problem. Specifically, they are an option for customers who want a real fire, but can’t extend gas lines to the desired location; they offer a way to convert a gas- or wood-burning fireplace with an efficient bioethanol insert; and the portable, freestanding units can be easily moved anywhere. He adds, “Over the past few years, our retailers have found their groove as to where EcoSmart Fire fits into their hearth businesses.”

OUTDOOR GROWTH For 2012, the company is particularly excited about the expansion of its outdoor offerings. The product lineup includes striking stainless-steel and glass fireplaces like the organically inspired Bulb, the dramatic Cyl, and Stix (the winner of multiple awards). EcoSmart Fire’s outdoor

Top left: EcoSmart Fire Bulb Top right: EcoSmart Fire Styx Bottom left: EcoSmart Fire Dish

fireplaces (like its indoor counterparts) are clean burning, deliver heat with no odor or smoke, and can be turned on and off with ease. They are also completely portable. All of the outdoor fireplaces are fueled by the new AB3 burner kit, which burns up to 12 hours on three quarts of bioethanol. “It is the ultraefficient engine of our outdoor collection, as well as some of our indoor models,” Eburne explains. He is optimistic about the company’s increasing focus on outdoor fireplaces because they open new doors for creative fire solutions that can translate into sales opportunities for retailers. Moving forward, EcoSmart Fire

Showcase over the past few years, as Titsworth is looking for ways to increase the visibility of the business and its products on the Internet. He hired WSI Pro Marketing (North Attleboro, Massachusetts) to analyze his operation and figure out the best way to move it into the digital world. While working with WSI, Titsworth learned that it’s crucial to develop a plan for digital marketing tactics (a dynamic website, content syndication, search-engine optimization, and social networking) just as one would for traditional print/broadcast media. The important piece is that all the tactics need to be linked together somehow, so that the business gets maximum exposure for its content across the Web. One of the first things that WSI Pro Marketing did was revamp Fireplace Showcase’s website (www.thefireplaceshowcase.com), changing it from a static page to an active marketing tool. As Joseph Coupal, WSI consultant, explains, “It’s one thing to have a website with pictures of your products and contact information, but it’s another thing to make it work for your business.” An effective website should work to increase the visibility and credibility of a business. Fireplace Showcase’s education-based blog is a perfect example. People can read it at www.thefireplaceshowcase.com, but it is also available through Web syndication. This duplication and broader distribution of the blog’s content makes it more likely that anyone searching for hearth information featured in the blog will be directed to the store’s website.

Patio & Hearth Products Report January/February 2012

plans to continue building distinctive indoor and outdoor products. Although the company is known for its style, it is seriously committed to staying in touch with the marketplace. “We don’t come out with designs purely for the sake of design; everything we develop has a place in the market. We fill a need,” Eburne says. As interest in the bioethanol category continues to grow, the company is committed to supporting, growing, educating, training, and creating successful hearth partners. Eburne says, “Bioethanol solutions are here to stay, and if we want our dealers to succeed, we need to help them along the way.”

“Our new site never stays the same. We are always adding new calls to action, new graphics, and new functionality that get people to stay on the site—so they will, we hope, make a purchase,” Titsworth says. Since the initial redesign, there has already been a 40% increase in traffic to the store’s website, as well a 75% increase in leads. Titsworth has also found out that a huge benefit of digital marketing is the fact that it’s easy to measure its effectiveness. Sophisticated reporting tools make it possible to gather detailed information on almost every move that visitors make on Fireplace Showcase’s website, whether they are searching for a product or clicking on a link in the blog. Call-tracking software makes it possible to find out whether someone who visits the site makes a call to the store or submits a form requesting information. All of the information that is gathered is then compiled and used to fine-tune the store’s marketing strategy. The information also helps Titsworth determine the best way to spend his marketing dollars, going forward. The next phase of Fireplace Showcase’s strategy is to define its plans for social networking (as it relates to Facebook and Twitter). “Digital marketing has been the best money I’ve spent on promoting my business to date,” Titsworth adds. As Fireplace Showcase heads into 2012, it is ready to put a number of plans into motion. “It’s not easy to run a profitable business, in today’s economy, if you aren’t thinking about your next step,” Titsworth says. “We have come this far because we’re deliberate about everything we do. I couldn’t run the business any other way.”

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outdoor G R I L L I N G

a megastore Customers travel from far away to select from this store’s endless array of grills and accessories.

by KIMBERLY RODGERS

photography by MIKE MCCOLL

n 2009, when Duff Dixon, president of Ontario Gas BBQ (Concord, Ontario), expanded the size of his business to over 51,000 square feet, he also proclaimed his retail operation to be the world’s largest barbecue store. He attempted to have the title accredited by Guinness World Records, but it does not include business subcategories. He did contact sales representatives from a number of major manufacturers in North America to find out whether they knew of any grill retailer that was larger. When no other showroom came close to the size of his, Dixon felt confident in his proclamation. Ontario Gas BBQ certainly lives up to its description, with over 200 propane, natural-gas, and charcoal grills on display (including built-in models), as well as a full range of components and outdoorcooking islands. There are also portable and electric units, along with smokers, ceramic cookers, and rotisseries. Outdoor fireplaces and heaters, firepits, refrigerators, and any grill-related accessory that an outdoor cook could ever desire are available, too. Ontario Gas BBQ even features an entire separate room—larger than many of its competitors’ entire floor spaces for grills—dedicated to charcoal. Here, outdoor cooks searching for new flavors to add a unique twist to their grilling will find only premiumquality briquettes, lump charcoal, and wood chips from countries around the world, including Argentina, Guyana, Mexico, Paraguay, and Indonesia. “We are a destination store,” Dixon says. “Anybody with a passion for outdoor cooking who lives within 28

200 miles usually makes a point of coming by to cruise the showroom and pick up something. I am sometimes shocked at how far people will drive to visit our store.” Located about 15 miles north of central Toronto, Ontario Gas BBQ serves a large base of regular customers in Southern Ontario and has become the grilling mecca for those who live outside the province. Dixon founded Ontario Gas BBQ in 1981, when he was approached by Char-Broil, which was looking for a company to handle its warranty work in Canada. Within a couple of years, Dixon also began reselling replacement parts throughout Canada, and he decided to open a retail store. In the past, wholesale distribution of grill parts represented a large part of Dixon’s business, but that model has changed. “With the rise in imports, along with a change in the attitude of consumers (who now consider items to be disposable), the majority of our business is retail,” he says. THINKING OUTSIDE THE BIG BOX To maintain his retail leadership in the grilling industry, Dixon has kept Ontario Gas BBQ category specific. “This means no patio and no hearth: just barbecue,” Dixon says. Because he maintains the focus solely on grills, Dixon says, “Customers have come to regard us as experts in the field.” Due to the strength of the Canadian banking system (ranked by the World Economic Forum as the most sound in the world for four years in a row), many independent grill retailers in Canada did not

Patio & Hearth Products Report January/February 2012

Above: Duff Dixon Top: Ontario Gas BBQ has over 200 grill models on display and a separate charcoal room larger than most competitors’ showrooms.

experience the same financial difficulties as their counterparts in the United States, Dixon believes. “It is still tough, however, for any small independent to survive—given the current economic climate, along with big-box stores rolling into every town,” he says. Dixon comments that there will always be customers who go to a mass merchandiser to buy a disposable imported grill. “Those consumers are not passionate about cooking, but at some point, when they become more interested in cooking and search for better-quality grills and the goodies that go along with them, they will seek us out and come to visit our store,” he says. Dixon says that to survive against a big-box store,

Circle Reader Service No. 29

outdoor G R I L L I N G

Under the Grill (and Tree) D

iversiTech (Duluth, Georgia), the creator of the Original Grill Pad®, offers products designed for the holiday season (such as the Christmas Tree Stand Mat™ and the Holiday SurfaceSaver™ ), in addition to its patented grill pads and deck protectors. These holiday products offer superior protection against the surface scratches and water damage that commonly occur in the course of trimming a Christmas tree or placing holiday decor in homes, businesses, and other settings. The Christmas Tree Stand Mat, introduced to the market about two years ago and manufactured in the United States, is designed for placement under live, cut, or artificial trees to protect carpets and hardwood surfaces from scratches and water damage. If a cut tree’s water reservoir is overfilled, the mat will prevent damage by absorbing four times its weight in water. Constructed from the same material as DiversiTech’s Original Grill Pad, the mat has several advantages over similar products on the market. According to Ray Shelor, DiversiTech’s national sales manager, other available tree mats (especially imported products), have rubber backings that don’t allow for the easy maneuvering that the Christmas Tree Stand Mat provides. “I haven’t seen anything like this out there,” Shelor says. The tree mat, which can be purchased from various dealers and hardware stores for approximately $20, is currently available in a round style 30 inches in diameter, with reversible green and red sides. Despite its recent release, more than 100,000 Christmas Tree Stand Mats have been sold. The Holiday SurfaceSaver provides another level of protection against the stains, mildew, water marks, and scratches sometimes caused by holiday decorating. The round, reversible mat, 10 inches in diameter, offers protection similar to that provided by the Christmas Tree Stand Mat and can

by CHERISE FORNO

be used under various decorations, floral arrangements, and food/beverage containers. For more than 40 years, DiversiTech has provided the HVAC and refrigeration industry with high-quality products. The Original Shelor says that the company Grill Pad™ believes that it is possible to create inexpensive, high-quality Unlike the Original Grill Pad, which is The Christmas Tree Stand Mat™ products, and it strives to maindesigned for use with both gas and charcoal tain that commitment to the industry. grills, DiversiTech’s Gas Grill Splatter Mat™ is made specifiShelor began working for DiversiTech 15 years ago, as cally for gas grills. The mat protects surfaces from typical product-development manager, and was instrumental in the spills (such as grease, sauce, and beer). The mat’s materials development of the Original Grill Pad. The flexible, durable are recyclable; the Gas Grill Splatter Mat is also reversible grill pad is composed of a cement mixture and flexible bindand is easily cleaned, extending its longevity. ing material that can tolerate a tremendous range of high to DiversiTech’s grill pads and deck protectors are designed low temperatures, while catching grease and sparks from for safe and reliable use on wooden decks, as well as on gas and charcoal grills. those constructed of composite materials, which are prone The lightweight, heat- and weather-resistant pad protects to retaining a lot of heat. “Our product is safe,” Shelor decks and patios from stains and is ideal for use with chime- says. “It won’t stick to composite decking.” Shelor credits neas, fryers, grills, and smokers. Shelor notes that the purdomestic manufacturing for the high quality of chase of the Original Grill Pad is a convenient way to DiversiTech’s products, adding that there is a high demand upgrade standard grill grease pans for customers who expe- in the industry for products made in the United States. rience problems with spills and sparks. Shelor stresses that DiversiTech is continually seeking to The dependability of the Original Grill Pad has made it improve its current product offerings and to expand the the flagship product of DiversiTech, which sells more than options available to customers. The company is already 250,000 of the pads annually—at retail prices of $29 to $35. gearing up for the spring and summer seasons, as well as A versatile product, the grill pad is available in three shapes the 2012 holiday season, by planning to broaden the (round, rectangular, and oval); five sizes (30-inch round, Christmas Tree Stand Mat and Holiday SurfaceSaver lines. 30x42-inch rectangular and oval, and 30x72-inch and Shelor says that the Holiday SurfaceSaver has the potential 30x84-inch rectangular); and four colors (earthtone brown, to become a year-round product. More information about berry black, garage gray, and brick red). The Original Grill DiversiTech’s future developments will be available at the Pad deluxe edition provides protection for larger smokers National Hardware Show (to be held in Las Vegas, Nevada, and grills. on May 1–3, 2012).

“ We want to sell customers the best-quality units within their budgets.” an independent retailer must offer a better product menu, backed by exemplary service. “We not only offer the selection, but also delivery, assembly, and hookup, and we check for leaks and fire test a grill,” Dixon says. “When we leave a home, the customer can put a plate of marinating steaks on the grill and hear the sizzle.” Ontario Gas BBQ also provides a service call—at no charge—within the first year of purchase for nearly any problem that a customer is having. “We have performed a service call to replace a battery that the consumer did not know the unit had,” Dixon says. There is no hard-close sales approach at Ontario Gas BBQ. Instead, the staff 30

prefers to educate the consumer about why a unit made in North America will generally outlast and outperform an import. “We want to sell customers the best-quality units within their budgets,” Dixon says. Ontario Gas BBQ represents a top lineup of products from manufacturers that include Weber, Broil King, Napoleon, Primo, Fire Magic, Crown Verity, DCS, Viking, Chicago Brick Oven, Big Green Egg, Lynx, and Kamado Joe. Although it’s perceived as a high-end shop, Ontario Gas BBQ offers a range of high-quality grills (including many at the entry-level price point) to satisfy the

Patio & Hearth Products Report January/February 2012

cooking requirements—and budget—of almost any customer. “I have a Canadianmade barbecue from Broil King, at $239, that will blow the doors off any import in the $199–$499 range, in terms of quality and performance,” Dixon says. SENDING THE MESSAGE Dixon made the commitment to double the size of Ontario Gas BBQ in March 2008, when the adjacent 25,000 square feet of space became available to lease. “The economy fell apart in September 2008, and I took possession that November,” he says. “I spent the winter of 2009 growing some gray hairs, but I am very glad I did it.”

After the expansion, Dixon hired a public-relations company to help get the word out about his proclamation that Ontario Gas BBQ is the world’s largest barbecue store. Advertising is done primarily through radio, and in the summer, vendors demonstrate their products in the store’s parking lot. Dixon promotes his store through press releases and by writing articles on a range of outdoor-cooking topics, from grilling trends and kamado-style cooking to the benefits of using an electric grill. The articles not only enforce Dixon’s message, but also educate the consumer about what is available at his store. “As indoor chefs move their talents outdoors, they are going to want a better-quality unit—possibly a second or third grill and all the gizmos and gadgets. We want to capitalize on that,” Dixon says.

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showroom S H O W C A S E

Years Young A second generation of the Rash family carries on the legacy of this first-class retailer. by KIMBERLY RODGERS

photography by BEN HARRISON

n 1970, Ken Rash had a dream (like that of many an entrepreneur) of establishing his own business, and he saw a need in his native city of Memphis, Tennessee, for a highend retail store specializing in casual furniture. At the time, there were two other outdoor-furniture shops in town, but they only carried traditional wrought iron, and Rash banked his success on broadening his merchandise beyond that limited scope. In 1971, after a year of due diligence, he and his wife, Beth, founded Ken Rash’s Inc., basing their business on the principles of honesty and integrity. Recently celebrating its 40th anniversary, Ken Rash’s has undergone many transformations through the years, and although Ken Rash died in 1992, his core business beliefs are carried on today by members of his family (whose participation in the business was always a great source of pride to him). His daughter, Camille Rash Blake, oversees the Memphis store. “I started working here in the summers when I was 12, and I have pretty much been here since. My mother is still very active in the day-today operation of the business,” she says. Blake’s siblings also worked at the store, growing up, and today, Lawrie Rash runs Ken Rash’s of Arkansas (in Little Rock), which she established, in 1992, with her father. This store received a 2011 Apollo Award nomination and was also named the best Arkansas retailer of 2011 for outdoor furniture and accessories. Allison Rash Miller lives in Destin, Florida, and is a buyer for a high-end design company. When he first started his business, over 40 years ago, Rash purchased a duplex located on a major street lined by a charming mixture of commercial and residential properties. Today, Summer Avenue in Memphis is all commercial, but many of the original houses and other buildings have been left intact, retaining the area’s old-fashioned appeal. Framed by trees, the Ken Rash’s store has a red-brick exterior, green trim, and a quaint covered porch that make it look, from the street, like a warm and inviting house. The store’s distinctive logo in yellow and green (visible on a large street sign) and its parking spaces let customers know that this is a place of business. When Ken Rash’s store first opened, the showroom had 1,400 square 32

Patio & Hearth Products Report January/February 2012

feet of space. “The physical growth of the store has been remarkable, over the years,” Blake says. “What started out as a converted duplex is now over 6,000 square feet of showroom space filled with unique vignettes.” An outdoor courtyard of approximately 14,000 square feet includes a beautifully landscaped garden area with a meandering stone path, a large covered patio that displays table groupings, and a fountain. After having a couple of different warehouse spaces offsite, the business now has a warehouse attached to the showroom, making daily operations more efficient, Blake says. OUTDOOR CATEGORIES Ken Rash’s offers a wide variety of categories to fill the needs of outdoor-living customers throughout the Mid-South region (which includes Tennessee, Mississippi, and Arkansas). In addition to casual-furniture lines, the retailer also carries fireplaces, charcoal and gas grills, outdoor kitchens, barstools, replacement cush-

