Patio and Hearth Products Report - January/February 2013 by Peninsula Media

THE HAMMOCKSOURCE

TWIN EAGLES

REGENCY FIREPLACE

www.patioandhear thproductsrepor t.com

LENNOX HEARTH PRODUCTS

Circle Reader Service No. 2

SMART-HEATING

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Circle Reader Service No. 3

contents January/February 2013

| Volume 8, Number 1

features 8

Guest Editorial – HPBA Looks to the Next Generation By Linsey Fluty and Nick Bauer

The cochairs of HPBA’s Young Guns Committee encourage young professionals to become active members of the industry.

Product Spotlight – Fusion Fireplaces By Cheryl Dangel Bartolini

Some of the season’s most popular fireplaces feature a melding of modern and conventional styles.

66 24

Marketing Maneuvers – The Designer Touch By Kimberly Rodgers

Sunshine Furniture and Kolo Collection both recognize the importance of offering design services to their customers.

Hearth Retailer Profile – White-glove Service By Sharon Sanders

Crystal Fireplaces and A Fireplace Store and More share a penchant for providing exemplary customer service.

Outdoor Grilling – Customer Loyalty

Insight – A New Player

By Sharon Sanders

By Kimberly Rodgers

Carddine Home Resort recognizes that satisfied customers return regularly, as well as referring others to its three retail stores.

An interview with Homecrest’s director of sales finds that the company is meeting consumer demand with its bold, fashion-forward designs.

Customers are drawn to Swiss Grill’s highquality products offered at value-driven prices.

Showroom Showcase – Bigger Is Better

Daylight Home, Lighting & Patio is one of California’s strongest patio stores because of its enormous and distinctive array of merchandise.

My Turn – All Fired Up

By Sharon Sanders

Sales have grown steadily for Hearth Products Controls as homeowners continue to add fire features to their backyards.

Affluent customers appreciate the iconic Tommy Bahama brand name in outdoor furnishings.

Product Innovation – Listening and Learning By Cheryl Dangel Bartolini

By Cherise Forno

Miles Industries prides itself on its ability to incorporate product and service enhancements suggested by dealers and customers.

departments 6

Corporate Profile – Napoleon’s Empire By Jesse Burkhart

Napoleon Fireplaces & Gourmet Grills is an industry powerhouse because of its ability to change with the times.

Normal Publisher’s Viewpoint and Editor’s Message

Industry News – Edited by Kris Kyes

Product Profiles

By Cherise Forno

Product Profiles Directory

Energy-efficient products and unparalleled customer service have contributed to Blaze King’s success.

Ad Index

Insight – The Heat Is on at Blaze King

On the Cover | Lennox Hearth Products

Patio & Hearth Products Report January/February 2013

Last Word – Island Style

By Greg Thompson

Barefoot-friendly Rugs Couristan’s stylish and durable outdoor rugs add warmth and comfort to backyards and patios.

By Cheryl Dangel Bartolini

By Sharon Sanders

As I See It – Haute Homecrest

MORE LOOKS.

MORE OPTIONS. THE LEADER IN OUTDOOR FIRE PITS. Life Begins Outdoors.™

Agio® was the first in the industry to offer a way to enhance outdoor entertaining with portable gas fire pits and chat groups. Homeowners continue to look for this exciting and warm outdoor entertainment option and retailers continue to profit from delivering Agio’s outdoor fire products. With so many different styles it’s no wonder that so many retailers turn to Agio for their outdoor fire needs. To watch your sales and profits heat up, add Agio outdoor fire pits to your product mix today.

For more information on Agio outdoor gas ﬁre pits, visit www.agio-usa.com today. Agio is the registered trademark of Agio International Company, Ltd.

Circle Reader Service No. 5

NORMAL By many health experts, 120 over 80 is considered normal blood pressure. A body temperature

of 98.6 is considered normal. That the Los Angeles Lakers are playing second fiddle to the Los Angeles Clippers is not considered normal. Don’t get me started! When it comes to business, trying to nail down normal, these days, is like trying to nail down Jell-O®. According to Casey Loyd, president and CEO of Cal Spas (Pomona, California), maybe that’s part of the problem. We keep trying to identify normal, and we keep trying to seek a return to normal. As Loyd likes to say, “Normal is whatever is happening in the marketplace today. That’s the new normal.” The Insights 2013 Global Summit Meeting, held by Cal Spas in Pomona on January 10–11, opened with an inspiring performance by a group of marching drummers. Then, Loyd proceeded to drum home what he feels specialty retailers and dealers need to be doing in 2013 in order to succeed and grow their businesses. If passion, zeal, and enthusiasm are the essential ingredients of running a successful company (which they are), Loyd is a master chef. In addition to being the ultimate cheerleaders for the company, its customers, and the outdoor-living industry, Loyd and his team at Cal Spas regularly provide their specialty dealers with valuable market-survey information and up-to-date business techniques and strategies—giving Cal Spas dealers the best opportunity to be successful.

These are some of the insights that Loyd shared with his audience. This information is relevant to any specialty retailer and dealer in the patio, hearth, barbecue/grill, outdoor-kitchen, and outdoorliving industry—regardless of which product categories your store carries: • 43% of consumers are still forming new spending habits; • 40% of consumers feel that advertisers have changed only a little in the way that they market brands or products since the economy has changed, and another 30% feel that advertisers have not changed much at all; • slow growth plus shifting consumer desires equals a battle for a share of the consumer’s wallet; companies need to understand more about their customers than their competition does—and turn insight into action; • overall growth will be slow, but there is a silver lining, in the form of unprecedented opportunities for the best-positioned brands to improve their shares of the wallet; • 70% of consumers have grown more sensitive to price in the past 12 months; • 83% of consumers believe that purchasing power has decreased or remained constant over

the past 12 months; • 95% of consumers look for sales, deals, rebates, and/or best advertised prices before shopping (at least some of the time); • 94% of consumers review circulars/advertising to compare prices before shopping (at least some of the time); • 98% of consumers shop in locations that consistently offer the best prices (at least some of the time); and • 96% of consumers shop where there are the best deals on the items that they need at the moment. Loyd also shared the importance, to specialty retailers, of improving their websites and actively working on search-engine optimization (the process of improving the visibility of a website in a search engine’s natural/organic, or unpaid, search results). The more highly ranked your website is in search results—and the more often it appears—the better the chance that your website will be the site of choice when consumers are looking for a specific product and/or service. With the Internet being such an integral component of how consumers shop and acquire information, investing in your website is no longer a luxury, but a must. In business today, chasing normal is like living in Texas or Colorado and trying to predict the weather. As people from those states often say, if you don’t like the weather, wait an hour, and it will change. The new normal, as defined by Loyd, might just be normal. TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

FROM THE EDITOR

I don’t like bold New Year’s resolutions—and not because I’m worried that I’ll break them.

I simply question the usefulness of setting lofty goals at the beginning of a year in an attempt to achieve quick fixes for complex problems. For most people, the roots of most concerns (such as being out of shape or in excessive debt) did not grow overnight. As a result, fixing these problems won’t happen in a short time, 6

either. It’s good to have high aspirations, but tackling a difficult goal all at once is like trying to climb Mount Everest on your first mountainclimbing trek. Many psychologists agree that New Year’s resolutions are often unproductive, both because people generally will not do the hard work required to achieve tough goals and because people are not willing to face failure when trying to achieve them. A much more logical strategy is to make small, incremental changes throughout the year that will yield positive results. The business world calls this the continuous improvement process, or CIP. The most successful retail-

Patio & Hearth Products Report January/February 2013

ers in our industry practice this approach by implementing core business strategies on an ongoing basis, whether they involve introducing a customer-service enhancement or a new product line. After talking to several high-performing hearth and casual-furniture retailers, I came up with this list of four simple (and attainable) resolutions that you might want to consider—whether you implement them now or later this year. The good news is that none of these requires a weight-loss program. First, add at least one new element of customer service. Roll out the red carpet for your hearth customers by instructing technicians to place large, protective rugs on

customers’ floors to prevent accidental messes. You can take this one step further by having technicians vacuum customers’ floors prior to leaving. See page 28 for more customer-service tips for hearth retailers. Second, freshen your showroom vignettes. Add excitement to displays with bold, cheerful fabrics in bright hues, such as tangerine or emerald green (the color of the year). Remove clutter, as did the retailer in this issue’s Showroom Showcase column (page 36); he hired a feng shui consultant to ensure that his showroom would have a calm and orderly flow. Third, become connected to the local design community. Mail brochures to local design-

ers and real-estate agents to keep them up to date on the products and services that you offer. Host meetings, in your store, of the local chapter of the American Society of Interior Designers. See page 24 for more examples. Fourth, attend at least one trade show. Whether it’s HPBExpo, the Chicago International Casual Furniture & Accessories Market™, High Point Market, or the International Pool/ Spa/Patio Expo, an annual industry show allows you to network with other retailers, learn about exciting new products, and develop fresh strategies for business success. CAROL DAUS EDITOR CDAUSWRITE@SOCAL.RR.COM

WHAT’S NEW

2013

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 2013 that will leave you exhilarated... not exhausted.

1-800-461-5581 • napoleonﬁreplaces.com • napoleongrills.com • napoleonheatingandcooling.com Circle Reader Service No. 7

PUBLISHER

guest editorial

Tony Ramos tramos@peninsula-media.com EDITOR

HPBA LOOKS TO THE NEXT GENERATION

Carol Daus cdauswrite@socal.rr.com ART DIRECTOR

by LINSEY FLUTY AND NICK BAUER

Cass Estes cassestes1968@gmail.com

he Hearth, Patio & Barbecue Association (HPBA) has turned its focus to cultivating the next generation of industry leaders through its HPBA Young Guns Committee. Formed in 2011, the group consists of professionals under the age of 40 and those who have been in the industry for less than five years. As committee cochairs, we hope to engage young professionals so that they can become more involved in the organization (at both the national and affiliate levels). The Young Guns Committee provides educational, networking, social, and training opportunities at the national and affiliate levels for young professionals in the industry, as well as fostering leadership and collegial relationships. The committee also hopes to recruit talented people into our industry, and it encourages them to take active roles within our industry’s primary trade association, the HPBA. The committee has 14 members, with 12 representing the HPBA’s U.S. regions and two representing Canada. So far, the Young Guns group has more than 160 members. Rodger Holland (of Holland & Hearth Inc., Plymouth, Minnesota) serves as our liaison with the HPBA board. Joining the Young Guns is a great way for young professionals to get the exposure in the industry that they need to advance in their careers. It is our hope that this group will provide not only professional-development opportunities, but also great networking with other Young Guns members—and with the HPBA as a whole. The committee holds regular meetings to discuss ways to promote Young Guns and to get more members involved. We started a monthly newsletter in May 2012. To help keep the content fresh and

ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Jesse Burkhart Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL-MEDIA EDITOR Amanda Daus

relevant, every month, a different committee member takes responsibility for the newsletter. The newsletter includes an interview with a local member, regional news, current HPBA news, and a regional recipe. With support from the Hearth, Patio & Barbecue Education Foundation, the Young Guns Committee has been able to offer free quarterly webcasts to Young Guns for the past year. The Young Guns group has really evolved by words of mouth. Each time a new member joins, he or she will tell two or three additional people. We are really proud of what the group has accomplished so far, but we have only just started to scratch the surface of the potential of Young Guns. We have big plans for the near future, including a mentoring program that will pair a seasoned industry professional with a Young Guns member. Our goals include getting our fellow Young Guns up to speed more quickly on our shared history and preparing them to tackle the issues facing our industry—now and in the future. We also hope that the mentoring program can create cross-generational friendships that foster openness and innovation within the industry. The Young Guns Committee plans to use social media to convey

Patio & Hearth Products Report January/February 2013

information, as well as to create informal gatherings throughout the year. You can follow the Young Guns on our newly created Facebook page (HPBA Young Guns) or email us at youngguns@hpba.org for more information. The HPBA has been very encouraged by the initial enthusiasm surrounding the Young Guns program. We want to continue that buzz through more educational programs tailored toward younger members’ interests and needs, but before that can happen, we need people to join and contribute their ideas and talents to help shape the group’s future direction. We have held two very successful HPBExpo receptions (in 2011 and 2012) that generated an outpouring of interest from people who want to get involved. Quite frankly, these receptions turned out to be a lot of fun. Please join us at the Taverna Opa in Orlando, Florida, for our 2013 reception, on Wednesday, March 13, from 5:30 to 7 p.m. We hope to see you there.

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

Linsey Fluty of Ray Murray Inc. (Lee, Massachusetts) is cochair of the Hearth, Patio & Barbecue Association’s Young Guns Committee. Nick Bauer of Empire Comfort Systems Inc. (Belleville, Illinois) is cochair of the committee.

Skokie, IL 60076-7890 Subscribe online: www.peninsula-media.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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INDUSTRY

NEWS by KRIS KYES

Couristan Teams Up With Emma Gardner Design Couristan, Inc., manufacturer of high-

quality area rugs and of residential broadloom and custom contract carpeting, has signed a licensing agreement with emma gardner design, L.L.C. (Petaluma, California). Under this agreement, Couristan will be given the license to manufacture, promote, market, and distribute a series of handtufted, power-loomed, and outdoor/indoor performance area rugs, as

ZipJack Umbrella Company Helps With Sandy Relief Effort ZipJack Umbrella Company (Elmsford, New York) lent a helping

hand in early December 2012 to victims of Superstorm Sandy by serving as a community drop-off location for donated items for residents affected by the storm. According to Martha Dubinsky Witkowski, owner and president of ZipJack Umbrellas, her employees were pleased to participate

Emma Gardner

well as wall-to-wall carpeting for both residential and hospitality markets, under the color and design guidance of Emma Gardner. Gardner is principal and chief creative officer for her eponymous emma gardner design and emma at home brands. The series is expected to debut in department and specialty stores this spring. Ron Couri, president and CEO of

Couristan, says, “We are extremely pleased to have entered a licensing agreement with emma gardner design, and we look forward to a strong business relationship. Emma’s design approach, celebrated sense of color, and unique ability to translate both elements into works of art for the floor will allow us to appeal to a wider range of value-conscious consumers who are inspired by signature looks.”

Gardner says, “It is a privilege to be working with Ron and George and their fabulous team at Couristan. Their production and distribution capabilities are as vast as my appetite to design beautiful things. It is clear that we share respect for the important nuances that bring true value to rugs and carpeting, and I am thrilled to stamp my passport to Couristan.”

in a large-scale community effort that helped to improve the holidays for families that had lost homes and possessions to the destructive storm. Hundreds of new toys and articles of winter clothing were collected for the storm victims.

pany’s newest sales representative. Based in Tampa, Florida, Johnson will focus on sales throughout Florida. A 21-year industry veteran, Johnson also represents NCI Wicker, Outdoor Lifestyle, and FiberBuilt Umbrellas. Todd Wingrove, director of sales at Homecrest, says, “Greg fits the mold of the type of representative we are looking for; he’s a hard-working, results-oriented type of person who goes to work every day expecting success.”

According to Wingrove, Florida’s retailers are particularly interested in Homecrest’s new AlumaRoc™ swivel, its landed freight programs, and its one-grade fabrics. He says, “Florida’s retailers are responding favorably to Homecrest’s products, which feature style, comfort, and quality.”

Homecrest Hires Greg Johnson As Sales Representative Homecrest Outdoor Living has

appointed Greg Johnson as the com-

Pelican Reef Wicker Hires New National Sales Manager Pelican Reef Wicker, a manufacturer and distributor

of indoor wicker and rattan furniture (with a focus on outdoor woven furniture branded Panama Jack Outdoor), has appointed Perry Catanese as its national sales manager. Catanese’s experience in the casual industry began on the retail side, in the early 1990s, when he became the sales manager for Spectrum Home Furnishings. During his tenure with Spectrum, he bought, sold, and merchandised the indoor-furniture and patio-furniture lineups for the eight-store chain. In the early 2000s, Catanese joined Pelican Reef as a regional sales manager. Allen Calzadilla, president of Pelican From left: Mayra Tosco Jones, Allen Calzadilla, and Perry Catanese Reef, says, “Perry’s involvement with the expansion of Pelican Reef and vision to grow it from a Florida company to a nationally known indoor/outdoor-furniture supplier (along with the acquisition of the Panama Jack Outdoor lineup) has been impressive.” He continues, “He successfully increased the business every year for Pelican Reef, even through the recession. He also successfully helped manage and train a team of sales associates, working in conjunction with the retail sales team and the contract sales team.” Pelican Reef regularly exhibits at the industry’s premier trade shows, and it recently opened a permanent showroom in the Merchandise Mart, Chicago, Illinois. Calzadilla notes that Catanese has been responsible for the company’s increased participation in pool/spa and casual-furniture shows throughout the United States.

Patio & Hearth Products Report January/February 2013

Skytech Purchases Key Assets of Fire Gear Skytech II, Inc. (Skytech), a leading manufacturer of control systems for the hearth and HVAC industries, has acquired key assets of Fire Gear, L.L.C., including its growing brand of award-winning outdoor products branded under the firegear name. The effective date of the acquisition was January 1, 2013. Under the terms of the purchase agreement, Skytech will acquire assets including receivables, inventory, certain contracts, and intellectual property, among other specific items. The firegear brand will continue under the leadership of Dennis G. Smith, founder of Fire Gear. “I am truly excited about the future of firegear—and for its customers, who will benefit from Skytech’s resources and exceptional service,” Smith says. Chris Flick, CEO of Skytech, says, “We are very excited to be adding the popular firegear line to our extensive selection of control systems for the hearth and HVAC industries. firegear is a 10–year-old

brand with strong growth potential, specifically in the outdoor segment of the hearth and patio-furniture industry. Further, we believe the brand will strengthen our business relationships with our current distributors and dealers by expanding on our current outdoor line of products.” Henry O. Hall, president of Skytech, says, “Skytech has built its reputation on service before, during, and after the sale. As a proven leader in control systems, Skytech will continue that tradition by developing innovative systems to support the firegear brand. The firegear acquisition by Skytech will add value to our distributors and dealers, as this brand will flow through our widespread distributor/dealer network, as well as continuing to support firegear’s loyal customer base.”

Mr. Bar-B-Q Forms Partnership With Chef Michael Steifman

Mr. Bar-B-Q® continues its 40thanniversary celebration by forming a

partnership with culinary expert and gourmet chef Michael Steifman, president of Michael Stuart New York, a popular catering company. This alliance is one of many recent initiatives (including rebranding; a

Shademaker Launches Redesigned Website Shademaker, manufacturer and marketer of luxury contract shade

products, recently introduced its completely redesigned website at www.shademakerusa.com. The redesign incorporates an updated vertical-positioning format and a professional design. Simplification was incorporated in the site with regard to content navigation, as well as internal-update functionality. The site’s luxury contract message was carried throughout the redesign in images, illustrations, graphics, and enhanced product presentation. Jeff B. Dorough, vice president of sales and marketing for Shademaker, says, “We see the website as a vital ingredient in how our products, services, and overall company philosophy are presented to the

new website, www.mrbarbq.com; and improved, eye-catching packaging) to appeal to a new market of grillers and to maintain the company’s industry-leading position into 2013. Marc Zemel, CEO of Mr. Bar-B-Q, says, “As the grilling category evolves, we

contract shade segment. With the redesign, the Shademaker message of premier shade products will be presented in a professional and easy-to-navigate manner, with the added benefit of enabling our team to make immediate updates to serve and inform our customers better.” The improved website design follows the company’s ongoing architecturalshade branding message and contains redefined features to walk existing and new customers seamlessly through the

will continue to be the leader of grill-tool innovations, just as we’ve done for more than 40 years. Michael is the perfect partner to help us create surprising and delicious recipes with our products as the inspiration, ultimately helping Mr. BarB-Q lead trends for the entire industry.”

product-exploration process, in addition to offering an active display of product images, illustrations, specifications, media, and contacts. The project was nearly a year-long effort by Shademaker’s in-house marketing department. For more information, visit www.shademakerusa.com or email info@shademakerusa.com.

Using Mr. Bar-B-Q’s line of highquality, multiuse products as the foundation, Steifman will create a variety of recipes that appeal to traditional grillers and foodies alike. Recipes developed by Steifman will be published on Mr. BarB-Q’s social-media channels, on website,

THIS IS WHAT WE CALL DINING OUT.

Learn more at www.kitchenaidgrills.com

720-0745A

720-0819

Tantalize Taste Buds and Ignite Inspiration A KitchenAid® grill helps elevate outdoor entertaining. Even-Heat™ Technology ensures exceptional grilling over the entire cooking surface. And the 304 stainless steel construction allows the grill to stand up to harsh conditions and makes it easy to clean and maintain. Visit us at booth #3003 at the 2013 HPBExpo in Orlando, FL (March 13-16, 2013). Distributors welcome. ®/™ ©2013 KitchenAid. All rights reserved. Manufactured under license by Nexgrill Industries, Inc., Chino, CA. Warranty provided by manufacturer.

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January/February 2013 Patio & Hearth Products Report

INDUSTRY NEWS www.mrbarbq.com; on the packaging of new and existing items, and (eventually) in a branded cookbook. “The Mr. Bar-B-Q tools allow me to get creative and use unexpected ingredients with my recipes,” Steifman explains. “I’ve created mini chicken pot pie bread bowls using the mesh roasting pan and hash brown frittatas in the cheese pan: clever meals made with innovative tools that appeal to even the toughest food critic.”

ICFA’s 2013 Retail Council Leaders Announced The International Casual Furnishings Association (ICFA) has

announced that Bruce Erickson of Williams All Seasons (Highland Park, Illinois) will continue as chair of the organization’s Retail Council in 2013. ICFA members include all sectors of the casual-furnishings industry: retailers, manufacturers, suppliers, sales representatives, and designers. The Retail Council provides leadership for programming and services designed to meet the needs of the industry’s retail stores. Kristine Schultz-Hutchinson of Patios Plus (Rancho Mirage, California) will serve as vice chair of the council in 2013. Gail Williams of Sunshine Furniture (Vero Beach, Florida) and Mary Beth Singleton of Tropic Aire Patio Gallery (West Columbia, South Carolina) are new members of the council.

Returning to the council for 2013 are Bruce Aronson of Pool & Patio Center (Metairie, Louisiana); Cathy Galbreath of ABSCO Fireplace & Patio (Birmingham, Alabama); David Schweig of Sunnyland Furniture (Dallas, Texas); Garrett Wallace of Yard Art Patio & Fireplace (Irving, Texas); Paul DeMerlis of The Sign of the Skier (Toronto, Ontario); Mary Fruehauf of Fruehauf ’s Patio & Garden (Boulder, Colorado); Becky Stover of Stover Hearth & Patio (Frederick, Maryland); and Greg Martin of Kolo Collection (Atlanta, Georgia).

