Patio & Hearth Products Report July/August 2015

THE COMPANION GROUP

P O LY- W O O D

PATIO RENAISSANCE

w w w. p a t i o a n d h e a r t h p r o d u c t s r e p o r t . c o m G E N S U N C A S UA L L I V I N G

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Features 8

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SHOWROOM SHOWCASE – SMALL-TOWN CHARM

By Sharon Sanders

Curb appeal and lovely vignettes attract both local residents and tourists to this Sonoma patio store.

GUEST EDITORIAL – MARKETING 101

By Ron LaRocca

Sales and marketing expert Ron LaRocca offers sound business advice to manufacturers and specialty retailers.

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AS I SEE IT – REVITALIZING RETAIL

By Sharon Sanders

With more than 40 years of retail experience, Alfresco Home is successful at making retailers prosper and customers happy.

PRODUCT SPOTLIGHT – ON A ROLL

By Cheryl Dangel Bartolini

Attractive, durable outdoor fabrics are increasingly used for indoor applications.

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MY TURN – A CENTURY OF PROGRESS

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By Cherise Forno

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MARKETING MANEUVERS – PATIOS WITH PIZZAZZ

In business for more than 100 years, Onward Manufacturing now focuses on building the best grills in the marketplace.

By Kimberly Rodgers

A Las Vegas retailer has created a sophisticated retail store and outdoor-living design business.

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HEARTH RETAILER PROFILE – RECIPE FOR SUCCESS

By Cheryl Dangel Bartolini

After laying roots in Canada, European hearthmarket leader Stûv eyes a U.S. expansion.

By Sharon Sanders

By replacing the staff with dedicated, skilled professionals, this retailer discovers the secret of managing growth.

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PRODUCT INNOVATION – COMING TO NORTH AMERICA

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CORPORATE PROFILE – OUTDOOR FRIENDLY POLYWOOD Outdoor Furnishings continues to grow as customers seek out its durable, stylish designs.

OUTDOOR GRILLING – KITCHEN SALES SOAR

By Cheryl Dangel Bartolini

Outdoor-kitchen sales exceed grill-cart sales for a North Carolina grilling store.

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INSIGHT – GRILL MASTERS

By Cherise Forno

Modern Home Products makes a wide variety of grills and accessories, popular with experienced grillers.

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By Cherise Forno

LAST WORD – BULL CHARGES AHEAD

By Greg Thompson

ON THE COVER | GENSUN CASUAL LIVING; WWW.GENSUNCASUAL.COM Follow us on Twitter: @patiohearth www.Facebook.com/PatioHearthProductsReport

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Offering multiple price ranges in the highend market has strengthened sales for Bull Outdoor Products.

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PATIO & HEARTH PRODUCTS REPORT

SWING EDITOR’S MESSAGE

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INDUSTRY NEWS

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ICFA PREVIEW SHOW ROUNDUP

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PRODUCT PROFILES

INSIGHT – RUGS THAT POP Oriental Weavers boasts a dominant position in the outdoor-rug market by offering vibrant, plush designs.

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83 InEveryIssue Edited by Kris Kyes

WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW

PRODUCT PROFILES DIRECTORY AD INDEX

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To discover the benefits, and the profits, of becoming an Agio retailer, visit agio-usa.com/retailer today.

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

Circle Reader Service No. 5

Life Begins Outdoors.™

Editor’s Message

Swing SUMMERTIME IS THE PERFECT TIME TO settle in with a good book. Whether you’re lounging poolside at a five-star resort or unwinding in a backyard oasis, reading a page-turner is one of the best ways to enjoy a lazy afternoon. I recently read (and highly recommend) “The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics” by Daniel James Brown (Viking, 2013). It is the amazing true story of the 1936 U.S. Olympic crew team and its path to success.

Brown provides a well-researched, stirring account of the nine working-class young men from the University of Washington who won the gold medal in Berlin—under Adolf Hitler’s glare. He also skillfully describes what it means to be part of a successful team.

One of the best passages depicting this theme concerns what Brown calls the swing of the boat, in which the rowers are working in “such perfect unison that no single action by any one is out of synch with those of all the others,” he writes. “Each minute action—each subtle turning of wrists—must be mirrored exactly by each oarsman, from one end of the boat to the other. Only then will the boat continue to run, unchecked, fluidly and gracefully between pulls of the oars.”

It was this concept of the swing that motivated Microsoft CEO Satya Nadella, in 2013, to select “The Boys in the Boat” as a must-read book for Microsoft employees. Nadella states, “As a company, as a leadership team, as individuals, that is our goal—to find our swing.” I can’t think of a better metaphor for teamwork than the swing, whether it applies to oarsmen flying across water in perfect synchrony or employees working side by side to make businesses prosper.

The retailers featured in the July/August issue credit much of their success to employees

who work well together to achieve common goals. Dean’s Stove & Spa (Plantsville, Connecticut) is successful today, in large part, because the owner, Dean Michanczyk, noticed in 2008 that although his business was growing, he

Matthew Lane recognize the importance of fostering a strong team of paid employees (versus relying on subcontractors). By using their own employees to design, build, and install everything for an outdoor room or kitchen, the Lanes are able to maintain the highest level of quality control. It’s no surprise that both customers and manufacturers enjoy working with their business.

One of the most important decisions for retailers such as Dean’s Stove & Spa and Proficient Patios & Backyard Designs is determining which employees to hire to create a winning team. Alvin (Al) Ulbrickson (1903–1980), the coach of the University of Washington’s crew team, devoted enormous time and thought to selecting the appropriate men for the varsity team that would end up competing in the 1936 Olympics. Ulbrickson understood that the best crews are balanced in terms of physical attributes and personality types. All members of the crew complement one another.

In “The Boys in The Boat,” Brown writes,

lacked the right staff to support that growth. In a bold move, he dismissed almost all of his 40 employees and hired all new crew members, most of whom were recent college graduates.

The revised business model for Dean’s Stove & Spa centered on cross-training. Michanczyk made sure that every employee was able to perform every job (from sales to service) and was trained to be enthusiastic and helpful with customers. Now, the store maintains an atmosphere of professionalism, energy, and fun.

“Great crews may have men or women of exceptional talent or strength; they may have outstanding coxswains or stroke oars or bowmen; but they have no stars. The team effort—the perfectly synchronized flow of muscle, oars, boat, and water; the single, whole, unified, and beautiful symphony that a crew in motion becomes—is all that matters. Not the individual, not the self.”

Retailers can relate to this situation. When one employee fails to perform his or her duties, other staff and the business suffer as a result. The most successful stores possess employees who not only like each other, but work closely together to develop individual and group success.

Are your staff members working together optimally to deliver the best possible experience for your customers? What can you do to improve

Since employees are cross-trained, there are no gaps in service. After it launched this model several years ago, Dean’s Stove & Spa experienced a spike in sales and a stronger presence in the community. Because employees know that they are critical members of the team, camaraderie thrives, which strengthens overall business operations.

Proficient Patios & Backyard Designs (Las Vegas, Nevada) has also succeeded because of its tightly knit organizational structure—its swing.

With 75 employees on staff, owners Jessica and

teamwork and collaboration? If you want to energize your business, pick up a copy of “The Boys in the Boat.” It’s totally absorbing and will inspire you to develop your own team-building strategies.

Happy summer reading.

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PATIO & HEARTH PRODUCTS REPORT

Carol Daus cdauswrite@socal.rr.com

Circle Reader Service No. 7

Guest Editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

EDITOR Carol Daus cdauswrite@socal.rr.com

Marketing 101

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com

BY RON LAROCCA ASSOCIATE EDITOR

I

have been an independent sales and marketing consultant for 21 years, and during that time, I have consulted with numerous consumer food-product companies and more than 15 barbecue-related companies (offering grills, accessories, barbecue fuel, and flavorings).

These have been both long- and short-term assignments. Prior to becoming a consultant, I held senior sales and marketing positions with four consumer-products companies, two of which were in the barbecue category.

I would like to direct my comments and recommendations to smaller and startup barRon LaRocca becue consumer-product companies wanting to survive and grow in today’s marketplace. The stores, and specialty retailers. comments, however, apply to larger They all have different buying companies as well. It requires a criteria for merchandising, profmindset of constant planning, foritability, sales turns, and buying ward vision, and ongoing product cycles. That is not to say that a

There is nothing wrong with targeting one or more [trade channels]; you just need to be sure that your product and program are appropriate and attractive to the selected channels. development to stay competitive.

Me-too products are not the way to grow a business. Sales departments, sales-representative companies, and distributors need new products and creative support programs to present to their buyers annually. With regard to buyers, the programs cannot be universal; they need to be designed to appeal to various trade channels, such as hardware stores, home centers, mass merchandisers, grocery stores, drug-

product has to appeal (and/or be introduced) to all trade channels.

There is nothing wrong with targeting one or more; you just need to be sure that your product and program are appropriate and attractive to the selected channels.

The bottom line: I have always tried to preach these seven Ps to clients who have used my consulting services: • products must be unique, must solve a problem, or must improve

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the consumer’s experience; • production must be in place to support growth: There is nothing worse than selling a new product and then being unable to ship it on time; • pricing (retail) should be competitive and reasonable; • packaging must be attractive and must clearly convey the product’s benefits; • promotion to the trade and consumers—through a combination of trade shows, advertising, public relations, point-of-sale material, and social media—is key (and in addition, effective sales literature is needed for buyer presentations); • proper financing is critical: It can take several months to develop and introduce a product and to obtain distribution in the selected trade channels; and • patience is needed because introducing a new product to the selected trade channels takes time.

The most effect way to go to market with a product is through the use of sales-representative companies. They work on a commission basis, which is a way to control the cost of sales. It is important to select the right companies.

You need to pick those that are familiar with your product category and that regularly call on the trade channels and buyers that have been selected.

Introducing new products for startups or smaller companies is not for the faint of heart. Proper planning and experienced input can limit liability, speed up market entry, and vastly improve your success rate.

Kris Kyes

STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Jeffrey Kehl BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.peninsula-media.com/subscribe.html Email: patioandhearth@halldata.com

Ron LaRocca is the recipient of the prestigious Donna H. Myers Barbecue Leadership Award (2015).

PATIO & HEARTH PRODUCTS REPORT

Phone: (847) 763-9261

Bellini

NEW WROUGHT IRON FROM OW LEE

速

CHICAGO MERCHANDISE MART #1598 LAS VEGAS WORLD MARKET CENTER #C-1301 Featuring Plush Comfort cushioning

by OW Lee, bringing the level of comfort you expect from interior seating to outdoor deep seating.

Circle Reader Service No. 9

NEWS

Industry

BY KRIS KYES

The Outdoor GreatRoom Company Introduces DIY Firepit Kits THE OUTDOOR GREATROOM COMPANY NOW

offers a DIY solution for those who want to build unique firepits. The company’s line of hardscape gas-firepit kits, including the Hudson Stone™ gas-firepit kit, makes creating a uniquely designed custom firepit table easy, fast, and affordable.

The Hudson Stone kit (which includes a DIY-38 Crystal Fire™ burner, Hudson Stone

units, a control panel, a venting block, and lava rock) is easy to assemble. It comes set up for natural gas, but can be converted to LP. The Outdoor GreatRoom Company’s other DIY hardscape firepit kits accommodate every design criterion and are available in round, rectangular, square, and linear styles. Products are available now for shipment throughout North America.

Foremost Groups Hires Lynn Borneman As Senior Designer and Product Manager— Outdoor Division

Pacific Energy Fireplace Products Promotes Cory Iversen to Sales Manager: North America

LYNN BORNEMAN recently joined

Columbia) has promoted Cory Iversen to the position of sales manager for North America. Duncan brings a wealth of experience to this position; for more than 25 years, he has worked with all parts of the company and has developed expertise in customer relations, identifying objectives, forming strategies, and creating action plans to improve short- and long-term sales.

Foremost Groups Inc. as senior designer and product manager—outdoor division. In this role, Borneman will handle the designs and product development for Foremost outdoor mass and private-label business and will work in all areas of the outdoor division. She will manage the sampleproduction and development process for specific customer projects, as well as general Foremost product-line development.

She comes to Foremost Groups with 10 years of experience in product design. She earned her bachelor of industrial design degree at the Ontario College of Art & Design.

She has served as product-design manager at Yotrio for eight years.

Danny Jelley, Foremost Groups’ senior vice president, product design and development—outdoor division, says, “Foremost is so happy to welcome such a talented designer as Lynn to our design team. Lynn has extensive knowledge and experience designing products and programs for mass-market customers. She is already well known and well respected within the outdoor industry, and we are excited about the expertise with more promotionalpriced products that she brings to our growing team.”

PACIFIC ENERGY (Duncan, British

Hudson Stone™ gas firepit

Verne, California); Patios Plus (Rancho Mirage, California); Sunnyland Furniture (Dallas, Texas); and Village Green (Rockford, Illinois). Multistore finalists are ABSCO Fireplace & Patio (Birmingham, Alabama); Great Gatherings (Annapolis, Maryland, and Gainesville, Virginia); Outside in

Style (Austin, Texas); Summer House (Tukwila, Washington); and Yard Art Patio & Fireplace (Irving, Texas).

OW Lee Unveils New Website OW LEE (ONTARIO, CALIFORNIA),

manufacturer of high-end outdoor furniture, firepits, and accessories,

Hearth & Home Technologies Honors Top Customers With Mexican Vacation

ICFA Announces Finalists for 2015 Apollo Awards THE INTERNATIONAL CASUAL FURNISHINGS ASSOCIATION (ICFA)

has announced the finalists for the 2015 Apollo Awards. The program recognizes retail excellence in the sales and marketing of outdoor furnishings. Finalists must demonstrate outstanding accomplishments and a commitment to customer service.

ICFA’s members will vote (via online ballot) for winners in two categories later this summer. Finalists will be honored and winners will be announced at the ICFA awards gala, to be held on September 18 at the Field Museum during Casual Market Chicago.

Single-store finalists are AuthenTeak (Atlanta, Georgia); Hill Company (Philadelphia, Pennsylvania); Outdoor Elegance (La

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From left: Melanie, Cory, and Natalie Casey (California Mantel); Brian Smith and Heather Lang (Hearth & Home Technologies); Erin and Scott Lewison (Fireside Hearth & Home); and Shelby Capps (Spa Brokers)

HEARTH & HOME TECHNOLOGIES (HHT) celebrated another fantastic year

with a week in Mexico. The 150 top-selling customers and their guests relaxed in Puerto Vallarta with HHT members from April 27 through May 1, 2015.

In addition to enjoying the amenities of the all-inclusive resort, customers experienced catamaran sailing, zip lining, waterfall rappelling, golf, spa treatments, a private farewell dinner, and entertainment on Las Caletas Island.

Owner winners were selected based on the highest year-over-year growth or highest individual brand volume; sales-representative winners were selected based on the most products sold.

PATIO & HEARTH PRODUCTS REPORT

has launched a new website (www.owlee.com). The new website combines a stylish new design with a comprehensive listing of OW Lee’s vast product line—while providing a user-friendly format.

The website helps consumers, designers, and dealers with instant access to dimensions, product-specification sheets, and high-resolution images. The website also offers an interactive firepit builder introduced last April, as well as specialized sections for to-the-trade and commercial-sales customers.

Leisa Rogers McCollister, marketing manager at OW Lee, says, “We are very excited about our new website. It provides much more intuitive navigation aimed at directing consumers to find their local dealers, and it provides dealers and designers with the tools they need to sell OW Lee— at the tips of their fingers.”

Twin-Star International Announces Organizational Changes TWIN-STAR INTERNATIONAL (DELRAY BEACH, FLORIDA) recently made

changes to its management team to continue its objective of strengthening its alignment with customers, suppliers, and employees while upholding its mission of designing and delivering luxury home-furnishing products, Andy Bandremer stoves/ heaters, and consumer electronic accessories at mass price points.

As part of the reorganization, Pete Marc Sculler Harper (previously vice president and CFO) was promoted to the position of copresident Pete Harper and CFO of Twin-Star International. Harper will retain his CFO role and will assume responsibility for worldwide opera-

M&G DuraVent Announces John Jacklich’s Retirement JOHN JACKLICH HAS BEEN WITH M&G DURAVENT for 56 years in

many respected positions, including president. M&G DuraVent has deep appreciation of Jacklich’s efforts and achievements. He and his contributions will be missed.

In 1956, the Peerless Manufacturing Company, a manufacturer of wall furnaces, unit heaters, and room heaters, decided to get into the venting business. To accomplish this goal, it hired an engineer from General Electric to be the new general manager. The engineer was Alex Boutacoff, a Russian with some farsighted ideas for the emerging venting industry. As a result, the DuraVent Corp., a subsidiary of Peerless Manufacturing, was founded in a garage in Redwood City, California.

In 1957, the company moved into a small manufacturing facility consisting of two surplus steel buildings located in Redwood City. A few weeks later, the first DuraVent gas vent pipe, in round sizes of 3 through 12 inches, started to come off the production line. The product line was sold by factory representatives and manufacturer agents who also sold the Peerless line of gas heaters. This was DuraVent’s introduction into the marketplace.

Jacklich joined DuraVent for his first job in research and development and developed the chimney line. In 1958, DuraVent expanded the product lines, adding 14- through 30-inch round commercial vent products; introduced 4- and 5-inch oval gas vent; and developed a triple-wall, factory-built chimney product line for oil-fired boilers, furnaces, metal rain gutters, and downspouts.

In 1962, Jacklich became a salesman for DuraVent Northwest Territory. DuraVent expanded its sales to all 50 states and added freestanding and zero-clearance fireplaces. During this era, the Peerless Manufacturing Company and DuraVent were separated, and DuraVent became a subsidiary of the Dover Corp.

By 1966, Boutacoff had become the president of DuraVent. With the desire no longer to be a subsidiary of another company, he and the employees of DuraVent purchased

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the company in April 1966.

DuraVent was now on its own in the marketplace. From 1962 to 1967, Jacklich moved to sales in Seattle, Washington; John Jacklich Kentucky; New Jersey; and then back to California.

After returning to California, Jacklich and partners left DuraVent in 1968 and formed Royal Mfg. In 1969, George Bissell merged Royal into DuraVent. At this time, Jacklich became president of DuraVent.

Between 1966 and 1972, DuraVent became deeply involved in developing a new product line: modular housing. This concept appeared to have great potential to meet the need for low-income housing, but unfortunately, it turned into a heavy financial drain on the company and was eventually sold at a considerable loss.

During the 1970s, DuraVent focused its efforts in the wood-burning industry. Several new product lines were developed, including single-wall (Black Pipe) and doublewall (DVL) products, as well as the first metal relining system for masonry chimneys (Renew-a-Flue).

When the energy crisis hit in the 1970s, and wood stoves became popular, DuraVent enjoyed a tremendous growth in sales and opened another factory location in Vicksburg, Mississippi.

Unfortunately, the wood-stove fad ended with the energy crisis, leaving DuraVent with bulging inventories of raw materials and finished goods, several warehouses, and declining sales. In November 1981, DuraVent filed for Chapter 11 bankruptcy protection. At this time, Bissell left DuraVent. In April 1982, Jacklich contacted Simpson Manufacturing Company, which purchased DuraVent out of bankruptcy and began an intensive and complete rebuilding program to turn the company around and back into an industry leader.

In 1984, the old Redwood City facility was moved into a modern, newly constructed plant Vacaville, California. Key management positions in sales and marketing, finance,

PATIO & HEARTH PRODUCTS REPORT

and plant management were filled with professionals as the transformation of DuraVent was underway, and Jacklich took over research and development. Manual systems in finance and customer service were soon computerized, and a new CAD system came online in research and development.

Production lines were automated, and new tooling and machinery were brought online to improve quality and dependability.

Between 1985 and 1990, Jacklich completed the upgrade and redesign needed to achieve the leadership position in the industry. New product lines were introduced with patented features that captured the attention of the industry. New production lines included DuraPlus chimney, DuraLiner for relining masonry chimneys, Pellet Vent for the new pellet stoves, and DuraConnect for quick installation for venting gas appliances.

In 1993, DuraVent introduced Direct Vent for the gas-stove/fireplace market at a time when there was little or no competition; this is a position that the company is attempting to maintain. Through OEM relationships with certain stove manufacturers and through DuraVent’s gas-vent distribution network, Direct Vent has skyrocketed to a position as the number-two product line for DuraVent. It has also been one of the most challenging, due to the increased need for new items as gas stoves and fireplaces gradually take market share from the wood-burning industry.

During the past few years, Jacklich has worked on new products and was helping to redesign old ones. Jacklich has had a successful life at DuraVent and extends many thanks to the people with whom he has worked. He is now relaxing and enjoying his welldeserved retirement.

IndustryNEWS tions, human resources, information technology, and customer service.

Marc Sculler (previously senior vice president of Bell’O International) has been promoted to the position of copresident of TwinStar International. In this role, Sculler will oversee sales, marketing, and new-product development.

Andy Bandremer (previously senior vice president) was promoted to the position of executive vice president and will be working with Marc Sculler. Bandremer will be responsible for new-business development and will also continue to help drive Twin-Star International’s

product-development efforts (as he always has). This structure will better align sales, marketing, and newbusiness development.

Rob Cohen has stepped down as CEO of Twin-Star International.

The board of directors appreciates his contributions and wishes him success.

Clinton W. Blevins Joins California Outdoor Concepts CLINTON W. BLEVINS has been

named vice president of business development at California Outdoor Concepts. A graduate of Chapman University, Blevins has

spent the past seven years as a senior sales executive with the Los Angeles Angels baseball team (after spending the previous three years with the Anaheim Ducks hockey organization).

Blevins’ primary focus will be on directing the company’s strategies for accelerated growth into related products and new market segments.

The skill set that Blevins developed over the past 10 years will aid him in this effort; his tenure in the sales arena allowed him to develop several groundbreaking sales tools, which will aid the company with its growth strategies.