Top and bottom left: Ken Rash’s has been successful in many categories beyond furniture, including fireplaces, replacement cushions, barstools, outdoor kitchens, and grills. Top right: Seated (from left): Camille Rash Blake, Mrs. Ken Rash, and Whitney Edwards; standing: Albert Jones, Mike Edmundson, Renzy Carter, and Mark Sitter Bottom: Merlin is a delightful regular feature at Ken Rash’s.

ions, and accessories. The stores carries an array of lines from top casual-furniture manufacturers, including Brown Jordan, Kingsley-Bate, OW Lee, Gloster, Summer Classics, Castelle, Winston, and Woodard. Flame and electric fireplaces come from RH Peterson, Classic Flame, Monessen, and Real Fyre. Charcoal and gas

January/February 2012 Patio & Hearth Products Report

showroom S H O W C A S E

ZipJack Caters to

Customers

by KIMBERLY RODGERS

ipJack (Elmsford, New York), manufacturer of high-quality, custom-made umbrellas and other shade products, continues to upgrade and fine-tune the company’s already high level of service. Martha Dubinsky Witkowski, owner and president, says, “We are customizing our customer service by having dedicated customer-care representatives for specific types of clients. This will enable our clients to talk to someone who understands the unique needs of a particular industry, whether its focus is on resorts, private clubs, or restaurants.” ZipJack started the new program in the summer of 2011, and it will continue, since it is a big hit with customers. Witkowski says, “Because we build custom umbrellas to our clients’ specifications, our service needs to match that. Our clients deserve that kind of attention, and our commercial accounts, especially, don’t have a lot of time to waste.” ZipJack is known and respected in the shade industry for producing an array of innovative products, including the EZ-Open™ and Aero (dropped-canopy) market umbrellas, the Zebo (featuring a

crank-down netting system), and the KidBrella. Manny Dubinsky founded the company in 1950; Witkowski, his daughter, took over leadership of the company in 2006, after his death. In 2010, ZipJack reintroduced its classic Aero market umbrella. “It is such a great design, so we reintroduced it to our existing clients (and some new customers as well),” Witkowski says. “It was received very well because people in the hospitality and design industries really have an appreciation for the umbrella’s form, as well as its function. They like the idea that it looks sharp and also serves a purpose.” Witkowski points out that ZipJack’s Aero market umbrella stands apart from its competitors because it not only contains an air

grills are made by companies ranging from Big Green Egg and Cajun to Broilmaster and Vidalia. About seven years ago, Ken Rash’s built an outdoorkitchen display, and that side of the business has increased every year. “In our market area, we have seen a tremendous growth in outdoor kitchens with the addition of screened porches and covered patios, and with more customers enhancing their existing outdoor spaces,” Blake says. She notes that the temperate climate of the region gives people the opportunity to enjoy an outdoor room longer in the year, even during Thanksgiving and Christmas. Homeowners, Blake notes, are eager to enjoy the advantages of having an outdoor room. “It really is remarkable, seeing some of the kitchens people build. It seems that you can buy a car or an outdoor kitchen—and people are buying kitchens,” she comments. The company works with subcontractors to build and install the kitchens throughout the tristate region. Blake reports that a popular item that only continues to grow in sales is the Big Green Egg (along with the line’s many accessories). Ken Rash’s ties in with the manufacturer’s annual EGGtoberfest event in October to give the 34

vent, but also is designed with the fabric wrapped around the umbrella ribs. This acts as a stabilizer for the entire frame. This innovative feature adds to the longevity of the product in both commercial and residential settings. “We have the reputation that our umbrellas last,” she adds. Witkowski sees the umbrella industry, like many other business segments, becoming more diversified. “A lot of manufacturers are presenting different types of shade products (such as awnings) and accessories so they can offer their clients a greater variety of product. This is very important; you can’t just offer one thing anymore,” she says. In addition to its wide product line (which includes patio, market, beach, café, and rain umbrellas), ZipJack also offers a cantilever style,

which is very popular with commercial clients. While ZipJack does not manufacture awnings, the company does collaborate with a manufacturer to help provide the structures for ZipJack clients. “We try to make things easier for our customers and facilitate, for them, whatever they may need,” Witkowski says. ZipJack also operates a growing special-services business that offers umbrella cleaning and repair, logo imprinting, designs using a customer’s own material, theatrical umbrellas, antique restoration, and outdoor-furniture care (including cleaning and repair). “Within a 50-mile to 75-mile radius, we will make an on-site visit and give an assessment (to a commercial client) as to whether it is worth cleaning and repairing its umbrellas, or if they should purchase new ones,” Witkowski says. “Our clients really value this service because they can just call us, and we deal with it.” Providing tailored customer service, along with offering innovative products, helped ZipJack weather

public a great opportunity to experience all the benefits of the popular ceramic cooker. “We spent one week cooking breakfast and lunch and sold 78 EGGs,” Blake says. REGIONAL MARKETING Since Ken Rash’s attracts customers from three states, the store uses a diversified marketing strategy to attract a wide range of shoppers from a large geographic area and from different economic levels. All advertising is done inhouse and includes traditional print ads in the local newspaper, The Commercial Appeal, as well as in regional magazines such as Memphis, RSVP, and Midsouth. The company also uses Facebook and Twitter, and a new website (currently under construction) will be up soon. Occasional television/radio advertising is used to promote special events or sales. In 1981, Ken Rash was one of the founders of the Casual Furniture Retailers Association (now the International Casual Furnishings Association), and he was elected president of the organization in 1983. Helping charitable organizations has also been a consistent component of business for Ken Rash’s, and the company has

Patio & Hearth Products Report January/February 2012

ZipJack supplies shade products to customers throughout the country, including (left) Sushi A-Go-Go, formerly of New York, New York, and (above) Boulder Organic Coffee in Colorado.

the down economy. “Business has been slow and steady, and we are definitely now in an upswing,” Witkowski says. She comments that when business is a bit sluggish, it gives a company time to reflect and assess what it is doing. “I would rather be slow and steady because when things happen really quickly, they don’t often last. During slow times, a company can build strong relationships with its clients, and the clients stay with that company,” Witkowski says. “Slowing down also makes people stop and think—and talk—more. Communication is better, so ultimately, once you establish a relationship, it is a good one. You have to take the time to listen to your customer because that makes for an enduring relationship.”

given its support to many causes throughout its 40 years. “Most definitely, this has always been very important to both my parents,” Blake says. Since opening in 1971, Ken Rash’s has experienced many wonderful opportunities (as well as a few challenges) along the way. Blake comments that as a result of the most recent recession, she is seeing an increase in consumers who are interested in quality (rather than seeing large quantities of shoppers coming through the door). “I think the general consensus is that after things have settled down in the economy, people who have money are going to spend it,” she says. “Because of the economy, people are spending more time at home and putting more money into outdoor-living areas.” Ken Rash had a great sense of pride in his business, and today, his family carries on his legacy. “Celebrating 40 years, this past spring, was very exciting, especially since we are in the third year of a terrible recession,” Blake says. “We are still here and doing fine. Our bills are paid, and our credit is excellent. This was hugely important to both my parents.”

Circle Reader Service No. 35

as i S E E I T This supplier’s sumptuous stone products enhance the look of fireplaces, as well as entire rooms.

LW Stone, L.L.C., is a stone supplier known for the diversity of its offerings in many different industries, from hearth products to flooring to furniture—with each one complementing the others. Its flair for finding unique natural stone and applying it in creative ways has made the company a sought-after stone source for the past

the

splendor of stone by SHARON SANDERS

33 years. Patio & Hearth Products Report sat down with Henry Onians, company spokesperson, to take a closer look at the Norcross, Georgia, company and its plans for 2012 (which include diversifying its product lines).

How has MLW Stone set itself apart as a stone company? ONIANS: The difference between our

company and many other stone companies is our infrastructure. We have our own people on the ground in most of the stone-producing countries in Europe, Asia, and South America. This gives us the flexibility to source just about any stone our customers request, as well as giving us the ability 36

to stay in touch with new products and new opportunities that arise in our markets. Our local presence also allows us to get competitive pricing and gives us the capacity to inspect the quality of all our shipments before they are sent to our customers.

prefabricated panels that look as if the stone has been stacked carefully by hand. It’s a new concept in the stone-kit arena that has been well received (even in today’s down market) because it looks expensive without being expensive. For 2012, we are making a few improvements, as well as incorporating a new color and new stacked-stone designs.

MLW Stone recently introduced its innovative Tell us a little bit about the StacKIT product. How has company’s flooring division. the market responded? ONIANS: Flooring is actually a big part What are your expectations of our business. We have a solid distribution network and carry hundreds of for the product’s future? different kinds of stone in many forONIANS: StacKIT was introduced, in

2009, as natural stacked-stone stone kit that is easy to install. It has become a favorite of builders because it features

Patio & Hearth Products Report January/February 2012

mats, including mosaics, moldings, and tiles. Just about a year ago, we introduced an eco-friendly line of cork flooring imported from Portugal. Its unique

look and durability have helped open some new sales opportunities for us. The flooring is constructed of highquality cork that has been hand stripped from cork oak trees and then covered with a tough ceramic finish. It is one of the most green flooring products on the market today. It comes in 16 different SKUs and 12 different colors.

What do you see as the stone trends for 2012? ONIANS: As far as stone is concerned, I

see the industry getting away from rustic finishes, such as the tumbled and chiseled travertine that has been selling well for the past 20 years. The focus, now, is more on cleaner lines and honed finishes that will fit well in both modern and traditional settings. To a certain extent, I even see the return of stone with a polished finish— something we haven’t seen much of in the past 15 years. As far as colors go, we are going to be focusing more on gray and white marbles and on limestone, in coming years.

Left: Henry Onians is proud to announce a number of new stone products for 2012, including unique flexible slate. Right: The demand for natural stone continues to be strong for both commercial and residential applications.

Do you think category—specifically, tiles and mosaics— has grown dramatically for walls (it is typthat contemused in showers, bathrooms, and porary design ically even kitchens). Glass comes in every color will continue imaginable, but neutral colors are where to be popular? we are doing 80% of our business. What type of Which MLW Stone prodstone would ucts can retailers look forone use to ward to this year? create a conONIANS: One of the first new products we temporary have for the year is a gorgeous limestone look and feel? called Chimay. We will follow that with ONIANS: I think the

demand for contemporary design will continue to grow, but in some markets more than others. To achieve a contemporary look, one can use almost any stone: limestone, marbles, granites, or slate. It’s the way that the stone is finished, its size, and how it’s laid (as a mosaic or diagonally) that determine whether it has a contemporary or traditional look. In addition to stone, we are actually selling more glass, these days, because glass is used in modern applications. The glass

more stone offerings in the gray and white color ranges, since we know that is the direction in which demand is heading. Our stone will be available in tiles, mosaics, and moldings—and some of them will be applicable for our fireplace surrounds or fireplace kits. We’ve had a lot of success in 2011 with our glass line, so we are expanding on that for 2012. We plan to offer some new finishes for the cork flooring, this year, as well.

Are there any innovations for 2012? ONIANS: We are introducing a natural-

stone product that is going to blow people’s minds. It is lightweight, ultrathin slate and sandstone that is flexible. Because it’s flexible, the stone acts as a

veneer and can be used in designs that are curved. One can take a standard 2x4foot piece and flex it, to wrap it around a column or to incorporate it into mantel designs. It’s also ideal to apply to outdoor furniture, kitchen islands, or carts because it looks like a solid stone slab, but is extremely lightweight. People will be able to do things with this product that they never dreamed of doing before. I’m really excited to see how far we can go with it.

How is MLW Stone partnering with retailers? ONIANS: We believe that the more prod-

ucts we have in retailers’ showrooms and the better they are displayed, the more business we can enjoy together. We encourage retailers to install our products, whether those are fireplace sets, flooring products, or wall products. For years, we have been trying to market our wall products (mosaics and tiles) to fireplace dealers because they add a unique look—not just to a fireplace, but to a whole room. In 2011, some of our dealers started showing tile wall products, and they have seen a lot of success. The way business has been in the past few years, I think it’s smart to look at new products that can make (or add to) a sale.

What is the biggest challenge or the most exciting opportunity that MLW Stone faces? ONIANS: It’s finding the right customer

for the right product. We have access to a lot of amazing products overseas, but where to sell them is not always obvious. Our flexible stone is the perfect example. It has been a challenge to find companies that really know what to do with the product, but at the same time, it’s exciting when we find the right fit.

What else is exciting about the stone business? ONIANS: When I got into the stone busi-

ness, 22 years ago, marble and granite were considered luxury items that only certain people could afford. Today, they are more affordable and have captured a larger audience of people; that is exciting to me. I’m also thrilled that new technology enables us to use stone in ways that were not possible (or thought of ) in the past. New types, colors, and textures of stone are continually being found, and MLW Stone is pleased to be introducing them to the market. Natural stone is beautiful, and it will always be an easy sale. That is great news to me—and to my customers.

Circle Reader Service No. 37

January/February 2012 Patio & Hearth Products Report

TURN

Bull Outdoor helps homeowners turn bare backyards into beautiful oases. by CHERYL DANGEL BARTOLINI

backyard paradise o

utdoor kitchens are not just for the homes profiled in Architectural Digest. That was the philosophy of Mark Nureddine when he founded Bull Outdoor Products (Rialto, California) 19 years ago. At that time, he pioneered the idea of delivering a

Patio & Hearth Products Report January/February 2012

semicustom kitchen to everyone’s backyard. Today, the company, while much larger, still makes the goal of bringing the dream of an outdoor paradise to the masses a priority. Bull Outdoor Products has grown, in the past two decades, to include both the outdoorkitchen structure and more than 75 products—including islands, fire features, and bars—designed so that everyone can enjoy the backyard grilling experience. The company’s component offerings include core items such as grills and doors, as well as many unique products that “help our customers build backyard dreams,” according to Frank Mello, vice president of sales and marketing. He adds, “We focus on offering a quality product at a value price, and our company culture is focused on supporting our dealers and their customers for the long term.” Bull Outdoor Products believes that outdoor kitchens should be within everyone’s reach. With

that goal in mind, Bull Outdoor Products gets the word out by going where consumers get their news and information—the mass media and the Internet. For example, the company was recently profiled on NBC’s “Today” morning program, in a segment called “Today’s Home—The Perfect Patio Makeover.” Mello says, “We work with several television programs to support the total industry and feed the desire to change every home into an outdoor-living paradise. This particular program was no exception. We saw the opportunity to expose our brand and increase consumer knowledge of how easy it is to change your space.” Bull Outdoor Products also uses trade magazines, team sponsorships, do-it-yourself television programs, its website (www.bullbbq.com), direct mail, and social media to get out the

Top: The premium seven-burner grill BBQ cart offers an impressive 800 square inches of cooking surface, with the added feature of dual side burners. Left: Mark Nureddine (left) and Frank Mello Page 39: Bull Outdoor Products’ BBQ island will seat eight people; offers plenty of counter space; and includes a stainless-steel four-burner grill, refrigerator, cabinet, and sink.

word. In addition, it relies on grassroots marketing efforts to bring Bull Outdoor Products, up close and personal, to the buying public; after all, it is the public for which the company designs its products, and it is the public that it wants to get to know—and from which it wants to learn. In 2011, the company partnered with the Beef Checkoff Program, which sponsored the American GrillMaster Experience. “Our team and trailer traveled to over 20 barbecue grilling competitions during the spring and summer, to spread the word on the quality of our products and how easy it is to become a Bull grill master. This really put us in touch with the core of the barbecue community and the consumer. We learned more than ever before about what consumers want and what fires them up,” Mello says. Mello points to Bull Outdoor Products’ quick-ship island program and modular island program, both new this year, as two examples of how the company goes beyond the basics for dealers. He says, “We cover the basics by staying stocked and shipping the next day, but we also do everything we can to help our dealers sell. These two programs offer consumers a quick fix for their need for an outdoor kitchen and give them everything they

need to build a custom kitchen of any size. We design our programs so they are easy to implement and sell.” Bull Outdoor Products’ features, warranties, and prices demonstrate that the company not only focuses on quality, value, and reliability, but (more important) focuses on making sure that customers are happy after each sale. “We

Building a backyard grilling paradise starts with the grilling station. After that, “Fire features are the second most important element, and sales in this category are growing fast,” Mello adds. Many people are either building their first outdoor kitchens from scratch or “are into their second and third outdoor kitchens because they have moved and

partner with our dealers for the long term because we understand that we cannot be successful unless we offer the things necessary to drive their success. Training; a nationwide sales team; internal technical support; and programs that are simple, easy to understand, and easy to sell are all essential,” Mello says.

want to upgrade to include a warming drawer, bar center, searing station, ice chest, and bottle opener,” he observes. Consumers who built outdoor kitchens five years ago are probably ready for upgrades. Mello says, “Five years ago, kitchens were simple. They had very few bells and whistles. They were basic.

