Patio and Hearth Product Report July/August 2019

JULY/AUGUST 2019 | www.patioandhearthproductsreport.com

Dre Dream r am re

Weavers r GENSUN

Page 18

HOMETOWN RETAIL

Bring Out The Indoors | 42

HEARTH & HOME TECHNOLOGIES

CALIFORNIA UMBRELLA

TOMMY BAHAMA OUTDOOR LIVING

Page 34

Captivating design. Extraordinary comfort. Unlimited customization.

The industry’s most powerful consumer brand invites you to the debut of ve new lifestyle collec ons in Chicago.

Casual Market Chicago I September 10-13 I Showroom 1556 tommybahamaoutdoorliving.com Circle Reader Service No. 2

Circle Reader Service No. 3

CONTENTS

74 J U LY/ AU G U S T 2 0 1 9 • VO L U M E 1 4 , N U M B E R 4

FE AT U R E S

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38

66

92 AS I SEE IT – SMOKIN’ HOT

By Sharon Sanders

Backyard chefs who are passionate about wood fire grilling are huge fans of Memphis Wood Fire Grills.

GUEST EDITORIAL – BUILT TO LAST

By Farah Merhi

Industry educator and blogger Farah Merhi says the best outdoor rooms feature a durable infrastructure and high-quality products that stand up to the elements.

18

This season’s outdoor fabric offerings blend sophisticated design and durability with modern ingenuity.

A husband and wife’s passion for retail bodes well for shoppers seeking a wellstocked store with friendly and knowledgeable staff.

30

46

An Ohio grill and hearth store educates customers through lively hands-on cooking classes and product demos.

Residents of Southern Delaware view Tyndall’s Casual Furniture as their neighborhood source for outdoor furnishings and accessories.

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76

Empire Comfort Systems creates groundbreaking hearths and grills that resonate with a new generation of customers.

50

CORPORATE PROFILE – GATHER AROUND

By Maura Keller

Innovative Hearth Products’ state-of-the-art fireplace and hearth designs have captured the attention of homeowners since the company’s founding in 2012.

52

INSIGHT – FINISHING TOUCHES

By Cherise Forno

Fashion-forward umbrellas, pillows, and accessories from Paradise Cushions by FiberBuilt turn ordinary backyards into comfy hideaways.

SHOWROOM SHOWCASE – SHOP LOCAL

By Sharon Sanders

PRODUCT INNOVATION – FOREVER YOUNG

By Cheryl Dangel Bartolini

OUTDOOR GRILLING – LEARNING BY DOING

By Sharon Sanders

34

Ratana’s outdoor furniture offerings combine practicality with easy, breezy panache.

HEARTH RETAILER – WARM WELCOME

By Kimberly Rodgers

MY TURN – THE BACKYARD REDEFINED

By Maura Keller

SPOTLIGHT – HIGH-TECH TEXTILES

By Greg Thompson

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42

54

INSIGHT – GRILLING MADE EASY

By Cherise Forno

Vision Grills ignites the kamado category with its simple-to-use, award-winning cookers.

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LAST WORD – PILLOW POWER

By Kimberly Rodgers

Elaine Smith’s stylish, one-of-a-kind pillows infuse an outdoor room with personality and joy.

I N E V E RY I S S U E

6 10 58 60 62 97 97

JAGGER PUBLISHER’S VIEWPOINT INDUSTRY NEWS ICFA PREVIEW ROUNDUP WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX

ON THE COVER: Gensun | (866) 964-4468 or www.gensuncasual.com

4 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

M O D ER N | O U TD O O R | LIV IN G Apricity’s bold, exciting, elegant collections give retailers the latest trending designs in outdoor entertaining. The Apricity brand delivers the highest quality and elevated looks to the industry. Prepare to take your product mix to the next level.

O U T D O O R

apricityoutdoor.com | Circle Reader Service No. 5

PUBLISHER'S VIEWPOINT

Jagger By the time most people reach the age of 76, they have either been retired for a few, several or many years.

Few, if any, are still working their day job that they have had for the past 57 years. However, that is exactly what Mick Jagger, lead singer of The Rolling Stones, is doing.

This summer, the Stones proved with their “No Filter Tour” they deserve and have earned the title as “the world’s greatest rock ‘n’ roll band.”

Yes, The Stones had to postpone their North America tour so that Jagger could have heart valve replacement surgery earlier this year. However, the surgery and postponement did nothing to slow down Jumpin’ Jack Flash (aka Jagger). After The Stones concert at Gillette Stadium in Foxboro, Massachusetts in early July, Craig Semon reported on Telegram.com that The Stones tour is the must-see show of the summer, and,

Anthony, a retirement coach who teaches investment

quite possibly, the must-see show of the year.

advisers how to help clients plan their life and

people have developed a wealth of knowledge, know-

Considering that all of the members of The Stones are in

finances together. “Retirement is a mental-health con-

how, experience and industry contacts over decades of

their mid to late 70s, it begs the question, “Have they

sideration. We’ve treated it as if it’s something you

being employed and/or owning their own business. In

even thought about retirement?”

have to do, then, ‘Do you have enough money?’ –

some respects, there is no substitute for experience.

and conversation over.”

People in their 60s, 70s and 80s still have a lot to offer

It’s quite possible Jagger and his bandmates can teach us a thing or two about retirement. Numerous arti-

• Once retirement starts, structure and routine fade

One reason to consider delaying retirement is most

companies, vendors and society at large. Another rea-

cles have been published over the past few years

away, which can lead to depression. “Ask retirees what

son to consider delaying retirement is that once you get

encouraging people to put off retirement and to work as

they miss most, and No. 1 is the social connection, the

off the train, it’s not that easy to get back on. Many

long as they possibly can. The reasons for putting off

stimulation, the action,” says Ken Dychtwald, co-

companies might continue to employ people in their

retirement are not just financial but psychological as

author of the 1989 best-seller “Age Wave” and

60s, 70s and 80s, but few companies are looking to

well. In an article published June 24, 2019, in

founder of a consulting firm with the same name.

hire people past the proverbial retirement age.

MarketWatch, Jonathan Burton presents some solid and

“People don’t think that through.”

insightful reasons why people need to have both an

For many people, 65 is the magical age you shoot

However, retirement can be a great chapter in a person’s life. It can offer a certain amount of independ-

emotional “glide path” to retirement in addition to a

for in terms of retirement. Why is the retirement age

ence, adventure, fun and an outlet for creativity and

financial plan. Here are some of the outtakes from

65? Search online and here is what you will find. “The

volunteerism that is not afforded to most people in the

Burton’s article and why automatically retiring at the age

age of 65 was first selected in 1880 by the ‘Iron

workforce. With the right amount of planning and a

of 65 or younger may not be the best strategy:

Chancellor,’ Otto von Bismark of Germany, when he

consideration of both the financial and emotional

• “Research shows that adjusting to retirement is

introduced a social security system to appeal to the

aspects of selecting the right time for retirement, it can

difficult for many people, who report boredom, anxiety,

German working class. Somewhat cynically, Bismark

be the golden years. But if you find yourself still invig-

restlessness and feelings of uselessness. Retired men, for

knew that the program would cost little because the

orated and inspired by the financial, social, mental,

example, were found to be 40% more likely than

average German worker never reached 65, and many

and emotional aspects of working, you might want to

employed men to experience depression, and the

of those who did lived only a few years beyond that

consider delaying retirement for as long as possible

greatest increase in suicide rates between 2000 and

age.” Considering that many people live relatively

and rephrasing one of The Stones’ hit songs, “It’s Only

2016 occurred among 45- to 64-year-old men, accord-

healthy and productive lives well into their 70s, 80s

Rock ‘n Roll (Work), But I Like It.”

ing to the Centers for Disease Control and Prevention.”

and even into their 90s, we might want to rethink the

• “People make the decision to retire based on an economic state rather than a life state,” says Mitch

classic view of retirement age based on a concept that was introduced in 1880.

Tony Ramos tramos@peninsula-media.com

4 FAST FACTS IN THIS ISSUE: ∂ For this hearth retailer, selling outdoor kitchens and custom firepits has become a lucrative side business.

Find out how.

Warm Welcome, p. 26

∑ An in-house furniturerepair service thrives in “an Amazon world” and turns new customers into lifelong clients. Learn their secret.

Shop Local, p. 34

6 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

∏ Growth leads Empire Comfort Systems to break ground on a 150,000-square-foot manufacturing facility in Poplar Bluff, Missouri.

Forever Young, p. 46

π Recognizing the “tiny-house movement,” Paradise Cushions

by FiberBuilt offers small-scale seating, as well as stylish poufs and ottomans.

Finishing Touches, p. 52

Circle Reader Service No. 7

GUEST EDITORIAL

PUBLISHER

By Farah Merhi

Tony Ramos tramos@peninsula-media.com

BUILT TOLAST kitchen is a major investment, it’s paramount to choose durable materials for cabinetry and countertops, as well as weather-resistant appliances and accessories.

Additional items such as outdoor furniture, shade Farah coverings, and pillows Merhi should also be selected for their ability to resist fading and dirt.

The best outdoor kitchen companies offer high-quality grills and a The Coyote Outdoor diverse range of accesLiving kitchen sories. I selected Coyote pictured here is known for Outdoor Living’s 36-inch its superior S-Series gas grill, Asado performance cook er, double access and sleek lines doors, refreshment center, and pull-out trash/recycle drawers. RTA Outdoor Living built The sink is a major convenience, not to mention the pull-out trash and my kitchen in their factory, using recycle drawers. I also couldn’t live durable material (concrete) to without my soap dispenser caddy ensure longevity. The kitchen was and kitchen towel holder. My kids delivered straight to my backyard love that we extended our counter and installed in less than two hours! to create a bar area. They feel includBuilding an outdoor kitchen typicaled when their dad and I are busy ly takes two weeks, but with Coyote grilling. Details count when designand RTA products, the process was ing an outdoor kitchen! faster and easier, and the result was stunning and functional.

As outdoor kitchens continue to I particularly loved the custom gain popularity, I highly recommend white panels as they made it easy to that specialty retailers focus on this product niche. People want to enjoy incorporate other design elements. I the weather and be outside as much love changing out my color scheme as possible. It’s such an exciting time in my interior and outdoor spaces. for customers and store owners For different seasons, decorative because there are so many high-quality touches like pillows, outdoor rugs, products available to transform and accent décor give a quick and boring backyards into resort-like easy refresh. With the custom white retreats. panels, I can do all those things without having to commit to a certain color palette. Also, I love the timeless Farah Merhi is the founder of look and feel of white panels. the popular design-focused I absolutely love my Asado cookInstagram account, Inspire Me! er. The moment it got installed, I Home Décor. A true entreprehad neighbors texting me that they neur, Merhi has blazed her wanted to smoke their turkeys this own path, building her brand, year. In my mind, there’s no better while continuing to educate a appliance than one that makes it community, now totaling 5.5 possible to cook any type of meat, as million, whom she calls her well as bake a pizza and grill some “Insta Family.” yummy veggies at the same time.

8 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

caroldaus@gmail.com ART DIRECTOR Cassandra Estes cassestes1968@gmail.com COPY EDITOR John Nalley STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson FARAH MERHI

When I first started planning my home’s outdoor kitchen, my priority was to invest in durability. Since the natural elements are a major factor here in Michigan, I chose materials that would hold up well against the sun, rain, and snow. As a designer, I was deeply focused on the visual appeal of my outdoor room but, as a homeowner and mother, I did not want functi onality to take a back seat. I wanted a custom outdoor room and kitchen that met the needs of my busy family.

Since we have a shortage of warm weather, we take advantage of the summer to spend as much time in our outdoor space, relaxing with friends and family, and cooking outside. Consequently, a comfy dining area was a must for our new outdoor room. Evenings here tend to get a bit chilly, even in the sum mertime, so I selected a fireplace with a seating area to offer warmth and a cozy vibe when lounging and relaxing after a long day.

While designing the entertainment areas, I strategically placed our outdoor kitchen along the edge of the middle of the patio to create a focal point, highlighting the natural beauty of our outdoor living space. I wanted this area to be where friends and family could congregate, either at the bar counter or alongside the chef.

I selected a stylish all-weather POLYWOOD dining set to be placed near the kitchen island. This defined the space and created a flow so that food could easily be placed on the table. I also established two separate entertaining areas with outdoor furniture by incorporating a cohesive design.

Since my objective was to create a custom outdoor kitchen that was both long-lasting and functional, I spent considerable time researching which manufacturers would be best suited to help me create my outdoor retreat. The best companies and contractors recognize that exterior kitchens need to be as hardworking as their interior counterparts—if not even tougher due to weatherrelated issues. Since an outdoor

EDITOR Carol Daus

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 Subscribe online: www.patioandhearthproductsreport.com Email: patioandhearth@omeda.com Phone: (847) 763-9261

Circle Reader Service No. 9

INDUSTRY NEWS Island Estate Lanai collection

Tommy Bahama: New Designs and Enhanced Presence at Casual Market Chicago Lexington Home Brands will be unveiling five new lifestyle collections for its Tommy Bahama Outdoor Living brand at the Casual Market in Chicago, Sept. 1013, 2019. The presentation will take place in a 10,000-square-foot showroom on the 15th floor.

“We are extremely excited about the opportunity to participate in the Casual Market,” says Phil Haney, president and CEO of Lexington Home Brands. “We have been trying to secure a significant showroom space on the main floors for several years, but with 12 lifestyle collections in our current assortment, the space needed for our presentation has not been available. The former Summer Classics space will not only accommodate the scale of our new introductions but is ideally located on the 15th floor. We recognize that many outdoor retailers do not attend the High Point Market, and with Chicago being the primary venue for the category, it is important for us to present the line at the Casual Market. We look forward to doing that in September.”

Patio & Hearth Products Report (P&HPR) sat down with Phil Haney to learn more about Tommy Bahama’s recent decision to display at Casual Market, as well as insight into the company’s 12 lifestyle collections.

Why did you decide to open a showroom at Casual Market Chicago?

Haney: The Market draws key outdoor specialty retailers—many of whom do not attend High Point Markets where we have our primary showroom. With 12 current lifestyle collections and five new collections being introduced in September, the space required to properly present the line is significant. We’re delighted that a large showroom space has become available, and that we’ll have the oppor-

tunity to showcase our line to a dedicated outdoor audience, which is the key differentiator for the Chicago Casual Market.

Describe this showroom space in terms of size, location, design, etc.

Haney: We will be showing in the former Summer Classics space—Suite 1556. It’s a 10,000-square-foot showroom, ideally located on the 15th floor, with natural light and an open floor plan. The diversity of our assortment requires a showroom layout that allows us to convey the unique styling aesthetic of each collection. For the September Casual Market, we will be showing our five new introductions along with a curated selection of current best-sellers.

What are your five new outdoor collections?

Haney: Key Largo: Drawing inspiration from the relaxed Bohemian vibe of the Florida Keys, the Key Largo collection features intricate designs in aluminum that emulate the look of woven natural hemp.

St. Tropez: Making a dramatic design statement, St. Tropez boasts clean contemporary lines crafted in aluminum with a custom finish that translates as teak, but never weathers. Dining and occasional tops feature an eye-catching radial slat design in cast aluminum that imparts a strong architectural sense to the collection.

Los Altos Valley View: The Los Altos collection offers a global view of casual transitional design, blending elements of Southwest styling with natural Mactan stone and woven patterns that emulate natural banana leaf. Dining and occasional items feature thick aluminum tops with intricate cut patterns and softened edges.

Harbor Isle: Offering a modern approach to relaxed traditional styling,

10 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

Harbor Isle features classic turnings on bases and table legs, thick cast aluminum tops with intricate interwoven patterns, and the sophistication of a rich walnut finish. Designs are generous in scale, addressing the requirements of today’s larger outdoor living spaces.

South Beach: Named for a destination known for cutting-edge style, South Beach makes an intrepid contemporary design statement, blending natural Indonesian teak with dark graphite-finished aluminum. Silhouettes are sleek and linear.

How do these collections differ from what is currently available in the marketplace?

Haney: There are a number of fine manufacturers at the upper end who offer great styling, but the designs and styling are often fairly consistent across their assortment. Tommy Bahama Outdoor Living offers what we believe is the most diverse range of styling in the industry, paired with a brand name that has virtually universal consumer recognition. From a competitive perspective, we offer unlimited upholstery customization, including COM (commercial) capability, with threeweek shipping on custom orders, and immediate availability on non-custom items, with no minimums.

Are you expecting most customers to take advantage of customization or will your stocking program result in greater numbers of these purchases?

Haney: A key advantage of our program is the fact that we inventory all products in N.C. for immediate shipment on dining and occasional items, with three-week shipping on custom upholstery, including COM. The vast majority of our deep seating business is

custom, because the styling and seating comfort are significant points of differentiation for us. Our fabric line also offers an assortment of high-style, sophisticated textiles that lend themselves to special order business.

What styles and trends are currently resonating with consumers and does this vary in different geographic regions of the country and Canada?

Haney: Interestingly, styling preferences vary greatly depending upon the geography, which is one reason we place such an emphasis on styling diversity. While there is a general trend toward transitional design, casual coastal and refined island style remain extremely important. Of equal importance is the influence of fashion, color and hand in performance fabrics. Thus, the emphasis on custom upholstery. The overall look is equal parts frame design and fabric application. We have over 260 patterns in our upholstery line, and still enjoy a great business in COM.

Have you been impacted by tariffs? If so, what steps have you taken to maintain profitability while protecting consumers?

Haney: Like most manufacturers, a significant amount of production is based in China, which means the 25% tariff is an issue. In an effort to support our dealers, the company has mitigated the impact by absorbing half of that amount, and will adjust pricing by 12.5% on items impacted, with the anticipation of a resolution on trade issues in the near future.

This adjustment is being applied as a surcharge on the invoice, which will allow us to remove it when trade issues are resolved.

HEAT & GLO EDuCATES CONSuMErS ABOuT GAS FIrEPLACE INSErTS

Heat & Glo’s interactive display at the Mall of America near Minneapolis

Heat & Glo, a leading brand of fireplaces sold by Hearth & Home Technologies, is taking big steps to promote and increase awareness of the gas fireplace insert category. “There are 25 million homes in the u.S. with old wood-burning fireplaces,” says V.P. Berger, president at Hearth & Home Technologies Inc. (Lakeville, Minnesota.) “Our solution is simple: To convert them from wood to gas with an efficient gas fireplace insert.”

According to Heat & Glo, most homeowners don’t even know such a solution exists. “We know people are searching Twitter, Houzz and Pinterest and watching home-remodel shows for ideas on how to spruce up their ugly or non-functional fireplaces,” Berger says. “Let Heat & Glo—or our other brands such as Quadra-Fire and Majestic that also offer gas fireplace inserts—make it beautiful and functional again.”

In efforts to increase awareness of this category, Heat & Glo is taking a novel approach with a prominent kiosk and interactive display at Mall of America near Minneapolis. Starting in June, Heat & Glo featured before-and-after displays of how a gas fireplace insert can transform a room in their home from unused to the most used—restoring warmth and comfort to the places they love.

Why Mall of America? As the state’s most recognized landmark, it generates 40 million annual visitors, one-third traveling from outside of 150 miles, and is the number one tourist destination in the Midwest. To generate awareness around gas fireplace inserts, this high-traffic venue is a great place to educate and let customers experience hands-on the simple and efficient solutions available to them.

It’s an out-of-the-box way to foster awareness of this category that shows a lot of potential and, at the same time, complements Heat & Glo’s lineup of gas fireplace inserts.

“With a category such as gas fireplace inserts, consumers need to see how they can change the way their room looks and feels,” Berger says. “A kiosk with before-and-after displays and an interactive experience lets us reach many u.S. homeowners at a large venue like Mall of America.” The interactive kiosk iPad displays help lead visitors at their own pace through basic awareness and invites them to enter a zip code to find a showroom near them, then receive more information about gas fireplace inserts.

FIrE MAGIC GrILLS SPONSOrS “STEVEN rAICHLEN’S PrOJECT FIrE” Luxury grill brand Fire Magic recently became a sponsor of the popular television grilling series, “Steven Raichlen’s Project Fire.”

The two-year sponsorship kicked off with the launch of the show’s second season in July.

Airing on public television, the 13-episode series showcases the latest equipment, recipes and techniques to help viewers take their grilling to the next level.

“We are thrilled to partner with ‘Steven Raichlen’s Project Fire’,” says Robert Dischner, SVP Marketing for RH Peterson Co., manufacturer of Fire Magic grills. “Mr. Raichlen’s influence as the man who reinvented world barbecue and the enormous success of

the show offer an ideal opportunity to increase exposure of the Fire Magic brand and to communicate Fire Magic’s 80-year heritage of best in class performance and durability.”

The multi-prong sponsorship includes a Fire Magic sponsorship message that will air twice in every “Steven Raichlen’s Project Fire” episode, branded videos and signature recipes that will be available on the Fire Magic website and social channels throughout July and August, as well as promotion of Fire Magic on Steven Raichlen’s social media channels and the Steven Raichlen’s Project Fire website. For information about Fire Magic, visit www.firemagicgrills.com. For information about “Steven Raichlen’s Project Fire,” visit stevenraichlen.com.

Circle Reader Service No. 11

JULY/AUGUST 2019 | PATIO & HEARTH PRODUCTS REPORT • 11

ADVERTORIAL

Hearth Spotlight

ALL

in the

This Pacific Northwest business thrives by selling first-rate hearth products like Mendota while offering impeccable customer service.

F

rom its inception, Heritage Fireplace Shop has been a fami-

ly-owned and -operated

Shaun Winslow stands next to a FV41 with Birch HD Log Set and Traditions Front (left), and ML47 with Birch HD XL Log Set and Willowbrook Front (right)

subscribe to this belief daily.

individual tastes and

With this people-first approach, the

needs of his customers.

company continues to succeed and provide

Winslow notes that

business that focuses on delivering high-

superior service as it sells a wide variety of

Mendota is a very

quality masonry services and hearth and

stoves, fireplaces, barbecues, firepits, and

responsive company,

outdoor products to its customers through-

outdoor accessories. Winslow explains that

and he has a close rela-

out the Kitsap Peninsula in Washington

the luxury gas fireplaces they sell from

tionship with Mendota

state. “We’re all about quality and leaving

Mendota provide him with a great opportu-

the customer with something they can real-

nity to get to know his customers, learn

ly enjoy and that we are proud of,” says

their needs and tastes, and make them

Shaun Winslow, third-generation owner of

completely satisfied with their finished

Heritage Fireplace Shop.

product. “Selling Mendota gives me the

Gerald and Loma Winslow started Winslow’s Masonry in 1959 from their

sales representative Art FV44i with Premium Fiber Oak Log Set and Narrow Grace Front

chance to meet people by helping them select quality fireplaces,” he says.

