Patio & Hearth Products Report July/August 2023

Guest Editorial – Wicket Science

By Wayne Stritsman

A hearth veteran and former retail owner discusses the importance of becoming active in government affairs.

8

Spotlight – The New Neutrals

By Greg Thompson

Tranquil, muted color tones take center stage among the latest outdoor fabric offerings. 20

Hearth Retailer – Service with a Smile

By Sharon Sanders

A Maryland fireplace store’s formula for success is to focus on building strong customer relationships.

Outdoor Grilling – Firing Up Success

By Maura Keller

A new grill shop in Kansas City attracts barbecue fans from near and far in the Show Me State.

38

Showroom Showcase – Nashville Hot

By Larry Thomas

Award-winning Kolo Collection finds success with its new store in the growing Music City market.

42

As I See It – Shade & Beyond

By Sharon Sanders

FiberBuilt Umbrellas & Cushions enriches the outdoor experience with novel shade solutions and other products.

46

My Turn – Resilient Recovery

By Larry Thomas

Fabric manufacturer Outdura finds itself stronger and more innovative after the pandemic.

50

Product Innovation – Red-Hot Inventors

By Maura Keller

Miles Industries’ groundbreaking products continue to wow both hearth retailers and their customers.

54

Corporate Profile – Feel the Energy

By Laurie Rudd

Lloyd Flanders’ new collections and sales tools bring excitement to this iconic casual furniture manufacturer.

56

Insight – Glorious Griddles

By Cherise Forno

CGProducts’ Le Griddle is praised for its even cooking and easy maintenance.

58

Perspective – Leading the Way

By Kristen Card

HPBA’s new CEO Jill McClure is brimming with ideas and inspiration toward making the industry stronger.

60

Last Word – The Need for Fire

By Kimberly Rodgers

Pacific Energy Fireplace Products keeps home fires burning with its high-quality gas and wood-burning fireplaces.

62

Turn up the Ambiance With New Innovations.

Here’s something to gather around. Enhance your homes with the quality, function and beauty of Napoleon’s newest fireplaces.

Astound Built-In

A realistic electric fireplace that’s easy to install and service with the flip-down glass. Controllable on the Napoleon Home app or with voice commands.

Tall Linear Vector

Our latest premium linear gas fireplace offers an extensive viewing area and a more efficient heating solution. Wow factor included.

Philanthropy

Philanthropy is described as the desire to promote the welfare of others expressed especially by the generous donation of money to good causes. It has also been described as giving gifts of time, talent, and treasure to help make life better for other people. The Charities Aid Foundation gives the following explanation about how philanthropy plays a role in society: “Philanthropy has the power to influence lasting social change. When an organization receives support, a ‘ripple effect’ takes place. Many lives are touched, potentially for generations. Philanthropy can be looked at as one of the cornerstones of a stable society. When people come together to help others, whether donating money or time, we’re reminded what it means to be human. And from there, communities grow stronger.”

One such example in our industry regarding philanthropy is the support that the International Casual Furnishings Association (ICFA) gives to the City of Hope, the association’s philanthropy partner. Located in Duarte, California, the City of Hope is a research and treatment center for cancer, diabetes, and other life-threatening diseases. Through a number of efforts during the course of the year, the ICFA has raised a substantial amount of money for the City of Hope. One such event was Pink Atlanta Out at this year’s Casual Market in July. Since the beginning of Pink Out day, show attendees and exhibitors alike all look forward to seeing Elaine Smith with Elaine Smith Inc. wearing her loud pink wig.

In June of this year, Doug Sanicola, president of Outdoor Elegance in La Verne, California, was an honoree at City of Hope’s West Coast Golf & Tennis Tournament. The event was held at Coto de Caza Golf & Racquet Club in Southern California. Like many other individuals associated with the ICFA, Sanicola has been a tireless supporter of the City of Hope.

I was fortunate enough to participate in the City of Hope golf tournament. At one of the holes, City of Hope volunteers were passing out drinks to the golfers. One of the volunteers was a City of Hope breast cancer survivor, five years in

remission. This survivor described for us her experience at City of Hope, ranging from the expertise and the quality of the medical treatments to the unyielding support she received from her medical and health care team. For this one survivor, the folks at City of Hope were not only her health care team, but also her family and friends. She shared with us that she felt blessed to have been given the opportunity to seek and receive cancer treatment at City of Hope.

FIREFIGHTER

Since he was in elementary school, our oldest son, Ryan, has wanted to be a firefighter. At the age of 2, Ryan started asking us to take him to the fire station. This desire to be a firefighter stuck with Ryan all the way through high school and even through college. After graduation from college, Ryan briefly worked in sales for a medical device company, but soon realized, “I want to be a firefighter.” Thus began a five-year quest.

Starting out with taking fire science classes at the local community college, Ryan eventually became an Emergency Medical Technician (EMT), working for an ambulance company. While working as an EMT, Ryan continued to take classes related to fire science, earned certificates in fire science, took tests and applied to numerous local and out-of-state fire academies, and spent countless hours studying and refining his knowledge of fire science. He sharpened his networking skills in order to obtain the best advice he could get on how to prepare himself and present himself as someone who would fit the profile of a firefighter.

In May of this year, Ryan graduated from the Anaheim, California Fire Academy and received his firefighter badge. During the graduation ceremony, Ryan and the eight other fire academy graduates were assigned to their respective fire stations. Ryan’s first shift was the day after graduation, with a 6 a.m. start time. No rest for the weary. But after accomplishing what ended up being a five-year quest, who wants to sleep.

In August 2019, Bruce Springsteen’s youngest son, Sam, became a firefighter with the Jersey City Fire Department. I read where Bruce Springsteen said seeing his son graduate from the fire academy was one of the proudest moments in his life. My family and I now have something in common with The Boss.

MUST READS

A Kansas City grill shop sells top-grade meats that consumers can’t get at a typical grocery store, resulting in strong repeat business.

Firing Up Success, p. 38

Finding a spot in the upscale and popular Nashville Design Collective pays off for Georgia retailer Kolo Collection as it expands into Tennessee.

Nashville Hot, p. 42

Miles Industries/Valor Fireplaces is excited to be launching an electric insert and electric freestanding stove this summer.

Red-Hot Inventors, p. 54

With an expanded, 13,000-square-foot showroom at Casual Market Atlanta, Lloyd Flanders feels optimistic about its future. Feel the Energy, p. 56

Tony Ramos

From left: Traci, Ryan, and Justin Ramos

Doug Sanicola

WICKET SCIENCE

ENOUGH IS ENOUGH

Judith Curry, Ph.D., an American climatologist, exposed me to a new term, “Wicket Science,” which has helped me better understand why it is so difficult to deal with complex problems. Curry’s definition of wicket science:

“When we are dealing with a massively complex problem that we do not really know how to define, and it intersects with politics, we cannot agree on the problem, and we cannot agree on the solutions, and all the solutions have unintended consequences.”

In 2019, New York State passed the Climate Leadership and Community Protection Act (CLCPA). The CLCPA required New York to reduce Green House Gas (GHG) emissions levels by 40% below 1990 levels by 2030 and 85% or more by 2050. It also required 70% renewable electricity by 2030, 100% light duty zero-emission vehicle sales by 2035, and 100% zero-emission electricity generation by 2040.

To accomplish these objectives, the CLCPA required the formation of the Climate Action Council (CAC) to develop a scoping plan by 12/31/2022. The CAC would provide recommendations on pathways across all sectors to meet the GHG emission goals in the CLCPA.

The final scoping plan proposed the following: On or before, Jan. 1, 2025: No new gas equipment to be installed in new construction; on or before, Jan. 1, 2030: No gas equipment sales going forward. This included sales in new construction as well as remodeling and replacing units in existing homes.

In January 2023, I had enough and decided to take action to make our voice heard. NEHPBA (Northeast Hearth, Patio & Barbecue Association) allowed me to manage government affairs in New York. We joined the Business Council of New York, where I learned how to get in front of legislators to present our position. I started with a press conference on the capitol steps in Albany, expressing my concern for all New Yorkers about the pending action proposals. My main concern with the proposals was the lack of electric grid reliability and the dependence on renewables as our primary source for power.

Next, I scheduled meetings with as many legislators as possible. My objective was to educate them about our industry and show them how we could be part of the solution rather than part of the problem.

I was surprised how little they knew about our products. I also learned that the legislators were very receptive to listening, no matter which side of the aisle they were on. My process of starting with a solution rather than starting with what they are doing wrong worked. Here are some points I presented:

• Hearth products offer reliability; both gas and biomass products will function without electrical power.

• Most people use hearth appliances as space heaters and can use up to 40% less energy than whole house heating options.

• Hearth space heaters produce 40% less GHG emissions as compared to whole house heating equipment.

• New biomass space heaters certified to 2020 EPA standards reduce GHG by 98% when compared to old uncertified units.

• Existing biomass space heaters currently installed emit as much as 50 grams of PM 2.5; new equipment only produces 2 grams of PM 2.5 or less.

• A biomass change-out program is needed to incentivize the removal of old uncertified units, if replaced with new advanced technology combustion products to improve air quality.

• New York has about 7 million homes, and more than 2 million homes

have a hearth product. Hearth products are very important to New Yorkers.

OUTCOME

Now it was time for the governor, the assembly, and the senate to come together on a final agreement on what part of the scoping plan to fund and move forward with in the budget. In early May, the budget was passed. At that point, there can be no sales or installation of gas equipment into new home construction.

Rather than stopping the sale of new or the replacement of existing gas products in 2030, we received a total reprieve and can continue to sell gas products to homes with existing gas service.

ANALYSIS OF THE PROBLEM

We were facing a problem based on wicket science and, recently, we had to deal with another wicket science problem—COVID. We can learn from how we responded to COVID, and this can help us in our effort to respond to our wicket science problem: net zero. Reflecting on the U.S. response to the COVID pandemic, Dr. Anthony Fauci provides some important insights on managing complex risks that can be relevant to our problem of climate change.

When dealing with wicket science associated with COVID, Fauci stated, “We, meaning the CDC, looked at it from a purely public health standpoint. It was for other people to make broader assessments, people whose positions include but aren’t exclusively about public health. Those people make the decisions about the balance between the potential negative consequences of something versus the benefits of something.”

It is my belief that the problem began with the formation of the CAC, which was heavily weighted with governmental agency leaders and with only a few members from private industry. The net zero efforts were dominated by an overfocused group of experts, crafting an overly simplistic narrative to guide policymakers, the press, and the public. The CAC

continued on page 95

PUBLISHER

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ART DIRECTOR

Cassandra Estes cassestes1968@gmail.com

COPY EDITOR

John Nalley

CONTRIBUTORS

Maura Keller

Dana Robinson

Kimberly Rodgers

Laurie Rudd

Sharon Sanders

Larry Thomas

Greg Thompson

CIRCULATION DIRECTOR

Whitney Carrier

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

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THE ELEVATE COLLECTION

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GINGER CURTIS

Award-Winning Designer

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INDUSTRY NEWS

HPC Fire Expands with Galaxy Outdoor Acquisition

In a strategic move aimed at strengthening its position as a market-leading outdoor fire and living company, HPC announced the acquisition of Galaxy Outdoor LLC on July 1, which is a renowned manufacturer of outdoor kitchens based in Las Vegas.

With this acquisition, HPC gains a national footprint, combining its existing operations on the East Coast with new operations on the West Coast. The Galaxy name will be absorbed under the HPC family of brands. The acquisition of Galaxy marks a significant milestone for HPC Fire, enabling the company to provide enhanced customer experiences with quick delivery services throughout the United States. By expanding its operations to the West Coast, HPC aims to better serve its customers across the country while further solidifying its position as an industry leader.

One of the key benefits of this acquisition is the synergy it creates between HPC’s outdoor dining seg-

ment and Galaxy Outdoor’s expertise in manufacturing custom and standard kitchen islands. This new addition to HPC Fire Inspired’s product portfolio complements the company’s existing range of pizza ovens and smokers, enabling them to offer a comprehensive selection of outdoor

kitchen solutions to their network of dealers around the world.

“We are thrilled to welcome Galaxy Outdoor into the HPC family,” says Sean Steimle, CEO of HPC Fire Inspired. “This acquisition not only expands our operational capabilities but also strengthens our commit-

ment to providing top-quality outdoor living products to our customers nationwide. With the addition of Galaxy Outdoor’s expertise, we can now offer a wide range of standard and custom outdoor kitchen islands, enhancing the overall outdoor living experience for our customers.”

Kathy Juckett Receives Lifetime Achievement Award at the ICFA Awards Gala

minden Sr., founded the company over a century ago. His son, Henry J.W. Vanderminden Jr., continued his legacy, leading the company until he was in his 90s. His son, Robert D. Vanderminden Sr., then became CEO, and named his daughter, Kathy, as his successor in 2001. Juckett’s grandfather, who died in 1993, predicted her leadership path. “As a woman with a head for business, you are a freak of nature, but the way you juggle the priorities of an executive, mother, wife, daughter, and granddaughter, and make it look so easy, tells me that you were born to be a manager,” he told her early in her career.

learned more in those few months than during my four years of college. It became obvious to me that this was where I belonged.”

“I talk a lot, but I wouldn’t have been CEO for the past 22 years if I didn’t listen carefully and ask the right questions,” says Kathy Juckett, recipient of the 2023 International Casual Furnishings Association Lifetime Achievement Award.

As a teen, she wanted to be a veterinarian until weighing her desire for a large family against the demands of that career. Never planning to, she joined the family business, Telescope Casual Furniture, in Granville, N.Y., after college.

Juckett’s great-grandfather, Henry J.W. Vander-

“Working in the family business was never my ambition growing up,” Juckett says. “I landed there at the end of my senior year at Skidmore College because of a credit issue. I had to complete an independent study to have enough credits to graduate. I was majoring in the pioneering area of Industrial Social Work, so a professor helped me develop an independent study program to support the human resources office. My first day was May 21, 1979, and, 44 years later, I’m still here.”

Juckett’s duties weren’t limited to her HR project—helping employees with alcohol addiction seek rehab rather than firing them—but entailed working for a harsh taskmaster in the sewing room, learning how the machines operated, and listening to management and workers explain their challenges. “I

As an employee, Juckett put her listening skills to use, soaking up as much advice from her grandfather and father as possible. “They were both extraordinary pioneers in furniture manufacturing,” she says. “Henry Jr. was officially blind, with early onset macular degeneration but was among several prolific inventors like his colleague, Henry Ford, who created the assembly line manufacturing system. The advancements he experienced and impacted between 1896 to 1993 were astounding. He was generous with his time and advice, and I was truly blessed to have him as my mentor. Dad followed in my grandfather’s footsteps, challenging me at every turn.”

As a leader, Juckett did not shy away from making hard decisions. “My objective has always been to create a culture where change isn’t scary but embraced as we strive for continuous improvement,” she says. “By being a nimble manufacturing operation that maximizes opportunities and minimizes downsides, we can survive and thrive.”

As CEO, she steered the company through several successful transitions. As the new century began, Telescope Casual moved from the mass

HPC Fire now has a national footprint and diversified outdoor offerings after acquiring Galaxy Outdoor.

Kathy Juckett

Atmosphere Series Electric Insert

Studio Series Shallow Electric Fireplaces

production model to mass customization to meet the desires of 21st-century consumers.

“We brought in a team from Honsha that helps transform companies using the philosophy learned at Toyota. We completely redesigned the factory. I created forums to listen to those whose input would guide our repositioning. We started bringing in 10 retailers every year to ask what they were thinking and experiencing. We listened to their feedback, took detailed notes, and acted on their suggestions.”

Finding and keeping good employees is another challenge that Juckett has faced head-on. “We show our people our gratitude for their hard work and loyalty as often as possible. We host a Food Truck Tuesday every month, and we are always there catching up with everyone about their lives and family news. When we hire a new employee, three high-level

managers and I meet with them once a week for four weeks and then once a month until they complete their 90-day probationary period. We initiated this practice after COVID and it results in a much higher retention rate.”

Juckett’s four daughters and a son with her husband, Dave, are part of the family business. Her daughters recently bought into ownership and, along with Henry Vanderminden IV, are minority shareholders.

“You don’t have to know everything or pretend to have all the answers,” Juckett says. “Be humble—it’s a valuable trait. Build a group around you that can do it all and answer all the questions. Find people with specific skills, put them in the right positions and nurture them without micromanaging. We have built a culture where if I’m away, nothing changes because I trust my team to move forward successfully without me.”

Brown Jordan Inc. Announces Griffith as President and CEO after Moriarty Retires

Brown Jordan Inc., a leading manufacturer of outdoor and indoor furniture, has appointed industry veteran Jerome Griffith as its new president and CEO, following the decision of Gene J. Moriarty to retire later this year after 18 years of distinguished service.

BJI is a portfolio company of Littlejohn & Co., a private investment firm based in Greenwich, Connecticut. Griffith is a seasoned executive with a track record of success growing premium and luxury consumer brands, having previously led Lands’ End as its CEO from 2017 to 2023. With a strong focus on innovation, customer-centric strategies, and operational excellence, Griffith spearheaded several key initiatives at Lands’ End, including generating significant e-commerce growth, expanding its omnichannel distribution network, modernizing its technology and infrastructure platform, and elevating the brand’s profile and engagement with consumers.

Prior to Lands’ End, Griffith served as CEO of Tumi Holdings Inc. from 2009 to 2016. Griffith led Tumi through a period of substantial growth and diversification. “I am excited to join Brown Jordan and lead this iconic brand into its next phase of growth,” Griffith says. “Brown Jordan has a rich heritage, a commitment to quality, and a passion for design that sets it apart within the outdoor furniture sector. I am excited to work with the talented team at Brown Jordan to build on these strengths, explore new avenues of growth, and deliver exceptional products and experiences to our customers.”

“We are thrilled to welcome Mr. Griffith to the Brown Jordan family as our new CEO,” says Steven Kalter, managing director of Littlejohn & Co. “Jerome’s outstanding leadership capabilities and strong commercial and operational orientation make him an ideal choice to guide our company forward. His proven ability to drive growth, enhance brand value, and foster a culture of innovation aligns perfectly with our vision for the future.”

Moriarty will remain an equity shareholder of BJI and retain an advisory role through the end of the year to help ensure a smooth transition.

During Moriarty’s tenure, BJI emerged as a leading designer, manufacturer, and marketer of indoor and outdoor furniture serving both commercial and consumer markets. His leadership, operating expertise, and business acumen have positioned the company for a new phase of growth.

“On behalf of the Board, I want to thank Gene for

Jerome Griffith

Gene Moriarty

his countless contributions to Brown Jordan, which span nearly two decades,” says Michael Klein, CEO of Littlejohn. “Gene has been a strong and transparent leader of the company, and thanks to his stewardship, BJI is poised for a seamless transition and continued success.”

Moriarty’s accomplishments include introducing several award-winning collections, establishing partnerships with several leading designers, expanding and modernizing the company’s manufacturing footprint, and opening four new retail showrooms in major markets. He also presided over two key acquisitions: Tropitone Furniture and Castelle. Both acquisitions strengthened BJI’s residential and commercial businesses, broadened its manufacturing footprint, and added significant talent to the company.

“Leading Brown Jordan for the past 18 years has been the honor of my career,” Moriarty says. “With BJI wellpositioned for its next chapter of growth, now is the right time for me to pass the baton. I look forward to exploring several exciting new endeavors.”

Elmira Stove Works Introduces Mountain Views Color Collection

As an ode to the great outdoors, Elmira Stove Works, a leading manufacturer of premium vintagestyle appliances and wood-burning cookstoves, presents Mountain Views as its latest curated color collection.

The Mountain Views Collection was inspired by the majestic Rocky Mountains. The

Napoleon Expands U.S. Warehouse Operations

Napoleon announces the commissioning of its newly expanded United States warehouse operations in Crittenden, Kentucky.

collection consists of four hues: Douglas fir, alpine lake, azure sky, and sandstone, available as custom color options for Elmira’s Northstar and Heritage product lines.

Douglas fir is a rich, deep green reminiscent of lush forests. Alpine lake, a beautiful turquoise blue, is as enchanting as the bodies of water that dot the foothills. A striking light blue, azure sky captures the essence of a clear day, while sandstone is a grounded beige-gray that emulates

the peaks of mighty mountains.

“Color lends so much versatility to our product line because it allows one’s creativity and whimsy to shine through design,” says Tony Dowling, vice president of sales & marketing. “Over the years, we’ve seen the demand grow for custom-colored appliances, and a good portion of those orders are for families that love mountain life and embrace a rustic lifestyle that has become synonymous with the Elmira brand.”

In addition to the new Mountain Views Collection, Elmira offers its Northstar and Heritage product lines in a range of standard colors and over 1,200 custom options.

of-the-art storage and fulfillment will further help us ensure that the right inventory is at the right place and available at the right time for customers.”

