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Circle Reader Service No. 2

contents January/February 2017 • Volume 12, Number 1

63 62 Features GUEST EDITORIAL – GRILLING GOES GOURMET By Anna Rossi

AS I SEE IT – STRENGTH OF THE BULL By Sharon Sanders

A “MasterChef USA” finalist and spokesperson for RH Peterson’s Fire Magic grills reveals her secret for making tasty flame-cooked fare. 8

Bull’s focus on delivering high-quality grills and service has made it an industry leader. 42

SPOTLIGHT – HOT SALES By Greg Thompson

Fireplace sales surge as homebuyers are drawn to a diverse range of designs and product features.

16 MARKETING MANEUVERS – A DIFFERENT ANIMAL By Sharon Sanders

A fun-size brick-and-mortar store and virtual retail showroom differentiate this retailer from typical patio/hearth businesses. 24 HEARTH RETAILER – BRIGHT SKIES AHEAD By Cheryl Dangel Bartolini

Neither hurricanes nor a slow economy have prevented this Florida retailer from growing and prospering.

MY TURN – THE ELECTRIC ADVANTAGE By Kimberly Rodgers

The stellar Dimplex lineup of electric fireplaces meets the needs of a wide range of consumers. 46 PRODUCT INNOVATION – BREAKTHROUGH PROGRESS By Cheryl Dangel Bartolini

Valor had a record-breaking year in 2016, with numerous product releases, expanded operations, and high overall sales. 48 CORPORATE PROFILE – BRAND REBOOT By Kimberly Rodgers

Specialty retailers and their customers are responding well to Castelle’s corporation-wide rebranding effort.

28 OUTDOOR GRILLING – BARBECUE AND MORE By Cheryl Dangel Bartolini

INSIGHT – BACKYARD BLISS By Cherise Forno

A Texas residential-construction business spawns a thriving outdoor-kitchen division. 32

Gensun Casual Living’s new kitchen collections, paired with its stylish outdoor furniture and accessories, give homes a resortlike feeling. 54

SHOWROOM SHOWCASE – PARADISE FOUND By Kimberly Rodgers

INSIGHT – ON FIRE By Cherise Forno

Pettis has grown into one of the largest outdoor-living retailers in Western New York. 38

HPC takes delight in the dramatic growth of the firepit niche, in both residential and commercial sectors.

In Every Issue

SIMILARITIES

Publisher’s Viewpoint

SHOP TALK – LESSONS LEARNED By Ryan Bloom

The owner of a successful barbecue/outdoor-kitchen store shares five important things he learned from 2016.

66 INDUSTRY NEWS Edited by Kris Kyes

WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW

LAST WORD – A LUXE LINEUP By Greg Thompson

PRODUCT PROFILES

Twin Eagles’ latest premium-grill offerings are top sellers because of their performance and their sleek aesthetics. 60

PRODUCT PROFILES DIRECTORY AD INDEX

On the COver | hearth & hOme teChnOlOgies; www.hearthnhOme.COm

JANUARY/FEBRUARY 2017

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 5

publisher’s viewpoint

Similarities In the 10-plus years that we have published Patio & Hearth Products Report, we have profiled 256 specialty retailers/ dealers in Marketing Maneuvers, Outdoor Grilling, Hearth Retailer, and Showroom Showcase articles. We have yet to profile the same specialty retailer/dealer twice.

It’s not that we don’t want to do a second article on a top-notch store or that a particular company doesn’t warrant a follow-up article; rather, we want to present a varied cross-section of specialty retailers/dealers offering fresh, unique, different, and innovative ideas. This also keeps our profile articles from resembling a collection from an oldboy network. While every article has its own unique angle, there are similarities among the stores/companies that we profile. In his book, “The 7 Habits of Highly Effective People” (Free Press, 1989), Stephen R. Covey (1932–2012) offers insight into the seven habits that most successful people employ in their approaches to work (and life in general). While not every effective person will embody all seven habits, it’s safe to say that you will find a number of them in individuals who are proactive and effective in their work and personal lives. In the spirit of Covey, here are some observations that Carol Daus (P&HPR’s editor) and I have made about the four main similarities shared by specialty retailers/dealers in our industry. These are based not only on our articles, but on our personal interactions with successful specialty retailers/dealers. Entrepreneurial spirit: Many specialty retailers/dealers in our industry have small to medium-sized companies. A large number of those are family-owned businesses—so the entrepreneurial spirit is alive and well. Taking risks, turning on a dime, thinking outside the box, taking a contrarian viewpoint, and embracing the benefits and challenges that come with being a business owner permeate our industry. When you consider that close to half of private-sector employees work for small businesses, according to the U.S. Census Bureau, a healthy entrepreneurial spirit is vital to maintaining a growing economy. Competitive spirit: Show me someone who neither wants to win nor cares about winning, and I’ll show you someone who get the short end of the stick most (if not all) of the time. It’s not about winning at all costs, and winning isn’t everything, but to be successful, you need a fire in your belly and a desire to come out on top. You don’t always have to be the number-one revenue producer in your area to run a successful company, but you do need a strong interest in outworking, outperforming, and outsmarting your competition. Even Ricky Bobby, in “Talladega Nights,” learned that “If you ain’t

JANUARY/FEBRUARY 2017

Tony Ramos tramos@peninsula-media.com

first, you’re last” isn’t always true. Willingness to learn: Successful specialty retailers/ dealers recognize that learning and growing are ongoing processes. Once you stop learning, you’re rolling backward. By attending trade shows and industry events, reading industry publications and newsletters, attending businessoriented growth conferences, and networking with peers (both inside and outside the industry), specialty retailers/dealers are always committed to gaining knowledge, learning new strategies, and implementing what they learn. It’s one reason that they enjoy reading (and find value in) our profile articles on specialty retailers/dealers. Gaining insight into effective business practices from one’s peers is beneficial in any industry. Training for success: The best specialty retailers/dealers understand that they are only as good as the people with whom they surround themselves. For this reason, they invest time and resources in training their staff. In the 1970s, a top-rated television program was “The Merv Griffin Show.” Sometimes, the show would have a theme; one such themed show brought together five billionaires (still rare, at that time). While the five had different opinions about what had contributed to their success, all agreed that their success was due, in part, to surrounding themselves with people who were smarter than they were. In that respect, checking your ego at the door before you go to work each day goes a long way toward your success. That’s true in any business (or industry)—no matter how big or small.

PATIO & HEARTH PRODUCTS REPORT

OUTDOOR KITCHENS

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GUEST EDITORIAL

By Anna Rossi PUBLISHER

Grilling Goes Gourmet

Tony Ramos tramos@peninsula-media.com

EDITOR Carol Daus

e are living in a really exciting time for home cooks and grilling enthusiasts. My grandmother, Liz, is an original pioneer who fearlessly subscribed to Gourmet magazine and let Julia Child take her under her wing through the television. For Liz, in the 1950s and 1960s, there was a delicious shift happening—away Anna Rossi from canned and molded dishes into food as a form of self expression, delivering global flavors and new techniques. At the same time, executing those recipes was not for the faint of heart. Sourcing new cuts of meat and cooking tools required bravery and determination across uncharted waters, towns, and cities. Today, Steak with partly because of people like Liz, chimichurri sauce who began dinner clubs and invested in high-performance cooking equipment, gourmet cooking has become massively mainstream. I believe that home cooks today are more knowledgeable, well equipped, and eager than ever before to take on layered techniques, experiment with new flavor profiles, and execute their Grilled pizza own delicious and complex crewith toppings ations. With that knowledge and desire come an expectation and quest for pure, delicious ingredients and high-performance equipment. The reality is that time is precious, and food is an investment. As a result, I want to partner with equipment that respects my time and can help me elevate my entire cooking experience. This desire is how I first met the RH Peterson Company (City of Industry, California) and the team at Fire Magic®. There are two reasons for cooks to use high-performance equipment. For novices, the technology behind a premium grill can almost handhold and teach. Features such as Fire Magic’s one-touch ignition system, heat flux and control, digital instant-read thermometer, and heat-zone separators are patient and precise as we learn, delve, and experiment. Then, as we find our footing and become enthusiasts, this well-appointed grill launches us into the land of the professional, easily helping us execute restaurant-quality dishes. An infrared sear zone, back burner, high-torque rotisserie, and 12–inch-deep firebox let us show off our cooking instincts and prowess, flattering our well-sourced ingredients, recipe fusions, and desire to share spectacular food. It’s been exciting (and a privilege) to explore the capabil-

cdauswrite@socal.rr.com

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com

ASSOCIATE EDITOR Kris Kyes

STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders

ities of Fire Magic grills. It’s a really beautiful combination to have a piece of equipment that is so technologically advanced and honed that the user’s experience can be reliable, pure, and simplified. With that comes the ability to hold the same standards as (if not higher than) I would for my indoor kitchen. The grill isn’t just a place to cook hamburgers and kebabs. It’s also a place to harness the heat and convection to bake delectable desserts; to cook a pancake breakfast over a gentle, controlled flame; and to enhance the simplest ingredients with flavor grids that vaporize food juices, infusing its own best flavor back into the food. Just as my grandmother was on the quest for new techniques, state-of-the-art tools, and award-winning flavor, I’ve found that mastering the features on my Fire Magic grill helps elevate my outdoor-cooking experience. Even in New England, grilling has become a four-season passion that repeatedly offers a sense of pride and accomplishment when we chart new ground. I encourage you to challenge your customers to try a new cut, whip up a new rub, and use the grill as a high-performance convection oven for a favorite dessert recipe. I promise that they will be amazed at—and proud of—what they can bring to the table.

Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Jeffrey Kehl BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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For more information on Anna Rossi (a finalist on season 3 of “MasterChef USA”) and her Fire Magic recipe collection, visit www.firemagicgrills.com/ grilling-with-anna/.

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media.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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Circle Reader Service No. 9

NEWS BY

KRI

SK YES

Industry

European Home Makes World’s Most Beautiful Object Available for Purchase Focus (Viols-le-Fort, France), led by modernist sculptor and fireplace visionary Dominique Imbert, has teamed up with European Home, U.S. hearth-products manufacturer and distributor, to re-release its iconic line of modern suspended and wall-mounted fireplaces in the North American market. Focus’ quintessential fireplace, the Gyrofocus, was born in the late 1960s, but feels as contemporary as ever. It has been exhibited in fine-arts museums around the world. In 2009, in Italy’s Pulchra competition, the Gyrofocus was chosen by voters as world’s most beautiful object. The origin of Focus dates to 1967. It was cold, and Imbert was restoring a ruined farmhouse, stone by stone, in the village of Viols-le-Fort. With salvaged scraps of metal, the former human-

ities professor (with a passion for metalwork) addressed this problem by forging his first fireplace. A smoldering smile of iron, hanging from the sky: The first Focus was born. Imbert once stated, “I want my fireplaces to touch the sky—even to hang from it.” A year later, this first fireplace would give rise to a second, which was revolutionary in every sense of the word. Like its predecessor, the fireplace was suspended, but this time, the hearth could pivot 360 degrees. Several enthusiastic friends wanted their own rotating hearths, beginning the history of Focus and its Gyrofocus fireplace. This partnership between Focus and European

2017 Table and Fire-feature Designs Debut From Castelle Castelle® has introduced new additions to its outdoor dining-table and fire-feature collections for 2017. Included are the robust Arcadia table base and the sleek, angled contemporary table base. Arcadia, a large, faceted pillar-style base available in multiple sizes, turns an outdoor dining table into a true conversation piece. The Castelle’s City contemporary table base, collection handcrafted in extruded aluminum, has sharp angles and interlocking lines, creating a base that easily coordinates with multiple chair and tabletop styles. A premier glass tabletop also has been introduced to coordinate with new contemporary seating. For the new City collections, numerous table designs and styles are being introduced. Contemporary City, Icon City, and Vintage City are all crafted in dining, high-dining, and occasional table styles to meet the smaller profile and economy-of-space requirement for which the City collections were created. Also being introduced is the Fire and Ice firepit, which incorporates an ice reserve and a gas firepit in the same coffee table. With state-of-the-art gas-fire functionality and a recessed ice container incorporated into the tabletop, this firepit creates an entertaining option for any outdoor setting. Steve Lowsky, CEO of Castelle, says, “Not only did Castelle introduce an unprecedented number of new seating collections this season, but we are equally excited about the many new table designs being offered to our retail

JANUARY/FEBRUARY 2017

The Gyrofocus fireplace

Home will allow customers throughout North America to have local access to these famous designs. European Home has a channel of more than 100 hearth-product retailers specializing in selling to high-end homeowners, builders, architects, and designers. Holly Markham, owner of European Home, says, “Our upscale fireplace dealers are excited to offer Focus to their customer base.” Through European Home, more than 20 Focus models are now being distributed to the United States and Canada.

partners. From our avant-garde Arcadia base to the multifunction Fire and Ice firepit, we definitely have something for every outdoor space or style.”

Castelle Acquires 63rd Design Patent With Introduction of 2017 Collections Castelle® (Fort Lauderdale, Florida), has acquired its 63rd design patent for product features of its handcrafted, luxury outdoor furniture. Designs from three of the 2017 introductory collections—Solaris, Roma, and Vertice—were among those receiving the latest patents. "With over 60 patents, there is no The Vertice cushion collection question as to the priority our company places on originality of design. Through from Castelle obtaining these, and all our patents, we are reinforcing our commitment to creating a genuine Castelle style and the something different our customers look to us for,” Steve Lowsky, CEO of Castelle, says. Over the company’s nearly 40 years, the protection of new annual designs has always been a priority. “Whether the first or the 63rd design, the creativity in each and the investment each represents are valued by everyone in our company," Lowsky says. “We feel a responsibility, as an industry leader and past recipient of multiple Design Excellence Awards, to represent the value of original designs not only by obtaining patents, but by defending them as well."

PATIO & HEARTH PRODUCTS REPORT

The Hammock Source Promotes Marty Walsh to Sales Manager

Marty Walsh

Marty Walsh was promoted to the position of sales manager of The Hammock Source, according to Walter Perkins III, CEO. Walsh was a buyer within the company and has previous management experience outside it. “We feel that with Marty’s exceptional product knowledge and previous management experience, this is a natural and well-deserved promotion for him,” Perkins says. In addition to his sales responsibilities and working with representative groups, Walsh will join the company’s trade-show team. “I am very excited about this opportunity and am looking forward to helping The Hammock Source grow,” Walsh says.

Skyline Design Launches Website and Releases Catalog Skyline Design North American has launched a new website (www.sky linedesign.com/northamerica) and released a catalog and sales materials in conjunction with the launch. The

Skyline Design’s new catalog and website

styles showcase the latest design trends from the company’s contemporary European outdoor offerings. The website, which is now mobile

Richard Frinier’s Studio Collection of Sunbrella Fabrics Introduced at Showtime Market Internationally acclaimed furniture and textile designer Richard Frinier found inspiration for his latest collection of Sunbrella® fabrics in the architectural style and play of light inherent in urban artisanal studios and lofts. The Studio collection sweeps in the essences of wideopen spaces, high ceilings, and walls of glass that allow natural light to fill a room. Frinier’s inspired designs debuted during December 2016 Showtime in High Point, North Carolina. “We mused over the trend toward a return to the urban lifestyle and worked to capture some of the elements of that architectural style, as well as its interest-

ing layers and textures, in the constructions, patterns, and colorways of the Studio collection,” Frinier says. One of the hallmarks of modern urban living is the creation of original and unexpected living spaces carved from places designed for other purposes. Frinier pulled from this dichotomy for the Studio collection. “I am passionate about developing new constructions and evolving and refining existing constructions in new and interesting ways,” he says. The result is the Studio collection, a refined (yet approachable) mix of graphic grid and linear patterns pre-

Sunbrella’s Studio collection

sented in neutral shades, with interesting layers and textures. Designed to be mixed and matched for myriad easy-to-style textile-design solutions, these fabrics subtly capture the infusion of beauty and practicality inherent in today’s urban spaces.

Dimplex Wins NAHB Global Innovation Award Dimplex North America was one of three winners of the National Association of Home Builders (NAHB) Global Innovation Award for 2016. It entered its new Revillusion™ 30, an electric fireplace with an aesthetically pleasThe Revillusion ing brick interior. fireplace by Jane Bradley, director of marDimplex keting and communications for Dimplex, says, “We’re particularly proud about our newly patented from around the world showcasing the Revillusion fireplace technology, which home-building industry’s most innovagives construction and design profestive products and services. Roger sionals premium-quality electric Lyons, board chair of NAHB Global options to meet their clients’ needs, Opportunities, says, “It’s humbling to while achieving the efficiency demands see what all of our Global Innovation of net-zero construction and regional Award entrants are doing to better the clean-air programs across the nation.” industry, and we’re proud to provide In its second year, the NAHB Global this platform that recognizes their Innovation Award received entries accomplishments.”

and tablet responsive, allows for a clean and simple online experience for dealers and consumers. The redesigned site includes the new V4 2017–18 collections and focuses on the North American lineup. It offers product and collection videos, project installations, and virtual showroom tours, as well as a dealer locator. Marie Ferreira, vice president, says, “Our complete collections are displayed online. We are proud to announce that all V4 catalogs, as well as supporting sales materials, have shipped to our current dealers/designers.”

JANUARY/FEBRUARY 2017

Outdura Hires Gloria Tsocos As Design Manager Outdura (Hudson, North Carolina) recently hired Gloria Gloria Tsocos Tsocos as design manager. Tsocos joined the company in 2015 in its contract-fabric division. She began her career as a fabric designer in the home-furnishing and hospitality markets and, over the

PATIO & HEARTH PRODUCTS REPORT

As reported by the NAHB, S. Robert August, president of North Star Synergies and an NAHB Global Opportunities board member, says, “The Dimplex North America Revillusion electric fireplace is masonry in appearance and cost effective while providing heat and comfort. It provides an aesthetically pleasing electric replacement for a masonry-built fireplace at a fraction of the cost.” The awards ceremony was held at the International Builders’ Show in Orlando, Florida, on January 11. The winners were chosen—based on design, functionality, innovation, and usefulness to builders and consumers—by an independent panel of judges.

years, specialized in indoor and outdoor upholstery fabrics. She served as a professor at the Fashion Institute of Technology (New York, New York) and has managed the design divisions of several textile mills. Chris Duerk, senior vice president, says, "Gloria brings over 20 years of fabric design and leadership to the Outdura family. We are excited to bring our design-service team in-house for the first time in company history as we

NEWS

Ryan Hughes Design Build Receives 2016 Pinnacle Award for Pool/Outdoor-living Design Ryan Hughes Design Build (Palm Harbor, Florida) has been recognized with the 2016 Pinnacle Award for pool/outdoor-living design. The project, which was singled out in the Innovative Design category, was an outdoor space of nearly 5,000 square feet designed and constructed by the Hughes team for a Tampa, Florida, homeowner. The project included a creatively complex outdoor design that incorporated architectural elements with innovative lounging and dining, fire and water features, custom textures, and state-of-the-art The Pinnacle Award–winning project, Big Time–Bell, by audiovisual capabilities. Ryan Hughes Design Build Ryan Hughes, president/creative director of Ryan Hughes Design Build, says, “We are proud to receive this Pinnacle Award, as it recognizes the creativity and hard work of our entire team. Within this project there were numerous signature elements that set all our designs apart and allow us not only to create exactly the space envisioned by our clients, but also define the best of outdoor living.”

transition to a more forward-facing company. Gloria will lead our design team in our efforts to deliver innovative fabric constructions and designs in new and existing yarn types."

Brown Jordan International to be Acquired by Littlejohn & Company Littlejohn & Company LLC (Greenwich, Connecticut), a private investment company, has announced that an affiliate has entered into a definitive agreement to acquire Brown Jordan International Inc. (BJI), St. Augustine, Florida, a leading manufacturer of indoor and outdoor furniture. The transaction has been approved by the boards of directors of both companies and was expected to close in late January 2017. BJI offers a complete line of indoor and outdoor furnishings (primarily for use in hospitality, leisure, multifamily, corporate, restaurant, and other commercial environments) through its Brown Jordan, Charter, Texacraft, and Tropitone segments. The company also selectively serves the consumer market. Known for its design innovation, jewel precision, and heirloom quality, the Brown Jordan brand has served as the gold standard in outdoor furnishings since its founding in 1945. The company generates in excess of $300 million in annual sales.

Panama Jack Partners With Playa Hotels & Resorts Playa Hotels & Resorts is publicizing its partnership with leading consumer brand Panama Jack. Acclaimed for evolving the all-inclusive landscape with a separate partnership in 2013, Playa will now—under the Panama Jack brand—pursue the redevelopment of two existing all-inclusive hotels in Mexico: Gran Caribe Resort in Cancun and Gran Porto Resort in Playa del Carmen. The soon-to-be Panama Jack–branded all-inclusive properties will serve as a starting point for a much larger venture between the two growing companies, with addition-

PHOTOGRAPHY BY JOE TRAINA

Industry

Tic-tac-toe for Big Green Egg Fans EGG Tac Toe is a unique and modern update to the classic game, brought to you by Big Green Egg. To download EGG Tac Toe free, visit www.eggtactoe.com. Historically, tic-tac-toe has been played by fans of all ages; however, the more skill the players possess, the more likely it is that the game will end in a draw, with neither player achieving three Xs or

Os in a row. With EGG Tac Toe, when either player Big Green Egg’s EGG Tac has placed Toe game four markers on the board, the earliest marker is removed, so play can continue until there is a winner—every time. EGG Tac Toe is great fun, challenging, and entertaining.

Play against someone else or against Mr. EGGhead. EGG Tac Toe is available at no cost from the Apple Store, Google Play, and Amazon.

