Patio and Hearth Products Report March April 2014

NAPOLEON GRILLS

I N N O VAT I V E H E A RT H P R O D U C T S / A S T R I A

N O RT H C A P E I N T E R N AT I O N A L

www.patioandhear thproductsrepor t.com OW LEE

Casual Living

Circle Reader Service No. 2

Electric Products

Circle Reader Service No. 3

contents March/April 2014

| Volume 9, Number 2

features 8

Guest Editorial – A Voice for Retailers

By Kristine Schultz

The chair of the ICFA Retail Council highlights the membership benefits of this auxiliary group for specialty retailers.

14

Product Spotlight – The State of Shade

By Cheryl Dangel Bartolini

The season’s extensive array of shade coverings offers customers countless choices for sun protection.

20

Marketing Maneuvers – Beachside Living

65

By Kimberly Rodgers

This Myrtle Beach store has made a name for itself by selling popular outdoor lines, as well as by offering a furniture-restrapping service.

24

Hearth Retailer Profile – High Impact

By Sharon Sanders

A North Carolina hearth store becomes stronger every year by focusing on customer service and staff development.

28

Outdoor Grilling – Where Retro Reigns

65

73

By Cheryl Dangel Bartolini

Grillers Hall of Flame offers an eclectic assortment of merchandise, including vintage grills and fireplaces.

32

40

My Turn – Growing in New Ways

By Greg Thompson

Gensun Casual Living’s new outdoor-kitchen offering has become a profitable, complementary product line for the furniture manufacturer.

Showroom Showcase – All in the Details

in every issue 6

By Sharon Sanders

Apollo Award–winning Seasons Four is a top performer because of its complete attention to every aspect of the business.

36

42

By Cheryl Dangel Bartolini

New hearth products from Empire Comfort Systems were top sellers in many regions of the United States and Canada during last winter’s bone-chilling weather.

As I See It – Celebrating Life Outdoors

By Sharon Sanders

The Outdoor GreatRoom Company saw doubledigit growth in 2013 as homeowners view outdoor kitchens as must-haves for their backyards.

Product Innovation – A Hot Spot

SLC Publisher’s Viewpoint and Editor’s Message

46

10

Industry News – Edited by Kris Kyes

54

HPBExpo Roundup

58

What’s New: 6 Hot Products to Sell Now

60

Product Profiles

74

Product Profiles Directory

74

Ad Index

Corporate Profile – Stoking the Fire

By Jesse Burkhart

OW Lee experienced its best year ever in 2013 and is prepared to make 2014 every bit as successful.

48

Insight – Hot Off the Grill

By Cherise Forno

68

Forshaw’s popular new Exterus outdoor-kitchen line is gaining strength in the marketplace.

50

Insight – A Proud Legacy

By Cherise Forno

Hargrove Manufacturing is well respected for its reputation for superior manufacturing and design.

52

Last Word – On the Lookout

By Sharon Sanders

Leisure Design’s ability to identify design trends and customer tastes has paid off for the Canadian furniture manufacturer.

On the Cover | The Viento collection from OW Lee; www.owlee.com

4

Patio & Hearth Products Report March/April 2014

62 Follow us on Twitter: @patiohearth www.Facebook.com/PatioHearthProductsReport

),5( 3,76 ĥĥ #2 ON YOUR CUSTOMER’S OUTDOOR LIST. That’s why it should be #1 on yours.

If you haven’t added outdoor fire pits and chat groups to your showroom floor, then you’re missing out on one of the biggest trends in outdoor right now. Agio® offers more outdoor fire pits and chat groups than any other manufacturer, which in turn can give you an added edge over your competitors and an exciting new revenue stream.

Life Begins Outdoors.™

For more information on Agio outdoor gas fire pits, or visit www.agio-usa.com today. Follow us on

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

Circle Reader Service No. 5

SLC

PUBLISHER’S VIEWPOINT

HPBExpo 2014—held in March

in Salt Lake City, Utah, and sponsored by the Hearth, Patio & Barbecue Association—was a win–win event for show attendees and exhibitors.

Attendees were able to see, firsthand, some very innovative products and improved technologies that are sure to do well on their showroom floors.

Exhibitors were able to interact with current and prospective retailers/dealers, gleaning information from them that will help manufacturers bring products to market and introduce dealer-support programs that will be of benefit to all. In addition, attendees and exhibitors were able to exchange ideas, discuss current business practices, and network with one another in an environment that was conducive to business.

Those present had the added benefit of attending educational seminars that ranged from “Building Sales and Increasing Profits With Barbecue Grills” to “How to Hire Exceptional Employees.”

By anyone’s standards, HPBExpo 2014 was a success.

Salt Lake City’s weather also helped

by being unseasonably warm for early March, which was a welcome relief for anyone coming from one of the polarvortex states. Many of those who decided to arrive early or stay after the show told me that the local skiing and snowboarding were excellent. All work and no play make for a dull life!

With today’s technology and online content, it’s possible to obtain some product and business-management information sitting at your desk, staring at a desktop computer, tablet, or smartphone. There is still no alternative, however, to getting out from behind the desk and out of the store to attend industry events, such as HPBExpo.

Spending time with manufacturers— discussing product innovations and product mixes—and exploring new avenues for sales, training, management, showroom design, and successful business practices are just some of the benefits of attending a trade show.

Business is more than sales, revenue, profits, and net income. Business is relational. Communicating through catalogs, sales sheets, brochures, emails, and

text messages pales in comparison with in-person verbal communication.

While you certainly can’t spend an inordinate amount of time traveling and attending every industry event, each industry has a few trade shows and events that should be on the calendar of any businessperson. In addition, trade shows have an energy and life to them that help rejuvenate, inspire, and motivate attendees. Staying behind at the store or office can cause stagnation in the life of a businessperson.

HPBExpo 2015 will be held at Music City Center in Nashville, Tennessee, on March 4–7. If it’s not already on your calendar, you should really consider adding it.

MAGGIE AWARDS I am very happy to report that Patio & Hearth Products Report was recently selected as a finalist for a Maggie Award by the Western Publishing Association (WPA). The WPA represents consumer and trade publishers in the 24 states west of the Mississippi River. P&HPR is a Maggie finalist in the Best Trade

Publication category for 2013.

While we certainly don’t publish P&HPR in order receive accolades or awards, it is nice to be recognized by the WPA for all the time, creativity, and effort that go into publishing it. Win or lose, we are just happy to be selected as a finalist.

At the end of the day, we publish P&HPR for the benefit of our readers and advertisers. Rest assured that we will continue to do our very best to provide an information vehicle that benefits the patio, heath, barbecue/grill, outdoorkitchen, outdoor-furniture, and outdoor-living industry. For us, that is reward enough!

TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

FROM THE EDITOR A day doesn’t pass without some mention of another

brick-and-mortar chain closing

stores and eliminating jobs. As I sat down to write this message, Radio Shack had just announced its closure of 1,100 stores, or 20% of its locations. It appears that its much-discussed Super Bowl ad (a humorous parody of itself featuring 1980s celebrities Hulk Hogan and Mary Lou Retton) confirmed what consumers already knew: Radio Shack was stuck in a 6

time warp and didn’t know how to compete in a youth-oriented, digital world.

The few times I popped into my neighborhood Radio Shack, over the past several years, it felt as if I had wandered into Mr. Peabody’s WABAC machine. Products were old-fashioned, displays were dreadfully boring, and staff members were unable to answer questions. Compare these unappealing (and empty) stores with crowded, energized Apple Retail Stores. It’s ironic that a company like Radio Shack, which helped define modern electronics retailing, totally missed the mark on changing consumer behavior.

We’re all aware of retailers in the patio-furniture, outdoorgrill, and hearth categories that have closed because they couldn’t compete successfully in

Patio & Hearth Products Report March/April 2014

today’s changing retail marketplace. If you look closely at some of these shuttered stores, however, it’s easy to understand the reason for their demise.

Despite selling the same products offered by healthier brickand-mortar stores and online sources, the businesses that went belly up did not focus on the details of merchandising.

In this issue’s Showroom Showcase column (page 32), we are pleased to feature Apollo Award winner Seasons Four of Lexington, Massachusetts. This family-owned business has been thriving for over 40 years because every facet of the business is constantly assessed—and improved upon, when needed.

As owner Laura Hopkins explains, “Anybody can sell casual furniture, but it is the details surrounding the sale that draw people in and make them want to return.” Hopkins is mindful of every aspect of her business, from ensuring that the

vignettes in her 14,000–squarefoot showroom have just the right amount of dazzle to hiring a personable staff committed to helping customers create dream backyards.

This attention to the details of merchandising explains why Radio Shack stores are closing while Apple’s Genius Bars continue to multiply. Even Target has recognized that a more interactive approach to merchandising results in greater sales. For instance, during the past year, it rolled out beauty concierges (consultants who are trained to offer impartial advice, rather than pushy sales pitches).

Many independent outdoorliving and hearth retailers are improving customer experiences by offering complimentary home visits. A local indoor/outdoor furniture retailer in Orange County, California, equips its design personnel with iPads—so that

during home visits, they can show customers which products will complement their design preferences and lifestyles.

Some of the most successful brick-and-mortar stores understand the importance of selling shopping experiences, rather than simply selling stuff. This is exactly what IKEA, Disney, Apple Retail Stores, and savvy outdoor-living retailers (such as Seasons Four) do on a daily basis. Does your store’s vibe resemble that of a Radio Shack or an Apple Retail Store? If it’s become dated and dull, focus on making the shopping experience fun and distinctive for your customers. A few subtle changes will help your customers feel good about their shopping experiences, and they will reward you with purchases and return visits.

CAROL DAUS EDITOR CDAUSWRITE@SOCAL.RR.COM

Circle Reader Service No. 7

guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

A VOICE FOR RETAILERS

EDITOR Carol Daus

by KRISTINE SCHULTZ

cdauswrite@socal.rr.com ART DIRECTOR

T

he Retail Council is composed of 15 members representing a cross-section of retailers from around the country. It is an auxiliary group within the International Casual Furnishings Association (ICFA) that was created for the sole purpose of giving the retailer members a forum for discussing common industry issues and concerns—and for working toward mutually beneficial solutions. The outcome of this has been the creation of many beneficial programs and educational avenues in which our members can participate.

The Retail Council is responsible for providing educational programs for our members through webinars that occur throughout each calendar year. They include topics involving current issues—such as social media, Internet sales, and advertising—as well as specific problems that plague retailers (such as freight claims/liabilities, changing customers, and cash flow). There is also an extensive salestraining program offered to our members; it has been very successful as a continuing-education benefit that store owners can offer to their salespeople.

The idea of retailers coming together to share stories and to find solutions through discussion was the inspiration for the newest addition to our benefit package. At the Chicago International Casual Furniture & Accessories Market™ in 2013, we had our first roundtable event, on the Monday afternoon prior to the opening of the show. All ICFA members who participated were put into roundtable discussions of topics that interested them, from merchandising to sales incentives and from advertising to social media.

After three different roundtables, the groups came together, as a whole, to review the best ideas and get input from all attendees. We look forward to expanding this event and to fine-tuning the program for maximum benefit and knowledge. The personal interaction of the roundtables was key for the retailers, as they welcomed discus8

Kristine Schultz

sions with their peers to further their business strategies and to find solutions to increase business in an ever-changing marketplace.

Other benefits that our members can appreciate (and that the Retail Council works on) are the creditcard program, the in-store financing program (with GE Consumer Finance), shipping programs (with Global Forwarding), and the mystery-shopping program, to mention a few. A full list of all the benefits can be found on the ICFA website (www.icfanet.org). We are very excited about our new retail benchmarking survey, which will enable our members to fill out a simple survey and then gain knowledge of informational statistics that they can use in analyzing their own expenditures against their effectiveness.

The welfare of this industry hinges on participation by all. Retailers, manufacturers, and sales representatives must come together to be better at what they do. Through product education; cutting-edge technology; shared experiences; programs that enlighten, stimulate, and motivate; and honest communication between groups, our industry can thrive. The economy has suffered a tremendous shift, and to survive, it is our job to bring as much to the table as possible.

The Retail Council is passionate about bringing as much benefit as it can to our members. It is our goal to facilitate programs and offer solutions and strategies to our ICFA members that will lighten their loads,

Patio & Hearth Products Report March/April 2014

add profit to their bottom lines, and bring success to an ever-changing industry. Continuing education is also an important aspect that often gets overlooked.

Small retailers have to be heard; brick-and-mortar establishments that have survived the test of time need a voice in this marketplace of big-box stores and impersonal shopping. We hope to be that voice for all our retailers.

The ICFA Retail Council’s members are: • Bruce Aaronson, Pool & Patio Center (Metairie, Louisiana); • Paul DeMerlis, The Sign of the Skier (Toronto, Ontario); • Bruce Erickson, Williams All Seasons (Highland Park, Illinois); • Mary Fruehauf, Fruehauf ’s Patio & Garden (Boulder, Colorado); • Cathy Galbreath, ABSCO Fireplace & Patio (Birmingham, Alabama); • David Jacobs, Jacobs Upholstery and Patio (Spokane Valley, Washington); • Brian Lawrence, Emigh’s Casual Living (Sacramento, California); • Debs Pedigo, The Fire House Casual Living Store (Charlotte, North Carolina); • Jessica Salisbury, Village Green (Rockford, Illinois); • Brad Schweig, Sunnyland Furniture (Dallas, Texas); • Mary Beth Singleton (Retail Council vice chair), Tropic Aire Patio Gallery (West Columbia, South Carolina); • Garrett Wallace, Yard Art Patio & Fireplace (Irving, Texas); • Gail Williams, Sunshine Furniture (Vero Beach, Florida); and • Tom Vielbig, Backyard Living (Ridgewood, New Jersey).

Please feel free to contact any of these council members in your area if you wish to get more information about ICFA or the benefits of membership.

Kristine Schultz is owner of Patios Plus (Rancho Mirage, California) and is chair of the ICFA Retail Council.

Cassandra Estes cassestes1968@gmail.com 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 Greg Thompson 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

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.peninsula-media.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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Circle Reader Service No. 9

INDUSTRY

NEWS

by KRIS KYES

Hearth & Home Technologies Launches New Products for 2014 Hearth & Home Technologies (H&HT) has been busy developing a wide array of new products that are guaranteed to heat up the marketplace. H&HT’s SimpliFire™ brand, the leading provider of premium elec-

easy to install and virtually maintenance free. We are excited to broaden the scope of the SimpliFire brand by bringing a wider selection of styles with new technologies to homeowners, builders, and remodelers.”

The Heat & Glo® brand offers

SimpliFire

REVO by Heat & Glo

tric fireplaces, has made significant additions to its product line.

SimpliFire now offers electric fireplaces in styles that differentiate every room for every occasion, including chic, contemporary wall-hung fireplaces; traditional built-in fireplaces; and rich wood-cabinet fireplaces. In addition, SimpliFire has enhanced all models with new technologies that provide a more realistic flame experience and intensity controls, making it possible for homeowners to set flame brightness to their level of preference.

Bob Ballard, senior vice president of marketing for H&HT, says, “Electric fireplaces are gaining popularity with homeowners for the instant ambience they create—and because they are so

REVO™ series direct-vent gas fireplaces. They are among the thinnest fireplaces ever made, with 7inch–deep profiles that make it possible to install or hang them just about anywhere.

“Stunning modern design and efficient heat output have never been this simple,” Ballard says. “Homeowners love that REVO series fireplaces can be added to almost any room, and builders appreciate the simplicity of installation and the wow factor they create for customers.”

The new contemporary series is available in three models: square, linear, and vertical. REVO series fireplaces feature shiny black-glass interiors that add depth and reflect flames

The product-development team at

that rise elegantly through an invisible, patented Razor™ burner, for a mesmerizing flame experience.

Heat & Glo has also introduced the MEZZO™ series of modern gas fireplaces. They will be the first fireplaces from Heat & Glo available with

MEZZO by Heat & Glo

a smartphone app, making it possible for homeowners to control fireplace settings from virtually anywhere— inside or outside the home. “The MEZZO series allows designers and consumers to bring their vision and style to life, with a variety of sizes and accessory options,” Ballard says.

Included in the series will be three fireplace sizes: 36, 48, and 60 inches.

Each size will be available as a singlesided or see-through fireplace (viewable from two rooms). MEZZO series fireplaces reflect the trend favoring clean, modern fireplace designs with a linear shape, flush-to-the-wall installation, and low-profile trim.

Heat & Glo has introduced IntelliFire Touch controls, which

make it possible for homeowners to interact with fireplaces via smartphone from virtually anywhere, inside or outside the home.

The IntelliFire Touch smartphone app is simple, smart, and safe. With this app, consumers can

IntelliFire Touch controls by Heat & Glo

now enjoy the simple convenience of turning on their gas fireplaces from a distance, so they can arrive home to comfortable, preheated spaces. It provides smart information to the consumer by performing quick diagnosis, providing troubleshooting options, and even telling consumers how to contact their local installation professionals, in the event that they need additional support.

For added peace of mind, consumers can view their fireplace settings from anywhere, ensuring that their fireplaces have been turned off (even after users have left their homes) and allowing them to monitor fireplace use by others in the home.

RH Peterson Names Robert Dischner Senior Vice President RH Peterson Company, a leading manufacturer of premium gas grills, gas fire products, and outdoor fire features, has

Robert Dischner

10

promoted Robert Dischner to the position of senior vice president. A 35-year industry veteran, Dischner joined the company in 2012.

Leslie Bortz, president, states, “Bob has made a tremendous impact in his brief time here. His unique product-development, marketing, and management expertise have been instrumental in the growth of our company. Our customers, sales representatives, and employees look to Bob as a trusted and respected partner and advisor. He’s a wonderful asset to our team.”

Since joining RH Peterson, Dischner has been responsible for the development and launch of several new products, including the company’s foray into the direct-vent insert category. In addition, he has played a critical role in the integration of the former Designs by Garry Inc. and the successful launch and growth of the American Fyre Designs line of outdoor fire features.

Patio & Hearth Products Report March/April 2014

Big Green Egg Introduces the MiniMax at HPBExpo The Big Green Egg Company unveiled

its MiniMax EGG at HPBExpo in March. Destined to become a popular backyard staple and an invaluable culi-

Mini (left) and MiniMax EGGs

nary tool for restaurants, MiniMax was designed with the same height as a Mini, yet it has all the volume capabilities of a small EGG. The MiniMax EGG is also the ultimate portable solution for picnics, tailgating, vacations, boating, and campfire meals.

With a compact size that makes it perfect as a tableside cooker at your garden party or for grilling on balconies for an intimate dinner for two, the MiniMax EGG is sure to deliver oversized results in a small package—but don’t let size fool you. This little performer can do it all, from appetizers to ribs, burgers, steaks, and more, serving up the mouthwatering fare and legendary Big Green Egg flavor you have come to love from an EGG of any other size. You can cook nearly anything on a MiniMax EGG. The stainless-steel cooking grid measures 13 inches in diameter, for a whopping 132 square inches of cooking area.

