Patio and Hearth Products Report January/February 2021

JANUARY/FEBRUARY 2021 | www.patioandhearthproductsreport.com

Fires that Inspire Page 30

Feel the Glow

WinWithWow | 38

GENSUN

MONTIGO

AEI

SPARTHERM

Page 18

Circle Reader Service No. 2

Circle Reader Service No. 3

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contents

2021

Guest Editorial – Grill Trends

By John Laing An industry expert foresees a bright future for independent retailers who sell outdoor products for the home . . . . . . . . . . . . . . .8

Product Innovation – Lasting Legacy

By Maura Keller Empire Comfort Systems credits its longevity to embracing technology and staying ahead of market changes . . . . . . . . . . . . . . . . . .44

Spotlight – Cool, Cozy & Custom

By Greg Thompson Fireplace consumers report that heat management features and sleek made-toorder designs are driving their buying decisions . . . . . . . . . . . . . . . . . . . . . . . .18

Corporate Profile – Bullish Future

By Sharon Sanders In 2021, Bull Outdoor Products will unveil eye-catching components and appliances that are guaranteed to energize outdoor kitchens . . . . . . . . . . . . . . . . . . . . . . . . .46

Hearth Retailer – Home Sweet Hearth

By Maura Keller A Kentucky fireplace store has been a top performer for almost 20 years by offering a full array of hearth products and unrivaled service . . . . . . . . . . . . . .30

My Turn – Making the Grade

By Kimberly Rodgers SBI-Stove Builder International scores high marks for developing a full portfolio of hearth products that meet the EPA’s new standards . . . . . . . . . . . . . . . . . . . . . . . .48

Outdoor Grilling – Backyard Gurus

By Kimberly Rodgers This Houston retailer offers everything that customers need to design, build, and outfit the outdoor kitchen of their dreams . . . . . . . . . . . . . . . . . . . . . . . . . . . .34

Insight – Crowd Pleaser

By Cherise Forno Kalamazoo Outdoor Gourmet’s new Shokunin kamado-style grill ignites the backyard barbecue market . . . . . . . . . .50

Showroom Showcase – Beautiful Sight

By Sharon Sanders Gasper Home & Garden’s visual appeal and exceptional customer service earned it the 2020 Apollo Award in the singlestore category . . . . . . . . . . . . . . . . . . . .38

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As I See It – Flex Appeal

By Sharon Sanders Nimble and adaptable Patio Renaissance became a vital casual furniture source for retailers during the pandemic . . . . . . .42

Insight– For Keeps

By Cherise Forno Berlin Gardens’ advanced machinery and commitment to superior workmanship ensures that its furniture, gazebos, and pergolas will last for years . . . . . . . . . . .52 Last Word – Simply Revolutionary

By Laurie Rudd Revolution Performance Fabrics’ innovative manufacturing process takes a fiber that’s thrown away and texturizes it for durability and softness . . . . . . . . . . . . .54

on the cover:

Spartherm 0049 1522 2644162 www.spartherm-america.com

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6

Editor’s Message

10

Industry News

56

What’s New: 6 Hot Products to Sell Now

58

Product Profiles

70

Product Profiles Directory & Ad Index

Circle Reader Service No. 5

editor’s message

StayingAlive

Carol Daus

Must Reads ∂ Posting professionally produced outdoor lifestyle videos on YouTube provides a powerful marketing tool for upscale Texas retailer.

Backyard Gurus, p. 34

∑ Casual Furniture veteran Eli Hymer is credited with designing a Pennsylvania store’s exterior furnishings gallery with dazzling vignettes representing over 20 manufacturers.

Beautiful Sight, p. 38

∏ As the only ceramic grill made in the USA, Empire Comfort’s Primo Ceramic Grill has been a top seller since the start of the pandemic.

Lasting Legacy, p. 44

π Bull Outdoor Products’ 10-module training course, created during the early days of the spring shutdown, helped contribute to the company’s record sales in 2020.

Bullish Future, p. 46

6 PATIOANDHEARTHPRODUCTSREPORT.COM

I wrote this message in mid-December when people couldn’t wait to bid good riddance to 2020. It was a year marked by making do with far less in a way that would have been unimaginable a year ago.

We found ourselves sheltering at home, hunting for toilet paper, making hand sanitizer, working remotely with kids underfoot, and suffering from Zoom fatigue.

Lockdowns and restrictive orders greatly impacted working class families, small businesses, retailers, restaurants, bars, schools, sports, the Olympics, movie theaters, hair salons, and more … while dedicated healthcare workers toiled tirelessly on the front lines and many of us lost loved ones.

The turbulence didn’t stop there as the year brought civil and political upheaval, an economic slowdown, record-breaking wildfires in the west, and a second (or third?) wave of deadly COVID-19. For myself, things took an even greater downturn in early December when I lost my father-in-law to COVID. He had battled it for two weeks before dying alone in the hospital, a heartbreaking event that families all over the world have endured. To make matters worse, during his hospitalization, I suffered significant burns from a kitchen accident that brought me to the ER (alone on morphine) followed by multiple visits at the University of CaliforniaIrvine Regional Burn Center. Fortunately, my burn wounds are healing, but my heart breaks for those patients I encountered in the waiting room who were not as fortunate as me.

I’m generally an optimistic person and when challenged, I forge ahead knowing that I’m protected by support from family, friends, and faith. But 2020 tested me like no other year in my 62-year-old life.

Thankfully, I was comforted by the soothing power of schmaltzy programs on the Hallmark Channel and inspirational films from my hodgepodge of streaming subscriptions.

One of the most enjoyable movies was the documentary, The Bee Gees: How Can You Mend a Broken Heart. In addition to featuring an entertaining array of the Gibb brothers’ infectious three-part harmony and flashy fashion statements, it addressed the group’s many ups and downs, includ-

ing professional setbacks and personal tragedies. In the early 1970s, when fans and DJs abandoned the Bee Gees, they persevered and reinvented their sound, which resulted in their record-setting blockbuster album, Saturday Night Fever. Their popularity rose again as they became figureheads for the disco movement, but when the anti-disco movement arrived, they were shunned once again. This didn’t stop the prolific and talented Bee Gees. They persisted as songwriters and producers, working with Barbra Streisand, Kenny Rogers, Dolly Parton, and Dionne Warwick to create more hits, and in 1997, the Bee Gees were inducted into the Rock & Roll Hall of Fame.

2020 will long be remembered as a chaotic and challenging year for most of us.

But instead of focusing on the hardships, it’s important to recognize the setbacks that became opportunities. In this first issue of 2021, we profile retailers, manufacturers, and other industry professionals who performed exceptionally well in 2020.

Just like the Gibb brothers, these folks persevered and, in the process, strengthened and revigorated their businesses. Despite shutdowns and impaired supply chains, they developed innovative customer service programs, created new market niches, refreshed their websites and e-commerce platforms, conducted virtual trade shows, strengthened social media campaigns, manufactured much-needed PPE, and transformed showrooms into safe and appealing shopping environments.

These strategies helped companies and retailers thrive during the past 12 months and should bring them continued success in a post-pandemic world. Yes, the day will arrive when we will shop unmasked in our favorite stores, go to the movies, sing out loud at church, and even blow out candles on a birthday cake surrounded by friends.

But until then, staying resilient, both personally and professionally, is essential. Case in point: I’ve decided that if one of my burns results in a scar or discoloration, I’ll simply cover it up with the tattoo quote: “I survived 2020!”

Carol Daus caroldaus@gmail.com

Circle Reader Service No. 7

guest editorial PUBLISHER

grill trends

BY JOHN LAING

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

John Laing

It’s been more than a century

since the United States endured a pandemic like COVID-19. In 1918, roughly 675,000 Americans were killed by the H1N1 flu. In the wake of that virus, along with World War I, social and cultural changes spread throughout Western civilization. The decade to follow featured a population that wanted to break with tradition, have fun, and interact with others unlike ever before. So, it’s no wonder it became known as the “Roaring 20s.”

Much like 1920, 2020 will also go down in history as the year everything changed—but for an entirely different reason. As someone who loves human interaction, it feels like this decade has started out as the “Boring 20s.” But I’m hopeful that’s not a trend that will continue throughout the decade. There are, however, three key trends that I do predict will linger with regard to outdoor living.

PSYCHOGRAPHIC TRENDS While it has been an awful year in many ways, companies involved in selling products related to the home have benefited from the stay-at-home phenomena.

Usage of kitchen appliances, consumer electronics, and outdoor living products have skyrocketed. The need to replace failing products, along with interest in upgrading products, has never been stronger. It would have gone down as the biggest year ever in many industries, had it not been for supply constraints.

With increased grill usage, grill replacement has also increased. Normally, about 60% of grills are replaced. While the raw number of grills being replaced will have increased, I do not anticipate the overall percentage to increase. The reason: Consumers have broken away from only cooking food fast on a gas grill. Low and slow cooking or smoking foods for longer periods of time has become a trend. And the stay-at-home environment has caused many Americans to develop new interests and hobbies inclusive of the

aspirational “BBQ/Grill Master” title.

But is grilling still a man’s world?

“Industry statistics show that women are grilling out more often and are taking charge of the grill for more occasions,” says Elizabeth Karmel, aka Grill Girl. And her motto: “If you can eat it, you can grill it!” What does this mean for you as a retailer? Do not let the stubborn stereotype of the male being the only target consumer affect your go-tomarket execution.

GRILL/FUEL TYPE TRENDS Today, according to the Hearth, Patio and Barbecue Association, 30% of U.S. consumers own two grill types, and 12% own three. The trend coming out of 2020 will create continued growth in multi-grill ownership. Your action plan needs to include merchandising grill and smokers that utilize all types of fuel: gas, charcoal, wood, and pellets. For urban markets, you may want to include electric grill options as well. Make sure your sales associates are educated with the latest grilling and smoking features and help nurture a passion for outdoor cooking by holding internal cook-offs and recipe sharing events.

When we look at the grill industry, the largest dollar volume comes from gas grills, followed by charcoal and/or wood, pellet and electric. The fastest growing fuel type, however, is pellet, led by Traeger and Dansons (Louisiana Grills & Pit Boss). Pellet grill sales grew 20%+ prior to 2020, and as this year closes, pellet grill sales of more than 30%+ were constrained only by manufacturing/parts supply. Pellet is here to stay. It has a cultlike following across the country—especially in the eastern half of the U.S. I know of many dealers selling pellet grills only, driving six-figure revenue to their top lines and healthy gross margin dollars to their bottom lines.

Pellet grills aren’t the only category seeing growth: Lump charcoal and woodbased grills/smokers are also on the rise.

Kamado Joe is gaining popularity in kamado-style grills. And Argentinianstyle cooking with wood, like the Ñuke (new-kay) brand, is growing in popularity.

While still a niche product, it represents a select group of consumers who want to cook with fire.

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GRILL INNOVATION & STYLING Wi-Fi-based control systems are all the rage. This is especially true in pellet grills, such as Traeger, Louisiana Grills, Broil King, and Weber. Not only does this feature allow you to manage your grill temperature from anywhere, but some controllers even allow you to use built-in recipes to enhance ease of use. Kamado Joe recently introduced Pellet Joe and Kettle Joe, both featuring the ability to use their Wi-Fi app and iKamand accessories.

In 2020, Masterbuilt introduced its Gravity Series Digital Charcoal Grill + Smoker, and sales have gone extremely well.

When will Wi-Fi come to gas grills?

One possibility lies with a brand called Otto Wilde based in Germany. They recently raised nearly $4.5 million to help build their G32 model, which would be the first smart, modular gas grill. More to come on that later.

What else is new? While outdoor kitchens continue double-digit growth, the latest offerings by several suppliers feature modular outdoor kitchen products that piece together AND are mobile.

Mont Alpi is a good example. Also, check out Tytus Grills. They brought the modular and mobile concept to market in a grill, plus components, that can be assembled in 5 minutes with no tools.

Finally, colors are now starting to replace traditional stainless-steel finishes on gas grills. Eye-popping accents like those used on Hestan Grills are grabbing attention. Black stainless is new to outdoor grills, although it has been the hottest color for the inside kitchen for years.

Looking back, 2020 has proven that independent dealers are the most tenacious and flexible retailers of all. They have morphed their business execution to best meet the environment. Looking ahead, 2021 will be the “comeback year” for consumers shopping local. Make your plans now for event marketing by promoting live demonstrations. Appeal to their senses because they cannot wait to get out of the house. Trust me on that.

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com COPY EDITOR John Nalley STAFF WRITERS Cherise Forno Maura Keller Kimberly Rodgers Laurie Rudd Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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Subscription Inquiries: Patio & Hearth Products Report PO Box 2190

John Laing is the director of appliances and outdoor living for Nationwide Marketing Group, which has more than 5,000 members. To learn more, visit nationwidegroup.org.

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Circle Reader Service No. 9

PATIO & HEARTH PRODUCTS REPORT

IndustryNews Enviro Reflects on 2020’s Challenges and Opportunities No company or business has been untouched by COVID-19. Since March 2020, the pandemic has created a roller coaster ride for the hearth industry with manufacturers, retailers, and distributors experiencing periods of robust sales, as well as weaker than usual cycles, in some instances. This was predicted as consumer demand and supply chains ebbed and flowed based on shutdowns, restrictions, a surge in home improvement projects, and other factors. For a look at how Canadianbased manufacturer Enviro has responded, Patio & Hearth Products Report reached out to Cherbel Yousief, president and CEO. What have been the biggest issues for your dealers since the outbreak?

Yousief: I think, in general, most of us in the hearth industry did not know how to handle this pandemic and its effects on business. There was a sense of confusion and uncertainty due to COVID. Interestingly, although many dealers had lockdowns in their areas and were not able to open, they did plan well and were able to come back after the lockdown and recover those lost sales, so financial hardship was not a big issue.

We go through a two-step distribution system throughout North America (except in Ontario, Canada) so our dealers were able to access products more readily; generally, our distributors carry a fair amount of inventory, so they were able to supply the dealer with little disruptions. Some dealers were more proactive after the lockdowns. They planned for having inventory as they came into the heating season; such anticipation served them well and, in fact, helped their companies increase sales over 2019. We feel that the dealer network in most areas have done very well; posting growth during a pandemic is not an easy task.

How did your corporate team tweak and strengthen operations to assist dealers with their specific needs throughout the pandemic?

Yousief: We were in the process of launching our new Urbana Luxury Fireplaces product line when the pandem-

Are these temporary measures or will you continue to implement them after the crisis?

Yousief: We adjusted our business model with flexibility in mind; those measures were temporary and were taken to optimize employee safety, dealer supplies, risk and reward, and continued market support. As vaccines are now starting to be available to the public, we will start easing restrictions as per the local health authorities’ orders.

What has been the feedback from dealers regarding your service during the pandemic?

Yousief: As we were approaching the heating season, we heard a lot of dealers complaining about delayed deliveries and ever moving ship Cherbel Yousief and delivery dates; some manufacturers went into few months lead-time very quickly due to slow or lack of supplies from vendors. We were fortunate that we forecasted a bit on the heavy side and continued to communicate with our suppliers to ensure that minimum disruptions took place. By doing so, we kept our lead-times shorter and steady flow of finished goods to the dealers.

What support services have you provided that other manufacturers have not offered?

Yousief: I believe all hearth products manufacturers have done a great job in keeping the dealers well supplied or as well supplied as possible under the COVID conditions. We had a minor advantage of having distributors with inventory in their warehouses. Those inventories helped bridge the factory’s reduced capacity and most dealers did not feel the pressure of a lack of supplies. We worked closely with our distributors during lockdowns, and our distributors shared their inventory levels with us, so we were able to have visibility on what was selling and react accordingly. Our sales team kept in touch with the dealers, and we implemented online technical training and connected with new dealers by doing online sales training as well.

On the positive side, how has the pandemic improved specific aspects of your business both in terms of overall performance and customer service?

Yousief: It is a tough question to answer, as pandemics do not improve businesses in general and one does not go through many pandemics in a lifetime. Some positive experiences were gained, mostly how to work together as a team at the factory level and care for one another; in some areas where jobs had to be shared, the staff gained an appreciation for what others do. Teamwork also extended to us working together with our vendors, distributors, dealers, and all fellow hearth members. I believe that once life goes back to normal, we all will have a lot of stories and experiences to share with each other. COVID has touched all of us one way or another.

ic started and were not sure whether to move full speed with it or hold it back. Based on all feedback that we had, we felt it was imperative to meet dealers’ demand for those products. We did reorganize ourselves and took necessary measures by implementing extreme safety protocols in order to continue operations. Our factory was reconfigured to create proper distances between employees, coffee and lunch breaks were staggered and spread over more locations to reduce mass contact, and we made mask wearing mandatory. By implementing those changes, we were able to operate at a reduced capacity but were focused on SKUs that are needed by the dealers—basically complementing the distributor’s inventory. It worked amazingly well.

Glen Raven Custom Fabrics Executes Expansion Plan As part of an ongoing commitment to support its customers and brands, Glen Raven Custom Fabrics announces the latest milestones in a multi-phase global expansion plan.

The first phase, initiated at the end of 2019, includes new and upgraded

equipment to support the continuing growth of Sunbrella fabrics and other Glen Raven textile products in the company’s U.S. and Asia facilities. This highly customized equipment has begun to come online and will continue in stages through the first half of 2021.

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It will not only increase output, but also reduce energy and water usage, as part of Glen Raven’s sustainability commitments. The company is also implementing system enhancements that will better address the supply chain challenges created by the pandemic and

the spike in demand for Sunbrella fabrics. The improvements will enable Glen Raven to serve and communicate with customers even more efficiently.

This next phase of the expansion plan is marked by the purchase of a new production facility in Valenciennes,

France, an industrial hub with ready access to major transportation routes across Europe. The site also allows for future production and distribution expansion.

Taken together, these actions represent an investment of more than $65 million in expanded production capacity to support its customers and the increased demand for Sunbrella, Dickson, and other Glen Raven fabrics. Future phases of the program include additional production and distribution capacity for the U.S. and Asia markets.

“Glen Raven is a 140-year-old company, and we remain steadfast in our commitment to serving our customers and investing in our collective business not just for today, but for the many years ahead,” says Dave Swers, president. “While the path forward is not linear, we recognized the need to pull forward some of our expansion plans so that we can provide the level of service our customers deserve and continue to satisfy end users’ desires for Sunbrella fabrics as they create beautiful, usable spaces in and around their homes and for outdoor activities. We are committed to meeting the needs of our customers through creative sourcing, extended run schedules, enhanced systems, and capacity expansions.”

Sattler director of marketing and sales stated, “We believe Outdura’s strength in the casual furniture and marine segments will complement our current focus on the sun shading segment.” Others at Sattler indicated that they admired the Outdura brand, along with the management team, and were excited about the growth potential.

The Outdura brand, launched in the late 1990s, is embraced as a trusted supplier in solution-dyed acrylic performance fabric. Woven exclusively in an historic textile mill upfitted with state-of-the-art technology, Outdura offers high quality fabrics in the latest colors, patterns, and original designs for use both outdoors and in. Their solution-dyed acrylic fabrics have color pigments that penetrate the fiber, not just on the surface. The UV-protected fabrics resist fading and remain colorfast after sun and weather exposure exceeding 1,500 testing hours. They are also stain, water, mold, and mildew

resistant, and cleaning is easy with soap and water or a bleach solution for stubborn stains.

Over the years, Outdura has seen many changes. After the purchase, all new equipment was installed, and the weave shop was completely retooled. The new and improved machinery gave Outdura the opportunity to achieve an industryleading level of excellence and to consistently produce and ship superior product. Their mission, to be the go-to manufacturer and supplier of superior fabrics for casual furniture, shade and marine applications providing worry-free living spaces for both retailers and designers, drives their innovation and exceptional customer experience.

