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SU N B R E L L A .CO M Circle Reader Service No. 2
Circle Reader Service No. 3
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CONTENTS
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M A R C H / A P R I L 2 0 1 8 • VO L U M E 1 3 , N U M B E R 2
FE AT U R E S
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GUEST EDITORIAL – WE ARE ALL IN THIS TOGETHER The chair of the International Casual Furnishings Association (ICFA) provides a recap of the ICFA Educational Conference and the organization’s plans. By Terri Lee Rogers
18 26 30 34
52 53
SPOTLIGHT – TAKE COVER Protective shade coverings provide a fashionable aesthetic while offering shelter from the sun. By Greg Thompson
MARKETING MANEUVERS – LABOR OF LOVE A small-town retailer prospers after launching a storewide rebranding campaign. By Sharon Sanders
HEARTH RETAILER – BUILT TO LAST After three decades in business, The Warm Hearth remains profitable by extending its personalized, small-business mindset to customers. By Maura Keller
54 56
44 48
SHOWROOM SHOWCASE – FURNITURE PIONEERS
AS I SEE IT – BACKYARD REDUX The Outdoor GreatRoom Company excels at creating designs that add sizzle to patios and porches. By Sharon Sanders
LAST WORD – MODERN MAGNIFIQUE Les Jardins’ upscale contemporary designs transform boring backyards into cheerful, inviting outdoor rooms. By Kimberly Rodgers
I N E V E RY I S S U E
MY TURN – OBJECTS OF DESIRE
6 10 58 62
A DEAD SHARK EDITOR’S MESSAGE INDUSTRY NEWS Edited by Kris Kyes
HPBEXPO ROUNDUP WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW
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Stylish and innovative, Gensun’s collections take luxury to the next level. By Maura Keller
PRODUCT INNOVATION – HEARTH SOLUTIONS Customer input plays a vital role in product development at Empire. By Kimberly Rodgers
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SHOP TALK – THE BIG PIVOT An outdoor-grilling retailer shares his reasons for adopting a new business model. By Ryan Bloom
OUTDOOR GRILLING – SO HOT Never afraid to innovate, the owner of Southern Grillin’ plans to add a restaurant to his business.
A respected indoor-furniture store finds that there’s money to be made in the outdoor sector. By Kimberly Rodgers
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INSIGHT – FIRST CLASS Olympia is much admired for its superior chimney liners and hearth-venting products, as well as for its strong relationships with dealers and end users. By Cherise Forno
By Cheryl Dangel Bartolini
38
INSIGHT – INSPIRED BY DESIGN The unique European styling of Wittus stoves and fireplaces appeals to consumers seeking contemporary pieces. By Cherise Forno
CORPORATE PROFILE – DESIGN SAVVY Brown Jordan’s iconic designs have established outdoor-living trends since 1945. By Sharon Sanders
64 86 86
PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX ON THE COVER: Brown Jordan | www.brownjordan.com Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport
4 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2018
Circle Reader Service No. 5
EDITOR’S MESSAGE
A Dead Shark I
f a business isn’t evolving, innovating, growing, or reinventing, it is in danger of failing. In many ways, a business is like a relationship. As Alvy Singer (in “Annie Hall”) expounds, “A relationship, I think, is like a shark. It has to constantly move forward or it dies. And I think what we got on our hands is a dead shark.” The latest dead shark in the world of retail is Toys “R” Us. After 70 years of business, the company announced in February that it was closing its doors. Retailers in all industries struggle to compete in
purchased my daughter’s Cabbage Patch doll in 1988 or my son’s Pokémon Game Boy in 1996. The company never altered its sterile, warehouse atmosphere, with long aisles and shelves stacked stories high with toys and gadgets. It never focused on customer service and was known for an inventory in constant disarray—and a scarcity of employees to help customers locate specific toys. Although mi llennials and genXers might have fond memories of Toys “R” Us, many of their parents do not. As Toys “R” Us
change to maintain powerful, lasting connections with customers. This issue’s featured outdoorgrilling retailer, Southern Grillin’ (page 34), is the perfect example of a forward-thinking company that has been successful by identifying and exceeding customers’ changing expectations. Customers knew that Eric Jimenez, owner of Southern Grillin’, had experience as a pit master at a local restaurant in Florida, so they enc ouraged him to add food service to his business. Now, he’s working hard to add
customers that your business is not stuck in the past. “We learned that every time we do something new, it gives people something to buzz about,” she says. Seizing new opportunities can also result in increased sales and profit. Parker – Furniture & Design, a well-established Portland, Oregon, indoor-furniture retailer (Showroom Showcase, page 38), received an unexpected gift when a local patio store closed its doors, two years ago. Parker – Furniture & Design acquired its lines and quickly learned the ins and outs of
“THE STRONGEST RETAILERS IN OUR INDUSTRY ARE THOSE THAT EMBRACE CHANGE TO MAINTAIN POWERFUL, LASTING CONNECTIONS WITH CUSTOMERS.”
