Patio & Hearth Products Report March/April 2023

8

Guest Editorial – Why NFI?

By Amie Ryan

A hearth veteran and director of sales & marketing for National Fireplace Institute discusses the importance of NFI certification.

20

Spotlight – Throw Some Shade

By Greg Thompson

28

Hearth Retailer – Customer Centric

By Kimberly Rodgers

Claxton Fireplace Center acquires and retains customers by treating them like family members.

32

Outdoor Grilling – History in the Making

By Maura Keller

Starting out in 1945 as a hardware store, this Kansas business has evolved into a successful grill and hearth shop.

36 Showroom Showcase – Retail Gem

By Sharon Sanders

Stocked with furniture and accessories from the finest manufacturers, an Apollo awardwinning store dazzles customers.

40

As I See It – Up and Coming

By Sharon Sanders

For 2023, Ratana introduces fresh designs that customers are sure to covet for their outdoor retreats.

44

My Turn – Breaking New Ground

By Kimberly Rodgers

A new player in the performance fabrics market builds on its role as an industry leader in environmental sustainability.

46

Product Innovation – Hot Demand

By Larry Thomas

Sales for Napoleon’s innovative grills and fireplaces heat up as consumers desire high-tech design features.

48

Corporate Profile – Dazzling Debut

By Laurie Rudd

Bernhardt Exteriors will be displaying its elegant furniture as a first-time exhibitor at the 2023 Casual Market.

50 Insight – Innovative Fire

By Cherise Forno

British Fires’ product development team has been busy making new fireplaces, including the eye-catching New Forest 75” Electric Fire.

52 Insight – Simply Warm

By Larry Thomas

Warming Trends’ distinctive made-in-theUSA heating products help extend the seasonality of outdoor spaces.

54 Last Word – Smoke, Sizzle, & Sear

By Maura Keller

Customers are drawn to Dansons’ grills because they offer consistent temperature control and infuse food with tasty wood-fired flavor.

Hotlanta

AMERICASMART ATLANTA

hosted Atlanta Winter Market (The Atlanta International Gift & Home Furnishings Market) in January. During this annual event, the outdoor furniture industry opened its showroom doors for the first time since moving last September from Chicago to Atlanta. While not all of the outdoor furniture showrooms were open, quite a few of them were. For what some manufacturers termed a “soft opening,” the showrooms that were open were very impressive. The “build from the ground up” showrooms and the collections on display exuded a fresh, energetic, and visually enlightening experience. Once the International Casual Furnishings Association (ICFA) Casual Market Atlanta arrives in July, with the remaining showrooms open and the temporary exhibitors set up, Casual Market is going to have a whole new look and appeal this year.

For those who are planning to attend Casual Market Atlanta, July 10-13, my prediction is that you’ll be glad you did. If you’re on the fence about attending, or if you are not planning to attend Casual Market Atlanta this year, I would encourage you to reconsider.

Retail Minded is an internationally recognized industry blog and publication dedicated to independent retailers. A blog they posted in August 2009 offered Ten Reasons to Attend Trade Shows. Fourteen years later, their Top Ten List is still relevant.

TEN REASONS TO ATTEND TRADE SHOWS

Whether you are a retailer or a wholesaler, there are many advantages to attending trade shows. While cost is of course an issue since you typically will have to travel to attend these shows and pay for registration fees (though some retailers attend for free depending on the show), there are many reasons to participate in trade shows, which include gaining valuable experience, knowledge, product exposure, and more.

In no particular order, the following points are valuable reasons to consider attending trade shows.

1. Gain knowledge and exposure to new trends, products, and resources that are available for your retail business or wholesale company. This is a great way to learn about what’s hot, what’s fading, and what your company needs to have or do right now.

2. Stimulate new ideas and creative ways to support your business despite the economy,

past seasons, and more. Where you will gain this knowledge is endless—your competition at the show, your general experience at the show, and even your participation at the show will make an impact.

3. Meet other retailers and vendors who you can lean on, learn from, and possibly gain business from that you would not have had the chance to meet had you not attended that trade show.

4. Learn what your competition is up to without having to go to great lengths since their business information will be easily accessible. Ask yourself how do you compare to your competition, and evaluate your strengths and weaknesses to best support your business.

5. Expose yourself to the press attending the trade show so they know about your business—retail or wholesale. Make sure your business stands out so that they will remember you.

6. Generate leads for strategic alliances and, most importantly, potential customers. Collect business cards, refer to the directory, and use all other outlets provided to you during the show to create a list of contacts for your files—and your business outreach.

7. Participate in educational seminars, networking events, and surveys that only take place at trade shows and will expose you to new people, new businesses, and new ways of thinking.

8. Get answers right away, whether from a vendor or a retailer, since trade shows allow for immediate communication and easy, accessible outlets of exposure for both vendors and retailers.

9. Become educated about your industry so that you can better support your clients and customers by utilizing all the resources trade shows offer.

10. Have fun. Yes—have fun. Nothing gives a business owner more energy than a good time while working to keep them motivated to want to work more!

See you in Atlanta!

MUST READS

This question steers a Kansas retailer’s goal when helping customers: “If this were your mom’s house … what would you want that person to do?”

History in the Making, p. 32

Complimentary at-home consultations and personalized in-store appointments are perks for the customers of this Apollo Award-winning Georgia retailer. Retail Gem, p. 36

Premier outdoor furniture manufacturer Ratana has seen increased consumer demand for rope and strap designs, as well as padded woven pieces. Up & Coming, p. 40

In keeping with its reputation for innovation, pellet grill/smoker manufacturer Dansons will be introducing battery-powered portable units later this year.

Smoke, Sizzle, & Sear, p. 54

Tony Ramos

WHY NFI?

mentals of proper installation receive the NFI Specialist Certification.

Certification is regarded as an excellent indication of professional training and commitment. Certification sets retailers, installers, and service companies apart from their competition. It also shows your potential customers how seriously you take your job and how important they are to you. The exams aren’t easy, and becoming certified is something you can and should be proud of.

Defensive Driving and Ladder Safety to Customer Service:

The Underused Advantage … what a great tool to get the CEUs needed to renew your certification and to continue your education from the comfort of your own home or office. A 30% discount is available if you’re a member of HPBA.

Educating consumers about the importance of NFI is equally as important. Whether that be a potential customer or a building official, educating the public about what an NFI certification means helps them understand how important being certified really is.

PUBLISHER

Tony Ramos

tramos@peninsula-media.com

MANAGING EDITOR

Carol Daus

caroldaus@gmail.com

ASSOCIATE EDITOR

Cherise Forno cheriseforno@gmail.com

ART DIRECTOR

Cassandra Estes cassestes1968@gmail.com

COPY EDITOR

John Nalley

CONTRIBUTORS

Wow! There are so many things to say about NFI or even how to describe it. In technical terms, NFI, or the National Fireplace Institute, is the professional certification division of the Hearth, Patio & Barbecue Education Foundation (HPBEF).

However, I think our mission statement is the real tangible definition of what NFI is. “We promote safety and performance through education, training, and certification to industry professionals. Our services provide a competitive edge and a level of expertise that lead to better business practices and profitability.” I love our vision statement even more: “We educate the people who safely bring you joy, comfort, and warmth.”

The hearth industry is constantly changing, which is why it’s so important to continually educate ourselves—especially when dealing with fire in someone’s home. Hearth products, because they involve flame, heat, and venting of combustion products, require specialized knowledge for planning and installation.

NFI has created the standard for certification in the hearth industry. These exams are the only exams that test the knowledge needed to properly plan and install hearth products and their venting systems. Only those who pass a rigorous examination covering the funda-

Did you know that the EPA recommends consumers use NFI-certified specialists to perform installations? What an excellent selling point to your customers who are becoming more environmentally conscious. Many change-out programs even require using certified specialists. Over 50 manufacturers within the hearth industry also recommend that NFI-certified specialists install their products.

There are four certifications available through NFI: Gas, Wood, Pellet, and Hearth Design Specialist (HDS). The HDS is the newest certification designed for sales and support personnel to give them the technical knowledge needed to help customers choose the correct appliance for their home. The vast majority of the decisions are made during the sales process. In many cases, by the time the installer shows up in the customer’s home, it is too late to make changes. We want sales personnel to know the technical information that will make the installer’s job much easier.

Certifications are valid for three years. At that time, you need to review via Continuing Education Units (CEUs) or an exam. Again, the education theme is throughout. Did you know that NFI has an online training platform, HE@RTH Online Training? Almost 500 classes are available to you—everything from

Building code officials prefer to work with certified individuals because they know certified professionals have prepared for and passed an industry exam.

You and your staff may become trusted experts when builders and officials have questions about the installation and operation of hearth products. For NFI-certified specialists, we have the #NFIStrong Promo Pack available to help promote your NFI Status. Please email ryan@nficertified.org for more information.

NFI has a great tool on our website, www.nficertified.org, to help consumers find certified specialists in their area. Homeowners can simply put in their zip code and a list of certified specialists is generated by distance and indicates which certification they have. It couldn’t be easier to find someone certified to help with their next project.

NFI’s passion is to help retailers be successful. Quality education, great reference manuals, and a credible certification program are all pieces that help customers understand the dealer knows what they are doing while also building that confidence that can help drive a successful business.

Amie Ryan is the Director - Sales & Marketing for NFI and has been in the industry since 1991. She worked on the service side of the industry before coming to work for NFI. She is a previous chairperson of HPBA and has been actively involved at the state and local level since 2005.

Maura Keller

Kimberly Rodgers

Laurie Rudd

Sharon Sanders

Larry Thomas

Greg Thompson

CIRCULATION DIRECTOR

Whitney Carrier

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

CORPORATE OFFICE

Peninsula Media

21250 Hawthorne Blvd., Suite 500 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax

www.patioandhearthproductsreport.com

Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 500 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com

Subscription Inquiries: Patio & Hearth Products Report PO Box 2190

Skokie, IL 60076-7890

Subscribe online: www.patioandhearthproductsreport.com

Email: patioandhearth@omeda.com

Phone: (847) 763-9261

Martha Stewart by POLYWOOD

Created in partnership with America’s favorite lifestyle expert and entertaining icon, the Chinoiserie Collection is the result of our shared dedication to superior function, endless comfort, and timeless design.

Research: Firelight Can Help Reduce Stress, Improve Brain Function

It’s no secret fire can help people relax. But can it actually help them age better? New research suggests the answer is yes.

Napoleon, a leading manufacturer of fireplaces, partnered with the University of Illinois and University of Alabama to study the health impacts of fire. There is a common sentiment that firelight is relaxing and that relaxed people are healthier. Napoleon set out to explore what the true impacts of fire are on wellness.

“Of the four natural elements of our world— earth, air, water, and fire—everyone who owns a home has an opportunity to experience the first three on a daily basis,” says Chris Schroeter, cochief executive officer. “But how many people are living without fire? We partnered with these research universities to see if fire could be the missing link between the home, and health and wellness. We had no idea that what we’d discover could actually change what we know about aging and impact the future in such a big way.”

The first study, which took place in 2022 at the University of Alabama, tested whether an electric fireplace could induce physical relaxation. To establish an electric fireplace as an effective tool for relaxation, 226 unassuming adults were asked to spend 15 minutes in two different rooms. The rooms were exactly the same with one exception: an electric fireplace. Participants wore a heart rate monitor, and preand post-test blood pressures were compared.

The study found statistically significant decreases in heart rate and blood pressure in the room with a fireplace. The results indicate that a fireplace could be

used as an effective in-home amenity to combat feelings of stress, which can lead to enhanced wellbeing and improved health.

“Stress-related disorders are among the leading causes of disability in the modern era and pose significant economic impacts worldwide,” says Garry Scott, vice president of marketing. “This study proves that fire can not only feel relaxing, it can also physically reduce stress. In essence, a fireplace is more than just a fireplace. It’s not just a source of warmth or nostalgia. It’s a beacon of health and well-being in the home.”

The second study, which occurred in 2022 at the University of Illinois, tested whether an electric fireplace could support well-being by creating environments that bolster enrichment seeking in adults aged 50 or older. Enrichment seeking is the process of seeking new information, skills, and insights. Those who seek out and engage in novel, intellectually challenging, or socially complex activities tend to also maintain higher cognitive and socioemotional well-being as they age. Therefore, enrichment seeking is important for health and well-being, but it must be nurtured.

Sixty adults played a game in high pressure/no pressure conditions with and without a fireplace.

Participants in the room with a fireplace saw a 12% improvement in cognitive ability (as measured by game performance) and their adaptivity to enrichment seeking increased. The results provide evidence that adding a fireplace to an environment nurtures curiosity and openness to new ideas, thereby supporting health and well-being as people age.

“Enrichment seeking fosters resilience to age-relat-

ed tendencies and is important for health and wellbeing,” says Shannon Mejia, Ph.D., professor of health, technology, and aging at the University of Illinois. “Adding a fireplace to your home could reduce stress response and support enrichment seeking. The more adaptive you are to enrichment seeking, the more healthily you age.”

When the pandemic hit, daily stress and anxiety were on a universal rise. From that, topics such as mental health and wellness—particularly in the home—emerged as a new priority. This trend has become an enduring shift in people’s priorities.

“For builders, architects, and designers who are on the front lines of consumer requests for wellness in the home—including spa-like bathrooms, outdoor oases or indoor gyms —this research supports that adding a fireplace can help provide yet another positive health experience in the home,” Schroeter says. “No matter where your ‘happy place’ is in your home, a fireplace, including an electric fireplace, has the capacity to transform any space into a sanctuary and encourage healthy aging.”

Tangent Technologies Introduces New Woodgrain Color

Tangent Technologies LLC announced an all-new beautiful woodgrain pattern for its sustainable recycled HDPE lumber—Seashell. A new look for spring, this color brings fresh opportunity for the outdoor furniture market and other industries that rely on the strength and sustainability of recycled plastic lumber and the aesthetics of natural wood. This woodgrain pattern works beautifully in coastal settings as well as offering a contemporary look for the backyard patio.

“Over the last several years, we have worked very hard to create products which will move the overall appearance and visual element of plastic lumber closer to wood and

consequently move the category forward,” says Guy DeFeo, CEO and one of the founders of Tangent Technologies.

Tangent is the exclusive manufacturer offering this unique patented woodgrain, creating an alternative material with the strength and sustainability of recycled plastic lumber and the beauty of natural wood. Current woodgrain offerings include Antique Mahogany, Birchwood, Brazilian Walnut, Coastal Gray, Driftwood Gray, Natural Teak, and Walnut. With Seashell, there are now eight patented dimensional woodgrain options to choose from.

Tangent thrives on innovation and

is continuing to develop new products and colors. During the 2023 season, Tangent plans to release its much-anticipated woodgrain pattern, Weathered Teak.

Whether you’re looking for a residential, commercial, or structural application, Tangent alternative materials are proven to perform at the highest level. Tangent Sustainable

Lumber is made to withstand the elements, meaning no splintering or peeling, and it’s impervious to moisture. Outdoor furniture made with Tangent will remain beautiful no matter the weather. It is made to be durable, not just against life but in support of life’s messy moments.

Studies found that firelight can help reduce stress and spur creativity.

Tangent introduced a new woodgrain color, Seashell, in its recycled plastic lumber.

Studio Series Shallow Electric Fireplaces

Grand Canyon Gas Logs Launches Phantom Log Technology

Grand Canyon Gas Logs introduced its new, innovative Phantom Log technology, which will be featured in two new products. The first-of-its-kind technology in the open-face fireplace market integrates the burner tubes inside the actual logs, rather than two separate components, giving the look and feel of a real log on fire.

“We are really excited to launch our most innovative products to date, adding to our high-quality gas log inventory,” says Elliott White, executive vice president. “With this new technology, we’ve finally found the

solution to making ceramic logs look like they’re really burning, while also making two of the most efficient gas logs in the hearth industry market. This is the future of fireplaces.”

The revolutionary Phantom Log technology required the engineering of new ceramic logs to allow the burner tubes, which provide the gas output to be moved from under or in between the logs to inside the logs. Each log is individually created with output holes and input ports to allow the fuel to flow out of the log. This allows for not only the most realistic look on the market, but also reduces gas consumption while still creating a fuller, more robust flame effect and radiating more heat into

the room compared to a traditional gas log set.

The new Phantom Log technology is first being launched in two new products: the Bedrock Traditional and the GlowFire Burner Series. The Bedrock Traditional vented drop-in burner system is perfect for any vented modular masonry fireplace with five convenient sizes and variable flame electronic controls. For those looking to convert from a wood fireplace to a gas fireplace, the GlowFire Burner Series comes in four sizes with multiple control options.

“The new technology we’ve created will revolutionize the open-face fireplace market and creates a new platform for future product development,” White says. “At Grand Canyon Gas Logs, we’re always looking for the next advancement.”

Shademaker Announces Collection Redesign for 2023

Shademaker, the premier line of umbrella and accessories for hospitality and high-end residential designers, is introducing an elevated redesign and rebranding of its entire collection. Keeping its signature profiles and incorporating enhanced materials and timeless design, Shademaker has crafted the next generation of umbrellas.

“In conjunction with our ongoing attention to detail, the relaunch of the Shademaker collection has been modified to meet the growing demand for highend designer umbrellas,” says Benjamin Ma, vice president. “We are proud that Shademaker continues to deliver well-crafted styles and keeps the focus on delivering the highest standards of quality throughout each umbrella within the collection.”

The architectural essence of Shademaker umbrellas began with a unified design form and structure. With this relaunch, styles are enhanced with modernly designed hubs and fittings. The overall upgraded design refines modern elegance with its curved lines and soft edges.

Shademaker is also introducing new umbrella styles and base options to complete its signature look. Within the center post collection, umbrellas range in sizes from 6.5 ft. to 16.5 ft. These styles feature an easy open and close system that delivers beauty and durability. A telescoping mast, essential for many installations, is also featured for the ultimate shade functionality on the larger sizes. The side post umbrella series ranges from 9 ft. to 13 ft., highlighting elegant and superb construction, as well as infinite tilting on most styles.

