Patio and Hearth Products Report January/February 2014 by Peninsula Media

R H P E T E R S O N C O M PA N Y

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contents January/February 2014

| Volume 9, Number 1

features 8

Guest Editorial – Why I Love Outdoor Living By Cristina Ferrare

The cohost of “Home & Family,” a daily lifestyle television program on the Hallmark Channel, explains how an outdoor lifestyle, with the right products, enriches her life.

Product Spotlight – A Warm Reception By Cheryl Dangel Bartolini

Government regulations and efficiency standards are influencing the designs of today’s fireplaces.

Marketing Maneuvers – Taking a Break By Kimberly Rodgers

This Massachusetts patio-furniture store operates best by offering limited hours during the winter.

Hearth Retailer Profile – A Hot Spot By Sharon Sanders

By working harder and smarter, a veteran of the hearth industry holds the distinction of owning the number-one fireplace store in a 100-mile radius.

Outdoor Grilling – Building a Brand By Cheryl Dangel Bartolini

A commitment to superior customer service has played a major role in this business’ annual double-digit growth since 2008.

Showroom Showcase – The Rewards of Retail By Sharon Sanders

A former aerospace worker reveals how the outdoor-living retail field has ended up being the perfect second career.

My Turn – Go Out Swinging

By Greg Thompson

As the world’s largest manufacturer of hammocks, The HammockSource offers an incredible array of high-end hammocks for specialtyretail customers.

Mallin Casual’s stylish and forward-looking collections for 2014 are all the rage in the marketplace.

Product Innovation – A Major Unveiling By Cheryl Dangel Bartolini

A respected manufacturer in the hearth industry has a new name, a new CEO, and a new look.

in every issue 6

As I See It – Cool Tools

Corporate Profile – A New Face

By Sharon Sanders

By Cheryl Dangel Bartolini

The Companion Group manufactures some of the most innovative and functional accessories in the barbecue industry.

Innovative Hearth Products recently launched a new branding campaign to streamline and restructure its product lines.

Last Word – A Casual Vibe

By Sharon Sanders

XLVIII Publisher’s Viewpoint and Editor’s Message

Industry News – Edited by Kris Kyes

What’s New: 6 Hot Products to Sell Now

RH Peterson continues to strengthen its legacy by manufacturing world-class products and offering first-rate service.

Product Profiles

Product Profiles Directory

Insight – Embracing the Sun

Ad Index

Insight – Success Breeds Success By Cherise Forno

By Cherise Forno

Since its founding more than 15 years ago, TUUCI has emerged as an industry leader making high-quality umbrellas, lounges, and pavilions. On the Cover | Villa Gas by Outdoor Lifestyles by Hearth & Home Technologies, www.hearthnhome.com

Patio & Hearth Products Report January/February 2014

),5( 3,76 ĥĥ #2 ON YOUR CUSTOMER’S OUTDOOR LIST. That’s why it should be #1 on yours. If you haven’t added outdoor fire pits and chat groups to your showroom floor, then you’re missing out on one of the biggest trends in outdoor right now. Agio® offers more outdoor fire pits and chat groups than any other manufacturer, which in turn can give you an added edge over your competitors and an exciting new revenue stream.

Life Begins Outdoors.™

For more information on Agio outdoor gas ﬁre pits, or visit www.agio-usa.com today. Follow us on

Agio is the registered trademark of Agio International Company, Ltd.

Circle Reader Service No. 5

XLVIII At the time of this writing, I have no

idea whether the Denver Broncos—led by their Most Valuable Player quarterback, Peyton Manning—or the Seattle Seahawks—led by their dynamic quarterback, Russell Wilson (and Seattle’s infamous 12th man)—will win Super Bowl 48. This, though, I do know: The NFL, once again, will be a winner, and not just because there are two really great teams playing in this year’s Super Bowl. The NFL has done an excellent job, over the past 48 years, of turning Super Bowl Sunday into an unofficial national holiday. It’s expected that over 110 million people will watch this year’s Super Bowl, and it wouldn’t be a surprise if Super Bowl XLVIII became the most-watched television program in U.S. history. People who normally wouldn’t watch a football game if you paid them will sit down and watch the Super Bowl from start to finish. U.S. soldiers stationed overseas will wake up at odd hours to watch the game and to throw their own Super Bowl parties inside military tents. Grocery stores and liquor stores will see a large uptick

PUBLISHER’S VIEWPOINT in store traffic 72 hours before kickoff. Do you want to get from point A to point B on any freeway in normally crowded and congested Los Angeles, California? Angelenos can drive almost anywhere, once the first whistle blows on Super Bowl Sunday, and they’ll have to force themselves to stay under the speed limit. For the two weeks leading up to the Super Bowl, all media—print, television, radio, online, and social—will have stories to tell about the upcoming event. Notice that I said event, not game. What the NFL has done so brilliantly is to turn a football game into a national event. In fact, many who have played in a Super Bowl concede that the actual football game is secondary to the event. With halftime shows that feature some of the greatest musical acts of all time—and with television commercials before, during, and after the game that command millions of dollars per 30-second spot and that feature some of the best, most creative work that Madison Avenue has to offer—the one drawback is that there is never a good time to take a bathroom break. The genius behind the Super Bowl is that the NFL is selling

an event, an experience, a gathering, a celebration, and a common thread (sports) that unites many people, as well as entertainment that just happened to include a football game. In a similar way, Starbucks presents itself not just as a place to buy an expensive cup of coffee, but as an experience (as well as a gathering spot). According to Howard Schultz, CEO of Starbucks Corp., Starbucks is a place where people gather: a home away from home where they can also get a good cup of coffee. How often, in our own personal and business lives, have we said, “meet you at Starbucks,” to one another? To the uninformed observer, “Cheers,” the hit sitcom that originally aired from 1982 through 1993, was a television program about a bar in Boston, Massachusetts. Nothing could be further from the truth. The show struck a chord in so many viewers because it was about people with disparate lives and careers who gathered at a local tavern to share their lives, dreams, aspirations, and heartaches with one another. The bar was nothing more than the venue where they gathered.

In much the same way, the patio, hearth, barbecue/grill, outdoor-kitchen, outdoor-furniture, and outdoor-living industry is not just about selling outdoor furniture, outdoor dining sets, barbecues/grills, outdoor rugs, patio heaters, fireplaces, heating stoves, firepits, fire tables, and the like. Our industry is about selling the experience: the gathering of family and friends, either in an outdoorliving area or near a hearth product. Retailers and dealers in our industry need to sell the experience—the feeling, the warmth, the ambience, and the numerous benefits that come with investing in patio, hearth, barbecue/grill, outdoor-kitchen, outdoor-furniture, and outdoor-living products. Do that, and you’ll kick off an excellent season in 2014. TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

FROM THE EDITOR Ushering in the new year is all about rest and rejuvenation,

for many customers. The whirlwind of the holidays has passed, and cold weather (in most parts

of the country) has settled in for a long winter’s nap. There’s no better time to cozy up with a book or watch a football playoff game in front of a glowing fireplace. Even when temperatures dip, though, barbecue aficionados still venture outdoors to prepare rib-eye steaks and cedar-plank salmon while keeping toasty in front of their high6

powered grills—not to mention their stylish outdoor fireplaces and firepits. The best part of our industry is that it’s virtually seasonless. By developing hearth products for indoor use and countless products for outdoor living, our manufacturers offer consumers everything that they need to relax, regroup, and reenergize, any time of the year. As you contemplate which fireplaces, firepits, grills, and patio furniture will appeal most to your customers in 2014, this is a good time to investigate some of the newest products from hearth and outdoor-living manufacturers. One of the easiest ways to learn about these exciting offerings is to attend this year’s HPBExpo, held March 5–8 in Salt Lake City, Utah. HPBExpo is North America’s largest indoor/outdoor-living showcase of hearth,

Patio & Hearth Products Report January/February 2014

patio, and barbecue products. More than 350 leading manufacturers and suppliers will be there to demonstrate their latest home-heating solutions, grills, outdoor kitchens, casual patio furniture, water and landscape products, and all-weather entertainment systems. This year’s show is expected to attract thousands of specialty and mass retailers, installing distributors, builders and remodelers, HVAC service contractors, hardware dealers, and housing professionals interested in learning more about innovative products that consumers will be asking for in the months ahead. One of the show’s most popular attractions is its New Product Pavilion. Now in its eighth year, the pavilion displays groundbreaking year-round products (with which your customers are sure to fall in love). In addition to such industry leaders as Innovative Hearth Products,

Empire Comfort Systems, Napoleon Products, Twin-Star International, and Travis Industries (which have long histories of exhibiting at HPBExpo), numerous first-time exhibitors will be on hand to showcase exciting new products. Also offered at HPBExpo is a diverse range of educational programs—featuring 40 seminars to help industry professionals increase sales, improve business efficiency, and strengthen technical competencies. As in past years, continuing-education units are available to those seeking renewal of their National Fireplace Institute® certifications. By popular demand, Tom Grandy, president of Grandy & Associates (Owensboro, Kentucky), is returning this year to provide a bevy of profitgenerating tips for specialty retailers. His two sessions, “15 Things All Successful Companies

Have in Common,” and “Effective Collection Techniques Plus Tax Tips Your Accountant Never Told You About,” are sure to be well attended. Other notto-be-missed seminars include “Women in the Hearth Industry,” “Increasing Your Profits Through Outdoor Living Sales,” “Marketing and Branding Lessons Inspired by ‘Star Wars,’” “How to Hire Exceptional Employees,” and “Introduction to Social Media.” With all these educational offerings and the opportunity to meet with other retailers and manufacturers in such a dynamic environment, you cannot afford to stay home. You might even want to stay a few extra days to hit the ski slopes in Park City, which is located just 30 miles from downtown Salt Lake City. CAROL DAUS EDITOR CDAUSWRITE@SOCAL.RR.COM

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guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

WHY I LOVE OUTDOOR LIVING

EDITOR Carol Daus

by CRISTINA FERRARE

cdauswrite@socal.rr.com

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Jesse Burkhart Cherise Forno LILY FASSNACHT

am so fortunate to live in Southern California, where the weather is truly conducive to living outside year round. Since I work during the week, I don’t have much of a chance to enjoy my outside space Monday through Friday, but on the weekends, my family is outdoors— every chance we get. It’s the time that we eat most of our meals outside, and I set my outdoor dining table with freshly cut flowers from our garden. Since I love cooking with fresh herbs, I cut those on the weekends (and work in the garden, while my husband is reading or working on his computer). Even our little dog sits outside—on one of our chairs—every day, in the sunshine. Every Saturday, I go to a farmers’ market in the Los Angeles area, where I buy all my fresh produce for the week. One of my favorite things to do is to grill the seasonal vegetables I find there, using my outdoor grill. I grill all kinds of produce—whether it’s peppers, zucchini, tomatoes, onions, or

Cristina Ferrare and Mark Steines, with a Santorini fire table from OW Lee

asparagus—to incorporate into many different types of meals for my family and friends. In my cookbook, “Cristina Ferrare’s Big Bowl of Love” (Sterling Epicure, 2011), I include an easy recipe for grilled veggies with a balsamic-reduction syrup. Not only is it healthy,

Grilled Veggies Makes six to eight servings

Finish with a sprinkle

1 bunch asparagus (about 12 to 14 stalks), rinsed, with tough stalk bottoms snapped off

of French or kosher

2 zucchini, sliced diagonally (1/4 inch thick)

salt and fresh oregano. Serve hot, cold, or at room tem-

4 Japanese eggplant, sliced diagonally (1/4 inch thick)

perature.

2 red bell peppers, seeded and cut into quarters

REDUCED BALSAMIC SYRUP

1 large yellow or red onion, peeled and sliced into rounds (1/4 inch thick)

Pour one whole bottle (16.9 fluid ounces) of

3 tablespoons extra-virgin olive oil

bring it to a boil over high heat. Lower heat

reduced balsamic syrup (recipe follows) French or kosher salt fresh oregano (for garnish)

balsamic vinegar into a small saucepan and to medium-high and continue to boil until the vinegar starts to thicken and forms a syrup-like consistency, about 15 to 20 minutes. Be careful not to thicken it too much,

Preheat an indoor or outdoor grill pan

or you will end up with a thick black goop.

until hot. Brush the vegetables with olive oil,

To test it, use a wooden spoon: If the syrup

all over, using a pastry brush. Add the veg-

coats the back of the spoon, it is ready to

etables to the hot grill in batches—and keep

remove from the heat. Let it cool to room

an eye on them, since some veggies grill up

temperature before you store it in the refrig-

more quickly than others.

erator. I use a needle-nosed plastic bottle to

Arrange the grilled vegetables on a platter and drizzle extra olive oil and

store my glaze after it has cooled. It will last for up to two months in the refrigerator.

reduced balsamic syrup over the top. Recipe adapted from “Cristina Ferrare’s Big Bowl of Love” (Sterling Epicure, 2011)

Patio & Hearth Products Report January/February 2014

Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL-MEDIA EDITOR Greg Thompson

quick, and delicious, but there also are so many dishes that can be made from this single recipe. Grilled vegetables alone make a beautiful platter, which is always a perfect complement to grilled chicken, fish, or meat. Often, I will chop up the vegetables and mix them in with a plate of freshly cooked pasta or risotto—or put them in the blender to make a soup out of them, with homemade chicken stock (which I always have on hand in my refrigerator). Panini are always popular sandwiches, and I make mine with goat cheese, lettuce, tomato, and grilled red pepper. I have an Evo® grill, which I just love because I can cook practically everything on it—including all my meats and vegetables (and even the bacon for breakfast). Having grown up in Cleveland, Ohio, I understand that not everyone can grill outdoors every day of the year. During our rainy season in Southern California, I can still enjoy the flavor of outside grilling by using a cast-iron grill pan on my stovetop. If you embrace the season and cook with the fresh produce that is available, it will make you feel as though you are living outdoors, even in the winter. With our children grown, my husband and I are in the process of downsizing and are currently searching for a new home. Since it will be the place we plan to live in for the rest of our lives, continued on page 81

CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

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Circle Reader Service No. 9

INDUSTRY

NEWS by KRIS KYES

Interior Design Magazine Recognizes TUUCI TUUCI (Miami, Florida), designer and

manufacturer of innovative shade products, has won a Best of the Year Award from Interior Design magazine in the outdoor-accessories category for its Plantation MAX Dual Cantilever Classic™. The annual competition relies heavily on the opinions of interior designers and architects, with online voting to select finalists and a jury of design leaders to select the winners. TUUCI’s Plantation MAX won the award in recognition of how it combines art with engineering to pro-

EPA Releases Draft Proposal to Revise the New Source Performance Standards On January 3, 2014, the EPA released the formal draft proposal of

its revision of the New Source Performance Standards (NSPS). This proposal includes changes to the certification process and to targets for wood stoves. It also brings all pellet stoves, wood furnaces, wood hydronic heaters, and masonry heaters into the EPA’s certification process. The release of the proposal begins a formal public-comment period that will last for 90 days after the rule’s publication in the Federal Register. The EPA will consider the comments and then issue a final version of the rule,

vide generously proportioned shade for two unique outdoor-living areas beneath one parasol unit. With a 4to-1 tandem retrieving crank system, the Plantation MAX is easy to operate, with a solo crank that glides open both shades (while maintaining a clear passage and uninterrupted ambience beneath them). An ultrastrong milled-aluminum fulcrum and automatic telescoping mast allow the canopy to close effortlessly over tables and chairs, while TUUCI’s Aluma-TEAK finish (in natural, java, or weathered teak) com-

possibly in early 2015. The Hearth, Patio & Barbecue Association (HPBA) has been preparing for this moment for the past four years and will be filing extensive comments on all aspects of this proposal after thorough consultation with the manufacturers directly affected (on December 10, 2013, the full section of all manufacturers in the Wood and Pellet Section met to review the anticipated costs of these comments; the group also changed its name to the Solid Fuel Section). Although the complete proposal package is more than 350 pages long, changes to the test methods and to the proposed targets are the key items. For wood stoves, as difficult as the suggested grams-per-hour changes might appear, the real challenges are found in

Plantation MAX Dual Cantilever Classic

bines the natural feel of a hardwood finish with the durability of TUUCI’s Armor-Wall aluminum construction. The Plantation MAX award winner has become a favorite with hotel/hospitality owners and managers because of its expansive shade area, durability, and ease of maintenance by resort and hotel staff.

Dougan Clarke, founder and CEO, says, “When you increase the enjoyment of your guests in outdoor spaces, you’re building your brand, increasing revenues, and creating a community of loyal fans for your property. The Plantation MAX is an essential element in the marketing and service strategies of many of our customers.”

proposed changes to the test methods (which are totally unsupported by data, in the EPA proposal). In addition, the proposal sets very aggressive targets for both warm-air furnaces and hydronic heaters, along with a new (and unique) target for masonry heaters. The HPBA states that it will be counting on manufacturers to study these changes in detail (and not to assume that the detailed changes to the methods are inconsequential). The solid-fuel side of the industry is facing its most critical challenge in the past 25 years. Manufacturers will be able to review this package together in their subsections, as well as at the Solid Fuel Section’s meeting at HPBExpo on March 5, 2014, in Salt Lake City,

Utah. There will be a briefing for retailers and representatives on March 7 at HPBExpo. Contact John Crouch (crouch@hpba.org) with questions.

SCHOTT ROBAX Develops Consumer Resource on Wood Stoves SCHOTT ROBAX, a leading manufac-

turer of heat-resistant transparent materials, recently developed an information source for consumers about the efficiency of modern wood stoves. The site illustrates the improvements and benefits of today’s wood stoves, as well as what consumers should look for when buying an EPA-certified model. Visit blog.us.schott.com/why-everyhomeowner-should-look-into-effic ient-wood-stoves/.

Radiant Orchid Is Pantone’s Color of the Year

Radiant orchid (Pantone 18-3224)

Patio & Hearth Products Report January/February 2014

Pantone LLC has selected the color radiant orchid (Pantone 18-3224) as the 2014 color of the year. According to Pantone, radiant orchid complements olive and deeper hunter greens, and it offers a gorgeous combination when paired with turquoise, teal, and even light yellows. The vibrant color will also enliven neutrals, including gray, beige, and taupe. In addition to reenergizing almost any color palette, this color provides a unifying element for diverse spaces. The color of the year’s selection requires careful consideration; to arrive at the selection, Pantone combs the world, looking for color influences. These can include the entertainment industry (and films that are in production), art collections, hot new artists, popular travel destinations, and socioeconomic conditions. Influences might also stem from technology, from the availability of new textures and effects that have an impact on color, and even from upcoming sports events that capture worldwide attention.

Twin-Star International Employees Give Back in a Big Way

Phifer Launches Updated Website

Twin-Star International, known for its ClassicFlame electric fireplaces and

Phifer Inc., global

Duraflame heaters, recognizes the importance of giving back to the community, and it encourages its employees to do the same. To support its staff ’s efforts, Twin-Star recently launched a new volunteer program, giving its employees up to

manufacturer of energy-saving sun-control fabrics, cutting-edge insect-screen products, drawn-wire products, engineered meshes, and indoor/ outdoor designed furniture fabrics, has successful- Phifer’s new website features a more user-friendly, interactive experience ly launched its updated website, www.phifer.com. Phifer’s newly the product-selection process. designed site features a clean, bright, Enhanced product sections offer and attractive layout and offers more visitors a close-up view of fabric streamlined navigation. swatches, colorways, and designs, in Paired with the use of socialaddition to technical specifications. media tools, the website provides all Mark Edwards, Phifer’s senior visitors with a more user-friendly, executive vice president and chief interactive experience. In fall 2013, marketing officer, says, Phifer launched its presence on both “Phifer.com is designed to be a key Facebook (www.facebook.com/ resource and information hub, not phiferincorporated) and YouTube only for our customers and con(www.youtube/phiferincorporated) sumers, but also for designers, to complement the electronic-media specifiers, and suppliers. As these initiative. audiences increasingly move to the A critical component of the new Internet, via our website or socialsite is the presence of various simpli- media platforms, our goal is to fied charts and guides (outlining key provide them with the informafeatures, benefits, and capabilities) tion they need, as quickly and that help take the guesswork out of easily as possible.”

Twin-Star employees volunteer to teach fire safety to students at Milagro Center in Delray Beach, Florida; from left: Nekay Firmani, Alana Klein, Jade Fink, Denise Kantrowitz, Donna Jagru, and Nick Walker

eight hours of paid time off per year to perform volunteer service for a TwinStar–approved charity. Denise Kantrowitz, vice president of corporate operations, says, “It is our responsibility, as a good corporate citizen, to help strengthen the communities in which we work and live. We encourage our staff members to become involved in their communities by lending their voluntary support to programs that enrich the quality of life and opportunities for all citizens.” She adds that the new volunteer program not only will provide support for the community, but also will foster employee collaboration and team building, will enrich employees’ lives, and will have a positive impact on the morale and culture of Twin-Star.

