Patio & Hearth Products Report March April 2016

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HESTAN OUTDOOR

www.patioandhearthproductsreport.com BLAZE KING

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BROWN JORDAN

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contents MARCH/APRIL

Vo l u m e 1 1 , N u m b e r 2

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Features 8

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San Diego Grill Pros’ premium setup/delivery package is a powerful sales tool.

GUEST EDITORIAL – INTERIOR DESIGN MEETS EXTERIOR DESIGN

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A nationally known interior designer connects the indoors to the outdoors via doors, windows, floors, furnishings, and color palettes.

After a major rebranding, this New Jersey patio-furniture store experiences an impressive spike in business.

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SPOTLIGHT – SHADE SENSATIONS

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By Sharon Sanders

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By Greg Thompson

By Cheryl Dangel Bartolini

Record warm weather and low oil prices haven’t stopped Hearth & Home Technologies from developing new ways to direct business to hearth dealers.

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CORPORATE PROFILE – ELITE GRILLS

By Greg Thompson

As a relative newcomer in the outdoor-grill industry, Hestan Commercial maintains a strong presence by developing award-winning products that appeal to high-end customers.

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By Cherise Forno

Meadow Décor’s timeless cast-aluminum collections have a huge fan base.

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INSIGHT – ALL FIRED UP

LAST WORD – THE OUTDOOR OUTFITTERS

By Kimberly Rodgers

The success of The Outdoor GreatRoom Company owes much to its founder, the late Dan Shimek, who predicted the popularity of outdoor rooms.

PRODUCT INNOVATION – FORWARD FOCUSED

By Cheryl Dangel Bartolini

With two locations, The Fireplace Place has cultivated a huge following in Metro Atlanta.

INSIGHT – OUTDOOR CHIC

MY TURN – HANG AROUND

HEARTH RETAILER – FILLING THE GAP

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The Hammock Source’s exceptional hammocks and swings are the perfect outdoor pieces for luxe lounging.

By Kimberly Rodgers

Mister T’s Patio in Nashville carries a full range of high-quality lines to appeal to its residential and commercial customers.

AS I SEE IT – BACKYARD BLISS Ratana’s executive staff describes how it works with retailers to develop products and services that make their stores successful.

The bold designs and colors of this season’s new shade products will turn backyards into stylish outdoor rooms.

MARKETING MANEUVERS – HIGH IMPACT

SHOWROOM SHOWCASE – MORE THAN A STORE

By Sharon Sanders

By Sharon Sanders

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OUTDOOR GRILLING – ABOVE AND BEYOND

By Cheryl Dangel Bartolini

By Christopher Grubb

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InEveryIssue 6

EXPERIENTIAL Editor’s Message

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INDUSTRY NEWS

56 60

HPBEXPO ROUNDUP

62 78 78

PRODUCT PROFILES

Edited by Kris Kyes

WHAT’S NEW: 9 HOT PRODUCTS TO SELL NOW

By Cherise Forno

SCHOTT ROBAX’s strong relationship with hearth manufacturers has led to the development of attractive, practical glassceramic fireplace panels.

ON THE COVER | NORTHCAPE; WWW.NORTHCAPE.COM Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

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PATIO & HEARTH PRODUCTS REPORT

PRODUCT PROFILES DIRECTORY AD INDEX

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Editor’s Message

EXPERIENTIAL RETAILING HAS BEEN AROUND for many years, yet only a small number of specialty retailers understand what it really means.

Savvy store owners know that they sell experiences, in addition to goods.

In today’s world, when a large portion of the day is spent interacting with digital technology, a sensory retail experience with first-rate customer service is becoming increasingly important to shoppers. Walt Disney understood the importance of this approach by calling customers guests, labeling employees as cast members, and providing sensory experiences in his theme parks that create long-lasting impressions.

Many mass retailers are becoming masters of experiential retailing. Anthropologie tantalizes shoppers with eye-catching displays that pique the senses. Instead of displaying cluttered merchandise racks lined up in a row, it groups items sparingly around a theme, such as travel, relaxation, or nostalgia.

PGA TOUR Superstore uses experiential retailing in its large-format interactive stores.

The stores, found in 12 states, include interactive simulators and hitting bays used for custom fitting, lessons from PGA teaching professionals, and general practice for golfers at all levels.

Some of its stores include putting greens measuring more than 1,500 square feet.

As Quiksilver emerges from bankruptcy, its reinvented store format mixes music, barbershops, and dazzling displays to appeal to young consumers. Even Amazon recognizes that experiential retailing makes strong business sense. In the near future, the undisputed pioneer and leader of Web selling will open 300 to 400 brickand-mortar bookstores. These stores will include a mix of popular books and visually appealing displays of Amazon gadgets, including Kindle, Fire TV, Kindle Fire tablets, and Echo.

There’s no doubt that Amazon hopes to capture the same vibe (and fan base) that Apple has created with its retail stores.

One of high-end retail’s successful innovators is Rachel Shechtman, an entrepreneur who created Story (New York, New York), a stylish boutique that features a new story every six to eight weeks and is redesigned to immerse shoppers in that story through special events, educa-

tion, and unique product displays that emphasize sensory experiences. Shechtman believes that today’s high-end consumers are bored with shopping malls and big-box stores. They long for what she calls the theater of shopping, which existed years ago (when high-class department stores and specialty shops offered stellar customer service and beautiful displays).

The good news for brickand-mortar retailers is that consumers still prefer to shop in physical stores. A recent survey of more than 1,600 wealthy shoppers (who earn at least $150,000 a year) found that only a small percentage of them research exactly what they want to buy and then make the purchase, either online or at a store. Instead, they would rather browse multiple stores and see things up close. They particularly stressed their preference for guidance from humans—in person—rather than from online sources.

If you are a small retailer in the patio, hearth, and barbecue/grill industries, you might not have the resources needed to transform your store into a large-scale experiential-shopping destination, but that doesn’t mean you can’t take small steps to make your store impressive. The retailers featured in this issue are by no means large businesses, but their stores are extraordinary because they showcase top-notch products in inspiring vignettes and offer customer-service programs that resonate with consumers.

San Diego Grill Pros (page 28) cooks hot wings and sausage to engage customers in the grill-buying process. Successful grill-store owners agree that a cooking demo is one of the most effective ways to transform a shopper into a buyer. Seashore Ace Home & Outdoor Living (page 32) hosts cookouts involving local and national charities (such as Children’s Miracle Network Hospitals). It also is known for its unique customer-service gestures, such as providing marine-grade shrink-wrapping for customers’ patio furniture stored during the winter months.

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PATIO & HEARTH PRODUCTS REPORT

LILY FASSNACHT

Experiential

Mister T’s Patio (page 20) works closely with local landscapers, outdoor-kitchen/pool contractors, and complementary retailers to offer unique services to improve homeowners’ outdoor spaces. The Fireplace Place (page 24) prides itself on having one of the hearth industry’s most educated staffs to assist customers with their fireplace purchases.

As a brick-and-mortar specialty retailer, don’t underestimate the power of connecting with your customers. You have enormous competition from mass retailers and the Internet, but your major differentiator and competitive strength is your ability to make your customers enjoy the experience of shopping for the products you are selling. There’s no excuse for lackluster service and uninspiring product displays.

As you prepare for the summer selling season, challenge yourself: How many senses can be engaged within the four walls of your store? Is your staff making your store a place where customers want to spend time and money?

Carol Daus cdauswrite@socal.rr.com

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PASADENA ON LOCATION IN MARFA, TX

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Guest Editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

Interior Design Meets Exterior Design

EDITOR Carol Daus cdauswrite@socal.rr.com

ART DIRECTOR

BY CHRISTOPHER GRUBB Christopher Grubb

M

y experience with exteriordesign work started in the 1990s, when an interior-design client of mine asked, “Can you work with the landscape designer on our backyard design?” From this moment on, I learned that exterior design is very much like interior design. There are zones and spaces for living areas, cooking areas, and dining areas, as well as spaces for entertaining and relaxation.

I credit glass as the material responsible for connecting interiors and exteriors, at least visually. For royalty and the affluent, glass was a sign of wealth, while the poor had little or none.

Many people in urban spaces had to rely on parks for an experience of nature, while the wealthy enjoyed their gardens for their private pleasure.

It’s surprising that large plate glass wasn’t readily available to the masses until it was perfected in 1950. This technology was then used in many tract-house developments built after World War II, providing owners views of their own private yards—yet plain patios with overhangs dissected the interior and exterior experiences altogether.

With my first exterior-design project, the client wanted the outdoor area to exude its own experience: in other words, a truly defined exterior look that was not visually connected to the home’s interior. The exterior of this project was very thematic, featuring real and faux rocks and tropical elements, which resembled nothing in the client’s California Spanish interior.

As my exterior work grew with my interior clients, it felt more natural to have the interior and exterior flow together more seamlessly. We wanted to create a language of design elements, so Spanish interiors had Saltillo tiles, which were extended to

the exterior areas with Malibu tile keys that were also showcased in the pool. Matching wood stains and iron light fixtures that provided decorative elements were found both inside and outdoors.

With people working so many hours indoors, a craving for a connection to nature in their personal time is desired now more than ever. To achieve this, it’s possible to use large sliding glass stacking doors, oversized glass pocket doors, or accordion doors.

These doors create as much of an opening between the indoor and outdoor spaces as possible. Often, we use the same materials (such as slate, limestone, and honed marble) as a continuation from the home’s interiors, complementing polished surfaces in the interior and incorporating many architectural details from the interior.

Outdoor kitchens, with splendid countertops that are lit from below and that have holes for umbrellas, are miniature versions of interior kitchens.

For warmth, fire features (incorporated in firepits and fully built-in outdoor fireplaces) resemble hearths in living rooms. Structures or pavilions create a truly defined outdoor room, with decorations and fabrics that have the same feel as the interior.

One reverse influence (from the exterior to the interior) is that we are using a lot of exterior fabrics in our interiors because of their look, feel, and durability. In urban spaces, we’ve even fulfilled the visual need to enlarge the interior space by using

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faux-finish waterproofing on decks to match the interior flooring, as well as by using murals that continue from an interior wall directly to the exterior wall.

A recent award-winning project started with a landscape architect designing a concept; then, the client had us work together in detailing and modifying architectural elements.

We selected all materials and finishes, including designing a pattern for the bottom of the pool. The landscape architect was very pleased to have us participate in this creative collaboration. Professionally, I don’t have experience or a formal education in landscaping, so I enjoy working with the client and the landscaper to decorate outdoor spaces with appropriate plants and hardscape.

Landscape architects and outdoor designers who are not working directly with interior designers should make it a priority to review their clients’ home interiors. They need to understand the homeowners’ design preferences, which will then guide them in creating complementary exterior designs.

The influence of interior design on exterior design is here to stay. This concept is effective and popular because it creates increased living space (without a lot of cost), adds gathering areas that can often be used year round, provides extra space for entertaining, and creates peace of mind derived from interacting with nature. Given these attributes, increasing numbers of homeowners, in the years ahead, will extend the design elements of their homes’ interiors to their patios, outdoor rooms, decks, and porches.

Cassandra Estes cassestes1968@gmail.com

ASSOCIATE EDITOR Kris Kyes

STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Jeffrey Kehl 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:

Christopher Grubb is an interior designer; president of Arch-Interiors Design Group Inc. (Beverly Hills, California); and owner and lead designer for The C.G. Collection of products and furnishings for the home.

PATIO & HEARTH PRODUCTS REPORT

www.peninsulamedia.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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NEWS

Industry

BY KRIS KYES

Fervor Wins Canadian Grilling Competition ALFRESCO HOME, DISTRIBUTOR OF THE RECENTLY

launched and Vesta Award–winning Fervor™ grill, won first place in the Grill Distributors of Quebec Province Annual Cooking Competition. Rick Baker, Alfresco Home brand manager for the Fervor and Fornetto™ lines of outdoor-cooking products, and Kimberly Cilio, part-owner of Alfresco Home, traveled to Montreal to provide Fervor retail training while participating in the new competition.

“The distribution of the Fervor grill in Canada is filled with excitement. Training our distribution network in Quebec and cooking in the grill competition against four other leading brands was an exciting way for us to bring the Fervor grill to the Canadian market in this province. Participating was fun, winning was just awesome, and we appreciate the opportunity to showcase the great performance of the Fervor grill,” Cilio says.

Alfresco Home, in concert with the Fervor and Fornetto brands, has established strong partnerships in Canada, working with successful hearth/home providers. Establishing a strong network of retailers who understand what makes Fervor a superior grill is very important to the brand’s overall success, Baker notes.

“Fervor, which hit the North American market last year, was a great success overall. It takes time to teach and train retailers on the benefits of our grills and ovens. There is no doubt that they are unique, well-built products designed to outperform their competition—at a great value. When a retailer commits to this brand, it does not disappoint, and it gives the independent retailer the chance to segregate itself from the mass brands,” Baker says.

Low temperatures in Montreal did not detract from Fervor’s performance, and the delicious rose-

OW Lee Adds Two New Independent Sales Representatives OW LEE HAS APPOINTED two new independ-

ent sales representatives for its Midwest region.

Mark Cannon, representing Minnesota, Illinois, and Wisconsin, has been a representative in the casual-furniture industry for more than 35 years.

His expertise includes 20 years as a Samsonite representative, and he was sales representative of Mark Cannon the year for Winston in 2011. Most recently, Cannon received the top honor of the International Casual Furnishings Association, as 2015’s sales representative of the year, at the Apollo Awards in Chicago, Illinois.

Ryan Crossley is a newcomer to the industry, representing Iowa, Nebraska, Missouri, Kansas, and part of the Dakotas for OW Lee. Crossley has a background in automotive sales and management. He learned the importance Ryan Crossley of taking care of clients from his father, who was president of a Ford dealership in Kansas City, Missouri.

Terri Lee Rogers, president (and vice president of sales and marketing) of OW Lee, says, “I am thrilled about the addition of Mark and Ryan to the OW Lee sales team. These two men are from two totally different backgrounds, but one thing they share is a love and enthusiasm for OW Lee furniture and the industry.”

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Grilling lamb chops on the Fervor grill

mary and grilled lamb chops and grilled Caesar salad were enjoyed by more than 40 members and judges. The Fervor Icon series six-burner grill kept cooking throughout the afternoon, with its 60,000Btu burners and powerful brass side burner churning out grilled bacon and hot cocoa with bourbon.

U.S. Navy Contracts With Infinity Canopy for Shade Covering THE U.S. NAVY HAS CHOSEN INFINITY CANOPY to

cover its 35x45-foot pergola at the Seal Beach (California) Infinity Canopy’s shade covering at the U.S. Navy’s Seal Beach golf course golf course, which creates an intimate space for functions such as weddings. Two sections of 12-foot canopy were placed on a pair of cables spanning 35 feet, with the middle of the pergola intentionally left uncovered. After the installation, it was decided to cover the remaining gap by expanding the canopy—which is only possible with Infinity Canopy, the company says.

SunVilla Announces Third Domestic Distribution Center OUTDOOR-FURNITURE MANUFACTURER SUNVILLA CORP. has opened

a third distribution center in Houston, Texas. SunVilla currently has two domestic distribution centers, in Los Angeles, California, and Atlanta, Georgia. The new 80,000–square-foot facility in Houston will handle domestic

PATIO & HEARTH PRODUCTS REPORT

orders from the South and Midwest. Each distribution center will carry a full array of SunVilla products, which are also available as direct imports.

Matt Weiss, senior vice president of sales for SunVilla, says, “With the addition of our third distribution center, we are poised for growth on the domestic side of our business.

SunVilla is now able to get our customers what they need in the quick-

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Poly-Wood LLC Promotes Jenni Owens to Director of Sales POLY-WOOD LLC has promoted Jenni

Owens to the position of director of sales. Owens has been a part of the company for more than two years and has played a key role in cultivating forward-thinking business strategies with the sales team.

Megan Pierson, vice president of Jenni Owens sales and marketing, says, “Jenni is extremely motivated and continues to exceed our expectations. She has a natural ability to recognize business opportunities while building relationships with our customers and the PolyWood team.” Owens will continue to manage and coordinate Poly-Wood’s four permanent showrooms (in Atlanta, Georgia; Chicago, Illinois; Las Vegas, Nevada; and Dallas, Texas) while facilitating and supporting retailsales employees in new business partnerships and sales initiatives.

The Hammock Source Donates $10,000 to Cancer Research THE HAMMOCK SOURCE has made a

$10,000 donation to the American Cancer Society (ACS), toward cancer research, through its Original Pawleys From left: Reid Roney, Jay Branch, Walter Island division. A formal check Perkins III, Denise Hockaday, and Tracey presentation was made by the execuSmith tive team to representatives of the ACS at The Hammock Source’s corporate headquarters.

With 150 employees participating in the event, it was not difficult to find someone in the company who had either directly or indirectly been affected by cancer. In early 2015, The Hammock Source partnered with Making Strides, a division of the ACS, to donate a portion of all Original Pawleys Island furniture sales to cancer research.

Pink HDPE lumber was brought in to The Hammock Source’s casual create awareness chairs that were displayed at chair creates awareness for trade shows throughout the year, including breast-cancer research High Point Market, Las Vegas Market™, and Casual Market Chicago. Many retail partners displayed the pink furniture in their stores as well. “When the endeavor first began, many couldn’t believe we would be donating a portion of all furniture sales. The response has been more than we hoped for,” Reid Roney, executive vice president, reports.

The Hammock Source’s employees also got behind the endeavor, filling out cancer-awareness donation ribbons. So many ribbons were donated that three walls at the plant were filled. These Walls of Hope were funded with $1, $5, and $100 donations. The employee donations were made in addition to the donation from furniture sales.

Walter Perkins III, CEO, says, “The Hammock Source is committed to the ACS for the foreseeable future. We recognize the valuable work the ACS does, and we want to do our part in helping find a cure for cancer.”

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est and most efficient manner possible. This is the perfect solution for the smaller specialty retailer, our designer customers, and our Internet customers who prefer products to be drop-shipped to the consumer.”

The Houston facility will be fully functional in April; the Los Angeles and Atlanta facilities will continue to support their geographic areas. All three distribution centers will continue to fulfill orders within 48 hours.

Glass-ceramic Lids Add Sizzle to Outdoor-appliance Design OF BACKYARD-BARBECUE AFICIONADOS, 64% consider a glass

lid a must-have feature in their grills, according to two studies by SCHOTT of more than 400 U.S. respondents who grill at least once a week in spring and summer. Most (54%) say that watching food cook through a glass lid is a serious benefit, and 31% say that avoiding lid lifting is another strong advantage.

SCHOTT’s NEXTREMA®, a heat-resistant glass-ceramic material, can be used in grill lids, so backyard chefs can monitor cooking and prevent overcooking or charring from flare-ups. NEXTREMA is heat resistant up to 1,740 degrees (950 degrees Celsius) and can withstand thermal shocks of up to 1,470 degrees (800 degrees Celsius).

Survey respondents willing to pay more than $1,000 for a grill are impressed by a glass lid, and twothirds would consider purchasing a grill with this feature. Overall, 59% would consider buying a glass-lidded grill at a good value.

Karen Elder, marketing manager and global product manager of NEXTREMA for BBQ at SCHOTT North America, says, “Most backyard cooks use their grills year round, and more than a third of U.S. adults will buy a new grill this year. The message from our most enthusiastic barbecue cooks is a glass grill lid is a very appealing feature that helps achieve the juiciest burgers and perfectly cooked steaks.”

Pride Family Brands Joins Modern Luxury/Atlanta Interiors Magazine’s Best of Design Celebration PRIDE FAMILY BRANDS, A NEW

exhibitor in The Gardens of AmericasMart® (Atlanta, Georgia), participated in the Best of Design Celebration held in conjunction with The Atlanta Spring Gift, Home From left: Kendra Wainscott Anderson, Andrea Moattar, Furnishings, & Norman Hamilton, Jenna Muller, and Katie Miner Hakes Holiday Market in early March.

During the function, winners in the Best of Design categories from across the Atlanta area were acknowledged by exhibitors and attendees at the market, as well as by representatives from across the Atlanta design community.

The celebration also commemorated the launch of Modern Luxury/Atlanta Interiors magazine’s Best of Design issue.

To highlight this issue’s theme, the function took place in the Best of Restaurant Design winning restaurant, JP Atlanta. Jill Brady Ford, vice president of leasing for AmericasMart, says, “AmericasMart and JP Atlanta came together to host this event with Modern Luxury/Atlanta Interiors to showcase the market center to the design community.” Norman Hamilton, vice president of designer sales for Pride Family Brands, says, “With our new association with AmericasMart and The Gardens, Pride Family Brands also is excited about a connection with Modern Luxury/Atlanta Interiors and its commitment to individuals and concerns within the design industry.”

