Patio and Hearth Products Report - July/August 2012 by Peninsula Media

E M P I R E C O M F O RT S Y S T E M S

OUTDOOR LIFESTYLE

T H E C O M PA N I O N G R O U P

www.patioandhear thproductsrepor t.com

GENSUN CASUAL

FRENCH QUARTER COLLECTION

P.O. Box 100936, Ft. Lauderdale, FL 33310 | T 954.735.9800 | F 954.735.0642 | www.pridefamilybrands.com Permanent showrooms in Chicago Merchandise Mart, Suite 1747, Ft. Lauderdale, FL and San Jose, Costa Rica Circle Reader Service No. 2

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Contemporary style with porcelain liner and Platinum media

Traditional style with rustic oak logs and Buff Herringbone liner

One fireplace. Two looks. Endless possibilities. Newly updated Montebello速 DLX Direct-Vent Fireplace is amazingly versatile. One model can be easily transformed into a traditional or contemporary fireplace, depending on the configuration you choose. A wide-open viewing window, high-definition log set, glass media and refractory panels in an array of finishes add to the many beautiful possibilities.

For more information, visit www.lennoxhearthproducts.com or call 1.800.655.2008. Circle Reader Service No. 3

July/August 2012

• Volume 7, Number 4

features 8

83 30

GUEST EDITORIAL – WHY YOU NEED SOCIAL MEDIA: 10 REASONS

BY SHARON SANDERS

Regency Fireplace Products produces some of the most striking and efficient fireplaces in the North American market.

BY BRIAN OFFENBERGER, CEM, CSMA

A marketing and social-media expert explains why specialty retailers need to embrace social media. 18

PRODUCT SPOTLIGHT – BRIGHT AND BOLD

BY KIMBERLY RODGERS

Our annual report on the latest offerings in outdoor fabrics, including interviews with industry experts

A loyal daughter lands a new career by taking over her father’s thriving outdoor-cooking store. 34

MARKETING MANEUVERS – TRAILBLAZERS IN THE OUTDOORS

THE OUTDOOR-ROOM SPECIALISTS

BY SHARON SANDERS

The Outdoor GreatRoom Company has been successful by developing high-quality outdoor kitchens, firepits, fire tables, and outdoor fireplaces.

Jack Wills Outdoor Living in Tulsa, Oklahoma, is one of the oldest outdoor-living retailers in the country.

OUTDOOR GRILLING – CARRYING ON DAD’S HOBBY

BY CHERYL DANGEL BARTOLINI

BY KIMBERLY RODGERS

STRIVING FOR PERFECTION

MAKING CUSTOMER SERVICE A PRIORITY

BY CHERISE FORNO

Innovative products and stellar service have strengthened Golden Blount’s bottom line.

SHOWROOM SHOWCASE – SMALLER IS BETTER

BY KIMBERLY RODGERS

BY SHARON SANDERS

Meadow Decor has grown quickly in 11 years due to its superior customer service.

Instead of expanding with multiple locations, this Arizona retailer focuses on making its two stores the best they can be.

This is one of Chicago’s most popular fireplace stores because of the owners’ knowledge and attention to service.

LAST WORD – BETTER TOGETHER BY SHARON SANDERS

A key to OW Lee’s success is its strong support of specialty retailers.

HEARTH RETAILER PROFILE – ONE OF A KIND BY SHARON SANDERS

CORPORATE PROFILE – THE HEAT IS ON AT GOLDEN BLOUNT

SHADES ABOVE THE REST BY CHERISE FORNO

Shade manufacturer TUUCI raises the bar on craftsmanship and innovation. 40

AS I SEE IT – A BRIGHT FORECAST Doug Peppler, vice president of sales for Agio International, offers insight on industry trends and developments.

MY TURN – SEEING, BELIEVING, AND BUYING

departments 6

WOODY – PUBLISHER’S VIEWPOINT AND EDITOR’S MESSAGE

BY GREG THOMPSON

NorthCape International is well respected for its ability to develop products that incorporate style, comfort, and value.

INDUSTRY NEWS – Edited by Kris Kyes

ICFA PREVIEW SHOW ROUNDUP

PRODUCT INNOVATION – CREATIVE CUSTOMER COLLABORATION

PRODUCT PROFILES

BY CHERYL DANGEL BARTOLINI

PRODUCT PROFILES DIRECTORY

Hearth & Home Technologies is more focused than ever on customer relationships.

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Patio & Hearth Products Report July/August 2012

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Woody ICFA show should definitely fall into Allen’s 80% category. The opportunity to meet with manufacturers with whom you currently do business (and those with whom you might want to start doing business), to network with retailers (your peers) from all across the country, to attend educational seminars, and to get out from behind the desk is an opportunity that should not be missed. While the ICFA show is definitely one of the best venues for seeing new collections from manufacturers and seeing new products that you might want to consider carrying on your showroom floor, the show is so much more than that. In today’s technologycrazed society, where email, text messages, Twitter, Facebook, the Internet, and Instagram have come to occupy a good portion of our daily lives, none of these tools will replace the intellectual, business, and social benefits of

face-to-face contact. Here’s a case in point. While attending the ICFA Preview Show last month at the Merchandise Mart in Chicago, I was in the Agio showroom (waiting to speak with Bob Gaylord, president of Agio) when I overheard a conversation among John Oppenheimer, vice president of sales and marketing for Agio, and two of Agio’s retailers. Oppenheimer and the two retailers were having an in-depth conversation about the benefits that specialty retailers offer manufacturers and consumers, compared with the big-box stores. The discussion revolved around how specialty casual-furniture retailers are focused on the patio, outdoor-furniture, and outdoor-living market for 365 days of the year, not just during

the season. The conversation touched on specialty retailers’ ability to offer more product choices and fabric selections, enhanced customer service, store sales representatives with product-specific knowledge, access to designer input, white-glove setup, in-store and on-site consultation, and a commitment to customer service and customer loyalty— none of which are available at big-box stores. The conversation that Oppenheimer had with the two retailers not only was informative, but also (as I could tell by the tone of the conversation) helped to strengthen the relationship of this manufacturer and its retailing partners. With the patio, hearth, outdoor-furniture, outdoorkitchen, and outdoor-living industry being such a niche market, the business relationships and bonds that exist between manufacturers and retailers are a big part of everyone’s overall success. Attending the ICFA show next month in Chicago does not have to break the bank. As Charles Hessler, president of Barlow Tyrie, pointed out during my meeting with him at the

vision consoles to vinyl-covered recliners and gaudy swag lamps. I would cut out the images of these furnishings and paste them down to create my ideal residence. I can still remember decorating the large outdoor patio attached to the home with wrought-iron patio sets (with splashy floral cushions), picnic tables, hammocks on iron stands, kettle grills, and cloth-covered awnings. The original Montgomery Ward is no longer in business, and Sears no longer produces its gargantuan general catalog, but if large retailers still printed these wish books, products for the outdoor room would clearly take up multiple pages. In fact, if you visit the Sears website today, one of its major shopping categories is outdoor living, showcasing patio furniture, firepits, umbrellas, awnings, gazebos, grills, patio heaters, outdoor lighting, and a lot more. With the click of a mouse, customers can buy just

about anything they need for their outdoor rooms. Although the term outdoor room was popularized in just the past 10 years, consumers in the 1950s and 1960s were attracted to products that made the most of the outdoors. As retro looks continue to gain popularity among aging baby boomers and generation X consumers, some manufacturers are making products that resemble popular designs from this time period. Take ZipJack’s Classic umbrella on page 87. This fun umbrella perfectly captures the spirit of the 1960s. Just add some Beach Boys tunes, tiki torches, and charcoal-grilled burgers (served alongside a Jell-O® vegetable concoction), and you’ll be transported back to that lively decade. Today’s outdoor-dining and outdoor-decor options might be more sophisticated, but the purpose of outdoor rooms has not changed since earlier times. We nearly all love sunshine, fresh air,

lush greenery, and the sound of birds. Some find the peace and tranquility of an outdoor setting most appealing. Others prefer it for lively conversation and tasty barbecue. Regardless of how consumers choose to use their front porches and backyards, the fact is that there is no sign of slowing down in this market. In the years ahead, as consumers keep making their outdoor areas into extensions of their homes and as staycations take on greater importance, our industry will expand even more. According to a recent survey by HGTV, 87% of the roughly 5,000 people interviewed in the United States stated that having an outdoor room in their homes was important or very important, and more than half already had one. A major bright spot is that the staycation is here to stay, since people of all ages continue to look for ways to save money on vacations and reduce the stress of long-distance travel. This means

PUBLISHER’S VIEWPOINT While many of us would not want to emulate certain aspects of Woody Allen’s life, there is one thing that the famed actor, writer, producer, and director says that I agree with: He has repeatedly stated that 80% of life is showing up, he told a Collider.com interviewer in 2008. Whether for school, work, the gym, voting, or family and social events, just showing up is instrumental in making something happen. While no one ever struck out while sitting in the dugout, it’s also true that no one ever hit a homer while riding the bench. Next month, the Chicago International Casual Furniture & Accessories Market™ (ICFA show) will take place at the Merchandise Mart from September 20 through 23. For those retailers who sell outdoor furniture, outdoor kitchens, and other patio, hearth, and outdoorliving products, attending the

from T H E E D I T O R

When I was a child, my mother created the perfect game to help me while away idle time. It was called dream house. She would draw an outline of a three-story house on a large piece of butcher paper. Then, she’d haul out the prior year’s Sears and Montgomery Ward catalogs, which were staples in my childhood home in Chicago, Illinois. These hefty catalogs featured pictures of an array of furniture— everything from Colonial-style upholstered sofas and bulky tele6

Patio & Hearth Products Report July/August 2012

ICFA Preview Show, retailers don’t necessarily need to spend all four days at the ICFA show. Flights to Chicago from anywhere in the country are relatively inexpensive, provided you’re willing to book in advance and locate the best deal (often found online). There are plenty of competitively priced hotels fairly close to the Merchandise Mart, and as Hessler states, “If you don’t want to drop a lot of money at Ruth’s Chris Steak House, there are plenty of good places in Chicago to get a great pizza dinner.” Instead of skipping another ICFA show and staying within the confines of your showroom, branch out: Take advantage of all that is offered by attending the ICFA show, go see all the new collections, interact with manufacturers and other retailers in your industry, and renew your sense of commitment and dedication to your industry. In the city that made the Gatorade™ slogan Be Like Mike famous, attend the ICFA show next month and be like Woody. Just show up— just do it!

that the outdoor-living segment of the industry will flourish in the years ahead, creating new opportunities for specialty retailers. If you aren’t aggressively reaching out to outdoor-living customers in your local markets, it’s critical that you start now. Big boxes, upscale mass retailers, department stores, and other chains are all grasping for a piece of the pie. Let consumers know that when it comes to outdoor-living products, you’re the experts. Advertise using your local media, maintain an active Facebook page, send tweets, use Groupon and Pinterest, and team up with local charities to sponsor events in your communities. The customers are out there and will continue to be out there. Your major challenge is getting them to buy from you, rather than from your competitors.

TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

CAROL DAUS EDITOR CAROL@PENINSULA-MEDIA.COM

Circle Reader Service No. 7

guest editorial

PUBLISHER Tony Ramos

Why You Need Social Media: 10 Reasons by BRIAN OFFENBERGER, CEM, CSMA

ore than 80% of people in the United States now use social media of some kind, according to a report from Nielsen (New York, New York)—and retailers should be paying attention. Making money is the reward for promoting your offerings using social-media sites (such as Facebook, Twitter, and Pinterest). The world of social media has reached maturity; the days are long gone when social-media websites were the domain solely of tech geeks and college students. In case you are not yet convinced, 10 reasons that you should use social media to promote your business follow. First, your sales will increase. According to a report from IBM (Armonk, New York), people are most interested in finding businesses on social-media sites for two reasons: to obtain discounts and to make purchases. Facebook, for example, can drive sales prospects to your store or website by letting you create highly targeted promotions. In addition, ShopTab (a Facebook app) can be used to turn your profile page into a store, allowing customers to buy directly from you—even if your store’s own website has no selling capabilities. If your store uses social media, your customers will buy more. Second, prospects will give you useful information. On social-media sites, potential customers share useful information in large amounts. For the first time, it is possible to gain important information about your customers without the need to conduct, wait for, or pay for market research. Reading what your customers write on socialmedia sites can give you the data to support intelligent business decisions. Because you are communicating directly with your potential customers, asking for their opinions about your existing or planned products/initiatives is easy. Third, your search-engine rank will rise. Social media are being integrated into the results generated by major search engines (such as Bing). This makes sense, since other people influence buying decisions more than machines can; a list of the Facebook friends who can help you might result, for example, from a search for Chicago 8

tramos@peninsula-media.com EDITOR Carol Daus carol@peninsula-media.com

outdoor-furniture stores. In a similar way, Google’s Search plus Your World lets users of Google+ obtain search results that are based on the characteristics of people in their circles. These social searches bring inbound links to your store’s site, and that, in turn, can make the store’s ranking higher in search results. Fourth, you will save advertising dollars. According to Entrepreneur magazine, running a newspaper advertisement can cost anywhere from $200 to $20,000, even though newspapers’ circulation figures continue to drop. In comparison, setting up social-media marketing can cost less than $500. That cost obviously will increase if you pay for outside help in initiating or managing your social-media efforts. Social-media sites also make analytics available to help you monitor your results. Gaining new customers (and interacting with new and established customers) using social media will typically be much less expensive than employing traditional marketing and advertising methods. Fifth, you will meet customers’ expectations. When they visit socialmedia sites, customers expect quick, easy, meaningful interaction with the businesses/brands that they love—and they want to see exclusive information, in addition to discounts, product reviews, and customer-service links. Most customers (perhaps as many as 85%) now expect businesses to use social media to interact with them. Sixth, you will reach more specific niches. If you are looking for the owners of luxury housing in Florida, you can find social-media groups and blogs dedicated just to them. This specificity lets you conduct effective, direct conversations with groups identified by their interests and/or demographic characteristics. Seventh, you will turn prospects into customers. According to SEO.com (Bluffdale, Utah), 63% of businesses surveyed state that using social media creates more customer loyalty; that figure will grow as businesses swap oldfashioned marketing tactics for social marketing. Using social-media sites, prospects can contact your business

Patio & Hearth Products Report July/August 2012

ART DIRECTOR

anonymously—and as they find out more, they become paying customers. They are not required to share their phone numbers, email addresses, or other contact information before they are ready to buy, so they can learn about products without encountering high-pressure sales techniques. Eighth, your customer-service level will improve. Your business demonstrates its commitment to high-quality service by monitoring and handling customers’ problems using social Eric Parsons media. This establishes direct communication between customers and businesses—and in comparison with a customer-service call center, it takes less time (and fewer people) to deal with questions. Customers appreciate it when businesses use social media for customer service because communicating via social media is quicker and more efficient than making a phone call. Ninth, you will provide customers with more ways to find your business. If you are still ignoring social media, you are limiting your ability to reach customers. Today, social-media sites are among the best avenues for reaching people who don’t read newspapers or magazines and don’t watch television commercials. Tenth, you will reduce your marketing costs. In a survey, Social Media Examiner (Poway, California) found that most businesses (58%) saw overall reductions in marketing costs when they used social media. Although social-media sites charge fees for advertising (which can improve your visibility), advertising is not required, so social marketing is not a financial risk. Today, Facebook, Twitter, and LinkedIn still don’t charge companies anything to interact with their customers. Can you find a deal that good anywhere else?

Cass Estes cass@peninsula-media.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL-MEDIA EDITOR Amanda Daus CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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Brian Offenberger, CeM, CSMA, is president of Right On™ – No Bull Marketing (Scottsdale, Arizona), a furniture-industry marketing agency; he speaks frequently at trade shows, corporate events, and sales conferences. To see more free sales/marketing strategies that work in the Internet era, visit www.rightonnobull.com/blog.

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H A R D WA R E

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by KRIS KYES

International Interior Design Association Presents Award to TUUCI With more than 900 exhibitors, it can be challenging to stand out during a crowded trade show attended by more than 7,000 people. TUUCI did just that, however, during the recently completed Hospitality Design Exposition & Conference (HD Expo) in Las Vegas, Nevada, receiving a Product Design Award for its Ocean Master MAX cantilever parasol. For the past 16 years, the International Interior Design Association, in cooperation with HD Expo, has presented Product Design Awards in several categories, recognizing the most innovative offerings during the hospitality industry’s largest annual trade show. The Ocean Master MAX cantilever was selected as the leader in the category of individual furnishings in the

case-goods and freestanding-furniture segment. Dougan Clarke, chief shade architect for TUUCI (Miami, Florida), says, “The gratifying aspect of this award is the fact that it’s presented by design professionals who truly appreciate the commitment required to create products that are as beautiful as they are effective in meeting customer needs. Our team is focused intensely on service to professional interior designers and the hospitality industry, which makes this award during HD Expo a validation of our strategic direction as an organization.” As is true of the entire TUUCI product line, the Ocean Master MAX cantilever merges art and engineering within a highly functional shade structure. A polished and

The Ocean Master MAX cantilever by TUUCI

anodized marine-grade canopy structure cantilevers from a sturdy ovalshaped mast, easily closing over tables and chairs. With a patent-pending 4:1 tandem-retrieving crank system, the Ocean Master MAX cantilever provides up to 144 square feet of uninterrupted shade.

Glen Raven Custom Fabrics Names Business Manager for Casual Fabrics Glen Raven Custom Fabrics has named Alexis Maklakoff as business manager for casual fabrics, responsible for merchandising, marketing, and product support for the outdoor-furniture market. Maklakoff reports to Suzie Roberts, vice president and business manager for decorative fabrics for Glen Raven. Roberts, who remains closely involved in marketing for casual fabrics, as well as for residentialinterior and contract products, says, “Alexis brings extensive retail experience to his new position, along with an international background that’s invaluable today. The addition of Alexis to this position within our fabrics-marketing team ensures that we will continue to bring high levels of innovation and service to our casual-market customers.” Maklakoff ’s career with Glen Raven has included 10 years of service in Hong Kong (as international sales and marketing manager for the

North Pacific Rim), during which time he earned a master’s degree in management with a focus on marketing. Five years ago, he moved to Glen Raven’s corporate headquarters in the Alexis Maklakoff United States to serve as director of multinational accounts, working with retail buyers and coordinating programs with furniture manufacturers. His career has also included positions with two French companies, Dickson and Somfy. In his new position, Maklakoff will head a team that includes three regional sales managers for the casual market: Robert Hernandez, Chris Price, and Rob Nelson. He also retains responsibilities for multinational accounts.

Patio & Hearth Products Report July/August 2012

Available in a classic canopy style, the cantilever is crowned with TUUCI’s ocean-sail finial design. It offers graceful and generously proportioned shade to any sun-drenched environment and is timelessly designed for all enclaves, traditional and contemporary.

TUUCI Supports Sailing for the Disabled With Donation Recognizing the joy and empowerment that come from sailing, TUUCI, a global leader in innovative shade structures, is donating high-performance umbrellas and flags to the BVI Watersports Centre in Tortola, British Virgin Islands, in support of RYA Sailability, an international program of sailing instruction for the disabled. “The donation from TUUCI meets a critically important need of our center and the Sailability program of providing an enjoyable and supportive learning environment for all of our students,” according to Alison Knights Bramble, principal of Sailability BVI and the BVI Watersports Centre, a training center of the Royal Yachting Association (RYA).

She adds, “TUUCI’s parasols are not only beautiful, but also high performing, to assure worry-free use for many years to come.” TUUCI is donating four of its Ocean Master Manta parasols, which feature a distinctive design inspired by the graceful movement of a manta ray. All TUUCI products are made from corrosion-resistant, marine-grade components that can withstand the sun, wind, rain, and salt spray of the ocean environment. Logo-decorated flags donated by TUUCI will be flown on the various sailing craft used by the Watersports Centre for all of its teaching programs, including RYA Sailability. RYA Sailability was created by the RYA to offer disabled

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Learn more at solair.com/signup and enter to win a trip for two to the Virgin Islands. Circle Reader Service No. 11

SOLAIR

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Pindler & Pindler Adds Linen Fabrics From the Richard Frinier Collection for Sunbrella people the opportunity to learn sailing and enjoy the sport on a regular basis. More than 20,000 people with disabilities have taken part in RYA Sailability. Dougan Clarke, chief shade architect with TUUCI, says, “Sailing is one of the most inspirational experiences that a person can enjoy, and through RYA Sailability, this adventure is being made available to the disabled. With an able assist from RYA Sailability, virtually any disabled person can become a sailor and enjoy the thrill of slicing through the water under a full breeze. The mission of RYA Sailability aligns perfectly with TUUCI’s vision of making time spent outdoors more enjoyable for everyone.” Clarke presented the Manta parasols and flags to the BVI Watersports Centre in June 2012 at the Tortola location. This donation is one of many elements in TUUCI’s sponsorship of marine-related activities, including the donation of performance shade structures and on-the-water high-tech gear during the Highland Spring HIHO 2012 barefoot regatta, which ran

July 1–8. The regatta attracts water-sports enthusiasts from around the world. Living aboard a fleet of 15 sailing catamaran yachts, competitors take part in an ambitious week-long racing event in open water, visiting more than 12 islands.

Brown Jordan Announces Strategic Licensing Partnership With CT Acquisitions Brown Jordan®, the leading brand in outdoor leisure furnishings, has announced that it has entered into a licensing agreement with CT Acquisitions (Wallingford, Connecticut) to develop and market a collection of high-quality, stylish outdoor kitchens. The Brown Jordan outdoor-kitchen collection will include a breadth of exclusive cabinetry designs and styles to meet the needs of today’s consumers, architects, designers, and builders who seek outdoor kitchens that can uniquely fit the decor, style, and personal tastes of the homeowner’s outdoor-living environment. CT Acquisitions, maker of Danver stain-

Galaxy Outdoor Expands Showroom and Headquarters Due to increased demand, Galaxy Outdoor, the nation’s premier designer and builder of custom outdoor kitchens, has expanded into a new 10,000–square-foot showGalaxy Outdoor’s new 10,000–square-foot showroom room and national sales headquarters in Las Vegas, Nevada. All of its product line is 100% U.S. made and will be showcased in this new location. Galaxy Outdoor stainless-steel storage drawers, storage units, and doors for outdoor kitchens are all on display. Numerous brands of barbecue grills, side burners, ice chests, refrigerators, ice makers, and other components will also be displayed. Firepits, fire tables, and the Galaxy Outdoor fireglass line are displayed to help consumers select popular fire features. With the opening of this new showroom, Galaxy Outdoor will be introducing its new Galaxy Rocket smoker. This is a kamado smoker made in Las Vegas by Galaxy Outdoor. It is unique in the industry by offering a built-in burner (LP or natural gas), as well as the traditional charcoal or wood smoking. The Galaxy Rocket smoker allows outdoor chefs to choose how to cook or smoke their next meal. Several choices of colors and sizes are available. For more information, call (702) 448-5600 or visit www.GalaxyOutdoor.com.