Each umbrella is available in four contemporary finishes, which can be paired with a wide variety of awning and

Shademaker released a redesigned collection for 2023.

furniture-grade fabrics. These new combinations will be featured at upcoming hospitality markets, including the HD Expo in Las Vegas (Booth #4707) in May.

Sattler Outdura Appoints Caldwell and Talbert to Lead Sales Teams

Sattler Outdura, a division of The Sattler Group, Austria, announced that Chris Caldwell, current product manager for Outdura casual furniture and Sattler shade fabrics, has taken on the new responsibility of sales manager for Outdura. Julie

Talbert has also joined the Outdura team as a sales manager. Both positions report to Ulrich Tombuelt, Sattler Outdura CEO.

As the company’s product manager, Caldwell led the development, analysis, and management of all furniture and shade fabrics. He also worked closely with sales and business development to enhance Outdura’s image and create long-term value. “Chris has done a wonderful job growing our business and has taken us to the next level in sales, delivery, and overall service, so moving into the position as sales manager is a natural progression for his skill set,” Tombuelt says. “Plus, his in-depth product knowledge will be a great asset to our customers as he helps them resolve their fabric needs.”

Talbert has a strong textile background working as a director of product development, outbound sales representative, and as a merchandising and design specialist in the industry. “Julie’s extensive experience in textiles along with her in-depth design knowledge and customer service expertise will prove to be extremely beneficial for us and especially our customers as she undertakes this new sales manager position,” Tombuelt says.

“We decided to let both Chris and Julie work across the country, instead of in territories, focusing on the companies and people that they have cultivated meaningful relationships with,” Tombuelt adds. “I am confident that with their broad backgrounds, product knowledge, and network of contacts, both will be successful in maintaining and developing strategic new channels of business.”

Caldwell can be reached at chris.caldwell@ sattler.com and Talbert at julie.talbert@sattler.com.

Couristan President and CEO Ron Couri Dies at Age 70

Ronald Jacob Couri, of Fort Lee, New Jersey, passed away unexpectedly at his residence on March 1, 2023, at the age of 70. His family, friends, and employees are all deeply saddened by his passing.

Born on October 8, 1952, in Brooklyn, New York, to George Jacob Couri and Eleanor Veronica Shehab, Couri grew up in Dyker Heights with his three brothers, George, Robert, and Steven. He attended Poly Prep Country Day School, class of 1970, where he lettered in wrestling and lacrosse. He continued his education at Villanova and Temple universities, earning a business degree in 1974.

Couri was the acting president and chief executive officer of Couristan Inc., a 97-year-old family-owned business. Couri served the company for over 50 years. He was recognized by his peers and employees as an innovative leader in the area rug and home furnishings industries, whose passion and creative vision helped to secure his family’s business legacy.

Publicly acknowledged for the work he had done in support of “No Child Labor” laws, Couri structured strict “No Child Labor” policies within Couristan by implementing internal and third-party inspections of each facility where handmade area rugs were made. After confirmation, each

area rug was verified with a “No Child Labor” tag on its backing. He diligently explored new business opportunities and ventured into initiatives that would forever change the landscape of how area rugs were manufactured, marketed, designed, and colored. Through Couri’s vast knowledge of the floor-covering industry, he was able to structure licensing agreements with renowned and highly marketed brands under the Couristan umbrella including Vanderbilt, Forbes, Disney, CARE, and Marvel.

Perhaps his greatest business accomplishment, and one that continues to grow within the industry, was his vision of manufacturing and marketing indoor/outdoor area rugs. In 2001, under his guidance, Couristan launched its first outdoor area rug collection with its award-winning Recife Collection. At the time, many of his peers looked at the outdoor segment as a quick trend that would dissolve within five years. However, Couri’s perseverance and ingenuity would prevail; the outdoor area rug segment continues to grow exponentially with Couristan at its helm.

Anyone who knew Couri knew he had a tremendous passion for the arts, which he instilled in his children and grandchildren. The soundtrack of his life, and his favorite band, was proudly the Grateful Dead.

Couri was a former board member of the Bergen Performing Arts Center in Englewood, New Jersey, and was named an Honoree in 2015 for his longtime generous support.

A world traveler, Couri particularly loved to vacation in Spain and Colorado. He also enjoyed the simple comforts of his mother’s home in the Poconos and kept his heart in San Francisco. He taught his children to be avid skiers, instilled in them a love of their Lebanese heritage with its food, and brought them back every year to his beloved Dyker Heights to see the Christmas lights on display. He was a family man through and through.

He is survived by his sons, Evan Brett Couri and Ronald George Couri; his daughter, Cristina Couri Salit; her husband, Eric Stephen Salit; and his grandchildren, Elle Harper Salit and Star Grey Salit.

In lieu of flowers, a memorial donation to the Ronald J. Couri Legacy Fund for the Bergen Performing Arts Center would be greatly appreciated: www.bergenpac.org/supportbergenpac/donate.

Named as New Leader of HPBA

The Hearth, Patio & Barbecue Association announced the hiring of its new president and CEO. After an extensive search, the HPBA search committee unanimously selected Jill McClure to replace Jack Goldman, who retired after 22 years with the organization.

Jill McClure joins HPBA after serving as chief executive officer for the Association of Progressive Rental Organizations since 2017. She led external outreach and internal operations for the national retail trade association, including the convention and trade show, PAC, charitable foundation, and an award-winning magazine.

Previously, McClure served as chief operating officer of the Colorado Oil & Gas Association and as collaboration lead for the Texas Association of School

Boards. “I am proud to take on the CEO role and eager to advance the strategy Jack and the board have created,” McClure says. “We have an exceptionally talented team focused on increasing value to our members in new and diverse ways and unlocking future opportunities for the industries we serve.”

Jill McClure

McClure is an association executive with a successful

Ron Couri

Chris Caldwell

Julie Talbert

Jill McClure

track record of leading digital and business transformations to increase member value and collaboration. During her tenure at APRO, she led the branding of the association’s new annual convention, developed an expansion of affiliate services, and worked closely with the board of directors to advance the financial health and governance of the organization.

“We are confident Jill is the right leader at this important moment in HPBA’s history,” says Dick Hoffman, past chairman of the board and search committee chair. “Jill is an innovative and motivational leader known for identifying and accelerating growth, and she is an excellent fit for HPBA.”

In her new role, McClure takes leadership of a trade association with a long history of service to its members, successful advocacy, and the widely known annual multi-industry HPBExpo.

McClure holds a master’s degree in advertising from the University of Texas at Austin and a bachelor’s degree in communications from Mississippi College. A Certified Association Executive, she first earned the CAE designation in 2012 and currently serves as a board member for the Texas Society of Association Executives.

McClure has been named an Association Innovator by the American Society of Association Executives’ Associations Now Magazine and named on the Top 40 Under 40 list by the Denver Business Journal and Mississippi Business Journal.

Weber Knapp Releases Portable Grill, Launches E-Commerce Site

At the end of 2022, Weber Knapp–maker of Smokin’ Ugly accessory kits–released the newest member of its BBQ grill and accessories family: the TG Series Grill. Made from robust stainless steel and fast to assemble, the TG Series Grill makes barbecuing practically anywhere–from the tailgate to the campsite and beyond–easy.

In addition to its portability, what sets the TG Series

Revolution Fabrics Welcomes Victoria Echols as Director of Outdoor

New Director of Outdoor Victoria

Echols brings more than 20 years of experience to Revolution Fabric’s fastest growing textile division. Echols has a vast outdoor knowledge of marketing, sales, design, and engineering. She started her career as a buyer at Tropitone. Then, at Trivantage, she sold awning and marine fabricators, architects, interior designers, furniture manufacturers, digital printers, and upholstery shops.

“The textile and furniture business, in general, is a small knit, family business,” says Anderson Gibbons, chief marketing officer. “After making calls to some of

our outdoor furniture partners, Victoria’s name quickly rose to the top of the interview list. After the first interview, we knew she was the right person for the job.”

At Sattler, Echols managed the West Coast territory of outdoor and indoor fabrics sales. STI/ Revolution began the search for a new Director of Outdoor when its outdoor product category became more than 15% of its yearly sales.

“As the textile world continues to change, I couldn’t be in a better place to help serve my contacts and customers,” Echols says. “From 100% PFAS free fabrics, domestic supply chain, and U.S. designers, this amazing opportunity couldn’t have been a better fit.”

Echols will assist in the merchandising of Revolution Fabrics’ future outdoor line as well as covering national key accounts. Revolution Fabrics has private labeled outdoor fabrics for a small list of large furniture retailers for over 10 years. Echols plans to supercharge Revolution’s continued outdoor growth with her knowledge and personal connections in the industry.

Grill apart from others is its versatility. With a few quick adjustments, the TG series can be outfitted with a griddle or turned into a pizza oven, making it a triple threat in the world of outdoor cooking.

Featuring Weber Knapp motion control technology, the TG allows cooks of all skill levels to have enhanced control over the grill. With its spring-assist hinge, the TG’s lid holds position within its range of motion. In addition to freeing up the chef’s hands, users can better control heat loss while cooking.

Weber Knapp also launched its online store for Smokin’ Ugly. The new online store is the company’s foray into direct sales to consumers. Visitors can view Weber Knapp’s full line of Smokin’ Ugly products, accessories, and merchandise at www.weberknapp.com/shop.

The portable TG Series Grill is the latest addition to Weber Knapp’s product line.

Victoria Echols

Fire Relaxes Fire Stimulates

And That Has the Power to Improve Your Sales.

Even more exciting—there are also new product innovations from Napoleon.

Harness the Power of Fire to increase your sales. exclusive

Stylus Cara Elite

SPOTLIGHT

Throw Some Shade

BY GREG THOMPSON

WITH SUPPLY CHAIN PROBLEMS EASING UP

and summer a few short months away, it’s time to stock up on the ultimate accessories—shades, canopies, umbrellas, and parasols. Call it the cherry on the outdoor furniture sundae that slows down the melting and enhances comfort.

“We are the tie on the suit or the bow on the present,” says Candy Chase, national sales manager at Treasure Garden Inc. “The shade is the attitude that completes the outdoor room.”

The nesting phenomenon that began with the pandemic and extended to working from home is still a thing. Whether it’s a home office or a home office patio, people still want a comfortable (and shady) place to do business.

“With the increase of remote working, people desire to make every area more conducive to their lifestyle,” says Chantell Holmes, retail sales manager at FiberBuilt Umbrellas & Cushions. “Customers are willing to invest in quality products that are fashionable and durable.”

Anita Ueckermann, business manager at Woodline Shade Solutions Inc., is also optimistic, with a few words of caution. “The global economy is

TOP: Safari Center Pole Umbrella from Woodline Shade Solutions Inc.

BOTTOM: Venture from California Umbrella

INFINITY CANOPY INC.

Infinity Canopy Inc. (Los Angeles) has carved out a considerable niche with its distinctive and highly customizable canopies. Now available in 2- to 14foot widths, and essentially unlimited on the length, the canopies can now be seen in several iconic locations throughout the country.

One recent example (pictured) made its mark between two buildings in the form of three canopies—10-feet wide by 65-feet long, featuring Serge Ferrari fabric. The canopies are manually operated by a pulley and rope system.

TOP: Treasure Garden’s 10-foot AG19A Cantilever in Bronze frame finish

MIDDLE LEFT: Three Infinity Canopy Inc. canopies 10-feet wide by 65-feet long featuring Serge Ferrari fabric spanning between two buildings at Occidental College in Los Angeles. Canopies are manually operated by a pulley-and-rope system.

TOP RIGHT: Aurora Cantilever from Frankford Umbrellas

BOTTOM: The 737 from Galtech

undergoing a period of significant change, including interest rate hikes, tax rates, wages, governmental activities, and a lot of unknowns that will bring a new set of challenges in 2023,” she says. “We can’t control what happens, but we can control how we respond. There will always be chal-

lenges, and equally, there will always be a need for shade. The future looks great for the shade industry.”

The nine companies in this issue’s Spotlight can satisfy the need for shade and spark those “cherry-on-top” accessory sales—thanks to innovative designs and a wide variety of price points.

Alan Shargani, founder, reports that the longest installed canopy so far is 65 feet. “With Infinity Canopy, the canopy can be one or multiple colors and most customers opt for a single color canopy,” he says. “Among multicolor canopies, the striped with two colors is the most popular. White and earth tones are also common, followed by bright vibrant colors.”

Commercial and residential cus-

BOTTOM RIGHT: 13-foot Curve Umbrella in Sunkist Bronze and French Canvas from Sun Garden

tomers can provide any design and color they want, so design combinations remain fresh. “We provide the only shade system that can span more than 20 feet,” Shargani says. “Our canopies can provide shade and rain

protection, and our modular design allows our system to be changed, updated, renewed, and repaired with replacement parts and fabric panels.”

Shargani acknowledges that fabric availability has been an issue due to supply chain problems, but fortunately the situation “has greatly improved” in recent months. Overall, it adds up to optimism. “I believe that regardless of the economy and housing market, demand for shade products will continue to grow. There may be fluctuations but overall, I see growth.”

FIBERBUILT UMBRELLAS & CUSHIONS

FiberBuilt Umbrellas & Cushions (Pompano Beach, Florida) is featuring four new models in its Prestige Collection that speak to the modern aesthetic that designers and homeowners are craving. Canopies on the Contempo, Gusto, Unico, and patented Flight umbrella have a minimalist silhouette while providing durable performance.

“Among our most recent introductions, the Contempo has proven very popular, especially for condominiums and apartment complexes,” says Chantell Holmes, retail sales manager. “Contempo has a one piece, 1.5-inch heavy-gauge pole for high traffic durability and comes in seven finish colors to coordinate with many casual furniture styles. Customers pair these with our low profile, wheeled, or stationary steel bases.”

Flight and Unico’s distinctive inverted rib systems create what Holmes calls “a sophisticated elegance and architecturally chic shape while ensuring long-wearing performance.” These models come with a locking pulley mechanism for ease of lift and a sturdy catch.

By offering a range of styles, sizes, and decorative options—such as alternating fabrics, wind management vents, scalloped valances, fringes, logos, and a new LED light kit—customers can tailor designs to suit their residence.

“Our contract-grade umbrellas, which are durable in high traffic hospitality locations, deliver an even greater value when used in residential settings,” Holmes says. “FiberBuilt’s products span the gamut

of shade needs—traditional Garden and Market models that can be used in-table and in-pool, with or without tilts; upscale Prestige Collection models such as Contempo and Flight; the 20-foot square Venice, multiple Cantilever styles, and 10-foot square Pavilions with privacy side panels and light and fan kits.”

TUUCI

In late 2022, officials at Tuuci (Miami, Florida) introduced their biggest parasol yet. Dubbed the Ocean Master MAG MAX, it was designed with sizes that range from 16 to 24 feet and engineered to withstand wind gusts of up to 75 mph. “The Mega MAX is a new scale of parasol that allows for large outdoor areas with a single shade device,” explains Erika Canales, director of sales, retail, and trade. “As a bonus, you have the option of adding heating and lighting to extend the day into night.”

The Mega MAX comes on the heels of the company’s highly successful Ocean Master M1 Classic parasol, which remains a bestseller. Canales attributes the parasol’s staying power to its versatility, unique designs, canopy enhancements, and finishes to complement nearly every setting.

Operating on the premise that even the best designs must survive the elements, Tuuci engineers have taken pains to combine durability and aesthetics. “Tuuci has revolutionized outdoor spaces with innovative shade structures that create comfort and accessibility in the harshest environments on earth,” Canales says. “Not only are our umbrellas extremely durable, but we have a passion to create award-winning shade designs. We tailor the outdoor experience to create a customized atmosphere.”

TOP: Pendulum Storm Cantilever Woodline Shade Solutions Inc.

TOP RIGHT: Newport from California Umbrella

LEFT: New contemporary collection from FiberBuilt featuring Flight, Unico, Contempo, and Gusto Umbrellas

Canales is optimistic that customers will continue to value the backyard, primarily because, “The outdoor space is no longer an afterthought and consumers will invest to make the backyard look as good as their interior. The parasol is the first thing you see when you enter an outdoor space. Consumers realize that, and, to really put the ceiling on their outdoor area, they need shade.”

FRANKFORD UMBRELLAS

Frankford Umbrellas (Mount Laurel, New Jersey) has managed to carve a thriving niche in the shade business, all while maintaining its status as a relatively small business. In this way, Laura S. Dudley, national sales manager, believes the company can better relate to the customers it serves.

“We understand things aren’t easy,” she says. “Our sales and customer service staff are here to offer connection, responsiveness, flexibility, and service. We care about our partners’ profitability—and their success. We are grateful for the opportunity to earn, and keep, the business of each and every one.”

On the product side, Frankford has added one new frame finish and five new fabrics to its stock/quick ship offerings—enhancing total offerings to eight frame and 30 stock/quick ship fabrics. Dudley says, “The new frame is a beautiful Carbon finish and new fabric offerings include Titanium, Sapphire, Pumpkin, Vermillion, and Navy/White Stripe—all added by popular demand.”

Frankford’s stock/quick ship offerings (dubbed the Frankford FIT) ensures quality and fast shipping with no minimum order requirements— allowing partners to reduce their cash flow and stocking risks, while also minimizing warranty/

return headaches—all while increasing profits and employee/client satisfaction.

Frankford also launched the Shade Designer, a new application that allows users to design and interact with their umbrella in an immersive 3D space using a web browser. After designing their “shade masterpiece,” users are able to share it with colleagues, download photos/specifications, and/or request a quote.

App users will likely interact with The Aurora Fiberglass Cantilever and Monterey Fiberglass Market Umbrella, which continue to be top sellers. The fiberglass ribs on both collections bend and flex easily in windy conditions, ensuring years of worryfree shade.