Ratcliffe, which makes it convenient and enjoyable to sell Mendota products in his stores. “I really

certified for high efficiency. It also has an

enjoy working with Art,” Winslow says. “I

accent lighting system, so someone can

also love the technical service department.”

home and opened a retail store called

Winslow adds that he began carrying

Heritage Fireplace Shop & Winslow’s

Mendota about three years ago, and it has

add an ambient glow to a space, even

Masonry in the 1970s when the popularity

been an excellent partnership and fit for his

when the heat is turned off. There are sever-

Mendota is simple and fast, and if he ever

of wood stoves was booming. In 2000,

business. “For a high-efficiency fireplace,

al models available in multiple styles and

has an issue or question, he can get right

Winslow’s Masonry became a separate

Mendota is great for retrofitting,” he says.

sizes, such as the landscape FullView 36

through to speak with someone from the

business owned by a different member of

Winslow recalls a customer entering his

and 42, FullView 41 Arch, and the expan-

company. “Everything about Mendota is

the family. Heritage Fireplace Shop has

store specifically looking for a Mendota fire-

sive FullView 46.

quality,” Winslow says. “They’re an easy

since added decades of experience with

place, so he contacted his local Mendota

sales services, installations, and mainte-

sales representative about offering the

range BTUs of Mendota fireplaces and their

that Mendota’s customer service is very

nance work to its rich history of masonry

brand to his customers. “One order turned

versatility for a wide range of installations

important to his customers and is similar to

expertise. “We do a lot of start-to-finish

into two orders in a week’s time, and I said,

make them a popular choice for customers.

Mendota’s high-quality construction, cus-

projects,” Winslow says. “This has been

‘I think this might be a good fit’.”

They are especially well-suited for the retro-

tomization options, and high efficiency.

fitting projects that Heritage Fireplace Shop

“If a customer has a good experience, they

one of our strong points as a company.”

Heritage Fireplace Shop specializes in

Heritage Fireplace Shop began display-

Winslow observes that the mid-to-high

He adds that getting warranty parts from

company to work with.” Winslow explains

ing Mendota units in its showrooms in

does so well. “They fit a lot of different sce-

don’t mind spending more for high-end

retrofitting, which is common with com-

Poulsbo and Bremerton. Now there are

narios,” Winslow says. “They have been a

products,” he says.

plete tear-down and replace projects.

about a dozen Mendota Showroom units in

great product for us.”

Winslow notes that the business frequently

the two locations. The company’s sales of

Mendota’s Design Your Fireplace tool on

removes older stoves and fireplaces, and

Mendota fireplaces have increased expo-

their website and Picture It smartphone app

heat output, it gives retailers the ability to

installs new products and mantels that often

nentially year after year. Winslow explains

allows customers to easily compare mod-

encourage customers to select exactly what

require reframing and extensive knowledge

that the high quality of Mendota sets it apart

els, designs, and sizes to select the appro-

they want, offering a custom off-the-shelf

about fireplaces, stoves, design, and con-

from its competitors. He adds that the supe-

priate fireplace. They can be customized by

retail experience. Not only does this

struction. The company helps customers

rior appearance of the flame, along with

choosing different fronts, doors, interior lin-

improve customer satisfaction, it also helps

with each step of the process, beginning

efficiency, power, and convenience, make

ings, overlays, and media options such as

increase the Heritage Fireplace Shop’s profit

with in-home consultations and superb cus-

Mendota gas fireplaces very popular. In

Natural River Rock, Black Glass Diamonds,

margin per job. Winslow enthuses, “I simply

tomer service in its stores. Heritage follows

rural and urban areas, the high-end features

and log sets such as Norway Spruce, White

make more money selling Mendota!”

up sales and installations with service and

of Mendota fireplaces, inserts, and media

Oak, and Birch.

annual maintenance.

options are extremely appealing.

Winslow carries on his grandfather’s legacy, who is still around to inspire him, with Gerald’s motto: “Never miss an oppor-

With an installer background, Winslow

Since Mendota’s full line of hearth products offers a wide range of shapes, sizes and

Moving forward, Winslow is committed to making each project exceptional by

“Ultimately, everyone wants quality,”

continues to spend a great deal of time in

providing extraordinary customer service

Winslow says.

the field working with customers doing

and installing premium hearth products

installations, sales, and servicing of prod-

such as Mendota gas fireplaces and inserts

tunity to make a friend.” This philosophy

34 sells well in both locations. “We love the

ucts. As a business owner, he remains inti-

that bring luxury into customers’ homes

focuses on making sure the customer is

FullView 34,” he says. “It’s our number one

mately involved in the day-to-day opera-

and businesses. “I want to make each job

taken care of, and Winslow continues to

seller.” The FullView Series is ANSI/AGA

tions, which keeps him in touch with the

count,” Winslow says.

Winslow notes that Mendota’s FullView

12 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

ELAINE TURSO

FAMILY

From traditional to contemporary,

Mendota has the best of both worlds

FV36 Timberline with White Oak HD XL Log Set, Panoramic Black Porcelain Reflective Liner and Antique Copper Solo Grace Front

FV36 Décor with Clear Ice Cubes Décor Media, Panoramic Metallic Silver Porcelain Reflective Liner and Brushed Chrome Narrow Grace Front

Shown with Birch HD XL Timberline Log Set

Shown with Natural River Rock Décor Media

FV36 Timberline

FV36 Décor

The ultimate landscape with more possibilities than ever No matter how unique their tastes, Mendota gives customers a fireplace that fits exactly their style. Using our popular landscape shape and stunning uninterrupted view, the FullView 36 Timberline uses naturallooking logs to create the most realistic wood fire yet, while the Décor Series brings an elegant aesthetic with sleek glass, diamonds and stones.

And with the single burner delivering lower heat output, the final outcome is a comfortable, luxurious fireside they’ll never want to leave.

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Get

more with m e n d ot a h e a r t h.c o m

NEWS

INDUSTRY

elmira sTOVe WOrKs adds CusTOm COlOrs TO anTique line

A sample of colors available in Elmira Stove Works’ Antique line

OW lee unVeils desTinaTiOns sTOCK FabriC COlleCTiOn

OW Lee, manufacturer of high-end outdoor furniture, firepits, and accessories in Ontario, California, has introduced the Destinations fabric collec-

elmira stove Works, the leading manufacturer of premium retro and antique-style kitchen appliances, has added custom color capabilities to its antique line. The company’s antique appliances are now available in more than 1,200 custom colors, significantly expanding design options for designers and consumers. inspired by 1850s-style appliances, elmira’s antique line includes a series of ranges, refrigerators, wall ovens, microwaves, and dishwashers/ dishwasher panels, making it easy to build a complete kitchen, or to select a single appliance to serve as an intriguing accent or conversation piece.

tion. This new stock fabric program is available to order immediately.

Destinations features 37 Sunbrella select fabrics that are not found just anywhere. This special collection is available in limited distribution, including the specialty retail and design channels. The fabric collection is inspired by the rich colors and vibrant patterns of world cultures and brings a totally unique look to outdoor furniture.

“We are excited to be able to offer

fabrics from Sunbrella that you will not be able to find at the masses,” says Terri Lee Rogers, president and VP of sales for OW Lee. “These new fabrics are beautiful, and the exclusivity will help keep them special.”

The Destinations program will be supported by an extra-large fabric book with full swatches for each fabric. It joins the World or Color and Generations books to provide a good, better, best stock fabric story from OW Lee.

The OuTdOOr GreaTrOOm COmpany emplOyees VOlunTeer TO FiGhT hunGer The Outdoor Greatroom Company participated in the annual maTTerbox madness event as part of the summer harvest for Kids campaign at the mall of america. The event consisted of packing healthy snack packs to be distributed to children in the community throughout the summer. For many children, healthy food options may not be available to them once the school year ends. small companies to large corporations competed for the fastest boxpacking time in a tournament-styled challenge. “it was so much fun to see so many people from different companies come together for a great cause,” says laura podmolik, customer service manager and eastern sales coordinator. The Outdoor Greatroom Company finished just shy of the semifinals with the complete event raising $144,013 as of 9 p.m. that evening.

“The Outdoor Greatroom

Company helped in packing 200 snack packs during the event,” says renee schmitz, Vp of business development and marketing. “We are proud to partner with maTTer in making a difference in our community.” prior to the maTTerbox madness event, Employees of The Outdoor GreatRoom Company OGC held a company-wide volunteer at the annual MATTERbox Madness at packing event at their headthe Mall of America quarters in minnesota. The fastest box-packing team and ments. located in minnesota, The other employee volunteers then comOutdoor Greatroom Company is a attended the corporate packing petition on may 30, 2019. family-owned company that manufacmaTTer is a global nonprofit with a tures innovative, upscale products mission to move people forward by with design appeal for indoor and outeliminating barriers to a healthier life. door living spaces. maTTer events are along with the maTTerbox movea part of The Outdoor Greatroom ment, maTTer also focuses on improvCares initiative to give back to the ing access to medical care, growing community year-round through a varisustainable and healthy communities, ety of drives, programs, and other voland advancing educational environunteer opportunities.

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iCFa hOnOrs Family business leaders The International Casual Furnishings Association (ICFA) named Gwen and Jack Raseman, and Gwen and Jack Allen E. Gant Raseman Jr., as recipients of its 2019 Lifetime Achievement Awards. The Rasemans, founders of Deck-N-Den Allen E. Gant Jr. Limited in Kalamazoo, Michigan, are the retail recipients, while Gant, chairman of Glen Raven, is the manufacturing recipient. “Family businesses are the heart of the casual home furnishings industry,” says ICFA Executive Director Jackie Hirschhaut.

“ICFA’s 2019 Lifetime Achievement Award recipients exemplify the resilience, integrity and unique partnerships that characterize the successful family ventures in our industry.”

The Rasemans met in Germany and settled in Kalamazoo, Michigan, where Jack worked for his father’s business, National Storage. They added National Furniture to the operation and, when Jack’s brother took over the moving and storage business in 1974, Jack and Gwen changed the name of the furniture operation to Deck-N-Den Limited. Five years later, they won an

Apollo Award for retail excellence and earned another in 1981.

Jack and Gwen were both active in what was then the National Association of Casual Furniture Retailers, or NACFR. Both served terms as president. Among their proudest accomplishments was helping to launch winter retail conferences to build professionalism among entrepreneurs. In 1997, Jack and Gwen retired and closed the store. They now live on Gull Lake in Michigan.

Gant, the long-time CEO of Glen Raven, the global provider of performance fabrics with over 3,000 employees, continues a rich family history. The company was founded in Burlington, North Carolina, in 1880 by Gant’s grandfather, John Q. Gant, as an apparel business. It became Glen Raven Cotton Mills in 1902. Gant’s father, Allen E. Gant Sr., invented pantyhose in 1953 and launched Sunbrella performance fabrics in 1960.

Gant Jr. joined Glen Raven in 1971, where he served in a number of positions, increasing his responsibilities until being named president and CEO in 1996.

During his leadership, Gant tackled pressures from overseas competition that threatened many U.S. manufacturers. He

transformed Glen Raven from a company focused primarily on apparel into one that created innovative performance fabrics for outdoor and indoor furnishings, the marine and shade markets, plus the automotive industry.

Upon his induction to the American Home Furnishings Hall of Fame, Gant said he was driven by Glen Raven’s motto: “Let endless possibilities begin.” An avid business and industry volunteer, Gant served on President George W. Bush’s Advisory Committee for Trade Policy and Negotiations, the American Manufacturing Trade Action Coalition, TextilePAC and the National Council of Textile Organizations. His honors include the UNC Kenan-Flagler Global Leadership Award, the Dale Carnegie Leadership Award, and the Award for Distinguished Citizenship from the North Carolina Chamber.

The Rasemans and Gant will be honored at the ICFA Awards Gala on Sept.

11 at the Hilton Chicago. ICFA members can order tickets here: http://www.ahfa.us/icfa-gala-res-2019.

They are $85 per person or $800 for a table of 10. Non-member tickets are $110 each and $1,100 for a table of 10.

JOhn piniOn iV JOins llOyd Flanders’ Team Lloyd Flanders, a leader in the indoor/outdoor furniture industry, recently hired John Pinion IV as a sales representative. Pinion joins Lloyd Flanders to represent Texas and Oklahoma and has over 20 years of experience as a manufacturer representaJohn Pinion IV tive in the Southwest region. Pinion attained a law degree and MBA, but his passion for the furniture industry led him to change his career pursuit. Along with Pinion’s experience, he is also very active in the International Home Furnishings Representative Association (IHFRA), where he currently serves as the 1st vice president, and liaison to the IHFRA board for the HFA and the High Point Market Authority.

“We are very excited to have someone with John’s experience and professionalism join Lloyd Flanders team,” says Bryan

Echols, vice president of sales for Lloyd Flanders. “His passion for the industry and his customers will shine through as he works with our current dealers and continues to expand that network.”

brOWn JOrdan OuTdOOr KiTChens and danVer hire neW CreaTiVe direCTOr Brown Jordan Outdoor Kitchens and Danver Stainless Outdoor Kitchens, leaders in luxury stainless steel outdoor living solutions, have recruited Daniel Germani as the brands’ new creative director. In his new role, Germani will work closely with executive leadership and serve as the driving force for both brands’ product development and branding.

Mitch Slater, president of Brown Jordan Outdoor Kitchens and Danver, says Germani’s insights and expertise have proved invaluable in a rapidly evolving part of the home and design space. “Our more than 20 years’ experience combined with Daniel’s uninhibited approach to design quickly proved an industry force for Brown Jordan Outdoor Kitchens. We look forward to expanding his work to cover the Danver brand and are excited to

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NEWS

INDUSTRY

sean sTeimle assumes rOle OF CeO aT hpC

Sean Steimle and Greg Steck

begin this new chapter.”

Germani’s work with Brown Jordan Outdoor Kitchens over the past three years has played an integral role in further elevating the brand as the go-to for architects and designers and enhancing alliances with best-in-class brands like Cosentino and award-winning collections like the ASA-D2 Outdoor Kitchen and TECNO collection.

“I’m honored to have the opportunity to join the Brown Jordan Outdoor Kitchens roster and build upon our work together,” Germani says. “The innovation and manufacturing capabilities of Mitch’s team have long inspired me, and I’m looking forward to great things as we continue to push the boundaries of outdoor living through creative product introductions and category expertise.”

Hearth Products Controls (HPC), a leading gas firepit manufacturer, recently announced that Sean Steimle has assumed the role of chief executive officer.

Previously, Steimle held the position of chief operating officer. In a related move, Greg Steck, former CEO and president, has assumed the role of director of engineering.

This organizational change is the concluding step in a transition that was initiated in 2018 when Steck sold majority interest in the company to a group of Daytonarea investors, which included Steimle.

“Since joining HPC, I have been continually impressed with the products and people at HPC, as well as totally convinced of its enormous potential,” Steimle says. “With Greg’s help in engineering, our new product development efforts will continue to lead the industry.”

“I am genuinely excited about this change,” Steck adds. “HPC has been a big part of my life since I joined the company in 2005, and it’s thrilling for me to see the changes that Sean has put in place to take HPC to the next level.”

phiFer’s OuTdOOr FabriC Visualizer GeTs a maKeOVer

Phifer’s updated Outdoor Fabric Visualizer

Updated to enhance the user experience, Phifer Incorporated’s new Outdoor Fabric Visualizer makes the fabric selection and coordination process even more seamless. Fresh background scenes and furniture groupings offer a snapshot—up to full-screen size—of what fabrics might look like in sling chair or deep seating cushion settings. Users should find it easier to swap between fabric types and can now filter by color group to find the perfect fabric fit. All fabric swatches have been upgraded to high-resolution format

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for a cleaner, crisper look and feature Phifer’s current stock line.

With so many colors, textures, patterns and weaves to choose from, Phifer’s Outdoor Fabric Visualizer aims to take the guesswork—and stress—out of choosing the perfect fabric to adorn residential and commercial outdoor settings.

Simplifying what can be a confusing, if not overwhelming, process, this tool allows website visitors to mix, match and coordinate outdoor furniture fabrics before making a final purchase decision.

Users may continue to customize their look with wall and floor swatches and furniture frames that most closely match what currently outfits their outdoor spaces. By simply clicking the “Undo” or “Redo” buttons, users can wipe the slate clean and begin anew.

Design drafts may be shared with friends and family via social media or email, or they can be saved to a Phifer website account to revisit at a later date.

Free fabric swatches are available upon request. Visitors may also click “Buy” to purchase yards of Phifertex sling or GeoBella cushion fabrics or complete a contact form for more information on purchasing furniture upholstered with Phifer fabric.

january 26 - 30, 2020 Save the Date at LasVegasMarket.com Circle Reader Service No. 17

SPOTLIGHT

PrODuCt

Sand Dollar-Aqua, Copacabana-Leaf, and CatamaranSpring, from Sunbelievable

HIGH-TECHtEXtILES Stunning outdoor fabrics made of smart, earth-friendly fibers are transforming the industry.

BY GREG THOMPSON

The word “fabric” is almost outdated. “Technology” may be a more apt description when assessing the myriad innovations that go into outdoor furniture coverings in 2019. And yet, all that creativity can go unnoticed if not properly shared with consumers.

“There are so many ways to engage customers,” says Glenn Nichols, design and sales at Twitchell Technical Products (Dothan, Alabama). “YouTube videos work well, especially if they include a person on camera, with installations and aerial views. Social media advertising can also help.”

“We suggest that retailers romance the story

Phifertex Wicker Weaves ZBY Kozo Fossil, LIW Kozo Jewel, and OJX Kozo Abalone

more,” adds Orlando Peralta, director of hospitality design at Bella-Dura, New York, New York. “Use photographs and accessories to show the fabrics in a true lifestyle manner. This can inspire use of the fabrics in ways customers might not consider on their own.”

The sheer number of new approaches to textures, weaves, fabrics, and colors is a testament to human ingenuity, with the 11 companies in this issue’s spotlight representing the latest ideas. Beauty and practicality fuse in unexpected combinations, and the companies in the following pages are on the cutting edge, offering fabrics that are both sustainable and highperformance. Gear up and find out what customers want this summer.

CASCADE HOmE DéCOr In an industry hungry for new solutions, officials at Cascade Home Décor, a division of Cascade Coil Drapery Inc. (Tualatin, Oregon), believe they have a product that fits the bill.

According to Andrew Schoenheit, vice president

18 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

Batyline Lounge from Serge Ferrari

of sales, operable patio dividers offer an effective solution for solar, glare, temperature, and rain control for outdoor spaces. “The Fabricoil material is lightweight yet durable, and easy to maintain in outside environments exposed to weather and dirt,” he says. “Many installations of outdoor fabrics used for sun control block 100% of view. In addition, many of these installations are fixed tension panels.”

In contrast, Fabricoil’s “natural advantage” is its flexibility, with the material allowing end users to

Arizona in Peacock, Bowery in Ivory and Indigo, Kumo in Pebble from Bella-Dura

Dimension Glamour Array from Sunbrella

adjust the fullness to accommodate changing needs throughout the day or year.

“The Fabricoil panels can be moved back and forth— scrunched together or opened fully—to increase or decrease opacity,” Schoenheit says.

“With Fabricoil, greater views

and perfect solar shading can be easily achieved.”

Put another way, there’s often a crucial difference between “bathed in daylight” and pleasant. Schoenheit explains: “It can be too bright, and normal tasks such as reading a book, relaxing, or enjoying time with family and friends becomes strenuous.

Fortunately, that’s where Fabricoil window treatments (interior or eexterior) and outddoor space ddividers can be perffect for helping prottect from the sun, rreduce glare, and add ccomfort to any living sspace. Fabricoil outddoor dividers also add pprotection from windddriven rain, insects, birds, aand other debris while pproviding shade and

Brisa Original Outdoor from ultra Fabrics

Fabricoil custom patio dividers from Cascade

privacy for patios, outdoor kitchens, spas and pool areas.”

For the high-end home category, Cascade’s natural wire finishes in silver, gold, copper, and bronze are resonating with customers. Schoenheit attributes the popularity to the elemental “timeless” nature of the finishes. “We see colored wire populari-

ty ebb and flow with the latest trends,” he says, “but natural colored wires always seem to have a place in architecture and design.”

SErGE FErrArI Elfriede Willson, marketing and communications manager – Americas at Serge Ferrari (Deerfield

Poppy, Crew, Belize, and terrazzo, all in the color margarita from Sunbelievable

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PrODuCt

SPOTLIGHT

Vendicari outdoor velvet from tempotest uSA

Beach, Florida) minces no words when it comes to characterizations of the sling market. As an antidote to what she calls the industry’s “repetitive and predictable” offerings, Serge Ferrari introduced Velio Luxury Designs, a new collection that turned heads at the recent Hospitality Design Expo.

Available from Serge Ferrari’s Florida location, Velio offers three distinct ranges. The first is Panama, a design that takes cues from a classic weaving heritage with its Panama pattern. Panama fabrics mix two to three colors to convey a modern vintage look. The Diagonal is a graphic, geometrical, sophisticated design that evokes architectural shapes and the intricacy of fine metals and jewelry.

Finally, the Bohemia is described as a fabric reminiscent of the rich texture and stunning appearance of natural stone.

In the upholstery category, company officials brought back the Batyline Lounge collection of indoor/outdoor upholstery fabrics. The move came after many requests from customers who missed the soft and resilient fabric in outdoor environments. It’s available in cool hues.

“My favorite, coming to the market now, is Stamskin One Allure – a silicone coated imitation leather with a light grain,” Willson says. “This is our most durable outdoor upholstery fabric, with a seven-year warranty and very cleanable to wine, pen, Sharpie, and almost anything.”

As an international company, innovations come from many corners of the globe, with the newest location established at a modern facility in Deerfield Beach, where the company believes it can better serve its customers’ needs for a wide range of fabrics and colors.