Heat & Glo Fireplaces Donates Truck to Operation BBQ Relief Operation BBQ Relief will expand its relief efforts, thanks to a customdesigned truck donated by Heat & Glo® Fireplaces. The truck, which includes a 14-foot box fully equipped with thermostatically controlled ovens and refrigerators, will allow Operation BBQ Relief to serve more individuals better, in more locations, after disaster strikes.

Operation BBQ Relief is a 501(c)(3) not-for-profit organization that was founded in May 2011, when competition barbecue teams from eight states banded together to feed tornadostricken residents of Joplin, Missouri.

Since that time, Operation BBQ Relief has expanded to offer meals, hope, and friendship to communities across the United States adversely affected by natural disasters such as tornadoes, hurri-

canes, and wildfires.

Stan Hays, executive director and cofounder of Operation BBQ Relief, says, “This specialized truck is the largest overall single donation we have received to date. It will allow us to do more than ever before, and we are grateful to Heat & Glo for its generosity.”

When disaster strikes, Operation BBQ Relief ’s volunteers mobilize and provide not only meals, but emotional reprieve. For many people, the familiar sights and smells of a traditional barbecue can restore feelings of normalcy and relief in the midst of tragedy, even if temporarily—and the group is making a difference. To date, Operation BBQ Relief has provided support following 18 natural disasters in 16 states, and it has served meals to more than 500,000 people.

Bob Ballard, senior vice president of marketing for Heat & Glo, says, “Heat & Glo shares Operation BBQ Relief ’s values of hard work, respect, and compassion. We are delighted to support its efforts with this donation, which will help broaden its reach in serving disaster-stricken communities.” The Chevy box truck is currently being manufactured and is expected to be completed and delivered to Operation BBQ Relief this summer.

Surging Demand for Napoleon Products in Europe Accelerates Expansion Plans For Napoleon Products, an immedi-

ate expansion of facilities and personnel in Europe is underway to accommodate record growth and surging demand for its products. Wolf Steel Group’s European operations will be moving into a larger, 85,000–square-foot distribution center in Geldermalsen, Netherlands; at the same time, the company will be moving its Austrian division to a larger facility at Weistrach.

In order to enhance and streamline delivery to its customers, Wolf Steel Austria and Wolf Steel Holland will be combined into Wolf Steel Europe BV. Wolfgang Schroeter, CEO of Wolf Steel Group, says, “We are very pleased by the success of our Napoleon brand in the European markets we serve. The business-expansion plans are in response to the growth and demand in these markets, as well as adding capacity to serve our customers better and launch new products, in the coming months, for which we believe we are uniquely positioned. This investment signifies Napoleon’s ongoing commitment to our European market.”

Treasure Garden Launches New Replacement-canopy Program for Retail Partners Treasure Garden, award-winning

manufacturer of outdoor umbrellas, shade, and accessory products, has introduced a new replacementcanopy program, offered to retail-

Replacement canopies from Treasure Garden

ers within its dealer network. The umbrella replacement canopies that fall within the Treasure Garden CARE program are available in three sizes: 7.5, 9, and 11 feet. All units within the expanded program include an attractive and easily merchandised packaging design.

Jeff B. Dorough, vice president of sales and marketing for Treasure Garden, says, “We are now able to provide an even larger program to create excitement at retail via addon sales. With the expansion of this program, retailers now have the potential to sell additional canopies for their customers’ umbrellas, not only for normalwear replacement, but also for mul-

tiple-use options.” Consumers using the replacement canopies in the program can easily change colors or styles for special events, holidays, or seasonal decor updates.

The program includes 100% solution-dyed, high-performance TGEX fabrics in seven fabric grades and a wide array of color choices. The seethrough packaging allows consumers to select the canopy color, as well as providing product descriptions.

Equipped with grommets for hanging, each unit can be merchandised adjacent to other Treasure Garden CARE products.

Replacement canopies within the program are available in single– and double–wind-vent designs. The 7.5foot single-vent canopy accommodates the company’s collar-tilt, pushbutton, and commercial models.

The 9-foot single– and double–wind-vent replacement canopies will fit the collar-tilt, Starlight collar-tilt, wood, autotilt, push-button, and commercial umbrella designs. The 11-foot collar-tilt, Starlight collar-tilt, and autotilt umbrellas have replacement canopies available in single– and double–wind-vent styles. “With the large selection of sizes, models, and fabric choices, our retailers can custom select an assortment to suit their preplanned in-store displays,” Dorough says.

Agio-USA Names Doug DeFouw Senior Vice President, Product Design Agio-USA recently named Douglas J.

DeFouw as senior vice president, product design. Bob Gaylord, president, Agio-USA, explains, “This promotion is a testament to Doug’s tireless work, keen eye, and design instincts with Agio over the past decade. It greatly pleases me that this key position was filled from within our own ranks.”

DeFouw came to Agio-USA in 2004 and has led some of the brand’s most successful design endeavors. He has manned Agio’s gas-firepit projects, stone-top tables, and several of Agio’s most successful high-end dining and deep seating collections.

DeFouw has also led teams on some of Agio’s most successful custom pro-

grams for the company’s largest customers.

“Agio earned its reputation by improving the outdoor-living Douglas J. DeFouw experience,” DeFouw says. “Our ultimate goal is to meet and exceed the customer’s expectations through innovative design solutions. Agio has one of the industry’s strongest design teams, which will help us achieve our goals. I’m incredibly excited to lead this group.”

March/April 2014 Patio & Hearth Products Report

11

INDUSTRY NEWS

Big Grills With All the Bells and Whistles heat to sear foods quickly, locking in flavor and moisture while reducing more than just cooking racks over a grilling time. fire. A high-qualiRotisserie attachty grill—with ments aren’t new to the some features that market, but they have make more experbecome popular accesimentation with sory items. Rotisserie different cooking cooking improves flavor methods and and allows fats to drip styles possible and away from the grilled others that help meat. Smoker tubes and make life easier trays make it easier for and complement backyard chefs to experNapoleon’s charcoal tray makes it the backyard iment with new flavors oasis where peo- easy to switch from gas to charcoal and cooking styles— ple escape from without having to fumthe daily grind—is an investment in ble with foil packets. a home.

Barbecue grills are also available Stephen Schroeter, senior vice with interior halogen lights that illupresident of Napoleon, says, “The ver- minate cooking surfaces and interior satility of today’s grills makes them cabinets. While stainless steel remains vital tools for your culinary adventure. a popular choice for grills, porcelainThe innovations and features in new covered lids in different colors are grills hitting the market this year build making their way into the market. on making your barbecue an extenThese lids are easy to clean and are sion of your kitchen and an integral aesthetically pleasing. part of your backyard’s living space.”

“Homeowners are increasingly Multiple features are trending for looking for high quality and value in grills in 2014. Charcoal-tray inserts their backyard grills,” Schroeter says. (used with gas grills) enhance flavor, “They are looking for well-built baras well as improving convenience. becues that enhance their cooking Infrared grilling provides intense and their lifestyles.”

According to Napoleon Gourmet Grills, today’s barbecues are much

presence in the outdoor-cooking category, we both jumped at it.”

Baker brings outdoor-living salesmanagement, wholesale, and manufacturing-operations experience (as well as a strong retail background) to Alfresco Home. He has served on the editorial review boards of several trade magazines, and he was president of the Casual Furniture Retailers Association. His familiarity with all segments of the industry positions Alfresco Home well, as it drives the Fornetto brand further into the independent marketplace. In addition, Baker will continue to conduct field sales in the Southern United States.

The addition of the outdoor category in 2013, combined with Alfresco Home’s casual furniture and garden accents, further solidifies the company’s position in the outdoor-living marketplace. With showrooms in Chicago,

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Members of the digital marketing

Alfresco Home, manufacturer of dis-

team of California-based Infratech have retooled the company’s website (infratech-usa.com), giving users an opportunity to explore expanded information about the company’s many products. As the maker of stylish heating systems, the company now has a website that matches the beauty of its products. An extensive photo gallery features gorgeous installations on architectural homes and commercial properties.

John A. Mazzotta, president of Infratech, says, “Infratech has been a pioneer and leader in infrared technology for more than 50 years. We offer a wide range of products for comfort heat, automotive curing, and industrial/commercial heat applications. Infratech uses the latest in manufacturing technologies to offer you the most efficient infrared systems for the lowest cost in the industry.”

tinctive casual furniture and garden accents (and the exclusive North American distributor of the Fornetto™ wood-fired dual-purpose oven and smoker), has named Rick Baker as gourmet brand manager. An industry veteran, Baker has vast knowledge and expertise in the world of outdoor living, and these are integral to establishing Alfresco Home and its Outdoor Gourmet division.

Joseph Cilio, CEO of Alfresco Home, says, “Since the launch of our Outdoor Gourmet category with the Fornetto product line, I’ve realized that as the brand develops at retail, we would need a brand leader. Rick and I have been doing some independent projects together, and when presented with the opportunity to work closely on growing Fornetto and furthering our

Patio & Hearth Products Report March/April 2014

Modern Flames Electric Fireplace Featured on NBC Olympics Set The Ambiance CLX award-winning

electric fireplace from Modern Flames was featured on the elaborate NBC set for the 2014 Winter Olympics in Sochi, Russia. As an architect of the original linear electric fireplace, Modern Flames is a pioneer and innovator in the field of contemporary electric fireplaces.

A well-known set-design company, based in New York, New York, chose the Modern Flames Ambiance model AL100CLX, a 100-inch electric fireplace, for the NBC set of Bob

Phifer Introduces Colorful New Fabrics for the Outdoors

An outdoor swing and pillows featuring Phifer’s new Designed Fabrics Living Color collection

Chic pinkish reds are finding their way into home fashion,

New Infratech Website Is Alfresco Home Names Packed With Visuals and Rick Baker Gourmet Information Brand Manager

Illinois; Atlanta, Georgia; and Philadelphia, Pennsylvania—and a seasoned network of sales representatives across the country—Alfresco Home continues to make outdoor living easy.

and Phifer’s new Designed Fabrics Living Color collection follows suit with livable indoor/outdoor palettes that use these colors on bold scales.

Botanically inspired florals, stripes, and stylized geometrics provide substance, anchoring this upscale palette’s theme. Energetic azalea pairs easily with soft shades of fig and coral, earthy greens, and creamy neutrals, keeping the Living Color collection fun, fresh, and slightly feminine.

Phifer’s Designed Fabrics—which include plush, 100% recyclable GeoBella® cushion fabrics and sleek, sling-ready Phifertex® outdoor fabrics—are perfect choices for creating outdoor furniture that feels welcoming and stylish. The GeoBella line is a vast grouping of indoor/outdoor performance fabrics made of 100% olefin yarns recycled from postindustrial waste.

These fabrics have a soft, touch-

able texture that recreates the comfort of indoor furniture, yet they are built with the stability, strength, and durability needed for outdoor-cushion applications. Equally chic and eco-friendly, GeoBella cushion fabrics pair the perfect combinations of coordinating hues and intricate weaves, for a host of options to suit any decorating need.

Phifertex high-end performance fabrics are ideal for sling applications and can be used in awning, umbrella, pillow, and new and unusual exteriorfabric applications. For additional peace of mind, Phifertex fabrics are also infused with Microban® antimicrobial product protection to help prevent the growth of stain- and odorcausing bacteria, mold, and mildew that can damage the fabric. Both Phifertex and GeoBella fabrics are Greenguard Gold certified, meeting Greenguard Environmental Institute’s standards for low chemical emissions into indoor air during product use.

Costas. The face of the fireplace— originally a smooth, shiny black—was customized to deter the reflection cast by camera lighting.

The vibrant-orange naturalistic flame, which comes standard with this model, was kept the same; it used unique, energy-efficient LED technology to give it a very realistic pattern that brought a warm and welcoming feeling to NBC’s set. The designer was very happy with the way the fireplace fit the set and the image that it helped bring to the broadcast.

Because the Sochi games brought millions of television viewers to NBC each day, it was important to Modern Flames to feature its leading electric fireplace in today’s modern industry.

Kris Richardson, operations manager for Modern Flames, says, “We are very proud to be able to feature the Modern Flames product in such a high-profile setting.”

Michael Mettendorf Joins Homecrest As Vice President of Global Sales Homecrest Outdoor Living recently

hired Michael Mettendorf as vice president of global sales. Mettendorf has more than 25 years’ experience in consumer-product sales, with 10 years spent in the casual-furniture industry. From 2005 though 2012, he was the general manager/vice president of sales and

marketing for New River Casual Furniture, starting and building its North American operations. In addition, Mettendorf has been in senior sales/marketing leadership roles with Terra Flame Home, Surya, Fox River Mills, Daka Designs, and Sara Lee Corp.

Mettendorf brings the company a strong appreciation for the Homecrest brand (made in the United States), in terms of its quality and excellent customer

service. His leadership style and insights into understanding the casual-furniture retail sales floor are coupled with a strong passion to contribute to making Homecrest, its sales representatives, and its valued dealers even more successful.

He will play a pivotal role in leading the sales team, helping to define market direction and guiding new, innovative furniture collections and continued sales growth in the months ahead.

Hearth Industry Mourns the Loss of Golden Blount Golden Blount, hearth-industry veteran

and founder of Golden Blount Inc. (Dallas, Texas), passed away on March 6, 2014, at the age of 85. Blount started working in the hearth industry in 1970, as a manufacturers’ representative for Puritan, GloGolden Blount Fire, Hearth Craft, Thermo-Rite, Seymour, Trueheat, DuraVent, Metal-Fab, and Heat & Glo. His business quickly evolved into a distributorship, and in the 1980s, he began to import tool sets and screens from Taiwan.

He developed and began importing some of the first glass doors to come from Taiwan, and by the early 1990s, he had begun manufacturing these domestically, in Dallas. Today, his company is one of the top manufacturers of gas logs and gas fireplaces in the industry, selling Golden Blount products to many of the top fireplace-specialty shops across the United States.

Golden Blount was a hardworking, extremely competitive man who worked with his wife, two sons, and many longtime employees right up until his death.

Blount died about an hour before his 34th HPBExpo opened. He left behind many close friends in the hearth industry and is survived by his wife of 63 years, Julie; his two sons, James and Steve; five grandchildren; and his two dogs, Phoebe and Sarah.

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Circle Reader Service No. 13

March/April 2014 Patio & Hearth Products Report

13

spotlight

The State of Shade Seven leaders in the shade industry share their thoughts on the latest trends and products.

by CHERYL DANGEL BARTOLINI

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here is no one-size-fits-all umbrella (whether literal or figurative) when it comes to the shade industry. In fact, when seven manufacturers were asked to describe today’s shade products using one umbrella word, each came up with something different. The resulting word set provides guidance to 2014’s shade marketplace.

Unique is the word chosen by Gary Ecoff, president of Bambrella (Boca Raton, Florida). “Why not use [an umbrella] that is unique and that adds your final touch? Like any accessory, the umbrella can be the item that finishes the setting,” he says.

Diverse is the word that Bryan Sanches, vice president of sales and marketing for California Umbrella (Pomona, California), likes. “The options for product design and for more source materials are expanding every year; there are great new products entering the market and new solutions for shading an area that are gaining traction. In addition, manufacturers are bringing about even more refinement of their proven designs, creating greater value for the user,” he says.

“Products such as shade sails, cantilever umbrellas, retractable awnings, pergolas, portable tents, cabanas, and traditional umbrellas, among many other products, are all vying for consumer attention,” Sanches adds. “It is both a crowded field and an expanding market, with many opportunities.”

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Patio & Hearth Products Report March/April 2014

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5 room.” Of equal importance is the fact that consumers are looking for products with highly durable construction, “so that these purchases last for several years—with long-lasting, hard-wearing reliability,” she adds.

Jeff B. Dorough, vice president of sales and marketing for Treasure Garden Inc. (Baldwin Park, California), says that cantilevers is the word that most aptly sums up shade products in 2014. “Consumers desire large shade. Cantilevers are a very good solution, especially in the form of our AKZ collection (available in three sizes, with three mounting-kit options). The style rotates 360 degrees, as well as tilting 18, 36, and 54 degrees—both to the left and to the right,” he says.

Contemporary is David Heiman’s word of choice. Heiman, national sales

3

4 Jeff Leisen, national sales manager for Galtech International (Camarillo, California), likes the word consistent.

“As we have introduced more unique and specialized umbrellas over the years, it’s the staples—autotilt umbrellas in the core colors—that still make up the bulk of our business. People want a durable umbrella that will last for years, and that’s where our autotilt umbrellas with stainless-steel cables fit into the mix,” he notes.

Debbie Maytidu, national sales manager for Paradise Cushions by

FiberBuilt (Fort Lauderdale, Florida), says that bigger is her word choice. She says, “This is being driven by both retail and contract markets. One umbrella, with an 11- or 13-foot diameter or a 10-foot–square canopy, has the ability to shade several chaises or the majority of a seating area, creating a more comfortable outdoor experience for more hours of the day.”

She continues, “Adding a portable or semipermanent shade structure over seating areas really does create the physical manifestation of an outdoor

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1. The Plantation MAX cantilever from TUUCI 2. The Solair® PS 2000 retractable awning 3. Treasure Garden’s AKZ-00DV 11-foot cantilever umbrella, DC10 style, in 6649 Signal Cobblestone stripe and 6461 taupe fabrics 4. Galtech International’s 737SR umbrella 5. Paradise Cushions by FiberBuilt’s pop-up tent 6. California Umbrella’s ATA 908 9-foot market umbrella with crank and tilt

manager for Solair® Shade Solutions (Glen Raven, North Carolina), explains that he chooses that word because of the modern impression of awnings now growing among consumers. He says, “The perception of awnings is rapidly changing as homeowners realize they are not the obtrusive structures—with outdated style—they once were.

Retractable awnings allow homeowners to enjoy the hottest part of the day when extended—but once retracted, they can transform their outdoor spaces during the evening.”

Patrick Troy, vice president of sales, retail and design, for TUUCI (Miami, Florida), also admits that cantilevers are coming on strong. He says, “There has been a strong move toward cantilever parasols, especially those with a larger shade platform.”

That said, his vote for a word to sum up the industry is dynamic. “We

March/April 2014 Patio & Hearth Products Report

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spotlight

1

2 are constantly redesigning and reinventing what defines the typical parasol,” he explains. “As consumers’ shade needs change and the way parasols are enjoyed evolves, shade manufacturers need to stay ahead of the curve and keep shade solutions fresh and inventive.”

HOT COLORS As diverse as these manufacturers’ perceptions of the industry are, there is something of a consensus when it comes to 2014’s color trends. As always, eye-catching color is a hot trend; Ecoff reports “seeing interest in bright reds and blues.”

If Leisen goes by the orders filled under Galtech’s quick-ship program, core colors are the ones that are selling strongly. These include colors such as canvas, green, beige, black, and red, “although our special-order business has been very steady, over the past few years, as well,” he says.

“That’s where the striped and textured fabrics come into play.”

On that note, Dorough reports that sales of striped umbrellas are increasing. He says, “We see stripes trending, as many homeowners prefer the furniture to be neutral and the accessories—umbrellas and pillows— to be the accent pops of color.”