the internet era, but in the case of Toys “R” Us, its failure can’t be blamed solely on the internet. The company was saddled with billions of dollars of debt, which made it impossible to invest in its stores. If you had walked into a Toys “R” Us in 2018, it would have looked no dif ferent than when I
closes shop, many independent local toy stores are prospering because they are able to offer personalized shopping services and products that appeal to both kids and their parents. There is a lesson for us in this example. The strongest retailers in our industry are those that embrace
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takeout barbecue to his range of offerings. Jimenez explains, “Whatever we cook in the restaurant, you can find in the store, so you can recreate it at home.” This strategy of offering fragrant, lipsmacking barbecue on the store premises takes the conventional grill demo to a whole new level. In a similar way, the store owners of Out door Rooms by Design conducted a storewide rebranding campaign in 2015, boosting the bottom line for the small-town Missouri retailer (Marketing Maneuvers, page 26). In addition to a new logo, signage, website, and marketing materials, they also gave the showroom a new look—including visuals that depict outdoor living at its best. According to Sharon Renyer, owner, store rebranding every 10 years is e ssential because it shows
the outdoor-furniture category. Outdoor furniture and accessories now represent 25% of the retailer’s offerings, and the new and expanded store is even stronger financially than it was before the change was implemented. Fueled by technology and increased competition, sho pping is evolving in ways that couldn’t have been anticipated even a few years ago. Retailers who can keep up, remain flexible, and use tools and resources to meet customers’ needs, however, will be rewarded with even more customers and greater sales in the months and years ahead. Don’t become a dead shark. Embrace change: Move forward, and you’ll never be left behind. Carol Daus cdauswrite@socal.rr.com
Circle Reader Service No. 7
GUEST EDITORIAL
PUBLISHER
By Terri Lee Rogers
Tony Ramos tramos@peninsula-media.com EDITOR
WE ARE ALL IN THIS TOGETHER
Carol Daus cdauswrite@socal.rr.com ART DIRECTOR
I never imagined that I would be the first woman to chair the International Casual Furnishings Association (ICFA), and it is an unbelievable honor and privilege. My goal is to bring our close-knit industry even closer. I grew up in this wonderful industry of ours and have seen a lot of changes, over the years. OW Lee is a family-owned and -operated business that was started by my grandfather in 1947 in Pasadena, California. My parents worked tirelessly to maintain the business through the 1970s and 1980s—and now, I am managing the business, along with my brother-in-law and my children. My one hope is that I can honor the opportu-
Terri Lee Rogers
nities given to me by my grandparents and parents by paying them forward to future generations. The evolution of the products we now offer and the retail experience have been incredible. As manufacturers and retailers in this ever-changing environment, staying special is a challenge we all face. This is where ICFA can bring us all together to ensure the health and success of every aspect of our businesses. In January, I was lucky enough to attend Navigating the Future: The ICFA Educational Conference 2018, held in Fort Lauderdale, Florida. While the weather could have been a little more cooperative for this second annual event, it became increasingly clear that it is the people who attend the conference who make it amazing.