When asked which of their fabrics were the most successful, Uli Tombuelt, Sattler/Outdura CEO and director of sales casual furniture division, stated, “Without a doubt, Sparkle and Rumor would be our ≥ continued on page 14

Sattler AG Marks 10-year Anniversary of Outdura Partnership

Outdura’s Hudson, North Carolina plant

Hudson Mill workers in 1904

Austrian-based Sattler AG, known as the leading European performance textile manufacturer of solutiondyed acrylic fabric, especially for outdoor use, acquired USA outdoor fabric manufacturer Outdura from Shuford Mills in 2010. This purchase included the historic Hudson Cotton Mill, circa 1904, which was Shuford Mill’s production operation and distribution center in Hudson, North Carolina. The building remains as Outdura’s U.S. headquarters and textile production center. The 180,000-square-foot mill is also on the National Register of Historic Places.

At the time of the transition, Manfred Heissenberger, Circle Reader Service No. 11

PatioandhearthProductsrePort.com 11

industry news

George Speicher Retires from AEI Corporation tion and Pete became president. In 1990, Pete and I incorporated Pacific Gas Specialties (PGS), a line we designed to feed and sustain our distribution business and insulate us from the ups and downs of being an independent distributor.

George Speicher

George Speicher, a pioneer in the grill and patio heater industry, recently retired from AEI Corporation, a company he helped build and grow for 46 years. Speicher’s professional insight and upbeat nature will be sorely missed by employees, dealers, manufacturers, and other specialists in the outdoor living industry. Patio & Hearth Products Report was fortunate to catch up with Speicher before his official retirement.

When you were first hired, what were your position and job responsibilities, and what other positions did you hold over the years?

Speicher: After graduating from San Diego State University in 1972 and working in corporate America for an uninspiring two years, I started my career with AEI (actually California Gas Appliance Sales Inc. at that time) in 1974. Our only products at that time were Charmglow Gas Grills (really the first quality gas grill line) and Sunglo Patio heaters by Infrared Dynamics—the original producer of premium outdoor comfort heating products. We are still their master distributor today!

I started as a Territory Sales Rep covering San Diego County. Back in 1974, when I called on prospective dealers with Charmglow grills and Sunglo heaters, they would say, “I’ve never been asked for a gas grill or an outdoor patio heater, but if I do, you’ll be the first guy I call.” In other words, what they were thinking was, “Buddy, you seem like a nice enough guy but don’t bug me about two oddball products that will probably never gain any consumer acceptance or be asked for by anyone.” Yes, a lot has changed since 1974!

Two years later, I moved to the same position but in an up-and-coming area, Orange County, where the outdoor gas grill and patio heater categories were gaining traction. I later started and managed a division for AEI called “The Representatives,” where we represented outdoor casual and fireplace products.

In 1982, a major change in my life occurred when Pete Arnold and I purchased AEI from the founder of the corporation, his father, Phil Arnold. Life became slightly more complicated as a newbie business owner. I became president of AEI, a job I held until 2017, when I elected to go parttime and work on special projects for the corpora-

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How has AEI changed during your tenure?

Speicher: In 1974, AEI was strictly a wholesale distributor where we would bring in truckload quantities of grills and patio heaters and ship them out in small quantities to our specialty store and commercial customers, which were primarily located in California.

Today, AEI is more of a “hybrid” company and continues to act as a master specialty wholesale distributor for PGS premium grills and outdoor comfort heating products from Infrared Dynamics and Infratech Corporation, but we also manufacture grills under the PGS brand and produce a full assortment of umbrella domed heaters under the Patio Comfort brand. Additionally, we have expanded beyond California. The one constant that remains is the core values that have been in place since AEI was founded: honesty, integrity, consistency, and above all respect for our customers, employees, and vendors.

What were the primary reasons you continued to work at AEI for over four decades?

Speicher: I’ve always had a passion for running a small but best-in-class organization, a passion for mentoring others, and a passion for building a great team. Work has never really been “work” for me but rather a vehicle to allow me to build products, develop relationships, and have fun along the way. I’ve loved the new challenges that every day bring. The main things I will miss going into fullon retirement are our long-term customers, our valued vendors, and our AEI crew.

What are you most proud of in terms of your accomplishments at AEI? Speicher: Being part of a team that has survived through some tough, challenging times during very tumultuous years and yet we’ve thrived. I’m proud of successfully introducing products into competitive markets and am grateful for the many relationships with customers, suppliers, and members of the AEI family. Hopefully, I’ve brought value, consistency, integrity, and loyalty to the party.

I’m proud that I am retiring during an extremely challenging year for many, but where Pete Arnold and his team have led the company to our best year in our 54-year history! We’ve been very fortunate.

What are the biggest changes you have seen in the grill/outdoor heater industry?

Speicher: Vastly expanded choices for the consumer. When I started, grills were made of alu-

minum and patio heaters came mainly in umbrelladomed configurations powered by LP or natural gas. Now there are many materials, looks, and features in grills and the same goes for patio heating products that now include horizontal gas fired and many options for electric infrared heating.

The market for grills and outdoor comfort heating has changed and evolved dramatically, from one sold primarily through specialty retailers to high-end consumers to one that crosses all classes of consumers, retailers, internet, and commercial users. Obviously, the internet has changed everything. Comparing the grill and heater business today versus 1974 is like comparing a car built in 1974 and one built today...no similarities and vast changes in the products and markets!

What are your predictions for AEI in the years ahead?

Speicher: AEI will continue to grow and thrive and will build on the core values that have served us well. Expanding to new markets, adding the voices and energy of the dedicated youthful members of our team, pressing hard to continue to be curious, all bode very well for AEI’s future. My business partners, Pete Arnold, who will continue as president and CEO, supported by Fred Speicher and other highly talented long-term AEI team members, will lead the company forward to doing some great things. I’m extremely grateful and fortunate to have been a part of this team...they’ve made me look better than I deserve.

Do you have any words of wisdom for those who are just starting out in the field?

Speicher: Find a vocation that you have a passion for. Pour all that you can possibly into it and create balance between your business life and personal life.

Our industry will never be static, but challenges are just opportunities presented in another form. Continue to be curious and grow personally and finally understand that the days can be long, but the years are short. Bottom line: Have fun!

What do you plan to do now that you’re retired?

Speicher: Actually, I’ve been transitioning into fulltime retirement for almost the last three years while being chairman of the company and performing a few specific functions for the company. I have had the time and opportunity to travel. I’ve been able to spend some wonderful time with my wife, my grown children, and our two little grandsons. I have lots of things to keep me challenged and occupied, and I have lots of interests and will probably find more. I’ll just have to see what life brings my way.

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Circle Reader Service No. 13

industry news Demand Grows for Native Spun’s Decorative Outdoor Throws

≥ continued from page 12

top two fabrics. We introduced Sparkle in 2005 with 11 colors, and it has grown to 48 color choices.

Rumor, a popular textured bouclé, was introduced in 2009 with 18 colors and is still actively growing with 32 colors. Both are in our Modern Textures cut yardage program and are ready for quick ship.” In addition to Modern Textures, other collections in the Outdura cut yardage program include Ovation 3, Ovation 4, and Upholstery Solids, which combined total 271 fabric selections.

Several years ago, Outdura purchased three acres of land adjacent to the mill for future expansion. Outdura is also an active member of Hudson’s Chamber of Commerce Historical Society.

Donations using their own solution-dyed acrylic fabrics to organizations such as the Hudson Uptown Building (HUB) for a new awning have made Sattler Outdura a valued and trusted community member.

Elmira and Northstar Appliances Celebrate Pantone’s Colors of the Year

Northstar 1947 Range in Illuminating

Northstar 1950 Keg Fridge in Ultimate Gray

The Elmira and Northstar lines of Elmira Stove Works, the leading manufacturer of premium vintagestyled kitchen appliances, are available in Ultimate Gray and Illuminating—Pantone’s 2021 Colors of the Year—as custom color options.

For more than 20 years, Pantone has been selecting the color of the

designed and woven in Native Spun, founded in the U.S.” 2019 by textile industry vetSince all products are eran Gina B. Wicker, has woven-to-order, Wicker introduced a full collection said the company can of decorative outdoor Native Spun outdoor design throws specifically throws made with sustainthrow collection to a customer’s needs ably sourced solution-dyed while maintaining a level of handmade craftsacrylic for fade and UV-resistance. The collecmanship that is distinct to Native Spun. “One tion is handwoven in North Carolina and is of the things I enjoy most is working with cusdesigned with a high-end aesthetic in mind. tomers to design a collection that is perfect Throws can be finished with a self-fringe or a for their region and design aesthetic,” Wicker tailored hem and are engineered to withstand says. “Collaborative design development is frequent home or commercial laundering part of the Native Spun DNA.” using a variety of cleaning and disinfecting Products are available in a variety of colagents including bleach or hydrogen peroxors, including nature inspired neutrals with ide. All Native Spun throws can be machine sophisticated accents of deep shibori blue, washed and dried and are pre-shrunk as part saffron gold, moss green, and burnt orange. of the finishing process.

For a more tropical look, saturated hues “We all understand that luxurious touches are available in solids, stripes, or textures. and ease of cleaning are even more imporKeeping coastal locations in mind, Native tant as we spend more time at home and Spun has created an array of nautical move our time with family and friends outlooks anchored by navy and gray with doors,” says Wicker, president and creative accents of red, orange, and yellow that director. “While the term handwoven is comare as welcome on a patio as on the aft mon in our industry, we believe customers deck of a yacht. will appreciate that Native Spun throws are

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industry news year using trend analysis across many different platforms; including entertainment, travel, and fashion.

For 2021, Pantone decided on two colors that showcase how diverse elements can come together to support one another.

According to Pantone, the pairing is, “A marriage of color conveying a message of strength and hopefulness that is both enduring and uplifting.” Ultimate Gray is an earthy, grounded color boasting a cool neutral shade that is at once practical and welcoming. Illuminating is a bright statement shade that exudes warmth, cheer, and optimism. Although each hue is a strong color on its own, together the duo creates a color story that coalesces into one concise mood.

“As we look ahead with renewed hope and optimism for the future, color is playing an ever more important part in kitchen design,” says Tony Dowling, Elmira’s vice

president of sales and marketing. “As consumers spend more time in their homes, many are looking to personalize their kitchens and make them more welcoming.

Colorful appliances are a great way to design kitchens that are not only functional with plenty of high-performance amenities but that also bring flair and that ‘extra something special’ to the home.”

Designers and consumers can create an Elmira or Northstar kitchen via the “Create Your Dream Kitchen” tools on the company’s website. In addition, designers can access Elmira on the 2020 Design cloud’s 3D CAD catalog, where they can select Elmira appliances in any model or color and produce detailed 3D renderings and panoramas.

The Elmira and Northstar lines can be customized in more than 1,200 hues—including Ultimate Gray and Illuminating—to create the perfect style statement. For

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more information, visit www.elmirastoveworks.com or call (800) 295-8498

Ortal Introduces New Heat Control System for Redirecting Heat Ortal, an industry leader in luxury fireplaces, introduced an innovative option for redirecting heat from fireplaces—the Ortal Heat Control System. The Ortal Heat Control System can transfer a portion, or even a majority, of the heat generated by an Ortal fireplace to other rooms within the home or directly outdoors to reduce indoor temperatures.

Available only Views of Ortal’s Heat Control for Ortal fireSystem places, including the new Wilderness collection, the Heat Control System is ideal for cold and warm climates. In colder environments, the system can be configured to allow homeowners to direct heat to other rooms, providing comfortable temperatures throughout the home. In warmer regions, homeowners can design the Heat Control System so they can enjoy the ambiance of a flickering fire by venting a portion of the heat outdoors.

Unlike other, underpowered heat-management kits on the market today, which are incapable of transferring enough heat to significantly alter in-room temperatures, the Ortal Heat Control System offers two fan options, including the industry’s most robust fan. The Premium Fan can move a massive 1,175 cubic feet of air per minute for maximum heat dispersal, ideal for large Ortal fireplaces. For smaller Ortal fireplace units, a Standard Fan is available, capable of moving 196 cubic feet of air per minute.

“Designing an exceptional fireplace is where we start at Ortal. Creating superior features and options that make our fireplaces more beautiful and more usable truly sets us apart,” says Kevin Rantin, VP of sales and marketing. “The new Heat Control System delivers the temp-controlling, heat management capabilities that make our stunning Ortal fireplaces comfortable to use any time of year.”

The new Wilderness collection with patent-pending Firelog Technology delivers the only lifelike logand-flame experience available today, providing a luxurious, warm ambiance with all the convenience of gas or propane, and without the mess or lingering smell of a wood fire. Firelog Technology produces unparalleled, campfire-like flames by allowing the gas to flow directly within the log media, resulting in a taller, more realistic flame.

The thinnest electric fireplace.

Tell me where to go.

At 3-3/4 inches deep, the Multi-Fire® SL Slim Linear Electric Fireplace is the first fireplace to install into standard 2" x 4" framing. Give your customers the freedom to add a fireplace virtually anywhere, without compromising valuable floor space. This exciting fireplace features large, high-contrast flames with customizable color and media options and is perfectly designed for four-season enjoyment, with a heat setting (warms up to 1,000 square feet), flame-only setting and air circulation mode. Highly versatile, the new Multi-Fire® SL Linear Electric Fireplace opens up new possibilities for every customer.

Fully recess (hard wire) or wall-mount (plug kit)

36, 42, 50 and 60-inch lengths

Electric operation = less hassle and less liability

World’s leading flame technology

Heats up to 1,000 square feet (plus flame only setting)

sl@glendimplexamericas.com | dimplex.com/multi-firesl Circle Reader Service No. 17

product spotlight

Cool, Cozy&Custom This year’s fireplace designs brim with features that focus on beauty and functionality.

BY GREG THOMPSON

Escape Gas Fireplace Insert from Hearth & Home Technologies

S

howrooms throughout the country have lacked the usual foot traffic during the global pandemic, but when the COVID-19 vaccine brings more people in the door, the “burn burn burn” product demonstration ethos still applies. Seeing (and feeling) fireplaces in action is still the best way to garner attention and start conversations that are heavy on education and low on high-pressure sales tactics.

Once the conversation starts, dealers can tactfully remind customers that many configurations can be modified to fit specific needs. “Customization is incredibly important,” says Ron Schinnerer, sales and marketing lead – North America, Mendota Hearth Products - Johnson Gas Appliance. “Customers want to create fireplaces that fit exactly to their design taste.”

If a fireplace looks right but feels too hot, dealers can steer consumers toward brands that confound the notion of a fireplace with cool settings. “Since homes are now built much more efficiently, additional heat isn’t as desirable,” says Kathy Rogers, category director, Hearth & Home Technologies. “Hearth & Home offers consumers heat management options

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that move heat to another area of the home, maintain a cool-touch fireplace front (including the wall), or even move the heat to the outside. These options make it possible to enjoy the fireplace year-round.”

Kosta Lazos, national sales director, Montigo/Canadian Heating Products, agrees, adding that, “Heat management has definitely been the biggest development, and we are excited about the future potential of heat management and the flexibility it will give.”

Innovation, customization, and wide-ranging consumer tastes speak to the need for diverse offerings on the showroom floor. Concerns still persist about burdensome regulations, but most of the 15 companies represented in this issue’s fireplace spotlight are confident they can adapt, succeed, and spark sales in 2021.

STÛV AMERICA Best-selling fireplaces at Stûv America (Bromont, Quebec) continue to be the Stûv 16-in and Stûv 16Z, units known for a sleek design that showcases the beauty of the flames. According to Nadia Gilbert,

marketing and customer service director, the distinctly modern offerings feature “very wide openings that create an abundant diffusion of heat.”

Dealers who consistently do well with Stûv products make it a point to show the fireplaces in action so customers can see, feel, and “fully experience” the flame presentation. “The Stûv brand is based on these main characteristics: great view of the fire, clean lines, and quality,” Gilbert says. “And I think that the contemporary style is more popular these days. We offer a range of products with a contemporary look, and we see a great response from consumers.”

The bulk of Stûv’s target demographic is made up of men and women aged 35 and over. Gilbert sees this subset as continuing to buy and renovate their homes, and therefore on the lookout for new offerings. In the category of wood fireplaces and inserts, new buyers and renovators are looking to replace old built-in appliances and/or integrate a fireplace within new construction. Stûv wood-burning inserts and fireplaces (with zero clearance) are designed to meet these specific needs.

Stûv gas fireplaces are equipped with double burners and a set of “hyper-realistic” logs that offer what Gilbert calls “an experience close to an authentic wood fire.” Stûv Gas fireplaces have two burners, an invisible safety screen, and numerous programs to modulate the flame.

The Stuv 16-in Fireplace

IgniteXL Bold Linear Electric Fireplace by Dimplex

Bellingham 44 from Kozy Heat

The RSF Pearl 3600 is a high efficiency, non-catalytic, EPA 2020 certified 1.49g/hr woodburning fireplace from ICC-RSF

HEARTH & HOME TECHNOLOGIES Hearth & Home Technologies (Lakeville, Minnesota) continues to live up to the “Technologies” portion of its name by pushing the modern edge with its new IntelliFire app. The app provides what Kathy Rogers, category director, calls “smart control for the way consumers live.” Specifically, IntelliFire allows users to control the fire from anywhere, or even with voice control.

The company’s Heat & Glo Foundation Series also continues to do well. Rogers describes units in the series as showpieces with a captivating presence. “It’s modern in form and luxurious by design, with big, bold flames that elevate your senses and provide a clear view of the beautiful fire,” she says.

“Passive Heat is an option that provides consumers added flexibility by redistributing heat away from the fireplace front, ultimately enabling combustible materials, artwork, and a TV to be integrated into the overall wall design.”

The features are the product of considerable design expertise, but Rogers cautions that all that innovation will go to waste if consumers are not properly educated. “Consumers are not aware of the features and benefits fireplaces now offer,” she says. “They don’t know they can update their masonry fireplace with a high efficiency insert. They aren’t aware that heat management systems keep the wall or the room cool to extend seasonal enjoyment.”

Today’s open floor plan can easily accommodate a fire feature by adding models that don’t require venting, but customers don’t know the nuances and Rogers stresses that “any opportunity to educate potential customers through product displays, demonstrations, partnering with local design bloggers, or displaying at local home shows will increase sales.”

porate relations at Hussong MFG. Co., Inc. | Kozy Heat Fireplaces (Lakefield, Minnesota) sees as a missed opportunity. “Don’t forget the basics,” she says.

“Stimulate the senses.”

On the premise that shopping for a fireplace is a destination purchase, Hussong Reasoner contends that the vast majority of showrooms, while consistently nice, could benefit from extra attention to colors, décor, lighting, and furniture.

“Keeping a showroom picked up during the busy time of the year can be difficult, but a clean store goes a long way with the customer’s first impression,” she says. “Music playing in the background, especially holiday music, helps create a relaxing atmosphere.

And don’t forget about your customer’s sense of smell. Ambient scents influence purchasing behavior, and we all have the goal to create an environment where the customer walks in and just has the urge to ‘buy something.’

Many store owners enter their businesses from the back. It doesn’t hurt to park in the front and look at your store through the customer’s eyes.”

With her company, Hussong Reasoner has cultivated the Kozy Heat brand name and reputation based on an ability to provide a quality product at competitive prices. “We offer a variety of design choices when it comes to log and flame presentation, sizes of products, fronts and options,” she says, “but we strive to offer customers the best value. In addition, we back our products with industry-leading service and support. As a family-owned and operated company, we consider all of our dealers part of the Kozy family.”

Specific launches in the last couple of years include the Callaway Series – 40, 50, and 72; the Bellingham Series 44 and 52; and the Albany zero clearance wood-burning fireplace. Hussong Reasoner describes the Callaway series as a linear fireplace that allows customers to customize their fireplaces.

“There are over 3,000 combinations,” she says. “There are four different media options, three different burner media options, six different perimeter options, three different refractory options, and more.”

