Patio and Hearth Products Report - March/April 2013 by Peninsula Media

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contents March/April 2013

| Volume 8, Number 2

features 8

Guest Editorial – Comfort Barbecue By Jeff Stith

The cofounder of Operation BBQ Relief explains how the organization helps victims of natural disasters.

Product Spotlight – Let the Sun Shine By Cheryl Dangel Bartolini

Here’s our annual presentation of the season’s exciting new shade products.

Marketing Maneuvers – Selling Online By Kimberly Rodgers

Many casual-furniture retailers are experiencing success with Internet sales.

Hearth Retailer Profile – Chic Designs By Sharon Sanders

The most successful fireplace stores offer a variety of styles and models to appeal to a wide range of consumer tastes.

Outdoor Grilling – Outdoor Kitchen 101

By Cheryl Dangel Bartolini

The Outdoor Kitchen Store helps simplify the outdoor-kitchen design/construction process for customers.

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Showroom Showcase – Inspired Outdoor Style By Sharon Sanders

Surroundings: The Store for Outdoor Living is the go-to spot in Fort Collins, Colorado, for products that enhance outdoor spaces.

As I See It – One Big Family

KitchenAid and Nexgrill: A Dream Team KitchenAid and Nexgrill have teamed up to offer specialty retailers a new collection of powerful grills.

By Sharon Sanders

California Outdoor Concepts has grown dramatically due to high consumer demand for firepits and fire tables.

My Turn – Thinking Beyond the Grill

Product Innovation – Staying Ahead of the Curve

departments 6

By Cheryl Dangel Bartolini

Selkirk Corp. upgrades its manufacturing facilities in advance of making product launches later this year.

Last Word – Backyards Aglow

An interview with Outdoor Lifestyle’s vice president finds that the company’s success is due to its close relationships with dealers and customers.

High-end customers are drawn to products from Twin Eagles, which transform outdoor areas into fully functional kitchens.

By Kimberly Rodgers

By Sharon Sanders

By Greg Thompson

Youth Publisher’s Viewpoint and Editor’s Message

Industry News – Edited by Kris Kyes

HPBExpo Roundup

Corporate Profile – The Success Equation

By Carol Daus

By Chris Mordi

Product Profiles

Kalamazoo Outdoor Gourmet’s focus on innovation, craftsmanship, and service has made it an industry leader.

Product Profiles Directory

Ad Index

Insight – The Venting Specialists By Cherise Forno

State-of-the-art ENERVEX exhaust-venting products are embraced by the residential market.

75 On the Cover | OW LEE

Patio & Hearth Products Report March/April 2013

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YOUTH

Among many people in the marketing industry, the

prevailing concept is that you should spend the majority of your advertising and marketing dollars reaching the demographic group that’s now 18 to 49 years old. For baby boomers, much of television advertising seems to imply that the only products that males are interested in are those that will result in a man and his better half sitting outside, side by side, in separate porcelain bathtubs, overlooking a lush, green valley. As for women, if it weren’t for Activia and its exclusive probiotic yogurt culture, many people would not even remember the actress Jamie Lee Curtis. While there is evidence to suggest that people over 50 are still spending plenty of money and will try new brands, targeting the 18-to-49 demographic makes good sense. In March, I had the opportunity to moderate a panel discussion, “Reaching the Younger Consumer,” at HPBExpo in Orlando, Florida. Our four panelists (Nick Bauer at Empire Comfort Systems, Karen Harman-Smeltz at Hearth & Home Technologies, Brian Brooks at Brooks Gas, and Linsey Fluty at Ray Murray, Inc.) provided the seminar attendees with some excellent ideas on how to target the under-50 consumer. Some of the topics discussed included web-

PUBLISHER’S VIEWPOINT site design and content, social media, online newsletters, showroom design, product design, hosting special events, blogs, and the use of technology for product development, as well as the use of technology during the product-presentation and sales process. For many retailers and dealers in the patio, hearth, barbecue/grill, outdoorkitchen, and outdoor-living industry, putting together a plan of action to reach younger consumers through the use of technology, social media, showroom design, and special events doesn’t come naturally. Creating and maintaining a blog on your website, redesigning your website, creating an ongoing online newsletter, or hosting special events that will attract the younger consumer can be somewhat overwhelming, time consuming, and not within the wheelhouse of many retailers and dealers. As I was once told by a manager, never present a problem without offering a solution. One of the best ways to develop a plan of action to target the younger consumer is to tap into the resources of the demographic that you are trying to reach. For many people in the 18-to-49 age group, coming

up with a cost-effective strategy to reach the younger consumer and implementing a plan are second nature. There are plenty of college students and recent college graduates who would love a part-time job assisting a retailer or dealer with the technology and social-media side of the business. They not only know the technology and the socialmedia side of things, but they also know the thought process behind the 18-to-49 demographic. Reaching out to your local community, its community colleges, and its four-year colleges and seeking students or recent graduates with degrees in journalism, communications, or English is a good way to find the right person to assist you with the task of reaching the younger consumer. One of the things that we covered during our panel discussion was that many younger consumers don’t have the financial wherewithal to afford some of the products that specialty retailers and dealers in our industry sell. While that might be true, keep in mind that there are plenty of products on your showroom floor that are within their price range; down the road, as their purchasing power grows and as their tastes change, there will be even more products that will appeal to today’s younger consumers. Reaching out to younger consumers today will pay dividends later, when they suddenly find themselves looking into the nutritional benefits of Activia. TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

FROM THE EDITOR

I was at a dinner party recently when the conversation turned to shopping. The

seven people around the table concurred that they currently spend less time buying merchandise at brick-and-mortar stores, compared with purchasing products online. They agreed that shopping is easier and customer service is better through the Internet. They cited examples such as Zappos.com® (the online shoe-retail powerhouse), which offers a wide array of merchan6

dise, detailed product information, unbiased customer reviews, an easyreturn policy, and more. Even my girlfriend from Manhattan, who has a hardto-find 9 Narrow shoe size, mentioned that retailers including the giant shoe chain DSW and the flagship Bloomingdale’s on Lexington Avenue don’t come close to delivering the service and variety of merchandise that Zappos.com offers. As a huge fan of Zappos.com, I understand my dinner companions’ viewpoints and wonder whether the same model can be applied to outdoor furniture. After all, furniture retailer Ethan Allen® offers online sales, and Ashley Furniture® is expected to do the same this year. Studies are confirming that

Patio & Hearth Products Report March/April 2013

online sales of furniture, appliances, and other home-related products are increasing. One industry report reveals a fivefold spike in online sales of these products during the past 10 years. North America has been the largest market experiencing this growth, followed by Europe, with the next largest increase. In this issue’s Marketing Maneuvers column, you’ll learn how retailers M&J Seasonal Concepts and San Diego Patio have been successful with online outdoor-furniture sales, as well as how manufacturers (such as Cal Spas) help retailers develop strategies to increase their online presence. Regardless of whether you currently sell products online, are contemplating this step, or have decided to remain just a brick-and-mortar operation, a

key to your success is providing stellar customer service. When online retailing was still in its infancy, critics predicted that online businesses would never be able to match the level of customer service that brickand-mortar establishments provide, with their knowledgeable, friendly sales staffs. A survey published in March 2013 by the American Customer Satisfaction Index, however, shows that online businesses received higher overall marks for customer service than traditional retailers received. It’s a known fact that poor customer service will weaken your bottom line. An in-store salesperson who can’t explain the differences between various manufacturers’ lines or isn’t attentive to customers’ needs can harm a business. As online

businesses continue to beef up their customer-service programs, brick-and-mortar stores must raise the customer-service bar even higher to convince shoppers to make purchases at their stores. You need to give them better reasons to shop at your store, such as free delivery within a specific area, an instant entry in a drawing, long-standing support of a local youth sports program or charity, a customer-loyalty card, or homebaked cookies while they browse—something to make them feel that the trip is worth it. By focusing on the details, you can ensure that your store (not a laptop, tablet, or smartphone) will remain the destination of choice for your customers. CAROL DAUS EDITOR CDAUSWRITE@SOCAL.RR.COM

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PUBLISHER

guest editorial

Tony Ramos tramos@peninsula-media.com EDITOR

COMFORT BARBECUE

Carol Daus cdauswrite@socal.rr.com ART DIRECTOR

by JEFF STITH

Cassandra Estes cassestes1968@gmail.com

ornadoes are very common in the Midwest, causing many residents to take them for granted. Reports of severe weather (with the potential for twisters to roll across the plains) on May 22, 2011, however, caught the attention

of many residents in Oklahoma and Southwestern Missouri. Even the most seasoned of residents, who had grown accustomed to storms, would soon be stunned by the size of the EF5 multivortex tornado that tore through Joplin, Missouri, on that day. In its wake, more than 150 people died and 8,000 structures were completely destroyed, with countless other buildings receiving minor to major damage. It was as a result of this storm that Operation BBQ Relief was born. The morning following the storm (which drew national attention because of the magnitude of the destruction), a good friend and fellow pit master, Stan Hays, called me. As it turned out, both of us had been thinking the same thing: We needed to go to Joplin and use our barbecue talents to help people in need. Within 24 hours, we had a base location in Joplin, commitments from Farmers® Insurance Group and Sam’s Club to help with supplies and food, and more than 200 volunteers (from our newly created Facebook page). Over the next 11 days, our group served 120,000 hot, nutritious barbecue meals to victims and first-response personnel in Joplin.

The effort was so well received that we had a great model for going forward and doing the same thing in the aftermath of other natural disasters in the United States. We had a large, extended family of barbecue experts across the nation; its

members are used to living in lessthan-ideal conditions at barbecue competitions, and they have all the proper equipment ready to go at a moment’s notice. This made them the perfect people to accomplish our goals. Within just a few months, Operation BBQ Relief became a not-for-profit corporation in Missouri and a 501(c)(3) charitable organization. We organized ourselves, with a board of directors, an executive council, and field-operations leaders. It was only a matter of time before we were once again put to the test. Hurricane Irene plowed up the East Coast in August 2011, causing extreme flooding in Pennsylvania. Operation BBQ Relief volunteers again answered the call and provided hot meals to people in need. In the months that have followed, the organization has deployed to disaster sites in 14 states and has provided 311,200 hot meals. Deployment events have included Hurricane Isaac, Superstorm Sandy, and the Colorado wildfires. The meals that we provide are just the means through which we fulfill our mission of giving hope, compassion, and friendship to people in need. Barbecue is one of the

Patio & Hearth Products Report March/April 2013

few truly U.S. cuisines—but more than that, it’s comfort food. It conjures up memories of home, friends and family, and cookouts: the good times that make life special. It is the perfect food for times of disaster, when people are hurting. It provides a sense of normalcy in a world that is no longer recognizable to those affected by these disasters. When we see the expressions on the faces of those we serve, there is little doubt that it’s more than a meal that we are providing. The tearful thanks and hugs that our volunteers receive tell us that we’ve accomplished our mission. They are the fuel that we use to move forward each day we are deployed, and they are constant reminders of why we do what we do—and that we are fortunate to be in a position to help others. Operation BBQ Relief is a 100% volunteer organization, at this point in our history. That includes cofounders. We have no paid staff, although we foresee a time when it will be necessary. Our administrative, equipment, and supply needs are handled mainly through private contributions (through our website and grants). During disaster-relief operations, we not only have corporate partners donating to the cause, but we also have individual donors from across the country donating funds to help. For more information or to donate/volunteer, visit us online at www.OperationBBQRelief.org or on Facebook at www.Face book.com/OperationBBQRelief. Jeff Stith is the cofounder and coexecutive director of Operation BBQ Relief (Pleasant Hill, Missouri).

ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Cheryl Dangel Bartolini Jesse Burkhart 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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INDUSTRY

NEWS by KRIS KYES

Twilight Modern Fireplace by Heat & Glo Wins IBS Award The Heat & Glo® Twilight Modern indoor/outdoor gas fireplace received

top honors from the National Association of Home Builders (NAHB) as the winner of the Best in Outdoor Living Award at the International Builders’ Show in January 2013 in Las Vegas, Nevada. Winners were chosen by an independent judging panel made up of editors and building professionals. Products with the best combination of design, functionality, and innovation were recognized in five categories: Best

Pelican Reef Wicker and Panama Jack Outdoor Open West Coast Warehouse Pelican Reef Wicker and its Panama Jack Outdoor brand have established

a West Coast warehouse and distribution center in Los Angeles, California. It will primarily ship to West Coast customers, while the company’s

The Twilight Modern fireplace by Heat & Glo

Home Technology Product, Best in Outdoor Living, Best Indoor Feature, Best Kitchen or Bath Product, and Overall Best in Show. The Twilight Modern is a twosided gas fireplace that combines two megatrends: contemporary design and outdoor living. The see-though design provides impressive fireside views from both inside and outside the home, doubling the ambience and enjoyment from one fireplace. It features sleek, contemporary styling with flames that rise through modern

media and are reflected from a black porcelain firebox. Because it’s a closed system, the Twilight Modern provides a safe environment for enjoying fires within an arm’s length on outdoor patios, decks, or terraces. Becky Upton, brand director for Heat & Glo, says, “We are honored to be recognized by NAHB with this prestigious award. For homeowners, the Twilight Modern is really two contemporary fireplaces in one that can be enjoyed whether relaxing inside or socializing outside. For builders and

remodelers, one routine and costeffective installation produces two wow-factor selling points.” The Twilight Modern uses direct-vent technology and innovative engineering to deliver a unique fireside experience—and a powerful 38,000 Btu. The unit splits the exterior wall of a home and can be installed flush with the inside or outside wall. It’s rated as a fireplace and exterior window and requires no additional flue or vertical venting, simplifying installation.

110,000–square-foot warehouse and distribution center in Miami Lakes, Florida, will ship to those on the East Coast. Allen Calzadilla, president, says, “The demand for Panama Jack Outdoor from new and existing West Coast dealers has been incredible, but our smaller dealers can’t buy the mixed containers, so a quick-ship

West Coast warehouse was essential for them to grow with us.” He adds that customers can still mix collections and try a 20-foot or 40-foot direct container. Inventory will be in California just in time for the season. “The West Coast warehouse will use the latest technology, with barcode scans and instant-print packing lists/invoices for quick delivery,”

Calzadilla says. “The California distribution center will also have a 2,000–square-foot showroom displaying our best-selling Panama Jack products, and it will serve as a venue to introduce sneak peeks to new and existing dealers.” All of the company’s customer service, operations, and accounting (as well as its in-house cushion department) will remain at the Florida headquarters. For high-volume dealers, Pelican Reef offers an overseas warehouse program for its quick-ship direct-container program; this allows customers to receive merchandise quickly in season, as well as to customize orders with items not available in the domestic warehouse program.

Poly-Wood Expands Trex Outdoor Furniture Line, Redesigns Website Poly-Wood®, Inc., manufacturer and distributor of Trex Outdoor Furniture®, announces the expan-

sion of the brand of sustainable casual furniture with the addition of a new, contemporary furniture collection and the launch of a redesigned website (www.trexoutdoor furniture.com). Crafted of the company’s signature recycled lumber, POLYWOOD™, the new Surf City collection offers contemporary styling with a mixed lumber-andmetal design. Focusing on the trade marketplace, the website redesign will further promote the Trex brand to the outdoor-living category and will include product information and dealer inquiry functions. Doug Rassi, president of PolyWood, says, “As the leader in recy-

Patio & Hearth Products Report March/April 2013

cled-plastic–lumber outdoor furniture, Poly-Wood is proud of its association with the Trex brand. With the expansion of the line and updates to our marketing tools, we are able to enhance further the brand’s position across the outdoor segment.” Since 2010, Poly-Wood has been the manufacturer and distributor of Trex Outdoor The Surf City collection by Poly-Wood and Furniture and has established Trex Outdoor Furniture retail partnerships nationwide for the brand across specialty outdoor and furnishings retailers. plastic milk jugs and laundry-deterManufactured in the United States, gent bottles). In addition to the new the earth-friendly furniture is conSurf City collection, the Trex structed of solid POLYWOOD Outdoor Furniture line includes recycled lumber (made from over four other collections: Cape Cod, 90% recycled content, including Yacht Club, Rockport, and such postconsumer materials as Monterey Bay.

NorthCape International Expands Into Latin America NorthCape International has expanded into Latin America with

the creation of a new distribution organization focused on the fastestgrowing cities of Latin America. NorthCape has established relationships and is the process of setting up new showrooms in Panama City, Panama; Lima, Peru; and Santiago, Chile. Through this network, NorthCape is targeting a customer base to reach the design trade, developers, and deal-

ers in touch with the fast-growing middleclass population in this part of the world. For more information about NorthCape’s launch into Latin America, visit the company’s LinkedIn page: www.linkedin.com/in/northcapelatam/.

Parent Company Plans Sale of Vermont Castings Group The Riverside Company, the parent of leading hearth and grill manufacturer Vermont Castings Group, has elected to

exit its investment in the company and is seeking potential buyers. Dan Clifford, president and CEO of Vermont Castings Group, says, “Vermont Castings Group is a stable and profitable company with an enviable portfolio of brands and products, a solid team, and a strong growth strategy that requires additional investment. We know that Vermont Castings Group is an attractive asset, and we look forward to continued success in both the short and long terms.” Riverside acquired the company, formerly known as Monessen Hearth Systems Company, in 2006. Tim Gosline, partner at The Riverside Company, says, “We have supported Vermont Castings Group through a difficult and protracted recession. With the company now on stable footing and the economy strengthening, we believe now is the appropriate time to seek new investors.” Vermont Castings Group has retained Huron Consulting Group as its financial

Acclaimed Designer Richard Frinier Creates Sunbrella Fabrics With Recycled Content Sunbrella® fabrics featuring recycled content continue to expand with the

latest addition from internationally acclaimed home-furnishings designer Richard Frinier. His newest creation for Sunbrella, Origins, takes advantage of the rich surface texture and mottled colorways that are making Sunbrella Renaissance fabrics increasingly popular with the design trade and consumers. “We are living at a time when people are more interested than ever in reducing our carbon footprint,” Frinier says. “As a designer, it is important to design what comes next while also being mindful of what came before. Renaissance yarns pro-

advisor in connection with the transaction. The process will be conducted as quickly as possible, with a target completion time of 60 to 90 days.

Couristan Promotes Steve Codella to Executive Vice President of Sales Couristan, Inc., manufacturer and importer of fine area rugs, residential

broadloom, and custom contract carpeting, has promoted Steve Codella to executive vice president of sales. Codella, who has been in the floor-covering industry for over 30 years, joined

vide a wonderful material for incorporating the lineage of the past of Sunbrella fabrics with the look and texture that are sought after today.” The Sunbrella Renaissance family of recycled offerings (made with postindustrial content) began several years ago with braided rugs and has expanded into upholstery and awning fabrics. Frinier’s Sunbrella Origins collection is distinctive for its slightly fuller appearance and its weight, which add substance and serve to highlight the perfectly imperfect nature of this collection. The subtle textures and classic stripe patterns are designed to be mixed and matched across all constructions, pat-

Couristan in 2000 as Eastern regional sales manager; he then advanced to become senior vice president of sales before taking on his new role. During his time at Couristan, Codella has assisted the company in building a versatile and highly skillful sales force and has consistently contributed to the growth of accounts on all levels. Codella will continue to oversee all residential sales and the strategic advancement of accounts across North America. Ron Couri, president and CEO of Couristan, says, “Steve has been an indispensable part of Couristan’s executive management team for over 12 years,

Solair Shade Solutions Sends Patio Retailer to the U.S Virgin Islands Ronald Skeean of Casual Image patio store (Marietta, Georgia) received a trip

for two to the Westin St. John Resort & Villas in the U.S. Virgin Islands, thanks to Solair® Shade Solutions. Skeean was randomly selected to win the luxury vacation after entering Solair’s Virgin Islands contest, held during the 2012 Chicago International Casual Furniture & Accessories Market™. The contest sought to encourage patio retailers to learn more about the demand for awnings and the benefits that these stylish shade products offer homeowners and business owners alike. Skeean and Casual Image have been active in the Solair retractable-awning program since September 2010. The store sold nearly 25 retractable-awning models in its first season of selling Solair, and it has continued to grow its awning

customer base and deepen loyalty. “This gesture truly signifies Solair’s ongoing commitment to supporting patio stores and the growth of awning sales in this market, and I look forward to enjoying some relaxing time outdoors,” Skeean says. “Casual Image offers umbrellas and shade pavilions, but many aspects of Solair awning products present a better solution, in terms of flexibilSolair’s PS2000 awning ity and value, to our customers. Participating in the Solair awning program has served as a mutually beneficial customers—PS1000, PS2000, and partnership, allowing Casual Image to sell PS5000—with reasonable up-front costs. a unique shade solution that our cusFor more information on the Solair tomers enjoy, while benefiting from awning program and to learn how to Solair’s outstanding support and service.” become an authorized Solair distributor, Retailers participating in the Solair contact David Heiman, sales manager, at awning program experience a seamless, (336) 264-7650 or dheiman@trivanno-inventory, high-margin opportunity tage.com—or visit to offer three distinct awning models to www.solair.com/become-a-dealer.