Sand Hill Wholesale & Mfg. Completes Purchase of Facility Mark Hawkins, president and owner of hearth-products distributor Sand Hill

Wholesale & Mfg. Inc. (Columbus, Ohio), has just completed the purchase of the 26,000–square-foot facility where the company is currently operating. The decision to purchase was made after considering the benefits of ownership versus leasing. This purchase allows Sand Hill Wholesale greater flexibility to respond to growth needs, in addition to the freedom to change the facility as needed for improved operations. Hawkins feels that this move positions Sand Hill Wholesale for greater stability in today’s competitive marketplace.

Tropitone Expands Its California Headquarters Facility Tropitone Furniture Company Inc.

has increased its square footage in Irvine, California, by 25%, with a new facility located across the street from its current headquarters and manufacturing facility. The company intends to have the new facility fully operational during the first quarter of 2014. Cap Hendrix, president and CEO, says, “A critical component of Tropitone’s strategy is to provide a nimble response to continuously evolving customer requirements. In 1970, 16

years after Tropitone began in Sarasota, Florida, we established a facility in Orange County, California, providing the bicoastal presence we enjoy today.” He explains that the company believes that a responsive business model—based on the principles of close-to-market locations, manufactured-to-order products, and short cycle time—creates unique value in the marketplace. He adds, “This significant expansion of our presence in Southern California strengthens our dedication to providing customers what they want, when they want it.” The new facility will be dedicated to

Headquarters of Sand Hill Wholesale & Mfg. Inc. in Columbus, Ohio

product design and development, marketing, sales, and corporate support, including finance. It will also house a product showroom. The warehouse space will include a logistics center for materials with long lead times. “Our facilities are located in the Irvine Spectrum area of Orange County,” Hendrix adds. “We are part of a master plan that seamlessly integrates transportation, housing, offices, manufacturing, warehousing, retailing, restaurants, entertainment, and parks into a cohesive community. Space in this area is highly desirable and very much in demand. We are very fortunate

to have found a space perfectly suited for Tropitone’s needs, literally across the street from our current facility.”

Treasure Garden’s Rug Tower Display Unit Helps Retailers Treasure Garden has introduced an

innovative display unit designed to increase sales of its recently introduced line of outdoor rugs. The rug tower display requires a minimum of floor space and is equipped with wheels for mobility, making high product exposure possible, indoors or outdoors. Incorporating a slender vertical orienta-

January/February 2014 Patio & Hearth Products Report

INDUSTRY NEWS

NMU Students Design Wicker for Lloyd Flanders

results for our retailers,” Dorough says. “As add-on items, our rugs have created the potential to double sales, at retail, and this will help retailers enhance that even further.”

ICFA Announces 2014 Retail Council Leaders The International Casual Furnishings Association (ICFA) has announced

Northern Michigan University students who presented their designs; from left: front, Aaron Ratza; middle row, Paige Doolin, Matt Steinmetz, Brendan Solinsky, Mike Carl, Hunter White, and Gaby Alzaga; back row, Michael Rasmussen, Peter Pless (professor), and Nolan Warn

program partnered with longtime Menominee, Michigan, manufacturer Lloyd Flanders to develop concepts for contemporary woven furniture that might appeal to younger consumers. Students gained valuable experience working for a real-world client and tempering their creativity with the constraints of available materials, production methods, and labor costs. Company officials appreciated the fresh perspective and imaginative uses for the trademarked wicker material, which is woven on the original 1917 Lloyd loom and handstretched over frames of aluminum tubing. Students presented their final designs at the company in December 2013. They received con-

structive feedback on aesthetic value, practicality, and manufacturing potential. Lloyd Flanders will select three to fine tune for its display at the Chicago International Casual Furniture & Accessories Market™. The pieces might also be shown at the International Contemporary Furniture Fair in New York, New York. Peter Pless, NMU art and design professor, says, “This project allowed students to move outside the comfort zone of their campus studio. They had to create not just stylized objects, but pieces that incorporated functionality, human behavior, and ergonomics. To draw a design is one thing. To do computer modeling of a design is another. When you add the unique requirements of mass production, ver-

sus a custom piece, and working on a client’s terms, instead of their own, it challenges their sensibilities.” Dudley Flanders, CEO of Lloyd Flanders, notes that the company launched an aggressive program to develop contemporary, smaller-scale, urban/hip-looking furniture targeting younger professionals. “We were eager to see how college students would approach design using our materials, and we hope to broaden their interest in manufacturing,” he says. “We were thrilled to work with NMU because we consider ourselves very much a part of Michigan’s Upper Peninsula and appreciate the opportunity to foster that U.P. spirit. The progression from the students’ early designs to functional and potentially marketable products was incredible.”

tion, the display can accommodate up to six rugs. Jeff B. Dorough, vice president of Treasure Garden, says, “With 80% of our retail partners adding rugs following the fall markets, the introduction of a display unit was seen as the next step in the overall product line’s marketing. Our retailers are able to roll this innovative rug display anywhere in the store. It can be placed near the register, as well as

allowing the retailer to merchandise rugs (by color story) near the appropriate furniture collection.” The display’s minimal size also allows for the use of multiple display units—for accessorizing throughout the sales floor. The Treasure Garden rug tower display is constructed of black powdercoated steel, with five polyurethane wheels and one locking wheel. The unit comes with a one-year warranty. The

rugs are held in place vertically with weather-resistant strapping. Each rug comes with a style hangtag that lists product specifications, as well as samples of coordinating umbrella fabrics. The introduction of the outdoor-rug line by Treasure Garden was part of the award-winning manufacturer’s efforts to deliver complementary outdoor accessories for the shade-product lines. “Outdoor rugs have already produced

At Northern Michigan University (NMU), the human-centered design

Patio & Hearth Products Report January/February 2014

that Kristine Schultz-Hutchinson of Patios Plus (Rancho Mirage, California) has been named chair of the organization’s Retail Council for 2014. ICFA membership includes all sectors of the casual-furnishings industry: retailers, manufacturers, suppliers, sales representatives, designers, and media associates. The Retail Council provides leadership for programming and services designed to meet the needs of the industry’s retail stores. Mary Beth Singleton of Tropic Aire Patio Gallery (West Columbia, South Carolina) will serve as vice chair of the council in 2014. New members joining the council in 2014 are Brad Schweig of Sunnyland Furniture (Dallas, Texas); David Jacobs of Jacobs Upholstery and Patio (Spokane Valley, Washington); Debs Pedigo of The Fire House Casual Living Store (Charlotte, North Carolina); Brian Lawrence of Emigh’s Casual Living (Sacramento, California); Jessica Salisbury of Village Green (Rockford, Illinois); and Tom Vielbig of Backyard Living (Ridgewood, New Jersey). Continuing their service on the council are Bruce Aronson of Pool & Patio Center (Metairie, Louisiana); Cathy Galbreath of ABSCO Fireplace & Patio (Birmingham, Alabama); Garrett Wallace of Yard Art Patio & Fireplace (Irving, Texas); Bruce Erickson of Williams All Seasons (Highland Park, Illinois); Gail Williams of Sunshine Furniture (Vero Beach, Florida); Paul DeMerlis of The Sign of the Skier (Toronto, Ontario); and Mary Fruehauf of Fruehauf ’s Patio & Garden (Boulder, Colorado).

Lloyd Flanders Opens New Year-round Showroom in Atlanta Lloyd Flanders has opened a new

showroom at the Gardens of the AmericasMart® in Atlanta, Georgia. The newly designed space opened officially during the January 2014 Atlanta International Gift & Home Furnishings Market® and will be open year round. Warren Juliano, vice president and

Circle Reader Service No. 13

INDUSTRY NEWS Laurie Bell and Scene Weaver Announce Debut of Latest Textile Designs Laurie Bell, Fashion for Outdoor Rooms, and Scene Weaver intro-

duced their latest collections of luxury indoor/outdoor softaccessory lines at the January 2014 Atlanta International Gift & Home Furnishings Market®. The spring 2014 colorways introduced at the Atlanta market included aquamarine, navy, and poppy. Within aquamarine spring 2014, fresh aqua blue (with chartreuse accents) is incorporated into multiple floral and geometric patterns. The navy spring 2014 collection highlights the crisp contrast of navy and white New fabric designs from Laurie Bell and Scene through chevrons, stripes, and Weaver geometrics. In poppy spring 2014, a bold coral-red (poppy) is foliage and curved elements is a highpaired with fresh white and the comlight of the collection, which also plementary aqua for further collection includes other coordinating stripes, circoordination. A whimsical pattern of cles, and flame designs.

national sales manager of Lloyd Flanders, says, “We are very excited to be a part of this exciting presentation in Atlanta’s AmericasMart. The Gardens is staffed year around by well-trained professional managers who specialize in serving the region’s design community.”

Boyd Marks Joins Capel Rugs As Sales Manager Boyd Marks, a veteran home-furnish-

ings sales representative, has joined Capel Rugs as manager of sales for Alabama and the Panhandle region of Florida. Marks has worked with some of the best-known brands in the Southeast. During his 18 years as a sales representative, he has performed traditional sales duties, overseen product displays, trained sales staff, monitored store operations, and fostered relationships with key accounts throughout his territory. Allen Robertson, vice president of sales for Capel Rugs, says, “Boyd’s proven success in merchandising, purchasing, and sales made him the ideal candidate for this position. Boyd will enable us to increase service to our furniture and flooring customers dramatically in these strategic market areas.” Marks is based in Fairhope, Alabama, just 30 minutes’ drive from the Florida state line. He will continue to make good use of his existing relationships with dealers in the Gulf Coast region, including Orange Beach and Gulf Shores, Alabama, as well as Destin, Panama City, Apalachicola, and Pensacola, Florida.

Department of Energy Rulemaking Could Affect All Hearth Products On December 31, 2013, the Department of Energy (DOE) pub-

Circle Reader Service No. 14

Patio & Hearth Products Report January/February 2014

lished “Proposed Determination of Hearth Products As Covered Consumer Products” in the Federal Register. The rulemaking seeks to establish coverage over essentially all gas hearth products. The proposed determination has the potential to affect even more products than the rulemakings that the Hearth, Patio & Barbecue Association successfully challenged in federal court. Although there are no energy standards directly proposed or put into place by this proposal, the DOE indicates that adoption would be seen as positively determining that future standards might be warranted and should

be explored in subsequent energy-conservation standards and test-procedure rulemaking. In other words, if these gas appliances are covered, the DOE is free to impose energy-efficiency standards on them. The proposed DOE definition of a hearth product is a gas-fired appliance that simulates a solid-fuel fireplace or presents a flame pattern (for aesthetics or other purposes) and that may provide space heating directly to the space in which it is installed. The DOE goes on to say that the proposed definition includes (but is not necessarily limited to) all vented and unvented hearth products. More specifically, it includes vented decorative hearth products, vented heater hearth products, vented gas logs, gas stoves, outdoor hearth products, and ventless hearth products. Virtually every gas-fired product would be subject to having energy-efficiency requirements, input limits, or other restrictions applied to it. The proposed determination’s publication in the Federal Register started a 30-day comment period. All comments on the proposal were submitted by January 30, 2014. It is a virtual certainty that the DOE is anticipating future rulemaking to address energy efficiency or conservation standards for at least some gas hearth products. While the exact products to which the DOE will seek the application of efficiency standards are not yet known, this rulemaking would open the door for the DOE to apply standards to any of the products listed. In fact, the proposed definition is so broad that it probably includes firepits and might include gas grills (although this is unlikely). This rule could severely limit which products manufacturers could produce, retailers could sell, or customers could purchase.

Industry Challenges Alaska’s Proposal to Lower Emissions Limit In December 2013, a delegation from the Hearth, Patio & Barbecue Association (HPBA) traveled to

Fairbanks, Alaska, to meet with state and local officials regarding a new proposal to lower the emission limit for wood-burning stoves sold in Fairbanks. Dan Henry (president of Northwest HPBA) and Chris Neufeld (from Blaze King Industries) joined John Crouch (the HPBA’s public-affairs director) on

the trip, which included a gathering of local industry members, as well as briefings with a number of government officials. The briefings focused on the limitations of the EPA’s test method, including the fact that the method has never predicted the real-world performance of certified wood stoves. The group returned to Fairbanks for formal hearings in January. For more information, contact John Crouch (crouch@hpba.org).

installation instructions. When the PolyPro by DuraVent venting system is used, the vent-pipe requirements stated in the unit’s installation instruction (minimum and maximum vent lengths, termination clearances, and so forth) apply and must be followed. The instructions provided with the PolyPro by DuraVent venting system should be followed, where applicable. The PolyPro by DuraVent

venting system must also meet the uninsulated- and unconditioned-space criteria that are listed in the furnaceinstallation instructions. Lennox has approved the use of DuraVent’s manufactured vent terminations. When applying these terminations, use 12 feet as the equivalent vent length, in addition to the equivalent length of the pipe and fittings. PolyPro venting features gaskets that

are installed in the female ends of vent pipes to make joining together individual vent pipes quick and easy. When replacing a midrange-efficiency appliance with a new condensing 90+ appliance, the technician can use the existing B vent (any brand) as a chase for the new appliance with PolyPro. Locking bands are required for all joints; screws are not allowed, as they would penetrate the sealed wall of the vent pipe.

Soundcast Hires Jesse Coyer As National Director of Training Soundcast Systems, developer and

manufacturer of high-performance wireless music systems, appointed Jesse Coyer as national director of training, as part of its strategy for accelerating growth. Coyer started his consumer-electronics career in sales, at Ultimate Electronics, in the 1990s. He advanced to store management and was promoted to general manager in 2004. In 2005, Coyer joined Magnolia Home Theater as a supervisor, and he later advanced to in-home sales with the company’s Geek Squad entity. He helped develop its scalable field-selling and training program. In 2009, he was promoted to the Best Buy corporateleadership team, where he was responsible for Magnolia Home Theater sales, training, and operations strategy, working hand in hand with district and territory field teams for the $500 million chain. During his tenure of more than seven years at Best Buy/Magnolia Home Theater, Coyer helped create several groundbreaking sales tools and led an innovative training strategy that greatly improved the customer experience (and success). Coyer will be traveling with Soundcast’s regional sales managers to visit channel partners and will be reaching out (by phone) to key dealers and distributors to learn about their businesses, unique training needs, sales staffs, and corporate cultures.

PolyPro Approved for All Models of Lennox, AireFlo, and Trane Condensing Gas Furnaces According to M&G DuraVent, PolyPro

vent pipe, fittings, and terminations have been approved for use on all models of Lennox, Aire-Flo, and Trane condensing gas furnaces. Both 2-inch and 3inch vent-pipe diameters have been approved as an alternative to PVC and ABS materials, when installed in compliance with PolyPro by DuraVent

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Circle Reader Service No. 15

January/February 2014 Patio & Hearth Products Report

spotlight

A Warm Reception Consumers welcome the technical and design features of this year’s new fireplaces. by CHERYL DANGEL BARTOLINI

manufacturer’s perspective, the scope of the barrier-regulation program presented enormous challenges.” In fact, in order to meet the tight compliance deadline, Napoleon has allocated additional resources to its research/development team. The team’s assignment, Schroeter explains, was to design a barrier that was not only compliant/certified, but also attractive and cost effective. He says, “Our focus was on doing it right the first time—so that going forward, we could continue to offer our customers the same high-quality, diversified, and innovative products they have come to expect from Napoleon.” A CLEAN FACE After regulations, the next hottest topic is design—and on design trends, everyone has an opinion. Nick Bauer, vice president of product development for Empire Comfort Systems (Belleville, Illinois), says, “Whether you’re selling traditional fireplaces with log sets or contemporary fireplaces decked out with decorative glass, many consumers want clean lines. Doors and frames, if a fireplace even has them, are getting smaller and less pronounced.” Becky Scribner, brand director for the Heat & Glo and Heatilator brands at Hearth & Home Technologies (Lakeville, Minnesota), concurs. She says, “Modern style is becoming mainstream, and consumer investment in outdoor-living spaces

here are fireplace manufacturers who say that top-of-mind awareness, in the industry today, belongs to design trends—while others say that it is claimed by the new government regulations coming in January 2015. Kent Roeder, vice president of Mendota Hearth Products (Cedar Rapids, Iowa), reports that government regulation and efficiency dominate every2 thing, these days. Jim Hussong, president of Kozy Heat Fireplaces (Lakefield, Minnesota), agrees. He says, “Arguably, the biggest topic, for dealers and manufacturers, is the new protective-barrier (safetyscreen) standard; barriers will be mandated, for 2015, on all vented gas fireplaces.” Hussong says that several years ago, consumer complaints were made against several manufacturers as a result of burns caused by contact with hot glass on gas fireplaces. “The government and the Consumer Product Safety Commission led a

Patio & Hearth Products Report January/February 2014

strong campaign to mandate a safety barrier on fireplaces, and their efforts were dedicatedly supported by the Hearth, Patio & Barbecue Association. We are pleased to see the industry take a proactive stance on this important safety issue, but it will certainly bring about changes within the industry,” he explains. Stephen Schroeter is senior vice president of sales, marketing, and administration for Wolf Steel Ltd. (Barrie, Ontario), parent company of Napoleon® Appliance Corp. He says, “From a

6 4 continues to gain momentum. Those are the two big growth areas.” As Martin Miles, product director and CEO of Miles Industries Ltd. (North Vancouver, British Columbia) explains, “I would say that clean, simple lines have now become predominant, in terms of styling. While this 5 trend may have begun with part of the large, high-end fireplace sector, it is now more common across all size ranges and shapes within our product lines.” Jess Baldwin, senior vice president of sales and customer service at Vermont Castings Group (Paris, Kentucky), argues that this trend isn’t exactly big news. He says, “It started a couple of years ago, with the shift away from louvers on the front of a fireplace to clean-faced or contemporary style.” The news is that the trend is not passing: It is here to stay, and it is spreading. Once, design was all about the exterior of the fireplace. Now, however, the modern trend is going inside the box. Baldwin notes that consumers want to see fire with something other than logs. He says, “They want the fire to come up through glass, stones, or a combination of stones and glass.” CLEAN BECOMES CLEANER Of course, even clean-faced fireplaces can become cleaner in design. This is accomplished by getting them off the floor. David Lackey, vice president of

marketing and business development for Dimplex North America Ltd. (Cambridge, Ontario), says, “Right now, it’s all about wall mounts, especially recessed models (such as our BLF series). They’re truly versatile, providing atmosphere—as well as supplemental heating—while taking up no valuable floor space.” He adds, “The current casual and contemporary style of furniture and accessories is a big driving force for the increase in wall mounts’ popularity. People want sleek and slim designs that complement their decor. Homerenovation shows have sparked people’s creativity and their desire to redesign their living spaces. Wall mounts are great for this, since they maximize floor space and help to declutter the home.” Steven Plass, director of marketing for Innovative Hearth Products (IHP), Nashville, Tennessee, says, “The 30something generation is driving home ownership and is less traditional. These consumers are looking for a more contemporary design element and are moving the market—to a sleek and elegant contemporary design that emulates

their presence and style.” Bauer says, “It’s a 8 change in home-decor preferences among architects, interior designers, and consumers. There will always be a market for robust fireplaces with metal frames, but that style doesn’t always fit with the clean, uncluttered look found in a lot of new homes. If a fireplace does not integrate well into an architect’s vision for a living space, he or she is not going to incorporate it into the design.”