Brown Jordan Outdoor Kitchens’ New Mobile Line Honored BROWN JORDAN OUTDOOR KITCHENS’ new line of

mobile outdoor kitchens for the hospitality industry received a 2015 IIDA/HD Product Design Award.

Honored in the case-goods and freestanding-furniture category, Brown Jordan Outdoor Kitchens accepted the award at this year’s HD Expo in Las Vegas, Nevada, in May. Award winners were selected based on innovation, technical advances, cost effectiveness, environmental responsibility, aesthetics, both client and user benefits, and need and use in the hospitality industry. The esteemed panel of judges included Fabio Grego, American Institute of Architects, LEED® associate, Hyatt International (Chicago, Illinois); Scott Hierlinger, International Interior Design Association (IIDA), LEED AP, Nelson (Minneapolis, Minnesota); Carlos Posada, IIDA, LEED AP, Gensler (Los Angeles, California); and Meg Prendergast, The Gettys Group (Chicago).

Brown Jordan Outdoor Kitchens’ mobile kitchens

Brown Jordan Outdoor Kitchens’ mobile kitchen

were specifically designed with beautiful aesthetics and supreme functionality in mind. The frameless Europeanstyle modular cabinets add storage, organization, and luxury to any hospitality backdrop, while exemplifying beauty, class, and elegance. These kitchens can be configured in any combination as fully operational outdoor-cooking stations, bars, and preparation areas, while defining exclusive entertainment space anywhere on resort properties.

Veteran Retailer and Industry Leader Mary Fruehauf Dies MARY FRUEHAUF, PRESIDENT and owner of Fruehauf ’s

Patio & Garden Center (Boulder, Colorado), died recently after a long battle with ovarian cancer. According to her colleagues, Fruehauf was a hardworking, dedicated, and passionate person.

She had been involved in the casual-furniture industry and had worked at Fruehauf ’s since her parents, Vic and Gretchen Fruehauf, started it in 1977. Over that time, with a lot of hard work, she grew Fruehauf ’s into the successful business that it is today.

She was highly engaged with the industry, serving in various roles in the Casual Furniture Retailers Association and the International Casual Furnishings Association (ICFA). With over 35 years’ experience in the patio-furniture business, she knew and influenced many people in the industry. ICFA recognized Fruehauf ’s for retail excellence with the 2011 Apollo Award in the single-store category.

Despite her illness, Fruehauf never cut back on her

responsibilities or her hours at the store, and she was a daily presence.

Fruehauf ’s will continue as Fruehauf had run it, maintaining her family’s legacy (with Mariah Maydew, her sister, assuming the role of president and CEO).

Memorial contributions may be made to the Mary Fruehauf American Cancer Society, for ovarian-cancer research, at 2255 S. Oneida St., Denver, CO 80224 (cancer.org); to TRU Community Care Hospice, at 2594 Trailridge Dr. E., Lafayette, CO 80026 (trucare.org); or to Coast to Coast Dachshund Rescue, at P.O. Box 147, Jacobus, PA 17407 (c2cdr.org).

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PATIO & HEARTH PRODUCTS REPORT

Rain padded sling by Gensun Casual Living

Gensun Casual’s New Rain Padded Sling Featured at ICFA Preview Show GENSUN CASUAL LIVING showcased

one of its largest new-product offerings ever at the recent ICFA Preview Show™ in Chicago, Illinois.

Retailers were shown two new collections, many new tables and accessories, new fabrics, a new finish, and a new woven color.

Another new introduction was Rain padded sling. This patent-pending design from Gensun (featuring enhanced cushioning, Rain fabrics from Sunbrella®, and a unique construction) was a huge hit with retailers. Rain padded sling is available in seven collections and 14 product-finish colors. For more information, visit www.gensuncasual.com.

HD Expo 2015 Experiences Recordbreaking Attendance AS ONE OF THE WORLD’S LEADING

hospitality-focused trade shows and conferences, HD Expo established record-breaking attendance and exhibitor figures this year, following a successful event at Mandalay Bay in Las Vegas, Nevada, in May. The final figures showcased significant growth for the industry show (which is produced by Emerald Expositions and presented by Hospitality Design magazine), with a final tally of 10,260 registered attendees, marking a 10% increase over last year’s total.

The show floor showcased the latest and most innovative designs and products from leading global manufacturers. It included 255,200 square feet of booth space, which was also an increase since 2014. Liz

Solair Shade Solutions Launches Redesigned Awning Visualizer AS PART OF THE BRAND’S NEWLY DESIGNED WEBSITE, SOLAIR®

has introduced a redesigned and mobile-optimized awning visualizer to offer consumers a user-friendly digital outdoor-design experience. With an emphasis on usability with mobile/tablet Solair’s mobile-optimized awning visualizer devices, the newly outfitted awning visualizer (www.solair.com/awning-visualizer/) will allow a homeowner to take a photo of a house (using a mobile device) and preview a superimposed high-quality image of a Solair awning fitted onto the house.

Users can also browse through more than 100 Sunbrella® awning fabrics and experience a realistic view of how an array of attractive color and pattern options might complement their existing outdoor spaces. In addition, the awning visualizer features a sharing function, allowing homeowners to email their designs to themselves or share them with their friends and families on Facebook, Twitter, and Pinterest.

David Heiman, Solair’s commercial sales manager, says, “The new awning visualizer is user friendly and will help consumers in their decision-making process by showcasing how a Solair awning can define their outdoor spaces. Showcasing the fabric can be a challenging part of an awning purchase because it needs to complement the home’s exterior. The awning visualizer is a digital solution that will give homeowners reassurance that an awning will complete their backyards.”

The awning visualizer was built using modern Web technologies, while remaining compatible with older Web browsers and devices. The upgrade also improved cellular connections, upload speeds, mobility, and social-sharing capability.

Sommerville, show director for Hospitality Design Group, says, “HD Expo continues to be in the forefront of the industry as we uniquely provide the ultimate platform to bring together and provide access to the world’s leading hospitality-design professionals and thought leaders under one roof.”

Michele Crociani, business-development manager for indel B, says, “Being in our third year exhibiting at HD Expo, we found that the overall experience was an improvement from last year.” She adds that in addition to securing larger, higher-quality contracts, the company also learned, from previous years, how to present its products better and how to showcase its unique products for the industry.

Pelican Reef Wicker/ Panama Jack Outdoor Publishes New Catalog PELICAN REEF WICKER (along with

its Panama Jack Outdoor brand) is excited to announce the launch of its new 2015–16 catalog, which features new items added to two existing popular collections: Island Breeze and Key Biscayne. The new products are a preview of what Pelican Reef featured in the master catalog, which debuted at Chicago’s ICFA Preview Show™ in July.

The Island Breeze collection now includes a larger (48-inch) table base and new chair selections, such as a high-back sling chair, a multiposition folding chair, and a cast and sling aluminum chair option. The

Key Biscayne collection has added a unique feature: a snap-on arm that allows customers to create an outdoor theater-seating style with its modular sectional.

Complete new collections added are Rum Cay and Carolina Beach, which include beautiful seating for living, dining, and lounging—with choices of fabrics for cushions to add a custom touch. Rum Cay is made of a tubular-aluminum frame resembling bamboo poles, while Carolina Beach is composed of a traditional woven-wicker frame in driftwood gray. Also added is a new Tiki bar with stools, along with a new five-piece PJ Kids seating set; it features an easy-to-assemble table with four stackable chairs in bright, fun colors.

Adirondack chairs in red, white, and blue (made from recycled plastic)—along with umbrellas and accessory items, such as Panama Jack outdoor throw pillows, pouf ottomans, and beachcruiser bikes—are part of the new accents line. Other products that Pelican Reef is featuring are part of the new Panama Jack Sunroom collections. The Bora Bora, Sanibel, and Exuma collections are all composed of natural materials, including rattan poles, banana leaf, and woven wicker peel fibers.

These pieces range from sofas to coffee tables, dining tables, and chairs and are fully assembled and handmade, with choices of fabrics for seat cushions.

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Flanders and Homsy to Receive Lifetime Achievement Awards DUDLEY FLANDERS AND BUZZ HOMSY

have been named by the International

Buzz Homsy

Dudley Flanders

Casual Furnishings Association (ICFA) as the 2015 recipients of the prestigious Lifetime Achievement Award. Flanders founded Lloyd Flanders with his father, Don, in 1982, and Homsy is co-owner and founder of California Backyard (Sacramento, California), a five-store retail operation.

Flanders started working for Flanders Manufacturing (Fort Smith,

PATIO & HEARTH PRODUCTS REPORT

Arkansas) immediately following his graduation from college, in 1974.

The case-goods company was founded by his parents in 1954 and sold to Riverside Furniture in 1969. A year later, they founded Flanders Industries, after purchasing a company that manufactured metal outdoor and commercial furniture.

In 1982, Flanders and his father acquired the Lloyd division of Heywood Wakefield Company, which produced wicker furniture on the unique Lloyd Loom, patented by Marshall B. Lloyd in 1917. They founded Lloyd Flanders, which would become one of the country’s leading producers of casual furniture.

Flanders has served as president of the company since 1983 and as CEO since 1991.

Flanders served as chair of the Summer and Casual Furniture Manufacturers Association (SCFMA) from 2002 to 2004 and chaired the committee that helped oversee the organization’s transition to ICFA in 2008. He then served as ICFA’s first chair, from 2008 to 2010, and he remained on the board of directors through 2013. He also served on nearly every committee within the SCFMA and ICFA. In all, Flanders served on the SCFMA and ICFA boards for more than 10 years.

Outside the industry, Flanders is a dedicated volunteer, having served on the United Way board, the Cancer Support Foundation board, the Employers’ Health Coalition, the Boy Scouts of America Westark Area Council, and the board of trustees for Lyon College. He is also a founding board member for Arkansas Valley Habitat for Humanity, and under his leadership, 100 houses were built in his community.

Homsy operates four stores in Northern California and one in Nevada. The operation, which offers outdoor furniture, barbecues, hot tubs, and seasonal merchandise, began with a single store in Roseville, California, in 1989. Prior to California Backyard, Homsy operated Pool, Patio ‘n Things, a chain of eight stores (plus several franchises) throughout Northern California, Oregon, and Colorado.

In the early 1980s, Homsy was among the founding members of the Casual Furniture Retailers Association, which merged with the SCFMA as part of the transition to continued on page 85

ON A ROLL

It’s not surprising that many of today’s chic outdoor fabrics are migrating into the house. BY CHERYL DANGEL BARTOLINI

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Spotlight

usiness is looking good for makers of outdoor fabrics (and indoor fabrics, too).

Asked to sum up the state of their industry in one word, however, its representatives couldn’t quite agree. It seems that there is too much happening to pin it down with just one word. Instead, there are five: growing, vibrant, colorful, diverse, and dynamic.

Growing is the word that Hugo Benitez, national market manager, Designed Fabrics, for Phifer Inc. (Tuscaloosa, Alabama), chose.

“More emphasis is still being placed on improving the outdoor areas,” he says. “The economy continues to improve, and we see people spend-

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ing even more on their homes—particularly the outdoor areas. Sales have continued strong, even though we had one of the coldest winters on record. That just goes to show how many people value even their limited time outdoors.”

In fact, the market is bursting from its outdoor seams and doing more and more business indoors. This is so much the case that some manufacturers, such as Bella-Dura® (New York, New York), don’t differentiate between outdoor and indoor performance fabrics.

Sarah Keelen, senior stylist for Bella-Dura, says, “Our first priority is creating a beautiful fabric; we don’t have to distinguish outdoor from indoor because the performance attributes are built into the fiber. We first create fabrics with interesting texture and graphics, a soft hand, and fresh colors; then, we let designers choose the application. They aren’t limited at all because all Bella-Dura fabrics are all-around performance fabrics, ideal for indoor or outdoor use.”

Every textile with the Bella-Dura name shares the same inherent attributes, according

to Susan Lobel, vice president of marketing and brand development for Bella-Dura. Each fabric is 100% solution dyed for durability; is antimicrobial; and resists stains, fading, and pilling.

“With attributes such as those, it’s truly the ideal fabric for any design environment—from living room to pool deck and beyond,” she says.

Stuart Schneider, director of sales for BellaDura, says, “Our outdoor market has been traditionally strong for us and is growing at present.” He credits new partnerships at the upper end of the market, while the company is expanding its presence outside.

“This design philosophy has led to the creation of new collections that have created many new opportunities for us inside. We had great placements at a recent market—the most in our history. We have also been very active (given our unique combination of overall performance and superior aesthetics) in the hospitality and health-care markets,” he adds.

Greg Voorhis, design director for Glen Raven Custom Fabrics (Glen Raven, North

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Carolina), agrees that the lines have blurred between indoor and outdoor applications— and that this has grown the market. “We don’t think of them as indoor or outdoor, but rather, as fabrics for your whole home. To make our homes bigger, we move outside. Patios, decks, and porches are extensions of our homes. With Sunbrella® high-performance fabrics, you have the ability to use the same fabrics throughout the home—inside and outside,” he says.

Jim Jimison, national sales manager for Parà Tempotest® USA (Carrollton, Texas), says, “Parà Tempotest is split about 50–50 between indoor and outdoor fabrics, if we’re talking about the mix between our cottons/linens and our solution-dyed acrylics. If we’re talking about the mix within our outdoor business in solution-dyed acrylics, I’d say we’re 75% outdoor and 25% a crossover (to indoor companies looking for performance). It’s a significant segment for us.”

The idea that outdoor-fabric manufacturers make a product that is limited to outdoor use, however, still prevails. Natalie Scott, vice president

1. Bella-Dura by the yard, series 3; from top: Alameda, Halsey, Wave Hill, and Morada 2. Outdura fabrics (clockwise, from top right): Fenway, Beau, Hot Shot, Avila, Timbre, Caspian, and Hot Shot 3. Phifer’s Geobella® fabrics: at top, Morocco mineral blue; from left, Zoe navy, Lexington frost, Rock Solid Mercer blue, and Enlace sky blue

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4. The Sunbrella® Regatta collection from Glen Raven 5. Parà Tempotest’s Regatta with DuPont™ Teflon® 6. The Molto Bene collection from Parà Tempotest 7. Bella-Dura’s Fall 2015 collection; from top: Armani, Samba, Puebla, and Sacchi 8. Richloom patterns, from top: Lara julep, Bocachia seaspray, and Manhattan breeze 9. Twitchell™ Textilene® metallics

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of sales and marketing, Casual Furniture Fabrics, for Outdura/Sattler Corp. (Hudson, North Carolina), says, “It is indeed limiting to speak of our product line as the single category of outdoor fabrics. Since last year, we’ve even gone beyond the indoors, to a variety of new market segments.”

She adds, “With that, we find ourselves speaking of performance fabrics (no longer outdoor fabrics)—and we are selling to many different audiences. While we are focusing on indoor applications as well as outdoor uses, the bulk of our business is still in fabrics used in the traditional outdoor applications.”

Nancy Egge, designer for Twitchell™ Technical Products LLC (Dothan, Alabama),

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says, “Our Textilene® products are great for hightraffic areas, which makes our fabrics ideal for commercial applications—both indoor and outdoor.” She explains that Twitchell’s business is split into approximately 65% outdoor and 35% indoor applications. “Some of our customers come to us with unique indoor-application ideas, and we try to match the perfect fabric to that need. We are observing this more and more,” she adds.

Likewise, Phifer’s sales are growing, but the company doesn’t need to seek additional business; instead, customers are finding the company. “For years, those of us in the outdoor segment have tried to increase sales by offering products to the interior trade, but the success of the outdoor segment now has the interior segment asking for more and more products for different applications,” Benitez says.

He notes that most of Phifer’s business is in outdoor products, but the company is making positive strides with its GeoBella® fabrics for interior applications.

Chuck Zaberto, vice president of the Solarium® Division, Richloom Fabrics Group (New York, New York), reports that it is hard to quantify which sales are for the indoor and outdoor segments. He says, “We have quite a few programs being sold to indoor-furniture manufacturers as a performance story, but the real unknown, for us, is how much of our fabric is being used in products—sold as outdoor items—that are actually being used for indoor applications.”

He adds, “High performance, easy care, and great design are values the consumer embraces. The demands of today’s active lifestyles allow us to tell a great story, regardless of the application.”

Spotlight

VIBRANT “The word vibrant captures the state of the category at retail and also puts exclamation points around the design and color trends driving the business,” Zaberto says. He is right, as evidenced by the latest design trends in the industry, one of which involves developing new yarns and special finishes.

“Texture is one of the biggest trends we see in the marketplace,” Scott states. “The customer appreciates bulkier fabrics with a soft hand. In this category are the patterns Cocoon, Avila, Rumor, and Beau. Grasscloth-inspired patterns are also trending now.”

Manufacturers such as Outdura are focused on developing fiber into unique yarns that differ in hand, weight, and look, according to Scott.

“This is evident in our novelty bouclé yarns and textured yarns, as well as marl yarns,” she says.

M.J. Ramos, senior merchandiser at BellaDura, says, “Organics, handwovens, subtle textures, black and white, truffle, mink, heathered shades, and bouclé are big. We are still looking toward Midcentury Modern—and historically, those furniture pieces were covered in wool.

Performance is still a very hot area, and we have been able to recreate that look in an eco-friendly, high-performance fabric.”

Monica Thornton, senior designer for Phifer, says, “Texture remains important, with inspirations from nature, artistry, and technology. The newest styles are highly textural or layered designs that draw on painterly techniques such as fresco painting.”

Voorhis says, “Fabric performance and durability are the new luxuries in interior design.

Homeowners can enjoy luxurious design without the fear of spills and stains from kids, pets, and everyday living.”

Finishes that improve durability are another trend that Scott sees. In fact, Outdura “just cobranded a new offering in partnership with Crypton® (Bloomfield Hills, Michigan), which is branded under the name WeatherTexPlus,” she says.

“WeatherTexPlus uses the Crypton finish on our 100% solution-dyed acrylic fabrics, making them waterproof and antimicrobial,” she continues. “These properties—coupled with our high abrasion ratings, strength in lightfastness, resistance to rot and mildew, and ease in cleanability—allow our customer the best in a performance fabric.”

Egge states, “Individuality in design is big with our customers. Higher definition in patterns and textures allows us to offer intricately detailed fabrics. To take it a step further, you can mix and match colors and textures, creating a truly personal style.” Textures are trending, but these are not ordinary textures. Textures you can see and feel are hot, according to Egge.

Bella-Dura is designing new yarns and looking at softer textures. They “aren’t necessarily obvious. Some are more sculptural and some more subtle,” Schneider says.

1 2 1. Parà Tempotest’s canvas cream 2. The Sunbrella® Emerald collection by Glen Raven 3. Outdura’s ikat medallion, Caspian, complemented

by Cocoon, Beau, and Calypso plain-weave stripe 4. Richloom’s Flamingo Capri (left) and Aspidoras coral 5. Variations on blue in the Twitchell™ Textilene® stock line

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6 “For instance, we have skins that aren’t so literal, plus handwoven, organic, and textural looks—plus soft graphics in black and white or gray,” he adds. “We also have been using our very popular pleat warps in new ways, thinking out of the box to develop new qualities that will be quite dimensional and unexpected. Sophisticated, interesting textures in clear, fashionable colors have been our area of greatest success.”

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6. Phifer’s PVC geometric fabrics; from left, top row: Terrace mineral and Victoria mineral; bottom row: Tribal steel blue and Shelby cadet

COLORFUL Colorful is the word that Alexis Maklakoff, business manager, Decorative Fabrics, for Glen Raven Custom Fabrics, chose to sum up the industry. “Homeowners are ready to be more adventurous with their outdoor spaces by incorporating lots of different colors. Bright colors and vegetable-dye colors are being paired with neutrals to brighten patios, decks, and porches,” she says.

“The state of the industry is also colorful, in the sense that companies are more optimistic. The future is bright, with the potential for good business conditions and increased sales,” she adds.

Voorhis predicts, “Outdoor spaces will continue to feature natural looks and textures, but bright colors will serve as accents in a more pronounced way. These colors pop when paired with neutrals and are perfect for decorative pillows, throws, accent chairs, and other accessories. Mixing and matching for an eclectic look is very popular in outdoor settings.”

Deep, saturated, inky blues and true indigo (which is a bit more yellow and less saturated) will continue to be popular. Ramos says, “Gray morphs into cooler shades—such as a true silver, bordering on metallic. I also see gray getting cooler, with undertones of purple: a real dove gray.”

He continues, “In darker shades, charcoal will stay pure and also will go ganache, which is a color we are using a lot. It’s sort of a powdery driftwood with a little dark chocolate mixed in; it’s a midtone neutral that looks great with lighter and darker frames and works very well with woven frames.”

Jimison also sees people migrating to grays, from light gray to heathered grays to darker tones of charcoal (along with blues, cream, and beige). “I would also add white: the whiter, the better,” he says.

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Thornton says, “The biggest single color statement would be blue. It ranges from classic navy to bright cobalt, dusty slate, or bright turquoise. The blue family has always been the favorite in the United States, but there is renewed interest as we are feeling more optimistic about the economy.” While Egge agrees that shades of blue, from pale blue to bright indigo, continue to be important, she adds, “Never underestimate the influence of Mother Nature over trends.”

Colors are plentiful in patterns, too.

Geometrics that feel new and modern will be popular, Ramos says. “Novelties are giving way to more sophisticated, upscale stripes, textures, and geometrics,” Jimison suggests.

“Ikats and geometrics are still leaders in the jacquard category,” Scott says. “Customers like the global influences, the splash of color, and the irregularity of pattern (as found in ikats). At the same time—and contrary to ikats—the simplicity and cleanliness of geometrics are also quite popular. We are finding, through our customer placements, that the same customer will want multiple colors of both pattern trends.”

Geometrics, Thornton adds, “adapt easily to any color palette and give the boldness the consumer is seeking. Geometrics also provide a gender-neutral offering that appeals to everyone.”

Trellis-inspired, linking, or entwining geometrics are among the best-liked options—and largerscale designs are preferred over smaller-scale pat-

terns, Thornton says.