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IndustryNEWS

UNDERLINING THE CELEBRATION

Agio Unveils New Umbrella Program at Las Vegas Winter Market

OF LIFE and a trust in nature to keep

AGIO, USA LAUNCHED ITS NEW

us grounded, Phifer’s Green Scene collection combines delicate neutrals with shades of green and brown reminiscent of nature’s resources. Instilling a sense of wonder and awe, this timeless collection beckons us toward relaxation. The Green Scene collection recreates these images in a selection of cushion and sling outdoorfurniture fabrics, adorned with a variety of traditional and whimsical patterns and sophisticated solids.

Phifer’s designed fabrics (plush, 100% recyclable GeoBella® indoor/outdoor cushion fabrics and sleek, sling Phifertex® outdoor fabrics) are available in an array of intricately woven designs in dobbies, wicker weaves, stripes, and jacquards.

Made from recycled yarns, GeoBella fabrics offer the soft, touchable texture and comfort of indoor furniture, as well as the stability, strength, and durability needed for outdoor-cushion applications. Soft and touchable

umbrella program at Las Vegas Winter Market in January, and the cantilevered umbrellas are available for delivery this spring. At the Las Vegas show, Agio featured its line of 10-foot square and 11.5-foot octagonal umbrella options, each in a rust-free aluminum frame.

Demonstrations were conducted to illustrate the ease of opening, closing, and rotating the large umbrellas. Both cantilever styles can rotate 360 degrees, and they have automatic tilting features to block the sun at any time. Accessory lighting and Bluetooth speakers are also available.

Andy Sokol, Agio, USA’s vice president of sales, described the innovative designs as being highly driven by the demands of the marketplace. “These are not just functional items: These umbrellas have become high tech and smart in many ways,” he says. “We showcased an 11-foot autotilt umbrella with LED lighting that can be plugged into outside outlets instead of being battery powered.

The aluminum support pole offers a USB interface for powering handheld communication devices.”

According to Sokol, the umbrellas can be mixed with Agio’s furniture sets on container orders. “This unique product line gives our customers another opportunity to build sales with their consumers,” he says.

Phifer’s Green Scene Collection Creates Peaceful Escapes

The Green Scene collection

enough for deep seating cushions, Phifertex fabrics are built tough for outdoor performance and can used in awning, umbrella, pillow, and new exterior-fabric applications.

Woven to endure extreme weather conditions, no-fuss designed fabrics are exceptionally durable, are fade resistant, do not absorb water, and dry quickly. These performance fabrics also resist mold and mildew growth, fight stains, and are easy to clean, even with bleach.

SCHOTT Plays an Active Role at HPBExpo IN ADDITION TO EXHIBITING NEXTREMA® grill lids at

HPBExpo 2016, SCHOTT displayed a Heat Scope infrared heater (by Munich Home Systems) with a NEXTREMA glass-ceramic insert, which radiates heat evenly to Scott Beach, general manager, SCHOTT ROBAX® warm outdoor spaces effi(left) and Stan Hays, cofounder and CEO, Operation ciently. Available in six interBBQ Relief changeable transparent, tinted, and opaque glass-ceramic panels of different colors, NEXTREMA features high transmittance of infrared radiation in the short- and medium-wave ranges.

SCHOTT also introduced an outdoor fireplace with a ROBAX® glassceramic front, as well as panels of ROBAX for indoor fireplaces and wood stoves. The panels are available in different colors and are used to create new reflections of the flames, thereby enhancing the viewing experience.

At HPBExpo, SCHOTT partnered with Operation BBQ Relief and accepted charitable donations for the organization at its booth. SCHOTT matched the total amount raised there ($2,066). David Marks, COO of Operation BBQ Relief, says, “We are thrilled that SCHOTT is supporting our fundraising efforts at HPBExpo, and together, we’re able to extend awareness of our mission beyond the show.”

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Sunbrella Collaborates With Ghislaine Viñas for DIFFA’s Dining by Design HIGH-END DESIGN AND HUMANITARIAN efforts merged as Sunbrella® fabrics

were showcased for the second consecutive year during the Design Industries Foundation Fighting AIDS (DIFFA) Dining by Design event, featuring an array of dining installations from renowned designers. This year, the global textile manufacturer has joined forces with Ghislaine Viñas Interior Design, an award-winning company specializing in residential interiors.

Allen Gant III, casual-market manager for Sunbrella, says, “The creative process with Ghislaine Viñas and her team has been awe inspiring.

We look forward to seeing Sunbrella

PATIO & HEARTH PRODUCTS REPORT

fabrics incorporated into such a thoughtful design.”

Dining by Design is DIFFA’s marquee event, showcasing designers, manufacturers, and creative individuals who bring their vision and passion to the table. Dining by Design ran March 17 through 20, in conjunction with the Architectural Digest Design Show in New York, New York. All event proceeds went toward DIFFA’s work to fight HIV/AIDS. Viñas, who is known for infusing rich color into her designs, says, “Our vision for this project has become a reality through our collaboration with Sunbrella fabrics. Using only Sunbrella fabrics and thread throughout the installation, mixed with our use of bold graphics, we have created an atmosphere we are truly excited to share at Dining by Design 2016.”

Viñas’ design, Out of the Blue, features tropical foliage and African patterns combined with the soothing nature of the color blue to convey tranquility, serenity, life, power, and the knowledge that advances in medical treatments and ongoing educational programs worldwide will eventually lead to a cure for HIV/AIDS.

Elmira Stove Works Announces Winners of the FabForty Sweepstakes manufacturer of premium, vintage-style kitchen appliances, has announced the winners of its FabForty Sweepstakes, which celebrated the company’s 40th anniversary. The sweepstakes offered participants a chance to win a Northstar model 1949 refrigerator in candy red, the brand’s signature color. Elmira selected one winner from the United States and one from Canada. Kassandra Polk of Pennsylvania and Karla Sceviour of Newfoundland were the lucky winners (chosen from more than 130,000 entrants).

Tony Dowling, Elmira’s vice president of sales and marketing, says, “This was our way of saying thank you to our many customers and fans for a fun and prosperous 40 years of business. We have shifted our style and added many new products over the years, and our consumers have been supportive and loyal through it all. Now, we are taking strides to make the future even better and our customers even happier.”

ELMIRA STOVE WORKS,

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New Sunbrella Contour Fabric Now Available From Trivantage

MHP Adds New Sales Representative for Northeast Marketing Area STEVE MANGANO

TRIVANTAGE®, THE ONE-STOP SOURCE FOR FAB-

WAS APPOINTED THE

RICATORS

new sales representative for the Northeast marketing area (Connecticut, Massachusetts, New Hampshire, New Jersey, New York, Rhode Island, Vermont, and Pennsylvania) for Steve Mangano Modern Home Products (MHP) and ProFire Grills. Mangano has been involved in the gasgrill, hearth, and patio-furniture industries since the mid-1980s.

He began at Fortunoff, a leading retailer in the grill/patio-furniture arena at the time, where he expanded the sales of gas grills each season. In the early 1990s, he began a relationship with MHP as a co-representative with Darche & Associates. For the past 10 years, Mangano has represented upscale patio-furniture lines.

in the marine, awning, and furniture industries, has added the durable and versatile shade-sail fabric, Sunbrella® Contour, to its product offering, giving fabricators another option for creating beautiful and functional shade designs. The knit-textured fabric can also be used for canopies, windscreens, casual furniture, and marine applications.

Steve Daegling, industrial-products manager for Trivantage, says, “Striking a balance between style and performance is key for any fabricator.

Sunbrella Contour bolsters our already-diverse selection of shade and marine fabrics and hardware, supporting our mission of making ordering quick and simple.”

Sunbrella Contour fits a wide variety of shapes and angles found in shade-sail designs, but it can also be used for casual furniture or marine applications (such as cockpit awnings, bimini tops, and fender covers) when a higher-end look is desired. It blocks about 95% of harmful UV rays and is engi-

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neered to allow water to pass through its surface, making it optimal for applications where shade— not rain protection—is the priority.

The product features 15 colorways, ranging from earthy tones to premium bright colors, all of which are bleach cleanable for easy maintenance.

It features excellent lay-flat characteristics for easy fabrication and can take SGS graphics, making it an ideal choice for restaurants, hotels, and other businesses in need of outdoor branding.

Sunbrella Contour comes in 28-yard rolls that are 120 inches wide. The product is backed by a 10-year limited warranty for color and strength.

C L A S S

P E R F O R M A N C E

At Para’ Tempotest we’ve been designing and weaving our Italian made solution dyed acrylic fabrics for outdoor furniture, awnings and umbrellas for half a century.

Old World craftsmanship and timeless style with proven durability in the harshest of outdoor conditions is now available in North America. Whether protecting your family from the damaging effects of the sun to providing style, beauty and function to your outdoor living space, Tempotest brand performance fabric with its DuPont Teflon® water and stain resistant finish and industry leading six-year warranty against sun fade will provide years of trouble free enjoyment and beauty to your life lived outdoors!

• tempotestusa.com 1433 W. Frankford Road, Suite 110 • sales@tempotestusa.com Carrollton, TX 75007 • +1 972 512 3534 Circle Reader Service No. 13

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SHADE SENSATIONS Stylish and easy-to-use shade products claim prominent spots in backyards, restaurants, and hotels. BY SHARON SANDERS

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esign, flexibility, and size are the buzz words for 2016, when it comes to shade products. Consumers and businesses are choosing to invest more time and money in outdoor spaces, and shade has become a central part of the equation. Manufacturers are developing shade products—from canopies to cantilevers—that give people the comfort and style that they want.

When asked where the shade market is heading, many manufacturers, hands down, respond that big shade is where it’s going. Jeff B. Dorough, vice president of sales and marketing for Treasure Garden® Inc. (Baldwin Park, California), says, “Big-shade styles are attractive to consumers because they basically create the

2 ceiling for an outdoor space, eliminating the need for pricey contractors or permits. For a fraction of the price of a permanent patio cover, you can get all the shade you need, and it takes about an hour to install.”

Treasure Garden’s premier AKZ cantilever collection, available in five sizes (from a 10-foot square to a 10x13-foot rectangle), is more functional than a stationary patio cover because these big-shade alternatives can be adjusted to block light coming from any direction. In addition, the company offers concrete and inground mounting kits to accommodate those who need smaller footprints or more permanent installations.

The company’s most popular AKZs are its 13-foot and 11-foot octagons. These strong

1 sellers are designed to go over traditional dining and seating areas. The new 10x13-foot rectangle is the ideal choice for completely shading a large rectangular dining table or a comfortable sofa/lounge seating group.

The size that sells next best is the new 11.5-foot square cantilever, which nicely shades a square dining set or today’s popular modular furniture. The 10-foot square has proved to be practical for the homeowner who has limited space or is shading contemporary furniture (which is typically smaller in scale).

AKZ cantilevers’ frame-finish choices are black, bronze, and platinum (silver). Bronze, which is typically tied to more traditional design, is the company’s top seller, followed by platinum and black (for a more contemporary look). There are also hundreds of fabric options in Sunbrella® and Outdura® highperformance acrylic.

Treasure Garden’s new Veranda wall-mount style will be hitting retail floors this spring.

This 5x10-foot hybrid umbrella/awning enables homeowners to create shade on a deck

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or balcony. “It’s a compact shade unit that has no pole or base to take up the valuable real estate in a smaller space,” Dorough says, adding that it is a DIY product that homeowners can install themselves.

The wall bracket is easily mounted to the studs on an exterior wall. The bracket has a channel that enables the umbrella to be adjusted to the left or right to create the perfect shade in a limited space. The Veranda is available in either black or bronze finishes, with hundreds of Sunbrella, Outdura, and O’bravia™ fabric options.

Infinity Canopy Inc. (Los Angeles, California) offers a revolutionary modular canopy that provides shade for outdoor spaces of any size or shape. The slide-on-wire shade solution can be used on a structure as small as a pergola or as big as a stadium. It can even be attached from one exterior wall to another.

Alan Shargani, inventor/founder/CEO, says, “Slide-on-wire canopies have been around since Roman times, but we have changed and revolutionized them.” He is excited to announce that Infinity Canopy was issued its utility patent on February 9, 2016. It also was honored with the 2015 HPBExpo Attendees Choice Award as the most marketable new outdoor product, and it recently won a Best of Houzz 2016 Award.

1. The 9-foot 732 commercial umbrella from Galtech 2. A square 11.5-foot AKZ cantilever from Treasure Garden

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6 “Our modular canopies truly offer unlimited possibilities,” Shargani explains. The fabric runs along a cable, so it can be positioned to any length or width to shade an area. Multiple sections of the canopy can be put together to cover the width of a area, and the sections can be made as long

as needed to cover the length fully.

The fact that the canopy runs on cables also means that it can be retracted to let in sunlight.

“What sets our canopy system apart from others on the market is that each fabric link is a separate piece, instead of one long piece of fabric,” Shargani says.

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“This is a benefit because any piece can be removed at any time (and another can be put in its place) without having to buy a whole new canopy. It’s simple to change the size, color, or configuration at any time.

You can also take the canopy with you if you move to a new home.”

All of Infinity Canopy’s products are made to last. The hardware is marine-grade stainless steel and anodized aluminum. The panels are made from Sunbrella awning-grade canvas (for complete shade coverage) and Phifertex mesh (for filtered shade). For 2016, Infinity Canopy is bringing several accessories to market, starting with a magnetic latching system (designed to hold the canopy open) that will be launched in the first half of the year.

The company is also excited to roll out its new pulley system (which consists of four pulleys and a rope). The system can be attached to the canopy so that the user can open and close it just by pulling on the rope. There are plans to introduce a motorized control, by the end of the year, that will make it possible for the canopy to be opened and closed using a remote control. Shargani says, “Infinity Canopy continues to get a great reception from customers, year after year, and we plan to continue that trend into 2016 and beyond.”

Caravita USA Inc. (North Charleston, South Carolina), one of the leading brands of commercial patio umbrellas and parasols, sees a solid trend toward larger shade products in the hospitality arena. Sandro Caravita, marketing and sales manager, says, “One large patio umbrella has certain advantages that a number of small ones can’t provide, such as the combination of sun and rain protection and superior wind resistance—as well as additional functions such as integrated lighting.”

For 2016, the company is introducing a triangular patio umbrella called

PATIO & HEARTH PRODUCTS REPORT

3. Caravita USA’s Big Ben square 16-foot 5-inch umbrella, with an integrated Elegance lighting system 4. A 45x24-foot canopy in Phifertex Plus mesh (Metallica white) from Infinity Canopy 5. A Solair retractable awning 6. The Equinox cabana, in Java, from TUUCI 7. The CALI338 cantilever from California Umbrella

the Big Ben Triangolo. Like the company’s classic Big Ben model, the Triangolo is especially strong to resist the elements, and it is available in the larger sizes that customers are asking for—starting with a side length of 9 feet 11 inches and ending at 19 feet 9 inches (making it possible to fit the umbrella into almost any space).

The Big Ben Triangolo can be customized using a number of manufacturing options to provide customers with a unique product. “More and more people want customized solutions, with their personal touches, instead of standard products,” Caravita explains. Three valance options provide this professional patio umbrella with advertising space and glare protection. An optional wind roof, which looks like a small umbrella on top of Big Ben, adds visual interest and can improve stability in windy conditions.

All of these manufacturing options are complemented by the choice of colors. With the Big Ben series, including Triangolo, customers are able to choose from more than 200 frame-finish colors and more than 130 fabrics. The umbrellas are available in specialty fabrics—such as fire-resistant or PVC–coated fabrics—as well.

The company’s system of manufacturing options allows for unlimited

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1 combinations, from color to size to valances.

Caravita says, “We offer an extra for those clients who want something truly unique and personal.

With state-of-the-art digital-printing technology, we’re able to do full cover prints on the canopies of our patio umbrellas, featuring customers’ favorite pictures, designs, or advertising.”

Also for this year, the company is excited to introduce its new integrated patio-umbrella lighting system, Elegance, which is available exclusively on the Big Ben series. The system’s LED lights are attached to the struts of the umbrella, and all of the wiring is concealed inside the frame, for a clean, uncluttered look. Lighting is available in warm white, cold white, and changing colors.

Jeff Leisen, national sales manager at Galtech International (Camarillo, California), reports that there is rising interest in commercial shade, in general. There has been a growing trend, over the past few years, of restaurants, hotels, golf courses, and even community pools adding or upgrading shade. More and more retailers are getting into commercial sales as a result. Leisen says, “Retailers aren’t waiting for commercial business to come to them: They are going out and actively looking for it. Many of our dealers have a dedicated salesperson to handle commercial business. It’s becoming that profitable.”

The company has increased its marketing efforts on the commercial side to go after that business more aggressively. Galtech has expanded its collection of commercial umbrellas to keep up with the market. Its commercial lineup for 2016 includes the 732 (a 9-foot octagon) and the 762 (a square 6x6-foot cafe umbrella), both of which offer features that demanding environments require—including double-thickness walls on each rib. If the umbrella gets knocked over, this allows it to maintain greater breakage resistance.

All hardware is stainless steel, to guarantee long service life and maximum corrosion resistance. Leisen adds that the silver finish is the most popular for commercial applications because of its modern look.

Galtech uses Sunbrella fabrics exclusively (with solid primary colors being the most popular) and offers many customization options, including silkscreening. “We are also noticing a shift toward using cantilever umbrellas in residential settings,”

Leisen says, adding that one of the reasons is that there is a movement away from the traditional five-piece dining group in favor of deep seating and chat groups.

He says, “People are sitting more casually, versus at a formal table, and a cantilever lends itself toward that trend.” Cantilevers offer more flexibility than market umbrellas because they can be rotated to shade different areas as the sun moves.

Galtech recently introduced its 887/897 series cantilever umbrellas. They feature Galtech’s patented Easy Tilt system, which enables users to tilt the umbrella from left to right by rotating the tilt wheel on the central mast.

Working in tandem with the Easy Tilt system, the Easy Lift mechanism allows its users to raise and lower the umbrella in a single motion. Leiden adds, “People are looking for the most effortless way possible to control their umbrellas, so this is a big selling feature.”

Solair® Shade Solutions (Glen Raven, North Carolina), maker of retractable awnings for the home, is expanding its product offerings to specialty retailers to give customers greater flexibility. David Heiman, sales manager, explains, “The awning is our premier shade product because it offers big shade with designer style, but we have discovered that in many instances, homeowners are looking for more than overhead protection from the sun: Sunlight can come from any direction, depending on the time of day.”

For 2016, two new offerings will be hitting retail floors: the Solair patio screen (a vertical drop screen) and the Solair Maxi window awning.

According to Heiman, vertical drop screens are one of the fastest-growing shade categories in the industry. “With covered patios and outdoor kitchens becoming more common, many homeowners are finding that these spaces need additional protection from the setting sun, without jeopardizing the view. The screen is an excellent, economical shade solution that provides shade from a western exposure,” he says.

The Solair patio screen is a durable mesh screen (driven by a weight bar at the bottom) that diffuses sunlight, blocks wind, and provides privacy. It comes in a range of shade factors, including 80%, 85%, and 90% coverage. It has many functional applications that add more comfort to an

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2 1. FiberBuilt’s Deluxe tent with drapes 2. The La Jolla umbrella from Amauri

outdoor space.

Solair also has reinvented the clunky aluminum window awning with its new Maxi window awning, new this year. This modern, designer outdoor window treatment provides shade inside the home and can be retracted to let in sunlight. It also provides 4x5-foot shade coverage outside. Heiman explains that the Maxi is a product that is typically not in the mindset of a patio store, but it actually makes a lot of sense.

“People go to a specialty retailer because they want to improve their outdoor environment. The Maxi not only provides shade, but adds dimension, texture, and color to the exterior of one’s home,” Heiman says. Maxi window awnings are made of water-repellent awning- and marinegrade Sunbrella fabric that can be color matched with Sunbrella furniture fabric. Heiman adds, “Solair is excited to bring more to the table for specialty retailers with its new products. As the interest in the outdoor room continues to grow, we plan to be a part of the mix.”

FiberBuilt Umbrellas & Cushions™ (Fort Lauderdale, Florida) offers shade products that also address the need for more flexibility. Debbie Maytidu, retail sales manager, says, “As we have seen, over the past several years, people are spending more time in their outdoor rooms, and they want to make that space as well appointed as any indoor room. To take advantage of this area, they need shade products that make the outdoor room more comfortable for more hours of the day. To meet that need, we have designed our shade products to be both functional and decorative.”

FiberBuilt got its start by making umbrellas for commercial locations, and it has translated that success into the residential marketplace.

“Homeowners can be confident that their FiberBuilt umbrellas are made to the same quality standards as our commercial shade products, which hold up to the heavy traffic and constant use at hotels, resorts, and restaurants. There’s no question about their durability in a residential pool or patio setting,” Maytidu says.