All the retailers I talked to were literally taken aback at the quality of the content and the relevance of the topics to their own unique businesses. A retailer from St. George, Utah, who attended the conference tells me that it was literally a life-changing experience in how he retails, especially after he read the book “Reengineering Retail” (Figure 1 Publishing, 2017) by Doug Stephens and Joseph Pine; Stephens was also a keynote speaker at the conference. The book was generously donated by Castelle (Fort Lauderdale) as a gift to the attendees. This gift of knowledge—given to retailers, representatives, suppliers, and even competing manufacturers—tells them how to keep ahead of behemoth online retailers. I have just started reading this book, and I look forward to learning more. The ICFA Educational Conference, ICFA meetings and networking events, and our trade shows are opportunities to work together to achieve great things. Retailing is hard work, and retailers need to be willing to share success stories of what works for them. Karen Galindo, owner of Outside in Style (with three locations in Austin and San Antonio, Texas), generously shared with the group her experiences on how retail is changing, along with what she has done to keep the new retail customer engaged and excited about buying luxury patio furniture. She stressed the importance of cohesive sales training (with a consistent brand message from the manufacturers and the sales representatives) and of keeping the sales message relevant, engaging, and informative. Galindo has more than 30 years of experience as a successful retailer, and she was willing to share her knowledge with her competitors for free. Galindo and Castelle are two examples of how generous, passionate, and supportive we are, as an industry. I felt a lot of optimism for 2018 in the meeting rooms at the conference. Specialty retailers do have changes that they must embrace to remain effective retailers in 2018 and beyond. I give kudos to the retailers, sales representatives, manufacturers, and suppliers who attend and support ICFA events and conferences. Then there are the social events. Well, let’s just say that we know how to have a good time. My vision, as ICFA’s chair, is to strengthen the industry in every way possible. We are lucky to be selling the outdoor-living lifestyle. Let’s have some fun and work together to make the outdoor-furnishings industry special, unique, and sought after by every generation.
Cassandra Estes cassestes1968@gmail.com ASSOCIATE EDITOR Kris Kyes STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos
CORPORATE OFFICE Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 Fax (310) 792-7449 www.patioandhearthproductsreport.com
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Terri Lee Rogers is president of OW Lee (Ontario, California) and is chair of the International Casual Furnishings Association.
8 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2018
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Circle Reader Service No. 9
INDUSTRY NEWS
By KriS KyES
Hearth & Home Technologies Makes an Appearance at Super Bowl The big game is over, but Hearth & Home Technologies is still basking in the glow of its presence at the NFL’s premiere Super Bowl LIVE warmup event. Patio & Hearth Products Report chatted with Hearth & Home Technologies’ Jackie Schneider, Heat & Glo brand director, to get an idea of how the company came to participate in the 10-day event, held just prior to the 2018 Super Bowl. P&HPR: How did this opportunity to work with Super Bowl LIVE arise? Schneider: The Super Bowl host
committee reached out to us when its team began planning Super Bowl LIVE, as it felt fireplaces were an essential element to showcase all the Bold North had to offer during the 10-day celebration culminating in Super Bowl LII. We worked with the host committee and four partners: Doritos, Xcel Energy, Andersen Windows, and KARE (the NBC affiliate in the Twin Cities) to develop cobranded activations along Nicollet Mall in downtown Minneapolis. Th ese featured fireplaces as a focal point. The vignettes provided respite from the chilly temperatures
and created an opportunity for Heat & Glo brand ambassadors to connect with consumers, to raise category and brand awareness. Hearth & Home Technologies’ Heat & Glo fire-
P&HPR: Were the hand warm- place exhibit at the Super Bowl ers branded with the Heat & Glo logo? at Super Bowl LIVE was a huge sucSchneider: Yes, the hand warmers cess. Heat & Glo brand ambassawere Heat & Glo branded; they feadors had countless conversations tured our logo and website address. with the million-plus consumers P&HPR: How did it all go? What who visited the Twin Cities over was the reaction to Heat & Glo’s the course of Super Bowl LIVE and presence? relished the opportunity to warm Schneider: Heat & Glo’s presence up by the fire.
Agio NAmes Jim Kemp Vice presideNt of product deVelopmeNt for speciAlty Jim Kemp has been named vice president of product development for specialty at Agio, usA. Kemp is responsible for ensuring that new products are developed to satisfy the unique demands Jim Kemp of patio specialty retailers and their customers. “it’s a great opportunity to work with the level of talent Agio has put together. our designers and our research and development center are second to none that i have encountered within the industry,” Kemp says. “i’m excited to be part of the Agio team and looking forward to helping specialty retailers succeed in outdoor for years to come.” mike gaylord, vice president of sales, says,
“Jim has joined us to focus 100% on specialty, and he’s absolutely hit the ground running. our successful introductions, made during the winter las Vegas market™ to reorient the industry’s traditional production calendar, will require our specialty retailers to rethink their merchandising strategies. We’re looking to Jim to help retailers adapt—to ensure they have the right mix of products when they need them. We’re excited to have Jim on the Agio team.” Kemp is a 25-year veteran of the outdoor-furniture business who has experience in product development for brands such as meadowcraft, Brown Jordan international, and plantation patterns. His extensive knowledge and experience in working in china and managing Asian supply-chain issues will be invaluable in his new position at Agio.
