Patio and Hearth Products Report July/August 2020 by Peninsula Media

July/August 2020 | www.patioandhearthproductsreport.com

VACATION AT HOME Page 34

Grilling All Year Long | 30

PATIO RENAISSANCE

LOUISIANA GRILLS

WHITE MOUNTAIN HEARTH

Page 16

OW LEE

Summer Hues

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july/august

2020

contents features Guest Editorial – Good Vibes By Ryan Hughes The best way to help clients create a relaxing outdoor space is to understand their vision of resort-style living ..........8

Spotlight – Lasting Luxe By Greg Thompson This season’s best outdoor fabrics will lift our spirits—rain or shine . . . . . . . . . . .16 Hearth Retailer – New Normal By Sharon Sanders While facing the unknown, a Rhode Island retailer draws on its strengths to oﬀer the best products and services . . . . . . . . .26

Outdoor Grilling – 365 Days of Grilling By Maura Keller A three-store grill retailer in Florida enjoys a boost in sales as customers make the most of their outdoor environs . . . . . .30 Showroom Showcase – Welcome Sight By Kimberly Rodgers Sales are brisk for this South Carolina store known for its stylish furniture collections and personalized service . . . . . . . . .34 As I See It – Feedback Matters By Sharon Sanders Mendota receives praise for building innovative hearth products that retailers and consumers desire . . . . . . . . . . . . .38

Perspective — Swedish Style By Kimberly Rodgers Stockholm-based Dometic introduces a stylish and sleek collection of high-end mobile beverage carts . . . . . . . . . . . .60 Last Word – More Fun Outdoors By Sharon Sanders Ebel celebrates the outdoors with its inventive and comfy furniture designs . . . . . . . . . . . . . . . . . . . . . . . . .62

Product Innovation – Wood Experts By Kimberly Rodgers Customers looking for an authentic, wood-burning ﬁreplace experience are huge fans of RSF Fireplaces . . . . . . . .44

OW Lee (800) 776-9533 www.owlee.com

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Insight – Soft Spot By Cherise Forno KAS’ cozy and colorful rugs, pillows, and poufs add pizzazz to patios and porches . . . . . . . . . . . . . . . . . . . . . . . . .58

My Turn – Upward Vision By Maura Keller Peak Season’s enticing designs make it possible to curate outdoor spaces as if they were interior rooms . . . . . . . . . . .42

on the cover:

plus!

Insight – Outdoor Oasis By Cherise Forno Summerset Professional Grills’ high-end grills, refrigerators, cabinetry line, and accessories are on every outdoor chef’s wish list . . . . . . . . . . . . . . . . . . . . . . . . .54

Corporate Proﬁle – Back to Action By Kimberly Rodgers Telescope Casual ramps up production again after focusing on making muchneeded PPE during the shutdown . . . .50

Publisher’s Viewpoint

Industry News

What’s New: 6 Hot Products to Sell Now

79 66

Product Proﬁles

Product Proﬁles Directory & Ad Index

Exclusive Virtual Tour! Contact a Rep or email info@agio-usa.com for Exclusive Access!

Apricity’s inspiring designs empower your customers to create outdoor spaces that showcase their entertaining style and enjoy ‘the warmth of the sun.’ Trendsetting looks and innovative new materials give homeowners infinite opportunities to enjoy outdoor living like never before. Discover the power of becoming an Apricity retailer today.

ApricityOutdoor.com | Follow Us:

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publisher’s viewpoint

Chicago When Queen recorded the song,

Tony Ramos

Must Reads

∂

This pool and spa retailer started selling grills and outdoor kitchens seven years ago. Now, they’re the fastest growing part of the business. 365 Days of Grilling, p. 30

∑

A second website gives this South Carolina retailer the ability to display products in real time for customers who are reluctant to make in-store visits. Welcome Sight, p. 34

∏

During the coronavirus shutdown, Telescope Casual’s employee volunteers produced over 10,000 face masks in eight business days for the local community. Back to Action, p. 50

Due to increased demand for fully equipped outdoor kitchens, Summerset Professional Grills has expanded its lineup of refrigerators, kegerators, ice chests, and wine coolers. Outdoor Oasis, p. 54

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“The Show Must Go On,” written by Brian May, lead guitarist of the legendary rock group, and the final track on their 1991 album Innuendo, it probably never occurred to May and his rock cronies that COVID-19 would turn the saying, “The Show Must Go On,” on its head. Since midMarch, shows of all types (trade shows, concerts, theatre performances, etc.) have not gone on at all. Thus, last month when the International Casual Furnishings Association (ICFA) Board of Directors approved the cancellation of Casual Market Chicago 2020, it didn’t come as a shock to most people in the industry. That being said, I for one was disappointed. I enjoy trade shows and I especially enjoy attending Casual Market Chicago every September. There are numerous benefits to both exhibiting a nd attending trade shows. OMAX, a manufacturer of Waterjet Machines, posted on its blog the “Top Ten Reasons to Attend a Trade Show.” Trade shows are a great way to learn about new developments in the industry. They offer a platform to be inspired since shows are a source of creativity. The personal interaction between exhibitors and attendees fuels new business relationships and forges an even st ronger bond between individuals who are already doing business together. Whether it’s on the trade show floor, attending educational seminars, participating in group social activities or meeting up for coffee, drinks or a meal, trade shows create a multitude of networking opportunities. For attendees, there is no better forum for learning about and comparing new and existing products and services. Seeing a pr oduct up close makes the buying decision so much clearer. Trade shows allow exhibitors and attendees to check out the competition and offer the opportunity to consolidate the purchasing process. And, in some cases, deals can be found at trade shows. Beyond the practical reasons of attending, trade shows also offer the benefit of social interaction. In the February 23, 2018, edition of Medical News Today, Maria Cohut, Ph.D. offers insight on the advantages of social activity in her article, “What are the health benefits of being social?” Cohut maintains that people find some measure of comfort in social interaction. When questioned, Cohut’s colleagues said that they enjoyed the shared experiences, while others said that being around friends helped them to “destress and put things into perspective.” Psychologist Susan Pinker states that face-toface contact is like a vaccine. “Face-to-face contact releases a whole cascade of neurotransmitters and, like a vaccine, they protect you now, in the pres-

ent, and well into the future, so simply shaking hands, giving a high-five is enough to release oxytocin, which increases your level of trust, and it lowers your cortisol levels, so it lowers your stress.” Un fortunately, based on COVID-19, shaking hands and giving high-fives again may be a long way down the road. The article goes on to say that research has shown that by interacting with others, we actually train our brains. Social motivation and social contact can help to improve memory formation and recall, and they help to protect the brain from neurodegenerative diseases. Cohut closes her article with a very encouraging and refreshing perspective. “Granted, being socially active is not necessarily something that all of us can do all the time. We just need a little space sometimes, and that’s OK; enjoying our own company helps us to get to know ourselves better and develop some of our inner strengths. However, at least occasionally, socializing with people—whether they’re our close friends or new acquaintances—can allow us to get out of our own heads a little and gain fresh insights about the world.” A few years ago, at an industry trade show, I overheard someone say, “It’s just patio furniture.” I also overheard someone at another trade show a couple years later say, “A trade show for fireplaces. Who would have thought.” Yet, it’s not just patio furniture, hearth products, grills, outdoor kitchens, and outdoor living products. The real meaning of our industry is that manufacturers and specialty retailers provide products combined with exemplary service in order for people to gather and engage in social interaction. The most successful specialty retailers in our industry understand that before they start selling patio, hearth, outdoor furniture, grills, outdoor kitchens, and outdoor living products, they start off by selling a gathering experience, a lifestyle of social interaction, a way of living, and a home environment. If we have learned anything from COVID-19, it’s that God did not create us to live solitary lives. For most people, gathering with and being around family, relatives, friends, coworkers and even strangers is part of our DNA. It’s part of the health benefits we derive from social interaction. While bemoaning the fact that this year’s Casual Market Chicago had been canceled, Jackie Hirschhaut, executive director of the ICFA, shared with me her new mantra: “Twice the fun in ’21!” Now that’s something we can all rally around. See ya next year! Tony Ramos tramos@peninsula-media.com

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guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

GoodVibes

EDITOR Carol Daus caroldaus@gmail.com

BY RYAN HUGHES

ART DIRECTOR Cassandra Estes

It didn’t take a pandemic for our clients to look to us, at Ryan Hughes Design Build, for resortstyle sanctuaries. This focus has been our reality from the very inception of our company. We are seeing, however, an expansion in clients exploring their own personal definition of resort style in a unique way. Over the past months, our company, like so many, took measures to adapt to the pandemic by way of virtual meetings to connections with vendors offering domestic warehousing. Through it all, our designs remained pure and without restraint. Our clients continued to look to us to bring an organization and expression of their personal resort. For many, resort living is comprised of a stock list of backyard design elements. However, we find it is defined by something more elusive. Our clients seek a personalization for their outdoor spaces, and we seek to realize it through the projection of a desired vibe. When resort living is imagined, it calls to mind a pool or patio, all-weather wicker, and possibly a fire feature or

Due to this, we work with each client to garner their definition before our design phase can commence. Once the homeowner shares what they are seeking, our first consideration in creating it is something we find others approach as an afterthought. For our projects, furnishings are first. Even before structural elements are mapped out, including pools or fire features, we consider the organization and ultimately the furniture required to bring the desired resort vibe to life. For this process, we stay on top of the latest in furnishing styles and categories, keeping in mind constructions, textures, fabrics, and finishes. With the options available, from there we find resort sanctuaries can be completely personalized. When first discussing the design plan in an outdoor space, the use or function also needs to be explored. That is where the practical features of furnishings come into play, whether it be daybeds for gathering with family and friends, or swings and action seating to offer a sense of motion.

“The secret to creating resort-style living is not solely about what’s included, but more about the vibe it conjures up.” outdoor lighting. Resort style, however, can have a diversity of meanings. When my wife and I think resort living, we think Miami or South Beach. It evokes an upbeat, art infused, colorful vibe with lots of motion in the seating and glamour in constructions, from countertops to illumination. For others, resort style may mean hammocks gently swaying, all-natural wood elements, and plantings creating a vibe of calm and seclusion.

For a recent project, we incorporated Brown Jordan’s new Oscar, which presented a sense of handcrafted, yet modern, décor. It was a waterfront space in which the homeowner was looking for a vibe of modern serenity. Situated on a calming shoreline with impressive trees, the sanctuary at the same time was adjacent to a towering modern home with interior angles and engineered out-

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cassestes1968@gmail.com COPY EDITOR Ryan Hughes

door surfaces and elements. The same vibe-defining process can be incorporated into designing an outdoor kitchen. As the center of many exterior spaces, it is critical for this gathering feature to align with and complement the vibe being projected. For a recent client, their idea of resort living was indicative of a Las Vegas style with family-focused areas during the day, but a nightclub vibe when the sun went down. The outdoor kitchen design included glamorous waterfall-edge countertops, a contemporary metal sculpture in a planting area, a state-of-theart Fire Magic grill and contemporary seating including aluminum and all-weather vinyl barstools. We have clients for which resort style may be fashioned around televisions and projection screens with professional-quality sound. Whet her lying back in Ledge Loungers around a firepit and watching the big game or an action movie is the objective, we can pull together a design that evokes a relaxed and comfortable indoor/outdoor room vibe. The secret to creating resort-style living is not solely about what’s included, but more about the vibe it conjures up. Once this vibe is pinpointed, the elements will fall into place. This can range from wild and vibrant to chill and calming or anywhere in between. The important component in creating sanctuaries, especially during challenging times, is making sure each has exactly the personalized resort-at-home feel—a vibe we are all seeking.

John Nalley STAFF WRITERS Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

Subscription Inquiries: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890

Ryan Hughes owns a Tampa, Florida-based company that creates award-winning, one-ofa-kind outdoor living spaces.

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PATIO & HEARTH PRODUCTS REPORT

IndustryNews Bo Jackson Teams Up with Coyote Outdoor The Bo Jackson Bo Jackson, considered one Signature of the greatest athletes of all Portable Gas Grill by Coyote time, is bringing his talents Outdoor to the grilling industry. The Bo Jackson Signature Portable Gas Grill by Coyote Outdoor is made of superior quality 316 marine grade stainless steel and comes with a customized grate and cover with the legend’s autograph. The product is extremely versatile and can be placed on a picnic table, truck bed, or a boat. It can be used with either a 20-pound propane tank or a small disposable propane tank, and it has up to 20,000 BTU of output. The Bo Jackson Signature Portable Gas Grill comes with an adapter for smaller tanks. Bo Jackson is as passionate about his new endeav-

ors in the food and grill industry as he was for his sports Bo accomplishments. “I’ve been a Jackson food fanatic and enjoy cooking almost as much as playing sports. I’m happy to bring you my signature Bo Jackson portable grill, and it’s great to be part of the Coyote family.” The Bo Jackson Signature Portable Gas Grill by

Coyote Outdoor fulfills a need in the industry for a high-end compact product perfect for boaters, tailgaters, road trip enthusiasts, and homeowners with reduced patio space. There is a demand for smaller, portable models for savvy outdoor chefs who insist on quality design and superior functionality. “Working with legendary player Bo Jackson on the development of this signature portable gas grill has been a dream come true,” says Jim Ginocchi, president of Coyote Outdoor Living. “We share Bo’s passion for providing all sports fans and outdoor chefs, the ultimate grill for both tailgating and home-gating.”

Gary McCray to Receive 2020 Lifetime Achievement Award Longtime outdoor furnishings executive Gary McCray is this year’s recipient of the Lifetime Achievement Award presented by the International Casual Furnishings Association. Earlier this spring, McCray retired as president Gary McCray of Klaussner Outdoor after launching the division for the whole-home producer in 2014. The son of a premier nursery and landscaping company owner in Hickory, North Carolina, McCray grew up riding along with his father to lush installations at homes in Western North Carolina. He worked through high school and college, where he gained a lifelong interest in creating beautiful landscapes and outdoor spaces. After receiving a B.S. degree in Furniture Manufacturing and Management from North Carolina State University, he landed at DMI Furniture in Indiana as a product engineer overseeing development of wood and upholstered

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furniture. He moved closer to home a few years later as he joined Venture Furniture Company, a division of the Lane Company. He then traveled to Southeast Asia to develop wicker and rattan furniture. His first collections were part of the company’s debut at the outdoor furniture market in Chicago in 1983. As the renamed Lane Venture company honed its focus in the outdoor category through the latter part of the decade, McCray led the development of WeatherMaster. This combination of specially treated natural wicker frames with patented, quickdry cushions ultimately transformed the company as an exclusive outdoor furnishings resource. During the 90s and early 2000s, he was involved in the merger of two indoor Lane divisions into Lane Venture, which doubled the size of the company and increased the exposure of the brand. This included working with designers Raymond Waites, Kemble Interiors, celebrity chef Rachel Ray and the Eddie Bauer brand, among others. In 2008, McCray was named president of Lane Venture. With the company’s increased involvement in the outdoor category, McCray became active in the Summer & Casual Furniture Manufacturers Association, served on the board of directors and

was named chairman in 2000-2002. During his leadership, the Lifetime Achievement Award was initiated along with the transformation of independent factory shows into an industry-wide premarket show. Innovative product development was the hallmark of McCray’s establishment of Klaussner Outdoor in 2014, including cordless outdoor motion furniture, LED-lighted accent tables, and RealisTEAK, an engineered polymer material that has the look and feel of natural teak without the routine maintenance. He returned to leadership of the ICFA as a director in 2009 and 2010. He was elected vice chairman in 2012 and 2013 and served as chair in 2014 and 2015. During his tenure, he renewed the board committee system, which collaborated to initiate ICFA’s charitable relationship with the City of Hope, create the Richard Frinier Design Scholarship, revamp the ICFA website, and convene the first ICFA Educational Conference. He also represented the ICFA on the board of the American Home Furnishings Alliance. Amid ongoing concerns around COVID-19, the presentation of ICFA’s 2020 Lifetime Achievement Award has not been determined.

ICFA Creates Unsung Hero Award The International Casual Furnishings Association has added a new award recognizing outstanding customer service to its roster of honors at the annual Awards Gala. The Unsung Hero Award pays tribute to the manufacturers’ employees who serve as company liaisons with dealers and sales representatives. “The ICFA has long recognized that there is a group of ‘unsung heroes’ in our business that the industry would be hard-pressed to do without, and that is our brave, hardworking customer service representatives,” says Candy Chase, national sales manager of Treasure Garden and chair of ICFA’s Awards Committee. “These unsung heroes are the glue that binds the retailers and manufacturers together, and their devotion to their job truly deserves to be recognize d.” The criteria by which nominees will be reviewed includes: • Recognized as providing exceptional customer service for their manufacturer and retailers • Innovative in their service and ability to proble solve for their customer base • Considered a model of professionalism as a customer service representative • Has excellent communication skills and provides timely and accurate information • Serves as an inspiration or model for others on being a brand ambassador “Now, more than ever in challenging times, the customer service representative’s presence, professionalism, steady calm and sheer desire to do the best for both their manufacturers and retailers alike make them even more invaluable to our industry,” Chase says.

manager for Klaussner Outdoor for the past six years. “We’ve been in need of this position,” Tombuelt says. “The addition of Teresa to the group demonstrates Sattler’s commitment to strengthen the Outdura brand in the casual industry and Sattler in the U.S. We are pleased to have Teresa on our team.” Buelin says she looks forward to the opportunity. “I’m excited to be with such a well-respected company and valued partner of the casual industry. The strength of the company in technology and design, along with the parent company in Austria in full support of the U.S.-based Outdura facility, is all set for doing many exciting new things for the marketplace.” Sattler AG, headquartered in Graz, Austria, is a fifth-generation, family-owned company with 145 years of history in the solution-dyed acrylic fabric market. Outdura is headquartered in Hudson, North Carolina.

Big Green Egg Launches Weekly Online Grilling Class Series The Big Green Egg Culinary Center is known for offering guests memorable cooking experiences that are engaging, informative, and fun. Everybody joins in for an interactive culinary experience and celebrates with incredible food created on the iconic Big Green Egg. In response to tremendous demand to extend the reach of these classes, Big Green Egg has expanded into “grillertainment,” by hosting a weekly online series, “The Big Green Egg Grilling Show.” “The Big Green Egg Grilling Show,” presented by the Big Green Egg Culinary Center, premiered on May 22 at 5 p.m. (EDT). New episodes are released each week on Friday, at the same time. The program

Sattler/ Outdura Hires Business Development and Marketing Manager Outdura, a division of The Sattler Group, Austria, announces the addition of Teresa Buelin as business development and marketing manager, casual furniture division. In her new role, reporting directly to CEO Uli Tombuelt, she will focus on building brand Teresa Buelin awareness, oversee marketing initiatives to enhance Outdura’s image, and create long-term value to the organization while closely working with the sales team and CEO. Buelin comes to Outdura with years of experience in the casual furniture industry, beginning at Lane Venture in several roles as customer service manager, director of advertising, sales operations manager, and vice president of sales. More recently, Buelin was sales and merchandise Circle Reader Service No. 11

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industry news is hosted by Liz Burrell, Big Green Egg culinary events manager, and she is joined by some of the world’s best guest chefs as they explore different themes, recipes, and interesting menus that viewers can create at home. “One thing has always been the same for fans of the Big Green Egg— we love sharing recipes and learning new tricks and tips,” Burrell says. “This is an opportunity for everyone to get up close and involved. Each week, we’ll post the recipes in advance, so you can just sit back and watch us

cook, or you can join along to chop, marinate, grill, and plank your way to an EGGstra-ordinary dish we can cook together. I’m so excited to be able to share new recipes, and to introduce you to some of our favorite chef partners. We’ll be able to communicate all sorts of things you might not already know about the versatility of the EGG in an engaging and fun way!” Each episode of the show, along with a downloadable recipe, is available in a video library at https://biggreen egg.com/culinary-center/.

PSP Expo, DeckExpo to Take Place Nov. 8-13 in Las Vegas Launched in 2003, DeckExpo is the go-to annual event for all materials, services, and professionals related to the deck, dock, and railing community. Custom builders, dealers, contractors, and other construction pros gather at DeckExpo to exchange ideas, explore new products, and learn better building techniques from top industry experts.