Today, kitchens have more features, and people want more packed into that outdoor space.” For those wanting more, Bull Outdoor Products is there to fill the need. “Last year’s introduction of the new grilling-accessories line is a perfect example,” Mello states. To fit within more budgets, Bull Outdoor Products also plans to offer more products at various prices. Mello says, “We will move into grill price points that will range higher and lower than today’s offerings, with the same quality/value focus that we have today.” He continues, “We are focused on long-term brand growth and on offering the complete outdoor-living experience. We will continue to build on our foundation and look for solid partners (who share our ideals of consumer satisfaction) who can benefit from working with a complete manufacturer that will help drive sales with solid programs.” More products, more price points, and more programs: What’s next? More of the same; Bull Outdoor Products’ long-range agenda is, as Mello summarizes it, “We want to be part of everything the customer is doing outdoors.”

Erwin and Sons

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Circle Reader Service No. 39

January/February 2012 Patio & Hearth Products Report

product I N N O VAT I O N

A Friendly

GIANT

Despite rapid growth, Monessen Hearth Systems Company has restructured itself to be more responsive to dealers and consumers. by CHERYL DANGEL BARTOLINI

ollowing a major acquisition, Monessen Hearth Systems Company (MHSC), headquartered in Paris, Kentucky, went from being a big company to being an even bigger manufacturer. Does that mean that it has become bloated and out of touch with the consumer? Far from it; in its March/April 2010 issue, Patio & Hearth Products Report published an article on what Dave Campbell, executive vice presi-

dent, sales and marketing, called the rebirth of MHSC following its June 2008 acquisition of CFM, a Canadian hearth-products manufacturer. After acquiring CFM, which was slightly more than twice MHSC’s size, MHSC boomed, increasing its number of employees about 40%. Knowing that it couldn’t proceed without some sound restructuring, MHSC immediately focused on consolidating processes within its three manufacturing facilities and its foundry. That process has continued, behind the scenes, for the past two years—and now, dealers and consumers will start seeing the fruits of the company’s labors. Jess Baldwin, vice president of marketing, merchandising, and product development at MHSC, says, “We’ve worked on making sure that we are building the right product, in the right place, for the most efficient use of manufacturing

Patio & Hearth Products Report January/February 2012

resources and most expeditious way of getting it to our customers.” The restructuring and consolidation have even reached into marketing services and engineering, placing both departments under Baldwin’s supervision. He says, “I’m responsible for marketing and engineering, which means a more customerfocused process so that marketing and engineering are more closely linked together.” No stone was left unturned in this makeover. All of MHSC’s websites (www.monessenhearth.com, www.vermontcastings.com, www.majesticproducts.com, and www.ambienttechnologies.com) were overhauled to make them more consumer friendly, and its trade website (www.mhsc.com) was revised to make it more usable by dealers. In short, far from being out of touch with its consumer, MHSC has restructured itself to be more nimble and responsive. As Baldwin says, “We’re focusing on building the product that the market wants, not what we want to sell.”

ucts will be developed in the future,” Baldwin explains. Introspection was not limited to its flagship brand; MHSC has similarly realigned its Majestic and Monessen brands, which Baldwin says are very broad. The company sifted through each brand on a product-by-product basis, analyzing each item in the line. Baldwin says, “In each case, we asked, ‘Should this product be in the line, and does it carry the feature benefits of this line?’ We put a strategy in place around each of the brands, with the brand values each of the products will carry—and a feature set and price point for each.” Based on their conclusions, dealers and consumers will see some products go away and be replaced with other products that are more consistent with the newly developed brand strategy as it becomes more evident throughout the balance of 2012. MHSC’s premium brand, Vermont Castings, is positioned to

Top: The Monessen Harmony fireplace

BRAND STRATEGIES The company began by examining its brands and developing a strategy for each. For example, Vermont Castings, MHSC’s flagship brand, has its own strategy to guide it as it moves forward. “We will use that strategy to determine what products go into what line and which prod-

insert features five different framing choices and two distinct interior options. Left: The Vermont Castings Victory fireplace insert allows owners to update their fireplaces with a wide range of looks, from a rustic appearance (shown) to the more contemporary look of a black porcelain liner.

continue to appeal to the high-end segment of the market that is looking for uncompromising quality and value. It will be positioned as the company’s best offering. The good and better tiers will be covered by the Majestic brand (which has a lot of equity with builders and the trade partners) and the Monessen brand, which are on an equal footing. FILLING THE GAPS With the three primary brands realigned, the same thinking was next applied to the products from the CFM acquisition. “Coming out of the acquisition, there were holes in the CFM line, and we’re filling in the gaps,” Baldwin says. One gap that MHSC is working to fill is that of gas inserts. “As a company, we’ve never been strong in the gas-insert business. That is a category that we want to focus on,” Baldwin says, pointing to the newly released Harmony gas insert in the Monessen line and the Victory in the Vermont Castings line. “They are the first products that will represent the brand strategy around each of our brands. They will give an indication of what the product-development process and brand value will be, going forward,” he adds. The new introductions are designed to

negate what is now an outdated perception. Baldwin says, “We’ve been viewed as a stove company; our intent is to signal the industry that we’re going to make Vermont Castings a full-line brand, and the Victory insert is consistent with that.” Both products are in place for 2012 and, according to Baldwin, early indications are they will be well received by customers. Another example of the type of product that reinforces Vermont Castings’ new brand message is the Aura, a 70-inch linear fireplace that continues to sell well and that Baldwin calls one of the largest in the industry. He says, “The Aura linear fireplace signals the direction in which we’re gong to take Vermont Castings so it is seen as a full-line brand, not just a stove company.” Advances in technology that MHSC has in the works (for probable introduction in 2013) include taking a noncatalytic stove and adding all the benefits that would be found in a catalytic stove, including burn time and efficiency. BECOMING LEAN “What we have done has been to lean out our organization, so that we are sized appropriately for the market itself. Obviously, the housing market has had a

significant impact—not just on us, but on the industry,” Baldwin says. He knows how important it is to be appropriately sized for the market because the housing market was key to CFM, which MHSC purchased out of bankruptcy. He says, “We’re making sure that we’re sized appropriately to serve our customers in the market as it is today, and we have positioned ourselves so we’re ready for when the market does come back—and it will.” Baldwin doesn’t have an exact timeframe, but he “expects to see some improvement in the market in late 2012 or early 2013,” he says. Despite the absence of a resounding economic upturn, the first half of 2011 “was extremely good for us,” Baldwin notes; the latter half, however, wasn’t as robust as he would have liked. He says, “The combination of the facts that housing had not improved (but had gotten worse), that consumer confidence was at an all-time low, and that the weather did not cooperate meant retailers did not see the traffic that they would see in a typical season.” That said, Baldwin notes that MHSC closed 2011 on a high note. In 2010, MHSC enjoyed sales generated by 2010’s federal tax credit. While that

incentive was reduced in 2011, MHSC decided to add in its own incentives to boost sales, and that helped contribute to what Baldwin describes as a very respectable year. MHSC bolsters its products with a full-fledged marketing effort that includes reworked trade and consumer websites and even social marketing (through Facebook). This not only has netted more visibility at the consumer level, but has acted as an ongoing focus group would. Baldwin says, “We feel that we have much closer contact with the consumer, and we are getting more feedback from the consumer as well.” He continues, “The message is not just lean for lean’s sake, but leaner to allow the company to become more focused on the needs of our customers— and to take the resources we have and apply those to accomplish that end. Our goals are to reposition the company for our customers (and what they want us to be) and to position ourselves for growth in the future.” Baldwin says, “We’re very focused on that. That is the driving force, internally, at MHSC. We’re very focused on consumers and what they want. Consumers are the ones who determine what gets sold. ”

Circle Reader Service No. 41

January/February 2012 Patio & Hearth Products Report

Focus

product

Optimal fireplace/stove performance depends on welldesigned venting systems. by GREG THOMPSON

creative venting solutions

he complaints associated with improper venting are familiar: insufficient heat, cool drafts in other parts of the house, and sooty odors tend to top the list. Hearth veteran Will Kozlansky, cofounder of Olympia Chimney Supply Inc. (Scranton, Pennsylvania), has seen it all, and he takes pride in finding solutions that allow homeowners to enjoy their fireplaces and stoves. In one recent case, he traced a cool draft to a weak seal on a damper—a problem that also caused smoke to come into the house, depending on wind conditions. He says, “A fireplace insert with proper venting would solve all the homeowner’s problems and increase the efficiency of the heating source.” He adds, “I suggested a QuadraFire® fireplace insert vented with a Forever Flex™ stainless-steel chimney liner. The insert only needed a liner 6 inches in diameter to vent it properly—the equivalent of 28 square inches.” Kozlansky installed the stainless-steel liner with an insulation wrap and connected it directly to the insert. The liner extended up the entire length of 42

Patio & Hearth Products Report January/February 2012

the chimney, which made it easy to clean and service. Insulation around the chimney liner is often the correct way to go, but Kozlansky adds that doublechecking is always a good idea. “Many installers are confused as to what is right, by safety standards,” he says. “A good reference source is the UL listing (which does require insulation, in most situations). Insulating the chimney liner helps stabilize draft, which maximizes efficiency and greatly reduces creosote buildup.” Hearth professionals occasionally differ on the best ways to deal with architectural challenges, in addition to insulation questions. Joe Burns, sales and marketing manager for Bernard Dalsin Manufacturing (Farmington, Minnesota), uses the Pro-Form system, a full line of rigid and flexible coaxial gas vents for use with direct-vent fireplaces. The company offers the rigid vents in 4x6 5/8-inch and 5x8-inch diameters, and in lengths of up to 48 inches, in galvanized and black finishes. “The advantage, with flexible direct-vent pipe, is that you can avoid costly elbows in the vent sys-

tem, as well as easily avoiding a framing stud, in a horizontal installation, without having to cut additional portions of the wall,” Burns says. “The most common applications for flexible direct venting occur when installing a fireplace and venting it in a corner, or in an up-and-out configuration.” He continues, “Our approval for going between rigid and flexible direct venting, however, allows the use of flexible pipe through an attic

Top right: The ENERVEX EcoDamper system is the first completely automated draft and damper mechanism designed for use with gas fireplaces. Top left: Bernard Dalsin Manufacturing’s Pro-Form flexible concentric direct-vent pipe is available in 6 5/8- and 8-inch diameters. Center left: Selkirk’s UltimateONE’s inner liner and outer casing are constructed of all-welded 304 stainless steel for superior strength and corrosion resistance. Bottom left: M&G DuraVent’s DuraFlex stainless-steel liners

Circle Reader Service No. 43

Focus

product

“ When vent manufacturers get called in case of a home fire,” Lampey says, “in many cases, it is due to improper installation—where insulation has been put up against the pipe, and the insulation catches fire.

Top: ENERVEX chimney fan Center: Olympia Chimney Supply offers a wide range of stainless-steel chimney liners. Bottom: Bernard Dalsin’s Pro-Form direct-vent system

”

space, avoiding truss members, to the tion standards.” Richer adds that the Choosing the right diameter for a termination point, where you can certain vent can occasionally be chalUltimateONE is backed by the best transition back to rigid pipe through warranty in the industry. lenging, particularly if an installer is the roof. This is a huge time saver— inexperienced. Proper spacing from because with rigid pipe, you have to combustibles is also crucial, in case CHOOSING THE RIGHT VENT calculate the offsets on center and something goes wrong. “When vent At M&G DuraVent (Vacaville, hope you hit your termination point California), Todd Lampey sells his manufacturers get called in case of a product lines to dealers, installers, at the roof.” home fire,” Lampey says, “in many and builders who must attend to At Selkirk Corp. (Grand Rapids, cases, it is due to improper installavarying customer demands. The Michigan), officials know that new tion—where insulation has been put company offers DuraTech for wood- up against the pipe, and the insulaconstruction also brings its share of burning appliances, DirectVent Pro challenges. With this in mind, in tion catches fire.” for those that use gas, and PelletVent June 2011, the company introduced Gitte Hagensen, owner and UltimateONE. Manufactured in the Pro for pellet-burning stoves. “In the founder of ENERVEX Inc. (formercase of a Santa Barbara home with company’s Turners Falls, ly Exhausto), Atlanta, Georgia, has Massachusetts, plant, UltimateONE eight chimneys, we supplied a prodalso seen her share of venting chalis sold through the specialty channel. uct called DuraChimney II,” Lampey lenges. For example, a hearth dealer Jesse Richer, hearth product manager explains. “This is a large-diameter used an ENERVEX chimney-fan chimney that is air cooled. Because at Selkirk, says, “Our Canadian cussystem to vent a fireplace that was 10 they were wood-burning fireplaces, tomers requested this product feet wide and 2 feet tall. the chimney was stainless steel.” because of its smaller installation “This one had a venting problem footprint. For example, because there was no a 6-inch UltimateONE exit for the flue right PRODUCTS AT A GLANCE system can be installed near the fireplace,” Bernard Dalsin Manufacturing in a 12-inch on-center Hagensen says. “We had Air-A-Lator® outside-air intake devices joist construction.” to capture the combus Bio Vent® multifuel pellet vent According to Richer, tion gases and direct ® Chim-A-Lator chimney caps and dampers the name UltimateONE them down behind the Dalsin Line® chimney liners says it all. “It’s the best 1fireplace, so the chim® Insul Flue pass-through system for walls inch factory-built chimney is directed down Pro-Form® direct-vent system ney one can buy. This from the firebox. The all-fuel chimney has venting system then had ENERVEX Inc. (formerly Exhausto) been designed from the a horizontal run of 12 ENERVEX chimney-fan system bottom up, using the feet before it was direct EcoDamper system finest materials availed—via elbow—to run ADC100 control able,” he says. The vertically for 20 feet.” EW40 wireless control UltimateONE features She continues, “After a premium 300 stainthat, another elbow was M&G DuraVent less-steel inner liner and added, for an additional DuraTech outer casing, commerhorizontal 15 feet, DuraChimney II cial-grade solid-pack before the last elbow to DuraFlex SS insulation, thermallet it exit through the reduction spacers, and roof. Needless to say, Olympia Chimney Supply Inc. laser-welded seams. this would not be possi Ventis® class-A all-fuel stainless-steel chimneys; Richer says, “We ble without mechanical single- and double-wall black stovepipe didn’t stop there—we venting. The fireplace Forever Flex™ light flex stainless-steel chimney liners incorporated a toolis beautiful, and it feels ™ Armor Flex heavy flex stainless-steel chimney liners free, latching locking great to offer products Rhino Rigid™ stainless-steel rigid chimney liners band; preassembled that make solutions ® EverGuard top terminations universal supports and like this possible, so components; and that customers can get Selkirk Corp. adjustable supports and the fireplaces they UltimateONE™ all-fuel chimney a shield engineered to want—where they fit old or new construcwant them.”

Patio & Hearth Products Report January/February 2012

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Circle Reader Service No. 45

Profile

CORPORATE

Internet companies and brick-and-mortar stores can benefit one another. by SHARON SANDERS photography by BOBBY REED

hoppersChoice.com® has a lot to prove. At a time when Internet price wars have become some retailers’ biggest fear, the Baton Rouge, Louisiana, company is doing its best to prove that good online retailers not only are no threat, but can be a brickand-mortar retailer’s best sales partner. The company’s motto (real people, amazing service) is something that sets it apart from online companies that are all about undercutting prices to make a sale. Corey Tisdale, CEO,

a different animal

says, “Anybody can put a product up on the Internet and sell it cheaply. That is exactly the opposite of who we are.” Owners Michael and Ladina Hackley started the business from scratch, in 1998, as a brick-and-mortar store in Baton Rouge called The Grill Store & More. By 2000, the business had expanded to two stores in Baton Rouge and a franchise location in New Orleans. The company was trying to expand even more, but it seemed to have tapped the Louisiana market—so it looked to the Internet for added revenues. In 2001, the Hackleys, along with Tisdale (the company’s new CEO) launched the company’s first website (www.thegrill storeandmore.com), which featured over 7,000 grill-related products. It was soon followed by www.BBQGuys.com, with a fullcolor catalog that corresponded to the site. “From the beginning, we decided we were going to focus on customer service and product knowledge because we were in it for the long term, not a quick buck,” Tisdale recalls. The company’s website quickly became one of the leading sites for outdoor-cooking products. As it added more websites catering to niche markets (such as www.electricgrilldepot.com and www.outdoorkitchensdepot.com), the company decided to reduce its store locations so that it could focus more on its online presence. In 2003, the company acquired 16,000 square feet of warehouse space to stock better quantities of current products, as well as to expand its product offering to include more than 15,000 items. As a result of these changes, its revenues increased by 400%. The company eventually closed all of its stores to focus full-time on its Internet operation. ONLINE MOM AND POP “I believe the reason we are so successful is that the entire company—not only the staff on the phones—is built around taking the Continued on page 85

Middle: Corey Tisdale Top and bottom: In January 2010, ShoppersChoice.com went back to its brick-and-mortar roots when it opened a retail store in Baton Rouge, Louisiana, that features impressive indoor and outdoor showrooms.