KOZY HEAT FIREPLACES Too often, dealers may amass a bevy of beautiful fireplaces, only to let them languish in a dark corner. It’s the kind of neglect that Heather Hussong Reasoner, marketing manager and cor-

MENDOTA HEARTH PRODUCTS – JOHNSON GAS APPLIANCE Mendota Hearth Products – Johnson Gas Appliance (Cedar Rapids, Iowa) has broadened its Landscape shape

PATIOANDHEARTHPRODUCTSREPORT.COM 19

product spotlight

H3 Gas Fireplace from Miles Industries

product line in recent years, launching the FV36 FullView traditional landscape fireplace in 2017 and its big sister, the FV42 FullView in 2018. The FV48 FullView joined the family this year, adding to a line and shape that harkens back to the traditional landscape of wood-burning fireplaces from decades gone by.

“The new FV48 presents a very versatile shape and size that can suit styles from midcentury modern to more traditional aesthetics,” says Ron Schinnerer, sales and marketing lead – North America. “Over the past year and a half, Mendota has had tremendous success introducing the landscape fireplace to a new generation of customers.”

Not to be limited by traditional aesthetics, Mendota designers also updated and enhanced the company’s line of Linear gas fireplaces, now offering five models that can be enhanced with optional LED Floor Light Kits to provide a dynamic look with flames or without. Power Vent compatibility adds additional installation flexibility.

Schinnerer agrees with his manufacturing colleagues around the country who urge dealers to “burn burn burn” in the showroom. “Customers gravitate to our fire and log packages in a showroom full of burning displays,” he says. “Because we deliberately craft each fire and flame pattern to suit the firebox, we want to make sure our key partners have all our fireplace shapes available for customers to see. This gives our stronger partners the ability to showcase our many log sets and options. We want to offer up new ideas and opportunities to create custom off-the-shelf fireplaces with our specialty retail partners.”

VALOR FIREPLACES In recent years, designers at Miles Industries Ltd. (North Vancouver, BC Canada) introduced an innovative V-Class burner, providing what officials call a fuller, more realistic fire, and burning embers that offer radiant heat and energy efficiency. Dealers familiar with Miles’ previous products can find the V-Class burner in the newer H3 fireplace; and updated in the G Insert Series—including G4 and G3.5.

“The V-Class burner also looks great in our Linear series and our LX multisided fireplaces,” says Paul

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Mendota Hearth’s FV48 Landscape with White Oak HD FV48 Landscape with White Oak HD Log Set, Black Panoramic Porcelain Reflective Liner and Antique Copper Narrow Grace Front

REGENCY FIREPLACE PRODUCTS Officials at Regency Fireplace Products (Delta, BC) have been busy this year, launching several fireplaces in the wood and gas categories. The Regency Grandview Series (G600 & G800) led the pack and is described

by Kyle Grant, director of marketing, as Regency’s most versatile gas fireplaces to date.

“The Grandview is Regency’s next generation of gas fireplaces designed Regency City Series San Francisco Bay to maximize choice, customization, 60 Large Modern and installation flexibility,” he says.

Gas Fireplace “It features unlimited clearances with Miles, director of sales and marketing, and president. optional Cool Wall System, allowing for flexible fin“With the new burner, of course, we’ve updated many ishing options and use of any material. With of our fire beds, and introduced a new log set— Grandview, customers can pick and choose what is Birch—which looks great with the V-Class burner.” most important to them—all with only one fireplace Known for its successful G Series of inserts, Miles chassis, simplifying ordering for dealers.” is not content to stand pat, instead updating all its The latest size in the Regency City Series Lineup is inserts with the new V-Class burner, including new the City 60, for almost any application—residential log sets and accessories. The other half of the business and commercial. The City Series 60 is available in a is zero clearance and free-standing fireplaces, adding one-sided linear (New York View) or three-sided Bay up to what Miles calls “a nicely diversified lineup (San Francisco Bay) that can be converted into a left aimed at renovation and new construction products.” or right two-sided corner fireplace.

In addition to the “burn burn” showroom admoGrant points out that an additional 3 inches of nition, Miles believes dealers too often neglect good height on the glass gives the fireplace an even greater lighting. “Dealers go to great efforts for beautiful disviewing area and a more refined flame picture. At plays and sometimes overlook lighting,” he muses.

60 inches, the City 60 lineup rounds out the sizing “But some spotlights can make a good display great, options for the City Series models—situated and poor lighting can reduce the impact of a great disbetween the medium 40-inch models and extraplay. Of course, online presence, coupled with trainlarge 72-inch models. ing staff on the floor is always important if you want Regency’s contemporary line of gas fireplaces conto stay current.” tinues to perform well year over year with improved Miles believes the biggest technological developsales. “One reason for this could be that our line of ment in fireplace design has been linear fireplaces, so contemporary gas fireplaces is vast and has several much so that they have “really changed the way we options in both the linear and square shapes,” Grant think about our living spaces.” No longer on their says. “Couple this with many faceplates and surround own, linear fireplaces are “often integrated with options and our contemporary line is highly versaentertainment systems, depending on technologies tile—well suited to a ranch or a penthouse.” such as our HeatShift system, to keep electronics safe Finally, Grant points to the inclusion of zero-clearand cool above the fireplace while enjoying the comance technologies like the Regency Cool Wall System forts of your home. Our HeatShift system has as fundamentally changing the way fireplaces can be opened up great new options for interior design.” installed, and in turn changing the designs that

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product spotlight

Montigo DelRay Square DRSQ38NI-2 shown with Birch Logset

Traditional 110 from Ortal USA

accompany them. “It’s really exciting seeing all the cool feature walls and materials that customers are using with the new zero-clearance systems,” he says.

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ICC-RSF Dan Bonar, vice president – residential products for RSF Wood-Burning Fireplaces and Renaissance Fireplaces (St. Jerome, Quebec) encourages patio and hearth dealers to think outside the “woodstove” box, mainly because some customers are unaware that fireplaces can heat their homes similar to wood stoves.

“Often in their minds, woodstove equals heat, and fireplace equals decoration,” says Bonar, who presides over the two brands, which are under the ICC Industrial Chimney Co. umbrella. “When customers say they are looking for wood stoves, the only thing you should assume is that they want to heat with wood. Make sure that fireplaces are part of the product offerings they see. When given the option, many customers love the idea of a mantel on which to put cherished photos and memories. That’s something they can’t get with a wood stove.”

RSF Wood-Burning Fireplaces and Renaissance Fireplaces is satisfying that demand of late with the Pearl 3600 Fireplace (RSF product), the Focus 3600 Fireplace (RSF product), and the Uptown 600 Fireplace (Renaissance product). The three units are appreciated best when sufficiently stoked for maximum visual appeal and feel. “Well maintained burn display units always make a significant impact,” Bonar says. “Make sure you’re lighting the fires often and changing out models that are not selling well. The space in your wall is valuable; it’s important to fill it with something that’s going to sell.”

Like many manufacturing colleagues, Bonar has seen a sharp increase in demand for fireplaces and all hearth products this year. The familiar limitations on travel have left some people with money to spend who are looking to make their homes a sanctuary for riding out the pandemic.

Particularly in Canada and the Northern states, socalled snow birds are not flying south for the winter,

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product spotlight

Napoleon’s Allure Phantom 60

but instead sprucing up their homes for winter. “As a result, virtually all of our customers are looking for more product,” Bonar says. “It’s a good situation to be in, but a stressful one. We’ve pulled out all the stops to build as much product as possible.”

In spite of the boost in sales and production, Bonar is concerned about the fate of the industry, particularly in light of what he views as onerous regulations.

“I am very optimistic about the new

products that are being built,” he says.

“They are incredibly clean-burning and efficient. Customers are more satisfied than ever. On the other hand, inconsistent and unsound regulation continues to be a major threat. It seems that every time a new regulation is passed, there is another regulation or ban not far behind. This affects both wood and gas products, and unless there is a major shift in government outlook, our industry is in trouble.”

NAPOLEON Officials at Napoleon (Barrie, Ontario, and Crittenden, Kentucky) have been focusing on the visual experience with the recent launches of their Full View fireplaces—Altitude X and Elevation X. The units are full view premium traditional fireplaces that allow homeowners to get the “full fire” experience.

According to Christine Hamlyn, hearth product manager, in late 2020 the company added to its formidable lineup with the Ascent Deep platform, a 42-inch traditional fireplace with added depth, enough room “to add heat management systems for reduced clearances to combustibles.”

“What makes us stand out is our deep product offering and our ability to offer heat management with our products,” Hamlyn explains. “Homeowners are looking for flexibility with their room layouts or have limited space, but still want the ambiance a fireplace provides. Our heat management systems can be added to almost every fireplace, and allows TVs, sound bars, and paintings—sensitive things that previously would have never been placed around fireplaces. Heat management is proving

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to be a critical component to home ownership these days, and we design our fireplaces with this in mind.”

Hamlyn has studied sales trends, noting lumber shortages, long lineups for DIY stores, and pool companies this summer reporting that sales were up exponentially. During the winter, many homeowners will turn their sights indoors and look to make improvements inside. In a time of uncertainty, Hamlyn believes those indoor design elements will skew toward a relaxing vibe.

“Not only will they be looking to improve their spaces, they will be looking to create a sense of calm and well-being,” she says. “That can be accomplished through a fireplace.

Many people associate a sense of family with being around a fire, and we anticipate that sales will not slow down over winter but actually accelerate. Depending on budgets and style, there are so many options to choose from, from a simple wall-hanging electric, to a full renovation or addition with a gas-burning fireplace with heat management. All will provide a sense of relief to the sometimes chaotic world outside.”

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product spotlight

Spartherm Arte U70 peninsular

SPARTHERM The latest offering from Spartherm, “The Fire Company” (Melle, Germany), is the Spartherm EPA 2020 range of fireplaces, stoves, and masonry inserts. The collection fulfills guidelines set out by the Environmental Protection Agency (EPA) to minimize emissions, all while maintaining what Markus Aumann, sales manager, describes as a versatile product range with multiple options.

The range is available with the following choices: straight face (single sided); see thru (double sided); left and right angle (corner sided – L shape); and three-sided units—available as bay window or peninsular. “The range has clean lines and a large fire-viewing glass and adjustable combustion air function,” Aumann says. “Going back a few years, the Spartherm 2015 range of large fireplaces have settled into the market very well, and the most popular units are most certainly the multiangled fireplaces.”

Dealers looking for the latest European flavor combined with exacting German engineering are embracing Spartherm’s functional appeal.

Aumann reports that style choices encompass 21 fireplace models that can be installed into contemporary, rustic, and European design settings.

“The settings depend totally on what a customer, designer, and architect have in mind,” Aumann says. “We have found that there is a large demand for modern and contemporary settings.

However, we have some mind-blowing installations in more rustic settings. It can be very interesting to merge the traditional and rustic setting with a con-

Twin Star Home’s CoolGlow fireplace, model number 42MM67211

temporary fireplace. Home designers and builders like the three-sided fireplaces the most.”

Aumann aims to encourage that creativity by creating fireplace inserts that can always be designed to fit in with the style of the house. “In the end, the only thing which always stays unchanged is the glass and the combustion chamber. Everything else is up to the designer.”

AMANTII Brian Richards, president and founder of Amantii (North Liberty, Iowa) knows the nuts and bolts of manufacturing, but he believes the core of his business is the ability to develop existing client relationships. He does this through a deep knowledge and understanding of those clients and their various businesses.

“We offer an impressive array of electric fireplaces, timeless in design and exceptional in quality,” Richards says. “Ranging from traditional to con-

26 PATIOANDHEARTHPRODUCTSREPORT.COM

temporary, our fireplaces cater to any style and setting to enhance the lifestyle. We introduced to the hearth industry the multi-sided electric fireplace, and building on that success, we have added to that category the threesided Tru View Deep, Tru View Slim, and Tru View Extra tall.”

Best-sellers in the Amantii family remain the Cast Iron Electric Freestand fireplace along with the Symmetry Series, including the newest Symmetry Bespoke and the Traditional series. While those models continue to do well, Richards says, “The best of the best for us will always be the Panorama Built-In series. We have been able to create a fireplace with no unsightly heat grills visible.

This truly allows for a complete and total clean face.

Panorama is often copied, but no one yet has been able to come close to the best that the Panorama unit offers.”

Employees feed off that sense of pride, and during this unusual year, the majority of staff members are working from home.

For fulfilment purposes, employees are working on-site to get orders out, and Richards has taken action to mitigate risk. “Also, to adapt our marketing to new conditions, we have focused on virtual meetings and product launches via Zoom appointments. We are open and focusing on new things to connect with our customers to meet their needs. We are trying to find our ‘new normal’ just like every other company.”

MONTIGO/CANADIAN HEATING PRODUCTS Recent product launches at Montigo/Canadian Heating Products (Langley, British Columbia) include the Mahana series, the Distinction series, and the DelRay series. According to Kosta Lazos, national sales director, two of the three offerings (Distinction and DelRay) have hit best-seller status, thanks largely to a “balanced place in the market between price and features” that also maintains a “high-end and

clean-face finished installation look.”

These high-end finishes are eyecatchers in retail showrooms, particularly among consumers who are looking for new ideas. With that in mind, Lazos tries to appeal to the higher-end of each line, including the competitive linear category. “We try and include as much value with add-on features that are already included in the manufacturing process, rather than added in the field,” he explains. “This is definitely something that is appreciated by our customer base.”

Even in the so-called rustic category, Montigo seeks out the smooth aesthetic. “We feel what resonates the most is clean finished looks,” Lazos says. “This applies to rustic, contemporary, etc. No matter what type of décor the customer has, we find that the most important aspect for the finished product is to have a very clean finish with no unsightly gaps.”

Lazos is “extremely bullish on sales” going into the winter season, and he sees part of that growth coming from home designers and builders who communicate with the company.

“We do this through direct contact in person,” he says, “and on Zoom at this time—and via magazine advertising, social media, and through our reps regionally.”

TWIN STAR HOME Twin Star Home (Delray Beach, Florida) has gained considerable traction with its Twin Star Home Media Mantel featuring ClassicFlame 3D Infrared Electric Fireplace and the CoolGlow Fan Feature. According to Lisa Cody, senior vice president, marketing, CoolGlow technology takes the ambiance of an electric fireplace to a new level. “We know consumers use their electric fireplaces year-round,” she adds. “The two-in-one heater and fan delivers year-round temperature control, with the warmth of an infrared quartz electric fireplace and cool breeze of an oscillating fan.”

As the fireplace season begins in earnest with the first chill of fall and winter, Cody reports that the season is off to a “very strong start and we are seeing nice momentum in the electric fireplace category.” She attributes the positive numbers to more people staying home.

“Finding ways to restore balance and peace is essential for consumers’ well-being,” Cody says. “Curling up

Base E

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product spotlight

and we will continue our efforts in education toward design professionals,” he adds. “We also continue to target the luxury homeowner who plays a key role in architect and designers specifying a fireplace.”

WOODBRIDGE FIREPLACE INC. Designers at Woodbridge Fireplace Inc. (Mississauga, Ontario) have worked diligently to roll out the company’s contemporary UV36, UV48, and UV48ST Vent-Free Gas Fireplaces. The massive DV36CV Direct Vent Gas Fireplace, and its outdoor brother, The Algonquin Fireplace, round out the latest offerings.

The DV36CV from Woodbridge Fireplace

with the family in front of an electric fireplace is the perfect solution. We also know consumers are spending more time in front of their televisions which has boosted the relevance and demand for electric fireplaces that are integrated into TV stands.”

Twin Star touts a 3D flame effect for realistic flames that dance on and behind the logs or crystals. There are five flame colors, five flame speeds, and five flame brightness levels. Infrared quartz offers what engineers call “healthier heat that does not take the humidity or oxygen out of the air. It produces a more enjoyable and comfortable heat, ideal for those suffering from allergies.”

ORTAL USA In early 2020, Ortal USA (Canoga Park, California, with fireplaces manufactured in Israel) introduced The Wilderness Collection, a fireplace line showcasing an ultra-realistic gas fireplace. Kevin Rantin, vice president of sales & marketing, reports that the collection features a patent-pending Firelog Technology that makes it possible to “enjoy the experience of a woodburning fire with a taller more realistic flame, but with all the innovations and options found in our other luxury gas fireplaces.”

Ortal USA officially launched six different Wilderness fireplaces with two different log burners with Wi-Fi included on each one. “We have more sizes and features in development which are coming soon,” Rantin says.

“In addition, we have launched the all new Heat Control System, available in two different options. Our new system allows you to move the heat outside or to another room. It’s perfect for warmer climates or the summer

The Symmetry XT

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months, allowing customers to enjoy the fireplace all year round.”

Ortal brought its linear look to the North American market more than a decade ago and they continue to see sustained growth in this category. “We also do very well with our Traditional fireplace line due to our great looking flame and our innovative cool wall technology,” Rantin adds. “All our fireplaces include our unique passive cool wall technology. Many competitors may replicate the linear look, but the heat that is felt on the wall really limits the design possibilities. Ortal’s Cool Wall Technology features nearly noiseless fans, which is a huge deciding factor for homeowners and professionals alike…Ortal also offers more than 100 different models and flexible venting solutions that provide nearly limitless design options.”

Rantin makes it a point to target design professionals, such as architects, interior designers, and design builders.

“Over the years, Ortal has become a vital resource in the fireplace industry,

28 PATIOANDHEARTHPRODUCTSREPORT.COM

Tony James, president and CFO for the last 17 years, has seen a sales boost for the entire line of outdoor and indoor/outdoor fireplaces, primarily “due to the growing interest in creating a backyard oasis for the family. With the recent COVID-19 pandemic, this [fireplace] category is in high demand.”

James notes that positive reaction to the latest offerings comes down to the basics. “Our products stand out because of the quality in their design and workmanship, as well as their dependability when installed,” James says. “They are constructed of heavy gauge materials and are easy to service.

We ship every fireplace with accessories installed at the factory.”

Choosing to home in on the entire demographic range, James’ team pursues all residential and commercial properties where gas fireplaces are part of the conversation. Entering the first winter season under the pandemic is not expected to change that approach, but it may serve to improve sales.

“Fireplace sales appear to be booming

due to people spending a lot of time at home,” James says. “The renovation project that they have been putting off is now a priority, and single-family home construction is growing…We believe there will be growth in the coming years.”

GLEN DIMPLEX AMERICAS The Faber line of fireplaces is relatively new to Glen Dimplex Americas (Cambridge, Ontario), and while it has done well, The Matrix is even more well known, thanks to a gas fireplace award at the Hearth Patio & Barbecue Expo.

“In keeping with the Dimplex philosophy of fireplace realism, it won the award for fireplace technology,” says Jim Bottrell, vice president, business development. “The Matrix and E Matrix are relatively new. We also have an Engage linear fireplace that is shortly coming to market and will round out the Faber lineup. That's a linear product. Then we have Nectar, which is our wood-burning part of our global family.”

Yet another offering is the N65, which is more of a contemporary style and meets the EPA 2020 standards. “It's a non-catalytic product,” Bottrell explains.

“So to meet that stringent standard in a non-catalytic is a real milestone. That launched recently.”

The Multi-fire SL is Dimplex’s newest and thinnest linear fireplace, specifically sized to fit inside of a 2x4 wall, “so the product is only 3 1/2 inches deep,” Bottrell says. “It still meets our high standards for fireplace realism, which is a Dimplex hallmark, and that’s the flame realism that people expect from us.”

Next on the busy product agenda is the IgniteXL Bold, and extension of the successful IgniteXL, Dimplex’s best-selling linear fireplace. “It is multi-sided and comes ready to install as a bayfront, a front-only, a left, a right-sided, or you can link multiple units together, which is exclusive to us,” Bottrell explains. “You can do very lengthy and grand installations, which lends very well to commercial spaces.

Because it's multi-sided, it's grand in length and depth and height. It's got impressive flames. Those will be offered in the early part of 2021.”

Circle Reader Service No. 29

hearth retailer

Home Sweet Hearth

Brent Littleton

Fireplace Concepts has contributed warmth and coziness to Kentucky homes for nearly two decades.

I

WRITTEN BY MAURA KELLER

PHOTOGRAPHY BY CREATIVE TREK BRANDING

n the heart of Lexington, Kentucky, you will find Fireplace Concepts, a long-standing hearth retailer that has met the needs of Kentuckians for nearly 20 years. Founded in 2002 by Thomas Williams, Fireplace Concepts has made a proverbial “name for itself” among consumers looking for hearth products.