“The classics are hot, too,” Egge says. “It is hard to go wrong with simple, sophisticated patterns. Diversity and flexibility are keys to making this happen.”

DIVERSE Diverse is the word that Egge likes to describe the industry. “It is more important than ever to offer fabrics that fit individual lifestyles. Our customers are very creative and use our products in numerous ways,” she says. For example, Egge sees flooring applications popping up; she reports, “Because of the durability of Twitchell’s fabrics, we receive requests for them as floor coverings.

The ability to make a statement with flooring is appealing to many designers.”

Benitez is experiencing the same thing. “More and more of our fabrics are being used for flooring applications, whether as rugs, mats, or interior flooring,” he says.

Lobel sees customers developing their own applications. She says, “We have some clients who use Bella-Dura in some nontraditional ways—for table linens, handbags, or shopping bags—since it’s so durable and cleanable (and won’t pill when constantly rubbed against your body).”

Voorhis notes that Glen Raven is seeing an increase in fully upholstered outdoor furniture, rather than just the use of cushions. “We’re also seeing expanded shade applications,” he says.

“The traditional umbrella and retractable awning

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PATIO & HEARTH PRODUCTS REPORT

are still homeowner favorites, but we’re also seeing more roller shades, power screens, shade sails, and pergolas, which allow homeowners to accent various architectural elements of their homes and provide truly unique shade solutions.”

Scott says, “We are seeing everything from pool floats to beach chairs on the outdoor side of the business. On the interior side, drapes, pillows, and upholstered headboards are new applications for which our fabrics are being used.”

DYNAMIC “It’s dynamic,” Schneider says, summing up the industry today. “This is a time of both renewal (to whatever degree) and dramatic changes in the industry. Product offerings are vast and varied, and design, living, and lifestyle trends have expanded the potential customer base exponentially. It is a time of opportunity, at many levels, across a wide range of sectors,” he explains.

As a result, manufacturers are expecting healthy sales. “We expect very strong sales in 2015. The first quarter of 2015 was strong, and we expect this trend to continue,” Benitez says.

Egge says, “It’s a complex industry, constantly adjusting to customers’ needs. If we’ve met those needs, the summer of 2015 will pass with flying colors.”

Scott predicts, “I am optimistic, with the amount of building and home renovation that has returned (which includes the outdoor room).

This will allow our industry a return in growth

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Spotlight

and positive numbers.”

Maklakoff says, “The future of the industry is bright and colorful. We are hopeful for a prosperous year, both financially and in the continued design innovation of our fabric collections.”

WHAT’S NEW Manufacturers are responding to today’s trends with many new products. Glen Raven has introduced several new collections. The Wisteria collection by Sunbrella includes six fabrics in a variety of complementary floral shades, ranging from lilac to ivory. Meridian by Sunbrella features springlike pastel hues in a subtly textured solid. “They are the perfect neutral pairing for bolder patterns and brighter colors,” Voorhis says. In addition, Sunbrella has added eight new colors to its Meridian offerings.

Glen Raven is betting that green will be popular, as evidenced by the Emerald collection by Sunbrella.

It features coordinating patterns in shades of emerald and citron, offset by a solid in earthy brown. The Regatta collection by Sunbrella features the on-trend color of blue—specifically, cool ocean blues and complementary flame highlights.

Outdura introduced three new colors this season: clover, a green; stucco, a neutral; and burnish, a rich, midtone brown. “These color introductions bridge gaps within our color palette and work nicely with the color palettes that our manufacturers use,” Scott says. “In addition, we blend these colors (as well as our other colors) speaking to

some of the more forward color trends.” In total, Outdura’s 2016 product line features more than 40 patterns, shown through five different collections.

“We are the exclusive supplier of solution-dyed acrylic fabric using the Crypton finish,” Scott adds. “The Crypton finish further enhances our already inherent performance features by making Outdura fabrics waterproof and antimicrobial.”

The company also has a new stocking program called Outdura Express, as well as a new cutyardage program, Ovation. The Outdura Express stocking program consists of over 70 patterns that are stocked and readily available. The Ovation program features 114 patterns that are sold in cutyardage lengths, with a three-day turnaround time.

Parà Tempotest is promoting its use of DuPont™ Teflon® on its water- and stain-resistant fabrics. “Performance fabrics seem to be becoming entrenched in the industry lexicon,” Jimison says.

“At the recently held ITMA Showtime in High Point, North Carolina,” he continues, “I would say that 80% or more of the traditional residential-furniture manufacturers who visited us to look at our home decorative fabrics ended up looking at, sampling, and talking about solution-dyed acrylic performance fabrics for their new lines. They were looking for the possible development of an outdoor line or (more commonly) for the cleanabilty and stain, water, and oil resistance of these fabrics, which can do all this and still deliver a great hand and design.”

Phifer is introducing three new blues for this

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season. They are a Mediterranean-inspired blue, blue blaze; Mercer blue, a mineral-inspired midtone blue; and sky blue, a smoky light blue.

Playing to the trend toward textured fabrics is Phifer’s Lexington GeoBella pattern. It “has an old-world fresco style, making it a timeless addition to outdoor living,” Thornton says.

Phifer has expanded its current stock line of indoor/outdoor furniture fabrics to include an additional 30 GeoBella cushion and Phifertex® sling fabrics. The new stock line features everything from bold colors to neutrals. Phifertex fabrics continue to sell well, since they are quick drying, moisture wicking, fade resistant, stain resistant, and infused with Microban® antimicrobial product protection to inhibit the growth of staincausing bacteria, mold, and mildew.

Richloom has introduced new performance solution-dyed jacquards and textures. “We are also expanding our print and piece-dyed offerings to include new textured base cloths,” Zaberto says.

Twitchell is staying with the trend toward blue hues and has developed several new shades for its stock line. “Caribbean, tealicious, and ink pen are some of my favorites,” Egge says.

Overall, the market “seems strong and vibrant—and has recovered from the great recession. Our customers are excited, enjoying good business, and growing their businesses, as are we,” Jimison says. “I think we will look back on this period fondly, and I’m encouraged about more strong growth going into 2016.”

www.mallinfurniture.com | 800-251-6537 | the Merchandise Mart,

Suite 1525

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Marketing Maneuvers

PATIOS WITH PIZZAZZ A Las Vegas business offers a dizzying array of products and services for creating the perfect outdoor retreat.

BY KIMBERLY RODGERS

PHOTOGRAPHY BY JASON OGULNIK

M

atthew and Jessica Lane are the founders of Proficient Patios & Backyard Designs (Las Vegas, Nevada), one of the largest outdoorroom construction/retail companies in the United States. They have come a long way since Matthew began his career in the industry, directly out of high school, as an estimator for his family’s backyardcontracting business.

After Jessica graduated from college, in 2006, the Lanes decided that they wanted to start their own company. “We saw how other contractors ran their businesses, and we knew we could outshine them,” Matthew says. Jessica adds, “We began working from home and then moved to a one-person office in downtown Las Vegas to hang our shingle officially.” The Lanes started their new venture with one contractor’s license in patio covers and eventually became licensed for concrete,

Top: Matthew and Jessica Lane Bottom left and right: The retail segment represents about half of the company’s sales

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PATIO & HEARTH PRODUCTS REPORT

1250 9th Street, Berkeley, CA 94710 1-800-521-0505 www.companion-group.com

START TO FINISH We are a team of remarkable, passionate, and inquisitive people. We build products that we love using ourselves. We’re not only experts in product development; we’re also experts in private label design and out-of-this-world customer service! We’re 49% employee owned, dedicated and vested.

We like to say that we’re not just a family of brands we’re a family.

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Marketing Maneuvers

stucco, general contracting, landscape, and masonry.

“Between 2006 and 2008, the business began to flourish, when the economy was crashing for everyone else,” Jessica says. “We definitely think this was because we ran a contracting business like nobody else did. We were professional, we showed up when we said we would, and we followed through on our promises.”

In 2007, the Lanes opened their 1,800–squarefoot office and showroom in the eastern part of the city and established the company as the top patio builder in the Las Vegas valley. In 2011, the Lanes took a big plunge, moving to a 28,000–square-foot showroom in central Las Vegas. This move enabled the Lanes to expand Proficient Patios—offering contract work, as well as retail products to help create the ultimate outdoor spaces for their customers’ homes. The company now provides design and installation services for patio covers, concrete, landscaping, spas, fireplaces, firepits, water features, grills, outdoor kitchens, and patio furniture.

A major advantage that Proficient Patios offers its customers is that all of its work is performed by company employees who are licensed, bonded, and insured. With 75 employees on staff, the company subcontracts none of its work. This is a huge benefit for customers’ convenience, and it helps Proficient Patios maintain the highest quality-control standards. “We are a true one-stop shop, where a customer can come for custom design/build service for an entire yard, including patio covers, concrete, patios, and hardscape—and at the end, put in all the finishing touches, such as an outdoor kitchen, fire and water features, and patio furniture,” Matthew says.

Customers appreciate and enjoy the ease of shopping at a single store to outfit the entire yard.

“We have it all under one roof,” Matthew says. The company has certainly filled a niche in the outdoor industry. In fact, the only related products that the company does not offer are pools. Matthew comments that his company’s one-stop–shop business model works especially well in a city such as Las Vegas. He says, “This is a 24-hour town; people work at night and at odd shifts. They want one person to handle it and are also more comfortable

with us because we do all the trades ourselves (and play that general-contractor role).”

Many patio retailers will offer a few landscape or outdoor-kitchen installation services, but they often turn over the work to subcontractors. “By using our own employees to design, build, and install everything, we are able to maintain the highest standards of quality control,” Matthew says.

“Different manufacturers I work with have told me they have seen nothing else like us—anywhere.”

Proficient Patios has won numerous awards (including being voted best Las Vegas patio builder from 2008 through 2015), and no job is too big or too small. Customers often start with a patio cover and concrete and then come back, a few months later, and add a spa and an outdoor kitchen. “We offer a revolving-line-of-credit program that makes it easier for customers to add upgrades,” Matthew says. Although the company started by building outdoor spaces, its sales are now about evenly divided between the construction side of the business and the retail segment. Matthew adds, “We are focusing more now on the retail market, which is increasing for us month by month.”

SPECTACULAR SHOWROOM The Lanes have skillfully divided their vast showroom into eight vignettes. “We want people to come, sit, and experience each scenario—and really feel that they are in a completely outfitted and decorated backyard,” Matthew says. For example, one vignette is a 60x25-foot room bordered by a pony wall and featuring a large fireplace, a firepit, lush landscaping, and pavers.

Another vignette features a Tuscan-inspired design with a patio cover, stonework, a large outdoor kitchen on one side, and a patio set on the other end. “We want to simulate a number of different layouts and all the potential there is for an outdoor space,” Matthew says.

The showroom also houses the Belgard Design Center of the West Coast. “Belgard is a fantastic company to work with, and we are proud to partner with them,” Matthew says.

The company carries an array of other top products in the outdoor/casual industry, including hot

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Left: Proficient Patios & Backyard Designs is among the largest U.S. outdoor-room construction/retail companies Right: Outdoor kitchens are popular with the company’s customers

tubs from Sundance Spas, Cal Spas, and Clearwater Spas; outdoor grills and kitchens from Twin Eagles, Delta Heat, American Outdoor Grill, Cal Flame, Fire Magic, and Primo Ceramic Grills; shade structures from Alumawood by Amerimax; and patio furniture from Tropitone and Sunset West. “I like to have the best of the best, in terms of retail products, in our showroom,” Matthew says.

To draw traffic into its fabulous showroom, Proficient Patios purchases a large amount of advertising in different media segments. “We do a substantial amount of advertising, from local television and radio commercials down to direct mail—and pretty much everything in between,” Matthew says.

“We are in almost every magazine that is available in Las Vegas.”

OUTDOOR ROOMS An industry trend that the Lanes see is the increasing desire for low-maintenance products.

The wish for outdoor-living spaces also continues to grow. “Everybody wants products that don’t require a lot of their time and effort, such as LED lighting, artificial grass, and grills that don’t require a lot of maintenance. Everybody wants an outdoor room where he or she can have a combination of a television built into a fireplace wall, along with an outdoor kitchen and furniture. People want the whole nine yards for their outdoor rooms,” Matthew says.

With business booming, Matthew primarily handles sales, and Jessica manages the office staff, coordinates jobs, and oversees every other detail involved in running a business. She graduated from law school and would like to practice law someday, but with the company’s continued growth, she has been unable to detach herself quite yet. Matthew says, “We have been very fortunate and successful in continuing to increase our business substantially, every year. It took a lot of hard work and dedication.”

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Hearth Retailer

RECIPE FOR SUCCESS For this profitable retailer, the essential ingredients of success are Travis Industries hearth products and strong teamwork.

BY SHARON SANDERS PHOTOGRAPHY BY SPIERCE PHOTOGRAPHY

D

ean Michanczyk admits that he likes cool stuff.

The entrepreneurial hearth dealer has managed to channel his passion into a store that showcases some of the industry’s most interesting, efficient, and technology-driven hearth products. Dean’s Stove & Spa LLC (Plantsville, Connecticut) is the largest House of Fire showroom on the East Coast, featuring some of the most high-profile designs from Travis Industries (Mukilteo, Washington). Over the years, the business has experienced tremendous growth.

Michanczyk, who co-owns the business with his wife, Eileen, says, “Growth is good, but it has to be smart growth.” To keep the store’s operations strong, he has

Top: Dean's Stove & Spa is the largest hearth shop on the East Coast Bottom left: The store's showroom is a visual experience at every turn Bottom right: Dean and Eileen Michanczyk

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PATIO & HEARTH PRODUCTS REPORT

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Hearth Retailer made some bold, sweeping changes that have paid off in many ways.

Michanczyk opened the store in 1979, shortly after he graduated from college. “I was one of those earthy people who rode a bike everywhere and did whatever I could to avoid using fossil fuels,” he remembers. “I started the business selling Franco Belge coal stoves because they were different from anything else on the market at the time.”

The modest shop grew organically as he kept adding products that people requested. He vividly remembers meeting Jerry Whitfield (one of the originators of the pellet stove) and being intrigued by the new type of stove that he had to offer. Shortly thereafter, the pellet stove became one of the store’s top sellers—and still is today. “I’ve always been the kind of guy who wanted to be on the edge with new products, so I’m always looking for the next big thing,” he says.

By the mid-1980s, the store had doubled in size. Business really took off in 1990, when Michanczyk was introduced to Travis Industries. “In my opinion, Travis Industries is a company that has it all, and I attribute that to its leader, Kurt Rumens, who has been very inspirational to me (as a business owner). The company builds interesting products that people want, it stands behind what it builds, and it supports its dealers,” he says.

The partnership brought Dean’s Stove & Spa to the next level. By 1995, it outgrew its showroom and moved into a larger building across the street, where it remains to this day.

A VISUAL EXPERIENCE Dean’s Stove & Spa has become something that the Michanczyks could have never imagined. It is a popular destination-shopping experience that attracts people from Connecticut, Rhode Island, and the greater Boston area.

Its 14,000–square-foot showroom features more than 75 burning displays, making it the largest hearth shop on the East Coast. Its unique products are the main attraction.

Michanczyk says, “Visually, our showroom is interesting at every turn.

It has a wow factor that gets people excited.” Its front counter features a dramatic $80,000 boulder fireplace that weighs 9 tons. Shoppers are able

Dean's Stove & Spa specializes in high-end, unique hearth products

to see the latest hearth technology in action, to feel ambient heat from the most efficient fireplaces available, and to get inspired by designs that range from ultramodern linear fireplaces to electric units and traditional pellet stoves.

“Part of our plan is that people come and actually spend the whole day exploring and learning about hearth products,” Michanczyk says.

There is even a 7,500–square-foot restaurant on the property (owned by the Michanczyks) with 16 Travis Industries fireplaces; there, visitors can relax and have a meal.

“We often give people discount coupons for the restaurant, so they can eat and take their time deciding on a purchase,” Michanczyk explains.

“It’s all part of the destination we are trying to create.”

SWEEPING CHANGE While the store is thriving today, there was a time, a few years ago, when its rapid growth started to hinder its ability to serve its customers.

In 2008, Michanczyk took a hard look at the business and saw that it was going down the wrong path.

He says, “Sales were way up, but we didn’t have the right staff or an infrastructure in place to support our growth. Things were falling through the cracks that should have been taken care of easily.” It didn’t take long for him to make a bold decision that would radically alter the store’s service level, moving forward: He dismissed almost his entire 40-person staff. He then hired a whole new crew; most of its members were

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recent college graduates.

“A business as big as ours must have people who are willing to work together, who want to learn, and who are enthusiastic about our products.

We didn’t have that,” Michanczyk recalls. The new model for the store was centered on cross-training. He wanted every employee to be able to perform every job—from sales to service. The initial cross-training effort was a long, difficult process, but it was well worth it, he says.

Today, the whole atmosphere in the store is different: It’s professional, energetic, and fun. The business is filled with salespeople who can also install and service products and with service technicians who are comfortable selling. Michanczyk says, “If a technician is sick, there is always someone we can send out (instead of canceling those jobs). If the sales floor gets superbusy, we can easily put a technician on the floor.”

Customers love talking to technicians who are normally out in the field because they can ask them technical questions. They also like the fact that technicians are not hard-core salespeople. On the flip side, because the sales staff is knowledgeable and can solve technical problems, customers don’t always have to go to the service department.

“A customer can come in with a fireplace remote that doesn’t work, and the salesperson will fix it on the spot,” Michanczyk says. “People love that. I have customers stop me in the parking lot all the time to tell me how much they learned from my staff or to compliment me on their service

PATIO & HEARTH PRODUCTS REPORT

experience. It makes me feel good.”

Cross-training not only has been successful from a financial standpoint, but has also built camaraderie among staff members. Michanczyk says, “Everyone works together really well.

Some people are naturally better at certain things than others, but everyone is trained to do whatever is needed. Even when the sales floor is packed and phones are ringing off the hook, my employees have a good time.”

Michanczyk recently shifted his efforts to fine-tuning the business side of his operation. Last summer, he brought in a consultant to give him advice on how to manage the company’s growth. “As your operation starts getting big,” he says, “and when you’ve been around as long as I have, it is good to have an outside person come in to assure you that you’re on the right path. Now that we have taken a look at everything, I have the confidence to move forward, full steam.”

His next move will be to develop the back-end portion of the business further. “We’ll be talking to our customers and field technicians to determine if there are more services that we can provide after a sale,” he says, adding that once people get comfortable with a store, it only makes sense that they will want to keep coming back for related services. He says, “It’s about building relationships.”

The Michanczyks have high hopes for the future of Dean’s Stove & Spa. “We feel good about where we are right now,” Michanczyk says.

“We are better than we were last year, and we intend to get better every year.”

Circle Reader Service No. 29

Outdoor Grilling

KITCHEN SALES SOAR Outdoor-kitchen sales surpass grill-cart sales for this savvy North Carolina retailer.

BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY KELLY STEELMAN

T

he Grilling Store (Durham, North Carolina) has a great business. The third-generation retailer was doing quite well selling grills and carts, with the latter being an especially big seller for the shop. That seemed to change overnight, however. Cart sales dropped off dramatically—but that didn’t mean disaster.

Chris Davis, vice president of sales and marketing for The Grilling Store, says, “Everything is changing in our market. We’ve been a high-volume grill-cart market, with few kitchen sales. Now, everyone is asking for an outdoor kitchen or a DIY outdoor kitchen. We sold very few carts this year, but lots of outdoor kitchens.”

He continues, “We have been such a cart market. We used to do one kitchen a year, if that. Now, we’re selling more kitchens than we’ve sold grill carts.”

The reason for the reversal is purely cost. “Some manufacturers are now offering components that are more affordable, which allows average consumers to buy the components or build kitchens

Top: Chris (left) and Mike Davis Middle and bottom: Business is brisk in outdoor kitchens and Big Green Egg’s products

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PATIO & HEARTH PRODUCTS REPORT

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Circle Reader Service No. 31

Outdoor Grilling

Top: Napoleon grills are strong sellers, as are the store's private-label sauces and seasonings Bottom: Most of The Grilling Store’s customers choose entry-level to midlevel kitchens

we’ll have another record year,” he says. At The Grilling Store, grills represent 40% of sales and fireplaces make up the balance.

The store records healthy sales of consumables and has its own private-label sauces and seasonings.

“We also have several impulse buys, which are nice,” Davis adds. The store also offers a filling station for propane tanks, and this drives traffic to the store.

themselves—more than ever before,” Davis says.

The average price of an outdoor kitchen varies, but Davis notes that most customers are buying entrylevel to midlevel kitchens; the typical price ranges from $4,000 (if they build their own islands) to $7,500 to $8,000. “We’ve had a few that step

out of that range, but not many.

Most people go with grill, a few sets of doors, and maybe a refrigerator and side burner,” he says.

Overall, last year, sales were phenomenal, Davis reports. “It was one of the biggest years we had in retail.

So far, this year, it has been picking up more and more, and we hope

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ROOTS IN PROPANE At one time, The Grilling Store wasn’t about grilling at all. The store actually was founded as Triangle Propane Service Inc. (in 1987) by Davis’ father, Mike, and his grandfather, Stanley Davis.

Together, the pair focused on propane delivery. The front office did feature one Broilmaster grill with one Heatmaster fireplace. Both

PATIO & HEARTH PRODUCTS REPORT

products were there for the sole purpose of selling a little more propane.

“They weren’t there to get into the retail business,” Davis says.

Business was good. In fact, it grew—and by 1990, the company outgrew its office and moved to its current location. By 2000, however, business had slowed. Winters were warmer, natural gas had become available in the area, and as a result, fewer people were buying propane.

“We had to sell them something else.

Diversifying to retail was a must,” Davis says.

The company started selling more fireplaces, outdoor grills, and (of course) carts. Here and there, it sold an outdoor kitchen. “It was a smooth transition,” Davis says. “We already had some experience on the retail side.” In 2003, the name of the business was changed to The Grilling Store to describe its product offering better.