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FiberBuilt became a leader in the industry because its high-performance, flexible fiberglass ribs help keep umbrellas from flying away or breaking in high winds. To address all kinds of outdoor needs, FiberBuilt’s umbrellas come in many sizes and shapes, from 7.5-foot hexagons to 10-foot squares to 13-foot rounds. As interest in outdoor living grows, FiberBuilt has broadened its product offerings to include square 10-foot tents and pavilions, as well as square 10-foot cantilever umbrellas.

FiberBuilt’s tents are a portable solution for homeowners who want a temporary shade structure for a backyard party or an on-the-go option at a park or beach. They are constructed of heavyduty aluminum and have telescoping legs that allow height adjustment. The Classic tent is lighter in weight (for portability), with legs that are 1.25 inches in diameter. The Deluxe tent has legs 2.5 inches in diameter; it is available with side curtains.

The pavilion is a more permanent structure, though it can be disassembled when needed. It features a heavy-duty frame structure in powdercoated or FiberTeak™ simulated-wood finishes, 0.75-inch fiberglass ribs, and welded-aluminum connectors. It also has tabbed curtains that can be zipped closed to create fabric-panel walls (or tied back to the corner posts, for an open-air feel).

The cantilever umbrella delivers directable shade, with a 360-degree rotating side pole, a trigger lift crank, and a bronze-finished aluminum frame.

All of FiberBuilt’s shade products are available in a wide selection of marine-grade fabrics made of solution-dyed acrylic. The company also offers a full line of standard and custom cushions and pillows to coordinate with any decor.

TUUCI® Inc. (Miami, Florida) sees design, durability, and function as main drivers for shade as the outdoor room continues to gather steam.

Patrick Troy, vice president of sales, says, “It has become more common for the outdoor space of a home to have multiple areas of use, each serving its own purpose. Deep seating, firepits, chat sets, and outdoor kitchens are all offerings in the market that follow the trends of current outdoor use.

Each of these areas creates an opportunity and need for unique shade solutions, beyond the standard in-table parasol.” This opens many new opportunities for specialty retailers intending to expand their shade offerings.

TUUCI’s complete lineup of products was designed with the function of today’s outdoor room in mind. The company offers everything from a smaller traditional market parasol to its 18-foot octagonal Ocean Master MAX F-1 and a massive square 13-foot cantilever. This year, it’s adding a new cabana, the Equinox, and Troy is particularly excited about it. He says, “It’s a completely new direction for our cabana collection, with a more structural look and feel.”

As with all of TUUCI’s products, the new cabana has numerous customization options; curtains, lattice sides, and roller blinds are features of the Equinox—and even Bluetooth speakers and lighting are available. The cabanas are modular, so

they can be attached to one another to create new outdoor rooms in many configurations. Troy says, “Our Equinox options allow for the one-stop, simple creation of an outdoor room with many of the amenities of the indoors.”

TUUCI has also added a new tilting option to all of its cantilever umbrellas, making it easier to block late-afternoon sun and providing more flexibility for angling the canopy. “There was a need for a cantilever that offered variable angles of shade coverage without losing wind tolerance,” Troy explains.

When it comes to design, TUUCI is known for its eye-catching modern parasols and cabanas.

The company’s aim is to change people’s mindsets about shade. “An outdoor parasol can be more than a commodity that provides shade for a few seasons,” Troy says. “Parasols can be the ceiling for the outdoor room. Investing in higher quality grants flexibility to enhance the overall design aesthetic and provides the strength of construction needed in a parasol for a lifetime of serviceability.”

Amauri Outdoor Living® (Irvine, California) is all about modern, sophisticated design. Its stateof-the-art shade products not only are beautiful to look at, but are easy to operate and offer flexibility—something that the company has built its reputation on, over the years. Josh Tung, general manager, says, “We are continuously looking for ways to enhance the function of our umbrellas.”

For 2016, the company is proud to add the Zuma Shore umbrella to its product lineup.

Inspired by the iconic California beach house, Zuma Shore’s elegant (yet relaxed) style is a classic outdoor accent. It features the company’s innovative autotilt system, which is different from anything like it on the market, the company says. A typical autotilt system uses a crank to open an umbrella into a standard position and then a continuous crank to tilt it. With this system, shade is limited to the one position, unless the umbrella is repeatedly adjusted as the sun’s position changes.

“For Zuma Shore, we developed an additional 360-degree rotation feature by using the pivot mechanism to autotilt. Once the shade is being tilted, one needs simply to push down and turn the collar, and the shade will rotate through 360 degrees, to any desired position, to cover up the sunlight,” Tung explains.

Amauri’s new La Jolla umbrella includes a unique function that solves the clearance problem often associated with a rectangular umbrella. “It can be frustrating to open and close a rectangular shade while dining because there is not enough height clearance between dining table and bottom of the long rib edge. La Jolla resolves the issue with an elastic upper-pole function, so the umbrella does not change its normal height when it is fully opened—but rather, it creates a higher clearance when it is in the closed position,” Tung says.

All Amauri shade products are constructed using the finest aluminum, which is made to endure the elements and resist rust. The company’s umbrella poles are thick (with a large diameter), so they are sturdier, are more reliable, and can

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easily handle regular outdoor wear and tear.

The ribs in Amauri’s wind-resistant collection are made with fiberglass (which is stronger and more flexible than standard hollow-metal structures), making them ideal for windy environments. Tung adds that the durability of Sunbrella fabric, combined with the strength of the unique rib frame, means that consumers can use Amauri umbrellas with confidence, year after year.

Bryan Sanches, vice president of sales and marketing for California Umbrella (Pomona, California), says, “Our customer base is hungry for custom products. People want to create outdoor spaces with personality, and an umbrella not only can provide shade, but can be a focal point as well.”

The 70–year-old company has lots of experience under its belt and is bringing fresh design ideas to the industry. According to Sanches, the outdoor-living industry puts much of its energy into creating beautiful fabrics, pillows, and accessories for the outdoors, and an umbrella is inherently a central part of the space. He says, “If a homeowner is dressing the backyard, shade is an important part of the overall environment because it provides comfort and visual interest.”

California Umbrella’s shade products can be customized to coordinate with any outdoor decor.

The company partners exclusively with Sunbrella for its high-end furniture-grade fabrics, including the Sunbrella Fusion collection from Trivantage. There are more than 600 fabrics to choose from, in all. Sanches says, “We have different cut packages that people can select from to customize their umbrellas.” California Umbrella is happy to work with dealers interested in creating a custom product or product line specific to their markets. “This is something dealers can do to differentiate themselves from their competition,” Sanches adds. “If retailers are looking for that kind of solution, we are a good partner for them.”

California Umbrella’s GSCUF series of collartilt market umbrellas was created to support the growing customization trend, and it has become a cornerstone product for its dealers. “Many customers want to switch out the fabric on their umbrellas—to freshen up the look of their outdoor rooms—each season. It’s easy, with a GSCUF umbrella,” Sanches says. The GSCUF umbrella frame features fiberglass ribs that are both flexible and strong, not only to withstand any weather, but to support any type or weight of fabric.

Sanches adds, “We can do so much with this series to customize it, with custom cuts, edge designs, alternating panels, and logo printing.”

The GSCUF is the company’s standard residential midrange to high-end product. It also offers its ATA series (with autotilt) for dealers wanting to add a high-quality entry-level umbrella that they can sell at full margin.

“We cover a wide spread of price points, features, and benefits with all of our umbrellas,” Sanches says. “Our goal, as a supplier, is to provide retailers with an alternative to our competitors— and to offer them a compelling solution, regardless of their markets.”

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SUPERB SHRIMP ACCOMPLISHED. BUT NEXT TIME, I’M USING THAI BASIL INSTEAD OF AFRICAN BLUE. Introducing Hestan Outdoor, for those who have an obsession with perfection. We tinkered, tested and tweaked until we came up with the most powerful and reliable grill available. 25,000 BTU burners deliver the perfect sear. Ceramic radiant briquettes minimize flare-ups. We laser cut our grates in-house for heavy-duty reliability. And the built-in rotisserie really works (really well).

And since we’re perfectionists, we build each and every grill from scratch at Hestan Headquarters in Anaheim, California. We wouldn’t entrust our recipe to anyone else. hestanoutdoor.com

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HIGHIMPACT A visible location and strong community support help Mister T’s Patio thrive in Nashville.

BY KIMBERLY RODGERS PHOTOGRAPHY BY MICHAEL REAGAN

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enowned as the Music City and as home of the Grand Ole Opry, Nashville, Tennessee, has evolved well beyond its place as a music hub. The capital of Tennessee and the secondlargest city in the state, Nashville has become one of the top travel destinations in the world.

The city also is home to many top job creators in the healthcare, automotive, food, and grocery industries, as well as to Vanderbilt University (and its medical center) and to local and state governments— Nashville’s largest employers.

Business expansion has brought the area a surge in both commercial and residential real-estate development. For the past 26 years, Mister T’s Patio Furniture (Nashville) has helped meet the needs of this growth as a premier specialty retailer of casual furniture and accessories. It serves both residential and commercial customers throughout the Midsouth.

After forging different career paths, brothers Fred and Ray Tarkington decided to combine their talents, founding Mister T’s Patio in 1990. Fred was a sales representative for a highend furniture manufacturer in New York, and he eventually opened his own retail fine-quality furniture stores in Memphis and Nashville; Ray was in the real-estate business.

After Fred retired, he and Ray made a quick decision to open a store on a tract of land adjacent to Interstate Highway 65 in Nashville. Fred died in 2008, and Ray became president of the company. “Our business was established on the principles of offering the best quality, the best value, and the best service to our customers,” Ray says.

Mister T’s Patio is located on 2.5 acres, with 10,000 square feet of indoor showrooms. The remainder of property is used for outdoor displays.

Jim Beacom, general manager, says, “We hear our

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Top: Mister T’s Patio has been serving customers throughout Nashville and the Midsouth for 26 years Bottom: From left, Jerry Ozment, Ray Tarkington, Jim Beacom, and Carolyn Lee

outdoor showroom is quite unique as we talk to other people in the industry. Customers tell us it’s impressive, as they see all this furniture sitting outside, all year round—no matter what the weather may be.

Sometimes, there will be 2 to 3 inches of snow and ice sitting on top of a cushioned grouping.”

He continues, “It goes to reinforce the high-quality lines we carry—and that our furniture is made for total outdoor exposure.” These top-end lines include Brown Jordan, Classic Rattan, Gensun, KingsleyBate, Lloyd Flanders, NorthCape, OW Lee, Seaside Casual, and Woodard.

When Beacom started with the company, 24 years ago, wrought iron was the most popular category and biggest seller. Today, metal is still popular among the retailer’s commercial customers, but

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Marketing Maneuvers furniture made from all-weather wicker and vinyl components has now taken over that top spot for residential clients. “Customers are very impressed by the look and durability of the vinyl products,” he says.

Certainly, the traditional outdoor room remains popular in Nashville; however, the popularity of three-season sunrooms and wraparound porches is surging. “More than half of our customers (approximately) are coming in to furnish these larger living spaces, over the backyard patio or deck space,” Beacom says. He comments that more customers are now making these types of spaces their gathering areas, instead of traditional family rooms.

STRONG MARKETING PRESENCE The Tarkington brothers’ wise decision to open a store located along the bustling I-65 corridor through Nashville has paid huge dividends in reaching customers and attracting them to the shop.

“About 150,000 cars per day drive right past our store, and our outdoor display is easily visible. We receive many calls from people who say they saw our grouping of bright Adirondack chairs outside, and they want more information about them,” Beacom says.

“Our location has truly become part of our advertising. It’s amazing that we are reaching so many people every day; it does generate quite a few calls and translate into people who come into the store.”

Another significant marketing effort is the retailer’s involvement with the annual Antiques & Garden Show of Nashville, the largest exhibit of its kind in the United States. Ever since the show’s inception, 25 years ago, Mister T’s Patio has been a major supporter of the event (held at Nashville’s Music City Center), which attracts more than 150 exhibitors and 10,000 to 15,000 attendees over its three-day run. The event draws experts in design, antiques, and horticulture from throughout the United States—including high-profile speakers such as this year’s guest lecturer, Gwyneth Paltrow.

The show is held every winter, and Mister T’s Patio is involved not only as a sponsor and exhibitor, but also as the provider of all the benches—for the entire convention floor—during the event. “We have a huge presence there, and it really has become our kickoff for the season,” Beacom says.

“Our involvement puts us in front of thousands of people and gives our staff good training in talking about our products. We also provide attendees at our booth with a promotional flier that includes

Top: Focusing on quality, Mister T’s Patio offers a variety of products for the outdoor room, sunroom, and wraparound porch Bottom: Located on 2.5 acres, Mister T’s Patio features a vast outdoor showroom

another. The group includes a master builder, a pool builder, someone who specializes in outdoor kitchens, and another who builds porches.

We are a networking group of nine very respected businesses in the area that all help one another,” Beacom says. a show discount,” Beacom adds. Since Music City Center is less than 7 miles from Mister T’s Patio, many attendees leave the event to visit the showroom. “Sometimes, people will come over almost immediately after visiting our exhibit, and they will bring the promotional flier. It has become a good way for us to track the effectiveness of our marketing at the show,” Beacom says.

Since the exhibition draws interest from people throughout the United States, “We have had folks ask us to ship furniture to many different places (such as New York, Minnesota, and Colorado), so it’s also a good place to get our presence out beyond Nashville,” Beacom says. The store’s support of the annual event is well worth the time, energy, and sponsorship involved. “The attendees of the show have an average income of $150,000 and higher, so they are the right demographic for a specialty retailer,” he adds.

Through the years, Mister T’s Patio has tried all forms of advertising; it currently relies most heavily on print media. The retailer is also part of a resource group made up of area businesses that complement each other. It meets monthly to go over marketing ideas and strategies. Jointly, the group sends a direct-mail piece to targeted prospective customers. “We basically feed off one

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A HAPPY BUSINESS Mister T’s Patio runs its operation with a dedicated group of about 15 employees. “Combined, our employees have over 107 years’ experience in the outdoor industry—and out of those 107 years, 100 of them have been spent at Mister T’s Patio,” Beacom says. Two of those long-term employees are Jerry Ozment, CFO (who has been with the company since day one), and Carolyn Lee, office manager and 19-year employee.

Recalling the late Fred Tarkington, Lee says, “He always stressed to us the importance of showing each and every customer respect, kindness, and a good attitude and of treating them the way we would want to be treated ourselves.“ Beacom adds that Fred loved the outdoor/casual business because it was a happy business.

“He used to say that people come in here to outfit swimming pools, sunrooms, and backyards— places where families can watch the kids have fun and see them grow up; places where they can come after a long, hard day of work and just relax,” Beacom says. “It makes us smile to think of all the happy memories we have helped make in the 26 years we have been in business. We hope there are many more years of memories to be made.”

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Circle Reader Service No. 23

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Hearth Retailer

FILLINGTHEGAP An entrepreneur recognizes a dire need and steps in to help.

BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY HENRY BRADLEY

W

hat can you do when you move your business to a new location and are inundated with people bemoaning the loss of the store that formerly occupied your new space? If you’re Klayton Tapley, you recognize an untapped market and quickly mobilize to seize an opportunity.

Just after college, Tapley had gone to work with his father, installing flooring as an interim job while deciding when and if he would pursue a law degree. In short order, he discovered that he preferred the idea of being an entrepreneur to that of being a lawyer, and in 2004, he

opened his own flooring business.

Carpets Direct installs everything from hardwood to carpeting. When the business outgrew its original location, Tapley decided to move to a larger facility in Stockbridge, Georgia.

He was moving his flooring busi-

ness, not planning to get into the fireplace business. As soon as he had settled into his new space, though, he found himself getting a lot more foot traffic than he had expected. “There had been a fireplace company here for 30 years, and it had gone out of business earlier that year,” Tapley recalls.

“By the fall of 2007, there were people just pounding at the door, asking me where the fireplace place had gone. They had a dire need for fireplace products—and nobody to fill it. I thought my team could step up and help them, so I started a company called The Fireplace Place.”

Not for a moment did he fear that

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the former company had gone out of business because its market had dwindled. He explains, “I’m an entrepreneur, and I saw that these people had a real need and were desperate.

The reason many people go out of business has to do with leadership, and that was the case. I thought, ‘Why not just go ahead and do it?’”

Today, The Fireplace Place has two locations: the original in Stockbridge, south of Atlanta, and a newly opened showroom in Roswell, on the north side of the city. All told, it has 18 employees and carries all major product lines, including Regency, Travis Industries, Hearthstone Stoves, RH Peterson Company, and Harman.

Tapley, as founder and CEO, operates the business based on three guiding principles. First, focus on the customer. “Our customer comes first. We don’t just sell products,” he says. “We specialize in providing our clients with the perfect solutions for their homes.”

Second, he operates with a team

PATIO & HEARTH PRODUCTS REPORT

Top: Inspiring store vignettes help customers visualize how to incorporate fireplaces into their homes Left: Dawn and Klayton Tapley

approach and emphasizes ongoing education. “We strive to be experts in our field, so continued education/ training is something we value, as a company. We encourage everyone on our team to take part,” Tapley says.

Third, he works to deliver highquality solutions. “We test every product extensively before we will allow it to be presented in our showrooms,” Tapley states; he is not a guinea pig for new-product introductions. “If it is a product line that we’re very familiar with, and it is the same technology, we trust it. If it is a new product, we’ll have my lead technician test it and troubleshoot it to do our own analysis. Then, we ask ourselves, ‘Is it something that we

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Circle Reader Service No. 25

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Hearth Retailer can feel comfortable selling?’”

Tapley says.

Products that make it to the showroom are put to the test. “Every product in our lineup is put on trial and must prove its worthiness. If it does not meet our quality expectations, we don’t want it. Let’s face it: Business is tough enough, as it is.

The last thing that we need to worry about is the headache from a poorly engineered product. This only causes unneeded stress for our customers and staff,” Tapley says.

He continues, “Vendors and distributors typically just want to push products, so they won’t always be honest about the quality of the products. We learned quickly that we don’t want to be a test dummy. If we are going to be one of the first ones selling it, we will test it before we put it into a customer’s house.

We learned that the hard way.”

By adhering to these principles, the young business has grown.

“Overall, 2015 was a fantastic year, with sales up more than 30%. We had a great first quarter, which set the tone for the year,” Tapley reports.

Today, the hottest products are gas fireplaces and log sets. Tapley’s two stores are just 50 miles apart, but they experience regional differences. The Stockbridge location is situated in a more traditional market, so the preference there is for wood-burning fireplaces. The Roswell location serves more subdivisions, where people do not have easy access to wood. “They are looking for more automation.

They want something that is simple,” he says, noting that 80% of the market there trends toward gas fireplaces.

“Two years ago, our business was 70% wood-burning appliances and 30% gas. Now, it is trending toward gas, even in the Stockbridge location’s traditional market,” Tapley adds.

There are aesthetic differences, too. The Roswell location’s customers favor more modern designs.

“If they are doing an entire remodel, they go with linear fireplaces. The trend toward modern styles surprises me, in this traditional market,” Tapley says. “If they are retrofitting, however, people go with more traditional designs because they want to match the existing decor.”

Tapley can’t pinpoint any other specific trends. Instead, he states,

The new Roswell location has already developed a large customer base

“Our clients are interested in quality.

They are interested in products built to last: beautiful fireplaces that will give them years of enjoyment.”

Using social media is an ingredient in Tapley’s marketing plan, but it is a relatively small component. To date, he hasn’t had much need for social media. Instead, he depends largely on word-of-mouth referrals and repeat business. “We have noticed that as our brand awareness has grown, over the past nine years, we are receiving leads from all over Metro Atlanta through dealer locators,” Tapley says; he serves fireplace customers as far

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south as Macon, as well as throughout Northern Georgia.

He adds, “Clients were willing to drive for up to two hours to see our Stockbridge location. The Fireplace Place is a destination business, where people drive a long way to come to us.”

Realizing how important the store had become to such a large market triggered a thought: Tapley asked himself how many more customers the business could serve if it were closer to them. He then put plans into motion to open the second location in Roswell. After much planning and strategizing, he opened the new 3,000–square-foot showroom in August 2015. It complements the Stockbridge location, which has 15,000 square feet split between The Fireplace Place’s showroom, its warehouse, and the Carpets Direct business.

In Stockbridge, the fireplace and carpet businesses are not stand-alone entities, but adjoining storefronts where customers can stroll between the businesses.

“They are two different businesses, but they are the same,” Tapley explains. The businesses share staff, with some salespeople selling both fireplaces and carpeting. “We run the carpet business the same way we run the fireplace business.

It just grows and grows, from repeats and referrals. It is the same staff; we process the jobs the same way,” he says.

Tapley does not do any marketing to promote his carpet business, either. All sales come from repeat business and referrals.

At both locations, Tapley says, it is

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always a challenge to keep the showrooms current, but he enjoys keeping up with the latest trends and technologies in the ever-changing hearth industry. “We owe it to our clients to be sure that they are seeing the best of what this industry has to offer,” he says.