DeckExpo fits right in with the premier event for the pool, spa, and outdoor living industry. Residential and commercial pool and spa profes-

Brown Jordan Outdoor Kitchens Introduces Its Newest Germani Collaboration Brown Jordan Outdoor Kitchens has launched Elements by Tecno, its latest collaboration with international architect and designer Daniel Germani. In keeping with the brand’s commitment to design innovation, the contemporary, free-standing collection takes a modular approach—empowering design professionals to create outdoor living spaces to fit any footprint. Conceived as a set of uniquely designed stainless steel modules, Elements by Tecno is built to withstand any climate and can be used as a sideboard, bar or cooking station, complementing today’s popular low seating arrangements. The new collection embraces a pared back, European aesthetic, which blurs the lines between cabinetry and furniture, and offers industry-leading durability. “Elements is a modular concept,” says Germani, Brown Jordan Outdoor Kitchens creative director. “One can select from several standard measures and choose from a range of appliance options. Its 360-degree func-

tionality provides access to storage and shelving on both sides of the units, creating beautiful, modular island blocks. Built in stainless steel and powder-coated in a wide range of colors, Elements is the perfect solution for a durable outdoor kitchen prepared to withstand exposure Elements by Tecno from Brown Jordan Outdoor Kitchens to the most extreme climates.” Powder-coat selections span a wide range of solid To help keep outdoor living essentials within easy colors, realistic wood grains and industrial-inspired reach and protected from the elements, the collecfinishes, creating lasting beauty through an ultration offers nested drawers as well as doors and drawdurable and low maintenance finish. ers with sleek, integrated handles. Configurations “Our latest collaboration with Daniel Germani include storage cabinets as well as cabinetry for grills, refrigerators, and trash. continues to push the boundaries of outdoor living As the first to introduce powder-coated stainless design,” says Mitch Slater, president and founder. steel to outdoor kitchens, Brown Jordan Outdoor “We’re proud to introduce a collection so innovaKitchens continues to push its applications to the limit tive in both concept and execution that it answers by offering powder-coat finishes for both the exterior the growing demand for sophisticated, yet funcand interior of cabinets. This new level of detail protional outdoor cabinetry storage solutions with vides homeowners with nearly unlimited options. unparalleled durability.”

European Home Products Featured on HGTV

Sales Manager Chris Weiner giving The Property Brothers some install tips at Viola Davis’ build. (The Modore 75H is in the background.)

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During the past few months, European Home’s hearth products have been featured on the popular HGTV series, “Celebrity IOU,” a home makeover program hosted by The Property Brothers, twin brothers Jonathan and Drew Scott, who turn fixer-uppers into perfect properties. In this season’s lineup, the Property Brothers helped Alist celebrities Michael Bublé, Jeremy Renner, and Viola Holly Markham with The Property Davis express their deep gratitude to individuals who have Brothers had a major impact on their lives by surprising them with home renovations. “We were approached by the Scott Brothers because they had seen and liked what we had to offer, and we were thrilled to be given the chance to provide fireplaces for the series,” says Holly Markham, founder and CEO of European Home. “We cannot thank the Property Brothers enough for the opportunity to be a part of this truly heartwarming series!”

sionals visit the PSP Expo to exchange product knowledge, processes, and best practices. This year’s event is expected to draw residential and commercial builders, installers, service professionals, spa dealers, outdoor living retailers, buying agents, and other industry professionals. “Outdoor living is an important segment that’s been on the rise for key players in the pool, spa, and patio arena,” says Ray Giovine, group director for the International Pool|Spa| Patio Expo. “Bringing these two events together creates a broader selection of products and technology for outdoor living. With this colocation, our attendees will have more tools to create a beautiful outdoor space for their clients’ homes, and our exhibitors will reach a new selection of outdoor living professionals.” The International Pool/Spa/Patio Expo, co-located with DeckExpo, will be organized in accordance with Informa’s AllSecure health and safety standard. As the world’s leading events’ organizer, Informa developed a detailed set of enhanced measures to provide the highest levels of hygiene and safety at our events, providing everyone with reassurance and confidence they are participating in a safe and controlled environment. For more information, visit poolspapatio.com.

Fullsteam Acquires RB Retail & Service Solutions RB Retail & Service Solutions has been acquired by Fullsteam, a leading software and technology company that owns several specialty software companies across a diverse range of industries. Members of the Fullsteam team are Alex Barrick, Rick Brunori, Vincent Kane, Corey Laboon, Rachael Pritz As part of the Fullsteam family, RB growth over the past few years. begin a new chapter in our story as a Retail & Service Solutions will contin“We are confident that becompart of Fullsteam family.” ue to focus on improving and updating part of Fullsteam will lead to With support from the Fullsteam ing the company’s pool and spa softexciting enhancements to our softleadership, Rick Brunori and vice ware product line and will continue ware products and provide wonpresident Rachael Pritz will continue to provide first-class service and supderful opportunities for RB Retail & to lead the day-to-day operations of port to its pool and spa customers. Service Solutions and for our cusRB Retail & Service Solutions, as “Our customers in the hearth and tomers,” Pritz says. “Our custhey have for the past 18 years. RB home industry will not feel any tomers are our most valued asset, will continue to be headquartered impact because of this acquisition,” and we look forward to serving the in Pittsburgh, and all existing says Rick Brunori, president of RB hearth and home retailers, and employees will remain, so cusRetail & Service Solutions. “In fact, service professionals in our industomers will receive the same highwe anticipate that our software prodtry business for many more years level of service and support that has ucts will greatly benefit from Fullto come.” sparked the company’s exponential steam’s backing and are excited to

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product spotlight

Luxe

Lasting Exceptional design and high performance are hallmarks of this season’s appealing array of outdoor fabrics. BY GREG THOMPSON

Patterns and base clothes featuring new bouclé yarn from Revolution Outdoor Fabrics

esigners of outdoor furniture fabric take pains to create something that catches the eye. If it doesn’t look good, it doesn’t make it off the drawing board. However, these days, merely looking good is not enough. It may be beautiful, but does it last? Does it stay soft? Is it environmentally sustainable? “We’re seeing a desire for soft, design-forward, and versatile performance fabrics that apply to indoor and outdoor spaces,” says Steve Pawl, chief marketing officer at Sunbrella. “Consumers understand that we no longer have to sacrifice aesthetics for performance. People are investing in performance fabrics for peace

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of mind that their patio furniture set and throw pillows will last season after season and continue to be comfortable.” Savvy specialty retailers can educate consumers about the high-tech features engineered into today’s textiles. Customers will likely respond to the hidden benefits of fabric, but it’s still the color that draws them in. On that topic, Andy Pacuk, sales manager of residential furniture, Ultrafabrics puts it simply: “Neutrals with pops of color still rule.” Sarah Keelen, design director at Bella-Dura HOME, agrees: “I don’t think subtle neutrals are going anywhere.” Keelen further predicts the “domi-

nance of neutrals for a few seasons” down the road. The 11 manufacturers represented in this issue’s spotlight are experts in function and form. Ultimately, it’s that combination of beauty and performance that customers will continue to look for in 2020 and beyond. OUTDURA, A SATTLER BRAND The Ovation 3 collection continues to gain traction among a large number of outdoor furniture m anufacturers. Offered in cut yardage, the product line from Outdura, a Sattler brand (Hudson, North Carolina) made waves shortly after its introduction

Duo New Collection: Batyline Iso from Serge Ferrari

The Sunbrella Retweed collection contains up to 93% recycled content

Phifertex Plus - Lagoon from Phifer

in Spring 2019. Haynes King, product and customer service manager, attributes success to the product’s status as a “brand new, never before seen” fabric in the marketplace. Outdura has managed to take advantage of textural trends by marrying style and durability. The combination has been a particular priority for Gloria Tsocos, design manager. “Outdura excels in creating plush textiles that have the look and hand of interior fabrics through the use of our bouclé novelty yarn,” she explains. “Coupled with our solution-dyed acrylic construction, these textiles are really made to stand up to the elements, which is resonating with consumers’ needs and desires for fabrics they can really live with.” The entire Outdura product line is made from 100% solution-dyed acrylic, all part of what King calls the “performance story” that starts with the fiber itself. Specifically, solution-dyed acrylic fibers have pigment throughout, so when the yarn is spun, the color maintains throughout the yarn and the fabric, leading to “superior light fastness, water repellency, dirt repellency, and mold and mildew resistance.” On the color side, Tsocos favors neutrals, which she says continue to be the “it” color, particularly “calming hues of sand and earth to cool gray tones” which are represented throughout the Outdura collections, “especially in our Chic and Sequoia patterns.”

ed performance outdoor polyurethane fabric in a well-curated color line. Described by Andy Pacuk, sales manager of residential furniture, as a “beautiful pattern that is soft and supple with high durability,” Ultraleather joins company best-sellers Brisa Original and Brisa Distressed Outdoor to solidify a formidable lineup. Brisa Original and Brisa Distressed Outdoor are made with proprietary Takumi Technology, helping to produce eye-catching patterns with the performance required for outdoor furniture. “Ultrafabrics Outdoor fabrics can be used in both interior and exterior environments,” Pacuk says. “They can be easily

Modern Pastels from Outdura include Arbor Chick, Moonbeam Basil, Sync Sea, Vivaldi Rose, and Mariner Aqua

ULTRAFABRICS Designers at Ultrafabrics (Tarrytown, New York) recently introduced Ultraleather Coast Outdoor, a sophisticat-

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product spotlight

Bella-Dura Navy group featuring Cosine Royalty, Falkirk Royalty, and Kepler Royalty

cleaned with soap and water, alcoholbased cleaners and bleach solutions, as well as disinfected with CDC-approved disinfectant products to fight any COVID-19 concerns.” Pacuk agrees with colleagues who contend that “neutrals, whites, and soft grays with pops of color” are the main design trends. As to the why, he explains: “The furniture in an outdoor environment needs to complement and not dominate the space. Neutrals let the garden or pool define the reason for the furniture.” Ultrafabrics uses only premium polycarbonate resins in its manufacturing process. In combination with high-UVresistant properties, the fabrics achieve a high degree of luxury and durability. Bleach cleanable, Pivoting from practicality to sustainfade resistant, and liquid resistant ability, Ultrafabrics has sought to focus InsideOut on environmental concer ns with its Performance Fabrics Ultraleather Volar Bio, its first bio-based collection. “Ultrafabrics has made a strong commitment to sustainability and innovating materials that conserve resources and protect the well-being of people and the planet,” Pacuk says. “By 2025, the company’s goal is to include bio-based ingredients and/or recycled content in 50% of new product introductions. By 2030, that goal will increase to 100% with existing collections evaluated along the way.” Balance collection

Top to bottom: Catamaran Bouclé in Spring; Copacabana in Leaf; and Sand Dollar in Aqua from Sunbelievable

oration, soft feel, and excellent performance.” While the fabrics are built to last, all textiles eventually wear out. With that in mind, Sunbrella has recycled acrylic manufacturing waste for the last 25 years, delivering it to partners who convert the materials into industrial products such as felt, automotive insulation, and filtration. “In 2010, we started Recycle My Sunbrella, a special ‘take back’ program that provides an alternative to disposal for fabric scraps, awning covers, boat covers, and upholstery fabric.” Rather than one or two best-sellers, Sunbrella uses its massive resources to create a wide range of popular fabrics to achieve multiple styles, from sin-

from Sunbrella

SUNBRELLA Sustainability is no mere buzzword at Sunbrella (Burlington, North Carolina). Viewed more as a way of doing business, company officials have set aggressive sustainability goals, including achieving zero waste-to-landfill in worldwide manufacturing facilities. Steve Pawl, chief marketing officer, points to the

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Sunbrella Renaissance program as an example of how Sunbrella does more than talk. “Sunbrella Renaissance takes leftover fabric scraps, fiber and yarn to create something entirely new,” he explains. “Renaissance yarns combine up to 93% post-industrial recycled Sunbrella fiber with virgin Sunbrella fiber. The result is a textile with vintage charm, rich col-

gle-color weaves and complex jacquards to textures like chenille, bouclé, tweed, and knits. “People love our Dimension collection for its bold colors and large-scale patterns,” Pawl says. “On the other hand, our Fusi on collection adds depth and life to any outdoor space.” When specialty retailers take the time to under-

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product spotlight

be shown in conjunction, such as deep teal, goldenrod yellow, and soft coral red,” she says.

Ottoman stripe shown in Fredda Aruba from Para’ Tempotest USA

stand that “depth and life,” their enthusiasm comes across to customers. “It comes down to understanding your audience and curating a variety of products that meet their needs,” Pawl says. “Specialty retailers are uniquely positioned to deliver personalized, targeted service and expertise–so consider the complete experience you are giving your customers from initial inspiration to a job well done.” BELLA-DURA HOME/SWAVELLE Bella-Dura HOME/Swavelle (New York, New York) launched a new collection of performance textiles in June. The line of indoor/outdoor fabrics offers customers a way to look at new product while working remotely, and features new patterns and updated colors of the company’s previous best-sellers. “This new Bella-Dura HOME line is very residential in appearance with patterns that can easily cross over between indoor and outdoor settings,” says Sarah Keelen, design director. “We’re showing new textures, stripes, and patterns and introducing a new warp that allowed us to create a group of tweed-inspired looks.” Last fall, retailers embraced BellaDura HOME’s Lansinger, a dynamic texture woven on a slub warp that simulates a natural linen, giving the fabric a soft hand. Keelen adds that Lansinger also features “a strié of fill yarns that are multi-colored and vary in size.” This season, Bella-Dura continues Lansinger’s momentum with many new colors. Keelen’s team seeks to match looks

Sand & Earth from Outdura patterns include Aragon Tamale, Aragon Coco, Chic Linen, Ombre Almond, Confections Chili, and Bubbly Coco

with performance, and backs the commitment with a 5-year warranty for outdoor use. Performance fabrics are woven with a combination of proprietary yarns that include a solution-dyed olefin and a high-UV polyester, creating “a fabric that is mildew and microbe resistant, bleach cleanable, with superior lightfastness and durability.” Softer nature-inspired colors continue to be popular, and Keelen does not see that changing in the near future. “The prominence of subdued neutrals as a base in design allows for a wide range of bolder accent colors to

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SERGE FERRARI At Serge Ferrari (La Tour-du-Pin, France and Deerfield Beach, Florida), every fabric starts with “aesthetic/ comfort” and “cleanability/durability” as top priorities. It’s an ethos that fueled the recent launch of Batyline Lounge, a 100% PVC upholstery mesh, described by Laurent Pellequer, Serge Ferrari North America’s market development managVibrant Sunsure er for furniture and Stock from hospitality, as an Twitchell “extremely cleanable tight weave that looks like fabric.” Another recent intro is The Batyline Elios, a blend of PVC and flocked thread. “It’s a very soft material and very cleanable with an abrasion resistance four times better than acrylic,” Pellequer says. “These two products pass the IMO Fire Resistant certification.” Batyline ISO and Batyline DUO sling application collections remain bestsellers for Serge Ferrari, largely thanks to stability that prevents sagging even with continued use. Some customers are specifically looking for these performance characteristics, while others may see the benefit if they are educated. “Offering a product of quality is key to success and repeat customers,” Pellequer says. “This pandemic situation will push the residential and contract segment to think more about the outdoors.” The specter of COVID-19 may indeed be pushing the trend for outdoor spaces, but Pellequer sees the move as part of a theme that began even before the pandemic. “We see demand from customers for physical comfort, emotional appeal, and

durable design,” she says. “These three aspects are the DNA of the Batyline collections.” INSIDEOUT PERFORMANCE FABRICS Christy Almond, vice president of marketing and product development at InsideOut Performance Fabrics (Valdese, North Carolina), believes in educating consumers, because many have not really pondered the nuances of fabric. When it comes to InsideOut, manufactured by Valdese Weavers, it’s the all-in-one performance that specialty retailers should be touting. “InsideOut truly checks all the boxes of performance, so that helps lessen confusion,” Almond says. “We have ample educational tools for retail sales teams such as quick videos, webinars, and in-person training with our sales team. At the retail consumer level, we have a wide assortment of point-ofpurchase materials that are easy to read and are great quick references for customers to learn about the fabric.” In business for more than a century, Valdese Weavers is known for its decorative residential textiles that deliver the look and feel of a high-end interior textile, but can also be used outdoors. This dual capability provides what Almond calls “an overall cohesive design aesthetic.” Almond explains that the cohesive design look is achieved “by using a multi-yarn platform (instead of a single platform that can appear flat in texture) to add dimension, texture, and interest. The rich texture, wide v ariety of color choices, and trend-forward patterns set us apart from other outdoor performance brands.” InsideOut is constructed of polypropylene and high energy dyed polyester, plus a few extra twists. “Olefin has inherent performance attributes, but to increase overall performance and make it reliable for the outdoors, we’ve made InsideOut liquid resistant through a plant-based finishing,” Almond e xplains. “We’ve made it fade resistant by using a UV absorption technology to further protect the fabric’s color and tenacity when exposed to UV rays.” PHIFER INC. Specialty retailers that carry items adorned with fabrics from Phifer Inc. (Tuscaloosa, Alabama) are seeing a new range of “glowing pastels” that

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product spotlight

world, I want to emphasize it even more,” Benitez says. “It won’t have an effect on COVID, but it does keep the product cleaner from bacteria for longer. Microban has excellent features for sling applications, and it is proprietary in Phifer products.”

New Ottomano pattern from Para’ Tempotest USA

Brisa Distressed Outdoor in Greige by Ultrafabrics

Brisa Original Outdoor in Daisy by Ultrafabrics

Bella-Dura Light Aqua group, featuring Kepler Seaglass, Drybrush Mineral, Edenwalk Anguilla, and Lansinger Seaglass

are futuristic yet familiar. Hugo Benitez, national market manager of design fabrics, explains that “these soft and easy hues are inspired by the powdery midcentury color palettes, but pushed to a more playful and optimistic color direction. The effect is a faded neon quality that is very much inspired by the 1980s.” New color introductions include Chile Ice Blue, Aquamarine, Papyrus, and Peach Puree—just a few of the more important hues on offer from Phifer. Contemporary furniture styles with clean lines and shapes are continuing for this season, and Benitez sees these trends as ideal opportunities to

use more color in the outdoor space. Meanwhile, Phifer’s Resort Collection and 2020 Stock program have seen solid sales over the last year, primarily with fabrics sporting navy, mid-tone blue, aqua, and teal hues. Benitez notes that “these sleek styles and soothing colors resonate with consumers because they are seeking hues inspired by nature that will transcend the chaos of today’s lifestyles.” Part of the chaos stems from the COVID-19 crisis. With that in mind, Phifer’s use of Microban fits nicely with the hyper vigilant focus on cleanliness. “We’ve had Microban in our product for a long time, but in today’s

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PArA’ TEMPOTEST USA The popular Fifty-Four Volume I stock collection from Para’ Tempotest USA (Carrollton, Texas and Sovico, Ital y) recently expanded with the introduction of the Tempotest Home Fifty-Four Volume II. According to Jeff Jimison, national sales manager, Volume II features small-scale jacquards, four new up-the-rolls stripes in numerous colorways, and an ottoman woven stripe. “We have also created a new ottoman solid in 13 different colors,” Jimison says. “This ottoman is very textural with deep and pronounced ribbing, and the colors are dee p and rich. Both of these introductions are stocked in Carrollton.” Tempotest’s long staple offering has expanded to include jacquard patterns. Jimison explains: “The long staple is a worsted yarn spun from solution-dyed acrylic fiber that offers all the great performance features of an outdoor fabric—lightfast, mold-and-mildew resistant, and beach cleanable—with the feel and rich texture of fine linen and other natural fiber fabrics.” The new jacquards, paired with the long staple solids, give customers the opportunity to use fabrics that have an indoor look and feel in their outdoor space. As a result, Jimison routinely hears reports of customers buying these items for indoor space to take advantage of the performance features. In addition to its commitment to solution-dyed acrylic fiber for its yarns, Tempotest uses branded Teflon for water and stain resistance. The manufacturer of Teflon, Chemours, requires Tempotest to have thirdparty testing of its application to verify the performance. “Other manufacturers of outdoor fabric do not have this added level of assurance that their finishes will perform day in and day out and with the same level of durability as Teflon,” Jimison says. “My advice to retaile rs is to offer fabrics like these that are beyond the ordinary. Fabrics not typically available at big-box stores can make your store a destination for dis-

cerning customers.” rEvOLUTiON OUTDOOr FABricS Anderson Gibbons, vice president of marketing at Revolution Outdoor Fabrics (Kings Mountain, North Carolina), knows that many of his competitors favor solution-dyed acrylics. Revolution opts for polypropylene as its building block, content that the product has its own advantages. “Because we use the correct pigments, and also UV stabilizers and continuous filament yarn, we’re able to create texture and softness along with performance that’s every bit as good as the spun solution-dyed acrylics,” Gibbons says. “The advantages of our yarn being continuous filament is that we can create unique textures and bouclé s that don’t fuzz or pill. We actually have test results to prove that statement.” CEO Sean Gibbons acknowledges that the company’s focus has long been indoor residential design, but these days, they are taking that expertise outdoors. “We started our Revolution brand on indoor five years ago, and our philosophy has been performance fabrics for all,” Gibbons says. “We’re taking that philosophy outdoor, and you’re going to see textures that are beautiful and luxurious. Our goal is to take those textures, styles, and colors, and make them at a price point and value that hasn’t been seen.” In a move to “change the value matrix for affordability,” Anderson Gibbons singles out one of Revolution’s best-selling linen looks, a pattern called Rumba. “It’s $4.95 a yard, which for the quality is really amazing. Another one of our big aesthetic drivers has been to take synthetic fibers and make them look like home-spun natural fibers through processes we administer to the yarns here in Kings Mountain.” “We take an engineering approach, a yarn-forward approach,” Sean Gibbons adds. “We take polypropylene and make it look like cotton or wool or linen, but we get the performance of the polypropylene. Our made-in-theUSA ethos is to make natural-looking fabrics out of synthetic yarns, because they perform, particularly in the outdoor space where that is a necessity.” SUNBELiEvABLE Officials at Sunbelievable (High Point,

Sunbrella® is a registered trademark of Glen Raven, Inc.