SunBrELLA Sunbrella (Burlington, North Carolina) launched the Pure collection

last season and customers appreciated its plush textures and patterns drawn from nature. As a trend setter in the industry, Sunbrella designers draw much of their inspiration from travel.

Greg Voorhis, executive design director, says that members of his design team “travel to all parts of the world studying trends and working with customers. Pure came from the idea of mixing and matching different colors and styles together in one setting so people can create an original, eclectic look out of one collection. This is a practice we apply to all of our collections.”

This year, Sunbrella designers unveiled the Dimension collection based on layering different styles, patterns, and colors of fabrics in one setting. The bold offerings will join venerable collections that Voorhis believes will be appreciated in various combinations.

“Best sellers from Pure are Essential and Platform,” Voorhis says. “Essential is a beautifully textured basic that serves to ground the collection in a human element. With a defined basket weave made from combining thick and thin yarns in both directions of the cloth, this textile is reminiscent of early human artisanship. Platform is a plush chenille that features a gorgeous texture that mimics a sanded velvet. With its irregular, striated two-tone effect, it is very eye catching by slightly changing colors at different angles.”

With considerable resources at its disposal, Sunbrella is continually working to come up with new and interesting additions to the fabric industry. While content to keep specifics out of the public sphere, Voorhis reveals that Sunbrella, “is always working on new yarns and constructions; expect the future to be full of more chunky textures.” uLtrAFABrICS Launched in May 2019, new

20 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

Phifertex resort collection solids KCA Orchid, DCQ Citron, KBZ Straw mat melon, LIQ Pacific, 720 Daffodil, KBQ Straw mat Coral, and LIr Breeze Fern Dance sling fabric from twitchell

Ultral a eather grain al g ain gr Ultraleather – Geom from Ultrafabrics (Tarrytown, New York) and Ultraleather Tottori from Domino Stone late 2018 are from Outdura performance fabrics with classic aesthetics and “authentic” softness. A.R. Swan, director of marketing at Ultrafabrics, calls Ultraleather “a curated collection of colors brought to life with dimensional texture.”

Specifically, Ultraleather features a small-scale pattern reminiscent of “sculpted honeycombs.” Customers who feel the material respond to its tactility and sleek grain that maintains softness. “Ultraleather Tottori offers a classic, pebbled texture with a matte aesthetic, authentic softness, and as always, is an animal-free leather alternative,” Swan says. “The palette includes 18 earth-inspired tones with natural variation in color created by the shadows of the peaks and valleys, setting the stage for a multitude of upholstery applications across all markets.”

While Ultraleather continues to

gain notoriety, Ultrafabrics’ Brisa family of fabrics maintains strong sales for indoor and outdoor uuse. “Brisa is ddesigned, engin neered, and h handcrafted w with softness, bbeauty, and durabbility in mind,” SSwan says. “It was tthe first breathable pperformance fabric iin its class, and its eexclusive ventilation ssystem elevates the eexperience of comfort in aany seating application.”

The Brisa collection features Distressed Outdoor, a casual, rustic fabric complemented by classic leather-inspired colors. The collection’s performance features include proprietary breathability for seating comfort, and a dynamic style safeguards against the rigors of active use and harsh exposure.

“Brisa Original Outdoor is first in its class,” Swan says. “It highlights a subtly textured aesthetic complemented by a well-balanced color palette and provides beauty, comfort and power in one, environment-flexible package.” tWItCHELL tECHnICAL PrODuCtS LLC (ttP) Designers at Twitchell Technical Products LLC (Dothan, Alabama) launched the Vivio collection earlier this year. Described by Glenn Nichols,

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SPOTLIGHT design and d sales, l as ““vibrant b colorways l through an innovative yarn coloring system with a clear coated PVC sheath,” the product is ideal for interior and exterior shading, as well as sling fabric. “Because it incorporates a clear PVC coating, the temperature is also cooler than traditional colored PVC coatings,” Nichols says.

Twitchell’s new low heat technology uses mechanization to reduce heat buildup, allowing darker color yarns to maintain a similar temperature as lighter colors. Nichols explains: “For interior and exterior shading, this is a huge advancement. This technology can also be used in sling fabric for patio and poolside seating.”

In the spring, newly promoted CEO Lisa McGregor continued the momentum by developing a Technical Services team to bring research, development, and design under one area to align technical and aesthetic qualities.

Twitchell also rebranded as TTP to better highlight its two divisions of Fabric and Coating.

While continuing to churn out new offerings, TTP’s Sunsure line remains a best-seller for awning and shade applications. Nicholls lists the advantages of Sunsure as resistance to fading and better durability when compared to acrylic or dip-coated products. “It has a 10-year limited warranty,” he says. “Sunsure is also anti-microbial, and stain- and soil resistant, making it easy to keep clean with low maintenance. It is offered in over 20 dynamic colors.”

OutDurA, A BrAnD OF SAttLEr COrP. Haynes King, product manager for Outdura, a brand of Sattler Corp.

(Hudson, North Carolina), joined the company late last year, intent on expanding and maintaining Outdura’s solid line of casual furniture fabrics. The latest additions are textural dobby patterns inspired by the interplay of light.

plex weaves and patterns to make our textiles unique and more interesting.”

Inside Out Performance Fabric from Valdese Weavers

T Th d to The idea develop dobby patterns grew out of a belief Inside Out that consumers Performance Fabric from are increasingValdese ly gravitating Weavers toward performance fabrics with more depth. “This push really comes from the blurring of inside and outside,” King says.

“Performance attributes, such as bleach cleanability, high abrasion resistance, and mold/mildew resistance, are great for use in the house, and at the same time, customers are expecting performance outdoor fabrics to l look and feel like indoor textiles.”

According to King, additional complementary Jacquard introductions included a number of patterns inspired by tribal art. Recently hired designer Kaisa Karawatski (international design team) is now working with Gloria Tsocos, design manager of Outdura, to develop these patterns “with a weaving technique that enhances depth and saturation of color in the design.”

King and officials from Outdura (and parent company Sattler) are optimistic about the textile industry.

They continue to weave all fabrics in the United States, a tradition that enables them to react quickly to changing market conditions.

“As for the future, our greatest strength is in design and technical know-how,” King says. “The design team pushes the envelope by developing new and interesting weave structures that enhance the texture and hand of our fabrics. We incorporate different yarn types like our bouclé and marl yarns in combination with com-

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BELLA-DurA Regular customers of Bella-Dura (New York, New York) will notice a “completely refreshed” version of the company’s familiar By the Yard collection, with 252 SKUs in a variety of ddesigns, colors, aand textures. In aaddition to the rrevamp, Orlando PPeralta, director oof hospitality ddesign, expects ssolid sales for EEverglade, Arizona, B Brighton, Chimera aand Tennessee fabrrics due to their par-

Faux outdoor linen from tempotest

l ddimensions and d interesting ticular use of texture.

“Our current best-sellers continue to be Dart—a textured diamond pattern, and Landfall, a heavy bouclé,” Peralta says. “Due to their continued popularity, we recolored these patterns—among others like Handloom, Alameda, Mesa, Grasscloth and Breakers—to be included in the new By the Yard collection.”

Swavelle Mill Creek, a major supplier of fabrics for the home furnishings industry, recently acquired BellaDura, with Ari Gasner staying on as president of Bella-Dura and (newly renamed) Wearbest Weavers.

Longtime customers can count on continued investments supporting the growth of Bella-Dura, as well as ongoing support for customers.

Peralta confirms that the acquisition has only buoyed Bella-Dura’s commitment to “bringing the performance aspect of outdoor fabrics indoors and taking the design aesthetics of indoor fabrics to the outdoors.”

The modernization of traditional

motifs remains strong as a design direction, particularly as customers continue to ask for plaids and different types of florals.

As for the overall philosophy, Peralta assures that it remains: “The Danish concept of hygge—a word used when acknowledging a feeling or moment as cozy, charming, or special—heavily influences textures as we focus on creating comfort. We achieve that through the use of all types of bouclés, slubs, and heathered yarns.” tEmPOtESt uSA The newest stock collection from Tempotest USA (Carrollton, Texas) is called Tempotest Home 54. It’s a collection of solution-dyed acrylic solids and stripes in a classic canvas weave. Jeff Jimison, national sales manager, explains that the stripes range from contemporary to classic to transitional and are paired with new solid colors. The collection is fully stocked in Carrollton for quick delivery at competitive price points.

Tempotest designs speak partly to a European sensibility that mirrors the company’s roots, specifically its parent company’s (Para. S.p.a.) home base in Sovico, Italy, on the outskirts of Milan.

Tempotest is the brand name of Para’s performance fabrics, primarily woven solution-dyed acrylics, and Jimison says they also offer solution-dyed polyesters, primarily as a vehicle for flame retardant fabrics for outdoor use—plus digitally printed designs for outdoor use.

“We are also introducing a new velvet called ‘Vendicari,’” Jimison says.

“Made from our solution-dyed acrylic yarns, it is a very plush and luxurious fabric, and offered in 15 colors from white to neutrals to more vivid jewel tone hues. These new velvets can be used outdoors in the harshest of environments since they are fade-, stain-, mold- and mildew-resistant, and are as equally at home inside the house where the stain and spill resistant characteristics, and the ability to bleach clean heavy soiling, make for easy yet luxurious living.”

Para has also developed a fabric from a longer staple cut of acrylic fiber. “This longer cut imparts a look like natural linen, but with the ability to be used outdoors as well as indoors,” Jimison says. “This new long staple yarn is woven in five different solid patterns such as basket weaves, gabardine, and Calvary twills.”

Demand remains strong for

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SPOTLIGHT Tempotest’s textural fabrics, with grays, blacks, whites and blues as the dominant colors. Overall, Jimison is cautiously optimistic. “This year for us has been better than last year,” he reveals. “Whether looking at yearover-year sales to existing customers, or overall growth, every metric is bet-

kets. The "Inside Out Performance Fabrics" brand is a division of Valdese Weavers.

“Both parts of the company name are important since Inside Out Performance Fabrics [IOPF] is what we primarily focus on for your [P&HPR readers] market,” Almond says. “Our fabrics are manufactured in the foothills of the Blue Ridge Mountains in Valdese, North Carolina, where we employ 1,000 employee owners and have been creating textiles for nearly 105 years.”

The company is currently launching a 125+ SKU program of Inside Out Performance Fabrics. “We have six unique styles that will become your ‘go-to’ textures for durable, cleanable, and high-UV performance fabrics,” Almond says. “Each style comes in an array of colors that work with all the design styles your customers are looking for. Luxurious velvets, plush chenilles, multi-toned tweeds, linen looks, and more are included in this edited collection that will make your selection process quick and easy.”

Almond’s enthusiasm is tied to the experience of her team and to the level of engineering brought from IOPF. “Our fabrics exceed durability and cleanablility standards for interiors by exceeding 50,000 double rubs,” she says. “They are pill resistant, liquid resistant, and can be cleaned with soap and water or diluted bleach.

Additionally, they are high-UV and mildew-resistant and come with a three-year warranty.”

Brisa Distressed Outdoor from ultra Fabrics Arizona in mandarin, Dashing in Lemon Drop, Bowery in Sand, Everglade in Saffron, trivoli in Keylime from Bella-Dura

ter. There are still unpredictable highs and lows, but as of this moment in time, signs are positive.”

VALDESE WEAVErS/InSIDE Out PErFOrmAnCE FABrICS Christy Almond, vice president of product development & marketing at

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Valdese Weavers/Inside Out Performance Fabrics (Valdese, North Carolina), wants to clarify the company’s name: She knows many dealers are familiar with Valdese Weavers—a company that has been around more than a century, creating decorative textiles for residential and contract mar-

PHIFEr InC. Many fabric companies promise bold colors, only to revert to safe choices when design decisions are made. In his 33 years as national market manager of design fabrics at Phifer Inc. (Tuscaloosa, Alabama), Hugo Benitez has seen the scenario play out many times.

“The industry always talks more color, but we end up back at the neutrals,” says Benitez with a chuckle. “We have seen more and more color come into play over the last five years. We brought out the Resort collection earlier and sales have been terrific. For so long, we talked about more color, and this has pinks, yellows, and all types of different fabrics and coordinates that have gotten a tremendous response from customers.”

“Bright color and sleek contempoways in rary texture is trending and we see Abalone and growth in the contract market support- Fossil work well ing this trend,” adds Monica with trending Thornton, director of design. “Phifer light neutral, launched the Resort Collection to furtaupe, and warm ther expand its Phifertex sling offering gray frames, while to include these more colorful, vibrant Kozo Jewel creates poolside solids with stripes, and we’ve a sophisticated made them readily available as stock for poolside palette.” the upcoming season.”

SunBELIEVABLE As is the case for so many manufacturDimension Designers at ers, warmer temps have heated up sales at resonate from Sunbrella Sunbelievable (High Phifer. To keep the momentum going, Point, North Carolina) Thornton recommends that specialty retailers “look for low maintenance fabrics view fabric as a combination of crucial attribthat clean easily and are backed by a warutes. While all those attributes must be ranty. Consider adding furniture designs present to sign off on a finished prodthat are softly contemporary as these design variations are becoming more main- uct, Bea Spires, vice president of design & merchandising, notes that, stream in today’s market.”

“The first consideration, as designers, is to Thornton sees contemporary styling as trending in furniture design, particularly create something truly beautiful.” this season. With that in mind, Phifer has a After that, stain and fade resistance, new stock introduction called Kozo to cleanability, and durability are added to the mix. “Performance alone does not sell respond to this trend. “Kozo provides a the product,” Spires says. “Color, beautisofty modern edge with optic gradient ful patterns and luxurious textures do. movement,” Thornton says. “New color-

That’s where we start.

Our talented design team works closely with R&D, with an impressive knowledge of the manufacturing process

reflections Crème from Outdura

itself—from start to finish. We design ‘from the fiber up.’”

In addition to blending fibers to create proprietary colors, designers create novelty yarns with a specialty in bouclés and chenilles. “Even our construction is different,”

Spires says. “Using a finer warp enables us to design more subtle, intricate patterns and textures.”

Customers appreciate how the collections of colors, textures, and patterns coordinate, and Sunbelievable is currently introducing a new Sunbelievable Cut-Yardage Program to enthusiastic response. “Contemporary patterns are being delightfully influenced by tribal elements and colors,” Spires explains.

“In fact, we’ve reflected this trend in several of our new fabrics, including Stingray, Lani, and Hula. I believe that Dolphin and Nature Grays will also continue to be perfect accents of color for either subtle or colorful palettes.

Additional accents of bouclé or chenille yarn add a desirable look and dimensional soft touch.”

Demand for Sunbelievable products is growing exponentially, but Spires is confident they can keep up with demand, “thanks to our amazing manufacturing team…Fueled by this success, we’re ramping up to provide even more innovative design tools and unique finishing technologies to our customers.”

Circle reader Service no. 25

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HEARTH RETAILER

WARMWELCOME

Brian and Nyree Pieck

New England hearth store heats up business through new product categories, stellar service.

BY K I M B E R LY R O D G E R S P H OTO G R A P H Y BY E M I LY M YG AT T L E E

T

o say that Nyree and Brian Pieck, owners of House of Warmth (New Milford, Connecticut), are passionate about the casual industry may be a bit of an understatement. Their enthusiasm is evident throughout all aspects of their store, from finding the right hearth solutions for their customers and expanding product categories to offering more innovative and exciting outdoor products beyond the hearth segment. Although House of Warmth started in 1979, the store has experienced its largest growth in the last five years—about the same time the Piecks purchased the business.

When they bought the store in 2013, the couple took a fresh look at the operation. They started by performing all

On days off from the store, the Piecks and their son, Austin, along with Lucky, enjoy time on their boat

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The Piecks’ love of fire is reflected in the name of their boat

The 1,500-square-foot showroom features wall-to-wall burning displays The showroom is continually evolving to offer the latest products in hearth and outdoor living

installations themselves since Brian is a licensed gas contractor; the previous owner used licensed local subcontractors. Then, the 1,500-square-foot showroom was revamped to add wallto-wall burning displays featuring gas/pellet/wood/electric fireplaces, inserts, and stoves in traditional and contemporary styles along with a full array of hearth accessories.

In addition, Brian says, “We expanded into the outdoor living category by selling and installing kitchens and custom firepits.” Now, customers can browse the store’s patio to shop a full array of outdoor grills, kitchen displays, firepits and fire tables. “Our showroom is constantly changing and evolving to keep up

with the latest offerings,” Nyree adds.

The couple each has a background that is a natural fit to run a hearth/casual store, and their individual strengths perfectly complement each another. Brian began his career as a technician in the oil and gas industry, eventually becoming a licensed contractor and gas fitter. In 2008, he started a business repairing and installing fireplaces and related products for local fireplace shops. In fact, prior to owning House of Warmth, Brian worked for the store’s previous owner. Today, he primarily takes the lead on installations, works with manufacturers, and handles sales and customer relations.

Nyree, a trained accountant, uses her experience to manage the store’s books.

She also focuses on marketing, social media, and website maintenance.

Nyree’s accounting background guides her dedication to helping customers save money by finding them the most efficient and beneficial hearth solutions.

By sharing sales responsibilities with Brian, she is also able to explain the entire process of a hearth purchase from highlighting a product’s features to what to expect at installation. Prior to owning the store, when the couple was dating, Nyree went on numerous job sites with Brian and she learned a lot along the way. “We spent many days together when Brian was installing a gas log set, or giving an estimate, then we would go out on our date.”

House of Warmth’s core category is

the hearth segment. The store partners with an array of top-name manufacturers including: DaVinci, Lopi, Fireplace Xtrordinair, and Hearthstone. Since they took over the business, the store’s biggest highlight has been earning a spot in the Travis Industries President’s Club in 2018. “This is the first time the store has earned this honor,” Nyree says.

In the store’s market, gas and wood units with large viewing areas are currently the most popular hearth products. Electric fireplaces are also quickly on the rise. “In wood, people want products with long, clean burning times. Customers choose gas for ease of use compared to wood and pellet products. They also want realistic flames,” Brian says.

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HEARTH RETAILER The Piecks have experienced positive results from the decision to add the outdoor living category when they purchased the business 6 years ago. They are seeing an increase in the segment every year with a shift of people who want to entertain at home and invest heavily in their backyards. Overall, the hearth season and its subsequent sales are easier to predict than revenue from outdoor living, given New Engla nd’s longer, colder winter months and shorter summers. “We find the outdoor category is very much tied to the weather, and it is also more of a want and luxury than a necessity compared to hearths in our area.”

Deeper in the outdoor category, the retailer offers gas, charcoal and pellet models from Fire Magic, Twin Eagles, Memphis Wood Fire Grills, and Primo. Patio furniture from Malibu Outdoor Living w as recently added as well as fire tables and firepits. Installing custom firepits is an area that has grown considerably. The store also sells outdoor heaters from Bromic and Tungsten. In every category it offers, House of Warmth focuses on products that are made in the United States. “We want products that will last a long time, are only the highest quality, and will benefit the economy,” Brian says.

House of Warmth provides a range of services including installation of fireplaces, inserts, and gas lines; fire-

place maintenance; and chimney cleaning. Most installation work is done by Brian, who has the necessary contractor licenses. “Being able to install and service what we sell builds our reputation,” Brian says. “We are bringing fire into people’s homes and reputation is everything in this industry.”

Education is also crucial to the store’s success.

“Everyone leaves our store more informed than when they came in. We consider ourselves teachers to both our customers and employees,” Nyree says. Every employee has been to an on-site installation. “When all of our employees interact with a customer, we want them to speak from experience and knowledge.”

The Piecks have tried various forms of advertising and marketing to spread their message and have seen very positive results from a recent television commercial. The spot, which begins with the words, “You can feel the difference at the House of Warmth,” means a lot to the couple. “We get excited when we hear it because the commercial talks about warmth and service—two things that are very important to us,” Nyree says.

Social media is also an important marketing component with Facebook playing a prominent role. Regular posts not only provide product and store information but also feature fun photos, including those that showcase the couple’s dog, Lucky—the store’s mascot. There is

Circle Reader Service No. 28

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also a presence on Pinterest and Instagram, as well as instructional videos on YouTube. In-store promotions tied to manufacturer promotions are also very helpful to drive traffic. “It’s a huge help when manufacturers promote or provide a message and we can tag it to a more local audience,” Nyree says.

House of Warmth’s customer service philosophy is really quite simple and boils down to two important points: Always do the right thing, and service does not end at the sale. This is first achieved by creating a welcoming and friendly atmosphere in the showroom.

“Our goal is for the customer to be relaxed and feel like they are at home when they walk in our doors,” Brian says. Every customer is promptly greeted and led through a host of questions to help the staff figure out what the best solution is for a client’s particular need and environment.

This philosophy is appreciated by customers and is evident in the numerous online positive reviews the business receives. Nyree personally responds to all reviews, both positive and negative. “It’s always good to take a best practices approach to reviews and respond to each and every one.” House of Warmth truly is a realization of Brian’s vision, Nyree says. “He had a strong sense of what the future could be and his knowledge, hard work ethic and passion for the industry made it happen.”

SOMETHING BIG IS COMING.

THE OUTDOOR GREATROOM COMPANY

&

THE OUTDOOR GREATROOM COMPANY

CONTRACT

Circle Reader Service No. 29

OutdoorRooms.com/Crystal-Fire-Plus

OUTDOOR GRILLING

LearningBYDOING Hands-on barbecue classes and grill demos motivate shoppers to buy from this Ohio retailer.

BY SHARON SANDERS | PHOTOGRAPHY BY KEN LOVE

Bob Scott and ed Ledvina

O

n any given weekend, there is something tasty cooking on a grill at Heat Exchange Hearth & Patio Shoppe (North Ridgeville, Ohio). This dynamic retailer has taken its grilling business to new heights with a thoughtful selection of grills, grill products, and by creating a local grilling community through its popular cooking classes.

Owners Ed Ledvina and Bob Scott, who bought the business in 2016, have a passion for grilling that has translated into sales. “We want to be seen as the local barbecue destination,” Scott says.

When Ledvina and Scott met with the previous owners, John and Debbie Ashby, for the first time two years ago, they instantly felt the couple’s enthu-

siasm for the business—and wanted to be a part of it. The Ashbys started selling wood stoves out of their rural garage in 1977, and the business steadily evolved into what it is today. The couple put the store up for sale because they were retiring. “It wasn’t a retail store that was struggling. It had a great atmosphere, interesting products and a loyal customer base,” Ledvina remembers. “It seemed like the right fit because we both have a head for business and love interacting with people.”