Patio & Hearth Products Report January/February 2012

Circle Reader Service No. 47

last

WORD

Treasure Garden/Shademaker thinks like a fashionista, focusing on bold colors and fun designs. by CHERYL DANGEL BARTOLINI

an eye for color

reasure Garden/Shademaker thinks like a fashionista, focusing on bold colors and fun designs. Treasure Garden/Shademaker is driven by its mission statement: Offer the best quality at the best value. The company (based in Baldwin Park, California) might want to amend that vision to reflect that it is determined to offer a dizzying array of colors, with the goal of transforming the common shade umbrella into the hottest backyard fashion accessory. Jeff B. Dorough, vice president, sales and marketing, for Treasure Garden and Shademaker, says, “We are the leading manufacturer of shade products, as well as the trendsetter in fabrics and color selection. We offer more fabric selections than any other umbrella manufacturer, and we feature many exclusives. You can buy vanilla everywhere, but you can’t find rum raisin from just anybody.” Dorough, who started with Treasure Garden in 1996, isn’t saying that umbrellas should be sold as ice cream is. On the contrary, he suggests that umbrellas are more like handbags and shoes; women generally own more than one kind. If dealers are to be successful, they should start thinking like fashion retailers. To maximize sales, dealers “should create excitement by featuring the latest new color trends in umbrellas, through our Mini Umbrella Wall Color Display Program. You will always sell the beige, brown, and bronze colors,” he says. 48

Patio & Hearth Products Report January/February 2012

To be really successful, dealers need to realign their thinking. Dorough says, “Consumers in our industry are educated and read fashion magazines. You need to attract their attention by putting more energetic colors on the floor. For 2012, we have many exciting and fun solids and stripes that really pop and say wow. Consumers do react to color. Color is very emotional.” Treasure Garden’s best-selling Sunbrella® fabrics are mocha (a rich latte color), black, red, henna, and gingko, the last three of which are upgraded fabrics, yet are on the list of top 10 best sellers. “Sure, we want to sell a beige umbrella, but we also want to sell a hot pink, eggplant, or charcoal umbrella. Our goal is to sell multiple units to the same customer. That’s one way we’ve grown to be the world’s largest umbrella manufacturer. We sell vanilla, but don’t focus on vanilla,” Dorough says. Just look around, he suggests. “You can see more fashionable colors coming on the scene. As a result, the educated consumer is looking for something other than your basic earth tones. What do all the fashion magazines sell? It’s color,” he says. This approach and strategy are working for Treasure Garden/Shademaker. “Our fiscal year ended September 30; 2011 was our best year ever,” Dorough says. “The economy never really affects selling shade and accessories,” he adds. “Bad weather is our enemy number one—not the economy.

People can put off purchasing a $4,000 patio set, but can’t put off buying shade. Accessories are probably one of the few things selling in a down economy. If the economy is bad, our business is good; if it is good, our business is off the charts. You can sit on the same furniture set from last year, but you will always want a new look in your backyard. Umbrellas are an inexpensive way to change your environment.” Three years ago, Treasure Garden acquired Shademaker, a commercial line directed to the hospitality industry. Sales have grown nicely, while the company is still learning the contract markets. Dorough says, “Our dealers are finally understanding and adding Shademaker to their floors. Many dealers have added a contract division to augment retail sales.” He continues, “Meanwhile, the steady increase

Above, left: Jeff B. Dorough Above, right: The new hot pink shade, as seen in Shademaker’s Nova and Astral styles Page 49, right: Treasure Garden’s window display, featuring Sunbrella® hot pink and charcoal color trends, at the Merchandise Mart in Chicago, Illinois Page 49, left: The O’bravia™ color trends display wall at Treasure Garden/Shademaker’s showroom, #1655 Merchandise Mart

in sales is due primarily to the success of the Treasure Garden line, which is gaining visibility beyond the traditional outdoorfurniture retailer. Department stores are getting into the outdoor-furniture business; indoor-furniture stores are getting into the outdoor business—so we benefit greatly, with our success and comprehensive programs.” Shademaker will introduce two new frame finishes for 2012: urban black (a matte black) and an architectural bronze. Shademaker is also expanding its awninggrade fabric program’s offerings with 20 new fabrics from Sattler, the new parent company of Outdura. This expansion is in addition to the comprehensive offerings of the Sunbrella awning collection and the exclusive O’bravia™ awning collection. “We took a European color—hot pink—and introduced it to the U.S. market. It is something very elegant and sophisticated,” Dorough says. “It is just another example of how we’re always pushing the envelope to create a fashion statement in our world of shade products.” Among the new Treasure Garden products for spring/summer 2012 is the Ultimate Party umbrella, a cantilever style that comes in an 11-foot octagon and a 10-foot square. It features star lights; a moon light; and an entertainment center with speakers, an AM/FM radio, and an iPod docking station. Also new is the Starlight, a collar-tilt market umbrella with lights in the ribs for mood entertaining. Other new products are four commercial umbrella styles, three new bases with wheels, and the new Serenata media center, which turns any umbrella into an entertainment focal point. All of these new products require

more display space. Dorough says that the company as a whole is benefitting from increased exposure, thanks to its permanent 10,000–square-foot showroom at #1655 Merchandise Mart (Chicago, Illinois), which showcases both Treasure Garden and Shademaker brands. Dorough says that the location is probably the third-largest showroom in the entire industry, noting that the company has doubled the size of the Chicago showroom in the past two years. “We’re passionate and excited about the future. We’re never complacent. Our goal is always to be innovative and ahead of the curve,” Dorough says. Fortunately, he has the high-quality people to pull off that feat. He says that most of his representatives have been with the company for 10, 15, 20, and even 25 years. He explains, “We have a professional sales, marketing, and customerservice team.” Never a company to stand still, it is constantly working to do better. The company’s website

(www.treasuregarden.com) was recently updated to help dealers and consumers. In addition, a new Treasure Garden Design Studio feature will be announced in spring 2012; it will let the consumer design his or her own umbrella, see it

beforehand, confirm it, and send it (as a special order) to his or her local dealer. With all that is going on, Dorough has reason to be optimistic. He says, “Yes, 2012 will be another good year for Treasure Garden and Shademaker.”

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PRODUCT

Amalfi Firepit Chat Group Comfort and warmth take center stage with Agio’s Amalfi firepit chat group. Alumicast deep seating rockers are complemented by a lovely filigree back accent; tailored, elegant cushions; and coordinating throw pillows. The easy-to-use portable firepit features a uniquely patterned porcelain tabletop that is as durable as it is beautiful, with ample room for your customers to entertain in style. Contact the company for more information on Amalfi or other Agio Reserve collections. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 101

Outlaw Grill and Cart New for 2012, the Outlaw built-in grill head and grill cart by Bull Outdoor are sure to do well in the marketplace. This 30-inch grill is value priced, retailing at $999 to $1,299. The Outlaw’s 304 stainless-steel four-burner unit delivers a beefy 60,000 Btu and is equipped with four piezo igniters and solid 304 stainless-steel cooking grates. The Outlaw is available in both LP and natural-gas models. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 102

30-inch Self-trimming Electric Firebox (BF9000) The Dimplex self-trimming electric firebox instantly brings a room to life with its patented, lifelike flame effect and elegant design. The pulsating embers and LED inner-glow logs create an incredible realism that is worthy of any room, and the direct-wire option allows you to design without limitations. Contact: www.dimplex.com. Circle Reader Service No. 103

Madrid II Geo Table Gensun Casual Living expands its Geo table offerings with a new 60x80-inch full cast-aluminum table. Entertaining outdoors and having a table that can accommodate friends and family gatherings with comfort are musts for today’s outdoor rooms. The Geo table series, first introduced in 2010, featured the 72x102-inch table. The 60x80-inch addition gives the dealer the ability to accommodate smaller spaces with this beautiful table design. Contact: www.gensuncasual.com. Circle Reader Service No. 104

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PRODUCT

Platinum Smart-Heat Gas Range The Platinum Smart-Heat™ gas range, manufactured by Bromic Heating, links innovation and aesthetics to bring the market a heater that redefines the world of outdoor commercial heating. The brushed stainless steel and the ceramic medium make Platinum Smart-Heat gas models suitable for the most discerning owners’ outdoor environments. By protecting the tiles behind its translucent ceramic medium, it generates effective heat, guaranteed, in winds of up to 12 mph. The Platinum Smart-Heat gas range is available in 300- and 500-burner models; both are available in propane or natural-gas versions. Contact: www.bromicheating.com. Circle Reader Service No. 105

Deep Dish Pizza Stone The Big Green Egg deep dish baking stone turns your EGG into a firebrick oven and is ideally suited for making Chicago-style pizzas, pies, quiches, and other baked items. The baking stone distributes heat for even baking and browning, and the ceramics pull moisture from the surface of the dough for brick-oven crustiness. The baking stone retains heat, so foods remain warm. Contact: Jodi@biggreenegg.com or www.biggreenegg.com. Circle Reader Service No. 106

Majorca Gathering-height Dining Modern detailing and clean lines add flair to any outdoor setting with Agio’s Majorca gathering-height dining collection, which features sleek, aluminum rocking sling chairs, slightly elevated for added comfort and motion. The coordinating rectangular dining table includes a beautiful, handcrafted slate top, accented by lovely copper inlays. For more information on Majorca or other Agio collections, contact the company. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 107

Patio & Hearth Products Report January/February 2012

Paramount Fireplace Burner The all new Paramount fireplace burner from American Fireglass has set the standard for modern and contemporary design. It is now available in 18and 24-inch–wide models. It has multiple finishes and fireglass colors to choose from, so you are sure to find the perfect match for any decor. Contact: www.AmericanFireGlass.com. Circle Reader Service No. 108

ProForm Directvent System Bernard Dalsin Manufacturing has announced the introduction of the rigid Pro-Form direct-vent system. This new direct-vent system is available in 4-inch inside of 6 5/8-inch diameter and a 5-inch inside of 8-inch diameter. The inner flue is made from type 430 stainless steel. The locking system eliminates the need for screws when installing the system and allows for a snap-lock connection, with no need to twist the pipe to secure it. Contact: www.dalsinmfg.com. Circle Reader Service No. 109

Blaze KingChinook 20 New from Blaze King Industries is the Chinook 20, featuring the company’s Sleep Comfort technology. The new Chinook 20 has a 1.8–cubic-foot firebox, while only producing emissions of 1.3 grams per hour. With big performance, the Chinook 20 is hardly the little brother to the larger Chinook 30, introduced by Blaze King in 2010. Blaze King’s legendary thermostat control translates into 20-hour low burn times and efficiencies of up to 86.4%. Contact: (509) 522-2730 or www.blazeking.com. Circle Reader Service No. 110

AT HPC, WE PUT AN ALL OUT EFFORT INTO EVERY PRODUCT WE DESIGN, DEVELOP AND DISTRIBUTE TO MAKE SURE YOU’LL BE COMPLETELY SATISFIED FOR YEARS TO COME. BACKED BY OUR SECOND TO NONE TECH SUPPORT AND WARRANTY, WE ARE THE LEADERS IN THE INDUSTRY IN CUTTING EDGE TECHNOLOGY AND INNOVATION. 25SS150 HWI

The Only Electronic Fire Pit Insert Certified For Up To 400k BTU’s HPC strives to be the leader in our industry through safe, innovative, high quality products. Producing the ONLY electronic fire pit insert, certified for up to 400k BTUs is part of our dedication to surpassing our customers’ expectations. Others may claim it, but we certify it.

New CSA Certiﬁed Match Lit Fire Pit Insert

New Unfinished Fire Pit Enclosures HPC has introduced a new tapered unfinished fire pit enclosure, series. Available in round, square and rectangle. Strong welded internal frame, G-90 Galvanized framing material, Hardiebacker sheeting material. Properly vented for gas fire pits. Custom sizes and shapes also available.

36SS75HWI-TRGH

MLFPK24-TRGH

CSA Certified to the Decorative Gas Appliances-Outdoor Fireplaces standards. All 8 models feature a stainless steel pan and burner, natural gas or LP orifice and a flex line with key valve. These inserts are ideal for copper or concrete bowls. Top off your fire pit with decorative rocks or logs.

1.877.433.7001 HPCﬁre.com Visit us at the HPBExpo, booth #731 What’s under the ﬂame makes all the difference! Circle Reader Service No. 53

MLFPK25

MLFPK18

PRODUCT

Jalapeño Rack by Big Green Egg For a crowd-pleasing appetizer, the new Big Green Egg jalapeño rack holds up to 20 jalapeño peppers stuffed with cheese or other savory ingredients. The heavy-duty stainless-steel rack is dishwasher safe, and the set includes a handy corer. Contact: Jodi@biggreenegg.com or www.biggreenegg.com. Circle Reader Service No. 111

American Fireglass American Fireglass continues to work very hard to stay competitive in its pricing for fireglass and burner products. The company has made it its goal, for 2012, to support the United States at every opportunity that it gets. After American Fireglass approached all of its vendors to discuss its ideas for competing with overseas knockoffs, the vendors agreed to support it in this decision—thus allowing American Fireglass to offer superior-quality products, made in U.S. factories, at competitive prices. The company thanks you for your support. Contact: www.AmericanFireGlass.com. Circle Reader Service No. 112

Bio Vent Bernard Dalsin Manufacturing has introduced Bio Vent for wood pellets. This new pellet-vent system incorporates all of the same features as Bio Vent for multifuels, except that the inner flue is made with type 304 stainless steel (the ideal metal to use when burning wood pellets)—and it’s available at a more economical price than multifuel venting. Bio Vent for wood pellets has a silicone gasket that seals each connection, which eliminates the need for caulk at each joint in the system. Contact: www.dalsinmfg.com. Circle Reader Service No. 113

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PRODUCT

Vent-free Fireplace Designs

Monterey California Outdoor Concepts premieres its new firepit table, the Monterey. Capturing that iconic California experience, the Monterey is a dashing addition to your backyard landscape. Your first impression is of dark mahogany footings, but run your hand along the realistic basketweave of its unique design, feel the warmth of fire, and you will instantly be transported to the winding, rugged coastline of the Monterey Peninsula. In the same way that the city of Monterey has always highlighted what is best about California, the Monterey combines aesthetic beauty with practical function. You can easily put up your feet or put down your glass, while your friends admire your style, around a lively fire. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 114

pizzacraft Square Tile Pizza Stones This set of four thermal-shock–resistant cordierite baking tiles is perfect for making individual pizzas, on the grill or in the oven. Alternatively, reconfigure the pizzacraft™ stones to form a larger baking surface for full-size pizzas or loaves of bread. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 115

Developed to give more versatility of application and maximum design impact, the new Bull Outdoor vent-free fireplaces appeal both to traditionalists and to those who are looking for a more innovative design. The inserts are rated for outdoor use and include a gas log set and igniter. The traditional unit is only available for use with natural gas, but the low-profile design can be set for LP or natural gas. A stainless-steel door houses the LP tank (or serves as storage, on the natural-gas units). Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 117

Christmas Trees Can Help Green Your Bottom Line The number of Christmas trees that decorate homes and untold other locations during the holidays is truly staggering. As a retailer, you don’t have to sell Christmas trees to benefit financially from this favorite holiday tradition. This year, a new product from DiversiTech, called the Christmas Tree Stand Mat™, is going to solve one of the problems that holiday enthusiasts have wrestled with for years: how to keep the tree fresh, moist, and green for a number of weeks while avoiding water-stained floors or carpets from constant watering. This 30-inch, lightweight, long-lasting round tree-stand mat is something that no tree owner can afford to be without. Its suggested retail price is $16.95 to $19.95. You will love the generous margins (50-plus points). Contact: (866) 474-5572 or www.grillpad.com. Circle Reader Service No. 118

Tungsten Smart-Heat by Bromic Heating The Tungsten Smart-Heat™ gas range, manufactured by Bromic Heating, offers unmatched features in the commercial outdoor-heating market. The Tungsten Smart-Heat gas range offers wind and water resistance, electronic ignition, easy-pivot directional heat, and options for wall and ceiling mounting. The Tungsten Smart-Heat gas range is truly a smart-heating solution. The Tungsten Smart-Heat gas range is available in 300- and 500-burner models; both are available in propane or natural-gas versions. Contact: www.bromicheating.com. Circle Reader Service No. 116

Patio & Hearth Products Report January/February 2012

Contract Collection Eon is the natural choice for the hospitality industry, where beauty and durability need to coexist in one product. Eon provides the look and feel of real teak without the fading, splitting, and maintenance associated with real wood. Eon is designed to withstand the demands of commercial use, providing years of trouble-free service and maximizing your return on investment. Contact: www.eonoutdoor.com. Circle Reader Service No. 119

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PRODUCT

Elegant Series

Sirocco 20 Things are always better in pairs, and that’s been proven by another new model, introduced this year at HPBExpo by Blaze King Industries. Featuring efficiencies of up to 86.4%, the Sirocco 20 features a stylishly symmetrical look in a steel stove. The Sirocco 20 will provide all owners with an uninterrupted 20-hour low burn time due to the use of the Blaze King thermostat control and Sleep Comfort technology. An optional ash drawer can be added for ease of ash removal. See the entire line of Blaze King products at HPBExpo 2102 in booth #2306. Contact: (509) 522-2730 or www.blazeking.com. Circle Reader Service No. 120

California Outdoor Concepts unveils yet another breathtaking series of firepit tables, the Elegant series. Californians worship their climate and are devoted to the outdoors. At every opportunity, they can be found strolling along the boulevards of Beverly Hills and Palm Desert, stopping to relax and converse over drinks alfresco. Now, the allure of these iconic places can be enjoyed at home with the Elegant series by California Outdoor Concepts. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 121

A Hot Add-on for Retailers

We manufacture innovative, engineered venting solutions known for its excellence, for fireplaces, muli-fuel stoves, hot water heaters, pellet stoves, boilers, direct vent appliances and more, for the residential, commercial and OEM markets. More Choices. More Solutions.