Never good enough. Always better.

We’ve always known good enough won’t cut it. Born to withstand nature’s worst, our legendary fabrics prove themselves season after season.

LEGENDARY FABRICS. OFTEN IMITATED, NEVER DUPLICATED.

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product spotlight

Coraleen from InsideOut Performance Fabrics

Pattern Prescott from Revolution Outdoor Fabrics

Phifertex Wicker Weaves - Interlock Calypso from Phifer

Batyline Elios from Serge Ferrari

Left to right: Stormy in color Rain; Neptune in color Blueberry; and Club Med in color Blueberry from Sunbelievable

Stock additions from Twitchell

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North Carolina) are approaching this season with strict COVID-19 safety protocols in place. At a time when some companies are putting production on hold, Bea Spires, vice president of design, has her designers creating new collections, confident in their ability to produce and fulfill new orders. With consumers spending even more time at home, those orders are made with an eye toward performance and enduring quality. “In addition to using solution-dyed acrylic fibers, we’ve developed an exceptionally fine solution-dyed polyester warp,” Spires says. “It actually enables our designers to produce a luxuriously soft, more intricately patterned fabric that is also amazingly durable, stain resistant, fade resistant, and cleanable—even with bleach. It’s perfect for any outdoor application.” Matching performance with an eco-friendly ethos remains a priority at Sunbelievable, with designers also conscious of cleanliness and hygiene. To make that a reality, Sunbelievable will offer a new dual performance finish of a sustainable, renewably sourced, non-fluorinated stain repellent in combination with an environmentally sustainable antimicrobial. “The stain repellent boasts over 60% renewable-sourced content from plant-based sources, and since it is non-fluorinated, it contains no PFCs,” explains Chip Finneran, vice president of sales. “It is Bluesign approved and complies with Zero Discharge of Hazardous Chemicals (ZDHC). The environmentally sustainable antimicrobial provides the fabric safe, broad-spectrum protection that inhibits the growth of microorganisms, with benefits of durability, odor prevention, and cleanliness.” Keeping up with cleanliness and sustainability trends is a priority, but Spires also likes to set a few trends when possible. With that in mind, she points out: “Our strength is in creating exquisitely intricate patterns and our own pro-

prietary colors. Our years of expertise in developing novelty yarns with bouclé and chenille means that our luxurious patterns are uniquely ours.” TWITCHELL TECHNICAL PRODUCTS LLC Twitchell Technical Products LLC (Dothan, Alabama) is adding an array of items to its outdoor stock collection, including distinctive Jacquard patterns (Twitchell stock “Reflection” and “Amari”), bright Sunsure fabrics (“Orange Envy” and “Teal Crush”), and textural dobby weaves (“Greenlake” and “Limelight”). As a vertical textile organization, it enables the company to work directly with furniture manufacturers to offer custom design services. Twitchell’s Sunsure collection remains strong, continuing to generate sizable sales due to its ability to provide what designer Nancy Egge calls “slingable, affordable, 85% sun blockage for shade products.” The attributes are sought after, but Egge points out that educating customers can spread the word about how fabrics play a key role in the decision-making process. “Consumers demand a balance of durability and high style,” she says, “and our Textilen e products can deliver these needs.” Part of Twitchell’s durability is owed to PVC, a particularly strong material. “Twitchell takes this robust material from a virgin state and compounds it with highly specialized raw materials into the durable product of Textilene,” says Gena Webb, vice president of research and development/products. “We are the experts of Textilene. Extremely durable pigments are added to our compound that add not only a pop of color, but long-term durability for outdoors. Rain or shine, our products outlast the test of time.” Egge and Webb are able to keep a close eye on the manufacturing process since all work is done at the facility in Dothan. Yarn quality and weaving expertise is consistently held to high standards and additional attention is also paid to creating environmentally friendly fabrics. Egge points to the company’s EarthTex fully sustainable fabric, “now being engineered for a future launch into the outdoor market. EarthTex is a 100% recyclable product that gives the same durability and quality that our customers experience with Textilene.”

Circle Reader Service No. 25

hearth retailer

Left to right: Ryan Shanahan and Sean Rosser

New Normal Perseverance pays off for fireplace retailer that reacted quickly and strategically to the pandemic.

WRITTEN BY SHARON SANDERS

PHOTOGRAPHY BY JAMIE HARRINGTON

ecent months have yielded many changes, challenges, and opportunities for retailers, big and small, across the country. Hearthside Fireplace & Patio (Warwick, Rhode Island) has boldly taken on the obstacles it has faced and tapped into its strengths to prepare its operations for a new normal, while keeping the heart of its personality. The family-owned business began in 2006

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when Sean Rosser and his stepson, Ryan Shanahan, purchased a small fireplace installing distributor business that serviced clients across Rhode Island and Massachusetts. During the Great Recession of 2008-09, as the marketplace changed, they transitioned to focus on the retail market, doing business out of a small showroom and warehouse in Rhode Island. A few years later, after some success, the pair

purchased a 12,000-square-foot retail space on a busy roadway—and business took off to new levels. In its new high-profile location, revenue went from $1.25 million in 2009 to $4 million in 2012. And the growth hasn’t stopped. As of today, Hearthside operates four stores serving homeowners, designers, and builders throughout Rhode Island, Metro West, and the south coast of Massachusetts to Cape Cod. The core of Hearthside’s successful market strategy is full-service hearth and outdoor living. Hearth is still its primary focus—it delivers and installs most of the products it sells from high end manufacturers including Mendota, Jøtul, Hearth & Home Technologies, and Travis Industries. “I like to tell customers we are in the business of building a fire in the middle of their house—on purpose,” Rosser says. There is plenty of competition in the area, so Hearthside has carved a niche for itself as the installation and service expert, based on the fact that the company’s roots are in the builder market. Its installers adhere strictly to codes, safety, permits, and licensing. “Builders tend to be demanding when it comes to service, so we’ve become attuned to providing the best service possible, and we brought that formula to retail. Sure, other retailers provide full service, but we take it to a higher level with honest product consultations, in-home site visits, and after sales service—and we stand behind all of our work with an extended warranty.” Hearthside’s well-merchandised showrooms and product selection further seal the deal, making the showrooms a favorite of local builders and homeowners. Hearthside’s strength also lies in its company cul-

Showcasing linear, contemporary designs pays off

ture. “We are a family business and as such, consider all of our employees to be family. We’re not just interested in their productivity, but care about their lives and about their overall well-being. They are part of our extended family. It’s a culture that makes employees want to stick around because they feel valued.” Rosser adds that the business is driven by a growth mindset, which is an underlying theme in every decision it makes. “If a company isn’t growing, it’s dying. When you have a growth mindset, you’re constantly thinking about your market, customers and how you can improve and become better. It gives your employees security and career opportunity knowing that they’re part of a growing company.” In response to the COVID-19 pandemic, Hearthside had the chance to draw on its strengths and show its customers and employees that it cares. The business, which is known for its high-touch service, was able to quickly and strategically shift focus to a safety-first environment. “We are in the midst of creating a new normal for Hearthside that still gives people everything they love about our service and products, but with a peace of mind that they are safe at the same time,” Rosser says. In March, when statewide stay-athome mandates were put in place for Rhode Island and Massachusetts, Hearthside was able to remain open Realistic vignettes because retail businesses that served inspire the construction industry were concustomers sidered essential. “Our leadership team had to mobilize and quickly identify how to keep the business strong financially. We approached the strategy location by location and employee by employee.” It was decided that all retail stores

would begin operating with a skeleton crew. “We met with employees right away to outline our initial plan. Everyone was understanding and supportive because they know that our first priority has always been the long-term well-being of our staff,” Rosser recalls. As part of the first steps, some employees were asked to job share, others worked from home, and any employees who were uncomfortable working for any reason were furloughed. Next, the CDC guidelines for maintaining a safe workplace were implemented into everyday operations. Hearthside equipped every retail location and delivery truck with gloves, masks, and sanitizers. New protocols were put in place for the in-home experience. “We sent an email to customers explaining the new safety process and implemented a revised phone script for job confirmations. Homeowners were asked to reschedule their appointments if anyone at home was feeling ill, and were encouraged to relax in another room during their installation to allow for safe social distancing.” Customers expressed their relief that Hearthside was open and moving forward with sales, deliveries, and installations. “We went above and beyond to let them know we were taking the situation seriously, assuring them that every effort was being made to keep them and our employees safe,” Rosser explains. As a result of its efforts, Hearthside managed to maintain stable sales levels during the critical months of the crisis. Retail business only dipped by 20 percent, and the construction side saw a small 10 percent drop-off because some small builders stopped working. “I think the key to success through it all was quick action, planning, and communication. Ryan or myself stopped by all of the stores regularly, and checked in with delivery and installation crews so we could answer questions and support them whenever needed.” Today, Hearthside’s operations are an evolving version of the best practices during the lockdown. “We are implementing ideas that are sustainable and make sense over the long term,” Rosser says, adding that the business going forward will factor in

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hearth retailer

Customization is king at Hearthside Fireplace & Patio

that there is going to be more pressure from customers to offer minimal-touch options. “Before the pandemic, we built up our showroom as the end destination—all of our marketing was channeling our customers to come into our showroom. Now, it’s going to be much more about channeling the inhome consultation.” One of the new calls to action on the company website is asking customers to not only choose the time of day for their initial consultation, but to indi-

The stores are an integral part of their communities

cate if they prefer to do it virtually or in person. On the installation side, Hearthside offers virtual site visits, if the customer prefers, instead of physically going into homes. “During the height of the COVID outbreak, we curtailed in-home jobs whenever possible, and encouraged backyard projects and new construction jobs until safety was less of an issue.” Hearthside’s advertising promoted its outdoor products and emphasized that employees had been trained how to approach their job with minimal

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contact and maximum safety. Rosser and Shanahan are optimistic about Hearthside’s future, even though they see many challenges ahead. “Frankly, our belief is that the fallout from the pandemic is going to be with us for years. As a result, we are changing our business processes to better align with our customer’s expectations in this new normal. We believe that for those retailers who can adapt and embrace these changes, the rewards will be significant.”

Circle Reader Service No. 29

outdoor grilling

Recreational Warehouse operates three stores in Southwest Florida

365 Days of Grilling Outdoor kitchens are year-round hot sellers for this growing retailer in sunny Florida. WRITTEN BY MAURA KELLER PHOTOGRAPHY BY CHRIS PAYNE

or nearly 25 years, Ft. Myers Leisure Products, which does business as Recreational Warehouse, has been providing consumers with a leading product sales mix that has helped the company make a name for itself throughout the Fort Myers, Florida region. This growth is the most evident in the company’s continual expansion— having opened its third store in 2017. Craig Ecelbarger, president of Recreational Warehou se, explains that the company’s original store in Fort Myers was the company’s only location until 2012, when a second store was added in Naples, 40 miles to the south. In 2017, the company expanded north with its newest location in Port Charlotte. All three locations serve the Fort Myers television market, the sixth largest market in Florida, which covers a territory that includes approximately 1.4 mi llion people. “Our current product sales mix includes

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spas, hot tubs, and pool products, equipment and supplies, as well as outdoor kitchens,” Ecelbarger says. The company’s outdoor kitchen sales include barbecue grills and supplies, but the overwhelming majority of its grilling sales are related to outdoor kitchens. “We build custom outdoor kitchens, sell and deliver prefabricated outdoor kitchen grill islands, and provide stainless steel grills, burners, refrigerators, doors, etc. for people wishing to purchase those components for an outdoor kitchen project that the customer already has underway,” Ecelbarger explains. Long before the COVID-19 pandemic arrived and required consumers to make the most out of their home environs, the outdoor kitchen market was experiencing exponential growth. And now thi s growth is here to stay as homeowners set their sights on enhancing their outdoor living spaces. “We’ve been in the pool and spa business forever, but this is

Craig Ecelbarger

Outdoor grill sales are the fastest portion of the retailer’s overall business

“In 2020 alone, the company will run nearly 11,000 television commercials, plus create a plethora of digital impressions.”

our seventh year in the outdoor kitchen business,” Ecelbarger says. “The rise to 20 percent of our total business after being zero seven years ago makes it the fastestgrowing portion of our business.” While Recreational Warehouse first began in Florida in 1996, Ecelbarger actually started in this industry as a high school student 44 years ago in the original Recreational Warehouse store in the Buffalo , New York area. While that store still exists, it is unrelated to Ecelbarger’s current business. “My first job there was to sell gas grills,” he says. “The big inno-

Green Mountain Pellet Grills are hot sellers

Bull’s small to mid-sized gas grills are popular with two-person family units, which are frequent customers

vation that year in 1976 was the introduction of the portable propane grill on a cart. It caught on!” So what are the hottest outdoor kitchen items that Ecelbarger and his team are seeing consumers gravitate toward? In free-standing grills, Recreational Warehouse sells Big Green Egg, Green Mountain Pellet Grills, and Bull Gas Grills. “Our prefabricated outdoor kitchen grill islands are made by Bull,” Ecelbarger says. “And for custom kitchens, we use Bull stainless steel components, have cabinets built, finish with stone or tile, and provide a granite countertop.” Not surprising, Fort Myers is ideal for outdoor living—thanks in big part t o the weather condi-

tions and environment. As Ecelbarger explains, there is a heavy emphasis on outdoor entertainment in Southwest Florida—especially considering homeowners can grill 365 days a year. “Our population swells by nearly 30 percent in the winter months as ‘snowbirds’ migrate from the Northeast and Midwest, and while in Florida, these folks want to live a ‘Florida lifestyle,’” Ecelbarger sa ys. As such, nearly every resident has some form of designated patio area behind their home, from pool decks to screened lanais or simple patios. “These areas are heavily used for much of the year, so an outdoor kitchen is a logical addition,” he explains. “Many newer homes are built with an outdoor kitchen in

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outdoor grilling

Recreational Warehouse’s new Port Charlotte location boasts 20,000 square feet, featuring more than 20 outdoor kitchen setups

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mind—it’s becoming that popular.” In Recreational Warehouse’s experience, smallto mid-sized grills are the most common. “We have a lot of two-person family units here, and our clientele skews older than most,” Ecelbarger says. “Refrigerators are big sellers, and are included in nearly all of our outdoor kitchen designs. As more and more homebuilders have pre-stubbed homes for outdoor plumbing, sinks have also become more popular.” The overwhelming majority of Recreational Warehouse’s outdoor kitchens are finished with various types of ledger stone—with both earth tones and gray tones being the most sought after. In addition, consumers gravitate toward an assortment of granite or tiles for countertops to complete the design. “Most of our customers do not come to us with a set plan for what they would like in an outdoor kitchen design, but they know that they want this ‘lifestyle,’” Ecelbarger says. “Outdoor kitchen customers are happy people. I believe that recent events will put an even greater focus on home improvement, and an outdoor kitchen is a highly desirable addition to any home.” While some retailers may think being in a market saturated with prime backyard environments that need outdoor kitchen essentials would mean little advertising or marketing is required, Ecelbarger notes that retailers need to work hard to capture the attention of potential customers. As such, Recreational Warehouse prides itself on being the dominant advertisers in the Fort Myers market, striving to become a household name in the minds of consumers. In fact, in 2020 alone, the company will run nearly 11,000 television commercials, plus create a plethora of digital impressions. This type of marketing effort is paying off for Recreational Warehouse because Fort Myers isn’t a big market, so the company’s current market share is fairly high. “Our showrooms are large and full— each of our locations has at least 15 various outdoor kitchens displayed,” Ecelbarger says. “Our staff is very well-trained and our customers can use our showroom experience to do all of their shopping.” The company’s most recently opened store in Port Charlotte boasts 22,000 square feet, which features more than 20 outdoor kitchen environs and is located in a suburban indoor mall, with neighboring entities being a 16-screen movie theater and a popular department store. Even though the concept of “nesting” has taken hold among consumers who are spending more time in their abodes, there are certainly challenges that outdoor kitchen manufacturers and retailers are embracing. “The biggest challenge we all face in this industry is having to wait for more and more customers to become familiar with the concept of an outdoor kitchen,” Ecelbarger says. “Each year, the awareness increases, but it still has a long way to go—it’s a great opportunity for all of us. We want to make it easier for more customers to easily add an outdoor kitchen to their home and enjoy that lifestyle.”