Soundcast Names Charity Hardwick VP of Sales and Marketing Soundcast, manufacturer of premium, weather-resistant portable audio products, has named Charity Hardwick vice president of sales and marketing. In 2015, Soundcast recruited Hardwick as director of sales and marketing. She brings more than 16 years' experience in sales/marketing management to the position. Oscar A. Ciornei, president and CEO, says, "Charity's tremendous energy, strong consumer-electronics background, and eye for innovation have been invaluable assets for Soundcast's continued success and growth as a brand. She has

a real understanding of product development and manufacturing . . . and I knew she’d be a great addition to the Soundcast team.” Since joining the executive team, Hardwick has delivered on the company’s goals of realigning both the go-to-market strategy and branding of the company. Through deep market analysis, the company has reached consumer-level understanding that has set the foundation of the company’s current and future development initiatives. Hardwick will oversee the release of five new speakers in

al resorts in Mexico and the Caribbean to follow. Kevin Froemming, executive vice president and chief marketing officer of Playa, says, “Playa has a proven track record for bringing brands into new sectors, and we are delighted to welcome Panama Jack into the hotel-and-resort sector—and with its

JANUARY/FEBRUARY 2017

Charity Hardwick

2017. They were designed as a direct response to feedback garnered from in-depth consumer-behavior studies of Soundcast’s customers commissioned by Hardwick. DTS Play-Fi® capabilities will be also be a standard feature for forthcoming products.

strong lifestyle identity and cultural connection with our core audience, Panama Jack is the ideal partner for us. We couldn’t be more pleased about this partnership.” Kim Manna, CEO of Panama Jack, says, “We’re excited to partner with Playa to launch Panama

PATIO & HEARTH PRODUCTS REPORT

OBSESSION IS OUR CENTRAL COMPONENT. Hestan Outdoor reinvented outdoor cooking. And now our obsession for culinary perfection delivers another option for perfection. Aspire by Hestan distills our pure performance and craftsmanship into a new outdoor product line. Built-in and freestanding grills. Refrigeration. Storage. Every Aspire grill is proudly built in California from heavy-duty American steel and dialed in with precision power. Explore the new line from the top of the line.

hestanaspire.com

Circle Reader Service No. 13

NEWS

Industry

Kuno and Mankato fabrics from Sunbrella

Simple forms can lay bare profound beauty, and it’s this awareness that inspires Design Travels, the latest collection of Sunbrella® fabrics by Joe Ruggiero, introduced during December 2016 Showtime in High Point, North Carolina. “The simplest form can become a piece of artwork—a stone or shell, the twist of fabric on the fashion runway, or something you’d see in a museum,” Ruggiero says. “Design travels throughout the world, in traditional and new global contexts, and it can travel into homes across the world.” In Design Travels, Ruggiero introduces

Joe Ruggiero’s Design Travels Displayed in Sunbrella Fabrics Collection nine new patterns: Crisscross, Kingston, Kuno, Mankato, Medford, Mosaic, Quilted, Traction, and Vines. With a hand inspired by Italian silks, the pattern in Crisscross is reminiscent of the borders in Italian frescoes and architectural friezes. Calling to mind the tradition of woolen English sporting clothes, Kingston presents a menswearinspired check featuring color depth. Inspired by Japanese tie-dyes and the ancient art of indigo dyeing, Kuno’s simplicity of pattern recreates a rustic, handwoven construction, including the imperfections of something that is hand-dyed or handwoven. “I came back to the influence of the ikat, one of the earliest techniques of tie-dye in the world, for the primitive eye design in Mankato,” Ruggiero says. Blending the traditional French inspiration of 15th-century floral tapestries

with a more contemporary comfort, Medford revives the simple elegance of the Loire Valley. The repeating patterns of Mosaic unfold the architecture of Spain’s majestic Moorish palaces. Medieval knights who wore jackets of quilted materials close to the skin under mesh and mail inspired the classic diamond pattern of Quilted. In refreshing colorways inspired by soft waves and sands, Traction brings to mind days lounging near the Mediterranean Sea. Taken from an ancient floor tile outside Madrid, Vines’ purely organic design is smaller in scale—almost a stripe, with a dash of whimsy. Ruggiero says, “There is a great exchange of design across places and cultures. I look for its potential to fit into upholstery, draperies, lighting, bedding, and more. I like to see it travel into people’s homes.”

Jack Resorts. We found the perfect partner in the hospitality industry, with proven performance, tremendous growth, and the expertise we’ve been looking for: This is the natural evolution of our brand, confirming its preeminence in the casual-lifestyle market. Consumers who enjoy our products at home and on the beach will now, as vacationing guests, have the opportunity to experience the brand as a destination where they can create their own adventures and memories with family and friends.”

Las Vegas Market’s New Branding Campaign International Market Centers (IMC) has launched a new branding campaign for Las Vegas Market, with the tagline Discover the Extraordinary. Since its launch more than 11 years ago, Las Vegas Market has become a destination for the home-furnishings industry. What started as a traditional furniture market has grown to become the most comprehensive market in the United States and the largest furniture, home-

DISTINCTLY HATTERAS With a rich tradition of Carolina craftsmanship and uncompromising commitment to the finest materials, our hammocks and stands will provide years of outdoor relaxation and enjoyment.

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Circle Reader Service No. 14

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PATIO & HEARTH PRODUCTS REPORT

decor, and gift market in the West. The new Las Vegas Market campaign evokes energy and sophistication, and it invites guests to discover the extraordinary in the unique and unmistakable destination that is Las Vegas; no matter what buyers are looking for, they are sure to discover something wonderful. The campaign features a series of vignettes showcasing an array of furniture, gifts, and home decor in the most unexpected places. Karen Olson, senior vice president of marketing for IMC, says, “This campaign truly takes Las Vegas Market to the next level. The time is right for a sophisticated, mature new look that reflects our evolution. I’m incredibly proud of this campaign: It speaks to where we are today and sets the stage for the next phase of our growth.”

Brown Jordan Outdoor Kitchens Launches Redesigned Website Brown Jordan Outdoor Kitchens has created a redesigned website (www.brown jordanoutdoorkitchens.com) to meet the needs of design and building profes-

Woodard’s 150th Anniversary Features Raffles and More As Woodard’s 150th-anniversary celebration continues, three more people are now celebrating with Woodard. Contest winners Doug Bosse, Darla Ladiski, and Julie Raymer Schultz are the new owners of Woodard Anniversary rockers. In recognition of its sesquicentennial, Woodard created a limited-edition Anniversary rocker and an open-edition Anniversary rocker 151; both are adaptations of an indoor Woodard rocker from its archives. Throughout 2016, Woodard sold tickets, with all proceeds donated to Woodard’s Anniversary rocker Habitat for Humanity. Belinda Lavender, the company’s vice president of sales and marketing, says, “Just as other Woodard products have been lovingly passed down through generations, we hope the Anniversary rocker and Anniversary rocker 151 will find a special place with our Woodard families for many generations.”

sionals, as well as homeowners interested in enhancing exterior spaces with an outdoor-kitchen installation. The website includes new features; a clean, contemporary look; and enhanced functionality, to improve visitors’ desktop and mobile experiences. The new site incorporates an Inspiration section that includes a photo gallery, designer-curated collections by Kerrie Kelly of Kerrie Kelly Design Lab, and a simple layout program that allows users to create their own outdoor kitchens, based on cooking and design

preferences. Resources are also provided to help both trade professionals and homeowners gain a better sense of the myriad outdoor-kitchen styles available for residential and commercial applications. The Resources tab includes links to important industry libraries and catalogs, a continuing-education class, and installation videos. Mitch Slater, president of Danver Stainless Outdoor Kitchens, exclusive licensee of Brown Jordan Outdoor Kitchens, says, “Our goal in designing the new website is to provide the end

users, whether design/build professionals or homeowners, with extensive inspiration and resources to attain their dream outdoor kitchens. It is specifically designed to be user friendly, as well as informative and engaging.” Brown Jordan Outdoor Kitchens’ redesigned website also hosts dedicated pages for trade professionals from the hospitality industry and for designers, builders, and dealers. The site provides industry influencers with helpful information and downloadable literature to help simplify decision making.

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2017 HPBExpo Booth #1956

Circle Reader Service No. 15

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PATIO & HEARTH PRODUCTS REPORT

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Hot Sales

Offering a diverse range of designs ignites fireplace sales for hearth retailers. By gREg THompsoN

Amantii’s 60Tru-View-XL fireplace The Agorafocus 850 fireplace by Focus, distributed in North America by European Home

American Hearth’s TruFlame Renegade fireplace

North American homes are full of digital screens, both mobile and not. The fireplace, however, is likely to remain the focal point of any room where it is present.

Many consumers want to remodel or upgrade their spaces by adding fireplaces. Others hope to transcend the realm of forced-air heating using energy-efficient fireplaces. Appealing to many design tastes is never easy. Nonetheless, a diverse selection of offerings can keep potential customers in the hearth shop and make them less likely to stray. Linear, contemporary, rustic, and hybrid configurations are all doing well, as are varying degrees of energy efficiency. Some customers want pure aesthetics, while others are looking for nothing but warmth. Many are looking for a little of both, and the key is selection.

Leading fireplace manufacturers have just what it takes to get the year off to a hot start. moNTigo Strong growth in the linear/contemporary fireplace category buoyed sales at Montigo® (Langley, British Columbia) in 2016, even in markets that used to be fairly traditional. Biju Mathew, senior director of business development and engineering, hopes to continue the momentum with CabanaFire, the company’s new patented outdoor vent-free fireplace, as well as with the new Distinction linear series, starting with 63-inch single-sided and seethrough units. “All indications from our distribution network point to a continued uptrend for consumer demand in 2017,” Mathew says. “We have seen excellent progress in gaining live-burn spots with hearth dealers in 2016, and that trend looks like it

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PATIO & HEARTH PRODUCTS REPORT

The Longmire fireplace from Heatilator

The DV 1800 fireplace from Woodbridge

The Fusion fireplace insert from supreme

mendota’s FV34 Arch fireplace, with a swedish nickel layered grace front, a black-porcelain reflective interior lining, and a birch fire base

The ClassicFlame Capitan media mantel from Twin-star

will be carrying through very nicely into 2017.” Montigo, along with much of the industry, is working with government regulators to support and promote energy-efficient fireplaces. Mathew says, “We are well on our way in transitioning from standing-pilot ignition to on-demand ignition, which is a key factor in improving fireplace efficiency.” Mathew believes that educating consumers to help them choose the right fireplaces is one of the biggest challenges that the industry faces, particularly in light of the renewed focus on high-efficiency fireplaces. “For many consumers, the perception is that the highestefficiency fireplace is the best fireplace—until they purchase and install a fireplace producing 60,000 Btu per hour,” he explains. “Very quickly, they figure out that they can only turn on the fireplace for 10 minutes before the room gets to 80 degrees and becomes unbearably hot.” He continues, “They don’t get to enjoy the fireplace at its full glory and have to turn down the fire to a very small flame to keep the room at a comfortNapoleon’s High Country 8000 fireplace able temperature. For some consumer applications, the decorative fireplaces—which produce a very nice flame, but a limited amount of heat—may be the best choice. We have been focusing on educating cusThe Distinction D6315sTNi-2 fireplace tomers, through our dealfrom montigo er network, on the fireplace-selection process.” HEARTH & HomE TECHNoLogiEs Hearth & Home Technologies® (Lakeville, Minnesota) relaunched the Majestic brand in 2016, and that mainstay is now manufactured at the company’s award-winning facilities in Mount Pleasant, Iowa, and Lake City, Minnesota. Familiar brands Monessen and Vermont Castings also benefited from significant capital investments in equipment and lean processes. V.P. Berger, president, reports that new marketing/sales tools are now available for each Majestic product to help dealers in their sales efforts. These materials put the full muscle of the Hearth & Home Technologies team behind dealers as they work with consumers. “We begin by executing a strong mix of promotions and pay-per-click advertising—as well as earned and paid traditional and social media—to

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Regency’s New york View 40 fireplace, with volcanic stones and reflective black-glass interior panels

drive category awareness and send traffic to our customers,” Berger explains. “We also develop best-inclass marketing programs and tools to support our brands and products. Then, we work hands-on with our dealers, wholesalers, and distributors to ensure that they’re equipped with the knowledge and tools to be successful and to recommend the right fireplace for each consumer.” Hearth & Home Technologies is constantly reviewing and refining its product lineup, across all brands, to make it as appealing as possible to consumers, including millennials and generation X. “We continue to hear that younger consumers—and consumers in general— are looking for contemporary hearth options and better consumer interfaces,” Berger says. “With that in mind, we’re continuing to satisfy growing consumer demand by developing new contemporary products that pair the quality they expect from our brands, such as Heat & Glo, with realistic, streamlined design,” he adds. “This includes clean lines and unique media (such as stones or crushed glass) in place of logs, as well as sophisticated refractories.”

mENDoTA Contemporary and linear styles might be hot, but there is also a sizable market for traditional and rustic fireplaces and accessories. Kenton B. Roeder, vice president of Mendota Hearth (Cedar Rapids, Iowa), has seen the phenomenon firsthand, with the success of the company’s new Norway spruce and birch log

PATIO & HEARTH PRODUCTS REPORT

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Distributed in North America by European Home, the gyrofocus fireplace by Focus

The 72-Tru-View-XL fireplace from Amantii

sets. “For those who do not want extreme modern styles, we have the answer, with log options and new designer wave and concrete panels,” he says. “Customers want choices to match their decor.” The new logs and panels are garnering positive responses from dealers, as is Mendota’s oilrubbed bronze color offering, which capitalizes on the demand for rustic tones. Roeder says, “We will also have new single rustic doors available by HPBExpo.” Sales have been steady over the past year for Mendota, with sales in some parts of the country leveling off, mostly due to a warm autumn. Insert sales were slow to start, but came on strong in October. Staying strong is a matter of carrying diverse (and correct) product options on the showroom floor. “Mendota continues to lead the way in design, efficiency and decor options,” Roeder says. “Our dealers and customers love the options—and dealers rarely lose a sale, because of our product offerings. We also have recently launched an extensive point-of-sale campaign that matches the luxury brands that are Mendota. Our Décor line is a perfect balance of modern/contemporary and traditional in the same unit. You can even change options without having to tear out the fireplace.” On the regulatory side of the business, Mendota is working with the U.S. Department of Energy and Natural Resources Canada on efficiency requirements and standing-pilot issues. Roeder is optimistic because, so far, regulators “are letting us, as an industry, regulate ourselves first. We are the experts and can work with them

ortal’s Clear 170Ts fireplace, with double glass Heat & glo’s slimLine 7X fireplace

to establish fair standards,” he says.

AmANTii In mid-2015, Amantii Electric The TruFlame Rushmore Fireplaces fireplace from White mountain Hearth (Vancouver, British Columbia) launched its Panorama series of electric fireplaces. The line did well, and designers built on Panorama’s momentum in 2016, adding specialty features such as a new flame set that gives consumers more flame-color options then ever before. According to Brian Richards, owner, all Amantii fireplaces now come standard with orange, yellow, and blue LED flame strips. “By simply pressing a button on our included remote controls, consumers can now mix and match colors ranging from a traditional orange/yellow flame to more contemporary blue, violet, or even rose hues,” Richards says. “Our deep versions of the Panorama series also come with ambient canopy lighting in 13 colors. It shines down to illuminate the media, and it really adds another dimension to the premium decorative-media accessories that come standard with our fireplaces,” he adds. Richards attributes the popularity of these

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models to their clean, contemporary appearance, “as well as their versatility in being the first indoor- and outdoor-rated electric fireplaces with heaters,” he says. Amantii has expanded the popular Panorama series by adding the electric TruView-XL—a three-sided electric fireplace. “This is a built-in–only model and is designed to have a choice of finishing materials built right to the frame of the glass,” Richards explains. “The Tru-View-XL features ambient canopy lighting, an extradeep firebox, and deluxe decorative-media accessories (including a newly designed log set that is actually from our Sierra Flame gas brand of fireplaces, so it is deluxe and something you would normally only see in a gas fireplace). It contributes greatly to a more natural-looking—even luxurious-looking—display.” Another example of this luxurious look is the electric freestanding unit newly released under the Sierra Flame brand. “It was a huge hit—no doubt, for its extremely easy installation and traditional aesthetics,” Richards says. “The practical side is that you have this easy-to-move fireplace that heats 400 to 500 square feet.” REgENCy At Regency® Fireplace Products (Delta, British Columbia), in addition to offering a strong product lineup, the company has launched a consumer-website upgrade (www.regencyfire.com). New imagery (with an easy-to-navigate interface) is now a centerpiece for content and for marketing efforts. Improved features

PATIO & HEARTH PRODUCTS REPORT

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montigo’s CabanaFire pL42Vo fireplace The FullView Décor linear fireplace from mendota

include a new dealer locator that is mobile friendly—plus social-media and sharing tools. Rachel Romaniuk, marketing coordinator, says, “We have an in-house marketing department and regional sales team that work with our dealers on their Regency marketing through targeted digital-marketing campaigns that also combine traditional direct-mail and flier programs. Our sales and marketing teams support efforts to create Regency sales events to generate leads and sales for Regency dealers.” The digital focus appeals to younger buyers, as do the company’s modern, linear fireplace The minimal 110 fireplace from ortal offerings. Romaniuk points out that the renovation market has created a strong demand supREmE for fireplace inserts, with healthy sales As the developer of for traditional log sets and conaward-winning EPA– temporary models. The san Francisco Bay 40 approved, see“Homeowners want to fireplace—with crushed through wood retrofit their old fireplaces coal-black glass, driftwood logs, and blackstoves and firewith efficient inserts that glass interior panels— places, Supreme work with the spaces they from Regency Fireplace Inc. are updating,” she (Montreal, explains. “This takes into Quebec) is ridaccount the style of room, ing a wave of the size of the hearth innovation that opening, and whether they saw the introducwant to work with the existtion of the Fusion ing surround finishes. This insert last year. year, we have the newest addiAccording to Anastasia tion to the already-popular LRI Marcakis, sales manager, it and HRI series of gas inserts. is the only wood-burning Designed to fit into smaller insert that can be installed openings, the new Liberty® Twin-star’s with a 5-inch liner. LRI3E compact gas insert proClassicFlame manning media “This product comes vides more design possibilities.” mantel with a patented adjustable Regency’s City series contincirculating chamber, ues to do well after an overwhich greatly simplifies whelmingly positive response in installation,” she says. 2016 from dealers and con“The circulating chamber sumers. Julian Mills, senior can be adjusted to the size industrial-design manager, says, of the existing fireplace “The City series is a range of and can maximize the cirdirect-vent fireplaces with many culation of air around the innovative design features firebox, even without the unique to Regency. These use of blowers.” patent-pending innovations Supreme dealers also did well with Duet, a allow the use of any finishing material over the fireclean-faced, see-through fireplace that can be place—while providing a completely frameless installed with one side outdoors. Vision is a seelook to allow the fireplace to be integrated seamthrough stove that’s ideal for consumers with lessly into any interior.”