Dorough points to Peyton granite

1. Paradise Cushions by FiberBuilt’s 13-foot Oceana umbrella 2. TUUCI’s Plantation MAX cantilever 3. Bambrella’s 8.5x11.5-foot Levante umbrella

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stripe by Sunbrella® as an example.

“It is a big seller, along with our new Sedona and Hampton stripes in our exclusive O’bravia collection,” he says.

Sanches says, “The tendency to apply bold patterns has been growing. We have also seen a real trend toward a retro look, with alternating patterns and muted colors; a lot of our custom orders look as though they would be at home, poolside, in the 1960s.”

Maytidu and Troy agree that patterns continue to be in strong demand. “More parasol specifications with bold colors and patterns are a part of the shade landscape,” Troy says.

ON THE HORIZON Bambrella now has a stainlesssteel pole that is designed to complement the bamboo hub, ribs, and finials. “Also great are the new pavilion, with its 4-inch–square bamboo posts—and the new Circa hanging chair,” Ecoff says.

Bambrella recently introduced a quick-ship program that allows for 72-hour shipping, in most cases.

California Umbrella is excited about its new cantilever umbrella model. The CALI series is an offset umbrella offered in two canopy sizes: an 11-foot octagon and a 10-foot square. The company is also very pleased with the response that it has seen for its new autotilt umbrella model. “The ATA series umbrella offers a truly sensational value for the features it provides,” Sanches says.

In addition, California Umbrella has expanded its express program across several of its most popular

Patio & Hearth Products Report March/April 2014

3 canopy sizes. “We now include express production for a selection of colors that our customers can use on the CALI series cantilever umbrella,” Sanches notes.

For 2014, Galtech will add a silver contemporary finish to its autotilt line. “Each year, we see more and more growth in contemporary designs, and until now, consumers were using commercially designed products for the home to capture the look. Now, with the introduction of our SR series to the autotilt platform, homeowners can capture the look of contemporary style—with the features associated with traditional umbrellas,” Leisen explains.

Galtech has also introduced a base for its 887 and 897 cantilever umbrellas. The new base has a conventional round shape, with retractable rollers that permit the umbrella to be rotated or moved very easily. “The lines of the base are very clean, and the ease of operation is second to none in the cantilever market,” Leisen adds.

In response to inquiries and requests from retailers and hoteliers,

Paradise Cushions by FiberBuilt has developed shade structures in several styles. “We offer portable pop-up tents and semipermanent pavilions in heavy-duty aluminum and FiberTeak™ frame styles. The pavilions feature fiberglass ribs with marine-grade fabrics for the canopies and side-panel drapes, zippered closures, and Velcro tiebacks,” Maytidu says.

She adds that the company is constantly reviewing and improving the construction details and functionality of its products. She says, “The latest improvements have been made to the size and strength of our hubs, so that they provide superior support for all the new large umbrellas.”

Solair’s biggest innovation, of late, is its new retail awning display (RAD). “We wanted to create an aha moment for patio retail customers during in-store shopping,” Heiman explains. The RAD, which is a 10foot dual-awning display, allows retailers to show customers the ways in which an awning can serve as an enhancement to their outdoor

Circle Reader Service No. 17

spotlight

1

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2 spaces— without taking away valuable retail floor space. Each RAD is freestanding, allowing retailers to move it and to change the appearance of their showroom floors seasonally.

The RAD increases the visibility of the awnings and can be used as a conversation starter for sales staff. Heiman adds, “In addition, larger furniture sets can be incorporated into the display, creating an entire package for cus-

1. Treasure Garden’s UC409-SS 9-foot commercial-series umbrella in 6477 turquoise at The Langham Huntington Hotel, Pasadena, California 2. Solair’s retail awning display (RAD) 3. The 10-foot square cantilever Side Wind from Bambrella 4. Galtech International’s 887AB cantilever umbrella 5. California Umbrella’s CALI 338 10-foot square cantilever market umbrella with fillable base

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tomers to consider. It really has provided more credibility within the category.

Now, patio stores look 5 as though they are in the awning business, rather than just having a single wall unit, tucked away from the action.”

Treasure Garden has added its UC series, a full line of commercial styles (in three sizes and three frame finishes) to its TGEX quick-ship program.

The three sizes (7-foot square, 7.25foot octagon, and 9-foot octagon) are available in three finishes: anodized silver, powder-coated black, and a new powder-coated bronze (recently launched for 2014).

TUUCI has added umbrellas (with unique finish options) and large shade platforms to its line. These products are extremely tolerant of wind. “We now have the Plantation MAX dual cantilever and Plantation MAX F-1

Patio & Hearth Products Report March/April 2014

available in three varied Aluma-TEAK finishes and in sizes shading up to an 18-foot octagon and a 14x20-foot rectangular area,” Troy says.

In addition, TUUCI’s Shadow Works team has redesigned all of the systems that lock products from the MAX collections into their bases. The TUUCI MAX cantilever can now be easily rotated 360 degrees and locked into 24 positions around the base.

“One canopy can now be used as a mixed-use shade structure to shade multiple areas of the patio,” Troy adds.

WHAT’S NEXT What do these seven manufacturers expect of the next generation of shade? “As the economy keeps improving, I think consumers will continue to upgrade to better-made and aesthetically pleasing products,” Ecoff predicts.

Sanches suggests, “More ways to customize are in store. We are working in this area, and it has helped us expand our reach into the different markets in which we are operating.”

Leisen forecasts, “Different

shapes and different sizes: We have introduced some square umbrellas, in the past couple of years, and they have done fairly well, both commercially and in residential sales.”

We’ll see, Dorough predicts, “more types, sizes, and shapes in cantilevers.” Maytidu agrees—and she offers, as proof, an announcement that Paradise Cushions by FiberBuilt is developing a larger cantilever umbrella, to be introduced later this year. “Shade products are so important to all markets that, understandably, more products and styles are being designed to handle this demand,” she explains.

“New fabrics and new frame finishes are on the horizon,” Dorough adds. “It is an exciting time to be in the better-shade business.”

Heiman echoes that thought. He cites a recent study (from the Professional Awning Manufacturers Association and the American Institute of Architects) indicating that requests for outdoor-living spaces increased by 46% in 2010 and 56% in 2011. “As focus falls on outdoor spaces, shade products are going to become critical in helping homeowners make better use of—and truly enjoy—their upgraded areas,” he says.

“Look for more modern touches to awnings to help tie in the stylish aesthetic that homeowners are looking for in the outdoor area,” Heiman concludes. “In 2014, homeowners will continue to seek products that incorporate modern styles, colors, and patterns.”

Circle Reader Service No. 19

MARKETING MANEUVERS

beachside living A South Carolina retailer helps customers transform outdoor spaces into vibrant and welcoming retreats. by KIMBERLY RODGERS photography by CHARLES SLATE in 1999,” Holshouser says. Today, Custom Outdoor Furniture & Restrapping (Garden City, South Carolina) serves residential and commercial customers throughout the Southeast, offering a wide range of products from top manufacturers, in addition to refurbishing services for outdoor furniture.

“We have customers from the south end of the Outer Banks (North Carolina) to Savannah, Georgia, and we will drop-ship to different points throughout the country,” Holshouser says. Myrtle Beach, one of the top tourist destinations in the United States, has hundreds of hotels, propertymanagement companies, and homeowner associations that represent a large portion of the store’s contract business.

Happy Land, sales and marketing manager, reports that the company’s commercial clients buy primarily furniture made using strapping over alu-

I

n 1979, while driving in Myrtle Beach, South Carolina, Carrol Holshouser noticed a stack of patio chairs that had been discarded at the side of the road, outside a hotel. The vinyl straps needed to be replaced, but the aluminum frames of the chairs were still in very good condition, so Holshouser decided to pick them up and restrap them in his home workshop.

Top: Custom Outdoor Furniture carries a wide range of products from top manufacturers, including Mallin Casual Furniture, to meet the needs of its customers Bottom left: Able to withstand the elements of the area's coastal climate, products made from polyethylene lumber are big sellers Bottom right: From left, Sarah Maria (Sam) Holshouser Cox, Gregg Cox, and Happy Land

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Patio & Hearth Products Report March/April 2014

“My dad had been in the textile industry, selling polyester double-knit fabric, but that particular line of products was going downhill, so his job was being eliminated,” Gregg Holshouser says.

“He is a true entrepreneur, so his roadside find led him to open the first furniture-restrapping business in the Myrtle Beach area.”

For the next 12 years, Holshouser’s business focused completely on restrapping outdoor furniture. He then began to branch out, becoming a stocking distributor for outdoor-furniture manufacturer Grosfillex.

“My dad was still working out of his home, at this point, so in 1998, we began construction on the building we are in now, and we moved to it

minum frames (or products constructed of commercial-grade resin). Land, a veteran of more than 30 years in the casual-furniture industry, joined the company full-time three years ago.

“About the time I came on, we started offering more upscale products, in the retail market, because we noticed that homeowners were gravitating toward our higher-end lines,” Land says.

“We put together a wicker program, and that has done extremely well in our retail segment—along with higher-end aluminum furniture.”

Eco-friendly, durable, and maintenance free, polyethylene-lumber products are also very popular with both market segments. “Polyethylene lumber is just about bulletproof because its char-

Circle Reader Service No. 21

MARKETING MANEUVERS

acteristics fit so well with our coastal climate,” Land says. “Our top-quality polyethylene-lumber manufacturers supply us with awesome products that are completely made in the United States.”

Custom Outdoor Furniture & Restrapping works with a wide range of customers, from the owners of properties ranging from townhouses to multimillion-dollar estates, in the residential market, to boutique hotels and large-scale resorts, on the contract side. “We work with everyone on an individual basis and try to make suggestions about what they should consider,” Land says. “We run the scale, from introductory pricing to as high as a customer wants to go.”

FULL-SERVICE RETAILER Besides offering a large selection of outdoor-furniture lines and accessories, Custom Outdoor Furniture & Restrapping continues to offer the restrapping services on which the company was founded. “We stick to our roots,” Holshouser says.

He adds, “There are other outdoor retailers in our area, but we are really the only full-service store that offers the option of refurbishing a customer’s existing patio set. This is what sets us apart from the competition.” The surge in popularity of sling chairs prompted the company to add a reslinging service for resin and aluminum frames, along with a renewal service for frames (which includes sandblasting, powder-coating, and replacement of vinyl straps or slings).

“Many of our customers take advantage of these services. We are pleased to work closely with them, whether they buy new products or rework what they have. Of course, they’re always happy when we can save them some money and let them get a few

Top left: Happy Land Top right and bottom: Bright, colorful art and accessories reflect Custom Outdoor Furniture's beachfront location

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Patio & Hearth Products Report March/April 2014

Windward, to which we add strapping according to our customers’ needs. We offer the company’s residential furniture to our retail customers.” The building also includes a 2,900–squarefoot patio and a lower-level warehouse of approximately 8,500 square feet.

more years out of their furniture,” Holshouser says.

Running television ads on local cable stations is the store’s primary advertising method. “We find those spots are the most effective use of our advertising dollars,” Land says. The ads communicate not only the beautiful furniture selections available, but also the services that Custom Outdoor Furniture & Restrapping offers. “Many people don’t realize you can resling or restrap furniture, and they are just about ready to throw it out when they come see us,” she adds.

The store’s 5,400–square-foot showroom is divided, by category, into four spaces. “One of our larger rooms is primarily devoted to Grosfillex, our number-one supplier of premium contractgrade resin that will withstand our climate and the extreme use of tourists,” Land says.

Another large room features the store’s vast wicker offering and cushions; a small showroom houses accessories. “We offer stock or custom replacement cushions, with hundreds of fabric choices available,” Land says. A fourth showroom includes aluminum furniture, primarily from Windward Design Group and Telescope Casual Furniture.

Land explains, “Windward is one of our top suppliers and a big factor in our daily business. For our contract clients, we buy frames from

THE BEACH LIFE The store’s atmosphere reflects its prime Myrtle Beach location. Art and accessories display a casual, easygoing feel that’s very popular with the many retirees who have relocated to the area from the Northeast.

“We are at the beach, so we are not too formal or stiff,” Land says. “We have beach music playing in the store, even in the winter. People like to come in here because we have a friendly staff—and they see all our products and know that we will work with them to find exactly what they want. I think a big part of our success is that we have a casual atmosphere with professional service.”

From the very beginning, Custom Outdoor Furniture & Restrapping has been a family business, with Carrol’s wife, Jane, beside her husband—every step of the way. “For anything my dad did, she was right there with him, doing her fair share—and at times, much more,” Holshouser recalls. Land adds, “When they first started out, I think she might even have done some restrapping.”

The couple is now retired, with their son, Gregg, and their daughter, Sarah Marie (Sam) Holshouser Cox, taking over daily operations. Of the store’s founder, Land says, “Carrol Holshouser started this venture, and 35 years later, it’s still a thriving business on the Grand Strand. He is very much a character, and we still have customers who come into the store and ask about him all the time. He and his wife are very highly respected in this community.”

Circle Reader Service No. 23

HEARTH RETAILER

high impact

Coastroad Hearth & Patio has created a big name for itself by understanding the customers it serves. by SHARON SANDERS

T

he little-known beach town of Shallotte, North Carolina, is home to a locally respected specialty retailer that has an edge on its market.

Coastroad Hearth & Patio Supply Company has created a profitable niche for itself in the area’s retirement, golf, and beach communities, which stretch from Wilmington, North Carolina, to Myrtle Beach, South Carolina.

Like many hearth/patio shops, Coastroad was born from the gas side of the hearth business, provid-

Top left: Tom and Liesl Parks Top right: Coastroad Hearth & Patio Supply is located in a charming 1940s movie theater Bottom right: The store's cozy vignettes inspire customers

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Patio & Hearth Products Report March/April 2014

ing area farmers and residents with gasoline, fuel oil, and propane since 1925. As the region’s demographic factors shifted, so did the store’s offerings, which now include gas logs, gas grills, and anything associated with fireplaces and outdoor cooking.

Today, the store is run by Liesl and Tom Parks; along with their financial partners, Kathy and Robby White, they have turned it into a modern business that is in touch with its customers. In 1998, the business underwent a major transformation: It was relocated in a historic 1940s movie theater, which was gutted and turned into a slick, 2,800–square-foot showroom to display the store’s hearth, barbecue, and patio products.

“We consider ourselves to be a hearth retailer, first and foremost.

We brought in furniture to merchandise our showroom, but our

reputation is built on hearth products,” Tom Parks says.

One of the store’s major strengths is the fact that it knows its customers. Typical customers are retired professional couples who have relocated to nice homes and are trying to live slower-paced, stress-free lives. “This determines everything we do, from the products we buy to the services we provide,” Parks says.

Since the temperature in Shallotte doesn’t dip below the 50s

most of the year, hearth clients are not looking for products that provide heat; rather, the want those that are big on ambience and that offer ease and convenience. About 80% of the store’s hearth business comes from gas products, 10% comes from wood/pellet appliances, and the remaining 10% comes from electric products. Parks admits that he has shied away from electric products, in the past, because they are available from many big-box retailers—although

Circle Reader Service No. 25

HEARTH RETAILER remained steady ever since. In February 2014, Parks decided to put a linear fireplace on display in the store’s showroom for the first time (he had been selling strictly from brochures). He says, “We brought in the Travis Industries 4415 HO by Fireplace Xtrordinair. It looks fantastic, and the heat is incredible. It’s generating a lot of buzz that I think will further open our clients’ minds

KATIE HARDEN

he does recognize their potential.

“Our biggest opportunity with electric products is with homeowners who are looking for something easy to use. They may have wood or gas fireplaces that they don’t want to fiddle with, or may be afraid of dealing with gas,” he explains. There is a small portion of the showroom floor dedicated to electric fireplaces, including those

Top right: From left, Justin Vanderburg, Tom Parks, Denise Galiano, Lane Byerly, Paulette Fullwood, Glen Lewis, Liesl Parks, and Chriss Locklear Middle: Burning displays recreate the warmth and ambience of a real home Bottom left: The store’s mascot, Rosie

KATIE HARDEN

the cat

from Dimplex and ClassicFlame.

When it comes to style, the store’s baby-boomer customers are attracted to a more modern look, not to the traditional designs that are typical of the South. “It’s surprising, but modern style is our biggest growth area. By modern, I mean clean-faced products (without louvers); linear designs; and alternative media, such as stones, glass, and driftwood. I know we’re probably trending late in North Carolina, but it is happening,” Parks says.

A few years ago, the store installed a linear fireplace in a show house that was part of a local new-home tour—and it generated a lot of interest. “I would say that easily more than 1,000 people saw that fireplace. It gave them a firsthand look at how nice a linear unit can look in a real home setting,” Parks says.

The store’s linear-fireplace sales spiked significantly, and interest has 26

Patio & Hearth Products Report March/April 2014

to modern designs.”

The store also showcases cleanfaced models from Mendota Hearth, Majestic, and Town & Country. Interest in outdoor hearth products—and in particular, firepits—has been growing as well. Parks predicts that there is going to be an educational period for the marketplace. “We are working to show people the value of investing in a high-end firepit, instead of a $150 model that people are accustomed to seeing at a big-box retailer,” he says.

KEEPING IT FRESH According to Parks, there is huge value in regularly switching out the store’s showroom displays and products. “Styles, technology, and controls—everything changes so quickly, when it comes to hearth products, that we try to take a look at our showroom and make tweaks about every six months ” he explains. “We need to be on top of what is relevant for our market.”

One good example of this is the evolution of the store’s outdoorkitchen area. When Coastroad moved to its new location in 1998, it had an extensive outdoor-kitchen

display that Parks thought would be a big hit with customers. “We couldn’t sell a built-in grill to save our lives, so we took the display out,” Parks says.

During the past few years, however, Parks noticed that the visibility of outdoor kitchens had begun to grow (thanks to home shows on HGTV), so he decided that it was time to revisit the category. The new outdoor-kitchen display is even better than the original—with beautiful, high-end products that include warming drawers, two kinds of refrigeration, exhaust hoods, and food-preparation centers—and sales are climbing.

He explains, “The rest of the country is usually way ahead of us, when it comes to trends, so we have to be mindful of that. Looking back, it was clear that our market was just not ready yet.” He adds that grilling/barbecue equipment also is coming on strong because television shows are raising awareness of competitive and gourmet grilling; people want to replicate that excitement at home.

One unexpected addition to the showroom, Parks says, has been the best thing for business: its new cat,

Rosie. “She just showed up at the house one day, so we brought her to the store, and people love her. They will pick her up and carry her around; it’s hilarious. She has totally changed the atmosphere of the store. People will spend more time just talking and holding the cat,” he says, adding that people have even stopped in just to say hello to Rosie.

MAKING IT WORK Coastroad has many opportunities ahead, Parks explains. “We may not be a big business, but we’re a smart business. We make an effort to get better every year,” he says, adding that the store is very focused on ongoing education. He is a master hearth professional, certified by the National Fireplace Institute®, and his entire hearth team goes through all the necessary technical training and certification.

Parks says, “If any issue or question arises, we have great service people to handle it. This is especially important to our retired clients, who just want service personnel to roll up their sleeves and take care of them.”