Circle Reader Service No. 33

showroom showcase

Delighted shoppers flock to this South Carolina patio shop after the lockdown lifts. John Chamberlain and Dottie Reynolds

BY KIMBERLY RODGERS PHOTOGRAPHY BY ALEX HAMILTON

WelcomeSight hen South Carolina Governor Henry McMaster issued an executive order to reopen businesses on April 20 following the coronavirus lockdown, Dottie Reynolds was especially happy. With husband John Chamberlain, she owns Casual Living, an outdoor furniture store in Columbia—the state’s capital and second largest city. Retailers selling furniture, books, music, flowers, clothing, and accessories, along with depa rtment stores, sporting goods stores, and flea markets were first allowed to operate at 20% capacity, or 5 people per 1,000 square feet. Just over a week after the store’s reopening, Reynolds reported business was good and traffic had been steady. “After all this, I do think people will be hesitant about traveling this summer, or even the remainder of the year, and spend their money on sprucing up their h omes, including the outdoor spaces.” Casual Living has experienced no

major issues in adhering to the social distancing requirements under the governor’s orders. With a 6,000-squarefoot showroom, the store can accommodate up to 30 people, but Reynolds adds, “We usually didn’t have that many people in here at one time anyway before all this happened.” Even before the coronavirus hit, 2020 did not sta rt out with a bang for casual retailers in the South, since much of the region was inundated with rain for most of January and February. “The season didn’t kick off for us as usual and once the weather did dry out in mid-March, everyone was focused on the coronavirus.” Nonetheless, Reynolds did help people with online and some private appointments during the store’s closure. During this time, she saw two types of buyers. “There were custom orders from people who wanted to redo their entire outdoor space because they are home, have some time, and are not

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The showroom projects a fashion current vibe without being too trendy

going anywhere. They wanted to finally purchase that new dining table set or seating area grouping.” On the other side were those customers desiring to freshen and update their spaces with new rugs, pillows, and other accessories to add on to what they already have. Now that the store is open, sales are brisk for items she has in her warehouse, products that are on the floor, and for products from those ma nufacturers who are still shipping or have inventory in stock. “I do wonder, for those manufacturers that had to stop production, how long it’s going to take to receive orders once everyone starts buying again,” Reynolds says. Already run very efficiently with a small staff, there were no layoffs during the store’s closure. In fact, she anticipates once Casual Living gets

Customers typically lean toward traditional styles with a slight movement toward more modern, clean design

Reynolds regularly uploads photos of showroom vignettes to Casual Living’s newest website

back up and running at full stea m, a full-time salesperson will be added. SOCIAL MEDIA SAVVY For a specialty retailer, Reynolds was an early user of social media, taking advantage of the benefits of various platforms to communicate information to customers, highlight products, and spark interest in outdoor products and lifestyle. The store’s Facebook page became essential leading up to and during the state’s shelter-at-home orders, which allowed her to keep customers updated on store hours, encourage them to place orders and, once quarantine orders were issued, to notify customers of the store’s temporary closing. About 3 years ago, the store’s website (www.casuallivingsc.com) underwent a complete redesign. In addition

to providing manufacturer product images, a specials page, a link to subscribe to a monthly digital newsletter, customer s ervice information, and a blog, Reynolds had also planned to do some ecommerce from the site. However, the logistics and freight costs of delivering items, especially large pieces of furniture, became somewhat complicated. “Although we have some sales off our website and can ship any-

where in the United States, we realized our market and priority is Columbia and the Midlands region of South Caroli na,” she says. “To do it the right way, I would really need to hire someone full-time to manage online sales 24/7.” In addition to the main website, designed and managed by a webmaster, Reynolds created another website (www.casuallivingoutdoorfurniture.c om) through GoDaddy. This site is more responsive and transactional, and it focuses on local customers. It also gives her the ability to easily update it w ithout the assistance of a web designer. The new site was especially important during the pandemic to keep her customers informed with products she currently had available on the showroom floor. On the new site, she can post pictures of groupings set up in appealing vignettes in her showroom, and provide pricing information, in real time, on the availability of certain items. “I can easily change photos and prices, depending on what we have sold,” she says. Although the new site started out as a temporary one to help her through the shelter-athome orders, Reynolds says she may eventually The store’s primary market is eliminate her original Columbia and the Midlands webpage. “Then I will region of South Carolina never have to ask a web-

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showroom showcase master for help again and that is where I really want to be.” In recent weeks, she has had a tremendous amount of traffic to the site and is happy with the response it has generated. Casual Living’s showroom reflects the Columbia market and projects a fashion current vibe without being too trendy. The region is very traditional, but Reynolds is seeing a slight movement toward more modern design. “Clean, contemporary lines are what magazines and all the design shows are highlighting.” Younger demographics are also changing Casual Living’s market. “Forty-something buyers have a totally different look in mind than baby boomers.” Overall, pieces in outdoor wicker and teak are quite popular among her customers. Sales are also on the upswing for all-weather recycled plastic, particularly with occasional pieces, benches, rocking chairs, and Adiron dack styles. Many of the store’s customers are design savvy and already work with a professional designer. For those without outside help, Reynolds is also an interior designer by trade, and encourages her customers to utilize her skills to help them plan and furnish their outdoor rooms. While she always lets people know she can help them with design, she does not push a product just to make a sale. “If it doesn’t

look good, I am not going to say it does— that is not in my DNA.”

During South Carolina’s shelter-at-home orders, owner Dottie Reynolds helped many customers update their spaces with accessories

On-site consultations to customers’ homes have definitely decreased over time, Reynolds notes. Instead, both she and her buyers are finding it much easier and more efficient to design by text. “People will text me pictures of their space, and I will then text them items that I think will work.” In the future, Reynolds plans to make videos by sharing products in the Casual Living showroom, along with design tips and inspiration.

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“People do respond to the visual, and it’s a quick way to get your message out.” Since shelter-at-home orders were instituted, the global use of different video chat technologies such as Zoom, Skype, and FaceTime have increased dramatically. Reynolds would definitely like to use more of this technology in the future for virtual design appointments. “A customer can take their iPad or laptop outside and pan their backyard, pool, or porch, and we can actually have a conference virtually. I think video meetings are the next natural progression for design appointments.”

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as i see it

FV48 with Birch HD Log Set and Brushed Chrome Solo Grace Front

feedback

matters Mendota listens and responds to the voice of the customer. BY MAURA KELLER

Innovators listen to the marketplace. Mendota (Cedar

Rapids, Iowa) is an innovative hearth company that not only listens but has a vision to move the ball forward and push its competition to the limits. Patio & Hearth Products Report met up with Ron Schinnerer, sales and marketing, to get a closer look at the company’s thoughts on the hearth industry and what Mendota’s path to the future looks like. Who is Mendota? Schinnerer: Mendota is the hearth division of Johnson Gas Appliance Co., a family-owned 120-year-old gas appliance and engineering company with a reputation for excellence. Mendota’s award-winning gas fireplaces and gas fireplace inserts are a

FV48 with White Oak HD Log Set and Antique Copper Narrow Grace Front

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Ron Schinnerer

favorite of consumers looking for quality, craftsmanship, and innovation.

ing of log sets and other media, such as glass and rocks.

What niche does Mendota fill in the hearth space? Schinnerer: It’s all about our fire— the flame pattern, the realistic burn, the heat—we stand out from the rest, which comes from a century of understanding combustion. Retailers tell us that our fireplaces have an appeal that sets them apart on a showroom floor, like a Ferrari is set apart in a parking lot. In a good, better, best scenario—we stand apart from the competition. Mendota means high profit margins, and gives retailers confidence knowing they can offer a beautiful fire.

How is Mendota partnering with specialty retailers? Schinnerer: We are getting back to basics when it comes to relationships with our specialty hearth partners— and that has been a big reason for our recent growth. There was a time when we sold our products through distribution partners, but we’ve found that communication with dealers is even better by removing the middleman. Each dealer is unique with different needs and wants, so our priority is nurturing individual relationships so that we can fulfill all of their c ustomer service and product needs. We take the feedback we get and use it to support the growth of their businesses and build products that the groundlevel consumer wants.

What offerings set Mendota apart? Schinnerer: Consumers want options, and Mendota is all about options. We offer a choice of fronts, log sets, and refractories in a variety of platings for every unit. Buyers can simply select a size—landscape, square, linear or arched—and add their personal touches to fit their style. With that being the focus, the sales process is easy for dealers. Also, we don’t limit consum ers’ choices to just gray, black or chrome (like 90 percent of the industry). It’s said that, you don’t know what you don’t know, and that holds true even for fireplaces. We open the doors to new possibilities with copper, aged leather, and a deep offer-

What is Mendota’s most notable success recently? Schinnerer: Over the past year and a half, Mendota has had tremendous success introducing the landscape fireplace to a new generation of customers. The norm back in the 1960s, the mid-century-modern-style rectangular fireplace, is gaining newfound popularity, and Mendota is leading the charge with the largest true landscape fireplace line in the industry. We’ve created three different proportionate sizes with our FV36, FV42 and FV48 FullView models that are creating a sales momentum in the marketplace that just keeps building.

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as i see it What are the latest standouts in technology/design for Mendota? Schinnerer: On the design side, as I mentioned earlier, landscape fireplaces have been a standout product for Mendota. We have found that there is demand in the market for a shape that brings new interest and style. The landscape and linear shapes paired with our incredibly detailed, handcrafted log sets create a transitional look that appeals to a wide range of design styles. We are positioned as the leader in the marketplace for landscape fireplaces, and I see this trend continuing to grow. On the technology front, Mendota is a pioneer in heat management—transferring heat efficiently to different spaces and having the capacity to turn off a burner and decrease the heat output of a fireplace when necessary. We were the original innovator in this area decades ago with our dual burner system that featured a rear burner shutoff. By popular demand, we continue to incorporate this efficient technology into all of our hearth products.

What Mendota products are you most excited about for the upcoming selling season? Schinnerer: We are blurring the line between landscape and linear fireplaces with new looks and technology. This selling season, Mendota will have three sizes in our landscape fireplace lineup to give customers some creative new options for their homes. The linear line is getting a brand-new look. We are increasing the height from a slim 13-14 inches to 19 inches for a bigger viewing area—and adding LED floor lighting. There are five linear sizes to choose from. When merchandised side-by-side on a showroom floor, our linear and landscape fireplaces will bring an exciting new sales opportunity for specialty retailers. How did the COVID-19 crisis affect operations? Schinnerer: When it all started to shake out, we reassured our retail partners that we were still in business, stable and would be around for them when it was over. Mendota sales reps across the country reached out to deal-

ML60 with Driftwood HD Log Set and LED Floor Light Kit

ers in their territory weekly to check in and offer support during the height of the crisis. I can honestly say that there was never a better reason for us to have close relationships with our dealers than during this time. Every dealer handled (and continues to handle) the crisis differently from coast to coast, depending on many factors from state regulations to customer base. I have always been proud to be a part of a company that has this type of communication style, and during the pandemic, I was prouder than ever because it shows that we are here to support retailers in an individual manner. That’s real—and that’s the real thing about Johnson Gas Appliance Co.

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What does the future hold for Mendota? Schinnerer: Since 1901, Johnson Gas Appliance Co. has endured world wars, depressions, ever-changing technology advances, and pandemics. We’ve thrived during the good times and the bad times, and we will be here forever. In these quick moving times, the most important part of our business is and will always be our relationship with our dealer network. If we continue to listen to them and support them, we will innovate in the right direction; we will make products that consumers yearn for; and we will continue to invest in ideas that move the industry forward.

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my turn

Upward Vision

Inspired Visions’ designs dress up outdoor spaces

Peak Season shines with a focus on welcoming designs that feature versatility and functionality. BY MAURA KELLER

Lancaster deep seating highback chair

The outdoor products industry is gaining significant momentum in the wake of COVID-19. And one key company that provides innovative products and continues to capture consumers’ interest is Peak Season in Irondale, Alabama. Peak Season was founded in 2009 by industry veterans who were eager to establish a company that would enhance the outdoor products marketplace. According to La uren Bryant, vice president of sales at Peak Season, the founders’ vision for the company was quite simple, yet profound: “Do things right, do thing differently, and do things better.” “They wanted to have a casual, instead of corporate, environment and use their expertise to make products that were handcrafted with elements that made each piece unique,” Bryant says. This founding vision evolved from a ha ndful of original

items into a wide array of furniture and accessories, including a line called Inspired Visions that caters to specialty retailers and the design trade. As consumers’ attention turns to enhancing their exterior home environs, especially in the wake of recent “stay at home” pandemic mandates, Peak Season continues to hone its product offerings to meet consumers’ interests and needs. Specifically, the company has embraced consumers’ desire to have the outdoors mirror the indoors and not look like a stand-alone space. “This follows the trend of wanting large open spaces in homes where all facets of life are connected instead of being compartmentalized in separate rooms,” Bryant says. “Activities that were once reserved for specific indoor spaces like office work, studying, or formal entertaining are being conducted outdoors.” And while consumers continue to

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“accessorize” their outdoor living spaces, Bryant points out that the term “accessories” can be misleading, as it implies that these products are not necessary but “add on” components for a room. “We challenge this understanding, as items like tables and lamps are used by interior designers like a blueprint to help anchor, frame, and add balance to a space,” Bryant says. “These pieces are often used in pairs, and they range in height from low to high.” To further prove this point of view, Peak Season partnered with the Interior Design Society to issue a lamp design challenge in which designers across the country were tasked with designing a space around a lamp first and furniture second. “We selected the top five mood board from designers to be part of our 2020-2021 ‘Be Inspired’ programming, representing the brand in marketing materials and promotional activities,” Bryant says. AN EVOLUTION OF SORTS Gone are the days of “standard design” outdoor furniture and accessories. These days, manufacturers are offering a plethora of design styles as well as fabric and color options galore. As Bryant explains, when it comes to product design, functionality and versatility are the top two characteristics for Peak Season. “This speaks to the nature of today’s consumer who does more research online through electronic

devices and is used to how products are displayed through e-commerce channels,” Bryant says. “They seek quantitative data to compare and make decisions. They do not allow a brand to speak for them nor is the status of a brand synonymous with who they are. They want to know how a single product can function differently within a space according to display and positioning. Being able to show a consumer options carries tremendous weight in solidifying a purchase, regardless of price.” So, what are some of the favorite Peak Season products that consumers gravitate toward? “Our outdoor lamps and cast stone products have been real winners,” Bryant says. “They are basic enough to be used as neutral accents, but bold enough to be used as a true element of design.” Peak Season’s automotive grade or e-coated steel is something the company has been pleased to offer consumers. “This innovation enables us to offer a high-quality and high-design look for outdoor items,” Bryant says. “Consumers have particularly responded to the design of our lanterns and lamps that a re fully protected for outdoor use but have a beautiful hand-glazed finish.” Specifically, Peak Season’s furniture is either handwoven, handpainted, or has some element that is touched by hand. As Bryant explains, this creates a slight, but beautiful variation among pieces

that communicates personality and a sense of style. “This is crucial in connecting with today’s dealer and consumer who want to carry or purchase something unique.” The Peak Season team also takes great care to design and execute nuances and details that make their signature pieces memorable. Examples include: The finishes on aluminum are made to look like real wood grain. Teak wood is textured and carries a weathered gray stain. Concrete is poured into a mold created from banana leaves. Cast stone products receive an acid wash to bring out a unique coloring and to mimic the appearance of limestone. And, finally, pedestals are made of copper sheets, each section handhammered and wrapped around aluminum framing. What’s more, continuous innovation remains the cornerstone of Peak Season’s product o fferings. “We are excited about the new ‘oversized’ furniture and table collections we launched in 2020 that are just getting out in front of consumers,” Bryant says. “With real ‘slab’ stone tabletops, com-

fort driven cushions and design, custom fabric options, drawers with stainless steel pulls, and our signature handcrafted elements, we cannot wait to see how they resonate with different consume rs and within various spaces.” CONTINUING TRENDS As with any product category, it is vital for manufacturers and retailers to pay attention to what consumers want. And as the outdoor living category continues to evolve, one trending area that Bryant sees growing is consumer interest in outdoor fuel alternatives that are clean burning. “With open floor plans, outdoor spaces blending seamlessly with indoor rooms, and more electronics outdoors, consumers are looking to have a beautiful fire, but one that is not as dangerous,” Bryant says. As such, Peak Season introduced several tables that use Super Biofuel, a clean-burning fuel powered by blue algae and diol, that is not flammable at room temperature. When used in a fire feature, this fuel selfextinguishes if spilled and does not put out the heat of a regular fire.

And while staying on top of consumer trends is paramount, changing expectations for order fulfillment also adds to Peak Season’s challenges—but one that they face head on. As Bryant explains, today’s consumers live in the age of twoday delivery, which is not possible on personalized items or custom fabric. “We also find it challenging to gauge consumer preferences and quantify a time frame,” Bryant says. “With access to social media outlets for endless inspiration, what is ‘in’ today is ‘out’ tomorrow. This presents a challenge for keeping the right products in stock and for retailers looking to stock ‘on trend’ items. Dealers are adapting by purchasing products on demand at higher cost versus through a traditional early order for volume discounts. They are also promoting products not in stock as a special order, and we offer drop shipment capabilities to assist.” Regardless of these challenges, Peak Season strives to pay attention to consumers’ purchasing behavior, such as the current trend of being able to personalize a space where pieces blend but do not match.

As such, Bryant anticipates the demand for “made to order” fabrics with shorter lead times continuing and evolving into the need for fabrics designed by and for the consumer. “Designer collections also will transition from being about the designer’s vision to ‘your’ vision for a custom print or piece. Items traditionally sold as packs of two will be sold individually to allow for maximum expression.” In looking at the overall evolution of the outdoor living industry, Bryant envisions dealers and designers who sell online will continue to offer ways to connect with their consumers. Phone calls will be replaced by video calls and emails replaced by on-site, app, or text chat sessions. The need to establish and maintain a connection with the customer will expand to outside business hours and continue in nontraditional ways. “Real, in lieu of faux, materials will continue to be valued by consumers who are using their outdoor space as much as their indoor,” Bryant says. “They want comfort but take pride in the quality of construction and story behind the space, as it represents their story.”

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product innovation

Focus 3600

Pearl 3600

Wood EXPERTS This Canadian manufacturer’s innovative wood-burning appliances are known for high performance and stunning designs. BY KIMBERLY RODGERS

he clunky and inefficient woodburning fireplaces of the past have faded away. Today’s wood-fueled modern appliances offer beautiful designs and styles, higher efficiency, and lower emissions. For those homeowners who desire the ambiance of a true hearth experience, products from RSF Fireplaces, a division of Industrial Chimney Company (SaintJérôme, Québec) stand apart in the industry. RSF engineers, designs, and manufactures a variety of beautiful appliances that offer some of the best performance capabilities available today in the market. Dan Bonar, vice president of residential products, notes that RSF’s success comes from something greater than fireplace designs—one of the compa-

ny’s primary businesses is designing custom chimney systems. “It’s our specialty and no one does it better. Since the chimney is the engine that drives a fireplace or stove, it’s where the design process needs to start.” Indeed, perhaps the most significant factor that distinguishes RSF from other brands is the company’s deep knowledge and understanding of draft dynamics, Bonar explains. “All of our units are designed from scratch to draft and perform well in almost any situation.” Hearth retailers certainly appreciate optimum draft, especially when one of their customers calls with a house full of smoke. “We build our units to avoid callbacks and set our customers up for success when selling any one of our fireplaces.” Opel 2 Plus

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RSF combines this knowledge of draft dynamics with its own advanced technologies to offer some of the cleanest wood-burning fireplaces in North America. Among these innovations are RSF’s Smart BurnRate (SBR) air control system—a heat-activated (non-catalytic) system that balances airflow to optimize combustion and the fireplace’s burn rate. The user controls the length of the burn time—less wood for a short burn or more wood for longer burns. As the fireplace heats up, SBR restricts air flow without user input or electricity. The Delta Fusion, winner of the 2016 Vesta Award for wood products, includes the built-in Smart BurnRate system. The Fusion heats up to 3,000 square feet with a very low 1.3 grams per hour emissions. Its large 4.4-cubic-foot firebox holds up to 24-inch wood logs. RSF isn’t tied down to one combustion system. Catalytic, non-catalytic, or SBR technology is used to optimize each unit, Bonar explains. For example, the king of RSF’s product lineup is the Opel Plus, a large catalytic model. The Opel offers everything including a big view (3.6-cubic-foot firebox), enough heat for 3,000 square feet, and the biggest forced air option in the industry. “The Opel currently has the lowest emissions of any EPA-certified fireplace at 0.7 grams per hour.” Since its establishment in 1991 by

co-founders Doug Singer, Ray Bonar, and Andre Bibaud, Industrial Chimney Company has developed a reputation for building and maintaining solid relationships with its customers. Still very active in the business today, the partners have forged this mindset throughout all the company’s divisions, which also include Renaissance Fireplaces, ICC Residential Chimney, and ICC Industrial Chimney. Currently, ICC has 1,200 dealers selling chimney products, 500 RSF dealers, and 300 Renaissance Fireplace dealers that cover all the U.S. states and Canadian provinces. At this time, RSF does not sell outside of North America. Bonar’s dad and co-founder, Ray, gave him some sound advice on expansion. “My dad instilled in me to stay committed to the loyal customers that got us where we are today,” Bonar says. “Growing too quickly and being unable to supply people at home is not in our business model.” RSF’s entire philosophy has been built on providing exclusive products for specialty hearth retailers, Bonar notes. In fact, 100% of the company’s revenue (from the residential market) comes from specialty dealers. Products are not available in big-box stores or similar outlets. Furthermore, RSF establishes only one exclusive distributor in each region with no overlap.