Venting is not just what we do. It’s all we do. And we do it right.

HPBExpo Booth #1607

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Patio & Hearth Products Report January/February 2012

JUST VENTING

DuraVent is focused on manufacturing venting products. Period.

The common denominator of popular-priced gas barbecue grills and high-end solid-stainless models is the worry over stains, drips, and grease and what they can do to a deck, dock, porch, patio, or pool surround. DiversiTech has introduced The Gas Grill Splatter Mat™ to give the customer real, low-cost relief from a high-ticket potential problem; in the process, DiversiTech has given retailers an easy, high-margin add-on sales item. Made in the United States, The Gas Grill Splatter Mat protects the surfaces under gas grills, covers existing stains, and is easy to clean. It is also reversible, and it will not harm composite decking. The standard 30x48-inch size enables it to fit under most gas grills on the market. Contact: (866) 474-5572 or www.grillpad.com. Circle Reader Service No. 122

Fireview Elmira Stove Works’ Fireview wood-burning cookstove features antique styling, a viewing window for monitoring and enjoyment, high-efficiency secondary-burn technology, and a spacious 3–cubic-foot oven. Optional autoignition propane burners can run off the barbecue tank. National advertising support and protected dealer territories are available. The model shown has an MSRP of $4,995. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com. Circle Reader Service No. 123

Bring a room to life with Dimplex

Worthy of the worlds’ finest walls. It’s that one piece, that one special find that can bring a room to life. A Dimplex fireplace, exquisitely designed with premium grade finishes, and patented flame technology, is that one piece. Come see our new innovative products in booth #2522 at HPBExpo.

www.dimplex.com | 1-800-668-6663 Circle Reader Service No. 59

SCAN QR CODE for product brochure

PRODUCT

Meat Claws

Rodeo California Outdoor Concepts unveils yet another breathtaking firepit table, the Rodeo. The Rodeo brings you the Art Deco look of old Hollywood, with its sleek, modernist shape. Fire glowing off reflective glass, in the center stainless-steel firepit, surely will give your backyard that million-dollar appeal. It’s available in four color choices, as well as two sizes (chat and balcony), so deciding will be difficult. You just might want more than one. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 124

These heavy-duty stainless-steel meat claws are designed for handling larger pieces of meat, such as roasts, turkeys, chickens, and hams. Use the claws to shred a smoked pork butt into pulled pork in a matter of minutes. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 125

Keep the Cold Air Out, and the Cool Look In! M E C H A N I C A L

V E N T I N G

O F

F I R E P L A C E S

Eliminate Glass Doors on Gas Fireplaces The ENERVEX EcoDamper System is the ﬁrst completely automated draft and damper system designed for use with gas ﬁreplaces.

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The Guaranteed Solution to Smoking Fireplaces

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Patio & Hearth Products Report January/February 2012

Professor Ernie

PowerChef Electric Grill (CBQ120-ELE) This new, sleek design by Dimplex shrouds the high-performance grill within it. Dual elements spread searing heat from corner to corner, and innovative controls make it easy to cook like a pro. Clean, efficient electrical operation eliminates the worries and hassles of gas grills—no cold spots, empty tanks, broken igniters, or flare-ups. Contact: www.dimplex.com. Circle Reader Service No. 126

Northstar Northstar retro-styled appliances from Elmira Stove Works are great for kitchens, recreation rooms, and cottages. The Northstar line includes refrigerators, ranges, microwaves, range hoods, and dishwashers. They are available in nine colors, plus infinite custom colors. For the model shown, with an optional keg system, the MSRP is $3,995. National advertising support and protected dealer territories are available. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com. Circle Reader Service No. 127

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Introducing the EcoDamper System PRODUCT

The EcoDamper System by ENERVEX is the first completely automated draft and damper mechanism designed for use with gas fireplaces. The system quietly manages draft and prevents excess heat from escaping through the chimney when the fireplace is not in use. The EcoDamper System automatically closes the flue when the fireplace is turned off, which helps to keep energy costs down and the home in compliance with conservation codes. Contact: (800) 255-2923 or www.chimneyfans.com. Circle Reader Service No. 129

Boulevard by Empire Comfort The all-new Boulevard linear fireplace, from Empire Comfort Systems, features a contemporary linear burner, a rich black porcelain liner, and floor-recessed accent lighting. Metal fronts, available in two styles, accentuate the strong horizontal lines of this unique fireplace. Boulevard fireplaces are heater rated, with a ceramic-glass viewing area of more than 700 square inches. The 32,000-Btu fireplace features an intermittent pilot for increased efficiency and includes a multifunction thermostat remote control. Decorative options include burner-mounted ceramic-glass panels that accentuate the lighting, plus glass dropletsâ&#x20AC;&#x201D;available in aqua blue, glacier ice, and sangria lusterâ&#x20AC;&#x201D;to cover the floor of the fireplace. An automatic variable-speed blower and fireplace screen are also available. Choose LP or natural gas. Contact: www.empirecomfort.com. Circle Reader Service No. 128

Michigan Sling Collection The popular Michigan cast-aluminum collection from Gensun Casual Living has been expanded for 2012. The collection now includes sling seating, with a high-back dining chair, a swivel rocker, and a love-seat glider. A chaise, a swivel bar with balcony stools, and a 38x72-inch rectangular table complete the additions. The Michigan collection is available in 13 frame finishes and over 240 beautiful fabrics for cushion customization. Contact: www.gensuncasual.com. Circle Reader Service No. 130

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PRODUCT

ENERVEX ADC100 Fan Control

Eon Deep Seating The Eon Banff deep seating collection is fashioned from a highly engineered polymer, providing the luxurious look and feel of wood without the hassles of annual maintenance. The Eon deep seating collection consists of a chair, a love seat, a coffee table, an end table, a conversation table, and—new this year, by popular demand—the Eon deep seating sofa. Each piece is generously proportioned, crafted with wide resin slats showcasing the natural wood grain, and complemented by stainless-steel hardware. Contact: www.eonoutdoor.com. Circle Reader Service No. 131

Finest selection of contemporary European stoves, fireplaces, and grills

Morocco Wrap your arms around the Morocco, Erwin’s bold new contemporary collection, with its sumptuous wraparound comfort. Chat and end tables feature tempered, beveled-glass tops. The love seat, club chair, and swivel glider, in the mahogany finish, feature Leisureluxe™ custom cushions in over 200 performance fabrics. Contact: (770) 579-0414 or www.erwinandsons.com. Circle Reader Service No. 133

Broilmaster H4X

Flatfire direct-vent gas fireplace

Wittus Inc. 914.764.5679

www.wittus.com Circle Reader Service No. 64

The new ENERVEX ADC100 fan control is an easy, convenient, and safe control for gas fireplaces. With a single touch of a button, it starts the chimney fan and then opens the fireplace damper before it lights the fireplace. It controls the speed of the fan to maintain proper draft in the chimney. The control comes with an external proven draft switch that ensures safe operation of the fireplace. The control can be used with the ENERVEX chimney-fan system and is typically used to control the draft of a gas-fired fireplace, furnace, or stove. The proven draft switch ensures that the pressure in the chimney is maintained at or above the internal setting of the switch. The ADC100 operates a chimney fan at a set speed to create and maintain proper draft at the outlet of a heating appliance. Contact: (800) 255 2923 or www.chimneyfans.com. Circle Reader Service No. 132

Patio & Hearth Products Report January/February 2012

The Deluxe H4X grill series, the latest addition to the Broilmaster line, melds features from the long-running P4 grills and the H3X grills, launched last year. Every Broilmaster gas grill features a 0.25-inch–thick aluminum casting for exceptional heat distribution. The H4X adds two single-level stainless-steel cooking grids, a warming rack, and a stainless-steel H-style burner—with dual controls—rated at 36,000 Btu. The result is a slightly smaller, competitively priced grill with premium performance. Available as an LP or natural-gas model on a black cart and as a natural-gas model on a black patio post or in-ground post, the H4X packages include the mounting, grill head, and one shelf. In addition to being sold in the packages, the H4X grill heads are offered à la carte to fit Broilmaster’s stainless-steel carts and posts. Contact: www.broilmaster.com. Circle Reader Service No. 134

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PRODUCT

Fused by Sunbrella Glen Raven Custom Fabrics introduces the Sunbrella® Fused collection, one of the newest offerings in Sunbrella furniture fabrics. The Fused collection represents the fusion of quiet serenity with an appreciation for color: neutral, easy-to-live-with grounds accented with saturated pink and yellow, for a look that is both metropolitan and livable. Fabrics shown are (from top): heritage char, canvas charcoal, parkway carbon, canvas hot pink, timeline caravan, spectrum daffodil, and sailcloth seagull. Contact: www.sunbrella.com. Circle Reader Service No. 136

Relax in Style The Relax dining group is as uncommonly beautiful as it is comfortable, featuring a distinctive braided weave and handsome cast legs and feet. The collection offers two sizes of woven-top tables—48-inch round or 84-inch rectangular—with tempered beveled glass. Both armchairs and high-back armless chairs feature Leisureluxe™ custom cushions, available in over 200 performance fabrics. The Relax collection is available in either savannah (as shown) or tobacco finishes. Contact: (770) 579-0414 or www.erwinandsons.com. Circle Reader Service No. 135

Harman TL 2.0 and 2.6 Harman™ unveils the latest wood-heating powerhouses in the TL line. The TL 2.0 and 2.6 are compact versions of the TL300 and complete the industry’s only top-loading steel stove line. These new units feature Harman FireDome Plus combustion technology to achieve impressive burn rates and advanced heating control. Optional cooking grills, blowers, and accent trim provide a custom look for every buyer. Deliver efficient, eco-friendly performance and reduced energy bills all year long. Offer distinctive, powerful, and responsible wood heating—in two new sizes. Contact: www.HarmanStoves.com. Circle Reader Service No. 137

GFP-24 Firepit

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Patio & Hearth Products Report January/February 2012

Golden Blount is pleased to introduce its new 24-inch firepit, with highly textured ceramic gas logs or brilliant fireglass. The GFP-24 is available in natural-gas or LP versions. Contact: (800) 833-1139 or www.goldenblountinc.com. Circle Reader Service No. 138

Forest-green Soft Weave Hammock Its wicker-woven ribbons of all-weather quilted fabric are resistant to staining, rot, mold, and mildew, yet have a softness to rival that of cotton. Fabric thread is solution dyed, so the Hatteras Hammocks® Soft Weave® hammock’s vibrant forest-green color isn’t applied through washing or dipping; instead, it goes into the thread fiber while it’s still in a liquid state, for incomparable fabric colorfastness. Cumaru-wood spreader bars and zinc-plated steel hardware further boost both looks and durability. Contact: (252) 758-0641 or www.thehammocksource.com. Circle Reader Service No. 139

Woodland Timbers Gas Log Set Hargrove introduces Woodland Timbers, the newest addition to its Radiant Heat series of vented gas logs. Woodland Timbers expands the ember-glow viewing area, allowing abundant radiant heat to come into the living space. Each Woodland Timbers set comes with beautifully textured logs and charred fiber chunks that glow red hot in the center of the ember bed. Woodland Timbers log sets are available in 21-, 24-, 30-, and 36-inch models, in addition to see-through versions. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 140

BigJoe by Kamado Joe BigJoe is engineered to outsell all other extra-large grills. It is upgraded with a split firebox and split heat deflector for simultaneous direct and indirect cooking. BigJoe’s most innovative features include a counterbalanced hinge (for sturdiness and easy opening) and a new internal ash collector for quick cleaning. Contact: (678) 866-0642 or www.kamadojoe.com. Circle Reader Service No. 141

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Looking for originality? Elmira’s unique vintage-styled appliance lines offer exclusive territories, national advertising support and excellent proﬁt potential. Choose from Antique or retro-cool Northstar.

Heritage by Sunbrella New this year from Glen Raven Custom Fabrics is the Sunbrella® Heritage collection of furniture fabrics. Heritage is the first Sunbrella Renaissance fabric. Heritage’s 50–50 blend of virgin and recycled Sunbrella fiber gives it distinctive charm, high performance, and 100% Sunbrella reliability. It’s available in the 12 colors shown (from top): papyrus, ashe, alpaca, wheat, moss, leaf, pumpkin, garnet, mink, denim, granite, and char. Contact: www.sunbrella.com. Circle Reader Service No. 142

Charred Stack Log Set Golden Blount is pleased to introduce its new Charred Stack vent-free gas log set. The Charred Stack set features Golden Blount’s Texas Stack crisscross technology, with a realistic flame pattern and a glowing ember bed. The Charred Stack is available in natural-gas or LP versions and comes in 24- and 30-inch sizes. Contact: (800) 833-1139 or www.goldenblountinc.com. Circle Reader Service No. 143

RANGES • COOKSTOVES RANGE HOODS • MICROWAVES REFRIGERATORS • DISHWASHERS

Itasca Hearthland Products is pleased to feature its Itasca pellet stove, which is made in the United States and is supported by more than 65 years of engineering and manufacturing experience. The attractive Itasca heats up to 2,500 square feet, providing 51,300 Btu per hour, and features four heat settings and five fan speeds. Its CrystalClear™ viewing glass has magnetic sides that provide easy access for routine maintenance. It has a large (70-pound) hopper capacity. Contact: www.hearthlandproducts.com. Circle Reader Service No. 144

Adorned with nickel, brass, copper or chrome, each custom-built appliance is true to its era. Models available in gas, electric, wood-burning or dual fuel.