Sunbrella’s Origins collection by designer Richard Frinier

terns, and colorways. Nine patterns are included in the Frinier Origins collection, which includes a diverse color palette as well.

contributing to the growth and development of our residential-sales division. We are confident that as executive vice president of sales, he will continue to showcase his leadership to bring our division to new heights and help achieve our sales objectives.”

Couristan Offers Merchandising-display Promotion Couristan, Inc., a leading manufacturer of rugs, is offering its annual promotion

on the Outdoor Living merchandising box and the Without Walls display unit. Through June 28, 2013, authorized Couristan dealers can qualify for discounted rates on bundled orders of Couristan’s most popular outdoor arearug collections. Couristan will once again be offering the Without Walls display unit free of charge (with a minimum purchase). This includes the new Fresco, Berkshire, and Grand Cayman collections, as well as over 150 other SKUs from which to choose. With 11 dynamic outdoor/indoor collections that blend fashion with function, Couristan has the most diverse and expansive assortment of all-weather performance area rugs available in today’s market. Giving retailers an exclusive opportunity to place bulk orders at discounted prices, as well as offering attractive sale pricing on the company’s unique outdoor/indoor merchandising solutions, Couristan’s annual Outdoor Living promotion has proven to be a valuable and profitable part of the business. Larry Mahurter, Couristan’s vice president of marketing/advertising, says, “As a leader in the outdoor-living category, we have yet again expanded our product line,

March/April 2013 Patio & Hearth Products Report

INDUSTRY NEWS

TUUCI Brings High-performance Shade to High-performance Racing High-performance shade manufacturer TUUCI (Miami, Florida) was selected to provide an installa-

tion for the Circuit of The Americas (COTA) in Austin, Texas, for its trackside racing VIP area. H.C. Haynes, an Austin marketing representative for outdoor products, says, “Architects were originally considering a residential-grade product for this area, which is when I was brought into the picture. It quickly became apparent to me that the track needed a highly engineered product that would also have the aesthetics you associate with international racing, and that TUUCI was the only company qualified to take on the project.” TUUCI’s CEO, Dougan Clarke, and his engineering team visited the track and came away excited by the opportunity to tap into their extensive expertise with marine-grade shade products engineered for durability in high-wind environments. “This project was extremely challenging,” Clarke

adding more area rugs for the spring market. We feel both the merchandising box and Without Walls display unit maximize our brand recognition and sales potential at the retail level in this key category of the floor-covering industry.” Acting as a silent salesperson, the Outdoor Living merchandising-display box gives dealers a ready-made option that markets Couristan’s finest and freshest outdoor/indoor designs in one compact unit. It requires minimal showroom real estate, and dealers can fill the display unit with any com-

says. “The area to be shaded was huge and would require shade structures that could be mounted and tethered along an elevated viewing area. This is the type of challenge that’s a perfect fit for our capabilities in creating highly engineered products A shade installation by TUUCI at the Circuit of the Americas in that are also beautiful.” Austin The custom solution created by TUUCI engineers uses 32 cantilevered shade structures that are 12.5 feet square. Not only says. “Our team tapped into our patented designs do these structures project an international, highfor cantilevered structures and also developed a spetech aesthetic, but they also ensure the safety of cial mount exclusively for this project.” spectators as cars race by at speeds of close to 200 The shade structures have proven highly successmiles per hour. ful for the COTA track, which not only hosts In addition, the structures are designed to be Formula 1 racing, but also sponsors numerous other closed easily in case of extreme weather conditions. high-end racing events. Comfort, safety, and the “We built the shade structures from stainless steel and good looks of the TUUCI shade structures are anodized aluminum and covered them with TUUCI enhancing racing for international spectators who Tough Skins materials of Sunbrella® fabric,” Clarke demand the ultimate experience.

bination of sizes, shapes, and patterns, creating an efficient way to maximize floor space. Dealers have the unique opportunity to customize their product assortments and test the salability of several different styles. More than just a solution for exhibiting Couristan’s innovative designs, the Outdoor Living merchandising-display box also serves as an educational tool. Graphics prominently labeled on three sides of the box feature a collage of lifestyle photos depicting these performance rugs in various outdoor environments. The

Merv Conn, Vice President of Marketing and Sales for Mallin Casual, Dies The casual-furniture industry is mourning the sudden loss of Merv Conn, vice president of

marketing and sales for Mallin Casual Furniture. Conn had worked with Mallin for more than five decades; he died on February 14, 2013, following complications from a surgical procedure. He is survived by his wife, Karen; his son, Jason; his daughter, Melissa; and other family members. Brenda Brenda Pereyda and Merv Conn Pereyda, assistant vice president of Mallin, and Kenneth Chen, president, will continue to lead the company to provide customers with sales support.

Patio & Hearth Products Report March/April 2013

four-color image also includes key selling features, construction details, and product benefits.

Frank Heinricht Appointed Chair of the Board of SCHOTT AG The supervisory board of SCHOTT AG

unanimously appointed Dr. Frank Heinricht to the position of chair of the board of management at its meeting on February 27, 2013. Heinricht is currently chair of the board of management of Heraeus Holding GmbH. He completed a degree in physics and a doctorate in engineering at the Technical University of Berlin and began his professional career at TEMIC Semiconductor. After holding positions as general manager and chair of the Integrated Circuits Division, he was appointed CEO of TEMIC Semiconductor in 1998. In 2003, Heinricht joined Heraeus Holding as a member of the board of management. He was appointed chair of the board and labor director in 2008.

TUUCI Website Receives Kudos The recently redesigned website for TUUCI is receiving accolades from

its customers and the advertising profession alike, recently garnering a gold ADDY® award in a competition sponsored by the American

Advertising Federation. Integrating inspirational photography, action videos, and highly detailed technical product specifications, TUUCI has created an Internet destination that conveys the company’s passion for an active lifestyle on and near the water—made even better by shade structures that are as beautiful as they are durable and easy to use. Dougan Clarke, TUUCI’s founder and CEO, says, “One of the many things that makes TUUCI different is our connection with the ocean and an active life full of excitement on the water. We wanted our website visitors to share in our marine-inspired culture through content that offers a look behind the scenes at what makes TUUCI tick.” The new website was a collaboration between marketing-communications company Wray Ward (Charlotte, North Carolina) and the talented TUUCI team led by Clarke (which provided the overall vision, photography, and graphic design). Wray Ward recently entered the site in the Charlotte ADDY awards competition, garnering a gold award in the Internet category from among hundreds of entries from Charlotte’s regional advertising community. Visitors to the new TUUCI website are treated to a library of videos encompassing the TUUCI Journey, ranging from participation in interna-

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INDUSTRY NEWS tional trade shows and product development to water sports at the HIHO competition in the Bahamas and behind-the-scenes photo shoots. TUUCI products are illustrated throughout with stunning photography of beautiful venues at international resorts (along with crystal-clear technical details on the full range of TUUCI products). To view the award-winning website, visit www.tuuci.com.

M&G DuraVent Sets U.S. Standard for Relining Factory-built Chimneys M&G DuraVent has developed the

industry’s first UL-listed relining system for factory-built chimneys for use in the United States. To date, there has never been a UL-approved product standard for such installations. All M&G DuraVent UL1777listed relining systems combined with a patent-pending termination have been approved. Safely relining factory-built chimney systems has been a longterm industry unknown. Many factory-built chimneys were designed and installed as a system with a solid-fuel–burning appliance, often a zero-clearance fireplace. This combined system was initially installed under its own UL safety standard, typically UL127. Installing a liner within an existing factory-built chimney (not covered by any safety standard) potentially creates a number of safety issues. This can easily impair the safe operation of the existing chimney system. This mixing of systems and UL standards has been a problem, with a num-

ber of field failures. M&G DuraVent used its industry-leading test facilities and an innovative approach to test these installations systematically. M&G DuraVent has engineered a solution that exceeds UL’s stringent safety requirements and can thus bear the UL mark. This advance will bring a new level of reliability to installations and will significantly improve safety.

HD Expo Moves to a New Location May 15–17 The nation’s leading event for the hospitality industry, the Hospitality

Design Exposition & Conference (HD Expo), will take place at its new location at Mandalay Bay Convention Center from May 15 through 17, 2013. During the threeday conference, attendees can gain insight and inspiration while experiencing what’s new and can learn how to maintain success in the ever-evolving and ultracompetitive world of hospitality design. The show will feature idea-generating and fully accredited educational sessions, awards ceremonies, and special events focused on the latest and most innovative products and services. Liz Sommerville, group show director for The Hospitality Design Group, says, “2013 will be an exciting year for us; not only are we in a new venue, but we are thrilled to welcome some of our favorite exhibitors, both old and new, as well as the introduction of new events and networking opportunities.” Produced by the Hospitality Design Group and presented by Hospitality Design magazine, the show continues to grow and to exceed expectations, drawing in

SALES REPRESENTATIVE Twin Eagles is looking for an independent Sales Representative for the states of TN, GA, AL, MS, NC and SC for their Twin Eagles and Delta Heat lines of grills and accessories. Must have experience with grills and/or outdoor kitchens.

Please send information to dpryor@twineaglesbbq.com

Patio & Hearth Products Report March/April 2013

more than 7,000 attendees and 900 exhibitors under one roof to offer their latest inventions.

Treasure Garden Named Supplier of the Year Treasure Garden was given the Supplier of the Year Award for 2013

at the Second Annual Casual Living Conference on February 20–22, 2013, in Tucson, Arizona. Established to celebrate the accomplishments of companies in the casual/outdoor-living industry, the Supplier of the Year Award recognizes one company, each year, that has stood out as making an impact on the overall success of the industry. Accepting the award for Treasure Garden were Oliver Ma, president and CEO, and Margaret Chang, COO. “I am extremely proud to accept this award in recognition of the accomplishments of our company and the work of the individuals who make up the Treasure Garden team,” Ma says. “This acknowledgement is especially valued as it comes from the retailers whom our entire organization works daily to serve with superior products, communication, and customer service.”

Treasure Garden Announces Appointment of Laurie Rudd Public Relations and Marketing Treasure Garden has retained Laurie Rudd Public Relations and Marketing

(Winterville, North Carolina) to aid it in its public-relations efforts through traditional and new media venues. Rudd will be charged with assisting the company in the creation of publicity strategies for further marketing of the company’s Treasure Garden and Shademaker brands. Jeff B. Dorough, vice president of sales and marketing for Treasure Garden, says, “We feel Laurie Rudd’s input and enthusiasm with regard to this industry will be an asset to our marketing team, and we look forward to working with her. We look to the association to raise the level of awareness of our products and our story, not only to the outdoor industry, but to consumers as well.” Laurie Rudd Public Relations and Marketing has worked in building brands and creating national exposure for clients across the outdoor segment, as well as in the business and profes-

sional categories, since 2007. Rudd has written articles (as a freelance writer) on outdoor-living topics that have been published in numerous consumer and trade publications.

International Pool/Spa/Patio Expo Recognized As Fastest 50 Honoree An elite group of shows vaulted over some 4,000 other trade shows in the

United States by growing at seven or more times the average growth rate for 2012—and the International Pool/Spa/Patio Expo made the list. The 50 top performers in each of three categories—net square feet, number of exhibiting companies, and attendance—(totaling 96 individual events) will be honored for their elite status at the Trade Show Executive (TSE) Fastest 50 Awards & Summit, May 8–10, 2013, at the Swissôtel Chicago. Many of the Fastest 50 shows will be honored in more than one category. The International Pool/Spa/Patio Expo was among the 41 events that were recognized in two out of three categories, scoring for both net square feet and number of exhibitors. It was also mentioned, according to TSE, as a well-known brand that is large enough to be a fixture on the TSE Gold 100 roster of the largest U.S. trade shows.

Pride Family Brands Completes Merchandise Mart Move Pride Family Brands (Fort Lauderdale, Florida) recently relocat-

ed its showroom to the 15th floor of the Merchandise Mart in Chicago, Illinois. The move was precipitated by the Mart’s reconfiguration of the casual-furnishings floors in an effort to accommodate outdoor-furnishings buyers better. Previously located on the 17th floor, the showroom for Pride Family Brands, now located at #1576, encompasses over 11,000 square feet of show space for the company’s luxury cast-aluminum furnishings and accessories. Steve Lowsky, president, says, “Pride Family Brands is happy to have the relocation project completed and to be in our new home on the 15th floor. A project like this gives us renewed respect for the merchandising efforts and challenges that our retail partners undertake on a continual basis.”

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spotlight

Let the Sun Shine Customers have it made in the shade with this season’s exciting array of outdoor umbrellas. by CHERYL DANGEL BARTOLINI

n a market where there is, it seems, a product for every taste and preference, there is one emerging pattern: patterns. Trends are difficult to pin down in the shade industry, where shade can be large or small, bold or neutral, and round or square. If there is one common thread among the offerings of shade manufacturers for the 2013 selling season, however, it is patterns—of all kinds. “Color and fashion trends are obviously always evolving, and what’ve seen is a trend toward patterns, with this season’s orders,” Bryan Sanches, sales manager for California Umbrella (Pomona, California), explains. “Mixing color palettes and patterns to create a bold expression has been the main way our customers have played into the trend.” Rett Haigler, manager of Solair® Shade Solutions (Glen Raven, North Carolina), says, “With the continued growth of the outdoor room, homeowners are looking for their outdoor areas to reflect a seamless extension of their indoor spaces.” For years, retractable awnings were rooted in neutrals simply because they were an extension of the home. What’s different is that today’s extension is chosen to match the color not of the gutters or siding, but of the furnishings inside the home. For example, Haigler notes, fabrics in the Sunbrella® Mayfield collection from TRIVANTAGE™, L.L.C., Solair’s parent company, are designed specifically to coordinate with Sunbrella’s stylish furniture fabrics. Featuring more than 30 patterns, the Mayfield collection is added to the standard Sunbrella collection available for Solair awnings—nearly 200 solids, textures, and stripes—to create beautifully styled living areas. “Solair awnings are available in a wide range of Sunbrella fabrics, allowing homeowners to create a continuous flow easily from the inside out, using their Solair awnings to coordinate with indoor and outdoor furniture and design themes,” Haigler adds. 16

Patio & Hearth Products Report March/April 2013

2 COLOR TRENDS Color, color, and more color has been the mantra, of late—yet today, manufacturers say that there is more going on than just color. Black and white are big, especially at Treasure Garden (Baldwin Park, California). Jeff B. Dorough, vice president of sales and marketing, reports, “Black and white are our color

story for 2013: always in vogue,” pointing to designs from Sunbury #2034 Swiss dot black to Outdura® #6619 bistro black stripe, Outdura #6647 zebra, and Treasure Garden’s exclusive O’bravia® #48110 Serengeti stripe. A growing trend is a renewed interest in a new neutral: gray. Dorough says that gray is growing in popularity, along with metallic

5 7

tones and textures, Haigler says. He adds that one stripe pattern in the 6 Mayfield collection, called Moreland, takes its inspiration from Sunbrella’s very popular texture–silica–“which has a natural-fiber look that is right on trend with what we’re seeing in interior spaces, helping homeowners create a cohesive look. In addition, textured fabrics can be more forgiving to natural outdoor elements, such as pollen,” he says. Cool hues, often called spa colors, “are being

ucts can provide a substantial splash of color for any outdoor space or entertainment venue. Color trends are in sophisticated stripes and in fun, energetic stripes. Solid colors that continue to be in the top 10 best sellers (at all price points) are reds, blacks, mochas, kiwis, and henna. There is a lot of interest in our exclusive Bella-Dura Cha Cha collection: intense colors, elegant texture, and a true green story. It looks perfect on our Shanghai style.” As for size, it is not surprising that shade products are getting bigger. Maytidu says, “We are seeing large shade products. There’s increasing demand for 11- to 13foot diameter and 10-foot square

1. ZipJack’s custom cantilever

colorations. “Sunbrella’s new #56075 Peyton granite, which is very elegant and sophisticated, is an early big seller for 2013,” he notes. It appears that gray will keep company with earth-toned neutrals, which continue to hold their ground. Jeff Leisen, national sales manager for Galtech (Newbury Park, California), says, “We are still seeing a big demand for Sunbrella fabrics in earth-tone colors.” Martha Dubinsky Witkowski, owner of ZipJack Custom Umbrellas (Elmsford, New York), reports, “Color schemes for contract hospitality continue to be variations of neutral patterns with brightly colored accents.”

COLOR PLAY In general use, however, color isn’t relegated to accents. Debra Maytidu, sales manager for Paradise Cushions by FiberBuilt (Fort Lauderdale, 8 Florida), notes that solid colors represent the majority of the shade business. “Bright colors are dominating the marketplace during these tough economic times,” she says. Colors for 2013 feature cool

2. Solair’s PS500 awning (fully extended) 3. TUUCI’s Plantation MAX cantilever in the Aluma-TEAK java finish 4. Galtech’s 792 square center-pole umbrella 5. Paradise Cushions by FiberBuilt’s 10-foot square Riva umbrella in sunflower Sunbrella® fabric 6. Treasure Garden’s Outdura® #6648 signal crimson stripe

used to blend traditional bronze finishes with more contemporary tones, to create a modern look,” Leisen says. Dorough explains, “Shade prod-

7. TUUCI’s Plantation MAX F-1 8. The 897 square cantilever umbrella by Galtech

March/April 2013 Patio & Hearth Products Report

spotlight

2 3

4 umbrellas, rather than the previously popular 7- to 9-foot umbrellas. In addition, there are increased offerings and more variety.” Witkowski agrees. “There continues to be increasing interest in umbrellas that cover larger areas, especially the cantilevered style,” she adds, noting that durability remains a priority. NEW FOR 2013 California Umbrella is introducing a new price point for an umbrella. The model ATA908 has a patented new way to achieve an autotilt feature. The new mechanism offers a saving to the consumer, with some added margin for the retailer. “The response on it has been great,” Sanches notes. “It is offered in 10 stocked color options, out of the warehouse, so we can ship them out quickly.” California Umbrella features an expanded offering of premium olefin and Pacifica umbrella covers as well. “We’ve added 12 new fabric choices, including some beautiful woven selections, 18

Patio & Hearth Products Report March/April 2013

5 and we’ve been able to expand the number of frames these choices can be purchased with, all shipped out in less time than ever before,” Sanches says. In addition, the company is creating the Signature series of cover choices to offer shorter lead times on these stylish options. Galtech is debuting two new styles in 2013. Both are 10-foot square umbrellas. “The feedback from the marketplace was that large, square shade is needed to accommodate popular trends in seating and dining,” Leisen says. Galtech’s 897 is a square cantilever umbrella that features the company’s easy lift and easy tilt systems, which enable the umbrella to be opened, closed, and tilted with minimal effort. Also new is the 792 model, a square center-pole umbrella designed for commercial and contemporary applications. This umbrella features an anodized aluminum finish, stainless-steel hardware, and a fourpulley lift system to ease its raising and lowering. Galtech has also made some changes in finishes for 2013. Leisen says, “Black finishes have

been in high demand, so we have added that finish to some models that previously did not have that option.” Paradise Cushions by FiberBuilt has several new products slated for introduction later this year, including pop-up tents (as well as inexpensive wooden and cantilevered shade products). “This is due to the demand for more economical prices, as consumers have less disposable income,” Maytidu explains, “yet at the same time, we are seeing significant growth in the upper-end market as more consumers are looking for durable products.” Since the Terrace umbrella was introduced to the line of Paradise Cushions by FiberBuilt last season, Maytidu reports, there has been increased interest in this area. “Our parent company, FiberBuilt, supports our need to bring more commercial-grade products to the retail market. The umbrella highlights our interdivisional program to match shade products with existing cushions and furniture,” she says, adding that the company plans to expand the program by the end of the year. Solair has added the PS1000 retractable awning model to its current collection of shade and style options available through patio stores. Offering streamlined features at an enticing price, the PS1000 model allows homeowners with smaller outdoor-living spaces to cool and protect their areas effectively—and with style. “In addition, the PS1000 is a good option retailers can offer homeowners looking for more shade coverage than a stand-alone umbrella gives,” Haigler says. In addition to its collection of stylish shade products, Solair now offers a service opportunity for patio retailers involved in the awning program. The Solair white-glove service allows retailers and homeowners a turnkey awning-purchase experience by providing site confirmation, delivery, and installation (at a reasonable fee). The three service

1. Treasure Garden’s Shade 10-foot cantilever square series with a matte black frame finish and a Sunbrella® Peyton granite stripe shade 2. California Umbrella’s 906 model 3. The 906 umbrella by California Umbrella 4. Treasure Garden’s Serenata umbrella light and media center 5. Solair’s Moreland taupe fabric