CALIFORNIA UMBRELLA

Designers at California Umbrella (Jurupa Valley, California) continue to embrace technology with innovative tools for production and merchandising. Through its corporate website at marchproducts.com, customers can engage with products and customize combinations of fabrics and styles.

“Everything from large stocking orders to individual special orders can be managed through our website,” says Dan Gilbert, director of business development. “We now have a library

of thousands of digital umbrellas that can be rendered into lifestyle images and photo-realistic silhouettes. This has allowed our partnerships to grow in terms of what we can merchandise, what we can white label, and how much content we can produce to support a vast array of marketing efforts by our distributors.”

Users who interact with the website will now find the new Newport Series premium commercial umbrellas, which Gilbert believes will become the benchmark standard within the contract space. “Because of our streamlined production methods, and yearround domestic inventory, we can offer the fastest lead times on the broadest color selection in the industry,” he says. “In addition, we have expanded our custom canopy collection to include thousands of one-of-a-kind chic and stylish concepts that are sure to make any storefront stand out from their competitors.”

Within the commercial space, the Venture Series continues to be a top performer. In the residential line, the Casa Series and Golden State Series have received similar performance results, and Gilbert says, “this is due to our competitive pricing structure and superior production models, which allow for 5,000+ SKU variations to usually ship within two to five days in season.”

TREASURE GARDEN

Treasure Garden Inc. (Baldwin Park, California) has introduced the AG19A 10-foot cantilever umbrella in 2023. The new offering is an upgrade to the company’s opening price point cantilever umbrella—redesigned to enhance customer satisfaction by increasing ease of function.

The modern design features dynamic and durable components, which easily tilts left to right for maximum shade protection. The AG19A was also designed to be shipped in a compact carton to allow for standard parcel.

“We also redesigned our entire Shademaker collection,” says Candy Chase, national sales manager. “Keeping its signature profiles and incorporating enhanced materials and timeless design, we have crafted the next generation of Shademaker umbrellas. With this relaunch, styles are enhanced with modernly designed hubs and fittings. The overall upgraded design refines modern elegance with its curved lines and soft edges. The Shademaker collection has been modified to meet the growing demand for high-end designer umbrellas in the hospitality market.”

Treasure Garden targets a good, better, and best selection of products, culminating in its 13-foot Starlux AKZ Plus Cantilever with rib lighting, which continues to exceed sales projections year after year.

TOP

BOTTOM:

Customers have responded to special features such as the EVO duallight sound pod, which essentially is a multifunctional umbrella and table light with surround sound Bluetooth speakers. “For 2023, we are excited to introduce our new Luna Pro multicolored umbrella light with Bluetooth speakers,” Chase says. “In addition to adding ‘fun’ to the outdoor experience, we developed a Luna Pro APP to control lights and features, so you never have to leave your seat. The Luna Pro easily turns an outdoor gathering into an event.”

WOODLINE SHADE SOLUTIONS

The Storm Pendulum Cantilever and Storm Centre Pole umbrella remain bestsellers at Woodline Shade Solutions Inc. (New York, N.Y.) thanks largely to strength and durability in high wind conditions. The Safari

TOP LEFT: The 899 from Galtech

BOTTOM LEFT: Ocean Master Mega MAX (24 square feet) from Tuuci

RIGHT: Gusto Umbrella from FiberBuilt

Monterey Fiberglass Market Umbrella from Frankford Umbrellas

Center Pole umbrella also remains popular, with Anita Ueckermann, business manager, pointing out: “Who doesn’t like a classic wooden parasol design that proves the warmth of wood is still as popular as ever?”

Meanwhile, Woodline’s designers are hard at work and new offerings are nearing completion with plans to unveil at the Atlanta Casual Show in July 2023. “We ensure continuous collaboration between the sales, design, and production teams,” Ueckermann says. “Sales understands what sells and what customers want; design knows how to put those requirements into a functional and great design; production makes it happen. It is a team effort with a lot of communication between different departments.”

Woodline’s manufacturing is based in South Africa, offering an international flavor and helping to forge a resilient company that must overcome domestic and global challenges. “We ensure that customers get the highest quality South African-made products in the USA,” Ueckermann says. “We strive for excellence and good cus-

tomer service. Our team has grit, but most of all, we understand shade.”

That grit has been put to the test: “Increased costs and delays with delivery remain a challenge,” Ueckermann says. “We had to bring in new additional suppliers to ensure constant delivery of raw materials, and we increased training and development for existing staff who took on additional responsibilities to ensure we remain constant with our service delivery and product offering. I commend each and every team member who stepped up for their willingness and dedication to our company and customers.”

GALTECH

Galtech (Camarillo, California) has long stressed the importance of getting products out the door and to customers as quickly as possible, and that commitment remains a priority. “We believe that our quick ship program is the best in the business with exceptional lead times,” says Jeff Leisen, national sales manager. “In addition, we are continually making small design changes to improve the quality of the products. Our designs are state of the art.”

According to Leisen, commercial umbrellas are selling well right now and the hospitality industry is thriving again with hotels and resorts looking to upgrade their properties to enhance guest experiences. Thanks partly to that trend, Galtech’s classic auto tilt umbrellas (737 model) and cantilever umbrellas (887 series) are doing well.

“The 9-foot autotilt has always been the staple market umbrella in our industry,” Leisen says. “Since it makes up the bulk of the business still, we are always fine tuning the mechanism and upgrading the components to withstand the demands placed on umbrellas. Our cantilevers are

designed so that anybody can operate them very easily, and anybody can move the umbrella very easily via the supplied base with locking casters attached. Once customers see how easy it is to operate this very large umbrella, it makes for an easy sale for our retailers.”

Leisen acknowledges that supply chain issues amounted to a serious problem in 2020-2021. “However, we did not experience any issues with our supply chain in 2022. We are well positioned to handle any surge in sales in the 2023 season. We do feel that the shade industry will continue to grow and be a critical component of the outdoor lifestyle. There will always be a demand for shade and quality shade products that accent and enhance the outdoor experience due to fashion, style, and awareness of the potential health damage that the sun can cause.”

SUN GARDEN USA

NorthEast Casual Marketing, dba Sun Garden USA (Milford, Connecticut) makes cantilever umbrellas and offers four models: the curve series available in 11.5- and 13foot round; a dining square model; and a traditional, which is the company’s original design. All four models come with 360-degree rotation, a canopy assembly locking system, and an iconic dual curvilinear frame that provides shade from sunrise to sunset.

“The 13-foot round cantilever is Sun Garden’s number one seller,” says Edward McDonald, CEO. “Our umbrellas are successful because of their elegant and timeless design with German engineering. They are hand-

crafted in Europe and deliver strong margins. With a dedicated sales staff, our umbrellas sell out.”

Over the last decade, Sun Garden has focused on the European market, but McDonald reports that they have turned their attention to the U.S. and Canada by developing new products, features, capabilities, and sizes. “This year, we are rolling out our new Modern Gray frame paint color across all our models, as well as new color fabric options,” McDonald says. “For 2023, we have expanded our bestselling Daily Sun Cape Cover into two new colors.”

Over the last three years, Sun Garden has managed to increase its brand awareness, evidenced by significant traffic to the website’s product information pages. With brand awareness on the rise, McDonald has made affirmative moves to meet rising demand. “Sun Garden USA warehouse is doubling its size and increasing the number of umbrellas we stock,” he says. “We’re quoting shipping in one to three business days with generous new terms for qualified retailers. Our new warehouse facility allows for umbrella customization at a quick rate.”

TOP LEFT: Three Infinity Canopy Inc. canopies 10-feet wide by 65-feet long featuring Serge Ferrari fabric span between two buildings at Occidental College in Los Angeles. Canopies are manually operated by a pulley-andrope system.

TOP RIGHT: Shademaker’s 10-foot Atlas Center Post Umbrella in Shadow Graphite frame finish

MIDDLE: Ocean Master M1 Manta (8.5 square feet) from Tuuci

BOTTOM RIGHT: Daily Sun Cape in Newport Grey B055 from Sun Garden

CUSTOMERCENTRIC

BY KIMBERLY RODGERS

BY STEVE KOWALSKI

Dan Claxton is grateful for the help of some important people he met along the way in his successful journey as founder and operator of Claxton Fireplace Center (Omaha, Nebraska). Claxton first began in the fireplace business in 1986, primarily selling standard and custom fireplace doors as part of a small fireplace side business that his father-in-law started. “After two years, I saw that it was not going to be a good fit for me and our family, so I made the difficult decision to leave but stay in the industry working for a small competitor,” he says.

That company, which also had a large lighting business, grew substantially and Claxton moved full time into running the fireplace division. After four years, due to a lack of interest from the owners of the parent company, it became clear that the growth potential for the business was going to be limited. Claxton attempted to purchase the business but was unable to reach an agreement with the owners. He then decided to launch out on his own in 1994. He had recently completed a fireplace

TOP: At Claxton Fireplace Center, customers are treated like family.

BOTTOM: The showroom projects a professional but welcoming atmosphere.

Everything this Nebraska hearth retailer does focuses on the needs of customers.

PHOTOGRAPHY

and mantel installation for a local banker, Dick Janowski, who helped Claxton with all the necessary paperwork to secure an SBA-backed business loan.

“We hit it off and had a great relationship. He really believed in me and went to bat for me when I had no money to invest or collateral to speak of— just my knowledge of the business and a strong work ethic.” The two remained in close contact over the years until Janowski passed away a few years ago. “I now work with his son buying tile and stone panels from him. I will always be grateful to Dick for believing in me and giving me my start.”

Claxton says another divine appointment was meeting Tom Nichols, who owned a retail plaza that had the right space for a showroom. The two sat down at a grocery store restaurant in the shopping center and Nichols penciled out the lease terms on a napkin. “He asked me if these terms would

help, and I exclaimed a resounding yes.” The men shook hands on the deal, like the old days, and drew up the paperwork. “Tom was another very kind man who put higher profits aside to help a young man at 33 years old who wanted to start a business.”

In September 2022, Claxton Fireplace Center moved to its current home in part of a building that previously housed a Dick’s Sporting Goods. “The atmosphere we want to project is one that is professional but welcoming,” Claxton says. The 3,500-square-foot showroom features 75 hearth displays beautifully placed in wall vignettes and in a variety of finish products that include stone, tile, granite, quartz, brick, mantels, and precast finishes—all of which the business designs and installs. Most of the displays are gas with some wood-burning fireplaces and stoves.

For over 30 years, Claxton’s has been a dealer for

Regency Hearth Products—its biggest selling brand. Regency has consistently provided high-quality products at a competitive price and offers a complete lineup of gas and wood fireplaces, stoves, and inserts, Claxton says. In addition, the Marquis line from Kingman is also a mainstay along with Valor, Mendota, and Ortal.

For higher-end offerings, Claxton also represents European Home and Urbana. Empire Comfort Systems handles all of the store’s vent-free and more moderately priced direct-vent fireplaces, stoves, and inserts. Gas products are the mainstay of products sold, despite the rising cost of natural gas.

“Customers appreciate the convenience and ease-ofuse along with the higher efficiencies these products offer,” Claxton says. The region does have many people who live on acreage lots who prefer to use wood hearths since they have an abundance of wood available on their property.

By far, the majority of business comes from fireplace remodels with new construction filling in the remainder. Over the years, the primary focus has been on after-market hearth products for residential customers. In 2000, Claxton did pursue the new construction market more heavily. “We had some success but didn’t enjoy this part of the business as much and the margins were not as good—especially for the additional work it took to manage.” Instead, he began to target heavily to high-end remodel contractors, architects, and designers.

TOP: From left: Dan Claxton, Emily Antley, Scott Chambers, and Nate Crouch

RIGHT: The majority of the business comes from hearth remodels.

BOTTOM: The 3,500-square-foot showroom features 75 hearth displays.

Several years ago, advertising was increased in the local market with the message that Claxton Fireplace Center is a business that offers turnkey fireplace additions and complete refacing from inhouse design to installation. “This strategy has served us well, allowing us to grow consistently even in the toughest eco-

nomic times,” Claxton says.

The process often starts in the showroom with Claxton usually going out to the customer’s home to see the space and determine their needs. “Most jobs are done through our in-house design service, and we will also work with a client’s designer or architect to complete a proj-

ect,” he says. “We also use a few subcontractors for some aspects of our business, which has enabled us to take on additional work without sacrificing quality.”

CUSTOMER CONFIDENCE

The store’s customer service philosophy is simple—everything Claxton Fireplace Center does is focused on the customer. “Our business exists because our customers have needs, and we have the solutions to meet those needs,” Claxton says. From the initial meeting, whether by phone, e-mail, showroom, or in-home visit, each customer is treated like they are family. “We give our absolute best and if we fall short of meeting our customers’ or our own expectations, we will do whatever it takes at whatever cost to make it right.”

A large, inviting sales counter is close to the front entrance and is staffed by three team members who are able to ask pointed questions to determine what a customer is trying to accomplish. The sales staff is not only extremely knowledgeable in the hearth industry but also

well-seasoned in the home remodeling process. “They are truly able to make a customer feel comfortable and confident in working with us.”

Other team members include a project management staff who takes care of scheduling projects and goes the extra mile to work around a customer’s schedule to complete a job when it works best for them, Claxton says. Lastly, he adds, a team of factory-trained technicians and service people, who are extremely talented and skilled in all aspects of work they perform, complete the installation and follow-up service. “They are also very personable and communicate with our customers. People have commented that they are very comfortable having them in their homes.”

“If we can effectively communicate what we do and let our customers know we are there because of them, then people will not only choose to do business with us but tell their friends and others to do the same,” Claxton says. “In every area of our business, customer satisfaction is always our end goal. It’s not something we talk about but actually do every day.”

History in the Making

This successful Kansas business has never forgotten its roots as an old-fashioned hardware store with quality products and knowledgeable staff.

BY MAURA KELLER PHOTOS BY TOM BRADLEY

Long-standing, successful businesses often have a unique and interesting history. This certainly is the case with Fireplace & Bar-B-Q Center, a favorite hearth and BBQ retailer in Overland Park, Kansas. First established in Kansas City, Missouri in 1945, Fireplace & Bar-B-Q Center got its start as a hardware business after WWII. Originally named Troost Hardware Store, the store’s entrance into the hearth and BBQ industry came about in a unique fashion.

According to owner Jonathan Kelly, as he understands, one of the original owners of Troost Hardware Store purchased ceramic logs as a holiday gift. “They had the logs sitting by the front door so they would

remember to bring them home as they locked up the store for the night,” Kelly says. During the day, several customers noticed these “never-ending” gas logs and inquired about them.

“Customers had never seen logs that never needed tending to keep them burning. After a few customers asked how much to purchase them, one owner quoted a price, and the customer bought them. They reordered several more log sets (one to replace the gift that was sold) and Kansas City now was on the cutting edge of clean and easy gas logs,” Kelly says.

As their hearth customer base continued to grow, the traditional hardware store gradually evolved into a “specialty” fire-

place store, adding recessed screens and wood grates to the mix. They also changed the name from Troost Hardware to Troost Fireplace Center to better reflect their growing hearth product niche, which included popular recessed screens for fireplaces that were custom made in the back shop and sold for $19.95. Troost Fireplace would build them during the day and install them in the evening in homes and apartment complexes.

As Kelly further explains, in 1980, the second generation took over operations and decided to move the showroom farther south to its current location in Overland Park, in order to follow new home construction. The family-owned business was

TOP RIGHT: Jonathan Kelly

BOTTOM: Fireplace & Bar-B-Q Center prides itself on offering a wide selection of grill and hearth products, along with exceptional customer service.

incorporated as Fireplace & Bar-B-Q Center, Inc.

“Customers had come to rely on the original ‘hardware store’ mentality of having a knowledgeable, non-commissioned sales staff that knew how to fix and solve problems,” Kelly says. “This is still the benchmark of our sales team today.”

ONGOING EVOLUTION

Having such a long-standing history means that Kelly and his team have their fingers on the proverbial pulse of both the hearth and BBQ industries. From his vantage point, Kelly has seen a slight change in the grilling industry due to the influx of both “big box” retailers and the online retail environment.

“Their influence has been a mixed bag of problems for us. On one hand, they do an amazing job generating demand, marketing, and piquing the interest of consumers. On the other hand, we have noticed that our entry-level grill sales have been in a steady decline since their emergence,” Kelly says. “If customers are looking for quick and easy grills, they

are now just a click away and are sometimes offered with free assembly and delivery.”

While Kelly understands how manufacturers are drawn to these retail outlets, it can be disappointing when Kelly or a member of his team spends quality time with a consumer in educating them on the anatomy of a well-designed BBQ grill only to have the customer scan the grill or find it online and make their purchase elsewhere.

“Big box and e-commerce have decreased the margins we can make on the grilling/BBQ category and made the purchase easier and faster for the consumer. While we are not against easy or fast, it is hard to maintain our e-commerce presence at the same levels as much larger corporations,” Kelly says.

“We just don’t have the bandwidth to operate that side of the business to the extent that it needs to be monitored. Sometimes it feels as if the ‘fun’ has been taken out of engaging the customer on this product category.”

That said, Fireplace & Bar-B-Q Center has garnered much interest in both high-end stainless steel and built-in product categories. “A significant number of customers bought lesserquality built-in grills or ‘all stainless steel’ grills only to find out the quality was not what they expected,” Kelly says.

“This has teed it up perfectly for us because we now have a captive audience when that customer comes into the showroom and wants to be educated on what they should be looking for in a quality grill.”

While the grill industry has faced a myriad of changes, so too has the hearth industry, thanks in part to consumers’ focus on higher-efficiency appliances in their homes.

“We have seen a dramatic increase in direct

TOP: The second generation of family owners moved the business to Overland Park, Kansas, where new home construction was growing.

MIDDLE: Fire Magic’s Echelon Diamond Series is a big seller.

BOTTOM: Fireplace & Bar-B-Q Center carries leading hearth products, such as those made by Kozy Heat.

vent appliances. Within the direct vent category, linear fireplaces have gotten to the size that I wouldn’t have thought possible years ago,” Kelly says. “They almost don’t fit in some loading dock areas, installation vans, not to mention doorways to customers’ homes.”