Think outside the stainless steel box. ElmiraStoveWorks.com 1 800 295 8498 Circle Reader Service No. 68

Patio & Hearth Products Report January/February 2012

Violet Pebble Yellow Outdoor Rug With a delicate foliage pattern in calming, soft hues, this effortlessly attractive Sawgrass Mills® outdoor rug by Hatteras Outdoors recalls timeless Japanese floral prints, designed to soothe both sight and spirit. Handhooked in the age-old Eastern manner from synthetic DuraCord® yarns, Violet Pebble yellow is resistant to rot, mold, mildew, fading, and staining, yet has the sought-after softness of cotton. Coming in either 5x8-foot or 8x10-foot sizes, this heirloom-quality rug is also available in garnet and pesto color palettes. Contact: (252) 758-0641 or www.thehammocksource.com. Circle Reader Service No. 145

Refractory Panels Hargrove Premium Products has introduced a new series of replacement refractory panels. Multiple sizes are available, and panels can be cut to fit sizing requirements. Each panel is steel and fiber reinforced. Some models are available for UPS shipment. Contact: (800) 725-4166 or markh@e-hargrove.com. Circle Reader Service No. 146

New CSA-certified Match-lit Firepit Insert Hearth Products Controls has introduced a new line of match-lit firepit inserts. CSA certified as meeting the Decorative Gas Appliancesâ&#x20AC;&#x201D;Outdoor Fireplaces standards, they feature a stainless-steel pan and burner, a natural-gas or LP orifice, flex line, and a key valve. There are eight models, including three linear units, with burners of up to 48 inches; two bowl styles, with 12- or 18-inch burners; and three flat-pan styles using 6-, 12-, or 18-inch burners. They are ideal for copper or concrete bowls. Top off your firepit with decorative rocks or logs. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 147

Heat & Glo Cosmo 32 Homeowners who seek a contemporary fireplace need look no further than the casual (yet sophisticated) Heat & GloÂŽ Cosmo 32 fireplace. Featuring the smallest contemporary linear design on the market, the Cosmo 32 brings style to more spaces. Instead of fiber logs, it features shimmering glass or ceramic stone media for a contemporary, updated style. The black glass refractory liner reflects a ribbon of flames across the length of the firebox. With two sleek fronts and five color options, the Cosmo 32 will perfectly accent any modern space. Contact: heatnglo.com. Circle Reader Service No. 148

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New Unfinished Firepit Enclosures

Memphis Elite Wood Fire Grill New for 2012 is the Memphis Elite Wood Fire™ grill by Hearthland Products. The Memphis now comes in a 39-inch built-in or cart model that holds precise temperatures from 180 to 700 degrees. Made in the United States, the Elite is a wood-pellet three-in-one outdoor-cooking center: a high-temperature grill, a low-and-slow smoker, and a true convection oven controlled by its exclusive Intelligent Temperature Control™ (ITC). At the touch of a button, the ITC sets and maintains precise temperatures. Sear a steak at 700 degrees, low-and-slow smoke ribs, or even bake a pie. Consumers no longer have to choose between flavor and convenience. Contact: www.hearthlandproducts.com. Circle Reader Service No. 149

Hearth Products Controls has introduced a new tapered, unfinished firepit-enclosure series. Available in round, square, and rectangular models, the enclosures have strong, welded internal frames; G90 galvanized framing material; and HardieBacker® sheeting material. Outdoor adhesive and ceramic screws are used in construction, and they are rolled—curved without scoring or altering their integrity. Properly vented for gas firepits, they are also available in custom sizes and shapes. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 150

905 Cast-iron Stove HearthDistribution.Com, Inc., introduces the newest addition to the Henan Hi-Flame line of world-class cast-iron stoves. These have previously been available only in Europe, but are now made available in the United States through HearthDistribution.Com, the exclusive North American distributor. The 905 cast-iron wood stove will be here for the 2012 burn season. This compact beauty offers simple, straightforward contemporary/modern styling; has a large window, for great views; and uses 16.5-inch wood. The 905 cast-iron stove is fully certified. Contact: (360) 425-4200, info@hearthdistribution.com, or www.hearthdistribution.com. Circle Reader Service No. 151

Looftlighter The Looftlighter® is the fastest, cleanest, safest, and easiest method for lighting your barbecue grill or wood fireplace. The Looftlighter ignites wood or charcoal in fewer than 60 seconds with its patented hot-airstream process. Simply plug the Looftlighter into a wall socket and touch the nose of the lighter to your wood or coals. In about 15 seconds, sparks will appear. At this point, withdraw the Looftlighter by 3 to 6 inches and continue heating the same spot. Before you know it, you will have a roaring fire. Contact: (845) 877-7321 or www.looftusa.com. Circle Reader Service No. 152

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New Slimline Single-element Heaters

Hitzer 30-95 EZ-Flo Hopper Stove

The new Slimline single-element heater by Infratech incorporates a specially designed electric quartz heating element that produces safe infrared energy. With crisp, modern styling; brushed-stainless trim (with an optional dark, contrasting housing); and a narrow profile, a Slimline heater virtually disappears into the surrounding decor. Contact: www.infratech-usa.com. Circle Reader Service No. 153

The Hitzer 30-95 EZ-Flo hopper stove is an outstandingly efficient and convenient heating source. With a 30-pound hopper, this stove has extended long burns and produces over 60,000 Btu of evenly warm temperatures. The advanced technology of a removable hopper is an added convenience of this top-choice stove. Like all Hitzer stoves, the 30-95 is thermostatically controlled, and it provides heating without electricity. With heating capabilities of up to 2,000 square feet, the EZ-Flo meets your heating needs, as well as providing beauty and charm for oneâ&#x20AC;&#x2122;s home. The full-view firebox window allows easy viewing that creates cozy, warm relaxation. With a stove color to match your home, the Hitzer 30-95 will decorate your home, produce cost-efficient heat, and create a warm and soothing environment. Contact: (260) 589-8536 or www.hitzer.com. Circle Reader Service No. 155

Ironhaus Express Direct-vent screens are the newest and best-value handcrafted face for gas fireplaces now available. They convert a potentially dangerous fireplace into a safe and very attractive element of art, all at pricing your customer will find irresistible. Contact: www.ironhaus.com or (866) 880-0900. Circle Reader Service No. 154

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577IU Cast-iron Wood-burning Fireplace Insert HearthDistribution.Com, Inc., introduces the first fireplace insert in the Henan Hi-Flame line of world-class cast-iron stoves, which have previously been available only in Europe. Now, they are made available in the United States through HearthDistribution.Com, the line’s exclusive North American distributor. The 577IU cast-iron wood-burning fireplace insert is fully certified and will be available for the 2012 burn season. The 577IU continues the understated elegance of all Hi-Flame stoves with its simple (yet stately) lines. It gives the user an unobstructed view of the fire, uses wood up to 24 inches long, and includes a decorative cast-iron surround-panel system. Contact: (360) 425-4200, info@hearthdistribution.com, or www.hearthdistribution.com. Circle Reader Service No. 156

Looft Tranchier Set The Looft Tranchier set is a dishwasher-safe carving knife with a case that doubles as a carving fork. An opening in the safety sleeve allows water to drain, when the set is in the dishwater—and also doubles as a bottle opener. The Looft Tranchier set is a must-have tool for the grill. Contact: (845) 877-7321 or www.looftsusa.com. Circle Reader Service No. 157

Aesthetically Pleasing Infratech’s low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact. Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. Contact: www.infratech-usa.com. Circle Reader Service No. 158

ComboJoe by Kamado Joe ComboJoe is the only combination gas and ceramic grill on the market. It is also the only gas grill that accepts any 18-inch ceramic grill. ComboJoe comes equipped with 304 stainless-steel tube-type burners that carry a 15-year warranty. ComboJoe offers an upselling opportunity to dealers and also provides an opportunity to sell to existing kamado customers. Contact: (678) 866-0642 or www.kamadojoe.com. Circle Reader Service No. 159 Circle Reader Service No. 72

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Chimney Pots From European Copper by Jack Arnold Distributed to the hearth industry exclusively through Lennox Hearth Products, European Copper by Jack Arnold brand chimney pots add aesthetic beauty to any home, while also offering tremendous functional benefits. Compatible with wood or direct-vent/B-vent gas fireplace systems, these stylish chimney pots are completely enclosed on top, greatly improving the smoke draw of the chimney. They also prevent waterâ&#x20AC;&#x201D;the main catalyst for mold and mildewâ&#x20AC;&#x201D;from entering the home, as well as preventing small pests from entering the flue. Contact: www.lennox.com. Circle Reader Service No. 160

Ironhaus

Patented USA #D562, 959 Patent Pending USA

Ironhaus is proud to introduce the new addition of freestanding screens to its popular fireplace-door line. Available in rectangular or arch, and in all the finishes and textures your customers love, this much-anticipated line is sure to be a hit on your display floor. Freestanding screens are available in stock and customizable sizes. Call Ironhaus for pricing and details. Contact: www.ironhaus.com or (866) 880-0900. Circle Reader Service No. 161

Valor L1 Linear Series Showcasing leading-edge design, high-quality finishes, and high efficiency, the L1 series combines Valorâ&#x20AC;&#x2122;s proven performance with the latest in linear design. The L1 provides two stunning fuel-bed designs (known as the Long Beach and Murano glass), both backed by steady, radiant warmth. Firebed liners include sand fluted, black fluted, and black reflective enamel. Contact: www.valorfireplaces.com. Circle Reader Service No. 162

Championship Barbecue Rubs How do you gain repeat business and traffic in your store? Become the expert in Championship barbecue rubs. These eight nationally and regionally recognized brands will keep your customers coming back to your store for more. From Kansas City to Texas to Carolina to Memphis, this display has 48 units of the best barbecue rubs in the country and is an attractive addition to your grilling accessories. Contact: (800) 241-0070 or www.oldworldspices.com. Circle Reader Service No. 163

Announcing our Complete Direct Vent System BDM now offers a complete rigid and ďŹ&#x201A;exible gas direct vent system in both 6 5/8â&#x20AC;? and 8â&#x20AC;? diameters. With best in industry features that include: tĂ¸4UBJOMFTT TUFFM JOOFS nVF tĂ¸1PXEFS DPBU CMBDL BOE DPMPSFE QJQF components tĂ¸ EFHSFF QPTJUJWF TOBQ MPDL EFTJHO tĂ¸%FDPSBUJWF UFSNJOBUJPOT tĂ¸5FTUFE BOE -JTUFE UP "/4* ; $4" Currently acquiring approvals with most major ďŹ replace brands.

800-729-9505 www.dalsinmfg.com

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PRODUCT

Chimney Classics by Jack Arnold Steel Chimney Pots

Hitzer Energy Master II Model 710 Stoker Furnace

Constructed of high-quality steel in a painted copper finish, the Chimney Classics by Jack Arnold line offers the aesthetic elegance of the European Copper by Jack Arnold brand chimney pot, but at a price that will appeal to a wide variety of homeowners. These new and

Hitzer, a leading manufacturer of coal stoves, introduces the Energy Master II model 710 stoker furnace. Approved for installations in the United States and Canada, the 710 stoker furnace features a Coal-Trol digital thermostat, a Btu output of up to 150,000, a 1,000-cfm blower, a filter box, and a stainless-steel hopper. Contact: (260) 589-8536 or www.hitzer.com. Circle Reader Service No. 164

TherMix DuraVent presents TherMix®, a ready-mix, vermiculite-based masonry material that cures into a lightweight, semihard mass that forms a thermal insulation barrier to keep flue gases warm and exterior chimney-surface temperatures within safe limits. TherMix acts as a masonry filler. When poured into the masonry chimney, it fills voids and cracks, eliminating airflow and moisture buildup between the liner and chimney. Nontoxic and safe, it reduces creosote buildup. There’s no leaking, separating, or deteriorating with TherMix, field tested since 1984. Contact: (800) 835-4429 or www.duravent.com. Circle Reader Service No. 165

budget-friendly chimney pots, distributed to the hearth industry exclusively through Lennox Hearth Products, feature stylish looks with clean lines and two different silhouettes from which to choose. Contact: www.lennox.com. Circle Reader Service No. 166

NEW For 2012! Introducing the 39” Memphis ELITE

Booth #541

Looking for Qualiﬁed Dealers and Sales Representatives 888-883-2260

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www.hearthlandproducts.com www.memphisgrills.com

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Uptown With a modern look in granite and stucco, the Uptown firepit table is designed with clean, simple lines and is engineered to showcase a stunning, glowing fire that is sure to heat up your outdoor space. This two-tiered table is functional, as well as beautiful, and it makes for a perfect area to entertain. Contact: (866) 303-4028 or www.OutdoorRooms.com. Circle Reader Service No. 167

St. Tropez South Sea Rattan’s St. Tropez collection features powder-coated aluminum frames with the company’s new extra-wide polyethylene synthetic wicker in an espresso finish. The St. Tropez collection consists of a sofa, a love seat, a chair, a swivel glider, an ottoman, curved love seats, a sectional, occasional tables, and two sizes of outdoor dining tables. The St. Tropez collection is one of South Sea Rattan’s largest collections and includes every item needed to complete the ideal outdoor room. The collection is in stock for immediate shipment from South Sea Rattan’s East Coast or West Coast warehouses. Contact: www.southsearattan.com. Circle Reader Service No. 168

Vermont Castings Aura Directvent Gas Linear Fireplace With an amazing 70-inch viewing area, a wider fireplace is manufactured by no other brand.* A number of exterior and interior style options make it easy to create a unique look that’s stunning, in residential or commercial settings. The Aura’s size doesn’t compromise its convenience, however. The longest standard production fireplace using only one 5x8-inch vent pipe,† the Aura is easy to install and maintain. The exclusive Total Signature Command™ system offers ultimate fireplace control. *Applies at the time of publication, based on standard production models and excluding custom models. †Applies at the time of publication, excluding custom models; other similar noncustom models require nonstandard venting and, in some instances, dual vents, increasing overall installation costs. Contact: www.vermontcastings.com. Circle Reader Service No. 169

Side Burner Modern Home Products Corp. has redesigned its stainless-steel side burner to match the look and feel of its stainless-steel shelves, giving the grill a more cohesive and contemporary appearance. A removable lid makes this burner even more versatile by allowing the use of larger pots, pans, and woks. The optional premium stainless-steel side burner is rated for 12,000 Btu, has its own electronic ignition, and is factory assembled for simple installation. Contact: www.mhpgrills.com. Circle Reader Service No. 170

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New Rock and Glass Kit From Valor Available on the Horizon, H4, and Legend G3 insert models, this accessory kit includes both clear and black glass beads for installation, depending on customer preference. A contemporary upgrade for Valor fireplaces and inserts, the rock and glass kit (shown here with the Legend G3 insert) further diversifies the Valor product line. Contact: www.valorfireplaces.com. Circle Reader Service No. 171

Flexible Natural Stone

Old World Spices & Seasonings Old World Spices & Seasonings has introduced must-have grilling accessories. These Championship rubs and sauces are award-winning national brands and are the perfect complement to your grill area. Old World is your one-stop shop for over 25 varieties of barbecue rubs and five varieties of sauces. One taste, and they will keep your customers coming back for more. Contact: (800) 241-0070 or www.oldworldspices.com. Circle Reader Service No. 172

MLW Stone introduces flexible natural stone. This revolutionary new slate product comes in 2x4-foot sheets and a 1- to 2-millimeter thickness and is offered in eight different color choices. The thin slate veneer is ultralight, easy to bend, and ideal for use on curved walls or as a fireplace facing. Other applications include outdoor-kitchen islands, firepits, grill stands, mantel

New DuraFlex Pro Kit DuraVent’s DuraFlex Pro liner is ovalized to make for problem-free installation for wood-burning inserts. One kit carton contains a continuous length of DuraFlex Pro liner (4 feet, ovalized, allowing for easy passage through the damper opening without damaging/cutting the damper). A top plate with a welded storm collar and cap allows the flex to remain secured to the storm collar/top plate when the cap section is removed for inspections and cleaning. Choose 25- or 35-foot liner lengths. Contact: (800) 835-4429 or www.duravent.com. Circle Reader Service No. 173

Plazmafire by Napoleon It’s a modern, vent-free gas fireplace that hangs on your wall. Ideal for modern/contemporary rooms, Napoleon’s WHVF31 Plazmafire™ features easy installation plus all of the conveniences of a vent-free gas fireplace. Virtually endless installation possibilities make it almost as easy as hanging a picture on the wall. With an impressive 30x15-inch viewing area and 20,000 Btu, Napoleon’s Plazmafire is a great addition to the company’s vent-free fireplace collection. The Plazmafire comes standard with a topaz CRYSTALINE™ ember bed and a slate brick panel that adds to the modern look. Contact: (800) 461-5581 or www.napoleonfireplaces.com. Circle Reader Service No. 174

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accents, entertainment centers, and more. Please request samples today and consider the possibilities. Contact: (800) 477-7665, henry@mlwalker.com, or www.mlwstone.com. Circle Reader Service No. 175

SearMagic by ProFire ProFire® grills now have SearMagic® cooking grids available as an upgrade on Professional series grills. These high-performance, rust-free, hard-coat anodized aluminum cooking grids heat up faster and cook foods at a uniform temperature. The reversible grids provide increased versatility, with a ribbed side for grilling steaks, chops, burgers, and ribs (branding them with sear lines); the smooth side is ideal for cooking delicate foods, such as fish, other seafood, and vegetables—and even French toast. Contact: www.mhpgrills.com. Circle Reader Service No. 176

New Vermont Castings 2012 Signature Series Grills Manufactured in the United States from 304 true stainless steel* and the company’s hallmark cast iron, the 2012 grills feature Vermont Castings’ Signature FlavorSeal system and deliver the premium quality and performance that your customers expect. Vermont Castings is proud to say that its Signature series grills now provide even more standard features—including a propane tank pull-out tray and a sear burner on the 422 and 522 models and an all-new tool kit and cover for every model. *This excludes the 332 model. Contact: www.vermontcastings.com. Circle Reader Service No. 177