Coastroad has worked hard to gain its reputation, and it plans to do what it takes to maintain it.

Parks says, “We owe it to our customers always to know what’s important to them, yet to guide them in new directions.”

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Circle Reader Service No. 27

OUTDOOR GRILLING

where retro reigns Customers are drawn to Grillers Hall of Flame by its eclectic displays of antique grills and fireplaces, as well as by its modern lines of North American products.

by CHERYL DANGEL BARTOLINI photography by MARK WILSON

gas grills were not very sophisticated, and you could carry a few dozen SKUs and meet the anticipated needs of a lot of the brands on the market.”

Bertassi, who is always up for doing something new, took a chance. He says, “It was one of the best marketing moves we ever made.” Later that year, the store started selling gas grills. “The first grill brand we sold was W.C. Bradley

W

alk into Grillers Hall of Flame (Indian Orchard, Massachusetts), and you might think you’ve entered a museum—or as owner/operator Gary Bertassi likes to say, a Cracker Barrel restaurant. Obviously, this isn’t your run-of-the-mill grill/fireplace specialty store. In fact, it is more like a museum or an antique store. Consumers can wander the aisles amid dozens of antique fireplace and barbecue accessories that are mixed in with the new, cuttingedge products that the store sells.

It is a store steeped in history—with an interesting history of its own. Bertassi started the store 1983, offering hearth, masonry, and chimney-sweeping services.

Top: From left, Gary Bertassi, Trena Bertassi, Jamie Funai, and Joe Skrodzki Bottom: Grillers Hall of Flame features an eclectic array of new and vintage grills, as well as accessories

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In early 1984, one of its hearth suppliers suggested that Bertassi might want to sell gas-grill replacement parts.

“There was a growing market for them, and no one seemed to be specializing in selling them,” he remembers. “This was back when

Patio & Hearth Products Report March/April 2014

Company, and then (immediately following that) Ducane grills, which we carried until 2013,” Bertassi says.

This is a man who respects history. That explains why his store is filled with antique fireplace and barbecue accessories. “I was espe-

cially a big fan of fireplace bellows and andirons, so those were my first focus. Then, one day, I came across a really cool vintage hibachi; I purchased it. I started noticing vintage barbecue items whenever I visited an antique shop, way before the advent of eBay,” he recalls.

He found more fireplace and barbecue items, and his collection grew. While he offered the vintage fireplace products for sale in the store, he never sold the vintage barbecue items. He says, “I had to make a choice, as we were running out of room and funds for collecting both. I chose the barbecue element because it offered a chance to present a unique part of history—unlike the vintage fireplace items, which could be commonly found in many antique stores (especially in New England, with its long history).”

Bertassi’s love of antiques gave him a unique niche in the market.

“People love to reminisce about the past,” he says. He frequently hears shoppers stating that their grandfathers had grills that looked like those on display. “It opens up conversations with new customers when you can show them an unused vintage Weber kettle or a Henry Ford picnic grill (including unopened boxes of Ford charcoal),” Bertassi adds.

Among the highlights in his museum in a store are the earliest and second production of Ford charcoal, an array of vintage barbecue aprons, hibachis, charcoal, tool sets, and even comic books. He has comic books featuring Donald

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Circle Reader Service No. 29

OUTDOOR GRILLING Duck, Jughead, and Fred Flintstone (among others) grilling.

He also displays a variety of tabletop and full-sized vintage grills. The grills take up a lot of floor space in the 3,000–square-foot showroom, so (depending on the time of year), many are in storage. The smaller items stay on display all year, covering the walls from floor to ceiling.

Bertassi’s approach to business is, he says, “very simple: a homey environment with excellent product knowledge and, always, a willingness to do right by the customer.” He reports that sales during barbecue season are always healthy, regardless of the weather—or the economy. In 2013, barbecue sales were strong through the first week of November, which was a little longer than he’s seen in most years.

Bertassi doesn’t have to worry much about competition, either from big-box stores or from smaller fireplace or pool companies that “dabble in barbecue,” he says. “We know the history of grilling appliances, way beyond what many in the industry know. With a name like Grillers Hall of Flame and 30 years of satisfied grill customers, our store just has customers flowing into it, come spring.”

That isn’t Bertassi’s ego talking; he’s just stating facts. He says, “Sometimes, time cements an image of who does something especially well, just as Weber has a magical name, for barbecue excellence, in consumers’ minds. On a much more limited basis, we seem to have that in our local market.”

He prides himself on selling North American products. “I just can’t ever fail to try something new to the market, especially if it’s made in North America and/or has special features,” he says.

Bertassi takes pride in being the first to try a brand. He says, “We’ve probably sold as many brands that no longer exist, over the years, as we sell new SKUs today. Some of the many grill lines we carried are long gone. Likewise, some of the personalities behind these grills and the people I had met are either deceased or no longer in the business. It’s not hard to reminisce about the simple old days of selling barbecue grills.”

Bertassi, despite his talk of the 30

For 30 years, Grillers Hall Of Flame has been recognized by the barbecue community for its diverse range of grilling appliances

past, is a forward thinker who now sells his own line of grill covers. In 1990, he met Maureen Sheppard, who decided that there were too many boring black grill covers on the market. “She had just built a new deck on her home in Southern California and didn’t want to have a boring black cover over her grill on that new deck,” Bertassi says.

Sheppard and a partner came up with a solution, named it Grillfitti, and produced some of the first modern versions of designer grill covers. Her biggest hit was a chilipepper design, which Bertassi sold for years. “When I got bored, for a short period of time, with retailing, I decided to start my own barbecuerepresentative company. I added the Grillfitti grill-cover line to my product mix,” he explains.

When Sheppard decided to sell her interest in Grillfitti, Bertassi continued, with the new owner, as a representative for the line. In 2000, Bertassi and his partner, Ralph Taylor (former National Barbecue Association president) purchased the rights to the name and designs. Taylor died in 2005, but Grillfitti still sells products directly to consumers.

In addition, Bertassi has patents pending on two other products, both designed exclusively for use

Patio & Hearth Products Report March/April 2014

with kamados. The Kamado Mate is a unique rotisserie attachment that fits almost all major brands of large kamados.

“Brilliantly designed by employee Joe Skrodzki, it can be used in both open and closed positions, allowing the user to preserve the thermodynamics important to kamado owners and chefs,” he explains.

“We also have what we believe is the first ever multifaceted indirectheating diffuser plate for use in kamados,” he adds. “Today, you have the burden of putting in and removing a heavy indirect plate when switching from low-and-slow smoking to fast-and-furious grilling.

This can result in breakage—or just in not having a place to store this greasy, heavy, secondary heat diffuser when it’s not in use.”

By comparison, Bertassi’s invention, the Spin-A-Mate, allows the user to switch from low to high heat—and even to use both modes at the same time, without having to do anything more than push a wheel.

The Kamado Mate is already in production and has been offered for sale, in limited quantities, since the end of 2013. The Spin-A-Mate is expected to be ready for sale later this spring.

Word spreads about this inventive retailer mostly by word of month,

but Bertassi does employ radio and print advertising, too. Only recently has he started to add open-house events to the marketing mix. The store uses kamados (such as the Big Green Egg) and the new Broilmaster Independence charcoal grill “because the smoke and smell attract a lot more attention than if we were cooking on a gas grill,” Bertassi says.

“Like our interior Cracker Barrel look, we’re just not that flashy, when it comes to promoting ourselves,” he says. From 1991 through 2000, however, he did publish the original Backyard Barbecuer News, a newspaper with a circulation of 10,000 that he mailed, three to four times a year, throughout New England. “That cemented the aura that perhaps the guys and gals at Grillers knew something about gas and charcoal grills,” he adds.

Going forward, Bertassi says, he is trying to get back to the basics.

He explains, “While it seems that manufacturers today want to overpizazz every aspect of their grill lines, many of our customers are still looking for the small and simple. It’s a hurried world we live in today, and when you’re lounging in your backyard paradise, sometimes simple is better than complicated. That’s our philosophy.”

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MADE IN THE U.S.A. Circle Reader Service No. 31

SHOWROOM SHOWCASE

all in the details

Focusing attention on the tiniest aspects of the customer experience has made Seasons Four one of the most talked-about stores in New England.

by SHARON SANDERS Photography by MARK WILSON

S

ometimes, it’s the little things that count the most.

For Apollo Award–winning retailer Seasons Four (Lexington, Massachusetts), there is no single standout business practice, marketing strategy, or product mix that it credits for its success: It’s the plain and simple fact that it pays attention to the details.

Owner Laura Hopkins says, “Anybody can sell casual furniture, but it is the details surrounding the sale that draw people in and make them want to return.”

The family-owned business— founded by the parents of

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Hopkins, Connie and Arthur Georgaklis—has been serving New England for 44 years (and selling furniture from Woodard since the 1970s). Unlike many specialty retailers that have evolved into patio shops, Seasons Four has been a patio dealer, as well as a garden center and a Christmas shop, from the beginning. While much has changed over the years, from furniture styles to the sophistication of the showroom, the one constant has been the attention to detail shown in every aspect of the business.

According to Hopkins, this is

Patio & Hearth Products Report March/April 2014

what has helped Seasons Four weather the ups and downs of the economy. “For me, it’s about always tweaking things and making sure that we are doing the best job we can with service, products, and everything,” she says, adding that she is very much an operationsminded person.

Hopkins grew up in the store, but before she began working fulltime in the family business, she took a job at Xerox—to gain outside exposure—at the urging of her father. “I’ve seen so much, in my corporate- and retail-business experiences, and I know what works for

our store. I’ve learned that one can implement something with a big pow, but it just fizzles out, if there’s not the right follow-through. Our way of running the business may not always be glamorous, but it has worked for us,” she says.

As the largest outdoor-living retailer in New England, Seasons Four takes an enormous amount of pride in its 14,000–squarefoot showroom, which features a stunning glass greenhouse. All of the store’s furniture is meticulously merchandised, with traditional and modern pieces that both inspire and satisfy every

Top right: Laura Hopkins Top left: Casual accessories create a relaxed buying atmosphere Bottom right: Every intentional detail matters at Season Four Middle: Textures, shapes, and colors bring together designer-caliber displays

type of customer. The store carries products from Brown Jordan, Cast Classics, Gloster, KingsleyBate, Lane Venture, Lloyd Flanders, Ratana, Woodard, and many other companies.

Hopkins and the sales staff work together to choose pieces that reflect the styles and tastes of New Englanders. Seasons Four is located in affluent Lexington; this, according to Hopkins, has been both a blessing and a challenge. She explains that many peo-

ple assume that the store’s merchandise is expensive just because it’s in Lexington.

Hopkins says, “I took a phone call from a gentleman once who told me, flat out, that he expected our store’s goods to be overpriced. I was horrified. I wondered how many people out there were thinking the same thing.”

Hopkins is very deliberate in her efforts to reinforce the store’s competitive pricing, and she emphasizes the fact that Seasons Four doesn’t

charge more just because it has good-looking displays. The whole atmosphere of the store is intentionally casual, from the way the salespeople dress to the manner in which they interact with customers, putting them at ease when they walk through the front doors.

The merchandise displays are sophisticated enough to inspire customers, but also are approachable and realistic, so shoppers can imagine the furniture and accessories in their backyards. Hopkins always dis-

Bottom: Customization brings personalization to Seasons Four’s clients

plays a few pieces to wow customers, inducing them to talk about the displays (and to think outside their comfort zones).

The staff, made up of employees with long tenure, isn’t on commission. “Everyone sells because he or she has a passion for selling and wants to be helpful. I am not a fan

March/April 2014 Patio & Hearth Products Report

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SHOWROOM SHOWCASE

Seasons Four’s airy glass greenhouse is the perfect setting for casual furniture

of a commission system because I think it has a negative effect on the team, and it can make customers uncomfortable,” Hopkins adds.

Specialty retailers, today, will say that the Internet has changed the way that people shop—and Hopkins is no exception. She refers to today’s younger customers as the sound-bite generation: They want to find their items, get them for the best price, and move on—because they have time constraints. “We’ve adapted and are sensitive to the need not to waste peo-

ple’s time, but at the same time, we’ve kept our same value system,” she explains.

The Seasons Four sales team looks at selling as putting together the pieces of a puzzle. “We ask customers questions that help them put together pictures of their dream backyards,” Hopkins explains, adding that customers can touch fabrics, sit in chairs, and feel the comfort of cushions—none of which can be done on the Internet.

The store tries not to carry brands that can be bought online and remains

aware of pricing at other retail stores (in order to stay competitive). “One has to make it worthwhile for people to come to your store,” Hopkins says.

What sets Seasons Four apart from its competition, Hopkins says, is followthrough. “We have worthy competitors, but I think a big difference is that we don’t stop serving the customer, even after the sale,” she says, explaining that in today’s retail environment, a specialty retailer has to be helpful and thorough— or it won’t survive.

There are Internet sellers vying for business, on one side; on the other, mass merchants are trying to steal away any sale that they can get. “People want to know that you will be available to help them with any issues or questions, at any time,” Hopkins says.

She regularly meets with her staff to look at ways to fine-tune customer service, adjust the store’s product mix, or review business practices. The store has experimented with many advertising and marketing strategies, and it has had moderate success with everything from

print to radio to television advertising.

“We ask customers how they have heard about us, but I honestly don’t think they know. They have probably been exposed to our ads many times, but there is usually one tipping point that gets them to our store,” Hopkins says.

She believes that word of mouth is, hands down, the best form of advertising. She says, “Bottom line: With a mature company, it’s hard to increase sales by leaps and bounds, so the most important strategy is to stay steady. We have been very deliberate in staying focused on the details, through all the hard times.”

For the future, Hopkins believes, Seasons Four will continue to grow and maintain a great reputation in the community. She says, “The outdoor-living season in New England may be short, compared with the season in other parts of the country, but people enjoy every moment of it. It may sound corny, but everyone at Seasons Four is motivated by making people happy, so we do what it takes to make that happen.”

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Patio & Hearth Products Report March/April 2014

Circle Reader Service No. 35

As I See It

CELEBRATING LIFE OUTDOORS For more than a decade, The Outdoor GreatRoom Company has helped customers embrace the sun and stars in stunning outdoor rooms. by SHARON SANDERS

D

an Shimek, hearth-industry veteran and cofounder of Heat-N-Glo® fireplaces, launched The Outdoor GreatRoom Company (Eagan, Minnesota) in 2003. As with everything he did, he ran the company with passion and a focus on innovation.

When Shimek died, in October 2013, he left behind a healthy business with industryleading products and a capable team that shares his vision. Patio & Hearth Products Report sat down with Renee Schmitz, marketing manager (who worked alongside Shimek for 18 years), to talk about the company and its promising plans for the future.

What is the story behind The Outdoor GreatRoom Company?

Schmitz: When Dan started the venture, 11 years ago, the plan was to devote all of his time and effort into developing gas grills—but the market was pulling him in another direction.

After just a few years, he saw that the real opportunity was more than just grills: It was the bigger picture of the outdoor room.

He shifted gears and started developing outdoor kitchens, firepits, fire tables, outdoor fireplaces, and all the elements that constitute an outdoor room. In 2009, the company was rebranded as The Outdoor GreatRoom Company, and it has become known as the one-stop shop for the outdoor room—offering everything from pergolas to fire products to furniture.

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Patio & Hearth Products Report March/April 2014

Why has the concept of a complete outdoor room been so well received?

Schmitz: My thought is it that when the recession hit and staycation became the hot word, people realized that there was a lot of value in the outdoor room. They were staying home to enjoy their backyards for everyday living, and they quickly realized that they needed more than just a few chairs and a grill.

Dan knew that that there were a lot of hearth retailers who wanted to take advantage of this trend (because outdoor products are counterseasonal), but they didn’t have the time to do research or didn’t know how to get started.

Dealers were faced with the tedious task of finding vendors for each product.

His vision was to provide those retailers with literally everything they needed to provide their customers with a complete outdoor room.

Eventually, patio retailers and even landscape architects became interested and started selling The Outdoor GreatRoom Company’s products, and it has grown from there.

What has been the company’s biggest success, over the past few years?

Schmitz: The firepit-table category has grown significantly, and The Outdoor GreatRoom Company has been able to rise to the occasion.

About a third of our company came from the hearth industry, which has been a great benefit because we know fire products—inside and out.

Working with the patio channel has helped give us insight into consumer trends.

The company currently offers about 30 different styles (with a variety of tabletop options, including granite, tile, SuperCast material, and glass). With all these choices, we are able to hit the price points and needs of a large customer base. I see us continuing in this direction for 2014.

What are the trends affecting outdoor rooms today?

Schmitz: For sure, it’s the fire element.

Information from landscape architects shows that 97% of consumers want to put a fire element in their outdoor rooms, whether that element is a fireplace, fire ring, firepit table, or something else.

Linear fire products, in particular, are becoming more popular. The other growing trend is outdoor kitchens: not only the idea of having one, but the size and number of components that people are buying.

I have also noticed, in the past few years, that there is quite a bit more movement on the custom and DIY projects. People will purchase our burners (and accessories) and customize their firepit tables. Many retailers are

Left: Renee Schmitz Middle: The Sonoma16-R wood pergola Right: The Intrigue spinning fire

Circle Reader Service No. 37

As I See It beginning to stock burners for this customer segment and are doing installation of the burners as well.

What new products are you most excited about for the coming season?

Schmitz: On the burner side, we have models with the option of automatic ignition, which is a big safety feature. They have been available since HPBExpo in

March; the burners were already used in some of our existing firepits.

The company is also introducing more linear burners for custom projects. In addition, we had two new firepit tables on display at HPBExpo: The first is the Point, which is a 12x42-inch firepit table with two linear burners that join together to create a corner unit.

The Montego firepit table

The second is the Boardwalk, which brings together stone, wood, and fire elements to create a unique look. For people who may have only balconies because they are living in apartments or condos, we are excited to offer new aluminum pub tables, which have been a big trend for the past few years.

The compact tables have umbrella holes that can hold our patented Intrigue spinning fire, which is powered by propane (designed by Dan; his son, Kent; and his nephew, Tony). The Intrigue started out as a gel product (the Venturi Flame) and we moved it over to propane, which works perfectly for this application.

What do you see as the company’s biggest challenge and opportunity?

Schmitz: A few years after the company was launched, the recession hit. We were working hard to get traction for the brand name at a time when nobody was buying.

Now that the economy is rebounding, we are working to move full steam ahead with our marketing efforts. We are looking for more great specialty dealers to take advantage of our one-stop–shop concept, which makes selling, ordering, and product delivery easy.

Our opportunity lies in the fact that outdoor living has become a big category that continues to grow.

There is so much potential for dealers to grow their sales of outdoor-living products, and we would like to help them.

What does the future hold for The Outdoor GreatRoom Company?

Circle Reader Service No. 38

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Patio & Hearth Products Report March/April 2014

Schmitz: We enjoyed double-digit growth in 2013, and I have no doubt that we will see the same in 2014. Dan always said that whether the economy is good or bad, a company must continue to innovate and make new products if it is to survive—that is what The Outdoor GreatRoom Company has always done.