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spotlight components are available à la carte to meet each retailer’s individual needs. Treasure Garden has seen sales increase every year for its Deluxe collar tilt, with infinite tilt positions, in four sizes. Likewise, Dorough reports, sales for the AKZ collection continue to grow. “Large shade is the big trend, and the AKZ 13 is the perfect style of choice,” he says. The AKZ collection offers 360degree entire-frame rotation plus 18-, 36-, and 54-degree angle tilts from both sides. “It’s perfect for afternoon sun, and our new mounting kits offer more shade options. It is one of the finest shade styles in the industry,” Dorough says. Treasure Garden’s new Serenata light and media center is also popular. It turns any umbrella into a personal entertainment system (with a wireless remote control). “It sets the trend for shade accessories. Take your party outside,” Dorough urges users. New to the lineup are Treasure Garden’s Starlight collar-tilt umbrellas, in 9- and 11-foot styles. The collar-tilt series, in both standard and Starlight styles, offers a beveled, heavy-duty pole for design and durability. In addition, Treasure Garden now offers a two-year frame warranty on the collection. “It is perfect,” Dorough says, “when mood or romance is needed for outdoor entertaining.” The newest shade product at TUUCI (Miami, Florida) is its F-1, a semipermanent shade structure that allows users to move from shading smaller areas to shading entire outdoor rooms. Patrick Troy, director of sales for retail and design, says, “This impressive parasol is the largest, most wind-resistant parasol in the TUUCI shade-product lineup. When anchored in the ground, the F-1 can withstand more than 65 mph of wind force.” The TUUCI F-1 can be constructed with any of the company’s Aluma-TEAK finish-

1. Paradise Cushions by FiberBuilt’s 11foot octagonal Riva umbrella in logo red Sunbrella® fabric 2. ZipJack’s custom Grande market umbrella

es or with its timeless, highly polished titanium finish. In 2012, TUUCI introduced the Plantation collection, designed with its Aluma-TEAK hardwood finishes (a modern solution that wraps aluminum in a natural, java, or weathered-teak wood finish). “This wood look mimics the beauty of hardwood without the additional maintenance—and with the strength of aluminum. Our Plantation parasols are trending to remain in the forefront of our offerings for our outdoor shade products; the success of these new finishes is predicated on the fact that they are the most authentic, durable, and maintenance-free hardwood finishes in the world,” Troy explains. In the premium shade category at TUUCI, the hub system has been redesigned for 2013. The clean aluminum design adds enhanced durability, serviceability, and beauty. In addition, TUUCI has expanded its Aluma-TEAK finish options to include its new Aluma-crete cube anchors (for its MAX cantilever collection) and galvanized-steel plates. “These additions offer an attractive solution for anchoring your TUUCI parasol,” Troy adds. ZipJack is responding to more requests for its collett cantilever umbrellas, despite the fact that they have been an offering in the company’s product line for the past several years. In addition, the company has had an increase in requests for larger, custom-sized market-style umbrellas (18 or more feet in diameter) for both commercial and residential settings. BEYOND THE PRODUCT As with so many products, the key to winning sales for shade products seems to be offering that valueadded, intangible something extra that the consumer desires. Sanches says that California Umbrella gets its edge from the vertical connection with its factory. He explains, “It shows up in our dynamic use of materials such as fiberglass (with our commercial umbrella series) or in the new autotilt design. It creates a pipeline of innovative features

Patio & Hearth Products Report March/April 2013

that are showing up every year in our line, so we can offer a complete mix of umbrellas— with a constant eye on new items that can attract new sales.” Solair’s edge comes from citing hard numbers. “Solar awnings have the ability to create outdoorliving spaces equipped with awnings that 2 can help reduce a home’s heat gain by as much as 77% and lower the indoor temperature by up to 15 degrees, while adding up to 390 square feet of usable outdoor-living space,” Haigler says. “In addition, Solair awnings can help homeowners reduce their energy costs.” He cites a University of Minnesota study illustrating that awnings made of fabric reduce home-cooling energy consumption by 10% to 40% and peak cooling loads by as much as 40%, depending on geographic location. “Cooling requires less energy because the awning’s shade prevents the sun’s heat from entering the home through the windows,” he concludes. While each product is unique, with respect to its design and innovation, ZipJack’s products “overall, begin with quality materials—made in the United States, as much as possible. These factors, in combination with a clear commitment by all of our craftspeople to build umbrellas of distinction, are the basic ingredients of ZipJack’s product designs,” Witkowski says. Leisen points to Galtech’s use of stainless-steel cable on its entire line of crank-lift umbrellas as allowing the company to offer something unique that can easily be translated and sold to the consumer as a viable product strength. “The stainless-steel cables are much stronger than nylon cord or other

materials being used in the marketplace. Our autotilt mechanisms use a dynamic pulley system that enables the user to engage the tilt very easily and with minimal effort,” he explains. Paradise Cushions by FiberBuilt works to feature complete packages of pavilions, cabanas, tents, and (of course) all types of umbrellas: “shade products that are durable, that work in different applications, and that are fashionable and highly functional,” Maytidu says. “Our commitment to this industry has always been that flexibility is our greatest strength. This applies not only to our fiberglass ribs, but to our innovative umbrella design and construction. It helps us to meet our obligation, as a company, to adapt to market changes.” TUUCI distinguishes itself through quality and aesthetics. Troy says, “Inspired by the elements in nature, TUUCI innovation sets us apart in the shade category. There is a singular identity to our brand— born from the sea—and this is the magic we make in Miami.” Staying on trend, delivering high quality, innovating constantly, and offering that something extra are the attributes that these manufacturers exemplify. That combination is one pattern that they can all agree will be hotter than hot in 2013.

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MARKETING MANEUVERS

selling online Casual-furniture retailers are experiencing robust growth in online sales. by KIMBERLY RODGERS photography by AMY BODEN

n 1979, by connecting a modified domestic television to a phone line, Michael Aldrich, an innovative leader in Britain’s informationtechnology industry, invented online shopping. Since then, online sales have exploded, with worldwide business-toconsumer Internet sales topping $1 trillion in 2012, according to estimates from eMarketer (New York, New York). A report (CB13-24) issued February 15, 2013, by the U.S. Bureau of the Census estimates U.S. retail online sales for 2012 at $225 billion, representing an increase of nearly 16% since 2011. Of total retail sales in 2012, online sales accounted for more than 5%. Every day, more consumers are shopping online— for many reasons, including the convenience of shopping without leaving home or the office; better access to online-

retail sites, with the surge of sophisticated (yet easy-to-use) tablets and smartphones; and the perception that they get better deals when they buy products online. As more consumers make the shift from buying products in physical spaces to shopping online, U.S. online retail sales are expected to rise to almost $362 billion by 2016, according to Statista (New York, New York). Marc Acord, owner of M&J Seasonal Concepts, L.L.C., (Overland Park, Kansas) is one outdoor-casual retailer who has achieved success in both traditional

Top left: Marc Acord Top right: The M&J Seasonal Concepts store in Overland Park is one of the company’s three brick-and-mortar sites Middle: Both online and in its stores, MIKE ZIMMERMAN

M&J Seasonal Concepts offers an extensive product mix Bottom: Harmonia Living’s Urbana five-piece sofa set

Patio & Hearth Products Report March/April 2013

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MARKETING MANEUVERS and online retailing arenas. In 2007, Acord and his business partner acquired three brick-and-mortar stores—located in Overland Park; Tulsa, Oklahoma; and St. Louis, Missouri—from Minneapolis, Minnesota, retail chain Seasonal Concepts (which filed for Chapter 11 bankruptcy in 2007). In 2008, Acord added an online business called Seasonal Home Concepts (www.seasonalconceptsonline.com). He says, “My partner and I saw incredible growth in Internet commerce, and we felt it was a necessity to provide customers the opportuni-

ty to buy our products on the Web.” His research, at the time, showed that the percentage of online sales for all retail areas was increasing rapidly. “For example, from 2000 to 2009, the compound annual growth rate for online sales was more than 20%. This was a force in which Seasonal Concepts had to play a part,” he adds. ONLINE SELLING’S BENEFITS For independent specialty retailers, involvement in online retailing can be an important part of the overall business model. Shiva Noble, executive vice president of Cal Spas (Pomona, California), says, “When retailers participate in online sales, they have an advantage, since they can use their websites to promote their locations, products, and services—all in one place. Online sales can increase a retailer’s overall brand awareness and annual sales.” Acord is happy with the trajectory of his online-retailing numbers. “We have seen terrific growth in our website operations. Considering

that we started at zero, with no visitors, no sales, and no Web-page views, the past several years have been remarkable. It takes a while to build a presence on the Web, but we have been very pleased with our results,” he says. “There were some months in 2012 where we saw 28% year-over-year increases in Web visits. In addition, in the first quarter of 2012, our website sales were 27% greater than the prior year’s sales.” Most visitors to Acord’s website come from the three cities where his stores are located. The site also receives hits from places in which Seasonal Concepts formerly had retail locations. Acord notes that he is now receiving considerable traffic from states where Seasonal Concepts did not have a presence. All three stores are doing very well, and while Acord believes that patio furniture and high-end Christmas decor will always have a place in a traditional retail setting, he currently has no plans to expand his brickand-mortar operations.

Patio & Hearth Products Report March/April 2013

Ben Harvey, owner of San Diego Patio in California, is another early participant in online retailing who has achieved marked success. In 2004, Harvey and his partner began selling imported furniture online. They eventually expanded into the outdoor-casual market and launched www.patioproductions.com. The partners opened a retail store in 2011, but decided to close it, after one season, and to focus solely on their growing online business. “Though, overall, the store was a success, ultimately, it only accounted for 15% of our patio-furniture sales in 2011 (but took 60% of my time). This realization opened my eyes to our approach,” Harvey says. For the first years, his online sales grew by 50% or more each year. In 2012, online sales increased 20% over 2011 sales; the goal, in 2013, is to grow by 10%. The website carries products from many major manufacturers, including Caluco, Pelican Reef, Sunset West, and Alfresco Home— along with Harmonia Living, a line of outdoor wicker, teak, and mixed materials developed by Harvey. To increase Harmonia Living’s sales, Harvey teamed up with a brandmanagement agency, Cannon Ball Brands. He says, “It created new sales copy, images, and product videos that dramatically increased sales on our site, and it is looking for more dealers to carry Harmonia Living products, both in brick-andmortar stores and online.” Cal Spas is predicting a 60%

Above and at left: Cal Spas recently launched a dealer-support program to help retailers sell its products (including barbecue islands and fireplaces from Cal Flame) online

increase in online sales in 2013. The company has launched a program involving Web pages that its dealers can customize and manage (with assistance from Cal Spas). Noble says, “We also work with these dealers on increasing their online presence and search-engine ranking.” Harvey sees very strong growth for independent retailers on the Internet—but rather than relying on search engines (which can favor mass merchants in placement), new traffic sources must be used to drive business to an online site. For Harvey, social-media use is his main online-marketing plan. “Having great images to promote on Facebook and Pinterest—and videos for YouTube—is our numberone focus for 2013,” he says. For now, Harvey is content to gear all his efforts toward his online site, although he might open a physical store again (if he finds the perfect location). “The competition online is fierce, these days, but on the other hand, our website is open 24 hours a day, seven days a week,” he says. “There is always someone shopping on our site. The majority of our customers buy without calling us—so this part of the sale, we can literally do in our sleep.”

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HEARTH RETAILER

chic designs Modern, traditional, and transitional fireplace models all add style (and warmth) to interior spaces. by SHARON SANDERS photography by MARK WILSON

he hearth industry has made great strides over the past decade, from both technological and design standpoints. Consumers have everything imaginable available to them, from ultramodern stainless-steel fireplaces to high-efficiency products that can warm any room. Along with the upside of having more selection, however, dealers are confronted by the problem of which products to carry on their showroom floors; they want to inspire their customers to try something new—but, at the same time, they don’t want to push buyers beyond their comfort zones. Dealers such as the 50–year-old Yankee Fireplace & Grill City (Middleton, Massachusetts) and NYC Fireplaces and Outdoor Kitchens

Patio & Hearth Products Report March/April 2013

(Maspeth, New York)—which just entered the retail hearth business three years ago—run hearth stores that make understanding their customers their top priority. Alan Davis, general manager of Yankee Fireplace & Grill City, says, “It’s not easy to get customers to try something new, but when it’s a hit, you know it.” The retailer has

been serving the New England area since 1963, when it started out as a propane home-delivery service. Its two showrooms, in Middleton and in Arundel, Maine, are well known for their product selection. “New England is a very traditional area. People like their castiron stoves and traditional fireplaces because they fit with the

decor of their homes,” Davis says. Despite this fact, he always makes a point of featuring nontraditional choices on the sales floor, alongside the proven models. Most of these products are from manufacturers with which he already does business. Currently, the dramatic centerpiece of his 9,400–square-foot Middleton showroom is the round Solaris fireplace from Heat & Glo. He admits that he doesn’t expect it to be a top seller; rather, it is a showpiece that brings excitement and interest to the sales floor. Davis says, “Our mentality has always been to carry something that’s memorable because it gives us the edge, when it comes to positioning ourselves as a leader in our market.” NYC Fireplaces and Outdoor Kitchens dedicates about 40% of

Top left: Yankee Fireplace & Grill City inspires its customers with showroom vignettes that reflect regional tastes Top right: Alan Davis

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HEARTH RETAILER

Top: From left: Anthony Mendola, Salvatore Finocchiaro, Peter Alesci, Sarah Toth, and Salvatore Alesci Bottom left: The high-tech showroom at NYC Fireplaces & Outdoor Kitchens Left: Heat & Glo’s REVO gas fireplace

its showroom floor to nontraditional units and options. Sal Finocchiaro, owner, says that most homeowners who visit the store have no idea how to select a hearth product. He sees it as his job to steer them in the direction of options that will fit their needs. “In most cases, people come in thinking they will buy a traditional, square fireplace, but once they see what is available in our showroom, it opens up their eyes to so many more ideas,” Finocchiaro explains. He adds that he has the most success when there is the option to change the look of a hearth product (whether by customizing the panels, the glass, the burner, or the media). He says, “This makes it easy for people to change their fireplace with their decorating tastes.” Becky Upton, brand director for the Heat & Glo brand from Hearth & Home Technologies (Lakeville, Minnesota), says that it’s a good business choice for retailers (even those in typically traditional markets) not to shy away from units 28

Patio & Hearth Products Report March/April 2013

with nontraditional features—such as linear burners, colored fronts and doors, and reflective interiors. She makes the point that the trend, in the home-furnishings and design industries, is to mix modern products with more traditional finishes and furnishings. “For example, it’s not uncommon to see an antique chandelier with a modern dining table and a bold, traditional rug. Consumers are selecting decor that appeals to them and then mixing and matching it in a way that unexpectedly works in their spaces,” Upton says, adding that this phenomenon is often referred to as fusion or transitional style. Heat & Glo is getting ready to introduce a new nontraditional gas fireplace called the REVO. It is one of many hearth-product designs offered as part of the Heat & Glo Modern line. The REVO will be offered in three popular shapes, with a slim, 7inch profile that is easily installed for a variety of applications. It features a modern flame, with a reflec-

tive interior and a variety of finishing options and colors, ranging from traditional to modern. The REVO will also offer ambient multicolor backlighting. “There are no other fireplaces on the market right now that offer these unique design options. I have no doubt that it is going get consumers’ attention and generate some sales for dealers,” Upton adds. Both Finocchiaro and Davis say that the electric-fireplace category is really starting to gain some traction in their markets. Electric fireplaces are especially popular in urban areas, where venting a fireplace can be an issue in high-rise buildings. People are drawn to the fact that an electric unit can be put almost anywhere, from the bathroom to the living room or kitchen. In addition, electric fireplaces are inexpensive to install: All that’s needed is an electrical outlet. Davis says that strict regulations on gas-log venting have pushed more people in the New England area to give electric fireplaces a try.

“The quality and style of electrics are so much better than they used to be that it can be a pretty easy sale,” he explains. Hearth & Home Technologies, like several other large manufacturers, has come out with a line of electric fireplaces. The new electric-fireplace brand is SimpliFire. It includes modern electric fireplaces with multicolor media and ambient backlighting. “I see this category as something that will just continue to get stronger in our market because people who never thought they could have a fireplace are now able to have one,” Finocchiaro says. Davis adds, “I have seen the fireplace evolve because manufacturers have become more innovative. As retailers, we know our customers and their tastes, so there is no reason that we can’t find the right hearth product for every customer who comes into our store. We just need to be willing to be openminded—and not afraid to try something new.”

PR EM I U M GR I LL S

CHARCOAL GRILL

Circle Reader Service No. 29

OUTDOOR GRILLING

outdoor kitchen 101 The Outdoor Kitchen Store simplifies design and construction for its customers. by CHERYL DANGEL BARTOLINI photography by KATHY WATERS

asy shopping in a category that can seem overwhelming is what Paul Ruel believes will be the key to increased sales in the coming years. Ruel, owner of

The Outdoor Kitchen Store (Tampa, Florida) knows how challenging outdoor-kitchen installations can be. Customers have to overhaul their backyards, put in decks or patios, and choose elements for the kitchen—from grills to firepits and more. It isn’t as simple as it used to be, when you hauled a portable charcoal grill into the yard and threw some hot dogs on it. With that in mind, Ruel is out to make it easy for the customer to take part in the outdoorkitchen trend. This spring, he is bringing in a whole new line of prepackaged kitchens, including two 6-foot models, an 8-foot version, and a 9-foot configuration. They include Challenger powder-coated aluminum cabinets and a specially chosen midlevel/highrange grill. One of the 6-foot kitchens will

be equipped with a Delta Heat grill, while the other 6-foot option will include a grill from American Outdoor Grill. The 8-foot kitchen will feature an Artisan grill by Alfresco. The 9-foot kitchen will be equipped with a grill from DCS by Fisher & Paykel. “We will sell the kitchen and grill as a package. It has a price point that offers alternatives to building a big kitchen on site,” he says. Ruel has done his research. “We’ve been selling the carts for the Big Green Egg and we’ve had success with them. The people buying these kitchens may not plan on staying in their houses for a long time. They don’t want the permanent structure. What they want is a nice grill with a countertop and a ton of storage.” He believes that this idea will fill niches on two fronts. First, it provides an option between extreme portability and a lifelong investment. He says, “It isn’t on wheels, but it isn’t a permanent structure either. It gives the customer some flexibility.” Second, it fits the bill for strategic pricing. Ruel says, “It’s a perfect alternative. I don’t think it will take away from our existing business of kitchens that we build on site.” A NEW NICHE While The Outdoor Kitchen Store is known for its high-end products and, more recently, its

Patio & Hearth Products Report March/April 2013

midrange grills, the grills in these prepackaged kitchens have prices between the midrange and the high end. Ruel says, “We never promoted that niche grill, so with the Challenger cabinets, we’ll bring in that grill and see whether we can have success selling it.” He adds, “For people who can’t jump to the high-end grills, we’ll see whether they can go to the midhigh level. Having the Challenger cabinet means it is a great time to introduce that level of grill.” Ruel says that a ballpark price

Left: Paul Ruel Top right: The Outdoor Kitchen Store sells both high-end and midrange grills Bottom right: The Tampa showroom’s displays help customers build the outdoor kitchens of their dreams

for the 9-foot Challenger cabinet (equipped with a 36-inch DCS by Fisher & Paykel grill with a double side burner and back space) is $8,000. The first prepackaged

Circle Reader Service No. 31

OUTDOOR GRILLING

kitchen hit the store’s showroom floor in late February, and the other three models were completed a few weeks later. Expectations are high, but this isn’t the first time Ruel has shaken things up by trying a new concept. The Outdoor Kitchen Store has done remarkably well during Ruel’s brief tenure. The business was established in 1994, but Ruel didn’t buy it until 2005, when he decided to leave his corporate job so that he could be “home every night for dinner,” he says. When Ruel first took over, there was a 1,200–square-foot building, and the store carried three main lines of grills. Within two years of buying the business, Ruel had purchased the building next door, adding 2,000 square feet and increasing the number of product lines offered. The business grew quite quickly, after that. Sales in 2006, his first year in business, were up 30% over those for 2005; 2007 sales were up 70% over those for 2006. Ruel attributes this phenomenal growth to his product offerings. “We offered more and restructured the business, bringing some of the construction and design in-house. We also brought in other lines of appliances and included more high-end items, which is what we are known for,” he says. When the poor economy caused sales to plummet, however, Ruel took action by signing on as a Weber Alliance Dealer Partner. “We never carried Weber grills, but now we had additional showroom space. As an Alliance Dealer Partner, you carry premium products that are different from those in the big-box

stores, which is crucial,” he explains. He continues, “During the worst of the downturn, people would look at a high-end grill—such as one from Viking, DCS, or Fire Magic—and they wouldn’t buy. They wanted to hold off until they felt they were going to keep their jobs,” he explains. While other brands were perceived to be luxuries that had to be put on hold, the premium Weber grills were viewed as affordable. Ruel says, “We started selling Webers every day. We offered a midrange grill, and it upped our business tremendously. I remember that 2008 was bad, and while 2009 started badly, things were turning around by June. Then, by 2010 and 2011, we were back to 2006 numbers.” Ruel’s gut told him that outdoor kitchens had returned. He says, “We had 15 months of down time before people started feeling comfortable with their jobs, and the fact that we became a Weber dealer helped tremendously.” He also reports that sales of the Big Green Egg never dropped—and he credits users of the product with helping the store weather the downturn. He explains, “We have a lot of foot traffic from our Egg customers. They are continuously buying charcoal, wood chips, and accessories. Other buyers don’t come back, but Egg people come back all the time.” Today, Ruel says, the high-end grill business, which started coming back in 2009, is very strong. The Weber grills helped Ruel weather the economic storm, but are not detracting from his high-end sales. He adds, “Our customers will upgrade when it is time. They purchased the Webers so they could have grills. Now, they are coming

Patio & Hearth Products Report March/April 2013

back and saying that they are ready to go ahead and do full-blown kitchens.”