Patio & Hearth Products Report July/August 2012

Pindler & Pindler, a leading international fabrics and trim resource for the interiordesign trade, has added an exclusive line of European-inspired fabrics from the Richard Frinier collection for Sunbrella®. Maison et Jardin features Frinier’s interpretation of classic linen constructions and coordinating stripes and jacquards, resulting in elegant home decor that offers legendary Sunbrella performance. Curt Pindler, president of Pindler & Pindler, says, “We have seen a huge demand in the marketplace for upper-end Sunbrella The Maison et Jardin collection performance fabrics that can be used both indoors and out. Using subtle nuances of yarn shades and weave effects, Richard has created the look of natural linen that is very popular among the design trade; the timing of this collection is perfect.” Frinier created the Maison et Jardin collection to erase the boundaries between indoor and outdoor upholstery. Authentically designed linen constructions in two weights are complemented by a duo of sun-washed stripes and four vintage jacquard patterns. Each fabric is subtly distressed to create the luxurious appearance of gently aged surface textures, with a naturally soft hand.

less-steel cabinetry, will develop Brown Jordan’s first-ever designer line of custom outdoor kitchens. Chris Carmicle, president of Brown Jordan, says, “CT Acquisitions is a pioneer in the industry of outdoor kitchens and has been accelerating market development over the past decade. It has a proven track record of high quality and innovation, which is a core tenet of Brown Jordan. By offering the most extensive selection of outdoorkitchen cabinetry and related equipment in the industry, the Brown Jordan collection will reflect the outdoorleisure and -entertaining heritage of our brand.” The flagship offering of CT Acquisitions is stainless-steel cabinetry, which continues to grow in popularity as homeowners demand, and designers create, robust outdoor-living spaces with functional kitchens. Outdoorkitchen owners are looking for more than high-quality appliances that fit into standard designs. They are seeking elegant outdoorkitchen solutions—with adaptable cabinetry layouts that represent high quality and premium design—without the high price tag for maintenance and repair. The Brown Jordan collection will offer the durability of stainless steel, combined with the style of various customized woodgrain patterns, designer paint colors, and subtle textures that are virtually maintenance free.

2012 International Pool/Spa/Patio Expo Opens Attendee Online Registration Online registration is now open for the 2012 International Pool/Spa/Patio Expo (IPSP Expo), taking place November 6–8 at the Ernest N. Morial Convention Center in New Orleans, Louisiana, with the educational conference taking place November 3–8. Online registration is available at www.PoolSpaPatio.com/attendee, where information is accessible 24/7. Registering in advance will save attendees not only money, but also time (because they will not have to wait in long on-site registration lines). The super pass (the best value) includes conference seminars on Tuesday, Wednesday, and Thursday, as well as admission to the IPSP Expo, the welcome party at Mardi Gras World, the Saber Grills barbecue and jazz fest, and the Association of Pool & Spa Professionals (APSP) Zone/live workshop and classroom. Advance prices are $205 for APSP members and $265 for nonmembers. The day pass includes conference seminars on Tuesday only, Wednesday only, or Thursday only, as well as admission to the IPSP Expo, the welcome party at Mardi Gras World, the Saber Grills barbecue and jazz fest, and the

Circle Reader Service No. 13

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Kalamazoo Outdoor Gourmet Names New President APSP Zone/live workshop and classroom. Advance prices are $125 for APSP members and $150 for nonmembers. The expo-only option includes IPSP Expo admission on Tuesday, Wednesday, and Thursday, as well as admission to the Saber Grills barbecue and jazz fest and the APSP Zone/live workshop and classroom. There is no admission fee for APSP members who register in advance, while nonmembers will pay $25. Admission to the welcome party at Mardi Gras World is not included, but tickets may be purchased separately, for $35, in advance.

Twin-Star International Opens New Showroom in Las Vegas Twin-Star International’s Las Vegas, Nevada, showroom has now more than tripled in size. Still in building A, the new showroom is located in suite A-1036 at World Market Center Las Vegas. The grand opening and ribbon-cutting ceremony were held on July 30, when the new showroom opened its doors for the first time to furniture retailers, designers, and other furniture-industry professionals. The current Twin-Star family of brands showcased at this venue includes ClassicFlame electric fireplaces,

Tresanti media units and thermoelectric wine coolers, and Duraflame quartz infrared heaters. At a time when expansion is not feasible for many companies, TwinStar continues to grow its business— constantly improving existing product lines and creating new ones to keep up with the demands of constantly changing consumer markets. In April 2012, Twin-Star doubled its showroom space in the Plaza Suites building in High Point, North Carolina, where it continues to showcase existing brands and innovative new-product launches. Asked why the company undertook another expansion, Bill Caples, vice president of sales and marketing, explains, “In order to keep up with customer demand and mutually successful, unique, and innovative furniture lines, Twin-Star needed a space that not only was large enough to accommodate our current product line, but would also have enough space for our consistent product evolution. Doubling the size was not only the smart choice, but also a necessary one.”

Access Sales to Represent Homecrest Homecrest Outdoor Living has announced that Access Sales Associates will represent Homecrest Outdoor Living in Northern California and Nevada.

Cal Spas Expands Family Connect Line Cal Spas has added an 8-foot spa to the Family™ Connect line, an expansion of the popular Family series. “Given the positive response we received from our dealer network following the launch of our Family Connect line, we felt adding a larger hot tub to the lineup would make this series even more appealing,” Casey Loyd, president of Cal Spas, explains. “The new, comThe new 8-foot Family Connect spa from manding hot tub is packed with the same Cal Spas cutting-edge features as the other Family Connect spas and engineered to perform. This 8-foot spa is ideal for families seeking a spa for entertainment and leisure purposes.” Like the other Family Connect spas, the 8-foot spa features 36 massage-therapy jets and is available in bench and lounger configurations. Best of all, the 8-foot Family Connect spa features a powerful, high-performance two-pump system to ensure the ultimate hydrotherapy experience for bathers. The exclusive PureCure™ water-purifying system is also a standard feature in the new 8-foot Family Connect spa.

Patio & Hearth Products Report July/August 2012

Kalamazoo Outdoor Gourmet™, a leading manufacturer of high-end outdoor-kitchen equipment and appliances, has named Steven J. Adolph as president. Adolph brings more than 20 years of entrepreneurial, branding, and leadership expertise to Kalamazoo Outdoor Gourmet; he will be based at the company’s headquarters in Chicago, Illinois. Pantelis A. (Pete) Georgiadis, chair of Kalamazoo Outdoor Gourmet, says, “Steve is an accomplished Steven J. Adolph leader who has a strong track record of driving revenue and profitability growth through brand building and sales expansion. He truly understands our brand and our customers and brings us a very nice mix of entrepreneurial, branding, and organization-building skills. We look forward to his energy, enthusiasm, and experience taking Kalamazoo to the next level.” Adolph says, “I am very excited to be joining Kalamazoo. This is a rare opportunity to lead a company that produces the best and most innovative product in its category. Kalamazoo Outdoor Gourmet, hands down, makes the finest outdoor-kitchen equipment and grills.” Prior to joining Kalamazoo, Adolph (as a senior executive) increased market share for leading global consumer brands such as Equal, NutraSweet, Roundup, SentrySafe, and Cat’s Pride. He also served as CEO for Australia, New Zealand, and Asia for Invacare, the leading provider of home medical equipment.

This dynamic team consists of three partners—Matt Maher, Chris Kjome, and Nate Grimstvedt—based in Fairfield, California. Since 1990, this organization has been blanketing all facets of the geographic and dealer networks (with such lines as Weber-Stephen Grills, Jensen Leisure, and Old World Spices) with a comprehensive plan that revolves around doing whatever it takes to satisfy its customer base. Todd Wingrove, director of sales, says, “We are so excited to have Matt, Chris, and Nate join us to grow the Homecrest brand, and look forward to creating a solid sales force that serves our customers with the utmost in customer service.”

Independent Testing Lab Proves Twin-Star’s Product Claim Hearth dealers aware of Twin-Star International’s quartz infrared heaters and electric fireplaces undoubtedly have heard the claims that these devices are capable of heating 1,000–square-foot rooms, but some might wonder if these statements are true. On a mission to stand behind its claim, Twin-Star paired with Intertek, an independent testing lab, to test how its Black & Decker® and Duraflame® PowerHeat® quartz infrared heaters and electric fireplaces performed in this situation. Before testing could begin, a

1,000–square-foot room had to be built using typical residential construction standards. Once the test room was complete, thermocouples were placed around the room to measure temperature increases at different heights and at various distances from the heaters. The results collected by Intertek clearly show that Twin-Star’s heating-capability claims are, in fact, true. The 1,500watt quartz infrared heaters were able to warm a 1,000–square-foot room an average of 8.3 degrees and were able to hold the increased temperature throughout the 24-hour test period. Bill Caples, vice president of sales and marketing, says, “We want our dealers to be able fully to substantiate the claim that our product can indeed heat 1,000 square feet, and that they can stand by this product with 100% confidence; others may claim it, but Twin-Star can prove it.”

ICFA Announces Apollo Award Finalists The International Casual Furnishings Association (ICFA) has announced finalists for the 2012 Apollo Awards. The program recognizes retail excellence in the sales and marketing of outdoor furnishings. Finalists must demonstrate outstanding accomplishments and commitment to customer service. ICFA members will vote, via online ballot, for a winner in each category, later this summer. Finalists will be honored and the winners will be announced

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at a gala awards banquet on September 22, 2012, during the Chicago International Casual Furniture & Accessories Market™. In the single-store category, the 2012 finalists are AuthenTEAK (Atlanta, Georgia); Daylight Home, Lighting & Patio (San Luis Obispo, California); Kolo Collection (Atlanta); Outdoor Elegance (La Verne, California); and Sunshine Furniture (Vero Beach, Florida). In the multistore category, the finalists are ABSCO Fireplace & Patio (Birmingham, Alabama); Fishels (Portland, Oregon); Greenhouse Mall (Austin, Texas); Patios Plus (Rancho Mirage, California); and Yard Art Patio & Fireplace (Irving, Texas).

Solair Awnings Help Create Beautiful Outdoor Rooms With Indoor Appeal Solair® Shade Solutions retractable awnings help enrich the outdoor-living space by providing a fresh, modern, and beautiful way to add comfortable shade to the outdoor room. Now, Solair awnings (sold in patio stores) are available in the Mayfield® collection of Sunbrella® fabrics, helping homeowners create an outdoor space that looks and feels like the home’s interior. Fabrics in the Mayfield collection are designed specifically to coordinate with Sunbrella’s stylish furniture fabrics. Featuring more than 30 colors and patterns, the Mayfield collection adds to the standard Sunbrella collection of nearly 200 solids, textures, and stripes to complement existing indoor and outdoor decor and create beautifully styled living areas. Gina Wicker, design and creative director for Glen Raven, Inc., maker of Sunbrella, says, “With the burst of interest in the outdoor room, homeowners are looking for their outdoor area to reflect a seamless extension of their indoor space—allowing a Solair awning to serve as both a window treatment that can be viewed from the inside and a stylish shade structure for the outdoors. Through the Mayfield collection, homeowners can easily create a continuous flow from the inside out, using their Solair awning to coordinate with indoor and outdoor furniture and design themes.” 16

Twin-Star Names Brian Brigham Director of Marketing and Public Relations Twin-Star International has named Brian Brigham as its director of marketing and public relations, reporting to Bill Caples, Twin-Star vice president of sales and marketing. Brigham, who brings the company over 16 years of experience in the fields of creative project management, advertising, marketing, and public relations, will be responsible for directing and managing TwinStar International’s marketing and public-relations efforts in both the consumer and trade markets. Brigham began his career with Gannett Company, Inc., and worked for such newspapers as the Press & Sun-Bulletin and Florida Today. In 1999, Brigham was promoted to Gannett Retail Advertising Group, a new businessdevelopment division of Gannett located in Chicago, Illinois. In early 2005, Brigham started working at Decolav, a high-end bathroom-furniture manufacturer, where he held such titles as director of marketing. Most recently, Brigham held the position of creative director for Brigham Designs—a creative firm that focused on providing advertising, trade-show support, and custom promotional items for such prestigious clients as The Patrón Spirits Company and Gamo Outdoor USA.

ICFA to Showcase Top Casual-industry Products at Chicago Merchandise Mart The Chicago International Casual Furniture & Accessories Market™ will be held on September 20–23, 2012, at the Merchandise Mart, which is the casual industry’s leader in product exhibition and permanent showroom displays. The four-day market event will feature the trade’s top manufacturers, its most innovative product introductions, and a complete range of new furniture and accessories for outdoor living. Casual Market is the only market 100% dedicated to the outdoor-fur-

Patio & Hearth Products Report July/August 2012

nishings industry; it encompasses 350,000 square feet of exhibit space, with more than 45 permanent showrooms and hundreds of temporary exhibitors in the Market Suites. It is the only market exclusively endorsed and sponsored by the International Casual Furnishings Association. Attendees from across the globe will have the opportunity to view the latest outdoor- and casual-product introductions, from the industry’s leading manufacturers, in a variety of categories. Retailers and buyers will have the opportunity to gain insights regarding color and design trends affecting consumer purchasing, in addition to viewing the most recent product introductions for their comprehensive seasonal and annual inventory needs. Attendees will include trade professionals representing such businesses as specialty casual-furniture stores, full-line home-furnishing stores, department stores, pool/spa stores, garden centers, hearth/fireplace stores, catalogs, hardware centers, and discount/mass merchandisers, as well as the fields of interior design, hospitality specification, landscape design, and landscape architecture. Permanent showrooms, situated on floors 15, 16, and 17, will offer attendees an informative view of some of the top businesses in the casual-furnishings industry, thousands of outdoor-furniture selections, and well-appointed accessories. Brown Jordan, Janus et Cie, Gloster, TUUCI, Agio International, Pride Family Brands, OW Lee, Lloyd/Flanders, and Treasure Garden, just to name a few, will showcase wide-ranging selections. Market Suites/temporary exhibitors will display their newproduct innovations and collections on floor 8. Examples of temporary exhibitors include Oxford Garden, Caravita USA, Tag Ltd., Z-Line Designs, Saber Grills, and Sunbrella by Glen Raven, among hundreds of others.

Doug Jenks Named Pilgrim President Pilgrim Home and Hearth promoted Doug Jenks to president of the 65–year-old iconic organization in June 2012. Jenks brings over 25 years

of hearth-industry experience to the position. He joined Pilgrim six years ago, serving as vice president prior to his promotion. His prior experience includes specialty hearth retailing, product development, international sales, and strategic market planning while working for Whitfield and Lennox Hearth Products, for 15 years, prior to joining Pilgrim. Jenks has actively supported the Hearth, Patio & Barbecue Association through the years and has served on numerous industry boards and association committees. Jenks succeeds Gene Russell, past president of Pilgrim. Russell will be pursuing other opportunities outside the hearth industry while serving on Pilgrim’s advisory board.

Twitchell Celebrates Nine Decades of Business Twitchell (Dothan, Alabama), a leader in high-quality yarns and fabrics across a variety of industries, recently celebrated its 90th anniversary in business. Today, Twitchell has grown into a multinational manufacturer of some of the world’s most innovative fibers, textiles, and coatings. Although Twitchell has been around for almost a century, its commitment to its customers hasn’t changed. Jeff Register, CEO and president of Twitchell, says that customer service will always be a priority for Twitchell. “Our customers are a large part of what has kept Twitchell alive for 90 years, and we are forever grateful. Twitchell will continue to make customer service a priority for the next 90 years,” Register says. Twitchell celebrated this milestone internally with an employee cookout, which a number of localand state-government officials attended. “Making it to 90 years has nothing to do with luck. It has everything to do with our employees,” Register says. “We wanted to take the time to recognize and thank our employees, and make sure they remember how important they are to Twitchell.” For more information, visit www.twitchellcorp.com or call (800) 633-7550.

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bright and bold This season’s vibrant hues and playful prints add panache to outdoor spaces. by CHERYL DANGEL BARTOLINI

ithout a doubt, asking manufacturers of outdoor fabrics what the hottest trend is yields an answer that is unanimous: color, color, and more color. Nancy Egge, designer for Twitchell Technical Products, L.L.C., (Dothan, Alabama), says, “The most obvious trend in the fabric industry is the use of color—bolder, brighter, and more of it. Many are craving the fresh and new (versus the safe and comfortable). The familiar neutrals of gray, ivory, sand, and stone linger in the mix, with modern pearlescent features, however.” Irwin Gasner, president of BellaDura (New York, New York), says, “Beautiful, clean, clear, fresh color: For many years now, we’ve seen a lot of neutrals, but more people are dipping a toe into the water and doing color.” Hugo Benitez, national market manager for Designed Fabrics by Phifer (Tuscaloosa, Alabama) agrees; he says, “Colors are definitely brighter, and fabrics are bolder in design.” Manoli Sargetakis, principal of Silver State Inc. (Salt Lake City, Utah), says, “Neutrals have always been—and will always be—the top sellers, but (probably as a reflection of growing confidence) people are looking for more of a splash in color and pattern again.” Gina Wicker, design and creative director for Glen Raven Custom Fabrics, L.L.C. (Glen Raven, North Carolina), says, “People are having more fun with color, these days. As has been a long-held tradition, consumers typically begin, on larger pieces, with a neutral base (such as white or a cool neutral) that they know will stand the test of time. They then bring in color through smaller pieces, such as side chairs, and they add splashes of color with pillows that are easily changeable.” THE BLUES What colors are trending? “Colors are bold,” according to Chuck

Zaberto, vice president, Solarium division, for Richloom Fabrics Group (New York, New York). “Tangerine, kiwi, fire-engine red, and sapphire blues lead the way.” Benitez sees the same trends. He says, “Bright turquoise blue, tangerine, and green tones are strong, though gray is still prevalent.” In addition, Gasner mentions “nice marine blues, orange and brick colors, and midtone greens.” Natalie Scott, vice president of sales and marketing, casual furniture, for Outdura Corp. (Hudson, North Carolina), says, “At Outdura, lemongrass is the new neutral. It pairs well with so many colors—gray, brown, green, or blue. It works with everything. Peacock is the new blue for Outdura; it bridges our greens to blues and it is a strong outdoor color.” Blues (and greens that work with blues) are hot, according to Sargetakis. Neutrals that are trending

Patio & Hearth Products Report July/August 2012

“have gray and mushroom tones, and sometimes, a hint of color as an accent,” he says. “Right now, we are seeing a lot of what I call the sunset families: reds and yellows, with some pink and orange.” Egge says that chocolate brown is a classic staple, “especially paired with lighter tones, such as steel blues, lavender, and pale yellows. In general, I see a wide range of blues—from teal bluegreens to bright cobalt—emerging in the forefront,” she says. Wicker adds, “One of the most interesting aspects of the color story, today, is the growing popularity of vibrant dark blues. Dark blues are great to work with because they give you the flexibility to create any number of looks, ranging from high end to casual and from nautical to chic. By using blue as a base, you have a wide range of accent options, which include other shades of blue, whites, neutrals, brights, and pastels.”

Some might argue that the surge in bright colors indicates an uptick in the economy, but manufacturers say that it is simpler than that. “Why should I go buy more beige—when I have it?” Gasner asks. “If I am going to stay home this summer and make my staycation fabulous, let’s make a statement, even if it is just in pillows. I want to feel happy when I walk outdoors.” Scott reports that even in the bleakest days of the economic downturn, colors were selling at Outdura. Looking at the current placement list and what will be seen in September, though, she agrees that there might be an economic correlation. She says, “Manufacturers are, indeed, feeling a bit more comfortable in what they want to offer the retailer— they hope it will be accepted and translate into sales to the consumer, when seen on the retail floor or in a sample book. If anything, the bolder patterns are statement pieces (jewelry, as we call it) that get the attention of the buyer.” VIBRANT PATTERNS Of course, mixing color combinations often results in patterns, which are also popular. “Prints are making a comeback,” Benitez states. As evidence, he points to Phifer’s Caribbean-inspired blues, mixed with apple greens and creamy, sand-dollar whites in fun, energetic patterns. Crisp tones of navy, cornflower blue, cream, and sunny yellow come to life in unexpected zigzag, vermicelli, and ikat patterns. Scott says, “From a pattern perspective, ikats continue to be the trend, in addition to graphic line drawings and animal prints. Bold, block stripes in clean colors are also a big trend. Textural patterns are leading in placements as well.” Wicker adds, “Textural effects in performance fabrics are more popular than ever and are continually growing in design sophistication.” Several

1. Pillows in Phifer’s South Seas 2. Silver State’s Bazaar, from the Artisan Tribe collection 3. A selection of Outdura neutral hues in solids and patterns 4. Ventura (in pool) and Signet (in spring) are part of Richloom’s new outdoor sheer offering.

4 Sunbrella® fabrics have a heathered effect that gives them a “natural, almost-homespun look that consumers love,” she says. “The heather look has been applied to striped patterns, as well as our canvas offerings, resulting in a fresh new aesthetic and a great value at retail.” Zaberto sums the trend up perfectly. He says, “The trend is toward textured fabrics and simpler overall looks, with a global influence.” Gasner says, though, that it takes more than churning out pretty colors and patterns to win sales; he states, “Bella-Dura is about color, design, attention to detail, and use of interesting weaves, not just stamping out another pattern in last year’s construction. It is about always doing something fresh and new, which makes Bella-Dura unique.” Winning sales also comes down to durability—a challenge to which manufacturers have risen. In fact, they have succeeded so well that they are opening doors to new markets with their high-tech fabrics. BRINGING THE OUTDOORS INDOORS Increasingly, consumers are saying that they want to use outdoor fabrics inside. After all, they are durable, resistant to sunlight, and easily cleaned. Who wouldn’t want indoor fabrics to possess these attributes? “Surprise, surprise: After years (and huge efforts in marketing), designers are suddenly finding that outdoor fabric is great for indoor use,” Sargetakis says. “It’s as if they just figured out, all on their own, that the same properties that give great protection from the outdoor elements are great for indoor elements.” Suzie Roberts, vice president and business manager for decorative fabrics at Glen Raven, says, “Applications for outdoor fabrics are limited only by the imagination. Outdoor fabric is not just for outdoors: The performance characteristics make it a great fabric for many applications in or around your home.”

5. Twitchell’s high-strength Sunsure® brand fabric is specially formulated of yarns developed to withstand fading, mildew, soiling, and wear for many years of outdoor use. 6. Richloom’s Sanateo in calypso and tangerine (left) and its Sancristo (a stripe in calypso) are poly-linen prints. 7. New fabrics from Sunbrella® are taking texture to a new level with a heathered effect.