Heat Exchange Hearth & Patio Shoppe is one of the premier hearth, barbecue, and patio retailers in the area with an exceptionally wide selection of products. When Ledvina and Scott took the reins of

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the business, they initially focused on fine tuning its product lines. “We took a close look at the market to identify where our product selection was strong and what needed some adjusting,” Scott explains.

Over the years, the store’s fireplace category has accounted for the majority of sales, but its grill business has gained traction and is fast becoming a major attraction. The store carries over 80 grills on its showroom floor, from gas to charcoal and pellet grills. Each of its vendors are selected carefully to fill a specific niche, including Napoleon, Lynx, Weber, American Outdoor Grills, and Twin Eagle gas grills; pellet grills from Memphis Wood Fire Grills, Louisiana Grills and Green Mountain Grills; and

traditional smokers from Big Green Egg and The Good-One. Its current top sellers are Napoleon and Weber, so the store displays a full line of products for both vendors.

“We have found that people want choices, so we carry everything from very affordable grills to top-of-the line grills for upwards of $7,000.” As to

not overwhelm potential customers, grills are arranged on the showroom floor by manufacturer, price, and features. “Many people like to browse first so they can see what’s available and figure out what they like—eventually, they want a salesperson to help them make a final selection,” Ledvina says. “Our sales team is knowledge-

The grill business is booming at Heat exchange Hearth & Patio Shoppe

The current owners bought the business in 2016

able and experienced in helping guide customers through the buying process, so they go home with the perfect grill for their lifestyle. If we don’t have a particular grill on our showroom floor, we are more than happy to seek it out from our large supplier network.”

The showroom features an abundance of grills from different manufacturers

TaSTing iS BeLieving “Cooking outdoors brings family and friends together, and that is the foundation of how we approach grill sales at our store,” Ledvina says, adding that hands-on demonstrations are the best sales tool. “Most people don’t realize that, with the right grill, it’s possible to cook an entire meal from appetizers to a dessert.”

For the past nine years, the store has hosted grilling classes, which have gained a loyal following. Taught by eight-time American Royal grand champion pitmaster Chris Marks, they’re offered twice in the spring and twice in the fall—and fill up quickly.

The classroom setting is small enough, about 32 people, that Marks can personally interact with attendees and answer questions. “It’s a blast.

People are even encouraged to bring their own beer,” Ledvina says.

Attendees not only learn what and how to grill, but they get an education

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Circle reader Service no. 33

SHOWROOM SHOWCASE

SHOPLOCAL

By SHarOn SanDerS | PHOTOGraPHy By GinGer SPrinGer

Mother and daughter team: Brittany Calhoun and Vonda Calhoun

Tommy Bahama Outdoor Living and Casual Comfort are popular lines for the store

Independent businesses like Tyndall’s Casual Furniture appeal to customers who prefer personalized service and a community connection. uring the summer, it’s not uncommon to see a Tyndall’s Casual Furniture delivery truck in the same neighborhood several times a day. The hometown business has been serving Southern Delaware and surrounding areas for over 38 years. Its customers, ranging from young couples to retirees, all have one thing in common: They value personal attention.

“We may live in an Amazon world,” says Brittany Calhoun, executive vice president, “but Tyndall’s supports communities where people who live local want to shop local. They know and trust our family to treat them like family.”

Tyndall’s has been a part of the fabric of the community since 1981. It started in the Tyndall family barn as a manufacturer of PVC furniture.

The family would manufacture products during the night and make deliveries during the day to as far away as Maryland and New Jersey. The Tyndalls’ work ethic, customer service and hard

D

Customization is big business at Tyndall’s Casual Furniture

work paid off, and they were able to open their first retail store in an old ACME grocery in Laurel, Delaware, where it still is today. It has flourished for many years, adding wicker, aluminum and other furniture to its mix as the local market evolved. However, one thing that didn’t change was its focus on customer service.

Vonda Calhoun purchased the business from the Tyndalls in 2000, and her daughter, Brittany, joined her a year later. The mother/daughter team have carried the torch for the Tyndall family business with care—bringing with them the same set of

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values. “My mom, whose sister was an original Tyndall, has been in retail most of her life in the pool industry, and we both have retail ingrained into who we are.” The Calhouns opened a second location in the seaside town of Lewes to serve the growing population of retirees who are making the beach their second home.

“If I were to describe our business in two words, I would say we are honest and real,” Calhoun explains. “People can sense it if you are just out for the sale. We are selling luxury items, not something that people need, so there has to

The owners make seasonal adjustments when designing displays

be a reason to buy from us.”

Customer relationships remain the heart of the business. One of the store’s big relationship builders is its free in-home consultations.

The store promotes the service in its marketing, emphasizing that there is no obligation to buy. “We will go to a customer’s home free of charge, bring swatches and samples, and help them design their space.”

Calhoun sees it as a casual time (outside of the store) to get to know customers on a more personal level. “Not only do customers end up with a patio they love, but it helps us start a relationship.”

Another personal touch the

store offers: Loaner sets for customers who need temporary furniture in a pinch. “Everyone wants to customize, but not everyone is willing to wait to get their furniture.

People are used to buying something on the internet and getting it in two days—in this industry, many products are still made to order.”

Calhoun explains that, most of the time, its manufacturers are able to ship frames in a few days, but custom cushions often take longer to complete.

The store keeps a stockpile of loaner cushions on hand that customers can put on their furniture while they’re waiting for their cus-

tom cushions. If a furniture set is back ordered or isn’t available when a customer needs it, the store is happy to loan out individual pieces or an entire set. “The warm outdoor season is short in Delaware, so customers don’t have the luxury of time. We are willing to take an extra step to make them happy. A big box store or internet retailer would never do something like that.”

Tyndall’s provides affordable, white-glove delivery that includes furniture setup, product training (if needed) and cleanup. “For $49-$79 (depending on delivery area), we do it all. It’s unusual if a customer

doesn’t take advantage of the service. Our delivery team is staff, so they take care of customers like family, making sure everything is perfect before they leave.”

The store's in-house furniture repair service is also popular for customers and non-customers.

“Anyone can bring in a piece of furniture to be fixed, even if they purchased it on the internet or from a big-box store. Our hope is that if we repair a piece of old furniture, that later, when the customer is ready to buy something new, they will give us a chance to earn their business.” Matt Tyndall, operations manager, runs all of the store’s serv-

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SHOWROOM SHOWCASE ice programs and is constantly gathering feedback to determine what matters most to customers. “He is my cousin and my right-hand man,” Calhoun says. “He keeps things running smoothly.”

Calhoun adds that while the store works hard to build relationships, the internet remains one of its biggest challenges. “I would venture to say that 75 percent of our customers get their smartphones out in the store and Google prices.” She adds that even people who drive up in luxury vehicles to the more upscale Lewes store compare prices.

“We have come to grips with the fact that it is just the way people shop, so it’s more important than ever before to know competitors’ pricing. Everything we carry in our stores is at or below internet pricing—and we advertise that fact.” Furniture price tags include the Amazon price and the Tyndall’s price side by side.

Staying competitive with local brick-and-mortar stores is important as well. “The big difference is that product selection, value, and service play into the equation locally.” Tyndall’s carries many choices, trending toward the higher end with Telescope Casual, NorthCape, Lloyd Flanders, Hanamint, Polywood, Treasure Garden, Winston, and Galtech. Casual Comfort and Jensen Leisure Furniture do particularly well in the Lewes store on the coast. “Diversity is our niche. We work with people in their 20s whose parents purchased their furniture at Tyndall’s who want something affordable to retirees

an airy beach decor resonates with shoppers

with no budget restrictions,” Calhoun says. “The key is that no matter how much someone spends, the personal service is the same.”

Tyndall’s two locations are about 35 minutes apart and both have been experiencing a steady increase in sales over the past few years as the area’s population grows. “People from New York, New Jersey and Pennsylvania are coming here for a simpler life and lower taxes.” There are also many part-time residents who go to Florida for the winter.

Calhoun says that one of the store’s biggest opportunities is that people in Delaware want to enjoy the out-

Circle reader Service no. 36

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doors as much as they can. “I’m always baffled at the amount of money people spend on hardscape projects in a place like Delaware that has a limited outdoor season.

They are expanding and making it livable beyond the four walls of their homes—and the good news for us is that they need to fill it with furniture.”

As for the future, the Calhouns’ hope is for continued growth for generations to come. “Our business is a family business serving families, which holds value,” Calhoun explains. “We know people still want to shop locally, so we plan to be around a long time to serve those customers.”

www.lesjardins.com

fr@lesjardins.com

Circle reader Service no. 37

AS I SEE IT

SMOKIN’ HOT The popular Memphis Wood Fire Grills’ product line fuels sales for grill retailers. BY SHARON SANDERS

Memphis Pro Cart

Temperature Control (ITC) system, which changed the face of our products. With the touch of a button, ITC makes it simple to do everything on a Memphis grill, from low-and-slow smoking to high-temperature searing. That same year, we introduced a free cloud-based app—the Me mphis Mobile App—that allows you to monitor and adjust the temperature of your grill from your cellphone or tablet, no matter where you are. For me personally, I love the app because I can turn on my grill, go inside to start preparing food, and I get a text when the grill reaches the right temperature.

People often tell me they would never use the app, but I can say, from experience, that once you get u sed to the convenience, it’s hard to go back.

Memphis Pro Built-in

Memphis Wood Fire Grills has made a definitive mark on the grilling industry with its innovative pellet grills. This year marks its 10th anniversary as a pioneer and leader in helping to bring wood fire cooking from a niche category into the mainstream.

Patio & Hearth Products Report met up with Sharla Wagy, general manager, to get the latest buzz on wood fire grilling and to find out what makes Memphis a dealer and consumer favorite.

What put Memphis Wood Fire Grills on the map in the industry?

Wagy: Wood fire cooking has been around for many years. Memphis has a passion for good food and has brought the art of wood fire cooking to the next level with its versatile products that make it easy to grill, smoke, bake and roast almost anything you can dream up. We understand grills and know what customers want.

Our grills are constructed of the most durable stainless steel on the market; feature the latest in grilling technology; and their clean, profes-

sional aesthetic amps up the style of any backyard kitchen.

What is the appeal of wood fire cooking with pellets?

Wagy: Basically, wood fire cooking makes food taste better by enhancing the flavor and juiciness of the meat or whatever you are cooking. While the pellets are burning, flavor is slowly infused into the food. We offer six hardwood pellet flavors: hickory, mesquite, maple, oak, cherry and apple.

The natural moisture in the pellets is what makes for juicy, mouth-watering flavor. People like the fact that pellets are easy to use (simply pour them into the grill hopper), convenient to store (they come in manageable 20-pound bags) and long lasting (a 20-pound bag of pellets lasts about as l ong as a 20-pound liquid propane tank).

What were the company’s standout moments over the last few years?

Wagy: In 2016, we introduced our Intelligent

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What makes Memphis Wood Fire Grills a dealer favorite?

Wagy: Pellet grills that are used for wood fire cooking are the fastest growing segment in the industry. There are many entry level pellet grills on the market for first-time users, but Memphis grills give dealers a product they can sell to consumers who are ready for the next step up. They’re sophisticated, long lasti ng and provide cooking versatility. Our grills make it possible to sear a steak, smoke a brisket and even bake fresh bread because they are a convection oven as well. The Memphis Grill also provides dealers a premier pellet grill to offer their customers, at a price point that puts a nice deposit into their bank account.

What should dealers be looking for in the coming year from the grill industry?

Wagy: Many traditi onal gas grill manufacturers are starting to sit up and take notice of wood fire grilling with pellets. This past year at HPBA, many of them were offering at least one pellet grill in their product lineups in an effort to take advantage of the momentum of this growing industry trend. As far as quality and technology goes, we are always looking at new technologies and details that we can change, add and improve on our grills. Dealers are going to be seeing more sophisticated products that make grilling more convenient and fun.

PRIME

www.tropitone.com Manufacturing CA and FL

By John Caldwell

sales@tropitone.com Circle Reader Service No. 39

AS I SEE IT grills on the market. It’s operated by our intelligent temperature control system and retails for just under $2,000. We’ve received a great response from our dealers, Memphis Pro Built-In shown with matching and they are 304 stainless drawer accessories excited to What Memphis Wood Fire Grill bring it into their showrooms as soon as products are getting the most possible. They feel like it’s going to do well buzz in 2019? because it fills a gap in the market.

Wagy: This year, we introduced the Beale Street grill, which has the versatility How is the company working of our Memphis flagship brand at a price with dealers to raise awareness of its products and grilling? that fits most budgets. Named after a hisWagy: We have an outstanding team toric street in Memphis, Tennessee, Beale that is passionate about wood fire Street is constructed of 430 stainless steel, grilling. Our sales force and distributors can cook at high temperatures (up to are constantly out in the field cooking at 550º) and has a sophisticated cart design that’s different from most other pellet dealer grilling events (sometimes every

weekend) to get customers excited about our products and let them taste for themselves how delicious food can be when it’s cooked on a wood fire grill.

Many of our dealers follow us on social media—Facebook, Instagram, Twitter—and they share our posts on recipes and products with their customers, and we do the same. If a dealer is holding an event that is highlighting our grills, we are more than happy to share the event on our social media to get the word out. It’s also rewarding to see our dealers and their customers sharing recipes they’ve created (on their own) specifically for wood fire cooking.

What are your expectations for sales, given that the economy is stronger and consumers are spending again?

Wagy: We are growing this year over last year. In fact, every month of 2019, we’ve beaten the previous year’s numbers, and we look forward to seeing that trend continue. In addition to the strong econ-

omy, I think increasing awareness and demand for wood fire grilling with consumers will help to solidify that growth.

Even if the economy were to flatten out, I am confident that the category is moving on a steady upward climb. People that I talk to, both dealers and consumers, absolutely love their Memphis grills.

What has the company set its sights on for 2020 and beyond?

Wagy: We have plans to maintain our strong commitment to R&D and will continue to reach out to new customers and new markets with product expansions like we did with our Beale Street grill. More people are starting to create outdoor kitchens, so we’ve enjoyed success with our built-in grills. Last year, we introduced a full line of doors and drawers made of durable 304 stainless steel (with soft closures) that will complement our built-in products. We will also continue to invest in accessories that make the entire grilling experience more enjoyable.

Introducing the Forte Collection

Casual Market Showroom #1574 www.jensenleisurefurniture.com Circle Reader Service No. 40

40 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

ROBAX® Magic with Signature Impressions

Every impression is a lasting one ROBAX® Magic glass-ceramic interior panels with Signature Impressions have the power to make your gas fireplace products even more of a focal point — in living rooms, in commercial spaces and in your marketplace.

• Smooth, dimpled or grooved panels in a selection of colors • Choice of surface decorations that make the fire appear more mesmerizing • Engineered for high heat resistance What’s your next milestone? www.us.schott.com/robax

SCHOTT North America, Inc., Home Tech james.davis@us.schott.com, tel +1 (502) 657-4438

ROBAX Circle Reader Service No. 41

MY TURN

THE BACKYARDREDEFINED Ratana’s fashionforward furniture designs blur the lines between indoors and outdoors.

Park West collection

BY MAURA KELLER

A

fter decades of treating outdoor spaces as mere afterthoughts in home design, today’s consumers are now investing in high-end, quality outdoor furniture to make their patios, decks, and backyards an extension of the home. One company that has captured the attention of consumers is Ratana, a Pacific Northwest-based family-owned enterprise that is changing the way consumers look at outdoor furnishings.

Since the company’s inception in 1980, Ratana has been committed to offering superior craftsmanship and innovative designs for outdoor furniture. Inspired by legendary landscapes, Ratana offers a range of furniture—from traditional to contemporary in style—designed to blend form and function with ease.

“We have been the outdoor living furniture brand of choice for homes, and our comprehensive collection of contract and hos pitality specification furniture can be found around the world in fivestar luxury hotels, country clubs and restaurants,” says Joanna Leung, vice president of business development at Ratana. “We have remained family owned and pride ourselves on a legacy of building relationships that have continued to thrive over generations. Our dedication to exemplary customer service is at the core of the company and this mindset has enabled them to maintain longstanding relationships with family businesses, small and large companies, and hospitality groups around the world.”

EVOLUTION OF SORTS In recent years, there has been a large shift in how people view casual furniture. As Leung explains, casual furniture was merely bought for functionality.

However, in climates and locales across the country, people are using their outdoor spaces for everyday use and entertaining. They are now choosing interior and exterior furniture that complement each other and have a continuous feel from one room to another. “With our wide range of collections and fabrics, Ratana customers are able to cre-

Element collection

ate this harmonious style,” Leung says.

“The other evolution has been with the materials used in casual furniture,” Leung says. “Since the beginning, Ratana has been committed to making products with the latest innovation and technology. Our team actively seeks the latest materials to produce the best products possible.”

The company’s Element 5.0 is one of Ratana’s best-sellers. This collection takes inspiration by its casual yet elegant style that is truly made to withstand all the elements nature can bring. “Its design with bold an d defining lines is constructed in our lightweight, hand-brushed aluminum frames, which are available in two finishes, Ash Grey and Whitewash,” Leung says. “Our customers love the beautiful profile and depth of the design, along with our signature comfort and style. Customers also remark on how they love that they can configure the piece to the size of their space.” The

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Element 5.0 collection features a wealth of modular pieces that can work in various configurations and designs.

The company will soon be launching two of Ratana’s new collections, Park West and Polanco.

Inspired by the contemporary cool of the museum district, the Park West collection is an exercise in restrained simplicity of design. “With a versatility that lends itself to any environment, consumers can create their ideal space with the low-profile rope finish on an aluminum frame, and a new hand-brushed pearl color on the frame supported by round tapered legs and a strong sled base,” Leung says. Knitted polyolefin ropes offer UV and weather resistance while the modular design provides flexibility and style.

Ratana’s Polanco collection is inspired by the culturally diverse and eclectic area in Mexico City. The hand-brushed pearl finish on the frame, with round

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MY TURN

Element dining collection

tapered legs and a wide comfortable carved-wood-look armrest, create a modular and flexible way to relax in style. The interlocking system also allows sectional pieces to be secured in whichever formation consumers desire.

TRENDS APLENTY The Ratana design team is seeing a variety of trends within the outdoor space. One key trend is the use of mixed media—combining different materials to create detailing and texture on outdoor furnishings.

“We have several collections where we have combined our powder-coated aluminum frames with ropes or strap detailing,” Leung says. “Our Bogota collection is a great example with our knitted polyolefin straps to offer style and comfort and the lightweight aluminum frame for durability. We have also introduced faux leather into our extensive fabric coll ection, which is creating another texture for consumers to choose from.”

Lighter colors are also popular among consumers.

Over the past few years, Ratana has offered additional lighter colors in its frames such as gray, ash gray and taupe, as well as increased the variety of neutral colors in the company’s fabric selection.

Of course, environmentally friendly products are top of mind for many consumer s. As such, Ratana is committed to sustainability and takes its carbon footprint

into account with every design. “All of our aluminum frames are 100% recyclable, and non-toxic chemicals are used during the powder-coating process,” Leung says.

“Ratana incorporates environmentalism as part of an important aspect of being a sustainable business at all times.”

IMPROVING SALES As the competition within the outdoor market continues to grow, especially with the increased consumer interest in outdoor living, retailers are eager to learn about ways to enhance sales within this product category. Since 1980, Ratana has always been committed to exceptional customer service and building trusting partnerships with its clients. Having this mindset and offering this experience grows client loyalty and sales.

Enjoying the great outdoors is the cornerstone of many residents’ lifestyles and that’s why many invest in Ratana’s high-quality outdoor furniture. But even when experiencing longevity and success, companies can’t rest. Rather, they need to continually evolve and create to keep consumers coming back for more.

“Brands need to look at evolving marketing tools to create market growth,” Leung says. “We are embracing the digital age and working closely with our retailers to

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create new strategies to showcase our brand messaging, products as well as grow consumer engagement and company culture.”

Everybody needs a getaway—a private retreat for entertainment, rest and relaxation. More than simply placing some plastic chairs on a deck, today’s outdoor rooms have evolved into carefully planned focal points that truly extend living spaces and are complete with comfortable, stylish furnishings, fabrics, pillows, kitchen and cooking areas, and entertainment zones.

Just as the overall outdoor space has evolved, so too has Ratana and its innovative product development strategies. “We pride ourselves in design technology—using the latest materials and technology to create innovative and unique designs,” Leung says.

“Our research and design teams are traveling looking for advancements and trends to create creative, timeless collections.”

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Circle Reader Service No. 45

PRODUCT INNOVATION Renegade 50 Direct-Vent Fireplace

FOREVERYOUNG 87-year-old Empire Comfort Systems invests in products and infrastructure to last for generations.

BY CHERYL DANGEL BARTOLINI

Broilmaster stainless 42inch grill

Nudging closer to its centennial, Empire Comfort Systems plans to be relevant for the next several decades and beyond with numerous new product introductions, acquisitions, expansions, and investments in its infrastructure to remain a force in the ever-changing hearth industry.

In fact, the company has taken steps to reinvent itself, which has totally dispelled the adage, “You can’t teach an old dog new tricks.”

“Our goal has always been to be a

full-line hearth manufacturer,” says Nick Bauer, president of Empire Comfort Systems (Belleville, Illinois). “We have been a gas expert for the last 87 years but have never been a full-line hearth company covering all three major product categories: gas, wood, and pellet.” Not one to be satisfied with the status quo, Bauer set about fixing the problem by making Empire’s first international acquisition with a majority purchase of Stove Builders

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International (SBI) based in Quebec City, Quebec, in November 2017.

“Now, with the addition of SBI, I’m very happy to say we are a fullline hearth company,” he says. “SBI was a perfect fit because they are strong in wood and pellet, where we had zero presence. They also didn’t have any gas products and were looking to expand into the gas side of the market.” By adding wood products to Empire and gas products to SBI, Bauer says the company is not just one full-line hearth manufacturer, but actually two.

The acquisition made strategic sense. SBI possessed a strong base in its home market of Canada, while Empire sought to expand its Canadian presence. “They have an extremely strong leadership team lead by our shareholder partners in MarcAntoine and Jean-Francois Cantin.