Left: A corner island from DCS by Fisher & Paykel Right: The Outdoor Kitchen Store sells a

PERSISTENCE PAYS Ruel has longevity in the same location. Dan Trbovich, Florida sales manager for DCS by Fisher & Paykel, says, “He has survived a severe economic downturn in Tampa and remains in business, while many of his competitors have closed.” Trbovich says that Ruel’s success is due to excellent service after the sale; a knowledgeable sales staff; a strong reputation in the market; offering the highest-quality brands to the consumer; and a high-quality showroom depicting various builtin islands/configurations, which makes for a realistic consumer experience. In short, “The Outdoor Kitchen Store knows what it is doing,” he says. To promote the business, Ruel does some radio advertising and postcard mailings, and he partners with GrillSmith, a local restaurant chain with six locations, to do a grill giveaway. He’s done the annual promotion twice now. Cooking classes, which were big draws in the past, were cancelled in 2009. “We did them for 10 years, and they were a great way to promote the products we sell (and a great way for people who bought those products to learn how to cook on them),” explains Ruel, “but they sold out so fast, to the same people, that it became a social event and stopped helping us sell products. It wasn’t profitable enough to continue if we weren’t going to sell kitchens.” That’s not to say that The

variety of add-on appliances to make cooking as easy outdoors as it is indoors

Outdoor Kitchen Store doesn’t cook. Every Saturday, it hosts tastings throughout the day from its alfresco kitchen. It will also use cooperative advertising from manufacturers and will do various crosspromotions. “It is important to continue to develop a mutual branding commitment by being available, in all capacities, to our retailers, whether this is to assist with in-store sales and promotions or simple customer queries,” Trbovich explains. “As a premium manufacturer of DCS products, it is our vision to offer the same premium service to our dealer customers and end users.” In the short term, it is the prepackaged kitchens that will occupy Ruel’s focus, but he’s looking ahead as well. He says, “I think the worst of the economic downturn is behind us. Florida has been hit very hard in the housing market; the construction side of it isn’t that profitable, so we’re not doing any new construction for builders.” Instead, Ruel will emphasize remodeling and upgrades, which represent 95% of his business. He sees room in that number for even more growth since he found a silver lining in his state’s economic recovery. He says, “The number of homes in our market in foreclosure is huge, and that means there’s a ton of business out there, right now, in need of outdoor kitchens.”

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Circle Reader Service No. 33

DCS by Fisher & Paykel is a proud sponsor of America’s Test Kitchen

SHOWROOM SHOWCASE

Inspired Outdoor Style

by SHARON SANDERS Photography by SUNSHINE DIVIS PHOTOGRAPHY

pecialty patio retailers are ramping up their offerings to appeal to a generation of consumers who want to make the most of their outdoor spaces. In April 2012, Surroundings: The Store for Outdoor Living opened its doors in Fort Collins, Colorado, with the intent not just of selling casual furniture, but of helping homeowners rediscover their backyards. Owner Andy Mill has created an exclusive one-stop shop that makes it possible for homeowners, no matter what their budgets, to turn an ordinary backyard into something that they can use and enjoy.

When one walks into Surroundings for the first time, it’s obvious that it is offering something different. “We are selling an experience—a lifestyle,” Mill explains. The focal point of the unique, 5,500–square-foot indoor showroom is a custom elevated deck with a water feature. It’s just the first of many examples (including upscale casual furniture, appliances, and accessories) of what can be done to create a personal outdoor-living area. Outside is a 2,500–square-foot open-air showroom that features fully appointed vignettes nestled

Patio & Hearth Products Report March/April 2013

under pergolas, by fireplaces, and alongside built-in outdoor kitchens—and everything is designed to inspire. Mill started Surroundings after spending 33 years in the landscape design/build and construction business (as Mill Brothers Landscape and Nursery). He came up with the idea for the store after his landscape business slowed down significantly in 2008; he started looking for a way to differentiate himself from the competition. “I wanted to bring my talented design-staff members, who had been with me forever, into a store

environment—so clients could see their work firsthand before starting a job, not just in photographs,” he says, adding that they had been doing outdoor kitchens and patio work for years. He says, “I also liked the idea of being able to help homeowners pull together an entire outdoor room, from landscape design to furniture, all in one place.” The whole concept of Surroundings is to give homeowners an affordable option for creating a backyard retreat. “There are many people who never use their backyards because those are just 10x10-foot concrete

A dizzying array of products and design services at Surroundings can help customers create stunning outdoor retreats. slabs that are cold in the winter and baking hot in the summer. Simply putting patio furniture on that piece of concrete, no matter how nice it is, will not make a yard inviting and comfortable. We want to show people how to create a space they can enjoy,” Mill says. Understanding that many people don’t have unlimited budgets, Mill has created value-driven space plans that make it easy for customers to create outdoor-living areas based on what they are willing (or able) to spend. “It’s not an all-or-nothing proposition,” he adds. To get started, one of the store’s team members sits down with interested customers to gather their input. A space plan is then created using 3D computer-aided drafting.

The plan supports something as simple as a deep seating area around a firepit, and it grows from there to include dining areas, outdoor kitchens, and fireplaces. Mill is able to keep costs down by offering designs that look good, but are easy to build—and that are specified with cost-effective (yet durable) materials. One unique part of the process is that furnishings and appliances are included in all the renderings. “The average person doesn’t have the ability to understand scale when looking at a blank canvas. It’s just as when someone walks into a home with no furniture: It seems small until the room is decorated,” Mill says. The store has an on-staff architectural draftsperson, a licensed landscape architect, and two landscape

designers who are responsible for orchestrating the whole process. “We are able to do everything, from beginning to end. That includes designing and building the space to finishing it off with irrigation, grass, plants. and perennials—and, of course, furnishing it with casual furniture and accessories,” Mill says. Mill explains that the marriage of a design/build service and casualfurniture sales is a good one. “People usually come in looking for furniture, but when they see that they can literally create another room for entertaining, they get excited, especially since we can do it all,” he says. The store is very deliberate about carrying products that will work well in the Colorado climate. According to Mill, infrared heating systems are a

popular choice for taking the chill out of the air and extending the shoulder seasons. “Heating allows people to enjoy their patios a bit longer in the fall and gets them outside earlier in the spring,” he explains.

Left: The custom-designed showroom at Surroundings opens customers’ eyes to the unlimited potential of outdoor spaces Middle: Andy Mill Top right: Casual furniture looks anything but ordinary at Surroundings Bottom right: Surroundings is a design/build retailer that helps make dreams a reality for its customers

March/April 2013 Patio & Hearth Products Report

SHOWROOM SHOWCASE The weather can be so extreme in Colorado that Mill is a big proponent of pergolas: They allow filtered sun to warm a space (without direct sunlight), yet can provide protection from the elements, if they are equipped with fabric shades or sails. The store has had success with automated remote systems that cover and uncover pergola tops. “We are in the process,

right now, of developing our own shade system,” Mill says. Other popular choices for outdoor rooms are stone pizza ovens and fireplaces that serve as focal points for deep seating areas. Firepit coffee tables and chat tables (fueled by propane tanks) are also top sellers because people like the flexibility of being able to move their fire features wherever they are gathering in

their backyards. As Surroundings reaches its one-year anniversary, Mill is very pleased with how far the store has come in such a short time. He has worked hard to learn the intricacies of the casual-furniture industry and believes that his onestop–shop concept is filling a niche in the area. He adds that most of the store’s construction

KitchenAid and Nexgrill: A Dream Team

projects are done not in the backyards of new homes, but at homes that are 10 to 15 years old and ready for updates. “I know the potential is endless, in our market, if we get the word out and do a good job,” Mill says. “We will continue to stay in touch with the market and grow the business in a way that will secure the store’s future for a long time.”

by KIMBERLY RODGERS

itchenAid® (St. Joseph, Michigan) and Nexgrill Industries, Inc. (Chino, California), have now joined resources to give independ-

ent casual retailers a unique opportunity to carry a new collection of powerful grills, exclusively designed for the specialty retail market. In its collaboration with Nexgrill Industries, KitchenAid has partnered with a company that has a long and successful history in the grill market. After its origin as an overseas trading company, Nexgrill established its first U.S. office in 1987 (in Walnut, California) and produced grills for many well-known license partners— such as Maytag and Whirlpool—for both mass-merchant and specialty markets. A few years ago, KitchenAid offered a line of grills to the specialty market; however, the company

point that will represent a better value to the retail-

made the decision to exit this channel during the

er,” White says.

economic downturn. “We are thrilled to hold the license for KitchenAid now and to offer again a

technology and are constructed with 304 stainless

great line of grills to specialty retailers throughout

steel—including burners, angled flame tamers, and

North America,” Jim White, executive vice presi-

enhanced grates for consistent heat over the entire

dent of Nexgrill, explains.

grill surface (minimizing flare-ups). Additional fea-

Right: The KitchenAid model 720-0819 grill with folding side shelves

Nexgrill plans to offer the KitchenAid line to

tures include a built-in thermometer (placed on the

retailers through a few selected distributors. “We

exterior of the grill lid to monitor the internal tem-

a very strong role in the quality and integrity of

believe working with distributors will be advanta-

perature) and side shelves that conveniently hold

each grill. “As the licensee, we are responsible for

geous for the retailer,” White says. “Costs will be

food and utensils. Nexgrill has already established a

the product, but all grills must go through

kept lower, which will ultimately give the retailer a

very strong support network at its office in Chino to

Whirlpool test standards before they are shipped,”

better margin on the product—and an opportunity

provide optimal customer support for its distribu-

White says. Products must be approved by

to sell a high-quality grill at a price point that also

tors and independent retailers in the United States.

Whirlpool to ensure that they meet KitchenAid’s

represents a good value to the consumer.” White is enthusiastic about the KitchenAid grill

The KitchenAid line will feature five different models, including freestanding and drop-in units.

visual branding and functionality requirements. All products are also tested as exceeding CSA

line, which will be exclusive to the specialty market.

Retailers will have many options for their cus-

requirements, and they go through a rigorous safe-

“We are excited that KitchenAid, a premium brand

tomers: They include a 68,000-Btu gas grill, featur-

ty audit by Whirlpool. Through this process,

and a name consumers know and trust, is coming

ing four stainless-steel main burners that individually

Whirlpool has anticipated and planned for possible

back to the independent grill market. We believe it

ignite with push-and-turn electronic ignition; halogen

operating errors made by consumers.

is a brand that will work very well in this channel.

lights in the firebox; a ceramic infrared rotisserie

Retailers will be able to sell a high-quality, commer-

burner; and an intense-heat ceramic infrared sear-

and partnership between Nexgrill and Whirlpool.

cial-grade, all 304 stainless-steel grill that is not

ing side burner. For smaller spaces, there is a

We are very proud of these standards because we

found in any other market,” he says.

29,000-Btu two-burner gas grill with folding side

believe they put our grills above and beyond all the

shelves.

competition—and give the retailer an outstanding

It is also important to note that when KitchenAid grills were previously sold in the specialty market,

KitchenAid grills are designed with Even-Heat™

Left: The KitchenAid model 720-0745A four-burner grill

While Nexgrill Industries is the licensee,

White says, “This testing is a true joint venture

option to offer the consumer.” For more informa-

they were offered at high-end prices. “We are now

Whirlpool Corp. (Benton Charter Township,

tion, visit www.kitchenaidgrills.com or call Nexgrill

coming to market with a high-quality item at a price

Michigan), the parent company of KitchenAid, plays

sales at (909) 598-8799.

Patio & Hearth Products Report March/April 2013

Circle Reader Service No. 37

As I See It

ONE BIG FAMILY Outdoor Lifestyle’s success is due largely to its close ties with dealers and customers.

by SHARON SANDERS Virginia Hamilton

his year marks Outdoor Lifestyle’s 20th year of operating in the United States. The South African company—with U.S. headquarters in Stanley, North Carolina—has built a solid reputation for itself by manufacturing durable, stylish cast-aluminum furniture that can be found everywhere, from private backyard retreats to the patios of Starbucks and Disneyland. With all of its success, the operation still considers its dealers to be an extended family, giving them personal attention that is rarely found. Patio & Hearth Products Report sat down with Virginia Hamilton, vice president of Outdoor Lifestyle, to take a closer look at the little company with big plans.

How has Outdoor Lifestyle made a name for itself in the industry? Hamilton: In a single word, it’s commitment. We are 100% committed to everything we do, from making superior products to providing personal customer service. Outdoor Lifestyle is also known for its commitment to its sales representatives and retailers, who are the backbone of our company. We really don’t know how to operate any other way.

What has been the company’s biggest success of the past few years? Hamilton: There are two kinds of casual-furniture customers: those who want something disposable and those who are looking for a lasting product at an overall value. In response to this, Outdoor Lifestyle has introduced value-priced seating and table options that give budget38

minded consumers who want value something they can afford. This is something that has resonated with dealers. With our valuepriced seating, consumers still get the same premium-grade aluminum furniture, but at a more budget-friendly price. We’ve been able to make this happen by cutting back on material costs—without sacrificing durability or design. One example is offering combination cast/extruded chairs, instead of solid cast chairs, because they require less aluminum. We have also been able to bring down the price of our cushions, this year, by almost 30% because of our new partnership with industry leader Casual Cushion Corp. (Rock Hill, South Carolina). We continue to look at creative ways to bring costs down so dealers make their customers happy.

Ballantyne

What does a casualfurniture manufacturer need to do to stay relevant? Hamilton: Today’s marketplace is demanding because consumers have less disposable income. If they have decided to shop at a specialty retailer’s store (instead of at a mass merchant’s store), they expect unique styles and quality—meaning products that last. Outdoor Lifestyle makes furniture for high-profile commercial clients, including Olive Garden, Starbucks, and Disneyland, so we are required to meet special Business and Institutional Furniture Manufacturers Association standards (developed by the American National Standards Institute) to ensure that our product is durable and well designed. We don’t differentiate between what we sell to the contract

Patio & Hearth Products Report March/April 2013

Claremont

Santorini

Circle Reader Service No. 39

As I See It market and what we sell to the retail market, so that means if our tables and chairs can stand up at Starbucks, they will be fine on someone’s back deck. In the end, this preserves a specialty retailer’s reputation because customers aren’t bringing back broken furniture, and retailers aren’t stuck with a warehouse full of broken product. Our return rate is actually less than 0.05%.

A perfect example is the need for just-in-time inventory. Many retailers cannot afford to keep large amount of inventory on hand, so they look to manufacturers who can deliver in-season product in a matter of weeks—not months. Outdoor Lifestyle is small company, with a U.S. manufacturing facility, so this is something we are able to offer our dealers. Dealers can actually call us and place an order for a specific customer and for a specific delivery time. We are also willing to work with dealers to help them keep a balanced inventory, so they can bring in the newest in-season models.

What do retailers expect from manufacturers, in today’s economy? Hamilton: I believe that the economy has actually brought the retailer and manufacturer closer. Retailers need manufacturers willing to be in constant communication with them. At Outdoor Lifestyle, I can honestly say that we know our retailers, their needs, and their customers better than we ever have.

What Outdoor Lifestyle products are you personally most excited about for the upcoming season? Hamilton: We have noticed, over the past few years, that our customers not only are purchasing

our standard dining sets, but also are combining them with lounging items to create a complete and comfortable area. This trend has caused us to develop more corresponding lounging collections than ever before. Last season, we introduced the new Claremont dining collection; it was extremely well received by all of our retailers because it’s different from anything else we have on the market. This year, we are excited to expand the line to include the Claremont lounging collection, which will offer a full set of the lounging pieces that have become so popular. Our designers are also working on finalizing a number of new collections that we plan to introduce in our new Chicago Merchandise Mart showroom (Suite 1599) at the July ICFA Preview Show™.

How does Outdoor Lifestyle plan to partner with retailers this year?

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Hamilton: I feel confident that anyone could contact any Outdoor Lifestyle dealer and receive an overwhelming endorsement, when it comes to our customer service, lack of warranty issues, and overall effort to work with our retailers. Each year, during our design phase, we contact selected retailers (throughout the United States) to obtain their opinions on our new designs. It is interesting to analyze the feedback from various parts of the United States. While one design may be appealing to the Northeast, it may not be appealing to retailers on the West Coast. It is definitely a balancing act, in order to appease everyone. In addition, due to the increase in technology that has been seen throughout our retailers’ showrooms, Outdoor Lifestyle has made our website (www.olfurniture.com) interactive: Retailers can present the Outdoor Lifestyle catalog and product lines to their customers through their iPads, smartphones, or other electronic devices without ever leaving the customer’s side.

What does the future hold for Outdoor Lifestyle?

In-store merchandising materials provided to dealers at no cost Co-op programs and local advertising support Proven commitment to the specialty retail class of trade Unmatched customer loyalty and a passionate fan base

The Big Green Egg is a complete outdoor cooking system, with hundreds of accessories to build repeat business at the dealer level. It all adds up to a winning formula for dealer satisfaction, success and profits!

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Circle Reader Service No. 40

Patio & Hearth Products Report March/April 2013

Hamilton: As we celebrate our 20th anniversary of manufacturing in the United States, we reflect on how the industry has evolved and how Outdoor Lifestyle has adapted to that evolution. Looking back at all of the styles that we have sold throughout the years, most of which are still in use by our customers, we see that change is inevitable. We look forward to the change that is in our future, whether those changes are in the technology used to expedite our casting processes or the changes in style that consumers want. We look toward the future as a blank canvas, and we use the strength from our past in order to begin painting on the canvas for our next 20 years.

Circle Reader Service No. 41

my turn

THINKING BEYOND THE GRILL Twin Eagles helps consumers transform outdoor areas into fully functional kitchens with all the conveniences of their indoor kitchens.

he outdoor-kitchen concept marinated for at least a decade before winding its way into the consciousness of consumers. Particularly in the premium-priced arena, grill buyers have happily been transformed into outdoor-kitchen buyers. It’s a distinction with a considerable difference, and Twin Eagles Premium Grills is feeding this demand with the meaty alternatives that high-end customers desire. As an outdoor-kitchen–equipment company, the Cerritos, California, enterprise manufactures and sells mostly built-in equipment. Consumers increasingly view the

Top: An outdoor kitchen featuring a Delta Heat 38-inch built-in grill, a double side burner, a paper-towel holder, a door-anddrawer combo, and a trash drawer with a trash chute Bottom: The Delta Heat 38-inch grill and base

Patio & Hearth Products Report March/April 2013

inherent permanence of these products as an investment in the value of the home, as well as a boost in quality of life. According to Brian Eskew, marketing manager at Twin Eagles, the home-refinancing boom and early staycation phenomenon in the Southern California-to-Florida Sunbelt fueled the trend, with positive publicity on home-, garden-, and food-oriented television channels adding a crucial push. “Outdoor living has been promoted, in a big way, in all aspects of media,” Eskew says. “People see the amazing things they can do to their backyards, and outdoor kitchens are a big part of that.” It has all added up to solid growth for U.S.-made products from Twin Eagles, thanks largely to a focus on the upper-income demographic. “Most of the outdoorkitchen products are premium products,” Eskew says, “which in recent years, has made my job easier—because you’re only marketing

by GREG THOMPSON

to the top tier of U.S. consumers.” It’s a successful marketing plan, but in listening to its dealers, Twin Eagles has also come to realize that a sizable segment of the midlevel income demographic is willing and able to spend on outdoor kitchens.