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product innovation “This model leads to strong long-term relationships as well as friendships with our distributors and dealers,” he says. “This will be the way we continue do business, and we have no intention to set up multiple distributors or sell through mass merchants.” Besides exclusivity, RSF also provides their partners top-notch support. Ample time is given to explain and resolve all unexpected issues and answer any questions. “By the time we are done with a call, we have an RSF customer for life,” Bonar says. THE FUTURE IN WOOD Although the overall demand for wood-burning products is trending down, RSF has seen its market for quality wood appliances increasing. “Customers buying wood-burning fireplaces right now want to buy something for life and for that appliance to be there in case of an emergency,” Bonar says. “We can barely keep up with the demand—wood keeps us extremely busy.” While the Hearth, Patio & Barbecue Association (HPBA) reports the general decline in incidence rates for all types

of hearth products over the last decade, Bonar says, “There are committees in place to try and turn it around and HPBA is doing a great job.” RSF’s future remains in providing an authentic fireplace experience. The company’s commitment is ongoing to engineer, manufacture, and provide some of the cleanest and most efficient wood fireplaces available today. “We are really good at designing and building wood-burning appliances. The best way we can support our customers is to continue to improve at doing that.” First and foremost is the challenge of building products that meet stringent environmental and safety standards. To meet this goal, RSF has established an EPA test setup laboratory located in the company’s factory. EPA certification must still be done externally; however, Bonar says the in-house lab “rivals independent test labs, and we are also certified as a UL satellite test site to do our own safety testing.” He also notes that today’s gas units are so technologically advanced and beautifully designed that RSF would be starting from behind if the company attempted to enter the market. Over the

years, he has seen other quality wood appliance manufacturers try to move into gas without much success. “There may be a thought that if a company already builds such great wood units and has a loyal customer base, then what could go wrong?” In the end, he adds, “It never seems to work out well, and the brand name suffers as a result.” Before the coronavirus, Bonar reports the factory was jumping with orders from dealers. Like most manufacturers, the ICC factory closed during the COVID-19 crisis and office staff is working from home. Since the company’s commercial chimney division builds products for hospitals and sanitation equipment, production continued with a small number of employees. Residential production resumed in May. “Safety is our top priority right now as we are bringing back more people every week,” Bonar says. “So many measures are in place that it’s hard to recognize our shop, but our people are safe, and production is ramping up.” He adds that RSF is lucky to have distributors who hold a lot of inventory, although their shelves are starting to

thin out. Despite the challenges businesses are facing during this time, Bonar sees a silver lining. “I am hopeful we will see the coronavirus crisis rally customers toward a reliable, inexpensive, and locally abundant fuel like wood, which permits people to be self-reliant.” Just prior to shelter-in-place orders, RSF introduced two new certified fireplace models (Pearl 3600 and Focus 3600) at the HBPExpo 2020. “The reception was very positive for both,” Bonar says. The units are based off existing models. The Pearl—already extremely popular among dealers for its affordability, performance, and design—now has a remodeled firebox to meet 2020 EPA standards. The Focus 3600 (similar to the Focus 250) is a much-improved version with better aesthetics, Bonar says. Both are through EPA testing and are being finalized before they hit the market. Bonar is hopeful Pearl will be available in July and Focus in August. “We are really excited about these two new fireplaces; they are truly remarkable in terms of efficiency and emissions. I am very proud of our R&D team.”

Grill, outdoor kitchen covers, and outdoor furniture covers from Creative Covers Inc. are a must accessory item for all patio, hearth and grill specialty dealers. Whether outdoor, indoor, residential or commercial use, Creative Covers Inc. offers custom covers that are made to last. Sunbrella Canvas, SeaMark Canvas, Stamloid Light and WeatherMax Canvas are just some of the specialty fabrics that we offer. Grill, outdoor kitchen covers and outdoor furniture covers are the ideal accessory item for your store. Contact us to receive a FREE quote.

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corporate profile Wexler MGP sling

Telescope Casual ramps up production after pausing to make much-needed PPE gear during coronavirus shutdown. BY KIMBERLY RODGERS

On March 17, Telescope Casual (Granville, New York) voluntarily closed its manufacturing facility in response to initial guidelines from the White House Coronavirus Task Force to help flatten the curve during the coronavirus pandemic. Almost immediately, the company began working diligently to design and build personal protective equipment (PPE), including prototypes of masks, surgical gowns, face shields, and pop-up hospital rooms. “Telescope Casual has a history of being highly involved in our community and continually supporting other local businesses,” says Kathy Juckett, Chairman-CEO. “Jumping into PPE production felt like a natural course of action for us.” By early April, the sewing room was staffed with eight volunteer employees. “We began by making masks and offering a set to each employee and later supplied our local school staff with them,” Juckett says. Word traveled fast within the Upstate New York community where Telescope Casual has had a presence for almost 100 years. Soon, the customer service team began receiving calls for face masks before the company even began selling any to the general public. Two types of masks were produced, each made of two layers of Sunbrella 100% acrylic material, which is also stain resistant, bleach cleanable, and antimicrobial. Juckett is beyond proud of her workforce. In just under eight full business days, the small crew produced over 10,000 masks. “The volunteers were so happy to be here and to be doing something that is making a difference.” Telescope Casual is now back up and running after working diligently with state gov-

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back to action

“Our employees are happier than ever to be working and finding their new normal.”

Volunteer Telescope Casual employees proudly crafted over 10,000 masks

ernment officials to receive approval. The company is fully operational for both retail and contract lines with multiple shifts running, when needed. “We are very excited to be back and are exercising the utmost caution to continue to keep our employees safe and healthy,” Juckett says. Additional strict safety protocols have been put in place and are being followed and closely monitored.

THE YEAR AHEAD Throughout the coronavirus crisis, Telescope Casual has continually kept retailers updated on its production capabilities by communicating New York state government mandates and decisions through email marketing, website announcements, and excellent communication with its team of sales representatives. As certain states around the country opened up and sales reps started making in-store calls, they wore Telescope-made face masks. In addition, the company has armed each sales team member with a supply of masks to give to retailers and their employees (complimentary) to ensure they are all well protected. “I think everyone feels a bit helpless during these unchartered times,” Juckett says. “Making face masks and being able to keep our co mmunity, and now our retailers nationwide, safe is the right thing to do and it helps us to know we have done our part to help.” She expects this year’s selling season to be shifted to mid-summer. To help retailers get back on track, special extended payment terms have been offered to all Telescope Casual stocking retail customers. “We realize our

corporate profile retail partners were not open for business and were not generating the cash they use to pay for their stock purchases. Hopefully, these special terms will help dealers with cash flow for special orders and give them more time to sell from stock before paying.” Early buy programs, for 2021, will also be reevaluated based on the pandemic’s impact. Telescope Casual introduced several new collections at the 2019 Casual Market Chicago. The Newport collection was one of the big hits of the show. Newport reflects the timeless and always popular Adirondack style but with an updated design featuring clean lines that give it a modern flair. Great design has been combined with unique construction and materials to ensure it survives the outdoor environment. Made with a powder-coated aluminum frame, Newport features Telescope Casual’s innovative rustic polymer on the seat and back, giving pieces a natural wood-grain look. “Our new rustic polymer technology paired with the updated, yet classic Adirondack

style was a big win,” Juckett says. Also new for the season is the Wexler MGP sling—a natural counterpart to the extremely popular Wexler cushion collection. The arms in both Wexler versions give a nod to Telescope Casuals’ classic World Famous Director Chair. “Retailers love being able to show their customers the shared design styles between the two Wexler collections and our Director Chair, which was introduced in the early 1920s,” Juckett says. Both the Wexler Sling and Newport collections have been very popular, and sales are expected to be strong through the year. The new Charleston sling collection features a scrolle d marine grade polymer arm that is seamlessly integrated into a rugged aluminum frame. Charleston appeals to those consumers who desire a traditional style with chairs featuring gracefully scrolled arms. While the frame evokes the beauty of wrought iron, Charleston is built using advanced MGP technology to ensure years of outdoor enjoyment.

Telescope Casual first introduced marine grade polymer technology in 2008. Extremely durable, MGP gives frames the strength and resistance to withstand harsh climate conditions, including the corrosive effects of salt water, sand, and strong winds. Even after years of exposure, MGP products continue to look great and perform well. “This technology continues to be a growing category for Telescope Casual,” Juckett says. “Currently, MGP products have increased to over 50% of our business, and we expect this number to increase over the next couple of years— especially with the introduction of our new rustic, wood-grain-style polymer.” MADE IN THE USA Telescope Casual proudly carries the motto, “American Made, American Sourced.” Indeed, the company has been manufacturing its products in the Empire State since it was founded in 1903. “We aren’t only producing our products in the U.S., but also sourcing the raw materials domestically,” Juckett

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says. It has not always been easy to be an American-made manufacturer in Upstate New York—especially since Chinese imports flooded the market in the 1980s and 1990s, she adds. However, the rounds of tariffs imposed on imports from China created a lot of buzz and excitement around Telescope Casual products. As a domestically sourced manufacturer, the company remains in complete control of its raw materials and production lead times. “Since we aren’t reliant on China for the vast majority of our materials, we have seen very little negative impact on our business due to tariffs,” Juckett says. Another upside is that Telescope Casual has remained one of the few manufacturers that has not had to impose any midseason price increases to offset tariffs, which is already creating a positive increase in sales early in the year. Despite some setback from the pandemic, Juckett concludes, “We expect and are looking forward to having a reasonably strong season.”

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insight • summerset professional grills

AMG Muscle Grill

outdooroasis Summerset Professional Grills

(Huntington Beach, California) continues to design innovative outdoor kitchen products as it expands its offerings, along with the acquisition of Firegear Outdoors, to deliver everything customers seek for their ideal outdoor living space. With each new line of products that Summerset adds, it retains its commitment to providing customers with renowned quality and value backed by superior customer service. “We consider our products to be commercial-grade quality at reasonable prices,” says Dennis Smith, executive vice president. Summerset President and Chief Executive Officer Jeff Straubel brought several decades of experience in designing, manufacturing, and branding within the grill industry to the formation of Summerset Professional Grills and AMD Direct Inc. Three sons of Straubel’s work for the company that features a close-knit, experienced group of employees. “Our biggest strength is our really good people,” Smith says. “We have true craftsmen. We’ve been able to compile an amazing, talented group of people at every level of the company.” At this year’s Hearth, Patio & Barbecue Expo, Summerset released the latest addition to its outdoor refrigeration lineup. The highquality, outdoor-rated line includes kegerators,

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ice chests, refrigerators, Even as COVID-19 affects and a wine cooler. many aspects of life “We just introthroughout the country, duced our skinny Smith notes that 15-inch-wide verSummerset is anticision of our refrigpating a strong year erator and wine of sales as people look cooler,” Smith to invest in their outsays. Summerset’s door spaces. He prerefrigeration line dicts that one lasting boasts a dual temeffect of COVID-19 perature refrigerator, will be that people are which has two distinct going to contin ue to BY CHERISE FORNO spend more time in their temperature zones to keep homes and outdoor living areas different types of beverages at and will want to invest in outdoor an ideal temperature for storage. kitchens, fire features, and gardens. “We are known for our cold storage lineup,” Smith says. “We have specialized in outdoor Even in parts of the country that experience refrigeration.” shorter summer seasons, people are increasingly “Celebrity IOU,” an HGTV show hosted by wanting to optimize their time outdoors in the the Property Brothers, recently featured actress comfort of their home. “We think the one thing Rebel Wilson as she helped renovate the backpeople will continue to do is to invest in their yard of her hairdresser’s home. The focal point of homes and outdoor spaces,” Smith says. “We think the market is going to get better and better.” the remodel was an outdoor kitchen comprised As Summerset releases new products in its of Summerset products. The company’s particirefrigeration, cabinetry, and grill categories, its pation in this episode highlights the divers ity of Summerset’s product line, which includes a wide original products remain in high demand, such as range of styles, sizes, and price levels to match any the Sizzler and Sizzler Pro that feature freeproject’s budget and scope. standing and built-in grills ranging from 26 to 40

Summerset Professional Grills offers everything a customer needs to create luxury backyard kitchens.

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insight • summerset professional grills

Sizzler

inches. “In the outdoor cooking arena, our biggest sellers have always been the Sizzler and Sizzler Pro products,” Smith says. A flagship collection for Summerset continues to be its AMG Muscle Grill, available as freestanding or built-in 36-inch or 54inch grills that deliver a powerful 110,000 BTU. “The Muscle Grill is American-made,” Smith says. “It’s unique because it is a hybrid, multifuel grill. The benefit of a hybrid grill is that you can use charcoal, lump charcoal, wood, natural gas, or liquid propane.” Smith explains that he uses lump charcoal on his AMG. He turns the gas on for a few minutes to start it, and then he is able to turn the gas off and use the charcoal for the rest of the grilling time. “It gives you the benefit of the flavor of the lump charcoal with the convenience of a gas start,” he says. “It really becomes more fuel efficient.” Coming soon is the AMG (American Made Grills) Encore model featuring a new sleek design, while retaining the heavy-duty 304 stainless steel construction of the AMG series. The previous AMG model features a front grill reminiscent of a classic muscle car. “It’s been very popular,” Smith says of the original design. “The new version is a very clean-faced, stealthylooking grill.” Another American-made grill that remains extremely popular is Summerset’s luxurious Alturi, complete with beautiful interior lights, rotisserie storage, and Red

Alturi

Brass burners for a grill that is durable and stylish. “The big thing about our company is that other than the Sizzler and TRL, we make our products in the United States,” Smith says. “We think that’s a big advantage.” Quality construction and the ability to oversee every aspect of the manufacturing process sets Summerset apart from its competitors. “We don’t make the typical BBQ unit,” Smith says. “We tend to build a product that’s going to last a lifetime.” To back this up and provide customers with peace of mind, Summerset offers a strong, limited lifetime warranty on most of its products. “Our warranty is second to none.” Summerset’s Builder Grill is a best-seller with commercial businesses because of the grills’ extremely durable construction that consists of 304 stainless steel burners, a double-insulated hood, and heavy-duty anti-theft knobs. It has become a favorite choice for owners of condominiums, apartment complexes, and other shared spaces because it has proven to be virtually indestructible, even if many different people use it daily. “We’re starting to see more and more sold, especially in commercial properties,” Smith says. This year, Summerset’s Outdoor Oven is in high demand as people seek unique tools that can cook a variety of food in their outdoor kitchen. The free-standing or builtin Outdoor Oven can be used to cook fish, chicken, beef, pizza or even dessert. “The thing that’s been

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really hot is our Outdoor Oven,” Smith says. “It certainly makes cooking more enjoyable outside than inside. The oven can be countertop, built-in, or free-standing. We do really well with all of these.” Smith observes that the company’s customers want more than grills for their outdoor cooking area. Summerset prioritizes storage and accessories, so its customers can build a complete outdoor kitchen capable of delivering everything an indoor kitchen does. “You can now do everything outside that you can do inside,” he says. “If you’re building a grill island, you want storage. We make all of our storage in the U.S. in Huntington Beach.” The new Madera outdoor cabinetry line by Summerset uses highquality wood slotted into stainless steel to expertly blend elegance and durability. Certified, sustainable teak or ipe can be used to create a sophisticated design, or customers can select mahogany, pine, or another wood for a customized look. “It’s a really good-looking product, and it withstands the elements,” Smith says. Smith explains that Summerset has been successful because it strives for excellence at every level of service, from designing products to offering customer support. This includes focusing on manufacturing high-quality products with consistency instead of expanding its product offerings too quickly. “We’ve kept a really focused market,” he says. “We are a very nimble company, so we can

react faster than many other companies, because the majority of our products are made in-house.” Summerset is also committed to keeping a solid inventory of its products available to ensure faster, costeffective delivery. “One of our strengths is we have really good distribution throughout the country,” Smith says. “We have set up Summerset distributors strategically throughout the U.S.” Summerset has improved its customer service by expanding technical support. It extended the hours representatives are available to speak to customers from 8 a.m. to 7:30 p.m. Eastern time. This includes design assistance and any other questions people have. Summerset wants to add more outdoor fire product offerings and further its goal of being a true onestop shop for outdoor products. “We want more American-made products, and we’ll continue to develop more products we can make and control the quality of,” Smith says. “The mission for us is to continue to grow products that make us more attractive to dealers and distributors.” As Summerset continues to strive for innovation, it is looking at ways to integrate technological advances into the design of its grills. Above all, the company keeps customers at the forefront as it seeks to improve every aspect of its business. “Our biggest thing is to be better every day for our customer base and to improve service at every level,” Smith says.

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insight • kas rugs

Libby Langdon Hamptons (Slate/Navy Highview)

SoftSpot Libby Langdon Hamptons (Oatmeal Madison)

Family-owned and -operated KAS Rugs (Somerset, New

Jersey) continues to be at the forefront of the industry as it delivers innovative products and expands its vibrant, fashion-forward indoor/outdoor collections. “We pride ourselves on designing and sourcing rugs for

every customer and lifestyle out there,” says Santhi Yarlagadda, vice president. Started in 1981 by Rao Y arlagadda and his wife, Kas, as an

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This company’s stylish rugs, pillows, and poufs lend a tactile touch to outdoor rooms begging for an inside look. BY CHERISE FORNO

importer of Indian dhurries, KAS now boasts more than 70 rug, pillow, and pouf collections. For almost four decades, the company has built a reputation for having an eye for designs that are colorful and ontrend. “I think finding the right balance between color, design, and price is the key to having high-demand products,” Yarlagadda says. “Most recently, we’ve expeLucia rienced significant growth in handmade tonals, machine-made rugs across all looks, and our easy care and indoor/outdoor assortment.”

Machine-woven outdoor collections offer different styles and sizes such as a lively Teal Safari rug in the Provo collection to more neutral color tones with Terrace’s Taupe Moda and Grey Horizon. Harbor’s hand-tufted construction is a very popular choice, offering an appealing look an d feel. The eye-catching design of Harbor’s Blue Stella is available in sizes from 2’ x 3’ to a 7’6” round and 7’6” x 9’6” rug with 100 percent UV-treated polypropylene designed for indoor/outdoor living. “We do very well with flat outdoor rugs that are fairly neutral as well as some with pops of color,” Yarlagadda says. “We also do very well with textured indoor/outdoor hooks, which are great for outdoor s eating areas or indoor high-traffic areas like kitchens.”

Harbor

With Kranthi Yarlagadda at the helm of the company as its president, and Santhi Yarlagadda and Hari Tummala helping to lead KAS, it has flourished and continued to grow, adding pillows and poufs to the lineup six years ago and collaborating with cuttingedge designers and celebrities to create one-ofa-kind products. Several years ago, KAS started a partnership with renowned designer Libby Langdon, launching product lines that have been wellreceived. Libby Langdon’s Hamptons collection is made with hand-hooked, UV-treated polypropylene with an outdoor backing. Its coastal colors and patterns deliver a pleasing aesthetic for outdoor living spaces that can also be used to bring a bright color palette indoors. KAS displays many of its collections in showrooms in Atlanta, High Point, Las Vegas, and New York City. As it serves customers around the world, it receives products from a variety of countries. “We always look to source unique and innovative products that fill a product gap for us,” Yarlagadda says. “We currently source from India, China, Turkey, Egypt, and Belgium.” She explains that KAS also uses a careful

process as it adds products to its offerings to ensure the best end result possible for their products. “We do product development into all existing collections and new products all year round,” Yarlagadda says. “We have some very successful indoor/outdoor rugs that are doing very well for us. We’ve recently expanded the designs in these collections, and there’s been an overwhelming demand for these and to develop even more newness.” Flooring industry experience gained through decades of experien ce, paired with a broad knowledge of consumers, helps KAS maintain an advantage over competitors, Yarlagadda notes. Not only does KAS seek out the highest quality product possible, but it looks to fill a need with each product it offers. “We think there are two channels to serve–the consumers who want flatter rugs to create a seamless transition between the outdoor floor to the rug versus the consumers wh o want a bit more depth, texture, and color while keeping the style in line with outdoor fashion trends,” Yarlagadda explains. “We serve both channels and have a few collections to fulfill both buckets.” In an ever-changing market, KAS has

become adept at noticing changing trends and economic climates as desired styles and price levels transform. “The home industry and especially the area rug industry is a constantly changing environment,” Yarlagadda says. “The biggest change we’ve made to our assortment in the last few years is creating different products to cater to different distribution channels. Every distribution channel has different customers and needs, so we try to modify our products in ways to meet those channel demands.” This adaptability has been crucial as KAS navigates COVID-19 and the changes it has brought to the marketplace, such as restrictions to shipping products to certain states. The company has remained fully operational throughout the crisis, making necessary changes such as working remotely. KAS has also focused on its internet sales while also following recommended guidelines. “Our e-commerce business grew while we took advantage of the increased shopping traffic online, ” Yarlagadda says. “As states reopen, we are slowly getting back into the swing of things and look forward to shipping to all states as restrictions ease in the coming days and weeks.”