To that end, he keeps the showroom fresh, but sticks with products that have staying power.

“We’ll feature wood stoves that have stood the test of time. We’ll experiment with new product lines and products—and if they don’t sell, we’ll change them out for others. It is costly, but we have to have the best of the best on the floor.

We are not going to be the cheapest seller on the block. We want the higher-end products that won’t run our team to death servicing them,” he says.

Now, with two businesses and two locations to oversee, Tapley has his hands full, but he remains positive about both locations. He says, “We take it on day by day: One thing I know about small business is that it is ever changing.”

As Tapley moves forward, he intends to stay agile enough to take advantage of any other opportunity that might arise. “In the end, I trust my gut instincts. We have to be willing (and able) to adapt to any circumstance that presents itself. Will we see an economic downturn in the near future? I don’t know,” he says.

“I do know that industries and markets constantly change, and I want to have plans B and C that will stand up to whatever comes our way. With our business philosophy, I expect that our growth will continue for decades to come.”

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Circle Reader Service No. 27

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Outdoor Grilling

ABOVEANDBEYOND San Diego Grill Pros treats each customer as a VIP, extending complimentary white-glove service and much more.

BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY BRYAN OSTER

A Lynx SmartGrill

O

rder a new grill, and you expect to pay for delivery. Order a new grill, request delivery and setup, and you expect to pay a premium price for white-glove service. If you live in or near San Diego, California, however, you can get both delivery and setup free on most products.

Delivery personnel from San Diego Grill Pros (San Marcos) show you how to use your grill and even take away the cardboard boxes. What could be easier? The premium setup/delivery package is all part of San Diego Grill Pros’ top-notch customer service, which has turned the business into a retailer to be reckoned with—though it was recently a fledgling startup.

Prior to opening the store in 2013, Joey Hernandez and Daniel Felch were coworkers at a large chain retailer of grills. “I always wanted to

Joey Hernandez (left) and Daniel Felch

felt we had a different approach to how we would do things if we had our own operation,” Hernandez says. He and Felch dreamed of doing things their own way.

“If you work for somebody, it is hard to put your influence into it because everything has to be approved. We knew what we wanted to do, and the only way to do it was to do it ourselves,” Hernandez adds.

open my own store,” Hernandez recalls; he felt that he had enough experience to do the job.

“Obviously, when you open a business, it is a big risk. We decided to do it because we felt that what we were doing could be done better. We

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A DIFFERENT APPROACH The approach it wanted to take was to make selling U.S.–made products a priority. “We will never have our own label for barbecue products. That was our first decision. We would only sell established products and those made in the United States. We wanted customers to know us as a store,” Hernandez explains. “We never wanted people to feel they had to buy our house brand.”

Beyond that, the company’s focus was always to be on delivering the best in customer service. That’s easy to say, but San Diego Grill Pros backs up that promise.

“We do not charge for delivery of any of our products,” Hernandez says. “When you buy from

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Outdoor Grilling Felch adds, “We look for a 50–50 balance of top quality and service. We want the best manufacturing equipment used at the factories, top-end stainless-steel materials, and really good customer service.” The result is that the store carries products from Lynx Grills, Fire Magic, Alfresco, Big Green Egg, Weber, Capital-Cooking Equipment, DCS by Fisher & Paykel, Memphis Wood Fire Grills, MAK Grills, and Green Mountain Grills.

Hernandez and Felch, both grilling enthusiasts, test the grills themselves. “We use the EGG here almost every day,” Hernandez notes, adding that someone is always cooking something at the store.

That could account for many of the EGG sales that the store makes. Felch says, “We’re the number-one retail location in the Southwest for Big Green Egg’s products.”

Currently, one of the hottest features in a grill that the store sells is the fully adjustable searing station from Lynx. Felch says, “Otherwise, people are just looking for some standard things, such as lights inside the grill and high-quality stainless steel. They are looking for a quality build.”

San Diego Grill Pros sells stand-alone grills, as well as built-in units. It works with contractors who construct outdoor kitchens. In addition, it offers custom-made islands that are built off-site and delivered to the buyer’s location. It has a good relationship with contractors, who rely on the store to provide the outdoor appliances that they need.

San Diego Grill Pros is Big Green Egg’s number-one retail location in the Southwest

us, the service comes with it. We do it all—down to taking all the cardboard away with us—so you don’t have to lift a finger.”

The one-on-one time spent with customers during the delivery process is especially effective. Hernandez says, “There are no phones or other customers to interrupt us.”

He continues, “We will build the product; pour in the charcoal; and show the buyer how much is needed, how to use the electric starter, and how to set up everything. We’ll answer all questions: That’s a big deal. We’re passionate about the products we sell. It is that kind of customer service that separates us from the other retailers in this area.”

STOCKED ACCESSORIES Another part of the customer-service equation is found in the accessories that the store sells. “You can go into a dealership, and it might have a Big Green EGG® on display, along with a bag of charcoal, but we will carry everything from the starters, plate setter, and grill gripper to the ash tool—and much more,” Hernandez states. “We stock everything. We carry things you can get that day or any time you want. People ask us, ‘Do you carry the skewers or the beer-can stand?’ Yes, we do. We stock the most popular accessories from Big Green Egg Inc.” Lead times are short, too. “A lot of U.S. manufacturers are in Southern California, which is our backyard—so we get products faster,” Hernandez adds.

When the business started, just Hernandez and Felch were working there; Jessica handled

the administrative work. Today, the store is in the same 2,575–square-foot space where it started, but it is growing. The biggest change has come about in sales.

In 2015, sales were (as Hernandez puts it) awesome. He says, “It was a very strong year. I would attribute that to our being established now. A lot of our customers are return guests, and they give you referrals. Now, we are getting referrals from referrals.”

Hernandez also credits the growth to the store’s location: at the intersection of two busy highways (California State Route 78 and Interstate Highway 15) in San Marcos, north of San Diego. He estimates that the coming year will be even bigger.

PRODUCT SOURCING When it comes to choosing products for the floor, San Diego Grill Pros gives top priority to U.S.–made products. It also seeks out quality materials and wants the manufacturer to have a track record in business. “We look for longevity, quality, and premium features—and we try to get as many U.S.–made products as possible,” Hernandez says.

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IN-STORE AND ONLINE PROMOTIONS An employee cooks in the store nearly every day— and almost always on weekends, when you can smell and taste the wings or sausages coming off the grill.

Hernandez says, “The EGG is one of our movers, and people want to see how it works and how the food tastes.” Cooking duty rotates among personnel; Hernandez says, “We all chip in and do it.”

The store is also involved in community events, sponsoring local smoker teams and smoking events.

“We’ll put up some kind of grand prize, which is typically a smoker, and pay for teams to compete.

We have our banners up and talk to people and the smoker teams,” Felch explains. “We want to be part of the community, not just a store selling grills.”

Advertising is done online only. The store has a big presence on Google, and it uses pay-per-click marketing to generate traffic from people searching for premium products. Felch reports having strong Yelp and Google Plus pages; he says that Google is the store’s preferred medium, but it also has presences on Instagram (managed by Felch and updated whenever the store cooks) and on Facebook (managed by Jessica).

Going forward, the business plan is to continue delivering a high level of customer service.

Felch says, “That will grow the business, on its own. Those are the most important things here at the store: customer service first, along with lowpressure sales.”

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Circle Reader Service No. 31

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Showroom Showcase

MORE THAN A STORE A rebranded New Jersey retailer strengthens its ties to customers and the community at large.

by SHARON SANDERS

PHOTOGRAPHY BY RICHARD MURAWSKI

S

eashore Ace (Stone Harbor, New Jersey) has been a destination for hardware, home goods, and casual furniture at the Jersey Shore for more than 70 years.

While its name and product mix have evolved, one thing has always stayed the same: its feeling for its customers and the community. In 2015, the Fisher family (founders of the business) rebranded the store, changing its name to Seashore Ace Home & Outdoor Living to reflect more truly the type of business that it has become.

Scott Fisher, third-generation owner, says, “We’ve been an outdoorliving retailer for many years, but our name didn’t make that clear.” The rebranding led to record growth last year, and the Fishers couldn’t be happier. “We needed to sharpen our pencil and change things up a little bit so we could compete better in the marketplace,” Scott adds.

The store was started in 1946, by Etta and Spike Fisher, as an appliance and home-supply shop; in the 1960s, it transitioned to being a hardware store as the market changed. The evolution to outdoor living began when Spike saw Tropitone casual furniture for the first time and fell in love with it. At the time, Tropitone primarily served the commercial market, so he had to start selling it at his store so that he could get pieces for his home.

“That was our first big step into outdoor furniture,” Scott explains. The store is now the longest continuously operating Tropitone dealer in the country. It boasts 7,000 square feet of showroom space dedicated to outdoor furniture, accessories, and grills, with more than 15 manufacturers represented.

They include Telescope Casual, Gloster,

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(Brookfield, Wisconsin) to redesign the site, as well as to maintain it. The store has a monthly budget for the website and has designated a staff liaison, Sue DeLosso, to work closely with the agency. Scott says, “We have ideas and goals we want to accomplish each month, and Sue makes sure they are passed on to the agency.” He adds that it has been a relief to have an agency handle the website. “There is only so much we can do in a day, so we needed to hand off this project. Without AdSerts, we wouldn’t have been able Tropitone, Lloyd Flanders, Seaside Casual (HDPE), and TUUCI. Today, the store is owned, managed, and operated by Joey and Jim Fisher (Spike’s son) and their son, Scott. Its unique two-story showroom is ideally set up to highlight all of the store’s offerings. The first floor is designated for housewares, garden supplies, and hardware (including a full-service paint-design studio), and the second floor is dedicated to outdoor living.

The product mix works well because it caters to two different types of customers. Locals from Stone Harbor and Avalon stop in regularly to pick up basic home goods, and people from surrounding cities and towns visit specifically to find products to furnish their outdoor spaces. “There is a lot of cross-selling going on,” Joey Fisher says. “It seems that people always end up on the second floor, at some point, to check out our outdoor merchandise.”

When the Fishers rebranded the store, they also fine-tuned its marketing strategy. The first order of business was to redo the store’s website (www.seashoreace.com).

“It was a priority because we wanted it to portray our new vibe,” Scott says, adding that he had identified websites that he liked before embarking on the project. “One thing that I didn’t want was a site that was cluttered. I wanted it to be simple, customer friendly, and a showcase for the products and services we offer,” he says.

He hired AdSerts Inc.

Page 32, top: The second-floor showroom is home to outdoor-living products Page 32, bottom: The store caters to customers in local beach communities Top: from left, Mike Delaney and Joe Gibula; Scott, Joey, and Jim Fisher Middle: The 7,000–square-foot showroom has room to display a variety of casual furnishings Bottom: Bright colors, blues, whites, and crisp grays are popular with customers

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Showroom Showcase to do it,” he says.

In tandem with the website’s redesign, the Fishers created a Seashore Ace Home & Outdoor Living catalog. The 12-page directmail circular is designed to give people a high-level look at the outdoorliving products that the store sells.

“It also features photos of customers’ homes and the backyards we have helped them design,” Jim Fisher explains.

For 2016, there will be three main mailings to more than 30,000 homes in communities along the coast. The first is at Easter—because many of the store’s clients who own second or third homes in the area visit those homes at that time. The second mailing arrives on the weekend before Mother’s Day, and the third arrives on the weekend before Independence Day. Jim says, “The July magazine is our preview issue, which showcases some of the new products that will be arriving for 2017. It is a great way to keep us in the forefront of

readers’ minds for next year.” A digital version of the catalog is posted on the store’s website. The Fishers also stay in constant contact with customers by using email campaigns to announce events, new products, and sales.

Seashore Ace Home & Outdoor Living prides itself on being a contributing part of the local community. It has put on numerous charity events over the years, including its current cookout series benefiting Children’s Miracle Network Hospitals.

Every spring, the store holds themed cookouts to support the cause and to demonstrate the store’s grilling products. Some of the themes have been pizza on the grill, deep-fried turkeys, and barbecued turkeys.

“People love it because it builds a sense of community—and everyone loves to eat. It makes us feel good to give back,” Scott explains. The Fishers contribute $1 to match every dollar donated at the events. A

donation to the charity also enters attendees in a raffle to win a Weber gas grill or a Big Green EGG. The store recently held a weekend promotion for its Ace Weber gas grills, and it ended up selling 98 grills in four days (more than any other Ace retailer in the United States). “People know us and know how reliable we are, so they want to support a local dealer,” Scott says, adding that there is a strong movement in the area to support shopping locally. “If you treat customers well and carry good products, the sales will come,” he notes.

The store has gained a reputation for its service—something that the Fishers feel is mandatory, if a store is to thrive in today’s retail environment. “Specialty retailers are in a position where we are battling the Internet daily. People need to know that they can come here, pay a fair price, and get service they won’t get on the Internet,” Jim says.

Scott adds, “They also need to know that we will go to bat for

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them if something goes wrong. We have relationships with our manufacturers, so they support us in everything we do.”

For 2016, the store has added a shrink-wrapping service for furniture. “Marine-grade shrink-wrap protects furniture for storage during the winter months. It’s something we think will do well in our area because most of our customers own second homes along the coast, so they aren’t using their furniture during the winter,” Scott says.

To generate interest in the new service, the Fishers place a piece of shrink-wrapped furniture on the showroom floor. The service is also being promoted in the store’s catalog.

Scott says, “This is yet another way we set ourselves apart with our service.”

Seashore Ace Home & Outdoor Living is in growth mode. The Fisher family and its team of employees are looking forward to what the future will bring. Scott says, “We have a new vision for the store, and we are just getting started.”

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Circle Reader Service No. 35

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As I See It

Backyard Bliss Ratana’s striking casual collections incorporate the latest fabrics, colors, and furniture trends. BY SHARON SANDERS From left: Lawrence Wong, Winnie Ng, and Godfrey Leung

Whidbey Island dining

Ratana has been a formidable player in the outdoor-living industry for the past two decades. Its design-driven products have become a staple for specialty retailers in the United States, Canada, and Latin America.

The company (with offices in Vancouver, British Columbia, and Seattle, Washington) offers a full lineup of sophisticated, high-quality outdoor furniture in all-weather wicker, aluminum, and stainless steel, as well as outdoor cushions, umbrellas, firepits, furniture covers, and more.

In January, Ratana relocated its Las Vegas Market showroom to a larger space on the 12th floor of building C (C-1235). The new 3,300–square-foot showroom gives the company additional space to showcase its products and cater to its growing client base. Patio & Hearth Products Report spoke with Godfrey Leung, vice president; Winnie Ng, sales manager; and Lawrence Wong, U.S. sales manager, to learn more about this intuitive company and to get its thoughts on the industry.

What does a manufacturer need to do (or be) in order to thrive in today’s outdoor-living market?

Wong: A manufacturer has to understand its dealers’ businesses. In today’s retail environment, success is not just about making products; it’s about making partnerships with retailers that last, year after year. At Ratana, we focus on knowing

our customers and what they require to grow their businesses. This includes offering a thoughtful variety of programs—including early-buy, warehouse, container, quick-ship, cushion, and customcushion programs.

A partnership means having the well-developed infrastructure and systemic inventory management needed to facilitate all business matters for our customers. It also means running an excellent customerservice operation and making sure communication between us and our dealers is fast and efficient.

Ng: We pride ourselves on having many longtime retail partners. In many cases over the past 35 years, we have been fortunate to serve two generations of customers. We may have sold products to the founder of a business (the first generation) and now sell to the son or daughter who has taken over the business (the second generation) as well. Our dealers know that if anything goes wrong or if they need help, we want them to feel open about coming to us.

Leung: Long-term relationships make it possible for dealers and manufacturers to grow together.

It’s hard for dealers to find a manufacturer they can trust to make quality products, provide personal customer service, and deliver on time. We want to be that manufacturer for our dealers.

How do consumers view outdoor living differently today than they did in the past?

Ng: Outdoor living is in the spotlight (in magazines, on television, and on the Internet) today more than ever before, which has made it more important in consumers’ minds. I think people are

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seeing outdoor living as a way of life. They want to live outside, with nature; eat outside, in the fresh air; and spend their free time soaking up the sunlight or entertaining under the stars.

Many homebuilders are actually incorporating outdoor rooms into their new homes’ floor plans.

This being said, people are willing to spend the money for the outdoor decor (furniture and accessories), just as they would for the inside of their homes. Everyone wants to entertain family and friends; when they come over, homeowners want to be proud of their outdoor spaces.

As consumers’ tastes become more sophisticated, how does the company plan to continue to meet those expectations?

Wong: Consumers’ tastes inevitably evolve over time, and the way Ratana approaches this is to be forward-thinking in design. We are in touch with the latest fabrics, colors, and furniture trends. Right now there is a transition from the baby-boom generation that wanted large-scale, bold furniture to the generation-X and -Y consumers who are attracted to contemporary designs (which tend to be sleek and smaller in scale).

Leung: Many baby boomers are selling their homes and downsizing as they head into retirement, which means they will be looking for smaller-scale furniture to purchase as well. There is no doubt that this trend touches many different markets and demographics.

Ng: I think smaller-scale furniture also appeals to people living in apartments and townhouses who

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As I See It want to create livable, open-air spaces on their balconies and in other small outdoor areas. One thing that will not change is the demand for comfort, and that is something we will always build into every piece of Ratana furniture.

What new Ratana pieces or collections are you most excited about for 2016?

with a textured, fusion profile. With all three collections, we’ve created different types of universal end tables, coffee tables, and dining tables (so people have more choices, when it comes to creating their own personal groupings).

What emerging trends do you see in outdoor furniture?

Ng: There are three collections that Ratana has introduced for 2016. What’s different about these introductions is that they incorporate mixed materials—so rather than having all-aluminum and all-resin collections, we are doing a combination of both.

The first is Kingston, which features a resin-wicker weave with a braiding structure that resembles water hyacinth. The weave is a mixture of light and dark tones of brown. We paired the weave with a brushedaluminum frame to create an organic, natural look. In general, people are looking for a peaceful, Zen look, so we created this collection with that in mind.

The next is the Whidbey Island collection, which resembles seagrass—again, a natural look. It offers a full range of pieces, including a sectional, deep seating, dining, and motion pieces.

We are also excited about our Casa Camino collection. It has a more contemporary flair than the other two groups, which are more of a transitional design,

Wong: We are seeing a variety of weaves and finishes—more so than ever before. Along with that, materials are being mixed and matched, such as aluminum with wicker and wood with wicker. For example, an aluminum dining table, combined with resin woven dining chairs, creates a more designer look, or an aluminum firepit table (configured with a woven sectional) brings together two great textures for more excitement.

There are also many manufacturers opting for a more organic feel, with simple, clean lines married with beautiful fabrics and plush cushions. As seen with our newest offerings, Ratana’s products are in line with all of these trends.

What does the future hold for the outdoor-living industry?

Ng: The outdoor-living industry is still moving for-

ward with strong momentum. If you look around, everyone is adding fireplaces, outdoor kitchens, and fire tables to the backyard. There is a lot of opportunity, for sure.

We are also noticing that people are bringing outdoor products indoors: They adore the durability of the premium-quality resin and the rustproof frame material that is built to last, as well as high-performance all-weather fabrics that are just as beautiful as indoor fabrics (but are easier to maintain). Outdoordesign aesthetics have become so sophisticated that it is often hard to distinguish an outdoor piece of furniture from an indoor one.

There is also a movement toward bigger patios and more outdoor seating at restaurants because people enjoy the experience of dining and socializing outdoors. I think this is a big opportunity for the industry and for specialty retailers.

What do you predict for Ratana?

Wong: The outlook is great for the future of Ratana. We have evolved and matured tremendously as we work closely with our dealers. We are committed to the industry, we have a passion for outdoor living, and we want to continue to be a strong and key player that contributes to the growth of the industry as a whole.

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191 Jalyn Dr New Holland PA 17557 Circle Reader Service No. 38

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MyTurn

Hang Around The Hammock Source’s high-quality products are crafted with care and attention to provide many years of relaxation. BY GREG THOMPSON

The iconic image of a hammock swaying gently in the sun could well represent the epitome of relaxation.

The alluring showroom presence of a hammock beckons consumers who want to add a final touch to the backyard oasis.

John Powell, marketing manager at The Hammock Source (Greenville, North Carolina), is keen to capitalize on this powerful imagery as he gears up for what he believes will be another successful year. “2015 was great for us,” he says. “Our Pawleys Island furniture had a lot to do with our growth, and the response has been great.”

The Hammock Source encompasses familiar brands such as Hatteras Hammocks, Pawleys Island Hammocks, and Real Deal Brazil.

According to Powell, Hatteras has traditionally been the Ferrari of the lines, and (along with Pawleys) it has done particularly well in recent years.