“Our dealer network told us that middle-income consumers are looking for outdoor kitchens,” Eskew says. “In 2010, we responded with our Delta Heat line of midrange grill and outdoor-kitchen products.” At first, Twin Eagles believed

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my turn that manufacturing abroad would be the only way to offer the necessary features and achieve a lower retail price for Delta Heat. After a couple of years of manufacturing in Asia, Eskew admits, the experiment was found to be a mistake. “The result [from overseas] was a product that was good,” he says, “but not the quality people expect from Twin Eagles.” Delta Heat is not technically a Twin Eagles brand, but the product is designed, manufactured, and sold by the company—and is thus closely tied to the flagship brand. “We decided the new 2013 Delta Heat product line would be manufactured in California, right alongside the Twin Eagles premium products,” Eskew says. “Our engineering team redesigned the complete Delta Heat line, giving the grills a significant aesthetic overhaul while also improving the cooking performance and feature set of the units.” The retail price did go up by “a few bucks,” Eskew says, but he is convinced that dealers and consumers will appreciate the U.S.-made ethos—and dealers can capitalize on this by emphasizing the product’s best-inclass status when chatting with potential customers. “It’s important for dealers and consumers to understand that Delta Heat is a step up from many other value-priced brands,” Eskew adds. “It’s not intended to be a step down from our premium Twin Eagles brand.” The Delta Heat line is more than full-featured grills: It is a complete midrange outdoor-kitchen offering. Delta Heat grill models are available in 26-, 32-, and 38-inch sizes—with a starting retail price of $1,469. “One thing you don’t really find on other midrange lines is the LED lighting on the Delta Heat control panel,” Eskew says. “It illuminates the control knobs and adds the element of light to these stainless products. We also rounded out the line with more complementary products and accessories, such as a drop-in cooler, a sink, more storage doors and drawers, and a ULlisted outdoor refrigerator. We are building out the line to be a robust and complete outdoor-kitchen offering specifically for those who want quality U.S.-made products, but are not going to spend big bucks on the 44

premium products.” All Twin Eagles and Delta Heat products start with flat sheets of highgrade 304 series stainless steel. When these raw materials emerge from the other end of the company-owned factory in Cerritos, the finished product is a “beautiful, polished, seamlessly welded jewel that is hand fabricated—with all welding, grinding, polishing, and assembly done by skilled individuals,” Eskew says. Whether it’s in the midrange or on the high end, the outdoor-kitchen trend is no passing fad, Twin Eagles believes. Eskew closely tracks customer habits, and he confirms that consumers’ purchases are trending toward larger, built-in barbecue grills. “A three-burner grill, or something between 32 and 42 inches, seems to be the right size,” he says. “People want three burners so they have flexibility when they’re cooking. With Twin Eagles, you can achieve zone temperatures over each burner, so you can cook poultry, a delicate seafood item, and a rib eye at the same time, on the same grill. Quality and style are part of our company heritage, but the performance of the cooking systems is what sets Twin Eagles and Delta Heat apart.” As consumers increasingly design and build with the help of professionals, they are including all the amenities that make the space a fully functional outdoor kitchen. Beyond the basics of a grill, a side burner, storage doors, and drawers, the logical add-on items are refrigerators, bar accessories, sinks, warming drawers, and outdoor heating. “Each year, we see consumers’ purchases trending toward more products and accessories to make their outdoor spaces fully functional,” Eskew adds. “What you can do in your indoor kitchen, you can do in your outdoor kitchen. Actually, you can do more.” Twin Eagles offers a refrigerator plus additional side-burner accessories, such as a hefty 70,000-Btu power burner and a 24-inch–wide space for oversized stockpots. “We also have thermostatically controlled

Patio & Hearth Products Report March/April 2013

gas griddles, a restaurant-style flattop griddle, ice machines, warming drawers, and bar accessories,” Eskew says; he showcased Twin Eagles and Delta Heat products at the 2013 HPBExpo in Orlando, Florida. “We even make a margarita center, which is a well where you can put your blender and have an outdoor-rated outlet for plugging it in; it’s also a great spot for a small espresso machine.” DEALERS SHAPE THE TRENDS Eskew credits the ability of Twin Eagles to earn a bigger share of the pie—and even expand the overall pie—to partnering with the right dealers. “Consumers are buying what dealers are selling,” he says. “It’s important to get the right suite of products on display—and more important, to educate those dealers to be successful with the products.” Twin Eagles works with many traditional specialty hearth, patio, and grill retailers, including those who have sold grills, but are just getting into the outdoor-kitchen side. When these dealers decide to carry Twin Eagles and/or Delta Heat, Eskew wants them to know exactly what they are getting in terms of construction, quality, and features—all the information they need to speak with confidence, enthusiasm, and knowledge. Doug Pryor, sales leader for Twin Eagles, has nearly 20 years’ experience in the luxury-grill category, and his veteran leadership has taught team members to listen to dealers and support their needs. “Doug taught the team essentially to go to work for the dealers,” Eskew says. “Twin Eagles and Delta Heat products are supported by a world-class sales team delivering product infor-

Left: The 20-inch outdoor refrigerator from Delta Heat Right: The Delta Heat 15-inch drop-in sink

mation, outdoor-kitchen knowledge, and sales support to our dealers. Our dealers are critical to our success.” The formula of knowledgeable dealers plus outstanding quality has led to double-digit sales growth, with the flagship Twin Eagles 42-inch built-in grill as the best seller. The three-burner model is what most Twin Eagles dealers display, and “you tend to sell what you display,” Eskew says. In the Delta Heat line, the 32-inch built-in grill has, so far, resonated the most with customers in the value market. The winning recipe takes a good dose of hard work across the operation, but Eskew credits Dante Cantal, owner and founder of Twin Eagles, as the creative force behind the company’s success. As a gas engineer for more than 35 years, Cantal designed commercial and residential cooking equipment for many familiar manufacturers. As one of the first to focus on premium grill products (back in the mid-1990s), Cantal meticulously developed his craft, designing and manufacturing products for other brands until deciding to introduce his own brand, Twin Eagles, in 2005. “Our brands have more heritage and authenticity because Dante was the guy who made it all happen, in those early days,” Eskew says. “He understands performance and manufacturing. We’re not just a design company or just a manufacturer. With Dante’s expertise, we have a breadth of knowledge that shows through in our products.”

Circle Reader Service No. 45

product innovation

STAYING AHEAD OF THE CURVE Selkirk focuses on capital improvements before upcoming product launches. by CHERYL DANGEL BARTOLINI

ike a stealth plane, Selkirk Corp. has been flying under the radar in recent months. With no big product introductions planned until 2014, the company is renovating its facilities and keeping its lips tightly sealed on what’s going on there. It is all part of a strategic plan for the company, which is steeped in tradition. Even a company with time-honored traditions, such as Selkirk, is undergoing some major changes to stay up to date. Currently, Selkirk (Grand Rapids, Michigan) is in the midst of updating, enhanc-

Patio & Hearth Products Report March/April 2013

ing, and improving its manufacturing facilities in Turners Falls, Massachusetts; Carol Stream, Illinois; and Nobel, Ontario, according to David Lunt, marketing manager. “Projects are underway to improve manufacturing equipment further in all facilities, not only to ensure we remain on the cutting edge of technology, but to provide our customers with consistent quality and product performance,” he says. The projects Lunt speaks of have to do with Selkirk’s chimney, venting, and chimney-liner equipment. “The improvements we are making will help make quality consistent, will allow us to change over our equipment faster to respond to customer needs, and will provide opportunities to expand the product line because of the flexibility the new equipment will give us,” he adds. Lunt expects that all of the new equipment will be installed

Left: David Lunt Top: The UltimateONE chimney system

by the end of the second quarter. He won’t divulge specifics, not wanting to show his hand too soon. He will say, however, that Selkirk’s equipment, while still widely used, was dated. “We want to replace it with modern technology—technology that will give us more flexibility and consistency of quality. It will result in a better-looking product, too. The customer will see the difference immediately,” he says. TOP SECRET Other details, such as which products will be affected and the exact benefits of the makeover, will be announced at a future date. In addition to the equipment overhaul, the Turners Falls facility is also undergoing a complete change in layout. “We’ve revamped the layout to streamline production flow,” Lunt notes. An internal engineering staff has been put in charge of the work. The team moves from

EFFICIENT . RADIANT . DISTINCT

THE ORIGINAL

RADIANT GAS FIREPLACE

FIRST CLASS FIREPLACES SOLD THROUGH A FIRST CLASS DEALER NETWORK Valor Radiant Gas Fireplaces are sold exclusively by specialty hearth retailers. Customer appeal, product reliability, heat performance and long-term manufacturer support are all key ingredients when it comes to deciding what lines to display on your showroom floor. Valor is dedicated to providing quality products that exceed industry expectations and in turn, supply homeowners with efficient, cost effective heating for many years to come. We value the dedication of our dealer network and are thankful for the continued support in the new year. For more information regarding Valor and dealer network opportunities please contact Paul Miles (Director of Sales) at pmiles@valorfireplaces.com - or visit www.valorfireplaces.com. Circle Reader Service No. 47

product innovation “We will continue to grow and improve the product offering as technology evolves and market needs change, maintaining our position as a leader in the industry.” facility to facility, focusing its efforts on specific improvements. Late last fall, the team was essentially camping at Turners Falls, developing the new layout. No other big changes are coming as a result of this overhaul. “At this point, we’re not talking about rearranging territories or adding new personnel, new salespeople, or new product manufacturing,” Lunt says. “We’ll do everything with our current resources.” Lunt hints that a few new product lines are in various stages of development, but is quick to add, “It’s too early, at this point, to release any specific details.” He says that these new products will hit the street in 2014, at the soonest.

THE ULTIMATE In the meantime, the company continues to do well with its 2011 introduction, the UltimateONE all-fuel chimney system. “UltimateONE offers the latest technology in factory-built chimney design— providing superior performance, durability, and safety,” Lunt states. He continues, “UltimateONE’s inner liner and outer casting are constructed of all-welded 304 stainless steel for superior strength and corrosion resistance. Engineered with a web coupler design using an inch of Superwool insulation that makes contact at the seam, UltimateONE allows for pipe expansion

and eliminates cold-air infiltration. Because UltimateONE is locked together with a latch-type locking band, its no-tool installations are quick, solid, and secure—every time.” For those unfamiliar with Selkirk and its products, Selkirk University fills the gaps. Selkirk University is an online training program designed to offer educational courses on the company’s products. Each course takes approximately 90 minutes to complete and features multiple-choice quizzes and a final exam to ensure that the student retains what he or she has just learned. Lunt says that Selkirk University continues to serve a very important educational function for the company. He notes, “It allows our customers the opportunity to refresh their knowledge and to train new employees on the basics of venting.” MORE TO COME With Selkirk flying under the radar, is there any fear that the company will lose its edge? The answer is a resounding no. “The Selkirk brand is synonymous with venting,” Lunt states. “We provide practical solutions for almost any chimney and venting application. Furthermore, members of our productapplication support team have many combined years of hands-on practical experience. They are available to answer questions.” One might describe this quiet period as the calm before the storm. Selkirk has been quietly working at developing innovations that are yet to be seen or discussed, but Lunt indicates that big things are to come. The changes won’t end with this year’s makeover, either. “We will continue to grow and improve the product offering as technology evolves and market needs change, maintaining our position as a leader in the industry,” Lunt promises. The coming changes, he says, “will give us a wider product portfolio that is able to serve more needs.” Lunt is unable to say more, but it appears that he is looking forward to the day that he can distribute a press release, host a press conference, or place an advertisement to get out the word. He says, “I’m greatly anticipating these changes and looking forward to building upon our heritage as a leader in the venting and chimney market.”

Circle Reader Service No. 48

Patio & Hearth Products Report March/April 2013

Circle Reader Service No. 49

CP corporate profile

THE SUCCESS EQUATION Innovation, craftsmanship, and service drive success at DENA BRODY INTERIORS

Kalamazoo Outdoor Gourmet. by CHRIS MORDI

t was 1906 when Lewis Bullard opened Kalamazoo Sheet Metal in Kalamazoo, Michigan. His business quickly made a name for itself by making stainless-steel products for the dairy and pharmaceutical industries. The company’s craftsmanship and attention to detail set it apart from competitors, and it quickly became known for its welding and finishing. They met the dairy standard: a level of workmanship so fine that bacteria had nowhere to hide. As with many companies, survival and growth depended on evolution. The talents of Kalamazoo Sheet Metal were channeled in a new direction in the 1990s, when it became The Kalamazoo Grill. In 1998, the newly named company introduced the dual-fuel grill. Created to be the ultimate grill, it solved a problem that existed on patios all over the country. It was the first grill to give backyard chefs the ability to cook with gas, charcoal, or wood in any combination, all in one grill. It also set a standard within the company: constant innovation. As the new grill gained popularity with serious outdoor cooks, the company saw a lifestyle change taking place. First-generation outdoor kitchens began appearing on patios. It was a signal that people were starting to desire more sophisticated outdoor-cooking appliances and storage systems. In 2003, the company introduced its line of weathertight cabinetry. Russ Faulk, vice president of design and marketing for Kalamazoo Outdoor Gourmet (Chicago, Illinois), explains, “Back in 2003, the idea was to create a cabinet that kept rain and snow out and gave homeowners peace of mind that their pots, pans, and linens inside

Patio & Hearth Products Report March/April 2013

would always stay clean and dry. We created a rain gutter that goes around each door and drawer opening, and it actively channels water away from the cabinets’ interiors.” The cabinets were based on wash-down enclosures for the processing equipment that the company had so much experience building. Faulk adds, “We still use that same rain gutter today.” He says that the gutter also made the cabinets easy to care for because homeowners could simply spray them down with a hose— with no worry of water getting inside. A NEW COMPANY Growing with the times and wanting to capture more of the emerging outdoor-kitchen business, the company became Kalamazoo Outdoor Gourmet in 2005 and shifted innovation into high gear. Shortly after the name change, the Outdoor Artisan pizza oven was introduced. A gas-fired countertop oven that reached temperatures equaling those of a traditional wood-fired oven, it made preparing and cooking pizza outdoors faster and more convenient. In 2007 and 2008, things got a lot cooler for Kalamazoo Outdoor Gourmet; the company, in partnership with Perlick Corp., brought to market the first food-safe, forcedair outdoor refrigeration. This was a game changer because homeowners were now able to store food outdoors—without the fear of rapid spoilage due to ineffective refrigeration. “Now, people could store food outdoors, even when summer temperatures climbed over 100 degrees,” Faulk says, “and we didn’t stop at just a refrigerator. We wanted to give people products that fit their modern lifestyles, so we

offered refrigerators in 15-, 24-, and 48-inch widths; wine reserves; and keg tappers capable of serving up to three different styles of beer. We also offer the only outdoor freezers and freezer drawers.” As the recession took hold, Kalamazoo Outdoor Gourmet saw opportunity. “We redesigned our grills and our cabinetry, not only to make them look better, but to make them function at an even higher level,” Faulk says. That redesign mentality went another step, resulting in a new, more powerful pizza oven. Named the Artisan Fire pizza oven, it was a leap forward because it was the first countertop oven truly to emulate the cooking characteristics of a wood-fired oven. “We borrowed some things from traditional pizza ovens—the dome-shaped interior and the stone at the top of the ceiling to radiate

Top: An outdoor kitchen with Kalamazoo Outdoor Gourmet appliances Right: The Artisan Fire pizza oven

heat back to pizza toppings—but we also added a lot of technology to make it fit better with today’s fast-paced lifestyles,” Faulk says. “We incorporated two independently controlled burners to bring the oven up to heat quickly and allow precise temperature control. We used hollow-core ceramic as the baking deck so it could take on and shed heat faster, and we made the oven out of stainless steel to make it durable, easy to clean, and sleek.” NEVER RESTING ON SUCCESS The redesigns and the newproduct introduction were received well by homeowners and design professionals alike, and they saw the company posting record sales. “Even though sales were strong, we were still driven to improve. We kept our ears open to what our customers were asking for,” Faulk says. “We also kept trying to look over the horizon to see what outdoor cooks might want before they

knew they wanted it.” Kalamazoo Outdoor Gourmet saw convenience over the horizon and brought the first outdoor-rated dishwasher to market. “The introduction of the outdoor dishwasher has created the only truly complete outdoorkitchen equipment line, giving homeowners independence from their indoor kitchens,” Faulk says. ASKO Appliances, Inc., came to Kalamazoo to help develop the world’s first outdoor-rated dishwasher. It was designed specifically to work outdoors. Its stainless-steel exterior and interior are low maintenance and durable, and its electronics and wiring are protected to last through the coldest winters and hottest summers. Able to stay outdoors all year long, it can be shut down for the winter by simply pressing a button. The company’s flagship product, the dual-fuel grill, became the Hybrid Fire grill (and was completely redesigned) in 2011. “We took everything we’ve learned over the years, plus feed-

back from our customers, to inform the radical changes we made to the grills,” Faulk says. Custom-cast brass H burners, capable of producing 25,000 Btu each, now deliver maximum power and control. Gas cooking temperatures range from 250 degrees for low-and-slow cooking to 800 degrees, making the entire cooking surface a searing zone and eliminating the need for dedicated searing burners. The grills’ burner configuration offers bigger, more linear control zones, giving the outdoor cook the ability to tailor the heat to a specific section. For charcoal and/or wood fuels, cooking temperatures range from 150 degrees to 1,200 degrees. The grills also feature a one-ofa-kind ignition system that pairs a dedicated ignition burner with electronic hot-surface ignition. This new approach creates the most reliable ignition system. In addition, the ignition burner can be used alone for low-temperature smoked and barbecued foods. “We feel the first generations

of our Hybrid Fire grills are still the best grills anyone can cook with; we just made some changes that take the grills a couple of steps further. We committed fully to the hybrid concept, discontinuing the gas-only grill models. The decision was easy because people were overwhelmingly choosing hybrids over gas,” Faulk says. “The Hybrid Fire grills come in nine models: three sizes, with a built-in version and two freestanding versions for each size.” HAVING IT ALL Customer expectations are constantly evolving, and definitions of outdoor kitchens are always expanding. What is constant is that Kalamazoo Outdoor Gourmet offers homeowners a comprehensive array of equipment. The company offers 29 different cabinetry pieces, including sink bases, waste and recycling units, and the first (and only) outdoor warming cabinet. With a 4.7–square-foot capacity, it doubles the warm-food storage

space of traditional warming drawers. The company’s line of refrigeration features 25 units that are food safe and Energy Star rated. Forced-air technology, advanced insulation, and powerful compressors ensure that set temperatures are maintained, even when the outdoor temperature tops 105 degrees. “We’ve always thought of things a little differently,” Faulk notes. “When it comes to creating an outdoor kitchen, it doesn’t matter whether an order comes in through our website (www.kalamazoogourmet.com), our dealers, or design professionals: We are right there, working alongside them, to ensure the homeowner gets a kitchen that is aesthetically pleasing and— maybe most important—functional and efficient.” He concludes, “Our customers are making large investments in their lifestyles, and we want to make sure everyone involved is successful and happy. The small details add up to make the biggest differences.”

Circle Reader Service No. 51

March/April 2013 Patio & Hearth Products Report

insight

The Venting Specialists ENERVEX products, which feature the latest advances in exhaust ventilation, have been embraced by the residential market. by CHERISE FORNO

NERVEX Inc. (Alpharetta, Georgia), formerly Exhausto, has been supplying mechanical draft equipment for fireplaces and stoves since 1991. The company, which is now a global leader in the design and supply of chimney fans and exhaust systems, was instrumental in helping the industry realize how chimney fans could solve draft problems and create more efficient, safer draft equipment for both residential and commercial use. Steen Hagensen, president of ENERVEX, says, “We aim to guarantee success in both the analysis and implementation of venting systems.” A few years after the company was founded, complete mechanical draft-control systems were developed for commercial/industrial boiler applications for schools, hospitals, hotels, and sports facilities. ENERVEX installations include the Cowboys Stadium in Dallas, Texas; Lambeau Field in Green Bay, Wisconsin; and the Burj Khalifa (the world’s tallest building) in Dubai, United Arab Emirates. The company has also expanded into commercial-kitchen exhaust systems as a supplier to restaurants that include Burger King, Hardee’s, and Carl’s Jr. While most ENERVEX customers are in the commercial and industrial markets, residential products are also in high demand. The best-selling ENERVEX product, the RS chimney fan, 52

became very popular when professionals saw that a mechanical draft fan was a great product for solving draft problems. The chimney fan has been part of the product line since the company started and has remained a durable, high-quality product. Later this year, an updated version will be introduced. In 2010, Exhausto became ENERVEX and continued to expand its product offerings and customer base. “ENERVEX represents everything the company does: ENER represents energy, V stands for ventilation, E is for exhaust, and X stands for heat exchange,” Hagensen says. For the year ahead, ENERVEX will continue to focus on cleaner emissions, energy savings, and energy efficiency. ENERVEX also maintains a commitment to its company vision: “To be the most customer focused, knowledgeable, and innovative venting-solutions company in the world,” according to Hagensen. Proper chimney-draft control is increasingly important in the market, Hagensen explains, which will continue to propel ENERVEX to create superior draft-control solutions. Woodburning products used to domi-

Patio & Hearth Products Report March/April 2013

Top: The lobby of ENERVEX headquarters in Alpharetta Middle left: The IntelliDraft system Middle right: The RSHT chimney fan Bottom: A bird’s-eye view of ENERVEX headquarters

nate the market, but now that gas products are increasingly popular (with more intricate designs), more sophisticated draft solutions are required. “Fans have become more and more important,” Hagensen says. Safety is also a larger concern in homes today, especially due to the effects of popular structural designs and dimensions. “Lack of draft control can result in building depressurization, spillage from the fireplace, and other situations that can be unhealthy—or even hazardous,” Hagensen says. “Proper chimney draft and draft control are more important than ever before.” In response to all these challenges, ENERVEX introduced the IntelliDraft system in March 2013 at HPBExpo in Orlando, Florida. “It is an exciting concept that was originally designed for the commercial market,” Hagensen says. “It is now made available for residential fireplaces, and it integrates energy-saving features that satisfy current energy codes.”