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perspective

Dometic MoBar 50

Dometic MoBar 300

Swedish Style Sweden is well-known and highly regarded for producing some of the world’s most functional, innovative, and technologically advanced products enjoyed today by millions around the globe. A few notable Swedish companies include: Volvo, long established as one of the safest and most reliable vehicles; home furnishings giant IKEA (founded in Sweden); and Spotify, the musicstreaming company. Now outdo or casual retailers will be able to offer their customers a new and exciting innovative product from this forward-thinking Scandinavian country. Dometic, a Stockholm-based global market leader in branded solutions for mobile living in the areas of food and beverage, among others, is bringing an innovative premium product specifically tailored for the outdoor residential market. The Dometic MoBar is the ultim ate mobile beverage center for the outdoor living space. MoBar’s appealing design and functionality is unlike any other refrigeration product available for the outdoor room today—an elegant blend of practicality, style, and entertainment. “The Dometic MoBar creates a natural gathering spot for guests to interact with the host who serves refreshments,” says Peter Kjellberg, chief marketing officer. “The MoBar can also be the

Dometic, a pioneer in mobile living solutions, introduces the ultimate beverage center for the outdoor space. BY KIMBERLY RODGERS

Dometic MoBar 550

center of the gathering itself.” In addition, the MoBar gives the host unmatched convenience with its ability to store and refrigerate a large amount of beverages. This allows the host to enjoy more time with guests. “You don’t have to excuse yourself in the middle of a conversation to go back into the kitchen to refill drinks. The Dometic MoBar will allow the host and guests to socialize outdoors without ever missing a moment.” The entire Dometic MoBar series, available in three models, was introduced at the HPBExpo 2020 in New Orleans and was a big hit. Kjellberg was encouraged by the reaction of visitors. In fact, he adds, “Many of

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them wanted the products now, which is exciting. We are happy about the impressive number of retailers who have reached out and want to sell the MoBar.” Projected availability is first quarter of 2021. “Of course, the COVID-19 pandemic has had some effect on us, but we are working hard right now to keep this promised market availability.” The Dometic MoBar is already a finalist in the Special Judges’ Award (Food & Beverage) category for the 16th-annual Hospitality Design Award from HD Magazine. The award honors the best and most innovative in project and product design. Finalists are selected by an accomplished panel of industry pro-

fessionals and winners will be announced in September. Developed in collaboration with professional bartenders, the Dometic MoBar comes with unique features to help make outdoor entertaining easy and stress-free. For example, each model features a strong, ergonomic handle and heavy-duty wheels, making it easy to move around or place at a ny gathering. Made from 304 grade stainless steel, the MoBar can withstand all weather conditions, while projecting a clean, simple, and timeless design appropriate in any residential or commercial venue. The MoBar comes in three models: Dometic MoBar 50: The most compact model of the series is perfect when entertaining intimate groups on a terrace or balcony. The MoBar 50’s spacious rotomolded ice basket c an hold up to 22 bottles or 32 cans ice-cold. Dometic MoBar 300: This midsized model is ideal to help easily entertain friends and family in any continued on page 81

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last word

more fun

outdoors

Remy dining with armrest caps in Hickory, Charleston X-Base table, Charleston bench in Hickory

Remy sectional with armrest caps in Smoke and Amherst chat table, Smoke base

After months of staying at home, Americans are again starting

to invest in their outdoor spaces, and Ebel Inc. (Jacksonville, Florida) has the products and programs specialty retailers need to hit the ground running. The pent-up demand is real, and the industry is seeing it play out in a big way. Ebel, a family-owned outdoor furniture company, has been building products with beautiful design and superb construction since 1988. Instead of dwelling on the current challenges, the company is looking at the opportunities that are presenting themselves and focusing on the future. “It has been tough on everyone, but there is a silver lining for those manufacturers and retailers who are ready and willing to be flexible to move forward in creative, realistic ways,” says Mark Bottemiller, national sales manager. “One of my reps in Texas said that at the beginning of the pandemic, people spent money to keep their kids busy while they were home from school—trampolines, basketball hoops, backstops—anything to get their kids out of the house. We’ve crossed the bridge; now it’s the parents’ turn to get what they want outside to enjoy their homes,” says Bottemiller, adding that people are

viewing home as the place they are going to be spending quality time, so outdoor furniture is not necessarily viewed as a discretionary purchase anymore. They want to make their backyards as comfortable as possible—just in case there is a second COVID wave. “It’s in the back of everyone’s minds,” he says. “Many people have forgone vacations and are more reluctant to travel recre-

Avallon seating in Hickory

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Ebel benefits from pent-up consumer demand as shoppers seek out comfy casual collections. BY SHARON SANDERS

ationally in the short term, which means they have money budgeted that t hey can spend on their outdoor spaces instead.” As shopping restrictions have eased, the industry reports that outdoor furniture sales are up overall, which is good news for retailers as they look to make up for lost time. “There is lots of product ready to ship, and lots of product on showroom floors ready to be purchased and delivered to people’s homes.” In the long term, Bottemiller notes that manufacturers and retailers are going to need to set themselves up for the shifting retail landscape if they want to thrive. “I see retailers being more reluctant to buy large quantities of product in advance, fearing that it could sit in their warehouses and showrooms if the market remains uncertain. They’re going to favor the ‘one to show and one to go’ mentality.” continued on page 81

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what’s new

Hot Products to Sell Now

Outdura Indigo delivers a stunning palette of blues and grays inspired by shades of cool ocean waters and tidal breakers of deep steel grays. Mixing jacquard patterns of structured geo designs harmonized with textured solids and organized brush strokes, this package brings a fresh take on maritime style that’s all 100% solution-dyed acrylic, fade resistant, bleach cleanable, made in the USA (Hudson, North Carolina) with a 5-year warranty. Contact: (866) 688-3872 or www.outdura.com.

Hearth & Home Technologies

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Patio Renaissance Urban styling defines the Eureka collection. With bold lines and well-placed transitions, Eureka epitomizes exceptional comfort and distinctive style. Versatility is inherent, from conversation groupings to sectional pieces. Eureka is the perfect complement to any outdoor space. Contact: (866) 690-5673 or www.patiorenaissance.com. Circle Reader Service No. 102

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Wittus

The Dometic MoBar 550, the ultimate mobile beverage center, comes with accessories inspired by professional bartenders. The MoBar allows you to easily entertain large groups on your patio. Built with professional-grade stainless steel, it comes with spacious preparation and presentation areas, and a dualzone refrigerator that comfortably holds up to 40 bottles or 155 cans. Contact: (800) DOMETIC or www.dometic.com.

The Wittus Firebird grill offers the perfect addition to an open outdoor area that longs for a fire element. Designed by Bent Falk of Denmark, the body is made of Cor-ten steel, which is long lasting and durable. This unique outdoor grill/firepit takes on a natural patina over time when exposed to outdoor elements. The conical shape of the grill plays a part in directing the smoke up and away from the chef and also creates a natural draft that allows the cook to build fires faster. Grill dimensions: 4’ 3” high, 19” wide, and 19” deep, weighs 160 pounds. Contact: (914) 764-5679 or www.wittus.com.

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Kingsley Bate The Hudson collection by Kingsley Bate is made from a blend of premium teak and either all-weather wicker or weatherfriendly woven lace (shown). Teak arms are beautifully rounded for understated refinement, and legs arch back with graceful flair. The collection, which includes dining and lounge seating, may be ordered in a Natural Cord wicker color or Charcoal Woven Lace. Contact: (703) 361-7000 or www.kingsleybate.com. Circle Reader Service No. 103

Dometic

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Heat & Glo now ties into the connected home with the IntelliFire app, one of the industry’s first Wi-Fi apps for remote control of the fireplace. Simple, smart and safe, this app is a gamechanger. With a Wi-Fi connection, consumers can monitor and control their fire from anywhere or have a cozy environment greet them when they walk in the door. They can even control the fire with their voice while using select smart speakers. Contact: (888) 427-3973 or www.heatnglo.com.

DESIGN + QUALITY + S USTAINABILITY

MA D E F O R T H E M O D E R N H O M E

NEW FOR 2021 C06 MODERN ADIRONDACK

NEW FOR 2021 G01 SINGLE GLIDER

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Product Profiles The Original Pawleys Island Coastal Collection

The Hammock Source’s Coastal Collection Rope Swing features incredibly comfortable handwoven seats made with synthetic Dura-Cord rope. The handsome frames are handcrafted with high-density polyethylene (HDPE) lumber made from recycled plastic milk jugs. The Coastal Collection is virtually maintenance-free, made with mortise and tenon joints, and marine grade 316 stainless steel hardware that will deliver years of comfort and relaxation. Contact: (800) 334-1078 or www.thehammocksource.com.

NorthCape’s Lakeside collection offers comfort, quality, and value. This modular collection is versatile enough to fit anyone’s indoor/outdoor living space. Lakeside features an elegant curved arm, rustproof aluminum powder-coated frame, durable UV-protected HDPE woven resin, and plush deep seating for added comfort. Lakeside’s handwoven 16mm thick Husk resin weave works with many deck, patio, and house color schemes. Contact: (708) 563-2890 or www.northcape.com.

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The Encore Grill

The all-new Encore Grill by American Made Grills is a sleek, modern testament to the well-loved Muscle Grill. The Encore offers an unrivaled hybrid cooking experience, where you can cook with gas or ignite solid fuels like wood, charcoal, lump coal, and more. Crafted entirely in the USA with the best materials, this grill is the last you will ever need and is sure to give the luxury experience your outdoor kitchen deserves. Contact: (800) 966-8126 or www.summersetgrills.com.

Lakeside

Silver Pearl

Silver Pearl is MLW Stone’s newest fireplace facing. This granite is available in the company’s three standard sizes. The nature of the material lends itself to durability and resilience. The neutral colorway and unique leathered finish will coordinate with a multitude of design styles and home trends. Contact: (800) 477-7665 or www.mlwstone.com. Circle Reader Service No. 111

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Charm Collection

Dauntless

Meticulously crafted with convenience in mind, the Vermont Castings Dauntless FlexBurn wood stove delivers steady overnight heat despite the fiercest winter nights. Exclusive FlexBurn technology provides the option to burn with a catalyst for up to 15-percent higher efficiency on low burns. This mid-sized wood stove allows easy loading from the top and clean removal of ashes with the exclusive swing-out ash pan. A cast-iron griddle top and optional cooking grill offer versatile cooking options for the stovetop chef. Contact: (888) 427-3973 or www.heatnglo.com. Circle Reader Service No. 109

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Couristan’s Charm collection livens up both outdoor and indoor spaces. Constructed of 100% space-dyed heat-set Courtron Polypropylene, these rugs feature a structured flatweave design with sophisticated motifs. UV stabilized, and water, mold, and mildew resistant, they provide durable performance in frequently used spaces. Sizes: 2’2” x 4’3”, 3’3” x 5’6”, 5’3” x 7’6”, 6’6” x 9’6”, 7’10” x 10’9”, and a 2’2” x 7’6” runner. Pictured here: 2640/0910 Kimberly/Naturals; 2663/0125 Thicket/Twig. Contact: (800) 223-6186 or www.couristan.com. Circle Reader Service No. 112

New Pet Beds by Gensun

Coordinate your outdoor room in style with Gensun’s new outdoor/ indoor pet beds. Create the “paw-fect” look with the option of choosing different fabrics for the bed, sides, and welt. Available in four different sizes to provide your furry friends with a comfy and stylish place to lounge. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 115

Creative Covers

Enjoy made-to-order covers that are beautiful, waterproof, and functional. Recently, a customer in the Midwest needed good looking and durable covers for all their chaise lounge chairs. After a consultation, the customer chose Sunbrella SeaMark Canvas, a waterproof fabric. Find out how custom covers can work for you. Contact: (800) 970-0901 or www.creativecoversinc.com. Circle Reader Service No. 113

Dometic MoBar 300

The Dometic MoBar 300 is the midsized model of the MoBar range. Equipped with accessories inspired by professional bartenders, it allows you to easily entertain medium-sized groups on your patio. Built with professional-grade stainless steel, it includes a presentation area and a single-zone refrigerator that holds up to 19 bottles or 70 cans. Contact: (800) DOMETIC or www.dometic.com. Circle Reader Service No. 114

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product profiles AEI/Gensun Outdoor Island Grill

AEI Corporation and Gensun’s quick ship and easy-to-assemble island, featuring the PGS Model S36T Pacifica grill combo, is the perfect addition to any outdoor space. With a sleek, stainless steel finish and PGS FuelStop one-hour gas flow timer (patent pending) built into the control panel, it delivers a high-quality outdoor grilling experience with the safety and satisfaction to meet any grill master’s need to sizzle this summer. Contact: (949) 474-3070 or www.aeicorporation.com. Circle Reader Service No. 116

Larssen Cushion Sectional with Curved Corner

Revamped for 2020, Larssen from Telescope Casual has transformed into a sectional. Its clean lines and endless configurations make for a super versatile collection. Create a contemporary look for a nice classic style depending on frame and fabric selection. Contact: (518) 642-1100 or www.telescopecasual.com. Circle Reader Service No. 117

Outdoor Kitchen Islands by Gensun

Gensun’s 12 popular pre-designed islands are now warehoused in a variety of finishes, including new scratch-resistant embellished finishes for the countertop, and have a lifetime structural warranty. Gensun’s pre-designed islands come complete with PGS appliances or you can choose your own appliances from the many different brands that we accommodate. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 118

Monterey Fiberglass Market Umbrella

New for 2020, the Monterey fiberglass market umbrella (crank auto tilt,9foot octagon) is now available in a beautiful Heather Willow woodgrain finish, providing a refined yet weathered look using a finely textured matte powder coat with woodgrain details, mid low lights, and a gently washed overall finish. This best-selling umbrella provides exceptional strength and shade flexibility and is manufactured using the best and most resilient materials available. Bring commercial durability home to your cherished outdoor living space! Contact: (856) 222-4134 or www.frankfordumbrellas.com. Circle Reader Service No. 119

Lovinflame Tabletop Firepit

Lovinflame tabletop firepits are free-standing and portable, allowing you to enjoy clean-burning, wind-resistant, and odorless flames indoors or outdoors. The technology is powered by Lovinflame’s proprietary stainless steel wick and non-toxic, water-soluble, and ethanol-free fuel, which minimizes emissions, flare-ups, and risks associated with fuel spills. Contact: (909) 781-8462, www.lovinflame.com, or hello@lovinflame.com. Circle Reader Service No. 120 Circle Reader Service No. 68

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Grill Island Cover

This beautiful Grill Island cover from Creative Covers can complement any outdoor décor. Grill Island covers are made from waterproof Sunbrella SeaMark fabric. This material is a two-ply fabric made out of a beautiful canvas on the outside and a vinyl coat on the inside. Call for a free quote or more information. Contact: (800) 970-0901 or www.creativecoversinc.com. Circle Reader Service No. 123

Big Green Egg SpeediClean

The Big Green Egg ceramics last a lifetime and come with a free lifetime warranty. Now customers can keep the EGG always looking clean and new. Introducing four new SpeediClean products: Exterior Stain Remover, Exterior Ceramic Cleaner, Cooking Grid Cleaner, and Non-Stick Grill Spray. Get ready to show off to family and friends. Contact: (770) 938-9394 or www.biggreenegg.com. Circle Reader Service No. 121

New DirectVent Pro Horizontal Vent Kit from DuraVent

Do you have an application where terminating the vent for a directvent gas appliance atop a masonry chimney may be difficult or impractical? DuraVent’s new Horizontal Vent Kit for DV Inserts could be the ideal solution. This innovative kit allows you to vent an approved appliance horizontally through the back of a suitable masonry chimney. The kit includes co-linear termination, two 3” x 10’ aluminum flex lengths, and hardware for flex attachment. Contact: (800) 835-4429 or www.duravent.com. Circle Reader Service No. 122

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product profiles Renaissance Le BOL Grill

Le BOL Grill lets you cook over an open wood fire a la plancha style. Its sphere design transforms a cooking space into an exquisite outdoor social grilling experience. Designed to stay outside and to cook all year long, Le BOL generously radiates heat for cool weather grilling. Available in oxidized patina or black. Contact: (450) 565-6336 or renaissancefireplaces.com. Circle Reader Service No. 124

Absolute Black

Absolute Black is a well-priced premium black granite fireplace facing from MLW Stone. Rich and luxurious, this durable material is available in the company’s three standard sizes. A strong and resilient surface makes it highly resistant to scratches. This ultra-polished granite lends itself to both contemporary and traditional styles. Contact: (800) 477-7665 or www.mlwstone.com. Circle Reader Service No. 125

Rushmore Direct-Vent Fireplace Inserts

Turn your existing wood-burning fireplace into an attractive and efficient centerpiece by installing a Rushmore direct-vent insert. These inserts combine technology with aesthetics, creating truly realistic flames reminiscent of a wood-burning fire. The glowing ember bed conceals the two burners that allow for flame variability and fluctuating heat output to create the perfect mood for any room. Experience Rushmore TruFlame technology by becoming a White Mountain Hearth dealer today! Contact: (800) 851-3153 or www.whitemountainhearth.com. Circle Reader Service No. 126

Avana – New from OW Lee

The Avana collection was designed with simplicity and comfort in mind. Its transitional profile features a modern swooping arm that is echoed in the gracefully balanced design of the back. The deep seating features OW Lee’s Plush Comfort cushion technology and Sytex seat support for the ultimate in comfort. Sunbrella Sling is incorporated on the dining and chaise seating, adding an extra level of ease and durability. Avana is a full-line collection, which includes dining, balcony, deep seating, and lounge pieces. Contact: (800) 776-9533 or www.owlee.com. Circle Reader Service No. 127

Summerset

SHADE PRODUCTS & CUSHIONS FOR EVERY LOCATION, BUDGET AND DESIGN 866.667.8668

www.fiberbuiltumbrellas.com Circle Reader Service No. 70

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This all-new line of premium refrigeration from Summerset features slender, 15-inch outdoor refrigerators available with a stainless steel door or a glass door. You can even choose a standard cabinet or dual-zone, with the dualzone allowing you to store things like beer and wine at different temperatures, all in one place. Contact: (800) 966-8126 or www.summersetgrills.com. Circle Reader Service No. 128

Big Green Egg SmokehouseStyle BBQ Sauce

The Officers Chair

Big Green Egg barbecue sauces enhance the flavor of any barbecue recipe and are great when paired with your favorite pizza recipe, added to spice up the flavor of baked beans and potatoes, or mixed into your favorite meatloaf. Two new flavors complement the full line: Traditional Moppin’ Sauce Barbecue Baste and Sweet Kentucky Bourbon Grilling Glaze. These sauces are so good your customers will want to try them all! Contact: (770) 938-9394 or www.biggreenegg.com.

Originally introduced in 1969, the Telescope Officers Chair was a stylish, all-purpose place to sit. Now, those hardwood tapered legs have inspired the Telescope designers to recreate the look out of marine grade polymer. While preserving some of its original design elements, the new and improved Officers Chair has been born! The chat height makes for comfortable, casual seating around a fire table or as a style-conscious accent chair. Contact: (518) 642-1100 or www.telescopecasual.com.