After 12 years of working to “provide the highest quality service and fireplace solutions,” Williams welcomed Brent Littleton and Charlie Webb into the company. Together, the three busi-

Customers are attracted to the store’s cozy fireplace displays

30 PATIOANDHEARTHPRODUCTSREPORT.COM

ness partners excel at meeting the company’s mission of standing behind every product they offer.

In addition to priding themselves on being the best in town (thanks, in part, to offering a full onestop-shop experience), the Fireplace Concepts team works very hard at exceeding customers’ expectations at product selection, while also offering a full-service experience to maintaining customers’ hearth products for the long term. In addition to providing a full array of hearth products, Fireplace Concepts also provides exceptional

installation services—ranging from gas line installation to fireplace framing and installation.

As Littleton explains, initially Fireplace Concepts was primarily focused on new construction in central Kentucky. “But when Charlie Webb and I joined at copartners, we realized that together with Thomas Williams, we had a combined experience of over 60 years in the industry,” Littleton says. “We realized that it was time for us to combine our new construction accounts as well as open a retail showroom.”

By doing this, the business partners have created a “one-stop shop” for customers—offering one expansive location where they can get complete fireplace renovations, gas line work, and service on their existing gas fireplaces. “Fireplace Concepts vision has remained the same since 2002—hard work, ethics, safety, and always doing what’s right by the customer and treating our employees like family,” Littleton says.

Indeed, having the original vision of establishing a business that would help create fireplaces that consumers could only dream of, has been realized thanks to Fireplace Concepts’ entire team. In fact, this team has changed the Lexington and Central Kentucky hearth products and service marketplace.

In addition to installing fireplaces for the majority of homebuilders in the Lexington area, Fireplace Concepts also provides commercial fireplace solutions. The company’s staff of trained professionals install and service everything they sell within both commercial and residential environments.

Knowledgeable and well-prepared, the team helps bring consumers’ visions into reality.

With such a long history, the Fireplace Concepts’

Fireplace Concepts boasts a wide array of modern and traditional hearth designs

owners understand what sells and what doesn’t in today’s hearth industry. They understand and pay attention to the trends that surface each year.

“Our best-selling products are gas vent free and direct vent fireplaces,” Littleton says.

“We still install wood stoves and wood fireplaces as well but far less than we used to. Customers like the immediate function of hitting a remote on a gas fireplace. And we have seen an increase in electric fireplaces as well over the last couple years.”

In addition, during the last 20 years, the biggest thing for the Fireplace Concepts team is seeing consumers go from primarily wood fireplaces to the predominant use of gas fireplaces. According to Littleton, the evolution of gas fireplaces going to electronic igni-

From high-definition log sets to decorative rocks and fire glass, the options for illuminating a fireplace are wide-ranging

tion indoors—as well as outdoors—has led the way. “Being scared to light your fireplace has become a thing of the past,” Littleton says. “We have also seen a huge surge in linear fireplaces with folks loving the modern appeal of them.”

Currently, the company features a wealth of product offerings, including electric fireplaces from Heat & Glo, Dimplex, European Home, Empire Comfort Systems, and Monnesen Hearth Systems,

as well as a large array of gas fireplaces from the top manufacturers in the industry.

“Our sales staff are trained to help customers by first evaluating what the consumer fireplace needs are—whether it is for looks, heat, or in some crazy instances, no heat at all,” Littleton says. “We also let the consumer know how the process of installation works in both new construction or an existing home.

Finally, we find out a budget so we don’t show them a lot of unnecessary things, and focus and teach on what they’re looking for.”

In an effort to stay connected with customers and to excel in customer service, Fireplace Concepts offers a large amount of information on the company’s website (fireplaceconceptslex.com). From an industry-specific blog that addresses key consumer questions such as “What Fireplace Is Right For You” to an expansive explanation of their fireplace services, consumers can feel well-educated upon visiting the site.

This also helps streamline the selection process on the part of the consumer, and can help the Fireplace Concepts team and each customer work together in the fireplace selection and installation process.

PATIOANDHEARTHPRODUCTSREPORT.COM 31

hearth retailer Fireplace Concepts has been a popular hearth shop for Kentuckians for nearly 20 years

MARKETING SUCCESS Customer service. It’s often the “catch-22” of hearth retail businesses. If you do it right, you will thrive. If not, it can make you fail. And for many hearth businesses— both small and large—customer service can be a significant game changer in their quest for success. But for Fireplace Concepts, the company’s exceptional customer service has earned them accolades aplenty and helped establish the company’s longevity in the region.

“Since being around so long, we have built a huge

word of mouth following through a good reputation,” Littleton says. “As with most businesses, we spend money toward our website and social media. The biggest growth factor for us was doing television advertisements on the local news channels. We find that most folks still like to watch local news and has really branded us in Kentucky.”

In addition to social media and traditional media consumer outreach efforts, Littleton says the biggest thing that helps the company continue to grow is that

Circle Reader Service No. 32

32 PATIOANDHEARTHPRODUCTSREPORT.COM

all three partners are “working” partners who are very involved in all facets of the business.

“We still wait on customers, install fireplaces and gas lines,” Littleton says. “I think a lot of owners lose sight of that. You still need to keep an active up-front appearance—whether it’s being in the field with installers or answering the phone and helping customers in the showroom. By doing this, you are showing the customer that you care about them and you are showing your employees that you’re willing to get dirty and be ‘hands on.’”

Although the current pandemic continues to wreak havoc on many industries throughout the world, the hearth industry is experiencing a growth in consumer interest and spending. As Littleton points out, “with all the craziness in our world these days, folks are loving to stay home and enjoy what they have—whether it is a fireplace or an outdoor patio.” Littleton estimates that they will continue to see people upgrade their fireplaces and remodel their homes and buy new homes with hearth products.

“Our homes have become our safe place and a welcome getaway to escape social media and television,” Littleton says. “I think these factors will continue to drive innovation in our industry. All of our company partners agree the thing we like seeing most in our industry is the feeling a consumer gets from a warm fireplace. As our TV ads always say, ‘Home Is Where The Hearth Is.’”

Circle Reader Service No. 33

outdoor grilling

The showroom offers an extensive assortment of outdoor displays, including fully functional kitchens

BackyardGurus From product selection to design and building, this Texas retailer truly is a one-stop shop for everything outdoor.

WRITTEN BY KIMBERLY RODGERS PHOTOGRAPHY BY MATTHEW ROOD

The Houston-area retailer offers a broad selection to help customers create any outdoor living environment

34 PATIOANDHEARTHPRODUCTSREPORT.COM

H

ouston-area homeowners are fortunate to count Sam Hickey and his company, Creekstone Outdoor Living (Spring, Texas), as neighbors. This is because Hickey and his team have the ability to plan, design, and build any outdoor upgrade or feature a homeowner desires. This includes kitchens, pergolas, arbors, patio covers, cabanas, firepits, fireplaces, and lighting. Moreover, the company also builds pools and pool houses. And Creekstone, which has a complete retail showroom, sells all the outdoor products, appliances, and accessories to complete any outdoor room.

Quite simply, Creekstone Outdoor Living has the casual category covered, from high-end products to the complete design and build process. “We have developed the only truly one-stop-shop place in Houston where a customer can walk in and talk with a retail product specialist, designer, and builder all under one roof,” Hickey says. “Our product offerings and services allow us to create awesome outdoor living environments in a seamless process for the customer.”

Hickey graduated from Texas A&M University and spent seven years in production and custom home building in Houston, gaining valuable experience through positions as a construction superintendent, project manager, and

Ryan Squyres, outdoor living designer; Rick Koshnick, retail manager; and Sam Hickey, owner/president

division manager. A desire to be self-employed, instilled by growing up on a family farm, led him to start Creekstone Outdoor Living in 2009. Initially, he planned to build custom homes. He also began constructing outdoor kitchens and patio covers to pay the bills while he grew his homebuilding company.

However, as customer demand increased for outdoor kitchens, the picture became clearer to Hickey that Creekstone’s future was in the outdoor living segment rather than custom homebuilding. The opening of his retail store, in 2016, finalized the focus and he moved all his efforts to the outdoor living side of the design and build process. It also soon became apparent that he had an even larger opportunity to offer pool design and building along with other outdoor projects. “The last custom home we designed and built was closed in 2017, and we haven’t looked back.”

Today, patio covers and outdoor kitchens are the most popular projects with Creekstone Outdoor Living’s customer base. “They have mass appeal since everyone wants shade from our Texas heat, in addition to having a great place to grill and hang out with friends and family,” Hickey says. By dollar volume, kitchens continue to be the company’s largest category. Nonetheless, he adds, “Our pool division continues to grow and will most likely overtake that in 2021.”

Creekstone Outdoor Living’s 3,000-square-foot showroom features an incredible array of outdoor products, including fully functioning kitchens, covered spaces, appliances, and accessories to help customers visualize all the possibilities for their own homes. The

The Big Green Egg is prominently displayed along with a full line of EGGcessories

upscale look and feel of the showroom is accomplished through the use of ample amounts of natural stone, and a combination of reclaimed cedar accents and heavy cedar timbers. “We want to help create an atmosphere that shows the outdoor living lifestyle,” Hickey says.

Displays show what a customer can accomplish in their own backyard. This includes an open gabled patio cover that houses outdoor furniture and a full stone Isokern outdoor fireplace stocked with an RH Peterson log set and custom fireplace door. A working outdoor kitchen features a 42” Eagle One Grill and 30” Teppanyaki Griddle from Twin Eagles, and an ice machine and kegerator from Lynx. In addition, the

kitchen features multiple door and drawer options.

Another kitchen showcases a Fire Magic Diamond Echelon E790i grill (with viewing window) power burner, warming drawer, and matching storage/refrigeration options.

A Big Green Egg is prominently displayed under a roofed pergola along with a full line of EGGcessories.

And a separate wall of drop-in grills showcases other brands and options for the customer to consider. There are cooking demonstrations on the grills every Saturday.

Customers are invited to come into the store and try a taste of some new or different food they normally may not grill at home. During the ongoing pandemic, some customers elect to try the food and other people do not.

PATIOANDHEARTHPRODUCTSREPORT.COM 35

outdoor grilling A wall of drop-in grills showcases multiple brands and options for customers

Circle Reader Service No. 36

36 PATIOANDHEARTHPRODUCTSREPORT.COM

“We think demonstrating the grills along with the smells of fire, smoke, and cooked food create an ambiance that bring people to the store and allow them to understand the lifestyle we are promoting.”

Currently, grills from Fire Magic and Big Green Egg are the store’s biggest sellers but pellet grills from Yoder Smokers are on the rise. While Creekstone has only been a Yoder dealer for about a year, Hickey notes the brand has the potential to be a top seller very soon. “The pellet grill market has a big upside overall due to its ease-of-use. This allows consumers, who previously have not tried this method of outdoor cooking, to enjoy smoking and grilling.”

The pandemic has created different market opportunities, Hickey notes. Initially, he saw an increase in retail product sales, such as cart grills, the Big Green Egg, charcoal, and accessories, while people were quarantining at home. “As those sales have leveled off, the requests for pool projects have increased tremendously toward the end of the second quarter of last year.” This was followed by an equally robust surge in outdoor kitchen builds in the third and fourth quarter, he adds.

Creekstone has developed a design and build process to make it as easy and seamless as possible for its clients. An initial consultation assists the team to find out the customer’s wishes and requirements for an outdoor space. An assessment of specific conditions of the site is also done.

“Two of our designers have architecture degrees, which allows us the expertise to help guide a customer’s vision,” Hickey says. This information is incorporated to prepare a fully customized 3D rendering along with a detailed estimate. Customers are then invited into the retail showroom to discuss the details of the plan, including all the product offerings. The 3D design can be viewed in virtual reality using Oculus Rift S goggles.

About three years ago, 100% of marketing was moved online, including various social media platforms. Hickey did see some value in print and radio advertising, but felt the majority of his customer base was going online. “Internet marketing allows us the flexibility to hit different market segments—retail, design/build, pools, patios, and outdoor kitchens, compared to print.”

The bulk of advertising and social media management is outsourced but is supplemented with self-generated content. “All of our employees have a passion and desire for grilling and the outdoor living lifestyle, so we do our best to show that,” Hickey says. More videos have been incorporated into the marketing mix, as well.

These are either professionally produced and posted to YouTube or a quick live video on a social media platform. “The videos help our customers get to know us before they even come into the store,” he adds.

Creekstone’s customer service philosophy may be cliché, Hickey comments, but it’s one that is tried and true. “Always treat the customer the way you want to be treated.” The entire team does its best to make everyone feel welcome and help them make the choices that will work best for their family. “We are excited about the foundation we have laid to continue growing in the hearth, patio, grill, and outdoor living industry.”

Circle Reader Service No. 37

showroom showcase

Eye-catching displays make Apollo Awardwinning Gasper Home & Garden a true retail wonderland.

BY SHARON SANDERS PHOTOGRAPHY BY STEPHEN CONROY Inspiration abounds at Gasper Home & Garden

Beautiful Sight

38 PATIOANDHEARTHPRODUCTSREPORT.COM

Owners Bob Gasper and Paula Gasper, Outdoor Furniture Manager Eli Hymer, Greenhouse Manager Dana Gasper, Landscape Sales Designer Robert Gasper

CHRISTINA REEVES

I

nspiration is around every corner at Gasper Home & Garden in Richboro, Pennsylvania. The dynamic landscape, garden, and outdoor living retailer was named the winner of a 2020 Apollo Award for its passionate commitment to bringing customers the service, products, and design perspective they crave. Its newly reimagined furniture gallery has become the centerpiece that connects all its offerings together—from landscaping to garden and outdoor décor—giving people everything they could ever need to create the outdoor spaces of their dreams.

Robert Gasper first opened the business in 1988 as a one-man operation. As patios evolved into elaborate, comfortable outdoor extensions of indoor living spaces, Gasper has grown right along with the movement—becoming a full-service landscape design and build firm with nearly 200 employees that include sales

Unique architecture adds to the charm of Gasper Home & Garden

designers, landscape designers, exterior furniture experts, seasoned craftsmen, carpenters, masons, and horticulturists. Serving Bucks and Montgomery counties and central New Jersey, Gasper handles all aspects of any outdoor project.

“The Gasper brand stands for high-quality products, superior customer service, and remarkable customer experiences that create loyalty and trust,” says David Beagin, marketing director. “It is the result of years of careful listening and good communication with customers, combined with creativity, quality workmanship and materials, and years of design expertise.”

A NEW EVOLUTION Gasper recently took the next step in its brand evolution by boosting the presence of its outdoor furniture department. “Our main business is landscape design, so creating beautiful outdoor spaces is what we do best,” Beagin says.

“Furniture is the finishing touch that completes a space, so it makes sense for our customers to buy it from us instead of going somewhere else.”

To orchestrate the transformation, Gasper brought in Eli Hymer, a veteran of the casual furniture business for over 30 years. Hymer is known and respected in the industry for his keen design sense and marketing expertise—and unbridled enthusiasm. His vision for the new Gasper Exterior Furnishings Gallery has unfolded over the past two years with much success, changing the face of the entire business in the process. “In the past, people would call in to inquire if we sold patio furniture, now they stop in

The new Gasper Exterior Furnishings Gallery

specifically because of our furniture. It has been exciting to see and be a part of the change.”

The impressive gallery features high-end offerings from over 20 outdoor living manufacturers (up from just four), hand-picked by Hymer, including luxury outdoor furniture, fire features, shade, premium accessories, and home décor. The 6-acre outdoor grounds serve as an open-air showcase featuring vignettes staged by Hymer and his team of exterior

designers—and each one tells a story.

“The way Eli pulls together a vignette is unlike anything I’ve seen—he knows how to create a mood. The way he combines colors, textures, and even how he positions furniture, makes each mini setting come to life.” Vignettes are strategically placed at the entrance of Gasper and throughout the grounds leading to the gallery. “It entices shoppers to make their way to the showroom where the sales team can show them all that Gasper has to offer.”

SERVICE AND STRATEGY Hymer and his seasoned design/sales team are laser-focused on personal service. They worked together in the industry for many years prior to coming to Gasper, and pride themselves in being able to uncover a customer’s preferences from a simple conversation. “Every person has a style, but they sometimes struggle putting it into words.

The team helps people discover their individual style so they can

PATIOANDHEARTHPRODUCTSREPORT.COM 39

showroom showcase choose exactly the right products,” Beagin adds.

As a takeaway, customers are given informational pamphlets that touch on furniture-related topics including how to select the right outdoor furniture and how to take care of outdoor furniture.

Gasper frequently uses content marketing, like the pamphlets, to position itself as an expert in the industry. “It puts us top of mind when customers are making a final decision. It also shows that we care because we are helping them navigate choices.”

Gasper has created an overall marketing strategy that is rooted in its desire to set high standards for the brand. The marketing team has made a conscious decision not to measure itself against local competitors but has instead raised the bar much higher.

“When we discuss how we want the brand to be perceived, we look to national brands like Frontgate and Ballard Designs because they are viable alternatives for our customers. We naturally think of them as our main competition. What sets us apart and gives

Client home patio setting designed and constructed by Gasper

us an advantage is that we can offer an ongoing personal relationship that online national brands cannot.”

Another aspect that sets the store apart is the Gasper Furniture Book, which has become the most effective marketing tool for the steadily expanding furniture business. The glossy, fullcolor publication (designed in-house by the marketing department) is already a customer favorite.

Each edition is filled with engaging photos of every furniture brand Gasper offers along with design ideas, a feature dedicated to a specific furniture design for a client, and pages of other useful information. It features an “Ask Eli” column that answers clients’ furniturerelated questions, as well as includes a list of upcoming Gasper events and sales. The book includes QR codes that readers can scan to instantly see a video of the showroom or check out a clip from the store’s designer tip series.

There is even an instant link to a furniture blog post where customers can dive into more information on a topic.

The book is mailed to nearly

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Outdoor room built and furnished by Gasper

200,000 homes each February, and copies are available year-round in the showroom. It has gained a strong following of people who look forward to receiving it every year. The 2021 edition

will double in size from 24 to 48 pages to feature more furniture collections. “It has been a bigger hit than we could have ever imagined. Customers come to our showroom, with their copy of the book

in hand, to inquire about the items they saw inside.” Gasper produces at least six other publications each year and the Exterior Furnishings Gallery is featured in each of them.

For 2021, the biggest opportunity for Gasper Home & Garden will be the movement toward staycations. The uncertainty of the pandemic is causing people to look at everyday life differently and find contentment in the simple things. “Eating out now means preparing a meal in an outdoor kitchen and then sitting down at a Lloyd Flanders dining set to enjoy the meal. Afterward, it’s easy to retreat to a colorful set of Breezesta Adirondack chairs gathered around the Gasper-built firepit for s’mores and conversation,” Beagin says.

Plans are already in place to further expand the square footage of the gallery showroom to make space for more merchandise displays. Gasper has also started to promote the Exterior Furnishings Gallery online as one of its four major divisions—alongside Landscape Design, DIY Hardscape, and the Garden shop.

“The gallery has exceeded our expectations in every way,” Beagin adds. “The strong focus on outdoor furniture has helped Gasper tap into the deeper potential of its business—and I think it has only just begun.”

Circle Reader Service No. 41

PATIOANDHEARTHPRODUCTSREPORT.COM 41

as i see it

Catalina deep seating

Copenhagen deep seating

f lexappeal

Patio Renaissance embraces a winning strategy by responding swiftly to customers’ fluctuating needs during the pandemic. BY SHARON SANDERS Patio Renaissance (Rancho Cucamonga,

California) is prepared to take good care of its customers, no matter what is thrown its way. This modest, yet mighty furniture manufacturer is on the path to a strong 2021. Patio & Hearth Products Report spoke with Mark Gorr, vice president of U.S. operations, to see how the company has fared through the pandemic and how it plans to move forward alongside its dealers to navigate the ever-fluctuating retail challenges.