6 She continues, “The growing popularity of the outdoor room is fueling many of these new ideas, which range from lampshades and rugs to privacy screens and tabletop products. Consumers are duplicating their indoor spaces in the outdoors, which is driving innovative applications for performance fabrics.” In addition, she says, “The outdoor room, with all of July/August 2012 Patio & Hearth Products Report

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product S P O T L I G H T the comforts of a home interior, remains an extremely important trend that is fueling growth for the casualfabrics industry.” She notes, however, that it is tricky to deliver a product with all of these attributes. “There are many fabrics, today, that are called performance or outdoor fabrics, but we feel that a true performance fabric should have all of the key attributes needed—not just one or two,” she says. “For example, fading is a great concern for fabrics exposed to sunlight; there are fabrics that will maintain their color, but will literally fall apart after being exposed to the outdoor elements, so it is critical to understand the true performance of fabrics today.” Gasner adds, “In terms of marketing, consumers are learning how performance fabrics can be applied in new and different ways throughout the home. Without question, because performance fabrics can look like indoor fabrics, they are being used indoors (and even in hospitality and health-care applications) because they are solution dyed and bleach cleanable.” He continues, “One wouldn’t have thought of using an outdoor fabric in a performance-driven application a few years ago, but Bella-Dura meets all of the demands of indoor applications— all while being lightfast.” If a fabric can hold up in a sunny hotel atrium, why wouldn’t the average consumer want it in his or her sunny greatroom? DELIVERING ON PERFORMANCE With the boom in outdoor fabrics coming indoors, competition among manufacturers is increasing. Gasner says, “Making Bella-Dura unique is that it is the only indoor/outdoor performance textile that is truly a contract fabric because it has all the aesthetics that you want to put into your living room or kitchen. It has a soft hand and beautiful color and design, but it has the durability that you would want in a hotel lobby. Whereas many outdoor fabrics may handle 10,000 to 15,000

1. Phifer’s Baltic Breeze 2. Bella-Dura’s sneak peak at what’s to come for the 2013 casual line includes (from left) Color Spree, Shivali, and Gateway. 3. Vibrant dark blues from Sunbrella® are increasingly popular.

double rubs of abrasion, BellaDura takes a minimum of 50,000 double rubs.” Outdura 1 continues to focus on construction and yarn development that allow for new, different looks while giving the same (if not better) performance features, according to Scott. She says, “Recent examples of what we’ve taken to market to support this are our new sample card and upcoming book. All SKUs in the card and book exceed tolerance of 30,000 double rubs—and in some cases, 60,000 double rubs.” She adds, “Without question, this is one of the strongest claims in outdoorfabric durability. Another great durability story is the teaming of Outdura solutiondyed acrylic fabrics with the Crypton finish. The combination offers the best in a performance story, and we are seeing success in this category through different markets.” At Phifer, Benitez states, all fabrics, including GeoBella cushion fabrics and coordinating slingable Phifertex outdoor fabrics, are highly durable (as well as antimicrobial and stain resistant). They are ideal for use in deep seating cushions, sling applications, umbrellas, and new/unusual exterior applications. He says, “Phifertex slingable fabrics are infused with Microban® antimicrobial product protection for an additional level of cleanliness protection; it inhibits the growth of stain- and odorcausing bacteria, mold, and mildew. Microban product protection works continuously, keeping fabrics cleaner and fresher longer.” At Richloom, “Solution-dyed fibers and advances in topical treatments using nanotechnology offer a real wearability story to the consumer,” Zaberto says. Roberts explains, “Our research/development, manufacturing, design, and sales/marketing teams work closely together to push the horizon on what it means to be a true performance fabric— engineered from the ground up; because of our commitment to continual research/development, Sunbrella fabrics

Patio & Hearth Products Report July/August 2012

3 are continually improving in performance (including enhanced durability, cleanability, and fade resistance).” This new technology not only is enhancing the durability of Sunbrella fabrics, but is resulting in new types of offerings, according to Roberts, including Sunbrella sheer, terry, and strap fabrics. Wicker says, “From a designer’s point of view, the greatest thing about today’s performance-fabric technology is the fact that there are virtually no limits to the look, feel, and comfort of the fabrics we create.” GREEN FABRICS Sustainable fabrics are also growing in popularity as manufacturers continue to build on their technological advances. Bella-Dura is recyclable at the end of its lifetime, but is made of fibers that are a byproduct of petroleum waste, “which means it is a green fiber going into the production line. Bella-Dura won the Earth-Minded Award in 2010 and is the only indoor/outdoor fabric to do so. No one has eclipsed it yet,” Gasner states. Phifer has attained elite Greenguard Select certification from the Greenguard Environmental Institute for its Designed

Fabrics outdoor-furniture fabric collection, recognizing its contribution to better air quality. Phifer’s Designed Fabrics collection is also certified as meeting the stringent Greenguard Children & Schools standard for commercial use. “The certification designates emissions performance, based on modeling for specific indoor environments where the product will be used, such as commercial, health-care, educational, and home settings. In addition to stringent level limits for volatile organic compounds and formaldehyde, Greenguard Select products must meet lead- and phthalate-content requirements, as defined by the U.S. Consumer Product Safety Improvement Act,” Benitez says. The Renaissance collection of Sunbrella fabrics with recycled content hits upon two of the hottest trends. “These fabrics have a natural, textured look that, combined with their green story, makes them increasingly popular,” Wicker says. At Twitchell, Egge says, “Environmental concerns and the health and welfare of consumers continue to challenge the products that we can offer our customers. Twitchell has met these challenges on several different levels. We can produce a specially formulated Textilene® fabric that will pass The Institute for Marketecology’s test for certification. Our Textilene fabrics do not contain substances listed under California’s Proposition 65. Twitchell products are also certified under the European Union’s REACH: Registration, Evaluation, Authorisation, and Restriction of Chemicals program. On our website (www.twitchellcorp.com), you can print your certification for each pattern ordered.” WHAT’S NEXT Now that outdoor fabrics have moved inside (to sofas, chairs, curtains, and draperies), what’s the next challenge for manufacturers? Egge says that rugs are the new frontier. She reports, “Our Textilene products are great for outdoor rugs. The durability, cleanability, and styling of our Textilene prod-

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1 ucts make them a natural for indoor or outdoor flooring.” Benitez says, “A fairly new trend that is growing is the use of PVC and PVC blends to wrap furniture frames, to create a more upholstered, contemporary feel.” Scott adds, “Manufacturers are bringing out new frames and new finishes that allow us an opportunity to look different in the marketplace.” Wicker says, “In terms of shade products, there is growing interest in retractable awnings, in addition to innovations in umbrellas that include artistic designs and large coverage areas. Accent pillows offer the ideal way to bring in splashes of color, and fabric throws made from performance yarns add both comfort and a sense of style.”

1. Silver State’s Kabloom is part of its On the Edge collection from Aláxi. 2. From the Aláxi On the Edge collection, Silver State’s New Frontier 3. Blues and greens are among the highlights in Outdura’s color lineup. 4. Outdura’s lemongrass and taupe are the company’s new neutrals.

Egge says, “As far as shade and awnings go, the consumer is concerned with several different features. Can I have variable shade factors for my awning? Is my screen durable enough for my pets? Will I have good visibility through my screen—and keep out the bugs? The answers are yes, yes, and yes.” She explains that Twitchell offers a wide variety of stocked shade and awning fabrics that address all of those

needs. “We make these available, at oneroll minimums, directly from Twitchell, to keep our customers from having to keep large amounts of fabric in inventory,” she says. Zaberto says, “We see a real growth in soft products, such as sheer panels and poufs, for decorating outdoor spaces. Sheer panels are decorative, with bold colors and patterns, creating an extension of indoor window treatments.” He says that it simply builds on the trend to enhance the outdoor room by bringing life to vertical surfaces, using window treatments, outdoors. As for

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pillows, “Bold colors/prints are coming on strong,” Zaberto says. “Botanical motifs add spark, and engineered patterns with novelty elements are essential.” Phifer’s Phifertex Plus and Phifertex Stripe fabrics in umbrellas and awnings are growing in popularity, Benitez

reports. “The color and design, as well as their 2 durability and strength, make them an excellent choice in these types of applications. Phifer’s GeoBella collection of solids is wonderful for sofas and umbrellas, while the colorful stripes and jacquard designs help create unique, upscale looks for pillows and side chairs,” he says. In July, Bella-Dura introduced a cutyardage program, including 85 SKUs of coordinated jacquards, stripes, textures, and plain fabrics available through a variety of casual-sector manufacturers and retailers. In addition, Laurie Jenkins of Laurie Bell is working with BellaDura’s in-house design studio to create the next collection, which will be introduced in October 2012. “With consumers’ desire to create more comfortable cocooning areas at their homes for entertainment and relaxation, growth in outdoor furniture and accessories will continue,” Benitez predicts. “They will add pieces to their current collections, such as a conversation group that complements a dining set. They may start over by updating their collections with new pillows or replacing their old sets with new furniture that has a more modern feel. Even with the uncertainty of the economy, the outdoor-furniture industry will remain strong.” Sargetakis says, “I believe that the wear story will continue to increase in importance and that there will be more

versatility in the textures and colors available, as more and more people discover indoor uses on their own. I would recommend that to piggyback on that trend, furniture designers may want to create furniture that has more interior/exterior flexibility in style.” Scott sees a bright future. She says, “Outdoor living continues to be a place where 4 consumers will spend money, especially in comparison with the other parts of the home. The consumer is more informed and aware about performance and the features that make a true outdoor fabric that will withstand the elements.” Zaberto says, “Greater emphasis on comfort in the homeowner’s outdoor space will continue to drive advances and acceptance for more traditional indoor softness and design looks.” Gasner hints that Bella-Dura has something new on the horizon; he says, “We have something up our sleeve, but I can’t let it out yet. What makes us unusual is that we’re always developing and engineering for the future.” Wicker notes, “One of the greatest opportunities for the patio retailer, today, is offering consumers a complete solution to their home-decor needs. By creating outdoor-room vignettes within a store, retailers can introduce consumers to the full breadth of offerings to make the outdoor lifestyle complete: furniture, cushions, shade, and accessories.” Scott explains, “The total-room concept comes from the indoor-upholstery side of the business. It makes the shopping experience more interesting, it gives the customer more options, and it allows for a successful selection process.” Roberts adds, “We have only scratched the surface, when it comes to advancing home decor for the U.S. home with performance fabrics. Our goal is to collaborate with the patio retailer, not only in providing performance-fabric offerings, but also in helping to educate and motivate consumers to pursue an outdoor lifestyle that is more comfortable—and more stylish—than they could ever have imagined possible.” Egge says, “The sky is the limit, and individuality is key. Consumers want to transform their indoor and outdoor areas with pieces that portray their own individuality and originality.”

richloom customer care center / 261 fifth avenue, new york, ny 10016 furniture: t:212.684.3388 general: t:212.685.5400 contract: t:212.685.2187 www.richloom.com Circle Reader Service No. 23

marketing M A N E U V E R S

Trailblazers in the Outdoors As one of the first retailers in the country to focus completely on the outdoor casual segment, Jack Wills Outdoor Living continues to lead the way.

ack Wills III might be only partly joking when he says, “I joined the family business when I was hatched.” That business, which is now Jack Wills Outdoor Living, was first

Top left: Since 1939, the name Jack Wills has been synonymous with offering exceptional home furnishings and service. Top right: Jack Wills Outdoor Living’s Tulsa location is the flagship of the company’s four locations. Above: Jack Wills III (left) with Gary Navrkal, general manager

founded in 1939 by his late grandfather, Jack Wills, as a fine home-furnishings and drapery store in Tulsa, Oklahoma. Jack Wills Jr. then branched off, in the late 1960s, with his own store, Jack Wills Casual Furniture, in Oklahoma City— one of the first stores the country to focus solely on outdoor furniture. “My father was in the forefront, in this industry, as one of the first retailers to dive into everything outdoors,” Wills says. After opening stores in Stillwater and Norman, Oklahoma, over a period of 10 years, Wills Jr. moved all operations to the company’s current Tulsa location in the mid-1970s. Wills recalls growing up in the family business. Instead of taking the bus home from school, he says, he would be picked up and brought back to the store by one of his father’s employees. After graduating from college and working for a Fortune 500 company for a few years, Wills came back to his retail roots to lead the company in 1993, when his father died. In addition to its Tulsa showroom,

Patio & Hearth Products Report July/August 2012

by KIMBERLY RODGERS

photography by LACEY MCGILL

Jack Wills Outdoor Living now has three additional locations: Tontitown and Little Rock, Arkansas, and Cordova, Tennessee. With 17 employees, a 9,000–square-foot showroom, and an additional 9,000–square-foot exterior space, the Tulsa store is Jack Wills Outdoor Living’s flagship operation. Here, customers will find a full array of outdoor categories represented, including patio furniture, barbecues/grills, fireplaces, outdoor heating, outdoor kitchens, and outdoor recreation (playsets, trampolines, and basketball goals). WIDE RANGE As a percentage of sales, outdoor furniture is the leading category for the business; the outdoor-recreation, fireplace, and barbecue/grilling categories follow. Known as the oil capital of the world for most of the 20th century, Tulsa has many residents of means, and they expect only the best. For that reason, Jack Wills Outdoor Living carries a range of top-name casual furniture from manufacturers that include Windham, OW Lee, Tropitone, Winston, Brown Jordan, Kingsley-Bate, Lloyd/Flanders, Jensen Leisure, Three Birds Casual, Treasure Garden, and TUUCI. OW Lee is, by far, the store’s biggest seller. “Besides the fact that we have a great relationship with the company, we can display a lot of its lines in a showroom because they all look so different, and they offer an excellent value. Jensen

Leisure has also been a great seller for us,” Wills says. In the mid-1980s, barbecue/grilling products, fireplaces, and playsets from Rainbow Play Systems were added to the lineup. “To be honest, I thought my dad was crazy when he first added playsets, years ago, but we sell a lot of them,” Wills says. The sale/installation of baseketball goals is another important revenue stream. “For the past six years, we have been one of the top four Goalsetter Systems dealers in the country,” he says. Hargrove Manufacturing Corp. (Sand Springs, Oklahoma) is nearly in Jack Wills Outdoor Living’s backyard, and the Tulsa store became a pipeline for the company’s gas log sets. “In the early 1990s, it was not uncommon for us to sell 80 to 100 gas log sets a day,” Wills says. “To this day, we are still one of Hargrove’s largest retail accounts.” In the 1990s, Jack Wills Outdoor Living experienced a downturn in the barbecue and hearth categories after bigbox stores entered the market. “The mass merchants took much of our portablegrill business, but we have come back, in the past 10 years, because we started stocking higher-end product,” Wills says. “We are trying to re-educate our customers who are tired of buying (and having to replace) grills every few years.” High-quality brands that the company carries include Alfresco, Broilmaster, TEC, Viking, EVO, Napoleon, Modern

Eventually, she will think about tomorrow.

Circle Reader Service No. 25

www.tropitone.com

marketing M A N E U V E R S Home Products, Primo, Fire Magic, and Southern Cookers. Components also represent a large percentage of barbecue/grill sales. Through its subsidiary, J.W. Designs, L.L.C., the company also designs and builds outdoor kitchens. “This category, in Tulsa, is very competitive, in a town with a population of under half a million people. I recently attended a home-and-garden show, and there were 16 companies displaying outdoor kitchens,” Wills says. J.W. Designs provides a complete turnkey operation, from design and building to installation of all components. Wills says, “Kitchens are not a large part of our business, overall, but we focus on a few jobs at a time and will not sacrifice quality for price.” MARKET ADVERTISING Advertising spending is tailored to suit each store’s location. “Tulsa is a smaller, more traditional market. People are still

reading the newspaper here, so advertising in it works very well,” Wills says. Newspaper-advertising rates in the Tulsa and Northwestern Arkansas markets have remained competitive, making newspaper advertising a viable option for the stores in those areas. To get more bang for his buck, Wills has also attached a survey to his sales invoices, asking people 10 simple questions to determine how and why they came into a Jack Wills Outdoor Living store. For completing the survey, customers receive $1. “We called it 100 Cents for Your Two Cents, and it worked very well for us,” he says. Wills does not advertise in newspapers for his Tennessee location (near Memphis) due to that market’s much higher advertising rates. For three of his stores, he uses television advertising—with excellent results. He also participates in a high-end cooperative direct-mail service. Exhibiting at consumer shows is another integral part of his marketing, and he is very

Above: Jack Wills Outdoor Living offers a wide category range for the outdoor segment, including the design and installation of outdoor kitchens.

involved in the Tulsa community through his support of numerous charitable groups and his contribution of products to fundraising events. Although Wills calls himself an oldschool retailer, he understands the significance of social media. “I do not want to lose out on the younger generation, which researches and buys almost any consumer product online,” Wills says. The company is on Facebook and Pinterest, and in the near future, Wills plans to work with a consultant monthly to maintain and

increase the company’s prominence in all areas of social media. In selling all its products, Jack Wills Outdoor Living continues to stick to the fundamentals. Wills says, “I grew up in this business, and we have been in Tulsa a long time. People come to us because they expect quality and service. Every day, we try to go above and beyond bending over backward. We probably do a little more than we need to, but we to try be a servant to our customers.”

Making Customer Service a Priority

by KIMBERLY RODGERS

In only 11 years, Meadow Decor Inc. (Ontario, California) has

forward,” he says. best be described as elegant

bar pieces. Newly introduced

evolved from being a local

and sophisticated—with an

in the Athena line is a 48-inch

distribution facility to become

inviting, comfortable feeling.

chat table with a firepit or ice

a provider of high-quality

“Our designs are unique and

bucket (also available in din-

cast-aluminum patio furniture

original, and we try to create

ing and bar heights). A new

on a national level. The com-

a style and offer collections at

sectional sofa has side chairs,

pany offers collections that

value-driven prices that our

left and right armchairs, and a

range from dining, deep seat-

competitors will follow (and

corner section, all of which

ing, and sectionals to chaises,

our customers will appreci-

can easily be mixed to con-

tables, barstools, and umbrel-

ate),” Contreras says.

form to any outdoor space.

las. Custom fabrics and throw

Meadow Decor’s style can

The Athena collection is

sectional, lounge, and deep seating, along with dining and

Another big hit is the

currently the company’s

Angelica collection. Variety

fabrics from Sunbrella®

other manufacturers, so we

Above: Meadow Decor’s best

biggest seller. A few changes

abounds in this collection,

(including the High Point™

want customers to come to

seller is the Athena collection.

manager, says that Meadow

have been made to the line,

which includes lounge seat-

collection of fabrics and com-

us for that benefit,” Contreras

Decor’s success can be

and Contreras says that the

ing, with a sofa, love seat,

panion trims). “From our

says. All products are

Top: In addition to lounge seat-

attributed to the company’s

company is very excited

club chair, ottoman, and sin-

frames to our cushions, we

shipped from the company’s

ing, the Angelica collection

process of listening to the

about showing the collection

gle and double chaises; din-

demonstrate that we are

distribution center in

includes dining, bar, and chat

evolving needs of dealers and

at the Chicago International

ing, with tables in four sizes;

committed to producing qual-

Southern California.

options.

making changes (over the

Casual Furniture &

and bar and chat groups.

ity products,” Contreras says.

Above all, Meadow Decor

past decade) to satisfy those

Accessories Market™ in

Along with presenting styl-

excels at satisfying the needs

needs. “This is a strong point

September.

pillows are also available. Michael Contreras, sales

All Meadow Decor products feature welded cast-alu-

ish designs and high-quality

of its customers. Contreras

minum construction, a 10-

products at value-driven

believes that this quality sets

Lily Zhang. She is willing to

scrolled design (in a durable

year warranty on aluminum

prices, Meadow Decor also

the company apart in the

great team.” Meadow Decor

listen to our dealers, which

black or walnut powder-coat-

furniture frames, and a five-

offers the convenience of

industry. “Our customers are

has showrooms at the Dallas

has helped us grow and

ed finish), the collection fea-

year warranty on powder

quick delivery. “Customers

our priority,” he says. “We are

Market Center in Texas and at

move the company in a posi-

tures a variety of pieces offer-

coating. All cushions are

can usually enjoy our prod-

committed to our product

AmericasMart (Atlanta,

tive direction. She knows

ing versatility for any outdoor

made at the company’s cor-

ucts within two weeks of the

and want to work with spe-

Georgia). For more information,

what the industry is looking

space. The Athena collec-

porate facility in Southern

order date. We know the turn-

cialty retailers and dealers

call (866) 838-8822 or visit

for, and that helps us all move

tion’s many options include

California, using only top-line

around times are longer from

who want to be a part of our

www.meadowdecor.com.

that comes from our CEO,

Along with an elegantly

Patio & Hearth Products Report July/August 2012

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hearth R E TA I L E R

One of a Kind A Fireplace Store and More helps customers heat their homes as efficiently as possible. by SHARON SANDERS photography by BRIDGET MONTGOMERY

nce upon a time, a former Billboard-charting music producer and his electrician brother got together to do something that they believed would make a difference in people’s lives. In 2007, Hudson and Rony Beauduy opened A Fireplace Store and More in Downers Grove, Illinois—not just as a way to make a living, but to educate people about heating efficiency.

The duo has become a force in the local hearth market because of the Beauduy brothers’ knowledge and the way that they take care of their customers. A Fireplace Store and More— one of the premier fireplace showrooms in the Chicago area—is anything but typical because its owners are unique. The Beauduy brothers (who are just one year apart in age) were born in Haiti, and their energetic

personalities can make anyone smile. Five years ago, they decided to become partners and open a retail business together. Until that point, Hudson was in the music industry (producing many songs, including the popular “Cha Cha Slide” ), and he had spent many years in the Chicago nightclub business. Rony worked as a facility manager for Nordstrom for 15 years; he left to start his own business as an electrician and HVAC contractor. He spent some time as a fireplace installer, which opened his eyes to the hearth industry. “I decided it was something I wanted to try on my own,” he says. At the same time, Hudson was ready to retire from the music industry, so Rony asked him to help with a few hearth installations. Hudson immediately knew that he had found his new career. “I liked educating people, and I liked the idea of selling something that is efficient,” he remembers. A BREATH OF FRESH AIR The business was built on a triple premise: education, service, and products. Early on, the store found its niche as a green energy choice dealer, promising customers the most effi-

Patio & Hearth Products Report July/August 2012

cient heating products available on the market. Homes in the Midwest require reliable heat during frigid winters, so there was plenty of potential. The store’s 3,000–square-foot showroom was designed to feature the latest in high-efficiency appliances from manufacturers that include Travis Industries, Mendota, Kozy Heat, Majestic, and Vermont Castings. The store’s advertising and its website (www.afireplacestoreand more.com) all focus on the benefits of converting energy-losing fireplaces into energy performers. The Beauduys personally work with every person who visits the store to determine what fireplace, insert, or stove will best meet his or her heating needs. As part of their assessment, the Beauduys always offer a free in-home visit so that they can see the real situation. “Customers usually end up purchasing something different from what they originally came in to buy.

Top: A Fireplace Store and More has education, service, and products as its foundations. Bottom: Hudson (left) and Rony Beauduy

Circle Reader Service No. 29

hearth R E TA I L E R

Striving for Perfection by SHARON SANDERS

Robert Little, founder and chief executive of Regency® Fireplace Products (Vancouver, British Columbia), knows a

places throughout the United

thing or two about hearth products.

driving force behind every aspect of

group; a technical group (managing

huge influx of requests for a con-

Left: The Regency Horizon HZI540 large

He was honored as Ernst & Young Entrepreneur of the Year® 2011 for

the business, making sure that

installation, training, and selling);

temporary gas insert, so that was

gas insert features a vibrant, dramatic

every product meets his strict

and a full sales force that works

pushed to the top of the product-

flame.

the Pacific region for his constant

requirements.

directly with dealers.

development team’s priority list.

pursuit of perfection.

States, Canada, Mexico, Australia, New Zealand, and parts of Europe and Asia. Little continues to be the

Deborah Millichamp, vice presi-

“Our mission is not to be this big

In 2011, the company intro-

Right: The Regency PTO30 see-through

dent of sales and marketing, has

company that ships product from

duced the Horizon and Liberty 390

fireplace adds linear style to any out-

some of the most striking, realis-

been with the company almost from

Canada, but to be a local business

and 540 contemporary gas inserts,

door space.

tic, and efficient fireplaces in the

the beginning. “We call it Robert’s

working and living in local markets.

which have become its biggest

North American market. Despite

rule,” she explains. “He has many

This has given us a connection that

sellers, in many markets. This year,

his success, Little is the first to

talented people around him—but

enables us to build fireplace solu-

the company introduced a high-

admit that he hasn’t achieved it

ultimately, if he doesn’t think a prod-

tions and marketing programs that

end line of outdoor fireplaces and

mountain states,” she explains. It

alone. His vision comes to life

uct looks good enough or works well

work for dealers. It has made us a

linear fire tables as a way to help

fills a niche that the company has

daily with support from the

enough, it’s not going to market.”

better product company and a bet-

hearth dealers to expand their

wanted to fill for a long time—but

ter marketing company,” she adds.

year-round offerings.

because of regulations affecting

That pursuit has resulted in

Regency team and from tapping into the company’s most valuable

CUSTOMER CONNECTION

Regency works side by side with

Regency has discovered that

large wood stoves, it was tricky to come up with the perfect solution.

dealers at home shows, at weekend

people want to spend more time

a staple for many specialty retailers

events, and on their showroom

outdoors in every climate. “We get

started his wood-stove business (in

because every unit has been

floors. It holds regional meetings

just as strong a response in the cold

future (and many new products on

1979), has always been placed on

thoughtfully designed to meet the

(and brings along the company

climates as we do in the warm

the drawing board). “Our dealers are

quality and style. As a wood-stove

needs of customers in specific geo-

president, product team, and mar-

ones,” Millichamp says. This fall, the

our eyes and ears. We have gotten

distributor at the time, he was on a

graphic areas. In the 1990s, the

keting team) to hear dealers’

company will introduce its largest

much better at gathering the right

quest to build a high-quality wood

Canadian company opened eight

thoughts on new programs and

wood stove ever. The unit will be

information so we can make choices

stove that performed well and

branch offices across the United

products. The company also gath-

able to burn for 24 hours (or longer)

that are best for everybody,”

looked good. He sold 350 units the

States and Australia, in an effort to

ers a significant amount of its feed-

to keep any home warm.