The New PelletDécor The PelletDécor is the exciting new furniture-quality storage and dispensing system for anyone using heating pellets in the home. The PelletDécor adds style and elegance to any room, eliminating the daily chore of struggling with unmanageable pellet bags or unsightly containers. While taking up less than 4 square feet of floor space, the PelletDécor holds 250 pounds of heating pellets. A panel door on the front opens downward, providing access to a lever that introduces the pellets into the transfer bucket hidden inside; then, using this transfer bucket, you can easily fill the hopper on the stove. Contact: www.pelletcan.com. Circle Reader Service No. 178

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Prestige P308 Series The new P308 grill by Napoleon® is built with high-quality engineering and full power function, with a unique compact size for convenient use and storage. It boasts the unbelievable SURE FOLD™ easy-folding side shelves. At one-third of the price of a full-size Prestige® series grill, the P308 will save money and space. Reducing quality or power is never an option at Napoleon. The P308 is a fully functioning, high-powered unit with 44,000 Btu. It feeds a family of six or more, with 483 square inches of total cooking space. It’s a heavy-duty, entry-level, Canadian-made grill; Napoleon just made it more compact to give even more added value and options for those with limited outdoor-living space. Contact: (877) 588-2220 or www.nacdealers.com. Circle Reader Service No. 179

Ventis Class-A All-fuel Chimney System The Ventis® class-A all-fuel chimney system by Olympia Chimney Supply is manufactured in Scranton, Pennsylvania, and is UL 103 HT listed. It is available with either a 304L or a 316L inner wall and offers a variety of components designed to meet your specific needs. Ventis class-A is backed by Olympia’s forever warranty and is only available directly from the manufacturer. As the company’s motto says, Ventis: It’s simply perfect. Contact: (800) 569-1425 or www.olympiachimney.com. Circle Reader Service No. 180

Cypress Aluminum Firepit by OW Lee The new Cypress aluminum chat-height firepit continues in OW Lee’s tradition of high-quality, reliable firepits and adds the element of lightweight, easy-care aluminum. Like all OW Lee firepits, the Cypress offers a beautiful fireside ambience using propane (and comes with a natural-gas converter). The Cypress firepit offers 57,000 Btu, with a custom-built 20-inch round stainless-steel burner and an adjustable flame that gives the warmth and comfort of a campfire, without the hassle of smoke and ash. Contact: (800) 776-9533 or www.owlee.com. Circle Reader Service No. 181

Broil King Keg Charcoal Grill The Broil King® Keg charcoal grill features a high-performance design that builds upon Broil King’s philosophy of engineering superior-performing grills that evoke passion for outdoor entertaining. Unlike most ceramic kamado-style grills, the Broil King Keg’s durable body is made of double-walled steel with high-grade insulation between the walls. This technologically advanced design holds temperatures at a narrow range for continuous, even heat. This allows consumers to cook low and slow and create moist, traditional U.S.-style barbecue in their own backyards. The steel body also offers outstanding durability through all weather conditions. The Keg features a total cooking area of 480 square centimeters, including a main cast-iron cooking grid that is perfect for locking in the heat and a secondary chrome coated rack ideal for more delicate foods, such as seafood. The Broil King Keg’s standard features also include a large precision temperature gauge, removable resin side shelves, and a durable stand with large wheels for portability. Contact: (800) 245-518 or www.broilkingbbq.com. Circle Reader Service No. 182

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PelletDuster Improve the performance and efficiency of your pellet stove by filtering out the fines, which are the sawdust particles that can be found in every bag of pellets. The PelletDuster wood-pellet screener is available either as a stand-alone device or as an accessory to the PelletDécor decorative storage unit. Simply pour the pellets into the PelletDuster. The sawdust particles will be filtered out and removed. Clean pellets will fall out the bottom. Contact: www.pelletcan.com. Circle Reader Service No. 183

SCHOTT ROBAX

Del Ray

SCHOTT ROBAX® has developed new creative decorations and colors. All colors and decorations are lead free, temperature resistant, and scratch resistant. Manufacturers can now choose from mosaics, playful graphics, and familiar frame designs using eight different colors, giving fireplace or stove glass ceramics distinctive designs that will distinguish them from standard products. Contact: (941) 831-2200 or www.schottobax.com. Circle Reader Service No. 184

The Del Ray collection is crafted from the finest and most realistic synthetic wicker in the outdoor industry. It even feels like natural wicker, but has the durability and easy maintenance that powder-coated aluminum frames and synthetic wicker provide. The Del Ray collection is a comprehensive group of dining pieces, seating (including sectionals), sofas, motion pieces, and occasional pieces for the outdoor room. The collection is in stock for immediate shipment from South Sea Rattan’s East Coast or West Coast warehouses. Contact the company for surprisingly affordable pricing. Contact: www.southsearattan.com. Circle Reader Service No. 187

Taste the Potential Achieve old-fashioned, smoky flavor and smoking hot profits with the WoodMaster Whole Hog pellet grill. The 1,380–square-inch cooking surface, plus the optional 1,000–square-inch second rack, provide balanced heat to keep up with hungry guests. It’s easy to envision the sales potential—and even easier when you get a bite of the tasty, wood-fired results. Check out this unique product for yourself at the company’s website. Contact: www.WoodMasterPelletGrills.com. Circle Reader Service No. 185

Key Largo A showcase of fire, the Key Largo firepit features a beautiful, glowing fire that dances atop a bed of fireglass. The focal point of the design is a striking 12x42-inch stainless-steel Crystal Fire burner. This simple, modern design will look great in any outdoor-living space. Contact: (866) 303-4028 or www.OutdoorRooms.com. Circle Reader Service No. 188

Regency Horizon HZ33E

The Regency Horizon™ HZ33E adds drama to any space with stylish surrounds and stunning firebed options. Set in a seamless designer frame, the new HZ33E creates a stunning firescape display featuring reflective panels that amplify a ribbon of flames set on a full bed of shimmering crystals or spa stones. The shallow depth (12 3/4 inches) takes less space while delivering efficient midlevel heat output, for just the right amount of warmth. Using less space without sacrificing style, the HZ33E offers endless design options that can easily be integrated into any living space. Contact: www.regency-fire.com. Circle Reader Service No. 186 Circle Reader Service No. 79

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PRODUCT

Aurora Dual-fuel Grill For grillers who appreciate both the convenience of gas and the unmistakable aroma and flavor that come from hardwood cooking, Fire Magic is pleased to present the Aurora A830i dual-fuel grill. Measuring a generous 50 inches wide, the two-in-one grill features dedicated gas and charcoal cooking areas and boasts 50,000 Btu (with an additional 16,000 Btu for backburner use). An easy-to-use, 26,000-Btu gas burner is designed to ignite the charcoal or wood fuel quickly, eliminating the need for toxic lighter fluids. Independent hoods for each fuel type feature a thermometer for precise grilling and smoking. The grill is designed specifically for built-in applications. The addition of the A830i dual-fuel grill is another way that Fire Magic is making the perfect outdoor kitchen a reality. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 189

SCHOTT ROBAX An important trend in modern home design is the concept of personalization. The broad array of design colors and patterns that SCHOTT ROBAX® offers allows for this type of customization to continue onto the fireplace. Currently, SCHOTT ROBAX glass ceramic is available with decorative patterns in 15 different colors, ranging from polar white or amber gold to autumn red or mystic black. These colors, matched with your choice of pattern and shape, allow for a fireplace viewing panel that fits your exact style. Now, your fireplace can be wonderful to look at even when there isn’t a fire inside. Contact: (941) 831-2200 or www.schottrobax.com. Circle Reader Service No. 190

Ventis Double-wall Black Stovepipe Ventis® double-wall black stovepipe is part of the Ventis family of products manufactured by Olympia Chimney Supply (Scranton, Pennsylvania). It is made from corrosion-resistant 400 series stainless steel and has an attractive outer black surface, made of durable aluminized steel to withstand temperatures of up to 1,200 degrees in continuous operation. It is UL listed as meeting ULC S641 and UL 103 standards and carries a lifetime warranty. Contact: (800) 569-1425 or www.olympiachimney.com. Circle Reader Service No. 191

Corsica Firepit by OW Lee To continue expanding on its top-selling firepits, OW Lee’s new Corsica chat-height firepit is designed for those looking for a smaller and more affordable outdoor firepit—without sacrificing the quality and reliability for which OW Lee is known. With a 30x50-inch rectangular hearth, the Corsica fits nicely around deep seating pieces, such as two- or three-seat sofas (or in areas where space is limited). The hearth top is designed to sit inside a captured rim, which allows the 37,000-Btu firepit to be transported around the backyard as one unit. Contact: (800) 776-9533 or www.owlee.com. Circle Reader Service No. 192

Patio & Hearth Products Report January/February 2012

Papillon Hollywood designer Michael Berman has teamed up with leading luxury outdoor-furnishings manufacturer Brown Jordan to design the new Papillon collection, a fluid, contemporary take on woven seating, chaises, and tables. Curvilinear, textural, and cocoon-like in shape, with subtle wing details, Papillon’s simplicity offers deep, comfortable seating with a soft silhouette. In muted, earthy tones, the designs are meant to blend organically with any exterior or interior style. In envisioning the collection, Berman was inspired by the free spirit and individuality of the papillon (butterfly)—its beauty, grace, life of transformation, and quiet harmony with nature. Contact: www.brownjordan.com. Circle Reader Service No. 193

Join an Industry Leader The WoodMaster Force 20 is a hot-air heat exchanger that is powered by pellets. It conveniently sets up next to existing forced-air systems and operates at high efficiency. It requires little space and is perfect for the garage, workshop, and home. Learn how this new product can add some green to your bottom line at the company’s website. Contact: www.WoodMaster.com. Circle Reader Service No. 194

Regency Liberty L965E The Regency Liberty™ L965E combines the elegance of a larger, traditional-masonry fireplace with today’s clean-face louverless style. A perfect fit for open-concept living rooms and greatrooms, the L965E is designed to deliver high-efficiency heat with a wide range of heat-output and control options. With the push of a button, you can reduce heat while still keeping the flames in the front of the fireplace for maximum effect and ambience. Contact: www.regency-fire.com. Circle Reader Service No. 195

Carmel The new Carmel by Twin-Star International is a multifunction media cabinet with integrated wire management. It features infrared heating using three infrared quartz tubes, and it plugs into a standard 120-volt, three-prong grounded outlet. With a heat output of 5,200 Btu, it warms a room of up to 1,000 square feet. The Carmel’s Mission-style panel design includes adjustable wooden shelves with a premium pecan cherry finish on both sides. Contact: www.twinstarhome.com. Circle Reader Service No. 196

Fireplace Utensils and Holder Smart and sensibly styled, these fireplace utensils and holders are designed in Italy by Studio Barazzuol/Malisan and Ferrari and imported by Wittus. Meant to be admired as art (as well as working tools), the Giove utensil holder is the perfect complement to the Stilus utensil set. Stainless-steel bodies and leather-trim handles combine to make a unique set of tools fit for every fire. The leather colors available are black, gray, dark brown, tobacco, red, and green. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 197

Broil King Premium Grilling Accessories With over 25 years of experience building premium barbecues, Broil King® is a name that has become synonymous with quality. For 2012, Broil King launches a line of professional grilling accessories to complement and enhance the outdoor-cooking experience. The Broil King line of premium grilling tools and lifestyle accessories is designed for the consumer who is looking for professional-caliber grilling tools. The premium line includes lifestyle accessories to expand a griller’s menu offerings; accessories such as the deep-dish grill wok and stone grill set allow consumers the opportunity to create restaurant-quality meals in their own backyards. Contact: (800) 245-518 or www.broilkingbbq.com. Circle Reader Service No. 198

Double-wall Stovepipe Selkirk announces a double-wall stovepipe with professional features, offered exclusively to the hearth market. Model DCC double-wall stovepipe is UL/cUL listed as a connector pipe between a wood stove and chimney. The smooth lines of the black outer wall allow for slip connectors and easy installation. Selkirk received favorable feedback on this product line at HPBExpo in Reno, Nevada. Since that time, Selkirk has gone back and listed DCC for 6-inch clearance on all diameters and in all installation configurations—giving DCC the closest clearance of all stovepipes on the market. Selkirk has also gained the cUL S-641 listing for sales of DCC in Canada. DCC double-wall stovepipe is now in stock at the company’s Turners Falls, Massachusetts, and Prescott, Ontario, distribution centers, so place orders now for combined shipment with your existing orders for chimney and venting products. Contact: (800) 443-6341 (United States), (888) SELKIRK/735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 199

Dolce Create a special spot that becomes the heart of the home with the refreshing appeal of Couristan’s new Dolce collection. Designed to withstand the outdoor elements, yet stylish enough to be used in indoor settings, Dolce features a variety of patterns, ranging from sophisticated traditional motifs to bold florals. Offering the largest color bank of all of the company’s power-loomed outdoor/indoor collections, Dolce fashions have a unique aesthetic that varies from subtle and simple to vibrant and intricate. Woven of 100% fiber-enhanced Courtron™ polypropylene with polyester accents, this dynamic collection is mold and mildew resistant to provide long-lasting performance in open-air living spaces where water and moisture are prevalent. Contact: (201) 585-8500 or www.couristan.com. Circle Reader Service No. 200

January/February 2012 Patio & Hearth Products Report

PRODUCT

UltimateONE UltimateONE offers the latest technologies in factory-built chimney design, providing superior performance, durability, and safety. UltimateONE’s inner liner and outer casing are constructed of all-welded 304 stainless steel for superior strength and corrosion resistance. Engineered with a web coupler design using an inch of Superwool insulation that makes contact at the seam, UltimateONE allows for pipe expansion and eliminates cold-air infiltration. Because UltimateONE is locked together with a latch-type locking band, no-tool installations are quick, solid, and secure every time. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 201

Belmont The new Belmont by Twin-Star International features infrared technology and has a full-length, open center shelf for media components, with integrated wire management. The console contains interior lighting in both cabinets and has adjustable glass shelves. The Belmont uses three infrared quartz tubes for heating and plugs into a standard 120-volt, three-prong grounded outlet. With a heat output of 5,200 Btu, it warms a room of up to 1,000 square feet. Contact: www.twinstarhome.com. Circle Reader Service No. 202

Stylish Pellet Holders Designed exclusively by Apros of Italy and imported by Wittus, these steel bins for storing pellets make it easy to keep a pellet stove brightly burning. Cleverly integrated elements of industrial materials and color produce a product that is fashionable and functional. The accented color handles and refined bodywork add style when the bin is placed next to a stove or stationed conveniently nearby. The available metal color accents are orange, gray, white, green, and tan. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 203

Bella-Dura Shown (from top) are three patterns from the Bella-Dura™ 2012 line. Mariner’s Reef is a large-scale pattern, inspired by vintage wallpaper, that portrays a coral motif with both whimsy and sophistication. Summer Tide is an up-the-roll stripe constructed with a ribbed weave that lends this pattern a dry look and hand. Template is a unique all-over graphic, hand drawn by Hable. The Hable artwork was then interpreted in Bella-Dura using a basketweave ground and line work that is reminiscent of embroidery. Contact: (800) 544-0478 or www.bella-dura.com. Circle Reader Service No. 204

Patio & Hearth Products Report January/February 2012

Real-Fyre’s New G21 Contemporary Burner Light up indoor and outdoor rooms with Real-Fyre’s new G21 contemporary burner. It features polished-stainless construction, a remote-ready valve system, and vented/vent-free certification, and it is specially engineered for glass and gems. Dazzling with Fyre Glass or Fyre Gems, the burner is available in 18-, 24-, and 30-inch sizes. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 205

Stove Paint Thurmalox® stove paint, a high-quality, premium coating, is available in a palette of decorative colors. Thurmalox stove paint takes stove restoration beyond traditional black; the line includes a rainbow of colors to match stove, stovepipe, and hearth accessories to a room’s decor. This fast-drying, long-lasting, heat-resistant silicone coating withstands intense heat (up to 1,200 degrees) and resists blistering, peeling, or flaking. Thurmalox stove paint enhances stoves and stovepipes, fireplace andirons, screens and grates, barbecues, gas grills, and hibachis. Stovepaint.com now offers Thurmalox stove paint in white. Thurmalox 290-00 is a high-temperature white paint that is durable and will not chip, fade, yellow, or crack after proper surface preparation. It’s available in quarts, gallons, five-gallon pails, and aerosol cans (coming soon). Contact: (617) 389-2805 or www.stovepaint.com. Circle Reader Service No. 206