For retailers wanting to home in on a midrange to upper-end demographic, these brands bring people in the door. Powell, a marketing veteran with more than 30 years of experi-

ence in sales and advertising, says, “With higher price points, we target a more settled demographic. We start at about age 35 and go up from there. These people have a bit of success, and they want to make a statement. A hammock ties into that demographic that our retail partners want to reach.”

Powell believes that retailers shying away from hammocks in the past were missing a golden opportunity.

He says, “Whether you’re an outdoor-grill retailer or a design company doing landscape architecture, The Hammock Source is a natural fit.”

Powell acknowledges that some potential buyers might have miscon-

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ceptions about hammocks, and those should be addressed at the point of sale. On the all-important question of setup, he says, “People still think they must take a heavyduty bolt and screw it into a tree, which some people are sensitive about, but there are alternative ways of hanging a hammock. We have tree straps and freestanding hammock stands made of metal or wood, depending on the look that consumers want.”

As with so many other products, proper display is essential, and hammocks “are something people must see displayed,” Powell says. Stores that devote square footage to putting up hammocks, even creating vignettes, typically get better results.

Of the more than 500 specialty retailers carrying The Hammock Source’s brands, many routinely use a display that shows hammocks folded in half. For those with enough space, there are displays with five ham-

PATIO & HEARTH PRODUCTS REPORT

Top left: Conversation chairs Top right: Pawleys Island outdoor furniture is made to handle the elements Left: For hanging hammocks, tree straps are an alternative to heavy bolts

mocks hanging just as they would on an actual hammock stand. “You could hang a rope hammock, a quilted one, a pillowtop, and a tufted one, so people can see and feel them,” Powell explains. “If space is tight, we also have a display that will hold hammocks in a compact way, so people can at least see colors, feel fabrics, and evaluate construction.”

BEYOND HAMMOCKS It’s called The Hammock Source, but the powerhouse company also has a sizable collection of outdoor furniture. New colors and styles offered under the Pawleys Life concept include a folding Adirondack called a Conversation chair—which Powell describes as a cross between traditional and Adirondack seating.

Rounding out the selection are porch rockers and chaises. These new casual pieces complement an existing line

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MyTurn that includes tables, pub-style seating, pillows, rugs, and curtains—all made to handle the elements.

In addition to the newly added turquoise and Pawleys green shades, The Hammock Source introduced pink lumber in 2015, in conjunction with the American Cancer Society Making Strides Against Breast Cancer initiative. “We’ve always given back to the community, and cancer has affected several people here,” Powell says. “We now donate a portion of all of our furniture sales to cancer research.”

Chairs made with pink lumber have attracted attention at trade shows and generated a lot of interest. Retail partners purchased the chairs to sell, eventually raising awareness and bringing positive attention to several shops around the country.

Along with making donations to cancer research, The Hammock Source has long cultivated a commitment to environmentalism that resonates with many retailers and customers. This

green way of doing business had practical roots during the company’s early days, when its founders hesitated to throw away anything.

“We were a small company back then, and we wanted to get the most out of everything,” Powell explains. “As the company grew, that environmental push remained. It can be seen with our swing and hammock filling, which is made from recycled soft-drink bottles. Our recycler puts the bottles through a process to turn them into a fiberfill that is really soft. Since it’s plastic, it’s not prone to rotting or mildew if it’s left outside.”

The Hammock Source also has meticulously replaced all of the light bulbs in its warehouse and production facility with eco-friendly lighting— leading to better illumination and more efficient use of electricity. All paper is recycled, and employees are encouraged to avoid printing documents when electronic versions are adequate.

CNC routers cut HDPE lumber in a 280,000–square-foot manufacturing

area, with all scraps collected, recycled, and turned into more lumber. “We also have machines that spin multiple strands together to create our own proprietary DuraCord® rope,” Powell says.

“All our rope hammocks are handwoven right here in Greenville. We have a core group of weavers, and as the season starts to ramp up, we bring on additional staff.” Fabric swings and hammocks are made mostly in the United States, with Sunbrella® and DuraCord as the dominant textiles.

The company’s environmental commitment extends all the way to the shipping boxes. Powell reports, “We create many of our boxes here, on-site, to minimize waste.” While environmental effort doesn’t necessarily boost sales for dealers, Powell believes that a subset of consumers will factor it into their buying decisions. Combining green sensibilities with other benefits— such as durability, easy maintenance, and brand recognition—creates a solid value proposition for sellers of The

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Hammock Source’s products. Powell will be spreading more of that solid value proposition with showstoppers planned for 2016 trade shows (such as Spring High Point Market, April 16 through 20).

Hammocks have, Powell says, “a lot of real estate” for fabric, and what might look fine on a pillow does not necessarily look right on a hammock. Aesthetic decisions, made in cooperation with designers, have paid off for The Hammock Source, and Powell is determined to continue the momentum—while taking nothing for granted.

“There is an amazing attention to detail at this company,” he says. “We use marine-grade 316 stainless-steel fittings, high-quality wood, and durable plastic.

With our demographic, consumers understand they may pay a little bit more, but they are going to get something that’s going to last. It all adds up to a lot of excitement and optimism— for 2016 and beyond.”

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Outdoor Kitchen Accessories

Premium Grills

Salamangrill

MADE IN THE U.S.A. Circle Reader Service No. 43

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ProductInnovation

Forward Focused Hearth & Home Technologies combats record warm weather and record low oil prices with its own record breakers. BY CHERYL DANGEL BARTOLINI Undeniably, 2015 was a challenging year—especially if you sold products to heat homes. Bob Ballard is senior vice president of marketing for Hearth & Home Technologies (HHT), Lakeville, Minnesota. He says, “The market had its headwinds. Overcoming those headwinds was not easy.”

For starters, Ballard points out, the pellet market was down 40%, which definitely affected sales of pellet stoves. That’s not all that had an impact on 2015 sales, though. “New-home starts were slower than we had originally expected,” he adds.

Nevertheless, Ballard proudly reports, “With our members we have here at HHT, we were still able to outperform the market.” By members, he means team members: HHT employees and retailers.

While HHT did have many new-product launches in 2015, Ballard declines to credit any one product for strong sales. “It is all because of our people. Our people are our secret sauce. It is the ability of our members to execute their jobs, every day, so that we can deliver the very best products to homeowners,” he explains.

In 2016, the company looks likely to be relying on them again. “This year is off to a slow start. The marketplace, over the past six months, has been timid,” he says. “The new-construction market is slow and steady, which is good—but it certainly is not growing at the pace that many analysts predicted. Residential remodels have also been slow. Fuel oil remains very affordable, and there’s the weather. In Minnesota, we had the warmest December on record. The weather is not helping us.”

What will HHT do to ensure that sales figures for 2016 meet (or exceed) those of 2015? Ballard says, “I can’t change weather. I can’t change oil. For us, business will continue to be the same as last year. We’ll be out there, with our team, to make sure we are grabbing the demand and creating traffic in our dealers’ stores every day, and we’ll continue to do that.”

The Heat & Glo PRIMO fireplace

Offering top-notch products is one way that HHT is getting buyers into stores. Last year alone, the company introduced new products in several different categories. “When we do a product launch, it takes about a year to see it fully in the marketplace, so some products we flipped the switch on three or six months ago are still launching, at this point,” Ballard says.

The Quadra-Fire Adventure II stove

NEW TECHNOLOGY Two new launches came last year to the QuadraFire brand. “We launched the most innovative wood stove ever to hit the marketplace,” Ballard says, referring to the line of Adventure steel wood stoves, which have Quadra-Fire’s Smart Burn Technology™ (SBT).

He adds, “SBT lets you load the stove with wood, light the fire, and set the temperature at 72 degrees (or whatever temperature you choose); the stove will take over and adjust its settings to ensure that the room stays at the temperature you selected. You just have to reload it with wood—which, depending on the temperature and your home, may be just once or twice a day. That is pretty incredible.”

Also new to the Quadra-Fire brand is a line of cast wood stoves called the Explorer series.

According to Ballard, both introductions have

The Monessen Symphony fireplace

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The Quadra-Fire Explorer III stove

been huge hits. He says, “They are allowing our dealers to win in the marketplace. They are very happy with the new products we’ve put out there. Dealers who put them on the floor are seeing them sell.”

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decades”) also got a whole new lineup of products last fall, in a variety of categories. “We refreshed the entire Monessen line, and we are excited to have new products in the Monessen brand. Those dealers who sell vent-free fireplaces are seeing growth happen with these new products,” Ballard says. “If you don’t have the space or the configuration for a fireplace, you can actually put a fireplace into your home without needing any venting.”

He says that 16 new SKUs were introduced in late 2015. Many replaced older SKUs, while others were launched with an updated, cleaner look and style. The performance of some products was also updated. Many of these introductions and updates were the result of acquiring the Vermont Casting Group in 2014.

Heat & Glo launched its PRIMO linear fireplace. It features HHT’s PowerFlow™ heatmanagement technology, which redirects the heat so that homeowners can mount a television or an art piece above the fireplace. “The

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PowerFlow technology redirects the flow of heat and sends it where you want it,” Ballard explains.

“It lets you use the fireplace all year round. In the summer, if you are entertaining and want to use your fireplace, it will dump all the heat outside the house. In the winter, it can redirect the heat into other rooms (such as bedrooms).”

STEADY DEMAND All these products are developed, Ballard says, by people who spend a lot of time in consumers’ homes. “We work to understand what consumers and home builders need and what they want.

That’s how we design products that meet or exceed the needs of homeowners. We take those insights and turn them into products. PRIMO is a good example. We spent time with consumers, and they told us that they want to use their fireplaces in summer, so we developed a technology to dump all the heat outside,” he explains.

HHT lets consumers know that the products they dream of are available using digital media.

“We use various tools, based on the audience and the message that we need to get out there,” Ballard notes.

He reports that 90% of HHT’s marketing is done online, via search terms and through social media. “That is where we spend the money because that is where we get the biggest bang for the buck—and we can measure the results,” he says.

No single forum is better than another, according to Ballard. “We use a mix of them and take a balanced approach,” he explains.

Among social-media venues such as Facebook, YouTube, Instagram, Twitter, Pinterest, and others, where will you find HHT? “We are everywhere because that is where the audience is. We have a foothold in every channel out there. They all play roles,” Ballard says.

HHT is no newcomer to social media. The company, Ballard says, has been executing a digital strategy for the past 10 years. “We continue to evolve as that piece of the landscape continues to evolve,” he states, adding that the company uses no traditional advertising aimed at consumers. “We do use a variety of marketing tools, and when we communicate directly to consumers online, we get them into our website (www.hearthnhome.com), and through our dealer locator, we get them into our dealers’ stores,” he says.

There is one factor that sets HHT apart from its competitors. Ballard says, “It sounds corny, but in all honesty, our customers are what make us different from our competitors. We ask them what they need to be successful, and they say: a reliable delivery model, great products and innovation, and brands that mean something to homeowners. That’s what we give them.”

What will 2016 and 2017 bring for HHT? Ballard hints at further introductions, but says, “For us, it will be more of the same. We are going to continue to be the market leader and to give customers the tools they need to grow their businesses.”

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Corporate Profile

Elite Grills Hestan Commercial’s high-grade grills and accessories appeal to upscale homeowners.

by GREG THOMPSON

Hestan Commercial Corp.

(Anaheim, California) is not yet two years old, but it would be incorrect to call the cooking-appliance company inexperienced.

Innovations® Awards from the National Restaurant Association. In addition to the Tri-Ferrous design, Hestan engineers developed a thickgauge, fully welded stainless-steel radiant cone around its 35,000-Btu gas burner. The cone traps and focuses radiant and convective heat within a controlled space below the center plate, resulting in heat of 1,000 degrees at the center, but 320 degrees at the edges.

These innovations are not inex-

With crucial backing from the second-largest cookware distributor in the world, Meyer Corp. (Vallejo, California), Hestan quickly made an impact on the commercial indoor cooking-appliance market when it was launched, in February 2015.

Hestan’s temperature With top-notch engigauge neers fueling a hit-theground-running approach, Hestan focused on the premium side of the business and submitted more than 10 patents for grill/cooking features. Such luminaries as chef Thomas Keller, of the world-renowned Napa Valley restaurant, The French Laundry, quickly embraced products such as Hestan’s French Top pensive to manufacture, and range, which emerged from this Larkin estimates that a typical creative explosion.

Hestan residential customer will According to Basil Larkin, vice earn around $150,000 per year and president of sales, the same live in a fairly large home. approach was applied to the outFortunately, many specialty retaildoor appliances introduced at the ers have been selling to premium 2016 HPBExpo in New Orleans, customers for a long time and are Louisiana. Larkin explains, “The familiar with what works. In the French Top has a patent-pending past, they might have shied away Tri-Ferrous ring design that results from pursuing such a market, but in a gradual temperature gradient Larkin believes that customers in from the center to the outer edges. this demographic are willing to We can build on these ideas and spend money—if they are getting appeal to the high-end demohigh-end features for their dollars. graphic that retailers covet.”

“If you’re in a premium market, Hestan’s new approach is far it doesn’t make sense to put entryfrom a mere gimmick, and it has level products on your floor,” garnered serious attention in the Larkin says. “We also believe that form of 2015 and 2016 Kitchen it makes sense to go out and find

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The 36-inch Hestan grill (in matador red)

The Hestan rotisserie burner

the market, online and through direct mail. These people are going to sporting events, so bring the product to them. Many retailers understand this, and they are going where these premium customers are—and word of mouth spreads.”

Years of honing equipment to meet the exacting standards of the custom commercial market have prepared designers well for the consumer market. Larkin reasons that if it’s good enough for Keller, whose restaurant has been declared the best in the world on several

PATIO & HEARTH PRODUCTS REPORT

occasions, it will be good enough for weekend chefs who want to impress their friends.

“The relationship that is built when a chef chooses your product is a bond for life,” Larkin says. “You’re family. Our foundation is in commercial products that get used 24/7, so you can just imagine the type of products we can create for the outdoor residential market—when everybody in your factory is used to bending, welding, and polishing for the commercial side.”

The commercial success of the

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French Top contributed to the decision to use some of the unit’s innovations to transform the way amateurs cook. On the coattails of the foodie movement (as well as continuing demand for outdoor kitchens), Hestan saw opportunity in the competitive landscape. Instead of lamenting the relative youth of the company, the sales/marketing veteran and the entire Hestan team see the positive side of a fresh approach and an uncluttered marketing vision.

Hestan expects to have about 100 employees by year’s end, with all of them working under the same roof in Anaheim. It’s not easy to manufacture there, but Larkin is adamant that it makes a difference. “My office window looks out over the 74,000–square-foot factory floor,” he says. “Consumers know that U.S. manufacturing of products means high quality, and our products are not just assembled here: They are made with U.S.-made parts, including steel.”

Dealers and distributors are increasingly asking about a prod-

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“ Our foundation is in commercial products that get used 24/7, so you can just imagine the type of products we can create for the outdoor residential market—when everybody in your factory is used to bending, welding, and polishing for the commercial side.

”

uct’s origins, with many willing to absorb the higher costs associated with domestic production. Labor rates, taxes, workers’ compensation insurance, and benefits are real obstacles—but, Larkin says, “You’re creating jobs in the community. Southern California has so much skilled labor in welding and polishing steel.”

He continues, “We’ve been able to handpick the best people in the industry to get this done. I can’t imagine trying to manage that, halfway across the world.”

At HPBExpo, show attendees who visited Hestan’s booth saw built-in and freestanding grills with doors, drawers, cabinets (sealed and not sealed), refrigeration, ice makers, and refresh-

ment/cocktail stations. If that sounds like a complete outdoor kitchen, that was the goal, Larkin confirms. At the show, the Hestan grill won the Outdoor Best in Show Vesta Award, in addition to winning in the gas-barbecues category.

Having spent almost his entire career in the appliance business, Larkin has a healthy respect for his many competitors. He takes heart from the fact that Hestan overachieved on its 2015 sales predictions. U.S. and Canadian distributors shared extremely positive results for their existing business, and these entities have the experience to know when a company is on the right track. With a business degree and decades of experience, Larkin also sees much to be optimistic about for the

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industry in general.

“Interest rates on home loans remain low, inflation has been holding, and unemployment is low,” he says. “The cost of oil has been low, and those prices play into steel and everything else we use to make our products. All these factors have allowed cost increases to stay away for a while.”

Larkin adds, “Economic forecasts for 2016 seem to be good as well.

According to the Hearth, Patio & Barbecue Association, a third of the people surveyed plan to buy a new grill or smoker in 2016, and that is great. We are a lifestyle brand, and we will be pursuing these customers.

Whether they want to put in outdoor kitchens or upgrade existing ones, the future looks bright.”

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Insight

ALL FIRED UP SCHOTT ROBAX glass-ceramic panels improve the view and the efficiency of today’s high-end contemporary stoves and fireplaces. BY CHERISE FORNO With a strong relationship with hearth manufacturers and a wellrespected product line, SCHOTT ROBAX® continues to lead the way in crafting technologically advanced fireplace panels.

Robert Gandenberger, marketing manager for SCHOTT Home Tech (Louisville, Kentucky), says, “SCHOTT ROBAX glass-ceramic is the best option for a fireplace viewing panel, for a multitude of reasons.”

The technical glass manufacturer (headquartered in Mainz, Germany) has sold over 75 million panels in its more than 35 years of producing SCHOTT ROBAX glass-ceramic fireplace viewing panels. For the North American market, the company’s material is engineered and melted in Germany, and the sheets of glass-ceramic are exported to Louisville; there, they are finished to each customer’s specifications.

During the manufacturing process, the glass-ceramic goes through quality control in both Germany and the United States.

“This means that from raw materials to finished panels, the production of the glass-ceramic has taken place in Germany and the United States— two countries where engineering and quality in manufacturing reign

Left: ROBAX glass-ceramic panels improve the appearance of room-heating devices that require low thermal expansion and high temperature stability Middle and bottom: When customers are aware of the advantages of ROBAX glass-ceramic panels, they are more likely to purchase high-end products

supreme,” Gandenberger says.

An advantage that SCHOTT ROBAX has over competitors using tempered glass is that glass-ceramic can withstand hot temperatures, as well as exposure to cold, because it does not expand or contract under

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these extreme conditions. Regular glass expands when hot, however, and can break. This means that fireplace manufacturers must use this glass with lower firebox temperatures. “The near-zero coefficient of thermal expansion of SCHOTT ROBAX makes this issue a nonfactor for our glass,” Gandenberger says.

In addition to expanding when exposed to high heat, tempered glass can shatter when experiencing extreme temperature changes—for example, when ice or snow comes into contact with a heated panel.

The glass-ceramic material used by SCHOTT ROBAX has thermal resistance to prevent breakage.

Gandenberger adds that SCHOTT ROBAX panels create cleaner firebox units, lower emissions, and higher fuel efficiency.

“The hotter temperatures achieved in the firebox from the use of SCHOTT ROBAX mean less particulate matter escapes through the chimney before being burned,” he says. “This makes the unit cleaner

PATIO & HEARTH PRODUCTS REPORT

and lowers its emissions, as well as making it more fuel efficient.”

Scott Beach, sales manager for SCHOTT ROBAX, reports that the company has made it a priority to educate businesses and salespeople about the differences between tempered glass and glass-ceramic— so consumers can make informed decisions about their purchases.

This helps customers understand that glass-ceramic might be more expensive because of its technical capabilities, high efficiency, superior safety ratings, and ability to endure high temperatures and extremes without breaking.

Beach believes that progress has been made in consumer awareness; however, he says, more needs to be done, so the company has made this a primary focus, moving forward. In addition to educating the consumer, providing on-time delivery and superior customer service are other goals of SCHOTT ROBAX. “Customers are our top priority,” Beach says. He adds that when customers become aware of the advantages of glass-ceramic, they are more likely to purchase high-end products. “People are willing to spend for quality,” he says. As a result, manufacturers are responding to increased continued on page 76

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Insight

OUTDOOR CHIC Meadow Décor’s elegant collections offer timeless appeal and comfort.

BY CHERISE FORNO

In only 16 years, Meadow Décor Inc. (Ontario, California) has become adept at supplying fine cast-aluminum patio furniture that is on trend— and designed with both high quality and comfort in mind.

Top: Cabo deep seating Bottom: The Avalon collection

In recent years, increasing numbers of patio stores have found that Meadow Décor’s stylish collections are popular among customers who want to extend the comforts of home to their outdoor spaces.

This year, the company has released the Cabo, Milano, and Avalon collections to expand its offerings and to stay up to date with customers’ tastes. The Cabo collection expertly combines wicker and aluminum to create a contemporary design that offers both comfort and function. Lily Zhang, CEO of Meadow Décor, says, “We are very careful with every curve and angle to make it right.”

Although style is important, Zhang says, comfort is a necessity for customers who want to get the most out of their furniture. The pieces in this collection also stand apart from other wicker designs by competitors because the Cabo collection pushes the envelope, offering a new twist to a classic look.