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open floor plans. Marcakis reports that both products can be highly efficient, with a heating capacity of 2,000 square feet. “All our products are user friendly, thanks to patented technology that includes an automatic air control,” Marcakis explains. “This innovative mechanism regulates the combustion air of the fireplace automatically with the temperature of the unit and minimizes the consumer’s intervention. All our products also come with a built-in barbecue grill—a unique accessory that really sets us apart from our competitors. This feature allows consumers to cook their favorite foods inside the fireplace or stove, once the wood is reduced to charcoal.” Unlike many noncatalytic EPA-approved products, units in the Supreme line do not have secondary air tubes. Instead, secondary combustion is maintained through a unique baffle that “was designed to prolong combustion, increase efficiency, and reduce emissions,” Marcakis says. “We expanded our research/development facilities (from one EPA laboratory to three) to enable us to develop more products, in a shorter time, that will meet the 2020 EPA emissions standards.” EuRopEAN HomE Perfecting contemporary design has long been the goal at European Home (Middleton, Massachusetts), where cutting-edge clean, simple lines flourish, with the help of high-quality modern materials. Holly Markham, owner, says, “It was never an add-on or afterthought. We hear it from our dealers all the time. Contemporary style is growing, every year.” With millennials surpassing baby boomers as the largest generation, Markham says, “There is no doubt this group is our industry’s future. They seem particularly engaged with contemporary design.” Markham also points out that the number of U.S. smart homes has increased by 300% since 2012, according to a Berg Insight report. “It would seem the younger, more tech-savvy generations are driving this trend,” she says. “Element4 has introduced the ProControl app, which allows homeowners to connect their gas fireplaces with everything that’s current and convenient about smart-home technology.” European Home plans to stay ahead of the contemporary curve with the recent addition of Focus (Viols-le-Fort, France) to its line of mod-

PATIO & HEARTH PRODUCTS REPORT

ern fireplace brands. Markham comments, â&#x20AC;&#x153;To say that Focus is a modern icon is no hyperbole. The 1950s and 1960s were a golden age for modern interior design. You think of the Eames lounge chair; the Noguchi coffee table; and while many donâ&#x20AC;&#x2122;t know it by name, they do think of Dominique Imbertâ&#x20AC;&#x2122;s Gyrofocus suspended steel fireplace.â&#x20AC;? The Focus Gyrofocus was born in the late 1960s, but feels contemporary and cutting edge today. â&#x20AC;&#x153;It has been exhibited in multiple fine-arts museums around the world, including the Guggenheim,â&#x20AC;? Markham says. â&#x20AC;&#x153;In 2009, the Pulchra Design Competition was launched in Italy. In its first year, competing against more than 100 beautifully designed objects, the Gyrofocus took the highest honors, chosen by voters as the worldâ&#x20AC;&#x2122;s most beautiful object.â&#x20AC;? TWiN-sTAR With an eye toward meeting demand for fresher, newer colors, Twin-StarÂŽ International (Delray Beach, Florida) is featuring a gray finish, primarily to support consumer-housing room redesigns. Gregg Greulich, vice president of new-product development and marketing, reports that additional new styles include a barn-door feature, available on multiple products. There are also expanded product offerings in the rustic category. â&#x20AC;&#x153;They align with televisionâ&#x20AC;&#x2122;s DIY-renovation focus and with emerging trends in new-home construction,â&#x20AC;? Greulich says. â&#x20AC;&#x153;We also have an electric lantern heater. This patent-pending indoor electric heater provides decor and is a functional room heater,â&#x20AC;? he adds. For 2017, Greulich is probably most excited about Twin-Starâ&#x20AC;&#x2122;s new electric fireplace, with â&#x20AC;&#x153;a ground-breaking 3D flame effect and patentpending technology using multilayered flame effects to create a fire with depth and dimension,â&#x20AC;? he says. Heating products will feature Safer Sensorâ&#x201E;˘, a patent-pending fire-prevention technology that continuously monitors the proximity of objects to the heater and automatically shuts off the heater if an object blocks the sensor. While the companyâ&#x20AC;&#x2122;s focus will remain on developing new products to enhance visual flame effects for maximum ambience, standard inserts will also â&#x20AC;&#x153;create the ability to build the heater component into a wall, enabling specialty hearth retailers to fashion a basic product foundation to enhance room environments and focus on consumer needs,â&#x20AC;? Greulich reports. NApoLEoN Success has come on many fronts for Napoleon Fireplaces (Barrie, Ontario), particularly with the Ascent series offering consumers a variety of units at attractive prices. John Czerwonka, vice president of sales, attributes the Ascentâ&#x20AC;&#x2122;s positive numbers to a â&#x20AC;&#x153;great flame, logs, and a variety of media options, offering consumers the ability to personalize the unit to their individual tastes, whether modern or traditional,â&#x20AC;? he says. Linear units continue to do well, with the

Vector series leading the wayâ&#x20AC;&#x201D;thanks to upgraded options in surrounds, media, and Bluetooth technology. â&#x20AC;&#x153;Our new High Country wood units have really taken off, offered in a traditional square unit and a modern linear version,â&#x20AC;? Czerwonka says. â&#x20AC;&#x153;These are statement pieces that deliver the wow factor that discerning homeowners are looking for in a wood product.â&#x20AC;? A significant jump in sales has also materialized for Napoleonâ&#x20AC;&#x2122;s electric portfolio. The new Phantom series removes the glass front from the unit, eliminating glare and creating what Czerwonka calls a beautiful aesthetic that appeals to many design preferences. Czerwonka is highly optimistic about 2017, primarily due to new products, innovation, and demand driven by the growing construction and remodeling markets. For now, that means offering the full gamut of designs while keeping an eye on trends. â&#x20AC;&#x153;Traditional style is still number one and will

be for years to come,â&#x20AC;? he says. â&#x20AC;&#x153;Modern style, however, is certainly growing and becoming a larger percentage of our sales. Consumer and designer tastes are changing and will become a bigger factor in the future, which is why linear models and clean-faced units are here to stay.â&#x20AC;? EmpiRE Empire Comfort Systems (Belleville, Illinois) launched its TruFlame technology last year. It received a warm welcome among dealers, who showed off the technology in two gas fireplacesâ&#x20AC;&#x201D; Rushmore by White Mountain Hearth and Renegade by American Hearth.Â Nick Bauer, president, heard the reaction, with many customers valuing TruFlameâ&#x20AC;&#x2122;s impressive aesthetics. â&#x20AC;&#x153;Customers routinely said it was the most realistic fireplace they had seen,â&#x20AC;? he says, â&#x20AC;&#x153;often focusing on the flame presentation and large ember bed.â&#x20AC;? In 2017, a 36-inch fireplace will feature

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Circle Reader service No. 21

PATIO & HEARTH PRODUCTS REPORT

spoTLigHT style has become very popular, but other regions remain more traditional. We continue to develop both traditional and contemporary fireplaces, and we will often offer units with multiple media—logs, stones, driftwood, glass, and so forth—and linear choices.” Woodbridge’s ss-48 outdoor gas fireplace

TruFlame technology, and a new insert will be out by midyear. Offering a glimpse of what’s to come, Bauer says, “We will also be rounding out our lineup of Boulevard linear products to include more see-through models (and some indoor/outdoor units) in ventfree and direct-vent lines.” During Bauer’s tenure with the company, product development has been a core strategy. Over the past five years, Empire has created four to eight new products every year. “All of these products were a result of customers telling us what they needed to compete,” Bauer says. “We see regional trends where contemporary

WooDBRiDgE In summer 2016, Woodbridge Fireplace Inc. (Mississauga, Ontario) opened a new (and larger) facility in Mississauga. The new location is fully outfitted with state-of-the-art equipment designed to improve the company’s already-strong manufacturing processes. It has also increased in-house production capabilities. Tony James, president and CFO, says, “With our double-digit growth over the past few years, the expansion was critical to allow much greater production volume and faster turnaround of our orders.” In 2017, customers can look forward to a new shallow-depth line of directvent fireplaces. In addition, there will be

extensive outdoor-product offerings. “We feel there are many opportunities for company growth in these two categories,” James says. “Woodbridge has the privilege of having an extremely experienced engineering staff, with more than 30 years of industry-leading product development to its credit.” He continues, “All of our products are 100% created and manufactured in North America. We are able to supply specialty hearth retailers with a fully assembled, ruggedly constructed fireplace in a timely manner.” oRTAL Ortal® Modern Fireplaces (Canoga Park, California) has more than 80 different fireplace models, and the overwhelming majority of those are in the contemporary mold. Last year marked a departure for Ortal, with the company dipping into the traditional market (while also managing to keep its identity). Gil Ben-Zion, general manager, says, “We took the traditional look, but we

Circle Reader service No. 22

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PATIO & HEARTH PRODUCTS REPORT

brought it into the Ortal family—with our DNA and with all the elements unique to us, such as a seamless finish and a clean look. In 2016, we entered into more of that traditional look with big boxes (42 inches wide by 38 inches tall or 36 inches wide by 32 inches tall) and launched them at HPBExpo.” The move paid off with a nice increase in volume for the traditional look. Dealers told Ben-Zion that they appreciated Ortal’s move to bring the “real-flame wood-fireplace look into the direct-vent gas product,” he says. Now, dealers have brick-color options, log options, and finish choices. “In 2017, we are coming in with a few new lines that we are going to launch at HPBExpo,” Ben-Zion says. “We are growing our budget and adding personnel, and the company is in a very nice growth stage right now. We opened a warehouse in New Jersey as another way to support our dealers, and in 2016, we improved our delivery dates. Every fireplace that you order, you can get in 10 days. We have a fast turnaround.”

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Circle Reader service No. 23

www.ortalheat.com (818) 238.7000

Marketing Maneuvers STARFIRE DIRECT

A Different Animal In many ways, this highly successful hearth/patio business resembles Amazon. BY SHARON SANDERS PHOTOGRAPHY BY SHARON SANDERS

Starfire Direct Inc. (Temecula, California) has smashed the preconceived image of online retail.

The Inc. 5000–ranked company has a virtual retail showroom (www.starfiredirect.com) that makes the experience of shopping online convenient, personal, and fun. Jonathan Burlingham, CEO, says, “We work with some of the patio/hearth industry’s most respected manufacturers, whose trust we have worked hard to earn. We are not a discounter. We are a partner who protects their brands as we would our own.” The forward-thinking company has big plans for 2017, as it unveils new products and an improved online-shopping experience that will bring the company to the next level. Burlingham started the company on his own, 10 years ago, with a $50 investment and no real idea of what was to come. For years, he worked in hearth/home retail, where he gained knowledge and the inspiration for his personal venture. When the economy started its

Local customers can visit the Temecula showroom

JANUARY/FEBRUARY 2017

Lindsey Conklin (left) and Jonathan Burlingham

decline in the mid-2000s, he knew that the time was right to launch an online retail operation. Burlingham, with basic knowledge of the internet, created a simple website at his house. After working long hours and making many sacrifices, he made Starfire Direct a reality in 2007. Burlingham recalls that it was difficult, in the beginning, because only a handful of manufacturers were receptive to selling their products on the internet. “Back The Starfire Direct showroom then, nobody wanted to features a work with online retailers. It custom-made was a scary new world for a fireglass display lot of manufacturers because they likened online sales to danger and scams,” he says. Slowly, they started to change their tune. He adds, “When they saw the sales coming from the site and realized we were committed to protecting their brands, they were willing to give us a chance.” The site saw tremendous growth over the next few years—enough growth to let Burlingham quit his full-time job to focus solely on his new company. Today, Starfire Direct is an intuitive hearth, patio, and barbecue retailer that runs its online operation much like a

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Marketing Maneuvers STARFIRE DIRECT

brick-and-mortar specialty store. Burlingham says, “People are willing to pay more for a product if they see value in what they are buying, and that applies online as well.” Some of the brands sold on the site today are Hearth Products Controls, American Fireglass, Fire Magic, Real Fyre, OW Lee, Galtech, Treasure Garden, and Agio. Burlingham’s model for Starfire Direct is centered on convenience, personal service, and a great online experience. CONVENIENCE MATTERS Online shopping is on the rise because consumers like the convenience of making purchases at home (or on a mobile device) at a time that works best for them. Burlingham explains, “One has to look at the big players and see what they are doing. Over 50 million U.S. households have Amazon Prime accounts, and it’s not because Amazon is the cheapest. It’s about convenience: two-day shipping, easy returns, top ratings, good reviews, and a customer-service program that people feel comfortable working with online.” Convenience is the cornerstone of Starfire Direct, and quick shipping is a big part of that. According to Lindsey Conklin, general manager, the online mentality of getting products shipped out the day that they are ordered has become the norm. “We have to conform and give people what they want—or fade away because we can’t provide the consumers with what they are looking for,” he says. The company works with manufacturers able to follow through with its quick-shipping requirements. “We are who we are, today, because of our manufacturers. They work with us to provide customers with what they want,” Conklin says. The company stocks inventory worth more than $1 million, which can be shipped out immediately, in its 20,000–square-foot facility in Temecula. It heavily stocks products that are best sellers, that come from abroad, or that are not available quickly. The company went a step further, a few years ago, when it began to manufacture its own Starfire Designs brand of hearth products: firepits, fireglass, ignition systems, and connection kits—all prepackaged and ready to go, for quick turnaround. In 2016, the company’s Aurora firepit won the Vesta Award for the outdoor hearth product of the year. It’s the first firepit to have removable solar panels that recharge the integrated Bluetooth sound system and LED lights.

fit in their homes. In 2011, the company opened what it calls a fun-size (500–square-foot) brickand-mortar showroom at its Temecula facility, to serve the local area. Seven days a week, customers can view many of the products that are sold online, look at catalogs, get fabric samples, or sit down with a staff member to create a custom order. If customers call to inquire about a product that’s not on the showroom floor, it can be brought from the warehouse and set up for them to see. “The showroom has been a great addition to our operation,” Conklin says.

SERVICE EXCELLENCE Personal service is not typically expected from an online retailer, but for Starfire Direct, it’s part of the sales equation. The sales-support staff is available every day to answer questions and provide detailed information about merchandise. The company places a huge emphasis on employee training. “Our sales-and-service team’s members need to know what they are talking about when they are dealing with customers, or we are no different from a basic online catalog,” Conklin explains. Starfire Direct offers a large selection of hearth products that are technical by nature, so the staff is required to be certified by the National Fireplace Institute®. Conklin notes that there are many times when the entire staff visits a manufacturer for a tour (to learn about its products and meet its employees). Starfire Direct is particular about the products that it offers online. “We are not going to put just any product on our site and start selling it. We research each prospect and decide if we really want to include it in our product mix, so our sales team can stand behind it with confidence,” Conklin says. Starfire Direct also offers custom design assistance. Customers can upload pictures of their living spaces and work with a designer to create a virtual snapshot of how a product would look or

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ALL ABOUT THE EXPERIENCE “Our online-shopping experience is much like a retail store’s showroom experience—so the products need to look their best online, just as when you walk into a brick-and-mortar store,” Burlingham says. The company started as a hearth business, selling gas logs, fireglass, firepits, patio heaters, and gas burner systems, followed by patio furniture and much more to come. “It’s more complicated to showcase furniture correctly online because the fabrics, colors, and textures need to pop,” he adds. The company takes great care to ensure that everything on the site looks great visually. It has found that viewing videos is an effective way for shoppers to touch products virtually. “If the video isn’t enough, we are more than happy to send out fabric swatches and sales information,” Burlingham says, adding that the company will do whatever it takes to make customers feel comfortable making a purchase. He says, “It’s not unusual to get several high-dollar orders (of $5,000 to $10,000) every month because customers trust us and know we will take care of them if the product doesn’t meet their expectations.” Starfire Direct is projecting breakout growth for 2017, as it has made notable improvements to its website, including faster browsing, the addition of delivery lead-time information, a simpler checkout process, and a new mobile-shopping experience. The company will also be introducing more patio furniture and customizable items throughout the year. Burlingham is excited about the future, reporting that his whole staff works incredibly hard, every day, to keep customers happy. “I can’t take individual credit for what we’ve been able to accomplish as a team. This includes our manufacturers and suppliers, who have believed in us and supported us through the years. I never imagined that we would be where we are today,” he says. “With hard work and dedication, the sky’s the limit.”

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 27

Hearth Retailer MR. FIREPLACE

Bright Skies Ahead After weathering recent storms, Mr. Fireplace looks forward to a sunny business forecast.

Mr. Fireplace carries a wide range of fireplace styles, log sets, and media

BY CHERYL DANGEL BARTOLINI

PHOTOGRAPHY BY DAVID BRINKO

Mr. Fireplace Patio & Spa (Melbourne, Florida) has proved that rewards do come to those who wait. Mr. Fireplace is many things,

but perhaps one little-known distinction is that its owner, John McMillan, knows how to make do, hunker down, and bide his time. In February 2017, the store moved into a new 10,000–square-foot location in the heart of Melbourne, doubling the size of the space that it has occupied since 2002. The move to the larger space is not a luxury, but a necessity (and is long overdue). “We have struggled with limited space, over the past five years, but with the economy in poor shape, we postponed our move into the larger space. We feel confident, going forward, that doubling our showroom space will pay big dividends—not only for our bottom line, but

for the products and services we will be able to offer our clients,” McMillan says. To say that the business struggled with its space shortage is putting it mildly. The showroom in the new facility is 2,500 square feet larger than the entire original store. The company managed its limited space by constantly rotating showroom products and displays; much of the store’s inventory was kept off-site. “We have all of our displays on wheels, so they can be rolled around the showroom, and we also use the outdoor space—including a full, working outdoor kitchen. This is visible from the road, and we have all of our demonstrations outside,” McMillan says. He hosts events for many industry groups, including professional associations of home builders and of interior designers. “We also have our cooking demonstrations

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John McMillan

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 29

Hearth Retailer MR. FIREPLACE

and special events outside. This is Florida, so we have great weather year round, except during the hurricane season (a minor inconvenience),” McMillan notes. The new location is next door to the old one. McMillan opened a wall and expanded to the other side, allocating 7,500 square feet for the showroom alone. It is outfitted with several burning displays, which went through renovation even before the big move. “We opted for a more modern, coastal look,” he says. “We change our log displays annually. This is Florida, and our customers are not those that you would typically see in Northern markets. We convert about 70% of our new-construction customers who initially purchased wood-burning fireplaces to gas logs. It’s difficult to store wood on the coast due to our wet climate, with rot and termite problems.” Despite’s Florida’s enviable climate, McMillan has had to weather plenty of storms, not the least of which were hurricanes. McMillan was a state-licensed HVAC contactor in 1999, when he purchased Mr. Fireplace from the original owner, who had started the business in 1980. McMillan bought it as a fireplace-service/ installation company to help offset the sales slump he experienced in the winter months. In time, the store became licensed in HVAC as well, specializing in residential and commercial air-conditioning service and replacement. “I’m originally from Tennessee, and I grew up eating some great barbecue and enjoying those family gatherings around the fireplace and outdoor firepits. I knew that I could enhance the product line and bring that same feeling to our many customers,” McMillan says. He started in a 1,000–square-foot space. In 2002, he relocated the business to its 5,000– square-foot facility. He says, “This was during the building boom, and we were able to package fireplaces, air conditioning, outdoor kitchens, and barbecue grills (along with other items) for our builders.” ECONOMIC UPHEAVAL Then, the first major storm hit, putting on hold any plans to move to a larger space. It was in Florida that the housing crash dealt the economy one of its harshest blows. “We lost 50% of our business within the first year. Much of it was new construction,” McMillan reports. This was followed by the cancellation of the space-shuttle program, which displaced many workers in McMillan’s market (the Space Coast). “It created a ripple effect. As residents

left to find jobs elsewhere, schools closed; teachers lost their jobs. Houses were vacant, construction stalled, and no one was investing in home improvements,” McMillan recalls. In 2012, Mr. Fireplace became the only authorized retailer of Jacuzzi® spas in Brevard and Indian River counties. McMillan says, “These luxury retail items were the hardest hit at the beginning of the economic downturn, and many stores went out of business, which is also true of many fireplace stores throughout Florida.”

“It’s all based on the quality of the product and our relationships with the manufacturers and distributors—in particular, how well each stands by the product and is willing to accept responsibility when things don’t go as planned. We are in a partnership to bring quality products to the customer, and when an issue arises, it is Mr. Fireplace the customer looks to for support and satisfaction. Without strong relationships with our distributors and manufacturers, we wouldn’t be as successful as we have been for 36 years,” McMillan says.

Two years ago, however, McMillan noticed a dramatic increase in sales. He says, “We completely changed our focus, from new construction to residential service and replacement on the HVAC side of the business and to residential remodeling and construction of outdoor-living areas on the fireplace side.” With this shift in the business plan, Mr. Fireplace has held to its course and has even grown, so McMillan felt confident enough about future sales that he could invest in the new, roomier space. This kind of rebound in fireplace sales wouldn’t be extraordinary for dealers in a great portion of the country, but Mr. Fireplace is located in warm, sunny Florida and sells fireplaces (from Superior Fireplaces, Empire Comfort Systems, and Modern Flames, among others). McMillan explains that he has an unusual market. “Our market is slightly different in that customers rarely purchase one of our products for the heat it generates. It is usually for aesthetics and the drama it brings to a living space,” he says. “A large part of our business revolves around the outdoor-living space, and this is the largest sector of growth in our market, along with linear, more modern fireplaces.” With aesthetics being a priority, realistic flame patterns and ease of operation are musthave features in a fireplace. “We rarely sell a manual-control or standing-pilot fireplace or log set,” he comments. For that reason, McMillan does careful research in choosing his manufacturers.

ON THE REBOUND To communicate with its market, which extends from Melbourne north to Daytona Beach, south to Vero Beach, and west to Orlando, the store has a highly visible socialmedia presence. It regularly posts blog updates on its website (www.mrfieplaceandpatio.com), as well as on Facebook. “Recognizing the importance of social media, we hired a company several years ago to help manage our relevance on the internet and our rankings on the various search engines. It was one of the best investments we made,” McMillan remarks. Now that the Florida housing market is on the upswing, McMillan expects double-digit growth over the next few years. “We are experiencing tremendous growth in our hearth sales, driven by the resurgence of new construction in the home-building market and the influx of new residents from Northern states moving to the area to fill many of our high-tech jobs generated by aerospace and NASA–associated projects,” McMillan says. Topping the list of best sellers are linear fireplaces. “This represents a move away from the more traditional fireplaces,” McMillan explains. “There has been tremendous research and engineering done on this product line. The mixed media (consisting of glass, stones, and electric lighting) with the gas fireplace create so many unique options for our customers and expand the areas where they can visualize adding a fireplace as a new focal point.” With the forecast being sunnier than it has been, McMillan is hoping to create more vignettes in the new space that feature spas, outdoor fireplaces/firepits, and outdoor kitchens with patio furniture. McMillan is cautiously optimistic about future plans. He says, “We want our customers to visualize what the entire outdoor-living space can be like. Even with the new space, we recognize the space limitations and are already looking for other options.”

JANUARY/FEBRUARY 2017

PATIO & HEARTH PRODUCTS REPORT

Bigger. BETTEr . stronger. From contemporary to traditional styles, Regency has the high quality products & strong business programs to ensure the success of Regency Dealers.

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Visit www.regency-vision.com to see the latest evolution in fireplaces. Circle Reader Service No. 31

Outdoor Grilling BBQ GRILL PEOPLE

BARBECUE AND MORE Burgeoning demand for outdoor kitchens prompts a Houston construction business to dedicate a showroom to grilling products. BBQ Grill People is a one-stop shop for outdoor chefs BY CHERYL DANGEL BARTOLINI

It was a no-brainer: A general-construction company, specializing in home remodeling, patio covers, and similar work, found itself consistently building more and more outdoor kitchens. Why not open a retail division to sell outdoor-kitchen products?