Millichamp explains, adding that the

first year, and by the mid-1980s, he

create close relationships with local

back from consumers through its

had assembled a team of profes-

dealers and consumers.

website (www.regency-fire.com).

resource: its customers. Little’s focus, from the day he

sionals to run the growing company.

Regency products have become

“That move is what really formed

“We’ve been taking it to our

Regency has big plans for the

company has assembled an incredi-

regional meetings, and people are

bly broad line that fills just about

All of this feedback helps the

going crazy over it because not only

every niche. She says, “Our mission

who we are, as a company,”

company determine which products

does it heat well, but it is beautiful. I

is to make it possible for our hearth

people, and it manufactures and

Millichamp explains. Each branch

to offer. For example, over the past

know it’s going to be a new staple

dealers to make a living just by sell-

sells a full range of stoves and fire-

houses inventory; an administrative

few years, Regency has received a

for dealers in cold rural areas and

ing Regency products.”

Today, Regency employs 400

We give them information about the products and lay out all the options, so they can make the right decision,” Hudson says. He adds that almost every home that he visits can benefit (in some way) from a high-efficiency appliance. He says, “People are shocked when I tell them it’s possible to get more heat and that it will cost them less money.” The education doesn’t stop after the installation, either. The Beauduys live and breathe every detail, and that includes showing homeowners how to do simple things: the right way to light gas logs (to avoid the large gas flame created by pressure in the gas line), how to start the perfect wood fire, and why it is essential to warm up a chimney to avoid a smoky house. They also focus on teaching customers about hearth safety. “Many people really don’t understand anything about hearth products, so information is key,” Hudson says. The store only carries specialty hearth products that are not available through mass merchants or discounted on the Internet. “Everything we sell is something we would want to use in our own homes, and that we are proud to put our name on,” Rony adds. 30

Patio & Hearth Products Report July/August 2012

MAKING IT Shortly after the Beauduys opened A Fireplace Store and More in 2007, the economy went downhill: The builders’ market dropped, and consumers stopped spending. “It was like the faucet was dripping—and then, in 2008, someone turned off the faucet,” Hudson remembers. The store was only able to survive because it stood firmly in position as a specialty retailer, resisting the temptation to offer off-price products or cut back on service. The duo takes its commitment to service seriously, going to great lengths to take care of customers (even if that means not charging them for small things, such as replacement parts). “As a specialty store, everything we do is what a handshake used to be. It’s just pure honesty and integrity,” Rony says, adding that he (or his brother) is the first and last person customers see as part of any sale. The Beauduys even go so far as to help people who didn’t buy their products from their store. “We know that we should pinch every penny, in times like these, but it’s not in our character to turn people away,” Hudson explains. The Beauduys agree

that on many occasions, they might give away a little too much, but they can’t see themselves stopping this practice anytime soon. Hudson says, “We trust that it will come back to us tenfold. Even if it doesn’t, it is a good feeling to see a customer leave the store happy.” Moving into 2013, the Beauduys see their biggest challenges to be the economy and getting customers to visit the showroom (the store’s suburban location doesn’t get much foot traffic). While the business does a steady amount of advertising, customer referrals are still the most consistent way to get people into the showroom. The economy works for and against the business in many ways. “People don’t have the money to spend on hearth products, yet they can’t afford not to turn their old fireplaces into something efficient. If we can just get them here to see what they are missing, we will have the sale,” Hudson says. “More important, we will have the satisfaction of knowing that we have turned a fireplace that is not functional (or not efficient) into something that will make life a little bit better for someone.”

Circle Reader Service No. 31

outdoor G R I L L I N G

Carrying on Dad’s Hobby A daughter comes home to lead the company her father started, while he keeps busy in retirement. by KIMBERLY RODGERS photography by MARK WILSON

o avoid any potential boredom when he began his retirement, in 1987, Charlie Foster opened a small shop to sell and repair grills, mostly for friends and neighbors. Foster’s Grill Store (Gloucester, Massachusetts), 25 years later, bears little resemblance to the 200–square-foot fix-it shop that Foster first founded, as a retirement hobby, in the back room of a gas station. Customers will still find him at the store, filling propane tanks, moving stock, and conversing with customers who have become old friends. Now, however, his daughter, Susan Foster, has stepped into the role of running the company: a 1,200–square-foot grill store that sells and services a range of products from top-name manufacturers. Foster, who had worked in the business since she was 12, was living in New York, New York, moving up in a career in human resources, when she received a

life-changing telephone call in 2003. “My father, who was well into his 70s, called me to say he was thinking of selling the business,” Foster says. “It had become more than something to tinker with, and the store was becoming too much of a retirement project. The thought of Dad selling out just didn’t sit well with me, so I asked him if he would let me come home and see if I could give it a whirl.” Today, while Foster’s Grill Store still repairs grills, it proudly represents some of the top lines in the industry, including Weber-Stephen, Big Green Egg, Napoleon, Broil King, Broilmaster, and Modern Home Products. “We attempt to display prominently—and give equal time to—all the brands we sell,” Foster says. The showroom also stocks (and attractively merchandises) all the related components, accessories, and parts. “This is getting to be quite a challenge,

especially as more products continue to be introduced to the market,” she adds. From its Gloucester location, Foster’s Grill Store serves the Cape Ann area of Massachusetts, a rocky point located 30 miles northeast of Boston that was first founded in 1623 as an English colony. “Gloucester is technically an island, so we tend to advertise using local media such as newspapers and magazines,” Foster says. In the retailer’s market area, products from Weber-Stephen have traditionally been popular sellers—due, in large part, to the brand’s high recognition level and good value. Foster adds, “The WeberStephen product line is extensive, so customers can find anything they are looking for within the line, whether it’s gas, electric, or charcoal.” Reflecting the national trend, gas grills have been the leader in sales volume for the store; however, that might be changing. Foster says, “Over the past three years, we have noticed a shift back to traditional charcoal grilling.” During this time, she notes, there has been an increase in sales volume for natural charcoal and flavored wood chips. “The Big Green Egg has definitely been our hottest item, over the past two to three years. This may not be true in sales volume, but it certainly is in enthusiasm and interest,” Foster adds. Of course, Foster’s Grill Store also carries the outdoor cookers and pots needed to prepare a traditional New England clam boil (and many other festive outdoor meals).

who assist her in managing the business: Boots Parsons, who has been with the company since 1996, and Billy Aaron, who joined it in 2006. Parsons, the store manager, is known as the man who can fix anything and locate any part, while Aaron, lead salesperson, is passionate about grilling and sharing his knowledge with customers. “We do not have the indoor space to accommodate events; however, Aaron and our sales team are often outside— under the tent, each Saturday—cooking on the Big Green Egg. It has created much enthusiasm for the product, and the smell draws people to our store,” Foster says. Each employee has complete knowledge of every different grill brand and type that the company sells. This, Foster notes, is what sets her company apart from the big-box stores and has enabled the business to grow and thrive. “Customers who shop here have the opportunity to talk, in depth (with a salesperson with more than 10 years’ experience), about all the different grills and their unique features. Compare this with shopping at a big-box store, where you talk to an employee who could have been there only a week or a year—and who probably knows little more than the customer about the grills,” Foster says. She notes that every grill that Foster’s

Top: Originally founded as a small grill-repair shop, Foster’s Grill Store now proudly represents some of the top names in the industry—

LUXURY SERVICE Foster, who is director of operations and administration, has two employees 32

Patio & Hearth Products Report July/August 2012

and one of its hottest items, the Big Green Egg. Left: Susan Foster and Billy Aaron

Innovation Starts Here. With over 50 patents and more pending, we are proud of our product contributions to the grilling industry. Contact us to see what we are working on now!

Vertical Chicken Roaster

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To learn more about our produc ts, please call us at 800-521-0505 or email sales @ companion-group.com w w w.companion-group.com Circle Reader Service No. 33

outdoor G R I L L I N G

The Outdoor-room Specialists by SHARON SANDERS

Dan Shimek, an industry veteran

sonal market, but they didn’t

2011 Vesta Award for the Inspiration

and the cofounder of Heat & Glo

know how to get started or have

fireplace (the first gel-fueled fire-

(which merged with Heatilator in

the time to do research,” Johnson

place to be UL listed for use

1996 to form Hearth & Home

explains. “Dealers were faced with

indoors and outdoors) and the

Technologies), retired in 2002.

the tedious task of finding vendors

HPBExpo 2012 Attendees Choice

He was not good at it. Soon, he

à la carte, but we had the ability

Award for the Key Largo firepit

went back to work, doing what he

to offer them a combination

(which features a linear burner).

has always done well: starting new

plate.” Shimek’s vision was to

Fire tables have emerged as one

companies and creating new prod-

Top: The Lodge II pergola offers the

ucts.

ambience of an authentic mountain lodge.

In 2003, Shimek launched a high-end gas-grill company that has since evolved into a new com-

Middle: The Tuscany outdoor room fea-

pany concept: The Outdoor

tures a classic column-and-beam arbor.

™

GreatRoom Company

(Eagan,

Minnesota). He was subsequently joined by former associates Ed Ray

with its custom-designed pergolas

and Ross Johnson, as well as by

(which are also the perfect way to

his brothers, Gerry Shimek and

define an outdoor space). Outdoor

Steve Shimek.

lighting, heating, and furniture are also available—and are all designed

During his years in the fireplace

in-house. “Our vision is to provide

business, Shimek and his late

dealers with the ability to offer the

brother, Ron Shimek, garnered more than 20 patents related to

provide those retailers with literally

of the most popular outdoor-room

grade stainless-steel components

entire package, without being

fireplaces, along with a number of

everything they needed to provide

items because they are a low-cost

made in the company’s Eagan man-

forced to invest half of their

patents for gas grills. When Shimek

their customers with complete

option that incorporates the func-

ufacturing facility. Dealers and con-

incomes in inventory,” Shimek says.

embarked on the new venture, he

outdoor rooms.

tion of a table and the beauty of a

sumers are drawn to the fact that

fireplace into one product.

the components are customizable

Company encourages retailers to

“Consumers, today, are looking for

to fit any space and can accommo-

set up complete outdoor-room dis-

things that are more functional, with

date any stove or grill. “We offer a

plays on their showroom floors (and

was prepared to pour all of his time and effort into gas grills—but the market was pulling him in another

MAKING IT SIMPLE The Outdoor GreatRoom

The Outdoor GreatRoom

direction. It became clear, early on,

Company offers a full line of prod-

a dual purpose, because they want

choice of modular components, so

makes that easy for them), as a way

that the real opportunity was

ucts designed to be both functional

to get more for every dollar they

if someone wants to incorporate

to inspire customers. “In this econo-

beyond grills. It was the bigger pic-

and beautiful, so people can sit

spend,” Shimek explains.

one of our outdoor Crystal Fires or a

my, we are realistic, knowing that

ture: the outdoor room.

back and enjoy relaxing in an out-

Venturi Flame, he or she can do it,”

many people aren’t going to walk

Shimek explains.

into a store and purchase an entire

Shimek shifted gears; one step at a time, he started developing

The company’s patented Venturi

door space. The centerpiece of the

Flame tabletop firepits (which have

company’s offerings is fire: fire

won several innovation awards) are

The company’s patented Cook ®

outdoor-room setup—but if they

outdoor kitchens, firepits, fire

tables; firepits; and fireplaces (gas,

standout products that feature a

Number grill is a very popular

have a vision, they can start with a

tables, outdoor fireplaces, and all

electric, and gel). All are UL listed

proprietary turbo disk, combined

option that features 1–10 settings

few basic pieces and add to them,”

the elements that make up an out-

and made of the finest materials,

with a tempered-glass cylinder, to

that makes it simple to cook the

Shimek says.

door room. These have become the

including high-grade stainless steel

create an eye-catching, spinning

perfect chicken, steak, or fish. The

heart and soul of the company’s

and stone.

flame. A firepit from this line was

grill also features a sear plate that

what the future holds and is posi-

recently demonstrated on “The View”

seals in the moisture of meat, mak-

tioned to capitalize on many emerg-

product offerings.

Drawing on his many years of

The company is excited about

experience in the hearth industry,

by Dr. Gadget (Dave Dettman), a

ing it as good as (or better than)

ing opportunities, including do-it-

cept was very deliberate. “There

Shimek is involved with the design

regular guest.

anything that one could get at an

yourself business. Shimek con-

were a lot of hearth retailers who

of all of the fire products, several of

expensive steakhouse.

cludes, “We are prepared to do

wanted to get into outdoor prod-

which have been honored with

a staple for the company as well.

ucts because it is a countersea-

industry awards. These include a

Each kitchen is constructed of high-

The thought behind the con-

Grill Store sells is assembled individually, with care and attention to detail—another benefit that sets this specialty retailer apart from mass merchants. “Once the customer decides on the product that he or she wants to buy, then a member of our sales staff, who is also a technician, will assemble the grill, test it for leaks, and deliver it to the customer’s door. From there, we are simply a phone call away if any questions come up,” she says. Ongoing maintenance/repair service is available for every grill. Foster says, “Grills at big-box stores are usually mass 34

Patio & Hearth Products Report July/August 2012

Outdoor kitchens have become

The Outdoor GreatRoom Company offers choices for shade,

assembled by someone with little or no experience, who is paid a fixed amount per grill to assemble as many as possible—in the shortest amount of time. This does not sound like an environment that would promote care and attention to detail.” THE FUTURE It has been a busy nine years for Foster, since she moved back to Gloucester to run the business. “A bonus to moving back home is that I met my husband, and we now have two children. It has been a bit hard to keep

what’s necessary to help our dealers be successful.”

up, but we are doing it, and we have hopes for expansion in the future,” she says. The store’s website (www.fostersgrill.com) was recently updated, and a Facebook page has been created, but Foster would like to add more content to both. She plans to focus on these areas after this season’s rush. Since her children are still young, Foster does not yet know whether they will want to be involved in the family business. She says, “I hope Foster’s Grill Store will be here (and still thriving) 15 to 20 years from now, in case they are interested.”

Twin Eagles

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www.TwinEaglesBBQ.com

showroom S H O W C A S E

smaller is better

An Arizona retailer takes full advantage

of its power over the big boxes.

ometimes, the best-laid plans are the simplest plans, especially if one is a small-business owner. Arizona retailer Todd Singer, owner of All American Fine Outdoor Furnishings, has aspirations for the Singer family business—not to expand, but to make its current two stores the best that they can be. His idea of success is to be an independent retailer that knows how to capitalize on its strengths: products, service, and family. The business was founded (in Chicago, Illinois) in 1965, by Barney Singer, as a patio center. After the business was moved to Glendale, Arizona, in 1973 (so that Barney Singer’s son—who is Todd Singer’s father, Mitchel Singer—could attend Arizona State University), the store started to sell pool supplies and patio furniture. Before long, the Arizona marketplace began to change, and there was stronger competition from big-box retailers. “We could sell one set of patio furniture and

Patio & Hearth Products Report July/August 2012

by SHARON SANDERS

photography by BOB MILLER

Top: All American Fine Outdoor Furnishings prides itself on the fact that it stays in touch with customers’ design preferences. Middle: The new 12,000–square-foot showroom in Scottsdale is filled with furniture that shoppers can have delivered the next day. Bottom: Todd Singer

make more money than we could selling 100 buckets of chlorine, so it was clear that we should go full-time into patio products,” Todd Singer remembers. Today, he and his father run two retail locations (in Glendale and Scottsdale) that have gained a reputation for treating customers as part of the family. Singer has worked in the family business since he was just 12 years old, spending his summers helping in the warehouse. The store has always been the central focus of family life for the Singers; after working alongside his grandfather and father for many years, Singer developed a keen sense of what drives the business. “My priority is to be a hands-on owner. People like to see an owner in the store who is interested in helping them; it makes them feel special. It’s what sets us apart from the big box,” he explains. Being with customers every day also keeps Singer in tune with what products they want, which is especially important because about 80% of purchases are made directly off the showroom floor. “In our market, customers want to choose a patio set and bring it home the same day. Custom orders constitute only a small part of our overall sales,” he says. “This means that it’s crucial to have the right product mix, the right colors, and the right collections available. If we don’t, cus-

tomers are going to find another dealer in town who does.” Singer considers Arizona to be a very traditional state, when it comes to style. The stores do most of their business in midrange to high-end aluminum furniture that is paired with soft, neutral-tone cushions; the manufacturers represented include Mallin, Tropitone, ActiWin, Meadowcraft, Pride Family Brands (Castelle), Summer Classics, and Woodard. All-weather wicker has recently started to grow in popularity, especially with younger consumers who are looking for sectionals and for clean, modern lines. Singer pairs the wicker furniture with fabrics in cool colors that evoke a contemporary feeling. He encourages customers to incorporate pops of color using throw pillows in solids and prints (and using Treasure Garden umbrellas). Every season, he experiments with different looks and colors that he feels that his customers would like. “If something doesn’t work, we move on; if it catches on, we order a larger quantity the next season,” Singer explains, adding that he partners with manufacturers that can easily provide him with one or two sets of furniture when he is trying out a new look. The family owns a large warehouse in which to store its entire inventory, which allows the business to take advantage of container pricing and volume discounts. Singer says, “We have figured out a formula that works well for us and for our customers.” In April 2012, the Singers relocated their Scottsdale store to a larger location, and that has resulted in a huge sales boost. At 12,000 square feet, the new showroom is almost double the size of the old one. “We used to be tucked away in the middle of a strip center, but the new storefront is on a highprofile corner that faces a major road. It’s unreal, how much more walk-in traffic we get,” he says. In addition to a very spacious showroom, the store (which was previously a retail florist’s shop) features a bright, open atrium that brings out the colors and textures of the furniture. “In our smaller store, we had to follow customers around to show them everything. Now that our furniture is spread out, customers can freely look around. It’s great—

July/August 2012 Patio & Hearth Products Report

showroom S H O W C A S E

Shades Above the Rest

by CHERISE FORNO

In 1998, Dougan Clarke founded TUUCI (The Ultimate Umbrella Company, Inc.), an award-winning company and a leader in the shade industry that is known for its impeccable designs and high-quality performance.

teak, or Java teak) are a

Left: The Mercury bed and sun lounge

Using experience gained from his

recent innovation that pro-

by TUUCI

work as a day laborer in a custom

vides an authentic teak

boatyard, Clarke was able to bring

appearance without the

Above: TUUCI’s Aluma-TEAK finish,

a high level of craftsmanship and

maintenance associated with

featured on the Plantation Premier

innovation to the commercial/resi-

it. TUUCI’s attention to detail

parasol

dential shade industry. The indus-

extends to each aspect of

trial-design skills and sophisticat-

ronment for all of its employees,

products designed to allow people

the manufacturing process, includ-

ed manufacturing practices that

and crafting products with superi-

to bring indoor comfort to the out-

ing the types of fabrics and outdoor

Clarke applied to creating his

or design and durability features.

door experience. From small para-

textiles used to make each product.

umbrellas helped build TUUCI’s

“TUUCI is committed to provid-

sols to giant, freestanding market

Clarke explains that each prod-

these two elements. “There is little that can be done to perfect nature’s wondrous and

reputation for high-quality shade

ing the highest-quality shade

umbrellas that offer more than 400

uct calls for a unique fabric

imperfect beauty—but if it’s

architecture, durability, and per-

equipment, which exudes style and

square feet of coverage, TUUCI has

design, which might require using

approached with just the right

formance—even in the world’s

extreme function,” Clarke says.

a shade product for any situation.

10 different textiles on a single

sensitivity, we may just comple-

most challenging environments.

“Our goal is to create open-air liv-

The company also features a

pavilion. Many factors—such as

ment a singular area of outdoor

TUUCI now has more than a

ing spaces that are comfortable

lounging collection, offering full-

durability, waterproofing, ambi-

ambience, from time to time, that

dozen patents (on five continents)

and accessible, and that extend

shelter structures, with daybeds

ence, and optimal function—

makes that space more accessi-

and has become a market leader,

the enjoyment of the day or night.”

and hammocks, for the ultimate in

determine whether sheer fabrics,

ble,” Clarke explains.

outdoor luxury.

jacquards, or knits are used in the

Incorporating the subtleties of

even after only 14 years in the

TUUCI has made many shade

industry. After humble beginnings—

products and personalization

construction of the final product.

design and function is a corner-

with Clarke as the company’s sole

options available to achieve this

industry because of its high-quality

“In the end, it is a symphony of

stone of TUUCI’s products.

employee—TUUCI now maintains a

goal—and to meet the demands of

structural designs and the materi-

elements (combined in artistry)

70,000–square-foot facility in

its customers. TUUCI’s ability to

als used in the construction of its

that composes a TUUCI shade

ny’s ability to stay ahead of color

Miami, Florida, in addition to a dis-

maintain its own manufacturing

shade products. Clarke says that a

product,” Clarke says.

trends that fluctuate with the sea-

tribution and assembly plant in the

facility increases its ability to deliver

typical TUUCI client looks for low-

Netherlands that handles growing

unique products, quickly and effec-

product demand from Europe,

tively, to a wide variety of clients.

TUUCI stands apart in the

This is also seen in the compa-

With future developments,

sons or social climate. Clarke

maintenance materials, comple-

Clarke explains, TUUCI’s techno-

notes that an era of economic

mentary designs, and extreme

logical advances center on deliv-

uncertainty corresponds with a

function (in even the most

ering consistent, unparalleled

darker color palette in popular

and durability are second to none,”

demanding windy or rainy cli-

durability while maintaining a mini-

shade-product designs. As the

Clarke says, TUUCI remains

Clarke says. “We are dedicated to

mates). “We have been in the fore-

malist approach. In order to

economic picture improves, how-

focused on its founding goals as a

the special needs of our clients and

front of creating unique looks and

achieve a design that creates a

ever, colors are reflecting that

company. This philosophy

are always willing to go the extra

material treatments that preserve

pleasing outdoor experience, from

brighter outlook. He says, “Our

includes using responsible manu-

mile to make any special accommo-

and protect our client’s outdoor

both human and environmental

new-product introductions and

facturing practices to address

dation that is required.”

investment,” Clarke says.

aspects, TUUCI has a Shadow

robust palettes will be comple-

Works research/development

mentary to the brighter new out-

team that focuses on marrying

door environment.”

Africa, and the Middle East. Even with increasing growth,

environmental concerns, creating a safe and satisfying working envi-

“Our commitments to design

TUUCI’s offerings include both commercial and residential shade

and easy,” Singer reports. THE INTERNET GENERATION While his grandfather started the company 47 years ago—and his father grew the business—Singer was determined to find a way to create a footprint for his generation. “It’s hard, when you grow up in a business, to try to think of a way to make your mark,” he says. When Singer graduated from college, the Internet was just starting to gain broader use, so he took it upon himself to develop the company’s first website, in late 1999. Over the years, it has become a 38

TUUCI’s Aluma-TEAK finishes (available in natural teak, weathered

key part of the store’s business strategy. “A website is essential for today’s retailers. If you don’t have one, you simply won’t survive,” he explains. The current website (www.allamericanpool-patio.com) is professionally designed and marketed by an outside agency. It features articles, customer reviews, and photos of the products that the brick-and-mortar stores offer. While customers do purchase products from the website (mostly smaller items, such as replacement cushions, furniture covers, accessories, and umbrellas), its main purpose is to showcase the All American Fine

Patio & Hearth Products Report July/August 2012

Outdoor Furnishings brand and drive people to its stores. “Customers do their research online, but I still think most want to touch, feel, and sit on a piece of furniture before they buy it,” Singer says. He understands that Internet sales are still a touchy subject with many manufacturers and is adamant that the online prices are the same as those found in the stores. Moving forward, the Singers have high hopes for their family-owned business because it fills a niche. “People like to shop in a no-haggle, family-operated atmosphere where they can get their

questions answered and get the personal service they want,” Singer explains. He says that in the fallout of the recession, there has been much less competition in the area. “If we can take a strong position in the market by knowing what consumers want and having it available for them when they are ready to buy, we are going to thrive,” he says. “As a small-business owner, one has to have an optimistic outlook. If you don’t, you shouldn’t be in small business. It’s a total risk, every day, but the rewards far outweigh any risks that come our way.”

