Patio and Hearth Products Report - May/June 2012 by Peninsula Media

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P.O. P .O . .B Box ox 100936, Ft. Ftt. Lauderdale, Lauderdale, FL 33310 | T 954.735.9800 9 | F 954.735.0642 954.735.064 42 | www.pridefamilybrands.com www.pridefamilybrandss.com Permanent Permanent showrooms showroo oms in Chicago Merchandise Merchandise e Mart, Mart, Suite Suite 1747, Ft. Ft. Laud Lauderdale, erdale, FL and S San an Jose, Jose, Costa Cossta Rica Rica Circle Reader Service No. 2

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Contemporary style with optional porcelain liner and Platinum media

Traditional style with rustic oak logs and Buff Herringbone liner

One fireplace. Two looks. Endless possibilities. Newly updated Montebello® DLX Direct-Vent Fireplace is amazingly versatile. One model can be easily transformed into a traditional or contemporary fireplace, depending on the configuration you choose. A wide-open viewing window, high-definition log set, glass media and refractory panels in an array of finishes add to the many beautiful possibilities. Available this Summer from Lennox.

For more information, visit lennox.com or call 1.800.9.LENNOX. Circle Reader Service No. 3

May/June 2012 • Volume 7, Number 3

features 8

GUEST EDITORIAL – EAT YOUR GRILLED VEGGIES (AND FRUITS, TOO)

66 26

BY SHARON SANDERS

Olympia Chimney Supply earns its well-respected reputation by offering innovative products, great prices, and first-rate service.

BY KAREN ADLER

A well-known cookbook author describes how one of the latest trends in grilling focuses on vegetarian dishes. 14

PRODUCT SPOTLIGHT – WHAT’S IN VOGUE

BY CHERYL DANGEL BARTOLINI

Our annual assessment of the casual-furniture market features interviews with executives of leading manufacturers. 2O

SEAMLESS SERVICE

OUTDOOR GRILLING RETAILER PROFILE – ENCORE CAREERS BY KIMBERLY RODGERS

MARKETING MANEUVERS – A FRIENDLY GIANT

Leaving the corporate world for the barbecue and outdoor-living retail field has brought many rewards to this Florida couple.

SIZZLING-HOT GRILLS

BY KIMBERLY RODGERS

Providing exceptional customer service has helped this chain establish eight locations in the Midwest and South. 22

A SUCCESS STORY BY KIMBERLY RODGERS

Value pricing and a vertical management structure are key factors that have led to Patio Renaissance’s growth during the past six years. 24

HEARTH RETAILER PROFILE – ALL IN THE FAMILY

CORPORATE PROFILE – DIMPLEX DELIVERS

BY CHERISE FORNO

Twin Eagles stands out in the industry because of premium outdoor-kitchen products that offer exclusive features and benefits.

Expertise in product development has made Dimplex electric fireplaces, stoves, and grills some of the best in the industry.

SHOWROOM SHOWCASE – KEEPING CUSTOMERS HAPPY

LAST WORD – FUN IN THE SHADE

BY SHARON SANDERS

BY CHERYL DANGEL BARTOLINI

Rich’s for the Home has put customers first for the past 33 years, which keeps them coming back for new merchandise.

Shade manufacturer Galtech International expects to grow by double digits this season.

BY SHARON SANDERS

An upscale showroom wows customers of this family-run business in New York City.

I’M NOT WOOD BY SHARON SANDERS

Eon’s highly engineered polymer outdoor furniture has the look and feel of natural wood.

AS I SEE IT – GLASS THAT GLOWS BY SHARON SANDERS

American Fireglass products are popular with consumers who want something modern and dramatic for their fireplaces and firepits. 40

MY TURN – BIG PUSH IN 2012

departments 6

SMOKIN’ – PUBLISHER’S VIEWPOINT AND EDITOR’S MESSAGE

INDUSTRY NEWS – EDITED BY KRIS KYES

PRODUCT PROFILES

PRODUCT PROFILES DIRECTORY

AD INDEX

BY GREG THOMPSON

In an impressive effort, Gensun will introduce more than 200 new products this year. 44

PRODUCT INNOVATION – SURGE IN SALES BY CHERYL DANGEL BARTOLINI

RH Peterson predicts that sales will continue to rise for its outdoor-kitchen and hearth products, since consumer demand is gaining momentum. On the Cover | Agio

Patio & Hearth Products Report May/June 2012

Youâ&#x20AC;&#x2122;re never too old to enjoy the excitement and joy of playing outside. Visit agio-usa.com. Follow us on

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

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PUBLISHER’S VIEWPOINT Mike Miller, president of Select Outdoor Kitchens, has suggested to me (on more than one occasion) that we should do a scratch-and-sniff barbecue cover for Patio & Hearth Products Report. Miller feels (and I agree) that the delicious aroma of barbecue coming from the front cover would be a great way to draw readers into the magazine. While it’s a great idea, it might be cost prohibitive. I can only imagine what it would cost to manufacture, produce, and adhere to the front cover of the magazine 15,000 scratch-and-sniff barbecue tabs. While it might not be feasible from a cost standpoint to draw readers into the magazine with the smoky or hickory smell of barbecue, drawing customers into your store with the bold, aromatic scent of barbecue is a very cost-effective sales and marketing strategy. With summer upon us, now is the perfect time to take those barbecues/grills and smokers that adorn your showroom, bring them outside, and put them to good use. In the automotive industry, they say that if you can get the customer to take a

from T H E E D I T O R My friend’s son (a computer-science major at the University of California–Berkeley) doesn’t graduate until 2013, but tech companies are already enticing him with high-paying job offers. It’s interesting that over half of these offers have been from companies developing apps for smartphones. Increasing numbers of retailers are jumping on the bandwagon. Just the other day, I noticed that my local Vons grocery store now has an app that allows me to check its weekly specials, obtain personalized coupons, create a virtual shopping list, and determine the ingredients of various foods. Grocery stores aren’t the only retailers that have developed apps for their customers. A recent article in The Wall Street Journal described how retailers in different industries are developing strategies that attract customers via their smartphones. One of the technologies that they’re using is called geofencing, which targets potential customers when they are nearby. When using geofencing, stores send texts to near6

test drive, you are 10 steps closer to closing the deal. With barbecues/grills and smokers, letting customers smell the aroma of barbecue; hear the sizzle of high-quality meat, poultry, fish, vegetables, and even fruit cooking; and see all of these elements being grilled, roasted, or smoked are surefire ways to get your walk-in customers to go from being tire kickers to serious buyers. Holding barbecue events at your store is also a great way to spread word-ofmouth advertising. With many of the products that are sold in the patio, hearth, barbecue/grill, and outdoor-living industry, taking the product for a spin is not possible. With the hearth industry, showing a customer a burning fireplace or stove makes a huge difference in advancing the sale. With barbecues/grills and smokers, demonstrating the use of the product (and allowing your customers actually to taste what has been cooked) is one of the most effective ways to make the sale. Don’t just stick with the usual cuisine of hamburgers, hot dogs, or steak. Customers know how these foods should (and do)

taste. Select meats, poultry, and vegetables that aren’t being consumed by the average household, Monday through Friday, so that you can entice the taste buds of your customers and let them know that with a new barbecue/grill or smoker, they can upgrade their at-home menus. When people taste something that they have never tasted before—or have never tried in a form that tasted so good—it helps persuade them that the investment that they are about to make in a new barbecue/grill, smoker, or outdoor-kitchen island is going to turn the standard outdoor-cooking experience into a unique dining experience that will be enjoyed by family and friends. Golf stores don’t try to sell customers a new set of golf clubs with the idea that they will be able to maintain their game. Golfers want to do anything but maintain their game of hacking, slicing, and missing putts. Golf stores promote a new set of golf clubs as a way to hit the ball farther, strike the ball

by customers and engage them on a more personal level. Smartphone users who sign up for geofencing will receive texts from a store when they enter a certain radius, with messages offering discounts and coupons that they wouldn’t be able to find in print or online. Some retailers currently using geofencing are The North Face, Maurices, Kiehl’s, Starbucks, and Kmart. Some might think that consumers would be turned off by this invasion of privacy, not to mention the flood of texts from businesses, but the reality is that customers are growing more accustomed to receiving text coupons. More than 3.4 billion mobile coupons, around the world, were redeemed in 2011. Other businesses are discovering that apps can enhance the in-store experience by helping customers locate the right products, view prior purchases, obtain

product information, and even locate cars that were left in crowded mall parking lots. Tiffany & Company uses an educational strategy, providing a free app to teach people what to look for when buying an engagement ring. It even lists prices, so a customer is prepared before entering the store. Others, including Gap and Hollister Company, have found that apps can turn a passive catalog into an interactive experience, personalizing outfits and helping with the fit of jeans. Can independent retailers in the patio-furniture, hearth, and barbecue/grill industries capitalize on mobile technology? Obviously, the cost of building a smartphone strategy is the major deterrent in using this technology, but research is demonstrating that these expenses are paying off for some retailers. According to a December 2011 ABI Research report on its survey of consumers, “Mobile Shopping and the Mobile Wallet,” smartphone users who had downloaded a retailer-branded app visited the store more (46%), bought more of the store’s products and services (40%), told a friend about their shopping experi-

Patio & Hearth Products Report May/June 2012

in a way that is more true, land more drives on the fairway, land more iron shots on the green, and putt with greater accuracy. The same approach should be employed with selling barbecues/grills and smokers. Pull out the units from your showroom, set up a barbecue demonstration or event in your parking lot or an area near your store, and let customers see, at first hand, how they can go from being burgergrilling guys and gals to being the ultimate outdoor chefs. In this issue, on page 8, there is an excellent Guest Editorial by Karen Adler of Pig Out Publications, a cookbook wholesaler specializing in barbecue/ grilling cookbooks. Adler’s Guest Editorial promotes healthy living through grilling and smoking vegetables and fruit. Healthy grilling and smoking are great concepts that embrace a U.S. population that is becoming more health conscious, especially in the area of nutrition. Encouraging customers to go beyond the norm of barbecuing/grilling standard fare will help your customers understand and appreciate the value of investing in a new barbecue/grill, smoker, or outdoorkitchen island. TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

ence (36%), and encouraged friends to visit the store (31%). The furniture megastore Furnitureland South (Jamestown, North Carolina) has found that its new iPhone app has helped improve the shopping experience for its customers by providing easy access to product information in real time, by helping them to create wish lists, and by contacting design consultants within the store. At some point, retailers in all industries will benefit from these marketing tools, as consumers continue to embrace smartphones. Being knowledgeable about mobile marketing will only help your business in the future. There are some people who don’t believe that apps will catch on; these are probably the same people who didn’t believe, back in the 1990s, that the Internet was going to catch on, and who felt that they would never need a website. Ironically, most of these naysayers now have websites—and even Facebook and Twitter accounts. CAROL DAUS EDITOR CAROL@PENINSULA-MEDIA.COM

Circle Reader Service No. 7

guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

Eat Your Grilled Veggies (and Fruits, Too)

EDITOR Carol Daus

by KAREN ADLER

carol@peninsula-media.com

et’s talk food: grilled and smoked vegetables and fruits, to be specific. To whet your appetite and keep you reading, here are some dropdead–good recipes (without a bit of meat): plank-roasted pear salad with blue cheese and walnuts; wood-grilled spring onion, brie, and kalamata olive pizza; and smoked summer tomato basil butter (all from “The Gardener & the Grill”); grilled vegetable antipasto (from “Cookouts Veggie Style!”); and grill-roasted spaghetti squash with tomatoes, black beans, and zucchini (from “Grilling Vegan Style”). They’re mmm-mmm good and good for you, too. Eating habits are changing. In one recent week, I spoke with three different people whose families were being affected by eating choices—a young teen deciding to be a vegetarian; a radio host who is a pescatarian (a person who eats fish, but would otherwise be a vegetarian) and has a vegetarian wife; and another friend who chose a vegan diet under medical care, to shed pounds, and then decided upon a flexitarian (almost vegetarian) lifestyle, along with his wife. That makes a total of five acquaintances, in one week, with -tarian diet choices. If all these -tarians are making your meat-loving mind dizzy, don’t despair; just read on, so you will be in the know. The Vegetarian Resource Group (www.vrg.org) is a marketing platform for companies producing vegetarian products and also for interested parties, such as restaurants and others in the food business. In 2011, the group commissioned Harris Interactive to conduct a national telephone poll. It found that as many as 33% of U.S. adults don’t eat meat or fish at half of their meals, and 5% say that they never eat meat or fish, which makes them vegetarians. There is a solid third of the population interested in nonmeat foods. They are

making healthy food choices; watching their meat, carbohydrate, and sugar intake; and adding lots more natural foods to their diets. That means more vegetables and fruits. This trend of eating more vegetables and fruits goes hand

in hand with the farm-to-table movement, the rising number of farmer’s markets, knowing where your food originates, and the ever-increasing number of people gardening and growing their own vegetables (in containers, as part of an edible landscape, in the back or front yard, or in community plots). The most recent crop of barbecue and grilling cookbooks includes several focusing on vegetables and fruits: One is “Grilling Vegan Style” by John Schlimm (Da Capo Lifelong Books, 2012). Get past the odd yellow-andorange cover of this book and flip it open; you’ll find an attractive interior with stylish fruit and vegetable photographs, including sizzling beans of all kinds; grilled greens, such as romaine and Swiss chard; and tofu. Barbecue champion chef Paul Kirk provides a nice back-cover quote, too. “Cookouts Veggie Style!” by Jolinda Hackett (Adams Media, 2011) is another vegetarian cookbook; it has a collection of 225 recipes that are full of flavor and free of meat.

Patio & Hearth Products Report May/June 2012

My book (with coauthor Judith Fertig), “The Gardener & the Grill” (Running Press, 2012), is beautifully designed, with recipes for the most popular vegetables and fruits grown in backyard gardens in North America. The grilling chapters include appetizers, salads, soups, pizza, vegetables, fruits—and also meat, poultry, and fish. This is an ideal book for vegetarians, flexitarians, and avid grillers and gardeners who want to get that wonderful caramelization from an outdoor gas or charcoal fire. Step it up: Add cooking demonstraParsflair, ons and tions and classes withEric style, colorful vegetables and fruits. You can grill greens such as romaine, kale, radicchio, Swiss chard, and cabbage. Create colorful, eye-appealing assortments of peppers, squash, tomatoes, eggplant, corn, peaches, apples, plums, melons, and grapefruit. Place the grilled foods on beautiful platters (that you sell in your store). Drizzle a gourmet vinaigrette (that you sell in your store) over the platters of food. Display and provide samples of the food on one of your beautiful patio tables (not on an industrial-style folding table). Place the cookbook(s) that you’re cooking from with any other product that you are using with the food, and you’ve got a great healthy-lifestyle cross-promotion. What’s the point, you ask, beyond promoting my cookbook? It’s that our industry needs to address this healthy trend. Your customers are ready for more information on grilling and smoking vegetables, fruits, and meat substitutes. Embrace this, and you will expand your customer base—and educate your existing customers about the lifestyle and healthy living that you and your store can help them attain. Karen Adler owns Pig Out Publications, Inc. (Mission, Kansas), a cookbook

ART DIRECTOR Cass Estes cass@peninsula-media.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL-MEDIA EDITOR Amanda Daus CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

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wholesaler specializing in barbecue and

PO Box 2190

grilling books. She is the author of more

Skokie, IL 60076-7890

than 19 cookbooks. Her most recent cookbook, with Judith Fertig, is “The Gardener & the Grill.” Over 250 barbecue

and grilling cookbooks are available at www.pigoutpublications.com.

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Award-Winning Hearth and Barbecue Manufacturer Founded in 2000, Cal Flame is an award-winning hearth and barbecue manufacturer that offers innovative backyard solutions for every home and budget. The feature-rich Cal Flame lineup includes grills, grilling and drop-in accessories, customized outdoor kitchens, KD barbecue islands, custom barbecue carts, fireplaces and firepits. Best of all, Cal Flame offers you peace of mind knowing that all Cal Flame products are ETL and CE listed for your safety. With Cal Flame, your dream backyard is finally within reach!

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H A R D WA R E

H A R D W A R E

GRILLS

Cal Flame offers everything a grillmaster could want in stainless steel cooking equipment and accessories—including professional grills, double side burners, food warmers, cocktail centers, doors & drawers, ice makers, outdoor refrigerators and stereo systems. Mix and match accessories until you ﬁnd the combination that suits your gourmet needs.

{industry}

by KRIS KYES

In-season Custom Orders Exceed Previous Year’s in Size and Frequency for Pride Family Brands

The Coco Sling dining chair from Pride Family Brands features a customordered, hand-applied finish.

Empire Remembers Sales Representative Al Bradtke Longtime Empire Comfort Systems sales representative Al Bradtke passed away on April 25, 2012, at the age of 98. Bradtke served as a Navy Seabee during World War II. He worked for Al Bradtke Whirlpool for more than 18 years before striking out on his own, as an independent sales representative, in 1983. The Bradtke Sales Agency represented Empire for more than 15 years and was instrumental in carving out a market for Empire’s vent-free heaters in the Southeast. Empire initially imported ventfree heaters from Spain, under the brand name Corcho. Bradtke’s strong advocacy of the then-new technology earned him the nickname Mr. Corcho, which stuck with him long after Empire began making vent-free products domestically under its own Empire Heating Systems brand. Bradtke was truly a selling legend in the heater industry.

Patio & Hearth Products Report May/June 2012

Luxury casual-furniture designer and manufacturer Pride Family Brands recently reported that its in-season custom orders have surpassed those for the same period in 2011. The positive growth being experienced by the company is reflected in increases in custom-order sizes and the frequency of casual-retailer orders, as well as in the higher-end products selected. “The custom-order segment of our business has always been significant,” Steve Lowsky, president of Pride Family Brands, explains. “In 2012, we are experiencing increases from retailers across categories and regions of the country. We feel, if this continues throughout the season, it

will create a very positive atmosphere going into 2013’s intro season.” Pride Family Brands currently is well within the design phase of the 2013 product introductions that will debut at the July 2012 ICFA Preview Show™ (formerly Casual PreMarket) in Chicago, Illinois. Planning one of its most extensive new-product releases, Pride Family Brands will introduce multiple collections and an estimated 100 new units. One of the collections slated to be unveiled is described as a wow collection, indicating that the awardwinning designers from Pride Family Brands will deliver, once again, outdoor furnishings that will set trends

within the industry. Rory Rehmert, vice president of sales and marketing, says, “Along with the increases in the size and frequency of custom orders so far this season, we are also seeing a trend toward the higher-end products. Among our 10 top-selling collections this season, two are from our premium lines and carry some of our highest price points. We see this as an indication of outdoor consumers’ return to investing in their outdoor spaces.” For more information about Pride Family Brands and its distinguished lines of casual furniture, visit www.pridefamilybrands.com or call (954) 735-9800.

Galaxy Outdoor Expands Throughout the United States and Canada Galaxy Outdoor, the largest manufacturer of custom-built outdoor kitchens and seating bars in the United States and Canada, continues to gain strength in the marketplace. All of the material used in the construction of its islands is made in the United States, and 100% of the products are built in Las Vegas, Nevada. All of its cabinets, bars, and firepits are constructed of 12-gauge, #120 galvanized tubing and welded together. No screws are used in the assembly of the frames. All sections are designed to be bolted together and self-aligned for easy installation. Galaxy offers everything needed to make outside

entertaining an experience that customers love. Given a selection of over 40 different built-in stainless-steel components, customers can incorporate everything that they need for entertaining. Galaxy Outdoor does not charge for custom cutouts for any grills or stainless-steel components (all brands). Designing a custom island is quick and easy. The company’s trained staff assists dealers and customers in drawing out a dream island. Even a pillar or column in the middle of the island does not present a problem for the homeowner. Galaxy Outdoor will

come up with a solution, at no additional charge. If a customer wants a large island of 30 or 40 feet (or more), Galaxy Outdoor can accommodate this by building the island in sections for shipping. The final installation of the island is fast, fun, and easy. Every section of the custom island is designed to fit through standard doorways or gates. Customers will never need cranes to deliver their kitchens.

Galaxy Outdoor’s islands transform ordinary backyards into resortlike retreats.

Galaxy Outdoor also has the best warranty in the industry. There is a lifetime warranty on all built-in stainless-steel components and a 10-year warranty on the galvanized frame and all PermaBase® cement board. Dealer display discounts are available, and there is no minimum order requirement.

AES 2012 Spring Break Is Well Received by Attendees Over 100 people attended the third annual Associated Energy Systems Spring Break on April 26, 2012, in Denver, Colorado. Attendees were treated to a full day of technical and businessbuilding classes. Class topics ranged from gas-valve troubleshooting for intermittent-pilot ignition to how to design and sell outdoor kitchens. When attendees weren’t busy learn-

ing, they were able to visit all the vendors at the on-site trade show. It was an excellent opportunity to see many items that had debuted at HPBExpo in March. Added attractions were the multitude of show special buys and the world-famous Closeout Corral, both of which treated show attendees to some amazing deals that more than made up for the day spent out of the shop.

Linda Moss of Lehrer Fireplace & Patio and

Louie Falco of Enviro (left) and Jason Reale of

Rick Lucas of Graysen Woods

Castlewood Custom Landscape & Design

Pride Family Brands Hires Independent Design Consultant Marcia Blake Pride Family Brands has hired Marcia Blake as an independent design consultant for the award-winning manufacturer of luxury cast-aluminum outdoor furnishings and accessories. Blake currently is the president and creative director of a full-service design company specializing in out- Marcia Blake door environments. Steve Lowsky, president of Pride Family Brands, says, “Marcia’s work within the casual industry is well recognized. We are looking forward to applying her design talents and expertise in the outdoor segment to define further the luxury message of Pride Family Brands within our catalogs and showrooms.” Blake’s responsibilities will include consultation on fabrics across the company’s multiple lines, including the luxury cast-aluminum Castelle® line. Blake also will coordinate and consult on catalog photography, as well as brand and showroom displays. Blake’s expertise will be focused on Pride’s 12,000–squarefoot showroom in the Merchandise Mart in Chicago, Illinois, and its 10,000–square-foot showroom in the company’s Fort Lauderdale, Florida, headquarters. Blake is an eight-year veteran of outdoor-furnishing design and has served on the board of directors for the International Casual Furnishings Association since 2009. “I have long been a fan of Pride Family Brands and its Castelle line and am excited to begin working with the Pride organization in the presentation of its luxury products,” Blake says.