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mArK NureddiNe receiVes doNNA H. myers BArBecue leAdersHip AWArd Mark Nureddine, CEO and founder of Bull Outdoor Products (Rialto, California), was this year’s recipient of the Donna H. Myers Barbecue Leadership Award at HPBExpo. Bull is a leader in the manufacture of prefabMark Nureddine ricated outdoorkitchen appliances and equipment, providing products to 900 dealers and distributors in North America, as well as in Europe, the Philippines, Costa Rica, and Panama. Jack Goldman, president and CEO of the Hearth, Patio & Barbecue Association, says, “Mark championed and popularized the concept of outdoor kitchens with his development of sophisticated barbecue equipment and
moNtigo Hires sHAroN murrAy As Vice presideNt of BusiNess deVelopmeNt
cAstelle iNtroduces iNterActiVe custom drApiNg tool castelle has launched its latest interactive marketing asset, the custom draping tool. Available to consumers and castelle retail partners, this tool offers the ability to customize any collection piece in the entire brand of handcrafted outdoor furnishings with thousands of options, in virtual and printed formats. derek ritzel, former president and ceo, says, “the introduction of sophisticated marketing tools to create a better selling environment for our customers and retail partners is a primary goal for castelle. this interactive draping tool works at the heart of what defines castelle: our customization capabilities. With its ability to provide a visual image of the product (with custom selections) during the research or ordering stage, this tool will allow for more informed decisions—and ultimately, greater satisfaction.” in each of castelle’s collections, a cushioned dining chair, a sling dining chair, or a love seat is presented for the draping function. through the online tool and its interactive capabilities, users will be able to create an image of the furnishings as customized by selecting from more than
accessories. Doing so helped to widen the barbecue market, which other manufacturers have since followed.” Nureddine launched his career in the spa industry, where he gained valuable insights into the concept of outdoor living. His exploration led him to believe that homeowners would embrace broadened outdoor-cooking experiences, as well as equipment that exceeded the capabilities of the standard barbecue grill of the day. In 1993, he and his former business partner founded Bull. Since then, it has grown into an international corporation with its development and manufacturing of an extensive inventory of innovative grills, islands, and accessories that are fully assembled and delivered to the consumer. Nureddine and his wife, Barbara, also established the Grill for Good fund in 2014 in support of For a
A screenshot of Castelle’s Draping Tool
1,000 possible combinations of desired fabrics and finishes. the easyto-use tool can be accessed from anywhere, including mobile devices. finished product images created with the tool can be printed and emailed. if creating the custom image from home or on a mobile device, users also will be able to access information about retailers of the product near them. No login is required for use of the tool, as the draping function will be available directly from any collection page on the castelle website (www.castelleluxury.com).
Reason, which coordinates a longterm effort to accompany Haitian students on their educational journeys. More than simply providing tuition, For a Reason builds relationships with students and their families for the duration of a student’s education— from elementary school to university. “The personal support and financial commitment that Mark and his wife are making in the lives of children is outstandi ng,” Goldman says. Now in its seventh year, the award recognizes innovative leaders who have contributed to the growth of their companies and the overall industry. Recipients combine distinguished professional achievement and community service with problem-solving skills and an unwavering commitment to the barbecue industry. Donna H. Myers was a leading barbecue-industry advocate who died in January 2011 .
Montigo, a leading designer and builder of commercial and residential fireplace products, has appointed Sharon Murray vice president of business development. Murray brings Sharon Murray the company more than 20 years of sales experience in the residential and commercial construction-products industry. She was responsible for major growth initiatives in hospitality and commercial construction, dealing directly with influential architects, designers, and builders. Jonathan Burke, CEO of Montigo, says, “We are thrilled to have Sharon join our team. She is a great fit with our senior leadership group, and her depth and breadth of knowledge in the commercial and hospitality building-products sector will enhance our ability to showcase our products in leading North Americ an projects going forward. Combined with our recent investments in manufacturing capacity and our enhanced commercial-design team, Sharon is the key element to take the Montigo brand to the next level.”