Sunbrella and David Rockwell Debut Upholstery Collection

Driven by strong demand for products, the added warehouse enables greater storage, faster fulfillment, and higher levels of customer service to Napoleon’s U.S.-based customers.

Mike Tzimas, president, says, “Napoleon continues to show strong growth in the U.S. market, and our commitment to rapidly servicing customers’ product needs will increase further with this added U.S. infrastructure.”

The warehouse space grows Napoleon’s U.S. footprint by 149% and is the first step of many ongoing investments to support the needs of the American market.

This will be Napoleon’s hub facility, and the beginning of a larger U.S. supply network expansion. “This is an investment for the future that demonstrates Napoleon’s commitment to our U.S. customers,” Tzimas says. “As our business continues to expand, having state-

Sunbrella and David Rockwell announce Currents, an inaugural collection of 35 nature-inspired performance fabrics designed for high-traffic indoor and outdoor commercial spaces. The new collection balances varying yarn textures with rich colors to create abstract interpretations of earth, air, and water with fabrics that provide comforting softness and trusted performance.

“David Rockwell is a visionary known for transforming spaces into immersive environments where people can experi-

Heritage Refrigerator in Alpine Lake

The expansion of Napoleon’s warehouse operations in Kentucky demonstrates its commitment to meet the needs of its U.S. customers.

The Currents collection features 35 natureinspired performance fabrics for indoor and outdoor commercial spaces.

ICFA Awards Gala Honors Winners

The International Casual Furnishings Association presented awards at the ICFA Awards Gala during the Casual Market Atlanta in July. The winner in the singlestore competition is Village Green, and Gasper Home & Garden Showplace won for a retail business with multiple stores.

Founded in 1959, the Apollo Awards program recognizes retail excellence in the sales and marketing of outdoor furnishings.

Finalists must demonstrate outstanding accomplishments plus active partnership and an excellent credit rating. Each finalist is recognized as an exceptional dealer of quality products in their trading area and a role model for others within the industry, as well

as characterized by superior customer service plus innovative marketing and merchandising strategies.

ICFA’s 2023 Manufacturer of the Year is Lloyd Flanders. The finalists were selected based on the overall design and quality of their products, along with their merchandising, customer service, ethics, communications, and trade relations. This year’s Dudley K. Flanders Leadership award winner is Jessica Salisbury of Village Green.

Six outstanding sales repre-

sentatives were selected as finalists for the 2023 Sales Representative of the Year based on their leadership, professionalism, exceptional service, communication skills, knowledge, and product training expertise. The winner of this year’s award is Charlie Smith of CHS Associates.

This year’s Unsung Hero award goes to Ana Hartman of Treasure Garden, and Bernhardt Exteriors received the Lilian B. Winchester “Best of Show” honor.

ence design with warmth and connectivity,” says Tracy Greene, design director at Sunbrella. “Nature in its most basic elements became our inspiration, capturing the harmony of togetherness and comfort that can elevate any space, both indoor and outdoor.”

Rockwell Group’s passion for creating cohesive spaces that bridge interior and exterior spaces, combined with the proven performance of Sunbrella fabrics, results in a highly durable, bleachcleanable, and fade-resistant collection that delivers abrasion resistance of 90,000-100,000 double rubs.

“We’re in a peak hybrid moment, where the boundaries between work and home, indoors and out, public and private space, have never been more porous,” says Rockwell, founder and president of Rockwell Group. “With Currents, we were excited to create a collection that also moves seamlessly between all of these worlds, offering comfort, beauty, and a biophilic quality in the process.”

The patterns from the Sunbrella x David Rockwell Collection are available directly from Sunbrella or through Trivantage, with samples available via Trivantage and Material Bank.

Enjoy “Three-Shows-in-One” Event in September in Atlanta

International Market Centers (IMC) will offer a triplicity of design sourcing opportunities in Atlanta this September, with the new Outdoor Design Days and Fall Market at AmericasMart Atlanta running concurrently with DISCOVER ADAC at the Atlanta Decorative Arts Center (ADAC). Together, these events offer buyers a “three-shows-in-one” dual-venue design opportunity: Fall Market and Outdoor Design Days run Sept. 18-20 at AmericasMart Atlanta; and DISCOVER ADAC runs Sept. 19-21 at ADAC.

“We are pleased to extend our existing design sourcing opportunities to encompass even more resources for retailers and designers with the introduction of Outdoor Design Days,” says Bob Maricich, CEO of International Market Centers (IMC). “IMC is committed to growing the breadth and depth of product categories to help our buyers succeed.”

Outdoor Design Days provides an additional opportunity in September for buyers to visit AmericasMart’s 50+ casual/outdoor furnishings showrooms. The event will also offer CEU-accredited education hosted by the International Casual Furnishings Association (ICFA).

“We are excited to expand on the successful partnership between IMC and ICFA,” says Jackie Hirschhaut, ICFA executive director.

“Outdoor Design Days gives designers and

retailers a second buying and educational opportunity to augment the inaugural Casual Market Atlanta in July.”

This new, third addition to the sourcing opportunities available in Atlanta this September taps into the heightened consumer interest in decoration of outdoor spaces. In fact, an independent survey conducted by ICFA shows that 54% of Americans plan to purchase furnishings and décor for decks, yards, and patios this year, with consumers now spending an average of nine hours per week outdoors, up from seven hours per week in 2022.

All trade registrants for the events will have access to ADAC’s 1,200 lines and over 65 highdesign home décor, lifestyle, and furniture showrooms in Buckhead and AmericasMart’s 400+ year-round showrooms displaying nearly 2,000 lines in home décor, lifestyle, gift, and apparel in Downtown Atlanta. Beyond exhibits, each of the three events will offer a series of educational, inspirational, and networking events. To facilitate

travel between both locations, IMC will provide free shuttle buses between the two campuses on overlapping market days, Sept. 19-20.

Outdoor Design Days will be open from 9 a.m. to 6 p.m., in Building 1 of AmericasMart Atlanta. Visit CasualMarketAtlanta.com. Fall Market’s hours will be 10 a.m.- 4 p.m. in all three buildings at AmericasMart Atlanta. Visit www.americasmart.com/Markets/Fall-Market.

DISCOVER ADAC will be open from 9 a.m. to 5 p.m., at ADAC. Visit adacatlanta.com/ discover-adac.

Registrants for Outdoor Design Days will have access to AmericaMart’s 400+ year-round

The NewNeutrals

Consumers and fabric manufacturers are clearly not neutral about muted tones in 2023.

BY GREG THOMPSON

FABRIC MANUFACTURERS CONTINUE TO RELY ON MOSTLY MUTED TONES

WHEN rolling out new colors in 2023. To illustrate this trend, nine out of 13 featured spotlight companies mention the word “neutral” in referencing fabric hues. “We continue to see strong sales trends in neutral colors,” says Natalie Scott, director at Citel, makers of the BLISS brand. “Neutrals and decorative plains will always remain strong sellers because they are timeless mainstays that never disappoint.”

Monica Thornton, director of design at Phifer Inc., describes current design styles as a mix of old and new, ranging from softly modern to classic and streamlined. “Consumers prefer cozy and familiar styles that have longevity and connection, while also supporting their own personal design aesthetic,” she says.

Texture and feel remain key to closing the sale, with Sarah Dooley, director of upholstery at Sunbrella, seeing greater interest in dynamic tex-

TOP: Solarium Woven Rendering from Richloom

BOTTOM: 100% acrylic fabric from Sunbelievable by Z-Wovens with patterns (left to right): Minorce-Spa, Lagos-Ocean, and Sea Dog – Botanical

tures. “It’s been wonderful to see consumers begin to embrace more textural options like a luxurious chenille or rich bouclé for their outdoor spaces,” she says. “Consumers also expect their products to be inherently sustainable. For many, it’s not about the price tag, but rather about investing in quality, heirloom pieces that are meaningful, storied, and built to last.”

According to Zac Bryant, director of Tempotest Home Fabrics, residential demand has been “a little sporadic as further supply chain kinks get worked out.” He adds, “We’re seeing a lull as inventories of manufacturers and retailers are returned to manageable levels … Contract has started to pick up with requests starting to come in at a little better rate than during the pandemic.”

Finally, the long-term trend of designs morphing from the living room to the outdoor room is still in full swing. “What really takes off in indoor seems to be jumping to outdoor,” says Victoria K. Echols, director of outdoor at Revolution Fabrics. “A lot of indoor manufacturers are growing an outdoor collection.”

This issue features a baker’s dozen of medium to massive manufacturers, all with the ability to satisfy a diverse

array of fabric demands. Take a look and get ideas for a profitable second half of the year.

BELLA DURA HOME

Bella Dura Home, part of the Swavelle Group (New York, New York) recently launched its Bella Dura Cut Program, with 292 new colors in the company’s

bestselling patterns, designs, and textures—all available by the yard. “We are so excited about this line of superior performance fabrics for worry-free living,” says David Thomases, executive vice president. “They not only deliver great looks, but also ease of cleaning, and stand up to wear and tear of daily life.”

MIDDLE:

Bestselling textures Rustica, Firth, Catskill, and Lansinger are some of Bella Dura’s most popular patterns. Soft to the touch and Tough to the Core, they provide comfort while standing up to everyday use. “Bella Dura and Bella Dura Home are our Performance Line of fabrics, and are naturally stain- and water-resistant as well as bleach cleanable,” Thomases explains. “This is due to the proprietary solution of dyed yarns and proprietary fibers. These high-performance fabrics deliver great looks, ease of cleaning/bleach cleanability, and stand up to the toughest demands of today’s environments.”

Tracking trends can be tricky, but Thomases sees popular textures “especially in warm neutrals and creams.” Paired with bold pops of color and multicolor patterns, the trend is expected to continue. “What is great about multicolor is just how flexible these beautiful fabrics can be when it comes to decorating, allowing patterns to be layered and coordinated and providing a fun way to update a space,” Thomases says. “You’ll notice deep navy [ink], refreshing greens, as well as pops of black that are flattering to any style. Our designers do a remarkable job introducing gorgeous patterns and textures.”

Bella Dura fabrics are made in the United States and PFAS-free, all part of a commitment to be environmentally responsible. “The Bella Dura Home collection consists of solution-dyed polyolefin and/or a high UV polyester fabric,” Thomases adds, “all of which outperform and over-deliver, qualities synonymous with the brand. Our outdoor textiles are highly durable, fade, stain, and weather resistant.”

INSIDEOUT

PERFORMANCE FABRICS

InsideOut Performance Fabrics (Valdese, North Carolina) has cultivated a stellar reputation as a decora-

TOP: Canvas Seasalt provides a backdrop for layering, while Tranquil Sage provides a linen-like texture. Dream Mist brings dimension with an organic ikat motif and embroidered stitch effect.

Tropicana + Bernhardt from Revolution Fabrics

MIDDLE LEFT: Fabric from BLISS in Meadow, a new color

tive residential domestic manufacturer, thanks partly to a nimble corporate culture.

“Our vertical model allows us to quickly respond to yarn and color trends in real time in our own facilities instead of losing valuable time sourcing from outside vendors,” says Christy Almond, vice president of product development & marketing. “A great example is our newest texture, Liller, which features a proprietary yarn we designed and created in our own yarn-making department.”

The new yarn is called Kaleidoscope, and it’s designed to be highly textured and multi-toned, making it perfect for

weaving into textures or patterns for a unique look. These types of soft, tactile textures and colorful patterns amount to what Almond sees as a genuine trend in the industry.

Layered together, the textures are well suited to a relaxed, casual setting that allows consumers to express their personality with color and pattern. “Designers and consumers are growing tired of neutral beige,” Almond says. “Color is poised to take over, especially shades of warm golds, greens, blues, and desert tones.”

InsideOut Performance Fabrics have always been PFAS-free (including C6) and that commitment only deepened in 2021 when the company’s IOPF product began incorporating Upcycled Marine Plastics from the Seaqual Initiative.

The initiatives resonate with customers. “More customers are seeking products with a sustainable story in addition to performance and style,” Almond says. “With the addition of the Seaqual Initiative to our InsideOut Performance Fabrics product offering, retailers have the ability to offer a quality performance prod-

uct that not only uses upcycled marine plastic, but also cleans our oceans. Retailers can share this story with customers, thus adding tremendous value to the products.”

SUNBRELLA

Officials at Sunbrella (Burlington, North Carolina) are seeing a continued interest in nature-influenced colors, textures, and materials. They’ve responded by freshening the green color palette with a new sage green. According to Sarah Dooley, director of upholstery, the color brings a sense of renewal and well-being to outdoor spaces.

Another color, Canvas Seasalt, provides a perfect backdrop for layering. “Our new classic stripe, Tranquil Sage, provides an airy, linen-like texture that can help to soften more modern, sleek silhouettes or integrate naturally into more traditional aesthetics,” Dooley says. “Pattern Dream Mist brings texture and dimension with its organic ikat motif and embroidered stitch effect, adding depth and visual interest.”

Sunbrella’s latest collaboration with Richard Frinier has brought six new striking patterns, all made in part with recycled content that provides an artisanal feel. “Inspired by Frinier’s

interest in grounding and rebalancing energy through a stronger connection to the earth,” Dooley adds, “these designs present a fresh interpretation of this idea.”

While some outdoor fabrics rely on a sprayed-on topcoat that can create a stiffer feel and wear away protection over time, Sunbrella performance starts at what Dooley calls the fiber level. “All Sunbrella upholstery fabrics are protected by our proprietary Color to the Core technology, meaning each fiber of every yarn is saturated to the core with UV-stable pigments,” she says. “This ensures the vibrant color of our fabrics does not fade over time and all fabrics we produce retain the same protection, look and feel, even after continual cleaning and usage.”

TEMPOTEST HOME FABRICS

The 54 Vol III collection is the most recent launch from Tempotest Home Fabrics. Tempotest is produced by Pará S.p.A (Sovico, Italy) and marketed and distributed exclusively by the Miami Corporation (Cincinnati, Ohio) in the U.S.

According to Zac Bryant, director of Tempotest Home Fabrics, the collection features approximately 50

TOP: Indigo Cushion – part of the Phifertex Cushion Collection from Phifer Inc.

RIGHT: Solarium Woven Group Collection from Richloom

BOTTOM: Outer Realm outdoor fabric collection from Milliken features 14 decorative patterns and stripes in curated colors.

PFAS-free SKUs of new solid colors with “interesting stripes and plenty of visual interest and texture.”

Tempotest’s Solids collection remains a bestseller, thanks mostly to a wide color range and patterns that offer textural interest. “While designers and retailers are pushing us to move to other colors, blue and gray remain dominant,” Bryant says. “For us, we see a new twist on the blue story using Spa blues paired with subtle earth tones of beach sand, shell, and driftwood. The nautical colors of indigo and chambray, paired with the clear azur blues of coastal islands, give a fresh spin to the strongest palette on the market.”

Neutral tones (with gray leading the way) remain popular, as well as serene gray tones juxtaposed with charcoal and onyx. “We’re also starting to see earth tones combined with sun-baked hues emerge, and they are a great complement to natural materials such as stone, wood, and rattan,” Bryant adds. “Ginger, cinnamon, and baked clay are colors that we are seeing gain traction.”

As a vertically integrated company, Tempotest controls the process from spinning to finishing and packing. “Our fabrics are woven in 100% solution-dyed acrylic fibers, which are inherently superior against sun exposure,” Bryant says. “Our spinning and weaving processes ensure that our fabrics resist pilling, which is an issue with fabrics woven in solution-dyed acrylics.”

PHIFER INC.

The 2023-24 outdoor collection from Phifer Inc. (Tuscaloosa, Alabama) will feature nine new color introductions for 2023. Layered green hues of viridian, meadow, green tea, and vintage green are designed to reflect significant trends in nature and biophilia. Middle hues in apricot crush, soft brass, battle plan, and admiral gray will round out the palette.

Monica Thornton, director of design, believes that sustainability will continue to be a key trend for 2023, and consumers will become more concerned about the impact of their purchases on the environment. “Buying less by buying better will drive demand for higher-quality items that blend traditional and modern styles,” she says. “Sustainability will also reinforce a trend toward naturalness, with color schemes and textures from nature greatly influencing our homes and overall well-being.”

Thornton contends that another trend pushing all areas of design is Modern Nostalgia. Specifically, consumers seek comfort in the familiar as decorative styles from simpler times are updated in a more contemporary way. “This opposing, mix-and-match style allows for a warm and curated environment

that is not overdone,” Thornton explains. “Earthy neutrals with muted mid-tones or dark jewel tones give this design trend a true sense of era.”

Complementing those earthy neutrals with the right feel is a principle seen in a range of innovative Phifer fabrics. Andy Meggs, market manager of designed fabrics, points to the Phifertex Cushion Collection and Phifertex Matte Collection as two prime examples.

“The Phifertex Cushion Collection is constructed with a micro denier vinyl coated polyester yarn that offers increased pliability and a softer hand, ideal for cushion applications,” Meggs says. “Additionally, the Phifertex Cushion Collection has proven its versatility as some Phifer customers have used it in fabricating outdoor patio umbrellas. Their pliability makes fabricating an umbrella a breeze compared to standard sling fabrics.”

SUNBELIEVABLE

Officials at Sunbelievable by Z-Wovens (High Point, North Carolina) ultimately chose to design and construct their products using solution-dyed acrylic to resist sunlight and weather exposure with maximum color retention. “This represents the highest level of performance available today,” says Bea Spires, vice president of design.

While performance is important, color and texture get equal attention. “We believe in color, beau-

tiful designs, and luxurious textures,” Spires says. “Beauty comes first—then we apply the necessary processes to make it a performance fabric. We chose 100% solution-dyed acrylic because it is such a gorgeous yarn. We have developed a wonderful collection of novelty yarns with boucle and chenille—and these are the distinguishing attributes that make our collections so special, and so beautiful.”

Sunbelievable has continued to explore attractive hues in jungle botanical greens, beyond the sea blues, calming aqua, warm earthy brown tones, and its forever range of neutrals. Vibrant lobster, lollipop reds, and warm golden sunshine hues are also in the works.

A PFAS-free finish called Z-Free has been part of the company’s materials since early 2022 and Spires reports that Sunbelievable has transitioned “almost all previous C6-based finishes to our Z-Free. Additionally, all new fabric development will be specified with Z-Free.”

Sunbelievable largely did not experience supply chain disruptions during the pandemic and Spires credits close relationships with raw material suppliers that increased inventory. “We have also expanded our production facilities, and invested in new equipment,” she says, “which has essentially increased capacity by 75% to 3 million yards per month.”

TWITCHELL TECHNICAL PRODUCTS

Twitchell Technical Products (Dothan, Alabama) is known for its PVC-coated polyester brand Textilene, and the company is now entering a new category with performance area rugs, runners, and mats. Merging capabilities with subsidiary company Infinity Woven Vinyl, the collaboration is expected to deliver a versatile layer of visual interest to indoor and outdoor environments.

“As we enter our 101st year of business, we are

TOP: PFAS-free fabric in the 54 Vol III Collection from Tempotest

BOTTOM: Batyline Elios from Serge Ferrari Group

delighted to introduce a range of new products that showcase our product diversity and outstanding reputation,” says Gena Webb, vice president of product development. “Our collection of rugs draws inspiration from top-selling patterns, textures, and neutral colors combining visual impact, beauty, and function.”

Contemporary-styled earthy textures in neutral palettes reflect the reputations of both companies. Infinity Woven products feature a heavy-traffic-rated vinyl backing that’s kid-, pet-, and party-proof.

“Twitchell’s famed Textilene is easy to clean, mold and mildew resistant, and engineered for UV stability,” Webb says. “Rugs are woven for real life.”

Webb believes consumers are looking for more depth and texture in fabrics and patterns.

“Beige is the new gray,” she says. “Warm neutrals embrace comfort and blend with any style. The growing importance of serenity and balance will bring refined, bold blues and teals. The demand for bright, poolside colors and textured neutrals will never disappear.”

Twitchell designer Nancy Egge adds there is always a place for texture and geometrics. “Fabric can be one of the most impactful and versatile design elements,” she says. “We currently have more than 360 stocked fabrics available on demand. The Twitchell color library boasts over 1,200 custom pigments, and we are flexible in both manufacturing and design.”

RICHLOOM

Headquartered in the Big Apple with additional operations in North Carolina and South Carolina, Richloom (New York, New York) supplies the upholstery, decorative jobber, hospitality, over-thecounter retail, casual outdoor furniture, and cruise and RV industries. An expansive product range includes prints, wovens, intricate decorative textiles, and finished products. With the ability to adapt swiftly to global needs, Richloom has offices in Shanghai, North Carolina, South Carolina, and Indiana.