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May/June 2012 Patio & Hearth Products Report

{industry}

American Chiropractic Association Endorses Tropitone’s URComfort Seating Tropitone Furniture Company, Inc., has announced the endorsement of its innovative URComfort™ self-adjusting seating by the American Chiropractic Association (ACA). This endorsement is a first for outdoor casual seating and one of very few for seating in general. Frank Verna, director of consumer sales and business development, says, “We are extremely pleased that the ACA has endorsed Tropitone URComfort seating. The ACA endorsement process is very rigorous. They want to ensure that any product that carries their endorsement label satisfies the high expectations of the buying public. Their reputation is at stake.” The ACA is based in Arlington, Virginia and is the largest professional association in the United States repre-

senting doctors of chiropractic. Its mission is to preserve, protect, improve, and promote chiropractic professionals for the benefit of the patients they serve. The ACA provides leadership in health care and a positive vision for chiropractic’s natural approach to health and wellness. A full line of URComfort cushion and sling seating was introduced in 2011. A patent for the revolutionary URComfort seat-adjustment system has been published by the United States Patent and Trademark Office and is pending final approval. The URComfort seat-adjustment system uses multiple pivot points to allow articulated movement of both the back and the seat. This concept is starting to emerge in such advanced

products as aviation seats. Richard Rivera, Tropitone’s vice president of engineering, says, “We have uniquely applied the multiple-pivot-point idea to the outdoor environment. One of our critical engineering design objectives was to make the articulatedmovement system simple and durable.” URComfort can be adapted to any body size and weight with the simple adjustment of a single knob on each side of the seat. The multiple-pivotpoint seat-adjustment system allows the user to find the most comfortable position without getting out of the chair. The few moving parts are elegantly simple and easy to maintain. Verna says, “One of the unique characteristics of the URComfort system is that it naturally finds your

Tropitone’s URComfort™ system, featuring the Lakeside frame

center of gravity and distributes your weight comfortably. People with or without back pain can easily find a comfortable position. URComfort seating is also offered in a range of firmness levels, from softer cushions to intermediate padded slings or firm slings and duplex slings. We have teamed with the ACA in an effort to communicate these critical benefits better.”

Pelican Reef Wicker Introduces New Panama Jack Outdoor-furniture Collections

A chaise from the Leeward Islands collection

Pelican Reef Wicker, manufacturer and distributor of high-quality casual furnishings since 1983, partnered with Panama Jack, in 2011, to be its outdoorfurniture supplier. This year, it will introduce two new collections at the ICFA Preview Show™ (formerly Casual PreMarket) in Chicago, Illinois, in July. Allen Calzadilla, president of Pelican Reef Wicker, says, “The past five months have been sensational, with the introduction of Panama Jack’s Island Breeze collection. We are so excited to be able to give our existing and new dealers a chance

Galaxy Outdoor Hires Phillip Williams Galaxy Outdoor recently hired Phillip Williams to head marketing activities for the company. With 15 years of experience in the print and advertising industry, Williams brings the company innovative marketing concepts that will help Galaxy Outdoor reach its audience. As CEO of Phillip Williams Vista Grafix, a Nevada large-format–printing company, Williams helped both small retailers and national companies boost their visibility in the marketplace and gain brand exposure through print marketing and creative advertising efforts. With a passion for marketing, Williams understands the needs of retail dealers, as well as how to promote, market, and support the Galaxy Outdoor line of products. Williams will be calling dealers to introduce himself and lend his assistance to the effort of displaying and marketing Galaxy Outdoor’s products in stores across the United States and Canada.

to touch and feel the new Leeward Islands collection and get a peek at the upcoming St. Bart’s collection.” Mayleen Chadwick, vice president of sales, helped design the Panama Jack Leeward Islands outdoor collection. She says, “The Leeward Islands collection has incorporated high-quality teak with woven Viro fiber to refresh the look of traditional teak patio furniture in an entirely new style and direction.” The St. Bart’s collection is made of extruded, powder-coated aluminum woven with a brown pine fiber. The

St. Bart’s and Island Breeze collections can be mixed for container buyers. With the warehoused inventory of Panama Jack Outdoor, anyone can get products placed on the retail sales floor immediately. In addition to the Panama Jack merchandise, Pelican Reef Wicker offers an entire indoor- and outdoor-furniture lineup (as part of a quick-ship program) from its Florida distribution center, along with direct container inventory ready for immediate shipment from the factories.

Cal Spas Launches New UV-light Purifying System

clean and fresh. This exclusive UV-light purifying system effectively destroys microorganisms without off-gassing or releasing harmful chemicals into the air or onto the skin. “At Cal Spas, we are focused on offering innovative products that are good for you and the environment,” Casey Loyd, president, says. “Due to the rising demand for eco-friendly consumer products, we felt it was necessary to launch PureCure in order to satisfy the market of consumers seeking outdoor products that are less harmful to the environment. PureCure brings us one step closer to offering a wide range of products for

Cal Spas, the world leader in luxury home-resort products, has introduced its new UV-light purifying system, PureCure™. The PureCure purifying system is an eco-friendly water-clarity system that successfully purifies water by using the power of natural UV light to kill the bacteria, algae, and viruses often associated with traditional ozone and other water-clarity systems. PureCure’s use results in smooth, silky spa water that leaves bathers feeling

continued on page 71

Patio & Hearth Products Report May/June 2012

Circle Reader Service No. 13

product S P O T L I G H T

what’s in vogue Current trends in outdoor furniture run the gamut, manufacturers’ varied opinions show. by CHERYL DANGEL BARTOLINI

atio & Hearth Products Report asked nine manufacturers of outdoor furniture to describe, in one term, what is trending now. There were nine different responses: deep seating, plushness, comfort, individuality, multiplicity, color safety, change, value, and freshness.

Deep seating: Bob Gaylord, president

of Agio USA (Virginia Beach, Virginia), is sticking with deep seating as his trend choice. “Ten years ago, perhaps 90% of all casual furniture was dining,” he says. “Today, deep seating is probably closer to 40% and growing each year.” People are enjoying deep seating, he adds, because spending time outdoors is all about leisure. Gaylord says, “I’ve long had the opinion that the average meal lasts about 15 minutes, whether taken inside or out, but when people move outside to entertain, read, or relax and chat, that time can average between an hour and two. The choice becomes lounging in a dining chair or deep seating chair.” He continues, “The evolution toward deep seating chat furniture allows for dual use: collections that satisfy the role of sitting together to eat a meal, but—more important—relaxing comfortably.” Deep seating is, indeed, very strong, according to Fred Ilse, president of Outdoor Lifestyle, Inc. (Stanley, North Carolina). He reports, “We have seen an increase in balcony and bar-height dining sales,” as well. Plushness and comfort: Merv Conn,

president of Mallin Casual Furniture (Montebello, California), says of the trend, “It’s plush.” Brenda Pereyda, vice president, adds, “Comfort: The trend continues to be comfortable deep seating.” Individuality: Todd Wingrove, director

of sales for Homecrest Outdoor 14

1 Living (Wadena, Minnesota), says that individuality is the key trend. “Customers who invest with specialty retailers are making a purchase that their entire neighborhood sees; consequently, they don’t want it to look like they got it at the neighborhood big box,” he says. “Individual personalities can be expressed as outdoor space is defined to match consumers’ tastes, use, and lifestyles.” Tim Le Roy, president of Peak Season Inc. (Irondale, Alabama), echoes the fact that customization is a trend. “Customers want to make their outdoor spaces truly their own, and in that individual design process, they are very open to customizing their spaces personally,” he explains, using a mixture of furniture characteristics. Virginia Hamilton, vice president and business-development manager for Outdoor Lifestyle, agrees that personalization is a priority for consumers. Fabrics are one way to achieve

Patio & Hearth Products Report May/June 2012

the individual look that they are seeking. She says, “After making an investment in an outdoor set, consumers still appreciate the ability to change the overall look of the set (and their outdoor decor) by incorporating fabrics with bold color schemes and interesting patterns. Although many consumers love the design of their furniture, they like to incorporate their own personal style into the furniture through the use of fabrics.” Multiplicity: According to Terri Lee

Rogers, president of OW Lee Company, Inc. (Ontario, California), the trend is “Multitudinous: As the outdoor-living room becomes more of a mainstay, a multitude of trends will develop,” she says. “For example, contemporary and traditional are now on the opposite ends of a wide spectrum of trends, as opposed to being the two biggest trends. Consumers want to see outdoor furniture fit their specific

style, much as interior furniture does. The industry has come a long way in the past 10 to 15 years, in this aspect, and I only see this continuing.” Color safety: Mark Bottemiller, nation-

al sales manager for Ebel Inc. ( Jacksonville, Florida), says that safe colors are the trend. “Browns and neutrals are still the colors that get the best turn on the retail floors, but consumers are starting to branch out and get a bit more daring with pillows and accessories,” he explains. He continues, “We are offering a great pillow program for our retailers so that they can accessorize their showrooms with the splashes of color that draw the consumer’s eye and interest. Consumers don’t tend to want a tango tangerine set of furniture, but a nice, earthy brown or gray—with a bright burst of color on the throw pillows—is really grabbing attention in the market.”

4 Rogers agrees. She says, “We have noticed bold and bright colors paired with warm and safe solids, such as vibrant blues with nutmeg or bright pinks with brown.” While the consensus is that earth tones continue to dominate, grays and denims are gaining popularity, Wingrove suggests. He adds two other colors to the mix. “Plum has 7 added some fun for this season, and tangerine is one of our colors for the near future,” he says. Gaylord notes, “In fabric, greens are making a comeback, in many variations. Gray is now an important neutral; the reds and the rust–red colors also continue to play a major role.” Tom Murray, president of NorthCape International (Bedford Park, Illinois), notes that weathered teak and driftwood are popular frame colors, with fabrics trending toward wheat, light yellow, spa shades, and red. Change: Frank Verna, director of consumer sales and business

development for Tropitone Furniture Company, Inc. (Irvine,

6 California), suggests that change is afoot. He says, “The way consumers buy products is changing in all industries, and ours is no different. Many dealers are focused on enhancing the shopping experience for the customer.” He continues, “One way they are doing this is through adding digital merchandising and Internet portals on the floor, allowing consumers and salespeople to use manufacturers’ websites as electronic catalogs. This makes the sales process more interactive because consumers can get a vision of what their furniture could look like in a multitude of finishes and fabrics, right on the screen in front of them.” Another way that business is changing is through the use of tablet computers in stores. Verna reports, “This not only

1. Agio’s Del Sol deep seating 2. Mallin’s Messina deep seating 3. Peak Season’s Westwood seating 4. The Vista collection by OW Lee; foreground: new Vista Spa chaises; background: Vista deep seating with a Cypress firepit; umbrellas courtesy of Treasure Garden 5. Homecrest Outdoor Living’s Wescott 6. Ebel’s Dreux collection offers a daybed option. 7. Outdoor Lifestyle’s Ballantyne seating

May/June 2012 Patio & Hearth Products Report

product S P O T L I G H T enhances the shopping experience, but also allows for clearer communication from the factory to the stores and salespeople. The iPad can store price lists, as well working as an electronic catalog; this makes the sales process more efficient because the salesperson no longer has to leave the customer to get a price book or a catalog. All of the information needed is right in front of him or her.” Value: The trend, Ilse says, is

“Value: Consumers are faced with an economic time in which they are trying to get NorthCape International’s Bainbridge seating more bang for their bucks; therefore, they are cognizant that they must weigh the benefits (dura- buying is worth what they are spendbility, functionality, and sustainability) ing. That said, I think that there are against the cost. Having said that, value retailers and manufacturers out there doesn’t only mean cost, since often, the who are confusing value with cheaplower the cost, the lower the quality; ness. There is ample opportunity in the value is the overall benefit that is permarketplace for more premium goods ceived by the consumer.” that carry a higher level of design and Wingrove says, “People will spend, better quality.” but they are more cautious and want to Le Roy says, “The economy and be convinced that their selection will value are no longer trends; they have last for years to come. Customers want become (and will remain) customer to know their investment will last with expectations. The value equation in minimal care.” As an example, he cites now woven into the very fabric of Homecrest Outdoor Living’s Bungalow today’s consumer, just as we are, simicollection, which features a slipcover larly, dealing with the most informed that fits over an aluminum frame. It is consumer in the history of retail—with impervious to the elements, with water- the Internet and the almost instantaproof ticking that protects the cushion. neous trends that are now part of The cover can be easily removed and is everyone’s marketplace.” machine washable. Rogers says, “I think that today’s con- Freshness: The trend term, Murray says, is “Fresh: Dealers and end users are sumers are very interested in creating a looking for something fresh—someplace in their homes that is safe and thing new, with clean lines, that is relaxing. Purchasing products for that interesting and exciting (to a point). It’s outdoor oasis that are not disposable— not the same old thing, but not too and that will generate years of use—is over the top, either. Freshness has its even more important because, for the limits.” Keeping product introductions most part, people will not be selling fresh (within limits) is no easy feat, but their homes in the near future. They manufacturers are doing their best. want to enhance their day-to-day living experience in the homes they have.” Gaylord says, “Value will always sell, INCREASING SALES At Agio, business is up about 15%, but it really comes down to each retailoverall, from last year; the company er’s own particular customer base and could finish 20% above 2011, “if we what those customers want. As the can fill the reorders on a timely basis,” economy improves, and as consumer Gaylord clarifies. The company’s confidence improves, price points will hottest new collection for 2012 is the go up: All retailers have to gauge for Balmoral Alumicast® collection, with themselves when they think their cusa porcelain grouted top. Cast furniture, tomers are at that point.” although normally traditional in Bottemiller adds, “Consumers want styling, is still a huge part of the busito know that the product that they are 16

Patio & Hearth Products Report May/June 2012

ness. In addition, “Gas firepit chat sets are one of our biggest growth categories and are selling beyond our expectations,” Gaylord reports. Ebel is also enjoying very nice increases this season, according to Bottemiller. He says, “We are really working on being responsive to the market. Ebel’s introductions are taking advantage of large, natural-looking weaves and are working with the colors that are very popular on the retail floors.” He adds, “The ability for the retailer to be able to turn our product well is key. Since we are manufacturing all of our own cushions now, we also are able to offer a selection of fabrics that is a great combination of design, color, and retailability.” At Homecrest Outdoor Living, “The beautiful weather has spawned early sold orders, as well as enticing some retailers to release early buys. Subsequently, we have seen an increase in sales over last year,” Wingrove reports. Firepits are everywhere, and Homecrest Outdoor Living is there. The company introduced a universal firepit available in chat, dining, and balcony heights. The base of this firepit is unique in that it is surrounded by a decorative sling fabric of the customer’s choice, covering the unsightly propane tank. “Pair the balcony-height firepit table with our swivel rocking balcony stools, and a customer has the only stool in the industry with full range of motion around a firepit that is personalized perfectly with the chairs it supports,” Wingrove says. New products include Homecrest Outdoor Living’s faux-leather tables,

which use the same square stock and hammered edge as its Legendary dining collection (introduced in 2011). The Legendary group has been expanded to include deep seating. Homecrest Outdoor Living’s Mirage is a high-back dining collection with the same extrusion as the company’s popular Airo2 collection. The clean, sleek lines look great with regular slings or with the unique padded sling, which features enhanced stitching following the frame’s outline. Homecrest Outdoor Living also has expanded its table offerings with a new Dockside aluminum-slat collection that includes functional benches and the Windgate cast-aluminum table. Both collections are available in dining, balcony, and occasional sizes. Mallin Casual Furniture also reports that business is slightly up this year. It is too soon to talk about new products set for introduction, Conn suggests, but Pereyda adds that business has increased in 2012 and will be even stronger in 2013—hinting at good things to come. Murray reports that at NorthCape International, sales are up 18.5% for the season, so far. “Dealers are willing to venture a bit further away from safeonly items this season,” he says. The emphasis is on accessories, expanding collections by adding pieces that are designed for comfort: “We call them husbands’ chairs,” Murray says. Also new are more upholstery on the frames, downplaying the scale and scope of the frames, and more relaxed, deeper seating (with a lower-profile design, overall). Compared with 2011’s results, sales

Circle Reader Service No. 17

product S P O T L I G H T

2 are “better in both actual numbers and in overall retailer and consumer attitude and outlook,” Le Roy reports. “We are doing well with our more eclectic, freeform groups, which allow for the individual customization of an individual consumer’s space to fit his or her own needs and decorating preferences.” Peak Season’s Westwood dining combines all-weather outdoor wicker with a handgrained, fully welded aluminum frame that blends form and function in an outdoor space. “It allows consumers to decorate their outdoor spaces with a touch of an eclectic direction that they have fully embraced inside their homes,” Le Roy notes. The Lakeview collection draws its inspiration from vintage rockers handwoven of real wicker and rattan. The look is similar to what you would be likely to

™

1. Tropitone’s URComfort

is available in sling,

padded sling, duplex, and cushion styles in both the Montreux and Lakeside collections (shown: Montreux cushion chairs). ™

2. Tropitone’s URComfort , shown in Lakeside sling, features articulated motion that allows both seat and back to move to find your most comfortable position.

find, Le Roy says, “on a trip to the local antique store.” While offering the charm and nostalgia of the past, Lakeview also features the versatility of today’s use of all-weather wicker. Rogers reports that business, this season (to date), is on par with last year’s level. She says, “New orders, however, have been coming in earlier and stronger than in 2011, so we are optimistic that 2012 will be a good year for our industry.” The focus at OW Lee has been on expanding its firepit program, offering new sizes and new tabletop materials. The company is also working to add four new collections in 2013, including two iron groups and two aluminum groups. “This is a big undertaking for us, but we feel that we have a competitive edge in that we are domestically produced, which gives us an advantage in filling special orders,” Rogers says. Outdoor Lifestyle added a substantial number of new dealers to its distribution network this year, which “has increased our overall business and presence in the retail market,” Hamilton states. “Dealers have become more cognizant of product quality and have realized that their overall costs are increased by selling inferior products. Dealers understand the adage that the pain of poor quality and service is remembered long after the joy of low price is forgotten.” Outdoor Lifestyle’s Ballantyne collection includes dining and lounging pieces

Patio & Hearth Products Report May/June 2012

that can be combined with 54-inch dining or coffee tables, as well as a 100-inch elliptical dining table. “The Ballantyne collection, combined with the expansion of our Baswick table line and the addition of our new Complements collection, makes 2012 extremely exciting,” Hamilton says. 1 Verna reports, “We are expecting a great season. Dealers in many parts of the country are enjoying the early start to the season.” His optimism is due, in part, to excitement about Tropitone’s URComfort™ collections. They feature articulated motion that allows both seat and back to move (to find your most comfortable position) and are available in sling, padded sling, duplex, and cushion styles, in both Montreux and Lakeside collections. THE ECONOMY’S ROLE With the economy looking up, manufacturers are optimistic about the coming year; however, Gaylord says, the economy (especially the lack of movement in the housing industry) is still a big factor, in terms of overall growth. “That is what gives me so much hope. Our industry is doing well, in spite of the economy and in spite of the housing market. It means that our industry is coming of age,” he explains. “Outdoor casual furniture is not the most important purchase in hard economic times, but the number-three room that women want to decorate today is outdoors. That’s huge. Outdoor decor wasn’t on people’s radar 20 years ago.” Ilse says, “Dealers are still cautious, and they are choosing products that are tried and tested (and that they know will sell). Many are hesitant about incorporating a large number of new products on their floors.” While caution appears to be key in approaching the coming months, Verna is fairly optimistic, suggesting that the economy will not have as much impact on sales this year as it did in 2011. He says, “The high-end customers are the consumer segment with discretionary

income, and they are spending right now.” Gaylord adds, “The outdoor category will continue to outsell indoor products as customers remain in homes for longer periods of time; they will spend disposable income on upgrading their homes with bigger and better outdoor-living spaces.” THE DEALER’S ROLE While optimism is prevalent, manufacturers agree that some dealers will be more successful than others. “Considering the economic times, we do not expect a large amount of growth within the specialty industry,” Ilse says. “We do realize, however, that successful specialty retailers who provide their customers with excellent customer service and products will continue to survive and thrive.” Bottemiller says, “There will be continued opportunities for manufacturers—and increasing competition for our retailers—as more and more traditional indoor-furniture stores expand their market reach by entering the category. The big boxes will continue to be very prevalent players in the segment, but the future for the independent specialty retailer is bright as consumers step up, in quality and design, from where they have been in the past few years.” As Verna explains it, “The most successful dealers will be those who clearly define their target markets, commit to marketing to that consumer segment, and then provide customers with the shopping experience that they demand. Specialty retailers are realizing that they cannot be all things to all people.” Then, too, remember that the channels are changing. “Furniture stores and the Internet are playing a larger role in retailing,” Murray says. UNLIMITED POTENTIAL Looking ahead, manufacturers forecast that sales will only get better. As consumers truly embrace the outdoor space as an extension of the home, “The resulting way that we think about, decorate, and furnish that space opens up a multitude of growth possibilities, for both the dealers and the manufacturers. We allow them to create a space to enjoy their friends, or to find again that feeling of a perfect, barefoot spring day,” Le Roy says. “The outlook is excellent,” Bottemiller says. “With an incredibly mild winter and very early spring throughout much of the country, business is already booming.”

Circle Reader Service No. 19

marketing M A N E U V E R S

This regional chain understands that its stores’ greatest assets are its customers.