They have a great culture and quite frankly, are better at a lot of things than we are, like information technology and finance,” Bauer explains.

“We have many opportunities to leverage the strength of both companies to make the group better. Very rarely when you combine companies, both companies become stronger, but it is very true in our situation.”

Anticipating a wave of growth as a result of the acquisition, Empire broke ground on a 150,000-squarefoot manufacturing facility in Poplar Bluff, Missouri, earlier this year. The current manufacturing plant in Belleville, which has been its home since 1932, will continue to be Empire’s primary residence. “The oldest part of our building was built in 1863, which is the sam e time period as the Civil War,” Bauer says.

“We love our hometown of Belleville, but with the age of our facilities and the physical constraints of having multiple buildings with 12 different roofs, it was time to build a new, modern manufacturing facility for current and future growth.”

Bauer expects to start producing products in the new facility later this summer and have the building completely finis hed by the second quarter of 2020. There will be no layoffs due to this expansion into Poplar Bluff. “We aren’t playing cities and states against each other to get tax credits by firing people in one location and ‘creating jobs’ in another when all they do is really transfer work,” Bauer explains. “I don’t believe in corporate welfare. It’s just not the way we do business.”

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PRODUCT INNOVATION The acquisition and the new manufacturing facility have given the Empire Group plenty of reasons to be very optimistic about the future of the company. “As other competitors are selling out to private equity firms or closing facilities, we are investing in our future,” Bauer says.

“Empire is a family business that does business with other family businesses.” He notes that 98% of Empire’s sales are to privately-held family businesses. “We want our customer partners to know that not only have we been here for four generations of Bauers, we will continue to be family-owned for many more generations to come. We hope to continue to invest in our future as other opportunities arise.” Bauer realizes there will be a lot of consolidation in the industry over the next 10 years, and he plans on being the one doing the consolidating.

Among some of the new product launches was the May introduction of the Renegade 50 Direct-Vent Fireplace DVCT50, a 50-inch fireplace using Empire’s TruFlame technology. “The TruFlame technology allows us to manufacture the only direct-vent fireplace in the industry that uses a catalyst to get a really clean, lazy, wood-burning-like flame in a gas fireplace,” Bauer s ays. “This is exciting as it expands on the success of our other TruFlame line and provides a much larger product than we have offered in the past, while offering the most realistic flames.”

Gateway 2300 wood stove

Also new is the Gateway wood stove and insert line, which will be available this summer and marks Empire’s first entry into wood stoves since the oil embargo of 1973. The Gateway stove is part of Empire’s new wood s tove line produced by SBI for Empire to sell to its U.S. customers. It is one of the first partnership opportunities between the two companies that will come to market. The Gateway line is 2020 approved and non-catalytic. There will be three sizes of wood stoves and two inserts for 2019, and Empire will look to expand the line each year moving forward.

Across all brands, Empire’s focus has been to expand into new markets and capitalize on the momentum it has with existing products. For example, there are plans

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to introduce a new double glass fireplace series later this year. “We are very excited about these new categories for us,” Bauer says. In addition, it is also pursuing completely new markets, as evidenced by its launch of a line of stainless-steel grills under the Broilmaster brand in 2018.

Not surprisingly, Empire has plenty of other exciting plans afoot for the future, but Bauer is keeping quiet on some of the details. “I can’t share all of our plans, but what I will share is that we have been heavily investing in the future for the near- and long-term. When a lot of privately held companies are selling out, we are buying.

When other companies are closing factories and laying off people , we are building a factory for growth.”

Bauer is undeniably proud of being at the helm of an 87-year-old family business that has enjoyed a healthy and prosperous longevity and is firmly prepared to take on the future. “With the addition of SBI and our new facility, we are positioning ourselves to be around for many more generations.”

He says that the acquisition has been a win-win for both companies, a nd he looks forward to finding future partners who want to grow with Empire. “My dream is to build a company that will last longer and be more successful than I was ever able to accomplish. We have a lot of work to do, but I can promise you we will have a blast doing it.”

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CORPORATE PROFILE

Gemini

GATHER AROUND Fireplaces from Innovative Hearth Products provide more than just heat—they anchor a gathering place at the heart of a home.

BY MAURA KELLER

There is no question that today’s American family is shopping for a different kind of fireplace. The fireplaces gracing many of today’s homes no longer simply act as heat sources.

Rather, today’s fireplaces are often focal points of a home’s entertainment space—offering the perfect respite to relax and entertain.

And while homeowners still view their fireplace as an element that adds to the ambiance of their home, they also are embracing technology and advances in fireplace and hearth design like never before. Luckily, Innovative Hearth Products (IHP) offers a wealth of stateof-the-art fireplace and hearth designs that have captured the attention of homeowners since the company’s founding in 2012.

Innovative Hearth Products formed as the result of a merger between Lennox Hearth Products and FMI

Products. As Michael Lewis, vice president of marketing at Innovative Hearth Products, explains, both companies came with their own rich history within the hearth industry, and each group offered a wealth of great products.

“What happens when you take a handful of passionate hearth companies and bring them together under one roof with common ownership?

Well, things get a bit messy at first. Some systems and people stay and some move on, until you settle into your core team and get back to the most important thing, which is making customers happy,” Lewis says. “I look around at IHP today and I see leaders and innovators on my team that all have a wealth of hearth knowledge gained from years of experience in this industry. Most notably is Tom Krebs, who has recently been appointed as CEO. As the former executive

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Allume

VP of sales and marketing, Krebs has been integral in championing a truly customer-centric culture within IHP.” Indeed, IHP has certainly made a name for itself within the hearth products industry by offering some of the most innovative and well-designed products on the market. When Lewis first entered the hearth industry in 2006, he heard a lot of talk about developing gas fireplaces that look like “a real wood fire.”

“This was perplexing to me both then and now,” Lewis says. “The

majority of gas fireplaces sold today are far removed from the look of a traditional wood-burning fireplace. Put them side-by-side and you will find the same basic ingredients like wood, andirons, and brick, but I consider gas fireplaces to be an idealized impression of the way people think of a traditional wood-burning fireplace and not an actual attempt to emulate one.”

What doesn’t surprise Lewis is the passion in which people describe what they are looking for in a new fireplace. continued on page 95

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INSIGHT PARADISE CUSHIONS

Finishing

Touches

Paradise cushions with Lucaya umbrellas

Paradise Cushions’ stylish and functional umbrellas, pillows, and accessories are must-haves for trending outdoor spaces.

BY CHERISE FORNO

Paradise Cushions by FiberBuilt (Fort Lauderdale, Florida) expertly adapts the style of its cushions, decorative pillows, umbrellas, and accessories to keep up with ever-changing design trends in the outdoor furniture industry.

“For residential use, we’ve found that customers’ needs are as wide-ranging as our product lines,” says Debra Maytidu, sales manager. “End users want durable performance, comfort, and a fashionable look—whether that’s the latest trending fabric color or something with a more traditional appeal—to bring greater functionality to their outdoo r experience. Paradise provides all three.”

The diversity of Paradise Cushions’ products and fabric colors allows the company to offer the

perfect cushions, pillows, or umbrellas for any size yard with various styles, Maytidu explains. For shade products, some people gravitate toward Paradise Cushions’ classic Garden, Terrace, and Patio styles that offer tilt umbrellas, while others might seek out the m ore contemporary models such as the 10-foot cantilevered Edge.

“And our popular Prestige Collection of umbrellas includes our one-piece, powder-coated poles and our proprietary FiberTeak simulated wood models that provide the warm look of wood without any of the structural drawbacks of the natural material,” she says.

Not only is the design of Paradise Cushions’ umbrellas beautiful, it is durable. As the retail division of FiberBuilt, the company offers contract-grade umbrellas that are designed to endure the high use of hospitality environments to resi-

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Decorative throw pillows

dential customers. “FiberBuilt is the leading manufacturer of fiberglass-ribbed umbrellas,” Maytidu says. “This feature is particularly attractive to homeowners who don’t want to have to buy a new umbrella every year because their umbrella’s steel or wood ribs have snapped or bent in high winds. The durability, range of finishes, and largescale canopies available for home use sets us apart from our competitors.”

Maytidu adds that many umbrellas are selected to match other furniture, cushions, and pillows.

Channel chaise cushions are in high demand this year, available in bright spring and summer colors or fall-inspired hues. “The umbrella canop y is typ-

ically ordered in the same or coordinating fabrics to complement our replacement cushions and decorative pillows,” Maytidu says. “Channel chaise and twopiece rocker chair cushions are among the most popular standard cushions.”

Paradise Cushions manufactures all of its products with value, function, and style in mind. The open cell design of the company’s cushions allows them to dry quickly after being exposed to rain or humidity by providing maximum water drainage and air circulation, so the cushions can be used quickly after becoming wet. Many different cushion and pillow designs and colors are available, including various customization options.

“In addition to our standard cushions, we manufacture custom replacement cushions in the size and style required for a perfect fit, including options such as welting and buttons,” Maytidu says. “We find customers are very interested in designs and decorative details on pillows beyond welting also—things like color blocking in multiple fabrics and additional elements like cording, trims, and fringes.”

Maytidu notes that decorative pillows have many accent opportunities, including the use of multiple fabrics in geometric patterns. Paradise Cushions makes it a priori-

Bake • Cook • Sear

Paradise Channel chaise cushion (open and rolled)

ty to stay up-to-date by responding to new trends and customer desires. “For the trending tiny house movement, we provide multifunctional cushions for small scale seating as well as poufs and ottomans,” she says.

“We’re eager and able to create a custom look with any detail the retailer requests.”

These customization options extend to the company’s umbrellas, so people can easily personalize the design.

“Umbrella canopies can be ordered with alternating panels, alternating vents, banding, silk screens, embroidered logos, and scalloped valances,” Maytidu says.

Paradise Cushions manufactures all of its made-to-order cushions; pillows; and fiberglass, aluminum, and steel bases at its Fort Lauderdale facility. The umbrellas, cabanas, and pavilions in its Prestige collection are also produced there, with about 20 percent of the company’s umbrella and base components being imported from other countries. This manufacturing process gives the company quality oversight of its products and the ability to offer Quick Ship programs for cushions, pillows, umbrellas, and accessories, so customers can rely on fast delivery of their products.

“Our quality and ability to turn around custom orders in a short window sets us apart,” Maytidu says. The Quick Ship program, in which products ship within 3-5 business days, is just one example of the exemplary customer support Paradise Cushions provides as it works to deliver a stylish, high-quality product in an efficient manner.

“Our well-trained and experienced customer service department is committed to excellence in communication both with customers and the factory,” says Maytidu, who adds that this is done to ensure “that product details are correct, that any questions the customer has are answered thoroughly, and that orders are processed quickly and accurately.”

THE SILVER ROCKET

TM

Grill • Smoke • Steam

The finest in outdoor cooking

Insulated beyond anything else on the market!

Contain heat, contain moisture.

After a stressful day, you need some time to relax with friends & family.

The Silver Rocket™ is the perfect solution with fast startup & ease of operation.

3070 W 350 S | Topeka, IN 46571 Phone: (260) 463-4026 | Fax: (260) 463-4027

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INSIGHT VISION GRILLS

GrillingMade Easy Vision Grills’ kamado cookers are simple to operate and loaded with unique product features.

BY CHERISE FORNO

Co-owners Carolyn Richards and Scott Walters with their product lineup

After more than 40 years in the barbecue industry, Vision Grills (St. Louis) became an innovator in the kamado grill category in 2006 and has continued to introduce exciting new models into the marketplace.

“We were committed to making the Vision brand a household name,” says Scott Walters, co-owner.

“We are passionate owners involved every day of the week turning dreams into reality. Vision is now sold worldwide.”

When Walters and co-owner Carolyn Richards looked at getting into the kamado segment of the market, they knew they wanted to innovate, not imitate what was already available. Walters says they went directly to customers to see what changes could be made to improve kamado grills and create something new.

“We wanted to change the category to be more convenient for the user, at a better price, with added value,” he says. “When I went to consumers, I found out they did not like lighting the grill, removing ash, and they did not like struggling with temperature control.”

Vision Grills has continued to focus on making its own mark on the industry with fresh concepts and features. “All kamados are not created equal,” Walters says. “We looked at the niche field and thought of how we could improve it. We believed that kamados were the best method of cooking, but they were so much trouble that people loved

C-Series

them but generally only used them occasionally.”

A top consumer complaint that Vision Grills’ original model S-Series grills addressed was making ash removal easier, so people would want to use their grills more often. They designed their Vision Ceramic Kamado Grills with an ash drawer component that not only made ash removal easy, but also made lighting the grill convenient, as well as being equipped with an easy-to-use control

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panel to grill, sear, roast, bake, and smoke. “It makes the lighting process extremely fast,” Walters says. “These were game-changers for being different than everybody else.”

After addressing the ash removal problem, adding sought-after features, and delivering a superior grill at an affordable price point, Vision Grills continued to push the envelope of continued on page 96

Real Teak, or RealisTEAK? ™

Many of your customers want the look of teak, but not the ongoing maintenance that real teak requires – our RealisTEAK™ holds its color, smoothness and shape. It requires only minimal care and cleaning. And with an engineered blend of polymers, it offers an unmatched natural-wood surface look and color throughout.

RealisTEAK™ gives you the beauty and warmth of teak without the worries. RealisTEAK™, only from Klaussner Outdoor.

Comfort. Style. Durability.

A Premier Klaussner Company

High Point - 101 N. Hamilton St. • Las Vegas A801 • Chicago - 16th Floor, Suite 100 www.klaussneroutdoor.com

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LAST WORD

Elaine Smith

Smith offers a wide variety of on-trend designs and colors in square and lumbar shapes

PILLOWPOWER Elaine Smith's luxury brand elevates outdoor rooms by blending durable fabrics with sophisticated designs.

BY K I M B E R LY R O D G E R S

Designer pillows undoubtedly add the finishing touches to any outdoor room by elevating the setting through pops of color, visual interest, and extra comfort. These pillows are an essential accessory that Elaine Smith, president and designer of Elaine Smith Inc. (West Palm Beach, Florida) has been providing to the casual industry since she introduced the world’s first and only line of luxury outdoor pillows in 2004. Smith initially started her company in 1997 designing and making pillows for the indoor market. However, she saw a void in the outdoor casual segment for designer pillows and decided to fill it. Today, she has become a leader in the category.

The advent of high-performance fabrics along with its many benefits—machine washability, stain resistance, and durability combined with a soft hand—led Smith to design and construct pillows for the outdoor market using the same high standards as she did for a home’s interior. As virtually every segment of the outdoor room now mirrors the comfort, style, and quality of an indoor space, de signer pillows are no exception.

“Smith says, “From the start, our signature has been style and quality, and our collections have always had a residential feel, which makes our pillows work beautifully both indoors and out.”

Elaine Smith pillows bring sophistication and

runway-inspired designs to any room of the home, while keeping practicality and the needs of everyday living in mind. All pillows are m ade with soft, 100% solutionFrom left: Leaf dyed acrylic Sunbrella Lagoon, Chameleon Capri, Artful Charcoal fabrics. A tailored, hidden zipper constructed into every pillow or cover makes it easy to remove the easy-care machine-washable covers. The fill is made of 100% polyester fiber in either firm support or down-like feel and all products are handcrafted in the United States. Virtually scores of different designs are available in various colors and size s and in square/lumbar shapes.

Since the collection is broad and extensive with a large assortment of available options, the company helps its retail customers with their selections through widespread marketing and merchandising support. This assistance also helps retailers increase sales across all showroom categories. For instance, pillow wall displays at trade show showrooms are set up as examples of how these same areas in a retail store can be merchandised. Howto guides are available to help retailers recreate the same look in their own stores. “Those retailers who have replicated this successful formula are seeing double-digit growth in sales,” Smith says.

Retailers also receive guidance on the optimal way to effectively coordinate collections with furniture cushion fabrics to help create attention.

“This is especially beneficial using best-selling pillows, which further leads to an increase in sales,” Smith says. In addition, as part of their initial train-

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ing, new sales representatives complete in-store training as well as work on-site with seasoned sales team members.

The company’s extensive catalog and swatch kit also help sales employees find the right pillow for each customer. The ultimate goal, Smith notes, is for showroom sales to increase for both furniture and add-on accessories through the artful and strategic use of Elaine Smith pillows in the display. “Then we are all successful. I like to call it the power of the pillow.” The company’s website (elainesmith.com) features a trade account link that allows dealers to conveniently order pillows/fabric online, view pricing, order swa tches, receive new product alerts, and save/share favorite items.

In order to continually create such a broad menu of offerings year after year, Smith receives inspiration through multiple sources. “Life inspires me. That may be travel, fashion, or nature.” Every time she sees something that sparks her interest, Smith finds herself envisioning it as a pillow, which starts the design process.

“It is a ble ssing and sometimes a curse—pillows are always on my mind.”

Creating beautiful designs that are sellable is also an important part of the creative process.

Every year, Smith and her team break down each continued on page 96

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A MEET-UPAT THE MART

BY CAROL DAUS | PHOTOGRAPHY BY ROB BAKER

Gensun From left: Lisa Zhou, Jan Trinkley, Sherry Cai

I

n typical fashion, Chicago was hot and muggy for this year’s ICFA Preview Show, but that didn’t stop hordes of specialty retailers from attending theMART on July 16-18 to place orders for the latest outdoor furniture collections and accessories. The Preview Show is an invitationdriven event for ICFA-member exhibitors to personally welcome their top dealers for displays of new products prior to Casu al Market Chicago in September.

Attendance was strong at this year’s show and exhibitors reported a high volume of orders placed. Pictured here are some of the best in the business! We appreciate them for always going the extra mile to make the ICFA Preview Show and Casual Market Chicago successful, year after year.

OW Lee Terri Rogers and Leisa Rogers

ICFA and Patio & Hearth Products Report Jackie Hirschhaut and Tony Ramos

Treasure Garden Oliver Ma and Margaret Chang

Klaussner Outdoor Gary McCray and Teresa Buelin

ICFA PREVIEW ROUNDUP

Plank & Hide Chris Probst

AGIO Mike Gaylord and Bob Gaylord

Veranda Classics by Foremost From left: Hennie Yeh, Tim Krzysic, Robert Taunton, Tim Anderson

Sunvilla Christy Peterson and Wright Currie

CabanaCoast Bryon Stewart and Lindsay Liepold

Lloyd Flanders Dudley Flanders

Jensen Leisure Furniture From left: Eric Parsons, Janet Wansor, Hlodver Olafsson

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POLYWOOD Megan Pierson Anji Metzler

Winston Furniture Jay Franks

Brown Jordan Stephen Elton

Tropitone Frank Verna

C.R. Plastic Products Mark Cliffe and Meaghan Robinson

NorthCape Erin Walsh

The Outdoor GreatRoom Company From left: Doug Schuller, David Shimek, Joey Shimek, Jeff Hamel

Kingsley Bate Clay Kingsley

Peak Season John DiOrio and Lauren Bryant

Ebel From left: Mark Bottemiller, Kristy Ebel, John Powers, Sierra Kakareka, and Kai Ebel

Ratana Godfrey Leung and David Leung

Les Jardins Alex Farzaneh

Outdoor By Design Bill Brown Jr.

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

Telescope Casual From left: Henry Vanderminden IV, Kait Warren, Matt Pisani, Greta Pisani, Louisa Pisani, Kathy Juckett, Sarah Warren, Bill Vanderminden, Bradley Lamb

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what’s new 6 hOT prOduCTS TO SeLL nOw LexinGTOn/TOmmy Bahama OuTdOOr LivinG With designs highlighted by sweeping contours and graceful lines, Pavlova from Tommy Bahama offers a fresh interpretation of classic contemporary styling. Frames feature a lightly textured graphite finish, complemented by tabletops that emulate the sophisticated look and feel of honed limestone. Deep seating is hand-tailored in North Carolina, available in over 260 performance fabrics or commercial. Contact: (336) 474-5555 or tommybahamaoutdoorliving.com.

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BiG Green eGG

mendOTa

The EGG Genius effortlessly controls the temperature of your EGG through your smartphone, tablet or computer. Remotely manage and monitor cooking and food temperatures for worry-free cooking, view graphs of your cooks … and even receive alerts when your cook is finished or when the EGG temperature is too high or low. Contact: (770) 938-9394 or www.biggreenegg.com.

Mendota combines the traditional landscape shape customers want and the most realistic flames in the industry to create a luxurious view in any room.

With over a century of craftsmanship behind its design, the FullView 42 gas fireplace offers a clean, simple silhouette and an uninterrupted view that draws all eyes to the fire. Customers can count on Mendota for a truly personalized hearth with their choice of hundreds of customization options. Contact: (800) 553-5422 or www.mendotahearth.com.

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SunBreLLa

The OuTdOOr GreaTrOOm COmpany

Sunbrella Dimension Collection fuses extraordinary plains with unique jacquards, using color, texture and pattern to inspire dynamic settings.

One of nine fabrics within Dimension, Resonate is a contemporary, graphic interpretation of the classic Greek key pattern, available in four colorways. The bold linework on fine heathered grounds creates a backlit effect, appearing to ripple with movement.

Contact: (336) 221-2211 or sunbrella.com.

The Beacon gas firepit table collection is a beautiful new take on a classic style. With four top options and three base options, this is a versatile collection for any outdoor space. Choose chat height or dining height to perfectly suit your needs. The stunning 20-inch Crystal Fire burner is UL-listed for safety.

Contact: (866) 303-4028 or www.outdoorrooms.com.

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JenSen LeiSure FurniTure The inclusion of the loveseat to the Nest collection adds yet another retro element to this fun and stylish seating group. Created by Ciani Design, the collection includes a lounge chair, swivel lounge chair, ottoman, loveseat, and square side table. Jensen’s showroom at Casual Market Chicago is located at #1574-75. Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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PRODUCT PROFILES AmericAn Fyre Designs’ Brooklyn FireplAce The Brooklyn fireplace takes its cue from the popularity of board-formed concrete, a process of patterning concrete that leaves a wood grain image on the finish. Featuring minimalistic lines and a concrete gray body capped with a mantel offered in French Barrel Oak or Silver Pine finish colors, the Brooklyn is available in vented and vent-free options. Contact: (800) 332-3973 or www.americanfyredesigns.com.

AVAlon Apricity’s elevated new collections shine in part due to their inclusion of new designs and the very latest in materials in the industry.