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New Vista Pergola in Cellular PVD (Vinyl)

The new Vista Vinyl Pergola is the best choice for a modern, sleek design to your unique space. Both the minimalist style and a coastal vibe make this pergola an excellent opportunity to recreate the fun and relaxing times at the beach. Add a Vista Vinyl Pergola to your backyard for resort-like living. Contact: (866) 885-7847 or www.gazebo.com. Circle Reader Service No. 131

Stand Alone Collection

Stand out with Ortal’s Stand Alone series. The Stand Alone collection offers an ideal solution for any space—adding an architectural element with minimal remodeling and disruption. From Curve Tunnels to Islands, Ortal’s freestanding and wall mounted fireplaces become the focal point of any surrounding. Contact: (844) ORTAL-FIRE or www.ortalheat.com. Circle Reader Service No. 132

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product profiles Savannah

The Original Pawleys Island Coastal Collection

The Hammock Source’s Coastal Collection Rope Chair features incredibly comfortable handwoven seats made with synthetic Dura-Cord rope. The handsome frames are handcrafted with highdensity polyethylene (HDPE) lumber made from recycled plastic milk jugs. The Coastal Collection is virtually maintenance-free, made with mortise and tenon joints and marine grade 316 stainless steel hardware that will deliver years of comfort and relaxation. Contact: (800) 334-1078 or www.thehammocksource.com.

An updated version of mid-20th-century rattan seating, Kingsley Bate’s Savannah collection maintains a balance between casual and formal design. Rustproof aluminum frames are antiqued to look like genuine rattan, then handwoven with all-weather wicker in a classic artisanal pattern. The collection, which includes a full suite of lounge seating and coordinating tables, is stocked in a Classic Rattan color. Contact: (703) 361-7000 or www.kingsleybate.com.

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Custom Cushions

FiberBuilt Umbrellas & Cushions’ custom cushions are made to order, in large or small quantities, to fit any size, style and shape of your furniture. A full range of fill options, decorative elements and furniture-grade fabrics enhance and personalize your order. Complete the décor with a coordinating FiberBuilt umbrella, such as the popular Market with Tilt option (shown). Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com. Circle Reader Service No. 134

Tempotest StarScreen Tempotest USA has introduced a new screen fabric, StarScreen, that provides shade and privacy—and absorbs up to 97% of the heat caused by solar radiation—while allowing for the passage of light. The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors. Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon for easy cleaning. Contact: (972) 512-3534 or www.tempotestusa.com. Circle Reader Service No. 136

OW Lee Introduces Marin Urban Scale Seating

The new Marin Urban Scale deep seating is designed with the same style and comfort as Marin, but at a smaller scale. This seating group is perfect for smaller spaces and balconies. Marin Urban Scale seating includes a lounge chair, swivel rocker lounge chair, love seat, and sofa. Contact: (800) 776-9533 or www.owlee.com. Circle Reader Service No. 137

New Vista Wood Pergola

The new Vista Wood Pergola offers the best combination of modern, sleek design and the rustic warmth of wood. The minimalist style and coastal vibe help to create a beach resort atmosphere in your backyard! Contact: (866) 885-7847 or ww.gazebo.com. Circle Reader Service No. 138

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Marathon Key

Meticulously designed, Marathon Key by Couristan boasts a hand-loomed flatweave design with a 100% Courtron Polypropylene fiber content. Since this vibrant rug is UV stabilized, and water, mold, and mildew resistant, it offers durable performance in frequently used spaces—both indoors and out. Width: 16’ 4”. Available in five colors: gray, blue, aqua, navy, and orange. Contact: (800) 223-6186 or www.couristan.com. Circle Reader Service No. 139

Eclipse Cantilever Umbrella

New for the 2020 season! The Eclipse Cantilever Umbrella is now available in six beautiful frame finishes for in-season shipment—Matte Silver, White, Black, Bronze, Golden Oak Woodgrain, and Heather Willow Woodgrain. The 360° rotation and Infinity Tilt allow for easy opening and closing, while providing complete shade flexibility. Heavy gauge extruded aluminum and stainless-steel part s on a marine-grade corrosion-resistant aluminum frame ensure the Eclipse is ideal for all environments. Contact: (856) 222-4134 or www.frankfordumbrellas.com. Circle Reader Service No. 141

Junior Charcoal Primo

The Primo Junior charcoal grill offers all the benefits of grilling on a ceramic grill in a smaller, portable size. The patented oval shape allows for multiple cooking configurations, such as grilling, baking, roasting, and smoking. The Primo Junior is perfect for tailgating events or camping with the family, making it one of the most versatile grills in the lineup. To experience the versatility of the oval design made with the highest-quality ceramics, join the Primo family today! Contact: (800) 851-3153 or www.primogrill.com. Circle Reader Service No. 140

Motif Collection

The Motif collection delivers a first-ever offering of stylish, laser-cut metal covers that can be added to the faces of Infratech’s newly released C-Series and CD-Series heaters. This extensive collection spans four popular architectural categories—Contemporary, Craftsman, Mediterranean and Traditional—to complement virtually any residential or commercial property. They can be installed on wall-, ceiling- or pole-mounted Infratech heaters for a distinctive look that’s perfectly calibrated to enhance the visual appeal of your space. Contact: (800) 421-9455 or www.infratech-usa.com. Circle Reader Service No. 142

RSF Pearl 3600

The Pearl 3600 has the perfect combination of refined, yet rustic styling. It is 2020 certified at 1.49g/hr, takes 6” EXCEL chimney and can be outfitted with options to transfer heat throughout the home. The 2.1ft3 firebox was built to last a lifetime and comes with a 30-year warranty. Contact: (450) 565-6336 or rsf-fireplaces.com. Circle Reader Service No. 143

Capt’ N Cook Ovenplus Salamander Grill

Get ready for the perfect combination of a pizza oven, stove, and a grill. This culinary innovation lets you grill and cook/ bake at the same time. With a proprietary burning system that is energy efficient and virtually smokeless, you can enjoy risotto, steak, pizza, and more! It takes just 15 minutes to cook for eight people. Contact: (909) 781-8462, hello@ovenplus.com, or www.ovenplus.co m. Circle Reader Service No. 144

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product profiles IndoorOutdoor Tunnel by Ortal

Redefine flexibility with Ortal’s Indoor Outdoor Tunnel fireplaces, emanating warmth and beauty from the interior and exterior of any space. Make the most of the benefits of outdoor living without compromising the comfort of an indoor fireplace. Available for all double-glass Tunnel models. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

With the rich colors and warm texture of wicker, the Somerset collection offers the ultimate in outdoor living. Function and style are combined to create this one-of-a-kind collection. The straightforward, clean design of the aluminum-base sofa and sectional collection features inviting, loose backs, plush seating, and well-proportioned arms for extraordinary comfort. Contact: (866) 690-5673 or www.patiorenaissance.com.

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Phifertex Outdoor Fabrics

Vegas Collection

Phifertex Outdoor Fabrics has added 14 new fabrics to the popular outdoor sling fabric line. These premium performance fabrics exceed industry standards of quality, comfort, style and strength. The new selection of Phifertex fabrics offers a medley of fresh colors and textures to outfit your unique outdoor space, such as Madras Tweed Mint, Cornflower, Nova Frost, Slate, and geometrically-inspired Broadway and Blazer. Fabrics are low-maintenance, quick-drying, moisture-wicking, and easy to clean. Microban antimicrobial product protection helps inhibit the growth of stain-causing bacteria, mold, and mildew. Contact: (800) 221-5497 or www.phifer.com/browse-products/phifertex.

Somerset

The Vegas collection from Sunset West offers ease of outdoor dining and entertainment with its lowmaintenance sling and aluminum frame. Vegas is crafted in colorfast, tear-resistant Textilene, with a scratch-resistant Graphite powdercoated frame. Stackable frames lend to simple storage, with a linear open design that exudes modern sensibility. Contact: (760) 599-1021 or www.sunsetwestusa.com. Circle Reader Service No. 148

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Hixon

Bring a fresh new look to your outdoor space with NorthCape’s new Hixon collection. The Hixon collection features a sleek modern-day design with clean lines fashioned in powder-coated aluminum framing with PolyTuf by Tangent. This collection offers sturdy dark gray aluminum framing complemented with coastal gray PolyTuf arms and tabletop surfaces. Simple yet elegant, the Hixon collection creates style, comfort and lasting enjoyment to your backyard living space. Contact: (708) 563-2890 or www.northcape.com. Circle Reader Service No. 149

Edge Deep Seating

Spend your evenings outside lounging on the Edge Deep Seating Sectional from POLYWOOD. This all-weather cushioned sofa features a sleek contemporary design that’s perfect for relaxation and quiet conversation. This can coordinate with the rest of the EDGE Collection to create a modern outdoor oasis. The genuine POLYWOOD lumber construction is durable and not prone to splinter, crack, chip, peel, or rot. Made in the USA, the Edge Collection offers a contemporary design and carries a 20-year limited residential warranty and 3-year limited commercial warranty. Contact: (877) 457-3284 or www.polywoodoutdoor.com. Circle Reader Service No. 150

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SUNGLO A270 Patio Heater

The SUNGLO model A270 portable propane heater is ideal for open patio designs. The 8-foot heater requires no electrical power. The battery operated DSI pilot ignition makes lighting the pilot easy. The post and cylinder cover are available in black or copper vein powder-coat finishes or 304 stainless steel. Contact: (888) 317-5255 or www.infradyne.com. Circle Reader Service No. 151

Poinciana by Ratana

Named for the lush Poinciana tree with tropical Southern roots, the Poinciana seating collection conjures up visions of palm trees and a warm, ocean breeze. Its crisscross Durarope, woven openly around an aluminum frame, is both UV and weather-resistant. Pull up a seat and enjoy the luxury of being outdoors in two unique colors, and three different seating options. This collection is comprised of the following pieces: club chair, sofa, sectional, and dining. Contact: (866) 919-1881 or www.ratana.com. Circle Reader Service No. 152

Sunbrella Sling with Flex Technology

FiberBuilt Umbrellas & Cushions offers canopy options to improve wind management in areas prone to high wind conditions. One style is a Double Vent Canopy, which can be ordered with the same marine- or furniture-grade fabric throughout, or with the middle vent made of vinyl weave mesh panels on all or alternating panels with coordinating acrylic fabric on the others (as shown). The mesh panels allow more air to flow through its open weave and weaken the wind’s energy. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

Sunbrella Sling with Flex Technology is engineered with patented technology to provide ultimate comfort and recovery, using integrated stretch to dynamically adapt. Inspired by the design of ergonomic chairs, Flex Technology seamlessly responds to movement, providing for greater recovery from sagging and puckering. It springs back to its original form without losing shape or elasticity. The fabric feels weightless and relieves more pressure points than conventional sling seating. Contact: (336) 221-2211 or www.sunbrella.com.

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Double Vent Canopy with Mesh Panels

Wave Collection

The Motif collection is a first-ever offering of stylish, laser-cut metal covers that can be added to the faces of Infratech’s newly released C-Series and CDSeries heaters. This extensive collection spans four popular architectural categories—Contemporary, Craftsman, Mediterranean and Traditional—to complement virtually any residential or commercial property. They can be installed on wall-, ceiling- or pole-mounted Infratech heaters for a distinctive look that’s perfectly calibrated to enhance the visual appeal of your space. Contact: (800) 421-9455 or www.infratech-usa.com.

The Ocean Chair by POLYWOOD design pays homage to the beauty of the oceans while helping tell the story it represents—with each chair purchase, POLYWOOD will transform over 1,000 ocean-bound plastic containers into outdoor furniture. The Ocean Chair features a contoured seat with the top of the backrest styled to look like a cresting wave. This all-weather chair looks superb as a solo piece, but arrange all four Adirondack chairs and a cresting wave becomes visible. The durable, all-weather lumber is not prone to splinter, crack, chip, peel, or rot. It cleans easily with soap, water, and a soft bristle brush. Made in the USA. Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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Motif Collection

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product profiles

Diva by Ratana

Algonquin Outdoor Fireplace

The Algonquin outdoor gas fireplace by Woodbridge offers an impressive log set and large 36- by 32-inch viewing area that is framed by an eye-catching 6-inch border of 304 stainless steel. Its 21-inch-deep brushed stainless steel interior is an exceptional display of flame from the realistic 7-piece cement log set and colored glass bed. Available for natural gas and propane, the Algonquin offers a 60,000 BTU input rate and an electronic ignition system with remote control. Contact: (844) 636-3473 or www.woodbridgedealer.com. Circle Reader Service No. 157

Unique and with a level of detail that lives up to her name, the Diva stands alone. This “come hither and have a seat” chair and coffee table duo comes complete with a Durastrap finish and round, baseball-bat-style legs that are guaranteed to stand up to the elements. Available in graphite or snow, outdoor living spaces will never again settle for anything less than a showstopper. This collection is comprised of the following pieces: club chair, sofa, sectional, coffee, and end tables. Contact: (866) 919-1881 or www.ratana.com. Circle Reader Service No. 160

SunTex 97

Louisiana Grills Founders Series

The Founders Series Legacy Grill pays homage to pellet grill visionary Dan Thiessen and his worldrenowned brand. At the heart of the Legacy Grill is a luxury design complete with a reawakening of performance and technology. It features a state-of-the-art burn system, Wi-Fi and Bluetooth connectivity, and PID technology for intelligent temperature control. The Founders Series Legacy Grill by Louisiana Grills is where tradition meets innovation. Contact: (877) 972-2474 or www.louisiana-grills.com.

Driven by market demand, Phifer Inc. has introduced SunTex 97 to its stock line of Exterior Sun Control Fabrics. A full basket-weave vinylcoated polyester fabric engineered for exterior roller shade applications, SunTex 97 provides the highest grade of solar coverage in the industry-leading brand of exterior sun control products. Designed to complement SunTex 95, SunTex 97 offers an approximate 3% openness factor that blocks approximately 97% of UV rays, and will deliver increased heat and glare control as well as daytime privacy. Available in 10 colors, SunTex97 features Microban antimicrobial protection and is GREENGUARD Gold certified for low chemical emissions into indoor air. Contact: (800) 221-5497 or www.phifer.com/product/suntex-95. Circle Reader Service No. 161

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The 30-inch Black Cove

Twitchell Technical Products’ Sunsure outdoor fabrics are excellent for umbrellas, cushions, sling furniture, and more. Cover your summer in bright, vibrant fabrics to get your outdoor space in a summer state of mind. All of the materials are fade resistant, UV protective, easily cleaned, and always made in the USA. Contact: (800) 633-7550 or www.twitchellcorp.com.

The 30-inch Black Cove is one of three beautiful colors of the Cove Gas Fire Pit Bowl collection. The natural appearance of the Supercast concrete gives each bowl its own unique color and texture. A stunning Crystal Fire Plus Burner is the focus of the piece, providing a collection of warm, ambient flames. The firepit can be fueled by liquid propane or natural gas. Complete your contemporary outdoor space with these modern fire bowls. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Sunsure

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De Manincor Cookstove

New for the 2021 Season

Designed in Italy for five generations, the de Manincor cookstoves are a traditional kitchen hearth product. An eco-friendly heat producer that utilizes the ECOPLUS system, which uses preheated secondary air, a process that creates cleaner smoke and lower levels of air pollution. Manufactured with top-quality, heavy-duty stainless steel, the cookstoves are available in Domino 6 & 8 Maxi, Domina, Atmosfera, and Eco wood-burning models. Colors include red, blue, black, ivory and stainless steel. The art of cooking on a wood-burning fire is complete with these beautiful cookstoves. Contact: (914) 764-5679 or www.wittus.com.

This brand-new Adirondack chair from C.R. Plastic Products is a beautiful, modern addition to its lineup of sustainable outdoor furniture, which is made from up to 100% recycled plastic. The sleek, fourpaneled modern back, contoured arms, and back paddles offer classic comfort. Contact: (800) 490-1283 or www.crpproducts.com. Circle Reader Service No. 164

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Avalon Dining

Apricity’s Avalon dining collection includes Resysta, the revolutionary new material that is transforming what’s next in outdoor. Stronger than wood, fade and splinter resistant, Resysta gives Avalon the warm, welcoming appeal of real wood, but in a material that offers years of beauty, comfort, and durability. Contact: (888) 997-7623 or apricityoutdoor.com. Circle Reader Service No. 165

Pagoda Series

The Pagoda series by California Umbrella redefines style and elegance. Make your backyard both stylish and comfortable with a classic and elegant pagoda umbrella. With modernized vintage style that makes this California Umbrella design a timeless favorite, this patio umbrella featured on One Kings Lane is the perfect gem for any patio. Enjoy the afternoon shade in style. Contact: (909) 622-4800 or www.marchproducts.com/brands/california-umbrella. Circle Reader Service No. 166

Sunbelievable

Mixing in patterns from the Sunbelievable Modern Culture collection, these beautifully coordinating neutrals simultaneously speak to simplicity and sophistication. “Design from the fiber up” translates to these proprietary yarn colors and textures, plus a unique construction for exquisitely detailed patterns to suit both indoor and outdoor living spaces. Contact: (336) 210-2630 or www.sunbelievable.com. Circle Reader Service No. 167

Silver Rocket TailGater Grill

The Silver Rocket TailGater Grill opens up a new world for tailgate grill fanatics. From baseball games to backwoods hunters, this small insulated grill is phenomenal. The TailGater has 85 square inches of grilling surface and includes a removable vent plate, ash scraper, grill tool, and convenient side handles for easy transport. Contact: (260) 463-4026.

Featuring a natural wood-grain texture, these lovely tables from Sunset West mimic natural materials with a reinforced fiber concrete that will withstand the elements. Finished in bone white, this piece is stunning, indoors or out. Contact: (760) 599-1021 or www.sunsetwestusa.com.

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Faux Bois Table

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product profiles Tempotest Home Fifty-Four CollectionVolume II

Parà S.p.a and its U.S. subsidiary, Tempotest USA, have introduced their latest collection of solution-dyed acrylic fabrics. Building upon the success of the Tempotest Home Fifty-Four, they have added Volume II to the collection. The new collection builds upon the up the roll stripes of the first collection and adds three new jacquards in four colorways, along with a new ottoman stripe that is receiving rave reviews. Fully stocked in the U.S. for immediate shipments from Tempotest USA in Carrollton, Texas, these new additions are Teflon treated and come with Tempotest’s best in the industry 6-year warranty. Contact: (972) 512-3534 or www.tempotestusa.com. Circle Reader Service No. 170

Newport Direct-vent Gas Fireplace The Newport is the second largest contemporary direct-vent gas fireplace designed and manufactured by Woodbridge Fireplace. It features a satin black clean face around a 60-inch-wide viewing area. The linear flame between hand-detailed driftwood logs reflects on the black enamel panel, making this fireplace an attractive addition to larger rooms or public spaces. The Newport input rate is 35,000-52,000 BTU (NG) and 42,000-52,000 BTU (LP). The Newport is available with standing pilot or electronic ignition control systems. Contact: (844) 636-3473 or www.woodbridgedealer.com. Circle Reader Service No. 171

Silver Rocket Medium Grill

This best-selling Silver Rocket grill made with 304 stainless steel is a perfect size for the average homeowner. Use the all-in-one unit as a grill, convection oven, smoker, pizza oven, baker, and cooker! You’ll love the full insulation and durability of this wood and lump charcoal-fired grill as you use it for family gatherings or even competition grilling. Contact: (260) 463-4026. Circle Reader Service No. 172

Havenwood Collection

Sunbelievable

High-performance fabrics that perform beautifully together: The Sunbelievable collections are created to coordinate perfectly. Drawing from many sources for inspiration, the designers at Sunbelievable don’t simply follow trends—they establish them. “Pool Party,” from the Vintage Novelties collection, features a uniquely retro design further enhanced with chenille and bouclé accents. Practical for the patio—luxurious in the living room. Contact: (336) 210-2630 or www.sunbelievable.com.

The newly introduced Havenwood collection offers four contemporary gas firepits for complete customization, with every Everblend top featuring a handcrafted, one-of-a-kind color, texture, and pattern. A stainless steel 12x24-inch Crystal Fire Plus Burner provides warm, inviting flames and is the focal point of all Havenwood gas firepits. Each fire feature comes set up for liquid propane and includes a conversion kit for natural gas. Contact: (866) 303-4028 or www.outdoorrooms.com. Circle Reader Service No. 174

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Louisiana Grills Black Label Series

The Louisiana Grills Black Label Series is flavor redefined. With its most impressive features yet, the Black Label Series completely redesigns the original Louisiana Grills Series. This fully enhanced series delivers Wi-Fi and Bluetooth connectivity, PID technology for intelligent temperature control, and superior grilling performance with an all-new cutting-edge burn system. It’s an elevated experience fit for the modern outdoor chef. Available in 800 sq. in., 1,000 sq. in, and 1,200 sq. in. Contact: (877) 972-2474 or www.louisiana-grills.com. Circle Reader Service No. 175

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New for the 2021 Season!