A Friendly Giant w

ith eight locations in the central United States and a wide offering of family-fun products for inside and outside the home (at low prices, and with most products in stock), Family Leisure certainly falls into the chainretailer category. With a companywide goal of offering high-quality products and exceptional customer service before, during, and after the sale at each of its showrooms, however, Family Leisure

Top: Family Leisure’s 200,000–square-foot Indianapolis showroom, built in 2004, features a New Orleans–inspired interior design. Above: Malachi Chapman

also has the qualities that consumers expect from a specialty retailer. Certainly, Family Leisure has a unique accomplishment to its credit: bridging the gap between the mass merchant and specialty dealer—while becoming one of the largest retailers of home-recreation products in the nation. Family Leisure began in 1967 in Cincinnati, Ohio, as a vending-machine distributor. In 1969, founder William Watson began selling swimming pools, and his company, known as J.J. Pool City, grew to become Cincinnati’s largest swimming-pool store. In the mid1970s, the company changed its name to Watson’s, as more products were added to the store’s lineup. Andy Prefontaine, who had worked with William Watson since the 1970s, opened the first Indianapolis, Indiana, location in 1985. In 2009, Watson’s changed its name to Family Leisure to reflect its expansion into offering a wide range of indoor and outdoor products (and to communicate its message more clearly, as it launched a new website and entered into online sales). Family Leisure is still affiliated with a chain of Watson’s stores (which are under separate ownership) scattered throughout the Midwest; the two companies buy together, but do not operate in the same cities. Today, Family Leisure offers a remarkable range of products for the home, including patio furniture, outdoor fireplaces, firepits, grill islands, pergolas, above-ground pools, pool supplies, spas, hot tubs, tanning beds, billiard tables, other game tables, bars, barstools, home-theater seating, play gyms, and trampolines. Family Leisure is owned and operat-

Patio & Hearth Products Report May/June 2012

by KIMBERLY RODGERS

ed by Kevin Prefontaine, president, and Andy Prefontaine, chief operating officer. Corporate headquarters are in Indianapolis and showrooms (independently owned and operated as franchises) are located in Nashville and Memphis, Tennessee; San Antonio, Texas; Olathe, Kansas; Lakeville, Minnesota; North Little Rock, Arkansas; Oklahoma City, Oklahoma; and Indianapolis. NEW ORLEANS IN INDIANAPOLIS Since 1969, Family Leisure has had a retail presence in Indianapolis, and in 2004, the company built a new 200,000–square-foot showroom patterned after the French Quarter of New Orleans, Louisiana. “Our building is truly one of a kind,” Malachi Chapman, casual-furniture buyer, says. The store’s interior reflects the unique architecture of the French Quarter, including backdrops of twostory buildings (painted in a whimsical color palette) with scrolled wroughtiron balconies. “From the stamped-concrete floors to the beautiful New Orleans theme and all the fun products we sell, I can personally say I feel blessed to work in such a great atmosphere,” Chapman adds. Among the store’s many product categories, patio furniture has represented the biggest area of growth. “Even through the economic downturn, we saw continued expansion in patio furniture—better than we could have dreamed. It is now, by far, our largest category, and half of our showroom is dedicated to outdoor living,” Chapman says. Cast aluminum is currently the most

photography by LARRY GINDHART

popular material with customers. “It offers beautiful and intricate designs and has a reputation as a durable and lowmaintenance product,” Chapman says. Another growth category is polyethylene-lumber furniture. “While it is limited on style and design, compared with cast aluminum, its popularity comes from being completely maintenance free—and it is still mostly made in the United States, which is becoming an increasingly popular question asked by customers in today’s market,” he adds. In addition to seeing a surge in casual-furniture sales, Chapman reports that the popularity of other outdoor-living products (including outdoor fireplaces, firepits, and outdoor kitchens) has also exploded for the company. “With the average home being around 200 square feet smaller, in the past few years, customers are looking out their back doors to expand their living spaces,” he says. “What makes Family Leisure a step above the rest is having superior outdoor products and professional installers with years of experience and a can-do attitude.” Even as Family Leisure strives to offer customers low prices on all its products, the company does not forgo quality. The company’s strong relationships with its suppliers, built up over 40 years, enable the retailer to provide high-end products at competitive prices. The company offers more than 30 top-name casual-furniture brands, including Hanamint, Gensun, Tropitone, Summer Classics, Telescope Casual, Cast Classics, Woodard, Homecrest, and Lane Venture. Along with quality, providing exceptional customer service is key to the

Eventually, she will want to look at a menu.

Circle Reader Service No. 21

www.tropitone.com

marketing M A N E U V E R S retailer’s overall success. “From our fivestar–rated in-house service department to our professional sales staff, we pride ourselves on truly caring for our customers,” Chapman says. “Our best source of advertising is customer referrals.” ONLINE SUCCESS In 2009, Family Leisure began online sales, offering its range of products to customers throughout the country through its website (www.familyleisure.com). Internet sales proved to be a remarkable success for the company, as it experienced a 400% increase in revenue in 2010 over 2009. In 2012, Family Leisure created a separate business, FamilyLeisure.com, Inc., solely to handle online transactions. The new entity, headed by Noah Williams, vice president, is based in Indianapolis. Online customers can expect the same high-quality service and products that store visitors receive, with a dedicated sales staff and a new warehouse to offer quick delivery of in-stock orders to cus-

tomers around the country. “Our Internet sales have had astounding growth,” Chapman says. “Our president had a great vision, some years back, and it has just been simply amazing to watch the business grow, with the help of Williams. Not only are online sales another obvious source of revenue, but they have made our brick-and-mortar stores Family Leisure offers a wide range of indoor and outdoor recreational products and furnishings for the home. stronger and more efficient, and have strengthened our market share across the nation.” Chapman says that the main form of Since its name change, the company’s From 1994 until its 2009 name advertising for the Indianapolis showtag line has been Where Fun and Family change, Watson’s was famous for its televi- room is television. Social media— Come Together! It’s this message that sion commercials featuring the Watson’s including Twitter and Facebook, along now plays prominently in all the compagirl, Jennifer Eichler, who often ended with informative blogs and support ny’s advertising. Chapman says, “We spots with the tag line That’s Watson’s! videos (on a variety of topics, such as want to create brand awareness and let Today, each Family Leisure store directs how to buy a patio table)—are also people know everything we carry. its own marketing and advertising in its important in spreading awareness of the People are shocked when they come into individual market. Family Leisure brand. our store.”

A Success Story The Catalina collection is a popular seller for Patio Renaissance.

is produced in the company’s

application. “Innovation is stressed

matter how good your product is if

500,000–square-foot manu-

at Patio Renaissance. Our design

a company does not have a good

facturing plant in China. Albert

team develops new furniture col-

sales force to support it,” DiBello

Lord, vice president of mar-

lections each year that are right on

says.

keting for Sunlord Leisure

target with what consumers are

Products, splits his time

looking for—bringing the indoor

vides valuable opinions from spe-

between California and China,

look to the outside, with comfort

cialty retailers to Lord, who is very

and durability,” DiBello says.

receptive to hearing all comments

directly overseeing all production

In spite of a struggling economy, Patio Renaissance (Rancho

also contributed to our solid growth,” she says.

by KIMBERLY RODGERS

and design at the factory. Even with a state-of-the-art

The Catalina collection is cur-

The sales force regularly pro-

and suggestions. “The sales team

rently a big seller for the company.

provides feedback—both good and constructive,” DiBello adds.

plant and machinery, many com-

This deep seating group in all-

achieved remarkable growth since it

the market for affordable luxury for

ponents of Patio Renaissance fur-

weather wicker features a large

was first launched, in 2006, by its

the outdoor room, with over 20 dif-

niture are still handmade by skilled

weave, with natural-looking fibers

staycations are also sure to grow in

parent company, Sunlord Leisure

ferent casual-furniture groups manu-

craftspeople. DiBello says, “Our

that are textured in shape and var-

popularity. “I think economic trends

Products—a business that has been

factured in all-weather wicker, cast

furniture typically weighs 10% to

ied in color. It comes in a number of

will continue to support this idea,”

producing high-quality outdoor

aluminum, tubular aluminum, and

30% more than our competitors’

different finishes to complement

DiBello says. “Furniture scales are

products since 1983. Andrea

wrought aluminum. Many collections

because quality is never sacrificed

any outdoor-room decor. “The drift-

getting larger for better comfort,

DiBello, East Coast manager for

include sofas, chairs, ottomans,

for cost. Our cushions have the

wood finish seems to be what is

fabric colors are brighter and more

Patio Renaissance, believes that the

rockers, and dining and side tables.

extra details, some of which may

hot, not only with our company, but

fashion forward, and raw materials

company’s growth is driven by its

“All materials used in our products

not be visible, but certainly con-

throughout the industry. It has the

are more durable—all of which sup-

vertical management structure,

are carefully selected and tested to

tribute to longevity, such as serg-

weathered look of teak, which

port the idea of extending living

which allows the company to remain

make sure they can withstand the

ing all cut panels to prevent fabric

works well with a broad range of

areas to the outdoors.”

flexible in responding to changing

harshest weather,” DiBello says.

fraying inside the cushion.” Patio

fabric colors, from neutrals to

Renaissance also uses a water-

brights,” DiBello says.

Cucamonga, California), has

market conditions and trends.

Patio Renaissance has defined

Operations in the United States,

The company’s sales force,

As gas prices continue to rise,

Patio Renaissance has showroom space on the 16th floor at the Merchandise Mart in Chicago,

including sales and distribution, are

resistant, insoluble liner that pro-

dards and designs, our value pricing

run from a 40,000–square-foot ware-

tects the inner core of the cushion

under the direction of Mike

Illinois, and its products are distrib-

is a strong advantage. Our vertical

house and office space in southern

from water saturation.

Anzelde, national sales manager, is

uted through specialty retailers and

structure allows us to offer products

California. A second location in

another huge plus. “Patio

interior designers throughout the

made with the best raw materials at

Charlotte, North Carolina, was

traditional to contemporary, with

Renaissance has one of the best

United States and Canada. For

lower prices than competing manu-

added in April 2012 as a sewing

19 woven finishes and 15 frame

sales teams in the industry. It is the

more information, call (866) 690-

facturers. Attention to detail and,

facility and warehouse to serve cus-

finishes that work beautifully for

face of our company and a direct

5673 or visit www.patiorenais-

most certainly, our sales force have

tomers on the East Coast. Furniture

any residential or commercial

link to our customers. It doesn’t

sance.com.

“Along with our high quality stan-

Patio & Hearth Products Report May/June 2012

Furniture designs range from

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hearth R E TA I L E R

All in the Family Family-run NYC Fireplaces & Outdoor Kitchens is the hottest place to go for hearth products in the Big Apple. by SHARON SANDERS

photography by RONNYMILLS STUDIOS

ousins Salvatore Alesci, Peter Alesci, and Sal Finocchiaro have done almost everything together since they were kids (in Queens, New York). As adults, they have taken advantage of that closeknit relationship to build a business together, as an offshoot of the family’s 30–year-old construction company. In 2010, the ambitious trio started NYC Fireplaces & Outdoor Kitchens in Maspeth, New York, a few blocks from the neighborhood where they grew up; after just 24 months in business, the store is already grabbing its share of the New York hearth market, which was in serious need of a bright spark. The cousins say that they have always thought that they would go into business together at some point, so when the opportunity arose to start a fireplace shop, they didn’t hesitate to make it happen. “My uncle’s construction company was building a house in upstate New York, and it needed some fireplaces. There really weren’t many stores in the area that could supply us with what we needed,”

Finocchiaro explains. LIGHTING THE FIRE A few months later, the cousins converted some extra office space at the construction company into an upscale fireplace showroom, complete with hearth products from some of the most respected vendors in the industry: Enviro, Travis Industries, Napoleon, Heatilator, Majestic, Vermont Castings, Town & Country, Dimplex, and Modern Flames. From the beginning, they knew that the focus of the business would be on not just products, but hearth design and service as well. “We see it as an advantage that our shop hasn’t been around for decades because we aren’t set in our ways. We have geared our business to reach today’s generation of hearth customers,” Finocchiaro says. Being close to Manhattan, the store draws apartment/condominium dwellers looking for contemporary designs or electric fireplaces, as well as wealthy New Yorkers (with spacious summer homes in the Hamptons) who want some-

Patio & Hearth Products Report May/June 2012

thing more traditional. Finocchiaro is surprised that the fireplace world is a new one to so many people. “We have come to understand that fireplaces are still very much an afterthought and find that much of our job is just educating people about all the options that are available,” he says. “They think a fireplace is just a fireplace and don’t know that there are dozens of different manufacturers—and within those manufacturers’ lines there are different sizes, styles, and surrounds.” The store’s design services have set it apart, from the beginning, because

many competitors in the area don’t offer them—or don’t make them available at the same level that NYC Fireplaces & Outdoor Kitchens does. Finocchiaro uses computer-aided

From left: Anthony Mendola, Salvatore Finocchiaro, Peter Alesci, Sarah Toth, and Salvatore Alesci The high-tech showroom of NYC Fireplaces & Outdoor Kitchens, which opened in 2010, was created to inspire and educate today’s generation of hearth buyers.

grounded in tradition

forged with

innovation The glow of a rich past is reﬂected in a bright future. The Vermont Castings name has long been associated with iconic wood burning stoves. We’ve taken our heritage of quality craftsmanship and performance innovation to a broader product line, including a stunning collection of distinctive new ﬁreplaces and inserts that are destined to become tomorrow’s icons.

Learn more at vermontcastings.com

Circle Reader Service No. 25

hearth R E TA I L E R

Seamless Service

by SHARON SANDERS

For specialty hearth retailers,

(there is no drilling), and the liner

butt-welded seams that

attention to detail is a top priority in

system itself is more affordable.

seal in gases and moisture

the installation, service, and mainte-

“This product is what really put

completely, in addition to

nance of fireplaces and stoves. With

us on the map,” Kozlansky says,

keeping the

a chimney-supply

Top: Olympia’s custom shop makes

this in mind, former chimney sweep

adding that it wasn’t long before the

pipe perfectly

company that was

hearth products to its customers’

Will Kozlansky founded Olympia

company’s competitors began mak-

round to

committed to cus-

specifications.

Chimney Supply Inc., in 1999, in an

ing the same system (which has

guarantee an

tomer service. “It was

effort to give retailers and installers

since become an industry standard).

exact fit,

seriously one of my

Bottom: Olympia’s Ventis® double-wall

chimney products that they could

“I think it proved that we were seri-

every time.

motivators for starting

black stovepipe features its exclusive

trust—at a fair price.

ous about what we’re doing,” he

All

this business. There is

Thermal Web design, which creates a

says. The company went on to

Olympia

nothing worse than

free airflow and a cooler outer pipe.

develop several more innovative products, including its Ventis®

Chimney

buying a product and

know their world,” Kozlansky

Supply prod-

not getting any sup-

explains. The company (based in

fume-free, smoke-free, single-wall

ucts are

port,” he says.

Scranton, Pennsylvania) has

black stovepipe, which makes it

made in the

become much more than a supplier.

possible to install a stove anywhere

company’s 225,000–square-foot

Supply specializes in offering techni-

all the company’s products. “We

It is an industry pioneer that is mak-

in a house.

manufacturing facility in

cal advice, and it always has experts

take service very seriously,” Kozlansky adds.

“I was an installer in New Jersey and Pennsylvania for 13 years, so I

Olympia Chimney

also have a thorough knowledge of

Scranton. Kozlansky explains

available to answer questions, by

build a masonry chimney, and the

that because the company man-

phone, about anything from putting

As Olympia Chimney Supply

Chimney Supply are great products,

Ventis stovepipe solves that prob-

ufactures and sells all of its

in a wood burner to installing a liner.

heads into its 14th year of business,

great prices, and great service.

lem,” Kozlansky says. He adds that

products directly, it is able to

“If chimney sweeps are having diffi-

it continues to build its reputation in

From the beginning, the company

it has an exclusive, patented Gap

offer the best prices. It also

culty in the middle of an installation,

the industry by looking for better

was out to set itself apart from its

Collar™, as well as unique slip-con-

offers a forever warranty that is

all they have to do is pick up the

ways to support its customers—and

competitors. In 2000, after just one

nector lengths that make installation

transferable to the next home-

phone and call our technical-assis-

by developing new chimney prod-

year in business, it developed the

easy and professional.

owner, with no time limit—unlike

tance line. We want to help them

ucts that meet their needs. For 2012,

ing its mark, in more ways than one. The foundations of Olympia

“It isn’t always cost effective to

Quick Connect system, which revo-

Olympia Chimney Supply is

the typical lifetime warranty,

through the process, not just sell a

the company is getting ready to

lutionized the way that chimney lin-

known as the chimney-lining head-

which varies in meaning from

product,” Kozlansky says.

introduce a new pellet-vent system,

ers are installed.

quarters for its full range of stain-

state to state and contains a lot

less-steel chimney-lining products.

of small print.

Instead of the standard four pieces, the liner system consists of

Its Forever Flex liner system fea-

only two pieces, and they can be

tures the Quick Connect system;

fastened to a chimney with hose

Armor Flex is perfect for jobs that

clamps, instead of screws. This

require heavy-duty flexible pipe;

was a chimney sweep and installer,

makes installation quick and simple

and Rhino Rigid features smooth,

how important it was to work with

design to create 3D drawings for customers who are interested in designing custom hearths or outdoor kitchens. He first sits down with clients to get a feel for what they want; then, he takes a few days to draw up some options. “If I’m doing an outdoor kitchen, I typically come up with several layouts, with different equipment, because each brand fits in a space differently and varies in price range,” he says. The store carries outdoor-kitchen equipment from Viking, Fire Magic, American Outdoor Grill, and Bull Outdoor Products. Finocchiaro adds that because the business has a construction arm, it can build almost any outdoor kitchen that customers want. Indoor fireplaces are usually part of existing construction plans, and homeowners stop by the store to select fireplaces for jobs in progress. “Since we come from a construction background, we work well with home builders. It makes our customers feel comfortable that we can help them communicate with their contractors,” he says. The store also offers a variety of fireplace-related consultation services, including historic fireplace evaluation and restoration planning, chimney and flue-system design services, solutions for smoky or inefficient fireplaces, chimney construction and relining, site surveys, and technical advice. 26

Patio & Hearth Products Report May/June 2012

Every phone representative is certified by the Chimney Safety Institute of America, and the compa-

A PARTNER IN BUSINESS Kozlansky remembers, when he

and it has plans to offer a Quick Connect gas-vent system for 2013. Kozlansky says, “Olympia

ny is in the process of maintaining

Chimney Supply’s number-one focus

representatives’ National Fireplace

is serving the customer. Our tagline

Institute certifications as well.

is Your Partner in the Business. We

Customer-service staff members

truly feel that is what we are.”

BUILDING A CUSTOMER BASE For NYC Fireplaces & Outdoor Kitchens, customer referrals (from homeowners and contractors) have been the primary way that it has built its initial customer base. “We are not in a high-traffic location, so we can’t rely on walk-in business,” Finocchiaro explains. The store has also invested in a website (www.nycfire places.com) and is highly committed to newspaper advertising. “I know many business owners shy away from advertising in the newspaper because everything seems to be online, but it has worked for us. Newspapers are very ingrained in New York culture. New Yorkers want to sit down in the morning with a cup of coffee and read a newspaper,” Finocchiaro says. The ads typically drive people to the store’s website to view the product options in its online gallery. They will stop by the store after seeing something that interests them on the website. Finocchiaro says that once people walk through the doors, they are amazed at what they see, but they typically won’t buy a fireplace on the first visit. They need to take some time to absorb all of the information, to go home and discuss it, to review the options, and then to come back and make the purchase. “We are very persistent when it comes to follow-up;

otherwise, people will choose to wait on purchases. We do follow-up phone calls to see if we can answer any questions and to urge people to come back for a second look or to make a purchase,” he explains. Going forward, NYC Fireplaces & Outdoor Kitchens sees its outdoor business as a huge area of opportunity, as it becomes more established in the community. “Once we get people in here and show them all the possibilities for outdoor entertaining and relaxing, they get excited,” Finocchiaro says. He adds that it doesn’t hurt that companies such as Viking are investing a lot of money in advertising, which boosts interest from consumers. He says, “It is my hope that hearth products will become more visible in the media and on do-it-yourself networks like HGTV. The industry is still relatively small, with very little brand recognition, and it would make it so much easier for hearth dealers if products got more exposure.” The possibilities for NYC Fireplaces & Outdoor Kitchens are wide open, as the company begins its journey as a fledgling New York hearth retailer. Finocchiaro says, “We’ve only been around two years, yet we have learned so much already. We still have lots of room to grow—and a whole world to show our customers.”

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w w w . e m p i r e c o m f o r t . c o m Circle Reader Service No. 27

outdoor G R I L L I N G

Encore Careers Switching to the retail field brings countless rewards to a Florida couple. by KIMBERLY RODGERS

photography by SHELLI YARBROUGH

usan Kiley and Wayne Paul both had careers in the corporate world before the husband–wife team switched gears and entered the retail arena. They were representing a casual-furniture line when they were approached by one of their customers with an unexpected opportunity. “They came to us and suggested we buy them out,” Kiley says. She and Paul initially hesitated at the offer. “We told them we were not retailers, but they thought we would be good at it. That’s when we decided it might be a great time for a life change, so we did it,” she adds. That decision has been a good one, as Kiley and Paul recently celebrated their eighth anniversary as the owners of Bay Breeze Patio, an outdoor-lifestyle store located in the Florida Panhandle community of Destin. “We became retailers overnight, but the reality is that this is

the greatest job in the world. I think I was born to do this,” Kiley says. Since they bought Bay Breeze Patio, Kiley and Paul have made some significant changes to the business. The previous owners stocked a lot of patio furniture, especially direct imports, but did not create much brand awareness. After a couple of years, Kiley and Paul began to shift away from that business model. “We now stock and advertise that we carry most of the big casual-furniture brands out there because that is what our customers want,” Kiley says. Since Destin is a resort community and a huge second-home market, many shoppers come into the store well educated and sophisticated about brands. “Most of our customers already have very good patio furniture in their primary homes, so they know what they are looking for when they come into our

store,” Kiley says. The casual lines that Bay Breeze Patio carries include Lane Venture, Brown Jordan, Lloyd/Flanders, Windham Castings, Windward, Winston, Tropitone, Breezesta, and Seaside Casual. In 2008, grills were added to the category lineup. “We began selling grills because it was just an extension of our business. We were already supplying furniture for the outside of the home, so we decided we would offer the rest to complete the outdoor space,” Kiley says. “We love to cook, so it was a natural tie-in.” The company started with grills from DCS, eventually adding products from Big Green Egg, Broilmaster, Traeger, Fire Magic, Memphis Grill, True Manufacturing, and Danver. Due to the harsh conditions—especially high humidity and salt—of the Florida coast, Bay Breeze Patio sells only premium products in all its categories. “I will not bring anything in our store that will not hold up to the elements,” Kiley says. “Even the top grill is battling the elements to withstand this kind of environment, so we have to have the very best.” OUTDOOR LIVING Along with selling all the necessary components, Bay Breeze Patio also helps customers design their outdoor kitchens. “We always start with the customer’s space and budget to create a design that makes the most out of their outdoor-living room,” Kiley says. She adds that it is also important to ask customers what they can’t live without; she explains, “Often, people try to put 12 different appliances in a 10-foot

Patio & Hearth Products Report May/June 2012

space, and it is just not possible. We help them figure out what particular pieces they most want and will use. Many people need the help in planning, and it’s important to have someone come in from the practical side. I want our customers to get more bang for their bucks—and save money, too.” Bay Breeze Patio does not construct outdoor kitchens, but it works with customers every step of the way, throughout the building process—even making onsite visits. While the furniture side of the business still generates more revenue, the outdoor-kitchen category is growing. Kiley believes that this is because food and home entertaining have become big trends throughout the country. “Everyone watches shows on the Food Network featuring celebrity chefs and competitive cooking, and people want to do these things in their homes,” she says. “I think the Food Network has done a lot to push the outdoor-entertaining idea because these shows make food so much more interesting.” Men are also taking more of an interest in the outdoor kitchen “because they are the grill guys,” Kiley says. To appeal to men, Bay Breeze Patio’s 2,500–square-foot showroom features a man cave. Outside, there is a fully equipped kitchen with a 36-inch built-

Top: Susan Kiley and Wayne Paul Left: After initially selling only casualfurniture lines, Bay Breeze Patio expanded into grills and outdoor kitchens—a growing area for the company.