He’s also seen a dramatic growth in vent-free gas logs. While the company does not install vent-free gas fireplaces due to the inability to vent the odor outdoors, they do sell several vent-free log sets.

“We only sell to customers with actual fireplaces so they can open their dampers enough to vent the water vapor and odor associated with burning gas appliances,” Kelly says. “They still seem to like the fact that there is some heat produced in the fireplace and the low cost per hour versus a traditionally vented set of gas logs.”

So, considering the product and technology advancements within both hearth and grilling prod-

uct categories, what are some of Fireplace & Bar-BQ Center’s bestselling products? On the grill side, high-end, or built-in gas grills are all the rage, including high-quality, 304-grade stainless steel products. Within the hearth category, vent-free gas logs are popular among customers looking for more efficient gas logs and remote options.

“While we still sell more vented log sets, the gap has been narrowing over the last several years. With what appears to be an increasing number of power outages—even some due to energy constraints as far away as Texas—we have customers asking us for appliances that can help in the event of these power outages,” says Kelly, whose showroom devotes an equal amount of space to grilling/BBQ as well as the hearth industry. “We’ve also seen steady sales in the direct vent insert category, although they seem to have been more negatively impacted by inflation due to their already higher price points.”

EXCEPTIONAL CUSTOMER SERVICE

With a history stemming from the classic old-fashioned hardware store mentality, where individualized customer service is preeminent, the staff at Fireplace & Bar-B-Q prides itself on offering exceptional customer service.

“We have several homeowners and service technicians that will come into our showroom asking for a specific repair part. Sometimes they are just looking for advice on how to solve their problem. As a company, we continue to stress to the consumer that we are non-commissioned at all levels of our organization,” Kelly says. “The golden rule is what we continue to measure ourselves by, ‘do unto others as you would have done unto you.’ We tell our sales team and service technicians that if you ever struggle with what to disclose to the customer or how to proceed with a job, just ask yourself a simple question, ‘If this were your mom’s house/job/sale, what would you want that person to do?’ We have found clarity in difficult situations by answering that question internally.”

AN INDUSTRY PROPONENT

In addition to operating a successful hearth and grill retail establishment, Kelly also is involved in HPBA, and both NARI KC and NARI National.

“I’ve found that the more you volunteer and pour out to others, the more room you create within you to be filled with more,” Kelly says. “I have developed outstanding business relationships with other trades because of NARI and HPBA. I tell people that business relationships are like your toolbox, the more you invest into it, the better equipped you are to fix things when they need fixing.”

And while Fireplace & Bar-B-Q has a unique and vibrant history, Kelly recognizes that the industry as a whole is facing a wealth of new challenges.

“We think the future is uncertain for the specialty grilling and BBQ dealer. As mentioned earlier, there is significant pressure on margins in this category by the big box and e-commerce channels. When you try to calculate the time, energy, effort, and expense associated with promoting and servicing this category, we feel the margins just might not be there,” Kelly says.

On the hearth side of the business, Kelly is excited to see the continued growth of the industry and hopes that inflation ends up being transitory and the prices come back down.

“We have been told by remodelers and designers that the fireplace seems to be one of the first things cut out of a project when the client is trying to stay on budget,” Kelly says. “While electric fireplaces are continuing to grow, they don’t seem to satisfy the portion of customers who are looking for efficient heat.”

And while the hearth margins are much easier to maintain and justify the time, energy, effort, and expense required, Kelly and his team will continue to support the grilling and BBQ industry. “It is a fun and exciting category—who doesn’t love to grill out?” Kelly says. “But we are always cognizant of the margins that this industry offers.”

RETAILGEM

It’s easy to understand why this Georgia outdoor business took home last year’s Apollo Award.

BY SHARON SANDERS PHOTOGRAPHY BY MATTHEW PENDRY

The beautiful city of Buford is one of the historic gems of suburban Atlanta. Situated near the southern portion of Georgia’s largest artificial body of water, Lake Lanier, its year-round mild weather makes it an outdoor enthusiast’s dream. American Casual Living calls Buford home, and has proudly been outfitting the area’s decks, backyards, and open-air spaces with fine outdoor furniture for the past 15 years. “We aspire to be a remarkable retailer in everything we do,” says Lee Recchia, owner.

The 2022 Apollo Award-winning specialty retailer delivers a memorable experience for shoppers from beginning to end. Its airy 25,000-square-foot showroom is meticulously merchandised with the finest furniture from Castelle, Patio Renaissance, Berlin Gardens, Tropitone, Lane Venture, O.W. Lee, Jensen Outdoor, Tommy Bahama, and more. Vignetted to inspire, the showroom shines the best light possible on every single furniture piece, collec-

TOP: The store’s expansive showroom is expertly merchandised to inspire shoppers.

BOTTOM: From left: Lee, Maureen, and Lauren Recchia, and ICFA Past Chair Steve Elton at the 2022 ICFA Awards Gala in Chicago.

tion, and accessory.

“When people walk into our store and see the exact furniture they were envisioning for their home, they are immediately emotionally connected,” Recchia explains, adding that the showroom displays a balanced mix of bread-and-butter collections along with eye-catching pieces to capture the imagination. “We love the way customers touch, feel, and explore the store and our large selection of product. In essence, our store becomes a laboratory where a customer is free to experiment, and where their outdoor vision takes form tangibly. We believe this delivers a memo-

rable in-store experience, producing a more personalized and satisfying investment.”

CUSTOMER CENTRIC

“If you don’t have a customer, you don’t have a business,” Recchia says. Both he and his wife, Maureen, grew up in a family business, so customer focus is admittedly part of their DNA. “We always imagine ourselves as the customer, which instills in us the important customer-centric perspective that in turn drives every process in the company.”

Every detail matters. For example, American

Casual Living offers complimentary at-home consultations, as well as exclusive in-store appointments for customers who want design guidance without interruption on the sales floor. Also, if a customer’s furniture order arrives before they are ready to bring it home, the store will hold it as long as needed. During the Christmas season, a handful of top customers are gifted a special holiday throw pillow customized with their last name. The Recchias personally deliver each pillow to their homes as a thank you for their patronage.

“These thoughtful details make for a remarkable experience. We are not only selling the customer in front of us, we’re creating an ambassador who will tell his or her neighbors, friends, and family about their experience.” Pair that with a staff of experienced, talented, dedicated employees who are experts at their craft—and you’ve got a winning formula. “All things being equal, we think that customers buy from people they like, believe, and trust.”

KEEPING IT REAL

Like most retailers, American Casual Living has its share of shoppers who “showroom” the store, and the sales team looks at it as an opportunity.

TOP: Color and texture add warmth and appeal to furniture vignettes.

BOTTOM: Many of the area’s lakefront homeowners rely on American Casual Living to outfit their decks and docks.

“Showroomers stop by to check out our furniture—sit in it, feel it, and then they leave and buy online. It can be frustrating, but you can’t stop it from happening because they are just being smart consumers. We’re grateful to have any opportunity in front of a customer. If we can spend even a little time talking to them, we have a chance to make a connection,” Recchia says, adding that consumers today are on a different level than they were 10 years ago.

Retailers in every industry are dealing with informed consumers who shop around and know exactly what they want before they walk into a store. “Our goal is to know our customer base and cater to their needs, so they choose us for their purchases. In many cases, that means the best price and availability.”

American Casual Living, like a lot of others in the industry, is a hybrid retailer in the sense that it is both a stocking dealer and a custom order house. Customers can buy products from available inventory for immediate enjoyment, or they can personalize the purchase to their taste. “People are usually willing to wait for custom orders in the offseason, but once the warm weather arrives, they want furniture immediately for a weekend event, party, or wedding. We have a healthy in-stock program because a portion of our customers own lake houses and they need new or upgraded furniture for summer. It comes down to knowing your customers’ buying habits.”

Moving into 2023, the store is keenly aware of what it

is up against in order to continue its forward momentum. “I don’t think we necessarily compete with other furniture stores—we compete for disposable income. We compete against vacations, big-screen TVs, home renovations, and new cars, so we have to convince people that it’s worth the investment,” Recchia explains. “When shoppers visit our store, we initially start talking about everything except furniture. And slowly we get around to why they are there. Our mission is to fuel their desire, and to provide a path to satisfy their willingness to invest.”

The entire American Casual Living team is committed to the romance of outdoor living and live it every day, even though it can be a challenge at times. “This

industry is filled with incredibly smart and talented individuals whom we admire and respect, and it’s comforting to be able to bounce ideas off people with whom you have shared experiences,” Recchia says. “We are confident that we can continue to operate and strengthen our operation well into the future.”

The Recchias’ daughter, Lauren, has recently come on board to lessen the load for her parents, which is an important step forward for the future of the business. “We have a wonderful team of employees, and Lauren has brought a youthful perspective and possesses an infectious get-it-done spirit that inspires and motivates all of us.”

CUSTOMER DRIVEN INNOVATIVE DESIGNS SUPERIOR QUALITY

American Casual Living is a local favorite known for its wide selection of products and personal service.

Up and Coming

With a new showroom and fresh furniture designs, Ratana is overwhelmingly optimistic about 2023. BY SHARON

SANDERS

FOR OVER FOUR DECADES, RATANA

has been one of the industry’s influential outdoor furniture brands. Its award-winning luxury products have raised the bar for innovation and quality on many fronts. For 2023, the company is introducing fresh designs that shine a light on its commitment to giving the marketplace what it wants. Patio & Hearth Products Report met with Joanna Leung, chief strategy and innovation officer, to get a glimpse at what this forwardthinking company is eyeing for the future.

What is the latest news from Ratana?

Leung: Our most recent exciting news is the January unveiling of our brand-new Atlanta showroom. While we’ve always had a showroom in Atlanta, it made sense for us to expand our presence once the ICFA made the decision to move the annual Casual Market to the AmericasMart. Our new showroom is beautiful, modern, and spacious with 8,000 square feet of space to showcase our collections. It will serve retailers during the Casual Show, as well as designers and hospitality clients throughout the rest of the year. We will still maintain our high-end showroom in Dallas as well. To see us in our new space, stop by B1-3-C2.

How is the company moving forward in the aftermath of the past few years?

Leung: Ratana has always valued its customer relationships, but I think now, more than ever, we realize the importance of close partnerships with our customers—and we are so incredibly grateful. As a company, we firmly believe in building a solid business by implementing the core basics of customer service and quality products.

Over the past few years, we have spent time evaluating areas where we can improve and further strengthen our partnerships going forward. To maintain our level of service during the pandemic, we migrated many things to a digital platform. We started doing digital outreach with our dealers so they could view our new designs remotely. When trade shows were canceled, we held workshops over Zoom to stay connected. While it served its purpose for the time, the value of meeting with our retail customers face-toface will always be a priority because they need to see and feel our products to truly appreciate them.

Now that the pandemic is behind us, digital options are something we are able to offer in addition to in-person meetings and

trade shows (should a customer be unable to travel to a trade show or our showroom). It has given us yet another way to personalize service to our customers.

What outdoor furniture design trends are gaining momentum?

Leung: Rope and strap furniture is fast becoming a design favorite because the warmth of its textures bring inside luxury to the outdoors. Ratana offers its own exclusive polypropylene version—Durarope and Durastrap—that delivers both style and durability. It’s featured on a number of our collections including Lineas, Poinciana, Coconut Grove, and Genval. Not only is it texturally interesting, but Durarope and Durastrap are soft to the touch for luxurious comfort.

Padded woven furniture, like our innovative Biltmore collection, has also become quite popular. It’s both comfortable and low maintenance because there are no removable seat or back cushions that need to be stored. Vibrant colors are a trend that is front and center for 2023. Our modern Giro collection features brightly colored Durarope in six colors including orange, lime, pink, and blue, while our cool Bahamas loungers with sled base feature airy Batyline sling fabric that includes Peacock teal

TOP LEFT: Poinciana

TOP RIGHT: Roca

and Solar yellow. It’s all about making a statement with color.

What Ratana outdoor furniture collections/pieces are you most excited about for 2023?

Leung: The Milano collection is already proving to be a favorite of consumers this year. Its aluminum frame features a natural woodgrain finish that is virtually indistinguishable from real wood. People love it because while it looks like the real thing, it is much easier to maintain. Milano boasts deep, comfortable seating that is the perfect spot to sink in and relax. The Biltmore swivel recliner is a piece that we are also excited to introduce into our lineup. It’s an extension of our elegant Biltmore collection. It features a high padded back, as well as swivel and reclining motion—making it as comfortable as any indoor recliner.

Our modern Roca and Giro groups are design standouts. They artfully blend simple design with function. The Roca was awarded the ICFA Design Excellence Award for outstanding product design in September 2022. These versatile pieces

adapt to any outdoor space as a footstool, end table, or as extra seating. We’ve found that Roca and Giro are popular in the specialty retail space because they can be used as a decorative item as well.

How is the company planning to partner with specialty retailers as they get back on their feet?

Leung: We are looking at new operational systems and processes to support our sales team and our dealers in terms of inventory management. We have always had a strong inventory program, but we’ve been so busy the past few years that it has been challenging to keep products in stock.

We are getting our inventory levels back to normal, so we have ready-to-go products available for our dealers to draw from when they need it with short lead times. We’ve found that some deal-

ers have a little less inventory, while others are sitting on more inventory, so it’s giving them the flexibility they need to cater to their customers. By working together more closely and having open communication, we feel like we are going to be able to support them like we did before the pandemic.

What do you think 2023 holds for the outdoor living industry?

Leung: There is no doubt that people will continue to enjoy the outdoor lifestyle and everything that it offers. With this in mind, Ratana believes the outdoor furniture category will remain an important part of the home. People are seeing value in spending more money than ever before to make their backyards as comfortable and luxurious as an indoor living room. They are also spending more time outside entertaining, and

we believe that it’s here to stay.

From a business standpoint, we are definitely seeing the inventory and logistics issues that we’ve had over the past few years normalizing. We plan to provide our dealers with as much support as possible when it comes to inventory and launching more new products. I think 2023 is going to be a year where the industry is getting back to normal—we can have all of our trade shows, meet people in person, and reconnect with our retail customer community again. We are definitely seeing more optimism everywhere we go.

What do you see as Ratana’s biggest opportunity going into next year and beyond?

Leung: I think our biggest opportunity is that we are going to continue to innovate our brand—there is so much we have planned. We are a family business with passion. I am second generation working alongside my parents who have been building Ratana’s reputation since 1980. The relationships and trust our customers have in us is what makes us strong. We work with them because we care about them and the strength of their businesses.

Giro

As the pioneer of outdoor floor coverings, Couristan offers the most expansive assortment of outdoor/indoor area rugs and carpeting with exclusive constructions, a multitude of color choices and award-winning designs unlike anything else in today’s market.

Breaking New Ground

Milliken brings freshness to the industry with sustainable, stylish, and durable performance fabrics.

BY KIMBERLY RODGERS

THE NEWEST ENTRANT IN THE OUT DOOR PERFORMANCE

FABRICS category is bringing excitement and innovation to the industry. The New Vistas Collection, part of Milliken Outdoor Fabrics, premiered at the July 2022 Casual Market in Chicago to an enthusiastic reception. The new line, by global textile manufacturer Milliken & Company (Spartanburg, South Carolina) marks the first time the 158-year-old manufacturer has supplied fabric to the outdoor furniture market.

“Milliken has been successfully developing residential

and contract fabrics and partnering with large furniture OEMs in these markets for more than 50 years. Our arrival to the outdoor fabric market is a natural extension to the innovation in performance fabrics our team has been providing for decades,” says Benji Bagwell, vice president of décor in the textile business, Milliken & Company.

“We knew there was a need in the market to have more outdoor performance options available, and we have been very pleased with the welcome the New Vistas Collection has received,” Bagwell says. In fact, many of Milliken’s existing customers expressed the need for more options in the outdoor space and made requests to the company to bring its expertise and industry knowledge to the market, he adds. “We saw an opportunity where we could add value. This expansion allows us to leverage our ability to scale our chemical and textile expertise, as well as bring fresh fabric solutions.”

The New Vistas Collection is a line of performance fabrics designed for a variety of applications from indoor and outdoor upholstery to umbrellas, pillows, and cabanas. New Vistas offers a variety of 10 patterns across 72 SKUs, and Milliken is happy to work with companies to create custom orders. The fabrics feature 100% solution-dyed acrylic fibers and are fade, mold, and mildew resistant.

Bleach cleanable, and purposely designed with durability in mind, the collection features a non-perfluoroalkyl and polyfluoroalkyl substances (PFAS) finish, which provides a worry-free fabric with easy maintenance, and water/stain resistance.

All fabrics are backed by a five-year limited warranty and are instock and ready to ship from South Carolina. Moreover, the fabrics specifically meet Association for Contract Textiles standards for contract applications. “We offer a global footprint with manufacturing and available stock in North America and Asia and are fortunate to have a knowledgeable customer support team ready to help our customers,” Bagwell says.

He adds, “Our entrance brings a fresh perspective and innovation to the market, and there is more excitement in newly designed fabrics created by our recently expanded design team.” The collection has been actively sampled to many key customers and Milliken looks forward to continuing the momentum with its new outdoor performance fabric collection—Outer Realm—set to launch this spring.

The timing is right for Milliken to enter the outdoor arena, as the popularity of outdoor rooms— and demand for products to furnish those spaces— continues to surge. It’s clear, Bagwell says, that homeowners are embracing their outdoor spaces more than ever before. “And we don’t anticipate that trend slowing down anytime soon.” However, he adds, “The options for sustainable, stylish, and durable performance fabrics simply don’t match the demand we’re seeing from consumers.”

continued on page 79

LEFT: Fabrics from Outer Realm outdoor performance collection

CENTER: A non-PFAS finish on all Milliken fabrics provides stain resistance.