In addition to its core offering of new prints, Richloom recently showcased a group of solution-

dyed solids at Interwoven, the High Point, North Carolinabased trade show organized by the International Textile Alliance. Attendees were able to feel the performance wovens—featuring slub yarns, twisted heather yarn, and textured weaves.

“We are known for our diverse performance print collections,” says Chuck Zaberto, divisional senior vice president. “These beautifully designed collections offer the splashes of color needed to perk up an outdoor area and also comfortably make their way indoors in an active lifestyle home. Ultimately, style and durability are at the top of our list when reviewing our offerings.”

All of Richloom’s introductions will feature PFAS-free finishes. Solution-dyed yarns are used for woven fabrics and high UV-resistant water-based pigments are provided for prints. Getting products to customers has not been a problem, with Zaberto reporting, “Post pandemic, we have seen a normalization in the supply chain. Consumer demand seems to be on the rise.”

CITEL

The latest product line from Citel, makers of the BLISS brand (Barcelona, Spain) offers seven collections built around individual color palettes, decorative jacquards, multicolored stripes, and small coordinating ditsies. The most popular jacquard introductions are an ikat pattern called Sumba; a smart, contrasting geometric pattern called Icon; and a distressed, horizontal landscape pattern dubbed Panorama.

Natalie Scott, director of Citel US, touts “Pattern Bijou” for its modern approach to the traditional café stripe, achieved by alternating a decorative ottoman weave using a proprietary marled yarn bank of colors. “New fiber color introductions

include Cerise, a deep reddish pink; Meadow, which is a pure, nature-inspired green; and Sea, a tranquil, calm, and serene shade of blue,” Scott says.

BLISS bestsellers are its decorative dobbies—a continued success that Scott attributes to the company’s fully vertical mill that allows designers to develop proprietary yarns. “Citel has dedicated resources with a sole focus on yarn development in our spinning factory,” Scott says. “As a result, our design toolbox is rich with novelty yarns, allowing our design team to create a wide and distinct array of dobby fabrics which cover the gamut.”

BLISS specialty yarns include chenilles, bouclés, multicolored yarns, and blended yarns in a variety of sizes and textures. Asgard, a herringbone pattern, features a marled yarn while Cozy is a full-faced chenille pattern. Core rounds out the trio as a silk shantung-inspired bouclé pattern—with all three representing BLISS’ “best placed patterns” this season.

REVOLUTION FABRICS

Revolution Fabrics (Kings Mountain, North Carolina) recently launched two new tight yardage collections called Nashville (classified as neutral) and Broadway (more colorful).

“We do the bouclé, really thick, beautiful-to-thetouch textures on the indoor side and when we bring them to the outdoors, they are absolutely beautiful,” says Victoria K. Echols, director of outdoor. “They are plush and rich to the touch and very high-end looking. The bestseller is white-on-white weave with the bouclé textures.”

With Revolution’s sourcing about 300 miles from the manufacturing facility in Kings Mountain, supply chain issues have not materialized. “We’ve had no issues on inventory and no issues on lead times at all,” Echols says. “That’s a huge benefit to doing business with Revolution, because everything is domestically sourced. We’re not waiting for a cargo ship to come in from the ports. We’re not importing anything.”

When those source materials come in, PFAS is not used, and never has been. “We don’t have to

TOP: BD Cut Neutral from Bella Dura Home, part of the Swavelle Group

BOTTOM: Pumice and Coast by Ultrafabrics

make any changes to the way we make performance fabrics,” Echols says. “They’re still bleach-cleanable; they’re still UV-rated. It’s still a great product and we never use the chemical. We’re not having to slow down to reengineer the fabric, or reengineer our mill to do anything different.”

For specialty retailers, domestic sourcing and PFAS policy are two of many items that customers may value. Echols also encourages retailers to reach out to Revolution for marketing materials such as banners, stickers, hang tags, and flyers. “Just ask,” Echols says, “and we’ll come to your store and help.”

MILLIKEN & COMPANY

The newest collection at Milliken & Company (Spartanburg, South Carolina) is called Outer Realm, and it features 14 distinctive decorative patterns and stripes. The 68 fabric SKUs feature classical and modern motifs in carefully curated colors. “Our patterns can be mixed and matched to create a unique, inviting space,” says Maida Cameron, director of Design—Décor. “Our collection is functional and stylish, designed to complement the foundational textures of our New Vistas Collection.”

Consumers still want to fashion their own outdoor spaces, and Milliken’s diverse offerings cater to a wide demographic. “Traditional consumers are wanting a soft and muted setting, while the younger generation wants a richer color palette along with graphic motifs,” Cameron says. “Classic patterns are made modern and layered alongside contemporary patterns. Our Outer Realm collection has both to offer for a wide appeal.”

Milliken Outdoor Fabrics are made with a nonPFAS performance finish and 100% solution-dyed fibers to withstand the outdoor elements. According to Cameron, these performance fabrics feature faderesistant color, mold/mildew resistance, and the comfortable feel or hand of an interior textile. Backed by a five-year warranty, the fabrics are water resistant, as well as being easy to clean and bleach cleanable.

“There are many attributes we consider when designing a new collection but the two that are most important are performance and color,” Cameron says. “Consumers expect durability, plus stain-andfade resistance while being an all-around beautiful textile that will stay beautiful. Additionally, they are looking for a range of colors to choose from to make their spaces feel like their own.”

ULTRAFABRICS

More than 15 years ago, Ultrafabrics (Tarrytown, New York) was the first fabric manufacturer to offer outdoor PVC-free polyurethane materials as an alternative to wovens. These days, the company’s proprietary Takumi Technology manufacturing process effectively uses resources to maximize final performance of its 100% polycarbonate polyurethane materials.

“They safeguard against the likes of active use and exposure, resisting water and moisture,” says Jeff Smith, director of sales, residential. “Engineered to also deflect against mildew, bacteria, and other sur-

face pathogens, Ultrafabrics outdoor collections feature enhanced UV resistance to sunlight and colorfastness, remaining cool to the touch while providing unparalleled comfort and lasting protection.”

Coast performance outdoor fabric remains a bestseller, with Smith attributing strong sales to the fabric’s “soft and luxurious” feel that does not sacrifice performance, cleanability, or sustainability. “The new color addition of Naval Blue is spot on with any outdoor setting,” he says. “Ultrafabrics’ product tailors well for a multitude of seating applications. We coordinate beautifully with various finishes and frame styles and complement cross-coordination with woven textiles.”

On the aesthetic front, Smith continues to see a shift to warmer neutrals with gray as a popular alternative to beige and cream. Four new neutrals— pumice, hightide, anchor gray, and hail and oar— expand the palette.

“Blue and green options are also strong,” he says. “Blues and greens tie into outdoor environments naturally, are calming and soothing when an added pop of color is needed, and pair well with neutrals. Ultrafabrics has several distinctive grain options, giving our customers subtle to bold textures to choose from.”

SERGE FERRARI GROUP

Collections in the Serge Ferrari Group (Deerfield Beach, Florida and La Tour-du-Pin, France) offer a mix of earthy, organic, and subtle colors. Familiar names are Batyline Elios Sling, Batyline Elios Waterproof, Batyline Eden Waterproof, and

TOP: Liller from InsideOut Performance Fabrics

BOTTOM: These rugs from Twitchell feature a unique, heavy-trafficrated vinyl backing that’s kid-, pet-, and party-proof. It’s easy to clean, mold and mildew resistant, and engineered for UV stability.

Batyline Eden Loop.

“Different textures offer a beautiful range of either upholstery or sling choices,” says Laurent Pellequer, hospitality and furniture development market manager, Serge Ferrari North America. “Blending fabrics and mixing different materials yields sensual textures and colorful patterns.”

Several Batyline collections are performing well, and specific selections depend on the market—residential, commercial, or cruise line. “The collection getting the most interest and momentum now is the Batyline Elios range,” Pellequer says. “We also offer custom fabrics that we develop with our customers using our new program called the ‘Configurator’, allowing customers to visualize different custom designs online.”

Along with performance and aesthetics, the willingness to preserve the planet is also a primary concern among consumers. Serge Ferrari has maintained sustainability as a focus within its corporate social responsibilities. “We are developing not only recyclable fabrics but also new collections made of recycled products,” Pellequer says. “Our new Batyline Eden Loop is made of 100% recyclable polyester and 50% synthetic fibers. … All our products are PFAS-free except for one collection which is being ‘reengineered’ to be without PFAS by the end of year.”

Manufacturing and production times have been significantly improved due to heavy investment in new looms, and pre-pandemic timelines are back with a 30% higher production capacity. “With custom designs and the performance of the Batyline range, we are able to give specialty retailers strong offerings in this competitive market.”

Indoor + Outdoor Rugs Woven With Iconic Textilene® Reputation.

Stain resistant, antimicrobial, and easy to clean. Contemporary-styled neutrals in earthy textures. Heavy-duty backing designed family tough.

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- Wood fired for better flavor

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- Optional - fabric or stainless steel cover

SERVICE with a SMILE

Customer satisfaction is a top priority for this Maryland store, leading to strong business growth over the years.

BY SHARON SANDERS PHOTOGRAPHY BY LISA WOLFORD

Reputation is everything. Warner’s Hearth & Patio (Cumberland, Maryland) has built a reputation for its specialty hearth business that sets it apart from the pack. Located on the mountainous side of Maryland, the woman-owned and -operated business has been serving local communities for over seven decades with a constant eye on what matters most to its customers. “I fell in love with fire many years ago, and my infatuation hasn’t waned,” says Pam McCusker, owner.

The store was established in 1950 as Warner’s Upholstery. Through the years, it has diversified to meet its customers’ needs by bringing in home categories including railings, windows, doors, hearth, and patio. McCusker joined the business in 1975, and after a few years of experience, she began guiding it more in the direction of hearth products.

“There’s something about fire and the ambiance it brings to a home that really attracted me. I also saw it as product that could be profitable in the long term,” she explains, adding that it became her passion. At the time, hearth products were in their infancy, so the store has grown

TOP: Warner’s Hearth & Patio is a local favorite.

BOTTOM: From left: Jenna Jewell and Pam McCusker

alongside the industry. Warner’s hearth business grew steadily and it now makes up nearly 70% of sales. “It has been exciting to see the business gain momentum.”

The store carries some of the best lines in the country, including Lopi, Fireplace Xtrordinair, Heat & Glo, Hearthstone, Mendota, Vermont Castings, and Regency. The 3,500square-foot showroom features over 30 burning displays. Warner’s specializes in Telescope Casual patio furniture, which it’s been selling since the 1960s. McCusker sees its longtime relationships with the store’s vendors as an integral part of the store’s ongoing evolution. “We are loyal to them, and they are loyal to us—it’s a mutual partnership that works.”

Warner’s customer base is made up of distinct segments that include single-family homeowners, custom homebuilders, and retirees. Each one is an important part of the mix. “They all fill a certain niche, and we couldn’t thrive without all three.” Part of the single-family home business is primarily tear outs of old zero-clearance and vent-free fireplaces and then retrofitting them with new units that often includes framing and finishing with stone.

Warner’s is near a lake, which means there is plenty of business to outfit lakefront homes. “We’ve done some projects with custom homebuilders that included four to five fireplaces in a single residence,” McCusker says. The area’s growing retiree population is bringing new money into the area, as people are moving back to Maryland after they finish their careers. They are investing their retirement money in remodeling or building new homes.

McCusker has learned that Warner’s formula for success is to focus on selling quality products and maintaining a high level of service. Her daughter, Jenna Jewell, helps her run the business. “We have an amazing sales staff, and our installer/service team is top-notch. We are one of the only fireplace stores in the area that is truly full service,” she says while noting that many hearth dealers are struggling to find qualified technicians. “We are lucky that our people have been with us for a long time.”

The store’s senior installers have been with the company for at least 20 years. Each has a helper that has been around for close to six years. “It’s important to have technicians who can troubleshoot and interact with

customers. Thanks to regular factory trainings and longevity, my guys are experts at solving problems that arise.” Customers regularly send notes praising their professionalism and job quality. “They are the face of our company in the field and we never take them for granted.”

Every detail of the store’s service is tailored specifically to what customers have expressed they want from the specialty hearth retailer—from free athome estimates to an informal partsfinding service that Jewell and her associate, Elizabeth Keller, have created. “Oftentimes, it can be almost impossible to find parts for old or discontinued fireplaces,” McCusker says. “The girls have a special talent for hunting down parts that customers need, no matter what it is or what lengths they must go through. It’s quite amazing and something that customers really appreciate.”

Warner’s long-time reputation in the area speaks for itself, as word of mouth is by far its best advertising. The relationships that the staff builds with customers and builders is of primary importance. It’s what keeps them coming back and recommending the store to others. “Private referrals are our mainstay, but more and more peo-

ple are finding us through manufacturers’ dealer searches, and traffic is increasing on our store’s website.”

This past year, a local radio station approached McCusker to advertise on a popular morning radio show, and it was more affordable than she expected. “The host talks about our store and our products in a conversational way. I personally have listened to the show for years, so it’s fun to hear our name mentioned on the air. It is a great addition to our advertising that fits the low-key personality of our store perfectly.”

Always looking for ways to keep the business fresh, McCusker stays connected with her peers in the hearth industry as a member of the Hearth, Patio and Barbecue Association (HPBA). She has also served as the president of the local chapter of the National Association of Home Builders (NAHB) for several terms. She initially started attending the local chapter’s dinner meetings to

Warner’s Hearth & Patio is known for its inspiring hearth displays.

support her husband and father-in-law at the time, but before she knew it, she jumped in with both feet. “I was one of the few women in the local chapter, so it was exciting to get the chance to be a leader.”

Warner’s has actively participated in

home shows for many years, which has generated a good amount of business.

“It’s an effective way to get our name out there and establish ourselves with builder customers.”

The store constantly stays on top of local regulations when it comes to fuel

and fireplaces, as they are changing all the time. The store has recently started to experience a slight shift in interest away from gas fireplaces. A growing number of people are inquiring about electric inserts as an alternative to gas if they aren’t looking for heat. There is even a contingency

of people who are opting out of gas for wood stoves. “We don’t know what tomorrow holds, but whatever it is, we will be ready to provide the right appliances for our customers.”

Looking toward the future, the biggest challenge that faces Warner’s Hearth & Patio is finding ways to manage and offset the rising overhead costs that are affecting every aspect of the business. “I know retailers across the country are in the same situation—we just have to get creative and ride it out,” McCusker explains.

On the flip side, the store’s biggest opportunity is the influx of people moving into the area who are looking for a quieter lifestyle. “It is something that benefits us and our local economy as a whole. Trust me, we have plans to make sure everyone knows the Warner’s Hearth & Patio name as they are looking to add hearth and home products to their homes.”

Firing Up SUCCESS

Once-in-a-lifetime obstacles did not stop a Missouri retailer from

BY MAURA KELLER PHOTOGRAPHY BY TOM BRADLEY

When Greg Hastie, owner of American Fire BBQ & Grilling Supply in Lee’s Summit, Missouri, initially decided to embark on the journey of establishing a retail store in early 2020, he had no idea that a global pandemic would be one of the biggest hurdles facing his newly established business. Through mandatory shutdowns, supply chain issues, and social distancing, Hastie persevered through the pandemic, emerging as a growing entity within the Kansas City barbecue market.

Hastie is no stranger to the barbecue industry, having been involved in the barbecue competition circuit for many years with his wife, traveling the country nearly every weekend to compete among some world-renowned barbecue professionals in the industry.

“For years, we said we traded in ‘lake life’ for a life of hanging out in parking lots at barbecue competitions, meeting new friends,” Hastie says. “It has turned into a great life. We have

persevering and ultimately prospering.

TOP: From left: Greg Hastie and Devin Holt

BOTTOM: Consumer demand for high-end, fully equipped outdoor kitchens remains strong.

found a community and have wonderful friends.”

As Hastie and his wife continued to hone their barbecue skills, earning accolades aplenty at the numerous competitions throughout the years, they considered opening a barbecue restaurant. “We really started working on our craft and it became far more than a hobby,” Hastie says. “We began thinking about opening a restaurant in my hometown along with my son.”

But COVID came along and the Hastie family turned their attention to opening a full-scale barbecue retail store instead.

“We began building the store in December 2020 and recently reached the milestone of our second anniversary of being in business,” Hastie says. “We started from the ground up and the store has really grown. We’ve added so many more products. In addition, we have been fortunate to have our son join us, and so it is just me, my wife, our son, and a couple of

part-time people.”

Although the pandemic was a difficult time to embark on the journey of establishing a retail business, it also provided a unique opportunity for Hastie to tap into consumers’ evolving interest in cooking at home.

“During this time, there was an explosion of content providers and media influencers. People recognized that they couldn’t just sit around their homes… they had to do something. So many became interested in improving their barbecue skills,” Hastie says. “As the pandemic started to end and people began going out, I think we started seeing a slowdown in the industry as a whole. But now people are still enjoying their space and spending time with their families, and it’s turned into a new kind of a resurgence of ‘Hey, let’s cook at home. Let’s eat together. As a family, let’s create it ourselves.’ As opposed to going out and eating at a restaurant.”

Today, American Fire BBQ & Grilling Supply is a full-scale retail cen-

ter teeming with “all things BBQ.”

“While pellet smokers are huge for us right now, we pride ourselves at offering options for everything related to grilling,” Hastie says. “We want to make sure we have quality options for everyone. I love American brands and I continuously search for American brands—ones that I think are true quality and that we can sell. We sell quality grills at three or four different price points. I believe you get what you pay for.”

“We talk to a lot of young people who just want to spend no more than $500 or $600 on a grill. I totally understand that. But they often come in to the store completely frustrated after buying a cheaper grill at a ‘big-box store.’ I don’t want to see people get frustrated with the hobby because of a poorly functioning grill. Rather, I want to help them understand that by buying a higher-end, solidly manufactured grill that costs a few hundred dollars more, they will get something that will

last a long time.”

The focus on providing exceptional customer service to customers is a deep-seated attribute for Hastie, who previously worked as a business analyst in municipal government for many years, collaborating with departments to help them pick the right business applications.

“I learned a lot as a business analyst, learning to be quiet and listen to find out what people need and find the best product for their needs,” Hastie says. “It’s exactly the same in my store. We listen and ask questions of our customers to help them determine exactly what type of grilling product is best suited for their situation. We want to make sure that when they leave our store, they leave with a product they are going to be happy with.”

Using what they’ve learned from the many years of being active on the barbecue competition circuit means the American Fire BBQ team can offer a unique level of customer service.

“I’m a firm believer that there’s ‘no one size fits all,’” Hastie says. “Any grill manufacturer that specifies that a grill ‘does it all’—they don’t do it all. There’s a time and a place for charcoal. And there’s a time and a place for pellet smokers. Sometimes, it makes sense to have more than one grill because they all serve a specific purpose. It really just depends on what a customer is

TOP: The store features a comprehensive array of grills, smokers, barbecue accessories, and meat for grilling.

BOTTOM: American Fire BBQ & Grilling Supply is based in the Kansas City area, where barbecue is an institution.

looking for, their budget, their space constraints. For us, it’s all about customer service.”

Being in close proximity to Kansas City, which is known for being a haven for barbecue enthusiasts, has also helped American Fire BBQ & Grilling Supply catapult itself onto the center stage of barbecue retail.

In addition to offering a wide selection of grills and grilling products, Hastie also offers a series of barbecue classes for customers, including private classes for companies, as well as general barbecue classes teaching patrons the basics of cooking certain types of meat, or the proper techniques of different grill types.

“We’re just trying to teach people the basics of cooking in your backyard. For example, smoking is not that difficult. You don’t have to be over-

American Renaissance Grill Made In America

whelmed. There’s so much information, both good and bad, out on the internet that we’re trying to give them a way to see how it’s done and how easy it can be,” Hastie says.

American Fire BBQ also offers various top-grade meats that consumers can’t get at a typical grocery store. These product offerings further enhance the one-stop-shop experience for customers that the company is striving for.

LOOKING AHEAD

With two years under his belt of establishing a welldefined retail store that has proven it meets an unmet need within the Kansas City region, Hastie is excited about the future.

“Our plan was to double down on the store and keep progressing every year that we’ve been open. Our sales have been solid, so we’re happy about that. We’re doing the right thing. We’re getting the right feedback from our customers—which is reinforcing what we knew was our mission, which was customer service,” Hastie says.

“We want to be professionals. We want to be the place that they can come to get the help and advice they need,” Hastie adds. “We are trying to be different in that way. We strive to be the place where customers can come and ask questions. Maybe they need to know how to use a particular sauce. I would give them that process and step-by-step instructions. Maybe it would sell some products, but more importantly, we are about helping and educating and providing that level of customer service that they can’t get anywhere else.”