Circle Reader Service No. 29

outdoor G R I L L I N G

Top: The patented SalamanGrill from Twin Eagles cooks with a

Sizzling-hot Grills

gas infrared burner.

by CHERISE FORNO

Middle: A fully equipped outdoor kitchen by Twin Eagles

Dante Cantal, the founder of Twin Eagles, Inc., brought more

boasts form and function.

than 30 years of experience as a

Bottom: The oversized power

leading gas engineer to the creation

burner reaches 70,000 Btu.

and operation of his company. The Twin Eagles cooking system, which he developed, sets the company’s gas grills and accessories apart from

for outdoor kitchens. “Consumers

by Twin Eagles, reaches 70,000

other premium outdoor-kitchen

want to push their culinary capa-

Btu. The power burner is equipped

products. Brian Eskew, sales and

bilities to the limits,” Eskew says.

with an oversized, cast-brass, two-

marketing manager, says, “He

Gas griddles are often used as

ring burner and a reversible grate.

developed a product that he would

sauté stations, to cook breakfast

With the ability to accommodate

be happy to call his own.”

items, or to make snacks (such as

large cooking equipment and to

grilled cheese sandwiches and

cook over a large temperature

quesadillas).

range, the power burner cooks lob-

Eskew explains that Twin Eagles stands out in the industry because

The Dine & Breakfast Club is

ster and other shellfish, stews, and

the company concentrates on

(as well as high-grade stainless

creating premium outdoor-

steel) are used in grill designs. A

a perfect tool for preparing out-

many other foods successfully. “It

kitchen products that deliver

recent trend that Eskew has

door breakfasts or adding grilled

is one of the most versatile prod-

exclusive features and bene-

observed is that people are opting

shrimp, scallops, or chicken (or

ucts that we offer,” Eskew says.

fits. “We have the history and

for larger, built-in grills. He explains

sautéed vegetables) to a barbe-

heritage of an expert,” he

that the Twin Eagles 42-inch built-in

cue. This product is equipped

dispensers for use with kegs, and

says. “We have a brand that

grill is a best seller.

with both a griddle and side

margarita centers are also among

burner. The 20,000-Btu stainless-

the products offered by Twin

sonalize their outdoor kitchens, each

steel griddle uses electric hot-

Eagles in response to increasing

In order to help consumers per-

focuses specifically on the outdoor kitchen.”

Built-in bars, ice makers, beer

Twin Eagles product is available in

surface ignition with a safety gas

market demand for accessories

developed and manufactured—from

ment the grill, giving consumers the

many models and sizes, with various

valve. The side burner uses two

and beverage products. Eskew

the design concept to the final prod-

ability to cook anything outdoors

optional features to meet each per-

17,500-Btu dual-ring European

says that every product manufac-

uct—in the company-owned facility

that they could prepare in a tradi-

son’s preferences, needs, and indi-

sealed burners to cook many

tured by Twin Eagles is designed

in Cerritos, California. An innovative

tional indoor kitchen.

vidual tastes. This year, Twin Eagles

types of food effectively.

with the purposes of creating bet-

Twin Eagles products are

and knowledgeable team of design-

“The outdoor-kitchen trend has

introduced a 54-inch grill for those

The patented Salamangrill is

ter-tasting food and making the

ers and engineers follows a product

built up momentum over the past

seeking a bigger grill for larger out-

another premier Twin Eagles

cooking experience more enjoy-

from conception, design, and manu-

five years,” Eskew says. “We really

door kitchens.

product; it is capable of generat-

able. Thorough quality-control and

facturing through quality testing to

want to provide the customer with

This grill is equipped with high-

ing heat (of 1,700 degrees) at the

development procedures are imple-

ensure exquisite craftsmanship and

everything to create a full-service,

quality ceramic briquettes to preheat

burner surface in only 90 sec-

mented to make sure that cus-

product performance.

fully functioning outdoor kitchen.”

quickly, distribute heat more evenly,

onds. The overhead infrared grill

tomers’ needs and expectations

Cantal’s experience with both

and reach high temperatures, while

creates this intense, searing heat

are met.

taining trend continuing to grow,

residential and commercial products

using less gas than other gas grills

to help create steakhouse-quality

designing a complete and stylish

gave him the ability to build robust,

use. Zone dividers enable cooks to

food. The direct, consistent

specialty hearth, grill, and casual-

outdoor kitchen is increasingly

long-lasting cooking products that

regulate temperatures in separate

heat—delivered with no flare-

furniture dealers to help consumers

important. Eskew stresses that the

are ideal for an outdoor setting. Twin

zones on the grill. In addition, the

ups—is key to its ability to cook

acquire reliable, convenient, and

grill is the heart of the outdoor

Eagles not only manufactures high-

grill has double-position infrared

many different foods (including

modern premium outdoor prod-

kitchen, but Twin Eagles also spe-

performance products, but also

rotisseries and an infrared sear zone

pizza, steak, chicken, and fish) to

ucts. “If we see a need,” Eskew

cializes in making high-performance

makes design and durability priori-

with a variable heat level.

perfection.

says, “we will absolutely work

side burners, griddles, heaters, and

ties. Exclusive geometric shapes,

beverage accessories to comple-

unique angles, and polished accents

With the outdoor-cooking/enter-

in grill, a power burner, a double burner, smokers, and a refrigerator. There are also five other grills in use. “We cook out there almost every day. People want to see a grill in action— touching, feeling, and getting behind it. Customers will even help Wayne cook,” she adds. “This goes a long way in getting men and women comfortable with grills.” PART OF THE COMMUNITY The couple is involved with the Destin Charity Wine Auction Foundation, 30

Another popular product, the gas griddle, increases cooking options

which supports 11 local children’s charities. Kiley and Paul also help many other organizations throughout the area. Each year, Kiley and Paul celebrate Bay Breeze Patio’s anniversary with a weekend-long celebration. “We bring vendors in, and they cook all weekend. They grill and smoke interesting food items to show how diverse grills can be,” Kiley says. Representatives from furniture lines also attend the event, and sale prices are offered on almost every item in the store. On Saturday night, Kiley and Paul have a

Patio & Hearth Products Report May/June 2012

The most powerful residential power burner, recently released

big party where they cook dinner for their customers. “We bring in entertainment, and we all have a lot of fun,” Kiley says. The event is truly a celebration of being in business for another year, and it gives the couple an opportunity to thank customers for their continued support. The Florida real-estate market was hit especially hard during the recent economic downturn, but Bay Breeze Patio remained strong. “I think we survived because we are here seven days a week, and we will do anything for our customers,” Kiley says. The store also has

Twin Eagles works with many

toward expanding our products to meet that need.”

one of the largest selections of in-stock products in the region. “We are not afraid of inventory,” Kiley comments. After moving from Orlando when they bought Bay Breeze Patio, Kiley and Paul believe that the Emerald Coast is truly the best part of Florida. Kiley says, “We have made lifelong friends here. By having a retail business, you have the chance to meet everybody in town. This never occurred to me when we first opened the store. For us, the experience has been unbelievable.”

Innovation Starts Here. With over 50 patents and more pending, we are proud of our product contributions to the grilling industry. Contact us to see what we are working on now!

Vertical Chicken Roaster

Dual Handle Grill Brush

Stuffed Jalape単o Grill Rack

Circle Skewers

Circle Reader Service No. 31

To learn more about our produc ts, please call us at 800-521-0505 or email sales @ companion-group.com w w w.companion-group.com

showroom S H O W C A S E

keeping customers happy Everybody talks about the importance of service, but Rich’s for the Home practices it daily by putting customers first. by SHARON SANDERS photography by GRAHAM SYED

ashington’s picturesque Puget Sound is a haven for outdoor enthusiasts. Biking, hiking, boating, fishing, and spending time with family and friends are favorite pastimes of many local residents. For the past 33 years, the area’s largest outdoorliving retailer, Rich’s for the Home, has been outfitting backyards, decks, and beach houses with the finest in patio, hearth, and spa products. One would never guess, from walking into one of its five outdoor-living superstores, that this thriving business evolved from a 2,000–square-foot stove shop with one burning display and a sofa. In spite of its success, owners Larry and Marianne Chapman still consider themselves to be, at heart, small-business owners who just want to make their customers happy. In the late 1970s, Larry left his corporate job and moved (with his wife,

Patio & Hearth Products Report May/June 2012

Top: Rich's for the Home has become an outdoorliving favorite for its range of merchandise and personal service. Top right: The five-store chain has full-service locations throughout Washington's Puget Sound area. Bottom left: Rich's for the Home carefully selects only furniture that will withstand harsh waterside conditions. Bottom right: Larry Chapman

Marianne) from Los Angeles, California, to Lynnwood, Washington, to sell real estate. After a short time, the bottom fell out of the housing market, and Larry was without a job. It was the middle of the 1979 energy crisis, so his sister suggested that he sell wood stoves. Being from Southern California, he had never even heard of a

wood stove, but he decided to give it a try. Larry, being a rookie, opened his tiny stove shop in Lynnwood— called Wood Stoves Etc.—at the end of the stove season (with 50 units of the same Orley stove). Somehow, he managed to make it to the next winter, and he went on to sell thousands of stoves over the next few years. According to Larry’s son, Jon, the evolution of the business came through happenstance, more than anything. “My parents had no real business plan; it was all done on a prayer,” he says. GROWING UP The company was still thriving in the 1980s, so Larry’s brother-in-law (who was a supplier to the hot-tub industry) suggested that he bring in hot tubs as an

income supplement for the off season, making the business the first combined wood-stove and hot-tub dealer in the area. “Both the stoves and the hot tubs were pretty ugly, so my dad had to become a great salesperson,” Jon says, adding that sales skill is the foundation of the business. A number of years later, the Chapmans purchased a competitor called Rich’s Home Center, which eventually became the launching point for the store’s new name: Rich’s for the Home. “After we added barbecues and patio furniture, we needed a name that was more inclusive. Rich’s was already known in the area, so it seemed like the way to go,” Jon remembers. He laughs that, to this day, people still ask to meet Rich. “I have to break it to them that there is no Rich here,” he says. Today, the business has grown to occupy five locations, and even its smallest fullproduct store (with a 15,000–square-foot showroom) is bigger than its largest competitor’s showroom. “We are the only complete outdoor-living store in the area. All the other stores specialize in specific products,” Jon explains. Rich’s has gained a reputation for its attentive service and for carrying products that will stand up to the salt air surrounding the Puget Sound. “The ocean air can be brutal on outdoor furniture, so we have to carry products from manufactur-

ers that use the best materials,” Jon says, adding that those manufacturers are a big reason for the company’s success, over the years. The store carries casual furniture and shade products from Tropitone®, Woodard, OW Lee, Ebel, NorthCape International, Hanamint®, Jensen Leisure, and Treasure Garden. Travis Industries is its biggest and most longstanding hearth vendor; it also sells products from HearthStone, Morsø, Monessen, and Dimplex. Rich’s sells grills from Big Green Egg, Weber, Broilmaster, and Twin Eagles. Clearwater Spas has been its faithful (and only) spa manufacturer for the past four years. “We have aligned ourselves with some fantastic vendors, and they are our partners in business. They take care of us, and we take care of them. We wouldn’t be here without their loyalty,” Jon adds. ALWAYS MOVING FORWARD Rich’s has not flourished, over the years, by standing still. The 33–year-old retailer is always looking for ways to be better. One of the changes that has brought marked results, over the past three years, is its new advertising strategy. When the economy crashed in 2007, Rich’s made the mistake of cutting back too much on its advertising to reduce operating costs. “The next year, we advertised at a more normal level and saw our sales and foot traffic increase again,” Larry says, adding that he is now is a firm believer that one can underadvertise or overadvertise. “We’ve done both, and I think we are close to finding the perfect balance,” he adds. The store’s new advertising strategy focuses 100% on television and the Internet. A local advertising agency recommended that Rich’s concentrate on television because its products are visual. “You can’t see a high-end patio set on the radio or experience a hearth product that has a beautiful fire in the newspaper. We

May/June 2012 Patio & Hearth Products Report

showroom S H O W C A S E

I’m Not Wood

by SHARON SANDERS

One thing that can be said about synthetic-wood furniture by Eon® Outdoor Living is that

rine, and water. Eon entered the

scratches can be easily

casual-furniture market in 2007,

removed with steel

when it started selling polymer-

wool. Due to the fact

it doesn’t look anything like plas-

wood Adirondack chairs to spe-

that it’s a pure product,

tic. Eon’s highly engineered poly-

cialty retailers in the United States

it can also be recycled

mer furniture has the feel and look of natural wood—down to its detailed wood

comfortably seats six, with both

Top: The Eon 60-inch St. James park

grain—yet it will

side chairs and armchairs avail-

bench, Bistro dining set, and trash can

never split,

able. It also introduced its Banff

crack, or rot like

deep seating collection, which

Center: Eon Classic dining in teak

the real thing.

looks just like real teak and is fin-

(also available in espresso)

ished with Sunbrella® cushions in

Known for its classic polymer

a variety of fabric choices. All of its

Adirondack

polymer products come in natural-

chairs, the com-

wood colors.

pany has recent-

The plastic-furniture category

“We are getting fantastic feed-

is thought to be one of the

ly grown its line

back from our dealers, who have

fastest-growing categories in

of casual furni-

been waiting for us to expand our

casual furniture for many rea-

product line,” Willoughby reports,

sons—one of which is value.

adding that the company plans to

“People are willing to spend their

continue its momentum, moving

money on something that is built

forward, with new ideas and

to last and that is going to look

ture to include everything from luxurious deep seating to dining.

and Canada.

at the end of its lifetime.

“At the time, there was similar

Unlimited Potential

With the expansion, Eon’s prod-

plastic furniture on the market, but

ucts are now being seen in whole

none that could replicate wood as

new light by retailers who want

perfectly as ours,” according to

joined Eon in 2010, with the inten-

styles. Later this year and into

great, to be super comfortable,

to offer their customers a com-

Paul Willoughby, vice president of

tion of taking the company’s casu-

2013, Eon plans to in introduce

and to need ultralow maintenance.

fortable, durable, stylish wood

sales and marketing. Eon’s furni-

al-furniture venture to the next

new colors, including a clean,

Our products have a 20-year war-

alternative.

ture looks so much like wood, in

level. “I’m very excited to see what

crisp white and driftwood gray

ranty, which says it all,”

(both on trend right now).

Willoughby explains.

Willoughby, an industry veteran,

fact, that each piece on a retailer’s

we can do with Eon in the casual-

brand of the 30–year-old

showroom floor bears a sticker

furniture market. In my opinion, the

Canadian plastics company

that proudly states I’m Not Wood.

company has only just begun to

continue to increase its focus on

lenges and opportunities that lie

Gracious Living Corp. Eon materi-

“It is truly that realistic,”

uncover its potential,” he explains.

the contract side of its business

ahead—not only for Eon, but for

al was initially introduced as low-

Willoughby adds.

Over the past year, the company’s

because it sees a huge need for

the plastic category as a whole—

casual line has blossomed in both

durable furniture in high-traffic

are educating consumers and get-

the retail and contract arenas.

settings, including hotels,

ting dealers to give the category a

restaurants, and golf courses.

try. He says, “Our plan is to grow

Eon (Toronto, Ontario) is a

maintenance polymer decking and

Eon is also set apart from other

The company also plans to

He adds that the biggest chal-

spa-enclosure cladding for hot

plastic furniture because it’s made

tubs across North America, 14

from virgin resin that is completely

years ago.

nonporous, which means that it

fully proportioned St. James park

“Real wood requires too much

our business, one customer at a

will never grow mold or mildew.

bench (which is reminiscent of a

maintenance, and the commer-

time, with exciting products and

unofficial testing ground for how

It’s virtually maintenance free,

traditional teak bench), as well as

cial customer is eager to break

great service that will make us a

well the products can take the

needing only occasional wiping

its Classic dining collection, which

the replacement cycle,”

force to be reckoned with in the

abuse of sun, high humidity, chlo-

with soap and water—and small

features a 42x72-inch table that

Willoughby adds.

industry.”

Both applications became the

gave television a try, and it’s paid off big time,” Larry explains. The ad agency creates the commercials and runs the same ones in all five stores’ markets, which has proved to be very cost effective. “Hiring an agency was the right decision because they do everything for us—all I do is write them a check,” Larry says. The website for Rich’s (www.richshome.com) has evolved from being a static site (which resembled an online brochure) to become a strategic part of the store’s advertising. In the beginning, Jon hired a Web designer to 34

Eon has introduced the beauti-

put up a simple site, as many other retailers were doing, but over time, he figured out that there was much more that could be done. “Back then, I thought one Web person did everything. In hindsight, I realize it’s like going to your regular doctor for brain surgery,” he explains. Today, four different people, all with different areas of expertise, manage the store’s Internet presence. There is a webmaster, who designs and maintains the website; a person who handles social media, including writing and posting all articles; someone who is in

Patio & Hearth Products Report May/June 2012

charge of search-engine optimization, to ensure that Rich’s appears near the top of any results page for a relevant search; and a fourth person who markets the website. “Everything is tied together, so we have synergy among all of it,” Jon adds. FAMILY TIES After everything that Rich’s has been through, over the years—all the mistakes that have been made and all the success that it has seen—the one constant is that it remains a family business. Along with Jon, his parents, Larry and Marianne, are still very involved, as

are his sisters, Lisa Chapman and Jennifer Parrick. They all have come to rely on people who are like family members, including Jim Van Norman, general manager, and Dennis DeMartini, sales manager. “When we started this business, there was no such thing as Costco or Home Depot, and the Internet wasn’t even invented,” Larry says. “There is no telling what the world is going to be like 10 or 15 years from now. We do know that we will still be a family business that puts our customers first, no matter what happens.”

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Circle Reader Service No. 35

As I See It GLASS THAT GLOWS American Fireglass is growing dramatically as the demand for fireglass ignites. by SHARON SANDERS

ver the past few years, the popularity of fireglass has become undeniable. Many retailers and hearth manufacturers are choosing to carry this modern alternative to gas logs as an option for fireplaces, firepits, and other fire features.

American Fireglass™ (Lake Elsinore, California) is an industry pioneer that is taking this niche product and helping to introduce it to a whole new generation of consumers who are looking for some-

thing unique. Patio & Hearth Products Report sat down with Matt Doll, company founder and CEO, to get his take on what this burgeoning product brings to the hearth industry.

How was American Fireglass born? Doll: I started the company in 2004, out of my garage, in Menifee, California. My neighbor (who owned a firepit company) was breaking beer bottles and putting the glass into his firepits. I was intrigued. At the time, I was working in the glass industry and knew there had to be a better, safer way to do it. I went down to the local Toys “R” Us®, bought a $30 rock tumbler, and figured out the best way to polish

Patio & Hearth Products Report May/June 2012

the glass. I dropped off a bag of my glass at my neighbor’s showroom that he sold the same day. He called me the next morning, wanting more. After 30 days of polishing glass in my garage, I was bringing in more money in a week than I was at my full-time job. Today, my little venture has turned into something bigger than I ever dreamed possible. American Fireglass operates from a 10,000–square-foot facility in Lake Elsinore and produces hundreds of thousands of pounds of glass per year. American Fireglass can be found in the world’s most famous clubs, restaurants, hotels, and homes.

What put the company on the map? Doll: This year marked our eighth consecutive HPBExpo, and I think that really says a lot about our company. Every year, people have said that they like our products, but were hesitant to bring them in because they saw it as a trend. Well, we have proved that we are here to stay. Now that our products are popping up everywhere, people are eager to give us a try. The 2012 HPBExpo was our best show ever. We are reporting double-digit growth and have been ranked by Inc. 5000 as one of the fastest-growing manufacturing businesses in the United States.

What sets your company apart from other manufacturers of fireglass? Doll: It’s our drive to be the best. Every team member here at American Fireglass puts 110% effort into everything he or she does. Our dedication to our dealers is second to none. Many other glass companies sell directly to consumers on the Internet; we do not. We have stuck to our commitment to sell only wholesale, so we are not competing directly with our own customers. That is one of biggest things that I decided, from day one. Many of the new companies are selling both ways, and I think that’s a mistake, if they want their dealers to respect them.

Is fireglass still the niche product that it once was? Doll: I still think it is a niche product, to some degree, but it is also becoming a staple product for many manufacturers and retailers who have never carried it

Top: An outdoor firepit with 1/4-inch copper reflective American Fireglass Left: Matt and Kelly Doll

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as i S E E I T

A copper-bowl firepit with azuria reflective American Fireglass

before. Almost every day, I run into someone who has never seen or heard of fireglass, so I think the potential market is huge. For 2012, there are over a dozen shows being aired on major television channels (such as HGTV and the DIY Network) that will be featuring American Fireglass. We are working very closely with these shows to raise awareness of our company and its products.

Why are consumers buying fireglass today? Doll: The majority of our sales are for modern designs, which are the hot ticket right now. In the past year, however, we have introduced some new products that add interest and style to any decor.

Are more hearth manufacturers interested in fireglass now? Doll: Yes, for sure; they see that there is a growing demand and want to be a part of it. We currently sell to a few dozen hearth manufacturers on an OEM level, providing them with private-label products. One reason manufacturers like us is that we are able to adapt to any requestâ&#x20AC;&#x201D;quantities, col-

ors, or custom packaging.

Are more hearth retailers offering fireglass? Doll: We have retailers calling us daily, asking to sell our products, because customers are requesting American Fireglass by name. I believe this is the result of our over-thetop marketing, which is driving customers into stores and online to look for our products. This year, we are offering retailers eye-catching clear display jars at the point of purchase. They really show off the beauty of our glass. We introduced the display jars at HPBExpo this year, and they were a big hit.