2012 International Pool/Spa/Patio Expo Experiences Growth Total attendance at the recent 2012 International Pool/Spa/Patio Expo

was 10,202, a 5% increase over the 2011 show’s attendance, marking the third year in a row that the show has seen an increase in total attendance. Attendees represented all segments of the industry, including pool/spa builders, retailers, service companies, designers, and landscape architects. The 2012 show was held in New Orleans, Louisiana, for the first time since 2003. Lindsay Roberts, director of the show, says, “We are very pleased with the number of attendees and with the enthusiasm they brought to the buying and selling activity on the show floor. New Orleans was a real draw for attendees, as exhibitors enjoyed

steady traffic as they introduced hundreds of new and innovative products to high-caliber decision makers.” Attendees represented all 50 states, with the largest numbers coming from Texas, Louisiana, California, Florida, Illinois, Georgia, Alabama, New York, Mississippi, and North Carolina. The largest groups of international attendees came from Canada, Mexico, the United Kingdom, Australia, Israel, Venezuela, Belgium, Colombia, and Ecuador.

TRIVANTAGE Provides Hassle-free Service for Customers

TRIVANTAGE ™, the nation’s one-stop shop for awning, marine, and furniture markets, is rolling out a new cus-

tomer-service vision that emphasizes a steadfast commitment to getting procurement off its customers’ plates, the company says, with high-quality products and fair pricing backed by urgent, efficient, and expert service. The TRIVANTAGE service vision is being communicated to the industry through a new customerfocused tagline: Order. Done. Good Call. It was unveiled during the IFAI Expo in Boston, Massachusetts, in November 2012. Steve Ellington, president of TRIVANTAGE, says, “Our customers are craftspeople who want to focus their energies and their talents on creating quality boat covers, awnings, and furniture, not on spending excessive time ordering fab-

rics and hardware. Everything we do today is focused on ensuring that we are an urgent, responsive company that takes the hassles of procurement off of our customers’ plates as quickly and efficiently as possible.” Customer-focused operational improvements are the impetus for the new TRIVANTAGE vision. Improvements include the development of redesigned catalogs that are easier to navigate, sampling materials with guaranteed continuity for two years, transparent and fair pricing, a revamped telephone system, and continuing education and training to build on the product and industry expertise in the customer-service and sales departments. TRIVANTAGE is also developing a new online commerce site that will incorporate the latest in order processing. As service enhancements continue, TRIVANTAGE is rolling out a new identity and tagline that reflect the new vision. The company name is changing from two words into one, in all uppercase letters, to reinforce simplicity and urgency. The logo features a vertical line and decorative ribbons. The vertical line represents TRIVANTAGE taking the burden of procuring materials off of its customers’ plates, while ribbons are a celebration of the innovative products crafted by TRIVANTAGE customers. The four-word tagline rounds out the new identity, emphatically stating the anticipated customer experience: Order. Done. Good Call.

Solair Shade Solutions Expands and Welcomes Lindsay Kakavas TRIVANTAGE™ L.L.C. recently added a new team member to its growing

shade-products division. Lindsay Kakavas now serves as commercial account manager for Solair® Shade Solutions. In her new position at Solair, Kakavas plays an integral role in the development of strategic initiatives for customer retention and relationship management. In addition, Kakavas works closely with Solair and the TRIVANTAGE sales team to understand patio stores’ needs fully and provide meaningful benefits that will continue to build loyalty among existing customers. Rett Haigler, manager of Solair, says, “Adding Lindsay to the team

supports our ongoing commitment to improving and expanding the Solair awning program to ensure patio retailers have the right tools needed to sell our high-quality shade solutions successfully. Lindsay’s passion for improving customer relationships will undoubtedly help us to understand the needs of our customers better and to find personalized solutions to enhance their experience with the Solair awning program.” Prior to joining Solair, Kakavas served as managing director at premier lifestyle-management company Luxury Attaché, where she developed proprietary customer-

Patio & Hearth Products Report January/February 2013

relationship–management programs for some of the most highend residential-building clients in the world. The company has partnered with renowned residential and commercial real-estate companies and hospitality arenas such as Madison Square Garden and Barclays Center. While managing a team of 40 consultants, Kakavas oversaw development of customized retention programs and value-based customer management for companies housing high-profile clients. These included Google, Nike, Morgans Hotel Group, and international art houses.

Lindsay Kakavas

Cal Spas Insights Global Summit Meeting Showcases New Products Sunset West Wins ARTS Award On January 19, 2013, in Dallas, Texas, Sunset West (Vista, California) was named as the winner in the

Manufacturer: Outdoor Living category of the 24th annual awards presented by the nonproft Accessories Resource Team (ART): The Creative Home Furnishings Network, a trade association for home-decor professionals. The ARTS Awards were presented at the Hilton Anatole Hotel, at a black-tie gala that was held in conjunction with the Dallas Total Home & Gift Market at the Dallas Market Center. Wes Stewart, CEO of Sunset West, says, “We are very honored and excited to have received the 2013 ARTS Award; it really puts us in good company with the current and past winners. We are celebrating the opening of our new permanent space (B-166) at World Market Center Las Vegas, and this gives us terrific momentum going into that show.” Bill Winsor, president and CEO of Dallas Market Center, says, “Congratulations to all of this year’s

Cal Spas introduced a wide range of new products at the company’s Insights

Global Summit Meeting, held in Pomona, California, on January 10–11, 2013. During the event, Cal Spas unveiled the new, innovative Home Resort collection, with products for every backyard and budget. Guests attended training seminars that addressed the 2013 product line, as well as marketing strategies. Guests also toured the state-of-the-art Cal Spas manufacturing plant. Highlights of the meeting included the launch of 70 hot-tub molds, including the new, age-defying Fountain of Youth™ spa. Cal Flame’s new premium four-burner grill and

ARTS Awards winners. The ARTS Awards are a highlight of our January market each year, and we are honored to celebrate each winner’s extensive accomplishments.” Nominations for the 2014 ARTS Awards can be made by manufactur-

LBK BBQ island series were also unveiled at the meeting. Casey Loyd, president of Cal Spas, says, “This annual event gave us the opportunity to educate and train our dealer network thoroughly on the 2013 product line. We also educated our dealers on the latest market study and industry trends, which will help grow their businesses and increase their annual revenues in 2013.” In addition to viewing the 2013 product line, guests enjoyed nonstop entertainment throughout the event,

ers, retailers, sales representatives, designers, suppliers, consultants, and others working in the home-accents industry. Online ballots will be accepted from March through July at www.accessoriesre sourceteam.org/arts-awards/.

including an amazing six-piece band, an award-winning drum line, dueling pianos, and a comedy show. The 2012 Rookie of the Year Award and the Highest Sales Growth in 2012 Award were presented to two valued dealers during the closing ceremony.

Monessen Hearth Systems Company Is Renamed Vermont Castings Group Monessen Hearth Systems Company

has changed its name to Vermont Castings Group. The overall structure, size, and organization of the Paris,

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January/February 2013 Patio & Hearth Products Report

INDUSTRY NEWS Kentucky, company remain the same. No personnel changes are expected as a result of the corporate name change. Dan Clifford, president and CEO of Vermont Castings Group, says, “Changing our name will help us leverage the heritage of our iconic Vermont Castings brand to generate growth for our full portfolio of industry-leading brands and product lines. Vermont Castings is one of the most recognized brands in the hearth and outdoor industries and is synonymous with efficiency and quality. We were green long before green was in, and we are proud that our products are manufactured in the United States.” For more information about Vermont Castings Group, visit the new corporate website at www.vermontcastingsgroup.com.

EPA Recognizes Earth’s Flame for Its Green Technology The U.S. EPA has acknowledged that the Earth’s Flame fireplace retrofit

device, the Hybrid Clean Burn™ system (as tested in the Heatilator E36 fireplace) meets the phase 2 qualifying emissions level under the EPA woodburning fireplace program, Burn Wise (www.epa.gov/burnwise). The goal of the EPA, and of many states, is to improve air quality by providing a lower-emissions option for homeowners who prefer a wood fire in colder winter months. According to Lisa Leighton, CEO of Earth’s Flame, the Hybrid Clean Burn device is the best-rated emissions retrofit system in the industry, with the lowest emissions of any retrofittested product included in the Burn Wise Program. “Earth’s Flame is the only green solution for removing harmful particulates from wood smoke,” Leighton says. Working with the EPA and the Hearth, Patio & Barbecue Association, Earth’s Flame developed and engineered its products to reduce harmful emissions by up to 78%, while providing a 115% increase in radiant heat. Safety features include reduced creosote accumulation, which lessens the potential for chimney fires. After two years of review, the EPA has moved to amend its current voluntary fireplace program to qualify retrofit devices, such as Earth’s Flame. In 2010, Earth’s Flame received a Vesta Award recognizing it as the best green product of that year. 14

Some fireplace-industry experts estimate that there could be as many as 38 million wood-burning fireplaces in the United States, with approximately 3 million in Southern California alone. While the South Coast Air Quality Management District (SCAQMD) has taken needed steps to reduce pollution from new housing sources, it will address existing wood-burning fireplaces this year under the No Burn section of rule 445. Until now, there has not been a reliable method for reducing emissions from existing fireplaces when consumers want to use their wood fireplaces. According to Leighton, families that have used their fireplaces for years, even if only for a few special evenings a year, need a product solution that is easily installed in existing fireplaces. “While many families are taking advantage of the SCAQMD program for gas logs, this program doesn’t address the thousands of homeowners who remain committed to real wood fires,” she says. “Including fireplace retrofits in this program, or in a separate program of their own, will offer more options to homeowners and result in lower total emissions levels from this source.”

M&G DuraVent Gets Approvals for PolyPro Venting Systems M&G DuraVent has received more key

approvals for PolyPro venting systems. Bryant 900 series, Carrier 59 series, Day & Night 90+, Heil 90+, Keeprite 90+, Payne’s 2012 models, and Tempstar 90+ furnaces have all approved the use of PolyPro singlewall, concentric, and flex products with their appliances. PolyPro is an engineered system specifically designed for venting heating appliances. Gasketed joints require no primers or adhesives and easily assemble in seconds, with just a splash of water. Terminations are designed for superior performance in poor environmental conditions. PolyPro is tested and listed to the ULC S636 standard in Canada and rated as a class IIA, IIB, and IIC vent system. PolyPro offers the only double-wall polypropylene flex in the United States, making it durable for relining masonry chimneys and factory-built chimneys—and useful for relining Bvent pipe when retrofitting it to use as a chase. PolyPro is superior in perform-

Patio & Hearth Products Report January/February 2013

ance and easier to install than PVC or chlorinated PVC pipe. PolyPro has been successfully venting appliances in Europe for close to 20 years.

$300 Biomass-stove Tax Credit Reinstated for 2012–2013 A federal tax credit on 75% efficient biomass heating appliances, which

expired on December 31, 2011, was reinstated by the fiscal cliff legislation, the American Taxpayer Relief Act of 2012, signed by President Obama on January 2, 2013. The bill includes a tax extender for Internal Revenue Code section 25C, which provides a tax credit for qualifying biomassburning stoves. The extender provides a 10% tax credit of up to $300 on a qualifying biomass heating appliance purchased between January 1, 2012, and December 31, 2013. The credit claimable on the purchase or installation of qualifying biomass units has a lifetime limit of $500 (and might be affected by the purchase or installation of other products that qualify for a 25C credit).

Brown Jordan International Announces Expansion Plans Brown Jordan International, the par-

ent company of Brown Jordan, Winston, Charter, Wabash Valley, and La-Z-Boy Outdoor, has announced a multimillion-dollar capital-investment plan to expand manufacturing capacity. The capital investment will be made in its Haleyville, Alabama, facility and is consistent with the company’s strategy, over the past two years, of investing in technology and equipment that will prepare it for increased demand in its North American manufacturing facilities. Gene Moriarty, Brown Jordan International’s president and CEO, comments, “We are very optimistic that the growth we have seen over the past 12 months is an indication of a recovery in the housing market, as well as an explosion in both the multifamily market and hospitality and lodging remodels. We are well positioned in both the commercial and residential markets to benefit from this recovery. The increased demand has required us to increase our workforce in three of our U.S. facilities. We see this trend continuing in 2013, and we are fully prepared

to take advantage.” The capital investment will focus on modernizing the Haleyville facility in a way similar to what has been done at other Brown Jordan International facilities. State-of-the-art equipment and machinery will be deployed throughout (including robotic welding, automated buffing and grinding, and highspeed powder-coated paint processes). Moriarty adds, “We anticipate beginning to hire for the Haleyville facility sometime in the summer of 2013. This facility will service Brown Jordan International brands and will be very important in our growth plans. Obviously, we have a lengthy history in Haleyville and appreciate the talents of the workforce there.”

KitchenAid Partners With Nexgrill Industries KitchenAid has teamed up with Nexgrill Industries Inc. to introduce a

new collection of powerful freestanding and built-in grills designed not only to deliver exceptional grilling, but also to withstand the wear and tear of the outdoors. The new collection will be unveiled in the Nexgrill display (booth 3003) at this year’s HPBExpo in Orlando, Florida, on March 13–16. Beth Robinson, senior brand experience manager for KitchenAid, says, “Nexgrill Industries is one of the world’s finest manufacturers of grills, and we’re excited to collaborate with it to offer an outdoor collection that delivers both the powerful cooking performance and the durability that the KitchenAid brand is known for; we’re confident that specialty retailers at this year’s show will be impressed with the quality and value our new grills can deliver to their customers.” Designed with Even-Heat™ technology, all KitchenAid grills feature powerful stainless-steel burners, angled flame tamers, and enhanced grates—for consistent heat over the entire grill surface, with minimal flare-ups. Constructed with 304 stainless steel, the grill industry’s most corrosion-resistant material, they are impermeable to harsh elements and easy to clean. Additional features include a built-in thermometer on the grill lid’s exterior (for gauging internal grill temperatures) and side shelves, on freestanding models, to hold items such as utensils or foods to be grilled.

Circle Reader Service No. 15

spotlight

Fusion Fireplaces Today’s latest trend in fireplace design appears to be a melding of modern and conventional styles.

by CHERYL DANGEL BARTOLINI

f restaurants can fuse Italian and Asian cuisine, then why can’t style archrivals— contemporary and traditional—fuse as well? That’s the question being tossed around in an industry where traditional fireplaces once reigned supreme and are now facing a head-on onslaught by contemporary designs. Nick Bauer, vice president of product development for Empire Comfort Systems Inc. (Belleville, Illinois), says, “For the past several years, people have not been able to get enough of the contemporary fireplaces, with their clean-faced look and their unconventional burners, surrounded by every type and color of decorative glass or logs.” Becky Upton, director of brand marketing for Hearth & Home Technologies (Lakeville, Minnesota), adds, “Modern and contemporary fireplaces are the fastest-growing trend in the fireplace industry.” It was once believed that fireplaces with linear shapes and modern flames were reserved for ultramodern homes. “Today, modern is going mainstream,” Upton says. “We are seeing more fusion design, where modern fireplaces are being designed into traditional settings, with traditional stone and masonry finishes.” Modern fireplaces are used in traditional room settings? They are; Bauer says, “Our industry is growing up, both in its fashion sense and in its technology. When gas fireplaces first came out, the goal was to mimic a wood-burning fireplace. That goal has been accomplished, so now, designers and engineers are free to explore different aesthetics and styles.” For many, that freedom means that the gloves are off, when it comes to design. Lara Usilton is program manager for fireplaces for Vermont Castings Group (formerly Monessen Hearth Systems Company), Paris, Kentucky. She says, “We are seeing a lot of new work incorporating unique textures and colors into product design. This is an exciting trend because it opens up unlimited paths for creativ16

Patio & Hearth Products Report January/February 2013

2 ity, allowing us to engage in a really fun, nothing-is-off-limits design process. In the next few years, we expect to see a gradual shift back to a picture-frame style—almost retro design—but with a contemporary twist.” The younger generation is seeking “fresher and newer looks that their parents or grandparents never imagined,” according to Terry Hicks, national sales manag-

3 er for Canada for Napoleon Fireplaces (Wolf Steel Ltd.), Barrie, Ontario. Pon Rajvong is product manager for Regency Fireplace Products (Delta, British Columbia). The move from traditional mantels and the louvered look to flush, clean-faced styling offers homeowners “a wide range of options for those who want to dress their fire-

7 places the way they want to and make them unique to their homes, with just the right amount of heat output,” he says. Rachel Romaniuk, marketing coordinator for Regency, looks for demand to shift: “Sleek faceplates, reflective panels, accent lights, and glass-crystal colors attract consumers—because they accentuate the fires while turning a home into a contemporary living space,” she says. Giving consumers something fresh are manufactures who are breaking the old rules of design. Examples include fireplaces that fit into media consoles or work as media mantels, Brian Brigham, director of marketing and public relations for Twin-Star International (Delray Beach, Florida), suggests. Jane Laurie, director of marketing for Dimplex North America (Cambridge, Ontario) agrees. She says, “We see more casual and contemporary styles of mantels and media consoles gaining traction.” Brigham adds, “Multifunctional furniture and technology are dominating sales in our marketplace. Combining electric fireplaces with media not only adds beauty, but now adds function to home furnishings. Limited space and downsizing are also contributing factors: It used to be that a room was focused around the fireplace, but now, televisions have taken on that role.” Nonetheless, Joe Benedetti, fireplace product manager for Lennox Hearth Products (LHP), Nashville, Tennessee, maintains that traditional fireplace design is strong. He says, “Consumers’ tastes have shifted toward contemporary styles, in recent years, but traditional looks are still in high demand. On the replacement/remodeling side, we’re seeing a shift in aesthetic preferences, in general, toward fireplaces configurable with more contemporary options—even though a considerable population remains true to the more traditional looks.” LOOKS VERSUS VALUE “As a whole, there is a push—across the board—to elevate technology, performance, and the user inter-

face, regardless of product type,” Benedetti says. “On the builder side, there are increasing instances where builders are offering the fireplace as an optional upgrade, rather than a standard feature, and more focus is on product features that add value.” Bauer adds, “We hear a lot, from our customers, that consumers want an attractive product, at a value price, that also provides great efficiency. I also expect there to be many surprises when everyone has to start testing efficiencies to the same standards from the U.S. Department of Energy.” He continues, “I think it is going to be an eyeopening experience when people realize the real efficiencies of the units that they have been selling, compared with what they thought the efficiencies were. Overall, I think it is great that we all will have to certify products using the same rules and standards. It may be a challenge to meet the desired efficiencies while having the appearance that everyone has become accustomed to, however.” Buyers of lower-end fireplaces want value (as well as low prices), Benedetti says; “In the upper tiers, the market is far more competitive than it used to be. Consumers’ expectations for value, quality, and performance are simply higher these days. Builders are seeking products and product features that deliver on those expectations to help drive new-home sales.” What’s more, the days of having builders choose all of a new home’s fixtures and features are numbered. “Consumers are having more input into the style of fireplaces incorporated into their homes,” Usilton says. Mike Pennington, vice president of engineering for LHP, says, “Our higher-tier products’ customers are bringing us great ideas for the future, and we’re excited about the enthusiasm with which they bring them. Properly interpreting those ideas and applying the proper balance of artistic and scientific creativity will drive those leading product innovations.” WHAT’S NEW Dimplex is expanding its line of mantels, media

8 consoles, and wall-mounted units to support changing market demands. “We continue to support the rollout of our OptiMyst technology in several product categories, and we continue to design and engineer patented technologies for use in all our fireplaces,” Laurie reports. Empire is introducing many new clean-faced products in 2013, according to Bauer, starting with a clean-faced, direct-vent insert line; a portrait-style,

1. The Rhapsody fireplace from Lennox Hearth Products 2. Napoleon’s HD4 series fireplace 3. The TRUE 50 fireplace (in herringbone) from Hearth & Home Technologies 4. The Regency Horizon HZ40 gas fireplace with the Verona surround in chocolate brown 5. The Dimplex Thompson fireplace with the OptiMyst II insert 6. The Dakota media cabinet from Twin-Star International 7. The Boulevard vent-free linear fireplace from Empire Comfort Systems (with the Blue Bay log set) 8. From the Majestic brand (Vermont Castings Group), the Marquis fireplace

January/February 2013 Patio & Hearth Products Report

Circle Reader Service No. 19

spotlight 1. Napoleon’s LHD62 fireplace 2. Twin-Star International’s Tresanti Wesleyan unit 3. The Dimplex Chalet fireplace 4. The Twilight Modern fireplace from Hearth & Home Technologies

Patio & Hearth Products Report January/February 2013

direct-vent fireplace; and a value-priced, clean-faced, direct-vent fireplace line. “We are pretty excited with what we have to introduce in 2013 and beyond,” he says. In addition, the company will be tweaking some of its current products to “catch up on some of the suggestions from our dealers and consumers,” Bauer says. These tweaks include changes to the fireplaces themselves, along with the addition of some accessories. For example, Empire recently created a Blue Bay log set that completely changes the look of its vent-free Boulevard linear fireplace. In the past year, Hearth & Home Technologies has introduced a number of new fireplace products, including the ultramodern Heat & Glo LUX (which offers custom looks without custominstallation hassles). With the largest viewing area in its class, it offers nearly invisible glass, 89% glare reduction, and dramatic views from every angle. The Heat & Glo TRUE provides the most authentic masonry appearance available (according to the manufacturer) in a safe, convenient, direct-vent gas platform with a clean face and a flush hearth design. New last year was the Twilight Modern fireplace from Outdoor Lifestyles by Hearth & Home Technologies®. This new indoor/outdoor see-through unit provides two areas where homeowners can enjoy their fireplaces. The Twilight Modern is a contemporary twist on the more traditional Twilight indoor/outdoor gas fireplace. Two of the most popular modern fireplaces from Hearth & Home Technologies—the Heatilator Rave and the Heat & Glo Cosmo—were both introduced in the past year in compact (32-inch) sizes that have the ideal footprint for bedrooms, bathrooms, and other small spaces. The Rhapsody®from LHP can be configured with a lower-cost satin interior or a highly reflective porcelain interior

panel, and the buyer can choose either a designer glass-media floor or a unique Reflections floor, which gives the appearance that the flame is coming right up out of this curved porcelain form. “The Rhapsody is but one example of the many products we released in 2012 that offer the same type of flexibility of configuration,” Pennington says. “In all products, you’ll find we’ve tended well to the fire: flame, glow, warmth, and (in the case of the Rhapsody) dynamic lighting effects to offer maximum flexibility in presentation,” Pennington adds. “Just as materials, colors, and finishes go together, so do flames and firelight.” In addition, LHP is consolidating much of its product line to use a single brand of valve and control. “Doing so is greatly simplifying the effort it takes to maintain and service our entire product line—in several ways, including inventory, education, availability consistency, and cost,” Pennington says. “We’re also going back and tweaking several units, along with our available accessories, to keep the product line fresh—and to make sure we’re delivering the utmost in quality products to our customers.” Other key initiatives focus on safety, on the heels of the development of the Safety Guard in 2010, along with a technology that allows the company to maximize visible flame per Btu. “The net result is the Rhapsody’s class-leading flame, at half the Btu input of some of our lower-efficiency competitors,” Pennington says. “This technology is already trickling down to other products in development, and we’ll continue to work on, refine, and adapt that technology as we go along.” Vermont Castings Group is keeping mum on new products, but Usilton discloses that the company is working on next-generation control technology and updated fireplace aesthetics. She says, “This is an interesting time because— while we have more technology than ever available at our fingertips—we’ve also noticed that the unexpected outcome of the recession is that it has uncomplicated our lifestyles. Look for new models that capitalize on simplicity of design and function.” The focus, Usilton says, is on consumer choice. “For example, modifying models to allow consumers to customize them to suit their space: This is a win–win for consumers and our trade