1. The Majestic Echelon WDV500 (with the optional Driftwood log set) from Vermont Castings Group 2. The Valor Horizon fireplace from Miles Industries 3. The EPI3 wood insert from Napoleon 4. The Astria™ Envy fireplace from Innovative Hearth Products

UNCLUTTERED DESIGN Lackey says, “Casual and contemporary styles will continue to be prevalent design trends as baby boomers declutter their homes and downsize into condominiums. Spalike bathrooms featuring wall mounts and large bedrooms with media consoles are must-have products for this segment,” Schroeter notes, “The linear, modern fireplace models are steadily growing in popularity and selling well in all demographics. We thought that the niche for these would only be in urban areas, but we were wrong:

5. The Boulevard vent-free linear see-through fireplace from Empire Comfort Systems 6. The Amsden fireplace and Opti-myst® flame technology from Dimplex 7. The FV44i Willowbrook square, in antique copper, from Mendota Hearth 8. The Alterra wood insert from Regency Fireplace Products

January/February 2014 Patio & Hearth Products Report

spotlight

1 Everyone likes them. Clean-faced designs are becoming the standard as louvers are slowly dying off; in addition, consumers are gravitating more toward design/quality rather than price, which is nice to see.” Today’s buyers are looking for options to suit any decor. They are not, Roeder says, “just picking out a fireplace or insert to add to their homes. Having enough facing options to meet their demands is extremely important.” Miles suggests that meeting the need for more options might provide a way for manufacturers to stand out in the industry. He says, “With the similarity of basic overall design, manufacturers have to look for ways to differentiate their products. Finishes and other design elements, such as fuel effects, are obvious ways. These are expensive home investments that should stand the test of time. The trick is to be interesting without choosing elements that will prematurely date the fireplace. ” Empire is doing just that. “We are applying different materials and manufacturing techniques to produce simple, elegant fronts and accessories,” Bauer explains. “A few years back, we were using lasers to cut intricate designs for our louvers and doors. This year, many of our decorative fronts will feature thinner lines and will be made from metals that have a handworked look.” If there is another trend in design, it favors multipurpose fireplaces. Consumers might want clean styles, but as Brian Brigham, director of marketing and public relations 18

for Twin-Star International Inc. (Delray Beach, Florida), notes, they also want the fireplace to serve more than one purpose. He says, “The number-one trending topic in the electric-fireplace industry, right now, is the evolution of the media mantel. It has become so much more than just a fireplace that a television gets placed on; consumers wanting a better use of functional space in their homes are driving this trend. Homeowners want to make greater use of available wall space and cut down on clutter. This usually means having less furniture—and maximizing the space available in every room.” Brigham reports that trends are starting to shift, no longer leaning toward simply housing a fireplace in a beautiful piece of furniture. He says, “With the multifunction furniture trend, we are seeing great success with our models that contain such integrated items as speaker bars and wine or beverage cabinets (and in some of our premium models, both types of cabinets).” WHAT’S NEW The new Dimplex Opti-myst® line, which was launched in spring 2013, has been a game changer for the fireplace industry, Lackey reports. In particular, he’s referring to the company’s patented 3D flame effect. He says, “The Opti-myst technology is on the cutting edge of innovation, with its true-to-life beauty and impeccable realism. There’s truly nothing else like it on the market. The illusion of lifelike flame and smoke in the Opti-myst is

Patio & Hearth Products Report January/February 2014

3 created using patented ultrasonic technology, combined with powerful illumination. The real showstopper is that it uses water: People can’t believe it. Best of all, there are no harmful particulates or emissions involved in the technology, so it’s the safe, logical, and beautiful choice for any living space.” In keeping with the trend toward clean, uncluttered design, Empire will add new direct-vent fireplaces in portrait styles—greater in height than in width—to its product lineup. The company will offer these fireplace both in traditional models (with handpainted log sets and brick liners) and in contemporary models (with fire bowls that hold decorative glass). The company is taking its ventfree models in the opposite direction, Bauer notes. It is adding a 4–footwide linear model with a contemporary burner. He says, “It’s about as clean as a clean-faced design can get because you can install it with no frame at all. Your finished wall goes right to the opening on all four sides, so all you see is the inside of the fireplace. We’ll have a conventional inwall model plus a see-through model that’s superimpressive.” Other Empire products are always being improved. “We constantly evaluate existing products, looking for ways to make them better, more efficient, and easier to install and service. It’s an ongoing process: If you stand

1. The portrait-style contemporary fireplace from Empire Comfort Systems 2. A fireplace from the Valor L2 linear series by Miles Industries 3. The Astria™ Aries fireplace from Innovative Hearth Products

still, in today’s marketplace, you’ll be run over,” Bauer says. IHP has launched the new Astria™ fireplace brand. Within Astria is the Aries direct-vent fireplace (to be launched in early 2014). “The Aries direct-vent contemporary fireplace is highly efficient and perfectly sized to suit a small-to-midsized room,” Plass says. “It’s the optimum solution for those looking for an upscale approach at an affordable price.” The Aries comes standard with black-glass media. Also within the Astria brand is the Envy™ direct-vent fireplace. The porcelain interior of the Envy CD (contemporary configuration) provides the perfect backdrop for a sleek focal point. Consumers can select from five glass options to suit their tastes or to complement their homes’ styles. For its existing products, IHP has the new regulations well in hand and is “moving toward safer, more efficient products,” Plass says. He

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spotlight

1 promises that other new products in development will “capitalize on higher performance efficiencies and safety barriers that allow consumers to have an enjoyable product that is safe in almost every living environment,” he adds. The latest addition to the Kozy Heat product line is the Slayton 36 linear contemporary fireplace. The version of this fireplace with a 42inch viewing area has been successful, and it was a natural progression to expand the offering to include a 36-inch option. Several months ago, the company launched new 42-inch cleanview fireplaces, the Bayport-L and Bayport-G, which are available in both traditional and contemporary versions. Last summer, Kozy Heat expanded its line into the outdoor category with the Northern Firelights patio fireplace table. Hussong reports that the majority of changes to existing products will come in the form of new fronts that meet the 2015 safety-barrier standards. Mendota has added larger, fullview units and many new design options over the past year. “We will have a linear line with many design options at HPBExpo in Salt Lake City, Utah,” Roeder says.

1. Kozy Heat’s Bayport 41L fireplace 2. The Dimplex Brayden wall-mounted fireplace with Opti-myst® 3. Heat & Glo’s REVO fireplace 4. Napoleon’s GSS48 outdoor linear fireplace

2 In addition, he reports, the company is upgrading its top sellers to have greater ease of operation— and to use the absolute latest in valve technology. In 2014, Miles Industries will launch a whole new midsized-fireplace line, the H5 Horizon series. “Our original Horizon model was launched in 1998 and remains a leader, in terms of heating effi3 ciency,” Miles says. “Over the years, we have introduced a large assortment of traditional and contemporary fronts— in both cast iron and steel—to give it a wide variety of styling options. The new H5 will take the Horizon family into many more homes and will feature a variety of fuel effects and style options. We look forward to launching it at HPBExpo.” Miles reports that most of the company’s existing products have received significant upgrades, in terms of fires and new front options, over the past months. He says, “All of our models have incorporated safety screens since the end of 2012—and have been very well received by dealers and consumers. We continue to work at fine-tuning these designs and integrating them as seamlessly as possible into the models’ styling.” Notable additions to Napoleon’s product line are the Galaxy™ GSS48 outdoor linear fireplace, S

Patio & Hearth Products Report January/February 2014

4 series wood stoves, and the EPI3 wood insert. “We offer the new GSS48 in both singlesided and seethrough models, complete with a multicolored LED lighting system (standard),” Schroeter notes. The S series wood-stove lineup offers clean, contemporary wood stoves ranging in size from small to large. The EPI3 wood insert matches the modern look of the S series, but is also available with a traditional look. For 2014, noteworthy Napoleon items will be a new high-end gas and wood series and a new cleanfaced series. Schroeter says, “Despite all the work on developing the fireplace barriers this year, we will be bringing an array of new products to market.” In addition, Schroeter notes, he is excited to see Napoleon’s new logistics center, which will begin operating this spring. “With almost 300,000 square feet of additional warehousing space and a state-of-the-art shipping system, we will be able to provide our customers with products faster than ever,” he explains.

The main changes to existing Napoleon products are attributable to the new barrier standard. “We are taking this time to upgrade all our fireplace units with best-in-class designs and decorative fronts,” Schroeter says. “We are focused on (and dedicated to) continuous improvement, enhancing our products all the time; typically, small revisions, upgrades, updates are based on industry standards and on feedback from our customers and our associates.” Regency Fireplace Products (Delta, British Columbia) is expanding its wood-insert product line. Following the success of the Alterra and Hampton series of wood inserts, Regency is expanding these lines to include a new medium/large wood insert that will feature its Eco-Boost technology. Existing gas products will be modified to add mesh safety guards (to meet the 2015 regulatory requirements). In addition, Regency is “adding new fronts and finishes to various products to expand consumer choices—to match and complement their home decor—in both gas and wood products,” according to Melissa Oakford, senior product manager for Regency. Twin-Star has had tremendous success with such products as its

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Circle Reader Service No. 21

spotlight

1 Enterprise multimedia mantel, which features an Apple® mobiledevice dock, as well as a speaker bar (with six speakers and a built-in powered subwoofer) and Bluetooth wireless connectivity. “Twin-Star is taking the multifunction concept to the next level and combining our designs with newer, more advanced technologies that will continue to grow this segment of the market by enhancing our consumer’s experience,” Brigham says. Existing products will also get upgrades. “Our marketing studies show that our consumers are just as interested (if not more interested) in heating capabilities as in ambience. Taking this into consideration, we are now introducing our infrared heating technology in a 23-inch insert size. Infrared heating technology is capable of warming up to 1,000 square feet—an additional 600 square feet (over the usual insert’s 400 square feet). I am confident that the robust heating technology of this premium insert is going to make it a hot item— no pun intended,” Brigham says. Vermont Castings Group will introduce a new clean-faced, linear,

1. Twin-Star’s contemporary media mantel (with iPhone dock) 2. The REVO fireplace from Heat & Glo 3. The V46 Grace arch, in Swedish nickel, from Mendota Hearth Systems

3 vent-free fireplace at HPBExpo. Also new is a clean-faced, 36-inch builders’ fireplace that can use logstyle or contemporary stone/glass media with the same burner. It, too, will be introduced at HPBExpo. “That will be the beginning of an entire lineup of fireplaces in that configuration,” Baldwin notes. Eventually, Napoleon will add 33and 42-inch models to the line. The company also is looking at some new technology that will be integrated into its existing products, but details are not yet available. WHAT’S NEXT If the contemporary movement is here to stay, what’s next? Baldwin predicts that the trend favoring contemporary, clean-faced design will continue to grow, over the next three to five years. “Europe had been contemporary for at least 10 years before the trend started here,” he notes. If that’s the case, what will come next, in terms of new designs, for consumers who want the latest and

Patio & Hearth Products Report January/February 2014

greatest? Bauer forecasts that the future will offer buyers new shapes. He says, “Fireplaces—especially gas fireplaces—used to come in just one or two shapes. Then, we had linear models, and now, portrait models. We are experimenting with different angles and materials, inside and outside the box. The goal, for me, is to build products that capture the attention and the imagination of consumers who may have no interest in conventional fireplaces. I want them to see these unusual fireplaces and picture them in their homes.” Roeder says, “Tablets and smartphones will be a part of our technology.” Hussong, however, says that the future will focus on wood-burning hearth products. He adds, “I do believe that we will see some innovative ideas, throughout the industry, as manufacturers strive to produce low-emissions wood products.” Gas inserts, Hussong predicts, will continue to be a strong product category for retailers, and it is likely that the range of available choices will continue to grow. Miles says, “While the Department of Energy’s rulemaking on decorative gas fireplaces has been temporarily thwarted, it is inevitable that products that are expressly marketed and sold with heating-performance claims will become regulated, at some point.” He adds, “Consumers and industry will be well served by a properly

considered new AFUE test method and fair-minded regulation that allows manufacturers that choose to design for efficiency (and come under regulation) to stand out—in a fair and level playing field. This will spur true innovation.” Brigham says, “I am confident that the next innovations for our industry are going to be focused around the flame effect and on heating larger square footages. The multifunction-furniture trend does not seem to be slowing down, so I am sure we will see fireplaces popping up in furniture—where we would probably not expect them,” Brigham says. Baldwin expects a simplification of operating systems, going forward. “We have made these products very complicated for the consumer to use. We have added a lot of features that the consumer doesn’t necessarily want, so I think we’ll be going back to a simpler system to control the fireplace,” he says. SIMPLE AND CLEAN Simple design goes hand in hand with clean-faced, streamlined, and contemporary styles. “I think it’s the millennial generation that’s driving the trend,” Baldwin says. “I’m a baby boomer, so my tastes tend to be more traditional—but when I look at the home of my daughter (who is 32), it is far more contemporary than I would be comfortable with: If you go back and look at how designers are decorating new homes, it is more a transitional look, but certainly trending away from traditional.” Miles adds, “Historically, fireplaces have always reflected the architectural-design elements of the day. While period designs (especially those of the Federal period) remain popular, the contemporary or modern period has become firmly established—and even dominant—in most regional markets.” He continues, “In many cases, we are seeing home renovations where the exteriors remain true to their original character, and the interiors are being remade completely in a contemporary manner. With an extensive selection of specialty magazines and home-remodeling channels beating the drum, is it any wonder?”

Circle Reader Service No. 23

MARKETING MANEUVERS

taking a break Working limited hours during the off season hasn’t hampered success for this New England retailer. by KIMBERLY RODGERS photography by MARK WILSON

any outdoor-furniture retailers in cold climates turn to alternative product lines, such as Christmas trees and holiday accessories (or fireplaces and other hearth products) to bring foot traffic—and a revenue stream—to their stores during the off-season. André and Nancy Pimentel take a different approach to their retail operation, Dartmouth Casual Furniture (South Dartmouth, Massachusetts). For the past several years, the Pimentels have kept winter hours; during the off-season, the store is closed Sunday through Friday and is open only on Saturdays or by appointment. Regular hours resume March 1. “At one time, we used to be open year round, but found it is just not worth it for us,” André Pimentel says. For many years, once the store closed for the winter, the Pimentels would pack up and go to their home in Florida, returning by March 1 to reopen. Pimentel says, “Now that our

office. There are also two additional warehouses located nearby (including a 15,000–square-foot building), allowing quick delivery of most orders. “The size of our store, the selection we offer, and our reputation are all factors that help us to do well,” Pimentel says. “Most important, our customers simply feel comfortable buying from us because we are confident in what we sell, and we know what we are talking about; customers sense that.”

youngest son is in high school, we close the store—but we stay here in the winter to get our warehousing and pricing ready for the spring.” Limited winter hours certainly have not affected the success of Dartmouth Casual Furniture, which attracts customers from throughout the region (including Boston; Providence, Rhode Island; and New Hampshire). Buyers flock to the store, no doubt, due to its huge selection of high-quality furniture lines for both inside and outside the home. Products are displayed in an expansive 10,000 square feet (part of a 16,000–square-foot building), expertly divided into five separate showrooms for different categories. The remainder of the space is used for warehousing and an 24

Patio & Hearth Products Report January/February 2014

FROM WHOLESALE TO RETAIL Dartmouth Casual Furniture began as a wholesale business that Pimentel’s father, Octave, and a business partner started in the early 1950s. They began importing and wholesaling wicker baskets and furniture from Portugal and Yugoslavia, and they also had a small retail operation. Pimentel says, “Over time, the business grew, and it became a very successful wholesaler to specialty stores throughout the country.” Pimentel, who had worked in the business since he was young, bought it in 1988, after graduating from college. “By then, both partners were ready to retire,” he says. His wife, Nancy, started working in the business in the early 1990s. Once the couple took the helm, the business gradually shifted away from wholesale side and focused more on retail. The Pimentels also made a big shift for the company by introducing higherquality product lines—such as Kingsley-Bate, Lane Venture, Gloster, and Telescope Casual—to the store’s inventory. “The addition of high-end product lines was very important to the success of our store,” Pimentel says. “High quality is what we feel most comfortable dealing with, so it makes it easy for us to sell. Consumers were also becoming willing to spend more money on better furniture for their sunrooms and outdoor spaces than they were

Top: Nancy and André Pimentel Bottom: Dartmouth Casual Furniture features five separate showrooms

Circle Reader Service No. 25

MARKETING MANEUVERS

when the business first started.” Today, Dartmouth Casual Furniture carries lines from most of the major casual-furniture manufacturers. “Our biggest sellers are spread out between vendors. By not putting too many eggs in one basket, we protect ourselves against a decline in the popularity of certain products,” Pimentel says. Current trends that he is seeing include the fact that more buyers are leaning toward contemporary styles and that they are making fewer (but larger) purchases. “Since our area is very traditional, the contemporary trend has taken a while to catch on,” he says. GOODWILL MARKETING Customer service is a key component that keeps bringing people back to the store. “Fortunately, we have a great team of employees; staff members care and try their best to keep everyone satisfied,” Pimentel says. A huge percentage of Dartmouth Casual Furniture’s business comes from repeat customers and referrals. Many of the store’s clients have sum-

Top left and right: Having a large store (with a vast selection of merchandise and a solid reputation) has led to the company's ongoing success Bottom left and right: High-quality furniture and accessories are available for outside and inside the home

Patio & Hearth Products Report January/February 2014

mer homes near Dartmouth, with primary residences in Boston or other areas. “Once our customers furnish their summer homes, they go back to their main homes and spread the word about us to family and friends,” Pimentel reports. In fact, the goodwill that Dartmouth Casual Furniture has established and developed through positive customer relations is the store’s main marketing component. “We can’t go anywhere in our community without bumping into our customers, and it is nice to know that they are happy to see us,” Pimentel says. “Advertising is tricky: Although it is important, you can easily waste much of your profit on nonproducing ads. Old-fashioned word-of-mouth advertising works best for us.” Dartmouth Casual Furniture more than withstood the economic downturn that hurt many specialty retailers throughout the country. “We have been so fortunate that the recession never affected us,” Pimentel says. “I thought, during the downturn, that we would have been hit hard— because we sell a luxury, not a necessity.” Instead, the opposite happened. He recalls, “Year after year, our sales and profit grew, with 2013 being

the best in our history. October was a great month, and we continued to see strong traffic and sales into November.” Pimentel is a second-generation owner, and at various times, all three of his sons have worked in the family business. “The older two don’t have any desire to be involved in this type of business. They are more artistic than business oriented,” Pimentel says. “Our youngest son, who is 16, has mentioned that he may be interested, but we don’t want to push any of them in a particular direction. We want them to find what they like and what is going to be best for them.” In the meantime, the Pimentels don’t plan to restore full-time winter store hours any time soon. “The hardest part is trying to keep our sanity during the craziness of the season,” Pimentel says. “By the time September comes, we are all very ready for a break. We get to relax a bit during the winter; then, we get ready to do it all again next year.”

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HEARTH RETAILER

a hot spot

Fireplace Specialties is the go-to source in Northern Louisiana for hearth and grill products. by SHARON SANDERS

photography by STEPHEN HOFFMAN

n the heart of Northern Louisiana, there’s a little fireplace shop with a big presence. Fireplace Specialties (Shreveport) has the fortunate distinction of being the only exclusive hearth seller within a 100-mile radius of its hometown. Its owner, Eric Massey, a hearth veteran and an active member of the Hearth, Patio & Barbecue Association (HPBA), looks at this fact as a plus, but doesn’t rest for a moment when it

Top: Its commitment to customer service has helped Fireplace Specialties thrive consistently since its inception in 1972 Right: Eric Massey

comes to the way that he runs the business. It actually makes him determined to work even harder— and smarter—for his customers. Massey’s stepfather, J.B. Sweatman, started the business in 1972, at a time when prefabricated fireplaces were new to the area. It was an uphill battle, in the South, to transition from traditional masonry fireplaces to prefabricated metal boxes with flues. The store started out selling appliances and fireplaces, but after just five years, it became a dedicated hearth dealership. Over the years, the store has grown to become a trusted source for hearth products, carrying everything from basic builder-grade fireplaces to the most high-efficiency

Patio & Hearth Products Report January/February 2014

units. “There are other shops around that sell fireplaces, including a few brick companies and a building-materials supplier, but none has a dedicated showroom with 20 burning displays and a knowledgeable sales staff. We get shoppers excited about fireplaces, giving them ideas and inspiration,” Massey explains. As a full-service operation, the store also offers installation, service, and chimney cleaning. About six years ago, Fireplace Specialties moved from an old downtown location to its current spot in Shreveport, in a stand-alone building. The move gave the store a

high-profile spot on a major highway, rejuvenating and broadening the business in many ways. “When we were building our store, just the presence of the construction site generated a buzz around town with new-home builders, which helped us gain a lot of their business back,” Massey says,

Circle Reader Service No. 29

HEARTH RETAILER

adding that more builder business means more retail business as well. “Once homeowners move into their new homes, they will pick up the phone or stop by to purchase hearth accessories—and even additional fireplaces,” he explains. Along with the new 2,500–square-foot indoor showroom (three times the size of the previous space), Massey constructed a 30x30-foot outdoor show-

Top: Fireplace Specialties is always on the lookout for new products to keep its mix fresh Bottom: Knowing its customers’ tastes and preferences is important to Fireplace Specialties

room that attracts a lot of attention from motorists on the highway. The centerpiece is a 25–foothigh outdoor fireplace, which is displayed alongside firepits, fire tables, and chimeneas. A few years ago, the store added grills from The Holland Company, Saber, Weber, Primo, Fire Magic, and American Outdoor Grills to its product mix. Grill sales account for about 8% of sales at Fireplace Specialties. “We eased our way into grills, and over the past few years, the category has gained good momentum,” Massey says. The store hosts two backyard cookouts each spring, and Massey says that these have helped his grill business more than anything else has. He has run the events two different ways: one with grill-company representatives as the cooks and the other featuring a local barbecue grand champion (who prepared his award-winning brisket). “Both were fun, and each had its own appeal,” he adds. The store also increased its grill advertising—which has paid off, bringing in a whole new base of customers. “Grills have been a great addition because they are a yearround purchase. Obviously, sales

Patio & Hearth Products Report January/February 2014

are a lot stronger in the spring, but we’ve found that our grill business perks up a little bit in November and December, too,” Massey says. The store is in the process of bringing in infrared outdoor heaters as another product category for its growing outdoor business. Massey is always on the lookout for new products and for ways to keep the store’s product mix fresh and interesting. He is a big believer in attending industry trade shows to gather information on new products, to see what’s coming down the pike, and to stay in touch with what’s changing in the hearth industry. “Consumers are smart. They come into your store prepared, after doing research on the Internet, and they ask questions. If you don’t know the products you sell or aren’t up to speed on other products in the market, they are going to stump you,” he explains. He also sees trade shows as a place to strengthen bonds with manufacturers. “We couldn’t run our business without tight relationships with manufacturers or our distributors. They help us bring in the right products and work with us to keep our inventory lean,” he says. One of the operational changes that the store has adopted, over the past few years (with help from manufacturers), is weekly shipping, which keeps inventory low and frees up cash. “We fax purchase orders to vendors on an as-needed basis, and they ship products to us every Thursday.