What types of fireglass do you make? Doll: We offer three types of unique glass. The first is our Classic and Premium collection of crushed, tempered safety glass, which is tumbled to remove the sharp edges. It is available in Âź- and Â˝-inch sizes.

Our Eco Glass line is made from recycled glass cutlet and offers unique colors such as red, orange, and deep purple. The third type of Fireglass we offer is our Firebeads. These are uniformly shaped gems that give the effect of melting when in the fire. All 18 of our Firebead colors are offered at the same price.

What has been your most popular product? Whatâ&#x20AC;&#x2122;s new for 2012? Doll: Our crushed and tumbled fireglass has long been our flagship product, and it continues to be a favorite. With dozens of new competitors getting into that market now, we are creating other unique products that will stand the test of time and prove to be just as strong in sales. For 2012, Iâ&#x20AC;&#x2122;m really excited about some new reflective colors and some new colors in the Â˝-inch size that weâ&#x20AC;&#x2122;ve introduced.

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What emerging trends do you see? Doll: Unfortunately, there is a lot of cheap, imported fireglass that is being sold in the market. All glass is not created equal, so this is creating a problem. There are technical differences in tempered glassâ&#x20AC;&#x201D;in particular, the fact that putting too much or too little silica in the mix will cause the glass to melt and discolor. Fortunately for American Fireglass, our customers recognize us as leaders in the fireglass market and understand that the cheapest products are not always the best choice. Our products have a lifetime guarantee and will never need to be replaced.

What does the future hold for fireglass? Doll: I am excited to see the growth that is happening. About 70% of people in the United States have never even heard of this product, which is a good thing. With more and more consumers becoming aware of American Fireglass products, I think the market share for fireglass will continue to grow for a long time.

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Circle Reader Service No. 38

Patio & Hearth Products Report May/June 2012

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my T U R N

Gensun believes that the future is now, as it prepares to introduce more than 200 new products this year.

BIG Push in 2012 w ith consumers consistently willing to pay for high-quality outdoor furniture, Gensun Casual Living has managed to carve itself a vibrant niche in a competitive environment. In little more than a decade, the Ontario, California, company has grown by an average of 40% per

Patio & Hearth Products Report May/June 2012

by GREG THOMPSON

year—no small feat, in a difficult economy. Jan Trinkley, vice president of sales and marketing, hopes to continue the momentum with the company’s new Bella Vista collection, currently being shown by a number of retailers across the country. “When the season kicks off, it’s got a very attractive price point and a beautiful design,” he says. “It comes in a little below our average price point, so it appeals to people looking for high value.” With big-box stores aggressively racing to the bottom in pricing, Gensun still believes wholeheartedly in the specialty retail model. Trinkley appreciates what knowledgeable retailers understand: Product lines such as Bella Vista are made of high-quality aluminum, including some extruded- and wrought-aluminum elements among the cast-aluminum products. Gensun received the International Casual Furnishings Association (ICFA) Manufacturer Leadership Award in the cast-metal category in 2010. This annual award is presented to the best manufacturers in 10 categories in the casual-furnishings industry, based on design, quality, customer service, business ethics, communication, merchandising, and trade relations. According to Trinkley, Gensun dealers are reporting particularly good sales this year. The numbers are a reminder that cer-

tain demographic groups are still able to pay for excellence. “It’s true that we are not a low-priced–product company,” Trinkley says. “We offer the highest-quality product at a middle price point.” In addition to last year’s Bella Vista collection, Gensun shipped what Trinkley calls “a little outdoor-café chair” called Lotus, which garnered rave reviews at the 2011 Chicago International Casual Furniture & Accessories Market™ in September. The success of the chair, along with its matching table, convinced Trinkley to expand the collection this year with new table sizes, heights, and accessories. NEW OFFERINGS This year, Trinkley plans nothing less than Gensun’s “biggest new product introduction ever,” he says. There are still some last-minute tweaks in progress, but four new collections are coming, along with an expansion of sever-

Top: The Bel Air collection with deep seating features a traditional/contemporary design. Left: The Bel Air collection with sling seating is a vibrant addition to the original cast-aluminum design.

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my T U R N al existing product lines. Trinkley hasn’t released the names of the new product lines, but attendees at July’s ICFA Preview Show™ in Chicago will see a number of tables and special offerings— more than 200 new products. New designs, fabrics, and frame finishes are all in final development. Finalizing designs and new products is a long process that involves multiple discussions with company founders, as well as working with an outside designer. Trinkley is intimately involved in the process, often deciding on themes for classic, traditional, and transitional/contemporary lines. “We’ll go from sketch stage to final-drawing stage, where it’s detailed in computer-aided design,” he says. “We then go to samples. Changes are made; then, the final

The Grand Terrace collection (foreground) is ideal for dining, and the deep seating option (background) is perfect for relaxing.

samples and final molds follow. We make products for the trade shows in Chicago and start producing them for dealers right away.” Gensun’s leaders believe that 2012 is the right

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Patio & Hearth Products Report May/June 2012

time for multiple product offerings, and they hope to capitalize on what they see as an upswing in the economy. “We feel that good signs are appearing within the entire market, across the country,” Trinkley says. “Consumer confidence is up; economic indicators are improving. Things are starting to show that this is a great year to come out with beautiful new product offerings.” In preparation for Gensun’s large new-product push, Trinkley hired Steve Cloyd, an experienced new national sales manager who has been a big help. The company also doubled its factory design staff in late 2011, in yet another move to boost innovation and new-product development. Gensun does all its own molding and production, and having 50,000 square feet of foundry space ensures that new ideas can quickly go from the being on the drawing board to becoming functioning models. That kind of speed fuels Trinkley’s enthusiasm for an industry that he believes is strong—and growing stronger. “The outdoor room is gaining in significance, with people traveling less (due to oil prices) and closely watching their spending,” he says. “They are staying at home more and planning to entertain. Outdoor furniture has a double benefit. It’s furniture, but it’s also an entertainment product. Because of that, the future of outdoor furniture, for the next 10 years, looks very bright, and we are going to do everything we can to provide products that people want and enjoy.” TRIED AND TRUE Even with so many new products planned for 2012, Trinkley will continue to nourish the company’s tried-and-true offerings, such as the Grand Terrace line (with its intricate detail and its comfort). The familiar collection will still be available in all seating styles, including cushion, sling, and vinylwicker sling. Customization is a key ingredient in Gensun’s success, and that commitment will remain in 2012. Gensun offers many styles, tables, and accessories—in addition to 13 frame finishes, 247 fabrics, and three granite-top colors—to satisfy varying tastes in outdoor-room decor. All products introduced in 2012 will continue to be supported by a 15-year residential warranty and a five-year commercial warranty. Gensun’s Bel Air collection, introduced in 2010, is still selling strongly, particularly in the midnight gold frame finish (a rich black base coat, accented with gold antiquing). This collection is available with a variety of seating options, in addition to all of the company’s frame finishes and fabrics. “Consumers have also come to appreciate the popular San Marino collection, with a design that features legs resembling the flow of water and the back presenting a delicate leaf pattern,” Trinkley says. “Maintaining these lines, while offering new ones, gives our customers the variety they want.”

Outdoor Fabrics

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product I N N O VAT I O N

surge in sales

RH Peterson’s new product offerings are hot sellers, reflecting that consumers, overall, are buying again. by CHERYL DANGEL BARTOLINI

ales are heating up at RH Peterson Company. That’s welcome news, after an economic downturn that left many companies in the patio and hearth industries scrambling. RH Peterson (City of Industry, California) had its share of dark days, predominantly in 2009. Since then, sales have continued to build, giving the company plenty of momentum as it emerges from the downturn. Jerry Scott, vice president, says, “We entered 2012 with a significant supply of Fire Magic orders, so we’re confident that the economy has hit an upturn and that consumers are

again opening their wallets." He adds that one index of retail purchases was up only slightly from January to February 2012, but up considerably over the same months in 2011. In addition, purchases of building materials and garden supplies showed more than twice the growth of total retail purchases. Scott says, "All these are important indicators that people are more comfortable spending hardearned dollars.” RH Peterson emerged from a dismal 2009 with all guns blazing and launched many new products in 2010. The timely introductions of those products (and their growth) have given the company a head start

Patio & Hearth Products Report May/June 2012

on the economic recovery. In 2010, for example, RH Peterson (maker of Real Fyre gas logs) reported growing sales for its newly introduced Fyre Glass and Fyre Gems—glass products that provide consumers with an alternative to traditional gas logs. At the time, fireglass represented a niche that was growing at 7% to 10% per year. Since then, sales have climbed, and other manufacturers have jumped on board, Scott says. Despite the competition, RH Peterson’s products continue to gain strength. “We’re seeing steady sales for Fyre Glass and Fyre Gems. I think our customers find it easy and convenient to be able to order glass and gems from Peterson, a company they’ve done business with for years— perhaps even decades,” Scott says. Since the line is doing so well, in 2011, the company added Diamond Nuggets to the Real Fyre Contemporary Alternatives line. These are large, smooth, clear nuggets that give the appearance of melting ice chunks. “We’ve had success with this addition because it’s something you just don’t see anywhere else,” Scott

Top: Diamond Nuggets provide a contemporary alternative to traditional log sets. Bottom: RH Peterson’s E790i Fire Magic grill sets the stage for what the company calls the magic hour, when family and friends combine to make memories.

explains. “A beautiful, rich copper glass is a new offering in the Contemporary Alternatives color palette; it’s perfect for those seeking an earthy color.” That’s not to say that RH Peterson is abandoning its log sets. New this year is its Mountain White Birch log set, which features handpainted, cream-colored logs molded from the birch species often found in the Eastern United States. In the Real Fyre line, the company has also added new burner systems for its Contemporary Alternatives— the vented G22 series and the ventfree G21. Both units are sleek, modern burners that showcase Fyre Glass, Fyre Gems, and Diamond Nuggets. At HPBExpo (in Atlanta, Georgia, in March 2012), RH Peterson unveiled the newest grill in its Fire Magic Aurora line, the A830i Combo dual-fuel grill for built-in applications. Measuring 50 inches wide, this two-in-one grill is half gas and half charcoal, for consumers who enjoy both methods of cooking. A dedicated 26,000-Btu gas burn-

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product I N N O VAT I O N er is designed to ignite charcoal or wood chunks quickly, eliminating the need for lighter fluid. “Since its debut, we’ve received many orders for this unique product, so initial sales for this grill appear very promising,” Scott says. The Magic View window, which was a new addition to the Fire Magic Echelon built-in grill in 2010, has also done well. Scott reports, “It’s not surprising that our customers have really embraced the Magic View window. The sleek look of the stainless-steel trim framing the large window has definitely been a crowd pleaser. Almost a third of the Echelon Diamond series grills we sell are window units.” Also new in 2010 was the Fire Magic smoker, which has enjoyed increasing sales. “Growth is steady, as we anticipated for a high-end product catering to a niche market. We’re pleased with the excellent consumer and expert reviews it has received. Fire Magic sponsors a few award-winning competitive smoking teams around

the country, and that’s been beneficial in getting great exposure for the Fire Magic brand as well,” Scott explains. The 2010 introductions (as well as the most recent launches) have made for a rosy outlook. These new product introductions have been a lot to take on, but RH Peterson is up to the challenge. As Scott explains, “RH Peterson is dedicated to manufacturing top-of-the-line, innovative barbecue grills, accessories, and vented/vent-free fireplace gas logs, as well as to expanding further into the hearth and outdoor-kitchen markets. We’ve invested in the equipment and technology to achieve that.” RH Peterson also takes care to listen to its dealers, and that is key to its success. “Several years ago, we developed the Customer Advisory Council, a very select group of RH Peterson retailers committed to helping us determine what consumers want. The feedback of our extensive network of distributors and sales representatives is extremely important for our future, as we consistently strive to improve our

products, as well as our operation,” Scott says. All that feedback will translate into more new products. Moving ahead, look for RH Peterson to do more of the same—and then The new Mountain Birch log set some. As Scott explains, “We maintain sales through two-step distures. You will see some exciting new tribution and support the independproducts later this year from RH ent hearth and patio retailers. Soon, Peterson. We will continue to focus on RH Peterson will expand our product excellence in manufacturing top-tier offerings in the hearth and patio products made in the United States.” industry.” The idea is to give consumers highHe continues, “We are continually quality products with plenty of built-in reviewing new-product offerings in all intangibles, such as atmosphere, ambiareas of our business—in our grill ence, and the memories generated lines, Real Fyre vented and vent-free when families gather around a fire. To products, contemporary hearth offerparaphrase a popular advertising sloings, and outdoor firepits and fire feagan, those intangibles are priceless.

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(800) 332-0240 www.rhpeterson.com Circle Reader Service No. 46

Patio & Hearth Products Report May/June 2012

Circle Reader Service No. 47

corporate P R O F I L E

Dimplex Delivers By focusing on new technologies and customers’ preferences, Dimplex has become a powerful player in the hearth industry. by CHERISE FORNO

or more than 20 years, Dimplex® North America Ltd. (Cambridge, Ontario) has brought innovative and technologically advanced electric stoves and heating products to the marketplace. Through the use of superior product development, manufacturing, and customer relations, Dimplex strives to provide consumers with each possible advantage of using electric fireplaces, stoves, grills, and heating products. Philip Piccolo, senior vice president, marketing, says, “We wake up every morning developing better solutions through innovation.” Dimplex electric fireplaces are easy to use and can be conveniently placed. The temperature can be easily adjusted, and the electric features of the fireplace can reduce energy costs (and offer a safer alternative to traditional woodburning fireplaces). “Our fireplaces use 90% less energy than gas fireplaces use,” he notes. With Dimplex products, customers can customize the designs, features, and sizes of mantels, media units, wall-mounted models, inserts, and stoves. “Dimplex makes fireplaces for every application,” Piccolo says, “from plug-in to builtin units and from wall mounts to stoves, as well as fireplace inserts.” In order to deliver a high level of customer satisfaction to a diverse consumer base, Dimplex remains committed to high-quality manufacturing for all its products. “We are proud of our craftsmanship and attention to every detail,” Piccolo says. In addition to being placed in restaurants, homes, and offices, Dimplex fireplaces have been installed at the Trump International Hotel & Tower™ properties in Chicago, Illinois, and Toronto, Ontario. The company’s long tradition of excellence began in 1991, when Dimplex

Patio & Hearth Products Report May/June 2012

entered the North American market with the acquisition of several leading heating brands: Electromode, Sentinel, Chromalox, and Westcan. Four years later, Dimplex developed and manufactured the first electric stove with a realistic wood-burning effect. Several years after that, Dimplex’s electric stoves earned the New Product Award at the Canadian Hardware and Home Improvement Show, as well as the Best of Show award at the Canadian Home Centre Show. The Dimplex electric firebox was introduced to the market in 2002, earning a Vesta Award. Another Vesta Award was earned in 2005, when the MultiFire firebox used Purifire technology to improve air quality. Dimplex has maintained a reputation for innovation by introducing many award-winning products in recent years, including the OptiMyst fireplace, the Linear Proportional Convector for electric baseboard heating, and the world’s first electric flame mirror. “As we continue to lead with innovation and product design, we are experiencing high demand for media units with fireplaces, upscale mantel fireplaces, and wall-mount fireplaces,”

Piccolo says. The company’s Linear Convectors and Linear Proportional Convectors, for both residential and commercial electric baseboard heating, are currently very popular in the industry. These heaters are smaller, faster, and smarter than conventional baseboard heaters, according to Piccolo. They give users more flexibility with decor and furniture placement because of their smaller size. Piccolo says that these baseboard heaters can save consumers up to 33% in energy costs by reducing energy consumption and supplying more accurate and efficient heat outputs. “We continue to develop new products that feature whole-home connectivity, as well as heat control for specific rooms,” Piccolo explains. These zoneheating products are in high demand because they help lower energy costs for consumers and

The Acton media console is a contemporary, fluid, and linear piece with two large, vertical storage compartments; convenient shelves; and beautiful, curved, smoked-glass doors.

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corporate P R O F I L E The Strata is a beautiful wall-mounted fire-

provide quick and comfortable heating solutions. Dimplex also produces electric grills that provide superior cooking, with easy-to-use programmable features and consistent temperatures on every part of the grill. The PowerChef grill is safe and fun to use. No propane is needed, and the grill is safe for use in many locations because it does not produce flames. The grill sears meat and locks in juices, with the ability to reach a temperature of 650 degrees quickly. Cooks can grill manually on a PowerChef grill or can use the programmable cooking settings. The type of meat being grilled can be entered into the program, as well as the thickness and desired temperature. The grill can then be set to chime when it has reached the correct temperature for placing the meat on the grill. The grill will alert the cook when it’s time to turn the meat, and it will chime again when the meat has reached the desired degree of doneness.

place with an architectural feel, combining the natural appearance of the travertine endcaps with the sleek, black front glass and the glowing glass ember bed.

People can reduce their carbon footprints by using the PowerChef because it produces a fraction of the carbon dioxide per hour produced by a propane grill, according to Dimplex. An electric grill is also less expensive to use than a propane grill would be. “PowerChef ’s efficient and powerful cooking system saves you $21.43 per month, versus a propane grill,” Piccolo estimates. For the years ahead, Dimplex will continue to strive to create new product lines to add to its award-winning

models. Experienced and highly informed product teams keep Dimplex in the forefront of the industry with top technological advances, sleek designs, and products that stay consistent with market trends. “We have a tremendous opportunity to grow our distribution for fireplaces,” Piccolo says. “We will continue to innovate new products for the market. We like to develop products before consumers know they want or need them.” Dimplex uses many marketing tools—including

social networking, trade-show appearances, and blogs—to reach and connect with its diverse customer base (specialty dealers, furniture stores, Internet shoppers, contractors, builders, and electrical-goods distributors). The OptiMyst II fireplace (which was showcased at HPBExpo in Atlanta, Georgia, in March 2012) will be launched in the fall, with mantels or as a separate insert for wood-burning fireplaces. “This new firebox features a very realistic fire-andsmoke innovation, with the ability to control heat output,” Piccolo says. A new line of wall-mounted fires will also be released in the fall, with more design options to follow. To stay competitive in a strong field, Dimplex will remain committed to manufacturing high-quality products to meet (and exceed) the needs of the consumer.

Bring a room to life with Dimplex

It’s that one piece, that one special find that can bring a room to life. A Dimplex fireplace, exquisitely designed with premium grade finishes, and patented flame technology, is that one piece. Visit our website for more unique wall-mount style options. www.dimplex.com | 1-800-668-6663 Circle Reader Service No. 50

Patio & Hearth Products Report May/June 2012

SCAN QR CODE for our new lineup

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FUN IN THE SHADE by CHERYL DANGEL BARTOLINI

Galtech’s shade products are affordable solutions for customers who want to spruce up their backyards.

t a time when many companies are happy just to be around to see what they hope are brighter days ahead, Galtech International, a manufacturer of wood and aluminum market umbrellas and stands, is confident enough in its products and service to predict growth—big growth. It’s not just wishful thinking, either. Jeff Leisen, national sales manager for Galtech (Newbury Park, California), has been with the company for 17 years. He says, “Galtech experienced very strong growth—in excess of double digits—every season, until the 2008 season. In the past three seasons, we have climbed back to where we were prior to the economic downturn.” He adds that the company expects to grow by double digits again this season. How will Galtech accomplish this? With brighter days on the fiscal horizon, Galtech can look back, as an experienced survivor—and is

a good case study in how to survive (and even prosper) during a recession. The key to success during tough economic times, Leisen notes, is relatively simple, and it can be summed up in two words: inventory control. “We scaled back new-product introductions and maintained tighter inventory control during the sluggish economy. Inventory management has been critical to our ability to operate efficiently while still being able to hit our quoted lead times,” he says. Of course, it helps that no matter how bad budgets are, few people want to sit broiling in sunlight. Even those without much money to spend will pay to sit in the shade of an umbrella. “Shade products are always in demand—so even though there may be a reduced demand for furniture, there has always been a need for quality shade products,” Leisen says. While homeowners might not

Patio & Hearth Products Report May/June 2012

be able to afford new outdoor furniture, they often view an umbrella as an affordable luxury or as an accessory that can easily update their outdoor decor. Leisen explains, “Customers can easily freshen up the appearance of their backyards by purchasing a new umbrella or cushions; they create a new, fresher look—without the need to replace the furniture.” There are always customers on the hunt for something new, too. In response to those buyers’ needs,

Above: Jeff Leisen Center: Galtech’s thatch canopy is available on a 9- or 11-foot frame.

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last W O R D Galtech has introduced the 772 half wall umbrella for 2012. Designed to fill a void in the commercial/condominium market (where customers want an umbrella, but space is at a premium), this a 3.5x7-foot umbrella can be placed against a wall: the ultimate space-saving feature. It works in a café or in a limited-space setting, such as a balcony. The umbrella cranks up via stainless-steel crank lift and provides more than 3,500 square inches of shade. “It’s just the right amount of shade for two people sitting at a bistro table,” Leisen says. Galtech’s LED umbrellas, while not new, continue to be strong sellers because of the built-in lighting system, which provides an amber glow for evening ambience. The LEDs are powered by a low-voltage transformer, making the umbrella functional even after sunset. With shade products being such good sellers, even in a down economy, it is easy to be lulled into the idea that umbrellas sell themselves. This

Galtech’s 722 half wall umbrella provides big shade in small spaces.

is not so; Leisen reports, “The key to selling umbrellas in a specialty-store environment is to be as educated as possible as to the details and fea-

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Patio & Hearth Products Report May/June 2012

tures of the product.” To that end, Leisen suggests that dealers take advantage of the resources available (such as training sessions) and that they browse the Galtech website (www.galtechcorp.com) to learn about the features that will enable sales staff to sell the customer a better-quality umbrella or shade product. Leisen cautions dealers that while homeowners might look upon an umbrella as an accessory, the successful salesperson will steer clear of that term. “Treat umbrellas as a high-profile category and not as an accessory item,” he explains. “Show modern, contemporary colors that complement the look of the store, and don’t be afraid to experiment with color. Show different looks, such as coordinating edge trims, double wind vents, and valances that exhibit specialorder/custom abilities.” Dealers do not need to carry an excessive inventory of Galtech products to meet consumer needs, either. Galtech has been successful, over the years, partly due “to our ability to offer a wide variety of high-quality products,” Leisen says, in addition to being able to deliver those products through its quick-ship program, in season, with what he describes as remarkable lead times. In its quick-ship program, Galtech stocks more than 60 Sunbrella® fabrics that are precut, sewn, and ready to ship, all year long. “In addition, our customer-service staff is very knowledgeable and very committed to providing the best possible service to our customers,” Leisen says. Now—with the economy looking better, summer coming, and new products in the wings—Galtech is quite bullish about the future. “I feel that the shade industry will only get stronger as people continue to spend more time outdoors,” Leisen says. “People are looking for attractive, stylish shade options that remove them from the direct sunlight. Skin-cancer awareness is stronger than ever right now, which translates well into umbrella sales.”