How has Patio Renaissance weathered the 2020 pandemic?

Gorr: Fortunately, it was never necessary to shut down our manufacturing. We were always making product. Our factories worked with a skeleton crew to keep everyone socially distanced, and staff was reduced to work every other day—but everything ran as usual. We were in a good position to help dealers because there was plenty of inventory in our two warehouses in California and North Carolina that was available to ship immediately when retail stores opened back up.

Consumer demand went through the roof, so instock product turned out to be a crucial way for us to support our dealers. We sew our pillows in-house, so we have been able to fill special orders as well.

Communication with dealers was, and is, key going into 2021. As a supplement to our container programs, we’ll make our Quick Ship Program a priority by keeping our warehouses stocked with top-selling items throughout the year.

42 PATIOANDHEARTHPRODUCTSREPORT.COM

Are there any positives that have come about as a result of the pandemic?

Gorr: I think it has given dealers the chance to see that we are flexible and nimKey Largo ble, which is the advantage of being a smallchat er company. For larger companies, making changes is like turning around an aircraft carrier. However, we are like a PT boat because we What products do you anticipate doing can shift course quickly due to the simplicity of well aside from your new offerings? our business model.

Gorr: Our woven groups are among our top sellers and we anticipate that they will continue to perform How did you approach product introducwell. Our popular Catalina collection has a classic tions for 2021? look that has been in our line for over 10 years. It Gorr: Since there was no premarket or market, we features low back and high back options for comfort had to get creative—and personal. First of all, we in any situation. Copenhagen has an aluminum decided to delay the launch of our new seating colwood frame with a woven seat to add texture. lections, and instead introduced a number of line Over the past few years, extruded aluminum extensions and new table groups. So that dealers deep seating and dining have made a huge comecould see and touch the new products, our sales back. We’ve seen an opportunity to capture more reps embarked on an old-school road show in our floor space at the retail level, so we added more alufive biggest markets: Texas, Oklahoma, California, minum collections to our line including Seattle, Florida, and the upper Midwest. It turned out to Aspen, and Key Largo. Seattle and Aspen feature be a fun and effective way to customize the buying our aluminum wood finishes that are right on trend experience for our Prestige and Patio Renaissance with today’s modern looks. Key Largo also has a offerings. Every dealer who took part in the road classic silhouette with a very strong price point to show bought into the program—there was nearly appeal to a wide audience.

100% participation.

In the end, because we are a small company, we How popular are modular designs? were able to quickly shift our strategy so we could Gorr: Modular furniture has been a profitable categive our dealers fresh product to sell for the coming gory for us and for the industry. Its popularity lies in year. It showed them that we will do what it takes to the fact that it gives people the ability to flex up or continued on page 45 get them product that they need.

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Circle Reader Service No. 43

product innovation

Lasting Legacy A family’s enduring passion for the hearth and grill industry spans almost a century.

BY MAURA KELLER

Nick Bauer and Arlo in front of a DVCT40 fireplace

There is something to be said for a company that has been

in business for nearly 90 years. In addition to the simple awe-inspiring longevity of a company, the tenacity and determination to succeed in the ever-evolving hearth industry is simply profound. Enter Empire Comfort Systems—a leading-edge Illinois-based manufacturer of hearths and grills that has been in business since 1932.

“Empire was founded by my great-grandfather and has been in our family ever since,” says Nick Bauer, president. “We were originally founded as Empire Stove Company, and we sold gas stoves back in the 1930s when gas was still pretty new in home heating. Most of the common heating in those days were coal stoves, which were very dirty to operate.” Today, the family tradition continues with members of the family’s fourth generation—Nick Bauer and Jane Bauer—at the helm of this continuously family-operated business.

As Bauer explains, the longstanding vision of the company has always been focused on residential zone heating, and Empire has been manufacturing units that accomplish this vision for the last 88 years—from gas stoves in the 1930s and gas floor furnaces in the 1950s to vented and vent-free gas space heaters over the last 40 years. In addition, the company has been manufacturing hearth products over the last 30 years.

“We can never predict where the future will take us, but we do everything we can to stay ahead of the curve when it comes to new product development and market changes,” Bauer says.

Thanks in part to such a successful history, Empire has embraced innovation at every turn, modifying its product lineup as technology and consumer interests war-

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rant. Today, the company sells a wide range of products, from gas logs and to Broilmaster gas grills to wood stoves and fireplaces.

The company offers three distinct gas fireplace options—American Hearth, White Mountain Hearth, and Plaza—all of which combine state-ofthe-technology with different aesthetics.

Plaza is the company’s most recent innovation introduction to the gas fireplace industry, and its unique attributes allow any finishing material to be brought right up to the opening of the fire-

Primo XL Ceramic Grill

Gateway 2300 wood stove

place without the need for noncombustible material or framing.

“We are probably best known for our slope burner gas logs, but the best brand recognition belongs to our Primo Ceramic grills,” Bauer says. Indeed, the key product features from Primo Ceramic Grills is the patented oval shape, which allows for true two-zone cooking, and it is the only ceramic grill made in the USA. Available in a multitude of sizes for charcoal grilling, Primo also is available in an X-Large gas option, which utilizes the grill’s unique ceramic shell to retain more heat while preserving the natural moisture and oils of food. And thanks to its extra-large size, consumers are drawn to this gas grill because it can prepare food for a crowd.

“While Primo may not have the brand recognition yet as some other brands, trust us, that will be changing,” Bauer says. “We have noticed since the COVID pandemic began, more people are looking to support American-made products and we are the only ceramic one—the rest come from China or Mexico.”

To further meet consumer interest, the Empire team plans to introduce a wide range of accessories and upgrades to the Primo brand in 2021, including a new chimney cap, a new hinge, and accessories like oval drip pans, rotisserie, and a pizza oven. “It is a really exciting time for Primo,” Bauer says.

Historically, Empire Comfort Systems has been stronger in the tradeto-trade marketing and has not been as focused on consumer-based marketing.

With the addition of Primo, it has allowed the company to totally reimagine the marketing of its innovative products and hearth solutions.

As such, Empire has launched a

consumer-based marketing plan for Primo and Broilmaster, which includes updated consumer-friendly websites, online influencer partnerships, social media, and podcast advertisements—all in an effort to try to get Empire’s brand names out in front of as many consumers as possible.

“We operate Empire under two main philosophies—one is our family business doing business with other family businesses, and the second is our North American-based manufacturing,” Bauer says. “We sell the vast majority to other family businesses. We do not sell to the publicly traded national homebuilders or to ‘big box’ retail accounts. We like doing business with other family-held companies and have had some customers for multiple generations—for example, where my grandfather sold to their grandfather.”

PARTNERS IN PROGRESS The Empire team has established itself as a partner with dealers and their subsequent customers. As such, the company has paid close attention to industry

as i see it

staycations and not spending money on traveling, they have seen a drastic increase in the demand for their products. “I do not see this as a trend that will go away anytime soon, and I think this will continue over the next several years.”

What’s more, 2021 is shaping up to be another growth year for the Empire Group.

“We expect it to be another really strong grill year and all the trends on the hearth side from this fall are also pointing to another strong new construction and remodel year,” Bauer says.

“COVID has been a challenge for sure—from figuring out how to keep people safe while working, to dealing with the various government programs that were out there, some of which helped us, some of which hurt us.

Thankfully, we are in an industry that is being benefited from sheltering in place, and we are very thankful for that. Our hearts go out to everyone who has been negatively affected by the global pandemic.”

Boulevard linear direct vent fireplace 72-inch (DVLL72)

trends and consumer interests to “be the first” to manufacture many of the innovations that the industry embraces today. For example, Empire was the first company to market vent-free heaters equipped with an Oxygen Depletion Sensor, which is now standard on all vent-free products in the U.S. And to meet the efficiency requirements of today’s environmentally conscious consumer base, in the 1980s the company became the first to market a gas-fired heater that achieved 80-percent efficiency. The company’s technology continued to improve with the introduction of the first vented gas fireplace to achieve 90 percent efficiency in 2006.

To stake its claim in the gas grill market, the company purchased the rights to Broilmaster Premium Grills in 2002 and has created new grills to

Birch log set

expand the appeal of the Broilmaster brand, including infrared models and slow cookers. In 2013, Empire introduced the Independence, a charcoal grill backed by Broilmaster’s legendary durability.

LOOKING AHEAD Bauer notes that the future is very bright for the fireplace and grill industries. Empire’s products are used mostly in residential homes, and with people working from home more, taking

continued from page 42

down depending on the size and configuration of their space, which is why we offer modular in most of our collections at this point. It has been so popular that we’ve found that if we don’t have a modular option in a collection, people will ask for it.

Are chat sets and fire features still going strong?

Gorr: Yes, chat sets with fire features are one of the fastest growing categories because they are ideal for socializing. Anything motion—swivel gliders, rockers—are the optimal item to pair with a fire pit or fire table. Patio Renaissance now offers motion pieces in all of its collections.

We also have a wide selection of low profile fire pits that has grown over the past few years. They have premium scratch-resistant faux concrete and faux wood finishes with Teflon beads baked into the powder coating—not just a surface coat. It is one of the features that has really accelerated our fire program.

What is Patio Renaissance doing to enhance business opportunities for its dealers?

Gorr: We are always looking for ways to help our dealers enhance and identify new business. A recent opportunity is the unexpected demand for outdoor cafe seating. As a result of the pandemic, restaurants need furniture right away so they can serve customers outdoors to keep seating socially distanced. Our stack-

Aspen chat

able furniture is ideal for this application, so we have created an on-demand stacking program that is warehoused specifically to fill this need. Stackable furniture is also the perfect solution for dealers looking for something that appeals to the multi-housing market (condos and apartments).

How can retailers and manufacturers best support each other to achieve success in 2021?

Gorr: Our priority is to make sure dealers have product when they want it. For our planning purposes, if they need product to ship quickly, we need forecasts as far out as possible. We can help dealers with readily available inventory if we can get a good idea of what they think they will need. We can better support them with immediate inventory by getting early buys in and planning for the rest of the season that can be adjusted, if needed, on the backside.

What do you think the future holds for the outdoor living industry?

Gorr: I think COVID-19 has created another 9/11

event for our industry. If you listen to what the airline and cruise ship industries are predicting, there probably won’t be a recovery for about 2-3 years.

The fact that people will still be apprehensive to travel means that the huge acceleration on home remodels (indoors and outdoors) will continue for a while. Patio Renaissance looks forward to being a part of this and being there to support our loyal customers.

Have recent events made you a stronger company?

Gorr: As a small company, one always has to be creative and think a couple steps ahead. I think this was one of those things that created an opportunity for us to get our dealers in a good position as they needed it.

We already have a jump on the first quarter because there is already so much business in the pipeline. We expect to see double digit growth in 2021—it’s going to be a good year.

PATIOANDHEARTHPRODUCTSREPORT.COM 45

corporate profile

Bullish Future

Frank Mellow

Bull Outdoor Products, which saw a sales surge during the pandemic, charges toward an amazing 2021. BY SHARON SANDERS

Steer Grill with El Mundo Outdoor Kitchen

Bull Outdoor Products (Lodi, California) is

reporting sales that are through the roof, and 2021 is already showing signs of another record year. This forward-looking company refused to slow down during COVID-19 and is taking the time to strengthen and refocus its products and marketing efforts. “We are moving forward at lightning speed and making sure our dealers and distributors have what they need to succeed,” says Frank Mello, vice president of sales and marketing.

Over the past 11 months, Bull has learned to look at everything as an opportunity. When the pandemic caused the country to come to a screeching halt last March, Bull clicked into training mode. The marketing department created Bull University for all its sales reps and distributors—and immediately started Zoom training meetings. “Everyone was sitting around waiting to start working again, so the timing was perfect,” Mello says.

The 10-module video training series was presented to the company’s biggest distributor, two modules per week for five weeks. “I believe it is one of the things that helped us when we came out of the shutdown. It kept our reps and distributors thinking about our products, so they were able to hit the ground running when specialty retailers started

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doing business again.”

During the shutdown, the company was only required to halt production intermittently in some of its manufacturing facilities because it supports essential businesses, including hardware stores and home centers. After specialty retailers opened back up last May, demand for products took off, and Bull saw record increases exceeding 30%. Its biggest challenge has been keeping products in stock. “Thanks to good communication with dealers and distributors, we managed to do better than most other manufacturers coping with the unexpected demand,” Mello says. “We’ve put some programs in place this year to support what I think is going to be an outdoor living bonanza.”

For 2021, Bull is focused on rounding out its range of outdoor kitchen products, which has been big business over the past few years. “While we are known foremost for our sturdy, feature-rich grills, people have fallen in love with our outdoor barbecue kitchens because they pull everything together to create the ultimate cooking and entertaining centers.”

One of its new offerings is an outdoor-rated double drawer refrigerator. Designed with input from a professional chef, it is aimed at customers wanting a functional and efficient outdoor kitchen. “It sounds

like a small thing, but it’s not,” Mello says. “By having two drawers, you can separate items in a refrigerator, which means you can keep food in one drawer and drinks in another. It’s a game changer.”

Bull is also introducing its first ice maker. The 15” commercial-rated outdoor ice maker can generate 62 pounds of ice in 24 hours, which is convenient for large families and entertaining. “The fact that the ice maker is 15 inches means it’s small enough that it doesn’t overpower an outdoor kitchen, but it’s still powerful enough to produce plenty of ice, and all of the unused ice is automatically recycled into fresh, clear cubes.

For 2021, Bull also debuted its versatile Pro highpowered side burner that produces an impressive 25,000 BTU (compared to a typical side burner at 15,000 BTU). Its high temperatures easily get a pot of liquid boiling in minutes, and it has a convenient pullout in the center that accommodates a wok. “The fact that it is single burner means it takes up very little counter space. At $599 retail, it’s a great value.”

Bull is constantly looking for new materials to make its kitchens look better and be easier to deliver and install. “Right now, we are working on a kitchen island that can be delivered to a home curbside, and the customer can easily unpack and install it themselves. This is a trend that was already happening in the industry, but the pandemic has sped up the momentum.”

While Bull is preparing production for a busy selling season, it’s also putting all the pieces into place to support its dealers and distributors in their sales efforts. Early last year, Bull’s marketing department (headed by Wade Fortin, marketing manager) worked closely with an outside consultant to determine the most effective ways to fine tune the company’s communications and marketing.

One of the big takeaways was the importance of having a strong website. “A survey done by HPBA revealed that 67% of people looking for a high-end grill will do research online before making a purchase. It is such a big investment that they want to go to be certain of what they’re getting before heading to a dealer,” Mello says, adding that it’s equally important for dealers to have strong websites as well. continued on page 49

Circle Reader Service No. 47

my turn

Making theGrade

This Canadian manufacturer offers a portfolio of products meeting EPA’s new requirements for wood stoves, inserts, fireplaces, and chimneys.

BY KIMBERLY RODGERS

few years have been quite intense in terms of R&D. “We had no choice if we wanted to be ready before EPA’s May 2020 Step 2 deadline.” SBI successfully developed a complete portfolio of products, including stoves, inserts, and zero-clearance fireplaces which all meet the requirements. “In 2021, we will launch a small wood stove—currently missing from our product lineup.” A small wood insert is also under development.

A brand slightly less known to U.S. hearth dealers is Caddy by PSG—a line of warm air furnaces.

Cantin reports the company has dedicated a very intense R&D effort to the line over the last two years.

As a result, PSG is one of only three manufacturers that offers a Step 2 certified wood furnace. The new PSG Caddy Advanced wood furnace will be launched in early 2021. “It is an incredible product,” Cantin says. “The Caddy Advanced is an intelligent furnace that uses an algorithm to help monitor combustion and correct operator errors.” This technology, he notes, enables the unit to burn extremely clean and obtain excellent efficiency numbers.

“I believe our Caddy Advanced will quickly become the leading product in the warm air furnace

Valcourt L48 linear gas fireplace

The last two decades have been tremendous years of growth for SBI-Stove Builder International Inc. (Saint-Augustin, Quebec). Brothers MarcAntoine Cantin and Jean-Francois Cantin purchased SBI in 1999 and over the years have pursued an aggressive development approach to propel SBI’s growth and secure its presence as a premier manufacturer of wood- and pellet-burning stoves, inserts, fireplaces, and furnaces.

Specialty hearth retailers have come to rely on SBI and several of its brands, including Osburn, Enerzone, and Valcourt, to offer consumers some of the most efficient and high-end residential wood-burning products available today. “All are very popular with our dealer base and are brands that are truly driving our sales,” says Marc-Antoine Cantin, president.

A pioneer in wood-burning technology and established in the late 1970s, Osburn is SBI’s top-selling brand. SBI purchased Osburn’s assets in 2002, catapulting it into the specialty hearth retail market.

Enerzone is also an important line for the company, originally developed in partnership with United Buyers Group. Since 2019, Enerzone is no longer exclusively sold to UBG members. Sales were up significantly in 2020.

Valcourt, which offers wood and gas fireplaces, is

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exclusively focused on zero-clearance fireplaces.

“In wood heating, Valcourt has one of the largest selections of high efficiency, EPA-certified fireplaces. Valcourt was also the first company to develop a decorative, guillotine-door style wood fireplace, which became its flagship product after it was launched in 2005.”

It’s important to note that Valcourt high-efficiency wood fireplaces meet EPA’s Step 2 requirements issued by EPA in 2015. The Enerzone requirements mandate Solution 3.5 wood stove all new residential wood and pellet stoves and inserts, hydronic heaters, and forced-air furnaces meet new performance standards by May 15, 2020.

Furthermore, many new products are currently under development. In fact, Cantin explains, the last

specialty market,” he adds. Priced below $5,000, Cantin notes that the furnace will offer a good value to homeowners compared to other products that are more expensive and do not have a glass door—or

the level of sophistication in combustion monitoring.

CREATING SYNERGY In 2017, the Empire Comfort Group, parent company of Empire Comfort Systems (Belleville, Illinois) purchased a majority ownership of SBI, which has remained a separate legal entity. SBI is accountable to a board of directors composed of SBI executives, Empire executives, as well as independent business leaders. “The acquisition has turned out to be extraordinarily good, most notably in terms of the alignment of the business interests of both companies,” Cantin says.

The acquisition created several synergies. Foremost, SBI has been able to tap into the benefits of Empire’s U.S. sales network. While SBI already had good sales agents in the U.S. prior to the acquisition, it did not have “boots on the ground” in certain areas of the country, Cantin notes. “We hired many of Empire’s sales agents in territories where we were lacking coverage, and they have done a great job for us. We consider them now part of the SBI family.”

SBI was able to help Empire enter the wood market successfully by manufacturing a full line of wood hearth products for the company. In turn, Empire assisted SBI’s re-entry into the gas market in Canada by supplying SBI with its valuable IP (intermittent pilot) knowledge. Although SBI does have a history in gas, it stopped manufacturing in the market in 2010.

In 2020, SBI has already expanded into gas through its launch of four new gas fireplaces in its Valcourt line. “We are very satisfied with the quality

corporate profile

of products. It was a great partnership with Empire’s team who helped us throughout the process,” Cantin says. “I was particularly proud of how quickly our team learned the gas side of the business.”

Empire and SBI are each resolute in continuing to manufacture products in North America. “Both businesses wake up challenging ourselves the same way by asking: How can we make the best products, right here in North America, and in the most efficient manner?” Cantin says. “The hearth industry is a competitive arena, and we know that if we want to continue to create good jobs—for the long term— we need to be exceptional business operators.”

QUALITY, DESIGN, AND SERVICE In the extremely competitive and highly regulatory hearth manufacturing industry, Cantin believes SBI’s quality and product design sets it apart. In addition, the company’s customer service goes beyond its dealers and distributors. “Our service extends to the final user of our products. Consumers today are impatient and have high expectations.” Therefore, if SBI or any of its brands receives an email from a consumer, it is answered within 24 hours. “Beyond that, it is unacceptable.”