Hastie is also excited about the ongoing trend of consumers incorporating outdoor kitchens and patios into their environments. As such, Hastie is interested in partnering with contractors, pool builders, patio builders, and homebuilders to further enhance what they offer. “I’m hoping to be able to further build partnerships together to help customers incorporate the best grilling options for their space,” Hastie says. “I’m looking forward to really elevating that side of the business this year.”

The store’s owner has been involved in the barbecue competition circuit for many years.

Nashville Hot

Atlanta-based Kolo Collection’s expansion into Tennessee pays off.

BY LARRY THOMAS PHOTOGRAPHY BY SHERI ONEAL

After years of searching the Nashville, Tennessee, area for the “perfect” location for their newest retail store, Greg Martin and his wife, Michelle Larrabee-Martin, were convinced the Nashville Design Collective met all their needs.

The couple, who founded high-end outdoor furniture retailer Kolo Collection in Atlanta in 2003, signed up for the NDC in 2018 and by December 2019, the 3,500-square-foot location was open.

In hindsight, the timing couldn’t have been worse since the store had to shut down about three months later. (Martin jokingly told Nashville Lifestyle magazine “we opened just in time to close for the pandemic.”) But once it reopened, sales were brisk almost immediately and the couple knew they had picked the right location.

TOP: About 80% of the Nashville showroom’s sales are made to the design trade.

BOTTOM: High-end product lines are offered due to an affluent clientele.

“We are beyond ecstatic with our success in Nashville,” Martin says. “But we had confidence in our decision to open there because of years of selling to the trade from our two showrooms in Atlanta. We actually looked for many years to find a location in Nashville, but never found a location with good synergy.”

He said a key component in their success stems from the fact that Kolo Collection is surrounded by other high-end, design-oriented showrooms at NDC that feature products such as flooring, kitchen and bath, rugs, antiques, custom cabinets, art, linens, and indoor furnishings. “Our brand, as well as the brands we represent, is strongest when we can share customers and synergy of like-minded home design showrooms,” Martin says.

One of the reasons the couple had confidence in their Nashville location is the tremendous success of their showroom inside the Atlanta Decorative Arts Center, where LarrabeeMartin worked in a high-end fabric and furniture showroom before co-

founding Kolo Collection.

ADAC, which is situated in Atlanta’s tony Buckhead neighborhood, is also a year-round destination for designers and consumers seeking high-end products for the home. (The facility is owned by International Market Centers, which also owns the World Market Center in Las Vegas, AmericasMart in Atlanta, and the majority of the furniture showroom space in High Point.)

Martin says about 80% of the Nashville showroom’s sales are made to the design trade, but sales to individual consumers have increased in 2023 “as more Nashville people discover Kolo Collection and the NDC.”

“We are open 9 to 5 Monday through Friday, and no appointment is needed. However, our team is constantly going out of the showroom on appointments, meeting with homeowners and designers,” he says. “Additionally, one of our employees travels to other markets in the Southeast to meet with designers.”

Does that mean the couple is eyeing possible store locations in other

TOP: From left: John Alley and Brian Terry BOTTOM: The 3,500-square-foot Kolo Collection is in the Nashville Design Collective.

markets? “There are a few that we would consider, but it is a huge undertaking and there is risk involved, (so) at this point, nothing is in the works,” Martin says, noting the ability for the management team to drive from Atlanta to Nashville is another key to Nashville’s success.

The Nashville location, which also has a 1,600-squarefoot outdoor deck that’s partially covered, carries the same product lines at the two Atlanta stores—a lineup that includes Brown Jordan, Lloyd Flanders, Tropitone, Dedon, Mamagreen, Tucci, Pavilion Furniture, Jensen Leisure, Frankford Umbrellas, Vondom, and Royal Botania.

Martin says those lines are often top-of-mind for interior designers and carry the prestige and long-lasting beauty sought by most well-heeled clients.

“At least 95% of our business is special order,” he says. “We do not warehouse any product in Nashville, but we do warehouse some in Atlanta. This is done so we can have the ability to sell off the floor and have something to replace those slots sold. Additionally, we are constantly ordering new looks and collections from our various vendors to keep it fresh. As those orders are being manufactured, our goal for our sales team is to sell something off the floor to make room for new product.”

According to Martin, business has been brisk so far in 2023, and he believes that upward trajectory will continue, noting that manufacturers have essentially erased their pandemic-level order backlogs and have returned to pre-pandemic lead times. “The

good news is that we are seeing strong demand for our products,” he says. “We are not seeing a drop in consumer demand in Nashville.”

When the couple initially identified Nashville as a potential expansion spot, they noted it was one of America’s fastest growing cities but was underserved by retailers in the high-end outdoor furniture arena who offer a high level of service and design expertise. Martin says that marketplace dynamic should continue to drive business as Kolo Collection becomes more visible. “We are just becoming known in the community, and word of mouth—the best advertising—is kicking in as we enter our fourth year of business,” he says.

But word of mouth alone isn’t enough, and Martin outlined a variety of other promotional activities that are helping to build the Nashville store’s business.

First, the store stages a host of promotional events— many of them involving other Nashville Design Collective tenants and some encompassing the entire facility. He says such events are “very important and effective in getting to know prospective customers and creating awareness.”

The company also uses a third-party vendor to manage many aspects of its website, making sure a link to the site is displayed at or near the top of search engine results and managing a landing space specifically for the Nashville store.

In addition, the company does a limited amount of advertising in Nashville magazines, and Martin says the Nashville staff is constantly reaching out to the design

community to make sure the store is top-of-mind for existing clients.

During and after the pandemic, he says deep seating products continue to make up the largest percentage of sales, although categories such as dining, umbrellas, and chaise lounges are very important. “Deep seating allows customers to do what is most important outside—relax,” Martin says. “To me, dining is less important because lots of people still prefer to dine inside and relax outside, and dining away from bugs is always a good thing!”

He says those who do prefer outside dining can do so from deep seating lounge groups because it’s a very casual undertaking.

When designers and consumers order their favorite deep seating cushion groups, he says neutral fabric colors are still dominant, regardless of whether they’re using cool or warm tones. In recent months, the store is seeing more interest in the green color palette, but he says most of the color splashes are accomplished with accessories such as accent pillows and umbrellas.

Color is also being added to woven furniture through the use of multicolored weaves, and he believes that will draw increased interest from consumers. In addition, he says a number of rope and strap seating lines are employing similar techniques, which may also prove popular. “We are not afraid of color … but neutrals continue to dominate when it comes to fabrics,” Martin says.

QUALITY

SHADE & Beyond

For over two decades, FiberBuilt’s wide array of stylish and sturdy outdoor products have been customer favorites.

BY SHARON SANDERS

THE COMFORT OF SHADE

is at the heart of a relaxing outdoor space. FiberBuilt Umbrellas & Cushions (Pompano Beach, Florida) is an expert in the science of shade and luxurious openair spaces. Patio & Hearth Products Report spent some time with Chantell Holmes, retail sales manager, to uncover what makes this company a favorite of customers looking for innovative shade solutions and outdoor products that stand out from the crowd.

Who is FiberBuilt Umbrellas & Cushions?

Holmes: For more than two decades, FiberBuilt has been the leading manufacturer of fiberglassribbed umbrellas, but we are much more than that. We continue to expand our line of shade products to enhance the outdoor room with large-scale shade, elegant canopy designs, and cantilever options. As our name implies, we also manufacture a huge array of custom cushions and decorative accessories such as pillows and poufs.

What put the company on the map in the shade industry?

Holmes: FiberBuilt’s reputation in the industry was founded on the quality and durability of our flexible fiberglass ribs. That was quickly followed by the development of our proprietary FiberTeak simulated wood finishes. These textured teak, bamboo, and coconut palm poles provide the look of wood without any of the drawbacks of the natural materials

(checking, warping, and cracking). The warm wood tones effortlessly coordinate with a variety of casual furniture collections carried by our retailers.

What is the company’s niche?

Holmes: FiberBuilt’s umbrellas are contract grade to hold up to the demands of high traffic hospitality applications and harsh weather conditions, including high winds. Those strengths speak to our retail partners who realize that FiberBuilt can be relied on for superior performance that delivers value to their customers for years of problem-free operation. We work with brick-and-mortar retailers and e-commerce sites on a personal basis. Any order can be customized to the homeowner’s preferences and unique requirements.

Our knowledgeable sales and customer service departments furnish expert guidance to any questions the retailer may have. We easily assist with inquiries such as: Can we customize the canopy for the customer; what umbrella is recommended for in-pool use; which umbrella style should we suggest for windprone locations; or can FiberBuilt produce cushions to coordinate with the customer’s umbrella order?

Describe the anatomy of a good umbrella.

Holmes: FiberBuilt is committed to manufacturing the highest quality, commercial-grade umbrellas so that the end user, whether hotel, restaurant, or residence, can enjoy years of excellent service.

What sets our Prestige umbrellas apart are the components that support their structural integrity, including: One piece aluminum poles with a .125 wall thickness available with anodized, powder-coated, or FiberTeak finishes; eight ½” or ¾” fiberglass ribs that can easily be replaced so that the umbrella can be put back in service rather than be discarded; a

heavy duty hub; a canopy with a double vent for use on rooftop, oceanside or other locations that experience gusty winds; and all of these features are reinforced with a five-year warranty.

What is the latest news from FiberBuilt?

Holmes: In 2022, we were awarded a patent for our Flight umbrella that sports an advanced inverted rib system, with polished aluminum upper ribs, solid aluminum hub, minimalist canopy silhouette and one-piece, 2” diameter anodized aluminum pole. The visually striking upper ribs convey an architectural intention that is ornamentally dramatic and highly functional. The ¾” lower fiberglass ribs are concealed within the canopy’s fabric. The structure is superbly engineered and features a locking pulley lift mechanism that keeps the sleek mechanicals as contemporary as the refined profile.

What do you see as your biggest successes over the past few years?

Holmes: FiberBuilt has been expanding the exclusive shade products we manufacture as an OEM supplier to other respected industry brands. We have also doubled the staff of talented and skilled sewers in the cushion department to accommodate orders for large quantities of custom replacement cushions with Sunbrella fabrics for resorts, hotels, condominiums, and individual backyards.

Are there any emerging/growing trends in shade products?

Holmes: Scalloped valances are definitely a trending design detail that customizes the umbrella in ways that can either provide a retro vibe or a truly modern aesthetic. The other trend that FiberBuilt is out in front of are umbrellas with flat, level canopies.

TOP LEFT: FiberBuilt Gusto

TOP RIGHT: FiberBuilt offers a variety of customizations with straight and scalloped valances, and fringe on Market and Prestige Collection umbrellas.

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We have four models—Flight, Unico, Contempo, and Gusto—to meet the demand for this chic profile. Flight and Unico have an inverted lift system, meaning the rib structures are above the canopy. Contempo has a 1½” diameter pole so it can be used in-table, and Gusto’s 2” diameter pole provides shaded comfort to lounge areas and beside chaises poolside without obstructing the view.

What new shade products are you most excited about for 2023?

Holmes: The new Olympia In-pool umbrella has been designed to be mounted into the sleeve of the shallow sun-shelf or baja-shelf installed by a pool contractor. These umbrellas have a 1½” diameter, one-piece aluminum pole with an elongated height of 108” so that when lowered into the sleeve, it maintains sufficient clearance for the pool users. It also features a marine locking pulley lift. The Olympia comes in 8- and 9-foot octagons and 6-foot-square sizes.

What other products do you sell?

Holmes: In addition to umbrellas,

bases, and replacement cushions, we have a division that specializes in upholstery for indoor furniture and draperies for interior and exterior applications at residences and aboard yachts.

When did you expand into different areas? Why?

Holmes: In 2010, FiberBuilt launched into e-commerce retail sales of umbrellas and bases. In 2012, we began manufacturing cushions, pillows, and poufs for commercial and residential use. In 2020, we acquired a designer-focused custom drapery and upholstery workroom. This allowed us to increase our sewing workforce and in-house capabilities by including a designer to assist clients with higher-end, sophisticated residential furnishings. For 2023—stay tuned. More big news is coming.

Why do you think specialty retailers like FiberBuilt products?

Holmes: Quality. Durability. Performance. Pricing. Service. While most of those items have been addressed earlier, it’s important to recognize the smaller interactions we have with our

retailers. For example, FiberBuilt is so committed to the end-user’s long-term satisfaction with our umbrellas that we manufacture protective covers for customers who want to safeguard their purchase and extend the life of their shade products by storing them during nonumbrella season. We stand behind our products with excellent warranties, and we also stand with retailers. We encourage their salespeople to take advantage of our custom capabilities so that each homeowner can create an ambiance unique to their style and budget.

What do the next few years hold for the shade industry?

Holmes: The need for shade products is strong and will continue to be in high demand. The lesson that homeowners learned during the long COVID lockdown and by working remotely from home was how essential their outdoor space is for daily living. They are more willing than ever to invest in their own comfort with beautiful, well-made casual furnishings and accessories.

Also, large-scale shade, as well as cantilevers, continue to be popular for com-

mercial and residential locations. We have noticed an increase in retail dealers who are marketing to hospitality properties and broadening their shade business from strictly homeowners to condominiums, apartment complexes, timeshares, and boutique hotels, and we expect that trend to continue.

What’s next for FiberBuilt?

Holmes: From our perspective, research, and interaction with our retail partners, the future is filled with positive signs. We’re continuing to build our network of sales reps who call on retailers around the country. Our customer base continues to grow, and our commitment to R&D remains purposeful and determined.

The objective, as it always has been, is to bring to market shade products with superior designs, graceful silhouettes, and innovative features at the competitive prices that customers are drawn to and that make our products valuable and profitable offerings for retailers. Our ribs may be flexible, but our dedication to forging lasting relationships with retailers and building the best umbrellas available is our driving force.

Resilient Recovery

Outdura emerges stronger after the pandemic by building new business relationships and developing fabric designs.

BY LARRY THOMAS

AFTER SURVIVING—AND ARGUABLY THRIVING—

during the pandemic, the makers of the Outdura outdoor fabric line are aiming to build on that momentum and rack up market share gains this season in spite of softer post-pandemic demand.

The company, which produces its solution-dyed acrylic fabrics at a historic 119year textile mill in Hudson, North Carolina, as well as production in Graz, Austria, believes the timing is right to strengthen relationships developed during the pandemic, and help retailers and manufacturers better understand the design, quality, and customer service available with Outdura.

“Our mission this year is to build our brand by offering retailers purposeful solutions when their customers ask advice on fabric selections,” says Ulrich Tombuelt, CEO of Sattler Corp., owner of the Outdura brand. “Through in-store informational materials on the performance factor of Outdura fabric, it will be easier for retail sales associates to explain the value of Outdura.”

Tombuelt notes that the company’s ability to react swiftly to the unprecedented demand during the pandemic enabled it to keep goods flowing to customers reasonably well—and develop solid relationships with a number of new customers. “Those folks are staying with us,” he says. “Our plans are to keep a sharp eye on the market, while more importantly continue to service our customers and strive to be the best at it.”

TOP AND BOTTOM LEFT: From the new Coast to Coast collection

TOP AND BOTTOM RIGHT: Outdura’s 100% solution-dyed acrylic fabrics provide the highest UV resistance.

Retailers also will have access to Outdura’s numerous cut-yardage programs, which require a minimum of only one yard for a custom order.

BRIGHT TIMES AHEAD

Tombuelt notes that demand remained soft throughout the fourth quarter of 2022 and the first quarter of this year, but he believes the modest uptick in orders Outdura experienced in the second quarter will continue into 2024. He believes the soft demand was due largely to a slowdown in homebuilding but adds that the more recent uptick is being driven by consumers renovating existing homes, as well as a booming contract and hospitality sector.

“The general public, after being tied down during the pandemic, is eager to travel,” Tombuelt says. “Folks are opting to go on vacation, and they’re doing this in great numbers. We saw this as a possible trend a couple years ago—actually mid-pandemic—and added a sales and design division to handle the contract and hospitality business.

This is growing nicely for us, and we see this as an integral part of our sales strategy moving forward.”

He says another bright spot is Outdura’s shade and marine fabrics, which are used in products such as umbrellas, awnings, sun sails, and boat coverings. Although upholstery fabric accounts for more than half of the company’s revenue in the U.S., the shade and marine categories are “gaining in numbers significantly.”

Tombuelt notes that the key ingredient remains the company’s 100% solution-dyed acrylic fabrics. Solution dying, a process in which the fiber is dyed before it is spun into yarn, gives the fabric superior fade resistance because the color penetrates through the fiber, not just the surface. Such properties also allow it to repel water, dirt, mold, mildew, and just about anything else Mother Nature throws its way.

“Our 10-year warranty validates the confidence we have in our fabric,” Tombuelt says. “The only fiber we weave is solutiondyed acrylic because it is simply the best fiber to withstand the elements for years to come.”

WHERE IT ALL COMES TOGETHER.

For five generations our life’s calling has been in the details. We’re obsessed with every stitch and each little moment. Thread by Thread we’re perfecting the art of outdoor living.

Experience how it all comes together in our new permanent AmericasMart Atlanta showroom.

VISIT OUR PERMANENT SHOWROOM BUILDING 1, FLOOR 3 SUITE D 23-25

NEW PRODUCTS APLENTY

Throughout the pandemic and beyond, the company didn’t take its foot off the product development accelerator, despite a variety of supply chain woes and an unorthodox ordering cycle that saw much of the outdoor furniture category’s seasonality disappear. It continued to unveil 120 to 150 fabric SKUs every season, and is doing so again at July’s Casual Market in Atlanta, where the Coast to Coast line is debuting.

Tombuelt says the company essentially had no choice but to keep developing new fabrics because retailers expect manufacturers to have new products every year—and manufacturers expect the same from their fabric suppliers.

“Since the pandemic, we’ve noticed a change in the ordering cycle; however, it’s hard for us to really have a handle on it because of the reported (high) inventory levels we hear about from manufacturers and retailers,” he says. “But Outdura will have an amazing design line that our customers will see starting in July in Atlanta.”

He says the new line will continue to emphasize what he calls Outdura white, which he says “is truly the whitest white in the industry.” He adds, “Textured whites and neutrals are a great body cloth, and blues continue to be strong. We’re hoping with this year’s introductions that greens may emerge as a strong color.”

He notes that customers currently are more interested in warmer tones and less interested in the cool gray colors that have been popular for several years. He adds that the company is seeing more interest in rich, dark coffee and cognac colors mixed with navy, peacock blue, black, and creamy neutrals.

“Cooler palettes have their place, but the trend is definitely moving toward light browns and neutral colors,” Tombuelt says. “You’ll see some amazing chunky textures in our new line, and a fabric called Fantasy that will be a fascinating pattern to study with its abstract underwater features.”

ATLANTA DEBUT

The new fabrics will be shown in the company’s firstever permanent showroom—a move that coincided with the relocation of the Casual Market to AmericasMart in Atlanta. Tombuelt says the permanent showroom, which will be open year-round, is aimed at raising Outdura’s profile in the marketplace and further building relationships with newer and longtime customers.

“With the showroom being open daily, we expect to increase our service for buyers and designers alike to visit whenever needed,” he says. “We will have a wide range of fabrics for them to utilize, including selections from our Ovation col-

lections, along with Modern Textures and our most recent Design Line collection.”

In addition to allowing the company to work more closely with its customers, the permanent location can be the site of educational seminars and other events, he explains. “Being a part of the permanent showroom floors in Atlanta … expressed our commitment to being a part of a community,” Tombuelt says. “We all understand the benefits and also are stakeholders in the success of the move.”

The investment of a permanent showroom in Atlanta is all part of Outdura's mission to be as close as possible to the needs of their customers, and to stay on top of the trends and changes that impact the outdoor industry. "Being alongside our customers and showing that we're supporting them in their efforts in this industry is paramount to building our relationships," says Tombuelt.

The historic mill in Hudson, which is listed on the National Register of Historic Places, spans about 170,000 square feet and is home to more than 70 employees. Parent company Sattler AG, which acquired the Out dura brand in 2011, is based in Graz, Austria, and is the largest supplier of solution-dyed acrylic in Europe and the second largest in the world. Sattler was founded in 1875 and has more than 700 employees worldwide.

Why Rock Run

RED-HOTINVENTORS

Miles Industries is celebrated throughout the hearth industry for breaking new ground with novel products and technologies.

BY MAURA KELLER

THE HEARTH INDUSTRY HAS SEEN PLENTY OF GROWTH

and innovation throughout its history, and at the center of this innovation is Miles Industries, the manufacturer of the much-celebrated Valor Fireplaces (North Vancouver, British Columbia).

According to Paul Miles, president and director of sales at Valor Fireplaces, in 1977, Gary and Barbara Miles established Miles Industries and began distributing Valor radiant gas fireplaces in Canada.