His entire team (which consists of family members and many longtime associates) learned so much from him, over the years, and grew along with him—in so many ways. All of us know who he was, what he stood for, and what he wanted for the company. We plan to continue his legacy—great ideas and great products—for many years to come.

Circle Reader Service No. 39

my turn

GROWING IN NEW WAYS Gensun Casual Living receives high marks for its innovative outdoor-kitchen line.

by GREG THOMPSON

I

t’s been a long time coming, but Jan Trinkley believes that the time is right for Gensun Casual Living (Ontario, California) to enter the outdoor-kitchen market. Long known for its extensive casual/outdoor-furniture offerings, the company is jumping in with both feet, showing off its wares at last year’s trade shows, and taking note of what customers want.

After a decade serving as executive vice president at Gensun Casual Living, Trinkley did not make the kitchen decision lightly. With average growth of about 40%, over the past several years, the company had created a solid recipe for success. Instead of spoiling the dish, however, Trinkley believes that the new offering, just as the season heats up, will add spice to dealers’ selections.

Trinkley, who also serves as director of marketing and sales, says, “I’d been thinking about this for years prior to the introduction. The outdoor-room segment continues to grow in popularity, and it’s finally one of the top three rooms in the home that people want to decorate. The

Top: Gensun Casual Living now features a complete outdoor kitchen done in modules, with individual cabinetry

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Patio & Hearth Products Report March/April 2014

two main items purchased for the outdoor room are grills and furniture.”

In July and September 2013, trade-show attendees got a good look at the gorgeous finished product: It featured a complete outdoor kitchen done in modules, with individual cabinetry—looking just like an indoor kitchen. “It can be done in a small configuration or in a very large configuration,” Trinkley says. “Everything can be purchased and assembled by Gensun Casual Living: the cabinets, countertops, appliances, grills, refrigerators, and burners to make the outdoor kitchen complete.”

Retail sales, so far, are hard to predict because of the common industry foe of cold winter weather. Trinkley (along with his friendly competitors) is looking forward to a solid retail season, once warmer weather arrives.

Many dealers are now showing Gensun Casual Living’s kitchen configurations on their showroom floors, with the primary selling season still to come.

Gensun Casual Living’s designers have left little to chance, taking care to include cabinets ideal for the increasingly popular kamado-style grills, in addition to sink cabinets with attractive backings. The cabinets freely accommodate countertops, mini refrigerators, dishwashers, ice

makers, wet bars, and many other popular items.

“Other companies will sell cabinetry, but then you must have a granite or marble countertop assembled and made to fit whatever your configuration is going to be,” Trinkley says. “All of that has its issues. Those are beautiful products, but no one has put it all together the way Gensun Casual Living has done it. The dealers were excited when they saw it in Chicago, Illinois, and once the independent specialty retailers put it on their floors, it will be a good thing for everyone.”

BREAD AND BUTTER Gensun Casual Living is primarily a cast-aluminum manufacturer, featuring beautifully detailed products that are available in cushion, sling, padded-sling, and woven-sling models.

The outdoor kitchen is a major undertaking, but Trinkley says that the company’s bread and butter will not be neglected.

On the contrary, the company’s designers have introduced several new frame finishes, as well as a number of new fabrics and products.

For example, the Phoenix collection, deemed more of a contemporary design, generated a lot of retailer excitement. “We make a lot of different products—22 different collections,” Trinkley

Left: Gensun Casual Living’s designers have taken care to include cabinets ideal for the increasingly popular kamado-style grills Right: Outdoor kitchens can be made in small or large configurations, with cabinets, countertops, appliances, grills, refrigerators, and burners added to make them complete

says, “and we have a number of table collections. We have more than 400 fabrics to customize the product because we want to support the ability of retailers and consumers to have it their way, and to make their outdoor rooms as beautiful as indoor rooms.”

Skillfully juggling several new offerings at once is no easy task, but Trinkley credits a 2010 factory and foundry expansion, in addition to several newly hired personnel, for the company’s ability to maintain its growth. In 2010, Gensun Casual Living also earned the Manufacturer Leadership Award from the International Casual Furnishings Association in the Cast Metal category. These awards are presented, each year, to the best manufacturers in the industry—based on design, quality, customer service, business ethics, communication, merchandising, and trade relations.

“This past fiscal year, we grew by 71%,” Trinkley says, “and as that growth was progressing, we hired additional people in customer service, plus a marketing/sales manager to work with me. We added 32,000 square feet of additional warehousing to support that growth, and a lot of that warehousing is in Southern California, to accommodate direct shipments from our factory. We continue to grow, and we are adding resources to support that growth.”

Regular visitors to Chicago might have noticed Gensun Casual Living’s expanded Merchandise Mart showroom in 2013; this growth was a move that Trinkley made in an effort to display all of the company’s products—especially the new kitchens—permanently. “I think the display helped greatly because most people are visual,” Trinkley says. “If the dealer can’t see it, it’s very difficult to buy. Doubling the square footage

at the Chicago showroom was a huge plus.”

One of the most striking features of Gensun Casual Living’s signature furniture comes from the use of 356 aluminum alloy, coupled with a molding process that allows for intricacy of design. “We take extra steps in the metal-finishing stage to prepare the product for painting, and then our paint system uses an eight-stage cleaning system to accomplish a very smooth finish and excellent adhesion of the powder-coat base,” Trinkley explains. “The antiquing, and finally the clear-coat paint, bring it all together—for a product that stands out in any outdoor room.”

Now, if the weather would cooperate, the pieces of the puzzle would come together, Trinkley believes.

Even if another round of snow blankets the country, however, he is not a total pessimist, he says, when it comes to weather. In fact, he says, “A lot of people are going to have extreme cabin fever, and I believe those people are going to want to get out and enjoy the outdoors, no matter when warmer weather comes. We’re going to have a very good season.”

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March/April 2014 Patio & Hearth Products Report

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product innovation

A HOT SPOT Cold weather and pent-up demand heat up business for Empire Comfort Systems.

by CHERYL DANGEL BARTOLINI

W

hile others are grumbling about this year’s frigid winter, at Empire Comfort Systems (Belleville, Illinois), they are taking the snowfall, slush, and subzero temperatures all in stride. In fact, these days, Nick Bauer, COO, is walking around with a big grin on his face.

“I could kiss the polar vortex. As a heating company, we are dependent on the weather.

When it gets cold early, we usually have a good year. By around Thanksgiving, I can usually tell how the heating season will end up,” Bauer says.

In 2013, by mid-October, Bauer was forecasting a good heating season—and he was right. Thanks to the winter’s early chill and big snowstorms, Empire has been enjoying a profitable year. “The only bad thing is that we’re working our guys 50 hours a week to keep up with our customers, but they are doing a great job meeting the demand,” Bauer reports.

Sales in 2013 weren’t bad, either. He says, “After several warm winters, there was some life in the residential consumer market. There’s just been a lot of pent-up demand. Every single quarter was great in 2013.”

If Empire didn’t have the right products, however, there wouldn’t be sales, regardless of how bad the winter might be. To that end,

Top left: Empire’s 48-inch Boulevard vent-free fireplace Top right: Empire’s new direct-vent portrait fireplace in a traditional style

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Patio & Hearth Products Report March/April 2014

Empire has set a goal for itself of introducing five new products each year. During the past few years, the company has been doing exactly that.

MORE HEARTH PRODUCTS Empire is transitioning from a being a wallfurnace manufacturer to being a true hearth company. Currently in its 82nd year, Empire has its roots in wall furnaces, which it has manufactured for nearly 50 years. As a hearth-product manufacturer, it is a relative newcomer, having entered the business 15 years ago.

“Since then, we’ve continued to come out with new products to add to our lines, and we are currently working on new gas hearth products to add,” Bauer says. The transition has occurred fairly rapidly. Approximately 10 years ago, two-thirds of sales came from space heaters, with hearth products making up the balance.

Today, there has been a reversal in sales, with hearth products now representing two-thirds of sales. Bauer says, “That was our goal, 10 to 15 years ago, and we are well on track.”

The company has been able to do this by adhering to its master plan, which focuses on new-product introducing and getting into new markets. “You know, we’re doing all the basics,” Bauer explains. “We are developing products that our customers can sell and developing customers in markets where we haven’t been that strong.”

In new-product development, Empire is focusing on direct-vent fireplaces. “We’ve introduced new products in every one of the categories: fireplaces, inserts, cast-iron stoves, linear

fireplaces, and vented log sets,” Bauer says.

Empire got into the log market when it acquired Firegear in 2013, absorbing its indoor log sets into Empire’s product offerings.

Of the new markets that Empire is pursuing, Bauer says, “We’ve historically been stronger in the East and South, so we are expanding in the West and in Canada, while getting into more direct-vent markets. You have to develop the right products before you can target a market, so we’ve spent the time and effort needed to develop these products.”

FIVE LAUNCHES PER YEAR Empire’s product-development team is working at a hectic pace. “The research/development aspect is the easiest aspect of developing a product,” Bauer says, reporting that the sales force regularly provides product feedback to Empire’s engineers and its research/development department.

“We have daily conversations with sales representatives. We prefer to handle it on a daily basis, versus forcing a regular meeting in some hotel. I believe the more formal you make it, the less personal and accessible the reporting and information will be,” Bauer says.

This feedback indicates that fireplaces are getting too expensive and too complicated.

“There is a need for good products at value price points. A product with 10 to 15 features may be cool and win a Vesta Award, but if customers can’t use it or understand it, there will be service issues later,” Bauer says.

The philosophy at Empire is to develop high-

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product innovation

Empire’s new contemporary direct-vent portrait fireplace

quality, reliable products at value-based prices. Bauer says, “We will never be the $10,000–$15,000 fireplace guy, and we don’t want to be. We want to develop fireplaces for the masses, not the upper 5%.”

If Empire can keep its pricing where it wants it to be, it believes that the market will be there. “I’m afraid the entire industry is going to start pricing itself out of the price range that the masses can afford,” Bauer says.

NEW FOR 2014 Among 2014’s new-product introductions is a direct-vent portrait fireplace. “I had an idea to make a fireplace with a campfire look, and we came up with a portrait, which is a skinnier model that is taller,” Bauer says. The contemporary models are rated at 34,000 Btu and have glass-filled fire bowls, porcelain liners, and underfloor lighting.

Traditional models are rated at 37,000 Btu and have handpainted log sets, overhead lighting, and a choice of porcelain liners or ceramic fiber—in brick or stone. Both models feature a ceramic-glass viewing window and a multifunction remote that controls the light, the burner, and the optional blower. They were introduced in March.

Empire has also introduces the Boulevard, a vent-free linear unit. It offers the option of an S-shaped burner or a regular (straight) burner. “I don’t believe anyone has anything like an S burner out there,” Bauer says. The unit can be drywalled right to the fireplace opening, for a

clean look, or buyers can choose one of two simple, elegant frames.

Bauer says, “I believe this will be the largest noncustom vent-free linear fireplace on the market.”

This summer, Empire will launch a new outdoor linear fireplace, “which is really cool,” Bauer says. “Our engineers really surprised me with what they’ve done.”

Also coming this summer will be a luxury direct-vent, clean-faced fireplace called the DVCX, which is a step up from the premium DVCP model. According to Bauer, “Our goal was to introduce one new product in each price range, and now we have.” Coming in fall 2014 is a new large, direct-vent linear fireplace that is about 60 inches wide.

NOT FORGETTING GRILLS With so much emphasis on fireplaces, it is easy to overlook Empire’s grill offerings. While hearth products now account for most sales, Empire has introduced several new grills in the past few years. Bauer says, “The grill market is very large, and we have a very

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Patio & Hearth Products Report March/April 2014

small percentage of that market, so that’s always an opportunity for growth.”

Broilmaster, Empire’s line of gas grills, hasn’t changed much in 60 years, but is now making news. Last year, Empire introduced its first nongas grill, a charcoal model. Bauer says, “It was a little bit of a shock to see a nongas Broilmaster. For us, it was something completely different.”

Soon, bleak winter skies will give way to spring and summer sunshine, but even the bright weather forecast doesn’t dampen Bauer’s outlook. He says, “I’m extremely happy with where we’re going. Last year was our biggest hearth year ever, with really good growth, and I see that continuing.”

He adds, “I am a superstitious guy, so when I say that I am cautiously optimistic, that has more to do with my personality than with market indicators. We hope for the best, but plan for the worst.”

In fact, Bauer eagerly anticipates the new products to come. He says, “I’m really excited to see what the team we have assembled, along with our amazing customers, can accomplish over the next several years— and beyond.”

Circle Reader Service No. 45

CP corporate profile

STOKING THE FIRE Outdoor-furniture manufacturer OW Lee builds momentum after a banner year.

by JESSE BURKHART

H

ow does a company top its best year ever? That’s the question that Terri Rogers, president of OW Lee (Ontario, California), is wrestling with as the maker of outdoor furniture enters a new season.

In 2013, OW Lee increased its sales volume by 12.5% from the previous year, while also boosting its profit margin—a tricky feat to accomplish, considering that companies typically tap more resources to keep up with higher demand. The company’s overall performance was recognized when it received the Manufacturer of the Year Award from the International Casual Furnishings Association (ICFA) in September, marking the third time in the past four years that OW Lee has seized the honor.

All of that added up to what Rogers calls the best year ever for her company. “We have grown year after year—not in leaps and bounds, but with steady growth, which is good for us because it’s easier for us to manage,” she says.

For that growth, she credits recent capital upgrades and strategic changes to manufacturing operations that have helped streamline production at OW Lee’s two Southern California buildings. The company recently expanded its lease in one of those buildings by 27,000 square

Top left and right: The Madison collection

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Patio & Hearth Products Report March/April 2014

feet, creating more manufacturing space for its tabletop/hearth-top department, as well as more space to warehouse products in its quick-ship program. This year, Rogers says, she has put buying more manufacturing equipment in the budget, and she is also contemplating adding a third work shift, in the tabletop department, to keep up with demand.

Operationally, the company is working to reduce lead times by collaborating with its carriers to cut the amount of time that it takes to load and unload products. Chris Goff, vice president of manufacturing for OW Lee, says, “We’ve spent some time, in the past two years, upgrading the packaging—and now, we are focusing on the actual delivery to our customers. We are looking at educating the customers on receiving and scheduling shipments to get the product from us to them quickly, efficiently, and at the lowest cost (while minimizing damage).”

The renewed emphasis on delivery comes as Rogers anticipates a strong response to the company’s 2014 product introductions. In particular, the Madison and Viento collections—two wrought-aluminum lines that were unveiled at the July 2013 ICFA Preview Show™ in Chicago, Illinois—have garnered attention in the marketplace, she says.

The Madison collection blends neoclassical styling with refined Grecian elements, achieving

a transitional aesthetic that is enhanced by subtle details. The Viento collection, on the other hand, displays a more traditional look with flowing lines and ornate metalwork that are inspired by 18th-century Italian design. Both are full-line collections, offering standard and swivel dining and club chairs, as well as sofas, chaises, and ottomans.

OW Lee has also expanded its Monterra collection—the company’s most popular—by adding a sectional to the wrought-iron line, giving retailers a chance to earn more business from existing customers who want to give their outdoor rooms an alternate appearance.

“We still feel that Monterra deep seating, with the introduction of the sectional (as well as new introductions in our Casual Fireside firepits line), will lead the way for us again,” Rogers says. “That’s a tried-and-true collection, and adding more pieces that retailers can complement with stuff they already have on the floor works well. We think that those will be the drivers for us, in 2014.”

Looking ahead to 2015, OW Lee intends to stick with its bread-and-butter collections and develop more firepit concepts. It’s also planning to launch a contemporary collection—something that Rogers calls a step out of the box for her company, which is known for its portfolio of traditional and transitional designs. In addition, she says, retailers should expect a new fabric

well, because of it.”

Certainly, it’s a stiff challenge for any company—let alone one that has been in business for more than 60 years—to achieve double-digit sales growth in consecutive years. With OW Lee’s strategic initiatives and its no-frills, customer-centered approach, however, the company stands to capitalize on the momentum that it has built up from its best year ever.

“One of the ways we do business here is that we do not want to pretend to be a retailer or a designer,” Rogers says. “We want to focus on what we do best, which is manufacturing furniture to support the market channels that we supply. We approach our relationships as partnerships. We support our retailers, and in that partnership, we feel that we get a loyal dealer base to support our brand and products. It’s a win–win situation.”

book, in the near future, that allows the mixing and matching of different color palettes.

Because OW Lee manufactures in the United States at its growing campus, Rogers says, inventory and quality are easy to manage, helping the company advance its goals of improving delivery times and expanding its product offerings.

“Quality is something that’s important to us— more important to us than trying to go after all the business,” she says.

OW Lee offers tours of its manufacturing facilities as training tools for its specialty retailers, so that retailers can witness, firsthand, every intricacy of production. The goal, Rogers says, is to help specialty retailers become more intimately aware of the products, so they will feel more comfortable selling them. Along the way, the facility tours also have helped the company forge personal relationships with its customers.

“We can really get down and dirty, showing how the furniture is made,” Rogers says. “Retailers can see how many times the furniture is touched by hand; they can see how the cushions are made, what kind of zippers we use, and how the finishing system works. That has been a good tool for us, and it allows us to have some interaction with customers and find out what works in their territories. We’ve created some long-lasting personal relationships, as

Top left: The Monterra collection Top right: The Viento collection Bottom left: Viento dining

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March/April 2014 Patio & Hearth Products Report

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insight

Hot Off the Grill Forshaw’s new Exterus line helps bring the indoor kitchen outdoors.

by CHERISE FORNO

F

orshaw of St. Louis, already well established in the patio, hearth, and barbecue industry, is now making a mark with its customized outdoor-kitchen line, Exterus. Forshaw’s history extends back to 1871, when a cabinetmaker from England, Joseph Forshaw, began making wooden molds for sandcast coal-stove parts. This led to the formation of his own company, which became the largest supplier of coal-stove repair parts in the St. Louis, Missouri, area.

The family-run business has continued to grow—with its fourth generation, Rick and Joe Forshaw, establishing a network of dealers throughout the country for wooden fireplace mantels and for an extensive array of custom patio, hearth, and barbecue products.

Now, Forshaw has again expanded its product offerings with the addition of a unique outdoor-kitchen line, and it is gaining ground in the industry.

Forshaw officially launched Exterus at HPBExpo in Orlando, Florida, in March 2013, but it started becoming part of Forshaw’s product offerings before that, as the company entered the rapidly expanding outdoor-kitchen market. Exterus was a natural progression for the company, as it fit with the rest of the products that Forshaw sells and complements them well, according to Rick Forshaw Jr., who manages this new division.

Forshaw explains that the company has both manufacturing tools and experience in place, so the addition of the line was a logical choice for expansion. He adds that Forshaw was

Top left: The Exterus modular system Top right: Rick Forshaw Jr.

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“We understand how to sell these products because we sell them, 365 days a year, at our retail store.” able to fill a void in the industry by delivering fully custom, made-toorder outdoor kitchens. “We saw an opportunity to grow,” Forshaw says.