The Avalon features Resysta accents, the revolutionary new material that is transforming what’s next in outdoor. Stronger than wood, and 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 to consumers who live for outdoor entertaining in style. Sustainably created with a combination of rice husks, salts and mineral oils, Resysta’s quality and durability are better than teak, wood or synthetic wood products.

Contact: (888) 997-7623 or www.apricityoutdoor.com. circle reader service no. 107

HurricAne series AnoDizeD Aluminum siDe winD umBrellA Tested at wind tunnel speeds of up to 76 mph, this commercial-quality offset umbrella can rotate 360 degrees and tilt up to 45 degrees. The Hurricane Side Wind Umbrella can be installed with either an in-ground mount or using the counterweight base system that includes two 155-pound solid granite weights. Available in a 10-foot and 11-foot square, and 11.5foot round sizes/shapes. Contact: (561) 288-8655 or www.bambrellausa.com. circle reader service no. 108

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mAgnoliA collection Melt into the rich colors and deep seating of the Magnolia collection from Lloyd Flanders. Attention to detail dominates the visual strength of this collection, with rolling arms and intricate, breathtaking back weave.

Contact: (800) 526-9894 or www.lloydflanders.com. circle reader service no. 110

porticA’s lAurel collection Portica is excited to announce the newest addition to their best-selling Laurel collection, the High Back Swivel Rocking Lounge Chair. Built with an all-aluminum frame, the Laurel collection also features an antiqued Copperhead finish and beautifully tailored cushions made with Sunbrella fabric.

These transitional high back lounge chairs are sure to fit seamlessly into any patio design and can be mixed and matched with many Portica tables including faux wood, embossed wood grain slat, and firepit tables. Contact: (888) 690-9800 or www.sunvilla.com. circle reader service no. 111

VeronA DAyBeD swing For customers looking for the ultimate in laid-back outdoor living, Ebel’s Verona Daybed Swing is a must. Available in Chestnut or Smoke, this cushy hanging bed is perfect for long naps and sweet dreams—especially since the seat cushion is the size of a twin mattress. Sold with comfy bolsters and three 24-inch pillows. Contact: (866) 752-6320 or www.ebelinc.com. circle reader service no. 112

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PRODUCT PROFILES

louisiAnA grills’ lgk24 49-incH cerAmic kAmADo cHArcoAl grill The LGK24 provides cooking versatility, classic charcoal flavor, and unrivaled dependability. Perfect for large groups or entertaining, the LGK24 boasts 662 square inches of two-tiered, stainless steel, cooking surface. The heavy-duty ceramic exterior is finished with a high temperature glossy black coating and stainless-steel trim. The Louisiana Grills’ ceramic series comes complete with fold down bamboo shelves and heavy-duty swivel casters, as well as adjustable top and bottom dampers for superior temperature control. Contact: (877) 303-3134 or www.louisiana-grills.com. circle reader service no. 113

plAzA

trenton

The Plaza outdoor linear gas firepit allows you to add the perfect place to gather around the fire with a 2-foot or 4-foot firepit burner—or add a dramatic statement piece to almost any outdoor space with a 6-, 8-, or 10-foot firepit burner.

Customize it to your market with almost endless finishing options. With only a flick of a lighter, sit back and enjoy. Contact: (888) 427-3973 or www.heatnglo.com. circle reader service no. 114

Apricity continues to bring new light and heat to retailer showroom floors across the country. With elevated bold looks and a mix of high-quality materials, Apricity has become the new go-to for homeowners who expect only the best in style and décor. The Trenton Chaise Lounges epitomize that style with a mix of rich, handwoven all-weather wicker and the comfort and durability of Sunbrella fabric cushions and rust-free aluminum frames.

To discover the looks and product lines that are sure to be top sellers on your floor, discover what’s new and what’s next with Apricity.

Contact: (888) 997-7623 or www.apricityoutdoor.com. circle reader service no. 115

introDucing remy Remy is a stunning new collection from Ebel with a unique armrest cap that provides a sleek, seamless design while making it possible to change the look and configuration of the collection. This allows dealers to display it two different ways. Available in Hickory or Smoke, the group features an elegant design that transforms outdoor spaces into resortlike settings. Offered in deep seating, sectional, and dining options. Contact: (866) 7526320 or www.ebelinc.com. circle reader service no. 116

BrisA originAl outDoor Boundary-pushing performance, inside or out, is the highlight of Brisa Original Outdoor. Providing the ultimate in seating comfort and softness, Original Outdoor features a subtly textured aesthetic and a well-balanced color palette. This pioneering fabric offers water repellency, EPAregistered mildew defense, solar endurance and climate control technology that shields against temperature changes. Contact: (914) 460-1730 or www.ultrafabricsinc.com. circle reader service no. 117

AstriA orion lr The tall opening and low to the floor design of the Orion LR series of vent-free fireboxes are welcome features to anyone familiar with traditional site-built masonry fireplaces.

The fireplace’s refractory brick panels are molded from actual hand-cut firebrick in a traditional stacked or herringbone pattern. Combine with a variety of vent-free gas logs for a beautiful full-size fireplace with a traditional masonry appearance. Contact: sales.info@ihp.us.com or www.astria.us.com. circle reader service no. 118

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PRODUCT PROFILES skye lAnterns CabanaCoast Skye lanterns are the perfect way to add a soft glow to your outdoor space. Skye lanterns feature classic lines, an easy-open magnetic door, and a folding handle for ease of movement. Available in a black powder-coated aluminum frame with inlaid glass panels on each side for elegant light distribution. Contact: (855) 502-9988 or www.cabanacoast.com. circle reader service no. 119

FounDAtion series Modern in form and luxurious by design, the Foundation series

by Heat & Glo was created for the whole space, bringing your vision together.

Inspired by key architecture and design principles carefully honed for simplicity with clean lines and functional shapes, Foundation series features are embraced by the most discerning homeowners and builders. With big, bold flames, the Foundation series adds a signature focal point to today’s most sophisticated interiors. Contact: (888) 427-3973 or www.heatnglo.com.

DAVenport New for 2020, the Inspired Visions Davenport coffee table features a stunning bluestone top over a hand-woven wicker body and large center drawer with stainless steel glide. Shown here with accompanying ultra-high-back deep seating stationary chairs characterized by oversized cast arms, luxurious cushion core construction and recessed cushion design with removable foundation. Photographed in a graded performance fabric. Contact: (866) 606-6330 or www.peakseasoninc.net. circle reader service no. 122

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BroilmAster stAinless grills The new Broilmaster stainless grills combine the distinctive features of an original Broilmaster with a sleek, contemporary design. Every Broilmaster stainless grill comes fully loaded with a variety of standard features, offering both convenience and versatility. Several optional accessories are offered to optimize your grilling experience. With the ability to roast, sear, smoke, grill, or bake, and numerous features for convenience, the Broilmaster stainless grill is the only grill you’ll ever need. Check out the stainless grills on the newly updated Broilmaster website. Contact: (800) 851-3153 or www.broilmaster.com. circle reader service no. 123

c.r. plAstic proDucts’ new counter HeigHt proDucts The new counter-height stool and chair from C.R. Plastic Products provides the ultimate in comfort and worry-free outdoor seating. Available in 14 premium plastic frame colors, including the new Light Grey/ Slate Grey two-tone combination, these products are heavy and built to withstand all weather conditions. Contact: (800) 490-1283 or www.crpproducts.com. circle reader service no. 121

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BAzzA sling stAcking Bistro cHAir New for 2020, this sleek and narrow Bazza sling stacking bistro chair is sure to be a win—maximizing the most out of your space while exuding simplicity and style. Featuring a flush arm accent, the chair is available in eight MGP colors, three bright MGP colors or three new Rustic Polymer colors. Contact: (518) 642-1100 or www.telescopecasual.com. circle reader service no. 124

As the pioneer of outdoor oor coverings, Couristan o ers the most expansive assortment of outdoor/indoor area rugs and carpeting with exclusive constructions, a multitude of color choices and award-winning designs unlike anything else on the market. From exquisite hand-hooked constructions to meticulously power-loomed options, today’s hottest trends can be found in the uncompromising quality of Couristan area rugs and carpeting.

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PRODUCT PROFILES

FrAnces sectionAl The chic, sloped arm styling of Kingsley Bate’s Frances group is relaxed yet sophisticated.

Seating pieces are deep and comfortable with plush, luxurious cushions. Frames are constructed from only the finest all-weather wicker and sturdy bases of solid teak hardwood. Contact: (703) 361-7000 or www.kingsleybate.com. circle reader service no. 125

tAcomA 60-incH HigH Dining Firepit

mArseille collection (lA pleine/cerise) Meticulously designed for outdoor and indoor spaces, the Marseille collection by Couristan boasts a structured flatwoven construction, featuring 100% Fiber-Enhanced Courtron Polypropylene. This beautiful rug is UV stabilized and is water/mold/mildew resistant. Offering the perfect floor-covering solution, the Marseille collection takes outdoor/indoor area rugs to a new level of chic and eco-friendliness that blends effortlessly with any decorative style. Contact: (800) 223-6186 or www.couristan.com.

Warm and welcoming, the Tacoma 60inch high dining firepit will make a stunning addition to any outdoor space. The frame is composed of a combination of all-weather wicker and aluminum for durability and longevity. A round tabletop has a beautiful walnut finish; this piece is sure to impress. Merchandise Mart showroom #1630.

Contact: (973) 428-0400 or www.verandaclassics.com. circle reader service no. 128

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FrAnkForD eclipse

VistA soFA V A simple combination of straight lines with a comfortable sloping arm and curved aprons highlight the spot-on design of Vista. Cleverly hidden KD construction with assembly hardware is located under the seat and in the lower back. Offered in Dune finish, this RealisTeak collection offers the appearance of natural teak wood and comes complete with a 70-inch 2 over 2 sofa, an 80-inch 3 over 3 sofa, loveseat, chair, ottoman, swivel rocker, and occasional tables. The virtually maintenance-free RealisTeak is an engineered polymer material with UV inhibitors to minimize fading. For dining, the collection pairs perfectly with Delray, Klaussner Outdoor’s original and highly successful RealisTeak collection.

Contact: (336) 625-6175 or www.klaussneroutdoor.com. circle reader service no. 127

Frankford’s Eclipse® combines style with size, strength, and durability to provide a lasting solution to your shade needs.

Its 360° rotation and Infinity Tilt allow for easy opening and closing, while allowing you to shade any part of your outdoor space. The heavy gauge extruded aluminum and stainless-steel parts on a marine grade corrosion resistant aluminum frame ensure the Eclipse will last for years for outdoor enjoyment. Contact: (856) 222-4134 or www.frankfordumbrellas.com. circle reader service no. 129

HigH Dining Nothing beats the accessibility of Original Pawleys Island high dining furniture. Drinks remain easily accessible even when chairs are in short supply. Down here, if you’re at the table, you’re family, and those bonds are every bit as strong as the high dining furniture being built every day. Contact: (877) 401-9017 or www.pawleysislandhammocks.com. circle reader service no. 130

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PRODUCT PROFILES sunglo A270 pAtio HeAter

gensun’s priVAcy screens Each panel of Gensun’s Privacy Screens can be tilted to allow light in while still providing privacy and blocking unwanted sight lines.

Choose 1-2 fabrics for your 3- panel or 4-panel screen to add style and privacy to your outdoor space.

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

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. 134

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roDeo series Inspired by the glitz and glamour of California’s Rodeo Drive, the Rodeo series by California Umbrella adds elegance and class to any outdoor space. With its sleek design and striking features, this truly commercial umbrella has replaceable ribs, 3mm pole wall thickness, and unparalleled performance. Contact: (909) 622-4800 or www.californiaumbrella.com.

islAnD estAte lAnAi collection The Tommy Bahama Lanai lounge chairs offer the industry’s most remarkable seating comfort, complemented by a frame whose grand scale, graceful curves and elegant patterns of woven all-weather wicker make an exceptional design statement. Hand-tailored in North Carolina and available in over 260 performance fabrics or commercial. Contact: (336) 474-5555 or tommybahamaoutdoorliving.com. circle reader service no. 135

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community polymer tABle Outdoor By Design presents the Community polymer table—the perfect piece for an alfresco dinner party with family and friends. Sizes include 36 x 76 inches or 36 x 84 inches. The Community table is constructed of powder-coated aluminum with stylish radial bullnose edge and 5 ½-inch-wide marine grade polymer slats. Available in a designer pallet of colors. Contact: (941) 896-4425 or www.outdoorbydesign.com.

Create a patio that is distinctive, comfortable, and unique with an Octagon Gazebo. Gazebos create space for finding solace, entertaining guests, and building a lifetime of memories. The Octagon Wood Gazebo will transform your home and landscape to resemble a personal getaway. Contact: (866) 885-7847 or www.gazebo.com.

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country lAne’s octAgon wooD gAzeBo

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PRODUCT PROFILES

toFino Deep seAting C.R. Plastic Products’ new modular Tofino deep seating collection is simple, sleek, contemporary, and offers multiple modular configurations to accommodate any outdoor space. Versatile in its design and aesthetic, this refined deep seating collection will look beautiful for years. Available in 5 premium recycled plastic frame colors and 30 Sunbrella performance fabrics. Contact: (800) 490-1283 or www.crpproducts.com. circle reader service no. 137

skAAl ArrAy From sunBrellA Dimension collection The Sunbrella Dimension collection fuses extraordinary plains with unique jacquards, using color, texture and pattern to inspire dynamic settings. One of nine pattern groupings within Dimension, Array is a small-scale yet bold geometric motif that illustrates a study on shades. Available in five colorways, the unexpected mix of color creates highs and lows, accented by an iridescent effect from multidirectional weaving methods.

Contact: (336) 221-2211 or sunbrella.com.

The sleek Skaal is a play on minimalism and a study in smart, streamlined design. Made of visually stunning teak pieces, this contemporary lantern shines both indoors and out. Available in two sizes, it blends clean lines and solid construction with soft, durable light for the ultimate in indoor/outdoor living. Skaal adds easy modern style to any space. Unmatched in both quality and functionality, it is the very definition of modern, urban chic. Contact: (213) 745-8883 or www.lesjardins.com.

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louisiAnA grills’ 7 series wooD pellet VerticAl smoker Louisiana Grills’ 7 Series wood pellet vertical smoker elevates the outdoor grilling experience with over 1,900 square inches of cooking space and 6 adjustable porcelain coated cooking racks. Additional features like the 55-pound hopper, extra-large viewing window, and a digital control board allow for dependable, roundthe-clock smoking for up to 35 hours. Contact: (877) 303-3134 or www.louisiana-grills.com. circle reader service no. 139

renegADe FireplAces AnD inserts witH truFlAme tecHnology The Renegade fireplaces and inserts with TruFlame technology combine technology and aesthetics to create the most realistic flames and a glowing ember bed, mimicking a natural wood fire. The Renegade fireplaces are available in three sizes to fit almost any living space. The Renegade inserts transform an existing fireplace into an attractive and efficient focal point. Inserts are available in two sizes. Each Renegade fireplace or insert features an impressive viewing area and massive log set. Available through American Hearth dealers.

Contact: (800) 851-3153 or www.americanhearth.com. circle reader service no. 142

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mArin cluB seAting Designed for Kingsley Bate by Fred Spector, the Marin collection has classic Danish Modern styling with beautifully tapered arms and legs meeting at sharp angles.

Frames are substantial and sturdy, crafted from Grade A teak wood and stainless steel hardware. Sling seating surfaces made from Batyline are comfortable, replaceable, and easy to care for. Contact: (703) 361-7000 or www.kingsleybate.com. circle reader service no. 141

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PRODUCT PROFILES ortAl’s exclusiVe power Vent system

roBAx mAgic witH signAture impressions This collection of decorative glass-ceramic interior panels enhances the flame effects of gas fireplaces, making a beautiful design impression inside the firebox.

The flame colors are more mesmerizing and can take on amazing tones based on the color, surface, pattern or decoration of the glassceramic panel. Differentiate yourself from the competition, enhance the room aesthetics, and make an impression with your customer.

Contact: (502) 657-4438 (to schedule a live demonstration) or www.us.schott.com/robax.

With Ortal’s Power Vent technology, you can design without limitations. Place your fireplace nearly anywhere—in a downstairs living room or upstairs bathroom, in a studio apartment or a sprawling resort. With flexible placement, versatile technology, and installation options, Power Vent allows you to rekindle creativity. Want to learn more? Contact: (844) ORTAL-FIRE or www.ortalheat.com. circle reader service no. 146

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Dolce (mAAsAi/noir) Appealing to the creative eye, the Dolce collection by Couristan evokes a bold, contemporary design that complements outdoor and indoor spaces. Featuring a structured tapestry construction, this beautiful rug is made of 100% Fiber-Enhanced Courtron Polypropylene with durable polyester. UV stabilized and water/mold/mildew resistant. Transform a plain space into a sophisticated and stylish area by simply incorporating a Dolce rug into the design mix. Contact: (800) 223-6186 or www.couristan.com.

gensun’s new treViso collection True to its transitional style, the Treviso collection focuses on the delicate interplay and impeccable transitions between its lines and materials. The hallmark of Treviso is how the elegant back casting flows effortlessly from aluminum to wicker, creating a comfortable, form-fitting back contour. The combination of these beautiful transitions and thoughtful use of materials makes Treviso an elegant choice for any space. Contact: (866) 964-4468 or www.gensuncasual.com. circle reader service no. 147

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mArin collection By ow lee

Original Pawleys Island furniture, steeped in Low Country tradition, is generous in proportion, long on durability and rich in design. Porch sitting in the Low Country is a beloved tradition stretching back generations. This signature line of casual seating aims to honor that pastime.

Contact: (877) 401-9017 or www.pawleysislandhammocks.com.

The Marin collection takes inspiration from the Northern California coastal community of Marin County, located just north of San Francisco’s Golden Gate bridge.

Taking cues from natural elements as well as modern design, Marin exemplifies the relaxed yet sophisticated nature of the area. Marin is a full-line collection that includes dining, deep seating and lounge options in both cushion and patent pending Flex Comfort seating. Additionally, Marin cushioned deep seating features the Plush Comfort and Sytex Seating Systems, which creates a superior level of comfort. Contact: (800) 776-9533 or www.owlee.com.

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ADironDAcks

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PRODUCT PROFILES loVinFlAme mist cAnDle

The octagon 13’ 1” Polaris is one of the 2020 introductions from Shademaker. A sidepost umbrella, the Polaris is easy to operate and elegant in design. A simple and unique infinite tilt function makes it the perfect shade for commercial or residential use. Durable high-performance hub and fittings and stainless steel hardware for longevity are just a few of the many features of the Polaris.

Contact: (626) 338-8810 or www.shademakerusa.com.

Lovinflame’s Mist glass candle encompasses aesthetics and safety, while producing clean-burning flames for cozy indoor or breezy outdoor settings. The technology behind the flames is powered by a proprietary stainless-steel wick and a non-flammable, water-soluble, and non-toxic fuel. With a wick burn time of more than 2,000 hours, the candle can be used for years to come, offering a more sustainable alternative to traditional wax candles. Contact: (800) 474-5587 or www.lovinflame.com.

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polAris siDepost umBrellA From sHADemAker

corAl gABles This collection was inspired by the city of Coral Gables, Florida, which was meticulously planned with a singular focus on Mediterranean Revival architecture style. At Ratana, designs are focused on the increasing desire for indoor/outdoor contiguous living. The Coral Gables collection, with the Wild Truffle finish, aluminum frame, and flexible seating plans, can easily be created with various options for coffee/end tables, dining/bar tables and double wall weave. The modular design and interlocking system to secure sectional pieces to each other ensure that the ideal setup is yours for the taking, all year round. Contact: (866) 919-1881 or www.ratana.com. circle reader service no. 150

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. 152

uniVersAl collection Add furniture pieces to coordinate or complement your existing patio set with NorthCape’s Universal collection. Stocked in seven finishes, the Universal collection coordinates with NorthCape’s most popular furniture groups. Pieces include dining tables and chairs, chaise lounge, bar furniture, occasional tables, and more. Contact: (708) 563-2890 or www.northcape.com. circle reader service no. 153

trADitionAl FireplAce Introducing modern technology with traditional hearths, Ortal’s Traditional fireplace collection captures the charm of a traditional fireplace with a twist of contemporary design. Available in different sizes, Traditional models are supplied with internal lighting and come with a variety of interior media options, including new Blackridge panels. Contact: (844) ORTAL-FIRE or www.ortalheat.com. circle reader service no. 154

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PRODUCT PROFILES torcHe

mAnAge HeAt witH menDotA cool wAll Take heat off walls and move technology and decorations closer—without sacrificing the quality warmth you expect from Mendota. Mendota Cool Wall uses natural convection behind the wall to redistribute air up and away from surrounding areas, while still delivering focused warmth from the firebox. With flexibility to bring TVs, artwork, and mantel decorations as close as 15 inches above the fireplace, Mendota Cool Wall creates more design possibilities with surfaces you can touch safely.

Contact: (800) 553-5422 or www.mendotahearth.com.

Modern sensibility meets versatile design with the Torche collection. Torche complements any landscape or outdoor path design by featuring soft, atmospheric lighting coupled with a variety of light frames ranging from red to gray powder-coated aluminum. Available in two sizes, three finishes and delivered with either a spike to plant or an attachable base, Torche is the ultimate outdoor accessory.

Contact: (213) 745-8883 or www.lesjardins.com. circle reader service no. 158

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textures (pAtterns: FrienDly, rollo, AnD gArwooD in Blues)

BellAnoVA

Valdese Weavers’ expansive library of yarns and colors provides Inside Out Performance Fabrics with an endless opportunity to make interesting and dimensional solid textures. From linen looks (Rollo) to menswear inspired (Garwood) to basket weaves (Friendly), there is a texture for every style and space, indoors or out!

Contact: (843) 422-5456 or www.valdeseweavers.com.

Discover Bellanova, one of NorthCape’s best-selling, tariff-free collections. This modular seating collection is stocked in a beautiful 14mm Aspen HDPE resin finish, with quick ship cushions available in a variety of fabric options. Contact: (708) 563-2890 or www.northcape.com. circle reader service no. 159

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DelrAy Fire tABle Delray introduces Fire Tables into the RealisTeak range of products.