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product

PROFILES Balmoral Firepit Chat Group Homeowners continue to invest in the latest trend in outdoor entertaining, the outdoor fire. The Balmoral firepit chat group includes four deep seating swivel chairs (with regal quatrefoil accents) surrounding a lovely, portable gas firepit, with ample room for serving guests using a tabletop that features elegant copper inlays. By offering the design flexibility of Balmoral, you’re sure to realize the profits of adding Agio to your mix. To take a look at Balmoral and many other Agio outdoor looks, visit showroom 1628 during July’s ICFA Preview Show™ (formerly Casual Pre-Market) in Chicago, Illinois. Contact: www.agio-usa.com. Circle Reader Service No. 101

Aurora Dual-fuel Grill For grillers who appreciate both the convenience of gas and the unmistakable aroma and flavor that come from hardwood cooking, Fire Magic is pleased to present the Aurora A830i dual-fuel grill. Measuring a generous 50 inches wide, the two-in-one grill features dedicated gas and charcoal cooking areas and boasts 50,000 Btu (with an additional 16,000 Btu for backburner use). An easy-to-use, 26,000-Btu gas burner is designed to ignite the charcoal or wood fuel quickly, eliminating the need for toxic lighter fluids. Independent hoods for each fuel type feature a thermometer for precise grilling and smoking. The grill is designed specifically for built-in applications. The addition of the A830i dual-fuel grill is another way that Fire Magic is making the perfect outdoor kitchen a reality. Contact: (800) 332-3973 or www.rhpeterson.com. Circle Reader Service No. 102

Decorative Options for Direct-vent Inserts Decorative doors add visual interest and old-world charm to any fireplace. For dealers, they also add opportunities to accessorize. Empire Comfort recently introduced a range of decorative accessories to fit the company’s direct-vent fireplace inserts. The frames and door sets install in minutes to transform the look of the insert. Doors are available in matte black, hammered pewter, and stainless steel. Styles include Horizon, Transom, and Tribeca. Each door is laser cut for precise fit and perfect symmetry. These decorative doors for Franklin series inserts are sold through American Hearth dealers and also fit Innsbrook series inserts, which are sold through White Mountain Hearth dealers. Contact: (800) 851-3153, www.whitemountainhearth.com, or www.americanhearth.com. Circle Reader Service No. 103

Bel Air Collection Gensun Casual Living introduces Bel Air sling and Bel Air wicker sling. This collection features a traditional/contemporary design and now adds sling seating to the original cast-aluminum design. It is available in all seating configurations, and with over 200 fabrics and 13 frame finishes available, Bel Air will decorate any outdoor space in style. Contact: www.gensuncasual.com. Circle Reader Service No. 104

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product P R O F I L E S Ice Chest

G22

Bull Outdoor’s ice chest is not a new item, but is one that has become very popular with customers. This high-capacity unit holds 24 beer cans and two bottles of wine, and it includes a stainless-steel tray to hold smaller items. The ice chest is fully insulated and includes a 304 stainless-steel lid with a Bull-style handle. Contact: (800) 521-2855 or www.bullbbq.com.

Making its debut in 2012 is RH Peterson’s dazzling G22 vented burner, with a hefty 40,000- to 65,000-Btu rating. The burner features a unique glass-front fender panel, allowing a better burn pattern and flame distribution. Currently available in your choice of 18-, 24-, and 30-inch sizes for both standard and see-through applications, the G22 is available in polished, mirror-finished stainless steel or in the new warm, reflective rose-gold finish. This burner is for use with RH Peterson’s Fyre Glass or Fyre Gems. Contact: (800) 332-3973 or www.rhpeterson.com.

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La Costa New 303 Speed Detailer 303 Products, known for its patio-furniture and outdoor-fabric–care products, has a new item for 2012 that is absolutely amazing on stainless steel. This product not only cleans, but leaves a glorious, dust-free shine with no streaks. Inquire and receive a free sample. Contact: (800) 223-4303 or www.303products.com. Circle Reader Service No. 106

California Outdoor Concepts, in its Signature series, would most certainly feature La Costa as its flagship model. Sleek and modern best describe this cast-aluminum firepit when the all–stainlesssteel burner assembly is filled with glass. The glass provides a dramatic backdrop for the flames, in any of 11 stunning color choices. The unique design feature is the lattice base, which is completely at home in a traditional setting—yet makes modern style look easy and natural. In chocolate brown or black, it melds perfectly with your other garden furniture and outdoor lighting fixtures. The change to ceramic logs with authentic markings will turn your outdoors warm and inviting. The design choice is yours. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 108

Cal Spas Family Connect Series The Family™ Connect series consists of two 7-foot bench and lounger spas with 36 massage-therapy jets and award-winning features. To ensure the ultimate spa experience for bathers, Family Connect spas feature a powerful, high-performance 5-bhp two-pump system. Both spas feature a breathtaking LED lighting package and cascade waterfall that add a romantic ambience to any backyard. The exclusive PureCure™ water-purifying system is also a standard feature in this revolutionary spa lineup. Contact: www.calspas.com. Circle Reader Service No. 58

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Chalet

Galaxy Outdoor

The Chalet wall-mount fireplace by Dimplex North America introduces strong visual components to a classic structure. The two horizontal (top and bottom) wooden elements, coupled with highly polished black endcaps, emphasize the elongated rectangular shape of the unit, making it a contemporary piece that would fit into any decor or space. The beautiful glass ember bed is illuminated from below, creating a glowing ambience that can be enjoyed with or without heat, all year round. The Chalet will be available in fall 2012. Contact: www.dimplex.com.

Galaxy Outdoor’s storage units are 100% U.S.-made 16- and 18-gauge 304 stainless steel. The company uses no galvanized material in any Galaxy Outdoor storage units. All drawers are enclosed in a 304 stainless-steel box or outer shell. All drawers have Accuride’s best U.S.-made, full-extension, self-closing glides. All storage units have 100% stainless-steel handles and hinges. All built-in components have features that you will not find on other products. As shown, the GXPOS is a storage unit with a 6-inch–deep top drawer and a 21-inch–deep bottom storage unit. The bottom unit has two adjustable dividers. It comes with a 16x20-inch cutting board and a board-storage area. All Galaxy Outdoor stainless-steel products come with a lifetime warranty against construction defects. Contact: www.GalaxyOutdoor.com or info@GalaxyOutdoor.com.

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Classic Black Stripe Deluxe Cushioned Double Swing

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Spanning a full 5 feet in width, this two-person relaxation oasis is nonetheless roomy enough to invite along the kids. The curvy white-oak frame, hand-dipped repeatedly in honey-gold marine-grade varnish, supports a pillowy seat of cottony-soft, all-weather DuraCord® fabric sandwiching a lavish layer of recycled polyester hollowfill fiber. The stately Hatteras Hammocks® classic black stripe pattern is like a perfectly tailored tuxedo for your favorite patch of yard, while the zinc-plated hanging chains further boost looks, as well as durability. Contact: (252) 758-0641 or www.thehammocksource.com. Circle Reader Service No. 111

EcoDamper System The ENERVEX EcoDamper lets you start a safe and hassle-free fire in your gas-fired fireplace with a single touch of a button, and you can get rid of your glass doors and enjoy an unobstructed view of the fire. It controls the speed of the fan to maintain a proper draft in the chimney and ensures that the gas supply is cut off, should there not be a sufficient draft in the flue system to vent the fireplace safely. Contact: (800) 255-2923 or www.chimneyfans.com. Circle Reader Service No. 112

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product P R O F I L E S pizzacraft Square Tile Pizza Stones This set of four thermal-shock–resistant cordierite baking tiles is perfect for making individual pizzas, on the grill or in the oven. Alternatively, reconfigure the pizzacraft™ stones to form a larger baking surface for full-size pizzas or loaves of bread. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

Rodeo

New European-inspired fabrics from the Richard Frinier collection for Sunbrella® feature Frinier’s interpretation of classic linen constructions and coordinating stripes and jacquards, resulting in elegant home decor that offers legendary Sunbrella performance. The Maison et Jardin collection erases the boundaries between indoor and outdoor upholstery. La Mer and La Plage are two stripe patterns with vintage textural surfaces inspired by Frinier’s travels to Mediterranean seaside and coastal villages. The four correlating jacquard patterns are Fontainebleau (a floral motif), Fleur-de-Lis (a classically styled lily or iris), Voluté (scroll-shaped forms), and Orléans (a garden-gate pattern). This exclusive line is available to the trade at Pindler & Pindler. Contact: www.sunbrella.com.

California Outdoor Concepts unveils yet another breathtaking series of firepit tables, the Elegant series. Californians worship their climate and are devoted to the outdoors. At every opportunity, they can be found strolling along the boulevards of Beverly Hills and Palm Desert, stopping to relax and converse over drinks alfresco. Now, the allure of these iconic places can be enjoyed at home, with the Elegant series by California Outdoor Concepts. The Rodeo brings you the Art Deco look of old Hollywood, with its sleek, Modernist shape. Fire glowing off reflective glass, in the center stainless-steel firepit, surely will give your backyard that million-dollar appeal. The series is available in four color choices, as well as two sizes, chat and balcony; deciding will be difficult. You just might want more than one. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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New Richard Frinier Collection for Sunbrella

Heat & Glo LUX The LUX delivers custom looks—without custom-installation hassles. A clean face and flush hearth design are only the beginning. Routine installation helps you put this ultramodern direct-vent unit in more homes—faster. Catch the eyes of your consumers. Colorful flames rise through sculpted stainless steel and command attention on your showroom floor. A reflective, black-glass interior multiplies the fire and radiates the flames. With the largest viewing area in its class, it offers nearly invisible glass, 89% glare reduction, and dramatic views from every angle. Contact: www.heatnglo.com. Circle Reader Service No. 117

Galaxy Outdoor Galaxy Outdoor offers a choice of two built-in ice chests designed to enhance your outdoor kitchen. Both are 100% U.S.-made stainless steel. Each ice chest is fully insulated and has a fully insulated stainless-steel lid with a soft closing mechanism. Each chest comes with a drain plug built into the base. The smaller chest is 18x18 inches, while the larger is 19x27 inches. Each comes with a condiment tray. Either unit can be used as a drop-in unit or as a slide-in unit, with a speed rack attached to the front of the chest. Contact: www.GalaxyOutdoor.com or info@GalaxyOutdoor.com. Circle Reader Service No. 60

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Jewel Jar True quality is transparent. American Fireglass introduces the long-awaited, retail-friendly, 10-pound Jewel Jar packaging. This new packaging option offers an attractive, eye-catching appearance, giving customers the ability to see the premium-quality fireglass right from the retail shelf. It is not only attractive, but functional, too. The new Jewel Jar includes a carrying handle that is built right into the lid. Each jar includes UPC barcodes, for simple inventory and register scanning. There has never been a better time to stock American Fireglass in your store for your customers. Contact: (888) 264-1017 or www.AmericanFireGlass.com. Circle Reader Service No. 119

Homecrest Legendary Deep Seating The Legendary deep seating collection captures the spirit of the United States in a timeless (yet fashionable) design. Oversized frames and plush cushions cradle you in comfort. Designed in the tradition of outdoor furnishings, Legendary outdoor patio furniture combines old-world craftsmanship with comfort. Legendary deep seating is handsome, durable, and made to last a lifetime. Made of steel, this collection incorporates square stock and hammered arms. Legendary’s unique styling will make a classic statement in any outdoor setting. Contact: www.homecrest.com. Circle Reader Service No. 122

Lotus Café Chair

BigJoe Split Heat Deflector by Kamado Joe

The Lotus café chair, from Gensun Casual Living, is a contemporary reinterpretation of traditional floral furnishings. Inspired by modern stylized floral patterns and jewelry designs, Lotus pares down floral detailing to a clear, flowing design that stands apart in a me-too marketplace. Its proportions and stacking make it at home in residential and hospitality settings. Contact: www.gensuncasual.com.

The BigJoe split heat deflector allows you to bake, grill, and smoke with over 10 different configurations. The split design offers simultaneous direct and indirect cooking, so meat and vegetables can easily be cooked together. The frame can also be used separately to raise the cooking grate and reduce the charring of tender foods. Contact: (678) 866-0642 or www.kamadojoe.com.

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303 Products Offers Free-sample Program 303 Products, Inc., Palo Cedro, California, has launched a free-sample program for retailers in the United States and Canada. Retailers participating in the program will receive a display containing free consumer samples of 303 Patio Furniture Protectant™. An informational color pamphlet will be attached to each sample, and each display will contain 50 samples. A toll-free number on the back of the display will prompt the retailer to call when sample supplies are getting low. 303 Products will then ship a replacement display to the retailer. 303 Products will pay for all the costs of the program. Contact: (800) 223-4303 or www.303products.com. Circle Reader Service No. 121

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product P R O F I L E S

Custom Burner

Select Cutting Board Select Outdoor Kitchens is pleased to offer its newest product, Select cutting boards, exclusively to dealers. Every cook needs a great cutting board, and the company has developed one that will become your trusted sidekick in the kitchen or at the grill. The cutting boards are 12x18 inches, oval shaped, and available in 10 colors. The material, approved by the Food and Drug Administration and the National Science Foundation, is the same material that you will find in the best restaurant kitchens in the United States. Each cutting board has an attractive depression to catch any cooking juices. Cutting boards can be sold as is or customized with store logos. Contact: Mike Miller at mike@selectoutdoorkitchens.com or www.selectoutdoorkitchens.com. Circle Reader Service No. 124

The Pony HearthDistribution.Com introduces another hit from Henan Hi-Flame. The Pony 517U cast-iron wood stove comes complete with double-wall cast-iron construction and includes both rear and top flue outlets, making it flexible enough to install in most locations. The Pony 517U is a clean-burning, efficient stove that meets the Washington emission standard of 3.6 grams per hour. The Pony 517U accepts 15-inch logs, allowing customers to burn their own fuel with the single, easy air control, keeping everything at a nice, slow, rolling flame. With an output of 37,000 Btu per hour, the Pony will keep your home nice and warm, when called upon. Installation is easy, with a 6-inch single-wall chimney pipe—just kick back, light the stove, and enjoy the fire. Contact: info@hearthdistribution.com or www.hearthdistribution.com.

American Fireglass takes great pride in listening to its customers’ needs. Though the company has a very complete line of burner products, it is often asked for sizes, shapes, and specifications outside the standard product-line offering. It now offers custom burner development. The process begins with the customer’s specifications; from there, the burner is designed using computer-aided design programs. Once the customer has approved the design and price, the custom burner is fabricated, with high quality and a short lead time in mind. Contact: (888) 264-1017 or www.AmericanFireGlass.com. Circle Reader Service No. 127

Heat & Glo TRUE The TRUE provides the most authentic masonry appearance available in a safe, convenient direct-vent gas platform. With a clean face and a flush hearth design in 50-, 42-, and 36-inch sizing, TRUE offers the largest viewing area in each class, for the ultimate fireside experience. High-definition logs and LED accent lighting help create bold, robust fires. Seen through reflection-free glass, the experience is so real that consumers might try to add another log to the fire. Sell your customers on a TRUE new wave of traditional style. Contact: www.heatnglo.com. Circle Reader Service No. 128

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Gibraltar The Gibraltar is a two-toned casual contemporary fireplace featuring an interlacing burnished-walnut wooden frame that breaks up the generous use of a soft stone element. The multilayer, large-scale unit, with a large base and mantel, shows off an elegant profile, making it easy to use as the focal point of a room. The glass ember bed is illuminated from below, creating a beautiful glow—making the Gibraltar electric fireplace from Dimplex North America a strikingly beautiful piece. It will be available in fall 2012. Contact: www.dimplex.com.

Give your customers the flexibility to create their own personal havens for entertaining. The Del Sol deep seating group features a lovely sofa, a love seat, and a 360-degree swivel rocker with handcrafted, all-weather–wicker frames and a matching table with a roomy, long-lasting porcelain tabletop. Weather-resistant cushions are elegantly neutral and are accented with coordinating tailored piping and a complementary patterned fabric, for a look that is sure to move quickly from your showroom floors. Discover Del Sol and all of Agio’s latest all-weather–wicker options at the Merchandise Mart, showroom 1628, during the ICFA Preview Show™ (formerly Casual Pre-Market) in Chicago, Illinois. Contact: www.agio-usa.com.

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Del Sol Deep Seating

Rhapsody Contemporary Direct-vent Gas Fireplace

Berkshire

The new Dave Lennox Signature® collection Rhapsody™ fireplace adds sophisticated flair to any home. Featuring innovative Infini-Flame™ technology, this easy-to-install gas fireplace offers a stunning viewing area that showcases a 50-inch–wide band of mesmerizing, tranquil flames. A patent-pending burner design offers industry-leading efficiencies for increased savings on utility bills. Contact: www.lennox.com.

Create a timeless look for any backyard with NorthCape’s Berkshire collection. With a fresh take on a much-desired classic, Berkshire features a handwoven, thick cappuccino weave and elegantly shaped arms. The cappuccino thick, round weave redefines beauty, with its rustic, rich brown hues and its curvaceous weave pattern. The sophisticated open-weave sides and back lend themselves to lasting style and comfort throughout the year. Contact: www.northcapeinternational.com.

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Select Grill by Traeger Introducing Traeger’s latest residential pellet grill, the Select: Traeger preserved the best features of its popular Deluxe—its sleek design, high-quality stainless-steel trim, handy side tables, and enclosed storage space. What’s different? The flat grilling surface was increased by over 37%, and the grill’s large-capacity hopper, now conveniently accessed from the outside, holds 18 pounds of natural wood pellets, for hours and hours of uninterrupted grilling and smoking. Contact: www.traegergrills.com.

BigJoe by Kamado Joe BigJoe is engineered to outsell all other extra-large grills. One of BigJoe’s most innovative features is a counterbalanced hinge for sturdiness and easy opening. BigJoe also features a new ash tool for ultraquick cleaning, a firebox divider, and a split heat deflector that allows simultaneous direct and indirect cooking. Contact: (678) 866-0642 or www.kamadojoe.com. Circle Reader Service No. 134

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Go beyond ordinary. New Rock and Glass Kit From Valor Available on the Horizon, H4, and Legend G3 insert models, this accessory kit includes both clear and black glass beads for installation, depending on customer preference. A contemporary upgrade for Valor fireplaces and inserts, the rock and glass kit (shown here with the Legend G3 insert) further diversifies the Valor product line. Contact: www.valorfireplaces.com.

Design-edly Different! beach patio market ZIPJACK

CUSTOM UMBRELLAS ZIPJACK INDUSTRIES, LTD.

ELMSFORD, NEW YORK 10523 TEL 914.592-2000 FAX 914.592-3023

WWW.ZIPJACKUMBRELLAS.COM

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product P R O F I L E S

Bison Cart Grill Introduced two years ago, the Bison cart grill has gradually become one of the company’s top sellers. This stainless-steel charcoal grill can be purchased in a cart model (as shown) or as a built-in head. Made from 304 stainless steel, this unit is built to provide years of service and is a great addition to any backyard kitchen. Contact: (800) 521-2855 or www.bullbbq.com.

Country Collection Montlake Insert From Lennox Available in spring 2012, the EPA-certified and Washington State-approved Country® collection Montlake™ 230 wood-burning insert by Lennox Hearth Products converts a fireplace into an efficient, clean-burning wood heater. An innovative heat exchanger with the exclusive Lennox Thermal Fin Technology™ and a large ceramic glass viewing area maximize heat transfer for greater utility savings. Contact: www.lennox.com.