It didn’t take much analysis for Mike Arnett, owner of DWR Construction (Spring, Texas), to come to the conclusion that a retail store would be a perfect fit. Two years ago, he opened BBQ Grill People alongside his construction company in a warehouse district near Houston. Charlie Barzilla, general manager, joined the company about a year ago. He says, “Arnett was tired of outsourcing all the work. It made sense to take advantage of our position. Now, we can con-

PHOTOGRAPHY BY MATTHEW ROOD Charlie Barzilla and an outdoor kitchen by DCS by Fisher & Paykel

struct the outdoor kitchen and outfit it with appliances.” The concept, while not unheard of, is not common in the area, so business took off immediately. “Homeowners come here, talk about the construction of their outdoor kitchens, and walk to the other side of the store to get their products. It is a one-stop shop—and unique in the area,”

Barzilla explains. The facility is split. Half is dedicated to offices for the construction side of the business, with a showroom featuring such things as bathThe Fire Magic Black room fixtures and tile samDiamond grill ples, while the other half is devoted to outdoor kitchens (with grills occupying about a third of that space). Many employees are cross-trained to talk to customers of both sides of the business. Consequently, salespeople for DWR Construction

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PATIO & HEARTH PRODUCTS REPORT

are well versed concerning barbecue products. “It made it easy for us to segue from construction to grill sales, so it gave the company an initial boost of customers. Now, we’re getting a lot of customers for stand-alone grills as well,” Barzilla reports. Sales, he adds, are almost evenly split between grills and outdoor kitchens. There are customers who come in wanting just grills; others come in looking for grills, but see that there is the option to

Circle Reader Service No. 33

Outdoor Grilling BBQ GRILL PEOPLE

have full kitchens built in their backyards and upgrade to that idea. Some come in for outdoor kitchens and then see how easy it is to get their appliances from BBQ Grill People, too. There appears to be only one negative factor: Being located on a cul-de-sac in a warehouse district might be ideal for a construction company, but the address doesn’t provide much help to the retail division. While the company hasn’t nailed down the specifics yet, there is talk about picking up a stand-alone showroom space—specifically, a retail storefront in a busy area of town. Because there is no passing traffic, Barzilla says, “I think our location hurts us. People call, find us online, or contact a grill manufacturer and are referred to us. We’re not an impulse stop. People

come here only with a purpose. We’re hoping to change that, if possible, this year,” Barzilla says. Despite the store’s out-of-the-way location, sales aren’t suffering. In grill lines, the three biggest sellers are Blaze Outdoor Products, Cal Flame, and DCS by Fisher & Paykel. “Blaze and Cal Flame are entry-level grills that you buy when you get tired of your kettle grill rusting out, and you want to invest in a high-quality grill. Our DCS grills are the upper echelon, for those who want their grills to be the focal points in their outdoor kitchens. They are all fantastically built grills,” Barzilla explains. In fact, the biggest selling point for Blaze grills is their lifetime warranty. “Buyers have the knowledge that if they buy a Blaze grill, the company

Cal Flame’s deep-fryer accessory

will service 90% of that grill for the lifetime of the owner,” Barzilla says, noting that such a high level of backup, in that price range, can’t be beaten. Cal Flame can’t be bested, he adds, “for its accessories—from the charcoal basket (which is a great option for someone who is used to a charcoal grill and still wants to do something with charcoal) to the fry basket, which gives cooks the option of deep-frying. It’s the most versatile grill on the market for less than $2,000.” MAKING THE LIST Getting on BBQ Grill People’s product short list isn’t easy. The company is particular about the products that it carries, and it is instituting a new strategy that will reduce the number of manufacturers’ lines that it offers from 12 to just eight. Barzilla says, “We want to narrow down our list of products to offer just a few selected grills within the price range. I’m not aiming to be the Walmart of grills. If you offer everything under the sun, it is difficult to inform customers of the features and differences. We try to showcase all of our available products in the showroom to give our customers hands-on instruction for each of our grills. This is not possible if you offer 30 different brands.” In each price bracket, the company chooses two or three manufacturers that offer all the desired features. Barzilla says, “Adding any more is redundant, and it just makes it more difficult to explain all the differences to the customer. It is also more complicated for the salesperson to figure out which grill best suits the customer. With a slimmed-down product offering, we can educate customers more easily and quickly, so they can start making decisions within a few minutes.” In deciding which products to keep and which to lose, quality is the criterion at the top of the list. Barzilla says, “While quality is an umbrella term, a lot of manufacturers out there will cut corners to get the grill down to a particular price level. If you put Blaze up against

Circle Reader Service No. 34

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PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 35

Outdoor Grilling BBQ GRILL PEOPLE

another brand that cuts corners, you can see where every dollar of your money is going.” He continues, “This is not a repeat-customer business. As long as you take care of a grill, you’re looking at getting 10 years out of it and more, with the warranty that goes along with it. That is why we go for manufacturers that put money into their grills to get them at this particular price level.” A PERSONAL EXPERIENCE In addition to being a one-stop shop, the store gains a competitive edge by offering buyers a hands-on experience. “Despite the size of Houston, there are very few brick-and-mortar stores out there where people can feel, see, and talk about grill products in depth. It is nice to walk into a store and talk to someone who deals with grills every day—which isn’t the same as buying online,” Barzilla says. “When customers walk in, I ask them, ‘What do you want out of a grill?’ I don’t ask about the budget or the brands they want. I ask whether they want to use it once a week or are looking for a focal piece that they will use three times a week and on the weekends,” he explains.

“We sell a personal experience. I am the Cal Flame’s 40-inch grill, with a rotisserie and illuminated control primary contact for sales. We also offer knobs delivery and installation, which is different from having a truck drop off a product in your driveway. We will assemble it and leave your house with the grill ready to fire up,” Barzilla adds. BBQ Grill People has an extensive website (www.bbqgrillpeople.com) that includes a shopping-cart function. Barzilla doesn’t sell many grills from the website, however. He says, “It is there more for informing customers about products. When you’re dealing with grills in the $2,000-plus range, it is rare to more live-burn events in 2017. Barzilla says, click the button on a website without having seen “They are great marketing tools. Having the grills that item in person. I would want to see it, feel it, working and having vendors there really help sell and understand why this one costs 50% more grills because customers can see the grills functionthan the other one. You can read the description ing. It is very rare that someone would buy a car all you want, but until you can put your hands on without taking it for a test drive.” it, it is a very hard sell.” With new events (and perhaps a new retail To give customers even more in terms of storefront) on the horizon, 2017 is likely to be hands-on experiences, this year will see a renewed a busy year. Barzilla predicts, “It’s going to be focus on in-store events. While BBQ Grill People fantastic. We’ve had nothing but growth since always has done cooking demonstrations with the company started, and we see no hint of manufacturers’ representatives, it plans to do even that changing.”

Circle Reader Service No. 36

JANUARY/FEBRUARY 2017

PATIO & HEARTH PRODUCTS REPORT

DON’T SETTLE FOR THE SAME OLD GAS GRILL Charcoal, lump coal, wood logs and wood chunks, natural gas, propane - you name it! The AMG is a multifuel monster that combines gas and solid fuel to give you the most versatile cooking experience there is! With its patented Multi-Fuel Tray System, grilling with any combination of solid fuels and gas this grill places the innovation in the chef’s hands. Offering a robust 110,000 BTU’s of grilling horsepower, take advantage of the convenience of gas, or use it simply to ignite your solid fuel within mere minutes!

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AMERICANMUSCLEGRILL.COM

Circle Reader Service No. 37

800-966-8126

LET’S GRILL

PETTIS

Showroom Showcase

ParadiseFound

Pettis offers products from many outdoor-living categories

Pettis helps customers build lush, intimate outdoor retreats. BY KIMBERLY RODGERS PHOTOGRAPHY BY JONATHAN WHITE

In 1962, Erma and Larry Pettis, both teachers, decided to purchase a business to supplement their incomes in the summer. They searched the classified section

in the newspaper and initially thought that buying a hardware store would be a good plan. Instead, they came across an in-groundâ&#x20AC;&#x201C;pool dealership for sale. Although the pool industry in the United States would experience a boom in the 1970s, in the early 1960s, in-ground pools were for the rich and famous. They were not huge sellers where the couple lived, in Hilton, New York (on the southern shore of Lake Ontario). More than five decades later, Pettis Pools/Hot Tubs/Patio (East Rochester, New York) is one of the largest outdoor-living retailers in Western New York and has evolved from being a small pool shop to

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PATIO & HEARTH PRODUCTS REPORT

Kathy Zinone

become a major outdoor-living retailer with two locations. Kathy Zinone, furniture buyer and comanager of the East Rochester store, explains the reasons for the retailer’s successful evolution. “It has everything to do with Erma and Larry, who were two absolutely wonderful people.

They started with the premise of giving people excellent service and developing relationships with customers, and over the years, those same customers have been maintained,” Zinone says. “Since 1962, this is what we have been doing and will continue to do. Many of our customers have

Deep seating groups remain popular, and firepit sales are booming

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become our friends. We have a plaque on our wall that reads, ‘It’s where your parents bought their pool,’ and in fact, many generations of the same family buy from us.” That excellent service also extends to educating all customers about every product. Zinone says, “In all our sales, we really guide consumers and help them through the process, so they will be happy with their purchases. We listen to what our customers want. I truly believe we offer a very high quality of customer service.” Although there are other specialty outdoor retailers in the area, Pettis is able to set itself apart from the competition with assistance extending beyond the sale. “We have a full service fleet and are able to install and service everything we sell; not everybody does that,” Zinone says. It’s easy to understand why the company has received the gold Rochester’s Choice Award (sponsored by D&C Digital) for 15 consecutive years. POOLS AND MORE Of course, Pettis offers a wide selection of swimming pools—in-ground, above-ground, and partially in-ground models (a perfect alternative for sloping yards). “In-ground pools have become a very large category for us,” Zinone says. Since 1962, Pettis has installed pools from Fox Pool Corp., one of the oldest and highest-quality engineered-pool manufacturers in the United States. More than 85 sizes and shapes are available to meet any need, from swimming and diving pools to family-fun retreats (complete with slides and waterfalls). All pools are constructed under the supervision of Steve Pettis, vice president. Along the way, the company has added new categories to meet the changing needs of consumers and how they want to use their outdoor spaces. The company first entered the spa market in the 1970s, selling the then-popular wooden wine-barrel hot tubs. Now, it represents a variety of brands from leading hot-tub manufacturer Maax® Spas. Pettis is a major dealer of Softub®, a lightweight, simple-to-use, easy-to-install portable hot tub. In 2002, the retailer established Softub Express, a division of Pettis headed by Julie Pettis. A Softub Express enclosed trailer also goes on the road, enabling staff members to set up a display at many festivals and events in the East. As a result, Pettis has captured a large part of the Softub market outside of its local area and has become the largest dealer/distributor for Softub on the East Coast. About 11 years ago, Pettis entered the sauna market, selling traditional and infrared models from Finnleo®. Pettis first started selling high-end outdoor furniture 30 years ago, and today, it offers the largest selection of patio furniture in Western New York. Big sellers are marine-grade recycledHDPE products from Seaside Casual and Telescope Casual. “There is definitely a huge market here for these products. We have a lot of

PATIO & HEARTH PRODUCTS REPORT

PETTIS

Showroom Showcase

awnings and shades from Solair Shade Solutions. The pool category represents about 25% of sales; spas/saunas, approximately 50%; and patio furniture/accessories, 25%. Zinone comments, “We have become a destination for people who want to look at and purchase these types of outdoorliving products.” MARKETING A LIFESTYLE Pettis participates in television, Pettis is passionate about the wellness benefits of its radio, direct-mail, and print adverofferings tising; all efforts are directed inhouse by Jim Napodano. Various lakes, and people want something that has low social-media platforms are used, and daily maintenance—as well as furniture that is very Facebook and Twitter posts create interest sturdy and won’t blow away,” Zinone says. using beautiful product photos, along with Sales of deep seating, chat groups, and dining crisp, descriptive comments. pieces remain strong, with firepit sales booming. Pettis is passionate about the health and wellPettis carries these products from many manuness benefits that its vast product lineup offers facturers, including Gensun Casual Living, and advances that concept through its marketTelescope Casual, Homecrest, Mallin, ing. In videos on YouTube and a blog on the Hanamint, Meadowcraft, Woodard, Kingsleystore’s website (www.pettispools.com), the Bate, and Patio Renaissance. To complete the health aspects of various products are disoutdoor-living space, there are islands from cussed—including the stress relief that a spa or Gensun Casual Living, grills from Kokomo, and sauna can bring to its users, as well as the enjoy-

ment of time spent in and around a backyard swimming pool. The East Rochester store features a 20,000– square-foot showroom. It’s here that customers will find spas, saunas, about 120 furniture groupings, and even an above-ground pool, with all the necessary accessories. Zinone explains, “We try to make our showroom as inviting as we can so customers can picture what they might want for their families.” The original Hilton location, just west of Rochester, has a smaller showroom (at 6,000 square feet), but features an outdoor pool park where customers can explore every type of pool that the company sells. At the height of the sales season, Pettis employs about 75 people. Much of the staff has been with the company for many years, and employees are cross-trained to work in all merchandise categories. The legacy of one couple is carried on throughout the company that they started together 55 years ago. Zinone says, “Unfortunately, Erma and Larry have passed away, but even after being here for 20 years, I am still amazed at what they accomplished. We have a lot of respect for them and think of them every day: They made the store a great place to work.”

Hearth Patio & Barbecue Expo | Exhibit #910 For more information contact sales@alfrescohome.com or visit one of our showrooms:

ATLANTA Suite 10-C-116 | AmericasMart

PHILADELPHIA 610.705.8808 | Open daily w/ appointment Circle Reader Service No. 40

JANUARY/FEBRUARY 2017

CHICAGO Suite 16-120 | Chicago Merchandise Mart

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 41

Strengthof the Bull

Bull

AS I SEE IT

Bull dominates the marketplace by delivering high-quality products and top-notch service. BY SHARON SANDERS

The Elite outdoor kitchen and fire table

Frank Mello

Bull® Outdoor Products Inc. (Rialto, California) is on the move. The company isn’t trying to be the biggest grill and outdoor-kitchen manufacturer; rather, it’s working to be the best. With its new grill carts and its

next-generation heat-distribution technology, Bull is heading into 2017 with plenty of momentum. Patio & Hearth Products Report met with Frank Mello, vice president of sales and marketing, to get a behind-the-scenes look at a growing company that is obsessed with performance.

What were Bull’s notable successes in 2016? Mello: This past year, the Bull brand saw sales as good as they’ve been, year over year, in the past five years. Bull is our premium brand in the United States (we have several brands), so it’s notable to see the pillar of our company growing in strength. Another success is our new joint venture in Europe. There are nearly 750 million people in Europe, so there is tremendous opportunity, which helps ensure long-term viability for our business. I was encouraged by the response at one of our first trade shows in Germany, where we were overrun with interest from retailers. We walked away from the show with over 160 new leads. There are no products like ours in Europe right now, in terms of quality and price level,

The Power Q island in mesa white

so we are filling a niche. In addition to our European venture, we were able to open in New Zealand and plan to expand into Australia by the end of 2017. We continue to be innovative with our products, as we enter new markets, to meet those needs—which benefits our U.S. customers as well. What has the company learned over the past year that can help it grow? Mello: My biggest aha was that many people buy a grill expecting it to last only three years, which is silly. This is an expectation created by big-box retailers. In reality, someone who buys a high-quality grill should never have to buy another one. We have a lifetime warranty on our grates and burners, so unless you run into one of our grills with a car and damage it, you should never need another one. Our objective, this year, is to reach out

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and get that three-year–grill business, and there is a lot of it. Another thing we learned this year was that people are crazy about outdoor kitchens. We couldn’t make enough of them, and we couldn’t make them quickly enough. We figured out that we need to plan our production better (so our dealers don’t miss a single sale). We will build and stockpile kitchens in the winter—so we will have plenty ready for peak season. What makes Bull a dealer favorite? Mello: Initially, it’s because people have heard good things about our company and because we are complete. There are a lot of people in the outdoor-kitchen business who make a grill with just a couple of doors; Bull kitchens have everything one could want in a portable outdoor kitchen. There are over 150 components available. The second thing that’s important to dealers is our proximity to them, so products are shipped quickly. We have two shipping warehouses, on the East and West Coasts. Products from our Athens, Tennessee, warehouse can be shipped anywhere on the East Coast in two days. We have a promise that if a dealer places an order by 11 a.m. (Pacific Time), we will ship the order by the next day, from either facility. We are also known for our extensive in-

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 43

AS I SEE IT Bull

stock inventory. This is important to dealers because when they’ve taken the time to sell an item, especially a big-ticket item, it needs to be available immediately, so they don’t risk losing the sale. We have premium grills in stock for retailers all year—unlike importers, who aren’t that committed to the business. Last (but certainly not least), if there is a problem with our product, we fix it right away. We know that word of mouth is more important than anything else, so we take it seriously. Is the marriage of technology and grilling important? Mello: If technology is used to increase the performance of a grill, it’s important. If it’s just a gimmick or fluff, then chances are that it will break or have problems. As a manufacturer, we focus on how to use technology as it relates to performance. One unique thing we do to innovate is partner with California Polytechnic State University, San Luis Obispo (one of the best mechanical-engineering schools in the country). Every year, four student engineers are asked to use a Bull grill for their senior projects. Their challenge is to think of ways to make the grills perform better. The students have worked with us to improve the distribution of heat across the grill, and we’ve branded that technology as ReliaBull. It’s a flame tamer that helps

distribute heat better, from right to left, on the grill. This year, we are going to introduce the second generation of ReliaBull, which is centered around bringing heat forward on the grill: On many grills, the heat tends to gather in the back. Our goal is to get the temperature in the back and the front to be relatively the same.

closing tools for the consumer. In addition, all of our cart sales include a built-in barbecue head that can be installed in our outdoor kitchens. We will be offering a trade-in program for every consumer who buys a cart and wants to get a kitchen later. The consumer won’t have to buy the grill a second time, so that’s $600 off the outdoor kitchen’s cost later.

What products for 2017 are most exciting? Mello: We have a massive list of improvements that we have made to all of our grills. One major change is that all of our 2017 grills will include the second-generation ReliaBull burners. This should be completed by June 2017. I’m also superexcited about our redesigned grill carts. There is huge demand in the market for grill carts, and we want to go after it. The carts feature a new base and a stainless-steel side shelf that matches the aesthetics of the control panel, as well as a new tool hanger. The shelves now also have the same distinctive handle that is featured on the front of the grill. We are also introducing the Side Kick side burner, which can be attached to the side of the grill. We have a very aggressive program to introduce the new carts. If dealers stock and show a certain quantity of grill carts, we will give them a cover and a searing burner (a $400 value) for every grill cart they sell. Dealers can use those to enhance their own profit or as

Why are the company’s relationships with its dealers important? Mello: It’s about long-term continued growth for us and for our dealers. We stand for taking care of our brick-and-mortar dealers and their customers. It’s that relationship that gives us passion. If a manufacturer is in business just to make money, it’s a short-term proposition. Some of my best friends in the world are my dealers. I know that Mark Nureddine, Bull’s CEO and founder, feels the same way. We hang out with some of our key dealers, across the country, on a personal level. Mark even takes vacations with their families. It’s not just a business to us: We consider these people to be family. We want to help them prosper. You can’t have a short-term view and accomplish that kind of a relationship or build that kind of company. We aren’t building up this company to sell it; we are building it to be proud of it.

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Circle Reader Service No. 45

The Electric Advantage Dimplex wows the market with electric fireplaces featuring the most advanced technology available.

Dimplex

MY TURN

BY KIMBERLY RODGERS

The Opti-myst Pro 1000 fireplace

As a world-renowned leader in electric heating solutions for residential, commercial, and industrial applications, Dimplex® (Cambridge, Ontario) offers an amazing lineup of innovative electric fireplaces that feature the most advanced technology available today.

Gary Kraemer, manager of marketing and communications, says, “We always strive for the best realism, in terms of reproducing the look of flames, and we continue do so with our most recent introduction, Revillusion™.” Unveiled with great anticipation at HPBExpo 2016, Revillusion truly replicates the desired elements of a combustion fireplace without the maintenance and upkeep. Features include larger and more random flames, which dance among a life-sized, fulldepth log set and ember bed—placed against the backdrop of a firebox of real herringbone brick. In addition, features (from the flame and firebox glow to the flame-base color) can be adjusted by remote control. A heater, which works independently of the flame, provides up to 8,800 Btu. The heater can be deactivated, so the beauty of Revillusion can be enjoyed year round. Models are available in various sizes at competitive prices. “Revillusion employs our conventional electric-fireplace technology—used in a new way—to provide clear, unobstructed views. You are actually able to look through the flames to the back of the firebox, so you get a

The IgniteXL fireplace

much greater sense of depth, as you would experience it with a real open fireplace,” Kraemer explains. “Revillusion is the future of electric fireplaces.” The company’s linear wall-mounted fireplaces remain in demand. Models include the BLF series and the popular Prism series. Kraemer says, “With the Prism series, we added premium visual features such as acrylic ice media (customizing the experience), lighting-color themes, and a floating onscreen display, in addition to upgrading the remotecontrol settings.” The new IgniteXL linear fireplace has also been a runaway hit. “IgniteXL not only features our largest linear fireplace, at 100 inches, but also represents our best flame and heat

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technology in the linear line. It provides the clean look of edge-to-edge glass that homeowners are looking for,” Kraemer says. MULTIPLE ADVANCED TECHNOLOGIES Dimplex is committed to offering a range of different advances for the home. “We recognized, early on, that a one-size-fits-all solution would not meet the needs of consumers.” Kraemer says. This led to the development of stand-alone technologies, including the innovative Opti-V™ and Opti-myst® lines. In Opti-V models, high-definition flames, artistry, and craftsmanship are combined with the crackling sound of a wood-burning fireplace to produce an effect that is genuinely

PATIO & HEARTH PRODUCTS REPORT

mesmerizing. Sparks pop and crackle just like the real thing because Opti-V uses video of a real wood fire, elevating it to a category of its own among electric fireplaces. Kraemer explains, “Opti-V is a sensory experience that renders flame in high definition. In addition, it creates a unique illusion that produces greater depth, with sound to complete the experience.” The ultrasonic technology in Opti-myst models creates a lifelike flame-and-smoke effect, using water to replicate the characteristics of an authentic woodburning fire. Units operate on an easy-to-fill water tank, which operates continuously for up to 14 hours before it needs refilling. Kraemer adds, “Optimyst allows a multisided, see-through, or 360-degree view—the only electric product to do so.” Kraemer reports that both Opti-V and Optimyst have been incredibly well received in the marketplace. He says, “They challenge perceptions of electric fireplaces. Many people are amazed because our technologies shatter the image of how they expect electric products to look.” Both products are selling particularly well to upscale homes, and they are also popular for hospitality applications. “Unique characteristics and quality put these products on par, in the minds of designers. Installation, operation, and maintenance advantages tip the scale in our favor,” Kraemer adds. Another interesting exclusive from Dimplex is the Opti-V aquarium, which offers a maintenancefree, virtual 3D fish-tank experience—along with the bubbling sounds and LED lamps of a real tank. Kraemer says, “The technology is the same that we use to render the flames in the Opti-V fireplace, but we use fish instead. The magic is in how we create the illusion of amazing depth, which—combined with the realistic fish—really brings the tank to life.” Clownfish and yellow tang are the focus of the aquarium— species from the movies “Finding Nemo” and “Finding Dory.” Kraemer says, “It is no accident that we have used fish that have been the stars of two wildly popular movies. As it happens, these types of fish are also very hard to keep and maintain in a tank.” The aquarium has become a sleeper hit since its debut at HPBExpo 2014. Kraemer reports, “It’s incredibly captivating and lifelike; when you factor in the economic advantages of eliminating maintenance costs, it makes a lot of sense. Dealers have recognized that the Opti-V aquarium is a new revenue stream for both residential and commercial applications.”

ist—just not in the same room.” As a stand-alone solution, an electric fireplace has many advantages. They include low maintenance needs; low cost; easy installation; safety, since products are cool to the touch; and yearround enjoyment, with or without heat. With no harmful particulate emissions and 100% energy efficiency, electric fireplaces are environmentally friendly. Kraemer says, “The wellness factor plays an important role, especially in areas such as California, where we have seen the demand for electric products grow dramatically.” Moreover, Dimplex products provide other key benefits. “Because of our foundation as a heat company, we are able to include advanced heating technology in our flame products, improving both comfort and energy efficiency,” Kraemer explains. “We also pay close attention to the installers, in terms of installation flexibility, especially with linear fireplaces (minimal product depth). Our goal

ELECTRIC ADVANTAGES Kraemer comments that an electric fireplace can serve as a good complement to an existing gas hearth. “In single-family homes, gas may have its benefits, generating a large volume of heat in the primary living space. We suggest to dealers that the opportunity for electric fireplaces is in other rooms of the home, where gas is impractical (too much heat) or there are other constraints, such as venting or gas lines. Research indicates that homeowners want fireplaces in other rooms, and electric products are usually the ideal solution,” he says. “Gas and electric fireplaces can happily coex-

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is to make our products easy to design around and work with,” he adds. STRONG SHOWROOM DISPLAYS A new program has recently been developed to encourage dealers to display Dimplex fireplaces in their showrooms. “Video definitely helps, but what we have learned is that when our dealer partners have products on the floor, we see greater success,” Kraemer says. The program offers enhanced benefits for dealers and offers support from Dimplex on how to display products best. He adds, “We have a good number of dealers who recognize the potential and have gone 100% electric, but for many showrooms, the focus is still on gas, and we would like to help balance that. We don’t look at it as an either/or choice: Gas has its place, but a lot of homeowners are open to more than one type of fireplace. We would like to display electric alternatives on the showroom floor.”