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As I See It A BRIGHT FORECAST Mild weather and an increase in consumer spending have given Agio and its dealers a big boost.

gio International has experienced tremendous growth during the past several years and is one of the most respected manufacturers in the outdoor-furnishings industry. To learn more about what’s going on in the industry (as well as within Agio), Patio & Hearth Products Report recently sat down with Doug Peppler, vice president of sales for Agio-USA.

How is this season going?

Peppler: I’ve spoken to many of our

established outdoor-product dealers this spring. They feel that they have had an extended season, due to the mild weather much of the country enjoyed this year. In particular, a strong March seems to have encouraged more people to think about outdoor products for their homes. Some dealers cautioned us that the good activity early on waned a bit in April and May, but we’re hearing from many dealers that they are where (or ahead of where) they were last year.

Many of our dealers seem to have sold through their Agio merchandise earlier than usual, this season. This was a big concern of ours, going into this season. Retailers, in general, took a conservative approach and underbought to ensure sell-through. Now, with little to no product on the floors, many are trying to have reorders for a second, late-season sales push. We are currently working hard to help fulfill those late-push orders.

Agio is inviting more traditional-furniture dealers to get involved in the outdoor market. How is that going? Peppler: Those dealers who are new to the outdoor business have been ahead of forecasts. That’s a very encouraging sign, since initial sales and marketing for a new business segment can take some time to catch on with their customers. I can say that we’re extremely pleased with the reception we’ve had from these fullline furniture stores—very pleased. It’s clear that the traditional-furniture dealers will become a larger portion of our sales. For those retailers who aren’t yet involved with us, we intend to stay engaged to encourage their interest in outdoor products.

What’s been the most surprising trend that you’ve noticed? Peppler: Dealers have seen a nice increase in sales of larger-ticket collec-

Above: Doug Peppler Left: Agio’s popular Del Sol deep seating group features a sofa, a love seat, and a 360-degree swivel rocker with handcrafted, all-weather– wicker frames and a matching table with a roomy, durable porcelain tabletop.

Patio & Hearth Products Report July/August 2012

Circle Reader Service No. 41

as i S E E I T tions (in the $5,000 to $7,000 or $10,000 range). We’ve also seen that trend with a couple of our higherpriced groups. We asked for reasons that there’s been some pent-up demand for the better collections. We’ve heard several different reasons: a slowly improving economy; that it’s simply time for current outdoor-product owners to take the next step up; and that there’s more at-home entertaining, in addition to the need to keep up with growing family sizes. From a nationwide perspective, there doesn’t seem to be any one reason, so it’s likely to be a combination of all of those factors.

ing better selling in those price ranges. The firepit story is simply that they are doing very, very well. The more firepits that are out there (because they are seen by more people), the stronger the demand becomes. When people are entertained by homeowners who have firepits, invariably, those visitors go away wanting them at their homes, too. Firepits really seem to speak to that outdoor-entertaining culture.

How are various product categories doing this season?

Peppler: Our Agio dealers seem to be really happy this season, across the board. There isn’t one part of the country that is doing better than another. Given the economy, our retailers are very encouraged by the sales they are seeing. Dining collections are steady (about where they

Peppler: The majority of Agio’s middle price points— those $2,000–$3,000 groups—are performing far better than in recent years. Our dealers are definitely see-

Have there been any surprises or disappointments this season?

Agio’s Classique rectangle dining collection is elegant and durable, making it a favorite of retailers and their customers.

were last year), with the newer stone-top tables going over well again. Once again, firepits are doing extremely well, and we’re seeing strong sales in deep seating continue. Put together a deep seating chat group around a firepit, and you have a real winner. I think that seeing how well those collections basically sell themselves might have been the last nudge that convinced so many traditional retailers that now is the time go into outdoor products. If there is a weakness out there, I’d have to say it’s in the balcony-height sets. Those aren’t doing quite as well as people thought. We haven’t heard a root cause for that, but it could be that there simply isn’t enough variety in that segment.

Agio attended the April High Point Market this year. How did that go? Peppler: Our experience this year far exceeded our goals. We went to High Point Market knowing that a certain number of traditional retailers were ready to get into the outdoor-casual category, but it wasn’t until we attended that we realized how many retailers were ready to commit to outdoor products. We want to provide furniture-store buyers with easy access to our company, our sales team, and our lines. When they are ready to discuss opportunities in the outdoor segment, we want to be there for them. Based on the response to our appearance in April, I’m confident that it’s a good place for us to be.

What’s new for Agio in 2013 that attendees will see at the Chicago International Casual Furniture & Accessories Market™ in September?

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Patio & Hearth Products Report July/August 2012

Peppler: We’re intending to show eight new collections at Casual Market this year—including one, Palisades, about which we are particularly excited. It will certainly be well worth dealers’ time to come by and check things out when they get to Chicago this year.

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my T U R N

Contemporary styling, a brick-and-mortar ethic, and a firm commitment to the value proposition fuel strong sales at NorthCape International.

Seeing, Believing, and Buying by GREG THOMPSON

hen the Cabo collection from NorthCape International (Bedford Park, Illinois) went on sale two years ago, Tom Murray, the company’s president, predicted a solid start. The eyecatching outdoor furniture featured an attractive, contemporary design—not too big, but nothing that resembled children’s furniture. Murray’s expectations proved reliable, but even his veteran’s instincts could not have predicted Cabo’s amazing performance during the first half of 2012. It seems that some lines need a bit of time to warm up, and some catch fire in the process. “The Cabo collection went absolutely crazy this year,” Murray says. “It has been our runaway best seller this year, with dealers selling it at a faster rate than anyone expected. I don’t know of any dealer who has not done well with it.” Deciphering the reasons for such success can often confound even the most savvy furniture sellers, but Murray doesn’t hesitate to offer his theories. “I travel a lot and get in front of customers, and Cabo’s woven category fits a trend toward contemporary products,” Murray says. “The Cabo line was designed with value in mind, and with an eye toward comfort in the way we pitched the back. It does not have a boxy look, and instead, it has some angles and curves, while still falling in line with the contemporary world.” 44

Patio & Hearth Products Report July/August 2012

Among the primary categories of sling, teak, woven, and cast furniture, NorthCape International mostly focuses on woven pieces. Consumers typically see these products in person, on showroom floors, rather than online. The conscious decision to de-emphasize online retailing is a direct result of Murray’s belief that seeing—and sitting in—NorthCape International furniture is the best way to make potential customers into believers (and inspire their purchases). Throughout the NorthCape International line, style works because it gets people’s attention, but that is just a beginning. “Comfort, style, and value must all go together, and when you hit on all three, you get a winner,” Murray says. “If you miss on any of those three, you get a dog.” THE VALUE PROPOSITION That trio is a familiar one for furniture sellers, but Murray emphasizes that style usually comes first in the hierarchy. “Without style, you never get to the next level—because people just walk right by,” he says. “Most of our products are sold because people like what they see, and they like the way the furniture feels. They’re going to buy if the value is there, and it’s not always the cheapest price that drives the purchase.” Murray admits that this philosophy was not

always in place during earlier years, when the company tended to overemphasize low prices. These days, independent and regional dealers carrying the NorthCape International brand want value, and Murray is determined to meet that demand effectively. For NorthCape International, a focus on value essentially eliminates both the uppermost price ranges and the bargain basement. “We ruled out the household incomes under $70,000, which was a market being served by mass merchants; we don’t play there,” Murray explains. “Our ticket range for dealers seems to be between $2,000 and $3,500 per purchase— which is not to say that it doesn’t go higher or lower. We’re picking up a lot of sales that used to go to higher-ticket products costing $7,000 to $10,000. Even people with money are still looking for value. More affluent people have decided they would rather get a lot for their money. As long as they are getting quality, we can stay on the winning side of that equation.” On the traditional-design side, woven din-

Left: The Bainbridge collection features a thick weave that creates an updated, fresh look for outdoor entertaining. Right: Tom Murray

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my T U R N ing sets have not done as well as Murray had hoped. It’s a reality that he takes in stride, thanks largely to a nimble corporate culture that reacts well to changing conditions. “Traditional dining was a bit disappointing overall, but the bright spot is that contemporary dining is doing a little better than expected,” he says. “Some of the product we put out in the past was overbuilt (too bulky), but we have addressed that and learned from it.” Murray continues, “We did have one standout success story with a new traditional-style dining chair in 2012. “It was a scaled-back version of our Georgetown dining chair. We look forward to some other scale changes and to new motion dining chairs (in both traditional and contemporary styles) for the 2013 season.” ON THE HORIZON NorthCape International will introduce an expansive product set next year that encompasses the outdooroasis concept, with purchase prices that typically edge up to $10,000. “These products will accompany the grill island, combined with dining and some seating, which amounts to a big-ticket sale for our dealers,” Murray says. “This encompasses three different aspects of outdoor living that all match and are all part of the same group.” Several new collections recently graced the floor at the July ICFA Preview Show™ in Chicago,

The Cabo collection has been a hot seller this year for NorthCape International.

Illinois. “We have a licensing deal with Southern Living, and we added the Paragon brand at the show,” Murray says. “This was a more sophisticated product—a little at the higher end for us, at the top of the scale. We’ve also revisited a number of groups that are lower in price points than we’ve had, so we’re doing a sandwich approach.” Murray believes that the approach will appeal to the dealer base of small businesses, ranging from operations with one store to those with as many as 25 stores. This owner/operator retail model represents the majority of NorthCape International’s business. Some are strictly patio businesses, while others are furniture stores, specialty outdoor stores, pool/patio establishments, and garden centers. These local or regional entities may employ their own Internet strategies, but NorthCape International has not pursued online sales heavily. “We support the

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Patio & Hearth Products Report July/August 2012

brick-and-mortar stores,” Murray says. “About half of our customers also carry barbecues/grills as well. The first thing people buy for the outdoors is a grill. It’s a natural progression of grill, dining, and seating.” NorthCape International is banking on additional progress, as evidenced by the opening of a new distribution center in the Toronto, Ontario, area this summer. The opening followed the addition of new management personnel last year. Having extra help bore fruit in 2012, allowing Murray more time to travel and visit customers. Taking the pulse of dealers has led to a bold initiative at NorthCape International: the 2013 introduction scheduled for the Matrix collection. Straying from the woven category, Matrix represents NorthCape International’s first serious introduction in the outdoor upholstered-furniture realm. “That’s been a hot category,” Murray says, “and we have done it right. It’s my favorite, and it is more in the contemporary world. We will make all the cushioning here in the United States. Years ago, we were an import-only company, but we’ve got two plants in the United States now where we make products.”

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product I N N O VAT I O N Hearth & Home Technologies is forging deeper relationships with its customers through a variety of new programs.

creative customer collaboration

n 2011, Hearth & Home Technologies™ (HHT), Lakeville, Minnesota, shocked the hearth industry by showing up at HPBExpo without any products in its booth, leaving many to wonder what the company was planning. This year, the company chose not to be an exhibitor at the show at all, inviting even more speculation. Brad Determan, president of HHT, wants to put all the guessing games to rest. He says, “Showing up at HPBExpo in 2011 without any products worked well. It wasn’t intended as a permanent way of showing our stuff to the customers, but as a one-time heads-up that there’s more to selling products than just new hardware.” He adds, “People understand that product is one component of a successful business, and our intent is to be at next year’s show with some new product. The whole context, from last year, was to give our customers better tools to help them to be successful.” HHT is doing exceedingly well, and it has abandoned neither its product lines nor its customers. In fact, if anything, the company is more focused than ever on its customer relationships; it is also investing both time and money in extensive new-product introductions. The effort has three prongs: focusing on the customer, providing dealers with the programs and tools that they need for selling, and continuing to develop new and innovative products. FOCUS ON THE DEALER A prime example of this effort is the company’s totally overhauled website for dealers (myhht.com), which was launched early in the third quarter of 2011. Constructed with one portal that leads to a customized landing page, the site is tailored for the dealer’s location, products, and preferences. “It has been outstanding. It has done everything we hoped it would do,” Determan says. “It has allowed our trade partners to get into a single site; it knows where they are and who they are. It gives them a custom landing page, making it much easier to give them access to

Patio & Hearth Products Report July/August 2012

all the content, regardless of which brands they carry.” Navigational simplicity aside, however, perhaps the single most important aspect of the newly redesigned site is its feedback center. Determan says, “Overall, the site is designed so that it is much easier for dealers to get to the content they need, but the key is that they can transact with us. What is significant—and what is gaining traction—is that our customers can speak to us through our site. They can catch ideas in the industry and feed them to us, and we can get them dispersed in the organization and give them a meaningful response in return.” To say that Determan is enthusiastic about the feedback button is an understatement. “Our customers can tell us how we are doing and what they want to see improved. We get hundreds of suggestions each month that help us to be a better company. The key is that we can easily collaborate with our customers, all at the push of a button,” he says. This feedback element is called the Experience of the Customer. “This is a place where dealers can go, at any time of the day, and tell us ‘this product isn’t what I want’ or ‘this feature is fantastic—put it on five more products.’ They can also tell us ‘I don’t like this transaction or business process.’ Regardless of what they say, they will get answers very quickly, starting with ‘thanks for your suggestion,’” Determan explains. CONSTRUCTIVE DISCONTENT Determan says that the feedback cycle doesn’t end with thanks, however. Customers receives follow-up notes that explain what can or can’t be done to answer their queries. He says, “If it is something we can do relatively quickly, it will get done. If it is more complex, we’ll call the customer and talk about it. We’ll collaborate so we can get it done. The whole process is very effective and going very well.” You might say that Determan is a feedback addict. “The more, the better: Some organizations don’t want customers to complain. We embrace it,” he says. HHT has even given complaining a name: con-

by CHERYL DANGEL BARTOLINI

structive discontent. “We’re always looking for better ways to do things, and we learn when customers tell us what they don’t like—so we can fix it,” he says. The feedback function, he adds, “lets us have a giant electronic ear—we hear customers 24/7, so we don’t lose touch with customers and what’s bothering them. Through that giant ear, customers can tell us how we can be even better at what we do.” The strategy appears to be working. Scott Bradley, president of Mainline Heating & Supply (Ashford, Connecticut), says, “When we made a recommendation to HHT for a new Harman wall–pass-through part, we were met with open ears. We were asked to visit the plant and work with the engineers to develop the best solution, not just a temporary fix. It was refreshing to see a company the size of HHT work with a company our size to produce a solution so quickly. HHT’s Experience of the Customer process far exceeded our expectations. We truly feel like valued partners.” PROGRAMS AND TOOLS Myhht.com is also providing dealers with access to additional programs and tools to help move

products. Lead generation is a case in point; HHT is driving more qualified leads to customers, resulting in quicker sales. Building upon the success of myhht.com, the company will be launching a leads module on the site this summer to give dealers the tools to manage their leads and increase sales rates. Many enhancements also have been made to showroom-merchandising tools, leveraging technology that will deliver dynamic content at the right step of the sales process. “We’re not slowing down on all the stuff we showed at HPBExpo in 2011. We came to the show in a different format to emphasize the strength of our programs. None of that has gone away,” Determan states. “In lead generation, we think we can do even better, so we’re helping customers capture potential buyers and bring more functionality to the table.” The leads process runs the gamut of how leads are managed, from initial awareness through confirmation to sale. Determan says, “We’ve spent a lot of time with trade partners, discussing how to find prospects and close sales. This will be one more enhancement to the tools we provide to keep track of prospects and move them through the process.” Last year, social-media use was new for HHT; today, the company has become a real pro at it, thanks to a group of young people who are keeping the conversation going online, according to Determan. “This is a new genre for us that continues to build momentum. Our activity and ability to reach out to consumers have never been better. This is fun,” he says. He continues, “Young people really embrace this technology, and our staff is good at representing our product and brand (and bringing consumers forward). It is an interesting environment that you have to be in,” he says, noting that companies need to be skilled at crafting the online conversation to be successful. In addition, HHT’s entire sales force has been through a significant transformation in the training processes—instructed in using sales tools and encouraged to collaborate with customers. “This is not something that is new. This has been a multiyear effort,” Determan says. “We’re just really pleased with our sales force for upping its game, in this economy, and I think our customers are, too.” NEW PRODUCTS While HHT hasn’t been actively exhibiting its new products, rest assured: It has been continually working on developing new products. “We’re not slowing down our products a bit. We haven’t taken a single dollar out of new products

at all,” Determan assures customers. He adds, “The fact that we chose not to show products at HPBExpo in 2011—and this year, that we chose not to go to the show—will naturally make people wonder what is in the pipeline.” Those who were wondering will be reassured by the early-summer launch of a series of large, deluxe direct-vent products under the Heat & Glo and Heatilator brand names. The Heat & Glo TRUE provides an authentic masonry appearance with a safe, convenient direct-vent gas platform. With a clean face and a flush hearth design, the TRUE 50-, 42-, and 36-inch sizes offer the largest viewing area in each class. High-definition logs and LED accent lighting help create bold, robust fires. Seen through reflectionfree glass, these fires provide an experience that is as close as it gets to the real thing. The Heat & Glo LUX delivers custom looks without the bother of a custom installation. Designed with a clean face and a flush hearth, this ultramodern direct-vent unit can be installed quickly, in more homes, because its routine installation takes little time. Colorful flames rise through sculpted stainless steel and command attention on the showroom floor. A reflective black-glass interior multiplies the fire and radiates the flames. With the largest viewing area in its class, it has nearly invisible glass, 89% glare reduction, and dra-

Left: The 42-inch Heat & Glo LUX, with a modern front in gray and crystal glass Top, page 48: The 50-inch Heatilator Heirloom, with a herringbone refractory, a cabinet-style operable firescreen front in black, and a custom surround Bottom, page 48: The Heat & Glo TRUE, in a 42-inch size, with a forged front and a herringbone refractory

matic views from every angle. The Heatilator Heirloom offers authentic masonry looks without the cost of a site-built masonry fireplace. The largest 36-, 42-, and 50-inch viewing areas in their class showcase intense fires and textured-brick refractories. The Heirloom combines high efficiency and AFUE-rated performance with the safety of direct-vent technology. Moreover, “There are continuous improvements to new products that

will be coming out this next year,” Determan promises. To solidify his new-product promises further, Determan says that HHT is looking forward to sharing new products, technologies, and programs at HPBExpo in Orlando, Florida, in March 2013. While the company has been keeping news about some of its products quiet, don’t expect that to continue.

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July/August 2012 Patio & Hearth Products Report

TRENT TIDMORE

corporate P R O F I L E

The Heat Is on at Golden Blount New products and a commitment to customer service keep this family-run business profitable. by CHERISE FORNO

From left: Bill Bentley, Bill Romans, Golden Blount, Julie Blount, Steve Blount, and James Blount Golden Blount’s new 24-inch firepit, with highly textured gas logs or brilliant fireglass, has been a hot seller.

Patio & Hearth Products Report July/August 2012

fter more than 40 years in the hearth industry, Golden Blount, Inc., (Addison, Texas) continues to follow the business practices on which the company was founded. Direct communication with clients, a unique appreciation for distributors and specialty retailers, and a dedication to offering superior products have helped Golden Blount remain successful as a manufacturer of high-quality, reasonably priced fireplace and gas-grill products. One product that sets Golden Blount apart is the Grand firepit, which is a system of logs, a firepit, and a burner—on a large, attractive scale. Steve Blount, national sales manager, says, “We did it a little differently from everyone else. It is totally unique for the industry. It’s been very popular.” Golden Blount, family patriarch and

founder of the company, entered the fireplace industry in 1970 (as a manufacturer’s representative) before becoming a leading fireplace-accessories distributor and importer in 1980. The company soon expanded and began designing and manufacturing its own award-winning products, such as vented and vent-free gas logs, glass fireplace screens, and fireplace accessories. Golden Blount’s extensive personal experience of many different roles in the industry has helped the company sustain a high level of customer service and satisfaction in the competitive hearth industry. In 1994, the company started designing and manufacturing its own realistic gas logs, which helped to establish the company in the hearth market. The patented Controlled Ember Bed burner, which produces an authentic burning continued on page 89

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last W O R D

corporate P R O F I L E continued from page 50

continued from page 52

Available in 24- and 30-inch sizes, the new Charred Stack vent-free gas log set by Golden Blount features one of the most realistic flame patterns on the market, as well as a glowing ember bed.

experience with realistic logs, remains a popular, innovative product (and has been copied by many hearth manufacturers). In 1997, the company branched out even further by introducing its own line of high-end infrared grills, with user-friendly features and the highestquality technology. This combination of attributes has made this product line very popular with dealers. A new vent-free log set, called the Charred Stack, is another cuttingedge product offered by Golden Blount, in an effort to offer distributors and retailers more high-quality options continually. The Charred Stack, available in 24- and 30-inch sizes, uses the company’s crisscross technology and features 11 highly textured bark logs, for a natural appearance. The Charred Stack has an optional handheld remote-control system to adjust the flame. The Texas Sizzler line of stainlesssteel gas grills, first introduced in 2000, has helped Golden Blount earn a reputation for producing high-quality infrared grills—for a convenient grilling experience with professional cooking results. Texas Sizzler grills, which use a ceramic burner to transmit 1,600-degree heat, deliver superiortasting food by searing food, locking in flavor without drying out the food. The technology used in the Texas Sizzler series also provides cooks with more convenience, safety, and efficiency than other gas grills can. These grills are mainly sold directly to dealers, so dealers are able to make maximum profit on every sale (providing another reason for their appeal). The Texas Sizzler III uses LP or natural gas and features three 15,000-Btu infrared burners, equipped with Vgroove stainless-steel cooking grids, to help eliminate flare-ups. Blount notes that the new, competitively priced infrared grill, released this summer, is another product expected to be well received in the industry, even after the

summer season has ended. “We are finding that people are in the market for gas grills year round,” he says. Blount explains that this trend is especially prevalent in regions of the country that experience extremely hot summers and comfortable temperatures in fall and spring. According to Blount, one reason that the company remains successful is that it concentrates on high-end products (instead of mass-market items). He adds that the company will continue to uphold this focus. Golden Blount—which remains a small, family-owned business—is able to understand dealers and handle requests in a timely, effective manner because of its superior direct-communication practices. Unlike some companies, Golden Blount is able to speak directly to customers and react quickly to any requests or questions. In addition to running its own factory, Golden Blount operates a retail store in Addison, giving the company face-toface interaction with its customers. This direct communication gives Golden Blount the opportunity to provide superior customer service (and meet the needs of its clients better). “It’s a testing ground for all of our products,” Blount says. He explains that each product is on the store’s shelves for at least a season before being introduced to the wholesale market. This screening process helps determine what customers and dealers want, so Golden Blount will only release the most sought-after (and highest-quality) products possible into the market. Blount says that the company will continue to create high-quality products that will be in demand for years to come. Although some numbers might be down for the industry as a whole, Blount has a positive outlook for Golden Blount’s future. “We’re optimistic,” he says. “We have some great products coming out that are priced competitively.”