The move worked. Today, the company is now in its third generation. Stanley died in 2006, but Mike continues as president. Mike’s wife, Cindy, handles the administrative end of the business. All told, the store has seven employees, including Stanley’s son-in-law, Don Ivins, who heads service and sales. It operates from what many would consider a small space: a 1,000–square-foot showroom. “It is a little smaller than some, but it gets the job done,” Davis says.

HIGH TRAFFIC It might be small, but as Davis says, it packs a punch—with directvent, vented, and vent-free fireplaces on display, along with plenty of grills. The company is planning to revise the layout somewhat by taking out an office (to allow for more showroom space for grills and direct-vent fireplaces), but otherwise, it is content with the space.

In fact, grills line the front porch, where they are seen daily by people who commute on the main road.

“We had a traffic count done a couple of months ago, and it estimated that about 30,000 cars a day drive by our location. That’s high traffic, for our area,” Davis says.

The Grilling Store also gets ample foot traffic from its monthly events. “We will bring in local vendors from area businesses and set up

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Outdoor Grilling tables. There will be music and cooking demos throughout the day: nothing gourmet or fancy, but things people don’t think about cooking on the grill, such as pizza, chicken, pork tenderloin, cookies, and pineapple upside-down cake,” Davis reports. The store usually has several working grills going at the same time for these events; currently, it is using a grill from Wilmington Grill and a kamado-style cooker from Big Green Egg. The store’s lineup includes grills from Wilmington Grill, Fire Magic, AOG, Broilmaster (which has been with the company since day one), and Blaze Grills. In January, it started carrying Big Green Egg products.

“We will look at all the options presented to us when we decide to take on a new line,” Davis explains. “Sales reps play a big part in which products we buy. We look for value in our products. If the manufacturer will back us, it gives us added value when we talk to a customer. If a manufactur-

er has our back, we can have our customer’s back.

All that helps us stand up to Internet sales.”

INTERNET INFLUENCE The Internet can work against the store, in terms of sales, but when it comes to marketing on the Web, no one does it better than Davis. He is the marketing guru at The Grilling Store, where he seems to be adept at almost everything. Online social-media interaction is key, he says. The store is involved with Facebook, Twitter, Instagram, and (to a lesser degree) Periscope video streaming.

The main heartbeats, as Davis puts it, are Facebook and Twitter—and if there’s a secret of success, he has it. “You have to reach out to your friends or likes and give them stuff that is interactive, such as recipes, informative items they can use, and safety tips: the more, the merrier,” Davis says.

He personally handles all social media and will post four to five times daily on his accounts. “A lot

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of manufacturers post things, so I do a lot of sharing when I’m running low on ideas. We post projects that have been completed, whether they are fireplaces or outdoor kitchens. Every little thing, we try to post,” he explains.

That has been a boon for sales. “It has helped our outreach to the public, and indirectly, it helps our sales (with residual sales),” Davis says. “Friends on Facebook might see something and may not purchase it from seeing it, but it sticks with them, so it is a must to have that exposure.”

Each week, Davis will post a video of the week. All videos are filmed, edited, and uploaded in-house. Davis prefers to show the videos on the store’s website (www.thegrillingstore.com) instead of YouTube.

EDUCATING THE EDUCATORS The store also does a lot of networking with local referral groups. To retain existing customers and grow incremental sales, the store will host cooking classes for new customers.

“We advertise cooking demos, and that drives classes—because people want to see something on the grill besides burgers and hot dogs,” Davis says.

“We show them how to use the grill after a sale. We will show them how to moderate the temperature and cook a piece of fish, steak, and the average hamburger, so they will feel very comfortable throwing average things on the grill. We also show them all the safety aspects of the grill.”

Customers are not the only ones being schooled in the ins and outs of grilling. Davis reports that the store has been conducting sales training for other dealers (outside its marketing area) in recent months.

“It has helped keep us on our toes and in line with all the sales we’re doing on big-ticket items,” he notes.

“We’re working with some other propane dealers as well, letting them know that there’s a lot of money to be made in grills.”

In short, The Grilling Store is training other propane dealers to pick up the retail side of the business, as long as they are not in direct competition. The move benefits both parties. Davis says, “We have to be on our game. We’re teaching the fundamentals of selling to other people, so it helps us relearn the fundamentals of sales. We’ve also brought in outside people to help with sales training, and that has helped perk up sales.”

Davis reports that the training is directly correlated with an uptick in store sales. “We correlate them by the amount of cold calling that was never there before, the amount of follow-through on leads, and closings on those leads,” he says. “We’re keeping track of those calls and tracking them all, along with the results. We’re seeing a direct reflection of all we’ve learned in our sales training, and that has been great.”

Looking ahead, Davis expects the store to grow another 10% to 15% in 2015 and hopes to see the same in 2016 (if not more). He says, “The outdoor kitchens are picking up, which definitely influences the bottom line.”

Circle Reader Service No. 35

Showroom Showcase

SMALL-TOWN CHARM Located in the world-class wine region of Sonoma Valley, a retailer attracts customers from near and far.

by SHARON SANDERS

V

illa Terrazza Patio & Home is a small store in a small town—and that’s what makes it work. Located in picturesque Sonoma, California, in the heart of wine country, it has become a part of the fabric of the affluent community.

Over their 10 years in business, owners Theresa Deere and Michael Robertori have managed to transform the location into a destination shopping experience that the community and surrounding areas have embraced with open arms. “Our business

PHOTOGRAPHY BY MEGAN CLOUSE

is built on the premise of supporting the local economy because that is what resonates with our customers,” Robertori says.

The business took root in 2005, when Robertori was searching for a retail showroom to accommodate his five–year-old warehouse-based teak-furniture business. By chance, he stumbled on the storefront in Sonoma, which seemed to be the perfect spot to set up shop. An added perk was the fact that the town was home to only three furniture stores, and there were no outdoor-furniture stores

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(other than a mass merchant).

“It really was perfect,” Robertori remembers. In the beginning, the store’s product mix lacked focus.

“The showroom was much bigger than what I needed for the teak furniture, so I would go to trade shows and buy a variety of home goods, just to fill up space,” he adds. “We weren’t sure who we were. I toyed with the idea of doing consignment, but rejected that. For a while, it was an eclectic mix of home furnishings with some outdoor teak furniture.”

He even considered bringing in fireplaces, but it

wasn’t the right fit at the time. After a few years, the store started gaining momentum, but Robertori and Deere (who married in 2008) realized that they needed to find a niche, if business was really going to take off; they chose to concentrate solely on outdoor living.

Shortly thereafter, the recession hit, and outdoor-furniture sales basically stopped. “It was a disheartening time because we had worked so hard to build up our business,” Robertori recalls. “People decided their outdoor furniture was noncritical because they were unsure about their jobs, and their incomes were so unpredictable.” The fact that the store was selling luxury brands made purchases seem even more extravagant. “Luxury wasn’t cool,” he says.

For several years, the couple did everything possible to try to keep the business afloat, and one strategy was to diversify into hearth products. The store became a Regency Fireplace Products dealer and added a whole area in the showroom for hearth products (with assistance from Regency).

The new venture took off, as Robertori had hoped. “Hearth

products basically saved us, in the downturn,” he explains. The store now sells and installs a wide range of fireplaces, fireplace inserts, and firepits. Robertori adds that the store’s bread and butter is still outdoor living, but selling hearth products enables it to stay busy during the winter months. “It takes the seasonality out of our business,” he says.

FAST FORWARD Today, the store has hit its stride.

Sonoma is a popular locale with both area residents and tourists, and Villa Terrazza has taken full advantage of that fact, becoming a destination in its own right. It is situated on the historic main street into town, and its eye-catching terracotta building has become its signature.

“We put a lot of effort into making our store look interesting from the road,” Robertori says. There is always a unique, brightly colored display in front that includes furniture from companies such as Fermob (which is known for modern silhouettes and neon colors), along with colorful Adirondack chairs from Loll Designs. “I can’t tell you how many people have made U-

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turns to come back and check out our showroom,” he adds.

The inside of Villa Terrazza is as interesting as its exterior. The airy showroom spills outdoors into a large patio—filled with furniture, fountains, and garden art—that is shaded naturally by trees (for a total of 6,000 square feet of indoor/outdoor display space).

The store carries a deep inventory of casual furniture, compared with other stores of its size. Robertori says, “The majority of our furniture sales are special orders, so we feel that it’s important to have furniture on the showroom floor that customers can see, touch, and sit on (to help them make decisions).”

PATIO & HEARTH PRODUCTS REPORT

Page 36, top: Villa Terrazza Patio & Home has honed its product mix to fit the laid-back lifestyles of its customers Top left: The terracotta storefront is a familiar landmark in historic downtown Sonoma Top right: Standing, Tony Navarra and Jerilynn Coward; seated, Mike Robertori, Rugby, and Theresa Deere Bottom: Bright colors and modern lines are staples on the store's showroom floor

Showroom Showcase

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Grand Opening Chicago Casual Market September 2015

MAKING IT WORK Robertori and Deere attribute the success of their store to many things, but there are a few that top the list; one of them is their commitment to being a small-town retailer. “We are proud to be a part of the Sonoma business community and do everything we can to support it,” Robertori explains. “We treat all who walk through our front door as if they were personal friends.”

Like many true small-town businesses, the store has two shop dogs: Guinness (a chocolate Labrador retriever) and Rugby (a cockapoo).

“The dogs are great icebreakers and loosen people up right away. It’s not uncommon for people to stop by

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Deere and Jerilynn Coward, staff product specialist, are responsible for all the design elements in the store. To keep the showroom fresh and interesting, they change and remerchandise the showroom floor about every two weeks.

“There is nothing more uninspiring than a showroom that always looks the same. We want people to be surprised—every time they walk into the store—because it’s different from the last time they stopped in,” Robertori says. He adds that just moving a piece or collection of furniture to a different spot can make it attract more attention—and (in a sense) become new again.

He recently added a new area-rug display that has caused rug sales to soar. The custom display is constructed of pallet shelving mounted on the back wall of the showroom.

Affixed to the shelving is a closet track that lets items slide from side to side, so customers can browse through the hanging rugs.

“The bright colors attract people to the back of the store, and the display takes up very little floor space because it hangs from the ceiling,” he explains. The rugs are sorted by color and range in size from 5x7 feet to 10x12 feet. Previously, area rugs were only displayed on the floor, as part of furniture vignettes, which didn’t draw nearly as much attention to them as the new display does.

Robertori says, “The vignettes may show them in a real-life setting, but the wall display puts a spotlight on the colors and designs.”

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just to pet the dogs. Guinness even has his own Facebook page,” Robertori says.

The store has also gained a reputation for its product knowledge and competence, which are two more reasons for its growing success (and are drivers for referrals). Robertori explains, “We know outdoor products and the technical details of items such as outdoor kitchens and fireplaces like no other retailer in the area.”

The store has become a favorite of local contractors because they trust its expertise.

Another reason that Villa Terrazza continues to thrive is the fact that its owners understand the importance of paying attention to detail. “When you own a small business, you are faced with details every day—from bookkeeping to purchasing, advertising, and just making sure the showroom looks nice,” Robertori says. “It takes up all of our time, but it’s necessary.”

Robertori sees the store’s biggest challenge, going forward, to be that of competing with the prices of Internet retailers. He knows that this is a challenge for many small retailers and believes that manufacturers should create a pricing model that allows brickand-mortar retailers to compete with Internet sellers. “We all have to charge sales tax,” he adds.

He sees the store’s biggest opportunity, however, to be the Internet as well—specifically, the store’s website (www.villa-terrazza.com). “Besides referrals, our website is the best way to get people into our store because it gives them a glimpse of who we are and what we carry. Any retailer that doesn’t have a good website will be dead in the water,” he says.

Villa Terrazza is set up to move confidently into the future. Its customer base has expanded outside Sonoma into Napa County, Marin County, the East Bay, and even San Francisco. Robertori and Deere are embracing this growth, but are careful to prevent the store from losing its small-town charm. “We put so much of ourselves into what we do, so the store is a reflection of the two of us,” Robertori says. “We want to keep it that way.”

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Circle Reader Service No. 41

As I See It

Revitalizing Retail Alfresco Home’s alluring products and first-rate service help boost sales for outdoor-living retailers. BY SHARON SANDERS

Alfresco Home LLC (Philadelphia, Pennsylvania) is an outdoorliving manufacturer, designer, and distributor with a natural ability to connect with its specialty retailers.

The company’s owners have a 40-year background in retail that gives them a keen understanding of what their customers need. Patio & Hearth Products Report sat down with Joseph Cilio, founder/president, to discuss Alfresco Home’s business philosophies and to find out what it takes to be a company that is intertwined with its dealers on every front.

How has Alfresco Home made a name for itself?

Cilio: Alfresco Home came onto the outdoorliving scene in 2004, specializing in products for small-space living. As consumer demand for outdoor products grew, so did the company. We created our own casual-furniture line and expanded into a number of other complementary outdoor

Top left: Tivoli dining Top right: Sorrento deep seating Bottom: Joseph Cilio

say that we understand the challenges retailers face, day in and day out; today’s market can be unpredictable, so we do our best to make solid decisions that help our dealers succeed.

Second, I think manufacturers need to be in tune with what’s going on in the overall outdoorliving marketplace—not just the markets they serve. This means being aware of what’s going on with mass merchants, the Internet, and the design and contract markets (because they all overlap and influence one another).

categories, including our newest venture: outdoor gourmet.

Over the years, we’ve made a name for ourselves through the service that we provide, the value that we bring to retailers, and the uniqueness of our product mix. We are a complete outdoor-living company that is a reliable resource for our specialty retail customers.

What does a manufacturer need to do (or be) in order to thrive in the specialty retail arena?

Cilio: First, a manufacturer has to be a retailer’s number-one partner. This means being flexible, being a good listener, and truly understanding the retailer’s needs.

The owners of Alfresco Home have grown up in the retail environment for the past 40 years, so this is a real strength for the company. I can truly

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Do consumers view outdoor living differently today than they did in the past?

Cilio: I think every generation in the past has enjoyed living outdoors, but today, there is a whole new approach. Retailers are marketing the outdoor-living story to consumers, which is causing them to look at their outdoor spaces differently.

People are now putting together outdoor-living environments, as opposed to just buying a set of patio furniture and putting it on their patios or decks. In parts of the United States where outdoor living is possible all year long (such as California or Florida), people are often choosing to finish their outdoor-living areas before their indoor-living areas.

As consumers become more sophisticated in their tastes, how does the company plan to continue to meet their expectations?

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As I See It Cilio: I like to think that we are always ahead of the game and setting trends, which means we must have a keen awareness of the marketplace. Frankly, the only way to do this is to talk to people. As a company, we are very much in touch with our dealers because we spend a lot of time on their retail floors, learning firsthand the specific needs of their customers.

We use those observations as gauges and guides to develop our products and to fine-tune our service support. They also help us formulate our plan for the direction in which we need to head, over the next three to five years.

Personally, I love being in the field because that is where the action is.

Which new Alfresco Home pieces/collections are most exciting to you?

Cilio: I’m most excited about the complete Alfresco Home—because that is really what makes us who we are.

We are not solely a casual-furniture company or a garden-accents company,

but we are a complete outdoor-living resource, and that is exciting to me.

I am particularly thrilled about our new cast-aluminum and woven furniture collections, which are coming this summer. We’ve also made some comfort enhancements to our products.

The biggest buzz, right now, is around our outdoor-gourmet products.

Our Fervor grill and Fornetto woodfired dual-purpose oven and smoker are unique products that we developed, from the ground up, with help from a talented Australian company. We’ve always wanted to create our own cooking line, so this a dream realized, for us.

them products, but by taking care of their specific needs. To do that, we have to work hard at it, from the first day they become customers— and as their needs change, we have to adjust.

This is also true when it comes to products. We don’t just stick merchandise on their showroom floors and hope that it will sell. There is a lot of detail, development, and care that goes into creating the right products and the perfect product mix. This includes having the right pricing and marketing strategy to make merchandise sell through— every time.

How is Alfresco Home partnering with retailers to help them grow their businesses?

What does the future hold for the outdoorliving industry?

Cilio: We are thankful to be a small part of the large group of fantastic manufacturers and vendors providing products to specialty retailers.

It’s important to us that we help our dealers succeed, not by just selling

Cilio: The marketplace opportunity is tremendous because people love being outdoors, and that will never change.

My wife and I went house shopping recently and toured many beautiful homes with large yards—and most of

them had absolutely no outdoor-living areas. I have seen firsthand that the potential is endless.

I don’t think the industry has even scratched the surface. I know this is the reason so many large retailers have jumped into the outdoor-living game.

Whether it’s the casual-furniture side, the gourmet side, the gardening side, or the accessory side, it’s nice to be in this marketplace.

What do you predict for Alfresco Home?

Cilio: The future is bright. I see it as a blank canvas that is waiting to be painted. Every day, we can decide how we want to create the masterpiece that is our future. Now that the economy is rebounding nicely, I feel that the company has no limits as to where it can go.

In the short term, we just want to get better at what we do by becoming a better supplier and a solid, consistent manufacturer for our dealers. Beyond that, I’m a pretty open-minded guy—so we’ll see what tomorrow brings.

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Circle Reader Service No. 45

MyTurn

A Century of Progress As it looks forward, Onward Manufacturing Company focuses on building on its strengths in the grill market.

BY CHERISE FORNO

With more than 100 years of manufacturing experience, Onward Manufacturing Company (OMC), Waterloo, Ontario, continues to maintain its reputation for high quality—while also developing new product lines to help customers enhance their outdoor-living spaces and cooking experiences.

Although the family-owned business began in 1906 with the production of vacuums, it now has spent more than 30 years in the outdoorcooking industry.

Today, OMC manufactures gas and charcoal grills, parts, and accessories (from start to finish). It distributes these products around the world, under the brands Broil King®, Huntington™, BroilMate™, Sterling®, Broil King Keg, and GrillPro®.

This spring, Broil King expanded its product line again by introducing the Broil King Smoke™ series, which includes an offset smoker and a vertical smoker (available in both propane and charcoal models). Ted Mealing, director of marketing for OMC, says, “Designed with the quality and craftsmanship synonymous with Broil King gas grills, the new Smoke series gives backyard grill enthusiasts the ability to create professional results at home.”

One of the unique features of the offset grill is the Roto-Draft™ damper system, which allows grillers at all cooking levels to achieve amazing results by pulling heat and smoke

through the cooking chamber, infusing meat with a smoky flavor. The new stylish and durable vertical smokers are also designed to give a variety of foods an authentic smoke flavor.

To keep up with production and distribution needs, OMC opened production facilities in Huntington, Indiana, in 2009 and in Dickson, Tennessee, in 2010 (in addition to maintaining its existing factory in Ontario). Continuing the tradition of expansion, OMC purchased what is now known as the Broil King Keg product line in 2010.

With many different product lines under its control, OMC has some standout performers; they include Broil King’s premium stainless-steel grills in the Regal, Baron,

and Signet series. The Signet series, available in three models, offers more than 600 square inches of total cooking space. Its three stainless-steel Dual-Tube™ burners make it convenient to cook different foods simultaneously, with consistent results.

These are strong sellers throughout North America, as well as the rest of the world, Mealing reports.

OMC frequently receives positive feedback about these products. “The

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performance, size, style, and features make them very appealing to a broad range of consumer segments—and great choices for today’s mainstream consumer,” Mealing says.

Broil King separates itself from other companies in the industry by offering an extensive line of products with high-quality construction and performance. “We don’t have a goodbetter-best system,” he says. “Broil King stands for performance, which is delivered through the overall engineering and design of the cooking system; the cookbox materials (stainless steel and cast aluminum); heavy, cast cooking grids or heavy-duty, 9millimeter, stainless-steel cooking

PATIO & HEARTH PRODUCTS REPORT

Top: The Broil King Baron 590S grill Left: The Broil King Signet 20 grill

grids; and full-coverage stainless-steel Flav-R-Wave and patented DualTube burners (thicker, heavier, dualported burners).”

Mealing explains that ensuring the quality of its products has led Broil King to construct its products in the United States and Canada, from product conception to postproduction (offering parts and reliable customer service). This ability— not only to produce the product, but also to support customers after the purchase—is a big selling point for Broil King in North America. The high quality that Broil King achieves is partly accomplished by offering

products with standout features that deliver the superior performance that customers want and the distinctive flavor of properly cooked barbecue.

“A gas grill has to produce that unmistakable barbecue-grill flavor that comes from vaporizing the food juices of whatever it is you are cooking,” Mealing says. The main components that help create this taste, he says, are heavy cooking grids, which vaporize food drippings at the cooking surface.

Other popular features are those that help customers cook a variety of foods—even desserts—in many different ways. “Consumers are becoming more educated about grilling and are looking for features that will give them a broader range of cooking methods and versatility in what they cook,” Mealing explains. One of these features is cast-iron cooking grids, which hold heat better than grids made of other materials. High-performance burners, constructed of more durable, highquality steel (for both low and high heat) are a sought-after feature that Broil King offers consumers.

“These features give consumers confidence every time they grill,” Mealing says. Another feature in high demand is precise temperature control to make cooking more convenient. Adequate storage, shelves for efficient food preparation, side burners, rotisseries, rear burners, and other accessories are more Broil King products that consumers regularly request. Because so many features and accessories—such as lights, griddles, and wok toppers—are popular, they are increasingly part of mainstream models offered by OMC, Mealing says.

“Broil King offers an extensive and imaginative lineup of grilling accessories,” he says. “Consumers, more and more, are building their collections of accessories for the imaginative recipes being grilled.”

Mealing adds that OMC is unique in its ability to produce its high-quality, fully loaded grills at very competitive prices. “OMC is committed to making high-performance grills available to the broadest range of consumer segments in the grilling category,” he says.

Mealing explains that many grills in the industry are available for $299 to $799. “Broil King is the only manufacturer offering quality grills, made in North America, across this price range,” he says.