From the beginning, quality and service have been in the company’s DNA, Cantin notes. While SBI has always focused on the mechanical design of products, the company began placing a greater eye on the aesthetic side. “People like beautiful, and over the last decade, we placed more of an emphasis on product design,” Cantin says. “Even though it may be just a wood stove in the

basement, people want a beautiful wood stove.”

The strength of SBI’s employees may be the biggest factor in its ability to offer customers exceptional quality, design, and service. Highly competitive and capital intensive, the hearth business is not an easy one, Cantin observes. “I am very proud of how we have been able to create a culture of operational excellence while maintaining an exceptional work environment.”

Cantin notes that the company can’t get away with being average, so it consistently invests in new technology to meet environmental regulations and to maintain a competitive edge. “Therefore, we must be rigorous in the way we manage. Yet, our employees feel like they are part of a greater family.”

He remains positive for the future health of the wood hearth industry. These products provide necessary heat in the case of power failure while also creating a feeling of ambiance and coziness. “They are an important asset for any home,” Cantin says.

“For many people, especially those living in rural areas, wood is the most efficient and economical way to heat a house.”

Hearth retailers across North America can continue to rely on SBI and its family of brands, now and in the future. U.S. customers are served from the company’s warehouse in South Bend, Indiana, while Canadian clients receive shipments from Quebec.

“Our philosophy has always been to maintain a close relationship with our customers and be there for them when they need us.”

continued from page 46

“The dealers that have been the most successful with us are the ones who have an online presence. We have made a commitment this year to help our dealers with their websites so people can easily find what they need as far as Bull is concerned—whether it’s information, photos or navigation.”

The company is also investing more resources and money into its digital marketing efforts that are designed to target and push online consumers directly to their local brick and mortar stores.

For dealers who are interested in ready-to-use marketing solutions, Bull has created templates for social media campaigns and email campaigns that require only a quick training to use. “We have basically put together a comprehensive marketing toolbox dealers can use to promote our products to their customers,” Mello says.

“We are more than happy to help them with any of

their Bull marketing efforts—they just need to link up with their sales reps.”

One of the biggest challenges and opportunities facing the company going into 2021 is having stock available for dealers when they need it. “We just have to continue to communicate with our dealers, distributors, our factories, and our company internally to make sure we are doing the best we can.”

Starting this year, Bull has launched its new dealer portal that is designed to give dealers more insight into what’s

Angus Grill and ODK Outdoor Kitchen

ReliaBull technology improves grill heat distribution by 250% for more even grilling

happening with product supply. It is very easy to use. They can go into the portal and place orders, check stock status, look at their pricing or build an order to see what it is going to cost. It also lists the product specials that Bull is running each month so dealers can take advantage of them. “The portal is an operational and customer support tool that will allow us to be more efficient in our business and make life easier for our dealers.”

Moving forward, Bull Outdoor Products plans to continue innovating, building, and delivering outdoor grill products that consumers are proud to use in their outdoor spaces. “I started with the company 14 years ago, and we are many times larger today than we were back then. I think it is a testimony to our understanding of where our dealers, distributors, and customers want to be with products and how a company should take care of them.”

PATIOANDHEARTHPRODUCTSREPORT.COM 49

insight • Kalamazoo Outdoor Gourmet

Kalamazoo Outdoor Gourmet Gaucho grill with pizza oven

Crowd Pleaser New in the marketplace, the Shokunin kamado grill from Kalamazoo Outdoor Gourmet receives rave reviews.

BY CHERISE FORNO

In keeping with its long tradition of making only the best

grills possible, Kalamazoo Outdoor Gourmet (Kalamazoo, Michigan) created the Shokunin, a stunning iteration of a kamado-style grill. “We focus on creating distinctive products,” says Russ Faulk, chief designer and head of product. “With the Kalamazoo name on it, it’s got to outperform people’s expectations for any classic grill. So we chose to continue this tradition by taking on the kamado challenge.”

The Shokunin, which means “artisan” or “craftsman” in Japanese, honors the origins of the kamado style of cooking. Kalamazoo embarked on a several-year process to transform Faulk’s napkin sketches of a kamado grill into the sleek, intelligent design of the Shokunin that elevates each feature kamado fans love.

“It is designed like a precision instrument, will out cook any other kamado grill, and looks gorgeous on any patio,” says Pete Georgiadis, chairman. Georgiadis adds that the Shokunin is important because it offers an ideal opportunity for Kalamazoo to pursue new distribution outlets and partner with new dealers. “This gives dealers who have not been in the Kalamazoo dealer partner network the ability to carry a Kalamazoo product that complements their current offering.”

Georgiadis explains that this is an incredibly exciting time for the company because the Shokunin allows them to expand their customer reach.

“It’s a more approachable price point than other products that we make. It is expanding our audience to enable every outdoor cooking enthusiast to

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Russ Faulk

experience a Kalamazoo product on their patio.”

The commitment to create the best grills and outdoor kitchen products available goes back more than a century and has only grown since 2005 when Georgiadis purchased Kalamazoo Grill Company with an ambitious vision. “We’re a 114-yearold company,” Georgiadis says. “We changed the name to support a change in strategy and mission to expand from making the best grills in the market to making the best of

everything that you need for an outdoor kitchen.”

The team had noticed a shift in the market in the early 2000s with increased interest in building outdoor kitchens, so they saw a clear opportunity to extend the line.

Kalamazoo quickly added refrigerators, cabinets, a pizza oven, and specialty pieces of equipment that can allow people to move their entire kitchen outdoors.

The company knew there was a large demand for kamado grills.

heat distribution. When used as a gas grill, it has a temperature range from 250 degrees to 750 degrees, enabling customers to cook a wide variety of food.

“There’s no cooking technique that we cannot support with the Hybrid Fire Grill” Georgiadis says.

Another grill that lives up to the Kalamazoo reputation is the Gaucho, which is the company’s wood-fired grill. “The Gaucho is probably my favorite grill in the world,” Faulk says. “It’s a very modern interpretation of a traditional Argentinian-style woodfired grill. The rotisserie is amazing to work with.

Chef Charlie McKenna grilling on a Shokunin

Georgiadis explains that the company had built custom cabinets to accommodate other companies’ kamado smokers, so he wanted to offer Kalamazoo’s version of the popular grill.

“We started from the standpoint of what can we do to make this totally different,” Faulk says. “When you look at the results, it’s completely different.” The traditional ceramic body of a kamado holds heat well, but the Shokunin’s two inches of insulation between two layers of stainless steel deliver unparalleled efficiency. “We took all of the great characteristics that make a kamado so versatile and so great at cooking, and we amplified each of those characteristics,” Faulk says. “The first is the insulation. It will run for 65 hours on just 12 pounds of charcoal at 225 degrees; it’s crazy.”

Another key feature of a kamado is its deeper construction, which allows people to cook food further away from the flame. Kalamazoo took this a step further, creating an adjustable fire grate system with three separate levels for grilling, searing, and smoking. Shokunin’s cross-flow ventilation system uses four vents for optimum temperature control for “set it and forget it” grilling.

“We went substantially taller than typical kamados to ensure that not only does it make great barbecue, with good low-and-slow smoking, but it can sear and grill and do those things you want to do with a kamado,” Faulk says.

Perhaps the biggest way the Shokunin stands out is its shape,

which was chosen for both its aesthetic appeal and performance advantages. The rectangular cooking surface allows for more efficiency, versatility, and easier multizone cooking. “When it came to shape, we threw the rules out the window,” Faulk says. “It’s definitely unique. A kamado can be rectangular—it’s about how it cooks.”

Since its introduction to the market in 2019, the Shokunin has turned heads, won awards, and earned rave reviews from customers, chefs, and industry experts. “The response has been great,” Faulk says. “I’ve enjoyed talking with customers who bought one and love it. We have a lot of clients who are already experienced users of kamado-style cookers, and they view this as an upgrade.”

The Shokunin is the latest example of how Kalamazoo makes the highestquality products, such as the company’s flagship Hybrid Fire. “The Hybrid Fire is definitely our most popular product, and that grill is at the heart of the brand,” Faulk says. “It is truly the world’s best gas grill. It will outperform any other gas grill on the market, but it is also a charcoal grill and a wood grill, and you can use those in any combination.”

Similar to the Shokunin, the Hybrid Fire Grill offers a taller design than comparable grills for more even

Shokunin kamadostyle grill

The grill is a lot of fun.”

Kalamazoo’s pizza oven—first released in 2006 with a redesign launched in 2011—remains a favorite with customers and a fun addition to any outdoor kitchen. “Our pizza oven was the first countertop, gas-fired pizza oven in the world, and it still performs at the same level as a large, Tuscan wood-burning oven,” Georgiadis says. “That was a nice addition to the line and to the industry.”

Kalamazoo makes two lines of cabinets. The Signature Series features all stainless steel construction, while the Arcadia Series can be ipe wood paired with stainless steel, or a powder-coated color combined with stainless steel, which is available in more than 200 colors. The modular systems offered

by Kalamazoo offer almost limitless

combinations for one-of-a-kind outdoor kitchens, and Kalamazoo can create custom units as well.

“We were the first company to introduce stainless steel cabinets for the outdoors,” Georgiadis says.

“Stainless steel outperforms other materials, is timeless, durable and core to who Kalamazoo is.”

In every aspect of the business, Kalamazoo’s passion for grilling and its customers is abundantly clear. “We are a traditional Midwestern company that takes a lot of pride in making the best products on the market,” Georgiadis says. “We also invest to understand how every client likes to live and entertain so that our design team can help create an outdoor kitchen to perfectly reflect their needs.”

Kalamazoo also speaks directly to its customers to help them cook the tastiest food. In addition to offering cooking tips, recipes, instructional videos, and master classes, Faulk is available to offer one-on-one advice.

“Helping clients perfect and experiment with their favorite foods is incredibly rewarding,” Faulk says. “I really do enjoy staying connected with them and providing the best service possible. It’s a delight watching their culinary skills grow.”

Manufacturing its products in Kalamazoo is another way the company ensures the quality of its finished products. Kalamazoo makes small quantities of grills by hand. “We are able to pursue continuous improvements,” Faulk says.

“We’re building everything in small batches, so we are constantly improving our products even in ways that nobody sees. So we’re always tweaking; we’re always improving.”

Georgiadis notes that Kalamazoo offers an extraordinary warranty. “One of the things we’re proud of is that we have the industry’s best warranty, which is for 25 years and is transferable,” Georgiadis says. This type of warranty is unique in the industry because it is not limited to one owner. When the original purchaser of a Kalamazoo grill or outdoor kitchen sells their house, the warranty will be upheld for the new homeowner. “Everything is built to last forever.”

Kalamazoo is expanding its dealer partners by making the Shokunin Kamado Grill available to barbecue and patio product dealers outside its historic network. Interested parties are encouraged to contact Kalamazoo directly at partners@kalamazoogourmet.com.

PATIOANDHEARTHPRODUCTSREPORT.COM 51

insight • Berlin Gardens Bristol and Saddle Seat bar chairs with an outdoor island (Coastal Gray)

ForKeeps Berlin Gardens (Berlin, Ohio) has always valued people above profits as it designs and manufactures superior cushions, structures, and polyethylene furniture to enhance outdoor spaces. When Sam Yoder purchased the business from longtime owner Atlee Raber in 2009, he upheld the same commitment to customer satisfaction as Raber did since the company’s founding in 1988.

People continue to be the heart of Berlin Gardens—its customers, dealers, and employees. “The main goal for the business is to grow people,” says Steve Miller, marketing manager. “To invest in the employees that are here.

And then, they will invest in the business.” This strategy has proved to be highly successful, as the mostly Amish workforce takes a personal interest in every aspect of the business, from

Donoma round firepit and Mayhew chat chairs (Navy Blue on Light Gray)

52 PATIOANDHEARTHPRODUCTSREPORT.COM

Berlin Gardens designs heirloom-quality products known for their superior craftsmanship and durability.

BY CHERISE FORNO

research and development, manufacturing, sales, and customer service to dramatically grow the business.

“We do put an emphasis on the old-school mentality of building a quality piece of furniture and trying to make something that’s nice and that will last. That will be something you might potentially pass down to your kids rather than just replacing it because it’s going to be worn out,” Miller says. “Quality of product, customer service, and lead time are things we feel we are industry leaders in.”

Since 2009, Berlin Gardens has expanded from about 25 employees to 170 as Yoder implemented a vision to utilize technology to extend the company’s product offerings and bring them to a larger consumer base.

“Through this time, we tried to hang our hat on the fact that our customer service has not changed,

even though we’re adjusting and doing things a lot differently now,” Miller says. “We’re still providing that quality customer service to our dealers.”

The intelligent design Berlin Gardens created provides adequate support by using poly material without having to rely on a clunky design.

It took this technology and applied it to swivel glider dining chairs and other unique pieces.

“We do put a lot of time and effort into designing things as sleek as we can, and that’s part of what might separate us,” Miller says. “Our threeseat glider with the flip down console—that’s something that we are selling for the second year, and it has taken off. We took a while to design it because it was hard to make sure it looked good, didn’t warp, and kept a sleek, lightweight design.”

For the 2021 season, Berlin Gardens introduced new collections

in many different categories, including the Nordic collection that uses a marine-grade poly. “We’re always trying to improve our design,” Miller says.

“We’ve added the marine-grade collection, and we’re going to continue to expand that. We added the PAX collection several years ago, which is a powder-coated aluminum collection paired with poly.” The marine-grade material used in the Nordic collection is denser and can span longer lengths without warping, so manufacturers can create furniture that moves away from the classic Adirondack look.

“We want to continue to grow and expand and diversify to where we are able to use different materials,” Miller says. “The goal is creating lines that are not easily made with our current material—with our regular poly.”

The movement achieved by gliders and swivels without compromising design has also caught the eye of many customers. “One thing that does really differentiate us is our motion,” Miller says. “These are extremely popular, and it’s something that sets us apart. A lot of our competition with poly does not do motion.”

Miller notes that Berlin Gardens’ craftsmen took time to make the furniture perform and be aesthetically pleasing by finding ways to hide fasteners and use fewer support pieces.

The company also has a department dedicated to welding and putting aluminum pieces together in an effective and beautiful way. “We can customize and do things a little differently,” he says. “Part of it is being creative with how we design it. Also, the way we utilize our aluminum department.”

Table sets are also extremely popular for Berlin Gardens. People can pair standard or motion chairs with the tables to create a comfortable, stylish set. “Table sets are something that we do very well in,” Miller says. “The frames that we have are all welded together, so it’s one piece and our table department takes the aluminum frames and lays those down over poly slats and attaches it that way. Some of our competition might have just single pieces of aluminum, which wouldn’t be as strong or they are supporting it with more poly.”

Two new styles were released in the Harbor collection, including a new sling chair, and a new dining chair was added to the Bristol collection. “I think we’ve seen a number of these chairs in early orders,” Miller says. Counterheight gliders were added to Berlin

Gardens’ Comfo Back collection. “Our deep seating has really taken off the last couple years as well,” Miller says. “We have two different styles—the Classic Terrace and the Mayhew.”

As Berlin Gardens continues to expand its product lines, flagship products such as its Adirondacks remain a must-have with many customers. “As far as single items, the Adirondacks would be our best-selling items,” Miller says. “Comfo Back is the longest-standing collection. It is the top-selling collection by far.”

The fabrics used by Berlin Gardens offer customers a wide variety to choose from to customize their outdoor spaces. Natural finishes continue to be in demand, with bright colors also appealing to buyers. “The overall number one best-selling color for us is weathered wood on chocolate brown,” Miller says. “The grays are definitely still in, and they’ve grown in the last several years as well. Of the bright colors, Aruba Blue is by far our top seller.

It’s just a nice bright teal color.”

Berlin Gardens maintains control over the quality of its products by performing every step of the manufacturing process in Ohio. Employees can make the machines for a specific need that may arise to create superior furniture and be more efficient. “We custom make all the machines that we use in production,” Miller says. “We’re not having to outsource making a machine.

The guys fixing the machine are the ones who built it, so that also is really nice to have.”

This also enables the company to have shorter turnaround times. Even during COVID-19, Berlin Gardens has strived to have the lowest possible lead time and to update its dealers and customers on any changes with that delivery time. Miller notes that the company typically kept a two-week lead time, but it has been delayed during the pandemic.

While much of the industry is dealing with 12 to 14 week lead times, Berlin Gardens is pushing to be faster.

“Right now, we’re at 9½-10 weeks, just with the overall demand for so many outdoor products through the roof right now,” Miller says. “We try to communicate the best we can and let our dealers know the lead time going into the weekend.”

Berlin Gardens selected its 350 dealers throughout the United States and Canada because of their desire to sell the company’s products in a way consistent with its values. Dealers, in turn, receive a dedicated region to sell its products. “A priority is putting people first and having quality dealers that will be honest and will sell our product in a way we feel good about—it is very important to us,” Miller says.

As it pairs advanced machinery with traditional methods and work ethic, Berlin Gardens wants to continue to expand its customer base and product offerings, while retaining the quality it is known for. “When we put that Berlin Gardens sticker on it, we want it to last.”

Finest selection of contemporary European stoves fireplaces, and grills

Phoenix Grill &

Pillar

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last word

SimplyRevolutionary Already established as a specialist in the production of indoor fabrics, Revolution decided to enter the performance category four years ago. The company sought to bring their interior expertise, looks, and hand to outdoor fabric. “Indoor fabric production was all we did prior to our introducing outdoor,” says Anderson Gibbons, chief marketing officer. “With Revolution, our goal was to bring indoor looks outside, but with softness, texture and design. We recognize that in today’s modern home, performance is everything, especially when homes are being built with a flow from indoor to outdoor spaces.”

Revolution, which has made tremendous advances over the past four years, attributes this Crafting the highest-quality synthetic yarns with the look and feel of homegrowth and success to its spun textiles, interior design styles and exterior durability has been an value proposition. The ongoing goal of Revolution Performance Fabrics company accomplished the outdoor challenge by Revolution Performance Fabrics is the ships,” Sean says. recognizing a need for product of an American-made, North Carolina“Our effort was greater choice that no one based textile entity that is on the rise. With the comworth it as it now was delivering. “We pride pany leadership focused on providing constructions, offers us the flexibilourselves in the fact that we colors, and collaborations crafted of weather-resistant ity to innovate from were able to bring performpolypropylene, Revolution offers a vibrant and forblending colors to makance fabrics to all, affordably,” ward-thinking option for outdoor décor. ing novelty and textured Anderson says. “We did not

BY LAURIE RUDD “As a family-owned and run business, we have felt yarns. Also, one of our ongoinvent performance, but we do feel we a connection to the nearly 40% of outdoor retailers ing goals is to craft synthetic yarns made it a viable option for all retailers and that are also family-owned,” says Sean Gibbons, CEO. with the look and feel of homespun textiles manufacturers. Also, while it hits a popular retail “We understand what that means, including wearing such as linen, cotton or wool, but with the added price point for some merchants, we can deliver for multiple hats. The goal of our retailers is to offer the durability of performance fabrics. Our associations designers as well.” very best to their customers, and we share the exact have made this possible.”

The affordably priced designer looks were made same philosophy.” possible through one element—their selection of Since 1964, the textile manufacturer has yarn. Produced via a continuous filament process, the continually operated from the Revolutionary environmentally friendly synthetic yarn of polypropyconsequential location of Kings Mountain, lene is at the heart of Revolution Performance North Carolina. This community is recogFabrics. “Polypropylene, especially with continuous nized for the part it played in the American filament, is extremely durable,” Sean says. “With the War of Independence and, in fact, was right pigment and stabilizers, our product offers pertermed by Thomas Jefferson as a turning formance much like those used across the outdoor point in the conflict. marine fabric segment.”