pieces, and its sales team works one on one with retail salespeople to make them comfortable selling OW Lee products. This year is an exciting one for OW Lee, on the product front. Rogers reports that her son, Paul, is back on board at the company and has been working closely with the prodThe clean, modern 2013 Gios collection uct-development team. “He has been a huge driving factor in our new products this year. I know retailers are going to like what sumers,” she explains. they see,” she says. Rogers is cautiously optimistic about She predicts that everyone will be the growth of the industry, and she feels pleasantly surprised with some of the that both manufacturers and dealers additions to existing collections, too. She must to do their parts to keep the adds, “I feel that the overall breadth of momentum going. “Dealers need to be new product this year is the best we have more aggressive, when it comes to eduever done. So far, we have received great cating their local communities about feedback from representatives and dealers the value of specialty products, comwho have visited our factory.” pared with those from Costco In 2013, the company plans to introWholesale, Lowe’s, The Home Depot, duce four new collections: two in aluor BJ’s Wholesale Club,” she says. In minum and two in iron. One of the aluaddition, she says, dealers should see minum collections, Gios, is a relatable the Internet as the most important tool contemporary style, and the other, that they have to drive customers to Palisades, is a transitional California style. their stores. OW Lee’s two iron introductions capi“People go to the Internet to do talize on what people have always loved research before they make a purchase, about its best-selling Classico collection, as and dealers who don’t have a presence well as incorporating some features such as are not going to be shopped. They need pillow back cushions and wider arms. The to create great-looking websites that company will also be introducing six new give consumers confidence that they’ll firepit designs and five new table/hearthget the quality of service and products top options. The fabrics for 2013 have they are looking for,” Rogers explains. been totally revamped, anchoring more Based on her observations as a manadventurous color choices by pairing them ufacturer, Rogers feels strongly that with the most popular neutrals. dealers should carry products that reflect the style of the local market— MOVING FORWARD because those are the styles that are Over the next few years, Rogers sees going to sell and that will differentiate the outdoor-room concept becoming them from others in the marketplace. more defined. Homeowners are moving She also believes that manufacturers away from generic furniture and looking and industry organizations should for specific styles and statement pieces make an effort to supply retailers with that are social focal points for outdoor resources that help them compete with entertaining. Pieces such as firepits, cudnational chains and catalogs. She says, dle chairs, and swings are becoming state“Promotional tools such as stimulating ments for individual outdoor style. photography, website templates, blogs, Rogers has noticed that within the and trend information can be invalucompany’s programs for special-order fabable for specialty retailers.” rics and customer’s own material, people OW Lee has its eye on its dealers at are taking more chances with color, which all times, and it is busy developing inimirrors indoor room trends. ”Innovation tiatives that will improve dealers’ abiliis the key to keeping the casual-furniture ty to sell its products. Rogers says, “We industry relevant. We, as an industry, are putting together some programs always need to stay two steps ahead of (which we plan to roll out in the next what the big-box stores are bringing out; one to two years) that we think will we need to be the trendsetters to remain significantly increase our viability in more desirable in the minds of conthe marketplace.” July/August 2012 Patio & Hearth Products Report

BETTER TOGETHER by SHARON SANDERS

Family-owned OW Lee is praised for its ability to partner successfully with specialty retailers.

n today’s unpredictable economy, it’s more important than ever for dealers and manufacturers to work in tandem. Manufacturers, in particular, see the benefit of listening to dealers and making products with the value, style, and longevity that consumers want. OW Lee Company, Inc., is a consistent favorite of specialty patio stores and designers across the United States. The family-owned business has been manufacturing its distinctive wroughtiron and aluminum outdoor furniture in Ontario, California, for the past 65 years; it is taking action to support its

Top: The 2013 Palisades collection combines style and function. Middle: The Tamarack wrought-iron collection features large-scale deep seating. Bottom: The OW Lee team (from left): standing, Paul Rogers, Brian Lee, and Chris Goff; seated, Terri Lee Rogers and Leisa McCollister

dealers in ways that help boost sales and strengthen the industry. Terri Lee Rogers, third-generation owner of OW Lee, explains that one of the reasons that the company has been thriving since 1947 is the fact that the brand is not trying to be everything to everyone: It has always headed in its own distinct direction. “To me, trying to please everyone is the recipe for losing focus,” Rogers explains. While the company has evolved and grown, over the years, to meet market needs, it still proudly carries on the legacy of handcrafted furniture, made in the United States, that the grandparents of Rogers originated so many years ago. “We believe product is the most crucial driver of sales, so we meticulously focus on design and comfort,” Rogers says. She adds that OW Lee always has its dealers’ best interests in mind, when it comes to selling them the right products for their customers. “We are not a huge company that has the luxury of giving away floor

Patio & Hearth Products Report July/August 2012

samples, as seems to be a big trend in the industry right now. We feel that it deters the dealer’s ability to pick the correct product for the market and inhibits sell-through—which, in the end, is definitely not the goal,” she says. FOCUS AND SUPPORT The company supports the specialty retailer in many ways, such as controlling its production costs to bring a product to market that provides lasting value. It does not sell to big-box stores (which cannibalize the local market),

and it maintains a very strict retailprice policy for online dealers—to ensure that it is fair to brick-and-mortar dealers. The company recently revamped its website (www.owlee.com), drawing a huge increase in consumer inquiries that it passes along to the appropriate local dealers. Not long ago, to help salespeople sell its products, the company developed new point-of-purchase materials. It also works closely with dealers to create custom marketing continued on page 89

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IFCA P R E V I E W S h o w

A Summer Preview by CAROL DAUS

photography by BRIDGET MONTGOMERY

ictured here are some of the influential leaders in the industry, who displayed an incredible range of outdoor-living products at this yearâ&#x20AC;&#x2122;s ICFA Preview Show (formerly called Casual PreMarket). These manufacturers recognize the importance of offering retailers variety, innovation, and superior customer service. Given their expanded product lines, they have been particularly responsive to the consumerâ&#x20AC;&#x2122;s need for value and quality. Patio & Hearth Products Report is proud to recognize these individuals and their companies for making the show a success and for continuing to offer some of the best products in the marketplace.

Patio & Hearth Products Report Tony Ramos

Agio Bob Gaylord (left) and John Oppenheimer

NorthCape Kim Golson

Kingsley-Bate Clay Kingsley (left) and Brian Blakeney

Poly-Wood, Inc. Mark Phillabaum (left) and Brady Maller

Homecrest Chris Fox

OW Lee Leisa McCollister (left) and Terri Lee Rogers

Ebel Sabrina Ebel

Gensun Casual From left: Jan Trinkley, Lisa Zhou, and Sherry Cai

Mallin Casual Brenda Pereyda and Merv Conn

54 Patio & Hearth Products Report July/August 2012

Telescope Casual Bill Vanderminden (left) and Henry Vanderminden IV

Erwin and Sons From left: Lynn Shoop, Jim Erwin, Erik Dychs, and Derek Andersen

Dolce 4055/0234 - Novella/Grey

WITHOUT WALLS...

OUTDOOR/INDOOR PERFORMANCE AREA RUGS

A pioneer of the category for more than 10 years, Couristan offers the industry’s most expansive assortment of outdoor/indoor area rugs with exclusive constructions and award-winning designs unlike anything ‘else on the market. Designed to showcase our broad range of patterns, colors and constructions, Couristan’s ‘Without Walls’ Display Unit houses a large sampling of product that can be customized for any dealer. ‘ Easily highlighting today’s hottest trends, our ‘Without Walls’ Display Unit is a space-effective solution for merchandising Couristan’s wide variety of weather-resistant outdoor/indoor performance area rugs. Chicago International Casual Furniture & Accessories Market, Booth 8-4029, 8th floor September 20 - 23, 2012 Circle Reader Service No. 55

IFCA P R E V I E W S h o w

TUUCI Ward Usmar

Z-Line Designs Mark Gorr

Patio Renaissance From left: Albert Lord, Andrea DiBello, and Adam Stines

Beka Casting Raffi Dayian and Maggie Bederian

Pelican Reef Allen Cazadilla

Tropitone Tanya Stevens and Frank Verna

South Sea Rattan Inor Kuo (left) and Jacob Kuo

Outdoor Lifestyle Fred Isle and Virginia Hamilton

56 Patio & Hearth Products Report July/August 2012

Woodard Scott Coogan

Treasure Garden Jeff Dorough and Margaret Chan

Pride Family Brands Steve Lowsky (left) and Rory Rehmert

Telescope Casual F

Proudly Made in USA - Since 1903

View our full line at www.TelescopeCasual.com

New for 2013 our Dash Sling Collection. See all of our 2013 introductions in our Chicago Merchandise Mart Showroom 1776.

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product

PROFILES Tradition Gas Firepit As homeowners continue to embrace the ambience, warmth, and glow of the outdoor-fire trend, Agio continues to deliver the most diverse collection of outdoor firepits and beautiful coordinating chat groups. Tradition, shown here, features a roomy, durable porcelain top for serving food and beverages to guests, supported by a lovely base with light, clean lines and filigree accents. Add Agio to your showroom floor and watch your sales and your margins heat up, the company says. Contact: www.agio-usa.com. Circle Reader Service No. 101

PS2000

Monaco Dining Chair Beka is bringing back a traditional, old-world, vintage style for today’s trends with the new Monaco dining chair. It’s the perfect addition to Beka’s cast product line. Contact: www.bekacasting.com. Circle Reader Service No. 102

Pergolas by Danver Pergolas are an ideal addition to the overall outdoor-living experience available at Danver. They add architectural sophistication and a commanding presence to any outdoor-living area. Danver offers a variety of attached and freestanding pergolas crafted in 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. For more information on Walpole Woodworkers pergolas, call Danver, visit its website, find it on Facebook, and follow it on Twitter. Contact: (888) 441-0537 or www.danver.com. Circle Reader Service No. 103

Exclusively featuring Sunbrella® fabrics, Solair® awnings allow customers to protect their families, guests, and furniture from 98% of the sun’s UV rays while providing flexible shade and style. The PS2000 features a projection of 10 feet 2 inches and 14 quick-ship Sunbrella fabric options, and it comes in three widths. Contact: www.solair.com/signup.php. Circle Reader Service No. 104

Cal Spas Ultimate Fitness Series Cal Spas offers five types of swim spas—known as the Ultimate Fitness™ series—for every fitness level, from beginner to health enthusiast to professional athlete. With these swim spas, you have the convenience of a complete aquatic gym, right in your very own backyard. The Ultimate Fitness swim spas are designed to provide the best aquatic workouts, such as treadmill swimming and strength training, while delivering unsurpassed results and health benefits. Contact: www.calspas.com. Circle Reader Service No. 105

Del Mar Bar The Del Mar, another timeless firepit from the Signature series of California Outdoor Concepts, is truly an elegant creation. The base is streamlined, and curved metal rises to meet the granite in chat, dining, balcony, or bar heights. The Del Mar provides the ultimate versatility in choices, with over 36 different color combinations and a firepit that changes easily into a cooler table for your drinks. Replace any of these with the complementary granite insert, which also has a 2-inch umbrella hole, and you could be instantly sitting outside, in the shade. Value and beauty are its best attributes. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 106

Patio & Hearth Products Report July/August 2012

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product P R O F I L E S Pebbles, Glass, and More Empire Comfort Systems is changing the way it markets its decorative glass for contemporary fireplaces, while expanding its decorative-media offerings. The company’s crushed glass, glass drops, and glass droplets now sell in packages with enough material to make one layer covering one square foot. This allows consumers to combine decorative media colors and shapes to produce truly custom installations. Empire has also added ceramic-fiber rocks and pebbles to the decorative-media line. Made from the same material used in brick liners, the ceramic-fiber rocks and pebbles are unaffected by temperature fluctuations. Empire’s all-new decorative-media brochure is available for download at the company’s website. Contact: (800) 851-3153 or www.empirecomfort.com. Circle Reader Service No. 107

New Egg Ergo Chef Custom Knife Set The top-quality engineering of the Big Green Egg Ergo Chef knife set makes chopping, slicing, and dicing an experience, not a chore. The set of two high-quality knives includes a chef knife and a paring knife, and they are both engineered so well that they come with a lifetime warranty. Every well-equipped kitchen will want this set of knives in it. Contact: www.BigGreenEgg.com. Circle Reader Service No. 108

Master Flame Elite Triple-burner Gas Log System

Eon Classic Dining Set The Eon Classic dining set truly delivers the look of natural wood—without the hassles of annual maintenance. Beautifully designed and generously proportioned, the Classic dining set is the perfect addition to any outdoor-living space. The set includes a 42x72-inch table that comfortably seats six and is available in teak and espresso. Contact: www.eonoutdoor.com. Circle Reader Service No. 110

Dolce Collection Create a special spot that becomes the heart of the home with the refreshing appeal of the Dolce collection. Designed to withstand the outdoor elements, yet stylish enough to be used in indoor settings, Dolce features a variety of patterns, ranging from sophisticated traditional motifs to bold florals. Offering the largest color bank of all of the company’s power-loomed outdoor/indoor collections, Dolce fashions have a unique aesthetic that varies from subtle and simple to vibrant and intricate. Woven of 100% fiber-enhanced Courtron™ polypropylene with polyester accents, this dynamic collection is mold and mildew resistant to provide long-lasting performance in open-air living spaces where water and moisture are prevalent. Finished with a UV-stabilization process, each of the colors used in Dolce is locked in to retain its rich liveliness, in spite of regular exposure to sun and other weather elements. The structured tapestry construction of this collection adds to the durability and versatility that make these fashionable area rugs a great choice for treasured living areas, both inside and outside the home. Contact: www.couristan.com. Circle Reader Service No. 111

Master Flame’s sandless, straight-port injection, triple-burner system (with baffling and diverters) provides the liveliest and most natural-looking flame and burn—noticeably superior to that of grate/burner/sand/pan log sets. Master Flame log sets have greater detail, enhanced color, and higher aesthetic appeal. The elevated back log supports (combined with the forward, rear, and ember pan burners) give Elite gas log sets a brighter, fuller flame and the most natural wood-burning appearance available. In models for use with natural gas or propane, this fully vented gas log system includes the burner-and-grate assembly; a choice of log set; a choice of valve (match lit, manual safety pilot, manual modulating, millivolt ready, high-to-low manual modulating with remote control, or high-to-low manual modulating with remote control and electronic ignition); and a choice of size (18, 21, 24, or 30 inches). Larger sizes are made to order on request. All gas controls and valves are factory installed and bench tested before shipping. The systems are made in the United States by Aspen Industries. Contact: (800) 642-7254 or www.masterflamegaslogs.com.

Dare to be square: Galtech International introduces its new 10-foot square cantilever umbrella. The 897 model features Galtech’s exclusive Easy Lift and Easy Tilt system. The Easy Lift feature enables the user to open and close the umbrella by simply lifting and extending the main support arm, while the Easy Tilt control wheel permits the user to tilt the umbrella left or right with a simple rotation of the control wheel. All Galtech cantilevers feature Galtech’s new fillable base, which is shaped to maximize the usable shade space created by the canopy. Contact: www.galtechcorp.com.

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Patio & Hearth Products Report July/August 2012

897 Cantilever

We’ve been busy! Passionate people focused on building new products that innovate, captivate and deliver.

For more information, visit www.lennoxhearthproducts.com or call 1.800.655.2008.

New in 2012: Rhapsody 54” Linear Fireplace

Ravenna DLX Fireplace Insert

Merit Plus 40 Millivolt/Electronic

Rhapsody 42” Linear Fireplace

LDV54 - Elite Linear View 54”

Merit Plus 45 Millivolt/Electronic

Montebello DLX 40 Trad/Contemporary

LDV42 - Elite Linear View 42”

MPB 33 Millivolt/Electronic

Montebello DLX 40 Power Vent

MPD Pro 35

MPB 35 Millivolt/Electronic

Montebello DLX 45 Trad/Contemporary

MPD Pro 40

MPB 40 Millivolt/Electronic

Montebello DLX 45 Power Vent

Merit Plus 33 Millivolt/Electronic

MPB 45 Millivolt/Electronic

Montlake 230 Fireplace Insert

Merit Plus 35 Millivolt/Electronic

Superior DV Mfg Housing 35

NV Soon – g n i m Co

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product P R O F I L E S Cobalt Collection by Sunbrella A pop of color that pairs perfectly indoors and out, cobalt blue is growing in popularity due to its vibrancy and versatility. The latest introduction from Sunbrella® is the Cobalt collection, which highlights various shades of blue in solids, stripes, and textures. Sun, water, and stain resistant, Sunbrella fabrics are the worry-free choice for the whole home. Fabrics shown are (from top) Milano cobalt, canvas Capri, canvas navy, Surge cobalt, and Milano cobalt. Contact: www.sunbrella.com. Circle Reader Service No. 113

Santorini Deep Seating This Santorini deep seating set is part of Beka’s new wicker collection, which adds more style, versatility, and comfort to the company’s product line. For over 33 years, Beka has been manufacturing and producing aluminum outdoor furniture for customers all around the world. Contact: www.bekacasting.com. Circle Reader Service No. 116

Portofino by Ebel New 303 Speed Detailer 303 Products, known for its patio-furniture and outdoor-fabric–care products, has a new item for 2012 that is absolutely amazing on stainless steel. This product not only cleans, but leaves a glorious, dust-free shine with no streaks. Inquire and receive a free sample. Contact: (800) 223-4303 or www.303products.com. Circle Reader Service No. 114

New for the 2013 season, Ebel Inc. introduces the Portofino collection. This aluminum group is available in a weathered paint finish, with a faux wood grain technique applied to its table tops. The Portofino collection includes a variety of seating and dining pieces that can easily be mixed and matched with other Ebel Inc. groups to complete any outdoor space. Contact: www.ebelinc.com. Circle Reader Service No. 117

Single Swing With Oak Arms: Hamptons Summer Stripe

This unique firepit accessory by Aspen Industries clamps onto the fire grate and lets you position a standard stainless-steel cooking grill over the firepit for cooking. The stainless-steel clamp fits most brands of grates. A sturdy grill platform holds standard-size grills (up to 30 inches in diameter); a 21-inch–diameter stainless-steel grill is included. The all–stainless-steel grill platform adjusts, in 1-inch increments, to be up to 23 inches off the ground. Grate Griller can be manually rotated away from the fire to simplify food preparation, seasoning, or removal. An optional freestanding base with stakes allows the Grate Griller to be used with a campfire or without a grate. It is made in the United States. Contact: (800) 642-7254 or www.masterflamegaslogs.com.

It’s a singular single-swing experience. The frame and sumptuously curved, steam-bent, white-oak arms are a warming honey-gold hue. Pillowy cushioning of recycled-polyester hollowfill fiber is sandwiched between two layers of cottony-soft, all-weather DuraCord® fabric—resistant to rot, mold, mildew, fading, and staining. With bold stripes in alternating blues, golds, and whites, the Hatteras Hammocks® Hamptons Summer Stripe fabric pattern seems lifted straight from some nautical flag flapping atop an ocean-bound yacht. Contact: (800) 334-1078 or www.thehammocksource.com.

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Grate Griller Firepit Accessory

Patio & Hearth Products Report July/August 2012

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product P R O F I L E S

Galaxy Kamado Rocket Smoker

Monterey Coffee Table A new addition to the Monterey series, the Monterey coffee table by California Outdoor Concepts is a dashing addition to your backyard landscape. Your first impression is of dark mahogany footings, but run your hand along the realistic basketweave of its unique design, feel the warmth of fire, and you will instantly be transported to the winding, rugged coastline of the Monterey Peninsula. In the same way that the city of Monterey has always highlighted what is best about California, the Monterey has combined aesthetic beauty with practical function. You can easily put your feet up or put your glass down, while your friends admire your style, around a lively fire. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 119

Twilight Modern New for 2012, the Twilight Modern from Outdoor Lifestyles by Hearth & Home Technologies® (HHT) taps into two major trends: contemporary design and outdoor living. This new indoor/outdoor see-through unit presents two attractive areas for homeowners to enjoy the fireplace. Give homeowners what they crave and close more sales. Offer a way to transform a room and enhance an outdoor-living space. A contemporary flame, a reflective black-glass interior, and modern media create an elegant setting for relaxing inside or socializing outside. Contact your HHT representative or call the company. Contact: (888) 382-5745.

A kamado is a traditional Japanese wood- or charcoal-fired earthen vessel, used as a stove or oven for thousands of years. Over the centuries, this technology has evolved in many ways. Galaxy Outdoor is now adding to this evolution by introducing and manufacturing a line of Galaxy Kamado Rocket smokers. Starting with the traditional shape and incorporating the new high-fired ceramics for the bowl (and additional insulating material), the Galaxy Kamado Rocket smoker is now being brought up to date with several new and innovative features. It is unique in the industry by offering a built-in burner (LP or natural gas), as well as the traditional charcoal or wood smoking. You have your choice as to the method you want to use to cook or smoke your next meal. You can use either the traditional low-temperature smoking or high-temperature grilling. The Galaxy Kamado Rocket smoker is available in four sizes, from 15 to 26 inches inside diameter. It is available in various color combinations. As with all items manufactured by Galaxy Outdoor, this product is 100% U.S. made. Like other Galaxy Outdoor items, the Galaxy Kamado Rocket smoker can be custom made, giving you your own choice of colors to meet your specific requirements. Contact: (702) 448-5600 or www.GalaxyOutdoor.com. Circle Reader Service No. 122

St. James Park Bench This beautifully proportioned traditional park bench features the look and feel of real teak, without the hassle of annual maintenance. Made from an engineered polymer, the St. James park bench by Eon is 100% recyclable and built to last a lifetime. Contact: www.eonoutdoor.com. Circle Reader Service No. 123

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Recife Collection Couristan is proud to expand its popular outdoor/indoor area-rug collection, Recife, distinctively designed to complement the simple (yet classic) styling of outdoor furniture and uniquely colored to make stone entryways and patio decks warmer and more inviting. Power loomed of 100% fiber-enhanced Courtron™ polypropylene, this all-weather, pet-friendly, mold- and mildew-resistant area-rug collection features a durable structured, flat-woven construction, which allows it to be suitable for indoor and outdoor use. The naturally inspired color palette offered in this versatile collection features a series of unique combinations of natural hues selected to complement today’s hottest outdoor home furnishings. Available in a wide range of sizes, including runners and special shapes in the form of rounds and squares, the Recife collection has been designed to offer the perfect outdoor floor-covering solution for the home. Contact: www.couristan.com.

Made in the United States, the Memphis Elite wood-fired grill is the new 39-inch built-in or cart model from Hearthland Products. 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.

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Patio & Hearth Products Report July/August 2012

Memphis Elite Wood-fired Grill

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product P R O F I L E S

Brown Jordan Outdoor Kitchens

Green Mountain Grills Green Mountain Grills proudly introduces the all-new Daniel Boone and Jim Bowie pellet grills. The base-model Daniel Boone has 458 square inches of grilling space and weighs 154 pounds. The Jim Bowie model has 658 square inches of grilling space and weighs 183 pounds. Both of these models come standard with the Green Mountain Grill digital controller, which maintains temperatures (in five-degree increments) from 150 to 500 degrees; a meat probe with a digital readout of food temperature; a venturi-style firebox for cyclone combustion; the Sense-Mate automatic turbo mode for very cold weather; a low-pellet alarm, a positive-pressure hopper fan; a fan-only mode (for blowing ash out of the firebox); and a peaked lid with 13.5 inches of clearance. Contact: www.greenmountaingrills.com. Circle Reader Service No. 125

Laurent by Ebel For the 2013 season, Ebel Inc. introduces the new Laurent collection. This collection is available in a variety of seating, dining, and sectional pieces, allowing you to customize the seating arrangement to fit any space. The Laurent collection is available in driftwood and chestnut weaves, and it includes 6-inch cushions. Contact: www.ebelinc.com. Circle Reader Service No. 126

The new Brown Jordan outdoor-kitchen collection contains a broad range of door styles. There is also an extensive selection of painted finishes (powder coat on stainless) and textured metals, to distinguish further each and every kitchen. This exclusive collection is evolving to provide creative freedom for architects, designers, and builders who seek unique solutions to fit the decor, style, and personal tastes of the homeownerâ&#x20AC;&#x2122;s outdoor-living environment. Brown Jordan is a trademark of Brown Jordan International, Inc., and is used under license to CT Acquisitions, L.L.C. Contact: www.brownjordanoutdoorkitchens.com. Circle Reader Service No. 128

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 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. 129

Cal Flame Deep-fryer Accessories (BBQ09902) The Cal Flame deep-fryer accessories helper set features two commercial-sized fryer baskets with extra-long, rubberized basket handles. It conveniently fits in the space of any two adjacent Cal Flame burners and features a built-in thermometer to help maintain the ideal temperature. The deep-fryer accessories helper set features basket hangers that allow food to drain and a lid that can be easily removed for cleaning, and that closes and seals for easy storageâ&#x20AC;&#x201D;wet or dry. Contact: www.calflamebbq.com. Circle Reader Service No. 127

Patio & Hearth Products Report July/August 2012

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product P R O F I L E S

Sangria Collection by Sunbrella Cafe Umbrella by Galtech For 2012, Galtech debuts its new 6x6-foot deluxe commercial cafe umbrella. Anchored by a contemporary silver finish, the 762SR model is an ideal umbrella for any commercial setting. Features include double-thickness–walled aluminum, single-pole construction, and solid-resin hubs for increased durability. Contact: www.galtechcorp.com. Circle Reader Service No. 130

Violet Pebble Yellow Outdoor Rug With its delicate foliage pattern in muted, soothing hues, this heirloom-quality outdoor rug 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.