Circle Reader Service No. 21

spotlight

4 partners. Linear units—whether ubercontemporary with rocks and glass or a more conventional log approach, like that of our Majestic Echelon or our Serenade—continue to exceed our sales expectations,” Usilton adds. Napoleon is in the process of launching a new multisided, direct-vent gas series that is totally clean faced in design. “We are going to offer a range of media inside the firebox, in both see-through and peninsula frameworks. The end result is astonishing, as the look is so crisp and clean,” Hicks reports. In addition, Napoleon will continue to develop more linear styles, in both gas and electric models. “While everybody craves new models, we have plenty of existing models that are still in demand,” Hicks states. “At the same time, we are focusing on what we can do to boost current unit sales (by not ignoring what has been successful in the past). I would say that products have a shelf life; eventually, salespeople or consumers get tired of the look, so we—as manufacturers—either need to refresh these units or need to come up with something to

1. From Empire Comfort Systems, the Blue Bay log set in the Boulevard vent-free linear fireplace 2. The Vermont Castings Group’s Serenade fireplace 3. The Lennox Hearth Products Montebello fireplace 4. The Regency Horizon HZ33CE gas fireplace (with a wooden surround) in the Pacific wave finish

Patio & Hearth Products Report January/February 2013

replace them.” Regency has expanded its product line to focus on a clean look that puts the focus on the firebed display, leaving the rest of the wall open for the homeowner’s own finishing materials. “This allows our products to become part of a home design, meeting consumers’ demand for less ornate louvers or grilles. We are expanding our line of designer surround kits to complete the look of their new fireplaces,” Rajvong says. Twin-Star has expanded its ClassicFlame collection with a premium selection of media mantels. These feature such innovations as Bluetooth wireless audio streaming, an integrated sound bar with a removable speaker grille and a swivel-rotating iPod/iPhone dock, and a multifunction remote control. “We have expanded the ClassicFlame, Dakota, and Wesleyan collections to include storage, beverage, and wine-chiller sections— and have even created one model that has a hideaway writing desk,” Brigham notes. “Each piece was designed to stand alone or become part of a customizable wall unit. The units are available in two completely different styles and finishes—and with so many storage options to choose from that consumers are going to be able to get exactly what they want.” NEW REGULATIONS Regulations will be the hot issue, in the short term. “As everyone in the industry knows, new regulation is forcing our hand, in many respects,” Usilton states. “You can look at these regulations as a burden or an opportunity. We see them as the latter, and are approaching them with an attitude of innovation. This is a great time to rethink the symbiotic relationship among aesthetic appeal, function, and safety.” Pennington explains, “A growing awareness of imminent regulatory pressure in safety, efficiency, and new requirements for decorative products has customers (primarily in distribution) seeking plans and solutions that are indicative of future successful—possibly industry-changing—products.” The battle won’t be

3 between just modern and traditional fireplaces. Instead, fireplaces—both contemporary and traditional—will compete for attention with everything else in the room. “Our market research shows that there is a growing interest in gaming and home entertainment,” Brigham says. “Such enhancements as surround sound and 3D viewing point to consumers looking for the most lifelike experience possible, meaning that televisions will continue to grow in size.” As televisions get bigger, wall space shrinks, but televisions aren’t the only items demanding wall space from fireplaces. “When you live in Vancouver, British Columbia, for example, wall space is at a premium,” Hicks says. “Those poor people are surrounded by mountains on one side and an ocean on the other. They want as much glass and viewing space as possible, so wall-hanging or linear designs are what they are seeking.” Fireplaces will be marketed in every size and shape, whether in response to space considerations or to personal tastes. “Look for even more variation in colors, sizes, shapes, and depths,” Upton says, adding that traditional gas-fireplace designs will become more realistic. “This trend caters to the consumer who wants the convenience and efficiency of a gas fireplace with the look of traditional wood logs,” she reports. Modern designs won’t necessary get more modern; instead, they are likely to become more mainstream. Aesthetics will continue to improve. “The consumer is going to see even greater focus on realistic flame effects, greater heating capabilities and energy efficiencies, and sleeker user-interface options,” Brigham says. Upton adds, “Look for smarter products that communicate wirelessly and integrate with consumers’ smart devices. We also expect to see a number of new innovations in efficiency and safety. The next big wave of innovation you will see is technology that incorporates the fireplace into the way people prefer to live and interact today.” Imagine that: Fireplaces becoming the hottest devices, as much in demand as the latest smartphones.

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www.twinstarhome.com/PH Circle Reader Service No. 23

MARKETING MANEUVERS

the designer touch Savvy dealers know that offering design services is an important part of retail strategy. by KIMBERLY RODGERS

oday’s consumer comes into a retail casual-furnishings store already armed with a high level of sophistication and knowledge in the area of design and trends. Consumers’ expectations—developed by watching shows (of surging popularity) on HGTV and by scouring magazines on home decor and catalogs from Pottery Barn and Restoration Hardware—run high. Outdoor-casual retailers know that customers, who often employ the services of a professional designer for the interiors of their homes, seek the same level of expertise when it comes to creating their outdoor spaces. Consumers who visit a casual-furnishings retailer have also come to expect an in-depth selection of furniture lines, fabrics, and accessories that fit the profile of high design and are fashion forward. Gail Williams, owner of Sunshine Furniture (Vero Beach, Florida), has—like many retailers—offered design services to clients for years. “I think it is a necessity in outdoor-furniture retailing because there are so many aspects of how a customer is going to use the space,” Williams says. “In Florida, the outdoor room is used for reading, watching television, dining, entertaining, and more. Many of our patios here are just extensions of home interiors, and space plan-

ning is important.” At Sunshine Furniture, winner of the 2012 Apollo Award (in the singlestore category) from the International Casual Furnishings Association, all the company’s sales associates have design backgrounds, and one 20-year employ-

Patio & Hearth Products Report January/February 2013

ee is a member of the American Society of Interior Designers (ASID). “We make a floor plan for about 75% of the outdoor areas we furnish, so it is important to have staff members who are able to do this, either by using a computer program or by drawing a floor plan to scale. Some customers email photos of their outdoor spaces; then, we can make a rough sketch—but we also make house

calls at no charge,” Williams says. She adds, “Outdoor furniture is no longer simply resin stacking chairs. Most customers are willing to pay the price for the outdoor areas they use, but with that, they want knowledge of furniture choices before they buy. I believe all stores need qualified salespeople with space, style, fabric, and color expertise, although I do not think they have to be licensed designers.” Customers of Kolo Collection

Above: From left: Greg Morgan, Greg Martin, Michelle Larrabee-Martin, and Paul Yuncker Center: Helping customers create every aspect of an outdoor room has always been an integral part of the design services offered by Kolo Collection Bottom: Kolo Collection appeals to the design community by carrying lines that designers want for their clients

Circle Reader Service No. 25

MARKETING MANEUVERS

Left: From left: Gail Williams, George Williams, and Gwen Black Bottom: Sunshine Furniture prepares floor

MIKE ZIMMERMAN

plans for most clients

designer showroom. Larrabee-Martin and Kolo Collection associate Greg Morgan both graduated from the Art Institute of Atlanta. They also have gained over 30 years’ cumulative experience through their work at the Atlanta Decorative Arts Center. Their professional expertise is invaluable in creating all the aspects of an individualized outdoor room for their clients (and in attracting outside designers to the store). Martin believes that it is very important for a casual retailer to have a designer on staff. He says, “Even if you don’t have a professional designer, there are plenty of salespeople out there who have a knack for design and can be taught how to do basic space planning.”

(located in trendy midtown Atlanta, Georgia) typically buy an entire outdoor-furniture package, according to Greg Martin, co-owner. “Whether we do in-store design or go to a customer’s home, a majority of the time, we are helping with the layout and in the selection of furniture, finishes, and fabrics used. This has always been an important part of who we are and of the shopping experience here at Kolo Collection,”

he says. Martin and his wife, Michelle Larrabee-Martin, opened Kolo Collection (a six-time Apollo Award finalist) in 2003, with the idea of providing an alternative to the traditional patio store. An uncluttered showroom—with large open spaces; artistic lighting; high, beamed ceilings; raw-concrete floors; and massive exposed-brick walls—gives Kolo Collection the look and feel of a

Patio & Hearth Products Report January/February 2013

DESIGN PARTNERS Partnering and developing relationships with members of the local design community are great ways for a retailer to offer a design element to customers without the staff expense—while, at the same time, expanding the store’s customer base and opening up another revenue source. Williams says, “We work with external designers who bring their clients to the store. We send brochures to designers and real-estate agents to keep them up to date on what we do—and our website (www.sunshinefurniture casual.com) is the most important sales tool we have.” Wes Stewart, owner of casual-fur-

niture manufacturer Sunset West (Vista, California), suggests that for retailers who have not yet worked with outside designers, a good way to start is to contact the local chapter of the ASID. The organization might be able to give a retailer contact information to use in beginning marketing efforts. Stewart adds that hosting an evening reception for designers, geared toward educating them about the furniture lines that the retailer represents, is a good way to develop these relationships. Stewart believes that it is critical for an outdoor-casual retailer to have a designer on staff—or to have access to one. He says, “A good designer can pull styling cues from existing architectural elements within the customer’s backyard, build a complementary fabric story concerning the available color choices, and present a beautiful package that the customer is going to be very pleased with, over the long term.” Stewart, who grew up in his family’s indoor-upholstery and seating business, founded Sunset West in 2005. His company’s collections are known for their comfort (as well as design), and Stewart keeps a watchful eye on trends. “We are constantly looking toward high-end indoorfurniture fashions, as these looks tend to flow to the outdoor market a year or two later,” he says. The staff at Kolo Collection works with a number of designers throughout the Southeast. Carrying lines that designers want their clients to buy, Martin says, is the most important factor in catering to the design community. He explains, “You need to make sure you have the right personnel—people who are comfortable calling on and working with the trade. Implement a discount structure that will allow you to make money by selling to the designers’ clients.”

Circle Reader Service No. 27

HEARTH RETAILER

white-glove service Today’s top hearth retailers provide superior customer service with every transaction. by SHARON SANDERS

photography by PETER LYN

ny retailer will admit that customer service is an inseparable part of its business, but how each retailer delivers its service is purely individual. For Crystal Fireplaces in Toronto, Ontario, and A Fireplace Store and More in Downers Grove, Illinois, stellar service comes from the heart and continues long past the sale. When a Crystal Fireplaces service truck pulls up to a home, the technician is not there just to install a fireplace or perform serv-

ice, but to amaze the customer. Domenic D’Agostino, owner, says, “A person’s home is his or her castle, and we treat it that way,” explaining that the smallest details make a lasting impression. For example, at every job, Crystal Fireplaces literally rolls out the red carpet (or as many 12foot red carpets as it takes) to cover and protect the homeowner’s floors, along with a path from where the technician is working to the exit door. “We call it our

red-carpet service. People love it and appreciate it because it shows that we are taking an extra step to protect and respect their homes,” D’Agostino says, adding that every inch of the work area is cleaned and vacuumed (with a special HEPA-filtered vacuum) before a technician leaves a home. It’s caring service of this kind that defines two–year-old Crystal Fireplaces. D’Agostino and his partner, Nando Giammaria, have been in the HVAC industry for

Patio & Hearth Products Report January/February 2013

30 years (with a combined 50 years of experience) and recently expanded the operation to include high-end hearth products. “We’ve always sent our HVAC customers elsewhere to purchase fireplaces— and because we got so many requests, it made sense to sell them ourselves,” D’Agostino explains; he’s translated the service lessons that he’s learned in HVAC, over the years, to his retail hearth business. His basic philosophy is knowing what customers expect and then caring enough to give them a little bit more. He says, “A business doesn’t grow just by selling products: It’s the relationship with customers and the trust that comes from that relationship. If they know that you’re not in it to make a quick buck, they are more receptive to suggestions about new

services and products.” Crystal Fireplaces has adopted a whole-home vision with its customers; it considers factors such as budget, heating needs, design, and structural considerations. It is this comprehensive approach that fosters long-term relationships. If something goes wrong, D’Agostino and Giammaria are quick to take action, even if it means making a service call at 1:30 a.m. “All a customer wants to hear is ‘I’ll be right there,’” D’Agostino says. Giammaria has been known to brave horrible weather to go to the home of someone who is in need of emergency heat. D’Agostino says, “People notice the effort, and they will tell all their friends how happy they are—which is the ultimate endorsement.”

Top: Nando Giammaria (left) and Domenic D’Agostino Left: High-end products and close customer relationships define Crystal Fireplaces

NEW NAME.

MONESSEN HEARTH SYSTEMS COMPANY IS NOW VERMONT CASTINGS GROUP As we move forward, we want our new corporate name to represent our rich heritage as well as our plans for the future. For that reason, we’ve chosen our iconic Vermont Castings heritage to serve as the foundation for our family of brands. We’re forging ahead with the ﬁnest quality craftsmanship, eco-friendly manufacturing and expanded product lines — made right here in the USA. Because, at the end of the day, we’re about making products consumers love with a name they’ve grown to trust.

Visit us at VermontCastingsGroup.com

Circle Reader Service No. 29

MAKING IT PERSONAL Hudson Beauduy of A Fireplace Store and More shares the philosophy of Crystal Fireplaces, when it comes to building relationships. Beauduy and his brother, Rony, place much of their customer-service focus on educating customers. The Beauduys are careful to guide people through the process of choosing the most efficient hearth products for their homes: those that will give them heat, performance, and ambience. “I love it when people say, ‘Wow, I never knew a fireplace could do this,’” Beauduy says. The store leaves the final buying choice up to the customer. “When you educate people, they don’t forget you, so you don’t have to pressure them into a sale,” Beauduy explains. “Even if they don’t buy the first time I meet with them, they will usually come back—because there is a personal connection.” That connection continues and is strengthened through the installation process, as Beauduy and his brother do all of the hearth installations themselves. One of their personal touches is to help customers feel at ease operating their new units. “A fireplace or stove is something in the home that owners should know enough about to operate safely themselves. We teach them about the small things, so they can be self-sufficient,” he says. Customers appreciate the fact that they don’t have to pay a technician to come out to manage a pilot light or a valve. The Beauduys are 30

BRIDGET MONTGOMERY

HEARTH RETAILER

Top left: A Fireplace Store and More specializes in educating customers about high-efficiency hearth products Top right: Hudson (left) and Rony Beauduy Bottom: The Regency Horizon insert HZI540

also known to make service calls, just to help customers. Beauduy jokes that one customer called him a humanitarian when he went to her house, free of charge, because he was in the area. “Sure, we could charge for a quick stop, but it doesn’t always seem like the right thing to do,” Beauduy says. Being customer centered is just as important to him as is making a sale. “What makes my brother and me tick is installing a unit in someone’s home that we’ve selected together and seeing the smile on his or her face when the room warms up,” he explains. STRONGER TOGETHER Hearth manufacturers can play a part in the overall customer-service experience at a retail store, and Beauduy and D’Agostino agree that they couldn’t provide the service that they do without support from their manufacturers. Regency

Patio & Hearth Products Report January/February 2013

Fireplace Products (Delta, British Columbia) reports that dealer support has always been a pillar of its business. This fact has been especially important over the past few years because the industry, which has a large number of independent businesses as its core, has had its share of challenges. Rachel Romaniuk, marketing coordinator for Regency, says, “We are putting more focus and resources into working with our dealers and consumers directly.” She explains that the company builds its partnerships with dealers in many ways—and on many levels. Most recently, Regency’s sales, marketing, technical, and research/development teams (in each region) have been spending time working side-by-side with dealers at local home shows, fairs, and showroom events. “This gives our corporate teams the opportunity to spend time supporting our dealers in the field, as well as the

chance to educate consumers about the benefits of today’s more efficient hearth products,” Romaniuk says. She adds that it also gives Regency an opportunity to connect with both its dealers and consumers to find out what the market is demanding. She says, “We gain valuable insight into the opportunities and challenges that are experienced in the field and the hearth market overall.” Both Crystal Fireplaces and A Fireplace Store and More have a genuine passion for their customers that motivates them in everything that they do. D’Agostino says, “People invest a lot of money in their hearth products, and we don’t want them to feel that we forget about them after we make the sale. It’s what we do to amaze our customers after the fireplace leaves the showroom that is the difference between a sale and a customer relationship.”

Circle Reader Service No. 31

OUTDOOR GRILLING

customer loyalty Customers of Carddine Home Resort Products not only return to make additional purchases, but also tell their friends about the business. by CHERYL DANGEL BARTOLINI photography by BRYAN OSTER

early all retailers know that having great products on the floor is only one part of the equation when it comes to measuring your day-to-day success. That’s because no matter how good your products are, they don’t guarantee that buyers will come into your store and—once they buy—keep returning and spreading the word. Julian Sanchez, president of Carddine Home Resort Products,

seems to have found the winning formula, however, for getting and keeping customers. The company has three retail stores (in San Marcos, San Diego, and Temecula, California), along with a wholesale warehouse/service center in nearby Escondido. Sanchez says that success starts with finding the right products and the right manufacturers. “We are consumers. We are just like our customers,” he says, “so first, I look at the company’s history to determine how long it has been in

Above: The Deca Q island (with firepit) from Bull Outdoor Products Top: Julian Sanchez

business. When possible, I try to talk to other people who have had some dealings with the company, to hear their experiences. Next, I look at the warranty. After all, we’re the ones who will be standing behind the product and servicing it. We want to make sure the company stands behind its product and

Patio & Hearth Products Report January/February 2013

stands behind us. Then, we look at price points.” Reliability, in terms of both the product and its manufacturer, is paramount because Sanchez prides himself on Carddine’s customer service. The sales rate for outdoor kitchens “isn’t what it was five or six years ago, but there has been a modest increase sales in the past two years. That’s largely because we have been able to offer our customers outstanding customer service, and they are still referring their friends and their families,” Sanchez explains. He adds, “We deliver and service what we sell. Many companies that sell our types of products don’t have their own service; they subcontract it. Our service is in-house—and has been, from the beginning. If a grill is not lighting properly or is dirty, consumers can call the store where they purchased it and we will come out and service it.” In addition to service, Carddine offers maintenance programs to

consumers who want to take the guesswork out of keeping their grills in optimum condition. Sanchez says, “We go through the whole grill and make sure all the valves and components are working properly. Once a buyer signs up, the technician comes out automatically, every three to four months, to check on the grill. Customers are busy, and they forget to maintain their investment. It is nice to have someone just show up at your house when you need it.” This proactive approach to service is what Sanchez says gets him repeat customers and referrals. First, though, he has to get firsttime customers into the store. To that end, he employs a handful of key strategies. He participates in local home shows. He says, “They have been a big part of our advertising to draw people into the stores. We put the product in front of consumers where they can touch it and see it. Then, provided we’ve done our jobs

Circle Reader Service No. 33

OUTDOOR GRILLING Grill buyers appreciate the fully stocked showroom at Carddine

well, when they are ready for one of our outdoor products, they can easily find us at one of our locations.” He couples local exposure with Internet advertising. “In the past three years, it has been our biggest push, and our return on investment has been the greatest with the Internet,” Sanchez says. He admits that it can be quite costly to maintain a good presence on the Internet, but he maintains that the investment is worth it. “With smartphones and tablets, it is so easy for consumers to surf the Web and look for the products they are shopping for; you have to get in front of them,” he explains. He invests in pay-per-click programs through Google and Yahoo. Sanchez pays for key search terms, so when someone searches for the words barbecue island or gas grill, Carddine appears. He is also working on optimizing Carddine’s website (www.carddine.com) so that it appears higher in search results organically, through search-engine optimization. “You can pay for placement all day long, but if you’re not working with a good searchengine–optimization program, you won’t come up organically—which is the most important way to come up,” Sanchez states. It’s not surprising that Carddine also promotes its stores on Facebook and Twitter. To ensure that updates are regular and timely, Sanchez recently hired someone to handle his social-media effort by posting notices of local home shows and events, asking customers to participate in giveaways, and

keeping them informed about sales and promotions. Special events are another key marketing component. Carddine locations host cooking demonstrations every three months. Early in 2013, Sanchez will ramp up the program to have “some kind of cooking going on every Saturday or Sunday,” he says. Often, manufacturers will help with cooking demonstrations. Frank Mello, vice president of sales and marketing for Bull Outdoor Products (Rialto, California), says, “We’ll do demos for our dealers and weekend promotions in a market for the store; then, we roll it over to make a product-knowledge session for the dealer.” Other special events include parking-lot sales at stores, held in conjunction with the cooking demos. Quarterly, products from every category of Carddine’s product lineup are featured, ranging from grills and outdoor kitchens to spas and patio furniture. Sanchez says, “Manufacturers will often help with the merchandise. We’ll get a list of any excess merchandise they have and they will bring it to the event.” Merchandising assistance comes in the form of image banners, ceiling banners, and countertop signs, which help decorate the stores nicely. Sanchez says, “Point-of-sale items will show all the different accessories we offer—and obviously, we use the brochures that manufacturers provide for us.” Sanchez also makes sure that he gets his staff exposed to as much training as possible. He relies on ven-

Patio & Hearth Products Report January/February 2013

dors such as Bull Outdoor Products, which offers a training manual and will come to him and do a presentation for his employees on any given product. Mello, who likes to keep the length of training sessions to an hour, says, “We explain the product and how to use the product-information guide. In simple terms, we’ll also provide troubleshooting tips and advice.” Sanchez says, “We have vendors come down, give us classes, and go over new features and products—to keep us ahead of the game.” He adds that his employees are very familiar with merchandise from Bull Outdoor Products. For that very reason, Mello tailors Carddine’s training sessions to a more advanced skill level. He says, “We gear the presentation to the skill level of the audience. We offer a beginner training level, and incremental levels go up from there.” Sanchez is a big believer in training. He explains, “It is key that you are the expert in what you are selling, so we try to keep our staff trained— so we can bring the customer in the right direction.” Part of that process is matching the consumer with the right grill. Fortunately, in the area of outdoor kitchens, Bull Outdoor Products has made that easier. “We offer many different price levels; they start at $399 and go up from there. Last year, Bull Outdoor Products introduced two new, competitive price levels, which have done well for us,” Sanchez explains. He continues, “We can offer a complete grill for $999; that’s similar

to what you would find in a big-box store. The biggest difference is the quality. You get the quality you would expect from a Bull barbecue, with solid construction, yet we’re able to compete on price with the less-expensive grills out there. If we can just get in front of customers, we can educate them on the difference in construction and warranty—and offer them a good price.” Once someone decides on a grill, Carddine offers a range of accessories—a category that Sanchez says is growing—to customize the purchase. Carddine offers everything to personalize a barbecue island: bar centers, doors, drawers, refrigerators, grills, and cooking components such as searing stations. Mello predicts that the next big accessories will be power burners and griddles, for people who want to add yet another feature to their outdoor kitchens. Sanchez is confident enough in the economic forecast to expand Carddine’s barbecue and spa collection to meet customers’ needs. As part of an expansion in early 2013, Carddine will launch a new website where consumers can buy parts for older spas, hot tubs, and barbecue islands (and schedule service calls as well). Mello says that the thoroughness exhibited by Sanchez is one reason that Carddine is so successful. He says, “Sanchez is a full-service retailer, in that he carries all of our products and has people who will service each grill he stocks. The customer will have the best experience with a dealer like that because of his ability to answer questions and his thorough understanding of the entire product line.” Sanchez is optimistic about business in 2013. He says, “I think the outlook is going to be good, as long as we go above and beyond our customers’ expectations and offer them great products at reasonable prices. It has been a slow recovery, but if we do our part and offer these services to our customers, we’ll see an increase in sales.”