“They saw a unique opportunity for efficient gas inserts in a largely wood fireplace market,” Miles says. “Their son, Martin Miles, eventually joined them, and in 1984, Miles Industries took over the manufacture and distribution of Valor radiant gas fireplaces across Canada and soon after, the United States.”

During its almost 50-year history, Miles Industries has seen a wealth of changes and innovations within the hearth industry, including many of its own innovations making an impact on the industry’s growth.

“We have seen many changes, including the HeatShift system we introduced, which is now an industry standard,” Miles says. “HeatShift redirects the convective heat that would normally damage artwork or combustible materials above the fireplace, and lets gravity direct the heat safely behind the wall and back into the room.”

In addition to these types of technological innovations, Miles has also seen gas fireplaces becoming more realistic-looking with stadium burners creating articulated flames and an attention to hyperrealistic log design. Of course, with decades of experience and innovations, Miles Industries has introduced many products that have become favorites among consumers, while also setting a precedent among others in the hearth industry.

As Miles explains, since 1991 when Miles Industries introduced the company’s Legend G3 Insert fireplace, the G3 has been one of the company’s most popular products, particularly now that it has been updated to a V-Class burner with better flame presentation and new logs, including birch, driftwood, and traditional logs. “As well, our linear

TOP: Valor LT1 Gas Fireplace

BOTTOM: Valor H6 Fireplace

fireplaces have remained popular and also feature an improved V-Class burner with new logs and fuller flames,” Miles says.

This spring, the company is offering the LT1, a linear fireplace similar in size to its smallest linear fireplace, but taller. “The LT1, like nearly all our products, features the V-Class burner and new log sets with a bigger, more radiant fire,” Miles says.

Of course, having its finger on the proverbial pulse of consumers’ interests within the industry has been vital to Miles Industries’ long-standing success.

The team at Miles Industries has seen a movement toward realistic electric fireplaces as more and more homeowners live where gas is not available or choose electric over gas for environmental reasons.

“As environmental issues move to the fore, we want to make sure that we have the most energyefficient fireplaces possible, while maintaining a competitively designed product,” Miles says. “We may see a move away from the decorative class of gas fireplaces to highly efficient gas fireplaces,

continued on page 96

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The Valor G3 gas and GE3 electric inserts are nearly

Feel the ENERGY

A fresh array of outdoor offerings and the Atlanta debut make this an exciting time for Lloyd Flanders.

BY LAURIE RUDD

EXCITING OUTLOOK

Despite current challenges from inflation to weather concerns, Echols sees the outlook for the category as being positive. He recognizes the changes in sales practices occurring. “Inventory management will lay the groundwork for reverting back to the sales practice of obtaining the exact product wanted in a timelier manner,” Echols explains. “In recent years, retailers and consumers were taking what they could get; now with the return of shorter lead times, inventory will be managed differently.”

FOR WELL OVER A CENTURY, LLOYD FLANDERS

HAS BEEN AN ICON OF OUTDOOR LIVING and firmly established at the heart of the growth and excitement found in the casual category. From new collections and categories to showrooms and sales tools, the word “excitement” sums up what’s happening at the company that is not without past challenges, but is ready to embrace the future.

“I think these are interesting, yet exciting times going forward,” says Bryan Echols, senior vice president—sales and marketing. “In our discussions, excitement is a word that keeps coming up and relates to so much that we are doing. On the retail end, the outlook is robust and that is exciting. Our management team and everybody at Lloyd Flanders has gelled together through tough times and from that, we have developed a plan. We are anxious to start showing folks what is going on inside.”

TOP: Southport Modular Seating

BOTTOM: Summit Dining

“We actually have our lead times down to pre-COVID levels,” Echols adds. “We have had such robust sales that the work force was increased 25%, allowing us to reduce lead times. There still are some supply chain challenges, but with our customers seeing a fourweek delivery, they are once again placing special orders. Our outlook is for a nice early season, and I don’t see that changing.”

EXCITING DESIGN

An interest in traditional styling, colorations, and designs has historically defined the typical Lloyd Flanders customer, but factors are modifying this. Through the agility offered via its domestic manufacturing and its growing capabilities to deliver popular colorations and design styles, the customer base is expanding beyond the historical perception. “Our ability to react to transitional requests has opened us to a much wider audience, including design and contract customers,”

Echols says. “Today, we are hard pressed to limit what our typical customer is as we have expanded beyond traditional styles.”

This season, Lloyd Flanders will also expand collections introduced during the pandemic along with releasing two original collections, The Summit and The Frontier. “Due to being without shows (during COVID), we really didn’t feel that the designs from the last two seasons got a chance to breathe,” Echols says. “We will have these on display this season along with the two brand-new collections. Our designers have worked to create continuity with the prior season’s looks.”

While Lloyd Flanders has always had relationships with outside designers on projects, the majority of its designs are the product of an in-house staff. For this season, they are introducing new looks by exposing more of the aluminum frames and using the strength of color. The overall inspiration is clean, yet colorful.

“We will always have traditional products, but those lines are being expanded, especially with color,” Echols says. “With the new show and the larger showroom, now is the time to exhibit our 20 different frame finishes on the loom products including silver and gold metallics. We actually worked months on a metallic fleck finish that has sheen along with the required durability.”

The Summit collection has transitional frame styles with finishes that now also continued on page 96

Glorious Griddles

Demand is growing furiously for flat-top grills like the durable Le Griddle.

BY CHERISE FORNO

SINCE CGPRODUCTS (SPRING, TEXAS)

partnered with Rémy Lampaert, the founder and president of Le Griddle, the product has continued to gain popularity and now has several iterations. Jeff Cunningham, owner of CGProducts, vividly remembers how the partnership began when Lampaert contacted him about a new product he had developed with the help of his friend who worked with him in the aeronautics field. Lampaert said he would travel from France to the United States to show him a prototype of the griddle.

“The secret is that the surface is stainless steel, but the subsurface is cast iron,” Cunningham says. He explains that Lampaert had learned that many Americans preferred cooking on stainless steel instead of cast iron, but he knew he needed a durable cooking surface to develop a high-quality griddle.

“Rémy knew that just putting a burner underneath the sheet of stainless steel would create rings of heat where you can actually see where the burner is located, so you would have hot spots and cool spots, making it difficult to cook on because it wouldn’t have an even temperature,” Cunningham says.

So Lampaert developed a bonding agent to attach cast iron to a surface made of 304 stainless steel. He then arranged a meeting with Cunningham, who says Lampaert showed him a 4” square prototype that made an impression on him. “Rémy told a very compelling story, and it sounded like a really good opportunity for us,” Cunningham says. “The response to this

product was very, very good.”

The combination of 304 stainless steel with cast iron created a durable griddle that has even heat distribution. The cast-iron plate absorbs heat then transfers it to the stainless-steel cooking surface, so heat can be perfectly spread throughout the cooking area. “Thanks to the double-plate system, there is no discoloration of the stainless steel,” Lampaert says. “Le Griddle is the only stainless steel griddle to retain its original silver color, and it can be cleaned without chemicals in a few minutes.”

Lampaert made trips to the U.S. during the next few years, joining with CGProducts’ sales team to meet with dealers and demonstrate Le Griddle. It was important to show how Le Griddle could cook a variety of food that even the most novice chef can make, and it is easy to clean and maintain.

“People were amazed at how evenly it cooked because of the secret of binding cast iron to stainless steel,” Cunningham says. “Rémy demonstrated not only what you can cook on it, but how easy it is to clean. People were just blown away.”

FROM WEE TO GRAND

After introducing the two-burner Ranch Hand, Le Griddle sought customer and dealer feedback and learned that there was a demand for a small griddle, so a single-burner model was created. The name “Wee” was given to this 16” griddle with 9,000 BTU. This model can be gas or electric, and freestanding or built-in. “We were all excited about it,” Cunningham says. “We fired it up, and it worked so well.”

People soon wanted a larger griddle, so the Big Texan, which is a 41” threeburner griddle, was introduced. Although Cunningham was hesitant at first about the large size of the Big Texan, it is now the second most popular Le Griddle product. “It’s just incredible, and it’s catching up to the twoburner model,” he says. “Its sales have continued to rise.”

The Ranch Hand is the most popular model, but Le Griddle recently released its largest model, the Grand Texan. The four-burner, 60” griddle has 36,000 BTU. The griddles can be mounted three ways: tabletop, builtin, and freestanding with a cart. “We just came out with the Grand Texan,

TOP: Le Griddle’s cooking surface consists of a stainless steel top layer over a cast iron subsurface that evenly distributes heat.

BOTTOM: Le Griddle’s single 16” tabletop griddle offers convenience and efficiency to chefs of all skill levels.

and that is one big thing,” Cunningham says. “It really can cook anything.”

Cunningham predicts that the demand for Le Griddle will keep growing, and CGProducts is committed to investing in the company. Over a year ago, CGProducts became the exclusive U.S. supplier for Le Griddle, and with the consistent growth of the product in the country, they are making plans to move production to the United States.

“Since the time that we first met with Rémy about seven years ago, the category of cooking on a griddle outdoors has just really blown up,” Cunningham says. “It’s just by the grace of God that we were in the right place at the right time.”

GRIDDLE GROWTH

Other companies have helped popularize this trend, but Le Griddle stands out because of its high-quality construction and superior cooking results. Cunningham notes that large manufacturers often introduce people to cooking on a griddle outdoors, but when their product doesn’t last, customers look for better quality and find Le Griddle.

He notes that this pattern is similar to what happened when gas grills first became popular. People were convinced to make the move from charcoal to gas because of low price tags on lower-quality grills. Once they enjoyed cooking with gas, they sought out high-performance gas grills built to last, such as CGProducts, which was a pioneer of selling gas grills with its Renaissance Cooking Systems brand.

“People said, ‘I want to own a gas grill, but I’m going to buy a high-quality one that I don’t have to keep fixing and putting money into, and that’s where the upper-level gas grills and premium brands like Renaissance Cooking Systems came in,” he says. “I see that same scenario playing out with Le Griddle.”

People might purchase a porcelain-coated griddle, but eventually move to Le Griddle, which perfectly mastered

Lampaert’s internationally patented doubleplate technology and offers a lifetime warranty.

Le Griddle products are now being tested to become NSF certified, which greatly expands the company’s possible customer base to include restaurants, hotels, food trucks, and more. “This NSF certification will almost double the opportunity we have to sell,” Cunningham says.

FROM GAS TO GRIDDLE

Cunningham explains how his own view of griddles and cooking has changed because of Le Griddle. “I was raised around gas grills, and I thought no matter what you’re cooking, if it’s not charred, it’s not worth eating,” he says. “Getting involved with this product has changed my attitude quite a bit.”

He says cooking a cheeseburger on a gas grill requires close supervision because of the possibility of flare-ups. There is also flavor lost through the grates—or an entire food item

may slip through, whereas with Le Griddle all the juicy flavor is kept and the heat is evenly distributed. Now, Cunningham thinks of Le Griddle as ideal for cooking a variety of food such as fajitas, eggs, paninis, and pancakes.

“It’s got breakfast written all over it, but it’s not just for breakfast,” he says. “It’s literally for anything you can think of that you can cook on a grill and so much more. It’s much more difficult to burn something on a griddle.”

Recipes, demonstrations, and cleaning videos can be found at LeGriddleUs.com, where Lampaert shows the versatility and convenience that has people increasingly gravitating to Le Griddle. Cunningham notes that CGProducts will continue to work to expand Le Griddle’s presence in the country. “We serve the entire United States, and our sales keep going up,” he says. “Outdoor cooking on a griddle is definitely the fastest growing category in the backyard today.”

This double-burner Ranch Hand griddle can be mounted three ways: tabletop, built-in, and freestanding with a cart.

LEADING THE WAY

New HPBA CEO Jill McClure has a visionary eye toward making the industry better and brighter than ever.

BY KRISTEN CARD

helped its member companies navigate the continuing repercussions of the pandemic, including PPP loans, hiring and retention issues, supply chain breakdowns, and the transition to a mostly e-commerce experience. By providing value to members and carefully managing revenue, the organization thrived financially at a time when many similar associations experienced huge losses.

McClure’s new job at HPBA, which started a few months ago, has her assuming the association’s leadership from Jack Goldman, who served HPBA for 22 years, 16 as president and CEO. While Goldman will be greatly missed, members seem ready for some stirring of the proverbial embers to get the HPBA fire burning brightly once again.

JILL MCCLURE, CAE (CERTIFIED ASSOCIATION EXECUTIVE), IS AT HER INAUGURAL HPBEXPO

in Louisville, Kentucky, and despite the chilly weather, she is aglow. McClure, the new president and CEO of the event’s namesake—the Hearth, Patio & Barbecue Association (HPBA)—has given a few presentations, been delighted by the size of the opening crowd, tasted some barbecue, walked a million steps, shaken a thousand hands, shopped for some gas logs for the two fireplaces in her new Virginia home, and secured a foosball table for her two kids.

“The people are kind, the products are cool, I’m learning a lot, and everyone has been wonderfully welcoming,” McClure says. “What’s not to love?”

Indeed. McClure definitely seems well-suited to her new position. Her résumé illustrates a visionary approach, a diverse skillset, a stalwart resourcefulness, a teacher’s heart, a knack for innovation, and an entrepreneurial understanding and depth in association management.

McClure’s last gig was as CEO of a national trade association for home appliance and furniture lease-purchase retailers. In McClure’s five years there, the association’s operations were modernized and streamlined, financial stability was reestablished, a strategic plan for long-term sustainability was implemented, state affiliates were bolstered, and broader industry representation was notably improved.

The crowning achievement of McClure’s last stint may be the association’s agile and rapid response to the COVID-19 crisis. The organization not only helped establish its member businesses as “essential,” but also

McClure is a woman with a plan— possibly several. She outlined for the HPBA Board of Directors her initial five months of the transition into the association’s leadership position, divided roughly into thirds: her first 50, 100, and 150 days.

FIRST 50 –TAKING ON THE ROLE

McClure spent her first 50 days at HPBA being introduced to the people, the association, and the industry. “Jack and I had regular conversations to walk through an orientation outline he put together,” she says. “I’ve learned about the history of the organization and the history of the decisions that have been made, to better understand where we are now.”

McClure participated in meetings of the HPB Education Foundation and the HPBA Canada boards, as well as section and committee meetings. She has also spent one-on-one time with members of the HPBA Board of Directors and staff.

Additionally, McClure and her team conducted a culture benchmark, and she has been reviewing the tools

and resources HPBA uses, seeking to ensure all processes and technologies are the right ones for the job. And she participated in her first HPBExpo.

FIRST 100 –LISTENING & LEARNING

McClure refers to the next 50 days as “HPBA Immersion”—attending more scheduled section and committee meetings, arranging some roundtable sessions on targeted topics, and holding listening sessions with various groups, like retail members, manufacturing members, and affiliates leaders.

“Listening to all the various stakeholders helps me understand the different perspectives, how HPBA currently meets their needs and how we may need to change,” McClure says.

FIRST 150 –ANALYZING & ACTING

McClure will do deeper informational dives as necessary, analyze her findings, and make initial operational changes. She inherited an initial framework for an HPBA Strategic Planning Initiative, which she and the association’s Board of Directors will build out, then McClure and her team will create and execute an implementation plan for it. The Board of Directors’ role will be critical in helping champion necessary changes with the membership.

McClure also articulated to her Board of Directors what she sees as her “leadership approach” for HPBA—her purpose and ultimate aim: Advancing HPBA as a modern organization that solves business issues and prepares members for the future.

“We must embrace modern technologies, management practices, and culture to succeed,” McClure says. “For example, HPBA has been a distributed team for years, with staff across the country from California to D.C., but

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TOP: Jill McClure

The Need For Fire

Exceptional performance and the latest EPA compliance heats up demand for this company’s hearth lineup.

BY KIMBERLY RODGERS

CONSUMER DEMAND REMAINS STRONG FOR WOOD-BURNING STOVES AND FIREPLACES AS GAS, OIL,

and electricity prices continue to increase. Along with a solid base of consumers upgrading their stoves to more efficient models, many new homeowners are entering the market to use solid fuel appliances as their primary and backup heat source. This makes Cory Iverson, vice president of sales and marketing at Pacific Energy Fireplace Products Ltd., optimistic about the long-term health of the industry.

“My opinion is that wood-burning appliances have a very solid footing in the future. Current emission levels are a fraction of the past and are essentially carbon neutral,” Iverson says. “Wood remains one of the most cost-effective forms of heating. It keeps the consumer off the grid and is always dependable.”

Founded in 1978 by Paul Erickson and highly regarded for over four decades as a leading and respected manufacturer of wood stoves, inserts, and fireplaces throughout North America, Pacific Energy (Duncan, British Columbia) also offers an array of gas-fueled options. On the solid fuel side of the business, the company offers a wide variety of catalytic-free products that are EPA-certified to 2020 compliance requirements (a maximum 2.0 grams of particulate per hour regulation).

From the very start, Pacific Energy has focused on the concept of environmental responsibility, which has been an integral part of its product development. In the 1980s, the company perfected the secondary burn catalytic-free system and became a recognized leader in clean burn technology. To meet the stringent 2020 environmental standards for an optimum clean burn, the company brings its superior catalyticfree technology now available in all wood stoves and inserts.

“Our goal is to build the best performing, “easy-to-use” appliances which offer consistent performance and exceed the demands of the current regulatory environment,” Iverson says. “Where there is a challenge, there is also an opportunity and we are developing new technologies that will help us comply with regulation and maintain our legendary performance.” Indeed, the entire lineup of Pacific Energy’s stoves meet 2020 EPA certifications. This includes products in traditional and contemporary designs in steel and cast iron, with heating capacity for small, medium, and large spaces.

Pacific Energy’s Super Series firebox has been a strong seller for 25 years and overall one of the company’s bestselling solid fuel appliances in the market. This concept has been expanded to include the Summit, Vista, and Neo fireboxes, which have also seen great success. “During COVID, we did our best to keep key products supplied and we are looking forward to bringing

out our entire catalog back online,” Iverson says. He notes that Pacific Energy is constantly developing new technologies that will increase product efficiency and minimize emissions without impacting overall performance or usability. With any manufacturer of wood-burning appliances, governmental regulations and compliance present obstacles that can be difficult to mount. Iverson says the industry is working hard to make sense out of the current data with Pacific Energy participating in many ways.

“Compliance is resource intensive yet, at the same time, it is nice to see some of the loopholes being closed. Hopefully, the current regulatory situation will settle down and we can get back our more strategic development.”

He adds that Pacific Energy’s goal is to have its research and development ahead of the curve on solid fuel regulation at all times. “For example, we were one of the few companies that had completed full testing and inventory conversion for the EPA 2020 certification requirements.”

PIONEERING TECHNOLOGIES

Pacific Energy has brought a number of innovative technologies for wood-burning appliances, such as: the first effective air wash manifold system, which helps keeps the surface glass clean; baffle system to improve a stove’s environmental performance; cast-iron stoves to maximize heat efficiency; extended burn technology for a clear,

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LEFT: Super Classic LE Pacific in teal

PATENT PENDING. 76%

Atlanta ROCKS

BY CAROL DAUS PHOTOGRAPHY BY TONY RAMOS

ON JULY 10-13, ENTHUSIASTIC CROWDS GATHERED AT THE INAUGURAL CASUAL MARKET ATLANTA AT AMERICASMART.

This year’s show was a huge success as specialty retailers, designers, and hospitality buyers viewed products and observed trend directions. Manufacturers reported a steady stream of visitors who were able to explore six floors of showrooms and exhibits under one roof. The show revealed a growing interest in fashion-forward outdoor furniture and accessories as consumers continue to purchase products that transform their outdoor spaces into resort-like settings.

The exhibitors pictured here are some of the industry’s strongest ambassadors. Patio & Hearth Products Report salutes them for making this year’s first Casual Market Atlanta a huge success.