Fabrics in the new Sangria collection by Sunbrella® add warmth and cheer to any space. Hot pink grounds this collection and is balanced by hints of plum and melon. Easy-to-clean Sunbrella fabrics mean you never have to worry about staining, fading, or the perils of everyday living. Fabrics shown are (from top) Catalina sangria, canvas dusk, canvas hot pink, Fife plum, Surge sangria, and canvas melon. Contact: www.sunbrella.com. Circle Reader Service No. 132

Quadra-Fire Voyageur Summit

For 2012, Quadra-Fire® introduces the new Voyageur Summit—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 this award-winning look in two sizes. Contact: www.quadrafire.com. Circle Reader Service No. 133

pizzacraft Glazed Pizza Stone

The pizzacraft™ 14-inch round glazed pizza stone heats to a very high temperature, ensuring a crispy and uniformly browned crust. The glaze also protects the stone, making it easier to clean the stone and to maintain its like-new appearance. Built-in handles allow easy transport to and from the oven or grill. The stone requires no seasoning or conditioning and works on the grill or in the oven. Its MSRP is $39.99. Contact: (800) 521-0505 or sales@companion-group.com.

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The Pony HearthDistribution.Com introduces another hit from Henan Hi-Flame. The Pony 517U cast-iron wood stove comes complete with double-wall cast-iron construction and includes both rear and top flue outlets, making it flexible enough to install in most locations. The Pony 517U is a clean-burning, efficient stove that meets the Washington emission standard of 3.6 grams per hour. The Pony 517U accepts 15-inch logs, allowing customers to burn their own fuel with the single, easy air control, keeping everything at a nice, slow, rolling flame. With an output of 37,000 Btu per hour, the Pony will keep your home nice and warm, when called upon. Installation is easy, with a 6-inch single-wall chimney pipe—just kick back, light the stove, and enjoy the fire. Contact: info@hearthdistribution.com or www.hearthdistribution.com. Circle Reader Service No. 135

Patio & Hearth Products Report July/August 2012

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New Penta Burner

product P R O F I L E S Palisades Dining Modern outdoor dining takes on just hint of tradition with the Palisades dining collection by Agio. Handcrafted all-weather wicker is woven around rust-free aluminum frames, giving your customers the long-lasting beauty they expect. With a beautiful porcelain-top table and comfortable, weather-resistant cushions (with coordinating accent pillows), the look gives your customer bold new opportunities for outdoor entertaining. Contact: www.agio-usa.com. Circle Reader Service No. 136

Vieques Dining Chair Kingsley-Bate’s Vieques dining armchair is now available in a new woven color: flat white weave. The Vieques all-weather–wicker collection features a powder-coated aluminum frame for maximum durability. In addition to being weather resistant, the Vieques collection is extremely comfortable and natural looking. A recommended cushion is sold separately. Contact: www.kingsleybate.com. Circle Reader Service No. 137

Elite LV Direct-vent Gas Fireplace As stylish as it is functional, the Elite LV combines sophisticated design with the latest technology to add elegance and warmth to your home. The glassy, smooth porcelain interior provides the perfect backdrop to reflect the flame, while the Lennox Infini-Flame™ technology ensures unparalleled efficiency. Optional surrounds and colored-glass media give you further ability to customize and refine the fireplace to suit your decor. Contact: www.lennoxhearthproducts.com.

The new Penta burner by Hearth Products Controls not only looks different, but burns differently—with eye-catching lava rock and glass media. The Penta burner is designed to deliver a very uniform and full flame from edge to edge, with a look dramatically different from the conventional high-center flames created by standard fire rings. The burner uses the company’s raised-hub design to shed water, and its low profile requires less media. Made of 304 stainless steel, the Penta burner is available in 12-, 18-, and 24-inch sizes and soon will also be available in a 30-inch size. It uses natural gas or LP. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 139

Bellaire Taking inspiration from the iconic Eames chair and Homecrest’s executive chair from the 1960s, a new, enhanced outdoor interpretation has emerged—the Bellaire collection. The U.S.-made Bellaire collection mimics the curvaceous design elements of these classics and offers contours that cradle one in unprecedented comfort. This ultimate comfort is achieved with a layering of outdoor materials, creating the right balance of support and comfort. This 10-piece, all-aluminum collection is evocative of U.S. classics, comfort, reliability, and the quality you’ve come to expect from Homecrest. Bellaire is available in a wide range of fabrics, including Homecrest’s designer-selected color stories, blending the best in outdoor offerings of color, pattern, and texture for any design taste. The Bellaire collection in faux leather gives a luxurious look and feel. Contact: www.homecrest.com. Circle Reader Service No. 140

Bainbridge Sectional Bainbridge offers a luxurious resort feel and comfort for your backyard at an affordable price. This Southern Living modular collection is versatile enough to fit anyone’s living space. Bainbridge features an elegant, curved arm; a lightweight aluminum frame; durable, UV-protected polyethylene woven resin; and plush deep seating for added comfort. Contact: www.northcapeinternational.com. Circle Reader Service No. 141

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Michigan Sling Collection The popular Michigan cast-aluminum collection from Gensun Casual Living has been expanded for 2012. The collection now includes sling seating, with a high-back dining chair, a swivel rocker, and a love-seat glider. A chaise, a swivel bar with balcony stools, and a 38x72-inch rectangular table complete the additions. The Michigan collection is available in 13 frame finishes and over 240 beautiful fabrics for cushion customization. Contact: www.gensuncasual.com. Circle Reader Service No. 142

Patio & Hearth Products Report July/August 2012

THE WORTH OF How do you define worth? To us, it's the time-honored tradition of quality and craftsmanship. It's the age-old artistry of hand-forming combined with the latest in high-tech processes and manufacturing. It's a history of excellence, innovation and a legacy of fine detail. It's over 145 years of hand-crafted techniques passed down from generation to generation. It's Woodard... and it's worth it.

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Visit us in Showroom 1534, Merchandise Mart, Chicago. | woodard-furniture.com | p. 800.877.2290

product P R O F I L E S 303 Products Offers Free-sample Program 303 Products, Inc., Palo Cedro, California, has launched a free-sample program for retailers in the United States and Canada. Retailers participating in the program will receive a display containing free consumer samples of 303 Patio Furniture Protectant™. An informational color pamphlet will be attached to each sample, and each display will contain 50 samples. A toll-free number on the back of the display will prompt the retailer to call when sample supplies are getting low. 303 Products will then ship a replacement display to the retailer. 303 Products will pay for all the costs of the program. Contact: (800) 223-4303 or www.303products.com. Circle Reader Service No. 143

The Appaloosa HearthDistribution.Com, Henan Hi-Flame, continues to impress with the Appaloosa 717U cast-iron wood stove. Like its namesake, the Appaloosa is highly durable. Using a standard 6-inch top-flue design, the Appaloosa can be installed in most locations. The burn time of more than 10 hours is conducive to overnight burning, to keep those chilly nights very warm. The double heat plate increases the heat convection to the room, and the easy-access bottom ash pan makes cleanup a snap. The furniture quality of this cast-iron construction not only makes it an integral part of your heating plan, but provides a beautiful addition to your furniture collection. Contact: info@hearthdistribution.com or www.hearthdistribution.com.

Diningheight Firepit Mallin Furniture is pleased to introduce its new dining-height firepit. This new addition to the firepit series offers an elegant (yet comfortable) design. The unique design of the dining-height firepit allows you to enjoy the use of a standard dining table. This firepit is elevated for added comfort, and it is available in three sizes: 42x84 inches, 54-inch square, and 54-inch round. With its sleek, modern style, this design is sure to enhance the look of any outdoor-living area. Contact: www.mallinfurniture.com. Circle Reader Service No. 146

Athena Patio Dining Meadow Decor’s Athena cast-aluminum, powder-coated patio dining set is both durable and stylish. The 60-inch circular table, with a built-in lazy susan and an optional ice-bucket accessory, is perfect for customers who love to entertain. Meadow Decor’s luxury dining chair or swivel rocker complements this set. Contact: (866) 838-8822 or www.meadowdecor.com. Circle Reader Service No. 147

Big Green Egg Deep Dish Pizza/Baking Stone

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Charcoal Kettle Series The charcoal kettle series by Napoleon provides 365 square inches of total cooking area with a 22.5-inch diameter. An offset, hinged lid is included to provide safe operation over the cooking surface. Other features include an ACCU-PROBE™ temperature gauge and corrosion-resistant air vent; a heavy-gauge steel charcoal grate and cast-iron hinged cooking grids, with three height adjustments for fast and easy indirect cooking; a folding stainless-steel shelf for added storage space; a heavy-gauge Platinum porcelain lid and bowl (extra thick, for oven-like performance); a stainless-steel heat diffuser and dual stainless-steel air vents; a removable, high-capacity, heavy-steel ash catcher; and an optional charcoal starter, smoker tube, and charcoal baskets. Contact: www.napoleongrills.com. Circle Reader Service No. 145

Enjoy custom-baked recipes using your favorite ingredients with the Big Green Egg deep dish pizza/baking stone. You’ll soon be creating amazing deep-dish pizzas, casseroles, quiches—and even pies, breads, and desserts. The high-performance ceramic stone distributes heat for even baking and browning, for delicious brick-oven crispness. Since the stones also retain heat, your foods conveniently remain warm longer. Contact: www.BigGreenEgg.com. Circle Reader Service No. 148

South Bay and Hampton The lovely South Bay deep seating collection by Patio Renaissance features elegant curves in each of its pieces. The Hampton table (in the most popular finish this season—driftwood) complements this beautiful set. Contact: www.patiorenaissance.com. Circle Reader Service No. 149

Patio & Hearth Products Report July/August 2012

Is it 2013 already? WHY YES, THE 2013 GALLERY IS HERE.

We are proud to release one of our newest styles, Laurent from Ebelâ&#x20AC;&#x2122;s 2013 Gallery. Our furniture is made to live outdoors, so being practical and low-maintenance are a must. Our swivel recliner is not onlycomfortable but also perfect for your backyard.

8270 Arlington Expressway Jacksonville, FL 32211 866 752-6320

ebelinc.com Circle Reader Service No. 73

ICFAM Chicago 15-121

product P R O F I L E S

Island Breeze

Inspired Visions Inspired Visions from Peak Season is a limited offering of the finest-quality outdoor casual furniture available today. Embellished details are what today’s outdoor consumer is looking for, and the 2013 Inspired Visions collection, featuring Wynwood dining, has the perfect blend of both transitional and eclectic accents, allowing today‘s consumer to design (and make the most of) his or her outdoor space. Finished in a handgrained, deep perdido finish, the table coordinates perfectly with a fully woven wicker dining chair. The Peak Season product line includes fine furniture, cushions, and other accessories for outdoor spaces. From the company’s inception in 2009, it has broken the mold for traditional business practices, from the way that it artistically designs each piece to the way that billing is handled down to warehousing and processing. Contact: (866) 606-6330 or www.peakseasoninc.net.

The Island Breeze collection by Panama Jack incorporates a tubular extruded-aluminum frame in a unique, powder-coated espresso finish that will not rust. An exclusive woven sling pattern from Twitchell Corp. was chosen by Panama Jack for Island Breeze, eliminating the need for cushions. The Island Breeze armchair, love seat, chaise, and barstool are all stackable for easy storage. The occasional tables, dining tables, and pub table have tops that offer a slatted-aluminum surface that does not require glass and will accommodate an umbrella. Contact: www.pelicanreef.com. Circle Reader Service No. 151

Dash Sling by Telescope Casual New for 2013, Dash sling features a contemporary, outside stack sled-base design. It was designed with the younger generation in mind; the goal was to create an attractive, affordable, more contemporary collection. This collection is also at home in any commercial application. It is available in Telescope Casual’s padded sling and its vast selection of sling fabrics. Contact: www.telescopecasual.com.

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BEKA brings you quality furniture with exceptional YDOXH«

Santorini

Manhattan

Sunningdale

«H[SHULHQFH WKH GLIIHUHQFH Come visit us at Market to see our bold new wicker collection. Booth # 8-7078 259 Bradwick Drive, Concord, Ontario, L4K1K5. Phone: 905-669-4255 F ax: 905-669-3627 sales @ bekacasting.com www.bekacasitng.com Circle Reader Service No. 74

Patio & Hearth Products Report July/August 2012

Cypress

Outdoor Fabrics

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product P R O F I L E S

MPD Pro Gas Fireplace

Cast in A356 aluminum, Ballantyne blends Georgian style with sensuous French curves to create a visual sensation. This collection offers dining tables (54 and 100 inches); a 54-inch coffee table; armchairs (cast seat and luxury seat); a dining swivel rocker; and lounge selections (armchair, settee, and swivel chair). All come with an industry-leading 15-year limited warranty on furniture frames and a five-year limited warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

Clean lines and premium features come together to form this beautifully styled fireplace in an affordable package. A large, ceramic-glass viewing area combines with realistic logs and an exceptional flame presentation to deliver radiant warmth and relaxing ambience. A full-function remote control (including fan control) and on-demand ignition ensure that heating efficiency, energy savings, and convenience are built right into the system. Contact: www.lennoxhearthproducts.com.

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Ballantyne Collection

Athena Stackable Dining Chair A stackable dining chair by Meadow Decor is a new addition to the stylish Athena collection. The chair is designed beautifully, with comfort and style. The Athena collection consists of deep seating, a chaise, a barstool, a recliner, and a glider. Contact: (866) 838-8822 or www.meadowdecor.com. Circle Reader Service No. 154

Savannah Designed with meticulous attention to detail, Savannah from Vermont Castings offers three sizes to accommodate any room and several style choices to suit your customers’ decor. The same high-tech combustion system is also available as an insert and features easy, flexible installation. Every Savannah is backed by a limited lifetime warranty and will bring years of warmth to your customers’ homes. Contact: www.vermontcastings.com. Circle Reader Service No. 156

Monterey Sectional The Monterey collection is a modular collection versatile enough to fit anyone’s living space and style. This group boasts a contemporary feel, with beautiful, clean lines; a sturdy aluminum frame; durable, UV-protected polyethylene woven resin, and plush deep seating for added comfort. The rich weave is captivating when paired with vibrant tones from the company’s newly expanded fabric library. Contact: www.northcapeinternational.com. Circle Reader Service No. 157

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Patio & Hearth Products Report July/August 2012

New Napoleon Gas Log Sets

Napoleon’s new gas log sets (GL22/GL28/GL32) feature reversible PHAZER® logs (patent pending), glowing embers, and charcoal lumps, giving Napoleon’s gas log sets the look of a real wood-burning fireplace, with the convenience of direct-vent technology. The reversible logs can be configured for an authentic-looking split-wood fire or a natural-looking tree-bark appearance. The gas log sets offer up to 90,000 Btu (GL22: 70,000 Btu, GL28: 80,000 Btu, and GL32: 90,000 Btu); electronic ignition with a battery backup; a wrought-iron grate; and large charcoal embers and lumps. Controls are hidden, but easy to access, and optional, convenient remote controls or remote wall switches are available to make operating the gas log sets simple and easy—so you can spend your time enjoying family and friends. Contact: www.napoleonproducts.com. Circle Reader Service No. 160

Championship Barbecue Rubs and Sauces How do you gain repeat business and traffic in your store? Become the expert in championship barbecue rubs and sauces. These eight nationally and regionally recognized brands will keep your customers coming back to your store for more. From Kansas City to Texas to Carolina to Memphis, this display has 48 units of the best barbecue rubs in the country and is an attractive addition to your grilling accessories. Contact: (800) 241-0070 or www.oldworldspices.com. Circle Reader Service No. 158

Moistly Grilled Smoking Platform Now, you can easily achieve the intense, smoky flavor of a charcoal grill on a conventional gas grill with the Moistly Grilled® smoking platform. Food cooks directly over the smoldering wood chips for a more concentrated smoky flavor. Fill the platform’s stainless-steel reservoirs with water, beer, wine, juice, stock, or any other liquid to create a humid grilling environment, resulting in meat’s retention of a much higher percentage of natural juices. The product’s MSRP is $49.99. Contact: (800) 521-0505 or sales@companion-group.com.

LIVE LEISURELY .

KINGSLEY˜ BATE

™

ELEGANT OUTDOOR FURNITURE

CASUAL FURNITURE & ACCESSORIES SHOWROOM: #17-107 2012 CATALOG NOW AVAILABLE ONLINE KINGSLEYBATE.COM

7200 Gateway Court, Manassas, Virginia 20109 USA t 703.361.7000 f 703.361.7001 KB1176

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product P R O F I L E S

Solarium

Titan Protégé Casual has added the Titan series of tables to its lineup with two sizes: 64-inch square and 48x120-inch dual expandable tables. The unique and top-selling dual expandable table with self-storing leaves has sold so well over the past two years that the company was tasked with expanding it and making a bigger version. The Titan dual expandable table starts out at 48x84 inches and expands, in two 16-inch sections, to a total length of 120 inches. This is also part of Protégé Casual’s extensive warehouse program, and it is covered under the company’s freight-guarantee program. Contact: www.protegecasual.com. Circle Reader Service No. 161

Coronado Sectional Sunset West’s Coronado collection by Marcia Blake is visually striking, as well as well crafted in refined elegance. The plush color palette invokes a sense of comfort and the iconic grace and ease of classic Hollywood. This collection includes clean lines and a tailored style that make the pieces sleek, yet timeless. The pieces of this full outdoor collection are available in various sizes to fit any outdoor space. Using the individual beach town as her personal muse, Marcia has created a collection that exemplifies what it means to have a personal retreat from it all. The Coronado collection is stocked in Sunbrella® antique beige with a coco welt, available for immediate shipping from both Vista, California, and Dallas, Texas. Contact: www.sunsetwestusa.com. Circle Reader Service No. 162

Solarium has just introduced a line of decorative outdoor sheers. The pattern shown here is Signet, in the color spring. The collection has approximately 17 SKUs, mixing traditional to transitional looks. The sheers are all 100% polyester, are fade resistant, and have a water-repellent treatment, making them perfect for an outdoor room or a finishing touch to a gazebo. Contact: (212) 685-5400 or www.richloomfabrics.com. Circle Reader Service No. 163

Serenata Umbrella Light and Media Center Treasure Garden’s Serenata umbrella light and media center illuminates any backyard party. With eight adjustable LED lamps, this umbrella light is also compatible with iPods, MP3/MP4 players, phones, and other music sources to entertain guests. In addition, the Serenata has a dual-band AM/FM stereo system; an LCD panel showing the time, temperature, and radio stations; and a wireless remote. The Serenata is a must for your next outdoor party. With over 25,000 shade options, Treasure Garden is the number-one name in shade. Shown is the Serenata-00 in bronze. Visit the company’s expanded showroom at #1655 Merchandise Mart in Chicago, Illinois. Contact: info@treasuregarden.com or www.treasuregarden.com. Circle Reader Service No. 164

Lake Shore Wicker Telescope Casual has a fresh take on a classic wicker design. New for 2013, the Lake Shore wicker collection is the perfect balance of transitional and traditional design, making it very versatile for various applications. The pieces are constructed of high-quality resin wicker over a powder-coated aluminum frame. Contact: www.telescopecasual.com. Circle Reader Service No. 78

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product P R O F I L E S

Palisades Chaise The Palisades chaise from OW Lee embodies a California style that combines modern and traditional forms. Palisades is a full-line collection designed with clean lines and distinctive craftsmanship to draw the eye and become the centerpiece of an outdoor room. Made with a tubular-aluminum frame, the Palisades collection will withstand the test of time. The collection is available in nine finishes and over 100 stock Sunbrella® cushion fabrics. Contact: www.owlee.com. Circle Reader Service No. 167

New Certified Match-lit Inserts

Cacao Fantasy

Hearth Products Controls introduces its new match-lit inserts. These products are CSA-certified to meet standards for decorative gas appliances and outdoor fireplaces. All models feature a stainless-steel pan and burner, are available for use with natural gas or LP, and have orifices producing up to 65,000 Btu. The inserts are available with 13-, 19-, or 25-inch round bowl-style pans; 6-, 18-, or 24-inch round flat pans; or 24-, 36-, or 48-inch trough-style pans. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 166

Create an exotic escape—move to the jungle beat of the Aloha pattern—with Phifer’s Cacao Fantasy Designed Fabrics collection. Part tribal, part leafy/tropical, this collection’s warm red and dark chocolate brown hues, balanced by oyster cream, make these fabrics the perfect fit for groupings accented by an outdoor fireplace. For more information on Phifer’s Greenguard SM Select Certified outdoor-furniture fabrics, contact the company. Contact: (800) 221-5497 or www.phifer.com. Circle Reader Service No. 168

Leeward Islands Collection The Leeward Islands collection by Panama Jack incorporates a high-grade Indonesian teak frame with a natural finish. An exclusive woven synthetic fiber from Viro Fiber was chosen by Panama Jack for the Leeward Islands collection, creating a unique combination of outdoor materials. Contact: www.pelicanreef.com. Circle Reader Service No. 169

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product P R O F I L E S

Patio Renaissance Patio Renaissance is proud to introduce its beautiful 54-inch firepit, with an aluminum base and a wide selection of tops. With a stainless-steel burner and air mixer, this appliance is safer because it produces less carbon monoxide. The stylish firepit comes with a standard gas key for extra safety. Contact: www.patiorenaissance.com. Circle Reader Service No. 171

Solarium Solarium takes a modern approach to the outdoor room with a khaki and charcoal red color story. The collection includes Maxfield sand on the sofa cushions with a contrasting welt using solid Cambria cherry. The printed pillows feature Paisley, Grovedale ebony, and Morris ebony stripe. All the prints are on a 100% polyester base cloth and are weather resistant. The solid featured in the red pillows is Cambria cherry, which is a solution-dyed solid basketweave. Contact: (212) 685-5400 or www.richloomfabrics.com.

Cast with quality in the company’s Vermont foundry, Radiance from Vermont Castings brings iconic beauty to the gas stove. It’s ideal for smaller spaces, thanks to 4-inch clearances and simple direct venting. Swing open the front doors to reveal a realistic four-piece log set. The direct-vent model is available in five finishes, with the option of a variable-speed, heat-activated fan. Radiance is also offered as a vent-free stove (in classic black only) in areas where vent-free units are available. Contact: www.vermontcastings.com.