RIGHT: All fabrics in the New Vistas Collection are water repellent.

BOTTOM: Milliken fabrics are bleach cleanable for easy care and durability.

HOT DEMAND

Napoleon enjoys sizzling sales as customers are drawn to its latest hearth and grill technologies.

BY LARRY THOMAS

THERE’S

AN ANCIENT MERCHANDISING

PROVERB that says a product with a lot of sizzle won’t sell very well without steak. But Napoleon, a major grill and fireplace producer, is disproving that every day. Its grills feature a trademarked Infrared Sizzle Zone that reaches temperatures of up to 1,800 degrees within minutes. That’s great for searing steaks—among other foods—but Napoleon doesn’t sell meat.

And the company’s gas and electric fireplaces sizzle and crackle just like the wood fireplaces of old. But cooking steaks—or anything else, for that matter—isn’t recommended. “We’re still seeing strong demand for all Napoleon products,” says Garry Scott, vice president of marketing. Even without selling steak.

Scott says consumer interest in grills has remained strong even though the pandemic is essentially over, and restaurants have reopened. The slowing economy and the possibility of a recession in 2023 is partially responsible, but he believes the pandemic permanently changed many consumers’ attitudes about eating out. “Consumers will continue to cook out and use it as an alternative to dining out,” he says. “We don’t see that lessening. We see it becoming a more important part of meal planning as consumers opt to eat out less.”

And he believes interest in Napoleon grills will remain high because of their many user-friendly features—particularly the Sizzle Zone. “Consumers tell us it has been a game-changer for grilling,” Scott says of

TOP: Stylus Cara Electric Fireplace

BOTTOM: Elevation Series Direct Vent Gas Fireplace

the infrared cooking area.

The zone is a key part of the new Phantom series, which features upperend grills with a black matte finish that appeals to more design-conscious consumers—many of whom wind up being first-time Napoleon grill buyers. “A grill is often the focal point of someone’s back yard, so having one that boldly stands out is really appealing,” Scott says. “It’s a winner for how it works and how it looks.”

He says the company’s long-running

Rogue and Prestige lines also continue to sell well, but he’s particularly excited about its newest product line—electric grills—that headlines the 2023 product introductions. Electric grills are a new product category for the industry, but he notes that earlier models couldn’t match the performance of gas grills because they were slow to preheat and couldn’t match gas grill cooking temperatures. But he says Napoleon’s electric grills solve both

continued on page 78

DAZZLING DEBUT

Bernhardt Exteriors will make its first ever Casual Market appearance at this year’s show in Atlanta.

BY LAURIE RUDD

THIS SUMMER, THE CASUAL LIVING INDUSTRY’S

ICFA Casual Market will be held in a new home for the first time in decades. From July 10-13, the outdoor category’s manufacturers, designers, and retailers will gather for the trade association’s show at Atlanta’s AmericasMart. While this locational first will be experienced by many in the industry, for one exhibitor, it will be a first with another significance. Bernhardt Exteriors’ Atlanta debut also will mark the brand’s first appearance at a Casual Market, ever.

“As a relative newcomer to the outdoor business segment, there are still plenty of retailers and consumers who are not aware of our unique product offering,” says Steve Pilgrim, president, Bernhardt Residential. “In Atlanta in July, this will be our first year showing and we are extremely excited to meet new players and grow our partnerships at our first Casual Market.”

Headquartered in Lenoir, N.C., Bernhardt is a heritage brand with over a century of providing “iconic furniture designs” for residential, hospitality, and contract applications. In 2019, Bernhardt entered the outdoor furnishings segment with Bernhardt Exteriors. Capitalizing on its high expectations for the category, Bernhardt took its unique indoor-outdoor furnishings perspective and created a line that was extremely well received.

Further proof of this positive reception can be found in the expanded dealer base and significant sales growth experienced over each of the past three years as the Bernhardt Exteriors line has continued to flourish and meet high demand. For 2023, additional trade show participation and a long list of product introductions will highlight Bernhardt’s efforts to increase its market footprint, expand its brand recognition, and acknowledge the positive impact entering the outdoor category has had on the company.

“We definitely see the outdoor living category continuing to be strong in the years ahead,” Pilgrim

says. “We expect to increase our sales and shipments significantly for the fourth-straight year. Many consumers are remodeling to expand their outdoor living areas, and the inclination to connect these new indoor and outdoor spaces is growing. We see more and more evidence of that trend in shelter magazines, in social media, and in new homebuilding around the country.”

DESIGN PROCESS

At the center of the growth being experienced by Bernhardt Exteriors is its design mission. The close connection to interior sensibilities for the company’s design process is a natural one. With its century-plus experience in interior furnishings, Bernhardt’s every design and finished product is envisioned as an extension of the home with the indoor-outdoor flow aesthetic always a consideration and often an inspiration.

As its website states, Bernhardt Exteriors’ design mission is based on the importance of creating “an elevated aesthetic” from “uniquely beautiful materials for a stylish, sophisticated approach to outdoor living.”

In the delivery of this style and sophistication, the company is proud that all design ideation is initially internal. Bernhardt relies almost solely on its own in-house design team for styles and inspiration. The dynamic design process also continues to grow and evolve with occasional use of outside designers for refinement and added perspective.

“We have gotten a lot of our product design inspirations from traveling and visiting high-end resorts and hotels over the years,” Pilgrim says. “This is very much part of our luxury/organic look and the sense we want our customers to have when they purchase our products.”

continued on page 80

TOP: Madura dining table and Santa Cruz armchairs

BOTTOM: Bali swivel chairs and Casitas accent table

InnovativeFire

British Fires’ groundbreaking new fireplaces bring beauty and warmth to rooms.

BY CHERISE FORNO

AFTER OBSERVING STEADY DEMAND

for its New Forest 48” and 63” models and retailer requests for another larger addition to the product line, British Fires (Christchurch, England) worked tirelessly to innovate a new product to be launched at this year’s Hearth, Patio & Barbecue Expo in Louisville, Kentucky—the New Forest 75” Electric Fire.

“After just over 12 months of design, development, and engineering, the New Forest 75” Electric Fire still includes all the features and benefits seen in the existing range of the popular 48” and 63” models,” says Michael Athay, group managing director. “Our 2020 ‘Art of Fire’ winning flame effect now spreads over an even greater length, making it a stunning feature in any living room.”

British Fires’ New Forest 48” and 63” electric fires have been successful because of the benefits they offer both retail dealers and consumers as high-quality, elegant fireplaces at a competitive price. An intuitive remote control allows users to easily access many fireplace features for added convenience and careful engineering gives this design several advantages.

Patented Air Curtain Technology used in these models distributes heat efficiently and quietly by pulling cooler air into the fireplace and distributing warm air back into the room through a dual-outlet system. The fireplace’s design also allows

sit flush with the front of the firebox.

“This positioning affords a much deeper ember bed and a more contemporary presentation,” Athay says. “Many have said that the flame effect is very crisp and is the best fire they have seen in an electric model. People have literally asked us if it was a real flame.”

Athay adds that all the company’s installation options are also available for this fireplace. Customers can select a corner right presentation, corner left, three-sided, or single-sided orientation with brackets already included to allow installation for each of these options depending upon the customer’s

choice. The New Forest range also comes with a variety of fire bed choices, all of which are supplied as standard in each fireplace.

“In addition to the New Forest 75” Electric Fire, we will be launching the New Forest 26” Square Electric Fire, which utilizes the New Forest flame-effect that has proved to be so popular,” Athay says.

The square design of this electric model is ideal for the creation of a more traditional setting in fireplaces, while using the same individually crafted ceramic logs as other British Fires’ models for a distinguished, realistic aesthetic.

continued on page 80

the glass to

TOP: British Fires’ New Forest 48” model features an award-winning flame effect.

BOTTOM: Demand for large electric fires such as the New Forest 63” (shown) led to the development of the New Forest 75.”

Simply Warm

Known for its ease of use and natural-looking flames, the Warming Trends line keeps customers toasty without a fuss.

BY LARRY THOMAS

IT’S EASY TO GET CAUGHT UP IN AIR-TO-GAS RATIOS,

BTU density, and other nerdy statistics when choosing a fire pit or fireplace for that perfect outdoor living space, but the makers of the popular Warming Trends line are determined to simplify the process.

The company merely focuses on making products that deliver tall, bright, and more natural-looking flames than the competition—while using a fraction of the gas that’s typically consumed by such products. They say that’s what captures the attention of consumers, architects, and designers, and many partners throughout the outdoor living industry that aim to delight their customers with a beautiful fire.

“Delivering outstanding flames for any occasion is what sets us apart,” says Voni Flaherty, chief revenue officer. “Whether the key valve is turned down for a small fire creating ambiance on a warm evening or it is turned up for a roaring fire to keep everyone warm on a cold evening, our customers can count on always enjoying a taller, brighter, and more natural-looking flame.”

CrossFire burner, which is made of 100% brass and fitted with precision-made jets. It won’t rust, carries a lifetime warranty, and safely produces outstanding flames that rival a traditional wood-burning fire.

In addition to being the heart of Warming Trends’ lineup of fire pits, CrossFire burners are also designed and certified for outdoor fireplaces, which are experiencing increased demand as interest in outdoor living grows. “There are multiple design options, depending on the desired aesthetic—traditional, modern, or custom,” she explains. “To simplify buying, we have created convenient outdoor fireplace bundles. We also offer a variety of gas inlet orientations to fit the exact needs of any project.”

scale projects has also improved. “We have done that through lean process improvements and select capital investments,” Flaherty says. “These have allowed our designers even more creativity and our partners industry-leading response times.”

The increased interest in customization, coupled with what she called the “meteoric rise” of outdoor living during the pandemicfueled years leading up to 2022, helped drive up sales in all of Warming Trends’ distribution channels during that period. In addition to hearth and outdoor living stores, the list includes landscaping contractors, irrigation, plumbing and HVAC specialists, homebuilders, architects, and designers.

LEFT: Warming Trends offers creative solutions expertly designed to fit the exact specifications for your custom project.

TOP RIGHT: The Mercury Ignition System offers 240,000 BTU, requires no electricity, and has a MSRP of only $729.

BOTTOM RIGHT: The revolutionary WaterStop fitting protects electronics and valves from water and debris.

She says the desire for customization extends to traditional fire pits, noting that the modular makeup of Warming Trends systems, the in-house engineering, and design staff and vertical integration have always given the company an advantage when approaching custom work. “To keep pace with the increased demand, we’ve added to our design team and have also streamlined to accommodate more common requests for customization,” Flaherty says. “Thus, we can quote and fulfill requests more quickly at a reduced price.”

She acknowledges that demand began to soften in the spring of last year, but adds that the weakness primarily was confined to large stocking partners that had built up inventories in late 2021 and early 2022 to prepare for the summer and fall selling season. “Sales in other channels held or gained ground, confirming that the demand for outdoor living products remained healthy in 2022,” Flaherty says.

The secret sauce, if you will, is the company’s patented continued on page 81

Response time on more complex, large-

She notes that the company is optimistic about 2023. Housing demand remains high and buying trends show that backyards continue to be one of the most popular places to

SMOKE, SIZZLE, & SEAR

For over two decades, Dansons has been earning consumer confidence with its award-winning grill lineup and superior service.

BY MAURA KELLER

FOR MORE THAN 24 YEARS, Scottsdale-based Dansons has offered best-in-class, awardwinning grilling brands with innovative technology that is reflective of founder and CEO Dan Thiessen’s original vision. In 1999, when Thiessen founded the company, he shared his dream with his sons to create a pellet grill that could withstand harsher climates and be used yearround. More importantly, he aimed to do so by building on the cornerstones of quality and authenticity, with a focus on producing the best value proposition in the industry.

“Some hard work, family support, and a whole lot of answered prayers have led to that dream being realized in Pit Boss grills,” says Dansons President Jeff Thiessen. “Now, Pit Boss manufactures wood pellet grills that are unlike anything else on the market and are built to last. So, no matter where a consumer is or what they’ve got cooking, they can gather around the grill with those they love for years to come.”

In recent years, the grilling industry has evolved in response to consumers’ growing interest in cooking at home. And one area within the category that has seen tremendous growth is wood pellet grills. As Thiessen explains, wood pellet grills have taken the barbecue industry by storm over recent years for many reasons.

“The main ones being that they’re easy to use, offer consistent temperature control, and infuse food with delicious wood-fired flavor,” Thiessen says. “We’re also seeing continuous growth and interest in wood pellet grills and products, while traditional charcoal and gas grills are holding steady. We feel that wood pellet grills will eventually overtake gas units due to the ease of operation and superior flavor.”

Pit Boss grills can be found at many major retailers across the U.S., and among those are some of the company’s bestsellers. The Pit Boss Ultimate Griddle line has also garnered much interest with its non-stick, rust-resistant, and ceramic-coated cooktop.

“Pit Boss brings the heat to the barbecue industry with our bigger, hotter, heavier mentality,” Thiessen says. “With Pit Boss, customers get more cooking space, higher temperatures, the ability to direct-flame

sear, and heavier gauge steel construction—all for a better value.”

More and more of today’s grilling customers are drawn to Pit Boss grills, thanks to their innovative technology. A Pit Boss can do everything a standard grill, smoker, and oven can do, allowing the user to infuse wood-fired flavor no matter what they have cooking. With one machine comes the ability to grill, smoke, sear, bake, braise, roast, chargrill, and barbecue.

A unique feature of a Pit Boss grill is the Flame Broiler lever, which allows for cooking with both indirect and direct heat. The consumer can simply slide it over to create an open flame grilling station to sear to perfection. In addition, Pit Boss pellet grills are equipped with Wi-Fi and Bluetooth capabilities for connectivity and monitoring via the all-new Pit Boss Grills app.

As Thiessen explains, the Pit Boss Grills app is designed for a user-friendly cooking experience. After downloading the app, users can simply follow the prompts to connect their web-enabled grill using Dansons’ Grill Connect technology. Then, they can control their Pit Boss from anywhere, anytime. To further engage with the end user, Dansons offers a digital recipe box that will help cooks to experience

continued on page 81

TOP LEFT: From left: Jordan, Dan, and Jeff Thiessen

TOP RIGHT: The Pit Boss Pro Series has become a hit among families.

BOTTOM LEFT: Pit Boss pellet grills are equipped with Wi-Fi and Bluetooth capabilities via the all-new Pit Boss Grills app.

Industry All-Stars

BY CAROL DAUS PHOTOGRAPHY BY TONY RAMOS

LOUISVILLE MAY BEST BE KNOWN FOR ITS BELOVED KENTUCKY DERBY and Louisville

Slugger bat, but from March 10-13, it was celebrated as the host city of America’s premier indoor-outdoor show, HPBExpo. Thousands of hearth, grill, and outdoor furniture retailers congregated in the halls and outdoor burn area of the Kentucky Expo Center to learn about groundbreaking products, attend classes and training sessions, listen to distinguished keynote speakers, and network with others in the field.

With hundreds of leading hearth, barbecue, and patio manufacturers and suppliers exhibiting at this year’s HPBExpo, attendees were able to take part in interactive demonstrations and gain insider knowledge to make their businesses more profitable. As in past years, attendees enjoyed a wide array of HPBExpo-sponsored social events, such as the Fire It Up Block Party, Tailgate & Primo Grills Cook Off, and the Bourbon Trail, as well as many attractions in the vibrant riverfront city.

Pictured here are exhibitors who demonstrated some of the industry’s most innovative and hot-selling products. Patio & Hearth Products Report salutes their professionalism, dedication, and support of our magazine.

The Outdoor GreatRoom Company

From left: Joey Shimek, Gerry Shimek, and Renee Schmitz

Coyote Outdoor Living Kyle Gibbons

Dansons Jeff Thiessen

HPC Fire Inspired Chad Ewing and Sean Steimle

Blaze King Chris Neufeld and Alan Murphy

Maxitrol Ryan King and Kathleen Gibbons

HPBA

Kelly VanDermark, Jill McClure, and Ryan Carroll

Golden Blount

From left: Fabian Barraza, Bill Romans, Jamie Blount, James Blount, and Alicia Blount

Kozy Heat Heather Hussong-Reasoner

Infratech Mike Conway

ICC-RSF

Dan Bonar and Ray Bonar

Bull Outdoor Products

From left: Wade Fortin, Frank Mello, and Mark Nureddine

DuraVent Scott Schindlbeck

Le Griddle Team Le Griddle

Mendota/NetZero Fire Ron Schinnerer

Caframo Lisa Klages and Jamie Askin

Montigo Sharon Murray and Matthew Hall

Amantii

From left: Anna Cheng, Gobind Shergill, Brandon Park, and Dagan Hawthorne

Warming Trends

Back row: Art Kunkle and Cecilia Hult

Front row: Ted Drechsel and Voni Flaherty

Mont Alpi

From left: Chris Hartwig, John Hartwig, Matt Hartwig, and Vicky Hartwig

Valor Fireplaces Martin Miles and Paul Miles

Vulcan Group

From left: Sean Michanczyk, Dean Michanczyk, Bruno Ferreira, and Chris Casale

Empire Comfort Systems Nick Bauer

Napoleon Garry Scott

RH Peterson Co.

From left: Jerry Scott, Tod Corrin, Amy Bortz, and Robert Dischner

Ortal Jon Bowsher and Gina Almaguer

Vectis by Weber Knapp

From left: Joe Cabrera, Michael Wisniewski, and Michael Fralick

WHAT’S NEW

Meijifocus

With its sliding glass panels, the Meijifocus allows the fire to be viewed in complete security, bringing it within reach of our living spaces. This four-sided, seethrough style, natural vent wood fireplace evokes the clean open spaces of modern interiors and is now available in both wood-burning and gas options.