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Circle Reader Service No. 35

DCS by Fisher & Paykel is a proud sponsor of America’s Test Kitchen

SHOWROOM SHOWCASE

bigger is better

As the largest patio-furniture store in California, Daylight Home, Lighting & Patio entices shoppers with its distinctive and diverse range of products. by SHARON SANDERS Photography by THERESA STANTON

very retail store has its own philosophy, when it comes to product mix. Daylight Home, Lighting & Patio, in the coastal community of San Luis Obispo, California, has a reputation built on the fact that it has the largest and broadest selection of products in the area. From eco-friendly furniture to one-of-a-kind gifts and garden items, it offers customers merchandise that other local retailers and mass merchants don’t have. Daylight has gained the distinction of being the largest single patio-furniture store in California. Its owner and buyer, John Billings, has made it his mission to be a specialty retailer truly set apart by its products.

Billings is the first to admit that he is not a fan of keeping things simple. As a matter of fact, he says that his strategy is the antithesis of simple. “I believe in giving customers choices, so there are more chances to make a sale,” he says. This means that Billings is always on the lookout for new products. He is on the road, in any given month—either at a gift or casualfurniture show or shopping abroad—in search of something unique for his store. With thousands of SKUs in inventory, the operation is a far cry from what it was 40 years ago. Billings started the original business, in 1973, as a weekend streetcorner flower stand (with just a cou-

Patio & Hearth Products Report January/February 2013

ple of buckets of flowers and one tray of 2-inch houseplants). After just three years, the business had 20 locations spread over a broad area. The original location became a 375–square-foot, award-winning florist’s shop, and use of the weekend stands was discontinued. In November 1978, Billings added a nursery (six blocks away) that also sold indoor and outdoor plants, baskets, wicker, and patio furniture. The business took off in a new direction from there. It gradually branched out into many other products—including indoor furniture and lighting—and it expanded its casual-furniture offerings. After doing business, over the years, in several locations (including

a 100–year-old railroad lumber mill), Daylight landed in its current spot, in a former Cadillac dealership, in June 2010. After extensive remodeling, it has proved to be the best location to date. “The building is ideal because it (and all of our products) can be seen easily from the road,” Billings says. The site is known in the area for its trademark neon-orange fence. The new space has a total of 40,000 square feet, with an airy, 12,000–square-foot showroom for its indoor furniture, lighting, accessories, and barbecues. All of its casual furniture is displayed in an expansive, walled courtyard that is merchandised with umbrellas, pergolas, pizza ovens, outdoor kitchens, gar-

den decor, yard art, fountains, highend pottery, planters, vases, and live plants. “We have room to display our outdoor products in a way that draws people in,” Billings says. A MATTER OF CHOICE Daylight serves a very broad range of customers, including students from the local university, tourists, designers, and homeowners; this is why Billings has been successful at selling so many products— from a $4 succulent to a $10,000 sofa. The store’s casual-furniture selection is broad (with offerings from over 30 vendors), and it reflects the tastes of the California customer (but with a twist). “People in our market are partial to extruded aluminum and outdoor wicker frames in browns, tobaccos and bronzes. I add zip to my displays with brightly colored fabrics, such as

tangerine and lime green. This gets customers’ attention and causes them to think differently about how they can make their furniture reflect their personal tastes,” Billings says. He does well with a number of eco-friendly products, including recycled fabric from Sunbrella® (the Heritage collection) and furniture from companies such as Poly-Wood, which manufacture their products from recycled plastic. Consumers are drawn to these products because they look like wood and last twice as long, with virtually no maintenance needed. Billings says, “We stopped carrying wooden Adirondack chairs entirely because the recycled-plastic chairs look the same and have a longer life.” He mentions that he does just as well with his sling furniture as he does with his cushion seating because it’s easy to maintain in the seaside cli-

mate. Firepits have become a big seller, and he is planning to expand that range in 2013. Because they live in a coastal location, Billings says, “People here love firepits, and many manufacturers have expanded their lines to include them—which is good for us.” Daylight has such a large volume of products on display that it’s crucial to merchandise the showroom in a way that does not overwhelm customers. When Billings moved into the Cadillac dealership, he had the space analyzed by a feng shui consultant to ensure that it would have a calm and orderly flow. As a result, everything is arranged in a way that eliminates clutter. The casual furniture is also grouped not by vendor, but by color and price level, which simplifies the shopping experience. Billings says, “The overall feel of the space has a visual order when it is grouped by color.” Because products are arranged by price, he adds, “People don’t get sticker shock, browsing from one furniture grouping to the next. We just

point them in the general direction of their price range.” Billings admits that while the benefits of carrying a large inventory are many, there are pitfalls. He says, “It’s not easy to keep track of everything. I spend a lot of time at my computer, and I’m constantly spotchecking inventory. There are also costs to carrying lots of products. On the flip side, when times get tough, we always have plenty to sell.” MOVING FORWARD Daylight is located just blocks from a number of hotels, and Billings plans to exploit this proximity in the future. His vision is to add a cafe/coffee shop that will serve small-bite appetizers, beer,

Top: John and Susanna Billings Left: Daylight's broad range of products is one of the keys to its success Bottom right: Bright colors and unique styles are the norm on this California retailer’s showroom floor

January/February 2013 Patio & Hearth Products Report

SHOWROOM SHOWCASE and wine. “I think it could be a great revenue generator for us because we have lots of outdoor space, a scenic view of the town, and a captive audience,” he says. Billings also plans to become more Internet focused (with help from his wife, Susanna, who is the company’s webmaster). One of the store’s indoor vendors is in the process of putting a shopping cart for its products on Daylight’s website (www.daylighthome.com) and has given Billings the option of adding other store inventory to it.

“We really need to start selling more of our products online, so it’s something we are going to work toward,” he says. Daylight is also reaching out more, on the commercial side, by approaching wineries on California’s Central Coast that intend to remodel their tasting rooms. In 2012, Daylight was nominated for the single-store Apollo Award for the first time. “A lot has been going right lately,” Billings says. “The whole Daylight team is ready for whatever 2013 brings our way.”

Barefoot-friendly Rugs

s Couristan continues to introduce new collections and expand into the outdoor market, it remains a pioneer in the industry, known for its iconic area rugs, wall-to-wall carpeting, and custom floor coverings. In New York, New York, in 1926, Basil J. Couri and his brother, George J. Couri, established a company importing fine handmade area rugs from what was then Persia. This business endeavor included long journeys abroad made to obtain a high-quality, authentic collection of Persian rugs. Soon, rugs bearing the Couristan label became well trusted and very popular. Despite the economic climate of the 1930s, Couristan expanded as a global importer and began importing rugs from India, handhooked rugs from China, and handbraided rugs from Japan. More than 86 years later, Couristan, Inc., continues to operate as The Outdoor Living display a privately owned Couri box and a rug from the family business, led by Dolce collection George G. Couri, chair, and Ronald J. Couri, president and CEO. Couristan’s longevity can be attributed to the company’s commitment to excellence, maintained by focusing on trust, style, quality, and innovation. One of Couristan’s best-selling area-rug collections, Kashimar, debuted in 1961. At that time, the company was able to produce a power-loomed arearug collection (inspired by handmade Oriental and Persian designs) at a fraction of the cost of handmade rugs, resulting in the availability of affordable, luxurious products. Over the next 50 years, technological advances continued to make power-loomed pieces more popular as their quality and cost improved. Couristan’s power-loomed line now includes more than 35 col-

Patio & Hearth Products Report January/February 2013

Daylight's patio simulates a relaxed, casual setting

by CHERISE FORNO

lections. Woven from both natural fibers and synthetic materials, these collections feature vibrant colors and exquisite patterns, providing numerous options for consumers. In 2003, Couristan introduced its award-winning Recife collection, featuring multiple color schemes and patterns; it has helped to revolutionize the area-rug industry. Designed specifically to endure outdoor use (but ideal for indoor use as well), this powerloomed collection is composed of 100% Courtron polypropylene. The Recife collection features a structured flat-woven construction, is mold and mildew resistant, and is UV stabilized for color durability. Larry Mahurter, vice president of marketing and advertising for Couristan, says, “We’re probably the pioneer in the industry in bringing this statement to the market.” The company’s outdoor offerings continue to improve and expand, leading the industry, in many ways, with its continually groundbreaking developments. Couristan’s Performance indoor/outdoor collections include Bayview, Covington, Outdoor Escape, Urbane, Five Seasons, and Tides, all of which feature beautiful designs for indoor use with construction ideal for the outdoors. Outdoor collections sell very well in the spring, but Mahurter says that they are popular year round. “These products get sales throughout the year, especially in warmer climates,” he says. “Every day, we see sales in this segment.” Released in July 2012, with new designs to be released in January 2013, the Fresco collection is also performing well. This collection, which consists of handhooked outdoor rugs, uses very vibrant colors and contemporary designs. “This is the collection we think will get a big boost,” Mahurter says. A key to Couristan’s successful outdoor line is staying consistent with outdoor-furniture trends. “We’ve developed products that work with outdoor furniture,” Mahurter explains. One trend on view in the outdoor market is a more textured, multilayered concept. Mahurter says that more vibrant colors and more contemporary designs will be seen. He predicts that bright blues and orange/tangerine hues will be among several colors emerging in future designs. “We’re seeing far more contemporary designs now,” he says.

Advances in power-loomed products—particularly in outdoor designs—have increased the demand for these items. People are purchasing more mediumpriced products because of the high quality that can be found. Mahurter says that this could mean, for example, deciding on a rug costing several hundred dollars (instead of several thousand). “These price points are exactly what people are looking for,” he says. For the upcoming year, Mahurter adds, the Fresco collection is expected to perform well. “We will keep the evolution of our outdoor products going in the right direction and add a boost to what we are working on,” he says. Couristan will also continue to offer diverse, high-quality pieces. “We know that we can’t sell to everybody, but we want to offer something to everyone,” Mahurter says. In addition to maintaining its reputation for high quality and for individuality in floor coverings, Couristan has focused on marketing initiatives, customer service, and dealer support. Dealers not only can use the company’s advertising campaigns, but can also make Couristan ads their own, using customized layouts. The Couristan marketing department also provides dealers with a diverse line of visual-merchandising units to help attract and educate buyers. Displays are available for many collections (including both of Couristan’s residential broadloom brands, Premiere and Creations), as well for outdoor/indoor area rugs—which have their own Outdoor Living merchandising display box. Mahurter adds that annual and quarterly product incentives provide dealers with additional savings. While the company expands into the outdoor market, it maintains a strong contract-market presence through its Hospitality Concepts division, established in the 1960s to provide custom contract carpeting. Couristan’s award-winning custom installations include those at many Las Vegas, Nevada, hotels—including Bellagio, Caesars Palace, Hilton properties, The Mirage, Treasure Island, and The Venetian. Couristan was also named as the official carpet of the 75th Annual Macy’s Thanksgiving Day Parade in 2001. George Couri says, “Our custom-carpeting division has proven to be an incredibly valuable asset in recent years and has become the biggest part of our business. Our production capabilities—combined with our expert staff of designers, our technical and quality-assurance teams, and senior management— have enabled us to maintain the highest levels of design, value, and customer service.”

Circle Reader Service No. 39

As I See It

HAUTE HOMECREST Homecrest’s bold, fashion-forward designs are perfect for today’s stylish outdoor spaces.

omecrest has been known for the comfort and quality of its products for 60 years, but in today’s marketplace, that’s not enough. Homecrest understands this and has found ways to exploit its strengths to create stylish, innovative furniture that’s making a new kind of statement. Patio & Hearth Products Report caught up with Todd Wingrove, director of sales, to see what the Wadena, Minnesota, company has to say about its products, its plans, and the casual-furniture industry.

What does a casual-furniture manufacturer need to do to stay relevant in today’s marketplace? Wingrove: Like it or not, manufacturers are competing in a sophisticated global economy that demands that they be constantly innovating. Customers don’t settle for the first product they see; they seek out what is both functional and fashionable. It wasn’t until recently that Homecrest really started making a statement with its fashion and stepping up the looks it has with customization. Before I came to work for Homecrest, I would always hear that its products were the most comfortable and of the best quality around, but I would never hear that Homecrest was fashionable. Casual furniture, today, is an extension of one’s home that has to flow with the indoor style and color scheme, so there is no place for outdated design. 40

Patio & Hearth Products Report January/February 2013

by SHARON SANDERS

What has been Homecrest’s biggest success, over the past few years? Wingrove: Homecrest has enjoyed much success with the new direction of its designs. The company recently introduced its first-to-market swivel-rocker balcony chair. Balcony chairs, in general, are emerging in popularity, but ours is in a category of its own because its design brings with it a full range of motion, which means the ultimate comfort. Our Havenhill collection has also done well because it offers modern-styled sling furniture with a twist. Its patented Butterfly Basket® technology uses two pieces of sling material that are triple sewn, instead of one piece (like standard channel sling). The beauty of this is the fact that it actually moves on the frame (instead of being pulled tight), which means more comfort. We have also received a good response to our colorcoordinated stories, which make it easy for retailers to present fashion-forward color trends and options to consumers who are trying to create their ideal outdoor rooms.

How is Homecrest staying in tune with retailers? Wingrove: It’s an exciting (but challenging) time to be a casual-furniture manufacturer. We want retailers to know that not only do we make

relevant furniture, but we are also in touch with what they need to be successful. That said, one of our goals is to be the easiest manufacturer to do business with in the industry. We are making this happen with programs such as single-grade fabric pricing and landed freight. These programs make selling simpler for salespeople because there are no surprise upcharges for customers, which means they only have to sell price once. We also offer short lead times. This makes it easier for a retailer to close a sale because customers can get exactly what they want—when they need it. This is especially important as pressure from mass merchants is increasing every year.

Top: The Air02 collection Above: Todd Wingrove Page 41: Kashton dining

Manufacturers are always vying for valuable showroom space. How does Homecrest show retailers that its products are meaningful? Wingrove: Manufacturers are always trying to convince retailers that their products are something different that isn’t already represented on their showroom floors. Being different is something that is always on Homecrest’s mind, but we aren’t different just for the sake of being different. Our designs have meaning and fill a need. A perfect example is our patented Airo2 collection, which takes the traditional outdoor cushion and turns it into a sling that has the look of a deep seat without any inner cushion material—giving users the feeling of sitting on air. Airo2’s Sensation fabric is effortless to maintain, which is something that consumers say that they want. Just as important as its function is its urban, youthful look, which makes it stand out on any showroom floor.

What is Homecrest’s commitment to customer service? Wingrove: Any manufacturer can make furniture, but to provide the kind of service that matches the quality of one’s furniture is not as common. Homecrest is located in Wadena (a town of fewer than 5,000 people), and it is the town. Everybody in Wadena cares about Homecrest and wants it to do well. The customer-service department is unlike any I’ve ever worked with before because it has a passion to get the job right. Hardly a day goes by when I don’t hear that Homecrest has some of the best customer service around. It makes me proud to do what I do, and I know that retailers appreciate it, too.

How is casual furniture evolving? Wingrove: As everyone knows, deep seating is the growth area of

the industry. People aren’t just buying a table and chairs in order to eat outside anymore; those are almost becoming secondary. They are creating spaces that are extensions of their living rooms and kitchens for lounging, relaxing, and visiting. The outdoor kitchen has become the gathering spot, just as the kitchen is indoors. Manufacturers are looking at the ways that people are using their spaces and are developing pieces that make it possible for people to spend just as much time entertaining outdoors as they do indoors.

new all-aluminum swivel-rock mechanism, AlumaRoc™. It provides durability for all climates and the smooth, comfortable rocking motion for which Homecrest is known.

What do you see as Homecrest’s biggest challenge for 2013?

Wingrove: Mass merchants are getting more sophisticated with design and comfort—and that is a big challenge. When I broke into the industry years ago, $300 to $400 was all that someone would pay for furniture from a big-box retailer. Now, it’s common to see a seven-piece set—for $1,900—that looks pretty good, and people will buy it. We need to get customers past the price barrier for furniture like ours and make them realize that longevity has value. Our challenge is also showing people that ancillary pieces— such as a spring chair, a glider, or a swivel rocker—are pieces that bring them comfort that they can’t get at the big box.

What does the future hold for Homecrest? Wingrove: We continue to look for ways to bring great new design to the market that will set us apart (along with our comfort story). The interesting thing about Homecrest, as a company, is that we have some items that have been in the line for 15 to 20 years that are great sellers for our traditional retailers, but we know that they will slow down eventually. Younger customers aren’t buying things that their parents did, so we have to keep innovating to create styles that are comfortable and fashionable for the next generation.

Which Homecrest products are you most excited about for the coming season? Wingrove: I am thrilled about this year’s introduction of the Bellaire, Andover, and Kashton collections: They truly reflect the new design direction of the company. Bellaire brings a fresh, retroinspired look to deep seating, along with unmatched comfort. It is also perceived by many to be the most comfortable introduction from Homecrest—ever. Andover is both innovative and playful, in a palette of bright colors. The collection’s spring-base chair brings a classic comfort option to the consumer in a fresh new way, with slat styling. Its interesting colors have even gotten the attention of catalogs and large department stores that have never purchased from us before. Kashton is an extremely versatile collection that incorporates Homecrest’s

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January/February 2013 Patio & Hearth Products Report

my turn

ALL FIRED UP Hearth Products Controls experiences a surge in sales as customers discover its exciting line of outdoor fire products. Top: The HPC 18-inch match-lit insert in a Bay Stoves firepit

by GREG THOMPSON

ith 2012 gross sales up a healthy 20% at Hearth Products Controls (HPC) Company (Kettering, Ohio), Greg Steck, president and owner, can safely call it a good year. Steck attributes the positive numbers to strong demand for HPC’s outdoor fire products—including fire rings; match-lit kits; and highend, electronic-ignition firepits. Customers favored mostly linear designs for their outdoor needs—a trend that Steck hopes to feed with the company’s H burner drop-in firepit insert, scheduled to come out in the next few months. “Concentric round rings are still here, and still a good part of our business,” Steck says, “but people have seen those rings and want something different. We have the linear models, and a new burner, called Penta, that we launched three months ago. Penta has a flower look, with five portions, and it is doing well.” In the United States and Canada, 16 sales representatives give Steck invaluable input as to what hearth users are asking for, keeping him connected to the pulse of the industry. Meanwhile, independent dealers in hearth shops across North America form the heart of HPC’s loyal customer base. Big-box stores are not targeted by HPC sales representatives because Steck strongly believes in the personal-service aspect of small shops. “I don’t want to water down the product,” he says. “We have a

Center: Greg Steck

solid dealer network, and the dealers do an excellent job.” Deciphering the whims of the public is not always easy, but with the numbers pointing to the outdoor realm, it is tempting to put more eggs in the hot-products bas-

ket. Fortunately for HPC, having a relatively small workforce of 30 dedicated employees makes it easier to pivot quickly and respond to changing demand. While outdoor designs won the day in 2012, Steck is already hearing from dealers that the indoor realm is picking up, too—perhaps due to seasonal fluctuations. Overall, Steck estimates that 70% of the dealers he works with are doing better than they were last year. Keeping up that momentum is important, and HPC fills the gaps with a small (but steady) business distributing parts that are used

Patio & Hearth Products Report January/February 2013

Left: The Evolution 360 water series

in products from well-known hearth brands. The parts business provides welcome diversity, but Steck is keen to stay true to the foundation of the company; it was built on safety pilot valves, millivolt valves, and remote-control kits/repair parts. The Outdoor Fire Products division came on the scene a decade ago, roughly 25 years into the company’s history. Today, this segment of the business has grown to include high-end, electronic-ignition firepits; push-button–ignition firepits, TK torches, copper water bowls, outdoor-fireplace acces-

sories, and a selection of stainless-steel components. HPC also designs custom fire features and control systems of any shape or size for residential or commercial applications. From 2 to 30 feet wide (and 50,000 to 3 million Btu), these fire features can now be found at large venues— including casinos, resorts, and restaurants—throughout the country. Commercial properties represent about half of HPC’s sales, these days, and that fraction is growing. At least part of that growth is due to laws that force cigarette smokers outdoors. Steck explains, “Restaurants and bars want to keep smokers outdoors, but they want them eating food and drinking—so what better way to accomplish that than to put a firepit out there?” The reliance on added outdoor features at many commercial properties has also served as a powerful form of advertising. “People call in and say they’ve seen our product at different venues,” Steck explains. “They ask, ‘Can I do that at home?’ We’ll get

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my turn cell-phone pictures, and people will ask what they need to do to make them happen. We steer them toward dealers, and before long, they have those photos duplicated in their own backyards.” MIDWESTERN MOXIE While admittedly lean and mean, HPC can serve customers—big and small—thanks to a dedicated workforce that believes in the value of service. “I’ve been fortunate enough to acquire the best talent—management, team leaders, and (most important) the associates who work here,” Steck says. “They all know that the customer is the only reason we’re here. All the associates, including the shipping guys out back, know that they’re expected to help customers. It’s all about taking care of customers, treating them fairly, and helping our hearth dealers make a living.” Some components are manufactured abroad, but all assembly happens in a 20,000–square-foot facility in Kettering that sits on two acres. This

year, the company has made many electronic-ignition firepits, and these units are still selling “like crazy,” Steck says; he attributes this phenomenon to the products’ reliability and to word-ofmouth advertising. Electronic ignition is usually operated via wall switch or remote control, and it’s generally geared toward moderately affluent consumers. “We’ve spent a lot of money on electronic ignition, through the years, and there have been some growing pains,” Steck says. “We ultimately developed our own electronic-ignition module (in conjunction with another manufacturer), and it is performing well.” As sole owner of HPC since 2010, Steck has built on the company’s proud legacy through tight quality controls and a willingness to take on high-end custom

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Patio & Hearth Products Report January/February 2013

jobs. Firepits that require UV cameras to control the flames and burners in custom configurations (such as the shape of Texas) are both on the menu. Whether for a custom job or highend electronic ignition, Steck’s installers have dealt with a host of possibilities that help them find solutions. “Quite a bit of thought goes into it,” he says. “For example, with electronic ignition, you want to cover the units, as much as you can, to keep out the snow. There’s a lot of engineering and design that goes into each of those— things like keeping burner water out of the valve. You must have proper venting and keep it cool underneath.” As a veteran of the industry, Steck has avoided any temptation to become complacent. Instead, he strives for constant improvement as a way to earn new

Left: The 25-inch electronic-ignition round firepit insert Middle: The 25-inch electronic-ignition Penta burner system Right: The 36-inch match-lit H burner system

business and keep loyal customers. “About a year ago, we moved from Centerville to Kettering because we needed room to grow,” he says. “Lead times are much shorter now because we can stock finished appliances and usually ship the same day. Ultimately, our success depends on the success of our customers, and we never lose sight of that.”