Outdoor GreatRoom Company David Shimek and Joey Shimek

NorthCape Tom Murray

Kingsley Bate Brian Blakeney and Clay Kingsley

Jensen Outdoor

From left: Eric Parsons, Hlodver Olafsson, and Phillip Crowe

C.R. Plastic Products Meaghan Robinson

Berlin Gardens Johnny Mullet and Molly Lotut

ICFA Jackie Hirschhaut and Michele Morris

EMU

From left: Hap Almy, Maddalena Ragusin, and Dan Cordova

Agio Mike Gaylord and Doug Peppler

Telescope Casual Team Telescope Casual

Seaside Casual Kate Carret

Bernhardt Exteriors Heather Eidenmiller and Matt Wiley

Summer Classics Harold Hudson

Tempo Leisure Norman Shapiro and Mary Kate Baker

Country Lane Gazebos Mikaya Waite and Pete King

Patio Renaissance

From left: Albert Lord, Becky Martin, and Mark Gorr

Alfresco Home Joseph Cilio

Lloyd Flanders From left: Bryan Echols, Jess Flanders, Warren Juliano, and Nathan Linsmeier

Pacific Casual Jay Weber

Outdura

From left: Ulrich Tombuelt, Teresa Buelin, and Chris Caldwell

Woodard Furniture

From left: Perry Solomon, James Goff, Belinda Lavender, and Bill Herren

Gensun

From left: Sherry Cai, Laurie Liu, Lisa Zhou, and Gray Dobbins

Three Birds Casual

From left: Telly Varga, Tad Varga, Victor Lewis, and James Lewis

Treasure Garden Benjamin Ma and Margaret Chang

Sunbelievable Team Sunbelievable

Ratana Godfrey Leung and David Leung

Tempotest

From left: Daniel Byrd, Tim Niehaus, Zachary Bryant, and John Tavano

Windward Design Group Charlie Emmons and Rachel Peace

SunVilla

From left: Christy Peterson, Matt Weis, and Corey Lee

Sunbrella Tom Notaro and David Swers

The Hammock Source Walter Perkins III and Todd Nifong

POLYWOOD Megan Pierson and Lindsay Schleis

It is a challenge to re-design perfection. Nonetheless, our Italian designers have taken the original Ronda, created in 1997, and perfected it to the Ronda 2.0. The innovative one-piece design for the seat and back follows the curves of the body to amplify support and comfort. A newly designed mesh makes this collection practical and strong, yet lightweight enough to stack. Made using the same patented e-coated steel process as the original, Ronda 2.0 is durable and perfect for any patio. This collection consists of a sidechair, armchair and barstool.

70 years of manufacturing experience in outdoor furniture. “Made in Italy” at its best.

Ronda 2.0 Collection by Centro Ricerche EMU

WHAT’S NEW

Bubble

The Bubble is a contemporary woodburning fire bowl that brings its stylish originality to any outdoor space. Its open fire provides the perfect centerpiece to extend long summer nights or take the chill off autumn evenings. The brazier’s simplicity and sophistication—a hallmark of Focus design—as well as its performance, make it suitable for a wide range of exterior settings, from gardens to roof terraces to patios. Contact: (781) 324-8383 or www.europeanhome.com

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American Fyre Designs’ Milan Outdoor Fireplace

The Milan Front View Linear Fireplace by American Fyre Designs offers contemporary styling and dramatic outdoor design opportunities. Available in a 44” low version and a 5’ high tall model and in all AFD finishes, the Milan Fireplace highlights dancing flames in a wide variety of media options. The Milan is available with a manual flame sensing control system or a FyreStarter electronic ignition featuring the convenience of Bluetooth control from a smartphone. Contact: (800) 332-3973 or www.americanfyredesigns.com

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Phifertex Stripes

Phifer’s collection of Phifertex Stripes offers a broad range of designs with colorful bands and stripes of texture. The fabric’s unparalleled strength is ideal for areas accustomed to inclement weather. Phifertex fabrics are UV and fade resistant and infused with built-in Microban antimicrobial protection for an added level of defense against damaging bacteria, mold, and mildew. Pictured is one of the newest stock additions, Dakota Stripe Blueprint. Contact: (800) 221-5497 or www.phifer.com

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The Preveli Collection

The Preveli collection offers a casual yet sophisticated European touch that can be enjoyed from the comforts of your backyard. Preveli features a rich look using a unique blend of materials, creating a luxurious aesthetic without sacrificing comfort that will be enjoyed with friends and family. Preveli uses aluminum frames with a scratch-resistant finish as well as tabletops made of HPL (high pressure laminate) that are also very durable and scratch resistant. Preveli also incorporates a durable all-weather woven rope material that will maintain this beautiful look for years of enjoyment. Contact: (866) 690-5673 or www.patiorenaissance.com

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Side Kick Grill Cart

Rock Run Cabinetry’s economy grill cart comes flat-packed and ready to assemble. The grill cart will accept most major ceramic grill brands. Contact: (260) 593-1740 or www.rockruncabinetry.com

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Skyway Sling

With a focus on timeless design, the Skyway Sling Dining collection embodies a harmonious blend of classic and contemporary elements. The sleek lines, graceful curves, and refined details exude sophistication, making a bold statement in any outdoor setting. Handcrafted in the USA with exceptional quality and designed for durability, Windward’s furniture is built to withstand the rigors of outdoor use while maintaining its impeccable style and elegance. Contact: (941) 213-5869 or www.windwarddesigngroup.com

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PRODUCTS

Lodge Deep Seating Collection

Embrace the nostalgia of simpler times with Lodge by Castelle. The timeless cushion

seating collection brings the rustic feel of a classic cottage from long ago to today’s outdoor spaces. Its rustic details are perfectly balanced with a modern slatted design for effortless casual style. Lodge features a cast aluminum ladder back with comfortable flared armrests that are hand finished to resemble natural wood, and plush cushions constructed for next-level relaxation. Contact: (855) 612-9800 or www.castellefurniture.com.

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Renaissance Cooking Systems CGProducts

“Made in America” is what your customers deserve in their grill. The new American Renaissance Grills are made of high-quality materials, packed with features, and yet still offer great value for your customers (and a terrific margin for you). Contact: (800) 833-5998 or www.rcsgasgrills.com.

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EverTeak Party Bar

Alfresco Home introduces the EverTeak Party Bar—a stylish and functional piece for entertaining friends and family. The EverTeak material is an innovative engineered polymer that looks and feels like real wood and is recyclable. Coloration is all the way through, and the material is manufactured with UV inhibitors. The tabletop is made from Sintered Stone imported from Spain. The Party Bar comes in two maintenance-free colors—a light mineral hue and a darker alpaca. Alfresco Home’s annual Dealer Showcase Experience near Philadelphia is open and accepting appointments. Contact: (610) 705-8808, email sales@alfrescohome.com, or go to www.alfrescohome.com.

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Outdoor Dining Collection by C.R. Plastic Products

Create unforgettable moments with this outdoor dining set, made from 100% recycled plastic. Perfect for dining or a casual get-together, this dining-height table set will bring your family and friends together! Stylish and durable, this furniture is designed to withstand the outdoor elements. The Swivel Dining Arm Chairs effortlessly rotate 360°, adding fun to your outdoor living space, and fit easily under the 40” tabletop. Contact: (800) 490-1283 or www.crpproducts.com.

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Domofocus

The Domofocus’ smaller size boasts a larger hearth opening, 9 ¼” high to the Gyrofocus’ 8”, for a better view of the hypnotic allure of a woodburning fire. The shape and versatility of this contemporary fireplace not only makes it an efficient source of heat but also a showpiece and work of art. Contact: (781) 324-8383 or www.europeanhome.com.

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Louisiana Grills Founders Legacy 1200

The Founders Series Legacy 1200 by Louisiana Grills is designed to raise the standard of your backyard culinary experience. This wood pellet grill blends an upscale design with advanced features. Utilizing the Louisiana Grills’ patented Pressurized Cooking System, the Founders Series features a best-in-class rear exhaust output to evenly circulate heat and smoke for consistently flawless results. It’s also outfitted with a 180° to 600°F temperature range, 8-in-1 cooking versatility, and Flame Broiler lever. Contact: (877) 303-3134 or www.dansons.com.

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HPC Fire Acquires Galaxy Outdoor, Expanding National Footprint and Enhancing Outdoor Living Offerings

IN A STRATEGIC MOVE AIMED AT STRENGTHENING ITS POSITION

as a market-leading outdoor fire and living company, HPC has announced the acquisition of Galaxy Outdoor LLC, on July 1, 2023. Galaxy is a renowned manufacturer of outdoor kitchens based in Las Vegas. With this acquisition, HPC gains a national footprint, combining its existing operations on the East Coast with new operations on the West Coast. The Galaxy name will be absorbed under the HPC family of brands.

The acquisition of Galaxy marks a significant milestone for HPC Fire, enabling the company to provide enhanced customer experiences with quick delivery services throughout the United States. By expanding its operations to the West Coast, HPC aims to better serve its customers across the

country while further solidifying its position as an industry leader.

One of the key benefits of this acquisition is the synergy it creates between HPC’s outdoor dining segment and Galaxy Outdoor’s expertise in manufacturing custom and standard kitchen islands. This new addition to

the HPC Fire Inspired product portfolio complements the company’s existing range of pizza ovens and smokers, enabling them to offer a comprehensive selection of outdoor kitchen solutions to their network of dealers around the world.

“We are thrilled to welcome Galaxy Outdoor into the HPC family,” says Sean Steimle, CEO of HPC Fire Inspired. “This acquisition not only expands our operational capabilities but also strengthens our commitment to providing top-quality outdoor living products to our customers nationwide. With the addition of Galaxy Outdoor’s expertise, we can now offer a wide range of standard and custom outdoor kitchen islands, enhancing the overall outdoor living experience for our customers.”

The acquisition of Galaxy Outdoor aligns with the HPC Fire Inspired growth strategy, focused on expanding its presence in the outdoor living market. By combining resources and expertise, the HPC and Galaxy Outdoor teams are poised to deliver innovative and high-quality outdoor products, meeting the evolving needs of customers seeking to create exceptional outdoor living spaces.

HPC and Galaxy Outdoor are excited about the opportunities this acquisition presents and look forward to leveraging their combined strengths to provide an unparalleled selection of outdoor living solutions. With a national footprint and an expanded product portfolio, HPC is well positioned to lead the market and deliver exceptional customer experiences across the world.

Louisiana Grills Black Label 4Series Vertical Smoker

The Louisiana Grills Black Label 4-Series Vertical Smoker boldly reimagines wood pellet smoking with an upscale design and premium technology upgrades. Featuring 1,077 square inches of total cooking area, four adjustable cooking racks, two fully programmable meat probes, and the Louisiana Grills best-in-class five-year warranty, the Black Label Vertical Smoker is designed to raise the standard of your backyard culinary experience. Contact: (877) 303-3134 or www.dansons.com.

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Wildfire Outdoor Living

Wildfire Outdoor Living empowers customers to create their dream outdoor kitchen with a full line of equipment. These grills are the only ones in the market with true 304 black stainless steel construction, guaranteeing the use of high-quality materials.

Each product is engineered, designed, and tested in the United States at Wildfire’s home office in Phoenix, Arizona. Wildfire Outdoor Living continually introduces innovative additions, like the New 15” Side Griddle, Black Stainless Steel Cart, and Black Stainless Steel Sleeve for the 24” Fridge. Contact: www.wildfireoutdoorliving.com.

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Blushing the Trend

Pink tones remain widespread, with their soft, sophisticated appeal. Subtle hints of color inject energy and bring a delightful lift to any room. Neutral hues provide a soothing balance when blended with brighter shades, creating an uplifting and refreshing ambiance. Warm neutrals embrace comfort and blend with any style of serenity and balance. Textilene, the original all-weather fabric, is mold and mildew resistant and engineered for UV stability. The Twitchell color library boasts over 1,200 custom pigments, with more than 360 stocked fabrics available on demand. Contact: (800) 633-7550 or www.twitchellcorp.com.

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HALO Versa 16

Outdoor Countertop Gas Pizza Oven

The HALO Versa 16 is a 2022 Retailer’s Choice Award Winner for a reason. Elevate your cooking experience with its patented dual-burner system and 360° rotating stone. Reaching up to a 950°F ambient temperature and a stone temperature range from 650°F to 750°F, the Versa 16 can cook a 16” pizza in less than five minutes. Call (630) 241-0506 or email sales@fandcdistributors.com for more information.

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Leeward Cushion Premier Swivel

Rock your way into 2024 with the new Leeward MGP Cushion Premier Swivel Rocker from Telescope Casual. This Premier swivel is just that, a step above all others. Constructed with a Leeward MGP Frame, this new design features ultra-plush side cushions to give you that “never want to leave” type of comfort! Contact: (518) 642-1100 or www.telescopecasual.com.

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Heat & Glo 6K/8K Series Fireplaces

Customers come home to the perfect fire in a remarkable balance of flame, glow, and ambiance. The 6K/8K Series offers the look and feel of a traditional fire but with cutting-edge voice control and heat management. And they match any design aesthetic—traditional, transitional, or modern—with a choice of trend-ahead front styles, interiors of brick or black glass, and handcrafted logs. New mantels, shelves, and stone options finish the look. Contact: www.heatnglo.com.

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Dune Sling Four-Position Lay-Flat Chaise

New for 2024 is the Dune Sling Four-Position LayFlat Chaise. This sleek and modern MGP chaise design is perfect for both patios and pools! A durable MGP frame and an internal reclining ratchet system makes it strong but beautiful in any application. Available in eight MGP frame colors and 82 outdoor quality commercial-grade sling fabrics—only from Telescope Casual! Contact: (518) 642-1100 or www.telescopecasual.com.

Circle Reader Service No. 119

White Onyx Beacon Round Gas Fire Pit Table

Experience a modern twist on a classic design with the Beacon Gas Fire Pit Table. The table’s unique White Onyx Supercast concrete top rests upon a durable powder-coated steel base, creating a stunning aesthetic. Relax and enjoy the warm and inviting ambiance that the Beacon Gas Fire Pit Table creates in your outdoor space. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Geometric Texture

Phifertex Wicker Weaves

Phifertex Wicker Weaves outdoor fabric is designed to mimic the look of natural wood, rattan, or wicker. Made from vinyl-coated polyester, this slingable fabric is durable, and fade and stain resistant. Phifer’s Wicker Weaves collection offers over 60 fabric options, including the four industry-new matte finish fabrics. Replace your dull, sagging, or torn sling furniture fabric with one of these wicker weaves to take your outdoor design to the next level. Contact: (800) 221-5497 or www.phifer.com.

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Avery Collection

Patio Renaissance’s Avery collection combines clean, modern lines with the functionality of worry-free materials. Avery draws its inspiration from the vibrant culture of modern Europe through an American sensibility that translates into a focus on function and comfort. Avery will be enjoyed for years to come entertaining friends and family in the comfort of your own backyard. Contact: (866) 6905673 or www.patiorenaissance.com.

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Consumers seem to be looking for more depth and texture in fabric and patterns. Twitchell designer Nancy Egge says texture and geometric patterns can often be an essential addition to a space. “Using fabric as a design tool is a highly effective way to customize the look of a room,” Egge says. A fresh collection of jacquard fabrics with complex textures and modern shades is always available and ready to ship. Contact: (800) 633-7550 or www.twitchellcorp.com.

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New! POLYWOOD Rectangle 34” X 46” Fire Pit Table

This best-selling fire pit table now comes in a sleek rectangular shape. Always a bright idea for alfresco entertaining, it’s easy to use and requires minimal maintenance. The flames ignite with the push of a button, generating ambient heat and a mesmerizing glow. Complete with safety enhancements and a durable cover, it’s a win for families and shifting seasons. Proudly made in the USA with a 20-year warranty. Contact: (855) 935-5550 or www.polywood.com.

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SUSTAINABLY MADE

Mindfully producedour premium outdoor furniture is made from 100% recycled plastic.

PREMIUM FIT & FINISH

Contoured slats, custom molded arms and radius slats give our chairs the best fit and finish on the market.

Scan code to see the latest products on our website www.crpproducts.com

WEATHER-PROOF

Our durable and heavy furniture withstands all weather conditions ar ound the globe.

Outdura Presents Timbre Peat, Soulmate Charcoal, Wyndham Silver

Outdura by Sattler is bringing out the best of the Ovation 2.3 series, including jacquards, dobbies, stripes, and solids. Among the selection of neutrals are Timbre Peat, Wyndham Silver, and the stripe fittingly named Soulmate Charcoal, a soulful match for many patterns and solids. Outdura’s 100% solution-dyed acrylic fabrics can be seen in the permanent showroom, open daily at AmericasMart, Atlanta Building 1, Floor 3 Suite D23.

Contact: (866) 688-3872 or usa.sattler.com/casual-furniture.

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Interior Aluminum Cabinets

Rock Run’s cabinets are designed for inside use as well as outside. Features such as soft close BLUM guides, adjustable shelving, and adjustable toe kick make these aluminum cabinets popular for interior use. Contact: (260) 593-1740 or www.rockruncabinetry.com.

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Cocktail Table by C.R. Plastic Products

Back by popular demand! Gather with your loved ones around this 32” Round Cocktail Table, a stylish and sustainable addition to your outdoor space. Designed to complement the premium Adirondack chairs, this versatile cocktail table provides the perfect surface for drinks, snacks, and lively conversations. Made from 100% recycled plastic, and available in a wide range of designer colors, this table combines quality, style, and sustainability. Contact: (800) 490-1283 or www.crpproducts.com.

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Sierra

Simple, sturdy, and sleek, Sierra’s large scale and wide stance is designed to be eye-catching and exceptionally roomy. This deep seating and occasional table collection uses NexTeak wood alternative material and can be upholstered in numerous Woodard fabric options. This collection is available in natural and bark. Contact: www.woodard-furniture.com.

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Le Griddle

For tailgating, backyard parties, or meals for the family, Le Griddle is the perfect product for all of your customers’ outdoor cooking needs. Why not join the fastest-growing product category in the outdoor cooking area?

The best outdoor grill isn’t a grill at all! Contact: (800) 833-5998 or www.legriddleus.com.

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Bramshaw Electric Stove

Miles Industries is excited to share British Fires’ Bramshaw electric stoves with its British Fires dealers across North America. This threesided stove comes in three styles— pedestal, log storage, and hanging— and an optional

pipe. The stove comes standard with 120 volt or 240 volt. With its small footprint, versatile design, and electric power, the Bramshaw is sure to be a hit in customers’ homes. Available soon. Contact: (800) 468-2567 or www.valorfireplaces.com.

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New Forest 75”

The New Forest 75” is the newest addition to British Fires’ series of electric fireplaces. Designed with the trend-setter in mind—the 75”wide fire will be the spotlight of large rooms and open-planned settings. It arrives with Signature Logs, patented Air Curtain Technology, and award-winning LED flame effects, which can be used without heating for pennies a day. Install it as fully inset, LH or RH cornered, or three-sided. Contact: (800) 468-2567 or www.britishfires.ca.

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Sunset Point

Alfresco Home introduces the Sunset Point collection. Sunset Point captures the warmth and beauty of the outdoors just like a beautiful sunset. Rich, warm wicker is enhanced by natural teak accents on the arms and feet. The plush cushion and sloped back allow you to sit and enjoy the evening skies. The aluminum frame construction adds strength and durability, yet is elegantly concealed by the handwoven outdoor wicker material. Alfresco Home’s annual Dealer Showcase Experience near Philadelphia is open and accepting appointments. Contact: (610) 705-8808, email sales@alfrescohome.com, or go to www.alfrescohome.com.

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HALO Elite4B Outdoor Gas Griddle with Cart

The HALO Elite4B sets a new bar for outdoor gas griddles. Boasting a unique 4-burner, 8zone system, the Elite4B adapts to your cooking needs. Warm up in 10 minutes, reach a temperature range of 300°F to 750°, and enjoy a 720square-inch inset griddle with wall-to-wall heat distribution with cold spot elimination. Call (630) 241-0506 or email sales@fandcdistributors.com for more information.

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Torpedo Burner

HPC’s Torpedo burner has burned its way to the top of the fire pit market by introducing the tallest and brightest flame available—all while being CSA certified. It creates a bonfire-like atmosphere for the customers who love the camaraderie of gathering around a big fire on a summer evening. The Torpedo burner ultimately presents consumers with more customization of their backyard fire feature. Contact: www.hpcfire.com.

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Bedrock Traditional Driftwood with GlowFire Logs

The first-of-its-kind technology in the open face fireplace integrates the burn tubes inside the actual logs, giving the look and feel of a log on fire. GlowFire Logs are specifically designed to bring more fuel efficiencies to the gas log market by consuming less fuel while still creating a fuller, more robust flame compared to a traditional gas log set. The ceramic log mixture radiates more heat out into the room while also creating less flame impingement, drastically reducing sooting. Contact: (877) 246-9353 or www.grandcanyongaslogs.com.

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Harman P42iTC Pellet Fireplace Insert

The leader in pellet heat brings you the P42i-TC pellet fireplace insert. Experience the engineering excellence of a Harman with the smartest controls, lowest maintenance, and exclusive features. Easily fill the hopper and monitor fuel levels with the large glass lid. Built with the perfect blend of cast iron and steel, the P42i-TC accentuates all home styles while the flame-reactive glass creates an elegant, mirrored look when not burning. Contact: www.harmanstoves.com.

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Cabo San Lucas

The Cabo San Lucas collection pays homage to the beautiful beaches and carefree lifestyle of Cabo San Lucas. The seating series comes all padded with internal reticulated foam for ultimate comfort. The intricate hand-brushed finish is reminiscent of the silky sandy beaches of Cabo. Contact: (866) 919-1881 or www.ratana.com.

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Start enjoying your best OUTDOOR LIFE!