Contact: (781) 324-8383 or www.europeanhome.com

Circle Reader Service No. 101

New Dawn Pergola

Don’t let a lack of space dampen the ability to turn your yard into a mini retreat. These small pergolas are ideal for one to two people, or for use in smaller outdoor spaces. Constructed with the highest quality materials and craftsmanship, this pergola will make a nice addition to any home, deck, or yard, providing the ideal place to read a book, eat some barbecue, or just hang out while enjoying the summer sun. Contact: (800) 913-1741 or www.creekvinedesigns.com

Circle Reader Service No. 102

Solana

A distinctive knife-edge pleat on the front of the arms gives the Solana fully upholstered outdoor sofa a signature style. Accompanied by the faux bois elegance of the Cyprus side table and the Milos cocktail table, both with openwork “branches” supporting a glassreinforced concrete top, the look is simultaneously soft, natural, and dramatic. Contact: (828) 758-9811 or www.bernhardt.com

Circle Reader Service No. 103

54 Volume III Collection

Celebrating its 100-year anniversary, Tempotest USA introduces the 54 Volume III collection. The recent launch consists of over 40 SKUs of new solids, fresh stripe designs, and luxurious textures. Colors range from turquoise, indigo, and sapphire to coral, clay, pewter, mercury, and onyx. All Tempotest performance fabrics are made with 100% solution-dyed acrylic fibers. Contact: (972) 512-3534 or www.tempotestusa.com

Circle Reader Service No. 104

6 Hot Products To Sell Now

Founders Legacy 1200

The Founders Series Legacy 1200 by Louisiana Grills is designed to raise the standard of your backyard culinary experience. This wood pellet grill blends an upscale design with advanced features. Utilizing the Louisiana Grills’ patented Pressurized Cooking System, the Founders Series features a best-in-class rear exhaust output to evenly circulate heat and smoke for consistently flawless results. It’s also outfitted with a 180° to 600°F temperature range, 8-in-1 cooking versatility, and Flame Broiler lever. Contact: (877) 303-3134 or www.dansons.com

Circle Reader Service No. 105

New Forest 75”

The New Forest 75” is the newest addition to British Fires’ series of electric fireplaces. Designed with the trend-setter in mind—the 75”-wide fire will be the spotlight of large rooms and open-planned settings. It arrives with Signature Logs, patented Air Curtain Technology, and award-winning LED flame effects, which can be used without heating for pennies a day. Install it as fully inset, LH or RH cornered, or threesided. Contact: (800) 468-2567 or www.britishfires.ca.

Circle Reader Service No. 106

VISIT US!

HIGH POINT SPRING MARKET

HIGH POINT, NC

April 22 - 26, 2023

SHOWPLACE

SHOWROOM 1800

PRODUCTS

Lightweight Faux Rock Outdoor Kitchen Bases

San Simeon EverTeak Cushion Deep Seating

Alfresco Home has introduced the San Simeon EverTeak Deep Seating Collection. EverTeak is an innovative engineered polymer composed of unique virgin plastics to look and feel like real wood and is completely recyclable. Coloration is all the way through, and the material is manufactured with UV inhibitors. This collection comes in two elegant maintenance-free colors–a light Mineral and a darker Alpaca. Cushions made from Sunbelievable solution-dyed acrylic fabrics add a truly stunning appearance. Visit Alfresco Home’s new showroom in the Atlanta AmericasMart, 5th Floor, Suite #5D6, call (610) 705-8808, or go to www.alfrescohome.com.

Circle Reader Service No. 107

Breckwell SW500

The Breckwell SW500 is a one-of-a kind space-saving wood stove that efficiently heats up to 800 square feet. The SW500 would be ideal in smaller footprint homes or zone heating situations and can burn up to eight hours. The firebox accepts logs up to 11 inches with an output of 26,000 BTU. This combination of modern styling, outstanding heat output, and convenience provides a great solution to your smaller heating needs. The SW500 stove meets efficiency requirements and qualifies for the IRS 25C Residential Energy Tax Credit. Contact: www.breckwell.com.

Circle Reader Service No. 108

Heritage Collection

The Heritage Collection by Elmira Stove Works captures the spirit of home with 1850s period-style appliances backed by three generations of superior craftsmanship, customization, and color expertise. Premium-grade features such as dual-fuel cooking, sixburner cooktops, true convection ovens, French-door fridge capacity, and LED lighting offer high-performance functionality—while seven standard colors and virtually unlimited custom colors provide ultimate design versatility. Heritage appliances complement a range of kitchen aesthetics—from modern farmhouse to Victorian chic to cabin-inspired styles. Contact: (800) 295-8498 or www.elmirastoveworks.com.

Circle Reader Service No. 109

The New Bull Faux Rock Outdoor Kitchen Bases are crafted for exceptional strength and bear an uncanny resemblance to actual stone. Thanks to the groundbreaking Genstone material, these bases showcase an impressively lifelike appearance, while their lightweight construction enables quicker shipping and production. These bases are prominently included in the Bull Quick Ship program, guaranteeing completion and shipment within 10 days of order receipt. Contact: (800) 521-2855 or www.bullbbq.com.

Circle Reader Service No. 110

Mixed Media 6400

NorthCape’s mixed media features comfy, sleek modern-day designs at a value. This collection offers new and innovative product options. Get inspired with mixing and matching accessory and side fabric panel options made with Sunbrella fabrics. This outdoor seating is made with a sturdy powder-coated aluminum frame, PolyTuf by Tangent poly lumber, and premium cushions. Contact: www.northcape.com.

Circle Reader Service No. 111

H Series 3-Sided

A 3-sided or Bay Style fireplace creates an open and inviting look where the warmth and allure of the flames can be seen from many angles in the room. The H Series 3-Sided has a modern and clean design that fits well into any contemporary space. This model does not need a chimney or flue, making it ventless. Air from the room is what feeds the fire, and the heated air returns to the room, making this fireplace 99% efficient. Contact: (781) 324-8383 or www.europeanhome.com.

Circle Reader Service No. 112

Breckwell SWF1035 Wood Furnace

The Breckwell SWF1035 Wood Furnace offers powerful heating capabilities up to 3,500 square feet. The SWF1035 boasts over 180,000 BTU at max output. Its heavy-duty cast-iron door with a glass viewing front provides the ambiance of flame without compromising efficiency. The open plenum allows for easy installation and with a built-in ash-pan, dual blowers, and firebrick line combustion chamber, the SWF1035 is top of the line in the furnace category. This newly designed wood-burning furnace is an excellent choice for larger spaces. The SWF1035 EPA certified furnace exceeds efficiency requirements and qualifies for the IRS 25C Residential Energy Tax Credit. Contact: www.breckwell.com.

Circle Reader Service No. 113

Rio R50

An emu icon is back to celebrate its 50th anniversary. The reinvented Rio R50’s essential style is timeless. The ergonomic mesh creates the perfect balance between comfort and aesthetics. Suitable for indoor and outdoor spaces, this collection includes dining chairs, a lounger, stool, rocking chair, and coffee table. Contact: (800) 726-0368, us.info@emuliving.com, or visit www.emuliving.com.

Circle Reader Service No. 114

Reversible 30’’ Door/Drawer Combo

The Reversible 30” Door/Drawer Combo is constructed with high quality 304, 16 gauge stainless steel, and it is fully enclosed with soft closing drawer components and double-lined doors for easy storage of grilling accessories and cleaning products. It is designed to easily reverse the unit so that door and drawers can be either on the right or left side, making this a must have for any outdoor kitchen! Contact: (800) 521-2855 or www.bullbbq.com.

Circle Reader Service No. 115

Mombo Gas Log System

The Mombo gas log system by Eiklor Flames is an exclusive, patented, large two-burner technology for small and huge fully vented commercial and residential fireplaces or firepits—for indoor and outdoor use.

Sizes range from 3 to 10 feet long. Con tact: (888) 295-5647 or www.eiklorflames.com.

Circle Reader Service No. 116

Zuma Furniture Collection

The fun, contemporary design of this woven seating collection includes chairs and chaise lounges, and accompanying ottomans and side tables. The internal structure is an aluminum powdercoated frame. There are nine weave colors including deep Sapphire (shown), soothing Driftwood, rich Rosewood, and dynamic shades of orange, red, yellow, blue, lime, and slate to flatter every outdoor décor. The backs fold forward and all the pieces either nest or stack. The generously proportioned chairs measure 32” x 43.25” x 36.” Contact: (866) 6678668 or www.fiberbuiltumbrellas.com.

Circle Reader Service No. 117

Sunbrella Upholstery Stock Collection

With nearly 300 versatile SKUs, the Sunbrella stock offering features an array of trusted performance fabrics, with most available to ship immediately. Shown here are this season’s newest additions including Mainstreet, a luxurious bouclé that provides ample texture and is perfect for layering. Organic geometric pattern Dream evokes an embroidered ikat, providing a dynamic visual effect for added dimension. These warmer neutrals are arranged on Marvel, a new linen-like texture with a casual feel. Contact: www.sunbrella.com.

Circle Reader Service No. 118

Black Label 4Series Vertical Smoker

The Louisiana Grills Black Label 4-Series Vertical Smoker boldly reimagines wood pellet smoking with an upscale design and premium technology upgrades. Featuring 1,077 square inches of total cooking area, four adjustable cooking racks, two fully programmable meat probes, and the Louisiana Grills’ best-in-class five-year warranty, the Black Label Vertical Smoker is designed to raise the standard of your backyard culinary experience. Contact: (877) 303-3134 or www.dansons.com.

Circle Reader Service No. 119

Mobile Kitchen Islands by Gensun

Gensun’s 67” mobile islands are available in a traditional style (Paradise) or a more contemporary style (Modanō). They have heavy duty locking caster wheels and handles on either side for easy movement. They come in a variety of finishes, including scratch resistant embellished finishes for the countertop, and have a lifetime structural warranty. Contact: (866) 964-4468 or visit www.gensuncasual.com.

Circle Reader Service No. 120

Heat & Glo Supreme Freestanding Gas Fireplace

Introducing the Supreme freestanding gas fireplace. Customers can have one installed in less than a day, then enjoy the large, clear view of the fire that evening. It’s customizable with accent lighting, a choice of interior panels, and either Oak or Natural Birch logs. The area in the pedestal base is the perfect spot to keep your favorite throw or fireside read. Contact: (888) 427-3973 or www.hearthnhome.com.

Circle Reader Service No. 121

Northstar Collection

The Northstar Collection by Elmira Stove Works combines fresh colors, chrome accents, and elegant curves that channel the style of a bygone era. Available in nine classic colors and virtually unlimited custom colors. The modern features will expand your kitchen’s performance with sealed gas burners, convection ovens, LED fridge lighting, and filtered water dispensers. Northstar appliances are ideal for midcentury modern, coastal design, contemporary, and inspired craftsmen interiors—sold through dealers across North America. Contact: (800) 2958498 or www.elmirastoveworks.com.

Circle Reader Service No. 122

HALO Versa 16 Outdoor Countertop Gas Pizza Oven

The HALO Versa 16 is a 2022 Retailer’s Choice Award Winner for a reason. Elevate your cooking experience with its patented dual-burner system and 360° rotating stone. Reaching up to a 950°F ambient temperature and a stone temperature range from 650°F to 750°F, the Versa 16 can cook a 16” pizza in less than five minutes. Call (630) 241-0506 or email sales@fandcdistributors.com for more information.

Circle Reader Service No. 123

San Simeon EverTeak Sling Collection

Alfresco Home’s new San Simeon EverTeak Sling Collection is an innovative engineered polymer composed of unique virgin plastics to look and feel like real wood and is completely recyclable. Coloration is all the way through, and the material is manufactured with UV inhibitors. This collection comes in two elegant maintenancefree colors–a light Mineral and a darker Alpaca. Slings made from Phifertex add a truly stunning appearance. Included in the collection will be chaise lounges (pictured here) and dining pieces. Visit Alfresco Home’s new showroom in the Atlanta AmericasMart, 5th Floor, Suite #5D6, call (610) 705-8808, or go to www.alfrescohome.com.

Circle Reader Service No. 124

LARGO COLLECTION

Dignified style meets luxurious comfort with the Largo Collection by Castelle. Its handcrafted aluminum frame features an intricately woven back panel hand brushed to look like authentic weave.

castellefurniture.com

Rochelle

A smooth textured finish on the glass-reinforced concrete top complements the teak legs of the Rochelle modern organic console table. Splayed legs elegantly support the top and a lower slatted shelf. This versatile table is the perfect height for use as a bar or sideboard for outdoor entertaining or to supplement an outdoor sofa setting. Contact: (828) 758-9811 or www.bernhardt.com.

Circle Reader Service No. 125

New Forest 63”

A staple of the British Fires series, the New Forest 63” is a globally admired electric inset fireplace. It is equipped with Signature Logs, patented Air Curtain Technology, and award-winning LED flame effects, which can be used independent of heating for pennies a day. It arrives ready to inspire and can be installed in virtually any method possible. Contact: (800) 468-2567 or www.britishfires.ca.

Circle Reader Service No. 128

New Opti-Myst Linear Electric Fireplace

Introducing the next generation of safe and sustainable fireplaces with state-of-the-art controls and features. The new Opti-Myst Linear Electric Fireplace combines world-class vapor flame technology with advanced LED lighting to imitate true flames and smoke, plus natural crackling sounds to complete the sensory experience. Available in 46, 66, and 86-inch lengths and a 12-inch depth, the Opti-Myst lineup provides designers with great flexibility. Enjoy a variety of color themes, energy-efficient heater, smart self-diagnostics, and customized control using the Dimplex Flame Connect app. Visit the Mobile Showroom to experience the Opti-Myst. Follow #DiscoverDimplex for the spring schedule. Contact: (800) 6686663 or mobileshowroom@glendimplexamericas.com.

Circle Reader Service No. 126

Mixed Media 6400

This mixed media collection offers new and innovative product options. Get inspired with mixing and matching accessory and side panel options. NorthCape’s mixed media features comfy, sleek modern-day designs at a value. This outdoor seating is made with a sturdy powder-coated aluminum frame, PolyTuf by Tangent poly lumber, and premium cushions. Contact: www.northcape.com.

Circle Reader Service No. 127

Apero

Born from a traditional German chair design, Apero offers a modern-day interpretation of classic furniture with a smooth silhouette. The design makes the tubular metal seat and back appear light and airy, with geometrical accents of patterns of stripes and squares. Apero’s minimal, multipurpose design seamlessly adapts to any style or environment. The collection consists of a chair, armchair, and barstool. Contact: (800) 726-0368, us.info@emuliving.com, or visit www.emuliving.com.

Circle Reader Service No. 129

Ultimate 5 Gas Logs

The artistically created, ultradetailed Ultimate 5 gas logs from Eiklor Flames are made of highheat (2,600-degree) ceramic refractory material and are heated by the company’s patented five-burner system, with unique stainless-steel components and heavy-duty iron grates, to give you an extraordinarily realistic, energy-efficient, toasty-warm fire. Sizes range from 18 to 36 inches. Contact: (888) 295-5647 or www.eiklorflames.com.

Circle Reader Service No. 130

IgniteXL Bold Linear Electric Fireplace

The IgniteXL Bold Linear Electric Fireplace sets a new standard for flame realism, customization, and installation options. Featuring a panoramic view, this innovative fireplace is available in lengths of 50, 60, 74, 88, and 100 inches.

The IgniteXL Bold can be installed as a single-sided, right or left corner, or baystyle fireplace; all options are included with every fireplace. End users will enjoy incredible options for mood lighting, color effects, and flame settings. And the IgniteXL Bold is perfectly designed for four seasons, with heat, flame-only, and air circulation modes. Visit Dimplex’s Mobile Showroom to experience Bold in person. Follow #DiscoverDimplex for the spring schedule. Contact: (800) 668-6663 or mobileshowroom@glendimplexamericas.com.

Circle Reader Service No. 131

Cedar Family Dining Set

Get all the classic appeal of an old-fashioned picnic table, with heightened styling. The detached benches make getting to and from the table easy, without requiring any swinging legs. Plus, the use of four benches provides plenty of space for big families and elbow room. The nice wide table top was made for passing dishes in family-style meals. Contact: (800) 913-1741 or www.creekvinedesigns.com.

Circle Reader Service No. 132

Phifertex Resort Collection

New patterns in Phifer’s Resort Collection include Blazer Mojito, Glaze, and Blazer Confetti. Designed to follow today’s popular color trends, these vibrant colors are perfect choices in residential or commercial poolside furniture. Phifertex fabrics are UV and fade resistant and infused with built-in Microban antimicrobial protection for an added level of defense against damaging bacteria, mold, and mildew. Contact: (800) 221-5497 or www.phifer.com.

Circle Reader Service No. 134

Infinity Canopy

Infinity Canopy Inc., inventor of modular slide-on-wire shade systems, in collaboration with U.S.-based pergola manufacturers, introduces modular shade structures made from aluminum and fiberglass. These innovative, stylish structures help architects, designers, and their customers to create outdoor areas that emphasize elegance and Zen, while providing functional and novel shade solutions. The shade structures come in 10.5’ x 10’ modules  that can connect together to create larger inline, curved, or more complex connected structures. Contact: (844) 422-6679 or  www.infinitycanopy.com.

Circle Reader Service No. 135

Korda Collection

An ode to the freedom and relaxation of sailing, the Castelle Korda Collection combines a breezy silhouette with traditional styling. Its Chippendaleinspired look features bold fretwork, patterned back and side panels, and a handcrafted sleek frame elegantly finished with decorative arm caps and cast feet. The collection’s visual centerpiece is an eye-catching hand-painted decorative cast aluminum back insert that simulates authentic nautical rope. Made of 100% extruded aluminum, the Korda Collection exudes carefree sophistication for a comfortable, livable outdoor space. Contact: (855) 612-9800 or visit www.castellefurniture.com.

Circle Reader Service No. 133

PW Designer Series Elevate Chaise

From the PW Designer Series, the Elevate Chaise is for those who appreciate minimalist design and bold expression. The silhouette is sculpted in clean, continuous lines with a low profile and ultra-modern platform base. The back adjusts to read upright or nap flat, while soft-close hinges and hidden hardware take this lounger to the next level. Elevate is crafted of genuine POLYWOOD lumber for enduring, heirloom-worthy quality. Contact: (866) 442-5455 or www.pwdesignerseries.com.