The bases are designed to have an all-wood look with an engineered polymer synthetic wood construction. The tops utilize honed travertine stone in tones that complement both the Shadow and Dune finishes.

The units are available in round or rectangular versions and feature easy glide drawers for the standard propane tank and matching travertine lid. All firepit components are from the Outdoor GreatRoom Company to assure premium quality performance and service. These Fire Tables go beautifully with Delray seating as well as Sierra and the new Vista collection. Contact: (336) 625.6175 or www.klaussneroutdoor.com.

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.

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tempotest stArscreen

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PRODUCT PROFILES

polywooD riVierA moDern lounge collection The POLYWOOD Riviera Modern Lounge collection features contemporary, angular frames with slim cushions. This sleek, modern aesthetic is perfect for any contemporary outdoor space. Pairs with the Riviera side table and coffee table. Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle reader service no. 161

AstriA stArlite lx The StarLite LX Outdoor Gas Fireplace brings together the pleasure of an outdoor fireplace, the contemporary look of stainless steel and easy installation. The stainless steel exterior complements outdoor kitchens and furnishings, and provides weather resistance for years of carefree enjoyment. With its vent-free design, there is no need for a chimney to obstruct your outdoor view. Detailed ceramic fiber logs combined with dancing yellow flames provide warmth and comfort for any outdoor oasis. Contact: sales.info@ihp.us.com or www.astria.us.com. circle reader service no. 162

crystAl Fire plus Burners By tHe outDoor greAtroom compAny Upgraded burner construction and higher BTU capacity results in taller, brighter, and fuller flames. These burners feature a “Positive Connect” user experience, meaning minimal assembly and easy installation.

They are controlled by a Variable Control Safety Valve with safety ignition and safety shutdown operations, and listed by UL LLC with ANSI Z21.97-2017. Patent pending. Contact: (866) 303-4028 or www.outdoorrooms.com. circle reader service no. 163

stockton

krisp polymer Dining seAting

The 2020 Inspired Visions line brings indoor luxury to outdoor design. Introducing Stockton, a robust and uniquely embellished teak collection, shown here in an ultra-deep seating loveseat featuring luxurious cushion core construction and notched cushion design. Shown with accompanying teak tables in a Rustic Weathered Grey finish and polished concrete tabletops paired with a hand-knotted outdoor rug.

Contact: (866) 606-6330 or www.peakseasoninc.net.

Outdoor By Design introduces Krisp polymer seating, where creativity combines with durability, featuring powdercoated aluminum with marine grade polymer. Available in a designer pallet of colors and combinations, the Krisp polymer collection includes stylish stationary dining chairs and action swivel rocker.

Contact: (941) 896-4425 or www.outdoorbydesign.com.

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pArADise power solutions Keep the acrylic fabrics of cushions and umbrellas looking their best with Paradise Power Solutions. The kit includes two one-gallon containers that provide key components to increase the life of outdoor fabrics. Paradise Power Solutions Protector prevents mildew, promotes water repellency, and repels UV rays that can cause fading without changing the breathability of the fabric. Paradise Power Solutions Cleaner is designed to safely loosen dirt and stains on cushions and umbrella canopies made of furniture or marine grade acrylic fabrics. Regular cleaning and twice yearly protection helps delay the look of aging. Contact: (866) 667-8668 or www.paradisecushions.com. circle reader service no. 166

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PRODUCT PROFILES loVinFlAme tABletop Firepit Lovinflame’s tabletop firepits are free-standing and portable, allowing you to enjoy clean-burning, wind-resistant, and odorless flames—whether indoors or outdoors. The technology behind the safer flames is powered by a proprietary stainless steel wick and a non-flammable, water-soluble, and non-toxic fuel that minimizes emissions, flare-ups, and risks associated with fuel spills. Contact: (800) 474-5587 or www.lovinflame.com. circle reader service no. 167

Make plans Now to attend the 4th Annual ICFA Educational Conference in San Diego, California!

stAtic emerAlD From outDurA

February 4-7, 2020 • Kona Kai Resort and Spa

By creating a textile with contrast and complex weave structure, Static Emerald is a jacquard cloth with interest throughout. The subtle nuances in the design complement any outdoor space as a body cloth or as an accessory pattern.

For 2020, Outdura also introduced a new Reseda yarn, which gives depth to its green color offering. Additionally, Outdura is showing this pattern with its new dobby Storm Grass, which combines the Reseda yarn with an exclusive marl yarn for added texture and depth. Contact: (866) 688-3872 or www.outdura.com. circle reader service no. 168

Chris Andresen

Ty Bennett

Jeff Butler

Stephanie Skordas

Leslie Su

Derek Thompson

Don’t miss an outstanding program! Highlights include: • The 4-Letter Code to Selling Anything by Derek Thompson • Google Analytics 101: Profitably Maximize Sales with Consumer Insights and Your Digital Toolbox by Leslie Su • Creating Connections: How to Read Your Customer Like a Pro by Ty Bennett • The Ins & Outs of Building a Cohesive Multigenerational Workplace by Jeff Butler • Mobile Videography Training Workshop by Stephanie Skordas

• Social Media Strategies by Skylar Ireton • Government Affairs Update by Chris Andresen • Outdoor Furnishings Consumer Focus Group • Think Tank — Solve Problems and Discuss Industry Issues • Golf Tournament at Torrey Pines Golf Complex • Retail Design Tour to Hauser’s Patio, Patio Productions and Today’s Patio • Dinner & S’mores on the Beach and much, much more!

Register NOW to take advantage of early bird rates!

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FAro Faro is one of MLW Stone’s most affordable stones. A strong and durable material, Faro has no natural fissures and features a classic polished finish.

Consistent beige coloring makes it the perfect choice for any project. This stone is available in three standard sizes. Contact: (800) 477- 7665 or orders@mlwalker.com or www.mlwstone.com. circle reader service no. 169

Belle Vie collection By ow lee The sophisticated style of Belle Vie is reminiscent of 19th century design that was popular among French aristocracy.

With flowing lines in both the profile and back, the Belle Vie collection has a distinct Art Nouveau flair that lives up to its name, which means “beautiful view” in French. Belle Vie is a full-line collection that includes dining, deep seating and lounge options. In addition, Belle Vie’s cushioned deep seating features Plush Comfort and Sytex Seating Systems, which creates a superior level of comfort. Contact: (800) 776-9533 or www.owlee.com. circle reader service no. 170

wexler sling cHAt cHAir Telescope is excited to announce the introduction of the new Wexler sling collection. The clean, classic lines of the Wexler collection, paying homage to mid-century modern style, blend perfectly with the minimalistic beauty and practicality of the sling seating surfaces. Both the Wexler cushion and sling collections feature a comfortable and relaxed chat height design. Casual dining and entertaining at its finest!

Contact: (518) 642-1100 or www.telescopecasual.com. circle reader service no. 171

Aei/gensun outDoor kitcHen AEI Corporation (Irvine, California) and Gensun (Rancho Cucamonga, California) are introducing the PGS Legacy/ Gensun quick ship grill/island program.

The PGS Legacy Newport (30-inch) and Pacifica (39-inch) grills are beautifully integrated into the all-aluminum Gensun designer islands with durable all cast aluminum tops. PGS grills feature the exclusive PGS Fuel Stop (patent pending) one-hour gas shut-off/timer.

Contact: (949) 474-3070 or www.aeicorporation.com. circle reader service no. 172

™

KINGSLEY BATE ELEGANT OUTDOOR FURNITURE

C HI CAGO S HOW RO O M 1581 © Kingsley Bate. Find dealers online. T: 703-361-7000 F: 703-361-7001 www.kingsleybate.com [KB1286A]

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PRODUCT PROFILES

milAn collection New for 2020 is the beautiful Milan collection from Lloyd Flanders. A sled base and sleek lines add a sense of modernity and levity to any outdoor space. The soft greige finish adds a textured, earthy attitude that creates a welcoming vibe. Contact: (800) 526-9894 or www.lloydflanders.com.

eurekA collection 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.

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prime From tropitone

sunBelieVABle All Sunbelievable patterns were designed to coordinate beautifully in colors that recall soft rain, fresh citrus, and many other resplendent hues inspired by nature. Unbelievable performance plus unsurpassed elegance. Rain Collection t-b; Stormy in color, Rain; Neptune in color, Blueberry; Club Med in color, Blueberry. Contact: (336) 210-2630 or www.sunbelievable.com. circle reader service no. 174

Prime by John Caldwell speaks to today’s interest in minimalist furniture.

A series of barrel-shaped frames creates the collection’s sleek vibe that exudes an effortless cool factor! The full collection includes cushioned dining chair, barstool, lounge chair, swivel action lounger, sofa, loveseat, ottoman, and a square and rectangular coffee table. Contact: (949) 951-2010 or www.tropitone.com. circle reader service no. 176

g-series The G-Series is Frankford’s flagship giant center pole umbrella. Built with commercial-quality materials, vthe G-Series offers free-standing maximum shade options on a larger 2” center post with three canopy size options. The best part is that Frankford offers permanent, semi-permanent, and free-standing base options to accommodate any outdoor space. Contact: (856) 222-4134 or www.frankfordumbrellas.com. circle reader service no. 177

Deco curVeD sectionAl A nod to South Beach vintage hotel style, the Deco collection by CabanaCoast is distinguished by its curved lines and striking mixed materials of white powder-coated aluminum with beautifully inlaid Umber SOL Teak. Arrange sectional modules in endless varieties to make a bold design statement. Contact: (855) 502-9988 or www.cabanacoast.com. circle reader service no. 178

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PRODUCT PROFILES

sunBelieVABle Solution-dyed acrylic fibers and an exceptionally fine solution-dyed polyester warp produce a luxuriously soft, intricately patterned fabric that is amazingly durable, stain-resistant, and cleanable, even with bleach. Spring Collection pillows, l-r; Sand Dollar in color, Margarita; Longshore in color, Moonstone; Sunblock in color, Oyster. Sofa in Cove, color Canvas. Contact: (336) 210-2630 or www.sunbelievable.com. circle reader service no. 179

pArk west Inspired by the contemporary cool of the museum district, the Park West collection is an exercise in restrained simplicity of design.

With a versatility that lends itself to any environment, create your ideal space with the low-profile rope finish on an aluminum frame, and a new hand-brushed pearl color on the frame supported by round tapered legs and a strong sled base. Knitted polyolefin ropes offer UV and weather resistance while the modular design provides flexibility and style. Contact: (866) 919-1881 or www.ratana.com. circle reader service no. 181

leVAnte squAre BAmBoo umBrellA Tested at wind tunnel speeds of up to 58 mph, the Levante series solid bamboo center pole umbrella is unparalleled in its look and performance. Made from natural sustainable bamboo, the Levante series will give you everything you desire in an iconic European market umbrella but with the enhanced performance and durability of 21st century materials. Available in 12 different sizes from 6.5-foot square café umbrellas to oversized 13foot round colossal umbrellas. Contact: (561) 288-8655 or www.bambrellausa.com. circle reader service no. 180

BertHouD Fire tABle The Berthoud fire table adds warmth and contemporary style to any outdoor space. Offering 50,000 BTU of heat, the CSA-certified Berthoud fire table operates on liquid propane gas, but includes a natural gas conversion kit. Other features include electronic push button ignition, burner lid, leveling feet, and protective cover.

Real Flame, a leading wholesaler of indoor and outdoor fireplaces, is now offering the Outdoor Living collection of furniture and accessories, which bring comfort and ambiance outdoors.

Contact: (800) 654-1704 or www.realflame.com. circle readers service no. 182

tempotest Parà SpA introduces Bel Mondo, a new collection of its outdoor/indoor performance fabric, Tempotest. Italian for beautiful world, Bel Mondo is a collaboration from noted outdoor-fabric designers Karen Williams and Brenda Sewell-Bost of the design company D2 and Filippo Uecher, creator of the Maria Flora line of performance fabrics. The collection, woven in Biella, Italy, has elements of Italian flair with a U.S. eye toward color. In this mix, stylish graphics and colorful, multilayered patterns coupled with bold, vibrant textures are featured in a color palette inspired by the beauty found in nature’s simple elements: sun-drenched hues, lush grasslands, cool waters, and rich earth tones provide perfect combinations of color—with no boundaries. Contact: (972) 512-3534 or www.tempotestusa.com. circle reader service no. 183

FunctionAl Firepits Introducing a fully patented line of functional firepits from Plank & Hide. Certain to be conversation pieces, these firepits allow for use of the fire element while maximizing space for food or drink. Available in a variety of finish configurations, they are the only firepits backed by a U.S. Patent (#10,107,502).

Contact: (888) 462-6852 or www.plankandhide.com. circle reader service no. 184

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PRODUCT PROFILES

inDu plus grill islAnD Everyone loves the finer things in life, and that is just what the Grill Island

by Astella delivers. With its Belgiandesigned grade-A Indonesian teak trolley, German-engineered wheels, and commercially rated grill, it combines sophistication with food prep.

Order with the Indu Plus drink cart for the full Indu Plus food and drink entertainment experience.

Contact: (909) 622-4800 or www.californiaumbrella.com.

country lAne’s kingston pergolA The handcrafted Kingston Pergola has a unique, predominant presence that will add drama and refinement to any backyard. Pergolas add a stylish dynamic to any space while creating a place for shade and entertaining. These mighty Kingston Pergolas will take your home and landscape from ordinary to extraordinary. Contact: (866) 885-7847 or www.gazebo.com. circle reader service no. 187

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cAnyon 36incH rounD coFFee tABle

The Inside Out Performance Fabrics’ pattern, Kalitta, features a fanciful scrolling floral pattern inspired by the Elizabethan era of fashion. Kalitta embodies livable luxury by combining statement color schemes with a classic design story. Contact: (843) 422-5456 or www.valdeseweavers.com.

The Canyon collection features mix and match tables available in various sizes and table bases. Tabletops crafted in all aluminum emulates the look of real concrete, but without the maintenance hassle of real concrete.

Pair it with chairs of your choice to create the perfect look guaranteed to keep you outdoors all summer long. Merchandise Mart showroom #1630. Contact: (973) 428-0400 or www.verandaclassics.com.

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kAlittA (color: peony)

BAmBusA umBrellA The Bambusa umbrella from Paradise Cushions by FiberBuilt features the proprietary FiberTeak pole and finial that simulate the look and feel of real bamboo, including hand-finished culms and nodes. The 1 ¾-inch diameter, one-piece pole is made of a .125-inch wall thickness aluminum core and a protective, textured fiberglass coating that comes in natural and dark finishes. The heavy-duty hub, fiberglass ribs, molded nylon joints, and stainless steel hardware provide superior durability.

The canopy is available in marine- or furniture-grade, solution-dyed acrylics. Contact: (866) 667-8668 or www.paradisecushions.com. circle reader service no. 189

geom Geom is the latest collection in Ultrafabrics’ portfolio of intelligent materials meticulously designed with ultimate softness and durability in mind. Unique to the Ultraleather brand family, Geom features a small-scale pattern reminiscent of sculpted honeycombs. The versatility of Geom is limitless and can be used as an unexpected accent or as the foundation of a project when paired with one of the company’s other 500+ Ultrafabrics. The new Geom collection features eight colors and is designed to be used anywhere that performance fabrics are required, including contract furniture.

With its unique tactility, the sleek grain is a delight for the senses and maintains the soft, supple feel that is exclusive to all Ultrafabrics. Contact: (914) 460-1730 or www.ultrafabricsinc.com. circle reader service no. 190

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PRODUCT PROFILES

polywooD BrAxton Dining The new Braxton dining chairs feature a cross back design that is both traditional and timeless. Available in dining, counter, and bar heights, this comfortably arched chair pairs with a variety of POLYWOOD all-weather tables, including the new Rustic Farmhouse dining table. Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle reader service no. 193

somerset collection 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. circle reader service no. 191

royAl gArDen’s soutH BeAcH collection Sink into comfort with the Royal Garden South Beach collection. This collection is constructed of rust-free aluminum and has an eyecatching, hand-applied driftwood finish. Plush cushions are featured with your choice of Olefin or Sunbrella fabrics. Royal Garden’s patent-pending Twist Knob Assembly ensures assembly is quick and easy without the need for any tools. Contact: (888) 690-9800 or www.sunvilla.com.

Nevis is a beautiful new modern addition to Plank & Hide’s outdoor living collections. Traditional cushion seating, sleek design, and synthetic all-weather wide weave rattan give Nevis a simple but sophisticated look. Shown with the fully patented functional firepit, which allows for use of the fire element while maximizing space for food or drink. Contact: (888) 462-6852 or www.plankandhide.com.

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neVis collection

trelon From tropitone Trelon by John Caldwell is a harmonious pairing of art and form; an ode to the classic barrel chair with its curved back and gently sloping arms. The artistic centerpiece is the cloth strap detail that adds texture and warmth to its simple silhouette.

The full collection includes cushioned dining chair, barstool, lounge chair, swivel action lounger, sofa, loveseat, ottoman, and a square and rectangular coffee table. Contact: (949) 951-2010 or www.tropitone.com. circle reader service no. 195

nextremA BBq grill portFolio Add sizzle to your gas barbecue grills and make your products even more powerful in design and market appeal. Panoramic lids, grill windows and burner shields are designed to meet your specifications while providing a clear view of the grill interior and visual feedback on flame output from the moment you ignite the burners. Contact: (502) 657-4438 or www.us.schott.com/nextrema (to watch a video). circle reader service no. 196

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PRODUCT PROFILES

ipe serVing trAys

Fire mAgic electric grill islAnD The new Fire Magic Electric Grill Island bundle delivers a complete outdoor kitchen system ideal for patios with limited space or where fuel is unavailable. The bundle features a Fire Magic electric table top grill, refrigerator with stainless steel door and double drawer unit all housed in a durable glass fiber reinforced concrete island in a neutral Smoke finish. Contact: (800) 332-3973 or www.firemagicgrills.com.

Introduced by Jensen Leisure Furniture in two sizes, these 100% FSC-certified Ipe timber serving trays are wonderfully crafted to add style and function to any outdoor décor.

Contact: (800) 403-0403 or www.jensenleisure furniture.com. circle reader service no. 200

sAil AwAy summer From outDurA

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reDVAle lAnterns The Redvale Lanterns from Outdoor Living by Real Flame add ambiance to any living space.

Functional both indoors and out, the flameless candle includes a daily timer function and will turn on at the same time each evening.

The lanterns are offered in two heights, and black and white finishes. Real Flame is a leading wholesaler of fireplaces for use the Outdoor Living collection of furniture and accessories, indoors and out. Now offering bringing comfort and ambiance outdoors. Contact: (800) 654-1704 or www.realflame.com.

Sail Away Summer is the company’s new stripe for 2020.

Inspired by travels on the Mediterranean, this textile sets sail with cool grays and shades of blue all harmoniously flowing together. In a classic outdoor pairing, Sail Away Summer is shown with Reflections Crème, a structured dobby cloth that takes inspiration from the play on light.

Contact: (866) 688-3872 or www.outdura.com. circle reader service no. 201

titAn FreestAnDing Direct Vent stoVe

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treAsure gArDen ADDs outDoor rugs For 2020 Geo-Black is one of the 2020 introductions from Treasure Garden’s Outdoor Rug Silver collection featuring a repeating hexagon pattern in shades of black and gray. Made in Belgium with 100% Polypropylene multi-ply cabled heat set yarns for durability, the Geo-Black is easy to clean and comes in two sizes with a 1-year fade warranty. Contact: (626) 814-0168 or www.treasuregarden.com.

The powerful Titan free-standing direct vent stove from the Marquis collection provides sealed combustion where it draws outside air for combustion. This model can be vented either horizontally or vertically and is available in natural gas at 28,500 BTU and propane at 26,000 BTU. Contact: (855) 593-3304 or www.marquisfireplaces.net. circle reader service no. 202

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Big green egg ButAne eggniter Ignite lump charcoal in just minutes with the new refillable butane charcoal EGGniter, which combines an adjustable torch flame with an air-blower to both ignite and boost your fire. Say goodbye to unwanted lighter fluid taste; the butane EGGniter is a clean, quick and safe way to light your EGG, campfire, or wood fireplace. Battery powered for up to 60 minutes of use. Contact: (770) 938- 9394 or www.biggreenegg.com. circle reader service no. 203

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PRODUCT PROFILES

coyote portABle gAs grill Coyote Outdoor Living has introduced a new portable gas grill to fulfill an industry need for a highend compact product perfect for boaters, tailgaters, road trip enthusiasts and for those with small outdoor spaces. Made of superior quality 316 marine grade stainless steel, this portable gas grill also includes Coyote’s signature grate as an added enhancement.

The product can be used with either a 20 lb. propane tank or a small disposable propane tank and has one infinity burner capable of up to 20,000 BTU. This model comes with an adapter for smaller tanks and a cover is also available. Contact: (855) 520-1559 or www.coyoteoutdoor.com.

cAstelle For 2020, the Castelle introductions include Antler Hill (pictured here) from Biltmore by Castelle with a farmhouse elegance. Savannah from the Barclay Butera Collections for Castelle displays a gentle lifestyle with soft bamboo design elements. An angled, contemporary design is handcrafted in the Prism while English outdoor formality is captured in the Bordeaux. Through the custom finishing, fabrics an d details offered by Castelle, thousands of design possibilities will be possible within the newest collections. Contact: (855) 612-9800 or www.castelleluxury.com.