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product innovation

LISTENING AND LEARNING Input from customers and dealers plays a vital role in developing and refining the Valor line.

by CHERYL DANGEL BARTOLINI

product from Valor: The Original Radiant Gas Fireplace™ is more than just a pretty face—or (in the case of contemporary design) a clean, pretty face. Its appeal among dealers (as well as consumers) goes much deeper than that. You might say that Valor is best described as a straight-talking, centered company that can be trusted to do what’s right. Above all, it is practical and realistic. Paul Miles is director of sales for Miles Industries, designer, manufacturer, and distributor of products from Valor (North Vancouver,

British Columbia). “We don’t operate in an ivory tower. We constantly talk to dealers to get their opinions and feedback about our products—to see how we are doing (compared with others) and how we can improve our services, as well as to gauge industry trends. If we hear dealers complain about a competitor, we review how we measure up,” he says. Valor’s development process for new products adheres to basic criteria that “got us to where we are today,” Miles says. Aesthetic considerations are a top priority, but so are technological advances and

Patio & Hearth Products Report January/February 2013

the principle of radiant heat— which is key because The Original Radiant Gas Fireplace is part of the brand’s name. Products are developed with special attention to information gathered from customers by selected dealers. “We sell only through our network of specialty dealers, from whom we gather feedback and information to create products that meet our consumers’ needs,” Miles explains. Consumers, he says, are extremely knowledgeable. They do their research, which is why Miles calls Valor’s website (www.valorfireplaces.com) the cornerstone of its marketing effort. The website is full of useful information. There, consumers can visit the Fireplace Design Center; find a dealer; and connect with the company via Twitter, Facebook, Google Plus, YouTube, and Valor’s blog. They can learn about the advantages provided by radiant heat, how the fireplace operates during power outages, Valor’s green initiatives, and much more. The website’s Fireplace Design

Center directs homeowners to choose their applications (ranging from new construction to inserts to freestanding stoves); then, they can simply start choosing features and attributes, click by click, to find the heating appliances that will complement their homes and lifestyles. Miles explains, “Besides our focus on our core values—such as radiant heat, controllability, heat without electricity, and zone comfort—we never forget that while a homeowner is occupied with the look of a fireplace, he or she ultimately relies on the dealer’s recommendations (based on the technical and logistical aspects of an installation).” Miles Industries gets the Valor name into the marketplace with

Top: The Valor H4 fireplace with a landscape surround and a brushed-nickel inner bezel Left: The L1 Long Beach firebed (with bronze trim) from Valor: The Original Radiant Gas Fireplace™

EFFICIENT . RADIANT . DISTINCT

THE ORIGINAL

RADIANT GAS FIREPLACE

FIRST CLASS FIREPLACES SOLD THROUGH A FIRST CLASS DEALER NETWORK Valor Radiant Gas Fireplaces are sold exclusively by specialty hearth retailers. Customer appeal, product reliability, heat performance and long-term manufacturer support are all key ingredients when it comes to deciding what lines to display on your showroom floor. Valor is dedicated to providing quality products that exceed industry expectations and in turn, supply homeowners with efficient, cost effective heating for many years to come. We value the dedication of our dealer network and are thankful for the continued support in the new year. For more information regarding Valor and dealer network opportunities please contact Paul Miles (Director of Sales) at pmiles@valorfireplaces.com - or visit www.valorfireplaces.com. Circle Reader Service No. 47

product innovation “consumer advertising aimed at delivering buyers to our dealers’ doorsteps—and a clothing and sales-aid program,” Miles says. He refers to Valor’s branded line of clothing, which includes shirts and jackets. Just as the website is integral to the consumer-marketing effort, it is also a key element in communication with dealers. “It is where dealers can find all of our program and support information,” Miles says. “We have added new online videos to reinforce our core selling messages.” In addition, “We offer burn display and cooperative advertising programs, and we even custom design ads for dealers,” Miles notes. “There is a variety of promotional material that allows dealers to enhance their showrooms the way they want to:

point-of-purchase materials that include tent cards, ceiling danglers, posters, vinyl signage, and pop-up signage; DVDs with videos and product-image loops; backlit/nighttime Valor signage; and storewindow/vehicle signage.” As many dealers know, though, it takes more than a website and strong marketing materials to solidify relationships; it takes trust and loyalty, too. Recognizing that if dealers are to survive, they need to be able to compete on a level playing field, Miles Industries follows clear rules of trade: “We are loyal to our dealers in that we do not operate a builder or big-box channel, we recognize distinct dealer trading zones, and we do not sell over the Internet,“ Miles says.

Among the company’s newer products is the Valor L1 Linear series. Showcasing leading-edge design, high-quality finishes, and high efficiency, the L1 series combines Valor’s proven performance with the latest in contemporary linear design. Low turndown capabilities provide hours of comfort and efficient heat distribution. Fireplaces in the series come with a choice of two unique firebeds: Long Beach driftwood and Murano glass. “We are pleased with the positive reaction to the Valor L1 Linear series and Legend G3.5 series of inserts. The L1 product was designed so you don’t need to own a chateau to have a linear fireplace. Its size and proportions enable owners of mainstream-type residences to enjoy the linear look. Our new Legend G3.5 capitalizes on our strength in inserts, by giving a full-view experience while providing the comfort and efficiency we are known for,” Miles says. 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 Three new models are being developed that capitalize on the success of the L1 Linear series, but Miles Industries is not ready to The ENERVEX EcoDamper System is the ﬁrst release the details. completely automated draft and damper Miles says, “We system designed for use with gas ﬁreplaces. don’t like to let the cat out of the bag s¬!LLOWS¬FOR¬OPEN¬lREPLACE¬DESIGNS until we are ready s¬/FFERS¬A¬LARGER ¬MORE¬NATURAL¬LOOK to create a buzz and s¬#REATES¬A¬NEW¬PROlT¬CENTER¬FOR¬YOU excitement among our dealers. Let’s just say we have The Guaranteed Solution been very active in to Smoking Fireplaces preparing new products for market for 2013.” The Horizon and H4 fireplaces, the Legend G3 insert, and the Madrona freestanding stove have all been improved. All will have new fire Professor Ernie Contact us for more information: and fuel effects to www.chimneyfans.com maximize flames info@chimneyfans.com and radiant perP: 800.255.2923 formance; upgraded, high-definition

Keep the Cold Air Out, and the Cool Look In!

Eliminate Glass Doors on Gas Fireplaces

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Patio & Hearth Products Report January/February 2013

ceramic log sets are promised for introduction in 2013. “It’s important to note that while homeowners have become more design savvy—and the clear-view, contemporary style is in fashion—that doesn’t mean that the look universally dominates sales,” Miles says. “We have dealers in some regions displaying various brands of contemporary units that aren’t moving (because their customers demand the traditional look). We remain loyal to the traditional styling.” Add reliability to loyalty in describing what sets Valor apart from the competition. Miles says, “Renowned throughout the industry for powerful radiant- and convective-heating technology, Valor designs distinctive products that provide reliable warmth. They are engineered to distribute heat efficiently where you need heat and when you need heat. Valor combines state-of-the-art technology with the latest in hearth designs.” He continues, “The Valor brand’s attributes have always been radiant heat, efficient warmth, reliable performance, and distinctive designs. Each new product is designed to have these attributes; they have helped Valor establish itself as a leader in design innovation and heating technology.” As 2013 begins, Miles pauses to look back on Valor’s achievements before contemplating the future. “We are proud of our past innovations, such as the world’s first direct-vent and power-vent fireplaces, its first smart-control pilot system, and its first fireplace with dynamic restriction, to name a few. There will be a need, however, for even more innovative products that allow homeowners to reflect their taste and room decor while keeping up with style trends,” he says. Miles doesn’t talk in generalities: For those who want specifics, he has them. For example, “We won’t make inefficient, gasguzzling fireplaces, as we believe energy efficiency will become increasingly important in the future,” he says. He adds, “Valor products will be designed for zone heating and will not require electrical hookups for fans. They will use specially designed heat exchangers to circulate warm air (by convection) throughout a room, using new generations of smart controls that will provide homeowners with the ability to control and modulate their fires.” That list gives everyone—dealers and consumers—something to look forward to from Valor in 2013 (and beyond).

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CP corporate profile

NAPOLEON’S EMPIRE Internal flexibility, product innovation, and dealer support make Napoleon Fireplaces & Gourmet Grills an industry powerhouse.

ver the past 35 years, Napoleon Fireplaces & Gourmet Grills (Barrie, Ontario) has maintained its staying power in the marketplace because of its ability to change. Whether redeveloping its product lines to meet dealer requests, enhancing its customer support to strengthen relationships with retailers, or revamping its marketing strategy to make its brand recognizable on multiple continents, Napoleon has used change to transform itself into a leader in the hearth and barbecue industries. Willingness to change is one thing, but the ability to do so is another. Napoleon has both, in large part because it enjoys a unique competitive advantage: The company is 100% family owned. Founders Wolfgang and Ingrid Schroeter (who started the business in the twocar garage of their own home) and their two sons, Chris and Stephen, all play key roles at Napoleon. Because the Schroeters answer only

to themselves, they retain decision-making flexibility not typically afforded at large corporations. Stephen Schroeter, senior vice president of sales and marketing for Napoleon, says, “The success we have comes from the willingness to change and the desire always to make things better. No matter what it is—even if it’s already good—we ask ourselves, ‘How can we make it better? How can we sell more? How can we develop a new market?’ We’re constantly evolving to get to the next level.” He continues, “Being a family company, we can make changes in our organization very quickly. There’s no real approval process. If we’re seeing new products on the market that we need to react to, we can come out with new designs very quickly. All of us care very, very much about our business and take it personally, which helps us put out better products—and then, we keep striving for more. I think that’s ingrained in the Schroeter family. It’s just what we do.” CUSTOMER COMMITMENT Supporting its dealers and distributors is a point of pride for Napoleon. Ron McArthur, who was appointed president of the company in September 2012, says that one of the company’s major objectives for 2013 is to achieve double-digit growth in its opera-

Patio & Hearth Products Report January/February 2013

by JESSE BURKHART

tions. He understands, though, that if Napoleon is going to meet its goals, then it must help its customers reach theirs. “We believe we can achieve double-digit growth by working with our existing dealers and distributors to ensure that our products are well positioned and have a high degree of value for their customers,” McArthur says. “We also develop programs for them to ensure that they see the value in working with us.” From an educational standpoint, Napoleon offers its dealers and distributors numerous training opportunities, including an annual BBQ University; access to a visiting trainer; and instructional videos on the company’s website (www.napoleonfireplaces.com), YouTube channel, and Facebook page. The company

Top: The GL32 reversible vented gas log set Middle: Grills from the charcoal group Bottom: The P500 grill series Page 51, top: The LHD62 linear gas fireplace Page 51, bottom: The P500-S4 wood stove

recently redesigned its packaging to make a bolder statement, from a merchandising perspective, at retailers’ stores. Jim McLean, vice president of sales for Napoleon’s grill division, says, “One of the biggest problems a retailer has, in today’s market, is remaining profitable, so we spend a lot of time thinking about how we can increase our product portfolio to assist our dealers in making more profit. Working with our dealers to develop products that put money into their pockets is a major focus for us.” Napoleon also relies on customer feedback to drive product innovation, and accordingly, dealers have named several new products, in particular, as hot sellers. Napoleon’s LHD62 Linear gas fireplace, which can be installed in both residential and commercial settings, has been popular with consumers and contractors alike. The LHD62 is a 62-inch direct-vent fireplace that boasts a clean aesthetic, a topaz ember bed, and electronic ignition.

On the grill side, the P500 series of gas grills has also been well received at retail. The flagship P500RSIB model packs up to 78,500 Btu of heat and features 900 square inches of total cooking surface, with seven duallevel sear plates. Retailers can anticipate that at the 2013 HPBExpo (March 13–16 in Orlando, Florida), Napoleon will unveil a host of new products, including the GL32 reversible vented gas log set, the contemporary S4 wood stove, and a new line of charcoal grills. The company is also expanding its offering of grill accessories in 2013 because, McLean says, “Dealers tell me their revenue streams have increased dramatically—not only in terms of margin percentage, but incremental dollars—through the sale of accessories to the customer who just bought a grill.” EXPANDING THE EMPIRE Even though Napoleon is already one of the biggest players

in the hearth and barbecue industries, it’s seizing opportunities for expansion—both at home and elsewhere. In early 2013, the company will begin construction on a 300,000–square-foot logistics center in Barrie. The center is scheduled to be completed in October 2013. “We have three large facilities that manufacture both

hearth and grill products, so the addition of this master distribution warehouse will free up a significant amount of space in our other facilities,” McArthur says. “We not only will be able to increase stock and shipments to

our customers, but will have significantly more manufacturing capacity.” Napoleon is also evaluating its marketing strategy to make its brand more recognizable on an international scale—and particularly in the United States. “Our focus over the next 12 to 24 months is on making our brand much more known and ensuring that when customers walk into a dealer’s showroom, they ask first for Napoleon products,” McArthur says. “My job is to work with the Schroeter family to take advantage of the market opportunities that we see—not only in

Canada, but in the United States and Europe.” Whatever lies ahead for Napoleon in the coming year and beyond, the Schroeters will continue making decisions—and changes—just as they always have. “All of the decisions we make are long-term decisions,” Schroeter says. “As a family company that doesn’t answer to shareholders, we can do whatever we feel is best for the company— which makes us a good partner for our customers. We care about the customer, in the long run.” That’s something that won’t change any time soon.

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January/February 2013 Patio & Hearth Products Report

insight

The Heat Is on at Blaze King For more than 30 years, Blaze King’s energy-efficient stoves have been hot sellers for hearth retailers.

ounded in 1977 (as Woodcutter’s Manufacturing) by Hal Larson, Blaze King Industries (Walla Walla, Washington) originally specialized in the production of very large noncatalytic wood stoves, but it now produces the two most efficient wood-burning stoves in the industry. While Blaze King has evolved through the years, it maintains a commitment to its employees, as well as its customers. Chris Neufeld, vice president of Blaze King, says, “We are closing in on the end of our 35th year in business. While the company’s product line or mix has changed significantly, many of the same staff members from the late 1970s and early 1980s are still working, every day, for the company.” According to Neufeld, the average tenure of the company’s employees is 15 to 20 years of service. Keith Yarwood, who assembled the first Blaze King wood stove in 1977, still works for the company, on the research/development team. Neufeld says that the company has also kept its focus on designing very efficient, eco-friendly hearth products that are of the utmost quality. It manufactures catalytic and noncatalytic wood stoves and indoor forced-air wood furnaces. Blaze King also has a line of gas products, including freestanding gas stoves, fireplace inserts, and zero-clearance gas fireplaces. The commitment to building eco-friendly products

by CHERISE FORNO

became even more important with the passage of clean-air regulations that hold wood-stove manufacturers accountable for emission rates. From the beginning, Blaze King has been a pioneer in the industry. In 1983, five years before the first EPA New Source Performance Standards emissions requirements were enforced under the Clean Air Act, Blaze King built a hybrid wood stove to obtain reduced emissions. A year later, the Oregon Department of Environmental Quality awarded its first woodstove certification to Blaze King for its clean-burning wood stove. “That stove, the King model 1101, produced a mere 1.76 grams per hour—and to this day, hundreds (if not thousands) of catalytic combustors are ordered for that specific stove, from various suppliers,” Neufeld says. By 1992, catalytic wood stoves produced by Blaze King led the industry in efficiency and burn times. Blaze King wood stoves far exceed EPA standards, burning up to a third less wood than the stoves of its competitors. In the past year, the Sirocco 20 wood stove and its counterpart, the Chinook 20, were unveiled; both have exceeded projected sales for 2012. Neufeld notes that in 2013, Blaze King will introduce two more new models based on a firebox of 2.75 cubic feet. The Sirocco 30 and the Ashford 30 both have an EPA-approved emissions average of less than 1 gram

Patio & Hearth Products Report January/February 2013

per hour. In 2012, Blaze King also introduced a 10-year, 100% warranty on the catalytic combustors used in all of its catalytic wood stoves. “The current federal law requires a minimum of a three-year combustor warranty, but after more than 30 years (and having perfected the art of catalytic combustion), we are quite confident in our designs,” Neufeld says. Blaze King’s dealers and employees set the company apart from many others in the industry. “We definitely feel our products are superior to every other product on the market, and we have to have that mindset,” Neufeld says. “Then, we provide unparalleled service.” Customer service is a priority for the company, as is partnering with top sales representatives. Neufeld says that the quality of

Blaze King’s products has also kept the company in the forefront of the industry for more than 30 years. Blaze King currently has five of the top eight most efficient wood stoves on the market, including the numberone–ranked wood stove (the King) and the second-ranked (the Princess), as listed by the EPA. Noting that many consumers demand long burn times, Neufeld says, “No one builds a wood stove that will burn as long as our King 1107 model.” For the future, Neufeld adds, increased environmental regulations will continue to drive innovation and efficiency in wood stoves and other products. “A great deal has been learned over the past 20 years, since the mad rush to build clean-burning catalytic wood stoves in the 1980s,” Neufeld says. “Back then, combustors were an afterthought to combustion design. Today, design engineers know they must design the stove around the combustor—and all the requirements necessary for reliable performance.” Neufeld says that new gasburning products will be added within the next year. He adds that innovation will also be seen in pellet-fired and outdoor furnaces with highly intelligent designs and computer-aided catalytic combustion. He explains, “While overregulation is burdensome, it is true that modest and well-planned regulation spurs innovation.”

Top: The King wood stove Middle: The Sirocco 20 wood stove Bottom: The Chinook 20 wood stove

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insight

A New Player Customers and retailers are responding well to the new Swiss Grill brand’s value-driven pricing.

wiss Grills International, launched in Europe in 2007 and already competing with major brands in international markets, is now offering its stylish (yet functional) line—at a desirable price level— in the United States. Founders John Hartwig and his two sons, Chris and Matt, who (together) have 27 years’ experience in the grill industry, recently relocated to the United States. They established an office in Irvine, California, to ensure the successful launch of the company’s U.S. brand, Swiss Grill. John Hartwig, CEO and managing director, says, “Swiss Grill realizes that the United States is the largest outdoor-living market in the world. It is a market that is crying out for a product line that caters to the specialty retailer—without being exorbitant in price. The past 15 years have seen the U.S. grill market crushed by big-box stores. Price points and products available at warehouse stores make the independent sector of the industry look expensive.” Hartwig says that Swiss Grill offers dealers an option: Sell a line of high-quality grills at value-driven prices that fall between those of the inferior products found at warehouse stores and the high-end brands currently available at specialty retailers. “Swiss Grill offers the best price-to-quality/features ratio in the U.S. market right now,” he says. “We have a super product at a good price—a product that the dealer can sell with pride.” Swiss technology is synonymous with quality and precision, and products from Swiss Grill are no exception. The company’s grills are manufactured using 304 commercial-grade stainless steel for every component: double-skinned hoods, fascia panels, burners that independently ignite, 8-millime-

Patio & Hearth Products Report January/February 2013

ter cooking grids (with smooth edges that make them simple to put in the dishwasher), easy-access fat trays, and full-length warming racks. The quality of the stainless steel ensures that the company’s grills can be left

outside all year round and will never rust. All grills also come standard with a rotisserie kit, an infrared rear burner, and a 15-year warranty. Other unique features include Swiss Grill’s signature ergonomic bottle opener, a side burner that sits flush with the grill, double rigid swing doors, and hidden casters that make the grills easy to move. A line of accessories is also available. In addition to their outstanding design, Swiss Grill products have heating power that is equally impressive. Many models feature

by KIMBERLY RODGERS

the company’s trademark Grizzler infrared ceramic burner, which comes to full heat in 45 seconds (quickly sealing moisture in meats). Situated on the grill’s side shelf, and using less gas than a conventional burner, the Grizzler can also be used to cook food in pots and pans conveniently. “The Grizzler can sear a steak in minutes or boil water twice as fast as a regular burner,” Hartwig says. When not in use, the side burner’s flush-mounted design makes it a convenient workstation or serving area. Swiss Grill offers a well-thought-out range of styles, including cart, drop-in, and modularkitchen units. Given all the features that Swiss Grill offers at a desirable price level, Hartwig is enthusiastic about the company’s entrance into the U.S. market. “The bottle opener is a great talking point and an enjoyable feature for the chef, the heat output is second to none, and the fat tray and spacesaving lid are some of the best features in the business.” He adds, “We offer a great product at an affordable price. We don’t claim to be inexpensive, but we do claim to offer value to the market. Within three years, Swiss Grill will be a household name in the gas-grilling industry.” For more information, visit www.swissgrills.com or call (949) 754-3006.