Quality standards are at the core of every Cal Flame Outdoor Kitchen. From the inside out, the quality construction is undeniable. Each BBQ Island begins with a sturdy metal frame constructed from commercial-grade 16-Gauge Galvanized Steel. For added durability and moisture resistance, the island is dressed in a Hardibacker ceramic tile backer board.

center outdoors!

New Fire Magic Electric Grill Series

The new Fire Magic Electric Grill series combines luxury, performance, and durability with innovative sustainable technology to deliver a premium grilling experience outdoors. Available in two sizes, the full-size, 240-volt, built-in unit boasts a large 31”x 16” cooking surface with patented Diamond Sear cooking grids. With a preheat time of less than 15 minutes, this grill is powered by an advanced heat system featuring dual thermostatic control with temperatures up to 700°F. Crafted from 304 stainless steel and a large ceramic glass window, the grill’s sleek touch control panel with Bluetooth technology enables remote control. Available Fall 2023. Contact: (800) 332-3973 or www.firemagicgrills.com.

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Outdura Presents Whisper Earth, Sail Away Tamale, Scoop Brick

Cozy up in your outdoor living space with warm Indian Summer tones included in Outdura by Sattler’s best of the best Ovation 2.3 collection. Whisper Earth, a soft jacquard with colors enhanced by Sail Away Tamale, a rich stripe and grounded with Scoop Brick as a beautiful body cloth. Outdura’s 100% solution-dyed acrylic fabrics can be seen in the permanent showroom, open daily at AmericasMart, Atlanta Building 1, Floor 3 Suite D23. Contact: (866) 688-3872 or usa.sattler.com/casual-furniture.

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PGS A-Series Timer Grills

PGS has used over 40 years of experience to produce an easy-tooperate, safe, functionally elegant, and unparalleled line of grills that provide the outdoor chef with the ultimate performance and durability. The A-Series has aluminum casting, a stainless steel “H” burner, and stainless-steel folding side shelves. It provides a FuelStop One Hour Gas Flow Timer, adding safety with a sense of security for any vacation rental home! Contact: (949) 474-3070 or www.aeicorporation.com.

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Gemuetlichkeit

The Spartherm masonry insert 700” from the “Gemuetlichkeit” (a German word for total coziness and well-being) range is a masterpiece in German engineering and minimal contemporary design. It is also available in a bit smaller size as a 600”. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 0049-15222644162.

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New! POLYWOOD Curveback Adirondack Rocking Chairs

These Adirondack rockers bring you the best in rest and relaxation with curved backrests, sink-in seats, and a gentle rocking motion. Made in the USA with genuine POLYWOOD lumber and backed by a 20-year warranty, these porch-perfect seats will see you through every season. Choose from Nautical, Vineyard, or Modern Adirondack styles in a range of UV-resistant colors. Contact: (855) 935-5550 or www.polywood.com.

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Cannolè

The Cannolè seating system by Anton Cristell and Emanuel Gargano has a fully welded frame made of internally and externally galvanized steel tubes. The seat is formed by a grid of galvanized rods welded onto a rod frame, and customizable padded cushions complete the comfort. The legs are made of tubular steel and e-coated and powder coated for longevity. Cannolè is customizable, thanks to modular elements with multiple compositions that will graciously enhance contemporary, country, and classic outdoor areas. The collection consists of multiple modules, lounge armchair, ottoman, and low tables. Contact: (800) 726-0368 or us.info@emuliving.com.

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Havenwood Collection

Mix and match your perfect fire pit table with the Havenwood Collection. Choose an Everblend Driftwood or Carbon Grey textured top or a concrete-like Pebble top, and pair it with a contemporary Luverne Black, White, or Graphite Grey powder-coated steel base. Half the weight of concrete, outdoor-rated Everblend is a modified concrete and offers a unique, stunning look to your outdoor space. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Gala Deep Seating Collection

Gala by Castelle is a magical blend of contemporary straight lines and hard corners with a graceful wrap-around back. Vertical tubes featured on the back panel support the seat frame as if it were effortlessly floating, bringing an airy lightness to the collection’s refined look. Gala’s durable extruded aluminum frame is built to endure the outdoor elements, while boldly proportioned cushions beckon with a plush seat and pillow back. Contact: (855) 612-9800 or www.castellefurniture.com.

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Cal Flame BBK 830

The Cal Flame BBK 830 outdoor kitchen is the perfect solution for outdoor cooking enthusiasts. This fully equipped kitchen includes a spacious grill with multiple burners, allowing for versatile cooking options. It also features a stainless steel refrigerator, side burner, and outdoor electrical, providing convenience and functionality. The stylish design and durable construction make it a great addition to any backyard or patio. With the Cal Flame BBK 830, you can create delicious meals and entertain guests in style with its extended side bar. Contact: (800) 225-7727 or www.calflamebbq.com.

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Varia 2L-100h

With the Varia 2L- 100 h, Spartherm created an impressive corner solution in kingsize format. The orientation of the longer side of the L-shape can be selected by a left or right version. The long side of the glass is 100-cm long, which is almost 40 inches. This product offers one of the most spectacular fire views in the market. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 0049-15222644162.

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Bramshaw Electric Stove

The Bramshaw LED electric stove is a contemporary square design with panoramic side-viewing windows. Installation can be freestanding or wall mounted. Available with either the sleek pedestal base or log base, which allows space for placing logs inside to complete the authentic look. Operate the stove with a remote or use the control panel, which is discretely placed behind the door. It can be operated with or without heating for year-round, inexpensive use. Contact: (800) 468-2567 or www.britishfires.ca.

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Drum Smoker

The HPC Fire Drum Smoker utilizes vortex technology to evenly smoke and cook food to perfection through patented air circulation methods. The design also maintains very consistent temperatures and consumes wood slower, allowing for up to an 18-hour cook time on a single bag of lump charcoal. Its structure offers the freedom to smoke multiple courses at the same time. All stainless steel construction will keep it running perfectly for years to come! Contact: www.hpcfire.com.

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Newport MGP Top Tables

Whether it’s contemporary, modern, or traditional style, the Newport MGP top collection complements every outdoor space. Experience the perfect fusion of functionality and style utilizing all 316 marine grade stainless steel fasteners and classic top design that expresses outdoor dining at its finest. Meticulously handcrafted in the USA from the highest quality marine grade polymer available, and offering superior resistance to moisture, fading, and warping, these tables provide unparalleled stability and durability in all weather conditions. The tables also feature sleek and sophisticated designs that blend with a wide variety of outdoor aesthetics. Contact: (941) 213-5869 or www.windwarddesigngroup.com.

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New Hudson Collection by Gensun

Designed by Achella Design, Hudson combines a sleek design with hand-finished, tactile materials. The wide, straight arm and invitingly ample seat cushion gives Hudson both a sense of presence and embracing comfort. Hudson has an intricately woven back and beautifully finished wood impression arm caps. With transitional elements to go along with multiple finish options, Gensun’s new Hudson collection can seamlessly integrate into any outdoor space. Contact: (866) 964-4468 or www.gensuncasual.com.

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FiberBuilt Umbrellas & Cushions

FiberBuilt Umbrellas & Cushions offers an array of options for customizing canopies with straight and scalloped valances and fringe on Market and Prestige Collection umbrellas. These decorative valances provide graceful movement and can be specified along with functional options such as double or Aruba vents, which are recommended for properties prone to high winds or gusty breezes, or if the umbrella will be used on an upper floor or rooftop to provide superior wind management and ensure years of problem-free service. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

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PGS Legacy Timer Grills

PGS has a time-tested reputation and is an industry leader with an easy-to-operate, safe, functionally elegant, and unparalleled line of grills that provide the outdoor chef with the ultimate performance and durability. The stainless steel Legacy Series has flexible options that can fit into a built-in outdoor kitchen or standalone island. PGS Grills offer a FuelStop One Hour Gas Flow Timer to add a sense of security that makes it the perfect solution for your vacation rental home! Contact: (949) 474-3070 or www.aeicorporation.com.

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New Wood Firebox Collection

This collection now comes in three new sizes, specifically designed to enhance your fireplace experience with a larger viewing area than other models. The 36”, 44”, and 54” wood fireboxes are meticulously crafted to provide an unparalleled visual display, bringing warmth and ambiance to any space. For those seeking a traditional touch, the fireboxes offer classic brick or herringbone refractory panels in four colors: natural concrete, white, mocha, and black. These liners provide a warm and rustic appearance. A smooth surface refractory is available for those seeking a contemporary design. The smooth surface and clean lines create a minimalist aesthetic. Contact: (800) 851-3153 or marketing@empirecomfort.com.

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Sought-After Performance and Legendary Design

The Sunbrella Upholstery Stock Collection features nearly 300 timeless performance fabrics with several additions for the season, many of which are available to ship to customers today. Shown here is Solve, a dynamic diamond pattern inspired by block printing; Cycle, which offers a grounding mid-scale maze motif; Lore, a multicolored checked pattern that adds subtle visual interest; and Canvas Tamale, which brings a vibrant pop of color to any outdoor space. Contact: www.sunbrella.com.

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LT1 Tall Linear Fireplace

Meet the latest linear fireplace, the LT1 fireplace. Taller with larger logs on a V-Class burner, the LT1 produces a majestic radiant fire that could easily heat a great room. Logs include birch, splitwood, and driftwood. Now standard, the overhead lighting lets you enhance the fire, or enjoy the log display when the fire is off. Order yours now! Contact: (800) 468-2567 or www.valorfireplaces.com.

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Create a space that’s well-loved with all the pieces that make your backyard A DREAM RESORT

Surround Collection

A collaboration of outdoor living furniture, inspired by family bonding, comfort and luxury living. The steel frame creates a sturdy - weather proof base. Available with luminous lighting enclosures or open design framing. Standard with quick-dry reticulated foam cushions that offer comfort and support. Choose from three packages to accommodate your design style and budget.

Dimplex Ignite Family is Growing!

Dimplex has expanded its famous Ignite family of linear electric fireplaces to deliver a full line of products that suits any budget. With the latest addition, Ignite Evolve, the Ignite line has a fireplace to suit any room and décor. An evolution of the very popular IgniteXL series, Ignite Evolve features upgraded flame and ember bed technology and Flame Connect app compatibility. The Dimplex Ignite family now provides excellent price point coverage: the classic IgniteXL series and elevated Ignite Evolve for residential applications, plus Ignite Bold for high-end residential and commercial projects. Contact: (800) 668-6663 or darin.delgardo@glendimplexamericas.com.

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Trellis Modern Lounge Chair

Epitomizing the future of leisure,  Jensen Outdoor’s Trellis Modern Lounge Chair clinches the prestigious 2023 ICFA Design Excellence Award in Lounge Seating Without Cushion. Exquisitely designed by Edi & Paolo Ciani and crafted from 100% FSC-Certified Ipe Wood, the Trellis Chair is a testament to the brand’s commitment to unmatched luxury, sustainable practices, and innovative design. This distinguished honor further underscores Jensen  Outdoor’s leadership in redefining the boundaries of outdoor luxury furniture. Contact: (800) 403-0403 or www.jensenoutdoor.com.

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Plaza Luxury Fireplace

Plaza fireplaces are engineered with unlimited design and installation capabilities for every room. With the innovative heat redistribution system, finishing materials can be brought up to the fireplace opening. This also allows for a TV, artwork, or mantel to be safely installed above the fireplace. The Plaza’s power vent technology allows the vent greater run lengths and the ability to vent down below the fireplace, letting the Plaza complement almost any location. Contact: (800) 851-3153 or www.plazafireplace.com.

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Escape Surround Collection Series

Cal Spas Escape Surrounds are crafted with the finest materials and designed to complement the look and feel of your Cal Spas hot tub. With a variety of styles to choose from, there is a hot tub surround to suit every taste and preference. The five-piece Cal Spas Escape Surround is not just a beautiful addition to your outdoor space, it’s also incredibly functional. Contact: (800) CAL-SPAS or www.calspas.com.

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Snooze

The Snooze Collection is characterized by its large dimensions, comfortable contours, and bright colors. The frame is made of tubular steel and comes in different colors to be matched with several variations in the Textilene fabric. All metal components are separated by plastic elements. Lounge chairs can be regulated in two positions—reading and resting—thanks to a simple yet original mechanism on the armrests. The collection consists of folding lounge chairs, folding armchairs, ottomans, and stackable chaises with wheels. Contact: (800) 726-0368 or us.info@emuliving.com.

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Tall Linear Vector Gas Fireplace

Napoleon’s latest premium linear gas fireplace, the Tall Vector, is an exciting and innovative addition, providing competitive pricing and excellent margins. It boasts an extensive viewing area, impressive media choices, and optional heat management systems, making it perfect for consumers who want a “wow factor” and commercial-style design bids. Additionally, the fireplace’s elevated flame height and low BTUs ensure a more efficient heating solution more responsible gas use. Contact: (866) 820-8686 or www.napoleon.com.

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•

EXPO: November 13-15

EDUCATION: November 10-15

Las Vegas Convention Center | West Hall

DIVE IN & Deck Out!

Deck Expo is your industry show – the ultimate decking and outdoor living event. The event co-locates with the International Pool | Spa | Patio Expo™ Together, PSP/Deck Expo is lining up an exciting experience for the industry.

This November in Las Vegas, there is a lot for decking professionals to take advantage of. You will discover new education formats and programming, revamped show features, and more ways to help you move your business forward.

Expect these highlights:

•Networking

•NADRA education

•

•Education sessions for deck professionals throughout the week

Special pricing available for NADRA Members

PictureddeckbyNADRAmember, DaveFraserofFraserDecksandPatioCovers

Summit Collection

Embrace the peak of outdoor comfort with the Summit Collection’s clean lines and innovative motion pieces, including a spring loveseat with independent buckets or a spring lounge chair. Scaled for any space and available in countless finish and fabric combinations, Summit is full of possibilities. Contact: (800) 526-9894 or www.lloydflanders.com.

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Tempotest Italian Performance Fabrics

For over 100 years, Tempotest has been the embodiment of style and innovation in performance fabrics. From vibrant colors and patterns to subtle hues and luxurious textures, Tempotest Performance Fabrics offers a wide variety of 100% solutiondyed acrylic fabrics to choose from to fulfill your design needs, from performance fabrics to be used indoors to vibrant fabrics to accent your exterior spaces. Contact: www.tempotestusa.com.

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Chalfonte Collection

The high-tech Duraboard tabletop is an environmentally friendly, innovative material that is durable, highly UV-resistant and has a unique surface finish. The chairs are comfortable and stackable for easy storage. Durable powder-coated aluminum framed table and chairs. Contact: www.northcape.com.

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Escape 867 LX

The EC-867LX hot tub offers the best relaxing experience in the industry. With its spacious design and advanced features, it can accommodate up to seven people comfortably. The EC-867LX includes powerful jets that provide a soothing hydrotherapy experience, targeting specific muscle groups for ultimate relaxation. It also features a unique cool off seat, which allows you to cool off while enjoying the hot tub. This hot tub is a perfect addition to any backyard or outdoor space, delivering a rejuvenating spa experience for all. Contact: (800) CAL-SPAS or www.calspas.com.

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Zuma Furniture Collection

The fun, contemporary design of this woven seating collection includes chairs and chaise lounges, and accompanying ottomans and side tables. The internal structure is made of an aluminum powder-coated frame. The backs fold, and all of the pieces either nest or stack. There are nine weave colors including bold, dynamic shades of red, orange, yellow, lime, blue, and slate as well as deep sapphire, soothing driftwood, and rich rosewood to flatter every outdoor décor. The generously proportioned chairs measure 32”w x 43.25”d x 36”h, 17.5”sh. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

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Introducing varaBREEZE

Patiova’s new line of supreme comfort and modular outdoor furniture is crafted with premium quality poly material. These Amish-made pieces can be combined to fit almost any space. With stainless steel hardware and ultra-fade-resistant fabric, they’re built to last. Patiova, the leader in Amish-crafted outdoor poly furniture, is confident that this new product line will exceed your and your customer’s expectations. Contact: (610) 857-9080 or www.patiova.com.

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Aquarius

For 2024, Treasure Garden is introducing the Aquarius center post umbrella under the Shademaker collection. The Aquarius is designed with unbeatable durability and functionality in mind. Featuring commercial-grade fiberglass ribs and a push-up automatic locking system, this center post is built for strength and longevity. Ideal for a wide range of applications, including ocean and pool-side environments, the Aquarius provides reliable shade and modern design to elevate any space. Contact: (626) 338-8810 or www.shademaker.com.

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A SOURCE FOR INSPI RATION

Join

Broadway Collection by Revolution Fabrics

Revolution Fabrics’ new Broadway Collection is a vibrant medley of outdoor fabrics that epitomize flair and durability. With bright colors and bold contrasts reminiscent of Broadway’s electric energy, this collection steals the spotlight in any outdoor setting. Exceptional resilience, featuring double rubs ranging from 30,000 to an impressive 102,000, ensures that these fabrics look stunning and stand strong against the elements. Because life happens! Contact: (704) 739-4503 or visit www.revolutionfabrics.com.

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BBK-810

The BBK 810 comes standard with the award-winning P Series P4 fourburner grill, which is packed with innovative features. It has an expansive cooking surface with four exclusively Vshaped cooking grates. The heavy-duty stainless steel burner knobs control a truly impressive ignition system and Flame

Tamers above each of the four burners ensure evenheat distribution. Its stainless-steel structure gives it lasting quality, style, and durability. Contact: (800) 225-7727 or www.calflamebbq.com.

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Atmosphere Gi33 Gas Insert

The newest addition to the Atmosphere collection, the Gi33 provides an experience unlike any other. With an enlarged viewing area, this model delivers unmatched realism by highlighting the patent-pending Infusion Burner Technology—a unique flame-wrapping technique designed to mimic natural wood fires, a refined firebox for easy installations, and the flexibility to choose from over 400 combinations of accessories. Elevate your fireplace experience with the new Atmosphere Gi33! Contact: (604) 946-5155 or www.regency-fire.com.

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New Ignite Evolve Linear Electric Fireplace

Dimplex welcomes a new member to its Ignite family of linear electric fireplaces. The all-new Ignite Evolve linear electric fireplace provides a new price level for residential or commercial applications. An evolution of the very popular IgniteXL series, Ignite Evolve features upgraded flame and ember bed technology and Flame Connect app compatibility. Customers will love the design flexibility of the brand-new media bed options—realistic driftwood and tumbled glass. Ignite Evolve comes in 50-, 60-, 74- and 100-inch lengths with 120V and 240V wiring options to provide up to 8,500 BTU of heat. Contact: (800) 668-6663 or darin.delgardo@glendimplexamericas.com.

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Quick Ship Products

For the customer who doesn’t want to wait, Patiova’s Quick Ship products provide the perfect solution. These products are available in certain colors and sizes and are ready to ship within 3-4 business days. Adirondack chairs, rockers, arbors, end tables, benches, swings, and even dining sets are partially preassembled to save time. Most items can be assembled within 15 minutes. Contact: (610) 857-9080 or www.patiova.com.

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New Lucerne Collection by Gensun

Elegant curves combined with detailed cast embellishments create an exquisite transitional design. Gensun’s new Lucerne collection is available in sling, padded sling, or woven seating, which provides comfort and easy outdoor care. Relaxing outdoors doesn’t get better than this. Contact: (866) 964-4468 or www.gensuncasual.com.

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Cascades F2500-1 Wood Stove

The upgraded F2500-1 model offers significant enhancements that improve combustion and heat output while maintaining a cozy atmosphere. The wood stove is recertified to the highest safety and emission standards, producing an astonishingly low 1.4 g/hr of emissions. Featuring an exceptional 78% HHV efficiency, the F2500-1 qualifies for the U.S. Biomass Tax Credit—allowing more customers to experience unparalleled warmth, comfort, and efficiency in their homes. Contact: (604) 946-5155 or www.regency-fire.com.

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Introducing Seashell from Tangent Sustainable Lumber

Seashell is a fresh, new color option made with Tangent’s patented woodgrain technology, combining the aesthetics of natural wood with the strength and sustainability of recycled plastic lumber. This woodgrain pattern works beautifully in coastal settings as well as being a contemporary look for the backyard patio. Tangent now offers nine-dimensional woodgrain options including Antique Mahogany, Birchwood, Brazilian Walnut, Coastal Gray, Driftwood Gray, Natural Teak, Seashell, and Walnut. Contact: (630) 264-1110 or www.tangentmaterials.com.

Circle Reader Service No. 177

Tempotest 54 Volume III Collection

For over 100 years, Tempotest has been the embodiment of style and innovation as a vertically integrated family-owned company. This season, Tempotest USA introduces the 54 Volume III Collection. The recent launch consists of over 50 SKUs of new solids, fresh stripe designs, and luxurious textures. Colors range from Turquoise, Indigo, Sapphire to Coral, Clay, Pewter, Mercury, and Onyx. All Tempotest Performance Fabrics are made with 100% solution-dyed acrylic fibers. Contact: (800) 543-0448 or www.tempotestusa.com.