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Flexible Natural Stone The Finley Island The Finley Island offers all you can desire in an outdoor-cooking cabinet in a compact, sleek design. The single drawer is the perfect place to collect your spices, sauces, or grilling utensils. Underneath the drawer is a larger storage area perfect for all those necessary bags of charcoal. Additional storage underneath the grill ensures that all your cooking accessories can find a clean, dry home within easy reach. The Finley also sports an umbrella insert for those hot summer days. This cabinet has two swiveling casters and two rigid casters, ensuring that your cabinet goes wherever you need it to go. Contact: (800) 624-6512 or www.selectoutdoorkitchens.com. Circle Reader Service No. 136

Ventis Pellet Vent Olympia Chimney Supply Inc. (Scranton, Pennsylvania) introduced its new Ventis® pellet vent at this year’s industry trade shows. This is a double-wall pipe sold in both 3- and 4-inch diameters. The pipe is designed specifically to vent all pellet fuels. The inner pipe is 0.016-inch (28-gauge) 304L stainless steel, and the outer pipe is 0.024 inch ® (24-gauge) Galvalume . Ventis pellet vent becomes a part of the already innovative Ventis family of products, carrying many new and innovative features currently absent from the pellet-vent market. Once again, Olympia surpassed expectations in the market by inventing and manufacturing the first pellet pipe that is truly free flowing and leak free. Olympia accomplished this task by developing an innovative gasket system that truly seals the pipe and prevents leaks, thereby avoiding the past need for silicone caulks. Visit the company on Facebook. Contact: (800) 569-1425 or www.olympiachimney.com. Circle Reader Service No. 137

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MLW Stone introduces flexible natural stone. This revolutionary new slate product comes in 2x4-foot sheets and a 1- to 2-millimeter thickness and is offered in eight different color choices. The thin slate veneer is ultralight, easy to bend, and ideal for use on curved walls or as a fireplace facing. Other applications include outdoor-kitchen islands, firepits, grill stands, mantel accents, entertainment centers, and more. Please request samples today and consider the possibilities. Contact: (800) 477-7665, henry@mlwalker.com, or www.mlwstone.com. Circle Reader Service No. 139

Boulevard Linear Fireplace: Dressed to Impress

Vermont Castings Victory Directvent Gas Insert The iconic Vermont Castings style reaches inspiring heights with the Victory insert, featuring six decorative faces and seven rich colors. From sleek contemporary finishes to handcrafted rustic looks, there’s a style that will suit your customer’s home. Two new brick liners and black and bronze porcelain liners offer stylish options on the inside. With features such as rear-burner shutdown, the exclusive Total Signature Command™ system, and increased efficiency, the Victory insert delivers a winning combination, every time. Contact: www.vermontcastings.com. Circle Reader Service No. 140

Homecrest Mirage Homecrest introduces Mirage: Sleek extrusions make up the clean lines of the frame design. Made of aluminum, this patio-furniture collection offers years of comfort and beauty in any outdoor space. Mirage is available in sling, tri-sling, and padded sling versions and in all frame finishes. Contact: www.homecrest.com. Circle Reader Service No. 141

Kettle-Q by Little Griddle The Kettle-Q round stainless-steel barbecue griddle brings a whole new dimension to outdoor cooking on kettle-style charcoal grills and smokers. Its features include sidewalls, a grease trough, and underside cross-bracing; it measures 17x14x3.5 inches. The versatility of the stainless-surface allows cooking breakfast, Philly cheesesteak, stir-fried dishes, Mexican food, fish, and much more. It’s cleaned right on the grill. Contact: Kathy@littlegriddle.com or www.littlegriddle.com. Circle Reader Service No. 142

Designed for in-wall installation at eye level, the Boulevard linear vent-free fireplace comes backed by an accessory catalog that lets consumers mix and match to create dozens of unique looks. Available polished-porcelain liners include an elegant black, a surreal cobalt blue, and a stunning white. The optional 1-inch glass droplets accentuate the flickering flames from the 38,000-Btu contemporary linear burner. Choose droplets in black onyx, bright ruby, or playful topaz. Transition from the fireplace to the surrounding wall with one of two distinct frames. The TideWater (cut from a single sheet of steel and finished in matte black or hammered pewter) softens the straight lines of the Boulevard fireplace with gentle curves. The EastGate creates a bold, multilayer rectilinear frame that combines hammered pewter with matte black for a dramatic look. Beautiful, elegant, and efficient: A Boulevard fireplace will add value, ambience, and warmth to any home. Contact: (800) 851-3153, www.whitemountainhearth.com, or www.americanhearth.com. Circle Reader Service No. 143

PS2000 Solair® awnings deliver superior quality, style, and flexibility, while offering retailers a seamless, no-inventory, high-margin opportunity. The PS2000 features a projection of 10 feet 2 inches and 14 quick-ship Sunbrella® fabric options; it comes in three widths. Contact: www.solair.com/signup.php. Circle Reader Service No. 144

Sun Garden Sun Garden, a German manufacturer of high-quality casual-furniture items, announces the introduction of the 13-foot Curve Easy sun parasol. Showing off its unique design, it couples the patented curvilinear design with a fresh and contemporary canopy. This is the newest addition to the best-selling Easy Sun lineup and will be highlighted by key retailers this spring. Featuring the new, patented Easy Swivel mechanism, it’s now easier to use than ever. The best just got better. Contact: www.sungarden.us. Circle Reader Service No. 145

Paris by Napoleon This sleek new collection from Napoleon features weather-resistant wicker in Earl Grey, and its cushions are made with high-density foam, covered with a taupe Sunbrella® fabric. Included in this beautiful Paris collection are a left-arm sofa section, a right-arm chaise section, a chair, and a coffee table. The coffee table includes a 5-millimeter clear piece of tempered glass. Contact: www.napoleonfurniture.com. Circle Reader Service No. 146

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Largo Chat Pit Valor L1 Linear Series

Showcasing leading-edge design, high-quality finishes, and high efficiency, the L1 series combines Valor’s proven performance with the latest in linear design. The L1 provides two stunning fuel-bed designs (known as the Long Beach and Murano glass), both backed by steady, radiant warmth. Firebed liners include sand fluted, black fluted, and black reflective enamel. Contact: www.valorfireplaces.com.

The Largo chat pit from OW Lee is designed for all outdoor gathering and entertaining areas. It is 24 inches high and 43 inches wide, it includes a 10x30-inch burner, and it is compatible with 36x58-inch hearth tops. Shown with the Silana seating collection, the Largo chat pit is the perfect accessory to complete any outdoor space. Contact: www.owlee.com. Circle Reader Service No. 150

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The Appaloosa Underwater Blue Outdoor Rug This eye-catching bit of nautical whimsy is perfect for a child’s playroom or for that beach-themed retreat on the back deck where the adult kids gather to play. Handhooked in the age-old Eastern tradition from DuraCord® yarns, the Sawgrass Mills® by Hatteras Outdoors Underwater Blue outdoor rug is resistant to rot, mold, mildew, fading, and staining, yet has the sought-after softness of cotton. Entirely synthetic, this all-weather rug is available in either 5x8-foot or 8x10-foot sizes. Contact: (252) 758-0641 or www.thehammocksource.com.

HearthDistribution.Com, Henan Hi-Flame, continues to impress with the Appaloosa 717U cast-iron wood stove. Like its namesake, the Appaloosa is highly durable. Using a standard 6-inch top-flue design, the Appaloosa can be installed in most locations. The burn time of more than 10 hours is conducive to overnight burning, to keep those chilly nights very warm. The double heat plate increases the heat convection to the room, and the easy-access bottom ash pan makes cleanup a snap. The furniture quality of this cast-iron construction not only makes it an integral part of your heating plan, but provides a beautiful addition to your furniture collection. Contact: info@hearthdistribution.com or www.hearthdistribution.com. Circle Reader Service No. 151

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Cal Flame Outdoor Fire Collection The Cal Flame Outdoor Fire collection consists of a breathtaking outdoor fireplace and firepit, in either LP or natural-gas models. This outdoor collection features a convenient stucco propane-tank holder, which can also be used as a patio side table. Both the fireplace and the firepit feature a standard stucco finish; a 55,000-Btu burner; a large firebox; and a four-piece, 16-inch log set with lava rocks. Contact: www.calfireplace.com. Circle Reader Service No. 149

Stylishly Relaxing Cast in A356 aluminum, Ballantyne melds Georgian elegance and sensuous French curves to grab attention. This collection offers choices in dining tables (54- and 100-inch), a 54-inch coffee table, armchairs (cast seat and luxury seat), a dining swivel rocker, and lounge selections (armchair, settee, and swivel). Each comes with the company’s industry-leading 15-year limited warranty on furniture frames and a five-year limited warranty on paint finishes in residential use. Contact: (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com. Circle Reader Service No. 152

Malibu Comfort, quality, and value all describe this comfy (yet contemporary) collection from NorthCape, which is as versatile as it is stunning. Malibu is highlighted by a modular sectional that can be configured to fit any area and that features UV-protected, durable flat-weave resin on a powder-coated aluminum frame. Malibu offers an exciting solution for all of your indoor/outdoor-furniture needs. Contact: www.northcapeinternational.com. Circle Reader Service No. 153

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Majestic Triumph Direct-vent Gas Insert

Saber Grills Saber grills were designed and engineered, from the ground up, to be the most advanced, performance-driven, value-priced brand in the premium-grill category. All feature only 304-grade nonmagnetic stainless steel and a patented infrared cooking system that allows for true zonal cooking and fast preheating. The line includes six full-size infrared grills and two built-in units, priced from $799 to $1,699. Saber is sold exclusively through independent outdoor-living retailers. Contact: www.sabergrills.com.

Featuring four different finish choices and an array of interior-design combinations, the Majestic insert is a triumph of style. Your customers will be inspired by the range of styles, and the Triumph delivers the efficient performance that they expect. With the exclusive Total Signature Command™ system, the fireplace controls are always right at their fingertips. Contact: www.majesticproducts.com. Circle Reader Service No. 154

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Lakeview by Peak Season Inspired Visions from Peak Season is a limited offering of the finest-quality outdoor casual furniture available today. With an eclectic-to-transitional flair, these specific collections allow today’s consumers to design (and make the most of) their outdoor spaces. Lakeview is a perfect example. Combining all-weather outdoor wicker; a handgrained, fully welded aluminum frame; a stone tabletop; a cast-stone table base; and embellished throw pillows allows for the perfect blending of form and function in an outdoor space. Contact: www.peakseasoninc.net. Circle Reader Service No. 155

Charcoal Companion Skewer Station An exciting new way to serve skewers of a single ingredient allows guests to customize their entrées. Grill different meats and vegetables, and then hang them for serving. Simply push the meat or vegetable from the skewer (with the included fork) onto a plate held underneath. The grooved wooden tray prevents juices from spilling onto your table. The set comes with six skewers and two forks; additional skewers are sold separately. The MSRP is $30. Contact: (800) 521-0505 or sales@companion-group.com.

Rosemary Lane Collection Vintage sophistication meets urban chic in Phifer’s Designed Fabrics Rosemary Lane collection. Soft green tones—sage, oyster, and lagoon—in paisley patterns and textural solids marry neutral taupe and driftwood hues for a serene, soothing color combination. Contact (800) 221-5497 or www.phifer.com. Circle Reader Service No. 158

Aesthetically Pleasing The low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact. Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. Contact: www.infratech-usa.com. Circle Reader Service No. 159

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Hybrid Chimney Liner In March 2012, Olympia introduced its newest chimney liner, the Hybrid chimney-liner system. It is a smooth-wall liner with an inner wall that does not cup and feather as standard smooth-wall liners do, eliminating problems associated with restricted venting. The Hybrid is stronger than standard chimney liners, without the weight of heavy flex liners. It has no memory and is easy to straighten. The Hybrid is more flexible than any other liner and can be ovalized and coiled for easy handling and cost-effective shipping. Visit the company on Facebook. Contact: (800) 569-1425 or www.olympiachimney.com. Circle Reader Service No. 160

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Hybrid Series

Cannes Collection Deep Seating Tropical locales and resort motifs are the inspiration for the Cannes collection from Pride Family Brands. Each piece in the collection incorporates handcrafted, rattan-like elements formed of heavy-duty all-weather aluminum. Through an airy, openwork back design and oversized fade-resistant cushions, the Cannes collection provides a fresh (yet luxurious) look. The collection incorporates sling dining, cushioned dining, and deep seating to dress any outdoor space fully; it’s pictured with a cast-top Castelle firepit. Contact: www.pridefamilybrands.com.

Napoleon is pleased to introduce its Hybrid series heaters, which can be configured as wood-only furnaces or wood/electric combination furnaces. These powerful heaters feature an average output capacity of 40,000 Btu, with up to 86% efficiency, and can heat up to 1,800 square feet. The firebox is capable of handling 18-inch wood logs, and a glass door with an air-wash system comes as standard equipment. The Hybrid series is certified to EPA standards at 3.6 grams per hour, and it features an optional 10-kilowatt electrical furnace module. An integrated thermostatic air control and manual air-control lever make for fully adjustable burn rates—from low to high settings, or anywhere in between. The Hybrid series comes with a limited lifetime warranty. Contact: www.napoleonheatingandcooling.com. Circle Reader Service No. 164

SCHOTT ROBAX Atmosfire Dry Wiper

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Complements Collection With Outdoor Lifestyle’s Complements collection, you find an eclectic family that delivers creative flair and true value. Offering inviting armchairs (the Coral armchair), solid Moda side chairs and armchairs (Moda meets or exceeds ANSI/BIFMA X5.1-2002 requirements), and the detailed Terrace 48-inch round dining table, this group is special. The company offers an unmatched 15-year limited warranty on frames and a five-year limited warranty on paint finishes in residential use. Contact: (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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ZipJack Classic Patio Umbrella

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Phifer Fabrics Phifer’s plush, 100% recyclable GeoBella® cushion fabrics and sleek, slingable Phifertex® outdoor fabrics are certified by the Greenguard Environmental Institute (GEI) for superior indoor–air-quality performance. Phifer’s fabrics are also certified as meeting the more stringent GEI Children & Schools standards for commercial use and have achieved the new, elite GEI Select certification. The Phifertex outdoor fabrics collection is infused with Microban® antimicrobial product protection to help prevent the growth of stain- and odor-causing bacteria, mold, and mildew. Contact: (800) 221-5497 or www.phifer.com. Circle Reader Service No. 163

SCHOTT ROBAX® named Fireside Distributors as a key distributor for the recently developed Atmosfire™ dry wiper. SCHOTT Hometech, a division of SCHOTT North America Inc., introduced the Atmosfire dry wiper, a cleaning pad specifically for glass-ceramic viewing windows in fireplaces and stoves. The ergonomically shaped sponge features a textured surface that is tough enough to remove soot and dirt without using chemical cleaning fluids or scratching the surface of the glass. Fireside Distributors will be stocking the product and will have the Atmosfire dry wiper available for purchase by hearth retailers. Contact: www.schottrobax.com.

Patio & Hearth Products Report May/June 2012

Does anybody remember laughter? The ZipJack classic patio umbrella will take you back to the days of your youth, with its classic styling and floral linings. Beautifully crafted with special attention to detail, this umbrella will add charm and grace to any patio setting. Available in a variety of acrylic solids, coupled with vibrant floral designs, this Classic patio umbrella is truly a blast from the past—and into the future, in the casual-furniture market. Contact: (914) 592-2000, sales@zipjack.com, or www.zipjack.com. Circle Reader Service No. 166

Paramount Deep Seating

Tropitone

The Paramount deep seating collection by Jewels of Java is a magnificent pairing of old and new, creating a contemporary design using elegant, plantation-grown teak combined with all-weather Viro wicker. Karel Simeon’s design masterpiece is beautiful and practical in any casual setting, either indoors or outdoors. Contact: www.Jewelsofjava.com.

Tropitone’s innovative URComfort™ system takes casual seating to another level of functional elegance by harmonizing with the movement of your body to find the most comfortable position. Both sling and cushion versions of the system are offered in two of Tropitone’s most popular frame designs, Montreux and Lakeside (shown). Having a minimum of moving parts makes the system easy to use and maintain. The seating system helps to create outdoor spaces that are havens of enjoyment. Contact: www.tropitone.com.

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Artisan Tribe Silver State fabrics™ invites designers to refresh and renew with Artisan Tribe, its latest performance Sunbrella® collection. Artfully designed with inspiration from scenes and patterns from North Africa, this collection offers a refreshing color palette that includes solids, stripes, and intricate cultural motifs. Colors of a desert oasis are in the forefront of the Artisan Tribe color combinations, presenting fresh color families such as plumberry, ocean, fire, desert rust, and emerald. Rich neutrals of cool grays, taupe, sand, and stone are intermixed in a natural balance. As always, the colors seamlessly transition from indoors to outdoors, providing the designer with more flexibility and ease. Contact: www.silverstatefabrics.com.

New Slimline Single-element Heaters Slimline single-element heaters incorporate a specially designed electric quartz heating element that produces safe infrared energy. With crisp, modern styling, brushed-stainless trim with an optional dark contrasting housing, and narrow profiles, Slimline heaters virtually disappear into the surrounding decor. Contact: www.infratech-usa.com.

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Starlight Collar Tilt by Treasure Garden

PS5000 Solair® awnings enrich the comfort of outdoor-living spaces by providing extended shade, UV protection, and energy savings. The PS5000, featuring more than 100 stylish Sunbrella® fabric options, has three projections, with custom widths ranging from 10 to 25 feet. Contact: www.solair.com/signup.php.

The elegant and durable Starlight collar tilt from Treasure Garden sets industry standards for fashion and design, for both daytime and evening. With built-in rib lights, the Starlight will light up your party all through the night. It’s available in two sizes: 9 and 11 feet. The collection features the finest tilt design ever. You simply turn the collar, even while sitting down, for infinite degrees of shade comfort. With over 25,000 shade options, Treasure Garden is the number-one name in shade. Shown is the UM8009SL DC7–5462HP in Sunbrella® hot pink and 54048 Sunbrella charcoal, with the BW509 classic base in black. Visit the company’s expanded showroom at #1655 Merchandise Mart in Chicago, Illinois. Contact: info@treasuregarden.com or www.treasuregarden.com.

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Cosmo 1500 by Wittus Discover a powerful source of fire with the Cosmo 1500, a stove that celebrates fine Danish design and stands tall and elegant next to 10 existing Cosmo models. This stove, crafted by Jydepejsen of Denmark, is a combination of sleek style and fire efficiency that offers an inspiring focal point to every room that it inhabits. The tall version includes these features: a sizeable firebox that measures 15 inches wide, 13 inches deep, and 17 inches high; a cool handle, conveniently positioned below and away from the firebox; a sleek, cast-iron top and door that retain heat; a large, curved, tempered-glass viewing window with a built-in air-wash system that keeps the window clean and clear; a locking system with a uniquely hidden fingertip control wheel; an ash drawer cleverly tucked behind the door; and a steel door at the bottom, which opens to reveal a compartment for wood storage. Contact: (914) 764-5679 or www.wittus.com. Circle Reader Service No. 173

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A ZipJack Original: The All American Market Wood Aero Lucerne Cushioned Dining

Intricate curves and curls define the casual (yet luxurious) appeal of the Lucerne collection from the award-winning designers at Pride Family Brands. The Lucerne and its popular handwrought aluminum construction feature free-flowing elements and supports, an attractive price point, and an overall affordable-luxury design. Oversized, weather-resistant cushions add the finishing touch. The Lucerne collection includes the pictured cushioned dining set, along with deep seating pieces and sling dining sets. Pride’s premium powder-coat finishing and hand-applied decorative antiquing are featured on all units. Contact: www.pridefamilybrands.com. Circle Reader Service No. 174

Serenata Umbrella Light and Media Center Treasure Garden’s Serenata umbrella light and media center illuminates any backyard party. With eight adjustable LED lamps, this umbrella light is also compatible with iPods, MP3/MP4 players, phones, and other music sources to entertain guests. In addition, the Serenata has a dual-band AM/FM stereo system; an LCD panel showing the time, temperature, and radio stations; and a wireless remote. The Serenata is a must for your next outdoor party. With over 25,000 shade options, Treasure Garden is the number-one name in shade. Shown is the Serenata-00 in bronze. Visit the company’s expanded showroom at #1655 Merchandise Mart in Chicago, Illinois. Contact: info@treasuregarden.com or www.treasuregarden.com.

Gracing cafés, restaurants, and clubs across the world, the All American market wood Aero is a regal addition to any setting. Form and function are combined in the patented canopy design. This umbrella offers distinctive style and allows crosswinds and updrafts to glide easily through the venting system. Easy maintenance enhances its attractiveness. The All American market wood Aero is a must for every specialty patio retailer. Contact: (914) 592-2000, sales@zipjack.com, or www.zipjack.com. Circle Reader Service No. 177

San Cristóbal Collection Made from wrought iron, the elegant San Cristóbal collection embodies the romance and intricate detail of the Spanish Baroque style. The collection includes a wide range of products—including the dining armchair, which complements OW Lee’s Avila dining fire table to create an elegant outdoor-dining setting. Contact: www.owlee.com. Circle Reader Service No. 178

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Outdoor Accents by Peak Season

Tropitone’s South Beach padded sling outdoor-furniture collection, by noted designer Richard Holbrook, takes Tropitone’s contemporary design to a new level. To keep up with the needs of modern exteriors and of landscape architecture, Tropitone introduced its padded sling seating system. A two-piece, two-sided fabric seat is slung across the seat and back frame, creating a modern look while providing enhanced comfort. Contact: www.tropitone.com.

Covering up your outdoor furniture never looked so good. Peak Season has found that as the outdoor-living space has further evolved, the customer’s expectation for style is no longer held by traditional boundaries. Decorative outdoor accents from Peak Season are aimed at the consumer’s new standards: creating limitless options. Contact: www.peakseasoninc.net.

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South Beach Padded Sling

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every home and lifestyle.” The PureCure purifying system is now available on Cal Spas hot tubs as an upgraded feature. There is no installation or programming required for this unique purifying system, which is proven to enhance the overall spa experience for consumers.

Pride Family Brands and Merchandise Mart Properties Ink Deal Pride Family Brands, designer and manufacturer of casual furniture, announces that it has finalized an agreement with MMPI for the relocation of its company’s showroom to the 15th floor of the historic Merchandise Mart in Chicago, Illinois. Pride’s relocation (from its current location on the 17th floor) is part of the Merchandise Mart’s anticipated reconfiguration of the casual/outdoor-furnishing floors, intended to offer designers and buyers a seamless experience while shopping the outdoor showrooms. Steve Lowsky, president of Pride Family Brands, says, “For years, Pride Family Brands has been committed to maintaining a major presence within the Merchandise Mart and is excited about the renewed focus that is being given to our category with the redesign of the showroom floors. With the relocation, Pride will hold a prominent position on the newly designed 15th floor and will offer our buyers an 11,000–square-foot space, with expanded features for showcasing our products.” The space is slated to be completed by December 2012 and will be open for the first time to buyers in January 2013.

Comvest Announces Acquisition of Lennox Hearth Products The Comvest Group, through its Comvest Investment Partners IV fund, has acquired Lennox Hearth Products (LHP) from Lennox International, Inc. LHP is a manufacturer of fireplaces, fireplace inserts, freestanding stoves, gas log sets, accessories, and venting products. John Caple, a managing director with Comvest, says, “We are excited about the opportunities for LHP to be a leader in the hearth industry. LHP has invested significantly, in the past few years, in innovation and new products, and we are looking forward to the company’s continued growth. We believe that LHP President and CEO Wendy Howells and her team are well positioned to continue the company’s tradition of product innovation and industry-leading customer service.” Howells says, “Throughout the process, the Comvest team has repeatedly demonstrated its belief in the importance of serving customers and executing on a robust, growthoriented strategy. I believe our partnership with Comvest will further strengthen our ability to grow and serve the hearth market.”

Robert Dischner Joins RH Peterson Company RH Peterson Company, a leading manufacturer of premium gas grills and gas logs, has announced that industry veteran Robert J. Dischner has joined the company as vice president of mar-

keting. In this role, Dischner will develop and lead marketing strategies that will drive the company’s continued growth in the years ahead. “We’re thrilled to announce that Robert Dischner has joined RH Peterson,” Leslie S. Bortz, president, states. “Bob is a terrific addition to our management team. With more than 30 years of fireplace experience, Dischner brings seasoned marketing skills and unique talent in new-product development. His intelligence, reasoning capacity, and sound judgment will truly help our company to reach the next step in our growth. We are fortunate to have a man of Bob’s caliber at RH Peterson.” Jerry Scott, vice president of sales and marketing, adds, “Many of us here at RH Peterson have known Dish for a long time. We all like and respect him, and can’t think of anyone in our industry who would be better for RH Peterson. I look forward to working with him to build our brands and to help us with the many products we are bringing to the market in the near future.” Dischner joins RH Peterson after more than 30 years with Lennox Hearth Products.