Top: From left: Chris, Matt, and John Hartwig Middle: The Z460D Zurich series grill Bottom: The A-250S/S Arosa series grill

Home heating products that are kind to everyone’s home. SCHOTT ROBAX® glass-ceramic creates a more energy efficient, eco-friendly and safe environment for you and your family. Used in a fireplace, ROBAX glass-ceramic transfers more heat into a room and reduces the amount of firewood needed, compared to using an open system. It also allows the fire to burn more completely, minimizing ash and preventing other particles from being released into the air. To learn more about how SCHOTT’s glass-ceramic can help you go green, visit schottrobax.com.

www.schottrobax.com Find us on SCHOTT ROBAX® is a registered trademark of SCHOTT AG.

Circle Reader Service No. 55

last word

ISLAND STYLE Affluent customers are responding well to the new Tommy Bahama Outdoor Living brand.

ne of the most iconic lifestyle brands, Tommy Bahama, is causing quite a buzz in the casual-furniture marketplace. In January 2012, Lexington Home Brands (Thomasville, North Carolina) rolled out Tommy Bahama Outdoor Living in specialty patio stores and upscale indoor-furniture stores across the United States. Phil Haney, president and

by SHARON SANDERS

CEO of Lexington Home Brands, has high aspirations for the new venture. “The outdoor category features a number of great trade names,” he explains. “We are offering dealers the opportunity to differentiate themselves with a consumer brand—one that resonates with the affluent segment. The demographic that shops at a Tommy Bahama store or purchases the product at Nordstrom, a prestigious resort, or a golf pro shop finds an immediate connection with the brand’s promise of a relaxed, casual, comfortable, and sophisticated lifestyle. We think that translates brilliantly into the outdoor-living category.” Lexington Home Brands unveiled Tommy Bahama Outdoor Living at the Chicago International Casual Furniture & Accessories Market™ in September 2012. The company has owned the license for Tommy Bahama indoor furniture since 2000, so this new venture is the natural next step. “One of the signature elements of Tommy Bahama’s indoor designs has been the concept of bringing the outdoors in; it seems somewhat intuitive that this would work, with equal impact, in the opposite direction,” Haney says. He explains that the outdoor category goes beyond the expected island styling in an effort to appeal to consumers in noncoastal

Patio & Hearth Products Report January/February 2013

areas—and as a way to keep designs relevant and exciting. The Tommy Bahama Outdoor Living program is composed of eight new lifestyle collections inspired by Lexington’s best-selling indoor designs. The Ocean Club Resort and Ocean Club Pacifica collections highlight the contemporary side of Tommy Bahama. Island Estate Lanai and Island Estate Veranda showcase a sophisticated coastal lifestyle. Island Estate Hamptons features a custom linen-white finish.

Top: The Tommy Bahama Outdoor Living merchandising display wall makes it easy for shoppers to customize their furniture Center: The Ocean Club Pacifica collection Left: The Island Estate Lanai collection Page 57: The Island Estate Lanai collection

Canberra Surf & Sand takes an eclectic approach to outdoor living, with designs inspired by Australia. Kingstown Sedona speaks to an elegant Tuscan lifestyle. Al Fresco Living is a collection of occasional/accent items and signature umbrellas. CARVING OUT A NICHE There are a number of elements that define Tommy Bahama Outdoor Living; one of them is exceptional design. “Our years of success with indoor furniture have paved the way for our outdoor styling,” Haney says, adding that he wants people to enjoy what they have come to expect from the Tommy Bahama brand. Every piece of furniture, from sofas to occasional tables and firepits, is handfinished to resemble natural wood. Haney says, “The realism of the finish has even fooled design pros who thought it was wood until they touched it.” Consumers are able to customize their selections with a choice of 175 Sunbrella® fabrics, coordinating fringes, and trims. The design equation also includes comfort as an important element, and the line isn’t disappointing. Every cushion duplicates indoor comfort, with a generous crown and thick boxing. “If you were to blindfold consumers and have them sit first on one of

It features all 175 Sunbrella branded hanging fabrics (primary and correlating), 30 designer boards, high-impact graphics, and point-of-sale information. “Without being a designer, a salesperson or a consumer can correlate an entire outdoor space with custom upholstery that coordinates perfectly,” Haney says. He notes that the merchandising wall was enthusiastically praised by dealers at the September Casual Market. He says, “It provides lifestyle ideas in a self-service fashion, offering a way to present the entire product line in a way that inspires customers.” Another element that defines Tommy Bahama Outdoor Living is convenience: Every SKU in the line will be stocked in Lexington’s distribution complex in North Carolina for immediate delivery. Dealers will not be required to assume the inventory risk of container orders (although container pricing will be available for stocking dealers). This aspect of the program will be significant for smaller dealers and designers who are not able to commit to buying large containers, yet still want high-end, custom products. Dealers can order one item or 20, at any time during the year—even in the

our indoor pieces and then on one of our outdoor pieces, they wouldn’t be able to differentiate between the two,” Haney explains. The scale of the furniture is also distinctive. Its profiles are grander than those of many outdoor-furniture styles, with sofas up to 95 inches in length (as opposed to the standard 72 to 74 inches). To aid consumers in customizing their Tommy Bahama outdoor furniture, Lexington has developed a unique merchandising display wall that is available to retailers who commit floor space to the program.

off season, when it doesn’t make sense to warehouse inventory. Over the years, Tommy Bahama has evolved from a purveyor of islandinspired camp shirts to a worldwide lifestyle brand with 102 retail stores and 13 restaurant locations in the United States—and it shows no signs of slowing. “Tommy Bahama Outdoor Living has a bright future as the newest piece of this successful legacy. It brings with it a branded lifestyle message that resonates with almost every consumer,” Haney concludes.

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product P R O F I L E S DCS Corner Island Design Building on the simplicity and customization of a complete freestanding outdoor kitchen, DCS offers greater versatility with the introduction of new corner-joining solutions. Bend units can be placed in a number of positions alongside traditional grills, Liberty components, or refrigeration units to generate a custom island layout that is designed specifically for your needs. Contact: www.dcsappliances.com. Circle Reader Service No. 101

Clear 150 by Ortal USA The Clear 150 is one of over 60 green and environmentally friendly standard direct-vent gas fireplaces from Ortal Heating Solutions. The direct-vent installation allows Ortal to be incorporated easily into any structure. Ortal has the fireplace to match, whether it’s for a single-family residence, a spacious office-building lobby, or a fashionable multiunit high-rise. Contact: (818) 238-7000, office@ortal-heat-usa.com, or www.ortal-heat-usa.com.

Marquette Seating Collection Marquette combines both French and English styling to create a collection of elegant lines with a touch of Tudor. The collection’s key characteristics include handforged, extrawide arms; a pillow-back cushion on the deep seating furniture; and spring-steel seat straps, which provide added comfort. The collection is available in nine finishes and over 100 stock Sunbrella® cushion fabrics. Contact: www.owlee.com.

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Phoenix Grill

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Brights Collection by Sunbrella Bright, jewel-toned fabrics are all the rage. Let the Brights collection by Sunbrella transport you to exotic places: a tropical island with ocean shades of Capri and true blue; a market in Nepal with fresh fruits and vegetables in hues of logo red, macaw, Tuscan, and sunflower; or a Smoky Mountain retreat with Aruba skies and charcoal clouds. Fabrics shown (from top) are canvas teal, canvas macaw, canvas Aruba, canvas Capri, canvas true blue, canvas charcoal, canvas black, canvas logo red, canvas hot pink, canvas Tuscan, and canvas sunflower. Contact: www.sunbrella.com.

ProFire Grills is pleased to release its latest Phoenix grill, based on input from distributors, dealers, and consumers. Without sacrificing the quality and performance that you have come to expect, ProFire Grills has created a more affordable version of its most popular Phoenix grill. Its features include an all-black aluminized-steel grill head (mounted on a three-piece column and base) with four locking casters, two Nu-Stone shelves, and a rotary ignition. It also comes conveniently packaged in one carton. Contact: www.newphoenixgrills.com. Circle Reader Service No. 105

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Quadra-Fire Voyageur Grand Quadra-Fire® introduces the Voyageur Grand—a larger version of the award-winning Voyageur wood insert. Expanding on the success of the Voyageur, it has the same proven cast-iron look; a larger, 2.35–cubic-foot firebox; and more powerful performance. The four-point burn system, automatic combustion control (or ACC) technology, and limited lifetime warranty are all there, too. Meet the demands of a wider market and offer two sizes of this award-winning look. Contact: www.quadrafire.com. Circle Reader Service No. 106

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product P R O F I L E S Grand Terrace Table The 48x112-inch Grand Terrace table from Gensun Casual Living accommodates 10 to 12 guests, for those wonderful gatherings under the sun or the stars. The table further enhances the beautifully detailed and popular Grand Terrace collection. Grand Terrace features over 90 different furniture pieces to decorate any outdoor room in beautiful distinction; 250 fabrics and 11 frame finishes are available for additional design customization. Contact: www.gensuncasual.com. Circle Reader Service No. 107

Victory Direct-vent Gas Insert The Vermont Castings Victory insert now comes in a new larger size. Because itâ&#x20AC;&#x2122;s now available in a large version, with a variety of decorative faces, trims, and surrounds, thereâ&#x20AC;&#x2122;s a choice for everyone. Your customers are sure to find the looks that theyâ&#x20AC;&#x2122;ve been searching for to update their fireplaces, from sleek contemporary lines to handcrafted, rustic details. With beautiful style coupled with increased efficiency and energy savings, the Victory insert delivers a winning combination. Contact: www.vermontcastings.com.

CĂĄpri Value and beauty truly describe the CĂĄpri coffee table firepit from California Outdoor Concepts. Now, itâ&#x20AC;&#x2122;s possible to get all the features and options of larger tables from California Outdoor Concepts in this compact (yet elegant) addition to any outdoor patio. The CĂĄpri coffee table is available with two different basesâ&#x20AC;&#x201D;a sculptured base and a rattan baseâ&#x20AC;&#x201D;to blend with the design of your backyard; there are two new, contemporary bowl designs: round and square. After you select the base, select any one of four alternative granite tops and the CĂĄpri style of your choice; then, top it all off with any one of 11 different glass colors. The CĂĄpri will fit nicely into tight spaces, and its beautiful design will have you dreaming of a blue Italian sky, fading into sunset. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 109

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product P R O F I L E S DCS Liberty Straight-line Design Components include three 30-inch modules: a full-featured all-grill unit, a side burner/sink unit with two 17,000-Btu burners, and a double side burner/12,000-Btu griddle unit. All units can be placed on carts with storage, for a 360-degree grilling experience, or built into an island enclosure. Contact: www.dcsappliances.com.

Charcoal Companion Saltplate Holder Salt-plate cookery has reached a fevered pitch. The most common way to use a salt plate is over the direct low heat of a grill, but on its own, the salt plate can be awkward and dangerous to maneuver. The Charcoal Companion® salt-plate holder is made with a durable porcelain coating and provides easier, safer salt-plate transport from the cooking surface to the table. Furthermore, the holder eliminates excess pressure on any one area of the plate while protecting fragile edges. As your salt plate begins to wear down, use the holder as a frame to hold together larger pieces of salt. The MSRP is $14.99. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 111

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Heritage Gas Firepit Chat Group Customers are seeking more options for entertaining, and Agio continues to deliver. Classic warmth is what your customers want year round, and the Heritage outdoor gas firepit chat group is the perfect blend of innovation with a classic look. With the portability factor that allows customers to move to different areas of their outdoor spaces, Heritage is the ideal collection for the discerning customer. Watch your sales and profits take off when you add Agio’s firepit chat collections to your product mix. Contact: www.agio-usa.com. Circle Reader Service No. 112

EcoDamper System The ENERVEX EcoDamper lets you start a safe and hassle-free fire in your gas-fired fireplace with a single touch of a button, and you can get rid of your glass doors and enjoy an unobstructed view of the fire. It controls the speed of the fan to maintain a proper draft in the chimney and ensures that the gas supply is cut off, should there not be a sufficient draft in the flue system to vent the fireplace safely. Contact: (800) 255-2923 or www.chimneyfans.com. Circle Reader Service No. 113

Bella-Dura Bella-Dura’s casual line of performance fabrics is perfect for any installation, in any market or any application. The company’s award-winning design team lets you decorate and accessorize your outdoor spaces with no holds barred. From simple to classic to cutting edge, look no further than Bella-Dura for fabrics with on-trend patterns, vibrant colors, and innovative textures—all woven in the United States using leading-edge technology. New for 2013–2014 are Quinn and Sanibel in lime green. Contact: www.bella-dura.com. Circle Reader Service No. 62

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product P R O F I L E S King Wood Stove The King model wood stove has come a long way since it was first manufactured in 1977. In 1984, it was the first wood stove ever to be granted a certificate for clean burning under Oregonâ&#x20AC;&#x2122;s Department of Environmental Quality. It is also currently listed on the EPA website as the most efficient wood stove. It is available in three different styles. Contact: (509) 522-2730 or www.blazeking.com. Circle Reader Service No. 115

Flexible Natural Stone 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

Gas Firepit Gensun Casual Living has introduced gas firepits to its Grand Terrace, Madrid II, Paradise, and new Roma table collections. The firepits will be available in 54-inch round and 38x56-inch rectangular sizes. The bases are beautifully crafted using the Paradise solid cast-aluminum design. By combining the tops and bases with Gensunâ&#x20AC;&#x2122;s 11 frame colors and three Paradise tabletop colors, you can create hundreds of different designs. Contact: www.gensuncasual.com. Circle Reader Service No. 116

Bring warmth and style to any room with the ultimate in fireplace designs.

7618 Jellico Avenue, Northridge, CA 91325 Tel: 818 238 7000 info@ortal-heat-usa.com www.ortal-heat-usa.com Circle Reader Service No. 64

Patio & Hearth Products Report January/February 2013

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 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. 117

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product P R O F I L E S

Space Creator 75 by Ortal USA

Napoleon Linear Electric Slimline Fireplaces Introducing a new linear electric slimline fireplace series with a clean, crisp contemporary design and all the convenience of simply hanging them, plugging them in, and enjoying them: Napoleon’s new electric fireplaces feature a generous glass front and a contemporary glass ember bed that complements the minimalist design. All units can be recessed into the wall for reduced protrusion into the room. Five widths are available—32, 48, 60, 72, and 100 inches—making them perfect for any room in the house. The fireplaces produce 5,000 Btu and come with a linear glass front; a modern glass ember bed; a sleek, thin design for either wall mounting or recessed installation; an easy-access electronic touchscreen control panel (cool to the touch, even when the heater is on); a convenient remote control; and a wall-mounting bracket—making installation as easy as hanging a picture on the wall. Contact: www.napoleonfireplaces.com.

Ortal’s Space Creator 75 (foreground) and Clear 110 Tunnel (rear) are part of a diverse family of contemporary fireplaces, providing form and function with high efficiency ratings, safe and easy operation, and eye-catching aesthetics—including

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CSA-certified Match-lit Inserts The new CSA-certified match-lit inserts by HPC now include the H burners and Penta burners. They are CSA certified as meeting the standards for decorative gas appliances: outdoor fireplaces. All models feature a stainless-steel pan and burner, natural gas or LP styles, and an orifice handling up to 65,000 Btu. They are available in various sizes of pans and burners, using round bowl style, round flat style, or trough style linear pans (and new rectangular pans for H burners). Contact: (877) 433-7001 or www.HPCfire.com.

Ortal’s signature frameless glass-to-glass applications. Architects, builders, and dealers agree that Ortal’s unique aesthetic and engineering are a welcome addition to the hearth industry in the United States and Canada. Contact: (818) 238-7000, office@ortal-heat-usa.com, or www.ortal-heat-usa.com. Circle Reader Service No. 120

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Canvas Capri Tufted Hammock Plush, grommet-tufted contours cradle you as an overstuffed featherbed would in this Hatteras Hammocks® masterpiece of comfort, new for 2013. Two layers of cottony-soft, all-weather Sunbrella® fabric sandwich a fluffy center of recycled polyester hollowfill fiber made from recycled plastic drink bottles. The spreader bars are richly grained South American cumaru; the hanging hardware is zinc-plated steel. The hammock body measures 55x78 inches, and its total length is 13 feet. The tufted trapezoidal pillow comes included, though the Roman Arc cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 121

Hi-Flame With the addition of the HF-577IU3 Thoroughbred (left) and the HF-577IU7 Highlander (right) wood-burning inserts, Hi-Flame continues to offer new and innovative products to the U.S. market. The Thoroughbred model has a wide, decorative cast-iron surround and is only 25 inches high, allowing for easy installation. The taller Highlander insert, at 26 inches high (with a minimal surround) is ideal for custom insert installations. Both units will handle 24-inch–long wood. Contact: (360) 425-4200 or www.HiFlame.com. Circle Reader Service No. 66

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Dry Storage Cabinet Twin Eagles has introduced dry storage cabinets to facilitate clean, dry, and organized storage of outdoor-kitchen essentials. Gasket-sealed doors ensure that contents stay protected from the elements. The cabinets feature five full-extension drawers behind the left-hand door, along with two fixed shelves and two full-extension drawers behind the right-hand door. The tall model is shown; a standard 36-inch under-grill model is also available. Contact: www.TwinEaglesBBQ.com. Circle Reader Service No. 123

Carmel The Carmel in chat height makes its debut in the California Outdoor Concepts line of firepit tables for the 2013 season. This beautiful firepit table was named after Carmel, California, because it’s considered a cultural Mecca by visitors and residents. The company designed the new Carmel chat with well-tailored legs on a clean aluminum torso to echo that scheme. The Carmel will be at home in stylish and sophisticated outdoor venues. Available in early spring, the Carmel will be shown in lustrous tones of black or brown. Crowned with your choice of four granite finishes and 11 glass options, it will truly offer that aesthetic look where soft sand meets cypress-covered cliffs. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 124

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. 127

ENERVEX RS Chimney-fan System The RS chimney and fireplace fan is the guaranteed solution to smoking fireplaces. The extremely quiet and reliable chimney fan maintains the perfect draft to ensure a smoke-free environment. The fan is easy to use and virtually maintenance free. It can be used with wood or gas fireplaces, as well as coal- and oil-fueled appliances. Contact: (800) 255-2923 or www.chimneyfans.com. Circle Reader Service No. 128

Empire’s Blue Bay Log Set Empire’s Blue Bay log set creates an entirely new look for the contemporary Boulevard vent-free linear fireplace. Bleached by the sun and worn by tide and sand, these four handpainted ceramic-fiber driftwood logs will conjure up memories of long evenings spent combing the beach. The set installs easily, thanks to the matte-black metal base, which has pin locators to hold the logs securely. The black base can be concealed beneath Empire’s decorative rocks and pebbles or other fireplace-approved media. Contact: (800) 851-3153 or www.empirecomfort.com. Circle Reader Service No. 125

Canvas Collection Introducing Phifer’s new designed fabrics canvas collection: It’s a laid-back compilation of outdoor-furniture fabrics, with 20 colors and 10 coordinating stripes that, simply put, are all about casual living. Inspired by the beauty of grain sacks, burlap, and linen, this cushion-fabric collection gives a nod to vintage style. There’s nothing fancy here—no frills, just effortless style. Contact: (205) 345-2120 or www.phifer.com. Circle Reader Service No. 126

Princess Wood Stove The Princess wood stove was the first hybrid wood stove; introduced in 1983, it used a combination of secondary air tubes and a catalytic combustor. The newest version, available in three different styles, is the Princess 1006—and it is the second most efficient wood stove listed on the EPA website. Contact: (509) 522-2730 or www.blazeking.com. Circle Reader Service No. 129

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product P R O F I L E S LA200 Series Grill

Pyroceram III Clear Glass Ceramic You can trust Pyroceram® III from EuroKera for the very best in high-temperature performance. Made from a special composition of clear glass ceramic, Pyroceram III withstands even the highest heat conditions—up to 1,300 degrees (700 degrees Celsius)—due to its low coefficient of expansion. Pyroceram III creates a tranquil, warm atmosphere in front of your fireplace or stove, thanks to its excellent transmission of visible light and its light-amber tint. Contact: (864) 963-8082 or www.eurokera.com/pyro.

The LA series (LA200SB) gas grill by Napoleon provides 435 square inches of total cooking area, with three burners. This powerful, compact grill produces up to 43,000 Btu and features folding side shelves, with a safety lock on each burner shelf. The unit has extra storage space and features an ACCU-PROBE™ temperature gauge, i-GLOW™ backlit knobs for late-night entertaining, and Napoleon’s JETFIRE™ ignition system. Contact: www.napoleongrills.com.

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Starlight Collar Tilt by Treasure Garden

Charcoal Companion Grill Clips

The elegant and durable Starlight collar tilt from Treasure Garden sets industry standards for fashion and design, for both daytime and evening. With its built-in rib lights, the Starlight will light up your party all through the night. Available in two sizes—9 and 11 feet—the collection features the finest tilt design ever. You simply turn the collar, even while you’re sitting down, for infinite degrees of shade comfort. With over 25,000 shade options, Treasure Garden is the number-one name in shade. Visit the company’s expanded showroom (#1655) at the Merchandise Mart in Chicago, Illinois. Contact: info@treasuregarden.com or www.treasuregarden.com.

These heavy-duty, stainless-steel clips make it easy to grill individual portions of vegetables. The clips are dishwasher safe and are ideal for asparagus, zucchini, green onions, or any other long vegetables. Grill clips are sold as a set of four. The MSRP is $14.99. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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product P R O F I L E S Premium Stainless-steel Wipes

Artisan Fire Pizza Oven

These cleaner/protectant wipes are a must-have product for anyone who owns stainless-steel appliances, either indoors or outdoors. These wipes use natural oils to clean and protect grills, refrigerators, side burners, or stainless-steel storage systems. They are designed with two unique cleaning surfaces. Side one has a slightly abrasive texture to remove hardened residue and minor scratches, while side two is completely smooth to polish the surface. This is a great product for every homeowner. Contact: (800) 521-2855 or www.bullbbq.com.