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PATIO & HEARTH PRODUCTS REPORT

Product Innovation Valor

BreakthroughProgress Valor works to top itself at HPBExpo this March.

BY CHERYL DANGEL BARTOLINI

The L1 linear fireplace and the HeatShift system

and that is why we strive for distinctive products and features that offer showroom appeal and generate homeowner interest,” he adds. “Another challenge is knowing that, in this industry, after you introduce a new product or feature, you have about a 10-minute jump on the competition before someone else follows suit.” Miles Industries has been fortunate in that regard. The company has been able to develop new, on-trend products continually. “We’ve come a long way in design, technology, and performance—to the benefit of the general public. The days of louvered brass fireplaces are long gone. Homeowners have become more design aware and knowledgeable than they used to be, and I think the mainstream acceptance and success of HGTV and other similar channels cannot be underestimated here,” Miles says.

No one is disputing that 2016 was a busy year for Miles Industries Ltd. (North Vancouver, British Columbia) and Valor® Fireplaces.

Paul Miles, president, says, “We had a positive year due to market approval of our new products; a favorable exchange rate; low interest rates, which encourage building and renovation; and the loyalty of our dealer network, which we never take for granted. We have expanded our engineering department, obtained a new warehouse for finished products and for a bigger parts/service department, and enlarged our quality-control facility.” That’s not all. At HPBExpo 2016, Miles Industries introduced its HeatShift™ system. By diverting heat upward, it protects televisions and paintings that are mounted above a fireplace, in addition to allowing architects and builders a greater selection of materials to use for the surround. “It has really rocked for us and gave us the challenge to come up with a repeat,” Miles says. “I think we have done it, but with something that is, for us, entirely different.” This year, that something is Valor’s new LX2, which is a three-sided linear fireplace, “with some adaptations that make it very interesting,” Miles says. He is not ready to elaborate, but invites everyone to see the LX2 at Valor’s booth during HPBExpo 2017 in Atlanta, Georgia, in March. Developing new products to top previous introductions is increasingly difficult. Working constantly to outperform itself, Miles says, is a

The H6 fireplace, shown with Murano glass, a black liner, and a reflective back panel

Buyers not only are more design savvy, but are looking for differentiation, even among the fireplaces in their own homes. “Today, as people adopt zone heating for their comfort, there is a need for more than one fireplace in a home, which creates further demand for different styling,” Miles explains.

The L2 linear fireplace and the HeatShift system

hurdle that the company wrestles with on an ongoing basis. “The challenges that never go away are in developing your concept into a new product and getting it on the showroom floor, which can take time,” he says. “Space in dealer showrooms is at a premium,

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EVOLVING PREFERENCES Despite the trend toward clean-faced contemporary and linear fireplaces, Miles reports declining interest in glass fuel beds. He says, “We do not see this modern, minimalist look replacing the traditional look. Today, choice is the operative word, and we know that homeowners are looking for choice by the volume of visits to the Design Center on our website (www.valorfireplaces.com).” Developing the choices that consumers will want isn’t random; it’s an amalgamation of consumer and dealer feedback, coupled with the creative expertise of the company’s designers.

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HeatShift.™

Warm air shifts up and back into room.

Cooler zone protects wall.

Valor radiant heat warms room.

Valor’s unique HeatShift™ system transfers excess heat upwards through hidden ducts and back into the room—completely bypassing the wall and surface areas above the replace—so valued artwork, a TV or construction materials stay cooler.

The right heat in the right place.

Circle Reader Service No. 49

Visit us at HPBExpo, Booth 1950 Indoor

Product Innovation Valor

“We aren’t sitting around reading tea leaves to obtain ideas. We have a lot of projects in development that originate from our own inspirations, as well as what our dealers and sales reps suggest,” Miles states. Miles Industries relies on a blend of traditional and digital marketing programs to reach its target market, and using social media is increasingly important. The company incorporates all the usual big social-media platforms—including Facebook, YouTube, Twitter, Instagram, Google Plus, Pinterest, and Houzz—in its marketing mix In addition, Miles Industries “likes to experiment with newcomers, because things change quickly in the social-media world, and even some of our big guns weren’t around five to eight years ago,” Miles notes. He adds that it is important to monitor social-media constantly to interact and monitor results. “We are prepared to react immediately to anything negative, with a 24/7 approach,” he says. For example, a customer had a log set that cracked during installation. The customer contacted the dealer, who was busy and couldn’t react as quickly as usual. The customer complained about the situation on social media on a Saturday morning. Miles Industries’ website coordinator, who monitors its social-media channels, saw the complaint and contacted Mike

Powell, director of marketing at Miles Industries, about the situation. “He was able to reach our regional sales manager, who contacted our sales rep for that territory. The result was that on Sunday morning, our sales rep arrived at the homeowner’s door with the replacement piece. The homeowner was both surprised and elated—to the point that she reposted a very positive and complimentary statement about the experience. That illustrates how you have to stay on top of all social media constantly,” Miles explains. STAYING THE COURSE In the near term, don’t expect any changes from the Valor brand. “Wherever we go, it will be through our network of specialty hearth dealers catering to fireplace renovations. It’s that simple,” Miles states. “Second, we will never deviate from our core values—which have taken us far beyond our dreams and expectations from when we began to design and manufacture here, in 2001. Valor stands for quality, efficiency, and enduring products, and Miles Industries is a family-owned company with a culture that lives and breathes fireplaces and radiant heat, and that will never change. Third, we are in both the fashion business and technological appliances, so everything we do

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PATIO & HEARTH PRODUCTS REPORT

The HeatShift system, shown with an H6 series fireplace and driftwood

has to function properly—plus look good,” Miles adds. “Fourth, in the short term, we do not see any drastic change in the industry. People will continue to need to heat their homes economically; clean-burning natural gas is the champagne of fuels, and there is a lot of it (to keep prices stable); and interest rates are likely to remain low,” Miles says. “Over the long term, we will stay true to our dealer network; keep an eye on demographics, home-renovation statistics, and interest rates; and continue to blue-sky big ideas from which everyone can benefit.”

Circle Reader Service No. 51

Castelle

CORPORATE PROFILE

Brand Reboot The Castelle brand has been successfully transformed and relaunched. The Helios collection

BY KIMBERLY RODGERS

The past year has been an exciting time for awardwinning luxury casualfurnishings designer and manufacturer Castelle (Fort Lauderdale, Florida).

At the July 2016 ICFA Preview Show™, the company Steve launched a corporation-wide Lowsky rebranding of all marketing literature, social media, advertising, packaging, and showroom signage. At Casual Market Chicago in September, Castelle unveiled a full rollout of its new look at its Merchandise Mart showroom. Steve Lowsky, CEO, discusses the reasons

product lines—and the new look and exposure of the Castelle name and mark were the right vehicles.” The Castelle name is already a familiar and well-regarded one to specialty retailers. Lowsky says, “There has always been a Castelle brand, which represented our high-end cast-aluminum line. Since our company was primarily recognized for the Castelle line, however, the corporate name of Pride Family Brands became synonymous (and interchangeable) with Castelle.”

Castelle’s rebranding campaign includes redesigning its showrooms

behind the change. “The response to the brand strengthening has been positive, as our identity had previously been a subject of some confusion, with Castelle and Pride Family Brands being used interchangeably,” he says. “We realized the need to create a clearer distinction for the Castelle brand within our

He continues, “We wanted to capture a single identity for the Castelle brand, and we accomplished this by eliminating our corporate name from any marketing related to Castelle.” Pride Family Brands continues as the overall mantle for all its brands, including Castelle and SummerWinds.

JANUARY/FEBRUARY 2017

The rebranding also includes a redesign of the company’s three showrooms in Chicago, Illinois; High Point, North Carolina; and Atlanta, Georgia. Lowsky says, “The strengthening had to be across the board, with the showrooms being redesigned to feature the new Castelle mark, along with all written and visual marketing communication.” The High Point showroom, the first to be completed, was unveiled at the 2016 High Point Fall Market; the Atlanta and Chicago showrooms will be fully reconfigured in 2017. Lowsky adds, “Our goal is not only to accentuate our brand through signage, but also to highlight our new collections in designer vignettes. The end result will convey a professional, luxury vibe that is designer driven and that corresponds with our new logo, fonts, and mark.” Within each vignette, accessories are displayed and available at each market, enabling retailers to recreate these showstopping looks in their own stores. IMPRESSIVE NEW COLLECTIONS Along with its official name change, Castelle also rolled out an unprecedented number of new collections—10—for the 2017 season. Among the introductions are three contemporary lines: Solaris, Vertice, and Helios. Lowsky says, “In general, contemporary collections continue to sell very well, and Solaris is making a tremendous impact among our retailers.” Solaris projects a strong visual effect and appeal, incorporating an ultramodern aesthetic with the elegance of slender (yet very solid) supports. Lowsky comments, “We see the trend growing for contemporary furnishings—especially in the luxury category for outdoor seating and lounging. Engineered angles, elegant curves, high-gloss metallic finishes, and neutral fabrics make these designs very appealing.” He adds, “The appeal is not confined to a set buyer demographic or region. We have

PATIO & HEARTH PRODUCTS REPORT

retailers located in areas that one would not consider contemporary, yet once a collection goes on the floor, it sells.” In transitional style, Castelle is offering the new Roma collection. Lowsky says, “Roma has been well received; its farmhouse-chic look— especially in the driftwood finish— is catching the attention of many buyers.” The line combines gentle curves with strong linear side and back supports. The collection has been designed in response to retailers’ requests to offer more transitional options to their customers. The Roma collection is offered in three versions: sling, cushion dining, and cushion deep seating. To meet the needs of consumers living in townhouses and condominiums (and of baby boomers downsizing to smaller spaces), Castelle rolled out the City collection. The line offers eight of Castelle’s best-selling designs, reconfigured on a smaller scale. The collection is doing very well with retailers, since it fits well into smaller lounge areas—from an urban balcony to a downsized family porch. Furthermore, the City collection represents a variety of styles, from classic and contemporary to transitional and vintage. Lowsky says, “City has a lot of depth, which enables our retailers to offer something for everyone.” TREND FORWARD Castelle has always been a design leader, offering the most current trends in styles, materials, and color palettes to meet the ever-changing shifts in taste of both consumers and professionals. Lowsky says, “Our goal is always to be at the cutting edge.” Castelle predicts some exciting new trends for 2017, including finishes in polished (or matte) black and white, glass tabletops, unexpected outdoor upholstery, and avant-garde decor, along with the ongoing popularity of season-extending outdoor fire features, smaller-scale furniture, and contemporary furnishings. Lowsky says, “In general, we are moving our product line toward a more clean, contemporary, angular look. It is a simple (yet sophisticated) design, and at the high end, I see this as the direction to go. The look is already apparent in the coastal areas of the country, and I believe the trend will eventually move toward

says, “We realize it will take some time, but we are using a lot of our resources to change over to the new look. Overall, the rebranding has been very healthy, and I think it is very meaningful to gravitate to one name and one look.” He adds, “Castelle has always assisted our retailer partners with major initiatives that go far beyond catalogs. With the new brand strengthening, we have been able to incorporate this rebranding across all marketing and advertising efforts.” Lowsky says, “This drive allows a pull-through effect to bring customers into our retailers’ locations and to educate consumers on the brand’s luxury emphasis. With this change, our retailers are further realizing the value of the Castelle brand.”

The Solaris collection

the rest of the country.” He continues, “The outdoor room is one of the few rooms in a home that allows you to be more creative. There is a certain expectation for a kitchen or dining room, but the outdoor room gives you a chance to make whatever environment you want.” From all-weather billiard and game tables to Castelle’s Altra Fire and Ice coffee table, “There are now all kinds of products to create an environment for families to gather,” Lowsky adds. “I think it’s very exciting to be a part of it.” Social-media use, Lowsky comments, has also had a significant effect on the buying habits of today’s

consumer. “Customers not only are coming into stores better educated about products, but also are on top of the latest design trends. By searching social media and receiving and sharing information on different products, consumers are armed with much more knowledge than before,” he says. “It comes down not to retailers teaching consumers about the brand anymore, but rather, guiding them on what brand or product might be better suited for their individual needs.” Castelle has undertaken a massive effort to help its more than 400 dealers incorporate the new brand on the showroom floor. Lowsky

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BackyardBliss Gensun Casual Living’s new kitchen line and its stylish furnishings add beauty and practicality to outdoor spaces. BY CHERISE FORNO

INSIGHT

Gensun Casual Living

A seating island (with an umbrella) and a gas-grill island

Gensun Casual Living (Rancho Cucamonga, California), an awardwinning manufacturer of outdoor kitchens and furniture, continues to provide high-quality collections—with customization options that make it a leader in elevating any outdoor-living area. Gensun Casual Living also

recently added new outdoorkitchen collections, islands, accessories, colors, and finishes to its already vast product offerings. At Casual Market Chicago in 2016, “Gensun Casual Living introduced 11 outdoor-kitchen islands, two seating collections, two table collections, new accessories, two frame finishes, and three new woven colors, as well as expanding a number of current designs,” according to Jan Trinkley, vice president of sales and marketing. With outdoor kitchens rising in popularity, Gensun Casual Living is focusing on meeting the increased demand in this area by offering more options and products. Trinkley notes that Gensun Casual Living’s outdoor-kitchen products stand apart from others’ products for several reasons. “Gensun Casual Living’s unique

An island with a gas grill and a kamado

designs—featuring aluminum frames, with cast-aluminum doors, back and side panels, and countertops—will hold up to whatever the elements throw at them,” he explains. “These outdoor kitchens are virtually indestructible, providing years of enjoyment.” An advantage of Gensun Casual Living’s outdoor kitchens is their quick and easy installation, and they require little maintenance. Delivery is a convenient part of the installation process because the cabinets are individually packaged and easily transported to the kitchen site. “The kitchens can be assembled and ready to use in just a few hours,” Trinkley says. “In addition, Gensun Casual Living outdoor kitchens are low maintenance and can even be moved to a new location.” JANUARY/FEBRUARY 2017

The cabinet shelves are removable to allow easy cleaning. The cabinets are also equipped with adjustable slides for drainage. Other desirable features include appliance venting, soft-close drawers, and plenty of storage space. “The cabinet storage is the best available in the market,” Trinkley says. Gensun Casual Living’s design options are practically limitless, giving a consumer the ability to create a truly personalized outdoor oasis that is both beautiful and functional. “Color options are virtually endless, with 16 cabinet colors and 19 countertop colors,” Trinkley says. “Consumers can choose to design their own outdoor kitchens. Designs can be straight, L shaped, or U shaped.” Gensun Casual Living’s outdoor kitchens are available in a variety of configurations, from a grill island designed for a natural-gas or propane grill (or a kamado) to a grill-and-firepit island suitable for many medium-sized grills, with room to seat six. The spacious seating island—96 inches wide and 50 inches deep—has plenty of room for food, guests, and even an umbrella. Other islands include a model with a gas grill and a kamado, an L-shaped version with a grill and seating, and one with a grill and a bar center. “Three kitchens feature seating, and one kitchen offers a firepit with seating,” Trinkley says. This customization flexibility enables Gensun Casual Living to deliver the outdoor kitchen of a customer’s dreams, designed to fit any dimensions, with countertops constructed of granite, marble, cement, or other materials. These kitchens are available with the same features as the company’s kitchen islands and are made to use propane or natural gas. “Appliance selection is another strong benefit with Gensun Casual Living’s outdoor kitchens,” PATIO & HEARTH PRODUCTS REPORT

Trinkley says. He explains that the company’s cast-aluminum countertops are designed for use with gas grills from five brands (Fire Magic, American Outdoor Grill, Saber, Bull, and Lion) and kamado cookers from four manufacturers. Other appliances such as side burners, refrigerators, sinks, bars, ice makers, and even dishwashers can also be used. Gensun Casual Living has also expanded its popular outdoor-furniture lines. The company’s newly launched Drake collection features deep seating with modular options, as well as dining, bar, and balcony chairs. This sophisticated collection is available in upholstered and woven materials and complements both traditional and modern styles. An additional new collection features deep seating and dining, bar, and balcony seating. “The Largo collection is a beautiful traditional/transitional design, with flowing curves in the chair back and with angular legs,” Trinkley says. Looking to the future, Gensun Casual Living understands that design trends change frequently, and that staying on trend is a large part of delivering furniture that resonates with consumers. “Gensun Casual Living continually watches these trends and introduces designs that appeal to and attract consumers every year,” Trinkley says, “but the main goal for Gensun Casual Living has always been to offer the best customer service in the industry.” In addition, Gensun Casual Living strives to deliver high-quality products that enhance people’s lives and living spaces. “Living life outdoors is centered around enjoying yourself, your family, your friends, and the outdoors,” Trinkley says. “We take great pride in knowing that the consumer is completely satisfied and will enjoy our products for many years to come.”

Circle Reader Service No. 55

HPC’s sales heat up as homeowners, hotels, and restaurants add fire features BY CHERISE FORNO to outdoor spaces.

HPC

INSIGHT

ON FIRE

From the Evolution 360 Fire and Water series

The Penta burner, with Bluetooth smartphone/tablet control technology

Hearth Products Controls Company (HPC®), Kettering, Ohio, is preparing to build on its rich history of innovation and growth by introducing new products to the market at HPBExpo in Atlanta, Georgia—a show that HPC has been participating in for more than 15 years. Greg Steck, president, says,

“We will be showcasing new products revolving around our firepit inserts and water features.” The company’s staff not only is thrilled to debut these products, but also is excited to see other developments in the industry. “I feel it will be one of the best shows in years, due to its great location and the overall growth we are seeing in our segment,” Steck says. “With HPC being in the industry for over 40 years, many of us here have developed many friendships in the industry; this is the show where we get to see friends and catch up—not only on business, but with family.” After making large changes to its three outdoor control technologies (the foundation for many of its innovations), HPC has many products and features to showcase that are in high demand. Steck reports that the match-lit and push-button/Flame Sense series are performing well. “These are easy to install, are reliable, and really have great flame presentation,” he explains. HPC’s best seller is its new remote electronic-ignition firepit insert. It features Bluetooth capability, giving customers the convenience of

controlling the ignition, timer, and intensity of the fire feature using a smartphone or tablet. “Our topof-the-line remote electronic-ignition system has been doing extremely well since From the the launch of the new techH2Onfire nology, in August 2016,” Fire on Water series Steck says. This insert, which also uses an app for easy diagnostics and maintenance, is not the company’s only popular item. “We are seeing record sales for many of our products,” Steck says. “The common thread is that the UL/CSA–certified appliances we manufacture exhibit our innovation and performance, which really set us apart.” In addition, outdoor accessories (including logs, windguards, and covers) have also been big sellers. Fire-and-water features continue to grow in popularity, and HPC has experienced high demand for these products. “Sales of the premier Evolution 360 Fire and Water series and the H2Onfire Fire on Water series have more than doubled, versus years past,” Steck says. He adds that commercial installations of these products are performing particularly well. “These are like magnets for people to gather around,” he explains. One of HPC’s clients saw sales increase 30% after installing two units at his restaurant. Sales of HPC’s Penta burner have also exhibited rapid growth. “Many of our dealers request this solely due to the strong flame presentation, as compared with fire-ring or spoke-type burners,” he says. Steck sees a bright future ahead, with continued growth for HPC products. “It is safe to say, overall, that the outdoor hearth industry continues to grow and will for many years,” he says. “We were fortunate enough to get into the outdoor-fire market in the early

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2000s, allowing us to grow even through the 2008 economic downturn—and to sustain strong year-over-year growth since.” HPC’s broad product selection is already popular, and the company plans to stay up to date to maintain steady growth. One of the current market trends that Steck has noticed is a demand for linear fire features, which the company meets with its trough burner system. “The smaller firepit insert (25 or fewer inches), for both round and square models, has been in very high demand, and sales are expected to continue to grow,” he says. As the company continues to expand and improve its offerings, its staff is growing as well. In June 2016, HPC added Tom Witman as its new engineering manager; he oversees research/development and quality. “He brings strong creativity and project-management talents to the team,” Steck says. HPC is also adding a production manager, who will work to advance product innovation while maintaining the quality of the company’s finished products. While it strives to manufacture more products, HPC is also working to maintain its reputation for superior customer service. “We have always prided ourselves on delivering the best customer service possible to all, and that is a constant focus in making us better,” Steck says. HPC satisfies consumers using a strong core of distributors and sales representatives, along with dealers who work with customers to design and select products that meet their needs. On the company’s website (www.hpc fire.com), a firepit selector helps customers choose from more than 300 available models: another way that HPC excels in customer service. HPC also has technicians (certified by the National Fireplace Institute®) who can always be reached by phone or email to assist customers in finding an off-the-shelf model to meet their needs. “If necessary, our team will custom design and manufacture a one-off model,” Steck says.