Circle Reader Service No. 136

New! Vesper Outdoor Vent-Free Gas Fireplace

Enable your customers to create a getaway outside their door with the Vesper vent-free outdoor gas fireplace. It’s available in 36” and 42” openings, a full 27” tall, with three attractive gas fireplace log sets to warm up an outdoor space and expand a customer’s living area. With stainless-steel construction, it’s durable to handle the elements. And because it’s vent-free, you can place it anywhere. Contact: (888) 427-3973 or www.hearthnhome.com.

Circle Reader Service No. 137

Ascent Linear Premium

Napoleon introduces the Ascent Linear Premium, a new addition to its product line that caters to customers looking for a contemporary linear gas fireplace with a lower heat output. This series offers a range of media kits, optional heat management, and compatibility with the innovative eFIRE Mobile App. The Ascent Linear Premium is a sleek and stylish fireplace that allows partners to include a profitable and trendy linear fireplace in their product portfolio. Contact: (866) 820-8686 or visit www.napoleon.com.

Circle Reader Service No. 138

54 Volume III Collection

Celebrating its 100-year anniversary, Tempotest USA introduces the 54 Volume III collection. The recent launch consists of over 40 SKUs of new solids, fresh stripe designs, and luxurious textures. Colors range from Turquoise, Indigo, Sapphire to Coral, Clay, Pewter, Mercury, and Onyx. All Tempotest performance fabrics are made with 100% solutiondyed acrylic fibers. Contact: (972) 512-3534 or www.tempotestusa.com.

Circle Reader Service No. 139

TG Series

The TG Series Grill pairs compact design and innovative technology, allowing you to grill on the go. Similar to other Smokin’ Ugly accessories, it uses a spring-assist hinge to control the grill lid, meaning the lid will stay in place in any position it is set. This grill may be small, but its functionality is unmatched. This triple threat can transform from a grill to a griddle to a pizza oven. Get yours today! Contact: (800) 828-9254 or www.weberknapp.com.

Circle Reader Service No. 140

PGS Legacy Timer Grills

PGS has a time-tested reputation and is an industry leader in an easy-to-operate, safe, functionally elegant, and unparalleled line of grills that provide the outdoor chef with the ultimate performance and durability. The stainless steel Legacy Series has flexible options that can fit into a built-in outdoor kitchen or stand-alone. It offers a FuelStop One Hour Gas Flow Timer to add a sense of security and not waste propane. PGS’s Legacy is unmatched for serious grilling. Contact: (949) 474-3070 or www.aeicorporation.com.

Circle Reader Service No. 141

Spartherm Module

With the Spartherm range of inserts, zero-clearance fireplaces, and modular stoves, you can enjoy a fully adjustable, safe, and effective fire. The 600 and 700 fireplace inserts match perfectly to your living room, regarding function, modern appearance, and uncomplicated installation. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 0049-15222644162.

Circle Reader Service No. 142

Uptown Iroko Gas Fire Table

The Uptown Iroko Gas

Fire Table is made with durable Iroko wood, aluminum construction, and a linen-colored Supercast burner surround to elevate the stunning 12” x 42” Crystal Fire Plus burner. The Uptown is built to last and will warm up your outdoor space for years to come. Contact: (866) 303-4028 or www.outdoorrooms.com.

Circle Reader Service No. 144

Regency Onyx Electric Fireplaces

Experience the ultimate flame realism with Regency’s all-new Onyx Series of electric fireplaces. Featuring an innovative integrated log lighting system to create an ultra-realistic ember bed, fully adjustable flickering flames, LED brightness, and multi-color top-down lighting. Enjoy installation flexibility with 3-sided bay, 2-sided corner, or 1-sided linear options with extra-tall glass height and Wi-Fi control. Contact: (800) 442-7432 or www.regency-fire.com.

Circle Reader Service No. 145

Sun Master Series Umbrella

The Sun Master Series GSCUF908 by California Umbrella, shown with a black frame and Sunbrella fabric in Mediterranean Blue, is an incredibly powerful and versatile 9-foot market umbrella. It offers a wide range of features including its revolutionary collar tilting system and reinforced fiberglass ribs. Choose from over 48 quick-ship Sunbrella colors to enhance any outdoor space. Visit www.marchproducts.com to discover more.

Circle Reader Service No. 146

Largo Collection – New from Castelle

Largo by Castelle is a harmonious fusion of cast aluminum and natural elements that gracefully elevates outdoor luxury. The artistry of its tubular aluminum frame, striking angles, and open silhouette reflects a sense of strength and calm. Largo’s textured woven aluminum accents—hand brushed to look like authentic weave—add character and warmth to its sleek architectural aesthetic. Largo features a complete lineup of handcrafted all-aluminum pieces including plush cushion deep seating, cushion dining, and lounge and chaise seating. All are fully customizable with Castelle fabrics and frame finishes. Contact: (855) 612-9800 or visit www.castellefurniture.com.

Circle Reader Service No. 143

Selkirk

Selkirk by DuraVent’s Ultimate StovePipe is designed to provide optimal wood stove performance and has a sleek, clean look to complement any stove and home. This easy-to-assemble double-wall stove pipe is air-insulated, provides better insulation and heat retention, allows the flue to warm up quickly to establish strong draft, and reduces moisture to minimize creosote buildup and minimize maintenance. Tested and certified to CAN/ULC-S641 (Canada) and temperature requirements of UL 103 TYPE HT (USA). Contact: (800) 835-4429 or visit www.duravent.com.

Circle Reader Service No. 147 Circle Reader Service No. 73

POLYWOOD Modern Studio Parsons Dining Sets

A minimalist solution for smaller outdoor spaces, the new Modern Studio Parsons Dining Sets star trend-forward styles in compact silhouettes. POLYWOOD brought this iconic table to the great outdoors, where the generous surface space and legroom welcome everything from WFH (work from home) hours to charcuterie spreads and drinks after dark. Built with genuine POLYWOOD lumber, you’ll love yours for life. Contact: (855) 935-5550 or www.polywood.com.

Circle Reader Service No. 148

New Milliken Collection Featuring Non-PFAS Finish

Uncover fresh inspiration while fearlessly pushing the boundaries of design and performance with the Milliken Outer Realm fabric collection. Featuring 14 distinctive decorative patterns, this collection is designed to be fade-resistant and, with a non-PFAS water repellant finish, this environmentally friendly alternative is crafted with the whole family’s well-being in mind. Outer Realm offers a stylish path running just outside of your comfort zone. Discover more at outdoor.milliken.com.

Circle Reader Service No. 149

Valor H6 Gas Fireplace

The popular Valor H6 gas fireplace has been upgraded for 2023 with a new burner system and improved birch, driftwood, and traditional log sets.

The log sets combined with the V-Class burner offer a richly hued, radiant glow. Additionally, propane engines benefit from the new design, providing a much more consistent and vibrant fire. Installers will appreciate the improved access to the air shutter, making setup quick and easy. Contact: (800) 468-2567 or www.valorfireplaces.com.

Circle Reader Service No. 151

HALO Elite4B Outdoor Gas Griddle with Cart

The HALO Elite4B sets a new bar for outdoor gas griddles. Boasting a unique 4-burner, 8-zone system, the Elite4B adapts to your cooking needs. Warm up in 10 minutes, reach a temperature range of 300°F to 750°, and enjoy a 720square-inch inset griddle with wall-to-wall heat distribution with cold spot elimination. Call (630) 241-0506 or email sales@fandcdistributors.com for more information.

Circle Reader Service No. 152

Varia B-120h

The Varia B-120h with a door of 48” x 27” is one of the largest fireplaces in the North American market. It has two elevating doors: One in glass for closed burning and the other as a mash for open burning. Customers can obtain “The Dragon” for large living rooms. This will be available in the U.S. and Canada beginning in June. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 004915222644162.

Circle Reader Service No. 150

Soho Textured Stripe–Black Outdoor Rug

For 2023, Treasure Garden is introducing the new Soho Textured Stripe-Black outdoor rug. This modernly designed rug with shades of black and vanilla weaves into a classic stripe design that complements various furniture styles and frame finishes. Constructed of 100% polypropylene multi-ply cabled heat-set yards, the Soho Textured Stripe–Black outdoor rug offers a luxurious feel with excellent durability. Contact: (626) 814-0168 or www.treasuregarden.com.

Circle Reader Service No. 153

New Ventura Collection by Gensun

Ventura is a streamlined transitional design with a unique use of materials. The collection features a natural look synthetic wicker handwoven onto an extruded aluminum frame and teak finished aluminum arms that give the warm look of wood without the maintenance. Contact: (866) 964-4468 or visit www.gensuncasual.com.

Circle Reader Service No. 154

Smokin’ Ugly Accessories

Sunbrella Shade Collection

The new Sunbrella Shade Collection consists of nearly 250 styles, including 17 new additions that pair soothing colors with dynamic neutrals and tactile textures to elevate outdoor spaces. Fade-resistant and proven to block up to 99.9% of harmful UV rays, Sunbrella shade fabrics provide lasting beauty and protection.

The updated collection is now available on the Sunbrella Shade Studio, which allows users to virtually create and envision a Sunbrella fabric awning in their space. Contact: www.sunbrella.com.

Circle Reader Service No. 155

Is versatility limiting your smoking experience? With Weber Knapp’s innovative technology and one-of-a-kind designs, there is very little you can’t do! Some of the must-haves include spring-assisted hinges, latch handles, charcoal baskets and chutes, inlet and exhaust vents, grill grates, and pizza oven smoker kits. Whether you are a seasoned professional or just starting out, Smokin’ Ugly by Weber Knapp has the accessories and kits you need to take your smoker to the next level. Contact: (800) 828-9254 or www.weberknapp.com.

Circle Reader Service No. 156

Tall Vector

Napoleon’s latest premium linear gas fireplace, the Tall Vector, is an exciting and innovative addition, providing competitive pricing and excellent margins. It boasts an extensive viewing area, impressive media choices, and optional heat management systems, making it perfect for consumers who want a “wow factor” and commercial-style design bids. Additionally, the Tall Vector’s elevated flame height and low BTU ensure a more efficient heating solution! Contact: (866) 820-8686 or visit www.napoleon.com.

Circle Reader Service No. 157

American Fyre Designs Legend Firetable

Handcrafted in the USA from durable glass fiber reinforced concrete, the American Fyre Designs (AFD) Legend Firetable offers a generous 5’x3’ surface area surrounding a 36” linear stainless steel burner. Available in coffee table height and in a wide variety of AFD finishes and colors, the Legend firetable is offered with a manual flame sensing control system or a FyreStarter electronic ignition featuring Bluetooth control from a smartphone. Fuel options include natural gas or propane. Contact: (800) 3323973 or www.americanfyredesigns.com.

Circle Reader Service No. 159

SHADE

PRODUCTS & CUSHIONS FOR EVERY LOCATION, BUDGET

AND DESIGN

866.667.8668 fiberbuiltumbrellas.com

BUILT FOR COMFORT. BUILT TO LAST.

Circle Reader Service No. 75

Shademaker Aurora Base

For 2023, Treasure Garden is introducing the new Aurora base under the Shademaker collection. The Aurora is a 100-pound cast aluminum market base with wheels, made for hospitality and residential applications. With its simplistic round design and ease of use, the Aurora base complements any market umbrella in a variety of outdoor spaces. Contact: (626) 338-8810 or www.shademaker.com.

Circle Reader Service No. 160

Porch Swing

Swing into 2023 with this Porch Swing. You’ll find yourself wanting to enjoy your morning coffee or evening beverage from the ultra-comfortable design of the Porch Swing. Build up the back with plush back pillows or an exciting assortment of throw pillows—the choice is yours! Contact: (518) 642-1100 or www.telescopecasual.com.

Circle Reader Service No. 161

New Fire Magic Electric Grill Series

The new Fire Magic Electric Grill series combines the luxury, performance, and durability Fire Magic is known for with innovative sustainable technology to deliver a premium electric grilling experience. Available in two sizes, the full-size, 240-volt, built-in unit boasts a large 31”x16” cooking surface with patented Diamond Sear cooking grids. With a preheat time of less than 15 minutes, the Fire Magic Electric Grill is powered by an advanced heat system featuring dual thermostatic control and a temperature range of up to 700°F for perfect searing. Crafted from 304 stainless steel and highlighted with a large ceramic glass window, the grill’s sleek, black glass touch control panel with Bluetooth technology enables control from a smartphone. Available in Summer 2023. Contact: (800) 332-3973 or www.firemagicgrills.com.

Circle Reader Service No. 162

Valor G3 Gas Fireplace Insert

The Valor G3 was first introduced in 1991 and has been exceeding customer expectations ever since. A new premium G3 is now available, introducing a new era of design and performance. The premium G3 boasts a V-Class burner with three new log sets that mirror the G4 and G3.5 insert programs. The V-Class burner provides a full, rich fire while matching the radiant and convective heat output and efficiency that you’ve come to love. Contact: (800) 468-2567 or www.valorfireplaces.com.

Circle Reader Service No. 163

Venture Series Umbrella

The Venture Series

ALTO908 by California Umbrella, shown with a silver anodized frame and Sunbrella fabric in Cabana Classic, provides shade and comfort to any commercial setting. With its heavy-duty construction and simplistic operating

system, it will allow for years of performance without breaking the bank. Choose from over 48 Sunbrella colors to match the look and feel of your entertainment venue. Visit www.marchproducts.com to discover more.

Circle Reader Service No. 164

Milliken Two Tone Outdoor Fabrics

With Milliken Two Tone outdoor fabrics, embrace a quiet classicism featuring slender contrasting stripes available in a range of seven calming color combinations. As part of the Outer Realm collection, these fabrics are designed to deliver many years of enjoyment made with durable 100% solution-dyed acrylic fibers and backed by a five-year limited warranty. Visit outdoor.milliken.com to see the full offering.

Circle Reader Service No. 165

Le Griddle

For tailgating, backyard parties, or meals for the family, Le Griddle is the perfect product for all of your customers’ outdoor cooking needs. Why not join the fastest-growing product category in the outdoor cooking area? The best outdoor grill isn’t a grill at all!

Contact: (800) 833-5998 or www.legriddleus.com.

Circle Reader Service No. 166

SunStar Glass from AEI Corporation

The SunStar Glass is a wind and rain resistant patio heater developed to warm a variety of hardto-heat areas and extend the use of outside areas. The SunStar Glass is ideal for restaurant patios, outdoor entertainment, and dining areas as well as residential patios and porches. The SunStar offers two heat settings and can operate on a powerful 35,000 BTU on colder days or a softer 24,000 BTU on milder days.

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

Circle Reader Service No. 167

Sienna Sling

Sienna Sling by Windward combines modern lines and angles with premium fabrics that add eye-catching sophisticated style to any outdoor space. Ultra-durable marine grade polymer provides a long-lasting foundation for luxurious weather resistant fabrics in rich colors and bold patterns. Designed to make a statement, built to last, and handcrafted in the USA. Contact: (941) 213-5869 or visit www.windwarddesigngroup.com.

Circle Reader Service No. 168

Regency Ei29 Electric Insert

Introducing the first-ever electric insert from Regency. The Ei29 puts choice at the forefront while maximizing style, design, and installation flexibility. Featuring a highdefinition, 3D-layered log set complete with charcoal logs, embers, and grate, and mix-and-match accessories inspired by Regency’s gas insert lineup. Choose from two voltage options and experience unmatched realism with pulsing fuel bed lighting and dynamic LED display.

Contact: (800) 442-7432 or www.regency-fire.com.

Circle Reader Service No. 169

SunTex Exterior Solar Shade Fabric

A popular choice for use in retractable patio shading systems, SunTex 80 fabrics by Phifer block

up to 80% of the sun’s UV rays while delivering insect protection and daytime privacy. Available in six neutral colors, SunTex 80 is infused with Microban antimicrobial protection and includes a 10-year limited warranty. Contact: (800) 221-5497 or www.phifer.com.

Circle Reader Service No. 170

Market Umbrellas

FiberBuilt’s budget friendly Market Umbrellas offer the design flexibility needed for all types of residential applications. With three lift options, a sturdy 1.5” diameter pole, and a push button tilt option, this collection suits in-table and freestanding use. Available in three finish colors, sizes from 7.5’ to 11’ octagonal, and hundreds of solution-dyed acrylic fabrics. Quality components include flexible fiberglass ribs and a commercial-grade crank. The canopy can be customized with alternating fabrics, scalloped valance, and double vent to complement each outdoor room. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

Circle Reader Service No. 171

Dolce Collection

Woven of 100% fiber-enhanced Courtron polypropylene with polyester accents, the Dolce Collection by Couristan is mold and mildew resistant to provide long-lasting performance in open-air living spaces where water and moisture are prevalent. Finished with a UV stabilization process, each of the colors used in Dolce are locked-in to retain their rich liveliness in spite of regular exposure to sun and other weather elements. The structured tapestry construction of this collection adds to its durability and versatility. Contact: (800) 223-6186 or visit www.couristan.com.

Circle Reader Service No. 172

Propane Patio Heater

This Propane Patio Heater is the perfect outdoor dining solution! Equipped with convenient electronic ignition, fueled by a standard 20-lb. propane tank (not included), the burner produces 46,000 BTU. This item can be used as a free-standing product or under several of Telescope Casual’s dining, balcony, and bar height tables. Only from Telescope Casual! Contact: (518) 642-1100 or www.telescopecasual.com.

Circle Reader Service No. 173

Dolce Collection

Woven of 100% fiber-enhanced Courtron polypropylene with polyester accents, the Dolce Collection by Couristan is mold and mildew resistant to provide long-lasting performance in open-air living spaces where water and moisture are prevalent. Finished with a UV stabilization process, each of the colors (Parquet/Mocha, pictured) used in Dolce are locked-in to retain their rich liveliness in spite of regular exposure to sun and other weather elements. The structured tapestry construction of this collection adds to its durability and versatility.