It can be one purchase order (for one product) or several pallets,” Massey explains, adding that the whole concept has strengthened his business financially. Massey is a very active member of the HPBA—and has been for many years, on a local level (including serving on the board of Louisiana’s South Central chapter for several years). He says that the relationships that he has built have played an important part in the ongoing strength and relevance of his business. “One can learn a lot about what to do and what not to do from other dealers who have been around the block. It’s easier to make changes to one’s businesses when you have support from others who may have done the same. If retailers are not interested in making changes, they are not growing,” Massey says. When Massey first came to work at Fireplace Specialties (in 1995), the path that his father laid down for the business was based on customer service, and that is still the store’s foundation today. Its philosophy is more about the customer and less about the profit. “If one treats customers well and is fair and honest, the profits will come,” he says. The store’s sales are trending upward: They have increased every year since 1993, and November 2013 marked the highestvolume month in its history. “I honestly don’t know why, except for the fact that every single person at the store works hard for our customers, and it is paying off,” Massey says.

Circle Reader Service No. 31

OUTDOOR GRILLING

building a brand Double-digit growth and high visibility are transforming BBQ Island into a household name. by CHERYL DANGEL BARTOLINI photography by M. SCOTT GALLES

espite what its name implies, you won’t find any islands at BBQ Island Inc. (Tempe, Arizona). Mike West, CEO, says that this is the primary reason that the store has been so successful, experiencing phenomenal double-digit growth every year since 2008. That was when it moved into its current retail space of 7,000 square feet. That year alone, sales increased 27%. Last year, they were up 14%. What is the secret of this growth? It’s the noticeable lack of islands at BBQ Island, West says. Prior to moving into its current location, the store had minimal retail space. It actually shared space with its own manufacturing plant,

Left: By offering high-quality, competitively priced products, BBQ Island has experienced extraordinary growth Right: From left, JT Thomas, Sterling Foster, Adam Ebert, and Mike West

which built islands for outdoor kitchens. Then, it started importing islands. When West moved the store to its new space, he eliminated islands. He explains, “When we stopped building and selling islands, it brought in a larger contractor base. Contractors felt we were grabbing their business by building and selling islands, so we had lost their business. Now, we don’t sell custom islands to our customers. We refer all of that business to our local contractors. In 2005, we had 40 competitors; now, we have only a handful,” West says. His showroom doesn’t hurt sales, either. “It is a great place, with a lot of variety,” he says. Currently, he carries grills and smokers from 35 different manufacturers. In the second quarter of 2014, West plans to open a second location in Arizona. “I don’t know of any other store like mine in the United States that has this dollar

Patio & Hearth Products Report January/February 2014

volume. We also have the nicest showroom around,” he states, with a full line of working grills displayed indoors. His formula for success is simple. “Our customers come first. We will work with our vendors and manufacturers to supply a quality product with excellent service,” he says. “If a customer doesn’t like a product, even after three years, we’ll take that product back. It might sting a bit, but in the long run, it will pay off, because customers will tell their friends.” The relationships that West had built with his customers pulled him through the downturn. He says, “We never saw a slowdown in the market. Although Phoenix was hit hard, we didn’t feel it.” West also strives to offer competitive pricing on all products, although this is tricky because the store is also Web based (at www.bbqislandinc.com). At BBQ Island, nearly all pricing is uniform, whether online or in-store.

West and his employees constantly monitor pricing; of the company’s 10 employees, five work full-time in Internet sales. He says, “The Internet is such a powerful tool. Our typical customers are 35 to 55 years old, and they are Internet savvy. They want good deals.” BBQ Island opened its online store in 2003 and went all out; West says, “To sell on the Internet, you have to be very competitive.” He admits that the Internet can be a double-edged sword. Many retailers complain that customers check out products in their stores, only to purchase them on the Internet. “If there is a flat tax on Internet purchases, it will help the brick-and-mortar stores,” he says. “We are fortunate that we have created a good enough rapport with customers so that if they want us to match prices, we’ll take care of them. There should be a manufacturer’s suggested retail price, a minimum sale price, and a minimum advertised price. That will help the

Circle Reader Service No. 33

OUTDOOR GRILLING

Top: BBQ Island moved into its 7,000–square-foot building in 2008 Bottom: BBQ Island carries grills and smokers from 35 different manufacturers

brick-and-mortar stores,” West adds. “Some manufacturers, such as Twin Eagles, are doing it right,” he continues. “They have set up tiered pricing levels that are attractive not only to online retailers, but also to brick-and-mortar stores. I feel other manufacturers and wholesalers should follow their lead. Dante Cantal and Doug Pryor at Twin Eagles have done a great job of protecting the brick-and-mortar stores, as well as creating a strong online brand. Summerset and Green Mountain Grills have also done great jobs in building their brands, as well as in creating strong value for our company.” West adds that retailers have to become more aggressive in their pricing. “They need to be more proactive and get their websites going. It takes more effort,” he says. “Just having a webpage does not do it. I don’t foresee retailers without online shopping carts being in business, in the future.” 34

Internet sales contributed significantly to BBQ Island’s overall sales in 2013, which were up by double digits. “The Internet drives a lot of local business to the store,” West says; he has picked up many longterm customers through the website. He now carries his own privatelabel brand of selected products, including pellets, charcoal, and wood chunks. BBQ Island offers customers one bag of free pellets a month for a year (with a pellet-grill purchase). West explains, “Customers have to come to the store to pick up each bag. We want their business every month. The average customer spends $58 when picking up a free bag of BBQ Island pellets.” West’s new company, Sure Flame Grills, offers a value-priced grill line to compete with the evergrowing import market. “We look for continued growth in the builtin–grill market, not only on the retail side, but on the wholesale side as well,” he says. West is a big advocate of social media and has one employee devoted to taking photos; updating a blog; and maintaining the store’s presence on Twitter, Facebook, and YouTube. He also employs Google AdWords, but the store uses no

Patio & Hearth Products Report January/February 2014

print advertising. “We don’t believe in it. Word of mouth is our biggest and strongest advertising. We give customers a good experience and show them how to cook—and I want them to bring in their friends,” West says. At his Turkey Fest in November 2013, 20 cooking teams competed. He invited vendors (including Big Green Egg, Primo, and Kamado Joe) to help with the annual event. More than 500 people attended, paying $10 each to vote for (and eat) the contest entries. Prizes—including a smoker— were given to the winners, and the public could attend any of the four cooking classes, presented every

hour, on how to smoke a turkey or ham, how to deep-fry a turkey, and other topics. “Everyone had a good time. It kept people in our store. I would highly recommend it,” West says. In just five to six hours, he recorded sales of well over $50,000. BBQ Island also hosts an annual EGGfest (with the help of Big Green Egg). “Our customers look forward to these events each year, and our largest sales days are from these events,” West says. “We presell our demo units before the events— and in most cases, the people who purchase the units end up competing in the events. Special events like these are helping us to become a household name.”

Circle Reader Service No. 35

SHOWROOM SHOWCASE

the rewards of retail

A former aerospace worker finds that running a casual-furniture store was the perfect career move.

ome people look at life with a natural optimism, always finding a way to turn every situation into an opportunity. Joe Antonelli, founder and owner of Antonelli’s Furniture (Melbourne, Florida), is one of those people. A former aerospace worker who lost his job in 1986 after the explosion of the space shuttle Challenger, Antonelli (along with his wife, Sue) found a new career and life direction in the casual-furniture industry. Their 27–year-old family business is thriving today; it holds its own, despite doing business adjacent to some of the biggest furniture chains in the country.

by SHARON SANDERS Photography by DAVE BRINKO

Antonelli’s Furniture has managed to carve out a place for itself by staying true to its customers and knowing their needs. Antonelli’s Furniture (a specialty indoor/outdoor-wicker, rattan, and casual-furniture retailer) is situated on a section of highway in Melbourne known as furniture row. High-profile furniture stores—including Kane’s Furniture, La-Z-Boy Furniture Galleries, Ashley Furniture HomeStore, and Rooms To Go—are all located within minutes of one another. While many small retailers might seek locations with less potential competition, when Antonelli relocated and enlarged

Patio & Hearth Products Report January/February 2014

his store (in October 2010), he decided that the best place to be was in the middle of the action. “There are many benefits and opportunities to being on furniture row; one of them is the sheer number of people who visit our store. It is much greater than it would be if we were somewhere on our own,” he explains, adding that all the stores refer business to one another daily. He says, “We all support one another, and that actually makes us individually strong.” The store’s 10,000–square-foot showroom is filled with furniture—with a tropical, coastal feel—from many of the top casual-furniture manufacturers.

INDIVIDUAL APPEAL Unlike the big retailers, Antonelli’s Furniture doesn’t have a corporate advertising department, nationwide name recognition, or a 100,000–square-foot megashowroom, but it does offer many things that appeal to customers. “I’ve lived in Florida all of my adult life, so I know the people, the climate, and the styles of the area,” Antonelli explains. The store’s clients are primarily retirees and snowbirds who migrate to Florida during the winter months. They are very loyal, and they have come to trust Antonelli and his family, including (in addition to Sue)

his sister, Helen, and his son, Nick. “Customers like dealing with us because we have been around for a long time, and they know we are going to be available to provide them with the service they need. They also like the fact that there is always a family member working on the showroom floor, which adds a personal touch,” Antonelli says. The store’s product mix is handpicked to fit its customers’ specific needs (which Antonelli has come to understand thoroughly, over the years). “Being an older crowd, our customer base is extremely comfort conscious. Customers want furniture that is stylish—but above all, it has to be something that they can relax in for hours. We give everything an unofficial sitting test, and if it doesn’t pass, it doesn’t make it onto the showroom floor,” he says. Size and scale also are important to

customers because many of them are moving into condominiums that can’t accommodate large furniture. Antonelli works with manufacturers to bring in furniture that is able to last in Florida’s beach air. “Being close to the water is nice, but it brings with it a whole set of challenges, when it comes to outdoor furniture,” he explains. “Salt air can lift the finish off of a piece of furniture in just a few years, so as tempting as it is to carry frames with beautiful handpainted finishes, they just don’t last on the East Florida Coast.” The store has had the most success with furniture made of all-weather wicker, tubular aluminum, and polyethylene lumber. The POLYWOOD™ brand from Poly-wood® Inc., in particular, has been a top seller. “People will come in and specifically ask for polyethylene-lumber

furniture because they know it can withstand the elements and is easy to maintain,” Antonelli says. The store carries a comprehensive line of POLYWOOD furniture, which includes everything from deep seating to dining to high-top pub tables (for balcony seating). To set the store further apart from other retailers, Antonelli chooses to work with furniture manufacturers willing to give his store exclusivity for their products. He also likes to do business with manufacturers that offer quick-ship programs (typically featuring a few fabric choices on products that are available for immediate delivery). He adds, “Many of our customers don’t like decision making and want to bring home furniture they see on the showroom floor. For that reason, we try to show quick-ship fabrics on our display models, whenever possible.”

Top left: Floridians love the style, quality, and selection available at Antonelli’s Furniture Top middle: From left, Helen Dwyer, Sue Antonelli, Joe Antonelli, Nick Antonelli, and Ernest Walker (with Hurley, the store’s mascot) Bottom left: Bright colors and clean lines appeal to customers Right: Outdoor-wicker furniture is a big seller because it's able to withstand coastal Florida's sea air

SPREADING THE WORD There is no doubt that walk-in business is a big advantage of being located on furniture row. Nonetheless, Antonelli also sees opportunity in other forms of advertising.

January/February 2014 Patio & Hearth Products Report

SHOWROOM SHOWCASE The store also holds drawings for door prizes donated by vendors; these have included significant items, such as a bistro set and a rattan swivel rocker.

Left: Made from all-weather recycled plastic, POLYWOOD™ furniture from Poly-Wood® Inc. is a popular line for Antonelli’s Right: Antonelli’s Furniture holds its own on furniture row in Melbourne, Florida

Over the past few years, he has had much success with lifestyle commercial spots (on cable television) that feature the store’s tag line: Casual Furniture for Your Florida Lifestyle.

“What’s nice about cable is that it makes it easy to target your demographic,” he explains. While most of the commercials are produced by the local cable station for Antonelli’s Furniture, the store has also aired several awning commercials produced by Solair®, adding the store’s own tag line at the end. Antonelli says, “We mix the Solair commercials in, a few times a year, and this has brought us good results.” Antonelli takes every opportunity pos-

sible to pamper valuable repeat customers and to attract new ones. The store holds an annual customer-appreciation event during the first quarter of every year; this is typically its strongest sales quarter because Florida’s part-time residents are in town (and are buying new furniture). The celebration became a tradition after the store’s grand reopening in 2010, and it features food, entertainment, and longer store hours—in addition to giving manufacturers a chance to promote their products.

Circle Reader Service No. 38

Patio & Hearth Products Report January/February 2014

MOVING FORWARD The housing market is going strong in Florida (compared with other parts of the country), and Florida continues to be a favorite retirement/relocation spot. Antonelli says, “I see slow, steady growth for our business. We are not here to set the world on fire, but I would like to keep pace with the retail market.” Antonelli doesn’t miss his old 9-to-5 job at the space center. He says, “Being laid off brought me the opportunity to start my own business, which has given me the chance to work with my family—while doing something that I love. I would never trade that.”

Circle Reader Service No. 39

As I See It

COOL TOOLS The Companion Group offers all the gear that your customers need to prepare first-rate barbecue. by SHARON SANDERS

he Companion Group (Berkeley, California) has carved out a place for itself in the outdoor-cooking scene. Founded in 1984 by Chuck Adams, CEO, and Doug Fielding, president, the company is a leading manufacturer of barbecue tools, accessories, pizza-making tools, outdoor pizza ovens, and other outdoor-cooking products. Every piece is designed to make it easy for anyone (from a professional chef to a home cook) to prepare great-tasting food. Patio & Hearth Products Report met with Niki Gross, the company’s new marketing-communications manager, who shared the latest news on The Companion Group’s products, plans, and predictions.

Why has The Companion Group enjoyed so much success? Gross: The company has done well from the very beginning, and much of that stems from Adams, Fielding, and their dedication. Its first product was a charcoal starter that Adams sold door to door, and the company’s product lines grew and matured from there—right along with

Top left: Niki Gross

the outdoor-cooking industry. An interesting fact that struck me, when I joined the company, was that The Companion Group does almost everything in-house, at its Berkeley facility—from developing its own marketing materials to prototyping products that are created by some of the best product designers in the industry. This allows for a lot of collaboration and product testing before anything hits the marketplace. Everyone works together. It’s not uncommon for 30 or 40 people in our office to field test a product before it goes into production. We are set apart in the industry in that we don’t have any direct competitors offering a lineup of products like ours (which includes both pizzacraft® and Charcoal Companion® brands).

How have The Companion Group’s offerings evolved, over the years, to meet the needs of customers? Gross: Home cooks, today, are more interested in gourmet-style cooking than ever before. We follow food trends closely, so we can design tools and accessories that allow home cooks to execute the dishes they see in articles, in cookbooks, and on food blogs. For example, we have developed products that allow the home cook to make fondue—or even crème brûlée—on the grill. Our wide range of offerings includes everything from showy pieces to impress one’s friends, such as our Stuff-ABurger™ press (which creates delicious stuffed burgers with tasty toppings on the inside) to our Pit Mitt® (which protects one’s hand and arm while grilling). We recently introduced our Pizzeria Pronto™ portable pizza oven, which is an affordable alternative to a pricey outdoor pizza oven. It can cook pizza in five minutes; this not only makes it ideal for meals at home, but has made it a popular item for tailgating. What is more fun than making a pizza at a football game?

Top right: The V-shaped gas-grill smoker box with reservoir Middle right: The Pizzeria Pronto

How can specialty retailers use outdoor-cooking tools to boost their bottom lines? Gross: The number-one reason for grilling is to

Bottom right: The Himalayan salt plate

Patio & Hearth Products Report January/February 2014

continued on page 81

Circle Reader Service No. 41

my turn

GO OUT SWINGING Hammocks from The HammockSource appeal to customers seeking laid-back luxe. by SHARON SANDERS

hat’s not to love about a hammock? It represents a lifestyle of relaxation and appeals to every family member, from adults to kids to grandparents. Over the past few years, high-end hammocks have become a staple

on many specialty retailers’ showroom floors, and customers like what they see. Walter R. Perkins III, CEO of The HammockSource (Greenville, North Carolina), has been leading the charge to elevate the perception of the category—by showing retailers that all hammocks are not created equal. “Our specialty-retail business is definitely up, and we’ve introduced some very nice products that appeal to the specialty customer,” Perkins says, adding that if someone is investing thousands of dollars in stylish, highquality outdoor furniture, there is no way that a $59 hammock from a big-box retailer is going to fit the bill. Having lived and breathed hammocks since he was a boy, Perkins is now at the helm of the hammock business that his

Top: Walter R. Perkins III (standing) and Walter R. Perkins Jr. Bottom: The Hatteras Hammocks royal red stripe pillowtop model

Patio & Hearth Products Report January/February 2014

father started (more than 40 years ago) as Hatteras Hammocks®. The younger Perkins has expertly helped steer the company and its products into the present day. “There have been lots of changes—in both looks and materials— throughout my time in the hammock business (which has been a long time),” Perkins notes. The HammockSource, today, is the world’s largest manufacturer and seller of hammocks, with the majority of its products being handmade, in Greenville, from materials that lead the marketplace in quality. The family company has made its name by blending traditional handcrafting with durable, innovative designs and modern

materials—all showcased in its different hammock styles, which include rope, quilted, pillowtop, and tufted models. The Original Pawleys Island® rope hammock brand is among the company’s top sellers. “When many people think of a hammock, they are likely to envision a rope one hanging between two trees,” Perkins observes. “That is the exact style created by Josh Ward (a riverboat captain) in 1889, when he founded the Pawleys brand in Pawleys Island, South Carolina.” The HammockSource purchased the brand in 1987, and it continues to manufacture the classic rope hammock that Pawleys Island made famous, using the same basic design from 100 years ago. In 2004, Jay Branch, president of The HammockSource, was nonetheless able to improve on this traditional favorite when he developed DuraCord®. This synthetic fiber is used to create both rope and fabric that are weather resistant, but that rival the look and feel of cotton. DuraCord has given the rope hammock a durability and longevity never before possible. The company’s quilted, pillowtop, and tufted

Left: The Hatteras Hammocks Hamptons summer stripe deluxe cushioned double swing (on a steel double-swing stand) Right: The Original Pawleys Island DuraCord rope hammock (in oatmeal)

hammocks bring a heightened level of comfort and fashion to its product lineup. These hammock styles are made exclusively from two sheets of top-quality all-weather fabric, primarily DuraCord and Sunbrella®, with a center layer of either recycled polyethylene or polyester batting. The tufted hammock is the most luxurious of the three, filled with 6 inches of batting for the ultimate in cushioned comfort. “It’s almost like relaxing on a featherbed,” Perkins says, adding that there is a hammock for every taste (and every budget). “Another great thing about fabric hammocks is that they’ve brought a fashion element to our industry—because of the wide range of prints, colors, and patterns available with our fabrics,” he explains. The HammockSource also manufactures hammock stands, including a powder-coated–steel utilitarian model and the gorgeous Roman Arc cypress hammock stand. This makes it possible to put a hammock anywhere in one’s yard, by a pool, or on a front porch: No trees are necessary. THE PERFECT FIT With all the attributes that high-end hammocks possess, they can fit perfectly into the product mix offered by specialty retailers. According to Perkins, there is no reason that a specialty retailer should have to compete on price with mass merchants, just as specialty retailers don’t typically compete on price in their other product categories. “Whether they’re selling customers casual furniture or umbrellas, specialty retailers are already promoting the benefits of quality outdoor fabrics, comfort, fashion, and durability—so customers will naturally step into hammocks,” he explains. The HammockSource introduced a $379 hammock (its tufted style) last year, and it is selling well in the specialty channel. The responses from both retailers and customers have been what the company was looking for, and The HammockSource plans to build on that momentum through 2014. A hammock can be relatively easy to sell, Perkins says, especially for those retailers who choose to display the relaxation staple on their showroom floors. “The sales staff should encourage people to lie in the hammocks, take off their shoes, put up their feet, and hang out; a hammock naturally creates a mood of relaxation, and people can close their eyes and picture themselves relaxing in their own backyards. I can’t emphasize enough that hammocks basically sell themselves,” he concludes, noting that sometimes, it just takes having a shopper’s children fall in love with a hammock to make a sale.