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 57

SHOP TALK Urban Bonfire

LessonsLearned A successful shop owner gives his five takeaways from 2016. BY RYAN BLOOM

As we begin 2017, setting personal and business goals, it is important to reflect on the year that has passed as we plan our path to growth. The truth is that there

are few benefits to having a seasonal business. There are numerous challenges: Cash flow can be tight, inventory management is tough, and maintaining high-quality staff (when sales slow) is difficult. If we look for the silver lining, one of the few positives about the slow sales months is that we, as business owners, are afforded the time and resources to work on our businesses, rather than in them. We can chart our courses for the year; reflect on what we have learned; and adjust, tweak, and prepare. The areas to improve might include sales techniques; hiring, managing, training, and mentoring our people; product and brand selections; margins; and the customer experience. Without both personal and business growth, we lose the passion and enthusiasm that feed the ecosystem of our staff, customers, and partners. For Urban Bonfire (Montreal, Quebec), 2016 was an epic year. We are still a young company, making lots of mistakes (and enjoying countless successes), learning every day, refining, measuring, and investing. We owe our growth to three key principles: vision, scope, and relationships. Our team has a common vision. We share our strategic goals with our entire team, so we all have our eyes focused on the same prize. Without a common vision, even the best team members in the world end up working as individual instruments instead of as an orchestra. We do less, but we do it better. When we started our business, we wanted to be everything to everyone: a retailer, design company, manufacturer, distributor, and more. Our business model was being directed by opportunities, rather than focusing on core competency. By narrowing our scope, we have become experts in several key areas. This has widened the number of clients we do business with, improved our margins, and led to many more strategic and profitable opportunities than we ever thought possible. Our relationships are our greatest assets. We invest more in our customers, staff, and partner-

ships than in any other area of our business. Nothing will pay better dividends in business than having the support and dedication of the people around us. As I reflect on 2016, I look at the ways we will grow our business in 2017—both in our local market and within the industry. At Urban Bonfire, the past year reinforced five main lessons. First, sell fewer brands. We have reduced the number of grill brands that we carry from 12 to eight. Consumers demand product expertise, and being an expert on dozens of brands is difficult. By refining our offerings, we were able to do more business with our core suppliers, get better pricing and terms, and be more efficient in handling service and warranty claims. We had far better answers for consumers who asked why a brand that we carry has a place in our product lineup. Second, hold frequent events, classes, and workshops. Clients love them; they cost little to produce and have both financial and experiential impacts on business. Clients don’t buy grills for their steel type, Btu numbers, or burner shape. They buy grills for the cooking experiences that they will create. Third, focus on follow-up contact. It’s the simplest idea in business, but one of the most underused. A simple call to a client after a sale is made does wonders. It shows that you really care, allows you to get honest feedback on your performance, improves the chance of referrals, and is just good business practice. Fourth, create content. Consumers want to hear your voice concerning the products you sell. Since they are buying from you, they want to know what you think and why you chose that product. Blogs, videos, social-media posts, and press reports have great value in establishing you as the expert in your region and field. Content costs little to produce and creates great returns for your business. Fifth, sell with passion. Everyone has com-

JANUARY/FEBRUARY 2017

Ryan Bloom

petition, from other dealers to online sellers, so there are few products (if any) that a client can buy only from you. What will make you different and attractive to long-term clients is not price, but passion—about products, service, and adding more value to the overall client experience than anyone else can or will. Our industry is on a growth trajectory. As more and more people invest in outdoor spaces as extra living rooms for their homes, we are in a position to join a growing movement of consumers and trade partners who want and need our services, passion, and expertise. The notion of grills as commodity products that are used for a few years and then replaced is slowly evolving; now, more consumers invest in highquality outdoor-cooking appliances. As consumer thinking shifts in favor of greater performance, design, and functionality in outdoor-cooking equipment, specialty retailers have a greater responsibility (and opportunity) to add value to the buying experience. Our businesses must focus on creating long-term clients and on providing each client with knowledge, passion, and value.

Ryan Bloom is the owner of Urban Bonfire (Montreal, Quebec), a highly successful interactive retail store that specializes in selling grills and outdoor-kitchen products, as well as outdoor-living experiences.

PATIO & HEARTH PRODUCTS REPORT

GENESIS® II GAS GRILLS

WEBER™ BRIQUETTES

WEBER iGRILL

GENESIS® II LX GAS GRILLS

CHECK OUT OUR NEW WEBER PRODUCTS ON WEBER.COM ®

Contact your local Weber Representative for more information. Circle Reader Service No. 59

A Luxe Lineup Twin Eagles introduces a line of redesigned premium grills. BY GREG THOMPSON

Twin Eagles

LAST WORD

Because so-called valuepriced and midrange grills continue to do well on showroom floors, some dealers hesitate to devote space to premium products. After all, who buys this stuff?

that without great aesthetics, these attributes can be overlooked. “In the premium category, most of the manufacturers make a good grill,” he says. “One of the things that makes us different is our dedication to performance and to the way our products look.” The answer is that plenty of peoWith an eye toward developple are willing to spend money on ing a look that matches the high high performance, particularly performance within, Twin Eagles when it’s married to eye-catching sought to build on the company’s looks. Customers who purchase solid design foundation to construct an attentiongetting new generation of products. “If you look at the new and old units side by side, one looks new and the other looks old,” Eskew explains. “The new unit, however, is still quintessentially Twin Eagles.” The control-illumination feature has an indigo-blue gradient line Eskew’s experience during the building of his own house brought home just how important aesthetics were in making choices. He explains, “We were selecting kitchen appliances, and there were some performance and convenTwin Eagles’ premium grills have an internal rotisserie motor that enhances their sleek aesthetics and ience features that clean stainless-steel look were important to me and to my wife, these “full-featured premium but she had a specific look in mind. grills and all the accessories that She bought appliances for the go with them,” according to Brian kitchen based on the way they Eskew, marketing director at looked, and we know that many Twin Eagles Inc. (Cerritos, outdoor-kitchen consumers do the California), are not interested in same thing.” settling for second best. For many Twin Eagles’ new line, with all homeowners, the desire for more the planned improvements, gracious outdoor living is still in launched at the beginning of the forefront. 2017. Some dealers have already Clearly explaining the workseen the new look, while others ings of (and reasons for) topcan see it at HPBExpo in Atlanta, notch features is a crucial way to Georgia, in March. They will see cement a sale, but Eskew notes redesigned handle endcaps, along

JANUARY/FEBRUARY 2017

Customers are buying premium grills, with all the accessories, because the desire for gracious outdoor living is still strong

with a graphite-gray temperature gauge (instead of the familiar white gauge). A renewed focus on lighting comes about a decade after manufacturers embraced the illuminated control panel as a must-have feature of high-end grills. Using LED lights to illuminate the control panel made sense, particularly at night, but Eskew reports that too often, customers on the showroom floor fell in love with the look of the lights and didn’t mind that they could not really see the control-knob settings. The feature ended up being purely decorative. “These days, all premium-grill manufacturers have lights on the control panel, so we decided to take that one step further,” Eskew says. “Behind a redesigned control knob, we have a piece of gray acrylic material that the knob appears to float above— and all of that nests in a really nice bezel. The graphite-gray acrylic material is sleek and appears soft and smooth.” He continues, “That darker detail around the knob works well with the darker-gray temperature gauge. When you push the illumination button on the control panel to actuate the control-illumi-

PATIO & HEARTH PRODUCTS REPORT

nation feature, that graphite gray turns a translucent gray color, and within that, there is an indigo-blue gradient line that is the indicator, from high to low.” On the knob itself, there is a small triangular notch that also glows. When the grill is viewed as a whole, consumers are treated to a striking aesthetic piece, even when the unit is not illuminated. Eskew explains that the feature’s considerable appeal, even in the off mode, is important, since the unit is usually turned off when first viewed by customers. When the button is pushed to turn on the illumination, customers see a backlit bezel and knob. “When you illuminate the control knobs, you’re now getting exact detail, with respect to where the control knob is set,” Eskew says, “so it’s a two-part feature: It’s convenience for viewing the control-knob setting; at the same time, it’s an overwhelming aesthetic property that we think consumers will appreciate.” While it’s true that Twin Eagles is betting heavily on the premium category in 2017, Eskew adds that the company is by no means ignoring the continued on page 81

innovation outdoors Step into an aficionado’s outdoor kitchen. Admire the sleek, luxurious, meticulously engineered grills, as beautiful as they are high performance. Get up close and personal. You’ll appreciate the unique and innovative designs, precisely cut and shaped by our master craftspeople from the finest stainless steel. Enjoy grilling, eating and spending time together as much as we do – making memories that linger long after the grill cools down.

twin eagles. innovation and inspiration on fire.™

twineaglesgrills.com Call 800 789 2206 to learn how you can become an authorized dealer. Circle Reader Service No. 61

WHAT’S NEW

6 Hot Products to Sell Now Bradley Smoker The Bradley Smart smoker contains all the best features from the Bradley digital smoker and includes the company’s new, innovative iSmoke® technology. You can now control your smoker from a Bluetooth-enabled smartphone for a stress-free smoking session, getting a clean smoke flavor every time. Contact: (866) 508-7514 or www.bradleysmoker.com. Circle Reader Service No. 92

Regency Fireplace This new two-sided Regency® gas fireplace allows you to have design flexibility, creating multiple views from either side of the room. The Regency City Series™ Chicago corner 40 features a clean, unobstructed view of the fire and innovative Cool Touch Wall technology. Use any finishing material (even wood) right to the edge of the fireplace; place art or a television right above the fire. The City series is designed to appeal to architects and designers, providing them with the same creative freedom for the design of the fireplace and its surrounds as they have with for the rest of the home. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-fire.com. Circle Reader Service No. 90

Bonfire The new Bonfire 800 series freestanding 28-inch grill cart is packed with many features, including a 304 stainless-steel housing with seamless construction, four main burners, side and rear burners, blue LED knob lights, halogen cooking-surface lights, electronic-pulse ignition, a 72,000-Btu output, a 494–square-inch main grilling area (excluding the warming rack), and a five-year warranty. The MSRP is $899. Contact: (855) 678-0088 or www.bonfireoutdoor.com. Circle Reader Service No. 93

Agio High fashion, high drama, and warmth are on the agenda with the trendsetting new Del Mar deep seating firepit chat group from Agio®. Winner of an International Casual Furnishings Association Design Excellence Award for lounge seating, Del Mar’s boldly contemporary and sophisticated outdoor collection defines elegance and design savvy. The chair’s unique multilevel cushion was designed to dry quickly, while the blend of distinctively handwoven all-weather wicker and elegant rust-free aluminum frames demands that consumers take notice of Del Mar’s impeccable detailing. Four deep seating armless chairs define the next generation of styling and surround the contemporary firepit, with its sleek, conical base and round tabletop for serving guests. Continuing to offer the very latest trendsetting looks in outdoor fire, Agio’s Del Mar delivers on your customers’ every expectation. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 94

Alfresco Home Twin-Star

Alfresco Home introduces La Lima as one of its newest deep seating collections. La Lima’s mixed-materials structure is generously proportioned, and its exquisite design gives this comfortable collection a fresh look that fits casually into the finest outdoor-living spaces. Dining pieces are also available. Contact: (610) 705-8808 or www.alfrescohome.com.

This television stand (26MM60128-O155) boasts on-trend industrial design. The washed-oak finish on real wood veneer and solids, plank top, dark pewter hardware, and matte-black faux-wheel feet make this a standout piece. The media shelf houses audiovisual components, while the two side cabinets (with wire-mesh) doors provide ample space for displaying accessories or decorative items. This television stand includes an open center for a 26-inch electric fireplace. Contact: (866) 661-1218 or www.twinstarhome.com.

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PATIO & HEARTH PRODUCTS REPORT

product profiles Amantii 60-Tru-View-XL Amantii’s new Tru-View-XL three-sided fireplace is a true innovation. The stunning multicolor flame presentation and unique media options can now be viewed from almost any angle. It offers four installation configurations, three size options, an extradeep tray, and ambient canopy lighting to illuminate media—and it’s rated for indoor or outdoor use: perfect for any space, inside or outdoors. Visit Amantii at HPBExpo booth 117. Contact: (877) 850-9458 or www.amantii.com. Circle Reader Service No. 96

Smoke Bar Big Green Egg Cast-iron Plancha Griddle The new Big Green Egg cast-iron plancha griddle is ideal for searing meats and seafood, sautéing vegetables, grilling sandwiches, and cooking breakfast favorites. Use the flat side for pancakes and eggs and the ridged side for meats, sausage, and bacon. Authentic, high-temperature, steakhouse grilling is quick, easy, and delicious. Contact: (770) 938-9394 or www.biggreenegg.com. Circle Reader Service No. 97

Traditional wood-chip or pellet smokers create a smoky environment within your grill that adds delicious flavor to your meal, but this extralong smoke bar by Charcoal Companion® packs even more punch. A directed vent forces the smoke out exactly where you want it: onto your food. This smoke bar can use either wood pellets or traditional wood chips—and even better, you can skip soaking the chips ahead of time and pour them right into the smoker box. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 99

Northstar

Revillusion Dimplex introduces Revillusion™, a completely new way of looking at fireplaces, once again elevating the standard for electric fireplaces. Featuring the remarkable ThruView design, the new RBF36P built-in electric firebox is as lifelike as it is easy to install and enjoy. It’s time to take another look at electric fireplaces: With Revillusion, the difference is clear. Contact: (800) 668-6663 or www.dimplex.com. Circle Reader Service No. 98

Elmira Stove Works, a leading manufacturer of vintage-style kitchen appliances, offers an iconic model 1950 refrigerator with modern capabilities. This 18.5–cubic-foot unit features Visi-shelving™ for quick, easy access; adjustable door bins; and glide-out freezer baskets. This model (along with all Northstar appliances) is available in eight colors: candy red, buttercup yellow, robin’s egg blue, quicksilver, textured black, mint green, bisque, and white. The Northstar collection also offers a complete line of customizable 1950s-inspired appliances, including microwaves, dishwasher panels, and hoods. With chrome trim, bright colors, and smooth lines, the Northstar line instantly creates a retro transformation, offering a quick, easy remodeling option. Contact: (800) 295-8498 or www.elmirastoveworks.com. Circle Reader Service No. 100

Louisiana Grills: Estate Series Welcome the Estate series. Fueled by 100% natural hardwood pellets, the prestigious LG Estate series offers the most versatile cooking system, with astonishing features. The digital control center, in union with the famous LG burn system and standard flame broiler, can create temperatures of up to 600 degrees while cooking your food evenly. The Estate series presents a 304 stainless-steel grid and double-walled construction for pristine grilling and superior heat retention. Complemented by an elegant stainless-steel body and LG’s prominent power cycle, the Estate series is made for those who like to barbecue in style. Contact: (877) 303-3134 or www.louisiana-grills.com. Circle Reader Service No. 101

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PATIo & HEARTH PRoDUCTS REPoRT

product profiles Opti-V Aquarium

Fervor

The opti-V™ aquarium uses unprecedented technology to render a virtual aquarium experience that is stunningly beautiful and maintenance free, making it ideal for commercial installations—including lobbies, medical offices, and restaurants. The design features ultrarealistic swimming fish within a 3D environment that is vibrant in both color and definition. Contact: (800) 668-6663 or www.dimplex.com.

Alfresco Home’s Australian-born six-burner grill is unique not only to North America, but to the grilling industry as a whole. Enjoy restaurant-style cooking at home, smart and friendly consumer features, and a healthier grilling alternative with Fervor’s Grill Smart technology. Fervor is a hot grill with cool features. Contact: (610) 705-8808 or www.alfrescohome.com.

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Power Behind the Design DCS Grills are designed to deliver the functionality and power to withstand the demands of the serious cook and the extremes of Mother Nature. Contact: (888) 936-7872 or www.dcsappliances.com. Circle Reader Service No. 104

Big Green Egg Cast-iron Dutch Oven

Ultimate 5 Gas Logs

Introducing the new Big Green Egg cast-iron Dutch oven: It’s a favorite for cooking stews, soups, chili, and cobblers on the Big Green Egg. Designed with an oversized, easy-to-grip handle and built to deliver a lifetime of cooking enjoyment, the 5.5-quart Dutch oven will delight your customers with the results. Contact: (770) 938-9394 or www.biggreenegg.com.

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: (888) 295-5647 or www.eiklorflames.com.

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SCHOTT ROBAX Innovative Geometries

303 All-Purpose Grill Cleaner & Degreaser New 303® All-Purpose Grill Cleaner & Degreaser™ quickly cleans grease/grime on grates, as well as that flaky carbon buildup that accumulates on the inside of your grill over time. It’s safe for both charcoal and gas grills, and it works on both the interior and the exterior to keep your grill looking new longer. Contact: (800) 621-1251 or www.303products.com. Circle Reader Service No. 107

SCHoTT RoBAX® turns a fire into a 3D experience: an all-around pleasant feeling. RoBAX panels are available with curves of up to 270 degrees and up to four bends on one panel. If you require a custom-tailored solution, inquire about the company’s available models and shapes. Contact: (502) 657-4417 or www.us.schott.com/hometech. Circle Reader Service No. 108

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PATIo & HEARTH PRoDUCTS REPoRT

Bonfire ESA Easy Self-assembly Island

Pyroceram III you can trust Pyroceram® III for the very best in high-temperature performance. Made from a special composition of clear glass-ceramic, Pyroceram III withstands even the highest heat—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.

Bonfire’s full island can be assembled by two people within 90 minutes. It features an 8.2-foot (one-piece) granite countertop: no more tiles. one-piece marble tops are also available. Customers can choose from different colors and styles. Add-on products include a stucco cart with a reinforced-steel frame, a five-burner (42-inch) grill or a four-burner (34-inch) grill, a double side burner, a stainless-steel outdoor-rated refrigerator (UL certified), a door/drawer combination or double door in the middle, and a choice of triple drawers or a trash receptacle on one side. Contact: (855) 678-0088 or www.bonfireoutdoor.com. Circle Reader Service No. 112

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26MMS6342-O131 This television stand with an integrated sound system plays sound from the television and wirelessly streams audio from any Bluetooth-enabled device in the room. Storage options include a media shelf and side cabinets with adjustable shelves. A Tifton oak finish on real-wood veneer and solids, dark brushed-nickel hardware, and glass-front doors with decorative mullions make this a contemporary addition to the home. This television stand includes an open center for a 26-inch electric fireplace. Contact: (866) 661-1218 or www.twinstarhome.com. Circle Reader Service No. 110

Weathered Oak Vent Free Weathered oak is a reasonably priced vent-free log set that has two rows of flames and wonderfully crafted logs. It’s available in 18- and 24-inch sizes, with manual or millivolt control-valve options. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 65

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PATIo & HEARTH PRoDUCTS REPoRT

product profiles

Fairfield A rare combination of structured lines and laid-back functionality gives the Fairfield collection the ability to dress up (or down) any of your customers’ outdoor surroundings. Scored, handwoven, all-weather wicker (over lightweight, rust-free aluminum frames) combines with premium Sunbrella® fabric to offer comfort and style that can be enjoyed for years to come. With a coordinating sofa, a chair with an ottoman, and a love-seat glider, your customers can create a setting that is sure to please. Slat-top tables with convenient storage shelves complete the polished look by adding extra functionality to this elegant group. For looks and trendsetting designs that are sure to be your next big hits on your showroom floor, be sure to add Agio to your product mix. Contact: (888) 997-7623 or www.agio-usa.com. Circle Reader Service No. 113

Filofocus Mural by Focus Stylish, elegant, and functional: The pure lines of the hood, emphasized by the curved fire basin, allow this self-supporting wall model to grace many types of interiors effortlessly. Form meets function as the Filofocus offers high efficiency ratings for a wood-burning fireplace. European Home is the exclusive distributor of Focus fireplaces in North America. Contact: (781) 324-8383 or www.europeanhome.com. Circle Reader Service No. 116

Bull Commercial Griddle Cart Expand your cooking capabilities with the Bull commercial griddle cart. This pro-style design is constructed of 304 stainless steel, as all Bull products are, and it uses three stainless-steel burners to produce 45,000 Btu of power under a chromium-plated griddle—to give you a superior cooking experience. A 24-inch cart bottom of durable stainless steel provides a solid base and allows for semiportability, with its heavy-duty casters. Contact: (800) 521-2855 or www.bullbbq.com.