“Many other grills made in North America sell at superpremium prices. We make Broil King as a high-performance grill and sell it starting at $399.”

For the year ahead, Mealing sees consumers continuing to invest in their outdoor kitchens, as well as purchasing second and third grills (such as kamado-style charcoal grills and smokers). The preference for products made in North America will also continue to increase, according to Mealing; this should benefit OMC’s grill sales as consumers gravitate toward these products.

OMC plans to stay on top of meeting the online needs of its customers.

Because consumers are spending more time researching their next grill purchases online, OMC is focusing on understanding consumers’ questions and on providing information and answers by making relevant Web content and online services available (at www.omcbbq.com).

The growing influence of foodies,

along with mainstream grillers’ search for new grilling methods and recipes, will drive OMC to continue offering innovative grill features and accessories.

“More than 76% of grillers see themselves as advanced or extremely proficient at grilling, and they are looking for more interesting recipes,” Mealing says.

“This trend (or shift) is feeding the demand for full-featured grills: reliable grills that offer cooking versatility.”

steel the show

KINGSLEY˜ BATE

™

ELEGANT OUTDOOR FURNITURE C H ICAG O S H OW R O O M 1 5 8 1

2 0 1 5 C ATA LO G AT K I N G S L E Y B AT E . C O M Circle Reader Service No. 47 © Kingsley-Bate. Find dealers online. T: 703-361-7000 F: 703-361-7001 teak@kingsleybate.com [KB1235]

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ProductInnovation

Coming to North America Stûv sets its sights on the Canadian and U.S. hearth markets.

BY CHERYL DANGEL BARTOLINI

The Stûv B-fire 100H fireplace

Stûv’s B-fire 100 fireplace

The Stûv 60 stove

North Americans are about to be won over by an entirely new concept in fireplace and stove design.

Stûv (Bois-de-Villers, Belgium) has crossed the Atlantic and is making huge inroads into the Canadian market. Now, it has its sights set on the United States.

In Belgium, Stûv is a market leader, known for its innovative stove and fireplace designs. The fireplace, in particular, does not really appear to be a fireplace at all; instead, it is a flame spotlighted on your walls.

The company’s tag line, A State of Mind, refers to Stûv’s approach to design, where pure, clean lines and a minimalist design are what one can expect from all its products. It also encompasses Stûv’s dedication to the strictest manufacturing standards and innovation—not just for today, but for the future, as it works to develop renewable energy. Francois Thiry, CEO of Stûv America Inc. (Montreal, Quebec) says, “All this is the Stûv state of mind.”

With little money in their pockets, but with plenty of creativity and motivation, Gerard Pitance (an industrial designer) and Benoit Lafontaine (an entrepreneur) launched Stûv in 1983 with the Stûv 60, a wood stove designed by Pitance. The Stûv 60, which is still in the product line today, was unlike any other stove. “It had, and still has, a very special, almost triangular shape,” Thiry notes. If that isn’t enough to make it stand out, this stove hangs on the wall instead of having the four feet of a classic stove.

“This was all very innovative for that time,” he adds.

In the beginning, the company simply designed

the products. It subcontracted the production of the components and focused on assembly and installation. “Gradually, the company began specializing in wood heating, which allowed Stûv to grow exponentially,” Thiry says. “New fireplace designs were created, and partnerships were forged, allowing the company to extend its range of skills and become a benchmark in the sector.”

One such partnership was with Vincent Boudreau, who was distributing industrial shelving in Canada. In 2006, Boudreau—intrigued by the beautiful stoves and fireplaces that he had seen in a European architecture magazine—traveled to Belgium to visit Stûv’s facilities.

“It was love at first sight,” Thiry explains. “He saw a business opportunity in the ingenious, streamlined stoves and fireplaces, which had not yet reached the North American market.” More than that, Boudreau was impressed by the personal touch evident at Stûv. Thiry says, “He discovered a company that cared about designing safe products: understanding, respecting, and valuing the special bond humans have with fire.”

Boudreau returned to Canada and started selling Stûv products in Montreal. His sales spread through Quebec and then to Ontario. With sales picking up steam, Stûv decided that it was time to open an official subsidiary, with headquarters in Montreal.

In 2013, Thiry, a 15-year veteran of the company, relocated his family from Belgium so that he could assume the role of CEO for the new Stûv America. “That’s when the adventure began in North America, with the certification and distribu-

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Stûv’s 21-125 fireplace

tion of fireplaces,” he says. “It was Stûv’s first real step that showed our intention to develop the North American market.”

Today, Thiry works with three distributors— including Boudreau, who covers Eastern Canada and the Northeastern United States. Another distributor covers Central Canada, while a third covers Western Canada. Next, the company broadened the product range; by September 2014, 23 certified stoves and fireplaces were available in the United States.

DISTRIBUTING THE GOODS The company’s website (StuvAmerica.com) showcases products for the U.S. market, and the company has some dealers aligned in the United States, but not enough. Thiry is actively looking for more distribution. “I’m having more and more contact with dealers and will be making some important decisions as to how we will handle our distribution,” he says.

To date, North American designers who have seen Stûv products love them and are placing orders, according to Thiry. He has been personally involved in contacting local dealers to handle these individual transactions.

“They like the designs we offer. The clean lines are becoming more and more popular in gas fireplaces. In the wood sector, six or seven years ago, we were the first to offer something very clean. It is still the big advantage we have over the competition. Our products are very streamlined: 90% of what people see is the flame. The frame around the fire is hidden,” Thiry says.

Circle Reader Service No. 49

ProductInnovation For the time being, people interested in Stûv products have two options. Thiry will sell them a product directly, and they can take care of the installation themselves—or Thiry can ask a local hearth dealer to handle the project. If the dealer takes on the job, that retailer will have an opportunity to become an official Stûv dealer.

Signing up dealers is now a top priority for Stûv America, which hosted an invitation-only backstage event in Montreal on May 28. The invitation list included dealers with whom the company has worked since 2007. “They all have the opportunity to become regular dealers, so it was very important for us to meet with them and hear about their experience with us,” Thiry says.

NEW GAS FIREPLACES About 30 dealers from Canada and the United States attended the event. They got a sneak peak at the company’s new line of six gas-burning fireplaces, including flat-faced, corner, double-sided, and three-sided

models. “It was a very successful event,” Thiry says, adding that the owners of the Belgian company were in attendance to share their mission and vision for doing business in North America. By the end of the event, Thiry says, “Everyone was in love with our gas-burning stoves.”

He explains, “Not only do they offer the purest views of the fire, but the innovation comes from the easy way of installing the zero-clearance device with an air-convection kit.”

The products come with the added bonus of being available in the undercover and Piet Boon® finishes, which “will distinguish the products from the rest of the industry,” Thiry says.

Undercover refers to a technique where all you see on the wall is a beautiful fire. What you can’t see are molds made of a heat-resistant composite that are seamlessly fitted onto the wall. Any shape is possible.

The fireplace is attached to the resulting lightweight frame and then covered in plaster or stucco, which can be painted any color to

match the walls or decor. “We not only offer a quality fireplace, but we help the builders and installers finish it easily,” Thiry says.

Piet Boon is a renowned, awardwinning Dutch designer who collaborated to create Piet Boon fireplaces: The fireplace is completely concealed in the wall, bringing the focus to the flame. The latest range of fireplaces, called Strips, uses architectural lines made of thick steel rods (placed either behind the flame or in front of it) to create a unique design that is in keeping with the clean lines of Stûv, while also showcasing Piet Boon’s distinct design style.

Because the fire is so prominent in all of its designs, Stûv pays close attention to the wood in the firebox.

Instead of using one molded log set, Stûv uses individual logs that are placed into the firebox one by one— for the most realistic fire possible.

“We don’t want our fireplaces or stoves to dictate the style of the house,” Thiry explains. “This is why we really want our style of fireplace

to be forgotten, while we put the main focus on the fire. This means that our products can be installed in very contemporary interiors or very classic ones. We’ve had quite a lot of success with this. If you look at our competition, the fireplaces are much heavier, with more steel, and the view of the flame is very small. Stûv fireplaces are timeless.”

In the near term, Stûv wants to be the only company offering a relevant, balanced, and consistent range of high-end (but still accessible) gasand wood-burning products. Thiry says, “Our goal is to keep on developing individual heating system based on extremely clean energy, with the aim of integrating the architecture and magnifying the fire.”

Beyond that, expect Stûv to be more and more present on the North American market as it continues to diversify its offerings and establish partnerships with distributors sharing the company’s passion for what Thiry calls better-designed products that focus on the flame.

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Circle Reader Service No. 51

Corporate Profile

Outdoor Friendly Design, innovation, and comfort define POLYWOOD Outdoor Furnishings.

Poly-Wood Inc.’s story began in the late 1980s, when the outcome of government recycling programs created steadily growing mountains of recycled plastics.

The company saw opportunity in this landscape of overabundance, and through creative ingenuity, POLYWOOD was born. The low-maintenance, recyclable lumber was welcomed as a premier wood alternative in outdoor furniture, with its all-weather endurance, improved aesthetics, and exceptional durability.

One of the first products developed was the Classic Adirondack, which remains a favorite among POLYWOOD customers today. Today, the company offers numerous product lines, which include additional Adirondack styles, as well as dining, lounges, deep seating, benches, and swings.

“Our goal is to deliver a quality product our customers want in a timely fashion,” Megan Pierson, director of sales and marketing, says.

To achieve this vision, the company developed state-of-the-art technology and lean manufacturing processes that have minimized its waste stream to ensure that products are built quickly and accurately. Poly-Wood’s products are assembled, packaged, and delivered within days of the company receiving an order, satisfying the customer while also saving warehouse space.

“We’re the originators of the recycled-plastic outdoor-furniture category,” Pierson says, “and 25 years later, we are still delivering on our brand promise.” Customers who prefer made-in-the-USA products can rest assured that all manufacturing is done in Poly-Wood’s facility in Syracuse, Indiana.

Pierson believes the homegrown nature of the

Top left: Harbour six-piece deep seating Top right: Select bronzewood with folding chairs Bottom: Classic Adirondack

product is as much a selling point as its recycled origins. For retailers new to recycled-plastic furniture, Poly-Wood offers product training and marketing materials that feature catalogs and color samples for easy visualization.

GROWTH AND EXPANSION Poly-Wood recently broke ground on a new 230,000–square-foot manufacturing and warehousing facility. The new facility will complement the company’s existing operations in Syracuse and allow Poly-Wood to meet growing customer demand for its all-weather furniture product lines.

The expansion will also help streamline the shipping process with improved access for transportation at its production facilities.

With operational improvements firmly in place, Poly-Wood debuted a highly anticipated new collection at Las Vegas Market™, held August 2 through 6 at World Market Center Las Vegas (Nevada). Poly-Wood engineers developed the new proprietary blend of recycled thermoplastics specif-

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ically for high-end designs with unique aesthetics.

Cutting-edge production technology is used to craft the new material into furniture that, Pierson says, “has the aesthetic qualities of teak with all-weather durability and low maintenance—which allows our dealers to reach a different customer base.”

Pierson is confident that the new furniture will appeal to the indoor/outdoor trend, as well as expanding Poly-Wood’s position in the outdoorfurniture market. “These tables look like they could go indoors,” Pierson says. “I would love to put one in my kitchen. It is beautiful, it is all weather, and it has a similar warranty to our other lines. The desire for this high-end look is global, so we believe our presence with the new material at the Las Vegas show will help us grow in the international market.”

Pierson says that continual growth and success are fueled by a highly collaborative culture that supports a cross-departmental atmosphere where employees are encouraged to use all of their skills to their full potential. “Together, with a constant focus on the future,” she says, “we promise to create and deliver thoughtfully designed products made in the USA.”

Circle Reader Service No. 53

Insight

Grill Masters A long history and keen awareness of consumer demand have propelled Modern Home Products to the forefront of the industry. BY CHERISE FORNO

The MHP Patriot gas grill

The Tri-Burn grill head

With more than 50 years of experience in the outdoor market, Modern Home Products Corp. (MHP) of Antioch, Illinois— manufacturer of the first outdoor gas grill—continues to deliver customers a wide variety of grills, lighting, and accessories to enhance living spaces and culinary endeavors.

With the acquisition of ProFire® in 2006 and the Phoenix grill line shortly thereafter, MHP entered new venues and grew its product offerings. Tom Nitz, senior vice president of MHP, says, “It allowed us to get into a market we were new in, which is the outdoor-kitchen market.”

MHP weathered a lagging economy in the years after it had acquired the high-quality, stainless-steel product line of the ProFire division, and it has continued to grow and to cement its long-standing position as an innovative frontrunner in the marketplace. “Overall, it’s been a good move for us,” Nitz says.

In addition to entering new markets, the company also continually looks for ways to improve existing products and provide customers with the

Tri-Burn grills

features that they request. “We’ve reintroduced our indoor grill,” Nitz says. The grill has been redesigned as a gas-fired infrared indoor grill that Nitz calls a unique product in the grill market.

Infrared grills offer several advantages, including the ability to heat up in about three minutes, the reduction of flare-ups, and a better end result (because the intense heat seals in moisture—for better flavor).

The ProFire Deluxe series is being released this year to provide dealers with a product line that Nitz describes as a step above the Professional

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series. Grills in 27-, 36-, and 48-inch sizes will be included in the Deluxe series (which is essentially the Professional series with additional features recently requested by customers).

Keeping the main properties of the grill the same, Nitz says, is a convenient way to give customers a high-end grill choice without requiring dealers (and consumers) to learn about an entirely new product.

It also matches a current trend that Nitz has noticed; people are moving toward purchasing higher-quality products that are also trouble free.

Customers’ requests for particular upgraded fea-

tures, along with a more stylish product, were the catalyst for the decision to introduce the ProFire Deluxe series. These grills feature a radius hood, a heavy-duty warming rack, and interior halogen lights (popular with customers who grill at low-light times of the day—and year).

Each new feature has been thoroughly tested to ensure that this high-quality grill series is ready for the market, Nitz says. He adds that the company is always cautious when releasing new features and products, making certain that new features have proven functionality and will not bring problems to new grills. “It’s something we’ve tested extensively,” he says. In May, MHP began production to fill existing orders from current dealers, and the company has plans to continue rolling out the line this summer.

Nitz explains that MHP’s full line (gas grills, numerous accessories, and cast-aluminum grills) helps set it apart in the industry. “We pretty much cover everything in the grill

market,” he says.

The broad MHP product line is the foundation of the company.

With a more traditional style and high level of customization available, its grills remain popular, with the WNK 4 leading the way. The WNK features 642 square inches of total cooking area, generating 40,000 Btu per hour. Its FlavorMaster™ porcelain briquettes, patented H stainless-steel dual burners, Sta-Kool stainless-steel handle, built-in heat indicator, and electronic ignition help it stay in strong demand. “The larger WNK continues to be our best seller,” Nitz says.

ProFire grills, made in the United States, are built-in and portable models that offer a lifetime of highquality cooking. Some of the standard features of the ProFire models are commercial-grade stainless-steel construction, lifetime stainless-steel burners, and electronic multiplespark ignition. In the ProFire line, Nitz says, the 36- and 48-inch models are especially popular because

customers are continuing to gravitate toward higher-quality grills— and they are searching for products with many options.

Another product that is performing well is the company’s kamadostyle cooker, which was released in 2013. Offering this product has been a way for MHP to expand into new territory and to provide customers with an alternative to its traditional grills. “It’s a nice complement to our other products,” Nitz says.

Introducing this cooker has allowed the company not only to jump into a new market, but also to expand its product line—without taking sales away from existing products (because it is in a different category and is often purchased as a second grill).

For the future, Nitz says, MHP wants to continue to open new doors for dealers and distributors by giving them the tools needed to introduce customers to new products that meet their needs. The reintroduction of the indoor grill is an example of the company’s goal of gaining more of

the market in each area in which it does business, he says.

In addition to being in the forefront of innovation, the company has a long history—and that is the main characteristic that separates it from other grill manufacturers, Nitz says.

MHP not only has a solid reputation in the industry, but also has an extensive product line, backed by more than 50 years of experience, as well as proven quality and customer service.

These give more weight to its lifetime product warranty. MHP’s ability to provide customers with parts and service for older products is another important quality that makes it a leader in the marketplace.

MHP even covers products that date back to the 1960s, including its Charmglow outdoor gas lighting (now sold as Everglow).

Nitz reports that MHP’s passion for providing consistently high-quality grill products will remain in place for years to come. “We’re here to stay,” he says. “We don’t plan on going anywhere.”

SIMPLY THE BEST For over 50 years Modern Home Products has been making the best cooking, most reliable and longest lasting gas grills, right here in America.

With our MHP, ProFire and Phoenix grills lines we have the best gas grill in every category while our Bravo grill is one of the most reasonably priced, quality-built Kamado style charcoal grills in the market. www.GrillJunkieguy.com

MHP also produces a complete line of aftermarket replacement grill parts as well as gas lamps and torches.

To learn more, visit www.mhpgrills.com or call 888.647.4745.

888.647.4745 | www.mhpgrills.com 150 South Ram Road • Antioch, IL 60002

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Top Ten Gas Grills of 2015

Insight

Rugs That Pop Oriental Weavers’ stylish and soft outdoor rugs bring the look and comfort of indoors outside.

BY CHERISE FORNO

As the world’s largest producer of high-quality area rugs, Oriental Weavers (with U.S. headquarters in Dalton, Georgia) continues to hold a dominant position in the outdoor-rug category, delivering its beautifully woven designs across the United States and around the globe.

Jonathan Witt, senior vice president of Oriental Weavers, says, “We’ve enjoyed significant growth, over the past several years, with our outdoor offerings—and this trend continues today. We are proud to hold the largest market share in the outdoor-rug category, and we think that’s equated with our leading position in bettering the traditional outdoor-rug offering.”

Since entering the outdoor-rug category in 1998, Oriental Weavers has been the leading innovative company in the category. “We are known for applying interesting design and manufacturing techniques to our outdoor rugs, making them beautiful enough to go indoors, if desired, but durable enough to liven up any outdoor space as well,” Witt says.

In continuing this tradition, Oriental Weavers has released several new collections, with rugs for both indoor and outdoor use (in a wide array of colors and textures). “Our latest introduction is the Meridian collection, and it’s proven to be a hit with retailers at markets this summer,” Witt reports.

The new collection masterfully blends fresh colors with classically popular patterns to create an eye-catching piece that will add an invitingly bright look to a multitude of spaces. The Meridian collection should continue to grow in popularity, Witt says, because it is keeping pace with market demands and trends. This collection is unique, featuring tricolor yarn for added visual interest, color depth, and versatility, in shades of indigo blue, Aruba blue, Kelly green, and tomato red.

“This collection is spot on with current color trends and incorporates up-and-coming hues as well,” Witt says. “We expect a lot from this collection and cannot wait for consumers to see it at retail. Boasting on-trend geometric patterns as well

Caspian

Bali

as classic stripes and border designs, a rug from our new Meridian collection will give any area an instant wow factor.”

He adds that Oriental Weavers has an exclusive Tommy Bahama license, adding another successful segment of indoor and outdoor rugs to the company’s inventory. The Seaside and Atrium collections are the most recent Tommy Bahama additions.

The Seaside collection is made using a durable, machine-woven polypropylene loop. Seaside rugs are ideal for consumers seeking bright colors such

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as coral, lime, and turquoise (as well as timeless neutral tones, which are always in demand).

The Atrium collection features Tommy Bahama’s signature (and popular) geometric, botanical, and tilework patterns. These handhooked rugs match both indoor and outdoor decor, Witt says, and are durable enough to withstand the elements.

“They are suitable for both indoor and outdoor applications, thanks to their heavy hand continued on page 84

Merchandise Mart Showroom 1659 Barlow Tyrie have been making exceptional outdoor furniture since 1920, with ranges in stainless steel, premium teak wood, virgin aluminum and hand-woven resin. Recipient of eighteen international design excellence awards.

Barlow Tyrie Inc. 1263 Glen Avenue, Suite 230, Moorestown, NJ 08057 – 8101 USA Tel: 800 451 7467 Email: USsales@teak.com Visit: www.TEAK.com

Circle Reader Service No. 57

Quality since 1920

LastWord ...

Bull Charges Ahead A shrewd pricing strategy prompts a spike in sales for Bull Outdoor Products. BY GREG THOMPSON What defines a premium grill?

Even among industry veterans, the definition can be as nuanced as the difference between rare and medium rare. High price is one characteristic, but far from the only one.

Frank Mello, vice president of sales and marketing for Bull Outdoor Products Inc. (Rialto, California), believes that there is room for price variability in the high-end category—and that more choice is the key to attracting a desirable demographic. “Every dealer should offer a value position in the premium category,” he says. “BMW and Mercedes-Benz offer all kinds of prices. Dealers who hit just one price category are missing the boat.”

Dealers carrying Bull products in 2015 are proving Mello correct with brisk sales on 30- and 38-inch grills such as the Outlaw ($999 to start), the Lonestar, and the top-of-the-line Angus, which is priced at $1,697. “Even if grill customers are making a fair amount of money, many are not going to spend $10,000, $6,000, or even $4,000,” Mello says; he is an eight-year employee at Bull who has worked in the outdoor industry since 1985. “If they can buy a grill for the same quality, with a better warranty, for $1,697, a lot of highend customers will go that route,” he adds.

With Bull’s factories humming at full capacity since February and strong sales in 2015, it’s clear that Mello’s value-premium philosophy is resonating with customers. At least part of that success can be attributed to the company’s 22-year track record, with steady word-of-mouth support feeding a stellar reputation.

According to Mello, the momentum has contributed to a 25% increase over last year’s sales (and quadrupled business, compared with that of the economic downturn that began in 2007). “So far, 2015 is the biggest year in our history,” he says.

To make room for all this growth, the company has purchased and remodeled a 45,000–squarefoot warehouse in Lodi, California. The new space officially opened in July 2015, with the most modern design elements (to foster quick shipping) and a permanent showroom where dealers can check out new products.