The Artisan Fire pizza oven by Kalamazoo Outdoor Gourmet brings old-world pizza-oven cooking to the modern outdoor kitchen. This stainless-steel, gas-fired pizza oven has a countertop design that requires no installation. Capable of cooking at more than 800 degrees, it can bake a Neapolitan-style pizza in less than 3 minutes. Contact: www.kalamazoogourmet.com.

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Violet Pebble Yellow Outdoor Rug This handsome, heirloom-quality outdoor rug, winner of a 2012 International Casual Furnishings Association Design Excellence Award, recalls timeless Asian floral prints designed to soothe both sight and spirit. Handhooked in the age-old Eastern manner from synthetic DuraCord® yarns, Sawgrass Mills® by Hatteras Outdoors rugs resist rot, mold, mildew, fading, and staining, yet have the sought-after softness of cotton. Violet Pebble yellow comes in either 5x8-foot or 8x10-foot sizes and is also available in pesto and garnet color palettes. Contact: (800) 334-1078 or www.thehammocksource.com.

Counter-height Santorini Firepit

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OW Lee’s counter-height Santorini firepit is 54 inches wide and sits 38 inches high. It offers beautiful fireside ambience and is designed for outdoor dining and entertaining. The firepit uses propane and comes with a natural-gas converter. The hearth top is designed to sit inside a captured rim, which allows the firepit to be transported as one unit. Contact: www.owlee.com. Circle Reader Service No. 137

Reflections by EuroKera

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

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Patio & Hearth Products Report January/February 2013

To enhance the effect of the fire’s flame, Reflections™ opaque, reflective glass ceramic can be used on the back wall of the stove to capture and make visible the entire dimension of the fire. Highly reflective black glass ceramic is available, as are white and cream, for a more subtle look. Do you want to keep the brick effect? These products can also be printed with a customer-specified brick pattern or a pre-existing design in the colors shown here. Contact: (864) 963-8082 or www.eurokera.com/pyro. Circle Reader Service No. 138

Emerald Diamond Nuggets Recently, Pantone announced emerald as the 2013 color of the year, citing green as the most abundant hue in nature (according to Leatrice Eiseman, executive director of the Pantone Color Institute). RH Peterson’s new Diamond Nuggets in emerald—a rich, lush green—add sparkle and luster to your fireplace or outdoor fire feature. These unique nuggets capture and reflect the flames for a dazzling effect. They are also available in lavender, rose, Pacific blue, steel blue, and original icy clear. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 140

Harman Accentra Now available in the popular majolica brown enamel finish, this high-efficiency pellet stove uses Harman PelletPro™ and ESP (or exhaust-sensing probe) technology to burn any grade of pellet, with even heat and precision control. Basic maintenance can be performed without shutting down the unit—for true 24-hour heating. Traditional cast-iron craftsmanship and clean lines complement multiple decor styles. Even heat, distinctive features, and easy maintenance make the Accentra a practical heating solution that exemplifies the company’s motto: Built to a Standard, Not a Price. Contact: www.harmanstoves.com. Circle Reader Service No. 139

Penta Burners by Hearth Products Controls HPC Penta burners are available in 18-, 24-, 30-, and 36-inch sizes. Made of 304 stainless steel, they have burner ports drilled for a full, uniform flame pattern. They can be used with natural gas or propane and with decorative glass or lava rock. This patent-pending design sheds water and is more fuel efficient; it will soon be available in the company’s CSA-certified match-lit and electronic hot-wire ignition inserts. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 141

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product P R O F I L E S A Hot Add-on for Retailers 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 Matâ&#x201E;˘ 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. 142

Ventless Traditionaldesign Outdoor Fireplace As the weather cools, people still want to entertain outside. There is no better way to prepare your yard for fall and winter outdoor parties than to take advantage of this new fireplace design. This is a ventless outdoor-rated insert, designed for LP or natural gas. The design includes an igniter and controls. This can be customized to match your current outdoor decor. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 143

HF-737 Stallion With a traditional design in either high-temperature paint or beautiful porcelain enamel, the HF-737 Stallion noncatalytic wood stove provides all that your customers need in wood heatingâ&#x20AC;&#x201D;at a value price. Capable of heating up to 2,100 square feet and able to hold a 24-inch log, the HF-737 stove provides an elegant fire view and resembles fine furniture. Contact: (360) 425-4200 or www.HiFlame.com. Circle Reader Service No. 144

Saber R33SC0012 Saber is a new line of outdoor-cooking equipment designed and engineered, from the ground up, to be the most advanced, performance-driven, value-priced brand in the premium-grill category. All Saber grills include only 304 nonmagnetic stainless steel, a patented infrared cooking system that allows for true zonal cooking and fast preheating (reaching 700 degrees in less than 10 minutes), push-button electronic ignition at each burner, multiple-height warming racks, and heavy-duty locking casters. The R33SC0012 includes two burners and a 330â&#x20AC;&#x201C;square-inch cooking surface, as well as an enclosed 304 stainless-steel cart with side shelves, tool holders, and grate-level temperature gauges (for improved accuracy). Its MSRP is $799. Contact: www.sabergrills.com. Circle Reader Service No. 72

Patio & Hearth Products Report January/February 2013

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Valor L1 Linear Series

Highwood USA’s Weatherly Porch Swing Highwood USA’s Weatherly porch swing is designed to be durable and weather resistant, with minimal color fading from season to season. It has a gently contoured, curved back and is made with synthetic wood that will not decay or rot as traditional wood will. High-grade, color-matched stainless-steel hardware and a stainless-steel hanging chain are included. Contact: www.highwood-usa.com.

Showcasing leading-edge design, high-quality finishes, and high efficiency, the L1 series combines Valor’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.

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TURN UP THE AMBIENCE

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WHILE ENJOYING CLEANER, GREENER HEAT.

Customize your climate with an Memphis Direct-flame Cooking Insert Enjoy delicious, charred taste and direct-flame cooking with the Memphis direct-flame Flavorizer insert. The optional direct-flame Flavorizer insert provides additional searing versatility and convenient periodic grill maintenance. Contact: www.hearthlandproducts.com.

Infratech electric comfort heating system for your home or business.

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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product P R O F I L E S New Rock and Glass Kit From Valor

Hybrid Fire Grill

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.

Different from the ground up, Kalamazoo Hybrid Fire grills are powerful gas grills that also cook with charcoal and wood. The different fuels can be used in any combination over the entire grill. Its 3â&#x20AC;&#x201C;foot-tall firebox enhances grilling heat dynamics and creates a convection effect for roasting and smoking. Contact: www.kalamazoogourmet.com.

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KitchenAid All-stainless Six-burner Gas Grill

Defining the

outdoor grilling and comfort heat experience

This classic, durable 304 stainless-steel KitchenAidÂŽ gas grill comes equipped with main burners that individually ignite with push-and-turn electronic continuous ignition. Halogen lighting in the firebox allows the chef to cook well after the sun sets. Additional cooking features include a ceramic infrared rotisserie burner and an intense-heat ceramic infrared searing side burner, which provides versatility in crafting the perfect meal. Contact: www.kitchenaidgrills.com. Circle Reader Service No. 151

since 1966

34MM9214

AEI Corporation 2641 Du Bridge Ave., Irvine, CA 92606 949-474-3070 www.aeicorporation.com

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Patio & Hearth Products Report January/February 2013

The contemporary-styled 34MM9214 by Twin-Star International features an elegant, high-gloss white finish and brushed stainless-steel legs and hardware. It contains an open center shelf with a compartment divider for media storage. An electric fireplace rotates open, using a touch-latch system, to reveal hidden storage. The unit can easily be assembled, in under 20 minutes, using just a Phillips screwdriver. Contact: www.twinstarhome.com. Circle Reader Service No. 152

Bellevue From Ebel

SCHOTT ROBAX 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.

For the 2013 season, Ebel Inc. introduces the new Bellevue collection. This smaller-scale group is available in a variety of seating pieces. Tables and dining options can be mixed and matched from the Dreux, Laurent, Napoli, and Portofino collections, allowing the ultimate in style customization. The Bellevue collection is available in driftwood and includes 5-inch–thick cushions. Contact: www.ebelinc.com.

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Platinum Smart-Heat Gas Range The Platinum Smart-Heat™ gas range, manufactured by Bromic Heating, links innovation and aesthetics to bring you a heater that redefines the world of outdoor commercial heating. The company’s gas range gives you electronically controlled safety; the highest levels of wind resistance; one-switch integration; cost efficiency; wall or ceiling mounting; and flexible, directional smart heating. The Platinum Smart-Heat gas model is available in two sizes; both are available in propane or natural-gas versions. Contact: (800) 301-1293 or www.bromicheating.com.

Join an Industry Leader The WoodMaster Force 20 is a hot-air heat exchanger 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. 157

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Regency Outdoor Plateau City Table

Regency Fireplace Products expands its outdoor fire table offering with the new Plateau™ city table. The new 36-inch tabletop is available in either iron gray or stainless steel to give consumers more options for smaller spaces and contemporary design. The Plateau city fire table can be transformed into a functional dining setting with a convenient leaf cover—an ideal feature for both warm gatherings and entertaining outdoors. The Regency outdoor series, first introduced in 2010, provides complete kits—including stylish accessories and finishings, in a variety of size and style options, built to withstand the elements. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-fire.com. Circle Reader Service No. 155

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product P R O F I L E S Qrave Grill Broilmaster’s new Qrave grill might be the most versatile gas outdoor-cooking system that you can buy. With electronic ignition, an oval burner, and dual controls, the Qrave (pronounced crave) adjusts from as low as 7,500 Btu (for low-and-slow cooking and smoking)—but can still be cranked up to as high as 25,000 Btu (for grilling and steaming). The stainless-steel chip drawer slides out, so you can add chips without opening the grill. The stainless-steel drip tray catches all the drippings to eliminate flare-ups. Most of the drippings vaporize to produce flavorful smoke, while any excess liquids flow to the external drip bucket. Close the drain valve and fill the drip tray with water (or other liquid) to steam seafood and vegetables. The deep aluminum casting creates natural convection for exceptional heat and smoke circulation. The 0.25-inch–thick casting maintains a consistent temperature, all day and all night. A new precision probe heat indicator monitors the temperature and can even be recalibrated in your kitchen to ensure accuracy. Qrave grill heads fit all Broilmaster carts, posts, shelves, and side burners. Choose from LP or natural-gas versions. A special-package model—in the LP version only—ships in one carton, with a black cart and one side shelf. Contact: www.broilmaster.com.

Sag Harbor Deep Seating Kingsley-Bate’s Sag Harbor deep seating is handcrafted from the finest all-weather materials and is a beautiful addition to any natural setting. The collection includes a generous lounge chair, ottoman, sofa, and love seat. All pieces are handwoven using extra-large wicker fiber, making for heavier and more substantial seating than that seen in typical outdoor-wicker pieces. The Sag Harbor deep seating group is stocked in natural; all other Sag Harbor pieces may be special ordered in natural, with a lead time of 8 to 10 weeks. Contact: www.kingsleybate.com. Circle Reader Service No. 159

PelletVent Pro PelletVent Pro is engineered with features for a durable, safe, and aesthetically pleasing venting system. PelletVent Pro features a metal-to-metal seal as the primary protection against leakage. A high-temperature silicone O-ring, completely encapsulated between the inner and outer walls, provides a secondary seal. The company’s patent-pending superferritic metal inner liner has proved to be the most corrosion resistant. This product line has, by far, the best-performing metal for burning biofuels, according to the manufacturer. Contact: www.duravent.com.

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Premium Wood Smoking Chips Your customers will return again and again for Big Green Egg’s premium wood chips, made in the United States: Each variety of wood infuses food with its unique flavor and aroma. Now offered in four private-labeled varieties, Big Green Egg 100% natural wood smoking chips are made exclusively from natural, premium woods, and (like the company’s organic lump charcoal) they contain no artificial or chemical additives of any kind. Contact: www.biggreenegg.com. Circle Reader Service No. 161

Napa Flex Fire Collection Create your own dream firepit table using the Napa Flex Fire™ collection by The Outdoor GreatRoom Company. Choose your base, burner shape, top, and finishing materials. Mix and match to create the style you want. With dozens of options to choose from, the possibilities are endless. Contact: (866) 303-4028 or www.OutdoorRooms.com. Circle Reader Service No. 76

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Avignon Dining Agio’s Avignon deep seating collection gives you the opportunity to meet the demands of customers who insist on quality and value. The aluminum-slat coffee table also acts as a unique storage area for the ottomans that complement this set. Durably crafted, the seating group includes the beauty and comfort of premium weather-resistant cushions. Agio’s Avignon deep seating collection gives your customers access to instant entertaining savvy. Contact: www.agio-usa.com. Circle Reader Service No. 163

Charred Hollow Oak Vented Log Set

Aura Patio Plus Infrared Heater

Golden Blount’s Charred Hollow Oak vented log set is supplied with an oversized rear log that provides both a flame-reflective quality and heat-radiating benefits. Unique front and top logs complement the beautiful rear log without shading its reflective quality. Available in 21-, 24-, 30-, and 36-inch sizes, the Charred Hollow Oak set can be used with any of Golden Blount’s burner assemblies, including the new spark-to-pilot models. Contact: (800) 833-1139 or www.goldenblountinc.com.

The new Aura Patio Plus portable electric infrared heater is the latest innovation in a market that is looking for design enhancements, functionality, and performance. Its stainless-steel design offers a modern, clean, and minimalistic look. Other features include 1,500-watt, 120-volt operation; an integrated on/off switch; an easy-to-assemble, three-part post and weighted-base system; an integrated safety tip switch; and certification for use in the United States and Canada. Contact: www.auraheater.com.

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Brighton The Brighton by Twin-Star International is a multifunction media cabinet with integrated wire management. Designed to hold a television of up to 62 inches, it features fine furniture-grade construction (solid hardwood blocks with metal-on-metal connections) and a real marble top, with a matching surround. It can easily be assembled, in under 20 minutes, using just a Phillips screwdriver. It features left and right storage cabinets and adjustable wooden shelves. The Brighton is available in two different finishes. Contact: www.twinstarhome.com. Circle Reader Service No. 165

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product P R O F I L E S 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. 167

Tribute Series Grill Now, customers can get the sophisticated style they’ve come to expect from a Vermont Castings grill in a smaller, more compact package. The sleek Tribute series adds a new three-burner, 39,000-Btu model, plus a new two-burner, 26,000-Btu model. Both grills feature North American stainless-steel burners and exteriors, an EasyFlame ignition system, and exclusive cast-iron end caps and grates. These grills are perfect as second grills (for quick meals and added cooking space), or as a great option for a small patio or vacation house. Look for them this year. Contact www.vermontcastings.com. Circle Reader Service No. 170

Charred Stack Vent-free Log Set Golden Blount’s Charred Stack vent-free log set incorporates design elements of the company’s award-winning Texas Stack vented logs. Angled log positioning provides a natural appearance rarely found in the vent-free category; 24- and 30-inch models are available in Seasoned or Fresh Cut coloring styles. Burner options include remote-ready or four-step, remote-controlled, all-inclusive models. Contact: (800) 833-1139 or www.goldenblountinc.com. Circle Reader Service No. 168

Uptown 1242 Firepit Table With a modern look in granite and stucco, the Uptown firepit table by The Outdoor GreatRoom Company now comes with a spectacular 42-inch burner. It 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 makes for a perfect entertaining area. Contact: (866) 303-4028 or www.OutdoorRooms.com.

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, providing 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 tools are required, making the installation quick, solid, and secure, every time. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 171

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Fire Magic A Series Grill This grill, sibling of the current Fire Magic Echelon Diamond, boasts the same sleek styling, with a curved face and signature backlit control knobs, yet features a simple analog thermometer in the hood, encircled by a highly polished stainless-steel bezel. Interior lights and backlit knobs are easily controlled by the master switch. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 172

Patio & Hearth Products Report January/February 2013

Mist-A-Way From Brown Jordan Outdoor Kitchens Effectively eliminate mosquitoes and other biting insects from backyards and outdoor-living areas with the industry’s most effective automated perimeter insect-control system. Mist-A-Way allows homeowners to enjoy gatherings with friends and family thoroughly without continuously swatting at pesky critters or having to run for the indoors at dusk. The ability to spend more time outside also adds value to the investment in an outdoor-living space, in addition to enhancing the bottom line of your project. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

Sunpak-TSR Patio Heater Infrared Dynamics introduces the new Sunpak-TSR outdoor patio heater, which features a handheld remote control. One slim remote handles on/off and high to low heat settings. The Sunpak-TSR’s stainless-steel finish reflects elegance and style on your patio wall or ceiling. It’s available in natural gas or propane models that give off quiet radiant heat. Contact: www.infradyne.com. Circle Reader Service No. 175

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Arosa New Big Green Egg Pizza EGGcessories

There’s nothing more fun than a pizza night at home with friends and family. With the Big Green Egg’s exciting new line of customized pizza EGGcessories, you can easily make your favorite pizza, flatbread, or calzone creations: Everyone chooses his or her own fresh ingredients, and the EGG® makes sure that they all turn out perfectly. Contact: www.biggreenegg.com.

The Arosa by Swiss Grill defines new boundaries, with design, function, and quality being in the forefront for this grill. Equipped with powerful 72,000-plus–Btu stainless-steel tubular burners and the next-generation side burner (an adjustable and infrared masterpiece known as the Grizzler*), this grill delivers unprecedented performance at an affordable price. Pictured is the A-250B; *selected models. Contact: www.swissgrills.com. Circle Reader Service No. 176

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product P R O F I L E S

Direct-Temp Gas Unique to today’s market, Direct-Temp provides exceptional corrosion protection (and virtually no leakage) due to an inner stainless-steel liner. Stainless steel permits precision manufacturing

Broil King Baron Series The all new Baron™ series from Broil King offers power and performance in a variety of sizes to suit any avid griller. The Baron series features premium stainless-steel accents, including a durable lid with cast-aluminum end caps, drop-down side shelves, and cabinet doors. At the heart of the Baron series is Broil King’s legendary cooking system: heavy-duty cast-iron cooking grids, stainless-steel Flav-R-Wave™ technology, and powerful stainless-steel Dual-Tube™ burners. Contact: (800) 245-5138 or www.broilkingbbq.com. Circle Reader Service No. 177

Regency F5100 Extra-large Catalytic Wood Stove

tolerance, ensuring tight seals and the added structural integrity of the system. The liner has a continuously welded seam, which is superior to lock-seam designs that might leak. The company’s engineers set out to surpass the performance requirements of the industry using unique features found only in the company’s direct-vent system. Direct-Temp is ideal for both sidewall and conventional through-the-roof venting solutions and has been engineered for optimum appliance performance. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 181

Regency introduces the F5100 extra-large catalytic wood stove with new Eco-Boost technology. One of the most environmentally friendly wood stoves available, the F5100 delivers impressive heating performance. This highly efficient wood stove combines the latest in catalytic and secondary-burn technologies to produces less than 1.5 grams of emissions per hour. It’s capable of burning a 90-pound wood load for more than 30 hours. The F5100 combines both function and style, featuring classic wood-stove appeal with clean lines; a contemporary, cast-iron door design; and an impressive view of a roaring wood fire. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-fire.com. Circle Reader Service No. 178

Duraflame illuma Firepit With Log Set The Duraflame® illuma™ firepit with log set safely burns renewable, smoke-free, liquid bioethanol. The firepit features a patent-pending burner system that uses unique, no-pour illuma-fuel® canisters. The fuel canister can be safely removed and replaced while the fire is burning. The firepit set includes a ceramic-fiber log stack, flame-adjustment rings, a low-fuel indicator, a snuffer tool, and an all-weather cover. Contact: www.duraflame.com/illumavideos. Circle Reader Service No. 179

New Erwin and Sons Captiva The new Captiva is a richly woven design reminiscent of luxury island living. Square-backed seating features flat and round core frames with elegant ball feet. The 18-piece deep seating group offers a variety of seating, dining, and leisure options, with Leisureluxe™ custom cushions available in hundreds of performance fabrics. Shown is the fieldstone finish. Contact: www.erwinandsons.com/captiva/. Circle Reader Service No. 180

Kamado Rocket Galaxy Outdoor’s Kamado Rocket has received rave reviews in the professional barbecue-competition world. Over the centuries, kamado cooking technology has evolved in many ways. Galaxy Outdoor has contributed to this evolution by introducing the first all-fuel (charcoal, wood, natural gas, and propane) Kamado Rocket smoker grill. This is a one-of-a-kind cooker that smokes, bakes, grills, and even serves as a pizza oven. The Kamado Rocket made its debut on October 27, 2012, in Lynchburg, Tennessee, at the Jack Daniel’s World Championship Invitational Barbecue Event, where it was awarded first place for the Best Chicken in the World. The Kamado Rocket is now used as part of Team Kamado Rocket, a touring professional barbecue group headed by pit masters Jennifer and Tommy Duncan, the first husband–wife team to compete on the hit television show “Chopped.” The Kamado Rocket is available in four sizes, with many color choices, and is 100% made in the United States, in Las Vegas, Nevada. Contact: (702) 448-5600 or www.galaxyoutdoor.com. Circle Reader Service No. 182

Patio & Hearth Products Report January/February 2013

American Fyre Designs RH Peterson Company introduces American Fyre Designs (formerly known as Designs by Garry), a line of prefabricated fireplaces, firepits, fire tables, and other unique fire features. Constructed of GFRC, these products are manufactured in RH Peterson’s City of Industry, California, facility and are available in a variety of colors and textures. The Coronado fireplace unit shown here is designed to transform an ordinary yard into an extraordinary space, with very simple assembly. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 183

Memphis Elite Wood-fired Grill Made in the United States, the Memphis Elite wood-fired grill is the new 39-inch built-in or cart model. The Memphis is a high-end, 304 stainless-steel, three-in-one outdoor-cooking center. It’s a high-temperature grill, a low-and-slow smoker, and a true convection oven. At the touch of a button, sear a steak, low-and-slow smoke ribs, or even bake a pie, with an exceptional temperature range of 180 to 700 degrees. Contact: www.hearthlandproducts.com. Circle Reader Service No. 186

Infratech Comfort Heaters Whether for work or recreation, Infratech comfort heaters turn cold indoor and outdoor areas into comfortable, inviting spaces. The W-series heater incorporates a specially designed electric quartz heating element that produces safe infrared radiant energy. Radiant energy is only absorbed by solid objects and is not wasted heating the air. These heaters are suitable for ceiling, wall, or flush-mount installations, with minimal clearance required. Solid-state and analog controls are also available for intensity adjustment. Contact: www.infratech-usa.com.