IntelliDraft provides safe operating conditions for fireplaces, with completely automated draft control and energysaving capabilities. When safe draft conditions cannot be maintained, IntelliDraft shuts down the gas supply for the fireplace, allowing the fireplace to be operated safely using a simple on/off switch. This also saves energy by turning off the chimney system when the fireplace isn’t being used. In addition to providing innovative and environmentally responsible draft solutions, ENERVEX remains committed to providing superior customer service. “We try to go the extra mile,” Hagensen says. “We make ourselves available to help everyone, even if it doesn’t result in a sale.” He stresses that focusing on both customers and the quality of the company’s products has been ingrained in ENERVEX since its conception—and will remain a priority in the future.

Circle Reader Service No. 53

last word

BACKYARDS AGLOW The demand for outdoor fire features has contributed to growth for California Outdoor Concepts. by SHARON SANDERS

eople are naturally drawn to fire. It has brought warmth, added ambience, and created gathering places in homes for millennia. With the advent of the outdoor room, fire has proven to be an equally satisfying way to create a relaxing outdoor atmosphere under the stars. While the traditional fireplace and firepit serve their purposes, the industry persists in creating new ways for people to enjoy fire. One choice that continues to gain popularity is the firepit table. Over the past few years, this niche product has been showing up more and more on retailers’ showroom floors and in the catalogs of many major casual-furniture manufacturers. Clint Blevins is the founder of California Outdoor Concepts (Tustin, California), a manufacturing company that specializes in firepit tables. He explains, “Back in 2001, when we were the only manufacturer at industry trade shows with a firepit table, people would stop by our booth just out of curiosity. It is a product that has a wow factor that stops people in their tracks.” Blevins is thrilled by the growing demand for products in the category, which has been evolving over the past 12 years. “Now that more manufacturers

have recognized this category and added firepits to their offerings, it has strengthened the category, giving it more traction than ever before,” he says. Dealers and consumers alike don’t ask whether a firepit will fit into their outdoor-room plans—but rather, what type of firepit will work best. The firepit has turned into a must-have product, when a consumer is designing an outdoor setting. Apart from the sheer uniqueTop: The Monterey coffee table Above: The Bistro table (sculpturedbase model) Left: The Delmar bar table

ness of flames dancing in the middle of a table, two of the most appealing selling points of firepit tables are their convenience and versatility. Whereas the typical fireplace is more like

Patio & Hearth Products Report March/April 2013

theater seating, the firepit table allows people to engage in conversation while facing their friends or family members. The fact that firepit tables work as both tables and fire fea-

tures makes it possible to enjoy them all year round. “A consumer no longer has to have a firepit table sitting unused when the weather is either too cold or too hot,” Blevins says. Interchangeable table functions make it possible to transform California Outdoor Concepts firepit tables easily to accommodate additional entertaining scenarios. The table’s center can be converted into an ice bucket to chill drinks or into a solid-granite center with an

umbrella hole. The company’s firepit option features either its traditional, natural-effect Glo-Fire gas logs or the modern Reflections firepit-table glass, with plenty of sparkle (available in 11 colors). EVOLVING DESIGNS Firepit tables have undergone a progressive evolution—in terms of materials, design, and function—since the early 2000s. Whether they use clean, modern lines or old-world styling, manufacturers are offering tables that perfectly coordinate with any space design. “People see the backyard as an extension of their homes, in terms of style and colors, so manufacturers have the opportunity to provide options,” Blevins adds. California Outdoor Concepts is known for its unique designs, and it offers many choices in noncorrosive base styles and tabletops. All of its tops are 1.25-inch solid, natural granite, featuring an integrated bullnose edge (not a fabricated bullnose that might fall off ); they are offered in a selection of colors—including pebble, sea green, sunset gold, and black mahogany—and in 42-, 48-, and 54-inch sizes. Because the company recognizes that some consumers might already have invested in an outdoor room, dealers have the option of offering the tables without granite (so that consumers can match the granite that is already in their backyards). Backyard spaces have shifted away from dining-centered layouts toward designs that have different areas that flow together for lounging, conversation, and other activities. This trend lends itself to the use of firepit tables of different heights that can be used for dining on a deck, chatting by a pool, or relaxing in a bar area. “It also opens up more sales opportunities for dealers,” Blevins says. California Outdoor Concepts develops its tables not just as stand-alone products, but also as coordinated series that are specifically made for different functions throughout a space. For example, the Spanish-inspired La Costa series includes tables in four heights and styles: a 29-inch dining table, a 23-inch chat table, a 42-inch bar, and a 23-inch coffee table. The company’s firepit tables are available with a 54-inch granite tabletop to permit seating more people around them, as well as a smaller 42-inch granite tabletop that introduces a lower price and is helpful in smaller areas. PRODUCT PREVIEW For 2013, California Outdoor Concepts is moving forward with its compact Bistro firepit table, which received quite a bit of attention in the latter half of last year. Designed for small patios or for vertical living in apartments or condominiums, the Bistro table offers all the features and options of larger tables—in a compact format. It is fueled by a 1-pound Coleman-type canister and is available with two different base styles: sculptured and rattan. It is paired with the lightweight,

portable Cápri firepit bowl (available in square or round cast-resin models), which is a great centerpiece to add as the sun goes down and the umbrella is put away to accommodate more lighting and heat. The secret of the Cápri is a fuel source hidden from view, securely under the table. The overall height, from the tabletop to the top of the Cápri, is only 8 inches. In addition to the Bistro firepit tables, for 2013, California Outdoor Concepts is introducing the Carmel and Monterey coffee tables—which are attention grabbers, with their linear fire features. Blevins has high hopes for the future of the category. “Our company has been doing firepit tables for 12 years, and five years ago, I thought that the category had reached its maturity level—but I was wrong. The firepit table is really just starting to gain mainstream attention, partly because

more manufacturers have recognized this category (and its opportunities) and have added firepits to their offerings,” he says. He explains that the company’s products are in more markets, nationwide, than ever before, and that California Outdoor Concepts has a better knowledge of the product than it did years ago (including how to design and price it better). Blevins is energized to see more specialty retailers making firepit tables part of their showroom collections—so consumers will see how functional and unique they really are. He says, “I predict that firepit tables are going to be very big for the industry this year. I’ve personally planted a lot of seeds and have had good conversations with dealers who say their forecasts for these products in 2013 are going to be substantially better than in years past.”

Circle Reader Service No. 55

March/April 2013 Patio & Hearth Products Report

HPBExpo Roundup

ENTHUSIASM REIGNS AT HPBEXPO by CAROL DAUS photography KATHY WATERS

he overall mood of the more than 7,000 retailers and 350 manufacturers at this year’s HPBExpo was clearly more optimistic than in past years, suggesting that sales of hearth, barbecue, and outdoor-living products will be stronger this season than during the past few years. HPBExpo 2013 (held in Orlando, Florida, on March 14–16) was a huge success: Attendees enjoyed beautiful Sunshine State weather; live product demonstrations; educational sessions; and close-up views of products that included fireplaces, stoves, inserts, grills, outdoor kitchens, smokers, casual furniture, and accessory items. Those visiting the booths were pleased to find the outdoor burn area located in close proximity to the exhibit hall, allowing them to go back and forth easily between the two locations. An energizing show at the House of Blues and preshow and postshow trips to the Magic Kingdom made this year’s HPBExpo especially memorable for the participants. Pictured here are some of the leaders in the hearth, grilling, and casual-furniture industries who were among the exhibitors showcasing groundbreaking products for retailers. Patio & Hearth Products Report is proud to spotlight each of them for helping to make HPBExpo 2013 such a successful show.

Onward Manufacturing Ken Hempen (left) and Colin Kirvin

Swiss Grill Chris Hartwig (left) and Justin Mitchel

Patio & Hearth Products Report March/April 2013

Nexgrill Jim White and Victoria Ip

Innovative Hearth Products From left: Steve Plass, Cathy Scott, and Mark Klein

Golden Blount From left: Bill Bentley, Steve Blount, James Blount, and Bill Romans

Miles Industries Martin (left) and Paul Miles

Hitzer From left: Claren, Dean, and Jason Lehman

Selkirk From left: Bob Emmell, David Lunt, and Tony Fabris

Bromic Heating Daniel Joseph (left) and Eric Chong

Hearth Products Controls John Wagner (left) and Greg Steck

Hi-Flame America Doug Willis

Napoleon Products From left: Ingrid Schreoter, Wolfgang Schroeter, Chris Schroeter, Stephen Schroeter, Greg Thomas, and Ron McArthur Big Green Egg Ardy Arani and Jodi Burson

SCHOTT ROBAX Ashley Hamman (left) and Karen Elder

Summerset Grills Kevin Pierini (left) and Jeff Straubel

RH Peterson From left: Bob Dischner, Elaine Remy, and Jerry Scott

DiversiTech Ray and Pam Shelor

ENERVEX Keith Oâ&#x20AC;&#x2122;Brien (left) and John Altiere

Infared Dynamics From left: Damon Reed, Bob Cowan, Lisa Cowan, and Graham Reed

EuroKera From left: Scott Watson, Wayne Fitzgerald, and Jeff Gilmore

Hearthland Products Bob Borgerding (left) and Rick Price

Empire Comfort Systems From left: Nick Bauer, Jane Bauer-Routh, and Joe Brueggeman

March/April 2013 Patio & Hearth Products Report

HPBExpo Roundup

Ortal USA From left: Sharon Hillel, Fran Amkraut, Brian Amkraut, and Gil Ben-Zion

Patio & Hearth Products Report Tony Ramos

Bull Outdoor Products Frank Mello (left) and Mark Nureddine

Saber Grills Rob Schwing

OW Lee Terri Rogers

M&G DuraVent From left: Ryan Devine, Todd Lampey, Andrea Rickett, and Matt Bertler

Duraflame Crystal Whole

Hearth & Home Technologies Diane Utzman-Oâ&#x20AC;&#x2122;Neill and Matt Hareldson

AEI Pete Arnold

Infratech John Mazzotta

Blaze King Alan Murphy

Modern Home Products Tom Nitz (left) and Tom McAleer

The Outdoor GreatRoom Company Dan Shimek (left) and Ross Johnson

Cal Flame Matt Kline (left) and Rob Santo

Twin-Star From left: Bill Caples, Brian Brigham, and Andy Bandremer

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Twin Eagles From left: Dante Cantal, Doug Pryor, and Brian Eskew

Hargrove Manufacturing From left: Doug Vineyard, Mark Hitchcock, Robin Boswell, and Gary Hargrove

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PRODUCT PROFILES San Rafael Collection Agio continues to lead the industry by offering retailers the very latest trendsetting pieces and collections, designed to boost sales and create buzz on showroom floors. The San Rafael deep seating collection is sure to do just that. Its unique contemporary design features rust-free aluminum-framed pieces handwrapped with durable, all-weather wicker. With clean lines and comfortable, weather-resistant cushions, San Rafael is sure to have a look that your customers will enjoy for many years to come. Add a coordinating portable outdoor firepit (with ample room for serving guests) and you give your customers a complete look that makes a bold outdoor statement. Contact: www.agio-usa.com. Circle Reader Service No. 101

HF-905U Pony Big Green Egg XXL Often acclaimed for its product quality, industry-leading patented designs, and technological innovations, Big Green Egg Company has further solidified its position as the undisputed category leader with the launch of the Big Green Egg XXL, the largest-capacity high-performance ceramic grill in production today. The Big Green Egg XXL was unveiled at HPBExpo 2013 in Orlando, Florida. Contact: www.biggreenegg.com.

The HF-905U Pony is the perfect room heater, available from Hi-Flame. This compact beauty offers simple, straightforward contemporary/modern styling and a large window for great views, and it uses 16.5-inch wood. The 905 cast-iron noncatalytic stove is fully EPA and Washington certified, is rated at 37,000 Btu, and has options for top or rear 6-inch venting. Contact: (360) 425-4200, info@hearthdistribution.com, or www.hearthdistribution.com.

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Painted Powder-coat Finishes on Textures and Bead Boards Brown Jordan, the preeminent leader in casual-living furniture, recently introduced an exclusive line of outdoor kitchens. Architects and the design community can enjoy the freedom to create unique outdoor-living areas using designer colors and realistic wood-grain powder coats on stainless-steel cabinetry. Whether you’re designing an outdoor-living area to blend with landscaping or continuing an interior theme to the outdoors, the Brown Jordan Outdoor Kitchens collection offers unlimited opportunities to create a one-of-a-kind kitchen. Make a statement with a palette of painted finishes, door styles, and textured-metal door panels to create a unique kitchen. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com.

Cal Flame Premium Series Four-burner Grill The Cal Flame Premium series four-burner grill offers the very best in technology and innovation for when your special occasion calls for a very special grill. The Premium four-burner grill provides a wide variety of standard features, such as grill lights, a rotisserie, a griddle, a smoke tray, stainless steel-burners, 60,000-Btu output, and a cover. The Cal Flame Premium series grill provides the ultimate grilling experience. Contact: www.calflamebbq.com. Circle Reader Service No. 106

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Heat & Glo REVO Series The REVO series includes the three thinnest AFUE-rated, ANSI-compliant fireplaces available. Square, linear, and vertical models feature slender, 7-inch–deep profiles and multicolored LED backlighting. Flames elegantly rise through Razor™ burners and produce immediate heat output—from 8,200 to 24,000 Btu. Installing a REVO is stunningly simple: Once a hole has been made in the wall and SLP venting pipe has been set, the lightweight units are hung on the included mounting brackets (or can be recessed in the wall). Contact: www.heatnglo.com. Circle Reader Service No. 104

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PRODUCT PROFILES

Monterey The Monterey fire table by California Outdoor Concepts is a dashing addition to a backyard landscape. Your first impression is of dark mahogany footings, but run your hand along the realistic basketweave of its unique design, feel the warmth of fire, and you will instantly be transported to the winding, rugged coastline of the Monterey Peninsula. In the same way that the city of Monterey has always highlighted what is best about California, the Monterey combines aesthetic beauty with practical function. You can easily put up your feet or put down your glass, while your friends admire your style, around a lively fire. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com. Circle Reader Service No. 107

Brahma From Bull Outdoor The Brahma island from Bull Outdoor is a fully equipped outdoor kitchen that can be shipped in just five business days, if you qualify for the company’s new quick-ship island program. It features a five-burner, 38-inch stainless-steel built-in gas grill with an infrared back burner. With its special price, it will drive sales while making your customers the envy of their family and friends. Contact: (800) 521-2855 or www.bullbbq.com.

24-inch Drop-in Sink: Model TEOS24

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Aura Sectional

Enjoy the convenience of a large, commercial-quality sink in your outdoor kitchen with the new Twin Eagles 24-inch drop-in sink. The oversized basin accommodates large items, and the seamless welded construction enhances the beauty and durability of this outdoor-kitchen essential. Contact: www.TwinEaglesBBQ.com.

Cabana Coast™, supplier of high-quality firepits, resin wicker, and aluminum outdoor furniture, introduces the Aura collection. The Aura collection is a cutting-edge design that is ideal for the contemporary/modern lifestyle. You provide the life; Cabana Coast provides the style. Contact: www.cabanacoast.com.

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DCS Liberty Straight-line Design Components include three 30-inch modules: a full-featured all-grill unit, a side burner/sink unit with two 17,000-Btu burners, and a double side burner/12,000-Btu griddle unit. All units can be placed on carts with storage, for a 360-degree grilling experience, or built into an island enclosure. Contact: www.dcsappliances.com. Circle Reader Service No. 110

Eon Milan Counterheight Dining Set This beautifully proportioned new counter-height dining set is the ideal combination of style and function, looking great on the patio, balcony, or terrace. This slightly upscale and more refined design is the perfect fit when ordinary just won’t do. Made from an engineered polymer, this dining set is built to last a lifetime. Contact: www.eonoutdoor.com. Circle Reader Service No. 112

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PRODUCT PROFILES Eon Deep Seating Collection The Eon Banff deep seating collection is now available in sparkling white. This deep seating collection truly delivers the look and feel of wood, without the hassles of annual maintenance. Beautifully designed and generously proportioned, the Eon Banff deep seating collection is the perfect addition to any outdoor-living space. Cushions are handmade using only Sunbrella® fabric. Contact: www.eonoutdoor.com. Circle Reader Service No. 113

Amantii Electric Fireplaces Carmel The Carmel in chat height makes its debut in the California Outdoor Concepts line of firepit tables for the 2013 season. This beautiful firepit table was named after Carmel, California, because it’s considered a cultural Mecca by visitors and residents. The company designed the new Carmel chat with well-tailored legs on a clean aluminum torso to echo that scheme. The Carmel will be at home in stylish and sophisticated outdoor venues. Available in early spring, the Carmel will be shown in lustrous tones of black or brown. Crowned with your choice of four granite finishes and 11 glass options, it will truly offer that aesthetic look where soft sand meets cypress-covered cliffs. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

Amantii Electric Fireplaces introduces a new line of built-in units with heat; they are designed either to be wall mounted or to be built into the wall, for a custom finish and look. The series comes standard with a programmable digital thermostat and exclusive advanced flame presentation. The wall-mounted/built-in series features some of the largest glass viewing areas in the industry. Contact: www.Amantii.com. Circle Reader Service No. 117

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Firetainment Firetainment tables are designed for use as elegant dining tables with firepits for ambience, as well as for dining/cooking tables for appetizers, entrées, and desserts. The concept behind the Firetainment table is combining fire, table, and cooking, all in one, thus providing the ultimate outdoor-entertainment experience. Contact: www.firetainment.com.

Patio Q by Bull Outdoor Many people have smaller backyards, but they still want outdoor kitchens. The new Patio Q design only requires a 5–foot-square footprint, but it packs all the cooking power of a Bull grill and has seating for two. The target retail price of the Patio Q is under $3,000. Contact: (800) 521-2855 or www.bullbbq.com.

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Masterpiece Lazy Susan What is the latest—and soon to be the hottest—accessory in the world of outdoor furnishings? Agio continues to lead the industry with trendsetting additions that add flair to any outdoor setting. The new Masterpiece lazy susan, available in an array of styles, combines the beauty of a stained-glass mosaic with the functionality of a 20-inch rotating serving area. These lovely pieces can be used with any tabletop for added convenience and will be welcome additions for your customers. Contact: www.agio-usa.com. Circle Reader Service No. 116

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PRODUCT PROFILES

LBK Island Outdoor Kitchen The LBK series island from Cal Flame provides the ultimate in outdoor grilling. This model pairs the LBK series island with the company’s exceptional G-series four-burner grill, which features 60,000 Btu overall and a generous 800–square-inch cooking surface. Selected islands are equipped with side burners and a refrigerator. The LBK island is offered in many sizes from 4 to 8 feet, with 18 different tile and stucco choices—at the perfect price point for every customer. Contact: www.calflamebbq.com.

Flexible Natural Stone 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,

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24-inch Drop-in Cooler: Model EOC24D No backyard gathering is complete without ice-cold beverages. This fully insulated, premium-quality drop-in cooler from Twin Eagles accommodates up to 60 bottles and 25 pounds of ice. The insulated bin and lid (with a gasket seal) ensure that the contents stay cold. Contact: www.TwinEaglesBBQ.com.

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.