Circle Reader Service No. 178

Frontier Collection

Inspired by the rugged beauty of the American West, the Frontier Collection by Lloyd Flanders offers a unique blend of rustic charm and modern technology. The aluminum frame is enhanced with a heat transfer faux-wood film to achieve the look of wood grain with less maintenance. These technologies not only enhance the aesthetic appeal of furniture but also contribute to a more sustainable and eco-friendly approach to design. Contact: (800) 526-9894 or www.lloydflanders.com.

Circle Reader Service No. 179

Windsor

Designed by Site Li, an outdoor take on a historic icon. Considered to be America’s first chair, Windsors were popularized in the United States in the 1700s, experienced a golden age in the 1800s, and became beloved once again around 1900. Depending on your finish and optional fabric, the Windsor can have a classic or modern appeal. Contact: woodard-furniture.com.

Circle Reader Service No. 180

Aurora Dining Arm Chair

Immerse yourself in unparalleled luxury with Jensen Outdoor’s newest marvel, the Aurora Dining Arm Chair. Meticulously designed by Achella Design, this 100% FSC-Certified Ipe Wood masterpiece fuses modern aesthetics with timeless comfort. Every curve, tactile armrest, and charcoal gray zinc-plated hardware detail echoes Jensen Outdoor’s commitment to sustainability and heritage. Choosing Aurora isn’t just a design choice, it’s an investment in our planet’s future, wrapping conscious luxury living into a heirloom lega cy. Contact: (800) 403-0403 or www.jensenoutdoor.com.

Circle Reader Service No. 181

Glendale

The rolling curves of the Glendale collection were inspired by the Verdugo Mountains in Glendale, California, with double wall weaving to mimic the mountainous terrain. The Glendale collection offers deep seating and dining for maximum versatility and comfort. Contact: (866) 919-1881 or www.ratana.com.

Circle Reader Service No. 182

SoHo Collection

Now available in black, the SoHo collection uses contemporary designs with performance materials to bring a unique style to any outdoor setting. Designed to beautifully handle all weather environments, the SoHo Collection matches finely crafted rust-free aluminum frames with durable teak slats.  Contact: (260) 244-4334 or www.three-birds.com.

Circle Reader Service No. 183

Nassau Collection

NorthCape’s Nassau collection blends comfort with quality. This sleek design has a spacious profile and is fit for longevity. This outdoor seating is made with a durable powder-coated aluminum frame, comfortable plush deep seating, and premium weatherresistant cushions. Contact: www.northcape.com.

Circle Reader Service No. 184

TWIST

For 2024, Treasure Garden is introducing the TWIST umbrella. The TWIST is a modern take on the traditional collar tilt umbrella. It incorporates a sleek frame and canopy design, giving it a contemporary look. Available in 11 ft. and 9 ft. sizes, with white and anthracite powder-coated frame finishes. The TWIST is an elegant and eye-catching addition to any outdoor space. Contact: (626) 814-0168 or www.treasuregarden.com.

Circle Reader Service No. 185

Astound Built-In Electric Fireplace

Introducing Napoleon’s Astound Built-in Electric Fireplace featuring a premium flame pattern with spark effects, and realistic Driftwood and Woodland media. Easily switch out media, clean and service with the unique flip-down front glass. Control via Napoleon Home app, or voice commands with Wi-Fi connection. Enjoy installation flexibility with the included finishing flange for a frameless look or adjustable trim for more coverage. Ideal for residential and commercial spaces, this fireplace offers style, innovation, and functionality. Contact: (866) 820-8686 or www.napoleon.com.

Circle Reader Service No. 186

Nashville Collection by Revolution Fabrics

The new Nashville Collection is an ode to elegance for the outdoors. This collection features a harmonious blend of subtle charcoal, white, gray, and natural hues, evoking the timeless charm of Nashville’s musical heritage. With double rubs ranging from 30,000 to 102,000, these fabrics not only embody sophistication but also promise exceptional durability against the outdoor elements. Rethink outdoors. Contact: (704) 739-4503 or visit www.revolutionfabrics.com.

Circle Reader Service No. 187

Wood You Believe?

Tangent is the exclusive manufacturer offering this patented woodgrain, creating an alternative material with the strength and sustainability of recycled plastic lumber and the beauty of natural wood. This collection of patented woodgrain plastic lumber is ideal for premium outdoor furniture being easy to clean, durable, and UV-resistant. Current woodgrain offerings available include Antique Mahogany, Birchwood, Brazilian Walnut, Coastal Gray, Driftwood Gray, Natural Teak, Walnut, and Seashell. Contact: (630) 264-1110 or www.tangentmaterials.com.

Circle Reader Service No. 188

Soothing Greens and Innovative Textures

New additions to the Sunbrella Upholstery Stock Collection embrace soft sage greens and textured, warm neutrals that provide endless opportunities for layering. Shown here is Lively Sage, a fresh and modern botanical leaf pattern with rich texture; and Tranquil Sage, a classic two-color stripe woven with a linen-like texture. All Sunbrella fabrics are saturated to the core with the brand’s proprietary

Color to the Core technology to ensure long-lasting, fade-resistant beauty. Contact: www.sunbrella.com. Circle Reader Service No. 189

GUEST EDITORIAL

continued from page 8

itself, as well as the scop ing plan, was developed much the same way; it was hyperfocused on reducing CO2 and largely ignored other factors such as grid reliability and the unintended consequences that would impact New Yorkers.

In hindsight, many see that balancing complex views and values would have better served us all. It certainly seems we needed other people to speak up, but those voices did not find the platforms they needed to influence policy and direction. The result was a move to full electrification and near total elimination of fossil fuels. Any contributors offering alternative opinions were discredited and demonized.

Regarding government affairs, the HPBA’s role is focused on national issues while the affiliates’ role is focused on state or local issues. It’s the responsibility of the affiliates to coordinate and facilitate the engagement of the members at the state and local level. The role of the affiliate members is to follow through in communicating their concerns and opinions to their legislators.

Both the HPBA and NEHPBA did keep the stakeholders aware of the pending net zero policy in New York. NEHPBA produced a very effective response to a proposed bill to ban fossil fuels in New York using an action alert. The response to this action alert resulted in over 7,500 responses directly to legislators.

But for the rest of the industry stakeholders, that is where it began and ended. We needed more boots on the ground to respond and present a unified message. Even though we lacked the unifying message, a select few did respond, but most left the work up to someone else. I believe it’s still “government of the people, by the people” and “by the people” means we have a responsibility to keep ourselves aware of the issues and voice our support or objection. Not enough industry stakeholders contacted the legislators and thus our voice and position never got heard.

When there was a response from the hearth industry, it was primarily focused on what was wrong or what we did not like with the plan. It did not include any ideas or suggestions as to how hearth products could be part of the solution. Our industry ended up being labeled as part of the

problem. We were just complaining about what the CAC was doing wrong and did not provide any suggestions on how to do it better. Now we can see where that approach got us.

WHAT COULD WE HAVE DONE BETTER?

We needed all the industry stakeholders to operate with the same playbook, but we never had a playbook. We needed to get more of our industry members engaged at a state level, communicating directly with their legislators. Industry members needed to know that they have to be actively involved.

WHERE DO WE GO FROM HERE?

The net zero activists are not satisfied with the results, and they still want more, so our work is not done. I realize that most of our industry stakeholders are independent business owners and are used to working independently and solving problems on their own, but when dealing with our wicket science of net zero, which also intersects with politics, we cannot affect the outcome by working independently. We must come together.

HPBA and the affiliates can lead the way, but we all need to be engaged to protect our industry and our businesses. This means actively getting involved and expressing our views. Going forward, we need to better organize and educate our industry stakeholders on how to work together.

Currently, Cory Krill from HPBA, Andrew Hasek from HHT, NEHPBA, and I are developing a grassroots plan to educate our members about government affairs. The goal is to mobilize more industry stakeholders to engage with state and local policymakers. We cannot continue to complain about what our elected officials do if we never contribute information about our industry. They need to hear from all of us.

First, we need to develop and implement a State Level Government Affairs training program for the affiliate members including retailers, service providers, independent reps, and distributors in New York.

Government Affairs Program-State Level: (draft outline)

GOALS

•Help the members to be comfortable in speaking with legislators and communicating our message.

•Develop a set of values our products bring to the problem as solutions.

•Develop a unified message and have everyone deliver the same message.

•Educate the members on how to set up in-person meetings with their legislators.

•Educate the members on how to use the new or existing tools we have for government affairs.

•Educate members on the use of action alerts.

IMPLEMENTATION

•Training locations are held across New York State in six locations (TBD).

•Training locations are ideally located within an hour’s drive from the members.

•The training program must be designed to allow a member to complete the training within eight hours, including travel time.

•We need each member to appoint one person on their staff to be the government affairs specialist for their business.

PROGRAM ENHANCEMENTS

•Pending bill notification including pro and con positions.

•Legislator voting records on relational legislation. No one has more passion for our industry than business owners and people who work in the hearth industry. A hired lobbyist can never deliver a message with as much passion or results than you can. This is our industry, and we all need to come together and get the job done. For all New Yorkers, our employee members, and our families.

(The views presented in this article are my own and not necessarily those of the HPBA or HPBA affiliates.)

Wayne Stritsman is the former owner of New Yorkbased Best Fire Hearth & Patio. The business was started in 1977 and sold to two of Stritsman’s sons in 2014. He continued as an employee until 2019 and is currently fully retired.

through legislation and/or consumer choices.”

WHAT’S IN A NAME

The name Miles Industries means something to consumers, distributors, retailers, and others within the hearth industries. While the company’s innovative product line and continuous improvement processes have earned Miles Industries’ accolades aplenty, the fact that the company sells only to authorized Valor dealers across North America is important.

“We value that relationship with our dealers, and they recommend improvements and updates via their sales reps, many of which we implement,” Miles says. “We also understand that it should be easier to install our fireplaces, and easier to maintain, and so we refine our products to make them as well-articulated as possible—from the showroom to the install to the homeowner’s enjoyment.”

Although the company’s long-standing history in the industry, as well as its solid reputation, has resulted in a solid customer base, it has also introduced many new promotional opportunities for dealers. These include a platform that makes social media easy and relevant, an updated marketing portal for ordering brochures and other marketing materials, and a Fireplace Design Center that dealers use to create quotes. “All these programs have made a real difference to many of our dealers and our

participation in their promotion of Valor,” Miles says. While it took some time for those in the manufacturing sector to play “catch-up,” the supply chain issues that were prevalent throughout the hearth industry as well as nearly every other industry has subsided. “Valor has returned to pre-COVID supply chain levels, and most of our dealers fared well over COVID, each responding in their own way, taking advantage of the increased desire for home improvement,” Miles says. “Generally, staffing levels have also returned to preCOVID levels as well.”

LOOKING AHEAD

The pandemic resulted in a change in consumers’ purchasing behaviors, and it also resulted in consumers focusing more on their home environs. This trend doesn’t appear to be slowing down as consumers are now accustomed to, and enjoy, being in their homes. As such, consumers continue to invest in hearth-related products to further enhance their home’s aesthetic.

Miles believes the hearth industry will see a continued push toward electric, especially on the West Coast of the U.S. and in the South. Miles Industries offers several linear electric fireplaces from two British companies: British Fires and Charlton & Jenrick.

“We will be introducing an electric insert as well as an electric freestanding stove this summer—both of

CORPORATE PROFILE LLOYD FLANDERS

continued from page 56

include white and black. Paying homage to natural elements, the Frontier collection has an aluminum frame, but with a wood-look finish in natural wood tones and colorations. Both collections will offer full lines with deep seating and dining along with motion options. The Frontier also will feature two fire pit designs.

EXCITING EXPECTATIONS

Excitement is occurring industry-wide due to the July debut of the Casual Market’s new home in Atlanta. Although previous exhibitors in Atlanta, the Lloyd Flanders team is looking forward to the opening of its refreshed 13,000-squarefoot showroom. “We loved Chicago, but as with any change, we see this bringing about opportunities with everything being new and exciting,” Echols says. “While nothing is taken for granted, we are always looking at how we can do better. The timing of this move plays into that.”

This past January, Lloyd Flanders completed the shell of its Atlanta showroom and was able to successfully display an abbreviated product offering during the Winter Market. In July, the brand will fill

the showroom with introductory products and a large array of color options. In conjunction with the new showroom launch, Lloyd Flanders is also excited to unveil a refresh to its branding, including a new look for the icon’s logo.

CONTRACT EXCITEMENT

Lloyd Flanders has always been strong within the design market. With the expanded capabilities, colors, and styles, designers are paying closer attention to the brand with a greater connection anticipated across the category.

“We are always looking to gain greater designer attention,” Echols says. “Over the last three to four years, we have had an intentional focus on hotels and have had great success with such brands as Omni or Great Wolf Lodge. I think these property owners have recognized the importance of outdoor areas. From the beginning of the build, they see the outdoors as a source for additional revenue and expanded experiences, and our product works well into that.”

Echols’ excitement about his team’s contract sales initiatives is also evident in its selection of additional trade shows.

which we are excited to introduce. The key will be to create an electric fire that is as close to a real fire as possible,” Miles says. “However, efficient gas fireplaces will still have a place in the industry, particularly as they partner well with heat pumps in colder areas, and when they support or replace less efficient heating systems in the home. This will vary, of course, depending on the state or province, and even by country.”

Recently, it was announced that NIBE acquired 65% of the shares of Miles Industries, with the remaining shares to be acquired by 2026. Miles Industries will become part of the NIBE Stoves business segment.

At the time of the acquisition, Gerteric Lindquist, managing director and CEO of NIBE Industries, stated, “It gives us great satisfaction to announce that we have acquired 65% of the shares in Miles Industries, including products sold under the Valor brand, which is one of the stove industry’s oldest and most well-known in the North American premium segment. This has been achieved thanks to the Miles family’s passion for constant development of new products, together with a focus on long-term customer relationships.”

“The dealers won’t notice much of a change,” Miles says, “but as part of the NIBE Group, we are able to become more efficient in delivering goods and services to our valued dealers with a long-term perspective in mind.”

The team is interested in seeking more targeted sales opportunities and finding that adding smaller shows to its schedule is accomplishing this.

“We will always participate in the large shows as we have had great experience with them, but with more intimate shows, we find that there is more time for interaction with buyers and customers,” Echols says. “With the history we have, these more intimate conversations let us tell our complete story and dispel what they may think we are about. In January in Atlanta, we heard from buyers often that they were not aware of all that we are doing.”

EXCITEMENT TO COME

At Lloyd Flanders, there is pride in the company’s history as much as in what

lies ahead. From smart and targeted efforts, including display programs to custom product imaging, smart sales tools to real-time inventory transparency, the Lloyd Flanders customers are benefiting.

With the extent of its offering, displaying exactly what each Lloyd Flanders customer wants, can be hard. There is now a program that includes stock display parameters to feature five collections within a 100-square-foot area. The program is called Loom Lounge and the results have translated to greater sales across the entire line.

At Lloyd Flanders, excitement is everywhere. And whether referring to the Atlanta debut or the future as a whole, per Echols, “We can’t wait to get there.”

Frontier Dining

we were without a collaborative platform to connect the whole staff day to day. We’ve now adopted Microsoft Teams, and that instantaneous conversation we’re now having every day is not only filling in blanks for me on my learning curve but also helping create and ease vital communications across the team.”

McClure says the “solves business issues” part of her approach is where many trade associations suffer a disconnect between what they’re providing and what their members need. “Our HPBA members need conduits for sharing their challenges, successes, innovative ideas, and solutions,” McClure says. “They need ways they can talk with each other about how they’re adapting and evolving their businesses. We need to be providing that community for our members, and we need to be keenly listening, so we’re current, knowledgeable, and under-

standing of our industry’s business.”

“And we don’t want to just be in a perpetual reactive state,” she adds. “We want to be looking forward and even beyond where our members may be right now. We need to be proactively paying attention, so we can anticipate what our members and the industry will need—in the next month, next quarter, next year, next decade—and help them get there.”

So how can HPBA bring this approach to reality? McClure says for now, she can boil it down to three words: Create positive momentum. “Creating positive momentum is my immediate call to action—for myself as well as to the Board and our team,” she says. “If we want to strengthen this organization and protect it from decline, then everyone with HPBA must be responsible for creating positive momentum. Let’s focus on what can hap-

pen and how we’ll get there.”

McClure is also actively working toward two vital projects: the association’s Value Proposition, which demonstrates the different ways HPBA serves its membership; and a Strategic Plan, which will act as a roadmap for the organization’s leadership and staff.

“For HPBA to provide real value to our members, we must know the business issues they’re facing and the industry trajectory,” McClure says. “Then we have to figure out, what do our members need most, right now, that we can help them with? We must align our benefits to their needs—that’s our Value Proposition. And we have to clearly communicate how we’re doing it—the problem, the solution, the outcome, the difference it’s making, and what it means for them.

“As for strategic planning, this is new

for HPBA,” she adds. “Our resources aren’t limitless. A Strategic Plan helps provide focus, force prioritization, and determine resource commitment.”

Bright and energetic, McClure’s inner spark is evident—especially as she talks about HPBA and its future. At 150 days in, McClure is eager to fire up her vision—but she is resolute about doing things the right way, so that HPBA and its member companies continue to benefit from the plan for years to come.

“My most rewarding professional moments have been when I’ve seen organization-wide change happening and being embraced,” she says. “I approach my vision for HPBA also as a steward. I’m a steward of our members’ dues and their trust in us to use our time, money, and energy on the things that will make a difference for their businesses. I take that stewardship seriously.”

in the gas side of the business, more mid-market products will be available online as well as evaluating the addition of a family of electric fireplaces.

Since the beginning of the pandemic, the majority of patio and hearth manufacturers have experienced unprecedented demand for product. Especially on the solid fuel side of the business, Pacific Energy has certainly had to navigate a substantial surge of orders. “We are now heading into a more familiar market pattern that we are fully prepared to handle,” Iverson says.

In 2022, Swedish company, the NIBE Group, became majority owner of Pacific Energy with a full acquisition expected to be completed this year. NIBE Group is a global organization that contributes to a smaller carbon footprint and better utilization of energy. NIBE focuses on three business areas—climate solutions, elements, and stoves—to develop, manufacture, and market a wide range of eco-friendly, energy-efficient solutions for indoor climate comfort in all types of properties, plus components and solutions for intelligent heating and control in industry and infrastructure.

more efficient burn; and a floating firebox, which allows key parts of the stove to expand and contract, reducing fatigue while adding years of life.

In addition, Pacific Energy stoves feature a heat distribution system to circulate heat throughout a home; knife edge door seal, creating an airtight seal to the gasket; steel-covered porcelain, eliminating fading; self-sealing ash dump, providing a time-saving easy removal solution; and a single lever air control, a simple easy-tooperate lever to regulate the entire burn.

In future technologies, the company is currently working on some innovations that will have a significant positive impact on testing performance, without diminishing the overall usability, Iverson says. “We have certified a product with this new technology and are current-

ly going through the patent process before we release it. The ultimate goal is to release at least one or two products using this technology over the next few quarters.”

In gas products, the company has seen strong demand over the last four years for its premium Town & Country brand developed and introduced in the mid-1990s. The original clean-face fireplace with no louvers, Town and Country hearths feature a wide option of features, including custom design choices, creating a fireplace that becomes the focal point of any space. The collection includes traditional, linear, outdoor, and an architectural series.

In addition, some significant updates in both the design and performance are planned in the next few years for the luxury brand. To further deepen offerings

In a press release, Gerteric Lindquist, CEO of NIBE, says the acquisition is intended to further strengthen NIBE’s market position in North America. “Pacific Energy has a very good reputation in the North American market, which has been built up over decades thanks to Paul Erickson’s passion for stoves and fireplaces, combined with strong and long-term customer relationships.”

Iverson says NIBE brings the benefit of stability with access to resources and technology with their group of companies. “At the same time, they are also very committed to the original core values and distribution model of Pacific Energy. This allows us to continue along our traditional path of bringing great products to the market with the help of all our partners.”

LAST WORD PACIFIC ENERGY continued from page 62

LEFT AND RIGHT: The Super LE is one of Pacific Energy’s most popular models.

PROFILES DIRECTORY

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Think outside the firebox.

Introducing the Primo II luxury linear gas fireplace

Don’t settle for ordinary when you can specify the extraordinary. Heat & Glo’s best and brightest immerses your customers in the breathtaking beauty of the same mesmerizing fire from their living room to their patio. Enjoy automatic heat control for year-round comfort, a clean finish to combustibles, and 50% taller display. Add a Primo II to your next design.