Contact: (800) 223-6186 or www.couristan.com.

Circle Reader Service No. 174

problems with proprietary technology that allows them to reach the same high temperatures as gas.

“We see the electric grill as a really desirable consumer product. It’s a good natural alternative to gas and pellet grills,” Scott says. “A lot of consumers have told us they want to avoid filling propane tanks, or they don’t have access to a gas line.”

And as consumers become more comfortable with electric cars, he believes that will transfer to other outdoor products such as grills, although Napoleon’s models are plug-and-play and don’t require a charger. “It’s a category with really good growth potential,” Scott says.

ELECTRIC FIREPLACES

With Napoleon’s fireplace business, electric models are also a hot category—no pun intended—because of their versatility and advanced technology that often includes internet-based controls that allow the unit to be operated from a mobile device with an app. “You get the benefit of the ambiance with electric, but also warmth when you need it,” Scott says. “Electric also allows you to easily install it virtually anywhere in the home, even in places where you may not be able to put a gas unit.”

And “anywhere in the home” includes rooms where a homeowner wouldn’t traditionally think of installing a fireplace, such as a bathroom or mounted on a wall like a piece of artwork. “More than ever, we’re seeing architects and designers building (electric fireplaces) into different spaces around the house,” he says. “Consumers

Metro Sling Deep Seating

Metro Sling

Deep Seating takes the sleek styling of the original Metro Sling Dining and builds upon it with larger seats and a more relaxed position for enhanced comfort. Handcrafted in the USA from fully welded, reinforced aluminum frames and beautiful weather resistant fabrics, Metro Sling Deep Seating enriches any outdoor space with long-lasting luxury. Contact: (941) 213-5869 or www.windwarddesigngroup.com.

Circle Reader Service No. 175

RCS

“Made in America” is what your customers deserve in their grill. The new American Renaissance Grills are made of high-quality materials, packed with features, and yet still offer great value for your customers (and a terrific margin for you). Contact: (800) 833-5998 or www.rcsgasgrills.com.

Circle Reader Service No. 176

tell us that the presence of a fireplace is calming and relaxing … and that’s where electric plays a key role.”

A key product launch in 2023 is the company’s Stylus Cara Elite, an internet-connected electric fireplace that is voice activated and controlled through a phone app. “It has very modern styling, and it adds warmth and ambiance without having to physically touch it,” Scott says.

But he emphasizes that the recent growth in electric fireplace sales has not come at the expense of gas fireplaces. That category also is showing “really strong growth” that is due largely to design and technology improvements that give gas models a look that’s very similar to wood fireplaces. “Features such as realistic logs and real flames create design options that are more appealing,” Scott says. “Demand is not slowing down.”

He says linear designs are growing in popularity as consumers follow design trends they’re seeing with flatscreen televisions, which are getting wider and wider as screen sizes soar. “The wider fireplaces have been growing at a similar rate as TVs,” Scott says. “It’s really nice if you can match the width of your TV with the width of your fireplace. It’s a great design look.”

Many linear gas and electric models are available in several widths, and most can be recessed into the wall for an ultra-modern look. That’s an especially popular feature when the fireplace is installed immediately below or above a TV, he explains.

For 2023, however, Napoleon is launching a lineup

of traditional-looking gas fireplaces called the Elevation series. Scott says the new models have a deep firebox, a large viewing area, and realistic logs that deliver an impressive fire display. “We think this will be especially popular in homes with more traditional designs,” he says. “It offers lots of warmth and ambiance because of its large viewing area.”

Although not new in 2023, the company also has two gas models specifically designed for outdoor use, and they’re made from the same stainless steel that is used in its grills. Scott notes that outdoor fireplaces allow homeowners to extend their outdoor living season and will withstand all types of weather conditions. Plus, they’re easy to maintain and deliver an instant boost in ambiance.

PRODUCT INNOVATION NAPOLEON continued from page 46

Elevation Series Direct Vent Gas Fireplace

ENVIRONMENTAL LEADER

Long a leader in environmental sustainability, Milliken proactively eliminated PFAS-containing materials from all its textile finishes and fiber products at the end of 2022. This significant development is a direct result of Milliken’s diverse community of people committed to turning challenges into solutions, and an incredible research and development team that is continuously looking to solve the industry’s next challenge, Bagwell says.

According to the U.S. Environmental Protection Agency, PFAS are widely used and long-lasting chemicals in which their components break down very slowly over time. Due to widespread use and persistence in the environment, many PFAS are found in the blood of people and animals all over the world, and are present at low levels in a variety of food products and in the environment.

PFAS are found in water, air, fish, and soil at locations across the nation and the globe. Scientific studies have shown that exposure to some PFAS in the environment may be linked to harmful health effects in humans and animals. There are thousands of PFAS chemicals, and they are found in many different consumer, commercial, and industrial products. Furthermore, many states have now banned products containing PFAS, also known as “forever chemicals.”

“Our non-PFAS performance finish fabrics are a sig-

nificant differentiator that we bring to the market. This is a major step forward in our sustainability journey, and we are looking forward to continuing to build on this with future product developments,” Bagwell says. Sustainability is critical to everything Milliken does, from evaluating manufacturing processes to making product development decisions, he adds.

For Milliken, taking the lead in sustainability translates into several initiatives including being one of the first companies dedicated to net-zero targets by 2050. Last year, Milliken announced its science-based netzero targets, which have been approved by the U.N.backed Science Based Targets initiative (SBTi). SBTi is a collective of international organizations dedicated to helping companies set emission reduction targets consistent with climate science and the Paris Agreement. Milliken is one of 50 companies and four manufacturers globally to achieve science-based net-zero targets.

In addition, Bagwell says, environmental leadership also means being intentional about investing in technology, making hard product decisions, such as removing PFAS from all textiles, and participating in industrywide platforms for change. As such, Milliken is a member of the U.S. Steering Committee for Accelerating Circularity—a nonprofit organization that creates new supply chains and business models to turn textile waste into mainstream raw materials.

As committed as Milliken is to producing products

with minimal negative impact to the environment, Bagwell adds, “We understand that if we are going to move forward as an industry, it’s going to take commitment from everyone along the value chain.”

The décor team is part of a diverse manufacturing and materials science company with applications across the textile, specialty chemical, flooring, and health care businesses. Bagwell emphasizes that the textile business at Milliken specifically approaches fabrics as technology, and the company holds more than 3,200 textile-related patents. “We focus on specializing in textiles with the best performance, protection, comfort, and style.”

As a business, Milliken & Company employs more than 4,000 associates and operates 26 manufacturing facilities across the globe. “When we say our industry expertise is vast, we truly mean it,” he says. “One of our greatest strengths as a supplier to the outdoor performance fabric segment is our rich history in the textile industry.”

Leaving a positive impact on the world for generations to come is a core value for Milliken, Bagwell says. As a global sustainability leader, Milliken plans to take the same approach with its outdoor performance lines as it does with its other product lines. “We intend to be the sustainability and design leader when it comes to outdoor fabrics by harnessing over 155 years of textile knowledge, and research and development excellence.”

The fabric you love just learned a new trick.

DESIGN INTRODUCTIONS

For 2023, introductions highlight Bernhardt’s focus on motion and outdoor dining product categories as well as new constructions and finishes. While more woven outdoor wickers and ropes are finding their way into Bernhardt Exteriors’ designs, plush cushioning also continues to be a focus. Lighter and warmer finishes are being incorporated into all constructions with function, movement, and experience creation as important factors.

“We feel that the motion and outdoor dining product categories have a lot of potential for continuing expansion,” Pilgrim says. “People love seating that moves, so it’s no surprise that many of our swivel chairs are bestsellers. The outdoor dining category, as well, has great potential for growth for us. Consumers love options—whether it’s gathering at a table together for a meal or sitting around their outdoor bars and kitchens, the opportunity for those who offer unique design in the dining category is significant.”

The Bernhardt Exteriors team plans to introduce approximately 50 new products into the marketplace this season. Motion is captured among many of the stylish and sophisticated designs being presented. The new Vero Swivel Chair is based on one of Bernhardt Interiors’ most popular swivel chairs. Constructed, however, for life in the outdoors, the upholstered Vero design not only features dramatic cutouts and contrasting welting for its polished look, but the construction materials are all designed to withstand the outdoor elements.

Uniquely comfortable, the Capella Swivel Daybed also delivers motion this season on a plush and state-

INSIGHT BRITISH FIRES

ment-making grand scale. With a generously proportioned round daybed design, the Capella takes on the look and purpose of an oasis of comfort while offering smooth motion. With a 360-degree rotation, the Capella allows the homeowner or resort guest to follow the sun whenever relaxing outside. Oversized designer throw cushions rest against a decorative woven back and side support completing what could be considered an island of comfort.

Additional movement and an open designer styling are found in the Bali collection’s swivel chairs. Described as “a masterpiece of expert craftsmanship,” the design evokes images of the tropics possibly as a result of the designers’ travel inspirations. The flat rope weave construction is featured with circular patterning all supported by an aluminum swivel mechanism concealed within the chair’s base.

Uniquely designed with geometric planes, angles, and plenty of drama, Bernhardt Exteriors’ Origami chairs showcase a cocoon-like sitting experience dressed in a long-lasting, all-weather wicker construction. As one of many statement-making pieces in the 2023 collection, the Origami tastefully spans the indoor-outdoor look the Bernhardt design team excels at creating.

From the dramatic dining table offerings noted by Pilgrim, the Madura infuses outdoor spaces with “a fresh energy of organic elements.” Crafted from carbonized sliced teak, the round top of this contemporary table fea-

continued from page 50

This innovative company isn’t stopping there, though.

“We are also launching our very well-engineered Bramshaw Electric Stove, which offers a great alternative to gas and wood-burning stoves,” Athay says. “The Bramshaw offers a three-sided view with three different setup configurations that efficiently warms up any room. The Bramshaw stove takes inspiration from the Scandinavian region with its tall appearance and panoramic viewing windows. The stove will be offered with three base options to choose from and an imitation flue pipe for the complete authentic look.”

Athay explains that product displays in stores and at events such as the HPBExpo are essential, especially when introducing new products. “You really need to see the New Forest in person to appreciate the quality and features of the product,” he says.

Retailers feel confident investing in lifestyle displays because these fireplaces are sold exclusively through a network of independent fireplace retailers, so they have the security of being part of a singular channel to the market. “We have noticed the dealers who have a finished display of either the New Forest 48” or 63” sell much more than those who do not have a properly finished display,” Athay says. “Realizing the results of having a proper display, there are incentives made available for dealers to do so.”

As British Fires innovates new products, it pays close

attention to global markets, giving it the ability to be at the forefront of trends in North America. It can access information from around the world to see emerging trends and opportunities for products that may not yet be available to North American consumers.

“This is very positive and gives us confidence to continue to proceed to develop and deliver new looks and technologies,” Athay says. “The category for higher quality, feature-rich, electric fireplaces has grown significantly in the past couple of years in North America—a trend that we have seen in other parts of the world earlier.”

This ability allows British Fires to be bold with its designs, anticipating future demand in the North American market. Its manufacturing capabilities also make the company nimble, which is very helpful in weathering unpredictable events or market shifts. As a manufacturer, British Fires was classified as “essential” when the pandemic peaked, so it was not restricted or forced to shut down production.

“Safe working distances were adopted in our manufacturing facilities, and we were still able to help keep people warm by delivering heating appliances to our customers both nationally and internationally,” Athay says.

Athay notes that The New Forest electric fires became even more desirable as people spent more time at home and desired a beautiful focal point in

tures uniquely shaped pieces that fit together much like a puzzle. The process provides enhanced durability yet with a rustic look. To complement the table, a modern barrel seat choice is the sophisticated Santa Cruz armed dining chair. With an all-weather soft knit sock weave swapped around an aluminum frame, the chairs are comfortable and made for alfresco dining.

Designer side and occasional table introductions include sleek organic drum shapes of cast glass-reinforced concrete to sculptural hourglass stonecast designs. New finish colorations boast softer natural hues and shades of grays.

DESIGN PURPOSE

“From the very first season that we launched, we have continued to work with our partners on creating new woven concepts, finishes, material combinations, and other concepts,” Pilgrim says. “All with the goal to bring a fresh perspective to outdoor living and exciting new design options for the outdoor consumer. We continue to make our look an extension of the interior, built to live in the outdoors.”

their living area that also provided valuable heat. “The Fireplace Media Wall has become the most popular living room transformation for decades,” Athay says. “It eliminates unsightly plugs and cables, which accompany a traditional television installation and has huge space-saving benefits for the living room. With the improvement in the quality, realism, look, and technology of the products, their demand will only increase.”

People may have traditionally selected an electric fireplace for convenience, portability, and efficiency, but an increasingly sophisticated, technologically advanced design has elevated interest in this product even more. “Being electric, they provide a very cost-effective solution to a Fireplace Media Wall and can produce the flame effect without heat, making these very desirable products year-round.”

British Fires plans to continue to add to its New Forest range of products as it sees demand for not only these models increasing, but the entire electric fireplaces sector. As with all of its product developments, the company will remain committed to its main goal—uncompromising quality. “Our designers and research and development teams are busy designing, developing, and engineering an expanded range of New Forest Fires in the British Fires range based upon feedback from retailers and consumers alike.”

Milos cocktail table

invest in additional living space.

“Inventory adjustments within the industry should now be aligned with demand, and Warming Trends sales have started off consistent with forecasts,” she says. “Based on conversations with key customers and comments from economic experts, we are optimistic that 2023 will be a strong year for Warming Trends and our partners.”

According to Flaherty, two other features that should help drive sales are a fitting that stops water

from reaching the gas line, and an automatic ignition system that requires no on-site electrical work and is compatible with select CrossFire burners up to 240,000 BTU.

The automatic ignition system, known as Mercury, was developed in partnership with Catalyst Electronics, and is aimed at the middle of the market.

“While assessing existing industry offerings, we found a gap in the heart of the market—a reasonably priced automatic ignition for systems under 300,000 BTU,” Flaherty said. “With an outstanding BTU output, no electricity needs, and a relatively low price of $729, we’re finding great interest in Mercury as a cost-effective way to optimize burner performance and safety.”

Also helping optimize burner performance is their patent-pending fitting appropriately called WaterStop

that prevents water from reaching the gas line. It is not uncommon for any outdoor burner system to be exposed to water. In extreme conditions, water can collect in the gas line and damage the electronics.

“To eliminate this risk, we developed the patentpending WaterStop fitting for our burner systems,” she says. “Simply put, WaterStop does what its name says—it stops water from reaching the gas line, thereby protecting the ignition and gas line below. We see this as an important addition to the market, providing innovation and protection for our customers’ investment.”

As the company continues to focus on developing products to deliver outstanding value and customer satisfaction, Warming Trends is looking forward to a bright future.

everything the Pit Boss pellet grills offer.

In addition to the favorite Pit Boss Grills, Dansons also boasts its Louisiana Grills product line, which includes products that offer an elite outdoor cooking experience for consumers. In fact, Louisiana Grills recently announced a new partnership with BBQ Hall of Famer and celebrity chef Ray Lampe, also known as Dr. BBQ.

For smoker aficionados, Dansons also features Country Smokers, as well as AMaze-N Smokers, both of which offer a high-quality smoker experience for grilling enthusiasts.

A CONCERTED EFFORT

The Dansons team’s ultimate goal is to provide superior customer experience across all of its product lines, reminiscent of the customer service that Dan Thiessen envisioned when he founded his company 24 years ago.

“We must give credit to our outstanding Customer Care team, which has been recognized as a top performer in responding to customer concerns and getting them back to grilling as quickly as possible,” Thiessen says. “We’re still a family company with family values. We feel very blessed by

the many answered prayers to get us to this position. We have an extremely talented team that works together to ensure consumers have the best grilling experience possible.”

To further connect with customers, Dansons offers a unique program that gives back to first responders, and servicemen and women. This program was initiated by Dan Thiessen, the founder of the company. The goal of the program, called Pit Boss Heroes, is to say “thank you” and show the company’s appreciation by offering a 25% HERO discount to eligible past or current first responders, servicemen and women in the U.S. and Canada.

“We are so thankful for these heroes who lay their lives on the line to protect us daily,” Thiessen says. “We feel blessed that we can offer this program to show our appreciation.”

Throughout the company’s longstanding history, Dansons has earned accolades aplenty for many of its products. Recently, Dansons products were recognized with top honors by the grilling industry, specifically in Popular Mechanics 2021 Home Awards, and the Home Improvement Executive 2021 Gold Innovation Awards. The Copperhead 5-Series Vertical Smoker from Pit

Boss Grills earned the “best pellet smoker” award from Popular Mechanics, while Home Improvement Executive honored Dansons with the Gold Innovation Awards for the company’s vertical smokers and wood pellet grills.

LOOKING AHEAD

Like everyone, Dansons felt the strain of the pandemic and all of the challenges that resulted from the supply chain issues and changing dynamics of the retail industry in 2021 and into 2022. However, they’re seeing some

relief with port congestion declining and an increase in shipping availability. “Innovation is what we strive for at Pit Boss,” Thiessen says. “We will continue to introduce new technology as we work to provide the best possible outdoor cooking experience. Pellet grills and smokers are here to stay and will likely continue to gain market share. As for what’s to come, keep an eye out for our new battery-powered portable units that will hit shelves later this year. We’re also offering some units with touchscreen LCD controllers as well.”

Warming Trends WaterStop Fitting

LAST WORD DANSONS continued from page 54

A user-friendly pellet hopper makes it easy to fire up a Pit Boss grill.

“ With an outstanding BTU output, no electricity needs, and a relatively low price of $729, we’re finding great interest in Mercury as a cost-effective way to optimize burner performance and safety.”

PROFILES DIRECTORY

Advertiser

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 VOL. 18, NO. 2 © 2023 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 500, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.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.