Top and bottom: The Bull team celebrates a strong showing at a regional Burger Battle Middle: Bull’s Elite grill

BURGER BATTLES Barbecue competitions can be dicey territory for grill makers, with reputations riding on sensitive taste buds. Mello, however, believes in his product: He entered the fray with spatulas blazing. With many competitions “using barbecues the size of a truck,” Mello says, he supports com-

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petitions that show people how to cook on a normal-sized gas grill.

“We went to something that everyone loves to cook, and that is the burger,” he says. “We are hosting six Burger Battles, this year, across the country.

The winners go to the World Food Championships. For the past two years, our sponsored teams have had three in the top 10 for world’s best burger, and we won for the world’s best burger two years in a row.”

The honor of hosting the remaining Burger Battles goes to two of Bull’s premier dealers in California and Indiana. The all-day events bring in local celebrities, food critics, and athletes who serve as judges—all while bringing foot traffic to the dealer’s doorstep.

Mello says, “It’s more awareness for the dealership and more awareness for Bull. There are demos and

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LastWord tastings—it’s like a carnival with special deals on Bull products. Dealers love it, and the focus is on the food. It’s not really about the grill; it’s about the food that you can produce on the grill.”

Mello believes this type of eventdriven marketing is where the grilling

business is headed. For too long, he says, dealers expected to sell great products because they were great products.

Instead, customers want culinary proof of the grill’s capabilities, and they want a reason to visit the shop.

“We want to be the grill maker that

doesn’t just sell dealers a great product and stand behind it, but will also help you with programs and promotions to bring people into your store, so you can sell more,” Mello says. “It’s true that some of our competitors might benefit from that—because we’re drawing peo-

Customized climate control never looked so stylish.

You’ve carefully considered every other aspect of your residential or commercial indoor/outdoor space. Now you can customize your climate, with a stylish, versatile, energy efficient Infratech heating system, available in a range of standard and custom color, finish and mounting options.

WWW.INFRATECH-USA.COM | 800-421-9455 2-YEAR WARRANTY | PROUDLY MADE IN USA

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ple into the store, and foot traffic helps everyone—but we’re really focused on differentiating ourselves by being a company that goes the extra mile, after the dealers get our product.”

While sparking new sales, the competitions also motivate existing Bull users to explore the brand’s capabilities, Mello reports. A cookbook comes with each grill to explain the basics, and advanced ideas are presented through a blog (from chef Jeff Parker) linked to the Bull Facebook page.

Bull’s already-robust online relationship with its customers recently got another boost from a comprehensive update of the www.bullbbq.com website. Because more than half of all Web visits are made via smartphone or tablet, Mello directed his longtime Web developer to create a site that would be appropriately resized and reformatted for any device.

The new capability went into effect in May 2015. Later this year, another dealer-friendly feature will “automatically show the closest dealer when Web visitors search for any product on the site—and we don’t sell anything on our website,” Mello says. “The site is strictly for customer information and to point visitors to our loyal dealers.”

The theme of loyalty can be found deep within the culture of Bull, with only long-term customers gaining access to the newest products. One such product is a new addition to the company’s Elite grill series. Shown for the first time at the 2015 HD Expo, the grill and its accessories are designed specifically for brick-and-mortar retailers, with Mello declaring that the product will not be available to Internet distributors and dealers.

That policy is designed as a clear thank you to loyal dealers for their support. “This new grill will have a lot of features that you don’t see in any of our regular grills, including a hexagon grate and black-nickel accents on the handles,” Mello says. “If you carry 20 different competing brands and just want to bring it in because you can, it’s not going to happen.”

Mello continues, “This is for the loyal dealers who have been with us for a while and have real displays of our product on the floor. It’s a step up, and it will be roughly 15% more expensive.

It will be a great profit opportunity and will compete even better with the stuff at the superhigh end.”

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ICFAPreviewShow Roundup

Industry Leaders

BY CAROL DAUS PHOTOGRAPHY BY BRIDGET MONTGOMERY

Key employees in the casual-furniture industry congregated in Chicago on July 14 through 16 to showcase their companies’ new product offerings during the ICFA Preview Show™.

This annual program serves as an industry sneak peek at Casual Market Chicago, scheduled for September 16 through 19, 2015. The invitation-only trade show featured exhibits of outdoor/casual furniture and accessories in more than 45 permanent showrooms in the Merchandise Mart (on floors 15 and 16) and in limited temporary displays (on floor 7).

Pictured here are dedicated, hard-working representatives of some of the leading manufacturers in the casual-furniture and accessories industries. They are committed to offering specialty retailers variety, innovation, and superior customer service. Given their expanded product lines, these companies have been particularly responsive to consumer demand. Patio & Hearth Products Report thanks these industry leaders for all their efforts in making the ICFA Preview Show and Casual Market Chicago successful, year after year.

Patio & Hearth Products Report Tony Ramos

Brown Jordan Outdoor Kitchens Mitch Slater

Pride Family Brands Steve Lowsky

Agio Bob Gaylord

Sunset West Wes Stewart

Veranda Classics by Foremost Groups Neil Streitfeld (left) and Daniel Jelley

Tropitone Frank Verna (left) and John Mattson

Lloyd Flanders From left: Wayne Juliano, Dudley Flanders (seated), and Lou Rosebrock

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

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Telescope Casual From left: Henry Vanderminden IV, Kait Rathbun, and Bill Vanderminden

Poly-Wood Megan Pierson and Jon Hueni

Ebel Mark Bottemiller

NorthCape Kim Golson

Kingsley-Bate Clay Kingsley

Treasure Garden Jeff Dorough

Alfresco Home Joseph Cilio

Patio Renaissance From left: Albert Lord, Andrea Dibello, and Mark Gorr

Mallin Casual Furniture Ken Minson and Brenda Pereyda

OW Lee Paul and Terri Rogers

Homecrest Janet Eckman and Todd Wingrove

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Jensen Leisure Furniture Janet Wansor and Hlodver Olafsson

What’sNew

6 Hot Products to Sell Now Poly-Wood | www.select.polywoodinc.com |

(877) 457-3284

Poly-Wood Inc. has launched a line of innovative, luxurious furniture that bridges the gap between indoor and outdoor space. This designer brand, Select by POLYWOOD, introduces a new kind of classic style to your home. Select has the look and feel of prestigious wooden furnishings without the maintenance and upkeep. Select is made in the United States using mostly recycled materials.

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Patio Renaissance | www.patiorenaissance.com |

(866) 698-5673

The Westchester collection offers customers a timeless, modern look, incorporated in the seating comfort for which Patio Renaissance is known. A new rolled woven pattern has been introduced with this collection and is available in two color options: cinnamon and oyster. Westchester offers a full assortment of seating, as well as dining—for the customer who wants to create a complete outdoor-room environment.

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Oriental Weavers | www.owrugs.com |

(800) 832-8020

Breathe new life into any indoor or outdoor space with the vibrantly beautiful hues of Meridian. The collection features unique tricolor yarn for added color versatility in popular shades of indigo blue, Aruba blue, Kelly green, and tomato red. Boasting on-trend geometric patterns (as well as classic stripes and border designs), a Meridian rug will give any area an instant wow factor.

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OW Lee | www.owlee.com |

(800) 776-9533

Bellini brings family-style seating, with a warm and relaxed Italian flair, to the outdoors. Inspired by Vincenzo Bellini (1801–1835), a renowned Italian opera composer famous for long, flowing melodies, the Bellini collection strives to recreate this in the majestic, flowing lines of a whimsical Italian-style wrought-iron collection. Substantial and sturdy, yet comforting and beautiful, with sweeping curves, Bellini features handforged scrolls and the added details of twisted accents and a decorative medallion.

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Vermont Castings Group | www.monessenhearth.com |

(800) 867-0454

Monessen, the leader in vent-free technology, has unveiled the new Symphony vent-free fireplace system. Designed to be slim, with a clean face and an expansive viewing area, this convenient and efficient fireplace is offered in two sizes. At up to 28,000 Btu, it is available in traditional style (with an exclusive five-piece log set) or contemporary style. It features multiple options and accessories, such as two face styles, ceramic firebrick, porcelain panels, or the Black Magic glass line. Add the sound of the Symphony to your vent-free lineup with Monessen.

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DCS by Fisher & Paykel | www.dcsappliances.com |

(888) 936-7872

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

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ProductPROFILES Cottages Collection Distinctively designed for open-air–living spaces, the Cottages collection has been styled to complement the finest outdoor furnishings in today’s market. Crafted of 100% polyethylene terephthalate, or PET, each area rug is reversible and is handwoven of recycled plastic materials. This UV-stabilized area-rug collection features durable construction, which allows it to be the perfect foundation piece for today’s most stylish outdoor-living environments. Carefully colored in a fresh, natural color palette, Cottages is represented in three relaxed and easy patterns, with each design developed for its ability to complement the latest fashions. These durable rugs are mold and mildew resistant—and over time, will show no signs of fading or deterioration. Contact: (800) 223-6186 or www.couristan.com.

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PizzaQue Pizza Kit for Kettle Grills: PC7001 Transform your kettle grill into a pizza oven. You’ll capture the smoky flavor and high heat of a wood-burning pizza oven right in your own backyard. Pizza cooks in minutes and comes out with a crisp crust and bubbly toppings. The kit includes a charcoal fence, a cordierite pizza stone, and a frame. It fits many grill models, including 18- and 22.5-inch kettle grills. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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Universal End Table/Ice Chest Keep it cool this summer with NorthCape’s new Universal end table/ice chest. Available in your choice of HDPE resin finishes, this versatile furniture piece features a stainless-steel air-spring safety hinge and a PVC liner (with a drainage plug) to keep your beverages cool and close at hand. As the company says, when you’re looking for style, comfort, and value, take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcapeoutdoor.com.

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Margherita and Bainbridge Bark Deep Seating

Aesthetically Pleasing The low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact. Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. Contact: (800) 421-9455 or www.infratech-usa.com.

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Alfresco Home brings on the heat with an all-new gas-burning firepit. The Margherita is an elegant cast-aluminum firepit accented with a daisy pattern in a handsome round-bowl shape. It is shown here with the Bainbridge bark deep seating group. Add some comfort and heat to a peaceful night with these elegant pieces. Contact: (610) 705-8808 or www.alfrescohome.com.

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Empire’s Outdoor Linear Fireplace Stainless-steel construction, an integrated LED lighting system, and a gas burner beneath a large bed of clear-frost crushed glass ensure that Empire’s outdoor linear fireplace will light up any patio party. Choose the 55,000-Btu 48-inch model or make an even bigger statement with the 60-inch model, rated at 65,000 Btu. This exciting addition to Empire’s Carol Rose Coastal collection will mesmerize your guests with its large, random flames dancing atop a bed of glass that’s also illuminated from beneath by multicolor preprogrammed LED lighting. Contact: (800) 851-3153 or www.whitemountainhearth.com.

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ProductPROFILES Big Green Egg Sauces The new Big Green Egg authentic smokehouse-style barbecue sauces will enhance the flavor of any barbecue recipe. Kick up the flavor of baked beans and potatoes, mix them in your favorite meatloaf, or spice up your Bloody Mary mix. There are four delicious flavors: Vidalia® Onion Sriracha, Zesty Mustard Honey, Kansas City Style Sweet, and Smoky or Carolina Style Bold and Tangy. They are so good that your customers will want to try them all. Contact: (770) 938-9394 or www.biggreenegg.com.

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San Marino Firepit With Masterpiece Top

DP42: 42-inch Dry Pantry The DCS dry pantry offers a consistent, professional design with ultrapremium indoor features that help create a truly cohesive and functional kitchen. It’s an ideal place to store all of your outdoor essentials, dry goods, cookware, counter finishes, and anything kept in your indoor pantry. Contact: www.dcsappliances.com.

The stylish San Marino firepit by Veranda Classics

by Foremost features a custom-designed Masterpiece durable stained-glass tabletop, completely sealed against the weather. Seating has inviting, oversized cushions and an intricate back cast design that’s repeated on the firepit. Contact: (800) 443-1410 or www.verandaclassics.com.

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Cape Collection

Sunset Rockers Boldly crafting new designs for all outdoor spaces, Agio makes new Sunset rockers that add comfort and flair to even the smallest of outdoor settings. Handwoven all-weather–wicker styling in an easy-to-love rocking chair offers new motion outdoors and more motion on your showroom floor. Contact: (888) 997-7623 or www.agio.com.

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Offering a simple decorating solution for open-air–living spaces, the Cape collection features a subtle (yet sophisticated) range of colors selected to enhance the appearance of its three refined, linear horizontal patterns.

Crafted of the finest 100% fiber-enhanced Courtron™ polypropylene, this weather-resistant, outdoor/indoor performance area-rug collection features a high–low structured flat-weave construction for added dimension and durability. Perfect for stylish sunrooms, lively patios, and those outdoor-living spaces that are designed for entertaining, Cape’s three transitional design choices—Barnstable, Harwich, and Hyannis—have the ability to complement the latest fashions in outdoor and casual-indoor furniture. Contact: (800) 223-6186 or www.couristan.com.

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Reflections Fireplace Glass Whether you are elevating the look of your fireplace from old-fashioned to contemporary or just want to change the media in your firepit, the Reflections Fireplace Glass™ collection was developed with you in mind. Reflections Fireplace Glass will make your fire come to life in colors to suit your taste. Reflections tempered glass is processed to prevent rough edges, resulting in a smooth and elegant look while maintaining the desired reflective edges. Reflections Fireplace Glass is a truly unique product, processed to ensure that each piece is brilliant in color. No more worries about ashes or smoke: Reflections Fireplace Glass can be used with either natural gas or propane. Reflections Fireplace Glass has endless uses, including aquariums, home garden areas, and patio borders, to name a few. There is no better way to add color to your life than with Reflections Fireplace Glass. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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RETAILERS: Register today to attend the 2015 International Pool | Spa | Patio Expo where you will find a wealth of products, education and networking designed especially to boost your bottom line, increase your productivity and grow your business.

• • • • • • • • • • • • • • •

Retailer Educational Track APSP International Awards of Excellence APSP Pavilion with Member Lounge Backyard Living Pavilion Casual Furniture Marketplace Genesis Design/Build/Landscape Pavilion Genesis Family Reunion & Winemaker Dinner Genesis Lifestyle Program Hayward School of Business Houzz Consumer Insights & Tips Pool Prize Party Product Showcase Splash Talks Treasure Quest Welcome Party

• • • • • • •

APSP Pool & Spa Construction Course APSP Certified Service Technician Course Genesis Perspective Drawing Class Genesis Advanced Watershape Construction Genesis Design Schools Houzz Panel Discussion MetroStudy Residential U.S. Pool & Market Reports

VEGAS 2015 INT’L POOL I SPA I PATIO EXPO EXHIBITS: NOVEMBER 10-12 CONFERENCE: NOVEMBER 7-12 Mandalay Bay Convention Center | Bayside Halls B-D Las Vegas, Nevada USA

Register at www.PoolSpaPatio.com to receive FREE Expo Only admission.

During the online registration process, enter AD07 when asked to enter a discount code.

Discounts apply to new registrations only. Discounts not applicable to MA or NEM registrations. No refunds issued for pre-existing registrations.

Show Sponsor:

Show Publication:

Show Endorser:

Toll-free: 888.869.8522 | Outside USA: 972.536.6350 Circle Reader Service No. 69

ProductPROFILES Grace Modular Seating Collection Homecrest is pleased to introduce the Grace modular collection, new for 2016.

Infinitely configurable, Grace can be scaled to your space, and pieces can be freely moved to suit the needs of the moment. Perfect for entertaining (yet beautifully suited to quiet relaxation), the luxurious comfort of Grace modular combines with elegant styling and exceptional utility to create a welcoming atmosphere of gracious outdoor living. Contact: (877) 599-4803 or www.homecrest.com.

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Stainless-steel Fondue Grill Set: CC3530

Infratech Comfort Heaters

Prepare traditional cheese fondue on the grill. Simply melt cheese and other ingredients in the fondue pot while grilling veggies or meat on the grid. This set is also great for melting chocolate for a fondue dessert. To serve, transfer the fondue to the elegant hardwood base—and let the party begin. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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

Contact: (800) 421-9455 or www.infratech-usa.com.

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Franklin Firepit Chat Group Outdoor fire continues to be a hot-ticket item in outdoor furnishings.

Retailers continue to add new revenue with trendsetting looks such as the Franklin firepit chat group, another innovative collection from Agio. The lovely sofa, love seat, and C-spring chair all feature weather-resistant cushions, which provide long-lasting comfort for guests.

The firepit, with a durable frame enhanced by handwoven all-weather–wicker detailing, provides ample space for entertaining, with its unique porcelain wood-look tabletop.

Contact: (888) 997-7623 or www.agio.com.

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LG700 Wood-pellet Smoker

The Phoenix collection from Gensun Casual Living features clean, smooth, flowing lines in a beautiful marriage of elegance and comfort. Phoenix is available in sling, padded-sling, and cushion seating, along with a new line of matching tables. This year’s new stretch-strap addition is extremely comfortable, with an upscale look.

The collection is shown in the medallion finish, with straps in antique beige. Contact: (866) 964-4468 or www.gensuncasual.com.

Grills from the LG series by Louisiana Grills are the finest wood-pellet grills for preparing and serving gourmet cooking from the comfort of your own backyard. The easy-to-operate digital control center allows for precise cooking control, from 170 to 600 degrees (in 5-degree increments), and the grills feature a standard flame broiler for direct-flame grilling. The programmable meat probe regulates the internal cooking temperature of food and automatically adjusts to a low-smoke setting when the food is ready. There’s no need for rotisserie cooking; all LG series grills feature fan-forced convection heat. Contact: (877) 303-3134 or www.louisiana-grills.com.

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Phoenix Collection

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Pit Boss PB820 Deluxe Wood-pellet Smoker Deluxe wood-pellet grills by Pit Boss offer the best value per square inch in the pellet-grill industry, the company

Big Green Egg Dual-probe Remote Wireless Thermometer Introducing the new Big Green Egg dual-probe remote wireless thermometer with a unique EGG–shaped design: Precisely and conveniently monitor anything you are cooking and the internal EGG temperature—at the same time—from a distance of up to 300 feet (91 meters).

The thermometer comes with preset temperatures for beef, veal, lamb, pork, poultry, and nine popular game meats, and all preset temperatures are customizable to suit your personal taste. Contact: (770) 938-9394 or www.biggreenegg.com.

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says. These eight-in-one grills have cooking versatility, from smoking to searing (standard flame broiler), with a dynamic range of cooking temperatures from 180 to 500 degree, and all at the simple turn of a dial. An electric igniter allows for easy, mess-free barbecue lighting.

Deluxe grills include a removable easy-lift stainless serving tray, an embossed-copper finish, hanging hooks for barbecue tools, and a bottle opener. These high-value grills are the complete all-in-one units.

Contact: (877) 303-3134 or www.pitboss-grills.com.

All Weather

Mostly Recycled Materials

Made in USA

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Aurora Timber Fire Table Turn up the heat and light up the night with Aurora Timber fire tables. Cast from beautiful reclaimed-wood tables, the Aurora Timber collection is at once on trend and timeless. Retaining all of the outstanding outdoor performance characteristics you expect from Homecrest, Aurora Timber tables are available in coffee and chat heights, in drift and sequoia finishes. Contact: (877) 599-4803 or www.homecrest.com.

Experience all-weather furnishings with style at our Chicago Showroom (15-105), or visit select.polywoodinc.com for more information.

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20 Year Warranty

ProductPROFILES Tivoli

Grandview Series Woodburning Stoves

Named after an ancient Italian town, Tivoli reflects that beauty in a traditional style only achieved by Alfresco Home.

This cast-aluminum collection is offered in dining, gathering, and bar-height chairs, paired with weave tables in an antique fern finish. It’s a traditional style perfected only by Alfresco Home; add a touch of Tivoli to your outdoor-living space.

Contact: (610) 705-8808 or www.alfrescohome.com.

The Grandview series by IronStrike® has raised the standard for home heating with its proven thermal fin technology, TFT™. This innovative cast-iron heat exchanger puts more heat in the room—and less up the chimney, delivering the perfect amount of heat to create a cozy atmosphere. Contact: (800) 655-2008 or www.IronStrike.us.com.

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New Boulevard SL by Empire Comfort

Luna

Empire’s all-new Boulevard SL will have customers reimagining possibilities for fireplace locations, from the foyer to the study to a favorite reading nook in a condo. At just 5.5 inches deep, the vent-free Boulevard SL becomes more like a beautiful wall hanging than a fireplace. It surface mounts on any wall (including brick or drywall)—or it can be partially recessed in a standard 2x4-framed wall or fully recessed in a 2x6-framed wall. Bring tile or stone right to the opening of the fully recessed fireplace, and complete the artistic effect with narrow trim in tasteful matte black. For your surface-mounted or partially recessed fireplace, Empire offers two decorative fronts: convex or mitered. Rated at just 14,000 Btu and 99.9% efficient, the contemporary linear burner provides all the ambience that one needs for any occasion. Contact: (800) 851-3153 or www.empirecomfort.com.

OW Lee’s new Luna collection features a vintage hammered signature look combined with a unique, artistic design. Reminiscent of a dipping moon reflecting off the surface of a lake, Luna’s distinctive semicircle profile is a new take on a classic look. With bold materials and generous cushioning, the Luna collection is entirely unique in outdoor furnishings. To complement Luna’s already-individual presence, OW Lee has added the embellished detail of a cast- or fabric-button option to the Luna cushion collection, as well as handforged scrollwork on the arms. It is this attention to detail that sets Luna and OW Lee apart from the rest. Contact: (800) 776-9533 or www.owlee.com.

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Tommy Bahama Atrium PolyPro Venting M&G DuraVent has announced that it has obtained a key approval for PolyPro venting systems. PolyPro single-wall and concentric pipes have been approved for Raypak’s model XPakFT boiler and X94 condensing gas pool heater.