“We designed the Cabo collection because we feel the outdoor wicker is a very popular material in the outdoor-furniture industry,”

Zhang says. The pieces feature an aluminum arm finished in a natural-wood color, with a gray hue beside it that accentuates the wicker. The seating is also plush and comfortable.

The Cabo collection has been released with two types of seating groups to start, with one being a popular half-moon curved sectional. Next year, a dining set, dining chair, barstool, and other pieces will be added to make the collection more complete.

The Milano collection has also had a strong debut. “Our Cabo and Milano sectionals are current best sellers,” Zhang says.

“Customers appreciate that their furniture can be comfortable and also functional. We will be adding pieces to these collections, giving customers more options for their outdoor spaces.”

In addition to becoming a pop-

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ular furniture supplier for specialty-outdoor retailers and interior designers, Meadow Décor began producing its own custom cushions.

“In 2007, we started our cushion production in California to have greater control over quality and comfort—and delivery times,” Zhang explains. “We offer hundreds of high-end outdoor fabric choices, including Sunbrella®, Outdura®, and Bella-Dura®.”

With its own cushion factory in place, Meadow Décor can now ensure the quality of its frames and cushions, guarantee short lead times, and improve overall customer service. Taking control of cushion production has helped cut lead times to three weeks (from the previous five to six weeks). Zhang says, “Our customers really appreciate this shorter turnaround.”

Guaranteeing short lead times is only one advantage that Meadow Décor offers customers. The highquality cushions and fabrics used in the furniture to create stylish designs help keep the company ahead of changing trends, but it also maintains collections with a classic look. “We appeal to both

PATIO & HEARTH PRODUCTS REPORT

the traditional and the modern customer,” Zhang says.

While the company does offer traditional collections, Zhang has seen demand for these designs decline as more customers are drawn to contemporary styles. “I strongly feel the market is changing trends right now,” she adds.

New looks, colors, and finishes are becoming popular.

Zhang explains that during the past few years, customers were looking for frames with brown colors and other earth tones, but now, the color scheme that is popular is evolving. “I feel the market is starting to move to a new look,” Zhang says. Leading the way for this modern look are grays, taupes, and bold nautical patterns.

Meadow Décor will continue to work hard to stay abreast of changing customer demands and industry trends. The new collections debuting this year showcase that effort, as well as the company’s keen ability to satisfy customers. “We want to change our products to match what people are looking for, so we are not out of date,” Zhang says. “We are focused on staying ahead of the trend changing from traditional to modern. This is shown through our new collections debuting this season: Avalon, Cabo, and Milano. We plan to continue expanding our lines.”

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The Outdoor Outfitters The Outdoor GreatRoom Company offers a diverse range of products to create luxurious backyard retreats. BY KIMBERLY RODGERS

Long before the terms staycation and homegating became part of the outdoor-living lexicon, the late Dan Shimek, hearth-industry veteran and founder of The Outdoor GreatRoom Company™ (OGC), Eagan, Minnesota, accurately predicted the growth possibilities of the outdoor room.

Renee Schmitz, vice president of business development and marketing, says, “I am still amazed at the vision Dan had—and that he was able to see the potential for the outdoor-room concept long before anyone else.”

Shimek was renowned for his success in the hearth industry as cofounder (with his brother, Ron Shimek) of Heat & Glo®. In 1996, the Shimek brothers merged their company with Heatilator® to form Hearth & Home Technologies®(HHT), the largest manufacturer of hearth products in North America. In 2004, two years after retiring as president of HHT, Dan founded Fire Stone Home Products.

The company’s original focus was on grill products featuring its unique Cook Number technology—gas and electric grills designed to conserve heat and energy. The business quickly expanded to

include multiple products that create solutions and meet the outdoor-living needs of both residential and commercial customers. In 2008, the company changed its name to reflect its new focus and direction.

OGC designs, manufactures, and distributes a full menu of outdoor-living products. The product lineup includes gas firepits, fire tables, gas fireplaces, pergolas, grills, outdoor-kitchen islands, outdoor furniture, and outdoor lighting. OGC has also moved into the category of indoor hearths, offering an electric fireplace and noncombustible simulated-wood mantels.

Over the past few years, OGC has experienced significant growth in the firepit category. The company offers 50 different models in this booming market. Schmitz says, “We introduced over 10 new products in 2015 alone, and the demand is strong.”

She cites the 2015 Residential Landscape Architecture Trends Survey conducted by the American Society of Landscape Architects, which ranks firepits/fireplaces as the most popular outdoor-design elements. “I don’t see that changing this year,” she says. OGC’s strength and history in the hearth business have been a springboard for its success with firepits and fireplaces. Schmitz says, “Firepits, along with burners and accessories, are

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PATIO & HEARTH PRODUCTS REPORT

Left: The Wave fire feature Right: The Cove fire bowl

now our main focus, and the trends are telling us this is the right thing to do.”

OGC’s growth in the firepit category can also be attributed to an increase in requests for commercial and custom work. Schmitz comments, “It is amazing—what both the commercial and residential demand are for custom projects.” Products sold by OGC can be manufactured and rated as commercial grade. Outdoor fireplaces, firepits, and burners (as well as outdoor kitchens) can also be customized. She adds, “Our experience in the hearth channel has made it possible to meet the demands of these special projects.” The need for customization has also helped propel the growth of OGC’s outdoor-kitchen category.

PRODUCT INTRODUCTIONS At the January International Builders’ Show® (IBS) in Las Vegas, Nevada, OGC introduced a range of new products. Included were three fire tables in different styles and sizes: the Vintage fire table, featuring a 24x24-inch Honey-Glow Crystal Fire™ burner; the Wave fire feature; and the Cove

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fire bowl, displaying an eye-catching 30-inch burner in a contemporary concrete base.

OGC also unveiled the Tavern Supercast wood mantel—manufactured of durable, fiberglass-reinforced Supercast concrete. The mantel can be used over wood-burning, gas, or electric fireplaces.

Schmitz says, “Because our Supercast material is noncombustible, we are able to reduce the clearances to any gas or wood fireplace. This definitely sparked interest in show attendees.”

OGC’s new Wave fire feature was a true showstopper. Designed as both a fire feature and a piece of art, the element brings a unique flair and elegance to outdoor spaces. Schmitz says, “Not only is the design different from anything we have seen for outdoor products, but it also shows our capabilities—especially for those looking at custom projects. Both the Wave and the Tavern mantel received fantastic reviews and were very well received at the show.”

A few years ago, OGC introduced an electricfireplace category with a number of options available, including wall-mounted and built-in linear models (as well as traditional fireplaces). Schmitz says, “We introduced new zero-clearance and builtin linear electric fireplaces at IBS and received great interest in both products. We expect to see growth in this category.”

Since its founding, OGC has offered pergolas and outdoor furniture. “In both these categories, we offer great products, and they add to our mission of redefining the outdoor-living experience,” Schmitz says. OGC is working on adding accessories and improvements to the pergola category.

The Vintage fire table

packed with product information for consumers and dealers, both to help them in planning (and buying for) an outdoor space and to lead consumers to dealers. Schmitz says, “Our goal is to get consumers to our website, educate them on products, and get them to dealers in their areas.”

DEALER SUPPORT OGC works with dealers and specialty retailers throughout the United States, as well as in some locations in Canada, Australia, and Mexico.

Schmitz says, “To have distribution on both coasts has been extremely valuable to us. In the past couple of years, we have partnered with some great distributors, especially in states in which we previously experienced some difficulty in shipping our product efficiently. To counteract this, we now are able to offer free shipping (with a minimum dollar amount) on orders.” OGC also works directly with dealers, where distribution is unavailable.

The company provides great support to all partners, including a partner login page where customers will find valuable information on OGC programs and products. Bimonthly emails are sent to keep customers up to date on current company information.

Schmitz explains, “Part of our strategy is to help our customers help themselves. There are great ways for dealers to promote their companies. We try to help that effort by offering dealers specific tips for optimum placement on Google and in their social-media efforts, such as using keywords specific for outdoor products to get the consumer to a retailer’s site and store.”

OGC’s website (www.outdoorrooms.com) is

While OGC does offer online sales, the percentage of transactions of this kind is small. Schmitz adds, “We have a program in place with our dealers and distributors, if a sale is processed in their areas. Our main goal, with our website, is to give the lead to the dealer.”

Schmitz is optimistic about the future of the outdoor space and the role that OGC will continue to play in the outdoor industry. She says, “People realize the value of their backyards. In the past, it seemed that only high-end homes had nice backyards. Today, however, no matter the size of the space or the budget involved, anyone can create an outdoor greatroom. I see continued growth for outdoor-living products, and it is exciting that OGC has the products to help build this concept.”

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HPBExpoRoundup

N’Awlins Sizzles

BY CAROL DAUS PHOTOGRAPHY BY PATRICK QUIRK

The Hearth, Patio & Barbecue Association’s HPBExpo 2016 (held in New Orleans, Louisiana, from March 16 through 19) was a huge success, with more than 7,500 manufacturers and retailers gathering to preview innovative products in the home-heating and indoor/outdoor-living industries.

Linear fireplaces, unique barbecue accessories, and app-friendly technologies were some of the hot new products showcased during the annual event.

Pictured here are some of the influential leaders in the industry who were among the exhibitors displaying groundbreaking products to specialty retailers, distributors, and designers. Patio & Hearth Products Report is proud to spotlight each of them for helping make HPBExpo 2016 a successful show.

Blaze King Alan Murphy (left) and Chris Neufeld

Alfresco Home Rick Baker

Allen Home From left: Todd Jiang, Joe Benedetti, and Tommy Lin

DCS by Fisher & Paykel From left: Richard Tonioni, Wilson Hawkins, and Jason Grant

Barbeques Galore Anthony Manthorp (left) and Henrik Stepanyan

Bull Outdoor Products Frank Mello (left) and Wade Fortin

Gameroom Concepts From left: Joe Grasso, William Jackson, and Richard Grimaldi

Big Green Egg Greg Nichols (left) and Lou West

Louisiana Grills/Dansons From left: Steve Matz; Dan and Jeff Thiessen

M&G DuraVent From left: Dale Menges, John Abbott, Todd Lampey, Philip Canby, Howard Beaman, Kevin Bernier, Jeff Cowan, and Dalton Hooker

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Dimplex From left: Ciaran Murphy, Jane Bradley, and Andres Castro

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Looft Industries Nisse Persson (left) and Richard Looft

European Home From left: Brett Holladay, Douglas Hills, Holly and John Markham, Jan Kempers, and Cory Ploessl

Hargrove Manufacturing From left: Mark Hitchcock; Cindy and Gary Hargrove

Miles Industries/Valor Fireplaces Paul (left) and Martin Miles

Mendota Hearth From left: Art Weaver, Raj Thapa, Bill O’Donnell, Kent Roeder, and Jeff Kite

Hearth Products Controls From left: Mike Adkins, Greg Steck, and Ben Wentzel

Patio & Hearth Products Report Tony Ramos

Empire Comfort Systems Nick Bauer (left) and Joe Brueggemann

The Companion Group Bobbi Pauline (left) and JoAnne Cauteruccio

Infratech David Arnold (left) and John Mazzotta

Forshaw From left: Bill Bathe, Randy Borgemeyer, Chrissy Akers, Philip Chamberlain, and Rick Forshaw Jr.

Golden Blount From left: Bill Roman, Bill Bentley, and James Blount

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Coyote Outdoor Living Jim Ginocchi

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HPBExpoRoundup

Kozy Heat From left: Heather, Jim, and Hannah Hussong

Hestan Outdoor From left: Dick Zirges, Yvonne Juarez, Basil Larkin, Eric Deng, and Alex Santana

Onward Manufacturing From left: Andreas Huberti, Ted Mealing, and Ted Witzel

TylerNet Sharon McCarney and Gordy Nelson

The Outdoor GreatRoom Company From left: Renee Schmitz, Paul Nigon, and Hilary Mays

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

RH Peterson Company From left: Elaine Remy, Tod Corrin, and Amy Bortz

SCHOTT ROBAX Jennifer Hauser and Robert Gandenberger

Twin-Star International From left: Greg Sherwood, Andy Bandremer, and Lauren Thiessen

Weilburger Coatings From left: Kristy Cheung, Patricia Cogan, Dan Geiter, and Jurgen Losacker

Stove Builder International From left: Elliott Good, Mikael Gagnon, Dominic Marceau, Nathalie Bouchard, Marc-Antoine Cantin, Rodrigo Villa, and Michèle Tardif

Summerset Professional Grills From left: Dan Murrieta, Tim Elders, and Wes Aiken; Brady, Jeff, and Nick Straubel

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Ortal USA Gil Ben-Zion (left) and Tal Gross

PATIO & HEARTH PRODUCTS REPORT

Selkirk Corp.

From left: Tony Fabris, Al Mejia, and Bob Emmell

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What’sNew

9 Hot Products to Sell Now Brown Jordan | www.brownjordan.com |

(800) 743-4252

A nod to Midcentury design and Brown Jordan’s birthplace, Pasadena defines understated sophistication with its sleek profile. The collection frame features a smooth, flat aluminum extrusion that is gently curvilinear. Sweeping lines seen on the arms and back legs highlight the beauty of the chair’s construction.

Phifer | www.phifer.com/designedfabrics |

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(800) 221-5497

Timeless or trendy, classic or contemporary, Phifertex® outdoor fabrics have the style you want, the performance you need, and the quality you crave. The expanded stock line features styles in bold, rich, and fresh tones, as well as soothing neutrals. Phifer’s new collection is influenced by the need for cleaner lines; larger scales; and strong pattern elements such as botanically inspired florals, sophisticated stripes, and stylized geometrics.

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Tempotest USA | www.tempotestusa.com |

(972) 512-3534

A market leader for over 90 years, the Parà Group has opened a distribution center in Dallas, Texas, to support North American customers with a full line of Tempotest performance fabrics. Made from 100% solution-dyed acrylic fibers, the fabrics represent the best of Italian design and color while delivering exceptional outdoor performance and durability.

Tropitone | www.tropitone.com |

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(949) 951-2010

Curve polymer outdoor-furniture pieces from Tropitone® are perfect for in-pool use or to create a modern outdoor space. The Curve collection consists of a chaise, a lounge chair, an ottoman, and tables. Each piece is available in Tropitone bright finishes for a bold look. Tables, chaises, and lounge chairs may be placed in a pool, when equipped with the optional weights.

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Bull Outdoor Products | www.bullbbq.com |

(800) 521-2855

Bull’s new wood-burning fireplace includes an outdoor-rated, stainless-steel insert and grate. The sleek design includes a seating hearth and dual mantels. To improve the look and feel of the unit, the spark arrester has been hidden behind a structural skirt.

Stylish tile accents and a stucco base are included. The fireplace sells for only $3,999 retail.

C.R. Plastic Products | www.crpproducts.com |

(800) 490-1283

Inspired by the beauty of the beach, this collection invigorates any outdoor space with its sleek, new curved features and refreshing fabric colors. The Bay Breeze Coastal collection has been designed specifically for the outdoors and is manufactured from up to 100% HDPE plastic. All fasteners are 316 stainless steel, providing years of worry-free ownership. It’s shown here with Sunbrella® cushions in 5413 canvas spa.

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Gameroom Concepts | www.outdoorpooltables.com |

(407) 831-5999

Gameroom Concepts’ Tuscany series gives a traditional look to an outdoor setting. The outdoor pool table has all-aluminum construction (including the latticework), with a fortified-slate bed and 100% acrylic fabric field-tested for more than 25 years. These outdoor tables are not toys and are built to Billiard Congress of America specifications. A factory tour is available.

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THE ULTIMATE DESTINATION FOR

ALL THINGS OUTDOOR

Delsol Grills

www.delsolgrills.com (800) 422-0091

Delsol products are designed with passion and are engineered to perform. Perfected by a passionate group of experts in highperformance grills and outdoor-kitchen equipment, Delsol products are engineered with the lasting satisfaction of your

SEPTEMBER 20 SEPTEMBER 23 2016

customers in mind. Final assembly and a detailed quality inspection are conducted at the company’s factory in California.

Every grill is fire tested and packaged in the United States. A wide range of built-in accessories will complement the 40-, 32-, and 25-inch built-in grill models. Built-in grills’ retail prices start at $1,199.

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RH Peterson

www.americanfyredesigns.com

(800) 332-3973 The new American Fyre Designs® French Barrel Oak

table collection offers a rustic, natural outdoor centerpiece built to withstand the elements. Simulating the look and feel of real wood, French Barrel Oak tables are handcrafted from durable,

Merchandise Mart, Chicago

lightweight GFRC and come in a variety

CasualMarket.com

of shapes—including round, square, and

#casualmarket

Casual Market Chicago is the world’s largest marketplace for the best in outdoor furnishings. Discover new products, hundreds of exhibitors and the largest selection of permanent showrooms anywhere.

rectangular models—as well as in chat and dining heights. Propane and natural-gas fuel options are available.

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ProductPROFILES t Blaze King Ashford 30.1 and 20.1 The Blaze King Ashford 30.1 and Ashford 20.1 are both now available in a beautiful stone white enamel finish. Skilled craftspeople use the timeless medium of cast iron to create a beautiful and elegant piece of furniture with detailed relief and curves. These wood-burning stoves can heat up to 2,400 and 1,500 square feet, respectively, and are EPA certified to 2020 standards. Contact: (509) 522-2730 or www.blazeking.com.

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Verge

Verge celebrates one of the most influential designs of the 20th century with its Bauhaus styling. The collection features a powder-coated tubular-aluminum framework that is tautly upholstered with a durable Versatex mesh and fitted with stylishly fashioned cushions in UV-resistant Suncloth fabrics. The notable mesh panels are held in place by an exclusive vinyl-spline technology, resulting in a clean, refined indoor look with an outdoor application. Contact: (800) 743-4252 or www.brownjordan.com.

Portland Deep Seating Agio continues to lead the industry with designs that mix materials for all-new looks in the outdoor category. The Portland deep seating collection features a unique blend of pieces. Two modern deep seating aluminum chairs mix beautifully with the classically styled all-weather–wicker sofa. The trendsetting mix also includes a polyethylene-lumber, slat-top coffee table, with nesting ottomans to make the most of space. Contact: (888) 997-7623 or www.agio-usa.com.

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Pit Boss Premium Lump Charcoal Pit Boss premium lump charcoal is naturally made from pure hardwood oak and mesquite wood. No chemical additives or fillers are added to this product (unlike other common brands of lump charcoal). It burns hotter and gives longer-burning performance, providing consistent flavor for all your outdoor-grilling experiences. A bag weighs 20 pounds. Contact: (877) 303-3134 or www.pitboss-grills.com.

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Himalayan Salt Plate With Indents (CC6067)

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This specially designed salt plate has concave indentations to hold smaller pieces of food while imparting to them the rich flavor for which salt plates are known.

These carved indentations are just the right size for cooking small seafood (such as shrimp or scallops), holding them in place and bathing them with your choice of seasonings. This plate can also be flipped to use the flat surface to cook or present any food you like. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

Belle Isle Sling Smooth, stylish, and transitional: Belle Isle sling is built on a solid foundation of powder-coated aluminum and accented with simple (yet elegant) arms of marine-grade polymer. Belle Isle is featured with the company’s Synthestone tabletop—a great pair for any retail or commercial application (or to coordinate with the Belle Isle cushion collection). Belle Isle is made in the United States. Contact: (800) 642-4645 or www.telescopecasual.com.

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Empire Inserts’ Clean-faced Makeover

Empire Comfort Systems has redesigned its line of traditional-style, direct-vent gas inserts with a true clean-faced look—backed by a host of new decorative accessories. The new DVC inserts ship with a fine-mesh barrier front that conceals the air-circulation channels at the top and bottom to put the focus on the fire. The matte-black firebox interior does not require a liner; however, the insert can be customized with one of three optional ceramic-fiber liners in brick (or with a rich black porcelain liner). DVC inserts come in three sizes—20,000, 26,000, and 28,000 Btu—to warm any room. A selection of surrounds (plus a shroud) helps ensure a perfect fit for most existing site-built and manufactured wood-burning fireplaces. Complete the fireplace with one of three decorative fronts, available in finishes of matte black or rich bronze. Contact: (800) 851-3153 or www.empirecomfort.com.

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Soft Weave Hammock From Hatteras Hammocks

Big Green Egg Sauces The new Big Green Egg authentic smokehouse-style barbecue sauces will enhance the flavor of any barbecue recipe. Kick up the flavor of baked beans and potatoes, mix them in your favorite meatloaf, or spice up your Bloody Mary mix. There are four delicious flavors: Vidalia® onion Sriracha, zesty mustard honey, Kansas City style sweet and smoky, and Carolina style bold and tangy. They are so good that your customers will want to try them all. Contact: (770) 938-9394 or www.biggreenegg.com.

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A handsome thatchlike weave plus roominess, durability, and comfort for days—the Soft Weave line of hammocks is all that and more.