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Corona Collection Gensun Casual Living’s Corona collection combines traditional styling with ultraplush comfort. Sectional seating is available, along with dining, deep seating, chat, and bar pieces. The Corona collection is available in 11 frame colors and over 300 fabrics to match any outdoor room’s decor. Contact: (866) 964-4468 or www.gensuncasual.com. Circle Reader Service No. 122

Charcoal Companion Salt-plate Holder Salt-plate cookery has reached a fevered pitch. The most common way to use a salt plate is over the direct low heat of a grill, but on its own, the salt plate can be awkward and dangerous to maneuver. The Charcoal Companion® salt-plate holder is made with a durable porcelain coating and provides easier, safer salt-plate transport from the cooking surface to the table. Furthermore, the holder eliminates excess pressure on any one area of the plate while protecting fragile edges. As your salt plate begins to wear down, use the holder as a frame to hold together larger pieces of salt. The MSRP is $14.99. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com. Circle Reader Service No. 123

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PRODUCT PROFILES DCS Corner Island Design Building on the simplicity and customization of a complete freestanding outdoor kitchen, DCS offers greater versatility with the introduction of new corner-joining solutions. Bend units can be placed in a number of positions alongside traditional grills, Liberty components, or refrigeration units to generate a custom island layout that is designed specifically for your needs. Contact: www.dcsappliances.com. Circle Reader Service No. 124

Northstar Charcoal Companion Grill Clips These heavy-duty, stainless-steel clips make it easy to grill individual portions of vegetables. The clips are dishwasher safe and are ideal for asparagus, zucchini, green onions, or any other long vegetables. Grill clips are sold as a set of four. The MSRP is $14.99. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

The Northstar BrewMaster keg refrigerator by Elmira Stove Works is the ultimate in retro cool: cold beer at the pull of a tap. It accommodates several keg configurations; five models are available. The shelves can be replaced when a keg is not in use. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com. Circle Reader Service No. 126

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Eventually, she will think about tomorrow.

www.tropitone.com

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AquaTemp

Grand Terrace This beautiful cast-aluminum collection features rich detailing and superb comfort, with seating options in cushion, sling, padded sling, and woven versions. Matching dining, bar, balcony, and chat pieces, along with accessory tables, complete this elegant collection. The Grand Terrace collection enhances any outdoor room. Contact: (866) 964-4468 or www.gensuncasual.com.

AquaTemp is the first 1,200-degree water-based stove paint. AquaTemp does not have to be baked at high temperatures like powder coatings. AquaTemp matches or exceeds all of the properties and functions of solvent-based stove paint. AquaTemp has a level of volatile organic compounds of 0.29 pounds per gallon or 34 grams per liter. Eliminate all the costs associated with solvent-based paint by switching to AquaTemp. Contact: (800) 280-2423 or www.crossroadscoatings.com. Circle Reader Service No. 128

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Custom Tables and Islands for the Egg For over 35 years, Big Green Egg Company has built a reputation as the undisputed leader in the ceramic outdoor-cooker industryâ&#x20AC;&#x201D;and to connoisseurs of outdoor living, the Big Green Egg brand has long been synonymous with innovative design and the highest-quality products. At HPBExpo 2013 in Orlando, Florida, the company enhanced its official product lineup with the launch of an exclusive line of custom tables and cooking islands engineered specifically for the Big Green Egg. Contact: www.biggreenegg.com. Circle Reader Service No. 129

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PRODUCT PROFILES

Bartending Centers If backyard entertaining starts with delicious beverages, appeal to the mixologist side of your personality and create perfect drinks with the help of a professional bartending center from Brown Jordan Outdoor Kitchens. These bartending stations are must-have items for enhancing gracious entertaining and are a great way to welcome guests. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.com. Circle Reader Service No. 130

Fireview by Elmira Stove Works Fireview is a high-efficiency, airtight, wood-burning cookstove—perfect for home or cottage. It serves as a high-output heater, a cooking appliance, and (with an optional water jacket) a source of hot water. Contact: (800) 295-8498 or www.ElmiraStoveWorks.com.

The Breeze Collection by Sunbrella The Breeze collection by Sunbrella evokes energy with vibrant hues in the cerulean, turquoise, and midnight-blue families. Eye-catching pieces featuring these fabrics make a statement, inside or outside. These fabrics are versatile enough to be used on poolside cushions or throw pillows—or indoors, as a pop of color or pattern on an armchair or ottoman. Fabrics shown are (from top) Cha Cha lagoon, Isla breeze, Trax II cloud, Plush spa, Posh parchment, and Meridian twilight. Contact: www.sunbrella.com. Circle Reader Service No. 132

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e s i d a r Pa Found

Watermark Cool Springs Tufted Hammock Plush, grommet-tufted contours cradle you as an overstuffed featherbed would in this new Hatteras Hammocks® masterpiece of comfort. Two layers of cottony-soft, all-weather DuraCord® fabric, with the top layer featuring the tranquil Watermark Cool Springs pattern, sandwich a plush center of recycled polyester hollowfill fiber. Spreader bars are richly grained South American cumaru, and hanging hardware is zinc-plated steel. The hammock body measures 55x78 inches; its total length is 13 feet. The tufted trapezoidal pillow is included, though the stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 133

Cushions, Pillows, Bolsters, Seat Pads and Umbrellas A limitless array of sizes, colors and shapes for all styles of outdoor furnishings. Proudly made in the USA

www.paradisecushions.com 866.667.8668 Circle Reader Service No. 70

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Capital Built-in Grills Complete the outdoor-kitchen experience with Capital built-in grills and a variety of well-designed accessories. Choose from double side burners, access doors, accessory drawers, trash or propane drawers, and unique cooler drawers for perfect cooking results and convenient organization. Contact: www.capital-cooking.com. Circle Reader Service No. 134

Broilmaster Charcoal-powered Infrared Panel Designed to fit Broilmaster’s new Independence charcoal grill, the patent-pending ceramic-glass infrared panel (model DPA301) converts the heat energy from glowing charcoal into infrared energy for cooking. This is the first and only infrared generator to use hot coals as its energy source. Positioned just below the cooking grid and just above the hot charcoal, the translucent red ceramic-glass panel generates infrared energy to help sear steaks, chops, and fish—locking in the flavor and juices. At lower cooking temperatures, the panel serves as a hot surface that vaporizes drippings and adds flavorful smoke to foods on the grill. Made from ceramic glass and stainless steel, the panel can be scraped with a flat tool to remove built-up food and then placed in the dishwasher. Contact: www.broilmaster.com. Circle Reader Service No. 135

Andover Spring Chair Andover is fresh, innovative, and playful, creating a new, recognizable outdoor-seating option to bring excitement to any outdoor space. The collection’s gently tapered and curved slat seat and back are formed from Homecrest’s custom aluminum to provide the comfort and durability that are synonymous with Homecrest. The Andover collection incorporates the new, all-aluminum swivel/rock mechanism (Aluma-Roc™), selected for its ability to survive under all climate conditions. Contact: www.homecrest.com. Circle Reader Service No. 137

HF-737U Stallion With its traditional design (in either high-temperature paint or beautiful porcelain enamel), the HF-737U Stallion noncatalytic wood stove meets all your customers’ needs in wood heating at a value price. Rated for heating an area of 2,100 square feet and able to hold a 24-inch log in the 2.6–cubic-foot firebox, the HF-737U stove provides an elegant fire view and the look of fine furniture. Contact: (360) 425-4200, info@hearthdistribution.com, or www.hearthdistribution.com. Circle Reader Service No. 136

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PRODUCT PROFILES Capital Outdoor Grills With exacting standards and a luxury fit and finish, Capital Outdoor Grills are available in 30-, 40-, and 52-inch sizes, in built-in and cart models, in both propane and natural-gas versions. Covers, cutting boards, and smoker boxes are included. Contact: www.capital-cooking.com. Circle Reader Service No. 138

Sunpak-TSR Patio Heater Infrared Dynamics introduces the new Sunpak-TSR outdoor patio heater, which features a handheld remote control. One slim remote handles on/off and high to low heat settings. The Sunpak-TSR’s stainless-steel finish reflects elegance and style on your patio wall or ceiling. It’s available in natural gas or propane models that give off quiet radiant heat. Contact: www.infradyne.com. Circle Reader Service No. 139

10x10 Cantilever Umbrella Galtech International debuts its 897 10x10 cantilever umbrella, new for 2013, featuring Galtech’s exclusive easy open and easy tilt system. Open and close the canopy by simply raising the easy open handle. A simple rotation of the easy tilt wheel will tilt the umbrella both left and right. Contact: www.galtechcorp.com. Circle Reader Service No. 140

Refractory Panels Hargrove Premium Products has introduced a new series of replacement refractory panels. Multiple sizes are available, and panels can be cut to fit sizing requirements. Each panel is steel and fiber reinforced. Some models are available for UPS shipment. Contact: (800) 725-4166, www.hargrovegaslogs.com, or markh@e-hargrove.com. Circle Reader Service No. 141

The Nautical Collection by Sunbrella The Nautical collection by Sunbrella is inspired by the classic styling of the nautical lifestyle, making the colors and textures associated with boating available by land or by sea, inside or out. For marine seating, outdoor cushions, or upholstered furniture, fabrics in the Nautical collection pair beautifully, for a look that’s sure to evoke a relaxed, coastal vibe. Fabrics shown are (from top) Hampton indigo, Beachcomber dune, Trax terra, Navigation marine, Flagship salt, Bubble nautical, and Trax blue. Contact: www.sunbrella.com. Circle Reader Service No. 72

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Grandview Series Wood-burning Stoves Introducing the newest addition to the Grandview series of wood-burning stoves: The Grandview 300 raises the standard even higher for home heating. Equipped with the same TFT™ (or thermal fin technology) that has made the Grandview 230 model a success, the new Grandview 300 provides even more heat output for larger spaces. The expansive view of the fire and an advanced refractory system put more warmth into the room (and less up the chimney), delivering the perfect amount of radiant heat to meet the heating demands of the serious wood burner. Contact: www.lennoxhearthproducts.com. Circle Reader Service No. 143

The Butler Cart

Bellagio Patio Torch The Bellagio™ patio torch provides cozy mood lighting from a single, attractive, luminous 4-foot flame. The unique design meets the demands of today’s modern lifestyle and is a perfect accent for pools, decks, and outdoor rooms that can be enjoyed 365 days of the year. The Bellagio offers up to a 4-foot natural flame with a 360-degree view and comes complete with battery-operated, push-button ignition for ease of lighting; an easy-access door for tank enclosure; a safety tip switch; and a protective SAFEGUARD™ screen. Approved for use on wooden decks, stone or brick patios, and concrete, the Bellagio patio torch is ideal for both residential and commercial applications. Also available is an optional commercial side shelf/bar table, which creates a perfect space for holding drinks and appetizers. Contact: www.napoleongrills.com.

New for the 2012–13 season is the butler cart. This accessory is perfect for outdoor entertaining, and Mallin believes that this modern serving cart can turn a small family gathering into a grand event. Its unique shape and design are versatile, and the wheels make it very easy to move around, holding everything from cocktails to glassware for upcoming events. This butler cart is perfect for the person who loves to entertain. Contact: www.mallinfurniture.com. Circle Reader Service No. 145

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PRODUCT PROFILES Bar-height Firepit From Mallin Mallin Casual introduces its new bar-height firepit. This firepit gives you the same comfort as a standard bar-height dining table—that you can enjoy in your own backyard. Because of its size (48x84 inches), it is a perfect match for the person who loves to entertain. The design of this firepit radiates elegance and style. Contact: www.mallinfurniture.com. Circle Reader Service No. 146

Woodland Timbers Gas Log Set Hargrove introduces Woodland Timbers, the newest addition to its Radiant Heat series of vented gas logs. Woodland Timbers expands the ember-glow viewing area, allowing abundant radiant heat to come into the living space. Each Woodland Timbers set comes with beautifully textured logs and charred fiber chunks that glow red hot in the center of the ember bed. Woodland Timbers log sets are available in 21-, 24-, 30-, and 36-inch models, in addition to see-through versions. Contact: (800) 725-4166 or www.hargrovegaslogs.com. Circle Reader Service No. 147

Galaxy Outdoor Galaxy Outdoor is redefining the outdoor-dining experience. The company builds custom fire dining tables that will fit with any outdoor-kitchen design. Firepits and tables have been gaining a lot of ground in the outdoor-living arena. Galaxy has seen a trend in the market: People are spending more time entertaining in their backyards. The company has had a huge number of requests, over the past few years, for full dining tables with fire features. As always with Galaxy products, they are made with the finest craftsmanship and materials in the industry. All Galaxy products are also 100% made in the United States. Don’t miss out on Galaxy’s 2013 early-buy program, which gives dealers free shipping for the rest of the year. With a minimum $5,000 first order of any Galaxy products, your company can earn free freight on all orders for the rest of 2013, saving you thousands of dollars throughout the year. Contact: Jeff at (702) 448-5600, jeff@galaxyoutdoor.com, or www.galaxyoutdoor.com. Circle Reader Service No. 148

Broilmaster Independence Grill Broilmaster, long known for its incredibly durable gas grills, has introduced its first charcoal grill. Broilmaster’s Independence grill features a massive cast-aluminum head for faster warm-up and consistent cooking-temperature control in any weather—all monitored by an accurate, probe-style heat indicator. The unique Independence grill works with lump charcoal or briquettes and fits most Broilmaster carts and posts, plus all of the company’s side shelves. For easier ordering, the Independence is also available in a complete package, with a black cart and one side shelf. Two stainless-steel, three-level cooking grids provide 442 square inches of cooking area. An available swing-away warming rack adds another 253 square inches. The redesigned grill lid provides an extra 1.5 inches of headroom (compared with Broilmaster’s current lid). The Independence grill is made in the United States, with the aluminum castings poured in Sheboygan, Wisconsin. Metal fabrication and final assembly take place in Empire’s plant in Belleville, Illinois. Contact: www.broilmaster.com. Circle Reader Service No. 74

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Valor Legend G4 Insert: New Four-sided Front Valor offers the 798FF four-sided floating front, new for the Legend G4 series—a great option for customers updating and upgrading their existing fireplaces. This four-sided front-and-trim package includes a Valor barrier screen and is available in bronze and vintage iron finishes. Contact: www.valorfireplaces.com. Reader Service No. 150

Bali Bali is a fresh new collection of neutral ivory and cocoa, with cool grays and blues and pops of bright gold. It is a machine-woven, high-quality rug of easy-care 100%

Deluxe Commercial Umbrellas Galtech’s SR series deluxe commercial umbrellas are available in four popular sizes: 6x6 feet, 7.5 feet, 9 feet, and the new 10x10 feet. These contract-grade umbrellas feature double-walled aluminum ribs and solid-resin hubs for increased strength and durability. The SR series doubles as a great residential umbrella to complement contemporary furniture as well. Contact: www.galtechcorp.com. Circle Reader Service No. 153

SimpliFire Linear Wall Mounts New 36- and 58-inch SimpliFire™ wall-mount models provide instant ambience and up to 4,800 Btu of heat. These units do not require any venting, and they can be quickly installed by being hung on the wall and plugged into an electrical outlet. Units feature glass media and standard LED backlighting that can rotate through more than 10 colors. Blue or yellow flames create unique personalization and are easily controlled with slim, standard remotes. Contact: www.hearthnhome.com. Circle Reader Service No. 154

polypropylene, and the textural loop construction adds much surface interest. The colors are on trend with many new fabrics in today’s market, from outdoor furniture to indoor throw pillows. Bali will add a touch of color and casual sophistication to any space. Contact: (800) 832-8020 or www.owrugs.com. Circle Reader Service No. 151

Contemporary Media Mantel The elegant, contemporary-styled ClassicFlame media mantel, #26TF8299, has a curved, wave-style top and base design. It features an electric fireplace in the center, with a thermoelectric beverage cooler on the right, a storage cabinet on the left, and a component shelf (along with an integrated sound bar, with a removable speaker grille and a built-in Apple mobile-device dock) on top of the fireplace. The speakers provide rich sound using four main speakers, two tweeters, and rear facing passive bass ports. Contact: www.twinstarhome.com. Circle Reader Service No. 152

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PRODUCT PROFILES Sunglo A242 Patio Heater The Sunglo model A242 freestanding patio heater by Infrared Dynamics has a very slim profile on your patio. The A242 Sunglo radiant heater offers the flexibility needed to move the heater on decks or patios piped for natural gas or under-deck propane. No electrical power is needed. The A242 heats an average 12-foot area with sunshine-like heat. Contact: www.infradyne.com. Circle Reader Service No. 155

Napoleon HD4 Clean-face, Multiview, Directvent Gas Fireplace Napoleon® introduces a new, clean-face, multiview fireplace, perfect for making an exceptional focal point between two rooms. Napoleon’s new HD4 is available as a see-through or three-sided peninsula model and features various firebox/burner options, including a log and linear glass burner or a designer fire cradle (featuring topaz glass embers) to match any room in your home. The new HD4 multiview fireplaces offer output of up to 30,000 Btu; a massive, 1,000–square-inch viewing area; multiple firebox configurations; and electronic ignition (with battery backup). Optional Zen modern door kits, contemporary rectangular door kits, media kits, and decorative panels are available to suit any room. The HD4 is available at authorized Napoleon dealers nationwide. Contact: www.napoleonfireplaces.com. Circle Reader Service No. 157

Cristal Spruce Outdoor Rug

Bainbridge

With its intoxicatingly lively design bubbling over with giddy good humor, this heirloom-quality outdoor rug is destined to tickle the fancy both of eyes and of feet. Handhooked in the age-old Eastern manner from synthetic DuraCord® yarns, Sawgrass Mills® by Hatteras Outdoors rugs resist rot, mold, mildew, fading, and staining, yet have the sought-after softness of cotton. Cristal spruce comes in 5x8and 8x10-foot sizes and is also available in garnet and pesto color palettes. Contact: (800) 334-1078 or www.thehammocksource.com. Circle Reader Service No. 156

Inspired by relaxing weekend retreats, the low-profile, generously proportioned Bainbridge collection is handwoven in a handsome, all-weather, trend-forward willow resin. Each strand is then wrapped around a sturdy, commercial-grade aluminum frame. Every piece in the Bainbridge collection is paired with plush cushioning in your choice of luxurious Sunbrella® fabric, combined with the strength and durability of Gore® Tenara thread. The result is a collection that stands up to the elements, year after year. When you look for style, comfort, and value, look no further than NorthCape. Contact: www.northcapeoutdoor.com. Circle Reader Service No. 158

Go beyond ordinary.

Design-edly Different! beach patio market

Valor Legend G3 Insert: New 2-inch Trim

ZIPJACK

CUSTOM UMBRELLAS ZIPJACK INDUSTRIES, LTD.

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

WWW.ZIPJACKUMBRELLAS.COM Circle Reader Service No. 76

Patio & Hearth Products Report March/April 2013

Valor now offers—new for the Legend G3 series—a smaller (2-inch) 767STB three-sided square trim in black. This compact trim is perfect for customers refacing their fireplaces. You can now offer the option of a smaller trim that is more compact, highlighting the focus on the fireplace’s viewing area (and not the surrounding trim). Contact: www.valorfireplaces.com. Circle Reader Service No. 159

Classico by OW Lee Rich with old-world craftsmanship, the Classico collection embodies the graceful elegance of wrought iron. With its superior construction techniques and artisanal bends, the Classico collection brings comfort, style, and tranquility to any outdoor space. Contact: www.owlee.com. Circle Reader Service No. 162

Airo2 Cushionless Deep Seating Designed for ultimate versatility, this sophisticated transitional patio-furniture collection of modular pieces has transformed deep seating. Airo2 takes the traditional outdoor cushion and turns it into a sling that has the look of a deep seat without any inner cushion material—giving the feeling of sitting on air. Airo2 outdoor patio furniture is virtually maintenance free, fast drying, and comfortable. This patented technology is available exclusively from Homecrest and is ideal for residential or contract use. Contact: www.homecrest.com. Circle Reader Service No. 160

Riva Umbrella The Riva umbrella from Paradise Cushions by FiberBuilt is now available in a 13-foot diameter to provide shade over an even greater area. The 13-foot model features 0.75-inch–diameter fiberglass ribs and a one-piece, 2-inch–diameter pole in white, bright aluminum, champagne bronze, and black finishes. A wide selection of marine or furniture-grade, solution-dyed acrylic fabric is available. Contact: (866) 667-8668 or www.paradisecushions.com. Circle Reader Service No. 163

The FIREVIEW

Wood Cookstove The Fireview is a high-efﬁciency, airtight, wood-burning cookstove that is perfect for home, cottage or camp. It serves as

Lagos Lagos, the newest indoor/outdoor introduction from Sphinx, may be the best yet. The unique high-low effect (created by the woven frieze cut pile and flat-weave construction) offers a great hand, as well as plenty of texture and surface interest. The unique eight-color construction of Lagos features shades of deep navy, bright red, aqua blue, lime green, tangerine orange, and vibrant citron that are right on trend for upcoming outdoor-furniture and fabric groupings. Simple patterns in bright colors play off the neutral ivory and chocolate flat-weave colors, and the polypropylene easy-care construction makes Lagos the perfect solution for any indoor or outdoor space. It is machine made of 100% polypropylene. Contact: (800) 832-8020 or www.owrugs.com. Circle Reader Service No. 161

a high-output room heater, a cooking appliance and, with an optional water jacket, a source of hot water. For even more cooking versatility add the optional gas side burners. Models also available in all-gas, all-electric or dual fuel.

Let us build one for you.