Fire Glass by Galaxy Outdoor Due to the ever-increasing demand for Galaxy Outdoor’s fire features, along with its extensive line of standard and custom-designed firepits, fire tables, and fireplaces, Galaxy Outdoor recently announced the introduction of its new Galaxy Fire Glass™ product line, which is 100% green and is made in the United States from 100% recycled glass. The glass is tempered for use in high-temperature applications and is available in either a regular finish or an iridescent finish; crushed fireglass can be reflective or nonreflective. Firebeads are available in a small, rounded shape. Their size ranges from 1/4 inch to 2 inches, with multiple choices of brilliant colors. Galaxy Fire Glass gives you virtually unlimited options for enhancing your fire features. Galaxy Fire Glass is priced on a per-pound basis and packed in either 10- or 20-pound cartons (except for the 2-inch size, which is packed in 25-pound cartons). Contact: (702) 448-5600 or www.GalaxyOutdoor.com. Circle Reader Service No. 207

Circle Reader Service No. 83

PRODUCT

Roma Designed by internationally acclaimed Danish architect Povl Eskildsen, the Roma collection marks Gloster’s 2012 entry into traditional aluminum—with a modern twist. The simple (yet elegant) cross signature of the new Roma collection can trace its heritage as far back as Roman times and forms the hallmark of the entire Roma collection, from dining through deep seating. The collection is available in either a refreshing crystal white finish or a more subdued matte gunmetal colorway. Roma’s elegance is not only in its styling, but also in its seamless, powder-coated aluminum welds, which give the appearance of each item of furniture being created from a single piece of metal. Contact: www.gloster.com. Circle Reader Service No. 208

Clear Diamond Nuggets For a unique look unlike any other, Real Fyre’s icy Clear Diamond nuggets set the standard. These crystal-like oversized nuggets exude a clean, modern feel, with their highly polished edges. Create the appearance of melting ice chunks and bring on the bling. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 211

Kipling

Cast-aluminum Bistro Groups Hansen Corp. has introduced cast-aluminum bistro groups in cottage colors for the spring 2012 season. Bradford bistro sets are available in four colors: sky blue, canary yellow, tomato red, and white. Sets are ready to be delivered and can be shipped via parcel service. Contact: hansencast@yahoo.com or www.hansencasual.com. Circle Reader Service No. 209

The Kipling collection by Summer Classics reproduces the colonial style of the British Empire with the smooth lines of a mahogany-finished frame and a double-woven back fashioned after traditional rattan. These sophisticated (yet casual) pieces add luxury and comfort to any outdoor space. Dine and recline in tribute to tradition—to the exotic—with the handsome Kipling collection. Contact: www.summerclassics.com. Circle Reader Service No. 212

Westport

Padded Sling

Designed by John Caldwell, Kingsley-Bate’s Westport dining group is equally suited for relaxed lounging or formal outdoor entertaining. The group consists of a dining armchair and a round dining table (available in 50- or 60-inch sizes). Each piece is made from the company’s premium all-weather wicker and a durable, rustproof aluminum frame. Attractive solid-teak bases accent the bottom of both chair and table legs. A clear, tempered-glass top is included in the price of the table. A cushion (specified with Sunbrella® or Outdura® fabric) is recommended for the chair and is sold separately. Contact: (703) 361-7000 or www.kingsleybate.com. Circle Reader Service No. 210

Patio & Hearth Products Report January/February 2012

Telescope’s new padded sling is available for all of the company’s current sling collections. Choose any of its 115 cushion fabrics or pick any suitable fabric from Sunbrella’s current stock book. The added comfort and the huge fabric selection make Telescope’s padded sling a must-have item. Contact: www.telescopecasual.com. Circle Reader Service No. 213

Continued from page 14

Great American Woodies, a division of Richey Industries, has added new traditional rockers to its extensive line of wood products for the 2012 season. The new rockers are available as part of the Southern Cypress collection

Pelican Reef Wicker Promotes Allen Calzadilla to President Pelican Reef Inc., manufacturer and distributor of high-quality casual furnishings, has announced the appointment of Allen Calzadilla as president of the company and all of its subsidiary companies. Calzadilla grew up in the business (beginning in 1996) and received his bachelor’s degree in 2001. Over

(which offers long-lasting natural beauty) and the distinctive Cottage Classic collection (in attractive white and Charleston green stain). All Great American Woodies products are proudly made in the United States and carry a

the past five years, he has successfully filled the position of executive vice president of Pelican Reef. Under his leadership, the company has experienced unprecedented growth and has introduced a significantly broader range of products. “I am honored to have the sup-

Profile

limited lifetime warranty. Great American Woodies also recently appointed several new sales representatives. Clayton Brown will represent the company in the West region, while Jeff Hagedorn will cover the Mid-South region

port of the company and appreciate the confidence they have in my ability to lead this great company,” Calzadilla says. “We have been able to evolve our business during these challenging times and are experiencing continued growth. I look forward to leading Pelican

and Sherry Yarborough will oversee the Carolinas region. The company’s president, Richey Smith, states that these representatives will be instrumental in expanding Great American Woodies’ market presence.

Reef to even greater heights in the years to come.” The position of president was previously held by Angel Calzadilla, who has moved to the position of CEO. In this role, he will continue to oversee the company’s strategic direction.

{industry}

Great American Woodies Adds Products and Appoints New Reps

56,000–square-foot facility that includes a 5,500–square-foot retail showroom. The retail showroom currently offers a variety of its iron products and has a large display of Summer Classics outdoor furniture.

CORPORATE

mom-and-pop store online,” Tisdale says. “We are not just order takers. Whatever a customer needs us to do, we are going to go above and beyond to get it done.” He explains that the problem with the online world is that everything is about slicing and dicing groups or batches, so he wants to personalize every contact as much as possible. The company’s websites feature photos of its individual team members, so people can actually see the people who are assisting them over the phone. “I had one guy tell me that he bought from us because he liked the staff photos,” Tisdale says. The entire team has been trained on the ins and outs of all the company’s products, and all team members have cooked with (or have seen a cooking demonstration using) the grills and kitchen items. The staff is encouraged to share its experiences with customers. “There is no company line. Our staff knows the products well enough to make personal recommendations,” Tisdale says, adding that the company only hires people who are truly committed to level of customer service for which it is known.

Continued from page 46

In January 2012, the company went back to its roots by opening a 6,000–square-foot brick-and-mortar retail store in Baton Rouge that shares the same property as one of the ShoppersChoice.com warehouses and administrative offices. Sales from the store will help offset costs associated with the

ground for the company’s online team. Every team member has the opportunity to work on the sales floor to gain experience working face-to-face with customers. “The new store serves many purposes, including giving us a chance to support the local market—which means it is a great supplement to our online business,” Tisdale adds.

facilities. Tisdale is particularly excited about the new store because it features a professionally landscaped ¾-acre backyard with over 20 outdoor-kitchen vignettes. These are manned by Tony Matassa, company chef, who holds regular cooking demonstrations. The retail store also doubles as training

SHARING THE PIE As the company continues to increase its business, it is adamant about the fact that it is not in existence to take business away from its brick-and-mortar counterparts, but rather to help grow the proverbial pie that both traditional and online retailers have to share. “I know that 98% of the people who visit our sites don’t make a purchase. They

will do their research online and then go elsewhere—which is often a retail store— to make a purchase,” Tisdale says. He explains that there are two types of buyers: those who need to touch and see a product and (in the other camp) those who want convenience. “People are going to purchase in the way that they feel most comfortable. If we can be an education source for those people who want to buy from a retail store, we are happy to be one.” Tisdale says. Being a brick-and-mortar retailer himself, Tisdale is especially committed to continuing to run ShoppersChoice.com as a responsible online retailer. He says, “Online retailers that compete just on price are bad for the industry, and they have given good online retailers a bad name by association. My hope is that we can continue to foster a symbiotic relationship with traditional dealers, so we both can enjoy profitability for a long time to come.”

Top: ShoppersChoice.com works with the best manufacturers to offer consumers what they want when it comes to grills, outdoor kitchens, and more. Bottom: The company plans to use its new Baton Rouge retail store as a training ground for its online sales team.

January/February 2012 Patio & Hearth Products Report

ad Advertiser

product profiles D I R E C T O RY

INDEX Phone

Website

Page

Agio ............................................(888) 997-7623 ..........www.agio-usa.com ............................5 American Fireglass ..........................(888) 264-1017 ..........www.americanfireglass.com ..............61 Bernard Dalsin Manufacturing ..........(800) 729-9505 ..........www.dalsinmfg.com ..........................73 Big Green Egg ..............................(770) 938-9394 ..........www.biggreenegg.com ....................49 Blaze King ....................................(509) 522-2730 ..........www.blazeking.com..........................57 Bromic Heating ..............................+61 (2) 9748-3900......www.bromicheating.com....................15 Bull Outdoor Products ......................(800) 521-2855 ..........www.bullbbq.com ............................29 California Outdoor Concepts ............(877) 274-6773 ..........www.californiaoutdoorconcepts.com ....35 The Companion Group....................(800) 521-0505 ..........www.companion-group.com ..............31 Dimplex ........................................(800) 668-6663 ..........www.dimplex.com ............................59 DiversiTech ....................................(866) 474-5572 ..........www.diversitech.com ........................69 Elmira Stove Works ........................(800) 295-8498 ..........www.elmirastoveworks.com ................68 Empire Comfort Systems ..................(800) 851-3153 ..........www.empirecomfort.com....................27 ENERVEX ......................................(800) 255-2923 ..........www.chimneyfans.com ......................60 Eon ..............................................(866) DIAL-EON ............www.eonoutdoor.com........................79 Erwin and Sons ..............................(770) 579-0414 ..........www.erwinandsons.com ....................39 Gensun Casual Living ......................(866) 964-4468 ..........www.gensuncasual.com ......................9 Glen Raven/Sunbrella ....................(336) 221-2211 ..........www.sunbrella.com ..........................23 Golden Blount ................................(800) 833-1139 ..........www.goldenblountinc.com ................71 The HammockSource ......................(800) 334-1078 ..........www.thehammocksource.com ............66 Hargrove Manufacturing ..................(800) 725-4166 ..........www.hargrovegaslogs.com ................62 Hearth & Home Technologies............(800) 669-4328 ..........www.hearthnhome.com ....................88 Hearth, Patio & Barbecue Association ..(703) 522-0086 ............www.hpbexpo.com..............................83 Hearth Products Controls ..................(877) 433-7001 ..........www.hearthproductscontrols.com ........53 Hearthland Products ........................(888) 883-2260 ..........www.hearthlandproducts.com ............74 Henan Hi-Flame Metal ....................(360) 425-4200 .......... www.hearthdistribution.com ..............51 Hitzer............................................(260) 589-8536 ..........www.hitzer.com ................................72 Infratech ........................................(800) 421-9455 ..........www.infratech-usa.com ......................11 Ironhaus ........................................(866) 880-0900 ..........www.ironhaus.com............................67 Kamado Joe ..................................(678) 866-0642 ..........www.kamadojoe.com........................54 Lennox Hearth Products ....................(800) 9-LENNOX ..........www.lennox.com ................................3 Looft USA ......................................(845) 877-7321 ..........www.looftusa.com ............................75 M&G DuraVent ..............................(800) 835-4429 ..........www.duravent.com ..........................58 Miles Industries ..............................(800) 468-2567 ..........www.valorfireplaces.com ..................21 MLW Stone ..................................(800) 477-7665 ..........www.mlwstone.com ..........................74 Modern Home Products ..................(888) 647-4745 ..........www.mhpgrills.com ..........................41 Monessen Hearth Systems ................(800) 867-0454 ..........www.mhsc.com ................................25 Napoleon Products ........................(800) 461-5581 ..........www.napoleonproducts.com ................7 Old World Spices ..........................(800) 241-0070 ..........www.oldworldspices.com ..................47 Olympia Chimney ..........................(800) 569-1425 ..........www.olympiachimney.com ................43 Onward Manufacturing....................(800) 245-5138 ..........www.omcbbq.com............................63 The Outdoor GreatRoom Company ..(866) 303-4028 ..........www.outdoorrooms.com ....................45 OW Lee........................................(800) 776-9533 ..........www.owlee.com ..............................13 PelletCan ......................................(888) 473-5538 ..........www.pelletcan.com ..........................70 Regency Fireplace ..........................(604) 946-5155 ..........www.regency-fire.com ......................19 RH Peterson Company ....................(800) 332-0240 ..........www.rhpeterson.com ........................37 SCHOTT ROBAX ............................(914) 831-2200 ..........www.schottrobax.com..........................2 Selkirk Corp. ..................................(800) 992-8368 ..........www.selkirkcorp.com ........................87 South Sea Rattan ............................(336) 294-4100 ..........www.southsearattan.com....................65 Twin-Star/Classic Flame ..................(866) 661-1218 ..........www.twinstarhome.com ....................55 Wittus ..........................................(914) 764-5679 ..........www.wittus.com................................64 WoodMaster ................................(800) 932-3629 ..........www.nwmdealer.com ........................77

Company

Page

Agio ......................................................................................50, 52 American Fireglass ..................................................................52, 54 Bella-Dura ....................................................................................82 Bernard Dalsin Manufacturing ....................................................52, 54 Big Green Egg ........................................................................52, 54 Blaze King ..............................................................................52, 58 Bromic Heating........................................................................52, 56 Brown Jordan ................................................................................80 Bull Outdoor Products ..............................................................50, 56 California Outdoor Concepts ..............................................56, 58, 60 The Companion Group ............................................................56, 60 Couristan ......................................................................................81 Dimplex..................................................................................50, 60 DiversiTech..............................................................................56, 58 Elmira Stove Works ..................................................................58, 60 Empire Comfort Systems ............................................................62, 64 ENERVEX ................................................................................62, 64 Eon ......................................................................................56, 64 Erwin and Sons ......................................................................64, 66 Galaxy Outdoor ............................................................................82 Gensun Casual Living ..............................................................50, 62 Glen Raven/Sunbrella ..............................................................66, 68 Gloster ........................................................................................84 Golden Blount ........................................................................66, 68 The HammockSource ................................................................67, 68 Hansen ........................................................................................84 Hargrove Manufacturing............................................................67, 69 Hearth & Home Technologies ....................................................66, 69 Hearth Products Controls ..........................................................69, 70 Hearthland Products..................................................................68, 70 Henan Hi-Flame Metal ..............................................................70, 72 Hitzer ....................................................................................71, 74 Infratech ................................................................................71, 72 Ironhaus ................................................................................71, 73 Kamado Joe ............................................................................67, 72 Kingsley-Bate ................................................................................84 Lennox Hearth Products ............................................................73, 74 Looft USA ..............................................................................70, 72 M&G DuraVent ........................................................................74, 76 Miles Industries ........................................................................73, 76 MLW Stone ..................................................................................76 Modern Home Products ............................................................75, 77 Monessen Hearth Systems ........................................................75, 77 Napoleon Products ..................................................................76, 78 Old World Spices....................................................................73, 76 Olympia Chimney ....................................................................78, 80 Onward Manufacturing ............................................................78, 81 The Outdoor GreatRoom Company ............................................75, 79 OW Lee ................................................................................78, 80 PelletCan ................................................................................77, 78 Regency Fireplace ....................................................................79, 81 RH Peterson Company ........................................................80, 82, 84 SCHOTT ROBAX ....................................................................79, 80 Selkirk Corp. ..........................................................................81, 82 South Sea Rattan......................................................................75, 79 Stovepaint.com ..............................................................................82 Summer Classics ............................................................................84 Telescope Casual ..........................................................................84 Twin-Star/Classic Flame ............................................................81, 82 Wittus ....................................................................................81, 82 WoodMaster ..........................................................................79, 80

Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150. January/February 2012, Vol 7, No 1 ÂŠ 2012 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

Patio & Hearth Products Report January/February 2012

EXCEEDING THE TEST STANDARDS

Introducing the ultimate 1” chimney to top off any stove or ﬁreplace installation. UltimateONE™ offers the latest in factory-built chimney design; providing superior performance, durability and safety. UltimateONE’s inner liner and outer casing, featuring a continuous laser welded seam for added strength and resist moisture, are 300 series stainless steel which provides superior resistance to corrosion at temperature ranges that exceed test standards. UltimateONE’s unique Thermal Reduction Spacers allow the specially blended insulation to form a continuous column of protection from one chimney length to the next minimizing hot spots at the joints. UtimateONE Chimney is secured at each joint by a new latch style locking band, which is supplied with each insulated Length, Tee and Elbow. To ﬁnd a dealer or more information on the UltimateONE Chimney System go to www.selkirkcorp.com/u1timateone/.

Listed per CAN/ULC-S604, S629 and UL 103-HT Circle Reader Service No. 87

1.800.992.VENT (8368) US 1.888.SELKIRK (735-5475) CANADA

www.selkirkcorp.com

Circle Reader Service No. 88