Verdant from Outdura

The brand-new Adirondack Glider offers an excellent way to unwind. Made from up to 100% recycled plastic, the seat of this chair delivers the comfort of the upright Adirondack chair, with a smooth, relaxing gliding action. Contact: (800) 490-1283 or www.crpproducts.com.

Get earthy with Verdant, a color scheme packed with deep shades of rain forest greens that combine a cool Palm jacquard with a warmed-up dobby constructed with a bouclé stripe. Add Mariner stripes with hints of blue and savory Confections Coco solid jacquard for a pulled together designer look. All 100% solution-dyed acrylic, fade resistant, bleach cleanable, made in the USA (Hudson, North Carolina) with a 5-year warranty. Contact: (866) 688-3872 or www.outdura.com.

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Textilene

Inspired by nature, Twitchell Technical Products’ new jacquard Textilene fabrics bring the outdoors in while elevating products for a clean and modern feel. For timeless naturals, these patterns fit a variety of styles and are available now. Contact: (800) 633-7550 or www.twitchellcorp.com. Circle Reader Service No. 178

Casa Series

The instant popularity of California Umbrella’s Casa series has launched it to the forefront as a favorite for revamping outdoor patio spaces. With its aluminum frame, sleek design, and patented auto-tilt feature, it will satisfy the most demanding customer’s need for budget-friendly quality. Contact: (909) 622-4800 or www.marchproducts.com/brands/california-umbrella. Circle Reader Service No. 179

Sunbrella Dimension Collection

The Sunbrella Dimension collection reveals the creative potential of familiar environments. Dimension’s mix of extraordinary plains and unique jacquards invites unexpected color combinations, complex weave structures, and striated yarn rotations— leading to fresh and updated spaces. The collection also spans from interpretations on timeless patterns, chunky weaves, handwoven effects, and designs that create movement. Contact: (336) 221-2211 or www.sunbrella.com. Circle Reader Service No. 180

Ellery Round Woven Sectional

Apricity unveils the trendsetting new Ellery collection. The round woven sectional will make its debut at upcoming markets and is sure to be a big winner for retailers who want to deliver the very latest in entertaining designs in all-weather wicker. With its modern appeal and glorious mix of textures and neutral tones, Ellery is the outdoor living group that is sure to start a lot of conversations. Contact: (888) 997-7623 or apricityoutdoor.com. Circle Reader Service No. 181

PATIOANDHEARTHPRODUCTSREPORT.COM 79

product profiles Bo Jackson Grill

The Bo Jackson Signature Portable Gas Grill by Coyote Outdoor is a legendary product designed with a legendary player. Perfect for tailgating or “homegating,” this grill is made of premium 316 marine grade stainless steel and comes with a customized grate and cover with Bo Jackson’s autograph. The product is extremely versatile and can be placed on a picnic table, truck bed, or on a boat. It can be used with either a 20-pound propane tank or a small disposable propane tank and it has up to 20,000 BTU of output. Contact: (855) 520-1559 or www.coyoteoutdoor.com. Circle Reader Service No. 182

Sky Medium

Standing at 3 feet, 11 inches (160 cm), the Sky Medium from European Home features the innovative Real Flame burner system that provides the natural look of flames wrapped around the logs. This system has three burners to create two settings, a robust fire, and a soft low flame. The tunnel burner on the see-through model is specially designed so that the flames look equally impressive on both sides! Contact: (781) 324-8383 or www.europeanhome.com. Circle Reader Service No. 183

Treasure Garden Rug Collection

For 2021, the Treasure Garden outdoor rug collection of high-quality exterior rugs will expand with four new designs. Produced in Belgium exclusively for Treasure Garden, these 100% UV stable polypropylene rugs are available in two popular sizes and backed by a one-year warranty against fading. The latest additions to the collection range from textural weaves to colorful ombré patterning. Each of the rugs debuting this season are a part of Treasure Garden’s Gold Collection of on-trend designs. Constructed of multi-ply cabled heat-set yarns, these rugs offer a luxurious feel with superior durability. Contact: (626) 814-0168 or www.treasuregarden.com. Circle Reader Service No. 184

Hestan Outdoor Ventilation

Hestan ventilation illuminates your cooking area with low temperature LED lighting while quietly and efficiently corralling smoke, grease, and cooking odors. The professional-grade design perfectly complements your grill with the signature Hestan look, all while the best-in-class ventilation collects 70% more grease than most competitors, with an easy-to-clean, baffle-less system. Available in 12 exclusive color finishes, the Hestan Outdoor hood offers superior performance and sleek design. Contact: (888) 905-7463 or www.hestan.com.

Bella-Dura HOME

The new collection from Bella-Dura HOME offers the same performance with brand-new looks. Whether it is high durability or cleanability, performance is everything today. Bella-Dura HOME is soft to the hand, decorative, durable and bleach cleanable. Suitable for indoors or out, Bella-Dura HOME covers it all. Contact: (800) 544-0478 or www.bella-dura.com. Circle Reader Service No. 186

Circle Reader Service No. 185

Sunbrella Assure

Sunbrella unveils its latest innovation, Sunbrella Assure, a fluorine-free textile that delivers water repellency, stain resistance, and enhanced durability. These fabrics bring new opportunities to create healthy and sustainable indoor and outdoor spaces that are still hardworking. Sunbrella Assure offers stain resistance through a proprietary bio-based formula that combats the absorption of water-based spills and messes without the use of fluorochemicals. Contact: (336) 221-2211 or www.sunbrella.com. Circle Reader Service No. 187

80 PATIOANDHEARTHPRODUCTSREPORT.COM

perspective

continued from page 60

outdoor space. It comes with a refrigerator, which comfortably holds up to 19 bottles or 52 cans. The MoBar 300 also features a spacious rotomolded presentation basket, which holds an additional 22 bottles or 32 cans to keep beverages ice-cold. Dometic MoBar 550: The largest model allows a host to entertain grand outdoor gatherings. It comes with a dual-zone refrigerator that comfortably holds up to 40 bottles or 155 cans. The spacious rotomolded presentation basket holds an additional 22 bottles or 32 cans. MOBILE SOLUTIONS As the global leader in providing a wide variety of high-quality products that deliver everyday practical and innovative solutions for mobile living, millions of people around the world use Dometic products every day. Owners of luxury yachts, boats, RVs, trucks, and campers rely on the company’s wide range of products to enhance their mobile spaces. This includes electric coolers for cars and campers; refrigerators for the RV, marine, and truck

last word

industries; climate control systems for yachts; and mobile hygiene and sanitation solutions. In fact, innovation in developing and engineering solutions to enhance the quality of everyday life is at the very core of Dometic’s history. In 1919, two young engineering students at the Royal Institute of Technology in Stockholm, Baltzar von Platen and Carl Munters, invented the world’s first absorption refrigerator, which uses a heat source to provide the energy to create a cooling effect. “This completely new technology was commercialized and became a worldwide success,” Kjellberg says. “The refrigerator can be compact, is silent, and can be powered by an energy source other than electricity.” This breakthrough, he notes, is the beginning of Dometic’s journey and eventual leadership in the mobile-living segment, since the compact refrigerator is the ideal solution for RVs, boats, and trucks. Today, Dometic has net sales of more than $2 billion and an established worldwide customer base with sales in more than 100

countries. While Dometic’s headquarters remain in Stockholm, most of the companies’ 7,200 employees are spread out around the globe with sales offices in over 30 countries. Dometic has a strong presence in the U.S.—its largest market. Kjellberg says net sales from the Americas account for half of Dometic’s global revenue. U.S. operations were established in 1968 and he adds, “We have been working with many of America’s leading companies ever since.” Dometic’s legacy in refrigeration and outdoor equipment makes it a natural fit to ex pand into the outdoor residential living category. “We look for new markets where we can utilize our strengths in cooling technology for harsh environments, along with our design capability,” Kjellberg says. Furthermore, as a pioneer in mobile living, Dometic is committed to driving sustainability. This means decreasing the company’s environmental footprint, improving resource efficiency, providing a diverse and inclusive workplace, and ensuring its business practices meet the highest

ethical standards. While there are other beverage center products for the outdoor space currently available on the market, Kjellberg notes not one focuses on providing a solution for the outdoor entertainer who likes to host in style without compromising on the functionality and performance of an outdoor refrigerator. “Based on this insight, the Dometic MoBar range of products was born. We know outdoor entertainers care about both quality and design—not only functionality.” Dometic has an exciting vision for the company’s presence in the outdoor casual segment. In addition to the MoBar, the company has some ongoing projects that will be unveiled in the near future. In the meantime, outdoor casual consumers throughout North America can enjoy the convenience, style, and utmost functionality of the Dometic MoBar. “Personally, outdoor entertaining is the closest to my heart among all our projects. I have a passion for mixing drinks, and I enjoy serving them to guests at hour home,” Kjellberg says.

ished concrete, all of which look authentic from color tones to castings. The collections include coffee, side, dining, and chat tables, as well as benches. “Outdoor design is moving away from matching sets and into mixed media, so these tables fit the bill perfectly,” Bottemiller adds. Ebel’s Avallon furniture collection is heading into its seco nd season extremely strong as one of the company’s most popular offerings. “It has done well in retail because of its simple style that blends well with many different looks. Its personality comes from new weave colors and textural looks.” Avallon is priced at Ebel’s lower end, which makes it an attractive value for a wide group of consumers. Along with Avallon, the Laselle cushionless chair is demonstrating tremendous potential based on numbers from the past year. Consumers are drawn to its reticulated foam cushion that is woven into a chair, which delivers comfort without the maintenance of traditional cushions. “It’s a trend that’s coming on strongly in the woven

category,” Bottemiller says. “I would say, categorically, if a retailer doesn’t have a cushionless product on their showroom floor, they sh ould consider it because it’s a category that is increasing in importance across the country.” As of May, Ebel has been shipping product and operating as normally as possible. In terms of new product, the company is focusing on a few strong introductions. “Over the past few years, it has been the company’s direction anyway—so it isn’t a reactive change, but rather a strategic one. Our focus has always been about turns on the retail floor, and today that strategy is falling into place perfectly.” When it comes to the future, Ebel anticipates that, as a company, it will look the same, yet different. “It’s going to be a fine balancing act,” Bottemiller says. “We will need to be flexible enough to go where the market sends us without giving up the essence of who we are, which is a closely-held, family-owned company that cares about quality of the product that it puts out in the marketplace. That is never going to change.”

continued from page 62

Manufacturers that are able to restructure pricing so it doesn’t require retailers to place large preseason stocking orders will be ahead of the game. “Ebel is working on ways to support retailers with product when they need it. A just-in-time strategy is going to be the one that has the biggest impact.” The nationwide quarantine has also caused more consumers to become comfortable shopping online. “People who weren’t shopping online before were pushed to the internet out of necessity, so they are now perfectly comfortable,” Bottemiller says. “As manufacturers, we need to figure out the presentational part of online shopping, not just the dollars. I think we need to find a way to augment the in-store experience with a virtual experience. I don’t know what that looks like yet, but it is a challenge that is forthcoming.” Bottemiller estimates that next year’s ICFA conference will be a must-attend for dealers and manufacturers looking to discuss the industry’s future beyond 2020. “The whole point of the conference is to spend time sharing ideas with

your peers and looking at new ways to approach business. I think it is going to be more relevant than ever before because we need to strategize for an uncertain future.” Moving into September, Ebel is pushing full steam ahead with its new product introductions, as well as shining a spotlight on a number of best-sellers. “We are taking a different approach this year because there isn’t a premarket, but our strategy seems to be generating the interest we were hoping for at this point.” The company’s new Reserve table line has garnered a tremendous response from specialty retailers looking for a unique offering that doesn’t come with a bank-breaking price tag. The attention-getting cast polyethylene tables are made from the same material that’s used for the weave in Ebel’s signature woven furniture. “It’s a proven outdoor technology that is lightweight and weatherproof, and because it’s a molded product, we can make it look just like natural materials.” The style op tions this season include live edge, farmhouse plank, and pol-

PATIOANDHEARTHPRODUCTSREPORT.COM 81

advertiser index Advertiser

Phone

Website

Page

AEI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . . .www.aeicorporation.com . . . . . . . . . . . . . . .11

profiles directory Company

Page

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

AEI ........................................................................................................68

Big Green Egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . .www.biggreenegg.com . . . . . . . . . . . . . . .32

Apricity (Agio) ....................................................................................77, 79

C.R. Plastic Products . . . . . . . . . . . . . . . .(800) 490-1283 . . . . . .www.crpproducts.com . . . . . . . . . . . . . . . .65

Bella-Dura ..............................................................................................80

California Umbrella . . . . . . . . . . . . . . . . .(909) 622-4800 . . . . . .www.californiaumbrella.com . . . . . . . . . . .45

Big Green Egg....................................................................................69, 71 C.R. Plastic Products ..........................................................................77, 79

Country Lane Gazebos . . . . . . . . . . . . . .(866) 885-7847 . . . . . .www.gazebo.com . . . . . . . . . . . . . . . . . . . .43 Couristan . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 223-6186 . . . . . .www.couristan.com . . . . . . . . . . . . . . . . . . .49 Creative Covers . . . . . . . . . . . . . . . . . . . .(800) 970-0901 . . . . . .www.creativecoversinc.com . . . . . . . . . . . .48 Dansons, USA . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . .www.dansons.com . . . . . . . . . . . . . . . . . . . .83

California Umbrella ............................................................................77, 79 Capt’n Cook (Lovinflame)..........................................................................73 Country Lane Gazebos ........................................................................71, 72 Couristan ..........................................................................................66, 73 Coyote Outdoor Living ............................................................................80

Dometic . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) DOMETIC . . . . . .www.dometic.com . . . . . . . . . . . . . . . . . . . .61 DuraVent . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 835-4429 . . . . . .www.duravent.com . . . . . . . . . . . . . . . . . . .52 Empire Comfort Systems . . . . . . . . . . . .(800) 851-3153 . . . . . .www.empirecomfort.com . . . . . . . . . . . . . .29 FiberBuilt Umbrellas & Cushions . . . . . .(866) 667-8668 . . . . . .www.fiberbuiltumbrellas.com . . . . . . . . . .70

Creative Covers..................................................................................67, 69 Dometic ............................................................................................64, 67 DuraVent ................................................................................................69 European Home ......................................................................................80 FiberBuilt Umbrellas & Cushions ..........................................................72, 75

Frankford Umbrellas . . . . . . . . . . . . . . . .(856) 222-4134 . . . . . .www.frankfordumbrellas.com . . . . . . . . . . .3 Frankford Umbrellas ..........................................................................68, 73 Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . . .www.gensuncasual.com . . . . . . . . . . . . . . .53

Gensun ............................................................................................67, 68

The Hammock Source . . . . . . . . . . . . . . .(800) 334-1078 . . . . . .www.thehammocksource.com . . . . . . . . .57

The Hammock Source ........................................................................66, 72

Hearth & Home Technologies . . . . . . . .(888) 427-3973 . . . . . .www.hearthnhome.com . . . . . . . . . . . . . . .84

Heat & Glo (Hearth & Home Technologies) ................................................64

ICC-RSF . . . . . . . . . . . . . . . . . . . . . . . . . . .(450) 565-6336 . . . . . .www.rsf-fireplaces.com . . . . . . . . . . . .46, 47

Hestan....................................................................................................80 ICC-RSF ............................................................................................70, 73

Informa . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 490-3097 . . . . . .www.poolspapatio.com . . . . . . . . . . . . . . . .41

Infrared Dynamics (AEI) ............................................................................75

Infratech . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . . .www.infratech-usa.com . . . . . . . . . . . . . . . .67

Infratech............................................................................................73, 75

Kingsley Bate . . . . . . . . . . . . . . . . . . . . . .(703) 361-7000 . . . . . .www.kingsleybate.com . . . . . . . . . . . . . . . .69

Kingsley Bate ....................................................................................64, 72

Lovinflame . . . . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . . . .www.lovinflame.com . . . . . . . . . . . . . . . . . .36

Louisiana Grills (Dansons)....................................................................76, 78 Lovinflame ..............................................................................................68

MLW Stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .68

MLW Stone........................................................................................66, 70

NorthCape . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . . . .www.northcape.com . . . . . . . . . . . . . . . . . .37

NorthCape ........................................................................................66, 74

Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . . . .www.ortalheat.com . . . . . . . . . . . . . . . . . . .28

Ortal..................................................................................................71, 74

The Outdoor GreatRoom Company . . .(866) 303-4028 . . . . . .www.outdoorrooms.com . . . . . . . . . . . . . .59

The Outdoor GreatRoom Co mpany ....................................................76, 78 Outdura ............................................................................................64, 79

Outdura . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 688-3872 . . . . . .www.outdura.com . . . . . . . . . . . . . . . . . . . .25 OW Lee ............................................................................................70, 72 OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . . . . . .2

Patio Renaissance ..............................................................................64, 74

Patio Renaissance . . . . . . . . . . . . . . . . . . .(866) 690-5673 . . . . . .www.patiorenaissance.com . . . . . . . . . . . .63

Phifer ................................................................................................74, 76

Phifer . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 221-5497 . . . . . .www.phifer.com . . . . . . . . . . . . . . . . . . . . . .19

POLYWOOD ......................................................................................74, 75

POLYWOOD . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . . . .www.polywoodoutdoor.com . . . . . . . . . . . .9

Primo Grill (Empire Comfort Systems) ........................................................73 Ratana ..............................................................................................75, 76

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . . . .33

Summerset Professional Grills..............................................................66, 70

Summerset Professional Grills . . . . . . . .(800) 966-8126 . . . . . .www.summersetgrills.com . . . . . . . . . . . . .55

Sunbelievable ....................................................................................77, 78

Sunbelievable . . . . . . . . . . . . . . . . . . . . . .(336) 210-2630 . . . . . .www.sunbelievable.com . . . . . . . . . . . . . . .21

Sunbrella ....................................................................................75, 79, 80

Sunbrella . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . . . .www.sunbrella.com . . . . . . . . . . . . . . . . . . .23

Sunrise Metal Shop ............................................................................77, 78 Sunset West ......................................................................................74, 77

Sunrise Metal Shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .40

Telescope Casual ................................................................................68, 71

Sunset West . . . . . . . . . . . . . . . . . . . . .(760) 599-1021 . . . . .www.sunsetwestusa.com . . . . . . . . . . . .39

Tempotest ........................................................................................72, 78

Telescope Casual . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . . . .www.telescopecasual.com . . . . . . . . . . . . .51

Treasure Garden ......................................................................................80

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

Twitchell............................................................................................76, 79 Vermont Castings (Hearth & Home Technologies) ......................................66

Twitchell . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 633-7550 . . . . . .www.twitchellcorp.com . . . . . . . . . . . . . . . . .7 White Mountain (E mpire Comfort Systems) ................................................70 Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . . .www.wittus.com . . . . . . . . . . . . . . . . . . . . . .71

Wittus ..............................................................................................64, 77

Woodbridge Fireplace . . . . . . . . . . . . . .(844) 636-3473 . . . . . .www.woodbridgedealer.com . . . . . . . .12, 13

Woodbridge Fireplace........................................................................76, 78

PATIO & HEARTH PRODUCTS REPORT (ISSN 1939-6929) IS PUBLISHED BIMONTHLY BY PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503. US POSTAGE PAID AT LEBANON JUNCTION, KY 40150. JULY/AUGUST 2020, VOL. 15, NO. 4 © 2020 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE (847) 763-9261. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

82 PATIOANDHEARTHPRODUCTSREPORT.COM

Circle Reader Service No. 83

You bring COMFORT HOME. THANK YOU.

Now more than ever, the family is the focal point of living. $QG WKH Â¿UHSODFH LV WKH IRFDO SRLQW RI WKH KRPH 7KDQN \RX IRU \RXU WHQDFLW\ WR FUHDWH WKRVH VDQFWXDULHV RI SHDFH DQG SURWHFWLRQ Because of you, the future is bright. Circle Reader Service No. 84