When the PolyPro venting system is used, the vent-pipe requirements stated in the unit’s installation instruction—minimum and maximum vent lengths, termination clearances, and so forth—apply and must be followed. Follow instructions provided with PolyPro’s venting system where applicable (or if requirements are more restrictive). Contact: (800) 835-4429 or www.duravent.com.

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Tommy Bahama® Atrium

by Oriental Weavers is a collection made up of heavy-to-the-touch, handhooked area rugs in popular Tommy Bahama geometric, botanical, and tilework patterns. Atrium is suitable for both indoor and outdoor applications, and its versatility and beauty make the collection a must-have addition to any space.

Contact: (800) 832-8020 or www.owrugs.com.

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Kendall Cross Strap Collection The clean, angular lines of Telescope Casual’s new Kendall Cross Strap collection enhance the sleek appearance of this popular design.

The densely woven straps add a modern twist to the company’s strap-furniture offering. The construction and stackability of this collection are sure to be perfect for any residential or commercial application. Contact: (800) 451-0938 or www.telescopecasual.com.

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Antigua Collection Patio Renaissance introduces the alluring Antigua collection. With its sophisticated lines and unique weave pattern, Antigua will appeal to the true lover of traditional designs. This overscaled collection offers ultimate comfort (which is the signature feature of Patio Renaissance), along with a new twisted-weave pattern and the cloves weave color. Antigua offers a wide variety of seating configurations, as well as several dining options that will be accommodated in almost any backyard space for your customer.

Contact: (866) 698-5673 or www.patiorenaissance.com.

Flemming Storage Collection Living in their outdoor spaces means that many U.S. homeowners seek comfort, function, and convenience, above all else—and the new introductions in the Flemming storage collection fit that need perfectly. Newly merchandised in the Inspired Visions collection, the Flemming storage collection is from Peak Season.

Contact: (205) 259-1793 or www.peakseasoninc.net.

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Reflections Fireplace Glass by California Outdoor Concepts Whether you are elevating the look of your fireplace from old-fashioned to contemporary or just want to change the media in your firepit, the Reflections Fireplace Glass™ collection was developed with you in mind.

Reflections Fireplace Glass will make your fire come to life in colors to suit your taste.

Reflections tempered glass is processed to prevent rough edges, resulting in a smooth and elegant look while maintaining the desired reflective edges. Reflections Fireplace Glass is a truly unique product, processed to ensure that each piece is brilliant in color. No more worries about ashes or smoke: Reflections Fireplace Glass can be used with either natural gas or propane. Reflections Fireplace Glass has endless uses, including aquariums, home garden areas, and patio borders, to name a few. There is no better way to add color to your life than with Reflections Fireplace Glass.

Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

GIVE INTO BLISS

Hatteras Hammocks, the industry standard, is pleased to introduce our new 2016 line. Featuring the likes of this cushiony soft pillowtop hammock produced with Sunbrella® Echo Limelight allweather, solution dyed fabric and our own all-weather Duracord® fabric. This year s line features 29 new products with an emphasis on design.

CASUAL MARKET | CHICAGO | BOOTH 7-4055 F O R O U R N E W 2 0 1 6 C ATA L O G C A L L 8 0 0 . 3 3 4 . 1 0 7 8

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ProductPROFILES Park Place

New Protective Firepit Covers

by Treasure Garden Treasure Garden has expanded its successful line of protective firepit covers specifically to accommodate round, square, and rectangular designs. The new collection of durable chat/firepit covers was developed in response to the considerable growth occurring in the firepit category. Round protective covers in the collection are available in 42- and 54-inch sizes. A square 48-inch cover and two rectangular models round out the collection.

Rectangular designs measure 50x30 inches and 58x38 inches. Contact: (888) 821-8868 or www.treasuregarden.com.

With the 2016 Park Place collection, Pride Family Brands brings you sleek lines, modern seating, aluminum durability, and performance fabrics—to create a fresh and contemporary appeal. In the Park Place collection, seating takes on a variety of modern options, with sling dining, deep seating, and the addition of sectional pieces and an optional cushioned ottoman. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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Brown Jordan Outdoor Kitchens Brown Jordan Outdoor Kitchens’ award-winning, frameless, European-style modular cabinets add storage, organization, and luxury to any hospitality backdrop—while exemplifying beauty, class, and elegance. The mobile units can be configured in any combination as fully operational outdoor-cooking stations, bars, and prep areas, while defining exclusive entertainment spaces anywhere on resort properties. Available in a variety of exclusive door styles and powder-coat finishes, these mobile kitchens are also offered in the Danver Stainless Outdoor Kitchens brand. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

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Kenzo Collection

by Tropitone Suppliers of affordable natural stone fireplace facings to the industry for over 25 years.

The Kenzo collection, a new product line from Tropitone®, features graceful lines and a wide, streamlined frame.

Designed by Peter Homestead, the collection consists of cushion, woven, sling, and padded-sling pieces. The Kenzo collection will complement any home’s exterior or create an eclectic outdoor patio when mixed with other Tropitone items.

Contact: (949) 951-2010 or www.tropitone.com.

granite

marble

limestone

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slate

Allegro Dining

Est. 1969

3045 KINGSTON COURT NORCROSS, GA 30071 1.800.477.7665 F)770.409.0431 www.mlwstone.com

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The stunning Allegro dining collection from Veranda Classics

by Foremost features a trestle-base table and an heirloom gray handpainted finish.

Weather-resistant–wicker chairs with rustproof aluminum frames are a perfect complement.

Contact: (800) 443-1410 or www.verandaclassics.com.

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Manhattan Inspired by rich Neoclassical New York interiors, the Manhattan collection is a delicate combination of classic and contemporary forms. Featuring a gracious interlocking-loop pattern, gently arching curves, and a fluently detailed extrusion, the collection sits well in traditional to modern settings. Crafted from cast and extruded aluminum, the Manhattan collection is an artful balance of tradition and progress. It’s shown here in onyx. Contact: (866) 964-4468 or www.gensuncasual.com.

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AKZ Cantilever Umbrella

by Treasure Garden The AKZ cantilever umbrella collection expands for 2015, with the addition of two new sizes and a new, contemporary platinum finish. An 11.5-foot square size and a 10x13-foot rectangular size will join the current collection (which includes the best-selling 13-foot octagon and the 11-foot octagon and 10-foot square sizes). Each umbrella can shade any seating, dining, lounging, or outdoor-gathering space, with full 360-degree rotation from a single installation point made possible with a foot-pedal control. Contact: (888) 821-8868 or www.treasuregarden.com.

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NEW DirectVent Pro Horizontal Termination An industry-first approach combining tailored combustion air performance with an unlimited number of aesthetic options.

By incorporating interchangeable and customizable shrouds, customers can tailor the look of the termination. Shrouds will be available in a variety of materials and/or designs. The heart of the termination is a patent pending combustion air control. This control reduces the need for internal appliance baffling, and allows for improved combustion performance across a variety of gas burning direct vent appliances. The external footprint has been minimized to achieve an 11"x 11" for both 4" x 6" and 5" x 8" sizes.

The adjustable throttle will allow the installer to fine tune the air intake to the appliance for the best looking flame possible. It can be adjusted to handle the dominant outside wind conditions.

Generations The Generations collection, designed by John Caldwell, captures classic elements of Lloyd Loom design with an updated aesthetic. Subtle curves and deep seating are accented by stainless steel to create timeless style. EcoSmart fire tables create ambient focal points ideal for dinner under the stars. Contact: (800) 526-9894 or www.lloydflanders.com.

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Serefina Gas Stove The Serefina freestanding stove features a beautifully integrated barrier, so you feel safe and warm. Its unique design perfectly captures the tradition and grace of cast-iron stoves—and on those especially chilly winter days, the Serefina produces powerful heating that keeps your home warm and toasty.

Contact: (800) 655-2008 or www.IronStrike.us.com.

Follow us on social media or for more information on our products, visit www.duravent.com

Engineered Excellence. 800-835-4429 www.duravent.com M&G DuraVent Inc. ©2015 Circle Reader Service No. 75

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ProductPROFILES FV34 FullView Fireplace The successful FullView fireplace series now has a size perfect for smaller rooms. The FV34 has the same footprint as the popular DXV35, but sports the clean-faced FullView look that homeowners love. This look better showcases the log configuration, which captures the authentic look and feel of a wood fire in its most beautiful burning stages. Sized for smaller areas, the FV34 still provides a generous 32,000 Btu per hour, with CSA P.4 efficiency ratings of 77.4%. Contact: (319) 365-6282 or www.mendotahearth.com.

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Windward Oasis Cantilever The heavy-duty Oasis cantilever is available as a 9-foot square or 11-foot octagon and features aluminum ribs with a silver powder-coated aluminum pole. Multiple mounting options and fabrics are available. Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Eclipse With an attractive angular frame design and floating seat, the Eclipse collection is a definite showstopper. Expertly engineered, with multiple banding layers and sleigh legs, Eclipse captures a luxury contemporary look. Sling dining—as well as traditional and sectional deep seating—is available in the Eclipse collection from Pride Family Brands. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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Inspired Visions Pretty and bright: New and innovative decorative accessories in the Inspired Visions collection from Peak Season complete any outdoor-living space. Contact: (205) 259-1793 or www.peakseasoninc.net.

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Amalfi Duo Amalfi Duo is a double cantilever umbrella combining the versatility of a timeless cantilever with the robustness of a large shade.

The two canopies can be opened independently of each other, with two autolocking winches. Using digital printing, the canopies can be printed, with full coverage, in a motif of your choice. This eye-catching design gem (in black and white) is perfect for passionate art lovers. Contact: (877) 530-8873 or www.caravita-patioumbrellas.com.

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Kaffe Bistro Set Designed by Dick Bjork, the new Kaffe bistro group seats one or two comfortably at the folding 33-inch–diameter table. For contract or domestic use, this set beautifully combines the warmth of ipê wood with the contemporary, clean, and cool lines of stainless steel. Contact: (804) 612-4416 or www.jensenleisurefurniture.com.

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Vienna Dining

Largo

NorthCape’s Vienna dining collection features comfortable, cushioned dining chairs in a rich Kalahari HDPE resin finish, and it pairs beautifully with the company’s popular Valencia reclaimed-teak table. In the effort to combine teak and resin products that truly complement one another, the Vienna dining collection is the perfect match. When you’re looking for style, comfort, and value (as the company says), take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcapeoutdoor.com.

Low-profile design and versatility define the Largo collection.

Designed by John Caldwell, the sunbed–sectional combination allows configurations ideal for a weekend alone or additional seating for entertaining friends and family. Featuring a gray vintage oak custom vinyl with hints of brown, the Largo collection has a character all its own. Contact: (800) 526-9894 or www.lloydflanders.com.

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Hardscape Gas-firepit Kits The Outdoor GreatRoom Company now offers a do-it-yourself solution for those who want to build unique firepits.

A new line of hardscape gas-firepit kits, including the Hudson Stone™ gas-firepit kit, makes creating a uniquely designed custom firepit table easy, fast, and affordable. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Harbour Collection The Harbour deep seating collection by Poly-Wood combines sleek lines, plush cushions, and all-weather material for a look of elegance and lasting comfort, thoughtfully made in the United States.

Contact: (877) 457-3284 or www.polywoodinc.com.

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New Haven Collection Mallin introduces the New Haven collection. Dive into the summer with a new cool, clean, and crisp group in your backyard. New Haven features sleek, clean aluminum lines with plush cushions. It is where urban chic meets Mallin comfort. It’s available in deep seating and dining, as well as woven back; it is time to transform your home with New Haven. Contact: (800) 251-6537 or www.mallinfurniture.com.

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ProductPROFILES St. Bernardus

Kingston Sculpted with exacting precision, with frames of durable, powder‐coated aluminum, Kingston from Ratana is meticulously designed to bring style and comfort to any outdoor area. Kingston features the natural appeal of a seagrass look, with premium-quality resin braided to resemble the natural touch of a wicker weave in a bronze/brownish hue—yet it is durable, to withstand harsh weather.

With generously deep seats, paired impeccably with highly polished handbrushed finishing on the aluminum armrests (in addition to a sturdy chassis and tapered legs), Kingston is truly a statement piece that one would appreciate for years. The club chair and sofa pictured are finished in vintage brown and feature drainable reticulated-foam cushioning. Contact: (866) 919-1881 or www.ratana.com.

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Summerset Power Burner The new Summerset power burner is the perfect addition to your outdoor kitchen.

Commonly used for finishing cooking, making sauces, or heating foods that require a more controlled temperature than your grill, a side burner offers the convenience of range-top cooking and grilling simultaneously. The power burner features 304 stainless-steel construction, 60,000 Btu of power, heavy stainless-steel grates, a stainless-steel lid, and a sleek design, all backed by an industry-topping warranty. Contact: (800) 966-8126 or www.summersetgrills.com.

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

Contact: (800) 477-7665 or www.mlwstone.com.

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Cayman by Barlow Tyrie Cayman features fully welded tubular-aluminum framing, with a durable, powder-coated paint finish; beautiful ceramic tabletops; and Textilene® chair slings, for comfort and exceptionally low maintenance. The sun lounger features a wheel, hidden in a back leg, for ease of movement. Both the chairs and the sun loungers stack. Dining tables are available in several sizes: lengths of 39, 59, and 79 inches, in addition to a 59-inch circular model.

All feature tabletops of hard-wearing, high-fired porcelain ceramic, available in three colors—ash, ivory, and storm. Contact: (800) 451-7467 or www.teak.com.

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Anatolia Fire Firepit Inspired by traditional Anatolian copper cauldrons, the Anatolia Fire is reimagined with a contemporary, heavy-gauge iron base and stylish rivets. This firepit is carefully handcrafted by Anatolian coppersmiths and will age gracefully, over the years, for a one-of-a-kind verdigris effect. Built to radiate intense heat, it’s perfect for backyard gatherings on cool nights. The Anatolia Fire is available in both large (36-inch–diameter) and small (27-inch–diameter) models. Contact: (888) 684-6528 or www.jatexinternational.com.

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Orion DecoBREEZE This summer, update your coastal-living style with nautical elements. The DecoBREEZE® outdoor Nautica fan features a wrapped accent of faux sailing rope and a rich brass finish that looks as though it could have come out of a ship’s cabin. You don’t need to live by the ocean to enjoy this design style; you can create your own patio seashore and sail away—right into your backyard. Contact: (800) 979-4FAN/4326 or www.decobreeze.com.

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The Orion collection, Pride Family Brands’ 2016 entry in the contract category, delivers outdoor furnishings for commercial and hospitality venues.

Included in the Orion collection are sling dining and chaises, all designed in a contemporary motif and handcrafted with high-quality aluminum. Each piece will coordinate with contemporary table designs in the Castelle® line.

Contact: (855) 612-9800 or www.pridefamilybrands.com.

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Regatta Collection The Regatta collection transforms any room into a seaside paradise, with cool ocean blues and flame highlights. Inspired by the sailor’s classic striped T-shirt, Shore flame and Cabana regatta (a wider stripe) bring a fresh perspective—with a pop of color—to classic stripes. Token surfside brings regatta and flame together in a varying-width stripe that’s perfect for accent pillows. Cast mist, canvas regatta, and Hybrid sky have unique textures that make basic solids anything but boring. Fretwork pewter, a neutral trellis pattern, pairs well with the collection’s bold stripes. Contact: (336) 221-2211 or www.sunbrella.com.

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Elaine Smith Elaine Smith offers a line of luxurious indoor/outdoor Sunbrella® pillows that resist rain, sun, and stains. Her runway-inspired designs are elegantly chic in both classic and modern looks, all handcrafted in the United States using sophisticated fabrics in rich colors and intricate patterns. Those pictured add vibrant hues of Aruba and kiwi.

Contact: (561) 863-3333 or www.ElaineSmith.com.

Windward MGP Bench Made from high-quality marine-grade polymer (MGP), the MGP bench is a great option, either as a dining bench or as a stand-alone bench. It’s available in river white, flagstone gray (shown), and greco. It is proudly made in the United States.

Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Kor by Tropitone Kor, the new commercial collection from Tropitone®, features an edgy design, with curved backs and arms and arched, angled legs. Inspired by Midcentury Modern design, the contemporary collection includes sling and padded-sling dining chairs, side chairs, spa chairs, chaises, and barstools. Contact: (949) 951-2010 or www.tropitone.com.

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ProductPROFILES Mesa Series

Equinox by Barlow Tyrie

This extending table (94 inches closed to 142 inches open) seats 10 to 14 people and has a top of high-fired ceramic. It won the International Casual Furnishings Association’s 2014 Design Excellence Award in the dining bar table category. The Laminam® ceramic top is fully weatherproof, being made from a product originally intended for building cladding. The table’s frame is made from durable, 316 marine-grade stainless steel. The tabletop is available in ash or ivory colors. Contact: (800) 451-7467 or www.teak.com.

Hearth Distribution has introduced the Mesa series of woven firepit bases with decorative tile tops. Each base is hand constructed around a strong aluminum frame, and it includes a door for easy gas-tank replacement and a 304 stainless-steel H burner controlled by a single, adjustable valve system. The top is framed by a stylish aluminum extrusion and measures 45x36 inches.

There’s enough tabletop to be useful and enough fire to be beautiful—available now at Hearth Distribution. Contact: (360) 314-2012 or www.hearthdistribution.com.

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Ventinox Rigid

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Provence Collection The Provence collection

by Sunset West features a fantastic basketweave design with a pewter dusting, highlighting the details of the powder-coated frame.

The generous proportions offer tremendous comfort, which is perfect for backyard gatherings. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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Introducing Ventinox Rigid, a rigid liner for use in existing or new masonry chimneys: Rigid stainless-steel liner is used to mend and improve masonry-chimney liners that vent appliances in the solid-, liquid-, or gas-fired category (those using coal, wood, oil, and similar fuels). Controlled-combustion stoves are designed with highly efficient heat-transfer and combustion technologies. The stoves’ rates of performance increase when they are installed with chimneys of suitable diameter. Contact: (800) 835-4429 or www.duravent.com.

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Happy for Blues

Twitchell™ is pleased to introduce a variety of blues to its extensive stock line. Blues are trending with customers everywhere, and Twitchell’s designers have responded with several new shades—including Caribbean, tealicious, and ink pen. From pale blues to bright indigos, Twitchell’s stock line covers the spectrum. Contact: (800) 633-7550 or www.twitchellcorp.com.

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Villa Bianca Villa Bianca is handcrafted, with classical features incorporating flowing lines and openness.

As cast elements intersect with flair in the seating’s side and back detailing, the Villa Bianca collection provides a soothing and flowing look. Empire-style leg details are featured on both cushioned and sling seating. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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Casa Camino Casa Camino from Ratana is scrupulously designed and finely crafted to stand the trial of time. Simple (yet comfortably pitched) backs with full-scale deep seating and outdoor reticulated cushions encourage hours of total relaxation. Rich, amber–brown resilient resins are smoothly handwoven over fully concealed frames of powder‐coated aluminum. Living, sectional, and dining pieces are available to create the outdoor atmosphere that one has been longing for; in addition, there are various options for coffee and end tables for greater flexibility. Use the woven base with Stanwood inserted aluminum tabletops—or Arlington, Cleveland, or Mount Vernon accent tabletops with Montreal table bases. The Pozzo firepit is available with round, square, and rectangular bases to match tops of various sizes. Contact: (866) 919-1881 or www.ratana.com.

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GeoBella Cushion Fabrics Phifer has expanded its current Designed Fabrics stock line to include additional styles of the luxurious, fashionable indoor/outdoor GeoBella® cushion fabrics. Crafted with more enthusiasm for cleaner lines, larger scales, and strong pattern elements (as well as pops of color), the new collection debuts a variety of larger feature patterns and smaller secondary patterns, making it easy to mix and match cushions and decorative pillows. This mix of ideas and colors helps make it easy to create subtle (yet stylish) updates—or to redirect the inspiration totally—for indoor and outdoor spaces. Contact: (800) 221-5497 or www.phifer.com/designedfabrics.

The Emerald Collection by Sunbrella Long associated with rebirth and rejuvenation, green is the ideal color to incorporate into your latest home-refreshing project this spring and summer. Whether enlivening the area around the pool with classic resort-style stripes or adding a touch of Modern Baroque style (à la Dorothy Draper) to the dining room, Sunbrella® fabrics from the Emerald collection are modern (yet classic) and tantalizingly fresh. With coordinating patterns in spring shades of emerald and citron balanced by a solid in earthy brown, the design possibilities are endless. Try pairing upholstered dining-room chairs in Reflex emerald or Reflex II citron with rich navy-blue walls and gold accents, for a look that is bold and luxurious—or use this foolproof recipe for decorative pillows: Layer a wide stripe and a narrow stripe with a floral or geometric pattern and a coordinating solid to add a touch of unexpected whimsy to a classic neutral sofa. Contact: (336) 221-2211 or www.sunbrella.com.

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Hatteras Hammocks Tufted Hammock

Prosear Infrared Indoor Grill Bring the great outdoor flavor indoors with the all-new, patent-pending Prosear infrared indoor grill.

Made in the United States, with high-quality stainless-steel construction, this 35,000-Btu grill has an easy-to-use electronic ignition, heats up in approximately 5 minutes, and provides 333 square inches of total cooking area. Superior performance and years of low-maintenance operation make this a welcome addition to any indoor-cooking environment. It’s available for natural or LP gas applications. Contact: (888) 647-4745 or www.mhpgrills.com.

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Deliciously decadent, this new tufted hammock from Hatteras Hammocks is produced with Luxe indigo fabric by Sunbrella® and is plushly filled with polyester-hollowfill fiber for maximum comfort. The underside is finished with complementing navy Sunbrella fabric. Cumaru spreader bars, nickel-plated hardware, a matching trapezoidal tufted pillow, and DuraCord rope all exude class and quality. The hammock is shown with the optional SAR-II hammock stand. For the just-released 2016 catalog, contact the company. Contact: (800) 334-1078 or www.thehammocksource.com.