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Radiance Direct-vent Gas Stove

PS5000

Solair® awnings help create the ideal outdoor-living experience for comfortable outdoor entertaining at the push of a button. The PS5000, featuring more than 100 stylish Sunbrella® fabric options, has three projections, with custom widths ranging from 10 to 25 feet. Contact: www.solair.com/signup.php. Circle Reader Service No. 173

Starlight Collar Tilt by Treasure Garden The elegant and durable Starlight collar tilt from Treasure Garden sets industry standards for fashion and design, for both daytime and evening. With built-in rib lights, the Starlight will light up your party all through the night. It’s available in two sizes: 9 and 11 feet. The collection features the finest tilt design ever. You simply turn the collar, even while sitting down, for infinite degrees of shade comfort. With over 25,000 shade options, Treasure Garden is the number-one name in shade. Shown is the UM8009SL DC7–5462HP in Sunbrella® hot pink and 54048 Sunbrella charcoal, with the BW509 classic base in black. Visit the company’s expanded showroom at #1655 Merchandise Mart in Chicago, Illinois. Contact: info@treasuregarden.com or www.treasuregarden.com. Circle Reader Service No. 82

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The French Quarter Action Lounge Set The French Quarter action lounge set and firepit from the 2013 introductions of Pride Family Brands is handcrafted luxury. The action lounge chair’s side and back are constructed of handwoven aluminum, in a wicker style. Curved extruded and detailed cast elements finish off arms and ends to cap the woven elements. High back and oversized seat cushions are crafted of weather-resistant fabric and feature tailored contrasting welting and a single cast-aluminum button tuft. Two interior bolsters, with the same tailoring, are included within the chairs. Powder-coat finishing with a hand-applied antique process and solution-dyed fabric offer durability and lasting looks. The circular firepit makes a conversation area like no other. The cast and extruded construction hosts a state-of-the-art fire feature that warms up the area with style. Contact: www.pridefamilybrands.com.

A ZipJack Original: The All American Market Wood Aero Gracing cafes, restaurants, and clubs across the world, the All American market wood Aero is a regal addition to any setting. Form and function are combined in the patented canopy design. This umbrella offers distinctive style and allows crosswinds and updrafts to glide easily through the venting system. Easy maintenance enhances its attractiveness. The All American market wood Aero is a must for every specialty patio retailer. Contact: (914) 592-2000, sales@zipjack.com, or www.zipjack.com. Circle Reader Service No. 176

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Square Dining-height Firepit Protégé Casual is proud to announce the introduction of the 42-inch, all-cast, square dining-height firepit. With this top-notch, value-oriented firepit (with a 30,000-Btu burner and specially made tumbled glass) in place, you can definitely share a romantic evening. Contact: www.protegecasual.com. Circle Reader Service No. 177

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product P R O F I L E S

Tropitone Firepit

Pivot Model Firepit Safety Screen

The Tropitone® firepit design is modular, allowing for the combination of one of four tabletop designs with one common base (in multiple finishes). Tropitone firepits are beautiful and functional, and they coordinate with the company’s current product offerings. Most important, safety was designed into each model. The burner system produces a wide range of heat output, peaking at 90,000 Btu. This range of output provides the user with versatility for variations in outdoor temperature and activities. Contact: www.tropitone.com. Circle Reader Service No. 179

Twin Eagles Power Burner

For roundshaped pits, this Master Flame brand screen covers and prevents sparks and embers from flying out of the firepit, even in the wind. Both ends of the clamshell-design screen pivot open, allowing access for tending the fire. Handles on each side are placed for easy access. Each screen is made to order, in sizes from 24 to 80 inches in diameter (the height is slightly over half the diameter). The screen is made of a welded framework of 0.25x1-inch solid-steel flat bars and of steel mesh screening (8x8 per square inch; 23-gauge steel wire). The screen has a high-heat–resistant, electrostatically applied, weather-resistant black finish and is available in a carbon steel or all stainless steel; it is made in the United States by Aspen Industries. Contact: (800) 642-7254 or www.masterflamegaslogs.com.

The new, oversized, cast-brass two-ring burner from Twin Eagle is the most powerful residential power burner, reaching 70,000 Btu. The burner is specifically designed to deliver the intense, focused heat that is essential when cooking in an oversized stockpot or wok. The two-ring burner is also capable of delivering low heat for simmering. The reversible commercial cooking grate on model TEPB24HG-B is constructed of 8-millimeter stainless-steel welded plates. Additional features include positive hot-surface ignition and a front panel with decorative LED lighting. Contact: www.TwinEaglesBBQ.com.

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Galaxy Stainless Steel When designing your new, fabulous outdoor cooking island, make sure you include plenty of access doors and storage units. Galaxy Outdoor offers all the components you will need. All Galaxy Outdoor stainless-steel items are 100% U.S. made of 16- and 18-gauge 304 stainless. No galvanized metal, 18-/20-gauge metal, or imported stainless is used. All doors come standard with removable door pockets. Accuride’s best U.S. full-extension and self-closing drawer glides are used on the drawer units. All doors and drawers come standard with stainless-steel hinges and handles. In

addition to your new kitchen, don’t ignore the various fire features available. Galaxy Outdoor offers a selection of over 40 different stock sizes of firepans and fire-plate packages. All are 16-gauge, 304 U.S.-made stainless steel. Galaxy Outdoor firepans and fire plates come standard in square, round, rectangular, triangular, or S shapes, in various lengths and sizes. All firepans can be top mounted or under mounted, as the plates can be removed if access is needed. All pan/plate packages include a stainless-steel burner, two whistle-free hoses, an igniter, an electrode with wire, a key valve and gas key, a stainless-steel box with a cover, and all fittings. All burners are 100% U.S. made of 304 heavy-duty 12-gauge stainless steel that is drilled (not punched), and all can be used with either LP or natural gas. The wide variety of burners offered will correspond in size and shape to the pan or plates. Contact: (702) 448-5600 or www.GalaxyOutdoor.com. Circle Reader Service No. 84

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Cubic Wall-mounted Fireplace The Cubic W200 by Wittus offers storage, warmth, and great design, all in one square package. The EPA-certified and UL/ULC-approved firebox is superefficient. Along with the Cubic’s contemporary lines come a concealed door handle with fingertip control (for easy opening and closing) and a burn system designed for high fuel efficiency, which provides higher combustion temperatures and lower atmospheric emissions. Hang it on the wall for the utmost viewing pleasure. It measures 30 inches high by 79 inches wide by 17 inches deep. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 182

Brayden The Brayden collection is the perfect melding of innovation and design. Intricately constructed of handcrafted wrought iron in a unique motif made of vertical and horizontal intersecting iron bars, this collection is the epitome of style and sophistication. Inspired by the rustic, traditional feel of lush English gardens, Brayden is welded perfectly to form sculpted contours in the back and arms of the chair, along with a mesh seat designed specifically to conform to the shape of the body, for comfort. The hammered arm detail, curled legs, and decorative finials atop the back of the chair add delicate elements that boost the sophistication of this design. Available in both dining and plush deep seating options, Brayden is sure to bring comfort and style to any outdoor setting. Contact: www.woodard-furniture.com. Circle Reader Service No. 183

Solana

The rich, chocolate-brown Solana by Sunset West is the quintessential contemporary outdoor-seating collection. The Solana collection includes a modular sectional option as well. A clean-lined frame, with stainless-steel feet and expertly woven chocolate resin wrapping, creates a truly classic piece of furniture. The Solana collection is stocked in Sunbrella® antique beige, available for immediate shipping from both Vista, California, and Dallas, Texas. Contact: www.sunsetwestusa.com. Circle Reader Service No. 185

Empire Comfort’s Newest Heritage Stove The popular Heritage vent-free, cast-iron stove series from Empire Comfort Systems received several aesthetic and technology upgrades this year. Heritage vent-free stoves now incorporate Empire’s contour burner system plus a redesigned, handpainted, ceramic-fiber log set that complements the burner. The existing millivolt system is joined by an intermittent-pilot (IP) model that eliminates the standing pilot, for even greater fuel efficiency. Like the millivolt system, the IP stove lights at the flick of a rocker switch and, in the event of a power outage, can operate via battery backup or use a standing pilot to provide uninterrupted heat. Available control systems include everything from a simple on/off switch to a programmable-thermostat remote control. An optional blower installs in minutes to enhance heat circulation. Contact: (800) 851-3153 or www.empirecomfort.com. Circle Reader Service No. 186

Go beyond ordinary.

Design-edly Different! Gios Dining Collection

beach patio market

The Gios dining collection from OW Lee has a refreshingly simple take on contemporary outdoor furnishings, as well as special attention to comfort. This new collection is made from channeled aluminum extrusions, making it extremely durable. Gios is a full-line collection featuring dining, deep seating, and lounge options. The collection is available in nine finishes and over 100 stock Sunbrella® cushion fabrics. Contact: www.owlee.com. Circle Reader Service No. 184

ZIPJACK

CUSTOM UMBRELLAS ZIPJACK INDUSTRIES, LTD. ELMSFORD, NEW YORK 10523 TEL 914.592-2000 FAX 914.592-3023

WWW.ZIPJACKUMBRELLAS.COM Circle Reader Service No. 85

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product

PROFILES

Andover Homecrest has introduced Andover, a new concept in outdoor seating that is reminiscent of a signature-styled seating piece for the outdoors: the Adirondack chair. Andover’s gently tapered and curved slat seat and back are formed with Homecrest’s custom aluminum to provide the comfort and durability that are synonymous with Homecrest. The Andover collection incorporates the new all-aluminum swivel rocking mechanism, selected for its ability to survive under all climate conditions. Andover is fresh, innovative, and playful. It’s offered in Homecrest’s 10 standard frame finishes, with an added four bright colors exclusive to Andover. Available with or without cushions, Andover includes a love seat and ottoman, in addition to dining and balcony pieces. Contact: www.homecrest.com.

Twin Eagles 54-inch Premium Grill Twin Eagles recently introduced its new 54-inch premium grill, constructed of 14-gauge, 304 stainless-steel burners with a lifetime warranty. With high-quality ceramic briquettes and a variable–heat-level infrared sear zone, the grill is capable of producing 25,000 Btu. Other features include hexagonal grates for more surface-to-food contact, zone dividers to regulate different temperatures, reliable hot-surface ignition, an easy-to-open hood-assist system, interior lights with a hood-activated light switch for nighttime grilling, decorative LED control-panel lights, a multiposition and stow-away warming rack, two independently controlled infrared rotisserie burners, and a large-capacity smoker box. Contact: www.TwinEaglesBBQ.com. Circle Reader Service No. 189

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Torbay Seating Collection The Torbay seating collection by Outdoor Lifestyle offers Georgian style with modern practicality. Crafted in premium A356 aluminum, this family includes swivel-rocker, swivel-barstool, armchair, and side-chair offerings (shown here are the Baswick 48-inch round table with the Heirloom base, Torbay armchairs, and swivel rockers). Outdoor Lifestyle offers a 15-year warranty on frames and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com. Circle Reader Service No. 188

Westwood Seating Westwood Seating from Peak Season, Inc., combines all-weather outdoor wicker with a handgrained, fully welded aluminum frame, allowing the perfect blend of form and function in an outdoor space. Peak Season is a design innovator in the outdoor-living industry. Its product line includes fine furniture, cushions, and other accessories for outdoor spaces. From the company’s inception in 2009, it has broken the mold for traditional business practices, from the way that it artistically designs each piece to the way that billing is handled down to warehousing and processing. Its foundation rests on the simple direction of doing the right thing, doing it differently, and doing it better—at every level. For more information, contact Peak Season. Contact: (866) 606-6330 or www.peakseasoninc.net. Circle Reader Service No. 190

Monterey by Pride Family Brands The versatility of the Monterey collection will be on display at the upcoming Chicago International Casual Furniture & Accessories Market™, as Pride Family Brands announces the first introduction in its vintage style category. Meeting a broad design preference, this category will be related to by consumers of all ages, and the Monterey collection will deliver a fresh and distinctive look of comfort and quality. In the Monterey collection are cushioned dining and seating pieces, with action and stationary units, along with deep seating groups that include standard and crescent sofas and love seats, as well as stationary and action lounges with ottomans. Constructed of outdoor-durable cast and extruded aluminum, the Monterey collection features a simple linear back design with nail-head detailing and arm and leg castings. Each piece is built to last, with a powder coat and a four-step finishing process. Contact: www.pridefamilybrands.com. Circle Reader Service No. 86

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ZipJack Classic Patio Umbrella

Mercury Bed and Sun Lounge TUUCIâ&#x20AC;&#x2122;s Mercury bed and sun lounge is constructed with TUUCIâ&#x20AC;&#x2122;s polished-titanium Armor-Wallâ&#x201E;˘ aluminum frame and modular marine-grade components. High-performance fabric cushions, bed coverings, and sheer privacy curtains, all topped with shade, create the ultimate in open-air relaxation. Contact: (305) 634-5116 or www.tuuci.com. Circle Reader Service No. 194

Join us under the umbrella. Does anybody remember laughter? The ZipJack Classic patio umbrella will take you back to the days of your youth, with its classic styling and floral linings. Beautifully crafted with special attention to detail, this umbrella will add charm and grace to any patio setting. Available in a variety of acrylic solids, coupled with vibrant floral designs, this Cassic patio umbrella is truly a blast from the pastâ&#x20AC;&#x201D;and into the future, in the casual-furniture market. Contact: (914) 592-2000, sales@zipjack.com, or www.zipjack.com. Circle Reader Service No. 192

Tropitone: Ottoman Tables Two new modular ottoman table groups incorporate design elements of Lakeside and Montreux. Three new models are available for each group: single, double, and triple. Each model

can be used alone or in modular combination with other models. Each model can be ordered with a combination of cushions and/or tabletops for each 24-inch square section. The cushion/tabletop configuration can be changed simply by trading the 24-inch square cushions and tabletops. Contact: www.tropitone.com. Circle Reader Service No. 193

With the collective knowledge and experience of our members, the ICFA is uniquely able to offer the tools you need to succeed in todayâ&#x20AC;&#x2122;s competitive outdoor furnishings market. To learn how ICFA membership can EHQHĂ&#x20AC;W \RX RU \RXU FRPSDQ\ FDOO RU YLVLW ,&)$QHW RUJ

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product P R O F I L E S

Panama Springs Get back to nature with Phifer’s Designed Fabrics Panama Springs collection. Broccoli and apple pair with walnut brown and khaki in tropical, rainforest-themed patterns and stripes, complemented by subtle base solid fabrics for a soothing combination. For more information on these Greenguard SM Select Certified outdoor-furniture fabrics, contact the company. Contact: (800) 221-5497 or www.phifer.com.

Ridgecrest Cushion Designed with curled arms and old-world craftsmanship, the Ridgecrest collection is charming, stylish, and sophisticated. Featuring curved details on the arms, slatted bars on the back, and an intricately detailed casting that melds the arms and legs together, Ridgecrest offers subtle sophistication in any outdoor setting. Available in cushion, sling, and padded-sling options for both dining and deep seating pieces, as well as crescent-shaped pieces, Ridgecrest offers a full breadth of options to fit any style. Contact: www.woodard-furniture.com.

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Madrid II Geo Table

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Star and MiniStar Pillars

These flaming COR-TEN™ steel torches—in a rich, natural patina—are sculptures by day and dramatic lighting by night. Standing 5 feet and 3.5 feet tall, the Star and MiniStar pillars are made exclusively in the United States and were designed by the Danish architect Bent Falk. They are easy to assemble and arrange in pairs or groupings, and the 3D star cutout casts an intriguing shadow. The odorless liquid gel fuel burns for two to three hours per filling of the container. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 196

Gensun Casual Living expands its Geo table offerings with a new 60x80-inch full cast-aluminum table. Entertaining outdoors and having a table that can accommodate friends and family gatherings with comfort are musts for today’s outdoor rooms. The Geo table series, first introduced in 2010, featured the 72x102-inch table. The 60x80-inch addition gives the dealer the ability to accommodate smaller spaces with this beautiful table design. Contact: www.gensuncasual.com. Circle Reader Service No. 199

Sag Harbor: Swivel Rocker Kingsley-Bate recently added a swivel rocker to its popular Sag Harbor collection. Made from the finest all-weather wicker—in white or in varying, weathered tones of gray and brown—this comfortable chair is the perfect addition to the deep seating group, which includes a sofa, a settee/love seat, a lounge chair, an ottoman, a coffee table, a side table, and dining chairs. Each piece is handwoven around a powder-coated aluminum frame for strength and resistance to corrosion. Over 65 solution-dyed acrylic fabrics are available for the durable, all-weather cushion. Contact: www.kingsleybate.com.

TUUCI’s Plantation MAX cantilever creates a cool retreat with warm ambience. Its exclusive Aluma-TEAK state-of-the-art hardwood finish is combined with TUUCI’s durable Armor-Wall Aluminum™ construction, making a parasol guaranteed to endure for generations. Featuring classic European tailoring, the Plantation MAX cantilever provides 144 square feet of uninterrupted shade and ambience. Contact: www.tuuci.com.

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Plantation MAX Cantilever by TUUCI

advertiser I N D E X Advertiser

Phone

product profiles D I R E C T O RY Website

Page

Company

Page

303 Products........................................(800) 223-4303 ................www.303products.com ..........................42

303 Products..........................................................................................62, 72

Agio ......................................................(888) 997-7623 ................www.agio-usa.com....................................5

Agio ........................................................................................................58, 70

Aspen Industries ..................................(800) 642-7254 ................www.masterflamegaslogs.com................83

Aspen Industries ..............................................................................60, 62, 84

Beka Casting........................................(905) 669-4255 ................www.bekacasting.com ............................74

Beka Casting ..........................................................................................58, 62

Big Green Egg......................................(770) 938-9394 ................www.biggreenegg.com............................49

Big Green Egg ........................................................................................60, 72

Brown Jordan Outdoor Kitchens..........(855) 839-5063 ................www.brownjordanoutdoorkitchens.com ..78

Brown Jordan Outdoor Kitchens ............................................................58, 66

Cal Flame ............................................(800) CAL-SPAS ..............www.calfireplace.com................................9

Cal Flame ..............................................................................................58, 66

California Outdoor Concepts................(877) 274-6773 ................www.californiaoutdoorconcepts.com ......41

California Outdoor Concepts ..................................................................58, 64

The Companion Group ........................(800) 521-0505 ................www.companion-group.com ..................33

The Companion Group ..........................................................................68, 77

Couristan..............................................(800) 223-6186 ................www.couristan.com ................................55

Couristan ................................................................................................60, 64

Ebel ......................................................(866) 752-6320 ................www.ebelinc.com ....................................73

Ebel ........................................................................................................62, 66

Empire Comfort Systems ....................(800) 851-3153 ................www.empirecomfort.com ........................31

Empire Comfort Systems ........................................................................60, 85

Eon/Gracious Living ............................(800) 465-5660 ................www.eonoutdoor.com ............................82

Eon/Gracious Living ................................................................................60, 64

Galaxy Outdoor ....................................(702) 448-5600 ................www.galaxyoutdoor.com ........................43

Galaxy Outdoor ......................................................................................64, 84

Galtech ................................................(805) 376-1060 ................www.galtechcorp.com ............................67

Galtech ..................................................................................................60, 68

Gensun Casual Living ..........................(866) 964-4468 ................www.gensuncasual.com..........................15

Gensun Casual Living ............................................................................70, 88

Glen Raven/Sunbrella ..........................(336) 221-2211 ................www.sunbrella.com ................................21

Glen Raven/Sunbrella ............................................................................62, 68

The HammockSource ..........................(800) 334-1078 ................www.thehammocksource.com ................80

Green Mountain Grills....................................................................................66

Hearth & Home Technologies ..............(800) 669-4328 ................www.myhht.com......................................92

The HammockSource ............................................................................62, 68

Hearth Products Controls ....................(877) 433-7001 ................www.hpcfire.com ....................................69

Hearth & Home Technologies..................................................................64, 68

Henan Hi-Flame Metal..........................(360) 425-4200 ................www.hearthdistribution.com ....................47

Hearth Products Controls ......................................................................70, 80

Homecrest............................................(877) 599-4803 ................www.homecrest.com ..............................46

Hearthland Products ....................................................................................64

International Casual Furnishings Association ........................................(336) 884-5400 ................www.icfanet.org ......................................87

Henan Hi-Flame Metal ............................................................................68, 72

Kingsley-Bate ......................................(703) 361-7000 ................www.kingsleybate.com............................77

Homecrest ..............................................................................................70, 86

Lennox Hearth Products ......................(800) 9-LENNOX ..............www.lennox.com ................................3, 61

Kingsley-Bate..........................................................................................70, 88

Mallin Casual ........................................(800) 251-6537 ................www.mallinfurniture.com..........................65

Lennox Hearth Products ........................................................................70, 76

Meadow Decor ....................................(866) 838-8822 ................www.meadowdecor.com ........................63

Mallin Casual ................................................................................................72

Merchandise Mart Properties ..............(800) 677-6278 ................www.casualmarket.com ..........................91

Meadow Decor ......................................................................................72, 76

MLW Stone ..........................................(800) 477-7665 ................www.mlwstone.com ................................86

MLW Stone ..................................................................................................66

Monessen Hearth Systems ..................(800) 867-0454 ................www.mhsc.com ......................................29

Monessen Hearth Systems ....................................................................76, 82

Napoleon Products ..............................(800) 461-5581 ................www.napoleonproducts.com ....................7

Napoleon Products ................................................................................72, 77

NorthCape International ......................(708) 563-2890 ................www.northcapeinternational.com ............45

NorthCape International ..........................................................................70, 76

Old World Spices ................................(800) 241-0070 ................www.oldworldspices.com........................79

Old World Spices ..........................................................................................77

Outdoor Lifestyle ..................................(800) 294-4758 ................www.olfurniture.com................................13

Outdoor Lifestyle ....................................................................................76, 86

OW Lee ................................................(800) 776-9533 ................www.owlee.com ......................................53

OW Lee ..................................................................................................80, 85

Patio Renaissance................................(866) 698-5673 ................www.patiorenaissance.com ....................51

Patio Renaissance ..................................................................................72, 82

Peak Season ........................................(866) 606-6330 ................www.peakseasoninc.net..........................27

Peak Season ..........................................................................................74, 86

Pelican Reef ........................................(312) 265-0420 ................www.pelicanreef.com ..............................84

Pelican Reef............................................................................................74, 80

Phifer ....................................................(800) 221-5497 ................www.phifer.com ......................................75

Phifer ......................................................................................................80, 88

Pride Family Brands ............................(954) 735-9800 ................www.pridefamilybrands.com......................2

Pride Family Brands................................................................................83, 86

Protégé Casual ....................................(239) 849-8444 ................www.protegecasual.com ........................59

Protégé Casual ......................................................................................78, 83

Richloom Fabrics Group ......................(212) 685-5400 ................www.richloomfabrics.com ......................23

Richloom Fabrics Group ........................................................................78, 82

Solair ....................................................(888) 403-7052 ................www.solair.com/signup.php ....................11

Solair ......................................................................................................58, 82

Sunset West ........................................(760) 599-1021 ................www.sunsetwestusa.com........................81

Sunset West ..........................................................................................78, 85

Telescope Casual ................................(800) 451-0938 ................www.telescopecasual.com ......................57

Telescope Casual....................................................................................74, 78

Treasure Garden/Shademaker..............(626) 814-0168 ................www.treasuregarden.com........................17

Treasure Garden/Shademaker ................................................................78, 82

Tropitone ..............................................(949) 951-2010 ................www.tropitone.com ................................25

Tropitone ................................................................................................84, 87

TUUCI ..................................................(305) 634-5116 ................www.tuuci.com........................................39

TUUCI ....................................................................................................87, 88

Twin Eagles ..........................................(800) 789-2206 ................www.twineaglesbbq.com ........................35

Twin Eagles ............................................................................................84, 86

Wittus ..................................................(914) 764-5679 ................www.wittus.com ......................................76

Wittus ....................................................................................................85, 88

Woodard Furniture/Craftmade..............(800) 877-2290 ................www.woodard-furniture.com ..................71

Woodard Furniture/Craftmade ................................................................85, 88

ZipJack Custom Umbrellas ..................(914) 592-2000 ................www.zipjackumbrellas.com ....................85

ZipJack Custom Umbrellas ....................................................................83, 87

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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. July/August 2012, Vol 7, No 4 © 2012 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

Patio & Hearth Products Report July/August 2012

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