“We thought we could deliver a highquality, high-value product.”

The company operates a retail store (in St. Louis) that specializes in patio, hearth, and barbecue products, as well as outdoor kitchens, while it also operates as a distribution center.

By offering a high-quality product at a fair price, Forshaw has developed its own niche in a competitive industry.

Forshaw explains that having many years of experience in the industry has given Forshaw employees an in-depth understanding of outdoor products, in addition to knowledge of what customers are looking for in their outdoor spaces. Exterus provides consumers with the ability to design a unique, custom outdoor kitchen, complete with built-in grills and a variety of accessories to enhance any outdoor-dining experience. Forshaw’s exterior modules are crafted with galvanized-steel framing and covered with ready-to-finish PermaBase® to form strong, mildewresistant structures.

Exterus is very convenient because its modules can accommodate any

Patio & Hearth Products Report March/April 2014

grill or other outdoor-kitchen appliance. Instead of having to coordinate with several different companies’ cabinetry, customers can custom order everything they need from Forshaw.

This enables a customer to design an outdoor kitchen even if the grill, refrigerator, and side burner are made by different manufacturers.

Forshaw says that this improves the customer-service experience for both the retailer and the consumer because Forshaw is truly a one-stop shop. “We’ve made it easy to sell, while offering the custom element,” he explains.

Exterus modular cabinets also offer a great, cost-effective alternative to masonry work. They are easy to install, are less expensive, and still offer a beautiful aesthetic result.

Another advantage of the modules is their versatility. The lighter construction of the modular units (compared with traditional masonry framing) allows for easier positioning and installation, without the need for heavy machinery. The lighter construction is also engineered to support the heaviest grills on the market.

Installation can occur in as few as two days, and consumers can also work directly with an Exterus dealer for

installation—without having to find a contractor to complete the process.

In addition to being durable and convenient, Exterus achieves masonry decor with veneer stone, which Forshaw says is very popular. “We’ve seen a trend coming back to manmade veneer stone,” he says.

According to Forshaw, the popularity of the line will lead to future product additions. Angled cabinets and raised bars will be added, creating more opportunities for customization.

Forshaw says that the company is a great place to purchase outdoor-kitchen products because it offers knowledge and retailer support that are unparalleled in the industry. “We understand how to sell these products because we sell them, 365 days a year, at our retail store,” he says.

He adds that Forshaw’s experienced sales team understands that great retailer support depends on identifying customers’ level of product knowledge and meeting them at their experience level (whatever that might be). This helps the customer understand the product and select the proper options for an ideal outdoor kitchen.

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insight

A Proud Legacy Hargrove Manufacturing is an unshakable and respected leader in the hearth industry. by CHERISE FORNO

H

argrove Manufacturing Corp.

(Sand Springs, Oklahoma) is built on 30 years of providing high-quality, cutting-edge hearth products. The company began when Cindy and Gary Hargrove purchased a log company, Hamilton-Ditmore, and built a strong customer base, along with a reputation for superior manufacturing and design.

Mark Hitchcock, director of sales and marketing for Hargrove, says, “Over the years, Hargrove has been a leader in setting many of the trends and looks for the gas-log industry.

Today, after many changes and advances in products, Hargrove is a well-established hearth company known for its gas-log lines.”

Hargrove has been in the forefront of many innovations. For example, Hitchcock notes that in the earlier days, Hargrove was the first company to add color to logs. Before Hargrove’s development, all the logs offered were simply two toned, with a bark-textured look. “We were also one of the first to add charred, open looks—for a better view of the fire,” he says.

Hargrove has continued to develop new products, and it constantly searches for ways to deliver an expansive supply of gas logs that exceed customer expectations.

“Hargrove’s latest step forward is our Radiant Heat line of vented gas logs, which has been very successful for us for the past several years,” Hitchcock says.

The introduction of these logs has spurred several other gas-log manufacturers to begin introducing their own versions of radiant vented gas logs. This is another example of

Top: Mark Hitchcock Bottom: Aspen Timbers gas logs

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“Our customer service is a big reason that we have many long-term friendships in the industry.”

Hargrove’s tendency to propel the industry forward—and to be a leader in the hearth marketplace.

Hargrove’s Radiant Heat line provides much greater heating efficiency than other vented log sets can provide. Rustic Timbers sets feature split wood and charred logs that provide a realistic, warm glow. Cross Timbers sets have large front logs, a heavy bark appearance, and charring.

Woodland Timbers sets feature an open-view ember bed that’s ideal for showcasing the beautiful, deep bark texture and the lighter-colored split areas of the logs.

One of Hargrove’s latest product additions is the Aspen Timbers collection (in the Radiant Heat line). Aspen Timbers sets offer a more contempo-

Patio & Hearth Products Report March/April 2014

rary whitebirch design that features a two-piece, open look that maximizes its radiant glow.

While Radiant Heat vented gas logs are Hargrove’s most popular log sets, the company has also expanded its ventfree product offerings in the past few years—and has seen an increased demand for these products. Hitchcock adds that Hargrove is also introducing two new ventfree products. The first, Heritage Char, boasts larger logs, with three peaks of flame highlighted by a large ember bed.

The second, the Element series, will feature a linear flame with multiple media options. Hargrove also offers numerous way to customize these products, such as choosing fireglass or firebeads; adding birch/driftwood logs or river rocks; and selecting a burner with a stainless-steel or blackenamel reflective back panel.

One of the major trends that Hitchcock has observed is one that he believes will continue for gas logs: demand for electronic ignition options. According to Hitchcock, these systems present challenges (such as heat management and bulk) when a fireplace is retrofitted with them, but Hargrove has designed products to overcome these challenges.

Hargrove’s control-system concealer (CSC) hides and protects the components of electronic ignition systems.

“The CSC is basically a false floor that slightly raises the log set and conceals the valve system underneath it,” Hitchcock says. “One nice feature of our system is that you have easy access to the components—by lifting off the wings on each side of the floor— without disturbing the log set.”

Hitchcock stresses that the company’s staff and customer support are what make the company truly unique.

“We feel that we have the best gas-log products in the industry, but we are a smaller, family-owned company, which allows us to react quickly to market trends and changes,” he says.

“When you call us, you don’t get an automated attendant; you actually talk to a real person who will make sure you get connected to the person who can take care of your needs. Our customer service is a big reason that we have many long-term friendships in the industry.”

For the future, Hitchcock says, Hargrove will continue to add products to the gas-log line to meet the needs of its customers, in addition to expanding into new markets. As the company continues to lead the industry with new developments and high-quality manufacturing standards, Hargrove will also remain dedicated to providing unparalleled customer service.

Circle Reader Service No. 51

last word

ON THE LOOKOUT Leisure Design is an industry leader in its ability to identify trends that have staying power.

L

eisure Design (Scarborough, Ontario), a Toronto-area casual-furniture manufacturer, is a company that does business—with its eyes wide open—in the outdoor-living industry. From its furniture designs to the support that it provides its dealers, Leisure Design is always looking forward and is maturing alongside the industry.

John Burrows, vice president, explains that the consumer perspective on outdoor living is changing. It used to be seen as a way of life that was enjoyed primarily by people in warmer climates, but not anymore: Its appeal is becoming more universal.

One of the reasons to which he attributes the change is that people are traveling less. “In my job, I have flown quite a bit, and I’m tired of it. The lines, the prices, and the comfort of air travel aren’t what they used to be. Personally, I would rather spend time on my own vacation property, and I think many people feel the same way. They are forgoing travel and spending that money to create an oasis at home,” Burrows says, adding that Canadians endure long winters

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by SHARON SANDERS

and are determined to enjoy the summer fully.

When the snow thaws, new decks, pools, and patios are already planned, and those areas need furnishings. “That’s not to mention the fact that the home is always a great investment,” Burrows adds.

He explains that the hot trend in real estate in Canada, right now, is no longer the upgraded kitchen or bathroom (as it always has been, in the past), but instead, the outdoor area. When buying a house, people are interested in the potential of the backyard because it is the spot where they plan to relax and enjoy entertaining. Many newhome builders are even building outdoor-living areas into houses as standard features.

MONEY WELL SPENT Based on his experience as a manufacturer, Burrows says that people today are willing to spend more on outdoor furniture than they were in the past. “Priorities are everything, when it comes to how someone is going to spend his or her money,” he explains.

Outdoor furniture is something that people don’t look at as a casual

Patio & Hearth Products Report March/April 2014

purchase (as they once did). Since they are making their outdoor spaces a priority, they want to furnish them as they would furnish the inside of the home. Burrows says, “Where our company might have been intimidated to introduce higher-priced products a few years ago, we are not anymore. If we can provide the value, the customer will be there.”

In the Toronto area, an increasing number of restaurants have

started setting up their outdoor patios not with little bistro tables, but with sofas, sectionals, and coffee tables that are much more comfort-

Top: The Bordeaux sectional Bottom right: Standing, John Burrows; seated (from left), Robert Burrows, marketing manager; Miah Dela Rosa, marketing coordinator; and Joni Rae Gawat, senior graphic designer

able for customers who want to relax, chat, and have a drink. Burrows says, “I think that people see this, like it, and want to recreate the setting at their homes.”

Burrows adds that deep seating continues to be the top seller because of its comfort and style. For Leisure Design, this means not only the standard-sized sets, but pieces that are bigger in scale and that offer the flexibility to be rearranged for a gathering of any size.

It has begun making specialty pieces such as 122-inch sofas; sectionals in square, round, and crescent designs; and signature pieces that include double chaises and daybeds. “We are evolving, as a manufacturer, with more specialty products, especially sectionals and modular units. We’ll continue to push forward with new and innovative options,” Burrows says.

A FOCUS ON MARKETING Leisure Design has always made dealer support a priority. Most recently, the company made it its mission to help dealers meet the challenge of marketing in today’s Internet-driven world.

“One of the most important marketing tools a retailer has is its store’s website. We encourage our dealers to spend

time and money to update and upgrade their sites and to hire a professional to do that,” Burrows says, explaining that websites have matured tremendously over the past 10 years. It used to be good enough when a store owner’s daughter put together its website, but that’s not good enough anymore.

“We are in a new world that is moving into the second, third, and fourth generations of technology. A powerful, informative website (with beautiful photos and detailed information showing what a store offers) is not an option, but a must,” Burrows says. “Nine times out of 10, consumers will google a product on the Internet and will be directed to a retailer’s website—so the site has to impress them, so they are compelled to visit the store.”

Burrows says that one of the biggest mistakes that can be made is to have a static, outdated website—because it makes retailers look out of touch. “I can’t emphasize enough how important it is for them to embrace new technology.

Those who haven’t done it are not on a level playing field with their competitors, and they’re going to have a tough time as they fall further behind,” he explains.

For its part, Leisure Design has been working to create high-end photographs

Charleston dining

and videos that its dealers can integrate into their websites (and run on a loop in their stores). The lifestyle videos feature Leisure Design’s products, but also promote the outdoor category as a whole.

“Our job is to support our dealers and help sell our products,” Burrows says.

The company has two full-time graphic designers on staff to assist dealers with anything that they need. It also commissions the best photographers and video-production people, and it even uses professional voiceovers to create the best selling tools for its dealers.

Burrows adds that because the casualfurniture industry is not driven by consumer brands, it is a dealer’s job to make

customers aware of brands. He says, “Dealers have the power to steer people in any direction. There are a lot of great competitors in this business, and there are a lot of great products, so it can come down to which manufacturer presents its products better and gives dealers the right marketing tools.”

Burrows is optimistic about the future of the casual-furniture industry and is encouraged as he sees it mature. He says, “The good news is that there is always potential for new customers. The growth of the industry does not necessarily rely on the introduction of a new fabric, frame, or product: It’s about getting people excited about outdoor living.”

live

go

O U T S I D E

CHICAGO SHOWROOM | 222 MERCHANDISE MART | SUITE 106, 15TH FLOOR | CHICAGO, IL. USA 60654 TORONTO HEAD OFFICE SHOWROOM | 2111 McCOWAN RD. | TORONTO, ON. CANADA M1S 3Y6| 1 877.998.4427

www.LeisureDesign.ca Circle Reader Service No. 53

March/April 2014 Patio & Hearth Products Report

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HPBExpo Roundup

ONE HOT SHOW

by CAROL DAUS photography by DAVE CASTEEL

H

eld March 5–8 in Salt Lake City, Utah, this year’s HPBExpo was an enormous success: More than 350 leading hearth, patio, and barbecue manufacturers and suppliers exhibited and demonstrated their latest home-heating solutions; grills, grilling accessories, and fully equipped outdoor kitchens; casual/patio furniture and outdoor accents; water and landscape features; and all-weather entertainment products. The show attracted more than 5,000 specialty and mass-market retailers, along with professionals interested in getting a first look at the outdoor-living innovations that consumers will be asking for in the seasons ahead.

Pictured here are industry leaders who were among the exhibitors showcasing groundbreaking products. Patio & Hearth Products Report is proud to spotlight each of them for helping make HPBExpo 2014 such a successful show.

Bull Outdoor Products Frank Mello (left) and Mark Nureddine

Valor/Miles Industries Martin Miles

Hearth Products Controls Greg Steck (left) and John Wagner

Cal Flame Rob Santos

Forshaw Philip Chamberlain (left) and Rick Forshaw Jr.

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DCS by Fisher & Paykel From left: Matt Sinclair, Jason Grant, Gina Lathrum, Peter Blackwell, and Tony Barbee

Patio & Hearth Products Report March/April 2014

Blaze King Chris Neufeld

European Home Holly and John Markham

Införa USA StJohn Wiles

Hi Flame America David Guest and Elizabeth Bertoncino

Summerset Grills From left: Kevin Pierini and Jeff, Brady, and Nick Straubel

M&G DuraVent Andrea Rickett and Todd Lampey

Innovative Hearth Products From left: Glenn Thomson, Mark Klein, and Steve Plass

Crossroads Coatings Robert Lodgek

Duraflame Crystal Wohle

Empire Comfort Systems Jeff Cleveland (left) and Joe Brueggeman

Mendota Hearth Kent Roeder (left) and Bill O’Donnell

Big Green Egg From left: Lou West, Jodi Burson, and Jerry Stone

Modern Home Products Tom McAleer (left) and Tom Nitz

Twin-Star/ClassicFlame Bill Caples and Angela Scarbrough

The Outdoor GreatRoom Company Renee Schmitz (left) and Hilary Mays

Vermont Castings Group Ricardo Leon

Onward Manufacturing Ted Mealing (left) and Colin Kirvan

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

Alfresco Home Joseph Cilio (left) and Rick Baker

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HPBExpo Roundup

EuroKera Scott Watson and Jackie Collins

Patio & Hearth Products Report Tony Ramos

Infared Dynamics Bob and Lisa Cowan

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

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Memphis Grills/ Hearthland Products Bob Borgerding

Dimplex From left: Jane Laurie, Cindy Collins, and Denis Normand

Danver Mitch Slater (left) and Stephen Ross

Infratech/AEI/PGS Pete Arnold (left) and John Mazzotta

Napoleon Products From left: Ron McArthur and Stephen, Ingrid, Wolfgang, and Chris Schroeter

Travis Industries Kurt Rumens

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Swiss Grill From left: Matt, Chris, and John Hartwig

RH Peterson Company From left: Amy Bortz, Robert Dischner, Elaine Remy, and Jerry Scott

Selkirk Corp.

Sean Spellman and Jill Gantos

SCHOTT ROBAX Ashley Hamman (left) and Karen Elder

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WHAT’S NEW

6 Hot Products to Sell Now Bull Outdoor Products | www.bullbbq.com The new Pizza Q island is built for the ultimate pizza party. This new wood-fired oven is built in Italy—with solid, welded construction—of steel and electrogalvanized steel. The preassembled oven sits in a functional structure that has seating bars at both ends, wood storage, and a door/drawer combo, under the oven, for tools and other accessories. The MSRP for the Pizza Q island (as shown) is $7,200. The large oven sells separately for $2,857.

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Agio | www.agio-usa.com Modern, sleek, and trendsetting looks are what make Agio collections shine on your showroom floors—and Carmel, a bold new deep seating sectional group, is sure to cause a stir. Intricately woven, the all-weather–wicker collection provides a unique, contemporary look. For more information on Carmel and other beautiful Agio collections, visit the company’s website.

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NorthCape International | www.northcapeinternational.com Tisdale, one of NorthCape’s most stunning new collections for the 2014 season, is an elegant interpretation of traditional furniture design. Graceful, curved arms and a jaw-dropping new mahogany thick weave create a truly stunning collection. Tisdale is stocked in all five of NorthCape’s domestic warehouses, with quick-ship cushion options available in your choice of four of the company’s most popular Sunbrella® fabrics (with a contrasting welt).

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The Outdoor GreatRoom Company | www.outdoorrooms.com The Empire pub table is a perfect addition to any outdoor-entertaining space and is available in two shapes. The square table features a faux-wood slatted top and a modern design. The round model features a top of powder-coated metal. Add an Intrigue tabletop firepit for a real wow factor.

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Travis Industries | www.travisindustries.com DaVinci Custom Fireplaces™ by Travis Industries represent the renaissance of fire by embodying unique features that have never before been presented as accompaniments for gas fireplaces. A modular design innovation accommodates custom lengths (ranging from 3 to 20 feet) as single-sided, see-through, pier, bay, or island fireplaces, with any corner combination available.

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Hearth & Home Technologies | www.harmanstoves.com/Accentra52i The Harman Accentra 52i pellet insert is the latest upgraded edition of the best-selling Accentra insert. PelletPro™ technology and 85% efficiency provide powerful, even heat (within one degree of the set temperature) and maximum output from pellets of any grade. This saves money, and the insert easily heats a larger space. A reengineered design provides even easier operation and maintenance—for up to 50% less cleaning time than is required by any other pellet appliance available. Upgrade any existing fireplace opening. Even heat, easy maintenance, and distinctive features make the Accentra 52i a premium heating solution that is built to a standard, not a price.

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PRODUCT PROFILES Prestige Pro Napoleon introduces the Prestige Pro™ gas grill, featuring a deluxe high-top, stainless-steel, space-saving Lift Ease™ roll-top lid with cast-aluminum endcaps and a polished-chrome handle and trim accent. Five stainless-steel main burners are included, along with an integrated wood-chip smoker tray that pulls out for easy filling. Other features include Night Light™ backlit knobs, a rear infrared rotisserie burner, an infrared Sizzle Zone™ side burner, and the Ultra-Glide™ propane-tank storage tray. The grill produces up to 98,000 Btu. Contact: www.napoleongrills.com.

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Heat & Glo REVO Series Gas Fireplaces

St. Lucia Collection

The 7-inch–deep profiles of REVO series fireplaces make it possible simply to hang them on the wall. Three models—square, horizontal, and vertical—provide ideal options for different spaces.

Customize your REVO to fit your style with decorative fronts and multicolored LED backlighting options. Contact: www.heatnglo.com/REVO. Circle Reader Service No. 97

The St. Lucia collection by Alfresco Home is available in both dining and deep seating assortments.