Golden Blount’s 60x18-inch linear fireplace features an open-front design (with no hot fixed glass and no barrier screens) and uses 10-inch B-vent (with optional powered vent) installation. At $4,300 retail, this linear fireplace is quite a bargain. Contact: (800) 883-1139 or www.goldenblountinc.com.

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Circle Reader Service No. 117

Pawleys Island Softweave Hammock

LFP6018 Top-vent Linear Fireplace

Sierra Flame Free Stand Electric Fireplace

Constructed of plush, fiber-filled fabric ribbons in a thatchwork pattern, Softweave® hammocks offer uncanny comfort. The spreader bars are fashioned from solid Southern white oak that has been hand dipped, multiple times, in marine-quality spar varnish. The zinc-planted hanging chains and hardware add to the exceptional looks and durability of these hammocks, which are available in four colors. The optional Softweave hammock pillow is shown. For the most current catalog, contact the company. Contact: (800) 334-1078 or www.thehammocksource.com.

The Free Stand is a distinctively European-styled freestanding electric fireplace from Sierra Flame by Amantii. Featuring a beveled-glass viewing area that gives an almost see-through effect on three sides, it has no installation boundaries and no need for mounting brackets or being built into a wall. Simply plug it in and enjoy it. Free Stand comes standard with all of the company’s best features: multicolored flames, ambient canopy lighting, a log set, decorative media, and more. Visit the company at HPBExpo booth 117. Contact: (604) 644-2091 or www.sierraflame.com.

Circle Reader Service No. 115

Circle Reader Service No. 118

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Boulevard Linear Fireplaces Go to Great Lengths Sometimes a fireplace goes beyond just the flame—and becomes art. With its outsized proportions, its contemporary burner, and its programmable lighting system (concealed beneath an ocean of crushed glass), a Boulevard large linear vent-free fireplace makes a bold statement that’s sure to turn heads in any setting. Choose the Boulevard 60 or Boulevard 72—with true 5- or 6-foot fireplace-opening widths. Both systems are available in LP (38,500 Btu) and natural-gas (40,000 Btu) versions. Accessorize your Boulevard vent-free fireplace with the unique ceramic-glass black reflective liner to create the illusion of unimaginable depth, or opt for the brushed-stainless liner for a bright, contemporary feel. Contact: (800) 851-3153 or www.empirecomfort.com. Circle Reader Service No. 119

Drake The Drake collection from Gensun is an elegant family of seating products, comprising deep seating; modular lounge seating; and dining, bar, and balcony chairs. Available in upholstered and woven models, Drake will satisfy a wide range of styles and personal tastes, from transitional to modern. It’s shown with Gensun’s new privacy screen. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 120

Reflections To enhance the effect of the fire’s flame, opaque reflective glass-ceramic can be used on the back wall of the stove to capture and make visible the entire dimension of the fire. Highly reflective black glass-ceramic is available, as are white and cream (for a more subtle look). Do you want to keep the brick effect? These products can also be printed with a customer-specified brick pattern or a pre-existing design. Contact: (864) 963-8082 or www.eurokera.com. Circle Reader Service No. 121

Safe Scrape: The Nonbristle Cleaning Tool Give your grill a custom cleaning. The Safe Scrape™ wooden scraping paddle from Charcoal Companion® removes debris from grill grates, while the heat and pressure from cleaning slowly shape your paddle so that it fits the grate perfectly. The more you use it, the better it works. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

BRADLEY SMART SMOKER BS916

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product profiles Golden Blount’s Alpine Linear Burners Made in sizes ranging from 2 to 10 feet, these beautiful burners ship via FedEx® in eight finishes. They are available with match-lit (no-valve), standing-pilot, or electronic spark-to-pilot ignitions. All controls are neatly hidden within the 6–inch-tall chassis. Contact: (800) 883-1139 or www.goldenblountinc.com.

When the View Matters Flexible design solutions provide versatility to create the ultimate outdoor-cooking and entertaining space. Contact: (888) 936-7872 or www.dcsappliances.com.

Circle Reader Service No. 124

Circle Reader Service No. 123

Coyote Asado Cooker The Coyote Asado cooker, featuring heat-resistant ceramic construction and a Coyote Signature smoking grate, enables outdoor chefs to smoke, bake, sear, or grill ingredients in one unit. The Coyote Asado cooker offers 254 square inches of cooking surface and an adjustable venting system to maintain precise cooking temperatures. This model can be used in an optional cart with side shelves or can be seamlessly built into an outdoor-kitchen island. In addition, Coyote offers the Asado accessories bundle, which packages together five key accessories for diverse food preparation and product maintenance. Retailing for $199, the bundle includes a beer-can–chicken holder, a pizza stone, a heat deflector, grate grippers, and a cover: the five top-selling accessories for smokers. Contact: (855) 520-1559 or www.coyoteoutdoor.com. Circle Reader Service No. 125

Filled-out TruFlame Fireplace Line Empire’s TruFlame 40-inch direct-vent fireplace, introduced at HPBExpo 2016 as part of the White Mountain Hearth series, now includes a 36-inch stablemate. The enormous ceramic-glass front frames the beautifully crafted 14-piece log set blazing atop a full-floor ember bed. Rich yellow flames roll over and around the logs and embers, mimicking the burn of a natural wood fire. This visually stunning fireplace will take center stage in any home. Inside the fireplace, Empire’s TruFlame technology produces a massive and ultrarealistic fire. The built-in catalyst system scrubs the exhaust, making this a clean-burning, efficient heat source as well. Adjustable air shutter and dampers (accessible from the front) provide a means for the installer to fine-tune the flames to the length of the vent run during the initial installation, eliminating callbacks. Contact: (800) 851-3153 or www.whitemountainhearth.com.

Gyrofocus Suspended Wood Fireplace by Focus A true icon of modern design: This seminal design, created by Dominique Imbert in 1968, was the first suspended, 360-degree rotating fireplace. It was revolutionary as much for its technical design as its groundbreaking style. The Gyrofocus’ ease of installation and heat efficiency have also contributed to making this fireplace the signature model and symbol of Focus. European Home is the exclusive distributor of Focus fireplaces in North America. Contact: (781) 324-8383 or www.europeanhome.com. Circle Reader Service No. 128

Circle Reader Service No. 126

Bradley Premium Bisquettes 303 Multi-Surface Cleaner Wipes

Bradley Premium Bisquettes®, currently available in beer and sage (with more flavors coming soon), add flavors beyond the typical smoke flavor to your favorite smoked dishes. Select natural hardwoods are infused with spices and herbs that will envelop your food in a mouthwatering smoke flavor as no other smoker can, the company says. Contact: (866) 508-7514 or www.bradleysmoker.com.

New 303® Multi-Surface Cleaner™ quickly cleans and brightens any water-safe surface. It’s now available in a convenient wipe form. It’s safe to use on a variety of surfaces, including plastics, vinyl, rubber, metals, and even fabrics. This product wipes/rinses residue free and contains no alcohol. Contact: (800) 621-1251 or www.303products.com.

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Forshaw Mantels Forshaw offers the widest selection of styles and finishes, all available in custom sizes. Since 1871, the Forshaw name has stood for exceptional quality and value. Experienced craftspeople employ only the finest materials in producing a finished product that is not only beautiful, but durable as well. Forshaw guarantees your complete satisfaction with its products, from its rich oak and attractive poplar mantels to imported marble and slate surrounds and hearths. Products are shipped within seven to 10 working days. Contact: (314) 874-4315, pchamberlain@forshaws.com, or www.forshaws.com. Circle Reader Service No. 130

Swivel Stools Gensun Casual Living’s swivel stools were a big hit at the ICFA Preview Show™. These balcony-height stools are great for maximizing seating, adding more seating, and tucking under the table when not in use. Stools are available in 19 finish colors. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 131

Broil King Smoke Cabinet Smoker Broil King® Smoke™ cabinet smokers are engineered to create mouthwatering, authentic smoky flavor. Featuring 4 cubic feet of cooking capacity and including four stainless-steel cooking grids, they have plenty of room to smoke a variety of foods, all at the same time. The Roto-Draft™ damper system provides precise temperature control, and the adjustable latch system ensures a tight seal. The double-door design minimizes heat loss when adding wood chips or water, and the stainless-steel fold-down drip tray protects the exterior from drippings when the unit is loaded and unloaded. Available in propane and charcoal models, the Broil King Smoke cabinet smoker is the perfect addition to the Broil King family—and yours. Contact: (800) 265-2150 or www.broilkingbbq.com. Circle Reader Service No. 132

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product profiles The Proven Penta Burner

St. Bernardus

The Penta burner for outdoor gas firepits not only looks different, but burns differently—and equally well with lava rock or decorative glass media. The patented design is only available from HPC, delivering a very uniform and full campfire effect to your firepit (a dramatically different look than that of standard fire rings, especially on lower settings). The Penta burner is used on all CSA– and UL–certified firepits offered by HPC. Contact: (877) 433-7001 or www.hpcfire.com.

St. Bernardus is MLW Stone’s latest and most cost-effective natural-stone fireplace facing. Available in three standard sizes, St. Bernardus is a sound and durable honed-limestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com.

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Infratech Slimline Infratech Slimline electric outdoor heaters offer streamlined comfort with seamless style. They have modern styling, a narrow profile, and low clearance requirements—for energy-efficient warmth that disappears into your decor. Enjoy year-round comfort on your patio/deck or in your outdoor room without heaters that take up space or distract you from your view. Contact: (800) 421-9455 or www.infratech-usa.com.

Circle Reader Service No. 133

Circle Reader Service No. 135

Porta-Chef AT220 The new all-terrain Broil King Porta-Chef™ AT220 is designed for the adventurous outdoor grill master. Compact and convenient, this grill is perfect for tailgating and camping. Just unfold it, stand it up, and you’re set. Featuring a 16,000-Btu stainless-steel tubular burner system, a cast-iron cooking grid, and 360 square inches of total cooking surface, the Porta-Chef AT220 offers an unprecedented amount of cooking capacity for a portable grill. Contact: (800) 245-5138 or www.broilkingbbq.com. Circle Reader Service No. 136

46-inch Diablo Grill If you think bigger is better, then the new Bull premium Diablo grill is for you. Its six main cast stainless-steel burners and large infrared back burner pump out an impressive 105,000 Btu of power that can grill, roast, sear, bake, or sauté almost anything. The 46-inch cooking area is designed for high performance and will satisfy the most experienced grill master with solid stainless-steel grates that deliver the perfect sear. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service No. 137

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H5 and H6 Series: NowHeatShift Compatible

FullView Décor Linear Gas Fireplaces: Luxury From End to End

H5 and H6 models are now compatible with the Valor HeatShift System™, which is also offered on Valor’s linear fireplaces (L3, L2, L1, and L1 two-sided). Designed to reduce surface temperatures, HeatShift is recommended when adding a wall-mounted television or heat-sensitive material directly above the fireplace. Raising the heat outlet dramatically improves conventional airflow, reducing wall temperatures and improving overall performance. Contact: (800) 468-2567 or www.valorfireplaces.com.

From end to end, FullView Décor linear fireplaces offer an uninterrupted view of beautifully handcrafted details and award-winning flames. Eye-catching elements such as the Swedish nickel Grace front, the Desert Wave interior lining, and the driftwood fire base will be the center of attention in your favorite room for relaxing. Contact: (800) 553-5422 or www.mendotahearth.com. Circle Reader Service No. 139

Circle Reader Service No. 138

Louisiana Grills: LG 800 Elite The innovative LG 800 Elite has been designed to offer the superior advantages of wood-pellet grilling wrapped in a contemporary look. The gorgeous stainless-steel body is complemented by a complete cabinet enclosure, a spacious side shelf, and a stainless-steel front tray (to hold all of your favorite sauces and spices). Perfect for any family, the Elite features 838 square inches of two-tiered, cast-iron cooking surface. There’s no need for natural gas or propane: The Elite is fueled by all-natural wood pellets and can reach temperatures of up to 600 degrees. The digital control board allows for precise cooking control, and the double-walled stainless-steel construction ensures outstanding heat retention. The LG 800 Elite comes equipped with a programmable meat probe, a standard flame broiler, a bezeled dome thermometer, and a bottle opener. Experience the eight-in-one cooking function that Louisiana Grills is proud to offer. Contact: (877) 303-3134 or www.louisiana-grills.com. Circle Reader Service No. 140

Booth #1205 Circle Reader Service No. 71

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product profiles Northstar in Pantone’s 2017 Color of the Year Elmira Stove Works, a leading manufacturer of premium, vintage-style kitchen appliances, has introduced retro-inspired products from the Northstar line in Pantone’s 2017 color of the year: greenery. Feeney Inc., a leading manufacturer of high-quality stainless-steel and aluminum railing systems, is embracing the 2017 Pantone color of the year through its Express yourself line of DesignRail® in margarita green. Contact: (800) 295-8498 or www.elmirastoveworks.com. Circle Reader Service No. 141

Hatteras Hammocks Tufted Hammock Widely regarded as premier hammocks, these are built to exacting standards. The fabrics and ropes are constructed with materials designed for many years of use and colorfastness. They resist mildew, rot, and staining. Hatteras Hammocks uses heavy-duty zinc hardware that it calls far superior to that of other brands on the market. Ample spreader bars are constructed from South American cumaru, which resists rotting and weathers wonderfully. The award-winning Roman Arc stands are crafted from Southern cypress. For the most current catalog, contact the company. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 142

Country Blaze Vent Free Hargrove introduces the massive Country Blaze vent-free log set. It incorporates rugged, beautifully detailed logs, along with a wide ember-glow presentation, to achieve a premium vent-free look. Country Blaze is available in 18-, 24-, and 30-inch sizes, with manual, millivolt, or variable-flame valve options. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 143

www.coyoteoutdoor.com

HPBA Expo Georgia World Congress Center Atlanta, GA March 2-4 Booth # 2655

Sizzler PRO The Sizzler PRo series from Summerset Professional Grills combines impressive features with quality construction and affordability. Upholding the same sleek design as the classic Sizzler with added exterior LED lights, this grill really sets itself apart. The interior has been revamped with 14,000-Btu cast burners, heat-zone separators, and powerful interior cooking lights that make for a premium grilling experience, from top to bottom. The Sizzler PRo’s price will please your customers. Contact: (800) 966-8126 or www.summersetgrills.com. Circle Reader Service No. 144

Exterus Charcoal Cay The Exterus charcoal Cay outdoor kitchen includes a Fire Magic Black Diamond gas grill, along with a Primo ceramic oval smoker. Contact: (800) FoRSHAW or www.exterusoutdoor.com. Circle Reader Service No. 145 Circle Reader Service No. 72

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Infratech Flush Mount The Infratech flush-mounting option has long been a favorite outdoor-heating option among the architects, interior designers, and engineers working on today’s most sought-after properties. Stylish and versatile, these heaters can be installed with the edges exposed or can be partially covered by a drywall, plaster, stucco, or tongue-and-groove ceiling treatment. Enjoy year-round comfort on your patio/deck or in your outdoor room without heaters taking up space or distracting you from your view. Contact: (800) 421-9455 or www.infratech-usa.com.

DuraTech®

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The Industry’s Best Choice for a Safe and Reliable Chimney

Aspire by Hestan Hestan outdoor reinvented outdoor cooking. Now, it’s expanding the category: Aspire by Hestan distills the company’s acclaimed pure performance and meticulous craftsmanship into a new outdoor-product line. The full Aspire line includes built-in and freestanding grills, refrigeration, and storage. Every Aspire grill is proudly built in California from heavy-duty U.S. steel and dialed in with precision power. Explore the new line from the top of the line. Contact: Contact: (888) 905-7463 or www.hestanoutdoor.com.

Available in 5”-24” Diameters

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Icon Collection by Sunbrella The Icon collection of Sunbrella® upholstery fabrics is based on iconic patterns and colors from Glen Raven’s rich design history of the 1960s and 1970s. The 1960s-inspired fabrics are anchored by Pioneer sunrise, Scout clay, and Traveler lakeside. They are complemented by a solid texture, Volt, in 11 colors, ranging from neutrals and browns to brighter tones. The 1970s-inspired fabrics feature bright, high-impact patterns such as two multicolored stripes, Icon pop and High Fi glow, that are reminiscent of apparel knits that Glen Raven made during the time. Contact: (336) 221-2211 or www.sunbrella.com.

2100°F Rated Lightweight Construction

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Quick and Easy Installation Limited Lifetime Warranty Mombo Gas Log System 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: (888) 295-5647 or www.eiklorflames.com.

For more information visit www.duravent.com 800-835-4429 US Listed to standards: UL 103 HT ULC S604 (MH7399)

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Visit us at Booth #1704 To see our complete line of Hearth venting products!

Evolution 360: Changing the Game Perfect for any residential or commercial setting, these innovative fire-and-water effects add the sound of soothing water and beautiful LED lights to the warmth and romance of fire. They arrive fully assembled, with a self-contained water-filtration system and independent control of fire, water, and lights. Just level the basin, and make the water, electric, and optional gas connections. Contact: (877) 433-7001 or www.hpcfire.com.

March 2-4 Atlanta, GA

2017

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product profiles Hestan Outdoor Hestan outdoor is a new line of premium residential grills offering powerful, professional-grade components and distinctive features and benefits completely unique to the market, the company says. Manufactured entirely in the United States at Hestan headquarters in Anaheim, California, Hestan outdoor gas grills deliver patent-pending and award-winning features such as DiamondCut™ 5/16-inch stainless-steel grates, the spring-assisted Horizon™ hood, and motion-activated Stadium™ under-hood lighting. Hestan outdoor grills are available in built-in and freestanding models, and they feature a unique, sleek stainless-steel design available in 12 exclusive colored finishes. Contact: (888) 905-7463 or www.hestanoutdoor.com.

Intrigue Tabletop Firepit With Venturi Fire Feature This innovative tabletop firepit will be the star of your outdoor area. The Intrigue™ tabletop venturi fire feature is designed to fit on virtually any dining or pub table with an umbrella hole of 1.75 to 4 inches. It’s easy and quick to install. Contact: (866) 303-4028 or www.outdoorrooms.com. Circle Reader Service No. 153

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For Smaller Rooms: FV34 Arch

DirectVent Pro

DuraVent DirectVent® Pro is specified exclusively by nearly every major stove and fireplace manufacturer in the United States and Canada, with the largest choice of termination caps available. Featuring laser-welded seams (for a sleek finish), low-profile locks, and no hems or beads, DirectVent Pro is a high-performance product that looks elegant. Contact: (800) 835-4429 or www.duravent.com.

Bring elegance to modest areas of your home with the understated design of the FV34 Arch fireplace. Choose stylish accents such as the vintage iron wide Grace front, the Panoramic metallic-silver porcelain reflective interior lining, and the Norway spruce fire base. With its heat output of 8,985 to 31,500 Btu per hour, you’ll always be able to reach the perfect temperature. Contact: (800) 553-5422 or www.mendotahearth.com. Circle Reader Service No. 154

Circle Reader Service No. 152

Memphis Mobile App and Intelligent Wi-Fi Control The Memphis cloud-based mobile app allows you to monitor and adjust your grill and food temperatures remotely. Easily check your food from home, work, or your car (the passenger seat, of course). In addition, built-in automated recipes know exactly at what temperature and how long to cook your favorite cuts of meat. Contact: (888) 883-2260 or www.memphisgrills.com. Circle Reader Service No. 155

Shift Collection by Sunbrella Designed to be mixed and matched, the Sunbrella® Shift collection features classic designs interpreted in a contemporary fashion. The collection comprises six patterns—Spotlight, Loft, Escapade, Connect, Integrated, and Radiant—that cleverly layer texture, color, and pattern, showcasing one of the strongest trends in the market today: opposing forces. Fabrics in this collection shift from old to new, light to dark, shiny to matte, and natural to man-made. Contact: (336) 221-2211 or www.sunbrella.com. Circle Reader Service No. 156

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American Muscle Grill Summerset Professional Grills introduces its revolutionary new American Muscle Grill (AMG). The AMG, inspired by the iconic Mustang 1966 Shelby GT350 car, offers design and function that emulate the power and styling of a timeless muscle car—and delivers on both counts. The ultimate in fuel flexibility, the AMG has the ability to burn different fuels individually or simultaneously. Users can select wood chunks, pellet fuels, lump charcoal, charcoal, infrared, propane, or natural gas. This capability allows grillers cooking with solid fuels to incorporate gas to jump-start and accelerate the priming process. With the AMG’s precision and speed, users can perfect their grilling with smoking, searing, slow roasting, or any combination thereof for superior grilling performance. The AMG not only allows for multiple fuel types, but excels in performance over its single-fuel competitors, the company says. The AMG is available in both freestanding and built-in models. The 36-inch unit is stacked with 110,000 Btu—and soon, grillers will be able to choose a 54-inch unit with 176,000 Btu. Maximum power means maximum performance, and that is what the AMG delivers. Contact: (800) 966-8126 or www.summersetgrills.com. Circle Reader Service No. 157

Montigo CabanaFire Ventless Outdoor Montigo’s new outdoor unit, CabanaFire, has a patented windproof design, with glass doors and a safety screen; requires no venting; and is rated for wood-frame construction. Made with high-quality 304 stainless steel, this unit also features dual blowers, providing a curtain of warm air on a cool evening. Dealer inquiries are welcome. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com. Circle Reader Service No. 158

All-new Delsol Grills

Prestige Rediscover fire with ortal’s new Prestige line, integrating modern technology into traditional hearths. An ortal Prestige fireplace adds warmth and character to virtually any space. Contact: (818) 238-7000 or www.ortalheat.com. Circle Reader Service No. 161

Delsol products are designed with passion and are engineered to perform. Perfected by a passionate group of experts in high-performance grills and outdoor-kitchen equipment, Delsol products are engineered with the lasting satisfaction of your customers in mind. Final assembly and a detailed quality inspection are conducted at the company’s factory in California. Every grill is fire tested and packaged in the United States. A wide range of built-in accessories will complement the 40-, 32-, and 25-inch built-in grill models. Built-in grills’ retail prices start at $1,199. Contact: www.delsolgrills.com or (800) 422-0091. Circle Reader Service No. 159

Real Fyre Direct-vent Inserts: New mSeries and iSeries Real Fyre® direct-vent insert systems bring together the beauty and wood-fire realism Real Fyre is known for with the convenience and efficiency of a modern gas heater. The new mSeries features a millivolt ignition system, while the iSeries offers an electronic system, with battery backup and an on-demand pilot. The iSeries cold-weather autopilot maintains operation of the pilot when the temperature drops below 60 degrees (recommended for colder climates). Both the mSeries and the iSeries offer a high-performance, 125-cfm blower that distributes heat quickly and quietly; an easily accessible control panel hidden in the surround; adjustable flame control; four Real Fyre artisan log-style options; and three liner options. The inserts are available in 25-, 30-, and 36-inch sizes. Contact: (800) 332-3973 or www.realfyre.com. Circle Reader Service No. 160

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product profiles Coyote Outdoor Living’s Versatile Tabletop/ Built-in/Pedestal-mount Electric Grill The new electric grill from Coyote outdoor Living will turn any outdoor space, large or small, into a true outdoor-living environment. With 1,300 watts of power spread out over 156 square inches of cooking surface, this grill will be the envy of your neighbors. Place it on a table, or order a pedestal stand for it. Are you looking for something a little more customized? No problem: Remove the bottom frame and build it into an island or cabinet of your choice. This electric grill is the only one with charcoal briquettes to give you true barbecue flavor, the company says. Contact: (855) 520-1559 or www.coyoteoutdoor.com. Circle Reader Service No. 162

Delta Heat Outdoor-kitchen Products

DuraTech

The grill is the cornerstone of any outdoor kitchen, but it is the complementary products that bring it to life. Delta Heat has thought through your customers’ cooking, storage, and entertaining needs. The company’s offering is complete, giving customers the products that they need to create a space that is unique to them: a space that suits their personal cooking and entertaining styles. The company invites you to explore the complete Delta Heat offering. Contact: (800) 422-0091 or www.deltaheat.com.