OPPORTUNITIES FOR THE FUTURE Not a day goes by without Perkins and his father discussing a new possibility, idea, or opportunity for their company. That culture of innovation is in everything that they do. “Our goal is to continue to bring products to our retailers that will make them successful,” Perkins says. For instance, the company recently introduced a collection of porch rugs in its

Pawleys Island brand, as well as outdoor curtains and pillows made from Sunbrella and other weather-resistant fabrics. Perkins is optimistic about the future of The HammockSource and the industry. He says, “I believe that the company will achieve a whole lot more than it already has. We have great customers, great employees, and great suppliers. We care about the hammock business—not just our reputation within it, but also the reputation of the business as a whole. We want the hammock category to be important and to thrive.”

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January/February 2014 Patio & Hearth Products Report

product innovation

A MAJOR UNVEILING A respected hearth company has a new name, a new CEO, and a new look. by CHERYL DANGEL BARTOLINI

here have been five years of substantive changes for Vermont Castings Group (Paris, Kentucky). In 2008, when the company was known as Monessen Hearth Systems, it acquired CFM, a Canadian hearthproducts manufacturer, which was slightly more than twice Monessen’s size. Overnight, the company, seemingly by leaps and bounds, increased its employee count by about 40% An acquisition that large required some reorganization and consolidation. Nothing was overlooked. The company was bigger than it had been previously, but it was intent on remaining nimble and responsive to its customers. At the time, Jess Baldwin, senior vice president of sales and customer service, described the company as focusing on building the products that the market wants (not merely what the company wants to sell).

Top left: Ricardo Leon Top right: Monessen’s Harmony direct-vent gas fireplace insert, featuring a mocha floating face with black porcelain panels Bottom: The Vermont Castings Defiant® FlexBurn™ stove in bordeaux

Patio & Hearth Products Report January/February 2014

The reorganization kicked off with the company’s examination of its brands and development of a strategy for each. Vermont Castings, the company’s flagship brand, got its own roadmap for moving forward. The strategy put in place determines which products go into particular lines, as well as which products will be developed in the future. Introspection was not limited to the Vermont Castings brand; the Majestic and Monessen brands were similarly realigned. The company sifted through each brand on a product-by-product basis, analyzing each item in the line. In the midst of the reorganization, Baldwin reported that each brand’s strategy specifies the feature sets and price ranges for the products in that line. Now (two years later), the company sports a new name—and a new CEO. The name Monessen Hearth Systems is gone; instead, the company has named itself after its flagship

brand, Vermont Castings. Ricardo Leon, CEO of Vermont Castings Group, says, “It is no secret that Vermont Castings is one of the most recognized brands in the hearth industry. The name

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product innovation change to Vermont Castings Group leverages this brand equity and provides a sort of halo to the rest of our wonderful brands. Of course, we are still proud of (and we support) all of our brands.” Leon, as CEO, is the new face of the company. “I am an operations/finance guy who has worked my way through roles ranging from accounting to sales and operations to mergers and acquisitions,” he says. Indeed, his résumé includes positions at large companies (such as Kimberly-Clark and General Electric), as well as at midsized public and private companies. While he’s new to his position as CEO, he isn’t new to the company. He was previously the company’s CFO, so to say that he is familiar with the company and its people—inside and out—is an understatement. Leon has many plans for Vermont Castings Group. He says, “My vision, going forward, is to work to improve the basics—so that we can continue to gain our customers’ confidence and restore our company to the level of prominence that our great brands once held. This, of course, will require a lot of work, but you won’t find a more motivated team in the industry.” There is still some restructuring taking place. Fitting the recent acquisitions into the company structure can be like fitting the results of a shopping spree into an already stuffed closet. Consequently, Leon says, “It was necessary

to restructure our business to the levels of demand that our company was experiencing. In addition, we have been actively seeking a buyer for our Mexican facility (to reduce our overall footprint further). Today, we are in a much stronger position because of these actions.” The strategic planning that Baldwin discussed in 2012 has paid off, as has the consolidation of some lines to make the company run more efficiently. Leon reports, “We have been able to reduce the number of products, and this work has helped us improve planning, improve inventory levels, and reduce complexity. The positive result from this early work tells me that we have much more to gain, as we continue our work in this area.” Naturally, the company is giving its full support not just to Vermont Castings, but to Majestic and Monessen as well. Leon says, “We are very proud of our brands, and we will continue to invest behind these brands through new products, refreshing the product lines, and (in some cases) continuing to consolidate. All three brands remain important parts of our current and future strategy.” It is no secret that each product-line or brand change required an update to the company’s website (www.vermontcastingsgroup.com), and the number of changes at Vermont Castings called for a major over-

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Patio & Hearth Products Report January/February 2014

haul. All of the company’s websites were reworked to make them more consumer friendly, and its trade website was revised to make it more usable by dealers. Leon hints that this is only the beginning. He says, “I believe that we have a good start with our current website. The website contains a lot of the right information that consumers need during their research phase for our products—and a lot of the information is also valuable to our distributors. Website development is an evolution, and we will continue to adjust to serve both consumers and distributors better.” With all the changes that are occurring, Vermont Castings has put new-product introductions on a temporary hold, but Leon promises that it won’t last long. He says, “We have not introduced new products this year, but we have a pretty impressive productdevelopment funnel, with new things to come—in vent-free, direct-vent, and stove categories—in the very near future.” Now that the dust has settled, Leon proudly reports, Vermont Castings is the largest employeeowned company in the hearth industry. It might be large, but it is limber, and staying that way is its watchword. Going forward, the plan is to “work on basics to serve our customers better—and invest in our people and our facilities,” Leon says.

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CP corporate profile

A NEW FACE Innovative Hearth Products ignites consumer interest through a companywide branding effort.

by CHERYL DANGEL BARTOLINI

t’s a new year, and Innovative Hearth Products (IHP) is full of excitement—as well as new plans, new brands, and a new look—to mark the event. IHP (Nashville, Tennessee), manufacturer of hearth merchandise from Lennox Hearth Products and FMI Products LLC, has launched a new branding campaign that is part of IHP’s strategic initiative to streamline and restructure its product lines. This follows the company’s 2012 acquisition by The Comvest Group (West Palm Beach, Florida), which included the merger of Lennox and FMI. The campaign unveils two big announcements involving IHP’s new corporate identity. These announcements concern the launch of new brands: Astria, a collection of advanced fireplaces and fireplace systems, and IronStrike, a line of stoves and inserts. Together, they expand the company’s footprint in the specialty hearthretail marketplace, making a more diverse range of hearth goods available to the consumer. IHP launched, in addition, a new brand called

Left: Astria’s Aries direct-vent gas fireplace Right: IronStrike’s Madison Park direct-vent gas insert

Patio & Hearth Products Report January/February 2014

Superior, which includes hearth and stove products specifically for residential and commercial builders, remodelers, designers, and installers. As Glenn Thomson, executive vice president of sales and marketing for IHP, explains, “IHP’s decision to launch the new brands was based upon a corporate objective to provide retailers with comprehensive and well-cataloged product offerings in distinct selling categories.” According to Thomson, the Astria and IronStrike brands contain the premium and most popular products from the former Lennox and FMI brands. “IHP’s new brands encompass a full line of fireplaces, stoves, and inserts with technologically enhanced features and aesthetics that are designed to provide retailers and dealers with all-inclusive options for their customers. As we evaluated the strengths of both companies’ products and the legacy of brands that the two companies had acquired over the past decade, it was determined that we wanted to create a new identity for both the fireplace and the stove/insert categories,” Thomson says. NEW BRANDS The Astria brand was designed to match its tag line: Let Your Style Shine. It has fireplace products with ample accessories, innovative

features, and high levels of performance. Thomson explains that Astria is aligned with marketing to upscale, stylish, discerning, and affluent customers. Astria features a wide selection of outdoor products, including wood-burning fireplaces and firepits; indoor traditional and contemporary direct-vent and electric fireplaces; a contemporary ethanol fireplace; traditional and contemporary vent-free gas fireboxes; and ventfree and vented gas logs—all at a variety of price points. “In this way, consumers can have the products of their dreams, designed for their individual spaces,” Thomson adds. The company’s IronStrike brand represents a collection of products exuding practicality, ruggedness, dependability, and advanced technology. IronStrike includes wood, gas, and pellet stoves, along with wood, gas, and pellet inserts. “These high-end products have been designed to cater toward consumers who are seeking alternative, efficient home-heating options or who have a need to update existing fireplace systems,” Thomson says. When IHP initially reviewed its collection of stove and inserts, it found that it had a broad array of product categories. “The heritage of some of the great brands, such as Country, was continued on page 51

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CP corporate profile continued from page 48

excellent,” Thomson says. “We saw the opportunity to take the quality image of that brand and expand its appeal to a broader offering.” Thomson continues, “We categorized the IronStrike brand as one of strong and durable products. Therefore, the brand image will become Heat for Life. We want customers who are looking for additional heat from various fuel types—and distinctly wanting heat—to know that our product is just for them. It is a product that gives them a lifestyle choice that will last a lifetime. That is why we offer limited lifetime warranties for our IronStrike brand.” PROMOTION BLITZ The launch of IHP’s new brands will be marketed through new individual websites. The company will be gradually releasing the new brands by launching the websites throughout the first quarter of 2014. The new websites are www.Astria.us.com, www.IronStrike.us.com, and www.SuperiorFireplaces.us.com. New brand logos, printed collateral

materials, publicity, promotional opportunities, and advertising campaigns are all part of the launch. In addition, the company has created a new Facebook page to interact with its retailer/dealer partners, as well as directly with consumers. Astria- and IronStrike-branded point-of-purchase materials and in-store displays will be available to retailers for the purpose of promoting the various offerings within each series of products. “The combination of our new websites, marketing plan, and point-of-purchase materials is designed to communicate Astria- and IronStrike-branded product information to consumers,” Thomson says. “Simultaneously, our branding efforts will supply engaging resources and correlated support for our distributors and dealers.” While it certainly appears that there have been many changes afoot at IHP, Thomson (who came from FMI) says that the inherent structure of the company has changed very little. Mark Klein, who was CEO of FMI, assumed the role of CEO of IHP. Klein appointed Chuck

Kimmet, formerly of Lennox, as vice president of operations. Mike Pennington is vice president of engineering and quality, which is the position that he held at Lennox. Alivert Cabrera, who was part of the FMI management team, has taken the new position of vice president of procurement. Tom Krebs is vice president of sales, in the same position that he held at Lennox. The only executive addition from outside Lennox and FMI is Linda Pahl, CFO. NEW PRODUCTS Product development is a top priority of IHP. “We are focusing on expanding the product lines,” Thomson stresses. “In the fall, we launched a new product, the Envy™, for the Astria brand. It is a fullfeatured direct-vent fireplace with some great heat and accessories, and it’s offered in both contemporary and traditional styles. This product was shown at HPBExpo 2013.” He adds that it was the winner of the Vesta Award for best hearth product in the gas category. In January 2014, IHP launched a

See our NEW Fire Magic® Barbecue Island in Booth 2809 at HPBExpo

new builder-product offering for the Superior brand, as well as for the Astria brand. Thomson says, “This new product line will have some of the most efficient AFUE ratings, for its category, in the industry. It will be totally compliant with the new barrier standards and will be the best in class for the new standard.” The builder products have been given new names: the DRT 2000 Merit series and the DRC 2000 Merit series. In addition, IHP introduced a new insert, Madison Park, for the IronStrike brand in January. It is equipped with the same award-winning technology that earned Envy the Vesta Award. IHP will also add a new ethanol unit, London Lights, to the Astria line. It has many industry-first features. “This includes only a few of the new things on the drawing board at IHP,” Thomson notes. If these product introductions are any indication of what’s to come, dealers and consumers should fasten their seat belts: IHP will give them quite a ride in 2014.

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insight

Success Breeds Success Innovation and superior customer service have been driving forces at RH Peterson since its founding.

by CHERISE FORNO

s an innovator in both the hearth and outdoor-cooking businesses, RH Peterson Company (City of Industry, California) upholds its ultimate goal: manufacturing high-end products in the United States to create world-class indoor and outdoor environments. Jerry Scott, senior vice president, says, “We provide the best products out there. The quality and integrity we put into the products are unique.” Built on the legacy that Robert Peterson began in 1949—when he created what is believed to be the first realistic gas log—RH Peterson continues to expand its product offerings and to keep its dedication to its employees, partners, and customers intact. RH Peterson’s logs are still handpainted and highlighted by highly qualified artisans, though more efficient techniques are available. The company believes that there is no better way to create beautiful, realistic pieces. The company’s Real Fyre® directvent and vent-free logs offer an authentic look—with the highest efficiency and convenience levels that technology can provide. The new Valley Oak vent-free log set presents a realistic appearance. RH Peterson also has released a new direct-vent Real Fyre insert (offered in three sizes), and it is

Top: The Cordova outdoor fireplace Middle: Fire Magic’s prefabricated grill island Bottom: The Fyrestarter™ remote-control system

expanding the insert’s aesthetic options to match any decor. “That has been warmly embraced by the industry,” Scott says. This gas insert provides homeowners with efficient gas heating that maintains the charm of a wood fire—in an affordable way. It also boasts efficiency rates of more than 80%. The Charred American Oak log set pairs well with this insert. The contemporary insert can be controlled with the Fyrestarter™ handheld remote, which offers smart temperature control. In addition to turning the flame on and off, it adjusts accent lighting and flame height. Consumers are looking for beauty in products, in addition to performance, convenience, and efficiency. Scott explains, “They look for something that delivers emotional (as well as physical) warmth.” Providing a variety of products that customers can be proud of is the vision of RH Peterson. According to Scott, the company’s designs inspire people to reach out to others, entertain, enjoy their homes more, and spend quality time with loved ones. Another company enterprise is to provide firepits, fireplaces, fire tables, and other fire-related products to enhance indoor and outdoor spaces. To reach this goal, RH Peterson plans to expand the American Fyre Designs product line, which it acquired several years ago. Fire Magic, acquired by RH Peterson in the 1980s, has crafted grills in the United States for more than 75 years. In 1937, Harold Keck created a durable grill (using high-end steel and other superior materials) to outper-

Patio & Hearth Products Report January/February 2014

form and outlast other grills. This product first used charcoal, but it has evolved to use today’s Fire Magic technology with multiple fuels. The Fire Magic motto (Built With Passion, Owned With Pride) applies to the entire RH Peterson product line; according to Scott, it encapsulates the driving force behind the company. Fire Magic drop-in and portable grills lend themselves to customization for any outdoor kitchen. Their construction—of 304 stainless steel—is backed by a lifetime warranty. The grills are equipped with flavor grids that minimize flare-ups and are engineered to permit cooking at 200 to 1,000 degrees. Grilling, searing, smoking, and rotisserie cooking are possible, as is charcoal grilling. Accessories such as side burners, refrigerators, beverage centers, tool kits, grill lights, and buffet warmers are also available to step up any outdoor kitchen’s capabilities. “The outdoor room continues to be an expanding market,” Scott explains. “People have moved well beyond a barbecue and a dining set.” Outdoor

kitchens are often equipped with every convenience and decor option available indoors, and Fire Magic products are engineered to provide consumers with the complete outdoor-cooking spaces of their dreams. Another key to the company’s success is its strong employee core. Employees care about (and take pride in) their work, and it is because of these committed employees that the company shows such high-level performance. Scott says, “Our greatest strength is the people who manufacture our products.” RH Peterson selects passionate employees; boasts excellent employee retention; and encourages employees not only to be involved in day-to-day operations, but to give feedback and make recommendations. The company makes relationships with dealers a priority. “Dealers stand behind us and our products because we stand behind them as well,” Scott says. Many product improvements are linked to dealers’ suggestions and customers’ requests. RH Peterson is optimistic about the industry—and its place as a leader in it. “We’re seeing a greater optimism in the economy,” Scott says. “People are investing in their homes, both indoors and outdoors.” For the future, RH Peterson will continue to expand on its core strengths. Scott concludes, “We are always trying to do a better job.”

insight

Embracing the Sun TUUCI is an industry leader in creating stylish, weather-resistant shade solutions in a sustainable manner.

fter more than 15 years of creating innovative, durable, and uniquely stylish shade products, TUUCI (Miami, Florida) continues to manufacture high-quality parasols, lounges, and pavilions fueled by the same passion that originally inspired its founder, Dougan Clarke. In the midst of a growing demand for extremely durable (yet stylish) shade products, TUUCI has emerged as an industry leader— known for its beautiful shade structures, ideal for tough environments. The company makes and sells original shade products. Patrick Troy, director of retail sales for TUUCI, says, “TUUCI continues to improve on its initial founding principles, but 16 years of experience—exclusively in the shade business—have sharpened our internal processes and our design capabilities. Our products are more durable than ever, our lead times have never been better, and we continue to redefine what is possible for shade architecture.” The original Ocean Master classic parasol has maintained its status as the company’s cornerstone piece, and it remains in high demand. The Ocean Master MAX cantilevers, Ocean Master Manta, and Ocean Master Razor—which use TUUCI’s patented modular operating systems and marine-grade construction—are also very popular, according to Troy. The

Top: The Plantation MAX cantilever parasol Bottom: The Ocean Master MAX Zero Horizon parasol

by CHERISE FORNO

innovative technology used in the Ocean Master’s design makes it durable in the world’s harshest environments. The marine-grade material used for TUUCI’s parasol frames (combined with the parasols’ Sunbrella® marine-grade fabrics) gives the company’s products unparalleled dependability. To ensure the quality of each product further, parasols are handcrafted in the company’s Florida manufacturing facility. “TUUCI’s unwavering commitment to quality and our unique designs truly set us apart,” Troy says. TUUCI’s beautifully crafted product lines are distributed to businesses, homes, and shade professionals throughout six continents. The company also employs people from more than 20 countries. TUUCI’s strong employee base and its U.S. manufacturing team are united in paying attention to every detail (and are also monitored by the company’s quality-control team). Each product offers ease of service and 100% replaceable parts. TUUCI’s most recent release includes three Plantation finishes— natural teak, weathered teak, and java—that can be applied to the entire Plantation collection. The corresponding bases are also available in all three finishes for the Plantation classic, Plantation MAX, and Plantation MAX cantilevers. The Plantation collection is designed to achieve the realistic appearance of wood—with the durability and low maintenance of marinegrade aluminum. The center masts of these parasols are constructed from

Patio & Hearth Products Report January/February 2014

Aluma-TEAK, a polymer that is weather resistant and durable enough to withstand exposure to salt water, UV rays, and even acid rain. Troy notes that there are several new products on the horizon that will be released soon. The company is always working, he says, “to develop new ways to solve shade needs in a way that is uniquely TUUCI.” Troy adds that providing support for customers and company representatives is another priority for TUUCI. “Each segment of our business has a dedicated support team to cater to the specific needs of each customer,” he explains. “We stand behind our product 100% and have individuals in place to ensure that all of our clients understand how important each of them is to TUUCI.” Behind the company’s unique design goals lies the desire to be true to simple form and function—while crafting stylish products to enhance even the most luxurious settings. TUUCI is also committed to environmentally friendly business practices, such as a streamlined process for recycling plastics, aluminum, steel, paper, and cardboard. Conservation of energy during the manufacturing process is another focus of the company. This conscientious stance toward business speaks to TUUCI’s core philosophy: not only to create products

that last a lifetime, but to improve the world around it for generations to come. Another way that the company does this is by supporting environmental causes and organizations, including the Coastal Conservation Association, the Sierra Club, the Friends of Biscayne Bay, the Patricia and Phillip Frost Museum of Science, the Kampong National Tropical Botanical Garden, the Fairchild Tropical Botanical Gardens, and the Coral Gables Garden Club. Habitat for Humanity, the American Red Cross, and other nonprofit organizations also receive support from TUUCI. For the future, Troy says, a demand for deep seating and multiuse entertaining areas will continue to grow. The cantilever collections directly meet this demand. The large shaded area that a cantilever creates is a great complement to a deep seating or dining space. The 360-degree rotation of the cantilever also allows one parasol to provide shade for multiple areas. In the years ahead, TUUCI will continue to meet customers’ needs, to manufacture products in an environmentally responsible manner, and to design products that shade (and delight) people around the world. “Our continuing goal is to be the world’s leader in creating the most durable, stylish, and functionally simple shade equipment,” Troy stresses.