The new finish for the Alfresco Home cast-aluminum group is amazing grey, and this sophisticated and clean finish supports not only the gracious seating sizes of St. Lucia, but also the Mission-style table designs. Visit the company at #16-120 in the Merchandise Mart in Chicago, Illinois.

Contact: www.alfrescohome.com.

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Hatteras Hammocks Tufted Single Swing Settle into this flagrantly comfy single-person swing, its evocatively patterned Sunbrella® fabric seeming somehow both familiar and exotic, and prepare to have the worry relaxed right out of you. Resistant to rot, mold, mildew, fading, and staining, the Hatteras Hammocks® El Greco Calypso tufted single swing’s two layers of solution-dyed fabric sandwich a fluffy center of polyester hollowfill fiber, made from recycled plastic drink bottles. The luxuriously pillowy contours come courtesy of 10 nickel-plated rolled-rim grommets, which also prevent rainwater from pooling in the swing seat. Contact: (800) 334-1078 or www.thehammocksource.com.

Pizza Oven From Brown Jordan Outdoor Kitchens Wood-burning ovens that actually heat up to 500 degrees in just 10 minutes are now available from Fontana Forni USA. These stylish, stainless-steel dome-shaped ovens from Italy are also offered with a choice of powder-coat finishes. The ovens feature more interior cooking space than other imports of the same size, along with a thicker stone cooking surface for enhanced results. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.

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Sunbrella Rain

Already known for its water resistance, Sunbrella® fabric is now offered as Sunbrella Rain, a 100% waterproof version of the legendary upholstery fabric. The fabric features a back coating that is completely waterproof when cushions are constructed according to preset guidelines, preventing water from getting inside the cushion. This unique fabric offers a quick-dry solution that allows people to continue lounging immediately, once the rain has stopped. Sunbrella Rain is available in more than 200 Sunbrella upholstery fabrics and is covered by the same five-year limited warranty as other Sunbrella fabrics, including coverage against loss of color or strength from normal use, exposure to sunlight, mildew, and atmospheric chemicals. Contact: www.sunbrella.com.

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Opti-V Opti-V™ uses unprecedented technology to render flames and sparks—for a virtual-fireplace experience like no other. The patent-protected design combines ultrarealistic flickering flames with 3D LED logs that spark and crackle.

The perfect blend of magic and realism: Opti-V is the most unbelievable flame effect yet.

Contact: www.dimplex.com.

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LaPaz Waterfall Firepit Welcome to La Paz, the tranquil answer to light up your backyard oasis. The Spanish might have penned the word for peace, La Paz, but California Outdoor Concepts brought the concept to life in this magnificent firepit, which doubles as a water feature. This deeply creviced vessel, with water trailing down the intricate base, reveals at once the surprise of sound. Truly playing on all of your senses, it illuminates your garden with fire, yet calms and soothes you. La Paz is the one focal point that you and your yard deserve. Do you want firelight to dance atop a cascading waterfall placed prominently in your own exclusive corner of paradise? Just say it: La Paz. Contact: www.californiaoutdoorconcepts.com.

Turtle Scrubbing Brush Further expanding the grill-brush line, the Turtle scrubber brush offers a fun new way to tackle tough cleaning jobs. Turtles are available in a variety of colors to lighten the mood during a dirty task. Pick a Turtle in the color you like best—or buy them all. Turtles are available in red, green, and blue.

Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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PRODUCT PROFILES Master Chef Outdoor Island Programmable LED lights add ambience and decor while two cascading waterfalls, a luminous firepit, and a heartwarming fireplace provide a calming, therapeutic show that is sure to soothe the senses. Undercounter lighting and a large, open cooking space also complement the Master Chef island, giving any culinary enthusiast enough room and tools to prepare his or her favorite recipes while creating an environment that can be enjoyed by all. At the center of the island is Cal Flame’s exclusive four-burner convection grill, built to provide superior heat distribution and designed to reduce grilling times. The Cal Flame convection grill provides an 800–square-inch cooking surface with four 15,000-Btu high-powered burners that grill, simmer, and sear your favorite meats to perfection. Contact: www.calflamebbq.com.

Gensun Casual Living

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Coyote Two-burner Grill and Grill in a Box (CCX2) Featuring interior hood lights and improved heat-control grids, this 304-grade stainless-steel grill is available as a preassembled grill in a box or as a grill head. Its MSRP is $1,199 preassembled (or $949 for the head alone). Contact: www.coyoteoutdoor.com.

Gensun Casual Living completes the outdoor room with the introduction of outdoor kitchens.

Cabinets are available in a variety of sizes and colors. Elegant countertops are made from cast aluminum and are also available in a variety of colors—and even faux-stone finishes. The appliances (including grills, side burners, refrigerators, and bar centers) are included in this new line. Contact: www.gensuncasual.com.

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Aspen Timbers Gas Log Set

Visit Us At National Hardware Show Booth #12375

Aspen Timbers from Hargrove is the latest addition to the company’s Radiant Heat series of vented gas logs. This new log style combines the elegant beauty of white birch with the premium radiant-heating characteristics and warm glow for which Hargrove’s Timbers series is known.

The logs are available in 21-, 24-, 30-, and 36-inch sizes to fit most fireplace applications. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

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Experience Paradise Quality Replacement Cushions, Decorative Pillows & Bolsters, Chaise Pads, Poufs, Umbrellas and More Manufacturer of Quality Home Products Proudly Made in the USA 866.667.8668 | www.paradisecushions.com

Delta Heat Premier Grill The all-new line of Delta Heat Premier grills includes significant design, performance, and feature improvements. LED control-panel lights; a sleek, redesigned exterior; and performance enhancements to the grilling system put these U.S.–made grills in a class of their own. They are available in 38-, 32-, and 26-inch models. Built-in grills’ retail prices start at $1,529. Contact: www.DeltaHeat.com.

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Venetian Curved Sectional The Venetian curved sectional from Leisure Design is the very essence of gracious living. This set is highlighted by a high back and rich, plush cushions, for a superb level of comfort. The fully functional round corner allows full use of the entire sectional. The 42-inch round coffee table features a frosted-glass top to convey a very contemporary motif. Venetian will become the focal point for your outdoor fun. Go ahead: Live outside. Contact: (877) 998-4427 or www.leisuredesign.ca.

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Sunbrella Terry

Sunbrella® terry is a luxurious, knitted upholstery fabric that combines the ultimate in texture, stretch, and performance.

The fabric is ideal for a variety of applications, including decorative pillows and upholstery, and it provides a unique textural component not usually found in traditional outdoor fabrics. The Sunbrella terry collection includes 14 colors: parchment, beige, wren, cocoa, dove, char, navy, mineral, spa, moss, herbal, wheat, pumpkin, and nutmeg. Contact: www.sunbrella.com.

La Jolla Waterfall Firepit

Bel Air Collection

Fire and water do mix in the La Jolla waterfall firepit. Gleaned from the La Paz model, this generation stands an ample 29 inches tall and fits perfectly on a patio of any size.

Only the harmonious sound of streaming water surpasses its brilliant fire—unless you pick reflective glass; all bets are off, after that. La Jolla is at once stimulating, yet intimate. Contact: www.californiaoutdoorconcepts.com.

The Bel Air collection from Gensun Casual Living offers cast, sling, padded-sling, and woven seating options. This collection features an elegant transitional design, with a multitude of choices to furnish your outdoor room. Bel Air can be customized with over 200 fabrics, three weave colors, and 11 frame finishes. Contact: (866) 964-4468 or www.gensuncasual.com.

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303 Fabric/Vinyl Cleaner 303® Fabric/Vinyl Cleaner™ is a premium cleaner specially formulated to clean all indoor and outdoor fabrics, carpeting, and upholstery while rinsing residue free. It’s designed to accomplish even the toughest, heaviest-duty cleaning jobs safely, using no harsh chemicals. 303 Fabric/Vinyl Cleaner safely removes difficult stains, including dirt, oil, grease, coffee, tea, ink, and pet stains. It contains no caustics or acids, and it’s nonflammable and nonfuming. Contact: (800) 367-3245 or www.303products.com.

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PRODUCT PROFILES Vineyard Collection The Vineyard collection by Alfresco Home is Everwoven™ all-weather wicker with a fresh, transitional style. It is available in frappe wicker, which provides stylish, clean lines in richly woven textures. Visit the company at #16-120 in the Merchandise Mart in Chicago, Illinois.

Contact: www.alfrescohome.com.

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Tungsten Smart-Heat Portable Bromic Heating is pleased to introduce the new Tungsten Smart-Heat™ portable. Featuring an attractive new look that moves beyond the outdated mushroom style that has dominated this category of heater, the Tungsten Smart-Heat portable has a contemporary design unique in today’s market. With the additional benefits of an antitilt structure, built-in wheels, a tilting head, and adjustable heat controls, the newest model from Bromic Heating is one of the most versatile, user-friendly portable heaters available. Based on the same premium style and patented technology that have become synonymous with the Smart-Heat range of heaters, the Tungsten Smart-Heat portable’s sleek lines and elegant black finish are the perfect complement to a modern patio or outdoor-entertainment space.

Contact: www.bromicheatingusa.com.

DP42: 42-inch Dry Pantry The DCS dry pantry offers a consistent, professional design with ultrapremium indoor features that help create a truly cohesive and functional kitchen. It’s an ideal place to store all of your outdoor essentials, dry goods, cookware, counter finishes, and anything kept in your indoor pantry. Contact: www.dcsappliances.com.

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303 High Tech Fabric Guard 303® High Tech Fabric Guard™ is a premium, patented formula that restores fabrics’ lost water and stain repellency. Recommended as the best fabric protectant by leading outdoor-fabric manufacturer Sunbrella®, 303 High Tech Fabric Guard restores water repellency, which guards against mildew formation, prevents leaks, resists soiling, and protects against both water- and oil-based stains.

Treated fabrics maintain their original colors and remain breathable. Contact: (800) 367-3245 or www.303products.com.

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Crossroads Coatings Crossroads Coatings is pleased to offer the first outdoor rust-inhibitive, heat-resistant protective coating. No primer is needed. It provides excellent protection for any heating appliance outdoors: grills, barbecues, barbecue trailers, smokers, pizza ovens, firepits, stands, and

wood-burning inserts. It can be used to protect any metal from the outdoor elements. Contact: (800) 280-2423 or www.crossroadscoatings.com.

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Opti-myst Pro The stunning appearance and majestic design of the Opti-myst® Pro are the perfect fit for custom applications, with tailored wall treatment for a truly built-in look. Revolutionary ultrasonic technology is used to create the flame-and-smoke effect of the Dimplex Opti-myst—an appearance so authentic it will be mistaken for a true wood-burning fire.

Contact: www.dimplex.com.

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New Hardware From Brown Jordan Outdoor Kitchens

Tuscan Outdoor fire continues to be a hot-ticket item in the outdoor industry, and no one offers more exciting looks in outdoor fire than Agio. The Tuscan firepit chat group offers homeowners the warmth and ambience of a beautiful outdoor flame, with a lovely rectangular porcelain-tile tabletop for elegant entertaining. Four surrounding deep seating rockers complete the look, which is sure to move quickly from your showroom floor. Contact: www.agio-usa.com.

Once the designer has made a style selection, further work may be specified to enhance the products and the overall project. The oxidation process that is used to create patinas is an accelerated version of natural exposure to time, touch, and environment. Repeated handling of the hardware will lead to the graceful wear of the patina. Contact: (855) 839-5063 or www.brownjordanoutdoorkitchens.

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®

Spiral Grill Brushes This long-handled spiral brush is constructed of durable plastic and features twisted bristles that get between the grill grates for more thorough cleaning. The bristles are five times stronger than traditional bristles. The long plastic handle has a knob for two-handed scrubbing power. Now, you can choose the color of your brush as you would choose a fashion accessory. Brushes are available in green, red, and blue, with short or long handles. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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 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

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gas side burners. Models also available in all-gas, all-electric or dual fuel.

Let us build one for you.

TRLD32 The deluxe series now includes a 32-inch model to back up its 44-inch big brother. TRLD32 has all the features of the company’s TRLD44—packed into a sleek, 32-inch body. Contact: (800) 966-8126 or www.summersetgrills.com.

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

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PRODUCT PROFILES BC25: 25-inch Beverage Chiller

Northstar Retro Cool

Entertain your guests with a professionally designed and culinary-created beverage chiller

by DCS. The 25-inch beverage chiller is a fully insulated compartment that can hold up to 17 gallons of ice to chill your refreshments. Its deep depth can comfortably hold sitting longneck-bottled beverages and wine bottles. It’s a perfect beverage solution for your outdoor kitchen. Contact: www.dcsappliances.com.

Bigger is better: The new model 1958 French-door fridges from Elmira Stove Works have a 24.8–cubic-foot capacity.

They’re retro outside, with 21st-century features inside. They have ice makers and filtered-water dispensers and are Energy Star compliant. They are also available in cabinet depth. Contact: www.ElmiraStoveWorks.com.

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Delta Heat Outdoor Refrigerator The Delta Heat 20-inch refrigerator is UL approved for outdoor use and offers exceptional performance and reliability. It features a stainless-steel exterior, a locking door, and front venting (for undercounter installation). A spacious 4.1–cubic-foot interior, three adjustable wire shelves, and a drink-can holder in the door provide convenient storage. The door is reversible for left- or right-hinged applications. The unit’s retail price is $999. Contact: www.DeltaHeat.com.

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Log Sets From Empire Comfort Systems Empire’s Boulevard linear fireplace now offers a choice of log sets to tailor your fireplace to your decor. Choose the rugged, traditional Charred log set (with bark, bare wood, and plenty of charring) or the Driftwood log set, with driftwood logs worn smooth by sun and sea. Both of these ceramic-fiber sets feature rich, handpainted detail on long, slender logs—scaled to fit this large linear fireplace. Contact: www.whitemountainhearth.com.

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Valor’s L2 Linear Fireplace Inspired by the highly successful L1 series, the L2 linear fireplace provides a 50-inch widescreen display (10 inches wider than that of the L1 linear). High-quality surrounds in bronze, black, brushed nickel, and the company’s new GRC sandstone finishes frame spectacular flames and radiant warmth from within. Firebed options for the L2 include the Long Beach driftwood set and the Murano glass kit. Join living spaces seamlessly with Valor warmth, design, and reliable home comfort. Contact: www.valorfireplaces.com.

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PRODUCT PROFILES

Exterus by Forshaw With Forshaw’s exclusive Exterus modular system, building a beautiful, custom outdoor kitchen couldn’t be easier—or more affordable. Exterus is lighter than traditional masonry kitchen framing, allowing you to place a kitchen in areas unable to support a masonry island. Lighter construction, however, does not compromise quality. The durable outdoor modular cabinets are constructed of 22-gauge, galvanized 60 steel framing and ® covered with ready-to-finish 0.5-inch PermaBase for a strong and mildew-resistant barrier. Many kitchens using the Exterus modular system can be installed in just two days. Contact: (800) FORSHAW or www.forshaws.com.

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Refractory Panels Trisore 100H The Trisore 100H is a three-sided (or bay-style) fireplace with a frameless design. This very modern, fresh look comes from Element4 of the Netherlands and is distributed by European Home. A three-sided fireplace is an interesting alternative to a single-sided version. While it installs like a single-sided unit, the added side returns provide additional views and drama. The new 100H offers a double burner and a tall view, combined with glass-to-glass corners.

Contact: www.europeanhome.com.

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.

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TravelQ Napoleon’s new portable gas grill, TravelQ™, is like nothing else in the marketplace.

Offering up to 12,000 Btu, two circular burners, and 285 square inches of cooking space, this grill is perfect for tailgate parties and family vacations. Backed by a 10-year warranty, the TravelQ’s ultracompact design makes it easy to set up and use. When folded, the TravelQ’s legs double as a hanger for wall-hanging storage. Its large, weatherproof wheels and high-quality construction will provide customers with years of enjoyment. Contact: www.napoleongrills.com.

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Coyote Refreshment Center Equipped with a built-in sink/faucet and a sturdy, self-insulated drop-in cooler, this 30-inch refreshment center makes total food preparation and chilling beverages a breeze. It also features a bottle holder, a bottle opener, a towel rack, and a four-bin removable insert for condiments. Its MSRP is $1,199. Contact: www.coyoteoutdoor.com.

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PRODUCT PROFILES

38-inch Double Door Bull Outdoor is pleased to introduce its 38-inch double door for outdoor kitchens. Made of 304 stainless steel, this ultradurable door is double lined and features Bull Outdoor’s sleek matching handles. The new door is easy to install and fits perfectly under Bull Outdoor’s Brahma 38-inch grill.

Contact: (800) 521-2855 or www.Bullbbq.com.

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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, firepits, grill stands,

Fireview Cookstove Cook dinner. Heat the house. Enjoy the fire. The high-efficiency Fireview wood-burning cookstove from Elmira Stove Works has a 60,000-Btu output; a large, 3–cubic-foot oven; and optional side gas burners. It’s the latest advance in the way things used to be. Contact: www.ElmiraStoveWorks.com.

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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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FRP908-2 From Cal Flame

www.coyoteoutdoor.com

www.coyoteoutdoor.com / 855.520.1559

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The FRP908-2 is a beautifully crafted outdoor fireplace made using a 16-gauge galvanized-steel frame.

Reinforced by HardieBacker® tile-backer board and with sturdy one-piece construction and an extended front mantel, it is accented with a beautiful tiled-top mantel. It has a battery-powered electronic-ignition on/off switch, an extended 18-inch–tall chimney, a 36-inch firebox with seven logs, lava rocks to accent the base of the firebox, an 18-inch grate, a 55,000-Btu stainless-steel burner, and ETL approval—and it has an LP/natural-gas option. The ambience and elegance of this fireplace will add to the attractiveness of any backyard. Contact: www.calflamebbq.com.

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Broilmaster Cooking Grid Broilmaster’s new V-channel cooking grid captures up to 60% of the drippings released from foods being cooked on an infrared grill.

The channels hold these juices just beneath the food, where heat from the infrared burner converts them into steam and smoke, adding flavor and moisture to everything you grill. The grids clean up easily with a regular grill bush. V-channel cooking grids come standard on all 2014 Broilmaster R3-series grills and are available individually for customers who own Broilmaster R3, P3, D3, and H3 grills. On the company’s website, click on the Products tab.

Contact: www.broilmaster.com.

Bidore 100H by Element4

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The Bidore 100H is a stunning, frameless, linear right- or left-corner gas fireplace. It is produced by Element4 B.V., an award-winning fireplace manufacturer from the Netherlands, and is imported and distributed by European Home for installation in North America. This new 100H model offers a tall view, with a trimless glass-to-glass corner. With a full view on one side and a hint of the fire from around the corner, its architectural style is compelling. Contact: (781) 324-8383 or www.europeanhome.com.

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Astria Montebello Direct-vent Gas Fireplace

Canvas Capri Tufted Hammock Cozy grommet-tufted contours cradle you as an overstuffed featherbed would in this Hatteras Hammocks® masterpiece of comfort. Two layers of cottony-soft, all-weather Sunbrella® canvas Capri fabric sandwich a plush center of recycled polyester hollowfill fiber made from recycled plastic drink bottles. The spreader bars are richly grained South American cumaru; the hanging hardware is handsome, hardy zinc-plated steel. The hammock body measures 55x78 inches, and the total length is 13 feet. The tufted trapezoidal pillow comes included, though the Roman Arc cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com.