Unfinished South American cumaru hardwood spreader bars and hanging hardware of zinc-plated steel make this pretty relaxation package prettier (and more weather durable) still. The hammock is available in antique beige, chocolate, light green, or navy (shown). The stand and matching pillows are available separately. Contact: (800) 334-1078 or www.thehammocksource.com.

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Seatables

The Grand Terrace and Regal Seatables from Gensun Casual Living are both accessory tables and seats. Made using cast aluminum, the Seatable is durable and multifunctional.

This patent-pending design captures the essence of Gensun Casual Living’s beautiful Grand Terrace and Regal collections. Seatables are available with 14 different finish options. Contact: (866) 964-4468 or www.gensuncasual.com.

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The Cabana Collection by Sunbrella The Sunbrella Cabana collection is a new grouping of Sunbrella upholstery fabrics, featuring classic stripe patterns Cabana and Shore in a variety of modern, bold, bright colors: classic, regatta, emerald, citron, and flame. Emphasizing design simplicity with a contemporary take, these fabrics can be mixed and matched for playful look. Fabrics in the Sunbrella Cabana collection are ideal for upholstery, drapery, and decorative pillows. Contact: (336) 221-2211 or www.sunbrella.com.

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ProductPROFILES Cosmo

The Cosmo outdoor pool table and matching outdoor table-tennis table from Gameroom Concepts are great for resorts, condos, apartment complexes, and homes.

They are available in colors and models other than those shown. A factory tour is available. Contact: (407) 831-5999 or www.outdoorpooltables.com.

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Ambiance

AEI proudly announces the introduction of the Ambiance stainless-steel fire feature (PC14SS), adding to the most complete offering of outdoor comfort heat available from any single source. Ambiance’s features include a 4-inch Ambi-Fire borosilicate-glass tube, the Ambi-Glo emitter-grid system, the Pyromid ceramic-burner system, and Ambi-Brite reflectors (at all three corners) to enhance the dancing flame. Ambiance is backed by AEI Corp., which is celebrating its 48th year in the premium–gas-grill and outdoor–comfort-heat industries.

Contact: (949) 474-3070 or www.aeicorporation.com.

J Series Outdoor Vent Free From European Home The J series is a gorgeous, glass-free, modern outdoor gas fireplace that adds elegance and distinction to any patio, three-season room, or outdoor kitchen. Made in the United States, the J series is constructed of weather-resistant high-quality stainless steel, which also accentuates and enhances the effects of the flames. The J series outdoor fireplace is 60 inches wide and comes in see-through and single-sided versions. Contact: (781) 324-8383 or www.europeanhome.com.

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Mendocino

California Outdoor Concepts’ Mendocino, a new woven square chat-height firepit table, captures all that California has to offer in outdoor entertaining. A beautiful example of the California concept: You’ll dream of redwoods, outdoor adventures, waves, and wine.

Mendocino County provides peace and tranquility, found along Inspiration Highway, through its uncrowded sandy beaches, and in its North Coast wineries. Peace and tranquility will find you kicked back in your chair, feet up on your own personal Mendocino masterpiece, glass of wine in hand. Authentic woven detailing, an integrated GFRC top, and aluminum frame support all contribute to lasting beauty. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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Element Series Vent Free

Hargrove introduces the contemporary Element series to its vent-free lineup.

The Element series is available in 18-, 24-, and 30-inch sizes for natural gas or LP and is offered with a millivolt on/off option. The burner system comes standard with a stainless-steel reflective back panel that enhances the view of the flame. Multiple media options—including fireglass and firebeads, or a combination of these, along with an Aspen or Driftwood log kit or river stones—will complete the desired look. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

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Hestan Outdoor Grills

Newport Beach Deep Seating

Hestan Outdoor is a new line of premium residential grills offering powerful, professional-grade components and distinctive features and benefits completely unique to the market. Hestan also offers complementary outdoor products, such as under-counter refrigeration and outdoor accessories.

Manufactured entirely in the United States, in the company’s state-of-the-art headquarters (of more than 70,000 square feet) in Anaheim, California, Hestan gas grills offer a number of innovative, high-performance features. Hestan grills are available in built-in and freestanding models, and they feature a unique, sleek stainless-steel design available in 12 exclusive finish colors. Contact: (888) 905-7463 or www.hestanoutdoor.com.

Pair an indoor-worthy all-weather deep seating outdoor collection with the ever-trending outdoor firepit, and you have a collection that’s sure to move quickly from your retail floor. The Newport Beach deep seating group features clean, linear all-weather–wicker seating designs that pair beautifully with contemporary wicker-based tables and fire options. With this collection’s fresh, weather-resistant cushions and coordinating pillows, your customers are sure to entertain in style—while you continue to build your profits and margins.

Contact: (888) 997-7623 or www.agio-usa.com.

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Villa Bianca Cushion Dining Villa Bianca cushion dining by Castelle from Pride Family Brands is handcrafted, luxury patio furniture with classic features, weather-resistant cushions, and flowing lines. An open-back design and Empire–style legs highlight designer elements in these high-quality outdoor furnishings. Villa Bianca is featured with the 108-inch Live Edge cast-aluminum fire-table top.

Contact: (855) 612-9800 or www.pridefamilybrands.com.

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MADE IN THE

USA

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ProductPROFILES Allen Home OEM Electric Fireplace Inserts

Allen Home® OEM electric fireplace inserts are blazing up the market. Unlike other inserts that only use one infrared tube, the Allen Home line uses three, producing more efficient heat for large rooms. Each insert features five natural flame colors, four flame-brightness levels, three flame speeds, and the company’s exclusive ember-bed–only mode. Inserts are available in Classic and Modern styles, and both offer a curved option. Contact: sales@allenamericas.com or www.allenhome.com.

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Telescoping Skewer (CC1090) Delta Heat Outdoor-kitchen Products

The grill is the cornerstone of any outdoor kitchen, but it is the complementary products that bring it to life. Delta Heat has thought through your customers’ cooking, storage, and entertaining needs.

The company’s offering is complete, giving customers the products that they need to create a space that is unique to them: a space that suits their personal cooking and entertaining styles. The company invites you to explore the complete Delta Heat offering. Contact: (800) 422-0091 or www.deltaheat.com.

These telescoping skewers with glow-in-the-dark handles make campfire treats even more fun. The glowing handles light up as the lights go down, and the extendable skewers are a great way to toast s’mores or hot dogs over an open fire—while keeping you away from the heat. Just extend the skewer shaft, lock it into place, and use the prongs to skewer your favorite campfire treat. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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Veranda

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For 2016, Treasure Garden has introduced Veranda, a unique shade solution that mounts directly to a wall, without the need for a pole or base. Being introduced in a 5x10-foot rectangular model, Veranda is easy to use, with push-up and lock-into-place opening that does not require cranks, cords, or pulleys. Once installed, this style can be repositioned to the left or right along the mounting track to adjust the shade to the desired position. The rectangular design includes a single wind vent and carries a two-year warranty. Veranda is available in any of Treasure Garden’s hundreds of durable canopy-fabric selections. The wall-mounting system is available in either bronze or black finishes. Contact: (888) 821-8868 or www.treasuregarden.com.

Suppliers of affordable natural stone fireplace facings to the industry for over 25 years.

granite

marble

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limestone

Ashford 25 slate

Est. 1969

3045 KINGSTON COURT NORCROSS, GA 30071 1.800.477.7665 F)770.409.0431 www.mlwstone.com

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The Ashford 25 wood-burning fireplace insert heats 800 to 1,800 square feet, with a 25-hour burn time (on a low setting). It stylishly features an ornate cast-iron door and a satin-plated and olive-wood door handle. Boasting a 2.3–cubic-foot firebox, the Ashford 25 allows up to a 22-inch log length.

Additional features include twin variable-speed fans and a 6-inch removable flue collar (with adapter). Contact: (509) 522-2730 or www.blazeking.com.

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Pioneers of Professional Outdoor Kitchens

Indulge in the art of outdoor grilling with two new handcrafted DCS Grill models, with infrared-burner technology and a griddle plate, so you can cook with the same confidence outdoors as you do indoors. DCS lets you sear where you want to sear, putting you in control of the entire grilling surface, giving you the versatility to cook what you want.

Contact: (888) 936-7872 or www.dcsappliances.com.

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Kingston by Country Lane Gazebos

Country Flame Little Rascal

American Energy Systems’ Country Flame Little Rascal wood-pellet stove has completed the new EPA New Source Performance Standards certification and is ready for 2020 and beyond. This high-quality self-ignition powerhouse packs a real heating punch, with up to 40,000 Btu, smooth lines, and state-of-the-art electronics. The redesigned firepot system will handle the challenging fuels of the future. Contact: (800) 495-3196 or www.americanenergysystems.com.

As the company’s biggest, beefiest pergola yet, this all-cedar Kingston pergola provides maximum shade, along with rock-solid construction—for a centerpiece that steals the show, every time. The Kingston stands on solid 8x8-inch posts, with heavy-duty 4x12-inch headers, and it includes large 4x10-inch braces for stability. The roof has 4x8-inch joists, with 2x3-inch purlins spaced 6 inches on center, creating the perfect amount of shade. Available in sizes starting at 10x10 feet, this pergola can be built in a massive 18x22-foot size with only four posts. Contact: (877) 429-3262 or www.gazebo.com.

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®

The FIREVIEW

Wood Cookstove

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Ambiance Antique Bronze

AEI proudly announces the introduction of the Ambiance antique bronze fire feature (PC14AB), adding to the most complete offering of outdoor comfort heat available from any single source. Ambiance’s features include a 4-inch Ambi-Fire borosilicate-glass tube, the Ambi-Glo emitter-grid system, the Pyromid ceramic-burner system, and Ambi-Brite reflectors (at all three corners) to enhance the dancing flame. Ambiance is backed

by AEI Corp., which is celebrating its 48th year in the premium–gas-grill and outdoor–comfort-heat industries. Contact: (949) 474-3070 or www.aeicorporation.com.

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

Let us build one for you.

ElmiraStoveWorks.com 1-800-295-8498 2 ! . ' % 3 ȩ s ȩ 7 ! , , ȩ / 6 % . 3 ȩ s ȩ 2 % & 2 ) ' % 2 !4 / 2 3 ȩ s ȩ - ) # 2 / 7 ! 6 % 3 ȩ s ȩ $ ) 3 ( 7 ! 3 ( % 2 3 Circle Reader Service No. 67

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ProductPROFILES Pit Boss Grills: PB700FB Wood-pellet Smoker

St. Bernardus

Pit Boss 700FB wood-pellet grills offer the best value per square inch in the pellet-grill industry, the company says.

These eight-in-one grills have the cooking versatility needed for smoking to searing (standard flame broiler), with a dynamic range of cooking temperature from 180 to 500 degrees, and all with the simple turn of a dial.

They also come equipped with the company’s industry-leading flame broiler, which allows for direct or indirect flame grilling. An electric igniter allows easy, mess-free barbecue lighting. With complete structural strength and durability, these high-value grills are meant to last. Contact: (877) 303-3134 or www.pitboss-grills.com.

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Allen Home Log Sets The Allen Home® Timberland and Woodland electric log sets are heating up the infrared market. Unlike other log sets that use one infrared element, Allen Home log sets use three, producing more efficient heat for large rooms. Both the Timberland (EL1534B) and Woodland (EL1534A) sets can be used without heat and feature realistic flame effects and resin logs (molded from real wood). Other features include a flame screen, a remote control, a digital thermostat display, a nine-hour timer, and overheat safety features. Contact: sales@allenamericas.com or www.allenhome.com.

St. Bernardus is MLW Stone’s latest and most cost-effective natural-stone fireplace facing. Available in three standard sizes, St. Bernardus is a sound and durable honed-limestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com.

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Lucius 100 by Element4 (Direct Vent)

The Lucius 100 is a stunning, frameless peninsula fireplace. Featuring full glass on three sides, the Lucius 100 makes a beautiful statement in any home. Although you will find a wide range of different gas fires in the Element4 collection, they all have one thing in common: their well-thought-out simplicity, because the company believes that simplicity is the key to beautiful design. Contact: (781) 324-8383 or www.europeanhome.com.

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Clean-faced Peninsula Fireplace American Hearth’s all-new, direct-vent clean-faced peninsula fireplace projects its ambience and warm glow directly into your living space. The clean-faced design and neatly concealed controls will leave guests guessing whether it is a wood-burning or gas fireplace. Select one of two unique ceramic-fiber log sets: a country campfire look or a combination of logs and stones (pictured). Liner options include brick, black porcelain, and a unique fluted black panel. An assortment of doors and fronts can help tailor the look of the fireplace to the room. Homeowners can choose millivolt or intermittent-pilot models in LP or natural-gas versions. Contact: (800) 851-3153 or www.americanhearth.com.

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ProductPROFILES New to the Northstar Line Elmira Stove Works is revealing a new product for its retro Northstar collection, and it is available now for preorder. The model 1947 36-inch six-burner dual-fuel range features Northstar’s retro-inspired design in a professional-style range. The model 1947 range is available in the nine standard Northstar colors, in addition to more than 200 custom colors available through RAL color technology. Contact: (800) 295-8498 or www.elmirastoveworks.com.

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Tempotest USA

A market leader for over 90 years, the Parà Group has opened a distribution center in Dallas, Texas, to support North American customers with a full line of Tempotest performance fabrics. Made from 100% solution-dyed acrylic fibers, the fabrics represent the best of Italian design and color while delivering exceptional outdoor performance and durability.

Contact: (972) 512-3534 or www.tempotestusa.com.

The Oceana is a heavy-duty umbrella style featuring a 2.5–inch-diameter, one-piece aluminum pole (in white, bright aluminum, black, and champagne bronze); 0.75–inch-diameter fiberglass ribs; and an enlarged, supersturdy nylon hub. This large-scale style is available in round 9-, 11-, and 13-foot diameters and in square 6-, 7.5-, and 10-foot models to provide shade across several chaises or a large dining table. For windy locations, the Aruba canopy (shown) with an extra-large vent is excellent at conducting air flow. A wide selection of marine- and furniture-grade fabrics in solution-dyed acrylic is available. Contact: (866) 667-8668 or www.paradisecushions.com.

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Smartwerks

With this point-of-sale and inventory system, you’ll be smarter about every aspect of your business—and that will lead to better decisions. Take your company where you want it to go with Smartwerks.

Contact: (800) 237-5913 Ext. 100 or www.tylernet.com.

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Premium Fridge Series II

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Bull Outdoor introduces an improved and upgraded premium outdoor-rated refrigerator. The new series II 5–cubic-foot refrigerator is encased in 304 stainless steel both inside and outside. The digital temperature gauge has been moved inside the unit, and the twin-fan system has been upgraded to front venting. An increase in the efficiency of the unit gives it an Energy Saver rating from the U.S. Department of Energy. It includes a lock, a horizontal door handle, three shelves, and a reversible door. This is a certified Bull–designed product that is value priced for retail at only $1,197. Contact: (800) 521-2855 or www.bullbbq.com.

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Oceana Umbrella

Cabretta

Tropitone has introduced Cabretta, its new collection of tabletops. Transitional in style, Cabretta tabletops look like leather and are available in dark chocolate or weathered gray finishes. Eight top sizes are compatible with Tropitone’s new Universal 5000 series bases. By pairing one of the tops with any of the matching bases, customers can create large or small dining tables, counter-height tables, or accessory tables. Cabretta tabletops feature rounded square or rectangular shapes. The arc of the sides of the tabletop and sculpted edges orient people toward one another, inviting conversation and creating an unrestricted, friendly setting. Larger Cabretta tabletops feature an island, a design element in the center of the top that creates visual interest. Contact: (949) 951-2010 or www.tropitone.com.

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Island

The Island series by California Outdoor Concepts takes you one step further, in the world of firepits, by creating a big impact in any space. While it’s available in all the standard colors (adobe, chocolate brown, black, or sage), it will spice up your outdoors with the additional hot colors of burnt orange, deep blue, and lime green.

Many pool/patio designers are taking color in bold new directions, and the Island series steps up to the plate. Now redesigned, it has an even bigger impact in your smaller space. At 23 inches tall, and with side-door access to the propane tank, it gives you more (at the same great value). The stainless-steel firepit burner makes it the perfect complement to your choice of ceramic logs or glass, also available in hot colors. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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GeoBella Indoor/Outdoor Cushion Fabrics Phifer’s high-performance, fashionable indoor/outdoor GeoBella cushion fabrics offer the soft, touchable texture and comfort of indoor furniture, yet are built with the stability, strength, and durability needed for outdoor-cushion applications.

Never skimping on style, these chic furniture fabrics feature on-trend and classic color combinations and designs in traditional and contemporary patterns. Suitable for all lifestyles, Phifer’s GeoBella fabric collection offers an expansive selection that harmonizes with any interior or exterior living space. Contact: (800) 221-5497 or www.phifer.com/designedfabrics.

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Paradise Cushions by FiberBuilt

Paradise Cushions by FiberBuilt understands that in today’s competitive environment, retailers need to offer the best-quality products in order to build lasting relationships with their customers. By selling umbrellas that have been wind tested to more than 50 mph; replacement cushions that extend the life of outdoor furniture; and decorative throw pillows, bolsters, and poufs that inexpensively transform the decor of an outdoor room, you become a greater resource. Change window shoppers into loyal patrons. Contact: (866) 667-8668 or www.paradisecushions.com.

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Forshaw Mantels Forshaw offers the widest selection of styles and finishes, all available in custom sizes. Since 1871, the Forshaw name has stood for exceptional quality and value. Experienced craftspeople employ only the finest materials in producing a finished product that is not only beautiful, but durable as well. Forshaw guarantees your complete satisfaction with its products, from its rich oak and attractive poplar mantels to imported marble and slate surrounds and hearths.

Products are shipped within seven to 10 working days. Contact: (314) 874-4315, pchamberlain@forshaws.com, or www.forshaws.com.

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Eclipse Traditional Deep Seating

Capri

Eclipse traditional deep seating by Castelle from Pride Family Brands is handcrafted with spectacular style and a modern aesthetic for any outdoor room. Each piece is expertly engineered, with angles and a floating-on-air seat design, to tell a story of luxury, comfort, and outdoor chic. Eclipse is featured with Live Edge cast-aluminum accent tables. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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NorthCape’s most popular aluminum sling collection has received an update for the 2016 season. Capri dining-chair and chaise pieces will now be offered in the midnight finish, with the Jacobean HDPE resin weave. It’s an instant, updated classic that pairs beautifully with NorthCape’s new slatted dining table in midnight.

As the company says, when you’re looking for style, comfort, and value, take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcape.com.

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Barbeques Galore Captain Cook Gas Grill With Warmer The popular Captain Cook line is back, and it features three- and five-burner models with high-efficiency Italian burners and a dedicated side burner included on each grill. The unique five-burner Captain Cook with the warmer option (pictured) features 60,000 Btu of cooking power and 742 square inches of cooking space, and it includes an 8,500-Btu warming oven built right in for added versatility and cooking options. Enjoy margins of 40 or more points on the Captain Cook line. Contact: (800) GRILL-UP or www.bbqgalore.com.

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ProductPROFILES Manhattan

Inspired by rich Neoclassical New York interiors, the Manhattan collection is a delicate combination of classic and contemporary forms. Featuring a gracious interlocking-loop pattern, gently arching curves, and a fluently detailed extrusion, the collection sits well in traditional to modern settings. Crafted from cast and extruded aluminum, the Manhattan collection is an artful balance of tradition and progress. It’s shown here in onyx. Contact: (866) 964-4468 or www.gensuncasual.com.

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Country Lane Gazebos

Are you looking for a backyard retreat for relaxing and enjoying the cool breeze, but also needing a place to shut out the hustle and bustle? Look no further than this pavilion line with a villa. Choose from one of the company’s many pavilion styles and add an enclosed room to fit your needs. Available in wood and vinyl options, these villas fit any backyard design or look. Choose to sit under the open pavilion area and take in the sights and sounds of your surroundings, or walk into the enclosed villa for a private outdoor room that’s perfect for a studio or office. Call today to start designing your backyard retreat. Contact: (877) 429-3262 or www.gazebo.com.

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Smartwerks System

Get away from the counter with this mobile point-of-sale system. Process sales faster and more accurately while eliminating the long lines customers hate. Smartwerks is the best business partner you’ll ever have. Contact: (800) 237-5913 Ext. 100 or www.tylernet.com.

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Bay Breeze Coastal Collection Inspired by the beauty of the beach, this coastal collection will invigorate any outdoor space with its sleek new curved features and refreshing fabric colors. The Bay Breeze Coastal collection has been designed specifically for the outdoors. The company’s products are manufactured from up to 100% HDPE plastic, and all fasteners are 316 stainless steel, providing years of worry-free ownership. The collection is shown here with Sunbrella® cushions in 58039 Gateway mist. Contact: (800) 490-1283 or www.crpproducts.com.