DuraVent DuraTech® is an industry-leading class A chimney, providing safe and reliable operation, simple installation, and a variety of accessories for every application. It’s designed for use with factory-built zero-clearance fireplaces and with wood stoves, fireplaces, furnaces, boilers, ranges, water heaters, and other appliances fueled by wood, oil, coal, or gas. Contact: (800) 835-4429 or www.duravent.com. Circle Reader Service No. 164

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SCHOTT NEXTREMA for Infrared Heaters SCHoTT NEXTREMA® offers a unique portfolio of glass-ceramic material options to outdoor-heater manufacturers. A glass-ceramic cover can eliminate the bright glare that many conventional infrared heaters on the market generate. With the six NEXTREMA transmission profiles, manufacturers can optimize their heaters’ performance and design. Contact: (502) 657-4417 or www.us.schott.com/hometech. Circle Reader Service No. 165

Memphis Wood Fire Grills: Pro Double-walled stainless-steel construction with oven-grade gasketing and convection fans provide the ability to smoke, sear, roast, or bake with the superior flavor and moisture of wood-fire grilling. This award-winning grill makes any grilling novice into a gourmet chef at the touch of a button. Contact: (888) 883-2260 or www.memphisgrills.com. Circle Reader Service No. 166

Legend G3.5 X Series Featuring Driftwood and Glass Fuel Beds The Legend G3.5X is now available with the same style of contemporary ceramic burner as the popular G4 and H5 models. The new G3.5X now offers Murano glass and decorative glass fuel beds, as well as Pebble Beach driftwood (featuring an updated design). Also featured is the new dynamic restrictor, which helps achieve a P.4 efficiency rating of more than 70%. The G3.5 also offers the new Edgemont hammered fronts, which are finely crafted with 11-gauge corner gussets, solid-steel rivet heads, rich powder-coat paint, and handfinished antique copper. Contact: (800) 468-2567 or www.valorfireplaces.com. Circle Reader Service No. 167

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product profiles Maximus

Genesis II by Weber The Genesis II line includes eight new models that offer a range of prices (with MSRPs of $599 to $2,249) and sizes (with two, three, four, or six burners), with a variety of features designed to accommodate today’s griller. In addition, all of the grills feature a front-mounted docking station for the iGrill® 3 grilling thermometer—a Bluetooth-enabled device that delivers grilling alerts and data directly to users’ smartphones. With so much to offer—from design to technology—the new Genesis II line is sure to fire up the grilling community in 2017. Contact: (800) 446-1071 or www.weber.com.

Isokern by Earthcore introduces Maximus, the first masonry direct-vent gas fireplace. Maximus connects you with the beautiful, captivating power of fire—in the comfort of your home. offering an expansive ceramic-glass opening with Invisi-Barrier and the triple Stadium burner for exceptional appearance and flame presentation (and an array of options), Maximus provides endless possibilities for making your space warm and inviting. Contact: (800) 642-2920 or www.earthcore.co.

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Avignon Chat With Gas Firepit

Cabana Coast’s New Zen Collection The Zen collection from Cabana Coast® has a very modern, streamlined aspect. It is available in both black and pearl premium SolWeave® outdoor wicker. This is the first patio-furniture collection that Cabana Coast is introducing in its new, fresh pearl SolWeave. This comfortable, edgy, and beautifully designed balcony collection will make it easy for you to find your Zen. Contact: (905) 502-9988 or www.cabanacoast.com.

Winston Furniture introduces both Avignon and gas firepit tables as two of its 13 quick-ship 2017 collections. Avignon’s classic cast details accent this transitional swivel lounge chat chair, with a rich toffee weave developed exclusively for this collection. Winston’s quick-ship gas firepit tables are available in 44- and 54-inch round top sizes, are offered in three quick-ship frame finishes, and feature a flush-sitting lid for a seamless table surface. Contact: (205) 486-9211 or www.winstonfurniture.com. Circle Reader Service No. 172

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Kannoa Kannoa® introduces the Eddie Bauer outdoor Furniture collection, which includes three lines: Traverse, Adventure, and Windemere—each featuring multiple dining, chat, and sectional sets, with 20 Sunbrella® custom-cushion options. Kannoa, known for its style, quality, and custom service, partnered with Eddie Bauer to bring an outdoor-furniture collection to the specialty and trade channels that reflects the spirit of today’s active outdoor enthusiast. Incorporating a range of advanced weather-resistant materials with an authentic look and feel, the entire collection has an approachable, classic style with a rustic modern twist. It is where you’ll come to relax with friends and family and to exchange stories after your adventures. Contact: (305) 651-1655 or www.kannoa.com.

Madeira Cushion The beautiful Madeira collection, a modular set with corner pieces, features sleek, clean lines. While smaller in scale, its plush cushions meet Mallin’s ultimate comfort standards. With simple contemporary aesthetics, Madeira is perfect for any condo worldwide. It’s also available in sling dining. Contact: (800) 251-6537 or www.mallinfurniture.com. Circle Reader Service No. 173

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product profiles Montigo Distinction See-through

Real Fyre Shoreline Gas Logs The rustic styling and bountiful size of the new Real Fyre® Shoreline gas log set bring the look of a beautiful beach bonfire to the fireplace. Real Fyre glowing embers deliver an active, natural look, while specially formulated Bryte Coals present a brilliant, majestic flame. Two log styles—Shoreline designer oak (shown) and Shoreline driftwood—are available, and both are offered in 18-, 24-, and 30-inch sizes. Shoreline gas logs are designed to pair with the Real Fyre P45 dual-burner flame pan. It features a tapered pan engineered to use the full area of the fireplace (while hiding the controls) and to burn fewer Btu while delivering a higher, full-bodied flame. Contact: (800) 332-3973 or www.realfyre.com.

The Distinction see-through fireplace comes in two configurations to suit your needs perfectly. The D6315ST comes standard with a 50,000-Btu/hour burner, ceramic glass, multicolor LED uplighting, and a full 63 inches of viewing space. The more economical DL6315ST features a 40,000-Btu/hour concealed burner inside the same 63x15-inch frame, with the freedom to upgrade to any of the features available in the D6315ST. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com. Circle Reader Service No. 175

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Oasis Rolling Base The oasis rolling base is a high-quality mobile umbrella base with a unique patented design that allows unmatched mobility. Simply use the lever to engage the wheel assemblies to relocate your shaded oasis with little to no effort: shade where you want it. Relax; the oasis rolling base moves like a dream. There’s no need to strain or tip your umbrella to move it. This modern umbrella base moves with the umbrella fully open. It’s made and engineered in Germany. Attention to detail and high-quality materials set this rolling umbrella base apart from the rest, the company says. Superior stability, mobility, and durability let you relax in your own oasis. Unique, patented construction makes relocation of this modern umbrella stand as easy as child’s play. Simply position the oasis rolling base wherever shade is needed. Contact: (725) 696-2747 or www.oasisrollingbases.com. Circle Reader Service No. 176

Design Freedom The Regency® City Series™ San Francisco Bay three-sided bay fireplace creates a focal point that shows off the fire from multiple angles in the room. It features a clean-faced design, an unobstructed view of the fire, and no limitations; zero clearance allows you to place a television or artwork anywhere above the fireplace, with no additional design considerations. Regency’s unique Cool Touch Wall technology is designed to maintain a cool surface directly above the fire and is specifically designed to accommodate custom finishes—right to the edge of your fireplace. optional framing kits and finishing panels give you the ability to create a designer space in a few easy steps. Contact: (800) 442-7432 (United States), (866) 946-5155 (Canada), or www.regency-fire.com.

Clear 130 Beautifully integrated into walls and architectural elements, ortal Clear fireplaces transform traditional into extraordinary. Advanced features make ortal fireplaces as versatile as your design concepts. Contact: (818) 238-7000 or www.ortalheat.com. Circle Reader Service No. 177

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Cove Collection by The Outdoor GreatRoom Company The Cove collection is the perfect addition to any contemporary outdoor space. The natural-gray Supercast concrete base lets the focus be on the stunning Crystal Fire™ burner. The organic, natural appearance of the concrete is unique to each firepit. The Cove collection is available in three models with round fire bowls, as well as a linear model (shown). Contact: (866) 303-4028 or www.outdoorrooms.com. Circle Reader Service No. 179

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Pacific Glow

Saber Grills

Inspired by hidden lagoons and Venetian blue waterways, Phifer’s Designed Fabrics Pacific Glow collection will leave customers yearning for a carefree lifestyle and relaxation. Embark on a path to paradise with this majestic teal-influenced grouping. The Pacific Glow collection features geometrics and organic patterns such as Cleo, an overscaled leaf design that appears hand drawn or stylized. Phifer’s fashion-forward, functional Designed Fabrics—plush, 100% recyclable GeoBella® indoor/outdoor high-performance fabrics and sling Phifertex® outdoor fabrics—are suitable for any room in the home, from the outdoor patio to the sunroom or breakfast nook. Contact: (800) 221-5497 or www.phifer.com.

Saber Grills LLC has introduced two new lines of grills for 2017. The first is the recently launched Saber Cast series, which includes three full-size gas grills with a black powder-coated finish and commercial-grade stainless-steel grates, burners, control panels, and handles. The Saber Elite series is a line of powerful, high-performance gas grills that are meticulously manufactured using 304 commercial-grade stainless steel. The line includes the Saber SSE 330 two-burner model (MSRP: $2,499), an urban-sized grill perfect for a rooftop terrace or garden patio; the Saber SSE 500 three-burner unit (MSRP: $2,999), with a two-door cart and dual-control side burner; and the Saber SSE 670 four-burner grill (MSRP: $3,999), which features a single-door/two-drawer cart and a dual-control side burner. Two built-in units, in three- and four-burner sizes, complete the Elite series. Contact: (888) 947-2237 or www.sabergrills.com.

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Cradle Lounge by Gloster AKZPlus From Treasure Garden

It’s all about creating defined rooms—your own private oasis in the outdoor area, but still open and exposed to the elements, with a sense of enclosure. It’s luxurious for one, but big enough for two. Indulgently conceived by the talented eye of respected Danish designer Henrik Pedersen, Cradle is the epitome of luxury. More than large enough for two, Cradle surrounds and comforts. With a selection of shades, privacy can be adjusted to suit the user. A variety of finish/fabric options and an integrated side table mean you can create your very own haven. Contact: (435) 575-1003 or www.gloster.com.

The AKZPlus is the latest introduction in Treasure Garden’s line of cantilevers. The all-new infinite tilt is achieved through the use of a sliding pistol-grip handle. Combined with the left and right tilt of up to 54 degrees each way, complete shade can be realized any time of day. The AKZPlus is available as a 13-foot octagon and a 10x13-foot rectangle. Contact: (626) 814-0168 or www.treasuregarden.com. Circle Reader Service No. 181

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Twin Eagles

LAST WORD

continued from page 60

introductory/value market. In particular, under the corporate umbrella with Twin Eagles and Delta Heat is a third brand, Delsol, that offers “grills, side burners, doors, drawers, and other complementary products and accessories for built-in outdoor kitchens—also available as freestanding models,” Eskew says. Eskew has been a consistent voice for optimism in the industry, and his attitude has not changed for 2017 (a year in which he believes buyers will continue to favor more full-featured and functional outdoor kitchens). “These backyard enthusiasts want to use their outdoor kitchens, frequently with premium products, to mimic what they can do indoors,” he says.

“Whether that’s cooking or treating it as a gathering/entertaining place, I do not see that trend slowing down any time soon.” PUTTING IT ALL TOGETHER Twin Eagles grills are available with or without a rotisserie. Those who opt for a rotisserie model also get a dedicated infrared burner on the back of the grill that cooks whatever is spinning on the spit rod (which also comes with the unit). Many grills have an external motor that the spit rod plugs into, but Twin Eagles bucks this trend in favor of an internal motor. It is “a chain-driven mechanism that you can’t see—and you don’t have to find another outlet to plug in JANUARy/FEBRUARy 2017

the rotisserie motor. More important, it integrates the motor,” Eskew says. The sleek integration has aesthetic benefits, particularly a side profile with no openings, seams, or hinge hardware for the hood— nothing but clean stainless steel. “We’ve created a little recessed area in the leading edge of the drip tray of the grill that is for the spit rod,” Eskew says, “so now, in addition to the motor being concealed, there’s also storage right on the unit for the spit rod itself.” Twin Eagles grills are available in four sizes: 30, 36, 42, and 54 inches. All units have the same fundamental set of features and benefits, and the 2017 models are designed to replace all

PATIo & HEARTH PRoDUCTS REPoRT

older models. “It’s all new,” Eskew confirms. “All the grill models with controlknob illumination are new—and that carries through to our cooking accessories. We also have a thermostatically controlled gas griddle. We have a power burner. We have a traditional single and a double side burner. We have a combination double side burner and griddle.” He adds, “Again, the aesthetic value of that control-panel illumination is strikingly different from what our competitors are doing. That—in conjunction with the integrated rotisserie, redesigned hood handle, and temperature gauge—pulls it all together, and it is a beautiful product.”

AdvertiserIndex Advertiser

Phone

ProductProfiles Directory Website

Page

Company

Page

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

Agio, USA.............................................................................................. 62, 66

Alfresco Home....................................(610) 705-8808................ www.alfrescohome.com.......................... 40

Alfresco Home........................................................................................ 62, 64

Amantii.............................................. (877) 850-9458................ www.amantii.com.................................... 19

Amantii.................................................................................................. 63, 66

Big Green Egg.................................... (770) 938-9394................ www.biggreenegg.com.......................... 34

Big Green Egg........................................................................................ 63, 64 Bonfire.................................................................................................. 62, 65

Blaze King.......................................... (509) 522-2730................ www.blazeking.com................................ 41 Bonfire.............................................. (855) 678-0088................ www.bonfireoutdoor.com........................ 35

Bradley Smoker...................................................................................... 62, 68 Bull Outdoor Products..............................................................................66, 70

Bradley Smoker.................................. (866) 508-7514................ www.bradleysmoker.com........................ 67

Cabana Coast.............................................................................................. 78

Bull Outdoor Products........................ (800) 521-2855................ www.bullbbq.com.................................. 43

The Companion Group............................................................................ 63, 67

The Companion Group........................ (800) 521-0505................ www.companion-group.com.................... 45

Coyote Outdoor Living............................................................................ 68, 76

Coyote Outdoor Living........................ (855) 520-1559................ www.coyoteoutdoor.com........................ 72

Dansons..................................................................................................63, 71

Dansons............................................ (877) 303-3134................ www.louisiana-grills.com..........................36 DCS by Fisher & Paykel........................ (888) 936-7872................ www.dcsappliances.com..........................33

DCS by Fisher & Paykel............................................................................ 64, 68 Delta Heat/Delsol/Twin Eagles..................................................................75, 76 Dimplex................................................................................................ 63, 64

Dimplex............................................ (800) 668-6663................ www.dimplex.com.................................. 47 Eiklor Flames...................................... (888) 295-5647................ www.eiklorflames.com............................ 83

Earthcore.................................................................................................... 78 Eiklor Flames.......................................................................................... 64, 73

Elmira Stove Works..............................(800) 295-8498................ www.elmirastoveworks.com.................... 53

Elmira Stove Works.................................................................................. 63, 72

Empire Comfort Systems...................... (800) 851-3153..................www.empirecomfort.com........................ 29

Empire Comfort Systems.......................................................................... 67, 68

EuroKera............................................ (864) 963-8082................ www.eurokera.com.................................. 71

EuroKera................................................................................................ 65, 67

European Home..................................(781) 324-8383................ www.europeanhome.com........................ 21

European Home...................................................................................... 66, 68

Forshaw/Exterus................................ (800) 367-7429................ www.exterusoutdoor.com........................ 70 Gensun Casual Living.......................... (866) 964-4468................ www.gensuncasual.com............................ 7

Forshaw/Exterus.................................................................................... 69, 72 Gensun Casual Living.............................................................................. 67, 69 Gloster........................................................................................................ 81

Gold Eagle........................................ (800) 621-1251.................. www.303products.com............................15

Gold Eagle............................................................................................ 64, 68

Golden Blount.................................... (800) 883-1139..................www.goldenblountinc.com...................... 44

Golden Blount........................................................................................ 66, 68

The Hammock Source..........................(800) 334-1078................ www.thehammocksource.com.................. 14

The Hammock Source.............................................................................. 68, 72

Hargrove Manufacturing...................... (800) 725-4166................ www.hargrovegaslogs.com...................... 22

Hargrove Manufacturing.......................................................................... 65, 72

Hearth, Patio & Barbecue Association....(703) 522-0086................ www.hpbexpo.com................................ 79

Hearth Products Controls..........................................................................70, 73

Hearth Products Controls.................... (877) 433-7001..................www.hpcfire.com.................................... 57

Hestan Outdoor...................................................................................... 73, 74

Hestan Outdoor..................................(888) 905-7463................ www.hestanoutdoor.com..........................13

Infratech................................................................................................ 70, 73 Kannoa........................................................................................................ 78

Infratech............................................ (800) 421-9455................ www.infratech-usa.com............................65 Las Vegas Market/IMC........................ (702) 599-3046................ www.lasvegasmarket.com........................ 27

Mallin Casual................................................................................................ 78 M&G DuraVent........................................................................................ 74, 76

M&G DuraVent.................................. (800) 835-4429................ www.duravent.com................................ 73

Memphis Wood Fire Grills........................................................................ 74, 76

Memphis Wood Fire Grills.................... (888) 883-2260................ www.memphisgrills.com..........................69

Mendota Hearth...................................................................................... 71, 74

Metal-Fab.......................................... (800) 835-2830................ www.mtlfab.com.................................... 77

Miles Industries........................................................................................71, 76

Mendota Hearth................................ (319) 365-6282................ www.mendotahearth.com........................55

MLW Stone.................................................................................................. 70

Miles Industries.................................. (800) 468-2567................ www.valorfireplaces.com........................ 49 MLW Stone........................................ (800) 477-7665................ www.mlwstone.com................................ 75

Montigo................................................................................................ 75, 80 Oasis Rolling Bases........................................................................................80 Onward Manufacturing............................................................................ 69, 70

Montigo............................................ (800) 378-3115.................. www.montigo.com....................................2 Onward Manufacturing........................(800) 265-2150................ www.broilkingbbq.com............................ 3

Ortal...................................................................................................... 75, 80 The Outdoor GreatRoom Company............................................................74, 80

Ortal.................................................. (818) 238-7000................ www.ortalheat.com................................ 23

Phifer.......................................................................................................... 81

The Outdoor GreatRoom Company...... (866) 303-4028................ www.outdoorrooms.com........................ 50

Regency Fireplace Products...................................................................... 62, 80

Regency Fireplace Products..................(800) 442-7432................ www.regency-fire.com............................ 31

RH Peterson Company..............................................................................75, 80

RH Peterson Company........................ (800) 332-3973................ www.realfyre.com.................................... 9

Saber Grills.................................................................................................. 81

SCHOTT ROBAX................................ (502) 657-4417................ www.us.schott.com/hometech................ 51 Summerset Professional Grills.............. (800) 966-8126................ www.summersetgrills.com........................37

SCHOTT ROBAX...................................................................................... 64, 76 Summerset Professional Grills....................................................................72, 75 Sunbrella................................................................................................ 73, 74

Sunbrella............................................(336) 221-2211.................. www.sunbrella.com................................ 84

Treasure Garden............................................................................................ 81

Twin Eagles/Delta Heat/Delsol............ (800) 789-2206................ www.twineaglesgrills.com........................ 61

Twin-Star International..............................................................................62, 65

Twin-Star International........................ (866) 661-1218.................. www.twinstarhome.com.......................... 25

Weber........................................................................................................ 78

Weber.............................................. (800) 446-1071.................. www.weber.com.................................... 59

Winston Furniture..........................................................................................78

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 2017, VOL. 12, NO. 1 Â© 2016 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 905035514, 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 THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

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