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last word

A CASUAL VIBE Mallin’s forward-looking collections perform exceptionally well in the specialty retail channel. by GREG THOMPSON

ay Weber can’t control the weather or the economy, but the 28-year marketing veteran is adept at preparing for any eventuality. As vice president of marketing for Mallin Casual Furniture (Montebello, California), Weber attempts to weigh all the variables because he knows that his success is closely linked to the prosperity of his dealer network. With 2013 over, dealers are trying to purchase their 2014 inventory wisely. Weber detects hints of hesitancy among some casual-furniture sellers, and he completely understands this. “Retailers are still skeptical about the economy—so sometimes, they order less,” he explains. “If the season kicks off very strongly, however, they’re left short and looking for products. That can make it difficult for manufacturers relying on direct container shipments from overseas to react. Fortunately for us and for our customers, we have a product warehouse in Montebello, so we can

Above: The Camden oversized chaise At right: From left, the Volare sling dining chair, the Barletta swivel club chair, and the Celaya club chair

satisfy that extra demand.” Is the economy on the upswing, or is something going to set the country back? The 58–year-old Weber has seen his share of economic ups and downs, and he has no interest in predicting storms—political or otherwise. Instead, Weber and his team rely on gorgeous designs and multiple price points to appeal to a variety of customers. Many new Mallin collections made an impact in 2013, including some of the most successful offerings of the past several seasons. Weber attributes much of that success to legendary Mallin executive Merv Conn, who passed away unexpectedly last year (after more than five decades with the company). Weber says, “Merv launched some very stylish and forwardlooking collections—more indoor looks, and we’re seeing the benefits of those new collections.” Mallin (owned by Minson Corp. since 1991) has a 300,000–square-foot headquarters and has expanded beyond furniture, investing heavily in research and development for its line of firepits. Those expenditures are expected to pay off in 2014. “Firepits are very hot right now,” Weber says. “We’ve come out with a more competitive and aggressive program that will be launched in

Patio & Hearth Products Report January/February 2014

the early part of 2014, so we think we are going to continue to have strong growth in firepits. We have stand-alone firepits, or we can incorporate them into high bar tables or dining tables.” PREPARING FOR GROWTH Coming after a year that Weber describes as showing a moderate increase in sales, the main priority has been preparing for growth—in 2014 and beyond. Part of that goal includes planning now for 2015. “We have already viewed prototypes of the new line for 2015,” Weber reveals. “In January 2014, we will finalize both lines for 2015. That’s a bold move for the company. We also believe our new Avanti Leisure product line will give us the extra growth we need. We are seeing retailers looking at lower-priced items to increase their sales volume.” With fewer new retailers opening their doors, Weber is keen to continue the company’s tradition of working in partnership with established specialty stores. These store owners not only know their products and their customers, but also are more likely to respond to customer service with product loyalty. “We like to work with independents because those types of patio shops can do special orders. We’re one of the few manufactur-

ers that can offer direct-container pricing, warehouse pricing, and special orders for the dealers. Specialty retailers have always been the lifeblood of our company,” Weber says, adding that Mallin always works to satisfy them first. As 2014 warms up (literally and figuratively), Weber reports, Mallin is seeing brisk orders for its newest contemporary collections, such as Camden and Palermo. Part of the early success is due to momentum gained from 2013 trade shows that showed off nine new collections from Mallin. Dealers hoping to appeal to customers with more traditional tastes are choosing Mallin product lines such as Celaya and Barletta. “We also launched other trendsetting styles for our dealers as well,” Weber says, “and in honor of Merv Conn, we have a beautiful seating collection that we call Mervana.” The eye-catching nature of Mervana and other Mallin products amounts to an attractive focal point for the showroom floor. If customers prefer different colors or patterns, special orders are easy, thanks to an efficient distribution system. “Many other companies, today, do not offer domestic distribution or special orders,” Weber explains. “With Mallin, retailers get to bring

in the color combinations that they feel suit their stores and assortments, but customers can still make special orders from Montebello, and pick their products in any colors and fabrics they like. We’ll even use customers’ own materials for fabric, if they so desire.” Mallin’s furniture is primarily sold at outdoor specialty retail stores in the United States and Canada. “We promote in-store (as opposed to online) sales,” Weber says. “We feel that you need to see and sit in furniture before it becomes a part of your home.”

PREDICTING THE PUBLIC After almost three decades in the world of marketing, Weber has often attempted to predict the industry’s next big thing. Experience has taught him to make a full commitment after a decision, to focus on the strengths of the company, and to do more listening than talking. “We listen to our retailers because the retailers are hearing from customers,” Weber says. “I stay on top of industry trends, and I monitor what our friendly competitors in the industry are doing. Ultimately, you develop a prod-

uct based on what you think represents your company’s best. You make what you think is going to produce significant volume for the dealers and add real value to their businesses.” Mallin’s designers have long sought the cutting-edge pieces (beyond the meat-and-potatoes collections) that might not create heavy sales volume, but that add interest and that appeal to a subset of consumers. Meticulously preparing each product’s launch is also incredibly important, and it’s an area of the business that Weber intends to

focus on in 2014—and beyond. “I’ve worked with mass retailers over the years as well, and they were the ones that started the development of products a year in advance—and now, almost two years in advance,” Weber says. “At Mallin, we’re now following a similar process, developing products much earlier so we can efficiently launch them earlier and ship them on time. It’s a very different business now than it was six or seven years ago, and we are taking heed of that fact for the good of our dealer partners.”

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January/February 2014 Patio & Hearth Products Report

WHAT’S NEW

6 Hot Products to Sell Now European Home | www.europeanhome.com The Trisore 100H is a three-sided (or bay-style) fireplace with a frameless design. This very modern, fresh look comes from Element4 of the Netherlands and is distributed by European Home. A three-sided fireplace is an interesting alternative to a single-sided version. While it installs like a single-sided unit, the added side returns provide additional views and drama. The new 100H offers a double burner and a tall view, combined with glass-to-glass corners.

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Onward Manufacturing | www.omcbbq.com Broil King’s new premium 14-inch paella pan can be use used as a multipurpose pan for roasting or frying. It features a dimpled pan base and heavy stainless-steel handles, and it fits perfectly on the Broil King Keg®. Circle Reader Service No. 91

Empire Comfort Systems | www.broilmaster.com Broilmaster’s new V-channel cooking grid captures up to 60% of the drippings released from foods being cooked on an infrared grill. The channels hold these juices just beneath the food, where heat from the infrared burner converts them into steam and smoke, adding flavor and moisture to everything you grill. The grids clean up easily with a regular grill bush. V-channel cooking grids come standard on all 2014 Broilmaster R3-series grills and are available individually for customers who own Broilmaster R3, P3, D3, and H3 grills. On the company’s website, click on the Products tab.

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The Companion Group | www.companion-group.com Pellet smokers offer a slightly more concentrated smoke experience for your grilling. This unique V-shaped smoker box fits under the grate between the flame-deflector bars on most gas grills. You can easily add pellets by fitting the insert between the grill grates. Pellets can be poured down the insert to the smoker box while food is cooking. The pellet insert is available in short and long versions. Circle Reader Service No. 93

Twin-Star International | www.twinstarhome.com Shown in a high-gloss white finish (but also available in high-gloss black), the contemporary media mantel features smoked tempered-glass doors on left and right storage cabinets with adjustable shelves. An open center shelf with two compartment dividers is perfect for media components. Included is the 26-inch ClassicFlame electric fireplace insert, which can be used with or without heat for all-season enjoyment. There are three insert options available: contemporary, traditional (with SpectraFire), and curved-front models. The unit has brushed-metal feet and measures 72 inches wide by 20 inches deep by 36.5 inches high.

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Glen Raven/Sunbrella | www.sunbrella.com The Marquee collection by Sunbrella features seven coordinating fabrics in a sophisticated warm-neutral palette. Soft orange and coral add a whimsical touch to the grounded neutrals of this collection. Heritage char, sailcloth shadow, and Frequency sand use woven yarns to create subtle pattern and texture, perfect for large-scale upholstered items (such as sofas and chairs). Stanton greystone—a stripe pattern of varying widths of orange, beige, and soft gray—and Accord koi, a geometric diamond pattern, add detail and interest. Canvas Tuscan and Echo sangria serve as coordinating solids, perfect for throw pillows that you can mix and match. Circle Reader Service No. 94

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PRODUCT PROFILES Regency’s Large Hybrid Catalytic Wood Insert Here’s contemporary styling with hybrid innovation: introducing Regency’s CI2600 large hybrid catalytic wood insert, releasing in spring 2014. Featuring Eco-Boost technology; an air-wash system; and easy, single-lever operation, this stylish insert offers a variety of faceplates to suit the customer’s design preference. The CI2600 is designed for easy installation in most masonry fireplaces, and it boasts a 2.6–cubic-foot firebox; a 250–square-inch viewing area; and an optional, concealed flush-front blower. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-vision.com. Circle Reader Service No. 96

Amsden The sleek and contemporary see-through design of this mantel enhances the beauty of the realistic Opti-myst flame. An optional metal backing inserts into the fireplace for a dramatic presentation of the flame effect. A discerning consumer will appreciate the uniqueness of the floating cube on the black base. Contact: www.dimplex.com.

Pizza Oven Savor the true Tuscan pizza experience with a wood-burning oven. Brown Jordan Outdoor Kitchens has introduced a new line of stainless-steel dome-shaped ovens from Italy that offer a stylish, contemporary look and choice of powder-coat finishes. The ovens feature more interior cooking space than other same-size imports, as well as a thicker stone cooking surface for enhanced results. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

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Cal Flame P5 Grill

Aspen Timbers Gas Log Set Aspen Timbers from Hargrove is the latest addition to the company’s Radiant Heat series of vented gas logs. This new log style combines the elegant beauty of white birch with the premium radiant-heating characteristics and warm glow for which Hargrove’s Timbers series is known. The logs are available in 21-, 24-, 30-, and 36-inch sizes to fit most fireplace applications. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 99

The Cal Flame P5 five-burner built-in gas grill is the perfect pro-style grill for your outdoor environment. This Cal Flame 40-inch grill is constructed with 304 stainless steel and features five 15,000-Btu cast–stainless-steel burners (each with independent easy-start ignition) and a 75,000-Btu overall output. It has 1,000 square inches of cooking surface; interior lights, for nighttime grilling; a 110-volt, full-size rotisserie; a griddle; a smoke box; lip guards on all burners, to prevent clogging; five exclusive, heavy-duty V grates; and a full-width warming rack, with two positions. Its thermometer lets you monitor the temperature at all times, and it has a full-width drip tray; a black Cal Flame cover; the ability to use LP or natural gas; and exclusive, heavy-duty Cal Flame knobs. This grill allows any burner to be switched out for an optional Sear Zone burner or smoke tray, for enhanced grilling alternatives. Contact: www.calspas.com. Circle Reader Service No. 100

Granada Deep Seating Agio, trendsetting leader in all-weather wicker, offers the Granada deep seating collection, which features a table and seating combination handcrafted of a hearty textured weave of durable, fade-resistant all-weather wicker. With Granada’s weather-resistant deep seating cushions, your customers will enjoy years of entertaining guests comfortably. Contact: www.agio-usa.com. Circle Reader Service No. 101

Patio & Hearth Products Report January/February 2014

DELIVERS IT’S WHAT YOUR

CUSTOMERS ARE LOOKING FOR

FIND OUT HOW EASY IT IS TO: · create a competitive advantage · draw more trafﬁc to your store · improve sales and proﬁt · reap the rewards without increasing overhead

WATCH WHAT NEW

S R E L A E D D E T I EXC ING ABOUT ARE TALK

ENT

M E IT C X E / M O .C Q B B G BROILKIN

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PRODUCT PROFILES Moonlight Outdoor Firepit As the demand continues to build for outdoor fire, Agio continues to deliver with bold new looks, tabletops, and elegant designs. The Moonlight outdoor firepit features a durable glass top with the warm, inviting look of ornately stained glass. It’s sure to bring heat to your showroom floor and give your customers a reason to entertain artfully into the shoulder season, with Moonlight. Contact: www.agio-usa.com.

The Textures Collection by Sunbrella

Settle into this delightful single-person swing, its vividly blue Sunbrella® fabric like a patch of Carolina-ocean sky, and prepare to have the worry relaxed right out of you. Resistant to rot, mold, mildew, fading, and staining, the Hatteras Hammocks® Dupione galaxy tufted single swing’s two layers of solution-dyed fabric sandwich a fluffy center of polyester hollowfill fiber made from recycled plastic drink bottles. The luxuriously pillowy contours come courtesy of 10 nickel-plated rolled-rim grommets, which also prevent rainwater from pooling in the swing seat. Contact: (800) 334-1078 or www.thehammocksource.com.

The Textures collection by Sunbrella features seven harmonizing fabrics in a refined neutral palette that adds interest through texture. Heritage alpaca and Heritage granite are made from Renaissance yarns (which are a 50-50 blend of recycled and virgin Sunbrella fiber), giving them a homespun look with distinctive charm. Jive stream and Voyage stream feature the most prominent textures in the collection, with hints of blue in the predominantly neutral construction. Rounding out this collection are sailcloth shadow, Dupione pearl, and Frequency ash, which are ideal for large-scale upholstered items, such as sofas and chairs. Contact: www.sunbrella.com.

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Hatteras Hammocks Tufted Single Swing

The FIREVIEW

Wood Cookstove The Fireview is a high-efﬁciency, airtight, wood-burning cookstove that is perfect for home, cottage or camp. It serves as a high-output room heater, a cooking appliance and, with an optional water

New Big Green Egg Wall-mountable Bottle Opener Get the party started with this mountable EGG-shaped novelty bottle opener, solidly made of durable cast iron. As attractive as it is efficient, the opener conveniently attaches to your Big Green Egg table or adds a fun and stylish highlight to your bar or outdoor-kitchen decor. It easily opens bottle after bottle, making it a great gift for your favorite EGGhead. Contact: www.BigGreenEgg.com. Circle Reader Service No. 105

jacket, a source of hot water. For even more cooking versatility add the optional

DP42: 42inch Dry Pantry

gas side burners. Models also available in all-gas, all-electric or dual fuel.

Let us build one for you.

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Patio & Hearth Products Report January/February 2014

The DCS dry pantry offers a consistent, professional design with ultrapremium indoor features that help create a truly cohesive and functional kitchen. It’s an ideal place to store all of your outdoor essentials, dry goods, cookware, counter finishes, and anything kept in your indoor pantry. Contact: www.dcsappliances.com. Circle Reader Service No. 106

Home heating products that are kind to everyone’s home. SCHOTT ROBAX® glass-ceramic creates a more energy-efficient, eco-friendly and safe environment for your customers. When used in a closed fireplace system, ROBAX glass-ceramic transfers more heat into a room and reduces the amount of firewood needed, as compared to an open heating system. It also allows the fire to burn more completely, preventing other particles from being released into the air. Get all the information you need to ignite your sales right to your inbox. Join the SCHOTT ROBAX Dealer Program today at schottrobax.com.

www.schottrobax.com

Find us on

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SCHOTT ROBAX® is a registered trademark of SCHOTT AG.

PRODUCT PROFILES Regency’s New Handforged Fronts Series Quality and style, without compromise: Regency introduces its new series of handforged fronts. Individually crafted, Regency’s newest fronts are designed to bring home a rustic, traditional feel to select gas fireplaces available within the Regency line. Available in three different finishes, these fronts are sure to command attention; each one is unique: a piece of art to display and to highlight the stunning fire. Easily installed and complete with safety screens, these aesthetically pleasing fronts are sure to be popular. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-vision.com. Circle Reader Service No. 107

BC25: 25-inch Beverage Chiller Entertain your guests with a professionally designed and culinary-created beverage chiller by DCS. The 25-inch beverage chiller is a fully insulated compartment that can hold up to 17 gallons of ice to chill your refreshments. Its deep depth can comfortably hold sitting longneck-bottled beverages and wine bottles. It’s a perfect beverage solution for your outdoor kitchen. Contact: www.dcsappliances.com.

Refractory Panels Hargrove Premium Products has introduced a new series of replacement refractory panels. Multiple sizes are available, and panels can be cut to fit sizing requirements. Each panel is steel and fiber reinforced. Some models are available for UPS shipment. Contact: (800) 725-4166, www.hargrovegaslogs.com, or markh@e-hargrove.com. Circle Reader Service No. 109

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Fire Tables From Homecrest Homecrest is pleased to introduce its new, stylish fire tables, which are guaranteed to appeal to customers who like to entertain outdoors. Featured here is the Lunar fire table. Homecrest’s Lunar fire table offers a greater value and features an embossed-aluminum leather top and an all-aluminum base. The Lunar fire table is available in all frame finishes and in multiple color combinations. Contact: www.homecrest.com. Circle Reader Service No. 110

Fireview Cookstove Cook dinner. Heat the house. Enjoy the fire. The high-efficiency Fireview wood-burning cookstove from Elmira Stove Works has a 60,000-Btu output; a large, 3–cubic-foot oven; and optional side gas burners. It’s the latest advance in the way things used to be. Contact: www.ElmiraStoveWorks.com. Circle Reader Service No. 62

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PRODUCT PROFILES Outdoor Living Care Kit by Flitz When it comes to cleaning and protecting, Flitz has you covered with its new outdoor-living care kit. Clean and protect multiple finishes and fabrics with an SPF 50 sunscreen, and keep them looking showroom new for years to come with this all-in-one care kit. The kit contains a 1.7-ounce bottle of cleaner, with mold- and mildew-stain remover; a 1.7-ounce bottle of furniture and spa UV protectant (SPF 50); a 1.7-ounce bottle of Fabric UV Armour (SPF 50); and a 16x16-inch Thick & Thirsty microfiber cloth. Products are also available individually in sizes of 16 ounces, 1 gallon, and 5.5 gallons. Contact: www.flitz.com. Circle Reader Service No. 112

Vineyard Collection The Vineyard collection by Alfresco Home is Everwovenâ&#x201E;˘ all-weather wicker with a fresh, transitional style. It is available in frappe wicker, which provides stylish, clean lines in richly woven textures. Visit the company at #16-120 in the Merchandise Mart in Chicago, Illinois. Contact: www.alfrescohome.com. Circle Reader Service No. 113

Redway Enticing is the only way to describe the Opti-myst flame technology surrounded by the glossy black-and-gray frame of the Redway wall-mount fireplace. With or without heat, the flame will mesmerize. Contact: www.dimplex.com. Circle Reader Service No. 114

Aero Firepit by OW Lee A new concept in firepits, Aero is constructed of aircraft-grade plate aluminum for superior strength and durability. The hearth top of the Aero firepit is composed of four panels, one of which is removable to allow access to a full-sized propane tank. At 20 inches tall, the Aero firepit is modern, yet distinctly industrial. Contact: www.owlee.com. Circle Reader Service No. 64

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PRODUCT PROFILES

KitchenAid Dual-lid Gas Grill This classic, durable stainless-steel KitchenAid® gas grill comes equipped with main burners that individually ignite with push-and-turn electronic continuous ignition. Halogen lighting in the firebox allows the chef to cook well after sunset. Additional cooking features include a ceramic infrared rotisserie burner and an intense-heat ceramic infrared searing burner (located in a second, fully hooded chamber), providing versatility in crafting the perfect meal. Model 720-0826 is shown. Contact: www.kitchenaidgrills.com. Circle Reader Service No. 116

517U Pony The Pony, a small, cast-iron wood stove offered by Hi Flame America, has a 1.2–cubic-foot firebox that can hold 16-inch logs. The superior design features both top and rear vents for installation flexibility, a steel rear heat shield for safety and enhanced air convection, a double heat plate to increase surface area for improved efficiency, and an independent ash pan. This stove has a maximum heat output of 37,000 Btu per hour and can heat an area of up to 1,200 square feet. This stove comes with a traditional black painted surface or an enamel coating in either black or brown. Contact: (201) 625-1978 or www.hiflame.com.