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AltituDe x series Napoleon’s new series changes the traditional fireplace experience with the first of a new platform. Low enclosure height and zero clearance to the sides of the firebox, and optional heat management ensure complete flexibility for installs. Altitude X is impressive to look at and has a generous offering of premium accessories to make choosing a new fireplace seamless. Contact: (866) 820-8686 or https://napoleon.com. circle reader service no. 206

lunA coVe Maximize sales, even with limited floor space! The brilliance of Luna Cove is that it only uses 5 SKUs to create a multitude of configurations—whether it be chat seating, a single sofa, or show-stopping multi-seater. An elegant curve in each piece allows for a natural flow, where pieces effortlessly fit together in endless ways. Luna Cove features an elegant and versatile taupe-gray finish in all-weather wicker over powder-coated aluminum framing. Supremely comfortable cushions come standard, available in hundreds of different fabrics through South Sea Outdoor Living. Contact: (336) 294-4100 or www.southsearattan.com. circle reader service no. 207

opti-myst pro 1500 Easily turn fireplace design concepts into reality with the Opti-myst Pro 1500 Built-in Electric Firebox. Using revolutionary ultrasonic technology that turns water into flame and smoke, Opti-myst produces no-flame heat and remains safely cool to the touch. The Opti-myst Pro 1500 is a dazzling and versatile fireplace solution for any space. Contact: (800) 668-6663 or www.dimplex.com. circle reader service no. 208

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inFiniti By Homecrest The sculpted curves of Homecrest’s new Infiniti collection are vintage in design but feature modern Sensation sling technology for lasting comfort in a sleek profile. Infiniti offers a streamlined contour that pairs perfectly with the double-layer Sensation slings to offer deep-seating comfort with quick dry, low-maintenance construction. Homecrest’s exclusive Sensation sling fabrics, which feature exceptional shape retention and surface memory paired with ergonomically contoured double-layer slings, creates the most comfortable outdoor sling chairs on the market. This modular collection includes a cozy chat chair, and coffee, side and end tables for endless configuration options. The high-style tubular frame is available in all frame finishes. Homecrest products are made in the USA. Contact: (218) 631-5306 or www.homecrest.com. circle reader service no. 209

pHiFer

cApri

Phifer’s new 2019-2021 indoor/outdoor fabric stock line pulls double duty, addressing the diverse needs of today’s outdoor furniture market and the consumer’s quest to create a balanced lifestyle. Following closely alongside the color trends of the interior market, new 2019-2021 fabric additions feature cooler, mineral-inspired color pairings that work well with today’s evolving furniture frame finishes. Touched by gray but relevant, warm and inviting, these color combinations help bridge traditional and contemporary design styles.

Offering a bit of optimism and nostalgia, fabrics in bold hues and simple textures create an element of surprise and fuss-free outdoor style. Contact: (800) 221-5497 or www.phifer.com.

The Capri insert (IDV34/44) is a true wonder, making it possible to transform an existing wood-burning fireplace into an updated focal point in any room. This flush mount series is available in two sizes and your choice of liner, driftwood or oak log set, decorative stone, or five different colors of crushed glass media.

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CORPORATE PROFILE

continued from page 50

“When speaking to consumers shopping for a fireplace, I often hear about childhood memories of time spent around a fireplace with loved ones and memories of comfort and family traditions,” Lewis says. “There is a deep sense of nostalgia around the role of a fireplace in the home. It feels great to provide customers with a product that will help create warm memories for the next generation. That is the reason I was drawn to the hearth industry in the first place.”

Of course, fireplace styles continue to evolve as customers change, and housing design and architecture evolve. That’s why, these days, Lewis hears a lot less about making a fireplace look like “a real wood fire” and more about making the fireplace fit a more modern style. “For the consumers who have embraced the fireplace as a vital ingredient to creating a warm and welcoming environment in the home, they have more options than ever before,” Lewis says. leADing Designs And as with any successful company, there are a few star products that become favorites among consumers and retailers alike. Take the Gemini DLX Series Direct Vent Gas Fireplace, for example. This fireplace adds sophisticated elegance in a space-saving design to any living area. With a wide selection of façades and interior liner options, along with standard high definition logs and interior lighting, consumers can design a fireplace that perfectly complements any décor.

“Not only beautiful, it’s also an efficient room heater, complete with high heat transfer ceramic glass, fuel-saving electronic ignition, heat-circulating blower

and a multifunction touchscreen remote that controls everything with the push of a button,” Lewis says.

“With all it has to offer, the Gemini DLX Series is at the top of its class.”

Another hearth favorite is the Allume DLX linear direct vent gas fireplace, which is at home in both contemporary and transitional spaces. As Lewis explains, the expansive ceramic glass opening provides an exceptional view of the fire while the multicolored floor lighting allows users to customize the mood. The Allume DLX is a fully featured fireplace that comes complete with a heat-circulating blower and multifunction remote for the ultimate in comfort and control.

“Impressive” is perhaps the best description for IHP’s massive Georgian wood burners. Designed for large living spaces, the Georgian 36”, 42” and 50” fireplaces feature a full brick-to-face design with no visible sheet metal. “Astria’s Mosaic Masonry system uses real firebrick walls, giving your home an upscale feel for a fraction of the cost,” Lewis says.

“And traditional Warm Red or Ivory brick colors are available in multiple patterns. All models come fully insulated for trouble-free operation in colder climates. The Georgian also features our gas-logready design. When only an authentic masonry look will do, the Georgian delivers.”

Future trenDs Lewis and his team at IHP are seeing a continued increase in linear-style, contemporary fireplaces and outdoor fireplaces. He attributes these growing categories to an increase in consumers seeing both con-

temporary and outdoor fireplaces in “nicer” hotels and restaurants. “I believe that when folks experience these products in a luxury setting, they are compelled to recreate that same experience in their homes and outdoor living areas.”

The hearth industry is experiencing an exciting time, so how can hearth retailers enhance their sales in fireplace and hearth products? Lewis explains why it is important to sell up. “I am regularly surprised by the huge disparity between what I think people would like in their home and what they actually end up purchasing. Obviously, price is a factor in the purchasing decision, but if consumers were to understand that once the fireplace is installed, it can’t be changed out like a refrigerator or a dishwasher, they may direct a bit more of their home budget toward the fireplace.”

It’s also important for retailers to remember that consumers can easily get lost in all the available choices. “As hearth professionals, it is our responsibility to translate their expressed needs into product recommendations,” Lewis says. “They want to hear what we have to say because we are helping them put fire into their homes, after all.”

There are certainly still a lot of consumers looking to hang stockings above their large, brick, wood-burning fireplace in order to recreate the warmth of yesteryear—to which IHP fits that need perfectly. “But these consumers are being joined by the demands of a new generation looking to redefine the way we bring fire into our homes,” Lewis says. “Redefining the meaning of ‘fireplace’ for a new generation is a big responsibility, but it is also a lot of fun.”

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INSIGHT VISION GRILLS

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Vision Grill in purple

what was possible with a kamado grill. The company looked at ways to use alternative fuels in a convenient way. This led to the development of a removable ash drawer where a 26,000 BTU burner could be placed to create a gas kamado for faster cooking using LP or natural gas. “We wanted to be able to bring the convenience of gas cooking,” Walters says.

He explains that people can easily switch from low, slow cooking with charcoal to quick and easy grilling by sliding in the gas insert. The company also introduced the high-end ICON line with improved cooking surfaces, convenient storage options, and other high-quality features. “Within 5 to 6 minutes, you are ready to sear a steak with 100 percent vaporization on the Vision and ICON grills,” Walters says. “The consumer today wants life to be easier and expects and demands more from products than in the past. Vision and ICON gives all of that.”

The use of a unique lava stone in the highly con-

trolled kamado environment delivers superior moisture and flavor compared to a typical gas grill. Walters explains that while customers have different priorities, they often include three main components: “The category is truly about flavor,” he says. “Second is convenience and also the price. My goal was to have it all.”

Walters notes that charcoal is still the most popular fuel used in the kamado category, but the gas option is very popular with Vision Grills. “Our gas sales have become 25-27 percent of our sales, because people want this convenience,” he says.

This fall, Vision Grills will be offering another fuel option to its Quickchange Inserts—a pellet hopper that is Wi-Fi enabled, allowing customers to simply push a button and walk away while the kamado grill does all the hard work. “It will get itself up to the selected temperature,” Walters says.

Another key advantage of this pellet grill is the ability to be efficient and cook in any climate. The ceramic kamado holds a lot of heat, making it use less fuel while still reaching high cooking temperatures, even when it is below freezing outside. “We want to be able to make the pellet kamado efficient,” Walters says.

“Our claim to fame is that we get 40-50 percent hotter than other grills and use 50 percent less fuel. What is quite unique about it is you can easily use it in very cold temperatures.”

Vision Grills has also sought to create an appealing grill design. Richards realized a need for added color options to match any outdoor space’s decor and color scheme. This includes custom orders such as a Texas flag grill the company manufactured. “We

wanted to have a visual that was exciting to our customer base,” Walters says. “We introduced new Vision and ICON patterns and new colors—white, teal, taupe, orange and black.”

Walters notes that Vision Grills are not only functional and stylish, but the grills can also help declutter patios and decks by essentially delivering three grills in one. “We are seeing people want all of these advantages,” he says. “My competitors don’t have this.”

The creativity of Vision Grills’ designs has led to it win many awards—its latest being the 2019 AmazingRibs.com Platinum Medal Award, and the Best Test Magazine Award in Germany that recognized the company’s Diamond Cut B-Series.

As Vision Grills continues to innovate in the kamado category, it focuses on adding convenience and value in each feature it creates. When you order a grill from the company, it arrives in one box and can be assembled easily. The company will also be releasing a new cart that can be assembled in less than two minutes. “That’s a big deal,” Walters says. “It’s a great thing for the consumer.”

Vision Grills prides itself on offering superior customer service, from product selection to solving any problems with grills after they are purchased.

“Our customer service is the best out there,” Walters says. “Our motto is treat the customer like you would like to be treated, and there’s simply no better way. We take full control after the consumer has registered their grill, so that if there is an issue, there’s little waiting because we know that the consumers love their Vision.”

States, she started her business in South Florida.

Elaine Smith Inc., has received numerous industry awards and honors from the c asual industry, including ICFA Manufacturer of the Year in 2012, 2013, and 2015; and ICFA Accessory Exhibitor Merchandise Excellence Award four years in a row (2010-2013).

In addition to residential consumer demand, Elaine Smith pillows can be found in high-end commercial properties throughout the U.S., including St. Regis Hotels & Resorts, Ritz-Carlton luxury hotels, as well as other hotel and boutiqu e properties.

Smith has seen quite a transformation in the outdoor market since she first entered the industry 15 years ago. One major change she notes has been in the area of color schemes. “Back then, colors were primarily strong and saturated. Over time, the palette has become more sophisticated and influenced greatly by a residential, interior design aesthetic that has overflowed into the outdo or room as an extension of the interior of the home.”

Today, Smith notes that architects, designers,

and new homebuilders have responded to Americans’ desire for more time at home by planning outdoor rooms in construction and remodeling projects. “This has helped the development and success of this additional living space.” As outdoor spaces evolve with the inclusion of firepits and fire tables, they continue to become even more comfort-driven areas for relaxation, conversation, and entertaining, Smith comments. “Soft, luxurious performance pillows can quickly and affordably add those finishing touches to a space, creating style and personality.”

Smith’s enthusiasm for the outdoor room is evident, and she believes the concept still has plenty of room to grow. Technology, she says, will continue to play a part in enhancing life outdoors, and she certainly looks forward to her contributions in elevating the elegance of the outdoor living room for years to come with her signature collection of luxury pillows.

“In the future, more people will be expecting an outdoor room with their home purchase. The potential for the industry is endless.”

LAST WORD continued from page 56 collection for the season. They discuss trends in color and design and evaluate why some pillows outperform others. “I am blessed to be creative and also analytical,” she says. “Having 22 years of experience with the focus on one segment also helps as I have learned what works and what does not.” Overall, Smith tries not to overthink the process too much. “I have confidence in the designs I create and a gut feeling of what I believe will sell.”

With the hundreds of pillows she has designed in her career, the dragonfly pillow—an Elaine Smith signature pattern—is consistently a popular seller. “I have always loved this design and remember the thrill and excitement I felt when the first sample was in my hands.” Smith is looking forward to the launch of a new collection in September at Cas ual Market Chicago, when more exclusive pillows and fabrics will be introduced.

Born in the Midwest, Smith grew up in England in a home filled with elegance and history. She began her career in the jewelry industry and eventually turned to design. After moving back to the United

96 • PATIO & HEARTH PRODUCTS REPORT | JULY/AUGUST 2019

ADVERTISER INDEX Advertiser

Phone

PRODUCT PROFILES DIRECTORY Website

Page

Company

Page

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

AEI ..............................................................................................................83

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

American Fyre Designs (RH Peterson) ..............................................................62

Bambrella . . . . . . . . . . . . . . . . . . . . . . . .(561) 288-8655 . . . . .www.bambrellausa.com . . . . . . . . . . . . . .48

American Hearth (Empire Comfort Systems)......................................................72

Big Green Egg . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . .www.biggreenegg.com . . . . . . . . . . . . . . .32 C.R. Plastic Products . . . . . . . . . . . . . . .(800) 490-1283 . . . . .www.crpproducts.com . . . . . . . . . . . . . . . .61

Apricity (Agio) ........................................................................................62, 64 Astria Fireplaces (Innovative Hearth Products) ............................................64, 80 Bambrella ..............................................................................................62, 86

CabanaCoast . . . . . . . . . . . . . . . . . . . . .(855) 502-9988 . . . . .www.cabanacoast.com . . . . . . . . . . . . . . .36

Big Green Egg ........................................................................................60, 92

California Umbrella . . . . . . . . . . . . . . . .(909) 622-4800 . . . . .www.californiaumbrella.com . . . . . . . . . . .65

Broilmaster (Empire Comfort Systems) ............................................................66

Country Lane Gazebos . . . . . . . . . . . . .(866) 885-7847 . . . . .www.gazebo.com . . . . . . . . . . . . . . . . . . . .16

C.R. Plastic Products ................................................................................66, 72

Couristan . . . . . . . . . . . . . . . . . . . . . . . .(800) 223-6186 . . . . .www.couristan.com . . . . . . . . . . . . . . . . . .67

CabanaCoast ..........................................................................................66, 84

Dansons, USA . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . .www.dansons.com . . . . . . . . . . . . . . . . . . .33 Empire Comfort Systems . . . . . . . . . . .(800) 851-3153 . . . . . .www.empirecomfort.com . . . . . . . . . . . . .47

California Umbrella ..................................................................................70, 88 Castelle ......................................................................................................94 Country Lane Gazebos ............................................................................70, 88

Foremost Groups/Veranda Classics . .(973) 428.0400 . . . . .www.verandaclassics.com . . . . . . . . . . . . .71

Couristan................................................................................................68, 74

Frankford Umbrellas . . . . . . . . . . . . . . .(856) 222-4134 . . . . .www.frankfordumbrellas.com . . . . . . . . . .57

Coyote Outdoor Living ..................................................................................94

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . .www.gensuncasual.com . . . . . . . . . . .98, 99

Dimplex ......................................................................................................94

The Hammock Source . . . . . . . . . . . . .(800) 334-1078 . . . . .www.thehammocksource.com . . . . . . . . .45

Ebel ......................................................................................................62, 64

Hearth & Home Technologies . . . . . . .(888) 427-3973 . . . . .www.hearthnhome.com . . . . . . . . . . . . .100

Fire Magic (RH Peterson) ................................................................................92

ICFA . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . . . .82 IMC/ Las Vegas Market . . . . . . . . . . . . .(702) 599-3046 . . . . .www.lasvegasmarket.com . . . . . . . . . . . . .17

Foremost Groups/Veranda Classics ..........................................................68, 88 Frankford Umbrellas ................................................................................68, 84 Gensun ..................................................................................................70, 74

Informa . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 490-3097 . . . . .www.poolspapatio.com . . . . . . . . . . . . . . .93

Heat & Glo (Hearth & Home Technologies) ................................................64, 66

Innovative Hearth Products . . . . . . . . .(256) 398-3267 . . . . .www.ihp.us.com . . . . . . . . . . . . . . . . . . . . .51

Homecrest ..................................................................................................95

Jensen Leisure Furniture . . . . . . . . . . . .(800) 403-0403 . . . . .www.jensenleisurefurniture.com . . . . . . .40

Infrared Dynamics (AEI) ..................................................................................70

Kingsley Bate . . . . . . . . . . . . . . . . . . . . .(703) 361-7000 . . . . .www.kingsleybate.com . . . . . . . . . . . . . . .83

Jensen Leisure Furniture ............................................................................60, 92

Kingsman Fireplaces . . . . . . . . . . . . . . .(204) 632-1962 . . . . .www.marquisfireplaces.net . . . . . . . . . . . .87 Klaussner Outdoor . . . . . . . . . . . . . . . .(336) 625-6174 . . . . .www.klaussneroutdoor.com . . . . . . . . . . .55

Kingsley Bate ..........................................................................................68, 72 Klaussner Outdoor ..................................................................................68, 78 Les Jardins ..............................................................................................72, 78

Les Jardins . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . . .www.lesjardins.com . . . . . . . . . . . . . . . . . .37

Lexington/Tommy Bahama Outdoor Living ................................................60, 70

Lexington/Tommy Bahama Outdoor Living . . . . . . . . . . . . . . . . . . .(336) 474-5555 . . . . .tommybahamaoutdoorliving.com . . . . . . . .2

Lloyd Flanders ........................................................................................62, 84

Lloyd Flanders . . . . . . . . . . . . . . . . . . . .(800) 526-9894 . . . . .www.lloydflanders.com . . . . . . . . . . . . . . .73

Lovinflame ..............................................................................................76, 82

Lovinflame . . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . . .www.lovinflame.com . . . . . . . . . . . . . . . . .28

Marquis Fireplaces ..................................................................................92, 95

Louisiana Grills (Dansons) ........................................................................64, 72

Mendota Hearth . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . . .www.mendotahearth.com . . . . . . . . . .12, 13

Mendota Hearth......................................................................................60, 78

MLW Stone . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . .www.mlwstone.com . . . . . . . . . . . . . . . . . .44

MLW Stone ............................................................................................76, 82

NorthCape . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . . .www.northcape.com . . . . . . . . . . . . . . . . .69 Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . . .www.ortalheat.com . . . . . . . . . . . . . . . . . .25

Napoleon ....................................................................................................94 NorthCape ............................................................................................76, 78 Ortal ......................................................................................................74, 76

Outdoor By Design . . . . . . . . . . . . . . . .(941) 896-4425 . . . . .www.outdoorbydesign.com . . . . . . . . . . .79

Outdoor By Design ..................................................................................70, 80

The Outdoor GreatRoom Company . .(866) 303-4028 . . . . .www.outdoorrooms.com . . . . . . . . . . . . . .29

The Outdoor GreatRoom Company ..........................................................60, 80

Outdura . . . . . . . . . . . . . . . . . . . . . . . . .(866) 688-3872 . . . . .www.outdura.com . . . . . . . . . . . . . . . . . . .24

Outdura ................................................................................................82, 92

OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . . . . .7

OW Lee ..................................................................................................74, 83

Paradise Cushions by FiberBuilt . . . . .(866) 667-8668 . . . . .www.paradisecushions.com . . . . . . . . . . .44 Patio Renaissance . . . . . . . . . . . . . . . . .(866) 690-5673 . . . . .www.patiorenaissance.com . . . . . . . . . . . .63

Paradise Cushions by FiberBuilt ................................................................80, 88 Patio Renaissance ....................................................................................84, 90 Pawleys Island Hammocks (The Hammock Source) ......................................68, 74

Peak Season . . . . . . . . . . . . . . . . . . . . . .(866) 606-6330 . . . . .www.peakseasoninc.net . . . . . . . . . . . . . .85

Peak Season ..........................................................................................66, 80

Plank & Hide . . . . . . . . . . . . . . . . . . . . .(888) 462-6852 . . . . .www.plankandhide.com . . . . . . . . . . . . . . .3

Phifer ..........................................................................................................95

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

Plank & Hide ..........................................................................................86, 90

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . . .43

POLYWOOD ..........................................................................................80, 90

Real Flame . . . . . . . . . . . . . . . . . . . . . . .(800) 654-1704 . . . . .www.realflame.com . . . . . . . . . . . . . . . . . . .91

Ratana....................................................................................................76, 86

Schott Robax . . . . . . . . . . . . . . . . . . . . .(502) 657-4438 . . . . .www.us.schott.com/robax . . . . . . . . . . . .41 Sunbelievable . . . . . . . . . . . . . . . . . . . .(336) 210-2630 . . . . .www.sunbelievable.com . . . . . . . . . . . . . .81

Real Flame ..............................................................................................86, 92 Schott Robax ..........................................................................................74, 90 Shademaker (Treasure Garden) ......................................................................76

Sunbrella . . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . . .www.sunbrella.com . . . . . . . . . . . . . . . . . . .21

South Sea Outdoor Living ..............................................................................94

Sunrise Metal Shop . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .53

Sunbelievable ........................................................................................84, 86

Sunvilla . . . . . . . . . . . . . . . . . . . . . . . . . .(888) 690-9800 . . . . .www.sunvilla.com . . . . . . . . . . . . . . . . . . . .89

Sunbrella ................................................................................................60, 72

Telescope Casual . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . . .www.telescopecasual.com . . . . . . . . . . . .49

Sunvilla ..................................................................................................62, 90

Tempotest USA . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . .www.tempotestusa.com . . . . . . . . . . . . . . .15 Treasure Garden . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . . .www.treasuregarden.com . . . . . . . . . . . . .75

Telescope Casual ....................................................................................66, 83 Tempotest USA........................................................................................78, 86 Treasure Garden............................................................................................92

Tropitone . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . . .www.tropitone.com . . . . . . . . . . . . . . . . . .39

Tropitone................................................................................................84, 90

Ultrafabrics . . . . . . . . . . . . . . . . . . . . . . .(914) 460-1730 . . . . . .www.ultrafabricsinc.com . . . . . . . . . . . . . .23

Ultrafabrics ............................................................................................64, 88

Valdese Weavers . . . . . . . . . . . . . . . . . .(843) 422-5456 . . . . .www.valdeseweavers.com . . . . . . . . . . . .77

Valdese Weavers ....................................................................................78, 88

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JULY/AUGUST 2019 | PATIO & HEARTH PRODUCTS REPORT • 97

OUTDOOR FURNITURE AND KITCHENS HEADQUAR TERS – 9449 8th Street | Rancho Cucamonga, CA 91730 Phone: 909.989.9977 | Fax: 909.989.9970 | Toll Free: 866.964.4468 CHICAGO SHOWROOM – Merchandise Mart Suite 1667 | Chicago, IL 60654 GENSUNCASUAL .COM

New Treviso Collection

Circle Reader Service No. 99

Our passion is our people.

Their passion is our product.

I most appreciate the people in our industry, whether it’s our designers, manufacturing teams, distributors and dealers, or our end customers. We are really a tight-knit group in the hearth business. The way we think of it, the people we sell to are family and friends. Then it doesn’t seem like a job; it’s fun.”

John Shimek SVP Brand Marketing & Product Development Circle Reader Service No. 100