Bioethanol Outdoor Fireplace Embrace fresh ideas and thinking—and optimize the outdoor-living area for comfort, style, and warmth. EcoSmart Fire, from Brown Jordan Outdoor Kitchens, offers a new world of flexible fireplaces designed to tame the weather and create pleasant temperatures at your fingertips. They are freestanding and portable, with a variety of unique styles—giving designers the freedom and ability to customize every outdoor area. They are powered by clean-burning bioethanol in self-contained burners and light in an instant. There’s no mess, smoke, or odor—and the flame is fantastic. EcoSmart fires transform pools, patios, gardens, and almost every outdoor-living space. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com. Circle Reader Service No. 187

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Saber R50SB0412 Saber is a new line of outdoor-cooking equipment designed and engineered, from the ground up, to be the most advanced, performance-driven, value-priced brand in the premium-grill category. All Saber grills include only 304 nonmagnetic stainless steel, a patented infrared cooking system that allows for true zonal cooking and fast preheating (reaching 700 degrees in less than 10 minutes), push-button electronic ignition at each burner, and multiple-height warming racks. The R50SB0412 includes three burners and a 500–square-inch cooking surface, along with two halogen lights for nighttime cooking and grate-level temperature gauges for improved accuracy. It is sold as a natural-gas grill; its MSRP is $1,199. Contact: www.sabergrills.com. Circle Reader Service No. 185

Bar-height Firepit From Mallin Mallin Casual introduces its new bar-height firepit. This firepit gives you the same comfort as a standard bar-height dining table—that you can enjoy in your own backyard. Because of its size (48x84 inches), it is a perfect match for the person who loves to entertain. The design of this firepit radiates elegance and style. Contact: www.mallinfurniture.com. Circle Reader Service No. 188

January/February 2013 Patio & Hearth Products Report

product P R O F I L E S KitchenAid All-stainless Two-burner Gas Grill Big things come in small packages. Don’t give up quality and style for a compact gas grill. Enjoy high quality standards with the KitchenAid® gas grill, now made for small spaces, with foldable side shelves. A wide and deep stainless-steel–wrapped cooking surface, a full warming rack, high Btu output, a full-height main lid, and a large temperature gauge equal unbeatable cooking performance. Constructed of durable 304 stainless steel (and with a 10-year limited warranty on the main burners), this grill is ready for endless grilling creations. Contact: www.kitchenaidgrills.com. Circle Reader Service No. 189

983 Fireplace Insert Longevity, two circulating fans, an ash pan, and up to 100,000 Btu are only a few qualities that make the 983 fireplace insert a leader in the anthracite-coal–burning industry. This Hitzer superior-performing fireplace will burn during power failures, comes in a variety of colors, is constructed of heavy steel, and is available with a single- or double-door front. Made in the United States with high-quality Amish craftsmanship, the 983 fireplace insert has, for over 25 years, made a warm and cozy home for hundreds of families. Contact: (260) 589-8536 or www.hitzer.com.

Aesthetically Pleasing The 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.

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Zurich The Zurich by Swiss Grill is the pinnacle of what an outdoor grill should be: superior design, ultimate flexibility, and incredible value. The Zurich comes with the standard features that you can expect from a Swiss Grill: 98% stainless-steel construction, powerful output, and the Grizzler* adjustable and infrared side burner. Pictured is the Z-650D; *selected models. Contact: www.swissgrills.com. Circle Reader Service No. 191

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, www.hargrovegaslogs.com, or markh@e-hargrove.com. Circle Reader Service No. 192

Patio & Hearth Products Report January/February 2013

Pergolas by Danver Pergolas are an ideal addition to the overall outdoor-living experience. They add architectural sophistication and a commanding presence to any outdoor-living area. Danver offers a variety of freestanding pergolas, crafted by Walpole Woodworkers of low-maintenance solid cellular vinyl. Styles include straight and arched tops. Relax or entertain under your pergola in any weather. An optional retractable canopy provides shelter from rain and hot summer sun. Power-driven and manual canopies are available. Contact: (888) 441-0537 or www.danver.com. Circle Reader Service No. 194

Enviro-Log The environmentally friendly, 3-pound Enviro-Log is sold individually and burns for up to two hours. Enviro-Log uses 100% recycled waxed cardboard (typically used to transport fruits and vegetables to produce processors, grocery stores, and restaurants) to manufacture its earth-friendly firelogs. Compared with firewood, the Enviro-Log’s burn is cleaner (emitting 30% less greenhouse gas, 80% less carbon dioxide, and 86% less creosote), while also providing 50% more heat per pound. Contact: (866) 343-6847 or www.enviro-log.net. Circle Reader Service No. 195

Custom Islands by Galaxy Outdoor Galaxy Outdoor is the largest manufacturer of custom-built outdoor kitchens and seating bars in the United States and Canada. All of the material used in the construction is made in the United States, and 100% of the products are built in Las Vegas, Nevada. All cabinets, bars, and firepits are constructed of 12-gauge, #120 galvanized tubing and are welded together. No screws are used in assembly of the frames. Each section is designed to be bolted together and self-aligning for easy installation. Galaxy Outdoor offers everything needed to make outside entertaining an experience that your customers will love. With a selection of over 40 different built-in stainless-steel components, you can incorporate everything you need for your entertaining convenience. Galaxy Outdoor does not charge for custom cutouts for any grill or stainless-steel components (all brands). The company’s trained staff will assist your salespeople, as well as your customers, in designing their dream islands and their firepits, fire tables, or other fire features. Galaxy Outdoor has the best warranty in the industry: There is a lifetime warranty on all built-in stainless-steel components and a 10-year warranty on the galvanized frame and all PermaBase® cement board. Dealer display discounts are available, and there is no minimum order requirement. Contact: (702) 448-5600 or www.galaxyoutdoor.com.

One Furnace; Two Ways to Save on Heat The WoodMaster Flex Fuel series is the most advanced furnace of its kind, capable of burning either pellets or cordwood. WoodMaster’s Flex Fuel series offers a money-back guarantee and 13 years of proven reliability. Engineered using world-leading SOLARFOCUS technology with WoodMaster quality built right in, the Flex Fuel series has been tested, used, and approved since 1997. Its exceptional track record in Europe proves that the Flex Fuel series is the industry leader. Learn more about this great product at the company’s website. Contact: www.WoodMaster.com. Circle Reader Service No. 198

Duraflame illuma Fireplace Log Set The Duraflame illuma fireplace log set safely burns renewable, liquid bioethanol. The log set features a patent-pending burner system that uses ® unique, no-pour illuma-fuel canisters. The fuel canister can be safely removed and replaced while the fire is burning. The fireplace log set includes an electronic igniter, a low-fuel indicator, and a built-in device to adjust the flames or extinguish the fire. Contact: www.duraflame.com/illumavideos. Circle Reader Service No. 199

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Homecrest’s Bellaire

Telescope Casual’s new padded sling is available on all of the company’s current sling collections. Choose any of Telescope’s 115 cushion fabrics, or pick any suitable fabric from the current Sunbrella® stock book. The added comfort and the huge fabric selection make Telescope’s padded sling a must-have product. Contact: www.telescopecasual.com.

Taking inspiration from the 1960s style of the Homecrest B99 chair and from the popular 1956 Eames chair, Homecrest introduces the Bellaire seating collection. With comfort and style in the forefront, the retro-inspired Bellaire mimics the curvaceous design elements of these two classics and brings you a contoured design that cradles you in unprecedented comfort. This ultimate comfort is achieved with a layering of outdoor materials, creating the right balance of support, style, and comfort. Bellaire is available in all of Homecrest’s frame finishes and deep seating fabrics. Contact: www.homecrest.com.

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Padded Sling by Telescope Casual

January/February 2013 Patio & Hearth Products Report

product P R O F I L E S Outdoor Fire and Barbecue Pit The outdoor fire and barbecue pit creates a fun and relaxing environment. Built with Hitzer quality, using Amish craftsmanship and durability, the outdoor fire and barbecue pit is a portable firepit that is built to last. With a large pit area, it is capable of holding the fire that you desire. The convenient railing surrounding the firepit creates the ability to prop up your feet and relax while gazing at the fire. The removable steel lid protects the firepit from precipitation. Use the removable rotating arm for grilling or barbecuing on the provided large steel grill. Raise and lower your grill to the height desired. Remove the grill and hang a kettle from the rotating arm for an added option in outdoor cooking. Built on four legs, the firepit and barbecue can be located on just about any surface. Contact: (260) 589-8536 or www.hitzer.com. Circle Reader Service No. 201

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. 202

Wood-fired Pizza Oven From Danver Pizza ovens are quickly becoming one of the most popular additions to outdoor kitchens from coast to coast. With just three or four small logs, the Tuscan Chef from Danver will reach 700 degrees in just 30 minutes. Unlike most pizza ovens, where the food and firewood are on the same level, the Tuscan Chef has a separate, brick-lined burning chamber and a large upper oven chamber, dramatically increasing the menu offerings. In addition to making pizza, roast a Thanksgiving turkey (along with all those temping side dishes), slow-roast a leg of lamb, and bake breads or layered pasta—plus your own creative dishes. Everything is cooked to perfection, while the Tuscan Chef imparts wonderful smoky flavors to enhance the outdoor culinary experience. Contact: (888) 441-0537 or www.danver.com. Circle Reader Service No. 203

Patio & Hearth Products Report January/February 2013

Chimney King Chimney King’s lineup of 135 styles of beautiful chimney shrouds is now listed with more brands of fireplaces—so now, the chimney can be as pretty as the rest of the house. Travis, Hearth & Home Technologies, Vermont Castings Group, Sparks, HT 103 chimneys, and B-vent chimneys are all now listed for use. The shrouds are dependable and long lasting. They are UL listed, and they meet the International Mechanical, Residential, Fuel Gas, and Fire Codes, too. Fire keeps you warm; Chimney King keeps you safe. Contact: www.chimneyking.com. Circle Reader Service No. 204

Slimline Singleelement Heaters Slimline single-element heaters incorporate 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 narrow profiles, Slimline heaters virtually disappear into the surrounding decor. Contact: www.infratech-usa.com. Circle Reader Service No. 205

Summerset TRLD-44 The new Summerset TRLD-44 replaces the Premiere 44-inch as the new flagship grill of Summerset’s 2013 lineup. It offers four 18,000-Btu, cast-stainless burners; a generous cooking area for entertaining; an accessible price point; and blue LEDs that set the mood (and from what the company’s dealers tell it, close the sale). It is available with or without a cart. Contact: (800) 966-8126 or www.summersetgrills.com. Circle Reader Service No. 206

SCHOTT ROBAX Atmosfire Dry Wiper SCHOTT ROBAX® named Fireside Distributors as a key distributor for the recently developed Atmosfire™ dry wiper. SCHOTT Hometech, a division of SCHOTT North America Inc., introduced the Atmosfire dry wiper, a cleaning pad specifically for glass-ceramic viewing windows in fireplaces and stoves. The ergonomically shaped sponge features a textured surface that is tough enough to remove soot and dirt without using chemical cleaning fluids or scratching the surface of the glass. Fireside Distributors will be stocking the product and will have the Atmosfire dry wiper available for purchase by hearth retailers. Contact: www.schottrobax.com. Circle Reader Service No. 207

DirectVent Pro DirectVent Pro features tight inner connections for superb performance. DuraVent’s direct venting is specified exclusively by nearly every major stove and fireplace manufacturer in the United States and Canada, with the largest choice of termination caps for direct venting available. All black pipe lengths, pipe extensions, and elbows feature laser-welded outer-wall seams for a sleek finish. Low-profile locks and the absence of hems/beads allow for a beautiful product that provides an elegant interior. Contact: www.duravent.com.

Master Flame Elite

Circle Reader Service No. 211

Aspen Industries now offers two- and three-burner models of its 100% stainless-steel, U.S.-made Master Flame Elite® outdoor stainless-steel gas log system, designed specifically for outdoor use. Each system features a stainless-steel framework, grate, and burners, with a high-heat–resistant, electrostatically applied, weather-resistant black finish. Standard sizes are 21, 24, and 30 inches wide. Contact: Contact: (800) 642-7254 or www.masterflamegaslogs.com. Circle Reader Service No. 208

Hybrid Chimneyliner System Olympia Chimney Supply’s Hybrid chimney-liner system is a smooth-walled liner with an inner wall that does not cup and feather as standard smooth-walled liners do, eliminating problems associated with restricted venting. The Hybrid is stronger than standard chimney liners, without the weight of heavy flex liners. It has no memory and is easy to straighten. The Hybrid is more flexible than any other liner and can be ovalized and coiled for easy handling and cost-effective shipping. Contact: (800) 569-1425 or www.olympiachimney.com. Circle Reader Service No. 209

SearZone

Argento Dining Group Crafted from 100% Forest Stewardship Council®–certified roble wood, the new Argento collection from Jensen Leisure Furniture melds classic designs with a low-maintenance finish. For the past 15 years, the Jensen name has been synonymous with thoughtful design, solid craftsmanship, and a high standard of customer service. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. Circle Reader Service No. 212

Delta Heat Premier Grill The all-new line of Delta Heat Premier grills for 2013 includes significant design, performance, and feature improvements. LED control-panel lights; a sleek, redesigned exterior; and performance enhancements for the grilling system put these U.S.-made grills in a class of their own. They are available in 38-, 32-, and 26-inch models. Contact: www.TwinEaglesBBQ.com.

Phoenix Grill introduces the new SearZone infrared side cooker. This optional stainless-steel unit has rust-free, anodized-aluminum SearMagic® cooking grids, which heat up faster and cook foods at a uniform temperature. The reversible grids provide increased versatility, with a ribbed side for grilling with sear lines and a smooth side that is ideal for cooking delicate foods. The electronic ignition ensures easy and reliable starts, while the pullout drip tray allows for easy cleaning. Contact: www.mhpgrills.com.

The Tungsten Smart-Heat™ electric range is the latest addition to the Bromic Heating line. Available in four models, the heater has an attractive black mesh covering the heating elements (to match any decor). The wall- and ceiling-mounting brackets allow heat to be directed where it’s needed to maximize efficiency. Suitable for both commercial and residential applications, the new Tungsten Smart-Heat electric range will transform any alfresco space into an entertainment area that’s usable all year round. Contact: (800) 301-1293 or www.bromicheating.com.

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Tungsten Smart-Heat Electric Range

January/February 2013 Patio & Hearth Products Report

Advertiser Index Advertiser

Product Profiles Directory Phone

Website

Page

AEI/PGS ................................................(949) 474-3070 ............www.aeicorporation.com ..........................74 Agio ......................................................(888) 997-7623 ............www.agio-usa.com ....................................5 Big Green Egg ......................................(770) 938-9394 ............www.biggreenegg.com ............................41 Blaze King ............................................(509) 522-2730 ............www.blazeking.com ..................................53 Bromic Heating ....................................+61 (2) 9748-3900........www.bromicheating.com ............................3 Brown Jordan Outdoor Kitchens ..........(855) 839-5063 ............www.brownjordanoutdoorkitchens.com....77 Bull Outdoor Products ..........................(800) 521-2855 ............www.bullbbq.com ....................................33 California Outdoor Concepts ................(877) 274-6773 ............www.californiaoutdoorconcepts.com........27 The Companion Group ........................(800) 521-0505 ............www.companion-group.com ....................49 Danver ..................................................(888) 041-0537 ............www.danver.com ......................................75 DCS by Fisher & Paykel ........................(888) 936-7872 ............www.dcsappliances.com ..........................35 DiversiTech ............................................(866) 474-5572 ............www.diversitech.com ................................71 Duraflame..............................................(209) 461-6600 ............www.duraflame.com/illumavideos ............69 Empire Comfort Systems ......................(800) 851-3153 ............www.empirecomfort.com..........................31 ENERVEX ..............................................(800) 255-2923 ............www.chimneyfans.com ............................48 EuroKera ..............................................(864) 963-8082 ............www.eurokera.com/pyro ..........................44 Galaxy Outdoor ....................................(702) 448-5600 ............www.galaxyoutdoor.com ..........................15 Gensun Casual Living............................(866) 964-4468 ............www.gensuncasual.com ............................9 Glen Raven/Sunbrella............................(336) 221-2211 ............www.sunbrella.com ..................................39 Golden Blount ......................................(800) 833-1139 ............www.goldenblountinc.com........................60 The HammockSource ..........................(800) 334-1078 ............www.thehammocksource.com ................62 Hargrove Manufacturing........................(800) 725-4166 ............www.hargrovegaslogs.com ......................51 Hearth & Home Technologies................(800) 669-4328 ............www.myhht.com ......................................88 Hearth Products Controls......................(877) 433-7001 ............www.hpcfire.com ......................................43 Hearthland Products ............................(888) 883-2260 ............www.hearthlandproducts.com ..................70 Hi-Flame America..................................(360) 425-4200 ............www.hiflame.com......................................25 Hitzer ....................................................(260) 589-8536 ............www.hitzer.com ........................................76 Infratech ................................................(800) 421-9455 ............www.infratech-usa.com ............................73 Kalamazoo Outdoor Gourmet ..............(800) 868-1699 ............www.kalamazoogourmet.com ..................59 M&G DuraVent ......................................(800) 835-4429 ............www.duravent.com ..................................72 Miles Industries......................................(800) 468-2567 ............www.valorfireplaces.com ..........................47 MLW Stone ..........................................(800) 477-7665 ............www.mlwstone.com ................................66 Modern Home Products ......................(888) 647-4745 ............www.mhpgrills.com ..................................68 Napoleon Products ..............................(800) 461-5581 ............www.napoleonproducts.com ......................7 Nexgrill/KitchenAid ................................(800) 913-8999 ............www.kitchenaidgrills.com..........................11 Onward Manufacturing..........................(800) 245-5138 ............www.broilkingbbq.com ............................45 Ortal USA ..............................................(818) 238-7000 ............www.ortal-heat-usa.com ..........................64 The Outdoor GreatRoom Company......(866) 303-4028 ............www.outdoorrooms.com ..........................63 OW Lee ................................................(800) 776-9533 ............www.owlee.com ........................................2 Regency Fireplace Products ................(800) 442-7432 ............www.regency-fire.com ..............................21 RH Peterson..........................................(800) 332-3973 ............www.rhpeterson.com................................13 Saber Grills............................................(877) 967-2237 ............www.sabergrills.com ..........................18–19 SCHOTT ROBAX ..................................(914) 831-2200 ............www.schottrobax.com ..............................55 Selkirk/Hart & Cooley ............................(800) 992-8368 ............www.selkirkcorp.com................................87 Summerset Professional Grills ..............(800) 966-8126 ............www.summersetgrills.com ........................65 Swiss Grill..............................................(949) 754-3006 ............www.swissgrills.com ................................57 Twin Eagles ..........................................(800) 789-2206 ............www.twineaglesbbq.com..........................61 Twin-Star/ClassicFlame ........................(866) 661-1218 ............www.twinstarhome.com ..........................23 Vermont Castings Group ......................(800) 867-0454 ............vermontcastingsgroup.com ......................29 Woodmaster..........................................(800) 932-3629 ............www.woodmaster.com ............................79

Company

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AEI/PGS ......................................................................................................79 Agio ........................................................................................................62, 77 Aspen Industries ..........................................................................................85 Bella-Dura ....................................................................................................62 Big Green Egg ........................................................................................76, 79 Blaze King ..............................................................................................64, 67 Bromic Heating ......................................................................................75, 85 Brown Jordan Outdoor Kitchens............................................................ 79, 81 Bull Outdoor Products ............................................................................70, 72 California Outdoor Concepts ..................................................................60, 67 Chimney King ..............................................................................................84 The Companion Group ..........................................................................62, 68 Danver ....................................................................................................82, 84 DCS by Fisher & Paykel ..........................................................................58, 62 DiversiTech ............................................................................................67, 72 Duraflame ..............................................................................................80, 83 Ebel ..............................................................................................................75 Empire Comfort Systems ........................................................................67, 76 ENERVEX ..............................................................................................62, 67 Enviro-Log ....................................................................................................83 Erwin and Sons ............................................................................................80 EuroKera ................................................................................................68, 70 Galaxy Outdoor ......................................................................................80, 83 Gensun Casual Living ............................................................................60, 64 Glen Raven/Sunbrella....................................................................................58 Golden Blount ........................................................................................77, 78 The HammockSource ............................................................................66, 70 Hargrove Manufacturing..........................................................................82, 84 Hearth & Home Technologies..................................................................58, 71 Hearth Products Controls ......................................................................66, 71 Hearthland Products ..............................................................................73, 81 Hi-Flame America ..................................................................................66, 72 Highwood USA ............................................................................................73 Hitzer ......................................................................................................82, 84 Homecrest ....................................................................................................83 Inforesight Consumer Products ....................................................................77 Infratech ..........................................................................................81, 82, 84 Jensen Leisure Furniture ..............................................................................85 Kalamazoo Outdoor Gourmet ................................................................70, 74 Kingsley-Bate................................................................................................76 M&G DuraVent........................................................................................76, 85 Mallin Casual ................................................................................................81 Miles Industries ......................................................................................73, 74 MLW Stone ..................................................................................................64 Modern Home Products ........................................................................58, 85 Napoleon Products ................................................................................66, 68 Nexgrill/KitchenAid..................................................................................74, 82 Olympia Chimney Supply ..............................................................................85 Onward Manufacturing ..........................................................................78, 80 Ortal USA ..............................................................................................58, 66 The Outdoor GreatRoom Company ........................................................76, 78 OW Lee ..................................................................................................58, 70 Phifer ............................................................................................................67 Regency Fireplace Products ..................................................................75, 80 RH Peterson ....................................................................................71, 78, 81 Saber Grills ............................................................................................72, 81 SCHOTT ROBAX ....................................................................................75, 84 Selkirk/Hart & Cooley..............................................................................78, 80 Summerset Professional Grills ......................................................................84 Swiss Grill ..............................................................................................79, 82 Telescope Casual..........................................................................................83 Treasure Garden ..........................................................................................68 Twin Eagles ............................................................................................67, 85 Twin-Star/ClassicFlame ..........................................................................74, 77 Vermont Castings Group ........................................................................60, 78 Woodmaster ..........................................................................................75, 83

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 2013, Vol 8, No 1 © 2013 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 2013

This 1" all-fuel chimney has been designed using the ďŹ nest materials available: Premium 300 series stainless steel, commercial grade solid pack insulation, thermal reduction spacers and laser welded seams. We also incorporated a tool-free latched locking band and adjustable supports and shields. All this and itâ&#x20AC;&#x2122;s backed by the best warranty in the industry. Get the best, choose UltimateONE.

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selkirkcorp.com/ultimateone CAN/ULC-S604, ULC S-610, S629 and UL 103-HT

Circle Reader Service No. 87

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