Princess Insert by Blaze King Blaze King’s Princess insert is the most efficient wood insert on the market today. With a deep firebox, frequent emptying of ashes is a thing of the past. An installer-friendly design includes a 45–degree-angle draft hood, permitting easy liner connections. Blowers are standard, and two shroud sizes are available for different fireplace openings. With a 2.54–cubic-foot firebox, emissions of a mere 2 grams per hour, and proven catalytic-combustion design, the Princess insert has a 10-year 100% warranty on the combustor. Efficiency levels are 80% (higher heating value) and 86% (lower heating value). Contact: (509) 522-2730 or www.blazeking.com. Circle Reader Service No. 118

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Viento Firepit by OW Lee OW Lee’s new Viento firepit features the delicate scrollwork that OW Lee is known for, combined with sturdy, time-tested construction. This aluminum firepit was designed to coordinate with OW Lee’s Viento furniture collection and wall medallion to provide a total solution for an outdoor-living room, but it also provides a strong design statement on its own. Contact: www.owlee.com. Circle Reader Service No. 119

Evolution 360 Waterpit Series by Hearth Products Controls The HPC Evolution 360 waterpit series offers a combination of fire and water. This fully assembled, self-contained, plug-and-play water feature is engineered for ease of installation and durability. It’s made of beautiful hand-hammered copper in a choice of four-scupper or 360-degree–scupper designs. It includes a CSA-certified, 13-inch HWI firepit insert. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 120

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Cal Flame PV7000 Island Building the ultimate outdoor kitchen is simple (and fun) with the new Cal Flame PV7000. It is an elegantly designed, state-of-the-art outdoor-kitchen island that provides the perfect space for cooking wonderful meals and entertaining family and friends. The beautifully equipped U-shaped island seats eight to 10 people comfortably, and it can be customized with a variety of unique featuresâ&#x20AC;&#x201D;including four- or five-burner grills, deluxe double side-by-side burners, LED lighting, undercounter lights, an iPod station with speakers, a beer-tap refrigerator, an ice maker, a hibachi drop-in grill, stainless-steel components, a propane-tank drawer, and many other exciting features. Cal Flame makes it easy to create your ultimate chefâ&#x20AC;&#x2122;s paradise. Contact: www.calflamebbq.com. Circle Reader Service No. 121

Capistrano Mosaic Firepit Tabletop

The beauty of simplicity

California Outdoor Concepts redefines design, once again, with the introduction of new mosaic tops for your firepit table. The Capistrano mosaic firepit tabletop recreates the images of California missions. Warm tones of travertine and marble hark back to the early California images of tiled rooftops and weathered-plaster walls. The Capistrano mosaic top will add a unique touch of art to your backyard landscape. The swallows come back to Capistrano every year; elevate the design of your firepit with the Capistrano mosaic top, and you will be coming back, again and again, to the quiet comforts of home. Sit back and enjoy the beauty. Contact: www.californiaoutdoorconcepts.com. Circle Reader Service No. 122

24-inch Drop-in Cooler: Model EOC24D No backyard gathering is complete without ice-cold beverages. This fully insulated, premium-quality drop-in cooler from Twin Eagles accommodates up to 60 bottles and 25 pounds of ice. The insulated bin and lid (with a gasket seal) ensure that the contents stay cold. Contact: www.TwinEaglesBBQ.com.

info @ europeanhome.com www.europeanhome.com importer and distributor dealer inquiries welcome visit us at the 2014 HPBExpo, booth 4557

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PRODUCT PROFILES

St. Lucia Collection The St. Lucia collection by Alfresco Home is available in both dining and deep seating assortments. The new finish for the Alfresco Home cast-aluminum group is amazing grey, and this sophisticated and clean finish supports not only the gracious seating sizes of St. Lucia, but also the Mission-style table designs. Visit the company at #16-120 in the Merchandise Mart in Chicago, Illinois. Contact: www.alfrescohome.com. Circle Reader Service No. 124

Pyroceram III Clear Glass Ceramic

You can trust Pyroceram® III from EuroKera for the very best in high-temperature performance. Made from a special composition of clear glass ceramic, Pyroceram III withstands even the highest heat conditions—up to 1,300 degrees (700 degrees Celsius)—due to its low coefficient of expansion. Pyroceram III creates a tranquil, warm atmosphere in front of your fireplace or stove, thanks to its excellent transmission of visible light and its light-amber tint. Contact: (864) 963-8082 or www.eurokera.com/pyro. Circle Reader Service No. 125

24-inch Drop-in Sink: Model TEOS24 Enjoy the convenience of a large, commercial-quality sink in your outdoor kitchen with the new Twin Eagles 24-inch drop-in sink. The oversized basin accommodates large items, and the seamless welded construction enhances the beauty and durability of this outdoor-kitchen essential. Contact: www.TwinEaglesBBQ.com. Circle Reader Service No. 126

UltimateONE UltimateONE offers the latest technologies in factory-built chimney design, providing superior performance, durability, and safety. UltimateONE’s inner liner and outer casing are constructed of all-welded 304 stainless steel, providing superior strength and corrosion resistance. Engineered with a web-coupler design using an inch of Superwool insulation that makes contact at the seam, UltimateONE allows for pipe expansion and eliminates cold-air infiltration. Because UltimateONE is locked together with a latch-type locking band, no tools are required, making the installation quick, solid, and secure, every time. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 127

Penta Burners by Hearth Products Controls HPC Penta burners are showing a tremendous growth rate. Available in 12-, 18-, 24-, 30-, and 36-inch sizes, they are made of 304 stainless steel and have burner ports drilled to provide a very full, uniform flame pattern. They can be used with natural gas or propane, as well as with decorative glass or lava rock. Their patented design sheds water and is more fuel efficient than the standard round burner rings. HPC offers several CSA-certified firepit inserts with the Penta burner. Contact: (877) 433-7001 or www.HPCfire.com. Circle Reader Service No. 68

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PRODUCT PROFILES

Big Green Egg Custom Cooking Island Big Green Egg’s custom cooking islands are designed and engineered to work perfectly with the EGG for years of enjoyment. The custom cooking island features high-quality aluminum and steel construction, with solid-stainless door pulls; heavy-duty roller drawers; ample storage cabinets for charcoal and utensils; locking casters; and a durable, weather-resistant, powder-coated finish—and it comes with a lifetime warranty. Contact: www.BigGreenEgg.com.

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,

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Apex-CBT Catalytic Indoor Furnace The Apex-CBT is a revolution in central heating and is made by the experts in catalytic technology. Tested using the CSA-B415.1 method, the Apex-CBT produces a mere 3.3 grams per hour of emissions and is rated for efficiency levels of 87.2% (higher heating value) and 90.7% (lower heating value). The large, 5.7–cubic-foot firebox takes logs of up to 26 inches in length and can be used as an add-on furnace for an existing central-heating system—or as a stand-alone furnace, when used with the company’s VB1000 blower. Contact: (509) 522-2730 or www.blazeking.com.

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. 132

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Reflections by EuroKera

To enhance the effect of the fire’s flame, Reflections™ opaque, reflective glass ceramic can be used on the back wall of the stove to capture and make visible the entire dimension of the fire. Highly reflective black glass ceramic is available, as are white and cream, for a more subtle look. Do you want to keep the brick effect? These products can also be printed with a customer-specified brick pattern or a preexisting design in the colors shown here. Contact: (864) 963-8082 or www.eurokera.com/pyro.

TRLD-32 Gas Grill by Summerset

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The new TRLD-32 from Summerset Professional Grills takes the TRL product to a new level. This high-quality workhorse features front-panel blue LED lights; two interior lights; heat separators; cast-stainless burners; heavy-duty knobs; and a plug-and-play, adjustable infrared-burner option. It measures 33.25x11x20 inches. Contact: (800) 966-8126 or www.summersetgrills.com.

New Vermont Castings Victory Large Direct-vent Gas Insert

New Year, New Color

The Vermont Castings Victory insert now comes in a larger size, as well as a contemporary version. Featuring six decorative faces and six rich colors bursting with signature style, it elevates the company’s iconic style to inspiring heights. On the inside, the contemporary version offers a black porcelain panel liner option and contemporary glass options, adding chic sophistication. Your customers are sure to find the look they’ve been searching for—from sleek, contemporary lines to handcrafted, rustic details—to update their existing fireplaces. Contact: www.vermontcastings.com.

The Classic Sunglow A270 portable propane patio heater sports a new color for 2014. The copper/bronze blend of colors complements most patios and pool areas. The unit’s output of 40,000 Btu per hour supplies quiet heat in a 360-degree circle. Its 65-pound base means a safe, stable platform for all locations. Contact: (888) 317-5255 or www.infradyne.com.

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PatioFlame Table by Napoleon The Napoleon all-aluminum PatioFlame® table is the perfect complement to an outdoor-entertainment area. The 55.5x36-inch rectangular table (with a 60,000-Btu, 10x30-inch burner) features a clean, durable design that will hold up for many years. Other features include electronic ignition, a thermocoupled valve (which shuts off the gas supply if the flame is extinguished), and an all–stainless-steel pan burner with topaz-glass media. A propane tank can be concealed inside the table’s base. The unit comes complete with the table, the burner, a burner cover, and topaz glass. Contact: www.napoleonproducts.com. Circle Reader Service No. 136

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PRODUCT PROFILES

Elegant New Hardware Brown Jordan Outdoor Kitchens offers a new collection of hardware, featuring bronze and patina door and drawer pulls, knobs, ring pulls, and levers. Once a design is selected, a representative can work with the designer to specify further functional and decorative products to enhance the project. The oxidation process that is used to create patinas is an accelerated version of natural exposure to time, touch, and environment. Repeated handling of the hardware will lead to the graceful wear of the patina. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com. Circle Reader Service No. 137

Outdoor Cabinets by DeSavino & Sons

Hatteras Hammocks Pillowtop Hammock Firm, wide, interwoven poly-filled horizontal pillows provide uncommon lumbar uplift (even as they enhance cushiony hammock comfort), while the Hatteras Hammocks® classic red stripe fabric pattern captures the feel of casual elegance. The two sheets of solution-dyed DuraCord® fabric are as weather tough as they are cottony soft, while the cumaru-wood spreader bars further boost both looks and durability. The hammock body measures 55x82 inches, with a total length of 13 feet. The Roman Arc® cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 141

DeSavino & Sons outdoor cabinets are made from marine-grade HDPE and engineered for direct exposure to rain, snow, and extreme temperatures—hot or cold. DeSavino & Sons outdoor-kitchen cabinetry is beautiful, high-end cabinetry that has been designed specifically for outdoor use. It is available in multiple colors, knocked down or assembled, and is proudly made in the United States. Contact: (888) 889-2314 or www.desavino.com. Circle Reader Service No. 138

Gensun Casual Living

The REVO series is an innovative fusion of technology, design, and safety in square, horizontal, and vertical models—all with 7–inch-deep profiles. Contact: www.heatnglo.com.

Gensun Casual Living completes the outdoor room with the introduction of outdoor kitchens. Cabinets are available in a variety of sizes and colors. Elegant countertops are made from cast aluminum and are also available in a variety of colors—and even faux-stone finishes. The appliances (including grills, side burners, refrigerators, and bar centers) are included in this new line. Contact: www.gensuncasual.com.

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Heat & Glo REVO Series

Memphis Direct-flame Cooking Insert Light your fire in less than 60 seconds—anywhere, anytime. The patented Bison Airlighter is the fastest, cleanest, and safest method of instantly lighting a fire. Being fully portable, it can light as many as 40 fires between recharges. It’s ideal for lighting fires indoors and outdoors, including those in smokers, grills, campfires, tailgating appliances, firepits, and fireplaces. Contact: (845) 258-9903, bison@infora.com, or www.infora.com.

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

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Patio & Hearth Products Report January/February 2014

Charred Stack Ventfree Log Set

Northstar Retro Cool Bigger is better: The new model 1958 French-door fridges from Elmira Stove Works have a 24.8–cubic-foot capacity. They’re retro outside, with 21st-century features inside. They have ice makers and filtered-water dispensers and are Energy Star compliant. They are also available in cabinet depth. Contact: www.ElmiraStoveWorks.com. Circle Reader Service No. 144

Golden Blount’s Charred Stack vent-free log set incorporates design elements of the company’s award-winning Texas Stack vented logs. Angled log positioning provides a natural appearance rarely found in the vent-free category; 24- and 30-inch models are available in Seasoned or Fresh Cut coloring styles. Burner options include remote-ready or four-step, remote-controlled, all-inclusive models. Contact: (800) 833-1139 or www.goldenblountinc.com. Circle Reader Service No. 145

Exterus by Forshaw With Forshaw’s exclusive Exterus modular system, building a beautiful, custom outdoor kitchen couldn’t be easier—or more affordable. Exterus is lighter than traditional masonry kitchen framing, allowing you to place a kitchen in areas unable to support a masonry island. Lighter construction, however, does not compromise quality. The durable outdoor modular cabinets are constructed of 22-gauge, galvanized 60 steel framing and covered with ready-to-finish 0.5-inch PermaBase® for a strong and mildew-resistant barrier. Many kitchens using the Exterus modular system can be installed in just two days. Contact: (800) FORSHAW or www.forshaws.com. Circle Reader Service No. 146

HPBExpo Exhibit #4821

introducing the fornetto–alto TM Main Office, Sales Center, Showroom and Warehouse 1000 Armand Hammer Blvd. Pottstown, PA 19464 USA

Chicago Showroom Chicago Merchandise Mart 222 Merchandise Mart Plaza Suite 16–120, Chicago, IL 60654

Atlanta Showroom AmericasMart Building 2 West Wing The Gardens Showroom 10–C–116 240 Peachtree St. NW #2200 Atlanta, GA 30303

1000 Armand Hammer Blvd. Pottstown, PA 19464 USA | P: 1.610.705.8808 | F: 1.610.705.8838 | alfrescohome.com

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PRODUCT PROFILES

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

Broil King Baron 440 (#922164) Featuring the patented dual-tube burner system, the new Broil King Baron 440 (made in North America) delivers outstanding cooking performance with a stylish black porcelain-coated–steel and cast-aluminum exterior. Heavy cast-iron grids and the Flav-R-Wave system provide legendary results. Contact: www.omcbbq.com. Circle Reader Service No. 150

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Laguna Mosaic Firepit Tabletop The history of mosaic dates back more than 4,000 years, and now, California Outdoor Concepts continues the tradition with the Laguna mosaic firepit tabletop. The singular design of the Laguna has, indeed, the same idyllic feel as its city namesake, Laguna Beach. The color palette and craftsmanship of this truly individual creation will impress even the highly discerning artist community that settled in this seaside village. The Laguna mosaic top will have you dreaming of the light, sandy beaches and abalone-dotted tide pools of days past. Step up to Laguna, and own your own masterpiece today. Contact: www.californiaoutdoorconcepts.com. Circle Reader Service No. 148

Willowbrook by Mendota Featuring the same corner detailing as the company’s popular Willow doors, Mendota’s Willowbrook front brings elegance and a more streamlined point of view to the hearth. Willowbrook is available in both arched and frame styles (in five finishes), and it can be paired with selected Grace fronts for a unique, layered look. Contact: www.mendotahearth.com. Circle Reader Service No. 151

MHP Patriot Gas Grill Introducing the new MHP Patriot gas grill: A new standard has been set, when it comes to combining high quality and value in a U.S.–made grill. The Patriot grill’s features include a powder-coated, aluminized-steel column and base with four locking casters; a rotary igniter; stainless-steel drop-down shelves; and a drop-in warming rack. It also comes complete, in one box, with built-in profit for you, at a price consumers will love. See the company at HPBExpo, booth 5037. Contact: (888) 647-4745 or www.mhpgrills.com. Circle Reader Service No. 152

Napoleon Electric Slimline Series

Harman XXV Pellet Stove

Introducing a new electric Slimline fireplace series with a clean, crisp, contemporary design and all the convenience of simply hanging, plugging in, and enjoying the fireplace: Napoleon’s new electric fireplaces feature a generous glass front and a contemporary glass ember bed that complements the minimalist design. All units can be recessed into the wall for reduced protrusion into the room, even with a heater. Five widths are available—32, 48, 60, 72, and 100 inches—along with a 32-inch convex model. Contact: www.napoleonproducts.com.

The Harman XXV pellet stove delivers up to 50,000 Btu of high-performance heating—while showcasing exquisite cast-iron detail with four bold porcelain finishing options. Contact: www.harmanstoves.com.

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Valorâ&#x20AC;&#x2122;s L2 Linear Fireplace Inspired by the highly successful L1 series, the L2 linear fireplace provides a 50-inch widescreen display (10 inches wider than that of the L1 linear). High-quality surrounds in bronze, black, brushed nickel, and the companyâ&#x20AC;&#x2122;s new GRC sandstone finishes frame spectacular flames and radiant warmth from within. Firebed options for the L2 include the Long Beach driftwood set and the Murano glass kit. Join living spaces seamlessly with Valor warmth, design, and reliable home comfort. Contact: www.valorfireplaces.com. Circle Reader Service No. 154

Heavy-duty Roof-brace Kit The new heavy-duty roof-brace kit is designed to provide extra stability for the chimney system above the roof line. The kit is made from durable, heavy-gauge, large-diameter tubes, with a corrosion-resistant coating on both the poles and chimney band. Telescoping legs allow for adjustments from 5 to 9 feet, with an integral set screw to lock the legs in place securely. Contact: (800) 992-8368 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com. Circle Reader Service No. 155

Infratech Comfort Heaters Whether for work or recreation, Infratech comfort heaters turn cold indoor and outdoor areas into comfortable, inviting spaces. The W-series heater incorporates a specially designed electric quartz heating element that produces safe infrared radiant energy. Radiant energy is only absorbed by solid objects and is not wasted heating the air. These heaters are suitable for ceiling-, wall-, or flush-mount installations, with minimal clearance required. Solid-state and analog controls are also available for intensity adjustment. Contact: www.infratech-usa.com. Circle Reader Service No. 156

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PRODUCT PROFILES

Valor Edgemont Door Kit The Edgemont lift-off door kit is now available for the Legend G3.5 insert series, and it is available in bronze, brushed nickel, and vintage iron. This beautiful lift-off door collection offers a fresh, new, clean look for the Legend G3.5 insert series. The Edgemont seamlessly integrates the company’s fine-mesh barrier screen into a one-piece, laser-cut, four-sided door. The backing plate is included and features a powder paint finish with crafted corner detail. Contact: www.valorfireplaces.com. Circle Reader Service No. 157

Stainless Bacon-grilling Rack Now you can cook bacon on the grill without flare-ups. This easy-to-handle rack holds four to six strips of bacon and cooks them in a hanging position that allows the grease to drip away from the bacon and into a well (where it can be easily discarded). Your bacon will be browned and crisp, without any mess. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 158

Kamado Grill Caddy by DeSavino & Sons This premium-grade cabinetry for your kamado grill is made exclusively by DeSavino & Sons. Constructed from marine-grade HDPE, it can weather storms without swelling, absorbing moisture, or developing mildew. Aesthetically appealing, structurally sound, and functionally designed, the caddy provides a granite area for resting a kamado grill and also allows for storage of charcoal, chips, and accessories. The caddy will accommodate several kamado brands. It’s available in multiple colors, knocked down or assembled, and is proudly made in the United States. Contact: (888) 889-2314 or www.desavino.com. Circle Reader Service No. 160

Triple Horizontal Drawers by Summerset New triple horizontal drawers from Summerset Professional Grills offer convenience and comfort to customers who don’t want to bend over to retrieve stored items for outdoor cooking. The horizontal drawers are a great answer for a relaxing outdoor-kitchen experience. Everything is at your fingertips: just another smart offering from Summerset Professional Grills. The unit measures 46x6.5x20.125 inches. Contact: (800) 966-8126 or www.summersetgrills.com. Circle Reader Service No. 161

New Fire Magic BBQ Island Constructed from durable GFRC and easily assembled on-site, the new DC430 BBQ island is designed specifically for Fire Magic equipment and makes a stunning statement in showrooms or homes. The café blanco base has a contrasting polished GFRC smoke countertop for a handsome concrete look. It’s shown here with a C430i grill and a Fire Magic refrigerator and doors. Contact: (800) 332-3973 or www.firemagicgrills.com. Circle Reader Service No. 159

Bel Air Collection The Bel Air collection from Gensun Casual Living offers cast, sling, padded-sling, and woven seating options. This collection features an elegant transitional design, with a multitude of choices to furnish your outdoor room. Bel Air can be customized with over 200 fabrics, three weave colors, and 11 frame finishes. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 162

Madison Park Direct-vent Gas Insert IronStrike’s Madison Park™ direct-vent gas insert combines contemporary and traditional styles, delivering the exceptional heating of a gas insert with the chic versatility of a modern fireplace. It is available with a range of interior-liner and door options. Contact: www.ironstrike.us.com. Circle Reader Service No. 163

Patio & Hearth Products Report January/February 2014

Bidore 100H by Element4

KitchenAid Charcoal Grill

The Bidore 100H is a stunning, frameless, linear right- or left-corner gas fireplace. It is produced by Element4 B.V., an award-winning fireplace manufacturer from the Netherlands, and is imported and distributed by European Home for installation in North America. This new 100H model offers a tall view, with a trimless glass-to-glass corner. With a full view on one side and a hint of the fire from around the corner, its architectural style is compelling. Contact: (781) 324-8383 or www.europeanhome.com.