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New Monessen Patriot Direct-vent Fireplace System

Astria’s Montebello™ direct-vent gas fireplace offers the versatility and performance necessary to make it a stunning centerpiece for any home. With the ability to be configured with a traditional, premium oak log set or a sleek contemporary burner, Montebello can complement any style. It features a powerful burner system that produces tall, dancing flames and is available with multiple style options, to make customization possible. Contact: www.astria.us.com.

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Valor Edgemont Door Kit

Meet the new four-in-one, clean-faced, direct-vent fireplace system from Monessen. This new fireplace provides the flexible installation that you’ve been looking for: it’s rear/top field convertible, as well as traditional/contemporary field convertible. It features a louverless, flush face and sleek, modern styling, as well as an ember-bed burner with fiber-ceramic logs and lava rock (contemporary glass and stones are also available). You will be proud to offer the Monessen Patriot to your customers. Contact: www.monessenhearth.com.

The Edgemont lift-off door kit is now available for the Legend G3.5 insert series, and it is available in bronze, brushed nickel, and vintage iron. This beautiful lift-off door collection offers a fresh, new, clean look for the Legend G3.5 insert series. The Edgemont seamlessly integrates the company’s fine-mesh barrier screen into a one-piece, laser-cut, four-sided door. The backing plate is included and features a powder paint finish with crafted corner detail. Contact: www.valorfireplaces.com.

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PRODUCT PROFILES Spectrum Collection Cast in solid A356 aluminum, the Spectrum collection blends clean lines with classic flair to create an eye-catching look. The Spectrum collection includes an armchair, a swivel barstool, a swivel rocker (available in balcony height), and a love seat. All pieces come with Outdoor Lifestyle’s unique 15-year warranty on furniture frames and a five-year warranty on paint finishes in residential use.

Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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Paradise Cushions by FiberBuilt’s New Poufs The Pouf is one of the hottest products of the season. This functional and decorative accessory works both as an ottoman and as occasional seating. These fun pieces are lightweight (at only 4 pounds) and stackable for easy storage, and they provide the perfect accent for any seating area—indoors or outdoors. To accommodate all decor needs, the company offers two shapes: square (20x20x18 inches) and round (20 inches in diameter and 18 inches tall). Poufs are filled with durable polystyrene beads inside a protective nonwoven-fabric insert, and they are upholstered in a wide array of furniture-grade Sunbrella® acrylic fabrics. Contact: (866) 667-8668 or www.paradisecushions.com.

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New Peterson G52 Radiant Fyre Gas Logs With enticing, dancing flames to see, you can also feel the warmth of the new RH Peterson Real Fyre G52 Radiant Fyre gas-log systems. Molded with an exclusive, fiber-enhanced refractory-ceramics mixture, these logs showcase crisp Charred Evergreen Oak bark detail, and they glow and radiate like real, burning wood logs. An exclusive stainless-steel booster grid acts as a catalyst to increase the intensity of the fire. Contact: (800) 332-9273 or www.rhpeterson.com.

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Starlight Collar Tilt by Treasure Garden The elegant and durable Starlight collar tilt from Treasure Garden sets industry standards for fashion and design—for both daytime and evening. With built-in rib lights, the Starlight will light up your party, all through the night. It’s available in two sizes: 9 and 11 feet. The collection features the finest tilt design ever. You simply turn the collar, even while sitting down, for infinite degrees of shade comfort. With more than 25,000 shade options, Treasure Garden is the number-one name in shade. Shown is the UM8000SL 9-foot Starlight collar tilt in 6862 Cha Cha persimmon. Visit the company in showroom 1655 at the Chicago Merchandise Mart.

Contact: info@treasuregarden.com or www.treasuregarden.com.

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SCHOTT ROBAX

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Sunpak-TSR Patio Heater

SCHOTT ROBAX® has developed new creative decorations and colors. All colors and decorations are lead free, temperature resistant, and scratch resistant. Manufacturers can now choose from mosaics, playful graphics, and familiar frame designs using eight different colors, giving fireplace or stove glass ceramics distinctive designs that will distinguish them from standard products. Contact: (941) 831-2200 or www.schottrobax.com.

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.

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Patio & Hearth Products Report March/April 2014

IronStrike Montlake 230 Wood-burning Fireplace Insert

Featuring an oversized, 122-inch–long deep seating sofa, the Bordeaux collection from Leisure Design creates a dramatic statement for chic outdoor decor. Also featured in the ensemble are stylish lounge chairs; an oversized, 28x56-inch low coffee table; and key accessories, such as single and double ottomans and handy occasional tables. Go ahead: Live outside. Contact: (877) 998-4427 or www.leisuredesign.ca.

IronStrike’s Montlake™ 230 wood-burning fireplace insert converts any fireplace into an efficient, clean-burning wood heater. Its elegant design features an expansive ceramic-glass panel that offers unobstructed views of the fire and enhances the existing fireplace. Montlake’s precise one-touch control and smoke-reducing air booster, combined with its reliability and innovative technology, ensure lasting comfort. Contact: www.ironstrike.us.com.

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Bordeaux Deluxe Sofa Collection

Vision

Celaya Cushion Deep Seating

The Vision is the industry’s first (and only) see-through wood-burning stove. It is noncatalytic EPA approved, with very low emissions (averaging 3.6 grams per hour).

The firebox is made of high-grade stainless steel for quicker heat transfer and more durability. It comes completely assembled, with two heat-activated blowers, a sealed ash pan, a built-in barbecue grill, and a patented automatic air control. The user can load this stove on either side; the maximum log size is 24 inches. Contact: (877) 593-4722, www.supremem.com, or anastasia@supremem.com.

This elegant, contemporary design features a unique attached cushion and an oversized (but stylish) frame.

Enjoy casual comfort with a luxurious feel. Contact: www.mallinfurniture.com.

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King Coal

Palisades Collection by NorthCape New for the 2014 season, NorthCape’s Palisades collection is a KD sectional group that offers multiple configurations with just a few pieces. Available in a new Sahara finish, Palisades is stocked in all five of NorthCape’s domestic warehouses, with quick-ship cushion options available in your choice of four of the company’s most popular Sunbrella® fabrics (with a contrasting welt).

When you’re looking for style, comfort, and value, look no further than NorthCape. Contact: www.northcapeoutdoor.com.

Summerset Professional Grills is earning its stripes with its first U.S.–made 304 stainless-steel charcoal grill.

It provides classic charcoal grilling on a modern Summerset barbecue.

Contact: (800) 966-8126 or www.summersetgrills.com.

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Tropitone’s New Cushion Seating Models Tropitone recently introduced new Montreux II cushion seating models (shown here) and updates of Lakeside cushion seating models. Both are designed to complement the innovative designs of Montreux URComfort® and Lakeside URComfort cushion seating collections better. Eleven models of Montreux cushion seating were changed, the better to complement the styling of URComfort. The new models include a dining chair, a swivel rocker, a chaise, a chaise with wheels, a double chaise with wheels, an action lounger, a swivel action lounger, a lounge chair, an ottoman, a love seat, and a sofa. The Lakeside cushion dining chair and swivel rocker were also updated. These models also coordinate better with modular Montreux and Lakeside ottoman tables, which were designed to complement URComfort seating. Contact: www.tropitone.com.

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PRODUCT PROFILES

Paradise Cushions by FiberBuilt’s Hottest Cushions and Pillows

SCHOTT ROBAX Atmosfire Dry Wiper

Paradise Cushions manufactures a huge variety of decorative and useful cushions, pillows, bolsters, and seat pads to refresh and update the look of existing outdoor furniture. For enhanced comfort, the company also provides custom attachable headrests that secure with fabric-covered Velcro strapping. You can choose from the most fashionable colors and patterns of furniture-grade Sunbrella® acrylic fabrics, and you can include self-welts or contrasting welts for added embellishment. Contact: (866) 667-8668 or www.paradisecushions.com.

SCHOTT ROBAX® named Fireside Distributors as a key distributor for the recently developed Atmosfire™ dry wiper.

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

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Barletta Cushion Dining Exclusive saddle stitching adds subtle detail to the Barletta collection. The streamlined profile, with substantial extruded arms and spacious deep seating, offers unparalleled comfort.

Contact: www.mallinfurniture.com.

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Claremont Lounging Collection The Claremont Lounging collection offers buyers a deep seated, French-flavored family that combines comfort with real eye appeal. Featuring a lounging armchair, a swivel rocker, a spring chair, a lounging settee, a sofa, and a chaise, the collection is complemented by a lounging ottoman as well. Each piece comes with the company’s unique 15-year warranty on frames and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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Electric Linear Fireplaces Electric linear fireplaces from Fireplace Xtrordinair present you with the most realistic fire effect—complemented by a sleek, contemporary design—with effortless installation options. Available in three sizes, they offer the most flame viewing of any electric fireplace on the market. The mesmerizing flames are surrounded by a seamless, single-piece, 21-inch–tall black-glass panel with glowing, colored mood lighting.

Contact: www.travisindustries.com.

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New Majestic Applause Linear Vent-free Fireplace System Introducing the Majestic Applause linear vent-free fireplace system: A feature-heavy contemporary unit with a compact design for ease of installation and service, it is the complete package. With numerous standard features—such as a contemporary diamond-and-sapphire glass kit, a glass-illumination light system, and accent lighting, as well as black-porcelain panels—this fireplace is a showstopper. Multiple optional features also allow it to be customized to suit any taste. The Applause will garner a standing ovation from your customers. Contact: www.majesticproducts.com.

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Patio & Hearth Products Report March/April 2014

New Fire Magic BBQ Island Constructed from durable GFRC and easily assembled on-site, the new DC430 BBQ island is designed specifically for Fire Magic equipment and makes a stunning statement in showrooms or homes. The café blanco base has a contrasting polished GFRC smoke countertop for a handsome concrete look. It’s shown here with a C430i grill and a Fire Magic refrigerator and doors.

Contact: (800) 332-3973 or www.firemagicgrills.com.

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Commercial Collection by Treasure Garden The Treasure Garden® commercial collection is ideal for restaurants, cafes, bistros, and poolside settings. There are no cords, pulleys, cranks, or tilts to break. This maintenance-free design is simple and easy to use. The commercial collection features three sizes (a 7-foot square and 7.5- and 9-foot octagons); a one-piece, heavy-duty pole that is 1.55 inches in diameter; a push-up system with a stainless-steel pin; and three frame finishes for durability: silver shadow (anodized), bronze, and black. With more than 25,000 choices available, Treasure Garden is the number-one name in shade. Visit the company in showroom 1655 at the Chicago Merchandise Mart. Contact: info@treasuregarden.com or www.treasuregarden.com.

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Ironhaus Fireplace Surrounds The fireplace has evolved. It’s no longer just a source of heat or a boring box for optimal heating in the winter. How and when it’s used, along with the materials used in its construction, have changed.

Though traditional-style fireplaces are still popular, homeowners look for ways to update their old black boxes. Contact: (866) 286-7720, shelley@ironhaus.com, or www.ironhaus.com.

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Artisan Firepit Table The Artisan fire table is a gorgeous table with a two-tone acid-washed concrete that makes each top unique. Manufactured in the United States, the base is made with an exterior-grade frame and stucco finish of the highest quality. Not only is the Artisan beautiful, but it includes a UL-listed Crystal Fire burner. It’s shown with optional glass guard and copper burner. Contact: www.outdoorrooms.com.

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Reclaimed Mantels by Forshaw A reclaimed-timber mantel from Forshaw adds a special touch to a hearth room.

These distinctive mantels consist of reclaimed wood from barn beams and from historic structures located in the heartland of the United States. Since they are not mass produced, each is truly unique, in terms of color and texture. Each shelf has cracks and splits that add greatly to the overall look of the fireplace. Mantels are available in three standard sizes, or shorter lengths can be custom ordered. Contact: (800) FORSHAW or www.forshaws.com.

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New Year, New Color Tropitone Anodizedaluminum Grill Pans

The Classic Sunglow A270 portable propane patio heater sports a new color for 2014.

The copper/bronze blend of colors complements most patios and pool areas. The unit’s output of 40,000 Btu per hour supplies quiet heat in a 360-degree circle. Its 65-pound base means a safe, stable platform for all locations. Contact: (888) 317-5255 or www.infradyne.com.

These new anodized-aluminum grill pans are available in both round and square models and can be used with any Tropitone® brand gas firepit or fire table. The new lightweight, anodized grill pans handle effortlessly, preheat rapidly, cook quickly, and clean easily. The new grill-pan surface includes concentric ridges that create exceptional cooking results (with desirable grill marks). Contact: www.tropitone.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................................................................................................................58, 65

Brown Jordan Outdoor Kitchens ..............(855) 839-5063 ..............www.brownjordanoutdoorkitchens.com ........34

Alfresco Home................................................................................................60, 64

Bull Outdoor Products ..............................(800) 521-2855 ..............www.bullbbq.com ........................................45 Cal Flame/Cal Spas ..................................(800) CAL-SPAS..............www.calflamebbq.com....................................9

Bromic Heating ....................................................................................................64 Brown Jordan Outdoor Kitchens ....................................................................60, 65 Bull Outdoor Products....................................................................................58, 68

California Outdoor Concepts ....................(877) 274-6773 ..............www.californiaoutdoorconcepts.com ............57 Cal Flame/Cal Spas........................................................................................62, 68 The Companion Group ............................(800) 521-0505 ..............www.companion-group.com ........................23

California Outdoor Concepts ..........................................................................61, 63

Coyote Outdoor Living ..............................(855) 520-1559 ..............www.coyoteoutdoor.com ..............................68

The Companion Group ..................................................................................61, 65

Crossroads Coatings ................................(800) 280-2423 ..............www.crossroadscoatings.com ......................59

Coyote Outdoor Living ..................................................................................62, 67

DCS by Fisher & Paykel ............................(888) 936-7872 ..............www.dcsappliances.com ..............................29

Crossroads Coatings ............................................................................................64

Dimplex ....................................................(800) 668-6663 ..............www.dimplex.com ..........................................3

DCS by Fisher & Paykel..................................................................................64, 66

Elmira Stove Works ..................................(800) 295-8498 ..............www.elmirastoveworks.com..........................65

Delta Heat/Twin Eagles ..................................................................................62, 66 Dimplex ..........................................................................................................61, 65

Empire Comfort Systems ..........................(800) 851-3153 ..............www.empirecomfort.com ..............................43 Elmira Stove Works ........................................................................................66, 68 European Home........................................(781) 324-8383 ..............www.europeanhome.com ............................38 Forshaw/Exterus ......................................(800) FORSHAW ............www.forshaws.com ......................................64

Empire Comfort Systems................................................................................66, 69 European Home ..............................................................................................67,69

Gensun Casual Living ..............................(866) 964-4468 ..............www.gensuncasual.com ................................2

Forshaw/Exterus ............................................................................................67, 73

Glen Raven/Sunbrella................................(336) 221-2211 ..............www.sunbrella.com ......................................39

Gensun Casual Living ....................................................................................62, 63

Glen Raven/Sunbrella/Rain........................(336) 221-2211 ..............www.trade.sunbrella.com/rain ......................35

Glen Raven/Sunbrella ..........................................................................................63

Gold Eagle/303 Products..........................(800) 367-3245 ..............www.303products.com ................................13 The HammockSource ..............................(800) 334-1078 ..............www.thehammocksource.com......................63

Glen Raven/Sunbrella/Rain ..................................................................................60 Gold Eagle/303 Products ..............................................................................63, 64 The HammockSource ....................................................................................60, 69

Hargrove Manufacturing............................(800) 725-4166 ..............www.hargrovegaslogs.com ..........................44 Hargrove Manufacturing ................................................................................62, 67 Hearth & Home Technologies....................(800) 669-4328 ..............www.myhht.com ..........................................76 Infrared Dynamics ....................................(888) 317-5255 ..............www.infradyne.com ......................................67

Hearth & Home Technologies ........................................................................58, 60 Infrared Dynamics ..........................................................................................70, 73

Innovative Hearth Products ......................(800) 655-2008 ..............www.astria.us.com ........................................47

Innovative Hearth Products ............................................................................69, 71

Leisure Design ..........................................(877) 998-4427 ..............www.leisuredesign.ca ....................................53

Ironhaus ..............................................................................................................73

Mallin Casual ............................................(800) 251-6537 ..............www.mallinfurniture.com ..............................21

Leisure Design................................................................................................63, 71

Miles Industries ........................................(800) 468-2567 ..............www.valorfireplaces.com ..............................75

Mallin Casual ..................................................................................................71, 72 Miles Industries ..............................................................................................66, 69

MLW Stone ..............................................(800) 477-7665 ..............www.mlwstone.com......................................66 MLW Stone ..........................................................................................................68 Napoleon Products ..................................(800) 461-5581 ..............www.napoleonproducts.com ..........................7 Napoleon Products ........................................................................................60, 67 NorthCape International ............................(708) 563-2890 ..............www.northcapeinternational.com ..................19

NorthCape International..................................................................................58, 71

The Outdoor GreatRoom Company..........(866) 303-4028 ..............www.outdoorrooms.com ..............................37

The Outdoor GreatRoom Company................................................................58, 73

Outdoor Lifestyle Furniture ........................(800) 294-4758 ..............www.olfurniture.com......................................49

Outdoor Lifestyle Furniture..............................................................................70, 72

Paradise Cushions by FiberBuilt................(866) 667-8668 ..............www.paradisecushions.com..........................62

Paradise Cushions by FiberBuilt ....................................................................70, 72

RH Peterson Company ............................(800) 332-3973 ..............www.rhpeterson.com ....................................61

RH Peterson Company ..................................................................................70, 73

Summerset Professional Grills ..................(800) 966-8126 ..............www.summersetgrills.com ............................51

SCHOTT ROBAX............................................................................................70, 72 Summerset Professional Grills ........................................................................65, 71

Travis Industries ........................................(800) 654-1177 ..............www.da-vincifireplaces.com ..........................27 Supreme Fireplace................................................................................................71 Treasure Garden/Shademaker ..................(626) 814-0168 ..............www.treasuregarden.com ............................17 Tropitone ..................................................(949) 951-2010 ..............www.tropitone.com ......................................41

Travis Industries..............................................................................................58, 72 Treasure Garden/Shademaker ........................................................................70, 73

Twin Eagles/Delta Heat ............................(800) 789-2206 ..............www.twineaglesbbq.com ..............................31

Tropitone ........................................................................................................71, 73

Vermont Castings Group ..........................(800) 867-0454 ..............www.vermontcastings.com ..........................25

Vermont Castings Group ................................................................................69, 72

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Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150.

March/April 2014, Vol. 9, No. 2 Š 2014 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.

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Patio & Hearth Products Report March/April 2014

WARMING HOMES SINCE 1890

7+( 25,*,1$/ 70

5$',$17 *$6 ),5(3/$&( 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 2014.

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.

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