Z-Line Designs Expands Its Casualfurniture Line Z-Line Designs is launching itself into the casual market with an expanded casual-furniture line designed to fill the need for high-quality styling targeting midrange pricing. The company presented its complete line at the High Point Market and will also exhibit at the ICFA Preview

Show™ in July and the Chicago International Casual Furniture & Accessories Market™ in September. Mark Gorr, senior vice president of the company’s casual-furniture division, says, “Full-line furniture and specialty retailers have responded very well to the quality, styling, and price points of our new casual furniture. That response translated to sales that were nearly triple our expectations for this year, so with the line extensions and enhancements we’ve put in place for 2013, we’re very excited about showing a complete line, for the first time, at the upcoming markets.” Z-Line Designs will be showcasing more than a dozen casual-furniture collections, offering a variety of styles in top-quality, handwoven all-weather wicker, with rust-resistant, extruded-aluminum frames that are powder coated to coordinate with the colors of the weave. The deep seating groups are being expanded to offer motion, and dining is being added to three of the existing collections. Z-Line Designs is also expanding its fabric offerings for 2013.

Glen Raven Launches Concept Gallery With Special Event Glen Raven launched its new Concept Gallery recently with a twoday special event that focused on the latest thinking concerning global innovation. More than 40 Glen Raven customers and trade partners took part in the event at Glen Raven’s corporate headquarters, attending keynote addresses and workshops, as well as sharing perspectives on future innovations.

TUUCI Debuts Latest Shade Designs During Milan Furniture Fair With furniture manufacturers from around the world seeking cutting-edge innovation from big-name designers, it could have been easy to overlook a relatively small U.S. manufacturer whose chief designer began his career as a day laborer in a Miami, Florida, boatyard. As the chief shade architect for TUUCI (The Ultimate Umbrella Company, Inc.), Dougan Clarke is leading a transformation of outdoor furnishings through inspired designs that seamlessly combine world-class aesthetics with marine-worthy performance.

Leading resorts and hospitality venues are increasingly selecting TUUCI parasols for the unique experience that the shade creates for their guests. This year, Clarke and his team at TUUCI debuted the company’s most exquisite shade design ever, the F-1 high-tension shade parasol, during the Milan Furniture Fair. With a stunning stainless-steel cable system, graceful curves, and expansive size, the F-1 dazzled crowds of Milan Furniture Fair attendees. “We design shade structures that not

only extend, but also transform outdoorTUUCI’s F-1 high-tension living spaces, shade parasol resulting in fresh, new, open-air living experiences,” Clarke says. shade and the inspirational Stingray “Our mission at TUUCI is to create shade sculpture. Also on display was the shade structures that extend the enjoyCrescent parasol; this signature parasol ment of a day, an evening, and an entire for TUUCI features a translucent shade outdoor-living season.” membrane that cascades to brilliantly Other notable introductions from polished, trillion-shaped finials that TUUCI featured at the Milan Furniture punctuate both the beginning and end Fair were the Plantation cantilever sun of the shade experience.

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Charles Munroe, COO of TUUCI, an innovative shade-products company, says, “Glen Raven is a great collaboration partner as we develop innovative new products. This event was an ideal opportunity to bring people together for the sharing of new ideas and the latest trends.” The Concept Gallery at Glen Raven is designed as a center for innovation in partnership with Glen Raven’s customers, trade partners, and associates. Within the gallery are displays of more than 150 different Glen Raven products, along with other resources to promote collaboration. The gallery-opening event was designed to showcase this new resource and to promote the sharing of new ideas. Allen E. Gant Jr., president of Glen Raven, says, “Companies that continue to pursue innovation and collaboration will continue to be successful in today’s global economy. Our Concept Gallery is visible evidence of our commitment to innovation and to working closely with all of our partners.”

HPBA Looks to the Next Generation The Hearth, Patio & Barbecue Association (HPBA) turns its focus to the next generation of industry leaders: The new group, called HPBA Young Guns, represents professionals who are under the age of 40 or who have been in the industry for fewer than five years. The mission of Young Guns is to provide educational, networking, social, and training opportunities at both the national and affiliate levels of HPBA, as well as to foster leadership and collegial relationships. Young Guns also hopes to help recruit new people into the industry. The committee, which is cochaired by Nick Bauer (of Empire Comfort Systems, Inc.) and Linsey Fluty (of Ray Murray, Inc.), hopes to get young professionals more involved in the organization as a whole, with a focus on more active participation within their local affiliate communities. There are currently 12 committee members, representing each HPBA region in the United States and two (so far) in Canada. Also active on the committee is Rodger Holland (of Supreme Fireplaces), who serves as the HPBA board liaison. “Young Guns is a great way for younger hearth and barbecue professionals to get the exposure in the industry that they need to advance within their careers,” Bauer says. “It is 72

our hope that this group will provide not only professional-development opportunities, but also great networking among its members and with the HPBA membership as a whole.” Young Guns has big plans for the near future, such as a mentoring program, which would pair a more seasoned professional with a Young Gun; a monthly newsletter; and education programs tailored toward Young Gun interests and needs. HPBA has been very encouraged by the enthusiasm surrounding the Young Guns program. So far, it has had two very successful HPBExpo receptions, in 2011 and 2012, and an outpouring of interest in serving on the committee. The Young Guns plan to use social media to convey information, as well as to create informal gatherings throughout the year. Those interested can follow the Young Guns on its newly created Facebook page (www.facebook.com/pages/HPBAYoung-Guns/277191222331421) or can email youngguns@hpba.org for more information.

Hearth Industry Mourns the Loss of Former DuraVent Sales Executive John Edward Davis, former vice president of sales and marketing at Simpson DuraVent, passed away on May 8, 2012, at the age of 67, after a long battle with liver cancer. He is survived by Helen, his wife of 45 years; their daughter, John Edward Davis Daphne Moore; their son-in-law, Ben Moore; and two grandsons, John David Moore and Ben Davis Moore. Davis earned a bachelor’s degree in philosophy from Ouachita Baptist University. He was a Vietnam veteran who served as a U.S. Army captain in the early 1970s. He had a 40-year sales and marketing career in the buildingproducts industry, including over 20 years with Simpson DuraVent, where he started as a factory representative. Davis retired to Bentonville, Arkansas (the hometown of his daughter, sonin-law, and grandsons), shortly after HPBExpo 2011, where he said his goodbyes to many of his customers

Patio & Hearth Products Report May/June 2012

and colleagues. Davis was blessed with meaningful relationships with his customers, staff, and peers. His mission was always to improve the world with better products, programs, and relationships. He always followed the highest ethical standards, for himself and for those with whom he worked. He was devoted to his staff and his customers, and he traveled over a million miles to serve them. During his tenure at DuraVent, the company tripled in size, to a sales levels of $100 million per year. Upon his departure, he left a seasoned, loyal sales staff with members who averaged over 15 years of service each with DuraVent, and they all embodied his passion for customer service, product knowledge, and love of the industry (and the company). Davis was a strong promoter of the Libby, Montana, project. He was very proud of the industry’s efforts and how this project demonstrated the value of modern, clean wood-burning technologies. He was a devout Christian and described himself as tethered to his heavenly father. He loved having a glass of high-quality Pinot Noir while sharing jokes, stories, and laughter. Davis not only knew his customers, but also knew their spouses and families. Graveside services (with full military honors) were held at the Fayetteville National Cemetery.

Woodard Featured in Art Exhibition Honoring Its Contribution to U.S. Furniture Industry Woodard, a leader in the outdoorfurniture industry, is being featured in a major exhibition sponsored by the Shiawassee Art Center in Owosso, Michigan. As a U.S.-based, pioneering manufacturer of wrought-iron, aluminum, and all-seasons–wicker outdoor furniture, Woodard is being honored and recognized for its important and historic contributions to the U.S. furniture industry (made over the past 146 years). Focusing on Woodard’s time-honored traditions of quality and innovation, the exhibit runs for two months, from June 1 through July 29, on the main floor of the Shiawassee Art Center. It displays designs from three centuries, from the original wooden chairs made in the late 1800s to today’s current wrought-iron furniture. The exhibit will also include Woodard

designs that are currently part of the permanent collections of both the Smithsonian Institution and the Smithsonian Cooper-Hewitt National Design Museum. “We are excited to be a part of this exhibition and see it as an opportunity to share with others the roots of Woodard, as well as the growth and change that have been a part of our heritage over the past 146 years,” Matt Weiss, senior vice president of sales and marketing for Woodard, explains. The exhibit is a source of dignity and esteem for a company that has been proudly based in Owosso since its founding in 1866. Woodard is looking forward to continuing the U.S.-made ideals, traditions, and craftsmanship implemented by its founders in Owosso all those years ago and is excited to share its history with the community and the industry alike.

NorthCape Goes North of the Border NorthCape International is pleased to announce the addition of its fifth warehouse in North America, creating a new distribution center in the greater Toronto, Ontario, area. The state-ofthe-art, 20,000–square-foot facility is located in Mississauga and will inventory and support some of NorthCape International’s most popular collections. “We see a great growth opportunity in Canada. We look forward to expanding NorthCape International’s North American business and are pleased to have a strong team leading the charge,” Tom Murray, president of NorthCape International, explains. Tirro Luckino, an industry veteran, will be the general manager for the facility, bringing years of experience and expertise to NorthCape International. Brandon Luckino will continue as the greater Toronto area’s sales representative, teaming with his father to grow the business. NorthCape International opened its new facility in early May 2012, immediately shipping products to new and existing customers in Canada. The new warehouse joins NorthCape International’s four other distribution and manufacturing facilities, located in Clermont, New Jersey; Bedford Park, Illinois; North Port, Florida; and Santa Ana, California. Open daily (for the design trade and its clients), NorthCape International’s expansive and beautiful showroom is located in the Merchandise Mart in Chicago, Illinois. NorthCape International has

been providing customers with highquality, high-value outdoor furniture and accessories for more than 10 years. Featuring industry-leading designs in both traditional and contemporary styles, Northcape International’s products offer timeless style and years of durability. For more information, contact the company at (708) 563-2890 or visit www.northcapeinternational.com.

Don Bottemiller and John Miles to Be Honored With Lifetime Achievement Awards The International Casual Furnishings Association has named Don Bottemiller and John Miles as recipients of the 2012 Lifetime Don Bottemiller Achievement Award. The two men, both of whom are retired from Homecrest Outdoor Living, will be honored at the casual-furnishings industry’s John Miles annual awards gala, to be held on September 22 (at the Field Museum) during the 2012 Chicago International Casual Furniture & Accessories Market™. The prestigious Lifetime Achievement Award is reserved for individuals who have made exemplary contributions to the outdoor-furnishings industry, to their companies, and to their communities. Bottemiller grew up in the small town of Wadena, Minnesota. His high-school summers were spent working at Homecrest, a company started in 1953 by his father, Mert, and his uncle, Al. The company manufactured both indoor and outdoor furnishings. The elder Bottemiller’s swivel-rocker mechanism, patented in 1956, was the foundation of the Homecrest outdoor line— which took off, in the 1960s, as consumers increasingly enjoyed backyard dining and entertaining. In 1966 (after college, three years in the U.S. Air Force, and two years at Control Data), Bottemiller returned to Wadena to replace the company’s retiring purchasing agent and shipping supervisor. He became the plant engineer and coordinated the construction of several additions to the factory. In 1973, his father and uncle sold the business to the Sperry and Hutchinson

Company, better known as S&H Green Stamps. Bottemiller coordinated the final negotiation and subsequently was asked to stay and run the business for S&H. In 1980, S&H began selling off its smaller businesses. Bottemiller partnered with Miles, who had joined the company as vice president of marketing and sales, and purchased Homecrest back from S&H. For the next two decades, the business enjoyed steady growth, and it expanded in both domestic and international markets. Homecrest’s reputation grew in the 1990s, and the company won the Casual Furniture Retailers Association Manufacturer Leadership Award in 1991, 1994, 1995, 1996, and 1999. Throughout his career, Bottemiller has contributed eight utility patents to Homecrest. He is still active in the company and remains a member of the board of directors. Bottemiller served on the board of the National Association of Furniture Manufacturers and the American Furniture Manufacturers Association (AFMA). He is a past president and board member of the Summer and Casual Furniture Manufacturers Association (SCFMA). His civic involvement includes being a longtime board member for Tri-County Health Care in Wadena; serving as a director of Luther Theological Seminary in St. Paul, Minnesota; and chairing the board of Meadowlark Institute in Lake Park, Minnesota. In 1999, he was a finalist for the Ernst & Young Entrepreneur of the Year Award, and he received the Distinguished Alumni Award from St. Olaf College. Miles was named president of Homecrest’s Crestmark International division in 1983. Upon his retirement in 2001, he noted Homecrest’s national and international growth and recognition, but said that what he valued most were the lifelong friendships that he had developed, over the years, in the casualfurniture industry. Miles has been active in various civic and business organizations, including the Madison, Georgia, Historic Preservation Commission; the Wadena Rotary; and the Richter Cottage Interior Furnishings Committee. He received the City of Madison Superlative Service Award in 2007 and the Outstanding Preservation Leadership Award in 2011. He was also president of the SCFMA, and he served on the AFMA board of directors during his term as SCFMA president. He’s been an active member of the United Methodist Church for more than 50 years.

The Merchandise Mart Announces Changes for Casual-furnishings Industry The Merchandise Mart in Chicago, Illinois, the world’s largest commercial building and the epicenter of fine design, has announced that the Merchandise Mart’s casual/outdoor-furnishings floors will be reconfigured, offering designers and buyers a more enjoyable, seamless shopping experience. Currently, shoppers must visit casual/outdoor-furnishings tenants (many of which are intermixed with different industries) on floors 15, 16, and 17. By consolidating these showrooms on floors 15 and 16, a casual-furnishings destination will be created, helping to reenergize this already vibrant industry. John Brennen, executive vice president of Merchandise Mart Properties, Inc. (MMPI), says, “The colocation of the casual/outdoor furnishings showrooms to one area of the building has been requested by many buyers, by tenants, and by the International Casual Furnishings Association, over the years.” He continues, “This relocation will allow MMPI to renovate the floor and tenants to upgrade their presentations. We are happy to realize this goal and provide a cohesive destination in the Merchandise Mart for buyers and designers to source the best in outdoor/casual furnishings and accessories, on a day-today basis and during our September Chicago International Casual Furniture & Accessories Market™.” MMPI has been the steward of consistent growth in the casual industry; the new layout will continue to build on that growth, increasing the current 250,000 square feet by 10%. It is estimated that the restructuring and construction of the casual/outdoor-furnishings floors will be completed by end of 2012.

Update: 2012 International Pool/Spa/Patio Expo With the show still five months away, the 2012 International Pool/Spa/Patio Expo is off to a great start, as evidenced by the return of the big three companies: Pentair, Hayward, and Zodiac. The Expo will be held on November 6–8, 2012, at the Ernest N. Morial Convention Center in New Orleans, Louisiana, with the educational conference taking place on November 3–8. The participating companies, combined with other companies that made their choices in the early space draw, created the show’s most successful space draw

since 2008; 322 companies were assigned 1,175 booths, taking 117,500 net square feet, or 82% of the total show floor. Exhibiting companies that were assigned booth space include Master Spas, Latham International, Leisure Concepts, Pleatco, King Technology, BioLab, Bullfrog Spas, Strong Spas, Bull Outdoor Products, Fire Magic, LoopLoc, Caldera Spas/Watkins Manufacturing, Paramount Pool and Spa Systems, Astral Pool, Century, Nidec Motor Corp., Doughboy Recreational, Cornelius, and Finnleo, with inquiries and booth reservations continuing. Exhibitors returning to the show after an absence of a year or more include Cal Spas, Marquis Spas, Waterway Plastics, Maax Spas, Dynasty Spas, Haviland Consumer Products, Imperial Pools Saratoga Spas, United Chemical Corp., and Rayner Covering Systems, among others.

Flexible Vinyl Fabrics Offer a Touch of Green Two industry leaders have come together to offer exciting new alternatives in flexible vinyl fabrics. Phifer Inc., the world’s leading producer of energy-saving fabrics, is the latest company to sign a Dow inside trademark licensing agreement with The Dow Chemical Company, the science and technology leader. Phifer will be using Dow Ecolibrium bio-based plasticizers in several of its vinyl-coated fabrics in the window-covering, sun-control/shade, floor-covering, wall-covering, and outdoor-furniture fabric markets. Phifer rolled out the first of these applications in SheerWeave® sun control fabrics at Vision: The International Window Coverings Expo 2012, held in April in Chicago, Illinois. Mark Edward, senior executive vice president of sales and marketing for Phifer, says, “Our SheerWeave interior sun-control fabrics were the first to be certified by the Greenguard Environmental Institute for superior indoor-air–quality performance. By incorporating Dow Ecolibrium into our process, we not only have the potential to reduce our own manufacturing carbon footprint, but also offer our end users a greener fabric solution that maintains the same performance, look, and feel of standard SheerWeave sun-control fabrics.”

Erratum In the March/April 2012 issue of Patio & Hearth Products Report, in the article on Henan Hi-Flame (pages 46–48), the quotes attributed to Bob Geiter should have been attributed to Doug Willis.

May/June 2012 Patio & Hearth Products Report

advertiser I N D E X Advertiser

Phone

product profiles D I R E C T O RY Website

Page

Company

Page

303 Products ....................................(800) 223-4303 ..............www.303products.com ......................42

303 Products ..................................................................................58, 61

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

Agio ................................................................................................56, 62

American Fireglass............................(888) 264-1017 ..............www.americanfireglass.com ................37

American Fireglass ..........................................................................61, 62 Bull Outdoor Products ....................................................................58, 64

Bull Outdoor Products ......................(800) 521-2855 ..............www.bullbbq.com................................29 Cal Flame ........................................................................................58, 66 Caframo ............................................(800) 567-3556 ..............www.thermologi.com ..........................60

California Outdoor Concepts............................................................58, 60

Cal Flame..........................................(800) CAL-SPAS ............www.calfireplace.com ............................9

The Companion Group ....................................................................60, 67

California Outdoor Concepts ............(877) 274-6773 ..............www.californiaoutdoorconcepts.com ..45

Dimplex............................................................................................59, 62

The Companion Group ....................(800) 521-0505 ..............www.companion-group.com ........31, 55

Empire Comfort Systems ................................................................56, 65

Dimplex ............................................(800) 668-6663 ..............www.dimplex.com ..............................50 Empire Comfort Systems..................(800) 851-3153 ..............www.empirecomfort.com ....................27

ENERVEX ..............................................................................................59 Galaxy Outdoor................................................................................59, 60 Gensun Casual Living ......................................................................56, 61

Galaxy Outdoor ................................(702) 448-5600 ..............www.galaxyoutdoor.com ....................54

Glen Raven/Sunbrella ......................................................................60, 69

Gensun Casual Living ......................(866) 964-4468 ..............www.gensuncasual.com......................41

The HammockSource ......................................................................59, 66

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

Hearth & Home Technologies ..........................................................60, 62

The HammockSource ......................(800) 334-1078 ..............www.thehammocksource.com ............61

Henan Hi-Flame Metal......................................................................62, 66

Hearth & Home Technologies ..........(800) 669-4328 ..............www.hearthnhome.com ......................76 Henan Hi-Flame Metal ......................(360) 425-4200 .............. www.hearthdistribution.com ..............47

Homecrest ......................................................................................61, 65 Infratech ..........................................................................................67, 69 Jewels of Java ......................................................................................69

Homecrest ........................................(877) 599-4803 ..............www.homecrest.com ..........................59

Kamado Joe ....................................................................................61, 63

Infratech ............................................(800) 421-9455 ..............www.infratech-usa.com ......................11

Lennox Hearth Products ..................................................................63, 64

Kamado Joe ....................................(678) 866-0642 ..............www.kamadojoe.com ..........................38

Little Griddle ..........................................................................................65

Lennox Hearth Products ..................(800) 9-LENNOX ............www.lennox.com ..................................3

Miles Industries ................................................................................63, 66

Merchandise Mart Properties ............(800) 677-6278 ..............www.casualmarket.com ......................75

MLW Stone ............................................................................................64

Miles Industries ................................(800) 468-2567 ..............www.valorfireplaces.com ....................57

Monessen Hearth Systems ..............................................................65, 67 Napoleon ........................................................................................65, 68

MLW Stone ......................................(800) 477-7665 ..............www.mlwstone.com ............................58

NorthCape International ..................................................................63, 66

Monessen Hearth Systems ..............(800) 867-0454 ..............www.mhsc.com ..................................25

Olympia Chimney Supply ................................................................64, 67

Napoleon ..........................................(800) 461-5581 ..............www.napoleonproducts.com ................7

Outdoor Lifestyle..............................................................................66, 68

NorthCape International ....................(708) 563-2890 ..............www.northcapeinternational.com ........17

OW Lee ..........................................................................................66, 70

Olympia Chimney Supply..................(800) 569-1425 ..............www.olympiachimney.com ..................39

Peak Season....................................................................................67, 70

Outdoor Lifestyle ..............................(800) 294-4758 ..............www.olfurniture.com ............................19

Phifer ..............................................................................................67, 68 Pride Family Brands ........................................................................68, 70

OW Lee ............................................(800) 776-9533 ..............www.owlee.com ..................................53

RH Peterson Company ....................................................................56, 58

Peak Season ....................................(866) 606-6330 ..............www.peakseasoninc.net ......................35

Saber ....................................................................................................67

Phifer ................................................(800) 221-5497 ..............www.phifer.com ..................................43

SCHOTT ROBAX ..................................................................................68

Pride Family Brands ..........................(954) 735-9800 ..............www.pridefamilybrands.com..................2

Select Outdoor Kitchens ..................................................................62, 64

RH Peterson Company ....................(800) 332-0240 ..............www.rhpeterson.com ..........................46

Solair................................................................................................65, 69

Select Outdoor Kitchens ..................(800) 624-6512 ..............www.selectoutdoorkitchens.com ........49

Sun Garden............................................................................................65 Traeger ..................................................................................................63

Solair ................................................(888) 403-7052 ..............www.solair.com....................................13 Treasure Garden/Shademaker ..........(626) 814-0168 ..............www.treasuregarden.com....................51

Treasure Garden/Shademaker..........................................................69, 70 Tropitone..........................................................................................69, 70

Tropitone ..........................................(949) 951-2010 ..............www.tropitone.com..............................21

Wittus ....................................................................................................69

ZipJack Custom Umbrellas ..............(914) 592-2000 ..............www.zipjackumbrellas.com..................63

ZipJack Custom Umbrellas ..............................................................68, 70

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Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150. May/June 2012, Vol 7, No 3 ÂŠ 2012 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

Patio & Hearth Products Report May/June 2011

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