Enjoy the craftsmanship of a high-quality KitchenAidÂŽ charcoal grill to create your next outdoor-barbecue gathering. Its features include heavy-duty, cast-iron cooking grates that are coated with matte-finish porcelain; an adjustable charcoal tray; ventilation; a damper; and a front access door, for adjusting charcoal, that makes it easy to control cooking temperatures. Shown is model 810-0021 Contact: www.kitchenaidgrills.com. Circle Reader Service No. 165

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Dining-height Grand Colonial Gas Firepit Table The Outdoor GreatRoom Company is pleased to announce the newest addition to its collection of firepit tables: the dining-height Grand Colonial gas firepit table. It is UL listed for safety and is made of durable (yet beautiful) materials. It will be featured at HPBExpo in Salt Lake City, Utah, on March 5â&#x20AC;&#x201C;8. Contact: www.outdoorrooms.com. Circle Reader Service No. 166

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PRODUCT PROFILES

Forskona Firedragon The Firedragon from Forskona jets air right where you need it, for instant flames and easy fire building. Blow air through the brass mouthpiece and rake coals with the forked end. The Firedragon is an elegant, effective fireplace and barbecue tool that quickly gets your fire blazing, with no need for fuels or harmful solvents. Its prongs rake coals and turn logs with ease, helping you stay at a safe distance from the fire and smoke. The black powder-coated steel shaft has a polished-brass mouthpiece. Contact: (845) 258-9903, forskona@infora.com, or www.infora.com. Circle Reader Service No. 167

Duraflame illuma Bio-ethanol Fireplace Log Sets

Grace Front Collection by Mendota The Grace front collection has been available for less than a year, but it is already producing head-turning results for homeowners and dealers. Grace offers complete customization, with five gorgeous finishes and eight core elements—including arched and frame fronts in two widths, as well as optional accent bars, accent corners, and dome rivets. Contact: www.mendotahearth.com.

Duraflame® illuma® fireplace log sets safely burn renewable liquid bio-ethanol, vented or vent free. The log sets feature a patent-pending burner system that uses unique, no-pour, no-spill illuma-fuel® canisters. The fuel canister can be safely removed and replaced while the fire is burning. The fireplace log sets include an electronic igniter, a low-fuel indicator, and a built-in device for adjusting or extinguishing the flames. This product was a 2013 Vesta Award winner. Duraflame is now accepting distributors; email sales@duraflame.com. Visit the company at HPBExpo, booth 4746. Contact: (866) 552-3015 or www.duraflame.com. Circle Reader Service No. 170

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Z-460D Reclaimed Mantels by Forshaw A reclaimed-timber mantel from Forshaw adds a special touch to a hearth room. These distinctive mantels consist of reclaimed wood from barn beams and from historic structures located in the heartland of the United States. Since they are not mass produced, each is truly unique, in terms of color and texture. Each shelf has cracks and splits that add greatly to the overall look of the fireplace. Mantels are available in three standard sizes, or shorter lengths can be custom ordered. Contact: (800) FORSHAW or www.forshaws.com.

Swiss Grill’s Z-460D is part of the mighty Zurich range of preassembled, 304 stainless-steel gas grills that look and feel incredible. The range’s minimum advertised price is $999 through $2,499. It offers am amazing 40% margin to the dealer. The Zurich series consists of the following models: the built-in series (four- and six-burner models), four-burner cart models (basic and deluxe), and six-burner cart models (basic and deluxe). Contact: www.swissgrills.com. Circle Reader Service No. 171

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Contemporary Portrait Fireplace With its clean, vertical lines, the American Hearth contemporary portrait fireplace adds a striking design element to modern home decor. The vertical motif carries through to the interior, where multiple folds in the porcelain liner add to the illusion of height. The rich black porcelain reflects the fire to create depth and enhance visual interest, from any position in the room. The dual-burner system resides in an earthenware bowl filled with crushed glass. Choose a black or white bowl and fill it with one or more colors of crushed glass. The multifunction thermostatic remote control operates the fireplace and can vary the flame height of the main burner. The remote lets you vary the accent lighting system located in the fireplace floor and even operate an unrelated appliance (such as a lamp or holiday decorations) plugged into the outlet beneath the fireplace. The clean-face design allows tile or stonework to reach the edge of the window frame. Contact: www.americanhearth.com. Circle Reader Service No. 172

Patio & Hearth Products Report January/February 2014

New Vermont Castings 2014 Signature Series Grills With products made in the United States and built with heart, Vermont Castings is proud to be dedicated, once again, exclusively to independent patio, hearth, and grill dealers and distributors. Customers will look to you for this premium product, which is designed and made with North American steel—and crafted with the same construction and quality that they have come to expect from Vermont Castings. From the latest convenience features to stunning style, the company’s grills have it all. Look for them this year. Contact: www.vermontcastings.com. Circle Reader Service No. 173

New Real Fyre Radiant Gas Logs With enticing, dancing flames to see, you can also feel the warmth of the new RH Peterson Real Fyre RT series vented gas logs. Molded with an exclusive, fiber-enhanced refractory-ceramics mixture, these logs showcase crisp Evergreen Oak bark detail—and glow and radiate like real, burning wood logs. They are operated with a convenient, energy-saving, battery-powered electronic variable burner system. Contact: (800) 332-9273 or www.rhpeterson.com. Circle Reader Service No. 175

New ProFire Bravo Kamado Charcoal Grill Ultimate 5 Gas Logs

The artistically created, ultradetailed Ultimate 5® gas logs from Eiklor Flames are made of high-heat (2,600-degree) ceramic refractory material and are heated by the company’s patented five-burner system, with unique stainless-steel components and heavy-duty iron grates, to give you an extraordinarily realistic, energy-efficient, toasty-warm fire. Sizes range from 18 to 36 inches. Contact: www.eiklorflames.com.

Constructed with high-quality ceramic and commercial-grade stainless steel, the new ProFire Bravo kamado-style grill has the flexibility needed to grill, sear, or smoke foods. Features include a dual-action top vent, an eco-friendly bamboo handle and side shelves, a stainless-steel lid shock absorber, and a hinged stainless-steel grid for the easy addition of charcoal. In addition, the ProFire Bravo grill comes fully assembled. It’s available with a movable stand or with the ProFire Solo cart. Contact: (888) 781-4657 or www.mhpgrills.com.

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Visit us at

Booth #1800

High Temperature Grill, Low ‘n’ Slow Smoker, and a TRUE Convection Oven

888.883.2260

WWW.MEMPHISGRILLS.COM Circle Reader Service No. 76

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PRODUCT PROFILES

Duraflame illuma Bio-ethanol Indoor/Outdoor Tabletop Fireplace

Aries Direct-vent Gas Fireplace Astria’s Aries direct-vent gas fireplace showcases realism, durability, and energy efficiency in both traditional and contemporary styles. It’s available in 35- or 40-inch widths and multiple style options. Contact: www.astria.us.com.

The Duraflame® illuma® tabletop fireplace safely burns renewable liquid bio-ethanol for a smoke-free outdoor or indoor fire, unvented. The patent-pending burner system uses unique, no-pour, no-spill illuma-fuel® canisters. The fuel canister can be safely removed and replaced while the fire is burning. The contemporary, 22-inch fireplace includes an electronic igniter, a low-fuel indicator, and a knob for adjusting the flames or extinguishing the fire. Duraflame is now accepting distributors; email sales@duraflame.com. Visit the company at HPBExpo, booth 4746. Contact: (866) 552-3015 or www.duraflame.com. Circle Reader Service No. 180

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Aesthetically Pleasing The low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact. Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. Contact: www.infratech-usa.com. Circle Reader Service No. 181

Memphis Elite Wood-fired Grill Mombo Gas Log System

Made in the United States, the Memphis Elite wood-fired grill is the new 39-inch built-in or cart model. The Memphis is a high-end, 304 stainless-steel, three-in-one outdoor-cooking center. It’s a high-temperature grill, a low-and-slow smoker, and a true convection oven. At the touch of a button, sear a steak, low-and-slow smoke ribs, or even bake a pie, with an exceptional temperature range of 180 to 700 degrees. Contact: www.hearthlandproducts.com.

The Mombo® gas log system by Eiklor Flames is an exclusive, patented, large two-burner technology for small and huge fully vented commercial and residential fireplaces or firepits—for indoor and outdoor use. Sizes range from 3 to 10 feet long. Contact: www.eiklorflames.com.

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Sunpak-TSR Patio Heater Infrared Dynamics introduces the new Sunpak-TSR outdoor patio heater, which features a handheld remote control. One slim remote handles on/off and high to low heat settings. The Sunpak-TSR’s stainless-steel finish reflects elegance and style on your patio wall or ceiling. It’s available in natural gas or propane models that give off quiet radiant heat. Contact: www.infradyne.com. Circle Reader Service No. 182

HF-737U Stallion Hi Flame America Inc. offers the HF-737U Stallion for those who are looking for that classic design in a large wood-burning stove. The advanced, furniture-quality cast-iron technique used on this stove makes it a beautiful addition to your living space. With a maximum log length of 24 inches, the 2.6–cubic-foot firebox can hold a fire for up to eight hours. This stove boasts a maximum output of 75,000 Btu per hour and is capable of heating an area of up to 2,100 square feet. The Stallion features a side door for easy loading; an air-washed glass front door, for a great view of a genuine fire; and a separate, smaller front door, for easy access to the ash pan. Choose either the traditional black painted surface or glossy black enamel. Contact: (201) 625-1978 or www.hiflame.com. Circle Reader Service No. 183

Patio & Hearth Products Report January/February 2014

As I See It Components for Swiss Grill Swiss Grill is delighted to announce the availability of its new range of built-in components. All made of 304 stainless steel, they have pricing that is second to none and design that emphasizes precision and style. The range includes double doors (27, 30, 36, 42, and 48x19 inches); a propane pullout; a trash pullout; a three-drawer unit; and a drawer. Contact: www.swissgrills.com. Circle Reader Service No. 184

DFS-550 Electric Stove The DFS-550 electric stove is the perfect size for heating small spaces (up to 400 square feet). It features metal construction and offers a realistic flame effect with a dimmer, and it will operate with or without heat. It’s offered in bright red or black. Contact: www.twinstarhome.com. Circle Reader Service No. 185

guest editorial

continued from page 8

it is important to me for the home to have a great outdoor kitchen. A necessity, for me, is that my new outdoor space also include a firepit. In October 2013, Tony Ramos was a guest on “Home & Family,” the television show that I cohost with Mark Steines. Tony talked about the benefits of outdoor living, and his segment featured a beautiful firepit by OW Lee. I don’t have one now, but I fell in love with it—and I definitely want to put a firepit in my next house. Mark’s family and mine are good friends, and when we visit him at his weekend home in Ojai, California, we love to spend time around his outdoor fireplace. After dinner, we all gather around the warmth of the fire and just relax and talk. Even though we live in Southern California, the temperature does dip down at night, and there is nothing better than sitting around a fire, after dinner, with friends and family. Above everything I have done in my life professionally, my passion is my family. To me, that means good food: lots of cooking and showing my love to the people who mean the most to me through the meals I prepare and serve. I am most happy sitting down with my family and friends at the dinner table (whether it’s inside or outdoors) and simply spending time with them. This is truly my greatest joy in life, so for me, two rooms in my home are paramount: the kitchen inside and the kitchen outside. Cristina Ferrare is cohost of the Emmy®-nominated “Home & Family,” a daily lifestyle television program on the Hallmark Channel. She is a New York Times best-selling author and is a former model who has hosted cooking (and many other) television series. She is currently at work on her sixth book.

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impart flavor to food. This is a lead-in that retailers can use to spark a conversation with customers about different cooking methods, tools, and cookbooks. When they see it how easy it is to make food taste better by using something as simple as a grill humidifier or wood chips, they want to know more. The Companion Group is constantly playing with new ways to impart flavor to food. We recently introduced the V-shaped gas-grill smoker box, which uses pellets to enhance the flavor of meat. Another cool product is our marinade injector; it looks like a syringe, but it’s actually for meat. Even someone who has zero cooking ability can fill the marinade injector with chicken brine (or even water), inject it into a chicken breast, and create the most amazingly moist piece of grilled meat: no more dried-out chicken.

How should retailers go about determining which outdoor-cooking accessories will sell best in their stores? Gross: Use us as a resource. Our sales team is always available to discuss our top-selling items (and why they are top sellers) and to share retail success stories. Retailers should also think about their customer base and buy according to those needs. Are your shoppers novice grillers who are making pork chops or burgers, or are they expert grillers looking for techniques to impart smoke and flavor? What are some of the regional food trends? Answers to these questions will help us work together to pick out what will sell best in a particular retail market.

Why (and how) are people cooking outdoors today? Gross: Cooking outside has become more than just grilling hamburgers. People are cooking meals—from start to finish—on their grills. We think this trend took off when the economy crashed because people needed to save money, which often meant cutting back on dining out; the cost of feeding one’s family or entertaining friends with a backyard grilling party can be one-third of the price of going to a restaurant. With this fact in mind, grill organization is important—so one can cook appetizers, side dishes, meats, and even dessert on the grill. We offer a number of products that make this easier.

Which products from The Companion Group are you most excited about for 2014? Gross: Historically, we have been known for our barbecue tools, but we have also launched a line of pizza-making accessories (and a pizza oven) that appeal to consumers because of their quality and crossover ability. Items from our pizzacraft line can be used for both indoor and outdoor cooking. The Charcoal Companion line has some great new products. They include our Meat Claws (which can shred smoked pork butt into pulled pork in a matter of minutes); the V-shaped gas-grill smoker box for pellets (a unit that fits under the grate, in a gas grill, to push air, humidity, and flavor into meat); the drumstick and wing grilling rack (a wire rack that makes it easy to roast chicken on a grill); the bacon rack (for grilling bacon with no mess); and Spud Buttons (which turn ordinary baked potatoes into something special). We’ve received an enthusiastic response to our natural Himalayan salt plate, which is rich in trace minerals that add to the depth of flavor in foods. We are also adding colors to many of our products.

What does the future hold for The Companion Group? Gross: Our CEO says, “If it can be done in the kitchen, it can be done on the grill.” The Companion Group’s brands will continue to grow, and we hope to stay in the forefront of new design and product development. We want to inspire customers to put a fresh spin on the mundane breakfast, lunch, or dinner. Our company will continue to hold to its commitment to making store owners the focus of great customer service. We want every customer to be happy with his or her experience. January/February 2014 Patio & Hearth Products Report

Advertiser Index Advertiser

Product Profiles Directory Phone

Website

Page

Company

Page

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

Agio................................................................................................................58, 60

Alfresco Home ..........................................(610) 705-8808 ..............www.alfresco.com ........................................73

Alfresco Home................................................................................................64, 68

Big Green Egg ..........................................(770) 938-9394 ..............www.biggreenegg.com ................................43

Big Green Egg................................................................................................60, 70

Blaze King ................................................(509) 522-2730 ..............www.blazeking.com ......................................57

Blaze King ......................................................................................................66, 70

Brown Jordan Outdoor Kitchens ..............(855) 839-5063 ..............www.brownjordanoutdoorkitchens.com ........38

Brown Jordan Outdoor Kitchens ....................................................................58, 72

Cal Flame/Cal Spas ..................................(800) CAL-SPAS..............www.calflamebbq.com....................................9

Cal Flame/Cal Spas........................................................................................58, 67

California Outdoor Concepts ....................(877) 274-6773 ..............www.californiaoutdoorconcepts.com ............47 The Companion Group ............................(800) 521-0505 ..............www.companion-group.com ........................41 DCS by Fisher & Paykel ............................(888) 936-7872 ..............www.dcsappliances.com ..............................33 Delta Heat/Twin Eagles ............................(800) 422-0091 ..............www.deltaheat.com ......................................35 DeSavino & Sons ......................................(888) 889-2314 ..............www.desavino.com ......................................66

California Outdoor Concepts ..........................................................................67, 74 The Companion Group ..................................................................................56, 76 DCS by Fisher & Paykel..................................................................................60, 62 Delta Heat/Twin Eagles ..................................................................................67, 68 DeSavino & Sons ..........................................................................................72, 76 Dimplex ..........................................................................................................58, 64

Dimplex ....................................................(800) 668-6663 ..............www.dimplex.com ........................................23 Duraflame ......................................................................................................78, 80 Duraflame..................................................(209) 461-6600 ..............www.duraflame.com ....................................63 Eiklor Flames ..................................................................................................79, 80 Eiklor Flames ............................................(888) 295-LOGS..............www.eiklorflames.com ..................................65 Elmira Stove Works ..................................(800) 295-8498 ..............www.elmirastoveworks.com..........................60 Empire Comfort Systems ..........................(800) 851-3153 ..............www.empirecomfort.com ..............................29 EuroKera ..................................................(864) 963-8082 ..............www.eurokera.com/pyro ..............................75 European Home........................................(781) 324-8383 ..............www.europeanhome.com ............................67

Elmira Stove Works ........................................................................................62, 73 Empire Comfort Systems................................................................................56, 78 EuroKera ........................................................................................................68, 70 European Home ............................................................................................56, 77 Flitz International ..................................................................................................64

Forshaw ....................................................(800) FORSHAW ............www.forshaws.com ......................................14

Forshaw ........................................................................................................73, 78

Gensun Casual Living ..............................(866) 964-4468 ..............www.gensuncasual.com ..............................13

Gensun Casual Living ....................................................................................72, 76

Glen Raven/Sunbrella................................(336) 221-2211 ..............www.sunbrella.com ......................................25

Glen Raven/Sunbrella ....................................................................................56, 60

Golden Blount ..........................................(800) 833-1139 ..............www.goldenblountinc.com ............................77

Golden Blount ................................................................................................73, 74

The HammockSource ..............................(800) 334-1078 ..............www.thehammocksource.com......................62

The HammockSource ....................................................................................60, 72

Hargrove Manufacturing............................(800) 725-4166 ..............www.hargrovegaslogs.com ..........................46

Hargrove Manufacturing ................................................................................58, 62

Hearth & Home Technologies....................(800) 669-4328 ..............www.hearthnhome.com ................................84

Hearth & Home Technologies ........................................................................72, 74

Hearth Products Controls..........................(877) 433-7001 ..............www.hpcfire.com ..........................................27

Hearth Products Controls ..............................................................................66, 68

Hearthland Products ................................(888) 883-2260 ..............www.hearthlandproducts.com ......................79

Hearthland Products ......................................................................................72, 80

Hi Flame America......................................(201) 625-1978 ..............www.hiflame.com ..........................................53

Hi Flame America ..........................................................................................66, 80

Införa ........................................................(845) 258-9903 ..............www.infora.com ............................................69

Homecrest............................................................................................................62

Infrared Dynamics ....................................(888) 317-5255 ..............www.infradyne.com ......................................79

Införa ..............................................................................................................72, 78

Infratech ....................................................(800) 421-9455 ..............www.infratech-usa.com ................................15 Innovative Hearth Products ......................(800) 655-2008 ..............www.astria.us.com ........................................49 Mendota Hearth ........................................(319) 365-5267 ..............www.mendotahearth.com ..............................3 Miles Industries ........................................(800) 468-2567 ..............www.valorfireplaces.com ..............................19 MLW Stone ..............................................(800) 477-7665 ..............www.mlwstone.com......................................68

Infrared Dynamics ..........................................................................................71, 80 Infratech ........................................................................................................75, 80 Innovative Hearth Products ............................................................................76, 80 Mendota Hearth ............................................................................................74, 78 Miles Industries ..............................................................................................75, 76 MLW Stone ..........................................................................................................70

Modern Home Products ..........................(888) 781-4657 ..............www.mhpgrills.com ......................................55 Modern Home Products ................................................................................74, 79 Napoleon Products ..................................(800) 461-5581 ..............www.napoleonproducts.com ..........................7 Napoleon Products ........................................................................................71, 74 Nexgrill/KitchenAid ....................................(800) 913-8999 ..............www.kitchenaidgrills.com ..............................71 Onward Manufacturing..............................(800) 245-5138 ..............www.broilkingbbq.com..................................59 OW Lee ....................................................(800) 776-9533 ..............www.owlee.com..............................................2 Regency Fireplace Products ....................(800) 442-7432 ..............www.regency-fire.com ..................................21 RH Peterson Company ............................(800) 332-3973 ..............www.rhpeterson.com ....................................51

Nexgrill/KitchenAid ........................................................................................66, 77 Onward Manufacturing ..................................................................................56, 74 The Outdoor GreatRoom Company......................................................................77 OW Lee..........................................................................................................64, 66 Regency Fireplace Products ..........................................................................58, 62

SCHOTT North America............................(914) 831-2200 ..............www.schottrobax.com ..................................61

RH Peterson Company ..................................................................................76, 79

Selkirk Corp. ............................................(800) 992-8368 ..............www.selkirkcorp.com ....................................83

Selkirk Corp. ..................................................................................................68, 75

Summerset Professional Grills ..................(800) 966-8126 ..............www.summersetgrills.com ............................39

Summerset Professional Grills ........................................................................70, 76

Swiss Grill..................................................(949) 754-3006 ..............www.swissgrills.com......................................64

Swiss Grill ......................................................................................................78, 81

Twin-Star/ClassicFlame ............................(866) 661-1218 ..............www.twinstarhome.com................................31

Twin-Star/ClassicFlame ..................................................................................56, 81

Vermont Castings Group ..........................(800) 867-0454 ..............www.vermontcastings.com ..........................45

Vermont Castings Group ................................................................................71, 79

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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. January/February 2014, Vol. 9, No. 1 © 2014 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

Patio & Hearth Products Report January/February 2014

Circle Reader Service No. 83

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