The history of this hard-fought battle and In describing what sets Revolution Performance the country that would unfold are both in eviFabrics apart from other outdoor fabrics, the CEO dence in Revolution’s pride as a producer of again points to the selection of what he sees as the American-made products. It was this domesticmost efficient fibers in the performance category. He focused business model that led to forming an views the choice of polypropylene as a game changer alliance of U.S. manufacturers, ultimately creatdue to its inherent performance qualities and extreme ing a successful supply chain. For the past twodurability for both outdoor and indoor. and-a-half decades, Revolution Performance The Gibbons note, however, that there are misFabrics has built a network that provides them conceptions about polypropylene fiber. In the past, Located in historic Kings Mountain, the ability to deliver to their customers shortyarns of this fiber were perceived as coarse and oily, N.C., Revolution Performance Fabrics employs 450 individuals, ened lead times and innovation in yarn and texbut with Revolution, they relate that their textiles including skilled production and tile constructions. offer an option that stands up to any other fiber. design departments “We spent 25 years creating these relationWith softness, textures and the performance charac-

Rooted in a locale of historic importance, a textile manufacturer forges its way into the future by creating a new American Revolution – in outdoor fabric.

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teristics, the company sees this fabric as what retailers and designer customers are requesting.

With 100% bleach cleanability, Revolution Performance Fabrics has taken that feature one step further. Through the addition of yarn color during the extruding phase, the polypropylene fibers are virtually unstainable. “Other performance yarns need flora chemicals and a retreatment to maintain cleanability,” Sean says. “Our product does not have those issues.”

As green elements are growing in importance in outdoor, Revolution’s products speak directly to the costs and benefits. The textile manufacturer works on a concept of taking a fiber that is thrown away and texturizing it to create greater durability and softness.

Additionally, Revolution Performance Fabrics has addressed environmental issues through the elimination of all polyfluorinated chemistry from its textiles. The Revolution team is passionate about providing the safest fabrics for their customers and the environment.

So taking proactive steps to remove any potentially harmful chemicals was in keeping with their mission to provide quality products that are safe for families and children. Their efforts are being recognized by their manufacturing customers.

“At POLYWOOD, we are exploring greater use of textiles in our furniture designs with each season,” says Lindsay Schleis, VP of business development. “When we partnered with Shayla Copas to design a collection of outdoor textiles, it was Revolution Performance Fabrics and their ability to provide the total package

that sealed the deal. We were attracted to their ability to produce custom designs, their American-made position, and their commitment to sustainability. All of these qualities align with our commitment to excellence, which is exactly what the POLYWOOD customer expects.”

Another green process employed by Revolution Performance Fabrics is the use of a water-free dying technique. The ultimate benefit of this style of yarn dying is reduced water consumption. In fact, the company’s entire supply chain has a goal of limiting water use and are proud of the fact that the vast majority of any water consumed occurs in the rest rooms of each facility.

Today, this domestic manufacturer has grown to employ 450 individuals. Among those is a very busy design team. Headed by signature designer, Glen Read, the creative department includes four designers each specializing in a textile style from stripes to textures or bouclés to jacquards.

“The department is made up of five artists and each has a different expertise and eye,” Anderson says. “We are amazed by the colors and patterns they each produce. Over the years, we have built a team of veterans from multiple areas of the marketplace including contract and residential. For all, it is our philosophy to provide each with the freedom to create. We do not edit the designers. We want them to express their individual creativity through textile design.”

With its growing catalog of fabric designs, including over 50 colors in its plain weaves alone,

Revolution is responding with exactly the diversity and innovation their clientele seek. Ongoing introductions of new fabric designs, textural weaves, and bouclés in several sizes as well as custom colorations are addressed each season. Revolution has also entered into designer collaborations to augment their creative team. They see these relationships as an added tool in their growth plan. Arkansas-based designer and author, Shayla Copas, is one such designer debuting a collection for 2021.

“Working with the POLYWOOD and the Revolution teams was seamless,” Copas says. “They were open to adding fresh color, pattern and texture into the line and, as a result, the new Shayla Copas Collection for POLYWOOD has been well received. I have enjoyed working not only on the design process but being a part of a collaboration with the textile manufacturer as well.”

Continuing to push outdoor fabric forward is what is next for Revolution Performance Fabrics.

Much like the persistence of the colonial soldiers surrounding Kings Mountain, this company is proud of its persistence and ability to embrace opportunities.

“We see our next big opportunity coming in the expansion of our position in the hospitality and contract markets,” Anderson says. “We also look forward to the reopening of the Casual Market and Atlanta Market. Each provides a great occasion to showcase how Revolution is bringing new innovation to outdoor.”

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what’s new

6

Hot Products to Sell Now Twin Star Home

Agio

Introducing the Twin Star Home Media Mantel with ClassicFlame CoolGlow electric fireplace (Model: 42MM67211-B335).

With a full upper media shelf and two glass-front side cabinets with slow close hinges (one adjustable shelf each), this piece features a Buxton Brown finish on Birch Veneer with antique black hardware. It accommodates most flat-screen TVs up to 80 inches and up to 90 pounds. A 2-in-1 heater and fan delivers year-round temperature control with the warmth of an infrared quartz electric fireplace and the cool breeze of an oscillating fan. Contact: (561) 330-3201 or www.twinstarhome.com.

Customers are searching for bold ways to make a statement with their outdoor entertaining. Apricity continues to offer the very latest designs that elevate any outdoor space. The Havana Fire Pit Party Bar delivers exceptional comfort and dramatic flair with a bar-height fire pit and two adjustable porcelain tabletops that can be configured for different entertaining needs. This flexibility is what consumers are demanding in today’s market, and adding Havana or other Apricity collections give you an edge over the competition. To discover the opportunity and profitability of adding more outdoor, contact: (888) 997-7623 or www.apricityoutdoor.com.

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Gensun

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Coordinate your outdoor room in style with Gensun’s new outdoor/indoor pet beds. Create the “paw-fect” look with the option of choosing different fabrics for the bed, sides, and welt. Available in four different sizes to provide your furry friends with a comfy and stylish place to lounge. Gensun is a proud supporter of the Humane Society of the United States. Contact: (866) 964-4468 or www.gensuncasual.com.

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Valor Fireplaces Sunrise Metal Shop This large Smoker Cabinet is the newest addition to the Silver Rocket line of grills and smokers. The monster cabinet is 86” tall, 45” wide, and 45” deep. A gascontrolled temperature ensures extreme consistency, and the Cold Smoke Hopper injects smoky flavor. The 8 moveable racks and 4 adjustable hanging bars let you customize the space to suit your smoking needs.

Contact: (260) 463-4026.

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The G3.5 insert fireplace with new V-Class burner features new Traditional logs, Fluted Black liner, and Edgemont Craftsman Bronze front. Every G Series insert includes Valor’s exclusive AutoFire technology, which dynamically tunes the fireplace for peak performance and efficiency. Both the G4 and G3.5 inserts offer the Craftsman fronts in Pewter, Bronze, and Champagne Brass; as well as the new Birch, Driftwood and Traditional log options. Contact: (800) 468-2567 or www.valorfireplaces.com.

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The Outdoor GreatRoom Company The popular Cove Linear now comes in two new sizes—perfect for a commercial patio! Choose between Natural Grey, White, or Midnight Mist Supercast concrete. Each fire table includes a UL Listed Crystal Fire Plus burner insert with burner plate. Incorporate the included matching pedestal for an even more elevated look. Clear tempered glass gems included. Optional stainless steel top and burner cover, other fire media, and accessories are sold separately. Made in USA. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Product Profiles Delta Heat Teppanyaki Griddle

The new Delta Heat Teppanyaki Griddle offers restaurant-style convenience to the backyard.

The griddle is great for breakfast foods, burgers, sautéing, and searing, and it features a solid 5/16 stainless steel griddle surface, blue LED control panel lights, and elegant high-polished accents. This versatile cooking accessory is the perfect complement to the outdoor kitchen and is also available for freestanding applications. To learn more about the complete line of American Made Delta Heat Outdoor Kitchen Equipment, contact: (800) 789-2206 or www.deltaheat.com.

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Addison PorcelainTop Fire Pit Chat Group

As more and more homeowners invest in their outdoor spaces, Apricity continues to deliver the elegant designs and high-quality collections that elevate entertaining. With fire pit chat groups like the Addison Collection, Apricity enhances the outdoor entertaining experience with a porcelain-topped fire pit with an all-weather wicker base and motion rockers with Sunbrella cushions. The look is clean, modern, and inviting. For high-end designs that give retailers the flexibility to maximize opportunity on the showroom floor and the bottom line, contact: (888) 997-7623 or www.apricityoutdoor.com.

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Outdoor Kitchen Islands by Gensun

Gensun’s 12 popular pre-designed islands are warehoused in a variety of finishes, including scratch-resistant embellished finishes for the countertop, and have a lifetime structural warranty. Gensun’s pre-designed islands come complete with PGS appliances or you can choose your own appliances from the many different brands that Gensun accommodates.

Contact: (866) 964-4468 or www.gensuncasual.com.

Dometic MoBar 50

The Dometic MoBar 50 is the most compact model of the MoBar range. Its size makes it perfect to easily entertain intimate groups on your terrace or balcony for any get-together. Built with professional-graded materials, the MoBar 50 comes with a spacious rotomolded ice basket that can keep up to 22 bottles or 32 cans ice-cold.

Contact: mobar@dometic.com or dometic.com/mobar.

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U30 Tall – Bay Fireplace

Introducing the new U30 Tall from Urbana Luxury Fireplaces. The U30 Tall takes all the attributes of the U30 and expands the visible glass height to an impressive 24”. Tall editions of the U30, U50, and U70 are now available. Contact: (250) 652-6080 or www.urbanaluxuryfireplaces.com.

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Stainless Steel Triple Drawer Storage System

Store grilling accessories and outdoor cooking necessities in this high quality, stainless steel triple drawer system. Built to last, The Bull Triple Drawer System is fully enclosed with durable construction for maximum protection from the elements. This storage solution has been sophisticatedly designed for comfort and ease of use. Contact: (800) 521-2855 or www.bullbbq.com.

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Real Fyre Bluetooth Control

The new Real Fyre Bluetooth Control System makes it easier than ever to enjoy the beauty and convenience of a gas fire.

Simply connect the battery-operated control to the Real Fyre burner system, download the app and use your smartphone to control your gas logs. Compatible with select Real Fyre vented and vent-free ON/OFF controlled burners and millivolt direct vent gas inserts. Choose Oak or White Birch wood chunk covers to conceal and protect the receiver in your fireplace. Contact: (800) 332-3973 or www.realfyre.com.

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The hottest new chaise lounge of 2021!

Perfectly placed in your own backyard or at your favorite weekend getaway.

Helios Sling & Strap

www.TelescopeCasual.com

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product profiles

SimpliFire Scion Trinity

Primo Ceramic Grills

Primo Ceramic Grills is happy to announce the release of their improved grills to kick off the new year! The updated models feature an easy-lift hinge, along with an upgraded damper top and bottom air control for precise cooking.

This hinge design reduces the force needed to open the lid by 70%. The 5position damper top and lower air control slider make precise temperature control easier than ever before. Contact: (800) 851-3153 or https://www.primogrill.com/launch.

Create an alluring atmosphere from any angle with the SimpliFire Scion Trinity electric fireplace. In three-sided, left- or right-corner, or single-sided configurations, it adds stunning ambiance to your space without the need for gas lines or venting. Plus, the optional primed floating mantel kit allows for attractively surface-mounting the fireplace in any room without the need for construction. Available in 43” and 55” sizes. Contact: (888) 427-3973 or www.hearthnhome.com.

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Phifer Outdoor Fabrics Symphony Collection

Delta Heat Power Burner

The new Delta Heat Power Burner is the ultimate in performance and versatility. This impressive 60,000 BTU dual ring burner is capable of bringing an oversized stock pot to a raging boil or adjusting down to lower temperatures and simmering a pan of paella. The removable center grate design allows the unit to accommodate a commercial-style round bottom wok. To learn more about the complete line of American Made Delta Heat Outdoor Kitchen Equipment, contact: (800) 789-2206 or www.deltaheat.com.

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Phifer Incorporated introduced its 2020-21 Fall Trend set of outdoor fabrics, including five collections of the popular Phifertex and GeoBella Outdoor Fabrics. Included in this new crop of fabrics is the Symphony Collection. Inspired by Scandinavian simplicity and Japanese elegance, warm neutrals mix with antiseptic blues and moody grays for a stylish, serene, and sophisticated environment.

Phifer’s Symphony Collection moves gently from deep and serious shades to soft and airy colors. Made from reclaimed fibers, GeoBella fabrics boast the plush texture and comfort of the indoors along with the stability, strength, and durability needed for outdoor cushion applications. Woven from durable, vinyl-coated polyester yarns, Phifertex Resort fabrics are UV and fade resistant to ensure long-lasting, vibrant color. Microban protection provides an added level of defense against bacteria, mold, and mildew. Contact: (800) 221-5497 or www.phifer.com.

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SV Series

You can enjoy these modern fireplaces from indoors and outdoors. The doublelayered ceramic glass panel on the indoor side will complement your room as an additional window with a dancing flame behind. Available in four sizes up to seven feet long. Contact: (844) 636-3473 or www.woodbridgedealer.com.

The Finest Griddle Today

Ava ila ble i n Ga s & E Ava Ele ct r ic

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Introducing The Castaway Living Bistro Table Set with Stools. Inspired by its versatile exposure among outdoor dining, this handcrafted, eco-friendly, and fade resistant set is perfect for your balcony, porch, terrace, or patio. Its compact silhouette makes it a natural for tight spaces, constructed of premium Durawood lumber and designed to pair with a wide variety of styles. Contact: (252) 758-0641 or thehammocksource.com.

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R ova ble Rem Gr e a s e Tray G Tray

Per fe ct D i s t r ib u t io n O f He at

E xclu sive He at Co nt r ol D e sig n

The very popular Le Si m ple Griddle is now availO n/O ff Power ful 18 0 0 Wat Watt s able in gas and elec1/ 2 I n ch T h ick O f He at Ca s t I r o n He at er Va r ia ble Va tric on two of its modL ow Ga s He at Co nt r ol Co n s u m pt io n els. This change means that they can now be used in multi-family and high-rise applications where open flames are not allowed. There are a lot of food truck suppliers also picking these up. Contact: (800) 833-5998 or www.cgproducts.com.

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Bistro Table Set

y

You create the perfect ambiance SUNS Stockholm Sofaset If youâ&#x20AC;&#x2122;d ask us, flexibility is the next trend in outdoor furniture. SUNS offers a range of modular lounge sets, such as Stockholm and Portofino. Customers can choose from a variety of elements and create their own ideal solution.

Itâ&#x20AC;&#x2122;s time for a new Suns motto: You create!

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product profiles American Fyre Designs Brooklyn Fireplace

Spartherm

The American Fyre Designs Brooklyn Fireplace takes its cue from the popularity of board formed concrete, a process of patterning concrete that leaves a wood grain image on the finish. Featuring minimalistic lines and a concrete gray body capped with a mantel available in French Barrel Oak or Silver Pine finish colors, the Brooklyn is available in vented and vent-free options. Shown in Silver Pine with Real Fyre Charred Majestic Oak log set. Contact: (800) 3323973 or www.americanfyredesigns.com.

The Spartherm EPA 2020 range of fireplaces, stoves, and inserts bring a new option in design.

These stylish fireplaces offer full combustion air control and unhindered fire view. Functionality and design create an atmosphere of comfort and well-being. Spartherm has created this range as a new option in a market that is focused on design and architectural elements. With straight lines, large fire views, and glass fronts, these units are ideal for any design trend.

Contact: 0049 1522 2644162 or www.spartherm-america.com.

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Cove Edge Round Gas Fire Pit Bowl

The ultimate showstopper for a contemporary patio! This fire pit bowl features a unique Supercast concrete design— available in Natural Grey, White, and Midnight Mist. Enjoy the dancing flames of the 28” round Crystal Fire Plus burner insert with burner plate— UL Listed. Includes clear tempered fire glass gems. Other accessories sold separately. Made in USA. Contact: (866) 303-4028 or www.outdoorrooms.com.

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The Avana Collection

New from OW Lee, the Avana collection was designed with simplicity and comfort in mind. Its transitional profile features a modern swooping arm that is echoed in the gracefully balanced design of the back.

The deep seating features Plush Comfort cushion technology and Sytex seat support for the ultimate in comfort. Sunbrella Sling is incorporated on the dining and chaise seating, adding an extra level of ease and durability. Avana is a full-line collection, which includes dining, balcony, deep seating, and lounge pieces. Contact: (800) 776-9533 or www.owlee.com.

Big Green Egg SpeediClean Products

Big Green Egg ceramics last a lifetime and come with a free lifetime warranty, and our new SpeediClean Products will keep the EGG always looking clean and new … and ready to show off to family and friends. Introducing four new products: Exterior Stain Remover, Exterior Ceramic Cleaner, Cooking Grid Cleaner, and Non-Stick Grill Spray. Contact: (770) 938-9394 or www.biggreenegg.com.

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Tempotest USA

In addition to one of the most extensive and stylish collections of woven solution-dyed fabrics in the world, Para Tempotest also offers digitally printed outdoor PET fabrics. These bright and vibrant prints are offered in four base cloths, canvas, shantung slub, basketweave, and a base that passes FR standards including NFPA 701 and IMO standards. These are printed to order and can be colored to suit your customer’s needs for a modest 40-yard minimum! Contact: (972) 512-3534 or www.tempotestusa.com.

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Pit Boss 5-Burner Deluxe Griddle

Cook Stoves with Old World Kitchen Style

Cooking is fun and easy on the Pit Boss 5-Burner Deluxe Griddle.

A versatile outdoor cooking experience, this heavy-duty griddle offers five burners and 750 square inches of cooking surface so you can provide restaurant-quality food for your friends and family anywhere from the backyard, to the campground, and everywhere in between. With a griddle size designed to feed a family of two or a small crowd, you can prepare breakfast, lunch or dinner with ease. Contact: (877) 972-2474 or www.pitboss-grills.com.

The de Manincor cook stove series from Italy offers a line of beautiful cook stoves that come in various styles and a choice of whimsical side panel colors.

Domino 8 Maxi wood-burning stove is made with state-of-the-art craftmanship. These stoves feature a steel cook top, an oven with a panoramic window, an air-wash system to keep the glass clean, and a firebox in various sizes depending on the model. The ECOPLUS combustion system utilized in all models burns off secondary gases for super-efficient wood consumption.

Contact: (914) 764-5679 or www.wittus.com.

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G4 Insert Fireplace

G4 insert fireplace with new V-Class burner features new Birch logs with a Ledgestone liner and the popular Craftsman Pewter front. Every G Series insert includes Valor’s exclusive AutoFire technology, which dynamically tunes the fireplace for peak performance and efficiency. Both the G4 and G3.5 inserts offer the Craftsman fronts in Pewter, Bronze, and Champagne Brass; as well as the new Birch, Driftwood and Traditional log options. Contact: (800) 468-2567 or www.valorfireplaces.com.

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Multi-Fire SL Slim Linear Electric Fireplace

At 3-3/4 inches deep, the Multi-Fire SL lets builders, designers, property managers, and homeowners incorporate a stylish, linear fireplace without compromising floor space. The slimmest linear fireplace on the market, this exciting new fireplace fits flush into 2” x 4” framing, making it a great option for new construction or renovation. Available in 36, 42, 50, and 60-inch lengths, the Multi-Fire SL works well in smaller rooms like bedrooms or as a large media wall feature. The Multi-Fire flame technology offers amazing realism, with added depth and dimension, plus flame speed and color control. Users can heat up to 1,000 square feet or enjoy the flame-only setting during warmer months. Contact: (800) 668-6663 or dimplex.com/multi-fires.

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Single Slide-in Pro Side Burner

Bring the power and versatility of the indoor kitchen to the outdoors with the super powerful Bull 25,000 BTU single slide-in Pro side burner. Perfect for boiling stocks, heating sauces, or sautéing foods that require more controlled temperature than your grill, this side burner offers the convenience of range top cooking and comes with a removable ring used to stabilize traditional rounded woks. Contact: (800) 521-2855 or www.bullbbq.com.