ElmiraStoveWorks.com 1-800-295-8498 2 ! . ' % 3 ȩ s ȩ 7 ! , , ȩ / 6 % . 3 ȩ s ȩ 2 % & 2 ) ' % 2 !4 / 2 3 ȩ s ȩ - ) # 2 / 7 ! 6 % 3 ȩ s ȩ $ ) 3 ( 7 ! 3 ( % 2 3 Circle Reader Service No. 77

March/April 2013 Patio & Hearth Products Report

PRODUCT PROFILES Monterra Swing by OW Lee

Join an Industry Leader The WoodMaster Force 20 is a hot-air heat exchanger powered by pellets. It conveniently sets up next to existing forced-air systems and operates at high efficiency. It requires little space and is perfect for the garage, workshop, and home. Learn how this new product can add some green to your bottom line at the company’s website. Contact: www.WoodMaster.com.

Now, OW Lee’s most popular collection has some motion. The new Monterra swing comes with a sturdy iron frame and an ultracomfortable cuddle-sofa bucket. The Monterra swing is a great addition to any backyard. Contact: www.owlee.com.

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Plantation MAX Single Cantilever

Montreux II

The Plantation MAX cantilever is an oversized parasol that creates a cool retreat with a warm ambience. With up to 144 square feet of uninterrupted shade, the Plantation MAX cantilever is graceful and is generously proportioned for any sun-drenched environment. The Plantation MAX cantilever features TUUCI’s Aluma-TEAK finish. The natural feel of a hardwood finish, combined with the durability of the Armor-Wall aluminum construction, creates a structure resistant to seaside corrosion. The style is ideal for both contemporary and traditional spaces. Contact: www.tuuci.com.

The Tropitone® Montreux II collection will transform your outdoor-living space into something magical. It’s always a delight to dine outdoors, near the pool or on the patio, with family and friends. Montreux II makes that experience even more pleasurable. Montreux II padded sling/Montreux II sling furniture is sleek, comfortable, and durable. It is built to weather the outdoor elements all year round. Unlike furniture constructed of wood, Montreux II chairs, chaises, and ottomans are constructed of sturdy extruded and cast aluminum. They not only are beautiful, but are low maintenance and built to last. Tropitone Montreux II: It lets you enjoy the outdoors. Contact: www.tropitone.com.

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Snow Splitter Selkirk Corp. has introduced a snow splitter for its chimneys. This new snow splitter consists of two galvanized-steel panels that are mounted on a pitched roof above the chimney pipe. Used to deflect snow and ice, the snow splitter prevents unnecessary strain on (or damage to) the chimney pipe. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com.

The Cabana Bay collection, a popular patented collection from Pride Family Brands, was reintroduced for 2013 with enhancements to the seating-back design details and with expanded comfort. With a luxury cast- and extruded-aluminum construction, Cabana Bay builds upon its resort motif with heavy-duty casual supports and aluminum-wrapped canelike lashings. A four-stage finish, including hand-applied antiquing, creates a natural rattan look for all supports. The sling dining collection is made of weather-resistant Sunbrella® Wave cumin sling fabric. The suggested retail price (as shown) is $10,723 for two swivel rockers, six sling dining chairs, and a 48x108-inch oval cast-aluminum dining table with a Seagrass cast top. Contact: www.pridefamilybrands.com.

This elegant and durable 9-foot Starlight collar-tilt umbrella features a matte black frame finish with 2033 Swiss dot hot pink/5462 hot pink fabric. Outdoor lighting is incorporated into the shade, delivering starry entertainment, day or night. The collar-tilt function tilts the umbrella—even while users are seated—when they twist the collar in a clockwise direction. Treasure Garden’s exclusive designer cover collection lets the customer create unique and stylish umbrellas through the new TG Design Studio. Pictured is a DC7 coordinate trim design. Its suggested retail price is $515 to $885 (depending on fabric choice). Contact: www.treasuregarden.com.

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Cabana Bay

UM8009SL by Treasure Garden

Patio & Hearth Products Report March/April 2013

Veneto Cushion Chat Winston’s Veneto cushion chat collection is all about comfort. The oversized, ultrahigh-back swivel/tilt bucket gives support and comfort where you need it most, to provide hours of total relaxation. Veneto is a traditional design with a multidimensional extrusion that accentuates the refined design detail of the full collection. It is available in cushion dining, deep seating, and sling models. Veneto is available in any of Winston’s 15 paint finishes, including premium multistep finishes. Contact: www.winstonfurniture.com. Circle Reader Service No. 171

Wilshire Wilshire delivers both strength that meets or exceeds ANSI/BIFMA X5.1-2002 requirements and classic style to customers searching for solid value. Offered in armchair, swivel rocker, swivel barstool, stationary barstool (with balcony height stacking up to five high), and love-seat selections, Wilshire complements formal and casual settings. Each piece comes with Outdoor Lifestyle’s 15-year limited warranty on frames and five-year limited warranty on painted finishes in residential use. Contact: (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com. Circle Reader Service No. 172

Twitchell’s Dualsided Fabric Twitchell’s new dual-sided fabric, formulated with a clear-coated PVC over colored core yarn, is ideal for an array of shade applications. Featuring a metallic sheen and developed from Twitchell’s premier brand Textilene®, the fabric is designed to withstand many years of indoor and outdoor use. Contact: www.twitchellcorp.com. Circle Reader Service No. 173

Vermont Castings Grills: New 2013 Lineup

Paradise Cushions by FiberBuilt Due to the increased demand for Paradise’s products, the company recently doubled the production area dedicated to manufacturing cushions and pillows. Whether you need box, bullnose, or knife-edge cushions, pillows, or bolsters and welt, notch, or fringe details, Paradise’s products are a versatile, comfortable, and inexpensive way to refresh or accentuate your outdoor room’s decor. All products are made in the United States. Contact: (866) 667-8668 or www.paradisecushions.com. Circle Reader Service No. 175

A ZipJack Original: The All American Market Wood Aero Gracing cafes, 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. 176

Lopi Cape Cod

Now, customers can get the sophisticated style that they’ve come to expect from a Vermont Castings grill in a smaller, more compact package. The sleek Tribute series adds a new three-burner, 39,000-Btu model—plus a new two-burner, 26,000-Btu model—to the extensive lineup of Vermont Castings grills. All Vermont Castings grills feature North American stainless-steel burners and exteriors, an EasyFlame ignition system, and exclusive cast-iron endcaps and grates. Look for the complete lineup this year. Contact: www.vermontcastings.com.

The Lopi Cape Cod wood stove features breakthrough Hybrid-Fyre technology to produce an incredibly clean burn (0.45 grams per hour) with over 80% efficiency, virtually no carbon monoxide, and the revolutionary GreenStart wood-igniter option. The Lopi Cape Cod has been selected as a finalist in the Wood Stove Design Challenge, the first international competition to build an affordable, cleaner-burning wood stove for residential heating. The finalists’ stoves will be tested and judged on the National Mall in Washington, D.C., in November 2013. The Lopi Cape Cod is built by Travis Industries, premier U.S. hearth manufacturer, based in Mukilteo, Washington. Contact: www.travisindustries.com.

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PRODUCT PROFILES Custom Islands by Galaxy Outdoor Galaxy Outdoor is the largest manufacturer of custom-built outdoor kitchens and seating bars in the United States and Canada. All of the material used in the construction is made in the United States, and 100% of the products are built in Las Vegas, Nevada. All cabinets, bars, and firepits are constructed of 12-gauge, #120 galvanized tubing and are welded together. No screws are used in assembly of the frames. Each section is designed to be bolted together and self-aligning for easy installation. Galaxy Outdoor offers everything needed to make outside entertaining an experience that your customers will love. With a selection of over 40 different built-in stainless-steel components, you can incorporate everything you need for your entertaining convenience. Galaxy Outdoor does not charge for custom cutouts for any grill or stainless-steel components (all brands). The company’s trained staff will assist your salespeople, as well as your customers, in designing their dream islands and their firepits, fire tables, or other fire features. Galaxy Outdoor 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. Don’t miss out on Galaxy’s 2013 early-buy program, which gives dealers free shipping for the rest of the year. With a minimum $5,000 first order of any Galaxy products, your company can earn free freight on all orders for the rest of 2013, saving you thousands of dollars throughout the year. Contact: (702) 448-5600 or www.galaxyoutdoor.com.

Ocean Master MAX TUUCI’s most durable and wind-resistant design is the F-1 MAX. Featuring high-tension stainless-steel reinforcement cables, Armor-Wall aluminum construction, and tensioned stainless-steel pocket construction, this parasol is built to withstand more than 65 mph of wind force. Mounted directly into the ground with reinforced concrete and steel anchors, the F-1 MAX will survive the most severe elements that Mother Nature might unleash. Contact: www.tuuci.com. Circle Reader Service No. 181

Fabrics From Twitchell

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AKZ1300 by Treasure Garden

Cutting-edge, bicolor, PVC-coated polyester fabrics formulated from Twitchell’s premier brand Textilene® are the latest in all-weather shade fabrics. They are unmatched for strength and beauty, designed to withstand many years of indoor and outdoor use, and ideal for all shade applications. Contact: www.twitchellcorp.com.

This stylish 13-foot cantilever (Octagon series) tilts at 18, 36, and 54 degrees and offers a full 360-degree rotation for unrestricted shade. It has a matte bronze frame with a base, a convenient foot pedal to rotate the canopy easily, and a built-in light adapter to fit Treasure Garden lights. Its suggested retail price is $1,935 to $3,140 (depending on fabric choice). Contact: www.treasuregarden.com.

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Brighton Media Mantel

Lakeside II Padded Sling

The Tropitone® Lakeside II padded sling collection is unmistakably comfortable and well constructed. From dining chairs and swivel rockers to action loungers, these are chairs that are meticulously designed. They are exceptional, snug, and relaxing. When you sit in one of these chairs, you will immediately be overcome with a relaxing and peaceful feeling. Perhaps it’s the two-piece padded sling construction; perhaps it’s the tranquility and enduring, peaceful sense of grace that these swivel dining chairs exude. Maybe it‘s their stout and strong architecture. The one thing you’ll know is that these chairs are both tranquil and enduring. Featuring extruded-aluminum frames and cast-aluminum accents, the Lakeside II padded sling collection is built to transform any outdoor space into something exceptional. It’s all about enjoying the outdoors. Contact: www.tropitone.com.

Brighton is a ClassicFlame media mantel designed to hold a 62-inch flat-screen television. It has a rich-looking marble top and a matching marble fireplace frame. Above the electric fireplace is a full-length open component shelf, and on either side of the fireplace are storage cabinets with paneled doors. Contact: www.twinstarhome.com.

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Patio & Hearth Products Report March/April 2013

Wyndham The Wyndham collection by NorthCape has been crafted from a rich cocoa resin to simulate the look of natural wicker, yet it resists fading, staining, or cracking. Each resin strand is handwoven over a commercial-grade aluminum frame, and every piece in the Wyndham collection is paired with plush cushioning in your choice of luxurious Sunbrella® fabric, combined with the strength and durability of Gore® Tenara thread. When you look for style, comfort, and value, look no further than NorthCape. Contact: www.northcapeoutdoor.com. Circle Reader Service No. 184

ZipJack Classic Patio Umbrella

Direct-Temp Gas Unique to today’s market, Direct-Temp provides exceptional corrosion protection (and virtually no leakage) due to an inner stainless-steel liner. Stainless steel permits precision manufacturing tolerance, ensuring tight seals and the added structural integrity of the system. The liner has a continuously welded seam, which is superior to lock-seam designs that might leak. The company’s engineers set out to surpass the performance requirements of the industry using unique features found only in the company’s direct-vent system. Direct-Temp is ideal for both sidewall and conventional through-the-roof venting solutions and has been engineered for optimum appliance performance. Contact: (800) 433-6341 (United States), (888) 735-5475 (Canada), or www.selkirkcorp.com.

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 Cassic 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. 188

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Ballantyne Cast in A356 aluminum, Ballantyne melds Georgian elegance with alluring French curves to create a visual sensation. The collection offers selections in dining tables (54- and 100-inch); a 54-inch coffee table; armchairs (cast seat and luxury seat); a dining swivel rocker; and lounge choices (armchair, settee, and swivel) as well. Each comes with the company’s 15-year limited warranty on furniture frames and its 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. 186

Vermont Castings Defiant and Encore Flexburn

One Furnace; Two Ways to Save on Heat The WoodMaster Flex Fuel series is the most advanced furnace of its kind, capable of burning either pellets or cordwood. WoodMaster’s Flex Fuel series offers a money-back guarantee and 13 years of proven reliability. Engineered using world-leading SOLARFOCUS technology with WoodMaster quality built right in, the Flex Fuel series has been tested, used, and approved since 1997. Its exceptional track record in Europe proves that the Flex Fuel series is the industry leader. Learn more about this great product at the company’s website. Contact: www.WoodMaster.com. Circle Reader Service No. 189

Southern Cay Modular

Meet the Defiant® and Encore® Flexburn™ technology wood-burning stoves. Unlike other stoves on the market today, both wood-burning stoves provide the flexibility of two ways to burn in a single stove. No matter whether your customer is looking for a catalytic stove as a primary heat source—for longer, more even heating—or a noncatalytic stove—for easy operation and beautiful flames—these stoves have both technologies to accommodate either heating preference. Buyers can rest assured that both will be available in one simple-to-use product that’s an unbeatable combination of superior heating, craftsmanship, and efficiency. Contact: www.vermontcastings.com.

Southern Cay modular is a fresh new Winston introduction, just in time for springtime enjoyment. This low-profile, modular configured collection enjoys the practicality of conforming to any setting with style and comfort. All pieces are joined with specially designed clips to hold everything in place. Choose from any one of Winston’s 12 standard paint finishes and hundreds of fabrics to complete your one-of-a-kind look. Southern Cay modular is new, fresh, and bold—and it is shipping now. Contact: www.winstonfurniture.com.

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Advertiser Index Advertiser

Product Profiles Directory Phone

Website

Page

Company

Page

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

Agio ........................................................................................................60, 64

Big Green Egg ......................................(770) 938-9394 ............www.biggreenegg.com ............................40

Amantii Electric Fireplaces ............................................................................64

Brown Jordan Outdoor Kitchens ..........(855) 839-5063 ............www.brownjordanoutdoorkitchens.com....73

Big Green Egg ........................................................................................60, 69

Bull Outdoor Products ..........................(800) 521-2855 ............www.bullbbq.com ....................................31 Cal Flame ..............................................(800) CAL-SPAS ..........www.calflamebbq.com ..............................9

Brown Jordan Outdoor Kitchens ............................................................60, 70 Bull Outdoor Products ............................................................................62, 64 Cabana Coast ..............................................................................................62

California Outdoor Concepts ................(877) 274-6773 ............www.californiaoutdoorconcepts.com........25 Capital Cooking Equipment ..................(866) 402-4600 ............www.capital-cooking.com ........................59

Cal Flame ..............................................................................................60, 66 California Outdoor Concepts ..................................................................62, 64

The Companion Group ........................(800) 521-0505 ............www.companion-group.com ....................49

Capital Cooking Equipment ....................................................................70, 72

Crossroads Coatings ............................(800) 280-2423 ............www.crossroadscoatings.com ..................67

The Companion Group ..........................................................................66, 68

DCS by Fisher & Paykel ........................(888) 936-7872 ............www.dcsappliances.com ..........................33

Crossroads Coatings ....................................................................................69

Delta Heat ............................................(800) 422-0091 ............www.deltaheat.com ..................................43

DCS by Fisher & Paykel ..........................................................................62, 68

Elmira Stove Works ..............................(800) 295-8498 ............www.elmirastoveworks.com ....................77

Elmira Stove Works ................................................................................68, 70

Empire Comfort Systems ......................(800) 851-3153 ............www.empirecomfort.com..........................29 Eon/Gracious Living ..............................(800) 465-5660 ............www.eonoutdoor.com ..............................48 Galaxy Outdoor ....................................(702) 448-5600 ............www.galaxyoutdoor.com ..........................15

Empire Comfort Systems ........................................................................71, 74 Eon/Gracious Living ................................................................................62, 64 Firetainment ..................................................................................................64 Galaxy Outdoor ......................................................................................74, 80

Galtech..................................................(805) 376-1060 ............www.galtechcorp.com ..............................41

Galtech ..................................................................................................72, 75

Gensun Casual Living............................(866) 964-4468 ............www.gensuncasual.com ..........................13

Gensun Casual Living ............................................................................66, 69

Glen Raven/Sunbrella............................(336) 221-2211 ............www.sunbrella.com ..................................37

Glen Raven/Sunbrella ............................................................................70, 72

The HammockSource ..........................(800) 334-1078 ............www.thehammocksource.com ................75

The HammockSource ............................................................................70, 76

Hargrove Manufacturing........................(800) 725-4166 ............www.hargrovegaslogs.com ......................51

Hargrove Manufacturing..........................................................................72, 74

Hearth & Home Technologies................(800) 669-4328 ............www.myhht.com ......................................84 Hi-Flame America..................................(360) 425-4200 ............www.hearthdistribution.com......................65

Hearth & Home Technologies..................................................................60, 75 Hi-Flame America ..................................................................................60, 71 Homecrest ..............................................................................................71, 77

Homecrest ............................................(877) 599-4803 ............www.homecrest.com ................................55 Infrared Dynamics ................................(888) 317-5255 ............www.infradyne.com ..................................74

Infrared Dynamics ..................................................................................72, 76 Lennox Hearth Products ..............................................................................73

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

Mallin Casual ..........................................................................................73, 74

Mallin Casual ........................................(800) 251-6537 ............www.mallinfurniture.com ..........................63

Miles Industries ......................................................................................75, 76

Miles Industries......................................(800) 468-2567 ............www.valorfireplaces.com ..........................47

MLW Stone ..................................................................................................66

MLW Stone ..........................................(800) 477-7665 ............www.mlwstone.com ................................72

Napoleon Products ................................................................................73, 76

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

NorthCape International ..........................................................................76, 81

NorthCape International ........................(708) 563-2890 ............www.northcapeinternational.com..............23 Oriental Weavers ..................................(800) 832-8020 ............www.owrugs.com ....................................45 Outdoor Lifestyle ..................................(800) 294-4758 ............www.olfurniture.com ................................39

Oriental Weavers ....................................................................................75, 77 Outdoor Lifestyle ....................................................................................79, 81 OW Lee ..................................................................................................77, 78 Paradise Cushions by FiberBuilt..............................................................77, 79

OW Lee ................................................(800) 776-9533 ............www.owlee.com ........................................2

Pride Family Brands ......................................................................................78

Paradise Cushions by FiberBuilt............(866) 667-8668 ............www.paradisecushions.com ....................70

Selkirk/Hart & Cooley..............................................................................78, 81

Selkirk/Hart & Cooley ............................(800) 992-8368 ............www.selkirkcorp.com................................83

Travis Industries ............................................................................................79

Treasure Garden/Shademaker ..............(626) 814-0168 ............www.treasuregarden.com ........................21

Treasure Garden/Shademaker ................................................................78, 80

Tropitone ..............................................(949) 951-2010 ............www.tropitone.com ..................................68

Tropitone ................................................................................................78, 80

TUUCI ..................................................(305) 634-5116 ............www.tuuci.com ........................................19 Twin-Star/ClassicFlame ........................(866) 661-1218 ............www.twinstarhome.com ..........................53

TUUCI ....................................................................................................78, 80 Twin Eagles ............................................................................................62, 66 Twin-Star/ClassicFlame ..........................................................................75, 80

Twitchell ................................................(800) 633-7550 ............www.twitchellcorp.com ............................69 Vermont Castings Group ......................(800) 867-0454 ............www.vermontcastings.com ......................27

Twitchell ..................................................................................................79, 80 Vermont Castings Group ........................................................................79, 81

Winston ................................................(205) 486-9211 ............www.winstonfurniture.com........................61

Winston ..................................................................................................79, 81

Woodmaster..........................................(800) 932-3629 ............www.woodmaster.com ............................71

Woodmaster ..........................................................................................78, 81

ZipJack Custom Umbrellas ..................(914) 592-2000 ............www.zipjackumbrellas.com ......................76

ZipJack Custom Umbrellas ....................................................................79, 81

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. March/April 2013, Vol 8, No 2 ÂŠ 2013 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 March/April 2013

This 1" all-fuel chimney has been designed using the ďŹ nest materials available: Premium 300 series stainless steel, commercial grade solid pack insulation, thermal reduction spacers and laser welded seams. We also incorporated a tool-free latched locking band and adjustable supports and shields. All this and itâ&#x20AC;&#x2122;s backed by the best warranty in the industry. Get the best, choose UltimateONE.

US (800) 992-VENT (8368) CA (888) SELKIRK (735-5475)

selkirkcorp.com/ultimateone CAN/ULC-S604, ULC S-610, S629 and UL 103-HT

Circle Reader Service No. 83

Circle Reader Service No. 84