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Square 32-inch MGP/Aluminum Fire Table There are options galore for this smart new fire table from Telescope Casual. The square 32-inch size makes it a perfect addition to decks or balconies where space is at a premium. The small (12-inch–diameter) burner is perfect for ambience, but it still cranks out 22,000 Btu to take away that evening chill. The fire table is available in dining, balcony, and bar heights, with 11 powder-coat aluminum colors and 11 marine-grade polymer colors, so your choices are nearly endless. Contact: (800) 451-0938 or www.telescopecasual.com.

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ProductPROFILES American Muscle Grill The all-new American Muscle grill (AMG) is a heavy-duty, no-nonsense grill that features true dual-fuel capability—which will allow you to smoke, sear, and cook directly or indirectly with charcoal, gas, or both simultaneously. Designed, built, and factory tested in the United States, the AMG is available in 100,000-Btu 36-inch and 160,000-Btu 54-inch models, giving it plenty of power to go around: Combining innovative design with high-quality construction, the AMG has all the features and flexibility required to be the last grill you will ever need. Contact: (800) 966-8126 or www.summersetgrills.com.

Havana Lounge Chair The Havana lounge chair by Kingsley-Bate features a classic wicker design in a natural rattan fiber. The collection consists of a full range of deep seating pieces with matching occasional tables. Contact: (703) 361-7000 or www.kingsleybate.com.

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Single Swing by Hatteras Hammocks Phifertex Outdoor Fabrics Timeless or trendy, classic or contemporary, Phifertex® outdoor fabrics have the style you want, the performance you need, and the quality you crave. The expanded stock line features styles in bold, rich, and fresh tones, as well as soothing neutrals. Phifer’s new collection is influenced by the need for cleaner lines, larger scales, and strong pattern elements (such as botanically inspired florals, stripes, and stylized geometrics). Woven with precision, these high-performance PVC fabrics, infused with Microban® antimicrobial product protection, are constructed to withstand extreme weather conditions and are maintenance free. Contact: (800) 221-5497 or www.phifer.com/designedfabrics.

This new addition to the Hatteras Hammocks line of single swings is a stunner. It is handsewn with Sunbrella® fabrics (Cabaret blue haze for the top and Spectrum sand for the bottom) and is generously filled for comfort using proprietary poly fiberfill. Quality construction continues with a cumaru spreader, nickel-plated fittings, and DuraCord rope.

For the just-released 2016 catalog, contact the company. Contact: (800) 334-1078 or www.thehammocksource.com.

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Acclaim Collection Now, more than ever, the choice is yours in decorating. Twitchell™ has partnered with Outdura to simplify the color- and pattern-coordinating processes. With fabrics made to complement Outdura’s Ovation line beautifully, you can let your imagination (safely) run wild. From sling chairs and umbrellas to flooring and tabletop accessories (and everything in between), Twitchell’s companion fabrics give you opportunities galore to mix and match creatively. Contact: (800) 633-7550 or www.twitchellcorp.com.

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Multi-Bob Accessory Hearth Distribution continues to add to its Smoke-N-Hot® pellet-grill line with this unique Multi-Bob accessory for the regular rotisserie system. It’s equipped with eight kebab tines that lock in place with a patented system, so setting up a party’s worth of kebabs is easy. Cooking with a Smoke-N-Hot pellet grill completes the flavor system. It’s available now from Hearth Distribution. Contact: (360) 314-2012 or www.hearthdistribution.com.

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New Monessen Aria Vent-free System Introducing the Monessen Aria vent-free fireplace system: Available in a traditional model with a Natural Blaze burner system or in a contemporary model with a stone/fireglass kit, this premium fireplace—with clean, transitional style—is suitable for any decor. With a variety of options and accessories, the freedom to be installed almost anywhere, and the flexibility of zero clearance, this fireplace caters to anyone looking for a beautiful heat source for his or her space. Let the Aria fireplace sing to the needs of your customers. It will surely entertain. Contact: (800) 867-0454 or www.monessenhearth.com.

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Coral Dining Chair The Coral dining chair is a part of the new Coral dining, deep seating, and sectional collections, designed by Povl Eskildsen for Jensen Leisure Furniture. It’s made of environmentally friendly, nontoxic, 100% recyclable outdoor fiber by Virofiber. The frame is commercial-grade, 100% circumference-welded, powder-coated aluminum. The arms and platform leg base are crafted of ipê wood. Contact: (804) 612-4416 or www.jensenleisurefurniture.com.

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New Haven Woven Collection Mallin has introduced the New Haven woven collection. As the best of both worlds, it features a mix-and-match aluminum frame with a plastic (PVC) woven back. Sink into the plush cushion that surrounds you with comfort. The collection is available in deep seating and dining, as well as with a regular aluminum back; it is time to dive into summer with a new, modern (yet timelessly chic) group. Contact: (800) 251-6537 or www.mallinfurniture.com.

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New Regency Vignette Inlays

Harman Absolute

Regency is proud to introduce its new accessories for gas fireplaces and inserts.

Vignette faceplates with a built-in screen allow you to preserve the stunning look of your fireplace and add a beautiful, designer-inspired frame surround. Inlays give you the ability to customize your look even further with a stylized piece that fits inside the Vignette faceplate. The inlays for Vignette faceplates come in different styles and color options. Contact: (800) 442-7432 or www.regency-fire.com.

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The Harman Absolute is true luxury, with performance and engineering excellence infused into every detail. Compact and powerful, with whisper-quiet operation, the Absolute is the smartest pellet stove ever made. Featuring the most advanced control system ever, the EASY Touch control, the Absolute allows homeowners to operate their stoves quickly and easily, with intuitive touchscreen controls. It incorporates a scheduling feature to maintain desired heat levels and save fuel, and it also monitors performance and provides automatic notifications when maintenance is required. Contact: (800) 669-4328 or www.hearthnhome.com.

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MHP Patriot Gas Grill Introducing the new MHP Patriot gas grill: A new standard has been set, when it comes to combining high quality and value in a grill made in the United States. The grill’s features include a powder-coated aluminized-steel column and base with four locking casters, a rotary igniter, stainless-steel drop-down shelves, and a drop-in warming rack. In addition, it ships in one box, with built-in profit for you at a price consumers will love. Contact: (888) 647-4745 or www.mhpgrills.com.

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ProductPROFILES St. Barts Lounge Chair Kingsley-Bate’s new outdoor wicker collection is constructed with authentic-appearing synthetic rope. The popular St. Barts collection consists of a full range of deep seating and dining pieces.

Contact: (703) 361-7000 or www.kingsleybate.com.

Cardiff

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Because of its rich and thick walnut weave, together with its tailored T boxed back cushions, Sunset West’s Cardiff collection is doing very well on retail floors. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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South Beach The South Beach collection balances style, comfort, and convenience with quick-dry–foam seating upholstered in a light-gray Textilene. Paired with matching white powder-coated tables and seat bases, the South Beach collection creates a modern and lively seating space.

Contact: (800) 526-9894 or www.lloydflanders.com.

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Insight and high-end aesthetic. Atrium is both luxurious and versatile, and we expect a lot out of it,” he says.

As Oriental Weavers’ new collections showcase, the company’s ability to remain on the cutting edge of changing design trends and fashions has contributed to its success. “We are constantly evolving to introduce new, interesting, and higher-end constructions, giving consumers multiple aesthetic choices for their outdoor-living spaces (versus having to live with the limitations of the past). We are always pushing the envelope in product development,” Witt says, both to drive the introduction of new qualities and to use color in unconventional and interesting ways.

In addition to its impeccable reputation for innovative applications and designs, Oriental Weavers maintains an unrivaled inventory, allowing it to deliver products quickly.

“There are very few other companies that are even in the same ballpark with us, when it comes to inventory,” Witt explains.

He notes that Oriental Weavers’

strong inventory developed as the rug market evolved; the industry’s standards have changed drastically since the company opened its first U.S. office, in 1990. “We watched the migration of retail distribution from specialty rug stores, flooring dealers, and department stores to furniture retailers, specialty accessory stores, outdoor/patio specialty stores, and the catalog/Internet channel,” Witt says.

He reports that most independent retailers now choose to stock only display rugs and to have Oriental Weavers ship each purchased item to the customer. In response to this preference, the company maintains an extensive inventory, but this has not compromised its ability to produce award-winning designs. “With the demands of today’s consumer, you can’t have one without the other,” Witt says.

The outdoor-rug designs offered have grown with the industry.

“Initially, the only offering in the marketplace had a somewhat fauxgrass aesthetic,” Witt says. Color was then introduced, but not in the

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vibrant, multitonal hues now available. As customers sought higherquality outdoor furniture and accessories, Oriental Weavers met their evolving taste for higher quality and for more color and texture options.

“Oriental Weavers has taken a leadership role in developing fashionable products that stand above the rest, in construction and color complexity, to complement that better furniture,” Witt says. The growing popularity of investing in outdoor spaces is driving the company’s aggressive expansion in the outdoor category. Oriental Weavers is also introducing higher-priced items to meet the demand for premium outdoor goods.

“Area rugs are the perfect accessory to tie the entire outdoor-living space together flawlessly, and Oriental Weavers is arming retailers with the rug offerings that will do just that,” Witt says. “We are dedicated to giving consumers outdoor products that allow them to decorate their outdoor-living spaces as an extension of their indoor quarters.”

He adds that the company strives

PATIO & HEARTH PRODUCTS REPORT

to provide products for a variety of customers and their individual tastes. “We are fortunate to work with a wide array of outdoor customers,” Witt says. Current customer requests include trends such as modern geometric patterns, twocolor stripes, and unique textures.

“Next year, demand will increase for softer geometric motifs and more color options, as well as more nautical- and coastal-themed pieces.

Texture will also continue to grow in importance,” Witt says. Oriental Weavers will continue to adapt to meet the needs of its retail customers. “As they evolve, and as new, unconventional customers enter the area-rug category, we find innovative ways to meet their business needs,” he adds.

In addition to increasing its outdoor-rug offerings, Oriental Weavers is dedicated to improving its company at each level of operation. Witt says, “We are continually rethinking and tweaking our operational processes and sales efforts to serve those growing channels of business better.”

IndustryNEWS

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Pride Family Brands Promotes Rory Rehmert and Welcomes Erwin Gremmer PRIDE FAMILY BRANDS (FORT LAUDERDALE, FLORIDA) recently promoted Rory

Rehmert to the position of senior vice president of sales and marketing and hired Erwin Gremmer as vice president of sales. With his promotion, Rehmert will continue to oversee the entire sales and marketing effort for the manufacturer, including coordination of the company’s independent-representative force.

Rehmert is a casual-furnishings veteran with more than 35 years of management experience in sales and marketing. He also has held multiple leadership positions within the casual industry, including chairing the board of directors for the International Casual Furnishings Association.

Gremmer will be responsible for business development for the manufacturer’s Castelle luxury brand of award-winning cast-aluminum casual furniture and accessories. Gremmer comes to Pride Family Brands with over 31 years of sales and marketing experience.

Prior to joining Pride Family Brands, Erwin was president of Domus Ventures America. He has also held executive positions in other casual-furniture companies in the Netherlands and United States. He holds a degree in business management from The Hague School of Business and Management. Gremmer and his family will reside in Southern California.

ICFA. He also created the Casual Classics Group, a retail buying group that now has members representing more than 150 stores.

Homsy’s passion for collaboration and for sharing ideas to serve consumers better continues, today, through ICFA’s retail round tables.

Flanders and Homsy will be honored during the ICFA awards gala at the Field Museum on September 18, during Casual Market Chicago.

Swiss Grill Announces U.S. Corporate Restructuring SWISS GRILL IS IMPLEMENTING a new

strategic plan to restructure its U.S. business that will ensure significant improvements in its operating model. The plan is designed to enhance the customer experience and provide a more efficient, robust platform on which to build. The new structure will accelerate innovation and make possible a more effective go-to-market strategy for distribution and dealership customers. As part of the restructuring, a new North American headquarters has been opened in Hendersonville, North Carolina.

Andy Parry, CEO, says, “I am pleased to announce the changes in our corporate management team.

These changes are aimed at improving our development and delivery of all the Swiss Grill prod-

ucts.” Parry became CEO, Roy Bryan is COO, and Ken Warren will oversee marketing and sales in

Rory Rehmert

Erwin Gremmer

North America. Bryan says, “The North American market is key to the success of Swiss Grill, and

establishing the right operating platform is critical. . . . I am confident that our plan will deliver great service to our channel partners and customers.”

Warren and the RepCorps team “have served us well in North America,” he adds. “Our new structure will add the depth and support they need to ensure our partners and customers get world-class service.”

The new headquarters includes a support warehouse for deployment of accessories, spares, covers, refrigeration, brochures, and marketing collateral. A relaunch of the company’s global website (www.swiss grills.com) in August will feature a new dealer-login facility for extended product information, to include technical data and enhanced image libraries. Swill Grill will also focus on its early-buy program (with guaranteed delivery dates and backup inventory). All inquiries should be made using the company’s new phone number: (844) 794-7744.

Veranda Classics Unveils Eco-friendly TerraFab at ICFA Preview Show SAVVY RETAILERS ATTENDING the ICFA Preview

Show™ in July were in search of remarkable and marketable products to attract consumers to showrooms in spring 2016. Those who found their way to Veranda Classics by Foremost discovered TerraFab—and, as Danny Jelley, senior vice president of product development, states, “Customers’ first reactions to the product are exactly the same as my own first impression: It looks real; this cannot be fake.”

Veranda Classics’ TerraFab precisely imitates the surface textures of wood, stone, concrete, leather, woven wicker, metal (including cast aluminum), and almost any other surface texture that can be form molded and reproduced. Simply explained, TerraFab is completely waterproof and durable beyond expectations due to its proprietary formula of naturally occurring, inorganic mineral compounds, which are mixed with brine and layered with fiberglass for strength. To make the panels, the material is then processed and cold pressed on sheets of fiberglass in a machine.

“TerraFab is the most exciting new material in my 30 years of experience,” Jelley says. “TerraFab allows our design team virtually endless possibilities of recreating both natural and man-made elements to incorporate into desirable, almost maintenance-free outdoor collections.

Our TerraFab firepits and tabletops have aluminum substrates, which are fully encapsulated in the TerraFab compound for maximum quality and strength.”

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Regarding retailers’ overall reaction to TerraFab at the July show, Neil Streitfeld, sales manager, adds, “Without fail, retailers reached out to touch the TerraFab pieces, which appear astonishingly real, especially the fauxwood tabletops and firepits—but the price points for this amazing technology are what will put us in showrooms across the country in 2016.”

TerraFab is fire, water, and chemical resistant. It has only a fraction of the weight of the element it imitates.

TerraFab is environmentally safe and causes no impact upon disposal.

“Our challenge is always to engage the customer with the unexpected, and TerraFab will certainly be incorporated into many Veranda Classics designs, going forward—there are no limits or boundaries—and we like that a lot,” Jelley says. For more information, contact Streitfeld at (561) 704-1964, visit Veranda Classics’ new Merchandise Mart showroom (1650) at Casual Market Chicago on September 16 through 19, or sign up online at www.VerandaClassics.com.

PATIO & HEARTH PRODUCTS REPORT

AdvertiserIndex Advertiser

ProductProfilesDirectory Phone

Website

Page

Company

Page

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

Agio................................................................................................................68, 70

Alfresco Home ..........................................(610) 705-8808 ..............www.alfresco.com ........................................44

Alfresco Home................................................................................................66, 72

Barlow Tyrie ..............................................(800) 451-7467 ..............www.teak.com ..............................................57 Big Green Egg ..........................................(770) 938-9394 ..............www.biggreenegg.com ................................34

Barlow Tyrie....................................................................................................78, 80 Big Green Egg................................................................................................68, 71 Brown Jordan Outdoor Kitchens ..........................................................................74

California Outdoor Concepts ....................(877) 274-6773 ..............www.californiaoutdoorconcepts.com ............35

California Outdoor Concepts ..........................................................................68, 73

The Companion Group ............................(800) 521-0505 ..............www.companion-group.com ........................23

Caravita ................................................................................................................76

Couristan ..................................................(800) 223-6186 ..............www.couristan.com ......................................45

The Companion Group ..................................................................................66, 70

Dansons....................................................(877) 303-3134 ..............www.louisiana-grills.com ..............................50

Couristan........................................................................................................66, 68

DCS by Fisher & Paykel ............................(888) 936-7872 ..............www.dcsappliances.com ..............................31 Empire Comfort Systems ..........................(800) 851-3153 ..............www.empirecomfort.com ..............................29

Dansons ........................................................................................................70, 71 DCS by Fisher & Paykel..................................................................................64, 68 DecoBREEZE ......................................................................................................79

Gensun Casual Living ..............................(866) 964-4468 ..............www.gensuncasual.com ................................7

Elaine Smith ........................................................................................................79

Glen Raven/Sunbrella................................(336) 221-2211 ..............www.sunbrella.com ........................................3

Empire Comfort Systems................................................................................66, 72

Glen Raven/Sunbrella/Rain........................(336) 221-2211 ..............www.trade.sunbrella.com/rain ......................17

Gensun Casual Living ....................................................................................70, 75

The HammockSource ..............................(800) 334-1078 ..............www.thehammocksource.com......................73

Glen Raven/Sunbrella ....................................................................................79, 81

Hearth Distribution ....................................(360) 314-2012 ..............www.hearthdistribution.com ..........................59

The HammockSource ....................................................................................81, 82

Homecrest ................................................(877) 599-4803 ..............www.homecrest.com ....................................77

Hearth & Home Technologies ..............................................................................83 Hearth Distribution..........................................................................................80, 82

Informa Exhibitions US ..............................(888) 869-6522 ..............www.poolspapatio.com ................................69

Homecrest......................................................................................................70, 71

Infratech ....................................................(800) 421-9455 ..............www.infratech-usa.com ................................60

Infratech ........................................................................................................66, 70

Innovative Hearth Products ......................(800) 655-2008 ..............www.astria.us.com ........................................43

Innovative Hearth Products ............................................................................72, 75

Jensen Leisure Furniture ..........................(800) 403-0403 ..............www.jensenleisurefurniture.com ....................20

Jatex International ................................................................................................78

Kingsley-Bate ............................................(703) 361-7000 ..............www.kingsleybate.com..................................47

Jensen Leisure Furniture ................................................................................76, 83

Lloyd Flanders ..........................................(800) 526-9894 ..............www.lloydflanders.com..................................39

Kingsley-Bate ................................................................................................82, 84 Lloyd Flanders..........................................................................................75, 77, 84

M&G DuraVent ..........................................(800) 835-4429 ..............www.duravent.com ......................................75 Mallin Casual ............................................(800) 251-6537 ..............www.mallinfurniture.com ..............................21

M&G DuraVent ..............................................................................................72, 80 Mallin Casual ..................................................................................................77, 83

MLW Stone ..............................................(800) 477-7665 ..............www.mlwstone.com......................................74

Mendota Hearth ..................................................................................................76

Modern Home Products ..........................(888) 647-4745 ..............www.mhpgrills.com ......................................55

MLW Stone ..........................................................................................................78

NorthCape ................................................(708) 563-2890 ..............www.northcapeinternational.com ..................25

Modern Home Products ................................................................................81, 83

Oriental Weavers ......................................(800) 832-8020 ..............www.owrugs.com ........................................88

NorthCape......................................................................................................66, 77 Oriental Weavers ............................................................................................64, 72

OW Lee ....................................................(800) 776-9533 ..............www.owlee.com..............................................9 Patio Renaissance ....................................(866) 698-5673 ..............www.patiorenaissance.com ..........................49

The Outdoor GreatRoom Company......................................................................77 OW Lee..........................................................................................................64, 72

Peak Season ............................................(205) 259-1793 ..............www.peakseasoninc.net................................67

Patio Renaissance..........................................................................................64, 73

Phifer ........................................................(800) 221-5497 ..............www.phifer.com ............................................19

Peak Season ..................................................................................................73, 76

Poly-Wood ................................................(877) 457-3284 ..............www.polywoodinc.com ................................71

Phifer..............................................................................................................81, 82

Pride Family Brands ..................................(855) 612-9800 ..............www.pridefamilybrands.com ..................40–41

Poly-Wood ....................................................................................................64, 77 Pride Family Brands ..........................................................................74, 76, 79, 80

Ratana ......................................................(866) 919-1881 ..............www.ratana.com ..........................................65 Summerset Professional Grills ..................(800) 966-8126 ..............www.summersetgrills.com ............................33

Ratana............................................................................................................78, 81 Regency Fireplace Products ................................................................................83

Sunset West..............................................(760) 599-1021 ..............www.sunsetwestusa.com..............................53

Summerset Professional Grills ........................................................................78, 82

Telescope Casual ......................................(800) 451-0938 ..............www.telescopecasual.com............................51

Sunset West ..................................................................................................80, 84

Treasure Garden........................................(888) 821-8868 ..............www.treasuregarden.com ..............................2

Telescope Casual ..........................................................................................73, 81

Tropitone ..................................................(949) 951-2010 ..............www.tropitone.com ......................................87

Treasure Garden ............................................................................................74, 75 Tropitone ........................................................................................................74, 79

Twitchell ....................................................(800) 633-7550 ..............www.twitchellcorp.com ................................18 Veranda Classics by Foremost..................(800) 443-1410 ..............www.verandaclassics.com ............................38

Twitchell..........................................................................................................80, 82 Veranda Classics by Foremost ......................................................................68, 74

Vermont Castings Group ..........................(800) 867-0454 ..............www.vermontcastings.com ..........................27

Vermont Castings Group ................................................................................64, 83

Windward Design Group ..........................(941) 359-0890 ..............www.windwarddesigngroup.com ..................61

Windward Design Group ................................................................................76, 79

Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150.

July/August 2015, Vol. 10, No. 4 Š 2015 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

JULY/AUGUST 2015

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PATIO & HEARTH PRODUCTS REPORT

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