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PGS Legacy Timer Grills

PGS has used over 40 years of experience to produce an easy to operate, safe, functionally elegant, and unparalleled line of grills that provide the outdoor chef with the ultimate performance and durability. The stainless steel Legacy Series has flexible options that can fit into a built-in outdoor kitchen or stand-alone.

It offers a FuelStop One Hour Gas Flow Timer to add a sense of security and not waste propane. PGS’s Legacy is unmatched for serious grilling. Contact: (949) 474-3070 or www.aeicorporation.com.

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product profiles An American Twist

Renaissance Cooking Systems unveils its new madein-America line of outdoor kitchen equipment: the Renaissance American Renaissance Coo k i ng Sys t em s Grill. There are three models of grills with many features and add-ons, plus two side burners. All of them are complemented by the RCS line of doors/drawers/sinks and fridges. Contact: (800) 833-5998 or www.cgproducts.com.

Tempotest StarScreen

Tempotest USA has introduced a new screen fabric, StarScreen, that provides shade and privacy—and absorbs up to 97% of the heat caused by solar radiation—while allowing for the passage of light. The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors. Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon for easy cleaning. Contact: (972) 5123534 or www.tempotestusa.com.

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Zero-Clearance Fireplaces

The Arte series from Wittus is the perfect zero-clearance built-in fireplace choice. The fire is the main event and is clearly visible through the large viewing window. The fireplace comes fully equipped with a preheated air-wash system that keeps the glass clean, a fire box that uses preheated secondary air for combustion, and a glass door with a tilt out feature for easy cleaning. Available in many style variations, including front view, corner view, and see-through view. Contact: (914) 764-5679 or www.wittus.com.

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Dometic MoBar 550

The Dometic MoBar 550 is the ultimate mobile beverage center. It comes with accessories inspired by professional bartenders and allows you to easily entertain large groups on your patio. Built with professionalgrade stainless steel, it comes with spacious preparations and presentation areas and a dual-zone refrigerator that comfortably holds up to 40 bottles or 155 cans. Contact: mobar@dometic.com or dometic.com/mobar.

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Founders Series by Louisiana Grills

The Founders Series by Louisiana Grills is the legacy of pellet grilling revolutionized with the technology of today. An homage to our founder and pellet grill visionary, Dan Thiessen, these grills feature upscale, stylish designs with a reawakening of performance and innovation. Featuring the new LG Smart Touch Control Pad with Wi-Fi and Bluetooth connectivity, and a fully redesigned burn system for the hottest cooking temperatures at industry-leading speeds, these products enhance the sophistication of grilling with unrivaled precision. Contact: (877) 972-2474 or www.louisiana-grills.com.

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Silver Rocket Griddle

The perfect addition to your grilling arsenal, this new griddle accessory from the Silver Rocket features stainless steel construction and a smooth cooking surface that is perfect for pancakes, eggs, bacon, and more. The large griddle area allows you to cook whole meals all on the same surface! Great for breakfast, lunch, and dinner, this griddle provides more possibilities for your Silver Rocket grilling experience.

Contact: (260) 463-4026.

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IgniteXL Bold Linear Electric Fireplace

The feature packed IgniteXL Bold Linear Electric Fireplace series sets a new standard for flame realism, customization, and installation options. Available in 50, 60, 74, 88, and 100-inch lengths, the IgniteXL Bold can be installed as a single-sided, right or left corner, or bay style fireplace. For an even bolder statement, multiple units can be connected to create a dramatic, oversized focal point. Once installed, end users will enjoy incredible options for mood lighting, color effects, and flame settings to customize and change the aesthetic as desired. And, the IgniteXL Bold is perfectly designed for four-season enjoyment, with a heat setting (warms up to 1,000 sq. ft.), flame-only setting, and air circulation mode. Contact: (800) 668-6663 or dimplex.com/ignitexl-bold.

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DelRay Square 38

Introducing the DelRay Square, which features a brand-new universal burner that gives consumers a more flexible fireplace they can redesign anytime!

Montigo has developed a high efficiency, mobile-home compatible fireplace that is ready to customize with any of its stunning log sets, contemporary scenes, and seven decorative liners. Additional features include heat distribution systems, propane conversion kits, halogen downlighting, trim kits and the ability to finish with a combustible facing material. Dealer inquiries welcome. Contact: (800) 3783115 or sales@montigo.com, www.montigo.com.

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Lyon Lounger

Minimalist and sleek with a touch of French sophistication are what make up this adjustable lounger. The Lyon lounger with Serge Ferrari Batyline Sling offers a high tenacity, extremely durable lounger with five adjustment levels and concealed hardware to add to its effortless glamour. Available in five colors, this chic pair is the ultimate in quiet elegance. Contact: (866) 919-1881 or www.ratana.com.

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Phifer Outdoor Fabrics Worldhood Collection

Design Excellence

Available since 2015, Spartherm’s Design Fireplace range, consisting of large, multi-sided fireplaces, has been a hit in the North American market. This collection of 15 fireplaces offers European design and functionality. Architects and designers request the fireplaces for their most prestigious developments due to their unique designs and product features. The biggest sellers of this Spartherm fireplace range are the angled units with a clear fire view from any part of the room. Contact: 0049 1522 2644162 or www.spartherm-america.com Circle Reader Service No. 141

Phifer Incorporated’s Worldhood Collection takes inspiration from around the globe to infuse warm and cozy colors that reflect heritage, tradition, and passage. Tones from handmade pottery, baked clay, and approachable sunset shades fuse together to create a palette that is the impetus for acceptance and change. Made from reclaimed fibers, GeoBella fabrics boast the plush texture and comfort of indoor furniture along with the stability, strength, and durability needed for outdoor cushion applications.

Woven from durable, vinyl-coated polyester yarns, Phifertex Resort fabrics are UV and fade resistant to ensure long-lasting, vibrant color.

Microban protection provides an added level of defense against bacteria, mold, and mildew. Contact: (800) 221-5497 or www.phifer.com.

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Memphis Grills Doors and Drawers

Built with 304 stainless steel, this line of Memphis accessories provides beauty, durability, and convenience in your outdoor kitchen. The line includes two- to four-drawer stacks in 15- or 21inch widths, as well as trash and built-in controller options. Lower drawers and access doors match the width of the Memphis built-in grill options. Contact: (888) 883-2260 or www.memphisgrills.com.

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product profiles Plato by SUNS

This pleasant lounge chair from the SUNS Plato line features a solid teak frame and playful backrest made of high-quality rope. A lovely spot to relax in the garden or on your terrace.

The lounge chair can be combined with a matching footstool for an even more relaxing seat. Check SUNS Grey Collection. Contact: (508) 927-4389 or www.hello-suns.com.

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TK Classics Concrete Propane Gas Fire Pit Table

Create an outdoor gathering space that friends and family will love with this square fire pit (FP35058-17002) that features a dark concrete finish for a contemporary appearance. It’s fueled by a 20-lb. propane tank (sold separately) that sits inside the base to maintain the aesthetic, and it comes with fire rocks. The included weather-resistant cover helps protect the fire pit from outdoor conditions when it’s not being used. Contact: (561) 330-3201 or www.twinstarhome.com.

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Marin Urban Scale Seating

New from OW Lee, the elegant Marin Urban Scale deep seating is designed with the same style and comfort as Marin, but at a smaller scale. This seating group is perfect for smaller spaces and balconies. Marin Urban Scale seating includes lounge chair, swivel rocker lounge chair, love seat, and sofa. Contact: (800) 776-9533 or www.owlee.com.

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Napoleon Built-In 700 Series

After taking a deep dive into what features people want and need most in a grill, Napoleon packed them all into one line—the Built-In 700 series. Setting a new standard for Built-In Grills, the 700 series is designed to last a lifetime and provide an unmatched grilling experience. Marine grade stainless steel, convertible gas valves, and much more make this one to remember.

Contact: (630) 241-0506 or www.fandcdistributors.com.

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Renegade 40 SeeThrough Fireplace

American Hearth combines a seethrough unit with Tru-Flame technology, allowing the most realistic flame to be enjoyed in two rooms of any home. The Rushmore 40 See-Through features a dual burner that creates a lively fire, InvisiMesh that provides a crystal clear 40-inch viewing area, and an optional stainless steel outdoor kit that can add comfort to any outdoor seating area. Contact: (800) 851-3153 or www.americanhearth.com.

Nola Dining Chair

Inspired by the classic Windsor chair, Telescope Casual’s new 2021 Nola collection is the epitome of outdoor kitchen style! Nola’s powdercoated aluminum/marine grade polymer combination guarantees this timeless design will withstand the outdoor elements in style.

Available in eight standard MGP Colors.

Contact: (518) 642-1100 or www.telescopecasual.com.

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Ultimate 5 Gas Logs

The artistically created, ultradetailed Ultimate 5 gas logs from Eiklor Flames are made of high-heat (2,600-degree) ceramic refractory material and are heated by the company’s patented five-burner system, with unique stainlesssteel components and heavy-duty iron grates, to give you an extraordinarily realistic, energy-efficient, toastywarm fire. Sizes range from 18 to 36 inches. Contact: (888) 295-5647 or www.eiklorflames.com.

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product profiles SimpliFire ShadowGlo High-Definition Log Sets

Coco by SUNS

The new ShadowGlo high-definition log sets are compatible with the SimpliFire Scion and Scion Trinity fireplaces. Available in Natural Birch or Alpine Timber, these logs are designed for detail and built to glow. To create a true-to-life fireside experience, the company started with a unique, clear-resin formulation, and then meticulously hand-painted every log using a semi-transparent finish on the charred areas, allowing the ShadowGlo logs to truly glow as the ember bed lights shine through. Contact: (888) 427-3973 or www.hearthnhome.com.

Your perfect companion at night. Always have light where you need it with this wireless solar-powered outdoor lamp.

The SUNS Coco can serve as a standing lamp or a hanging lamp. Check out the SUNS Outdoor Lighting Collection.

Contact: (508) 927-4389 or www.hello-suns.com.

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New Vent Kit Brings Dormant Masonry Fireplaces Back to Life

DV36CV

Working on a masonry fireplace where the upper chimney is damaged or a heritage building where design guidelines limit your termination options? Does a steep roof pitch or over-height chimney create access or safety concerns? If yes, look at DuraVent’s new Horizontal Vent Kit for Direct-Vent Gas Fireplace Inserts (46DVA-HCL33). It is available now from authorized DuraVent distributors. The kit includes the termination, aluminum flex, and related hardware. For more information: https://duravent.com/ wp-content/uploads/2020/09/DV-New-Kit-HI.pdf Contact: (800) 835-4429 or www.duravent.com.

This fireplace features a grand display of magnificent flame and a 10-piece log set within a 37”-wide firebox. Clean face design, herringbone brick panels, and glowing embers will bring a high-class style to any home. Available for natural gas and propane with 32,000 to 46,500 BTU/h input rate. Contact: (844) 6363473 or www.woodbridgedealer.com.

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Bazza Collection

Telescope Casual’s new Bazza Balcony/Bar stools pair with the 18” x 54” rectangle table to create a small but mighty combination! The setup is a perfect addition to spaces big and small. The rugged frame is constructed of powder-coated tubular aluminum, available in 10 textured finishes. Choose between the MGP colors or Rustic polymers for your table top and stool seating surfaces. As always, made in USA with US materials.

Contact: (518) 642-1100 or www.telescopecasual.com.

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Napoleon Built-In Outdoor Kitchen Components

Napoleon Built-In Outdoor Kitchen Components provide premium versatility and reliability for building outdoor kitchens. Featuring soft close doors and stainless steel, the broad range of their doors and drawers allow you to take care of any sizing situation that might come up. From access doors to refrigeration, Napoleon has it all. Contact: (630) 241-0506 or www.fandcdistributors.com.

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Memphis Wood Fire Grills: New Beale Street Built-in

Big Green Egg Fire Bowls

Arriving Soon! Powered

by Memphis, the Beale Street cart introduces its new built-in version!

With the sophistication and versatility of its flagship brand, the Beale Street Built-in stands out among other built-in pellet grills in its price category. Authentic wood-fire flavor, expert engineering and one-touch temperature control mean superior smoking, roasting, and baking, as well as the ability to sear with the optional direct flame insert. Coordinating doors and drawers available.

Contact: (888) 883-2260 or www.memphisgrills.com.

The Big Green Egg Stainless Steel Fire Bowls quickly lift charcoal out of the EGG for easy cleanup. The Fire Bowls are manufactured using high quality construction with no welds to break, along with two convenient handles that provide an easy way to shake the cool ash into a can to maximize airflow for a quicker startup. The 2XL and XL Fire Bowls include a divider for 2-zone charcoal burning. Contact: (770) 938-9394 or www.biggreenegg.com.

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Patio Comfort Portable Patio Heaters

Montigo Prodigy MultiSided

The PC02 Model Patio Heater is designed to provide warmth, comfort, and enjoyment to your entertaining outdoor spaces. Completely self-contained and portable, it offers a clean and draft-free circle of heat. Patio Comfort Heaters utilize infrared heat, which heats people and solid objects instead of wasting energy by heating the air. This creates a clean and more efficient heating source.

With long-term durability, safety, and performance in mind, all materials are made from commercial-grade aluminum, stainless steel, aluminized steel, or brass. Contact: (949) 474-3070 or www.aeicorporation.com.

Perfect for highend luxury homes or light commercial applications, the Prodigy adds tranquility and warmth to any space. Your desired media can completely cover the bed of the firebox, enhancing the ambiance even when the fireplace is not in use with standard LED uplighting. The prodigy is further enhanced with its zero-clearance facing requirements, standard intake dampers, and COOL-Pack glass. Corner and Bay versions of the Prodigy now feature 10mm glass for added durability. Available in Single-Sided, See Through, Corner and Bay configurations in sizes ranging from 3’x12” to 8’x60”. Dealer inquiries welcome. Contact: (800) 378-3115 or sales@montigo.com, www.montigo.com.

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E33 – River Rock Set w/Twigs

Introducing the new River Rock Set w/Twigs for the E33. This new burner variation creates a burn appearance superior to the original rock set. For an alternate appearance, the twigs can be omitted during installation for a “strictly rock” aesthetic. Contact: (250) 652-6080 or www.enviro.com.

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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.

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advertiser index Advertiser

Phone

Website

Page

AEI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . . . . .www.aeicorporation.com . . . . . . . . . .16 Agio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . . . . . .www.apricityoutdoor.com . . . . . . . . . .5

profiles directory Company

Page

AEI ......................................................................................................63, 69 American Fyre Designs (RH Peterson)............................................................62

Big Green Egg . . . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . . . .www.biggreenegg.com . . . . . . . . . . .36 American Hearth (Empire Comfort Systems) ..................................................66 Bull Outdoor Products . . . . . . . . . . . . . . . .(800) 521-2855 . . . . . . . .www.bullbbq.com . . . . . . . . . . . . . . . .47

Apricity Outdoor (Agio) ........................................................................56, 58

CG Products . . . . . . . . . . . . . . . . . . . . . . . . .(800) 833-5998 . . . . . . . .www.cgproducts.com . . . . . . . . . .11, 22

Big Green Egg ......................................................................................62, 69

Dansons, USA . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . . . .www.dansons.com . . . . . . . . . . . . . . . .71

Bull Outdoor Products ..........................................................................58, 63

Dimplex . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 668-6663 . . . . . . . .www.dimplex.com . . . . . . . . . . . . . . . .17

Delta Heat (Twin Eagles) ........................................................................58, 60 Dimplex ..............................................................................................63, 65

Dometic . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) DOMETIC . . . . . . . .www.dometic.com . . . . . . . . . . . . . . .37 Dometic ..............................................................................................58, 64 DuraVent . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 835-4429 . . . . . . . .www.duravent.com . . . . . . . . . . . . . . .40 DuraVent ..................................................................................................68 Eiklor Flames . . . . . . . . . . . . . . . . . . . . . . . . .(888) 295-5647 . . . . . . . .www.eiklorflames.com . . . . . . . . . . . . .2

Eiklor Flames ........................................................................................66, 69

Empire Comfort Systems . . . . . . . . . . . . . .(800) 851-3153 . . . . . . . . .www.empirecomfort.com . . . . . . . . .33

Enviro........................................................................................................69

Enviro . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(250) 652-6080 . . . . . . . .www.enviro.com . . . . . . . . . . . . . . . . .29

Gensun................................................................................................56, 58

F&C Distributors . . . . . . . . . . . . . . . . . . . . . .(630) 241-0506 . . . . . . . .www.fandcdistributors.com . . . . . . . .55

The Hammock Source ................................................................................60 Hearth & Home Technologies ................................................................60, 68

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . . . . .www.gensuncasual.com . . . . . . . . . . . .9 Le Griddle (CG Products) ............................................................................60 Hargrove Manufacturing . . . . . . . . . . . . . .(800) 725-4166 . . . . . . . .www.hargrovegaslogs.com . . . . . . . .14

Louisiana Grills (Dansons) ............................................................................64

Hearth & Home Technologies . . . . . . . . . .(888) 427-3973 . . . . . . . .www.hearthnhome.com . . . . . . . . . .72

Memphis Wood Fire Grills......................................................................65, 69

IMC/Las Vegas Market . . . . . . . . . . . . . . . .(702) 599-3046 . . . . . . . .www.lasvegasmarket.com . . . . . . . . .43

Montigo ..............................................................................................65, 69

Memphis Wood Fire Grills . . . . . . . . . . . . .(888) 883-2260 . . . . . . . .www.memphisgrills.com . . . . . . . . . .32

Napoleon (F&C Distributors) ..................................................................66, 68 The Outdoor GreatRoom Company ........................................................56, 62

Montigo . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 378-3115 . . . . . . . . .www.montigo.com . . . . . . . . . . . . . . .21 OW Lee................................................................................................62, 66 The Outdoor GreatRoom Company . . . . .(866) 303-4028 . . . . . . . .www.outdoorrooms.com . . . . . . . . . .41 Phifer ..................................................................................................60, 65 OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . .3

Pit Boss Grills (Dansons) ..............................................................................63

RH Peterson Co. . . . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . . . . . .www.rhpeterson.com . . . . . . . . . . . . . .7

Primo Ceramic Grills (Empire Comfort Systems)..............................................60

Spartherm . . . . . . . . . . . . . . . . . . . . . . . . . . .+49 5422 9441-0 . . . . . .www.spartherm-america.com . . . . . .27

Ratana ......................................................................................................65 Real Fyre (RH Peterson)................................................................................58

Sunrise Metal Shop . . . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .24 Renaissance Cooking Systems (CG Products) ................................................64 SUNS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(508) 927 4389 . . . . . . . .www.hello-suns.com . . . . . . . . . . . . . .61 Spartherm............................................................................................62, 65 Sustainable Furnishings Council . . . . . . . .(252) 368-1098 . . . . . . . .www.sustainablefurnishings.org . . . .67

Sunrise Metal Shop ..............................................................................56, 64

Telescope Casual . . . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . . . . . .www.telescopecasual.com . . . . . . . . .59

SUNS ..................................................................................................66, 68

Tempotest USA . . . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . . . . .www.tempotestusa.com . . . . . . . . . . .15

Telescope Casual ..................................................................................66, 68

Twin Eagles . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . . . . .www.twineaglesgrills.com . . . . . . . . .13

Tempotest ............................................................................................62, 64 Twin Star Home ....................................................................................56, 66

Twin Star Home . . . . . . . . . . . . . . . . . . . . . .(561) 330-3201 . . . . . . . . .www.twinstarhome.com . . . . . . . . . . .57 Urbana Fireplaces (Enviro) ..........................................................................58 Valor Fireplaces . . . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . . . . .www.valorfireplaces.com . . . . . . . . . .23 Valor Fireplaces ....................................................................................56, 63 Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . . . . .www.wittus.com . . . . . . . . . . . . . . . . . .53

Wittus ..................................................................................................63, 64

Woodbridge Fireplace . . . . . . . . . . . . . . . .(844) 636-3473 . . . . . . . .www.woodbridgedealer.com . . . . . .25

Woodbridge Fireplace ..........................................................................60, 68

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, VOL. 16, NO. 1 © 2021 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE (847) 763-9261. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

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