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Cast by Sunbrella Art Deco: This eclectic architectural style of bold geometric shapes and lavish ornamentation translates well to today’s interior spaces for a cool, vintage style. An Art Deco color palette has a look that is perfect for layering and is one that top designers relish. This Art Deco–inspired palette is showcased in one of the newest Sunbrella® upholstery fabric offerings: Cast. The fabric features heathered yarns for a sense of texture and has a slight sheen, evoking drama and grandeur. An understated solid, Cast makes an excellent base for larger upholstered pieces with accents of bold, geometric patterns in decorative pillows and drapery. Shown (from left) are silver, ash, shale, slate, mist, oasis, tinsel, and petal. Contact: (336) 221-2211 or www.sunbrella.com.

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Original Pawleys Island Adirondack Chair and Side Table

Constructed from HDPE lumber, this furniture resists not only mold and mildew, but also fading—because the color is molded throughout. You can rest easily because even though conditions can get tough along coastal Carolina, the company uses marine-grade 316 stainless steel that stands up to the harshest elements.

Craftspeople pay special attention to aesthetics by concealing joints, where possible, and using color-matched hardware. The Original Pawleys Island furniture collection includes 24 pieces in 16 colors. Contact: (800) 334-1078 or www.thehammocksource.com.

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ProductPROFILES Monessen Symphony

Convenient and efficient, the Symphony slimline vent-free gas fireplace offers a clean face and an expansive viewing area that’s suitable for almost any space.

Easily customizable to match any decor, Symphony offers decorative and transitional faces, as well as the choice of traditional logs or fireglass media—allowing homeowners to bring simple beauty into their favorite spaces. Contact: (800) 669-4328 or www.monessenhearth.com.

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Belle Epoque Sling Dining Belle Epoque by Castelle from Pride Family Brands features contoured high-back sling dining to capture a luxury look for any patio, deck, or terrace. With outdoor artistry, the Belle Epoque sling dining collection includes intricate cast arm details, highlighting an open garden design.

Belle Epoque is featured with the Live Edge cast-aluminum hourglass tabletop. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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Trio Folding Adirondack Fire Magic Black Diamond Grill

Introducing the POLYWOOD® Trio folding Adirondack: This chair features three straight slats with a subtle back contour for the ultimate in comfort—a coastal feel, paired with modern relaxation. The Trio collection also features a contemporary rocker, as well as dining and bar chairs, all of which pair beautifully with the clean lines of the company’s Harvest tables and Modern collection accent tables.

Contact: (877) 457-3248 or www.polywoodinc.com.

Part of the revered Echelon Diamond collection, the new Fire Magic Black Diamond grill delivers the Echelon Diamond’s best-in-class quality and performance in a retro-styled black porcelain ceramic design that pays homage to the original Fire Magic grill (introduced in 1937). The limited-edition Black Diamond features Fire Magic’s signature Magic View window and advanced heat-distribution system. It is available as a 36-inch built-in unit (for propane or natural gas) and comes with matching side cookers and doors. Contact: (800) 332-3973 or www.firemagicgrills.com.

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Hestan Outdoor H6 Series

Expanding upon the Horizon family legacy, Miles Industries proudly introduces the Valor H6 series. Structured as a large-format fireplace, the H6 is inspired by features that have been proven in the field. Although large in presence, the firebox design features tapered sides and a shallow depth, for smooth installation in a variety of applications. An impressive secondary heat exchanger circulates warm air naturally through convection. Custom firebeds are designed to project this radiant warmth to objects in your living space, creating a steady, even heat. Convenient, reliable, and easy-to-use features help you direct warmth—where you want it and when you want it. Contact: (800) 468-2567 or www.valorfireplaces.com/products/h6.php.

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Grilling is a perfectionist’s pursuit. It is an obsession shared by Hestan’s engineers, designers, welders, and polishers.

Hestan’s outdoor products are thoughtfully engineered to deliver the utmost in outdoor performance. For example, the Horizon hood opens easily with spring-assisted hinges. Laser-cut stainless-steel grates provide even heat distribution. Stadium under-hood lighting improves your cooking experience. Grilling is a perfectionist’s game—and Hestan just upped the ante. Contact: (888) 905-7463 or www.hestanoutdoor.com.

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New Protective Firepit Covers

by Treasure Garden

Treasure Garden has expanded its successful line of protective firepit covers specifically to accommodate round, square, and rectangular designs. The new collection of durable chat/firepit covers was developed in response to the considerable growth occurring in the firepit category. Round protective covers in the collection are available in 42- and 54-inch sizes. A square 48-inch cover and two rectangular models round out the collection. Rectangular designs measure 50x30 inches and 58x38 inches. Contact: (888) 821-8868 or www.treasuregarden.com.

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Exterus Outdoor Kitchens and Fireplaces

Antique Model 1865-ST Range The Antique model 1865-ST range by Elmira Stove Works is a fully customizable six-burner range (with a detailed black with antique-copper finish). It has a combination of gas and electric burners. The stoves are made of steel, and customers can choose from seven colors: black, white, bisque, cayenne pepper red, liberty blue, and the two-toned black/bisque and black/white combinations. There are also three metal trims: nickel, antique copper, and antique brass. Contact: (800) 295-8498 or www.elmirastoveworks.com.

Do you want to streamline the design process for outdoor kitchens and outdoor rooms? Forshaw’s Exterus express kits make this possible. Forshaw offers the appliances, modules, stone front, and granite top—all for one price. Choosing from several express layouts makes it easy to provide quotes for your customers. For custom kitchens, simply select your appliances and finishes from inventory, and the company will design your custom layout. Contact: (314) 874-4315, pchamberlain@forshaws.com, or www.forshaws.com.

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THIS SEASON’S FORECAST: WARM WEATHER AND HOT PRODUCTS

Big Green Egg Dual-probe Remote Wireless Thermometer Introducing the new Big Green Egg dual-probe remote wireless thermometer with a unique EGG–shaped design: Precisely and conveniently monitor anything you are cooking and the internal EGG temperature—at the same time—from a distance of up to 300 feet (91 meters). The thermometer comes with preset temperatures for beef, veal, lamb, pork, poultry, and nine popular game meats, and all preset temperatures are customizable to suit your personal taste. Contact: (770) 938-9394 or www.biggreenegg.com.

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Charleston Glow Vent Free Charleston Glow from Hargrove is the newest addition to the company’s growing line of vent-free gas logs.

This log set combines a beautiful glow on the front logs and embers with a large body of flame to achieve an attractive look. Charleston Glow is available in 22- and 26-inch sizes for natural gas or LP and is offered with manual, millivolt, or variable-flame options. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

Replace worn, faded, , or cushions and chaise pads.

Coordinate with matching umbrellas and accessorize with decorative throw pillows and poufs.

MANUFACTURER OF QUALITY HOME FURNISHINGS 866.667.8668 www.paradisecushions.com Made in the U.S.A. Circle Reader Service No. 75

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ProductPROFILES Barbeques Galore Turbo Elite Gas Grill

POLYWOOD Harvest Table

The Turbo Elite gas grill from Barbeques Galore features three, four, or five main burners, plus an infrared rotisserie burner and rotisserie kit.

The Elite is constructed of 304-grade stainless steel. The three-burner model features an output of 49,000 Btu and 610 square inches of cooking space. The four-burner grill features 61,000 Btu and 740 square inches, while the five-burner version has 73,000 Btu and 1,000 square inches. The Elite features interior halogen lights (on four- and five-burner models only) and exterior LED lighting. Enjoy margins of 40 or more points on all Turbo grills. Contact: (800) GRILL-UP or www.bbqgalore.com.

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Sizzler PRO

Bazza Balcony Armchairs With Fire Table The clean, angular lines of Telescope Casual’s new Bazza marine-grade polymer (MGP) sling collection enhance its sleek appearance, and its construction and stackability make it ideal for any residential or commercial application. The square 32-inch MGP/aluminum fire table’s small size makes it a great addition where space is at a premium. The small burner (12 inches in diameter) is perfect for ambience, but it still cranks out 22,000 Btu to take away the evening chill. The collection is available in dining, balcony, and bar heights, with 11 colors each of powder-coated aluminum and MGP. Bazza is made in the United States. Contact: (800) 642-4645 or www.telescopecasual.com.

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Insight

With durable aluminum legs and an all-weather top, the POLYWOOD® Harvest table lends a sleek simplicity to any outdoor space. This table pairs well with any of the company’s dining chairs (including those with aluminum frames) and/or with swivel rockers, giving your customers the option of customizing their patio-dining sets to fit their decor. Contact: (877) 457-3248 or www.polywoodinc.com.

The Sizzler PRO series from Summerset Professional Grills combines impressive features with quality construction and affordability. Upholding the same sleek design as the classic Sizzler with added exterior LED lights, this grill really sets itself apart. The interior has been revamped with 14,000-Btu cast burners, heat-zone separators, and powerful interior cooking lights that make for a premium grilling experience, from top to bottom. The Sizzler PRO’s price will please your customers. Contact: (800) 966-8126 or www.summersetgrills.com.

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sales of higher-end fireplace panels by delivering more of these options in North America.

“We’re excited that U.S. manufacturers are looking at the more contemporary models,” Beach says. This shift to contemporary designs often includes a bent or curved design, as opposed to traditional flat panels.

While these curves have been popular in Europe for quite some time, Beach says, they are now catching on in North America, as more manufacturers incorporate them into their designs. “They have been slower to be accepted in the United States,” Beach says.

European imports have been available, but with the increase in U.S. manufacturers’ use of these designs, a modern style is emerging that offers a better view of the fire (by creating more angles from which to see the flames). This makes for a much more attractive stove or fireplace, Beach notes.

Two flagship products for SCHOTT ROBAX highlight these shifts in the industry and show what is currently in high demand: SCHOTT ROBAX Magic

and TrueView. “These are the two centerpieces,” Beach says.

ROBAX Magic enhances the reflection of the fire to make it look bigger, while also making the flames more visible—and visually stunning. The black glassceramic used in this panel is durable and efficient as well. “The reflection really pops,” Beach says.

ROBAX Magic is available with a bent design, and it also complements contemporary models. SCHOTT ROBAX has seen sales for this product continue to grow, especially during the past year. It will continue to be a focus of the company, Gandenberger says, as more customers and manufacturers appreciate its value.

“SCHOTT ROBAX Magic is a product we see as having huge growth potential, and it has really started as a trend in the past year or so,” he explains. “The pristinely smooth surface of the glass creates new reflections of the dancing flames that are just not possible with brick, steel, or other materials. Particularly in the gas segment, ROBAX Magic will be a key focus

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and growth area in the future.”

TrueView has been gaining popularity for several years for its ability to highlight fireplaces, log sets, and stoves. This antireflective coating removes reflections to showcase the flames and take the focus off of the glass—by making it nearly invisible. “It basically causes the glass to disappear,” Gandenberger says.

SCHOTT ROBAX remains committed to maintaining the highest standards possible for its materials and manufacturing process as it continues to be an innovative force in the glass-manufacturing sector. In addition, Gandenberger emphasizes the importance that customer service has at all levels within the company.

“We view our customers as partners and work with them to seize opportunities that present themselves in the market,” he says. “We look to each other as sources of inspiration—not just for product ideas, but also for marketing, sales, and distribution ideas, and we are always working to invent new ways of doing things.”

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Portrait Ledgeview

San Marino

Featuring a thick cappuccino HDPE resin weave over a commercial-grade aluminum frame, the San Marino collection offers both traditional seating and dining options to outfit your outdoor space fully.

Quick-ship cushions featuring two small back buttons are available in your choice of four premium outdoor-fabric options. When you’re looking for style, comfort, and value, take a fresh look at NorthCape, as the company says. Contact: (708) 563-2890 or www.northcape.com.

Circle Reader Service No. 166

Inspired by Valor’s Portrait Ledge, the Ledgeview is slimmer in design, offering a contemporary four-sided front as an insert application, perfect for existing-fireplace upgrades. A standard backing plate frames your choice of three high-quality front finishes: black and bronze powder-coated paint and plated brushed nickel. A small footprint positions the Ledgeview as an exceptional insert fireplace, ideal for intimate home spaces. Contact: (800) 468-2567 or www.valorfireplaces.com/products/portrait-ledgeview.php.

Circle Reader Service No. 169

Pioneers of Professional Outdoor Kitchens Turn up the heat, and go from zero to sear with DCS Grills’ new built-in temperature gauge.

To maximize natural convection, this gauge allows you to monitor the temperatures and know exactly how hot the grill is—without raising the specially designed hood.

Be the ultimate meal maker with the ability to control DCS Grills’ massive 121,500 Btu-per-hour total power, which lets you choose the precise heat you need—from a low-and-slow 300 degrees up to an intense 1,100 degrees—to create the ultimate cooking experience. Contact: (888) 936-7872 or www.dcsappliances.com.

Circle Reader Service No. 167

La Reserve Sling Dining

La Reserve sling dining by Castelle from Pride Family Brands features a rich finish, soak-resistant sling fabric, intricate cast arm detail, and a decorative leg style. This comfortable sling dining furniture is built to last and offers an elegant spot for gathering and entertaining. La Reserve is featured with the Live Edge cast-aluminum 108-inch rectangular tabletop. Contact: (855) 612-9800 or www.pridefamilybrands.com.

Circle Reader Service No. 170

American Muscle Grill

Monessen Solstice

Solstice, the newest vent-free gas fireplace insert from the leader in vent-free technology, features a clean, transitional style with multiple finishing options (including traditional logs and sleek fireglass media), making it suitable for any space. Its ventless, zero-clearance design makes installation easy and affordable.

Contact: (800) 669-4328 or www.monessenhearth.com.

Circle Reader Service No. 168

The all-new American Muscle grill (AMG) is a heavy-duty, no-nonsense grill that features true dual-fuel capability—which will allow you to smoke, sear, and cook directly or indirectly with charcoal, gas, or both simultaneously. Designed, built, and factory tested in the United States, the AMG is available in 100,000-Btu 36-inch and 160,000-Btu 54-inch models, giving it plenty of power to go around: Combining innovative design with high-quality construction, the AMG has all the features and flexibility required to be the last grill you will ever need.

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

Circle Reader Service No. 171

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AdvertiserIndex Advertiser

ProductProfilesDirectory Phone

Website

Page

Company

Page

AEI ........................................................(949) 474-3070 ..................www.aeicorporation.com ..............................46

AEI ................................................................................................................64, 67

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

Agio, USA ......................................................................................................62, 65

Barbeques Galore ................................(800) GRILL-UP ..................www.bbqgalore.com ....................................73

Allen Home ....................................................................................................66, 68

Big Green Egg ......................................(770) 938-9394 ..................www.biggreenegg.com ................................55

American Energy Systems....................................................................................67

Brown Jordan........................................(800) 743-4252 ..................www.brownjordan.com ..................................7

Barbeques Galore ..........................................................................................71, 76

Bull Outdoor Products ..........................(800) 521-2855 ..................www.bullbbq.com ........................................31

Big Green Egg................................................................................................63, 75

C.R. Plastic Products ............................(800) 490-1283 ..................www.crpproducts.com..................................59

Blaze King ......................................................................................................62, 66

California Outdoor Concepts ................(877) 274-6773 ..................www.californiaoutdoorconcepts.com ............35

Brown Jordan ................................................................................................60, 62

The Companion Group..........................(800) 521-0505 ..................www.companion-group.com ........................21

Bull Outdoor Products....................................................................................60, 70

Country Lane Gazebos ........................(877) 429-3262 ..................www.gazebo.com ........................................38 Dansons ................................................(877) 303-3134 ..................www.louisiana-grills.com ..............................45 DCS by Fisher & Paykel ........................(888) 936-7872 ..................www.dcsappliances.com ..............................29 Elmira Stove Works ..............................(800) 295-8498 ..................www.elmirastoveworks.com..........................67 Empire Comfort Systems ......................(800) 851-3153 ..................www.empirecomfort.com ..............................25 European Home ....................................(781) 324-8383 ..................www.europeanhome.com ............................63 Forshaw/Exterus....................................(314) 874-4315 ..................www.forshaws.com ......................................64 Gameroom Concepts............................(407) 831-5999 ..................www.outdoorpooltables.com ........................47 Gensun Casual Living............................(866) 964-4468 ..................www.gensuncasual.com ................................9 The Hammock Source ..........................(800) 334-1078 ..................www.thehammocksource.com......................41 Hargrove Manufacturing ........................(800) 725-4166 ..................www.hargrovegaslogs.com ..........................49 Hearth & Home Technologies................(800) 669-4328 ..................www.myhht.com ..........................................80 Hestan Outdoor ....................................(888) 905-7463 ..................www.hestanoutdoor.com ..............................19 Las Vegas Market/IMC ..........................(702) 599-3046 ..................www.lasvegasmarket.com ............................79 Merchandise Mart Properties ................(800) 677-6278 ..................www.casualmarket.com ................................61 Miles Industries/Valor Fireplaces............(800) 468-2567 ..................www.valorfireplaces.com ..............................27 MLW Stone ..........................................(800) 477-7665 ..................www.mlwstone.com......................................66 NorthCape ............................................(708) 563-2890 .................. www.northcape.com ....................................23 Paradise Cushions by FiberBuilt ............(866) 667-8668 ..................www.paradisecushions.com..........................75 Phifer ....................................................(800) 221-5497 ..................www.phifer.com ............................................53 Poly-Wood ............................................(877) 457-3284 ..................www.polywoodinc.com ................................69 Pride Family Brands ..............................(855) 612-9800 ..................www.pridefamilybrands.com ......................2–3 RH Peterson Company ........................(800) 332-3973 ..................www.rhpeterson.com ....................................65

C.R. Plastic Products ....................................................................................60, 72 California Outdoor Concepts ..........................................................................64, 71 The Companion Group ..................................................................................62, 66 Country Lane Gazebos ..................................................................................67, 72 Dansons ........................................................................................................62, 68 DCS by Fisher & Paykel..................................................................................67, 77 Delta Heat/Twin Eagles/Delsol ........................................................................61, 66 Elmira Stove Works ........................................................................................70, 75 Empire Comfort Systems................................................................................62, 68 European Home ............................................................................................64, 68 Forshaw/Exterus ............................................................................................71, 75 Gameroom Concepts ....................................................................................61, 64 Gensun Casual Living ....................................................................................63, 72 The Hammock Source ..................................................................................63, 72 Hargrove Manufacturing ................................................................................64, 75 Hearth & Home Technologies ........................................................................74, 77 Hestan Outdoor..............................................................................................65, 74 Miles Industries/Valor Fireplaces ....................................................................74, 77 MLW Stone ..........................................................................................................68 NorthCape......................................................................................................71, 77 Paradise Cushions by FiberBuilt ....................................................................70, 71 Phifer..............................................................................................................60, 71 Poly-Wood ....................................................................................................74, 76 Pride Family Brands ..........................................................................65, 71, 74, 77

Summerset Professional Grills ..............(800) 966-8126 ..................www.summersetgrills.com ............................39

RH Peterson Company ..................................................................................61, 74

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

Summerset Professional Grills ........................................................................76, 77

Telescope Casual ..................................(800) 642-4645 ..................www.telescopecasual.com............................34

Sunbrella ........................................................................................................63, 72

Tempotest USA ....................................(972) 512-3534 ..................www.tempotestusa.com ..............................13

Telescope Casual ..........................................................................................62, 76

Treasure Garden ....................................(888) 821-8868 ..................www.treasuregarden.com ............................17

Tempotest USA ..............................................................................................60, 70

Tropitone ..............................................(949) 951-2010 ..................www.tropitone.com ......................................51

Treasure Garden ............................................................................................66, 75

Twin Eagles/Delta Heat/Delsol ..............(800) 789-2206 ..................www.twineaglesbbq.com ..............................43

Tropitone ........................................................................................................60, 70

TylerNet ................................................(800) 237-5913 Ext. 100 ....www.tylernet.com..........................................42

TylerNet ..........................................................................................................70, 72

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 2016, Vol. 11, No. 2 Š 2016 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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SUMMER CLASSICS, INC.

BIGGER. BETTER. BEYOND EXPECTATIONS. • Two new, dedicated casual/outdoor floors • Leading brands that complement Las Vegas Market’s home furnishings offering • Over 180 casual/outdoor brands across Market • Affordable travel and world-class amenities

PELICAN REEF

JULY 31-AUGUST 4, 2016

JULY 31-AUGUST 3, 2016

LAS VEGAS MARKET

THE PAVILIONS AT LAS VEGAS MARKET

#LVMkt

LASVEGASMARKET.COM Circle Reader Service No. 79

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The Artisan Vent Free Gas Fireplace

FOLLOW THE LEADER Monessen has been the leader in vent free hearth products for decades.

No one does vent free better than we do.

Join us. Contact your dealer business partner today to learn more about Monessen’s industry-leading products.

LOVE AT FIRST LIGHT monessenhearth.com

Circle Reader Service No. 80