mempHis Wood fire grills Hires NAtioNAl sAles mANAger Memphis Wood Fire Grills has hired Scott Severson as the national sales manager. Severson brings the company Scott Severson years of experience in the specialty channel for luxury outdoor products. With a successful track record both as a sales representative and as a sales manager, Severson brings Memphis a strong focus on customer relationships and proven sales techniques. Sharla Wagy, general manager, says, “We are excited to have Scott join our
ricHArd friNier WiNs AdeX plAtiNum AWArd for studio collectioN Known for his timeless aesthetic and unique design perspective, esteemed designer richard frinier received a platinum Award for his studio collection of sunbrella® fabrics in this year’s AdeX awards competition, an industry recognition of
The Studio collection
design excellence and product innovation. greg rosendale, business manager, jobber market, for glen raven custom fabrics (maker of sunbrella fabrics), says, “richard has an extraordinary passion and dedication to his work.” He continues, “the studio collection fuses richard’s eye for design with sunbrella’s legendary performance, for a winning combination. We are honored to have richard as a partner and congratulate him on his continued success.” the studio collection sweeps in the essences of wide-open spaces, high ceilings, and walls of glass that allow natural light to fill a room. the collection features a refined (yet approachable) mix of graphic grid and linear patterns presented in neutral shades, with interesting layers and textures. designed to be mixed and matched for a variety of easy-tostyle textile design solutions, these fabrics subtly capture the infusion of beauty and practicality characteristic of today’s urban spaces. “the architectural style and play light inherent in urban artisanal of studios and lofts intrigue and inspire me,” frinier says. “it is very meaningful for me to translate my inspirations and perspective into design and to be recognized by the design community in this way. i am grateful to share this AdeX platinum Award with sunbrella for the studio collection.”
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NEWS team. He brings both the experience and the enthusiasm to help the Memphis team of field sales reps excel in their service to our dealer network.” All Memphis field sales representatives will report to Severson, who will report to Wagy. Severson says, “I am very excited to be part of the Memphis team, selling one of the best grills on the market. As an avid griller myself, I feel blessed to be part of an industry that combines my profession with my passion.” Memphis makes high-end wood-pellet grills with the ability to smoke, sear, roast, and bake on one grill, with amazing wood-fire flavor; they are the ultimate outdoor-cooking appliances, the company says. The intelligent temperature control, or ITC™, gives users precise control over their grills and an added convenience:
fiVe Key desigN treNds iNspire couristAN’s 2018 collectioNs inspiration comes from every corner of the world, according to marlys giordano, creative director at couristan, a leading importer and manufacturer of fine-quality area rugs and residential broadloom. for 2018, it’s all about incorporating color, globalinspired prints, and recycled materials to provide a sense of well-traveled, trend-aligned design for the home. in the company’s first-ever trend report, giordano identifies five key trends (shock value, work ethnic, the naturals, wandering eye, and hygge fresh) that have inspired many of couristan’s new area-rug collections. they were introduced at Americasmart® in January and further showcased during the winter las Vegas market™. two area rugs inspired by these trends recently received magnificent carpet Awards: in the handknotted/flat-weave category, Karuna (from the newly introduced om collection), and in the outdoor category, toluca in iris (from the Xanadu collection). in addition, variations of these trends will be used across a newly developed offshoot—couristan rug studio—set to launch later this year. “so much of what comes to life through design
They can use an app to monitor and control the grill from anywhere. Another benefit is the double-walled stainless-steel construction with a true dual-fan convection system, eliminating the need for a rotisserie.
AsA-d2 modulAr outdoor KitcHeN By dANiel germANi ANd BroWN JordAN outdoor KitcHeNs receiVes plAtiNum AdeX AWArd ANd KBculture AWArd AsA-d2 by daniel germani, an innovative, furniturelike modular outdoor kitchen designed by architect and designer daniel germani and developed in partnership with cosentino and Brown Jordan outdoor Kitchens, has been honored with two awards for product innovation. AsA-d2 has received a platinum AdeX Award and a KBculture Award. The ASA-D2 modular outdoor kitchen, designed by designed to fit any outdoor setting, AsAdemand Brown Jordan Outdoor Kitchens and Daniel Germani d2 bridges the gap between the growing for outdoor kitchens and the desire for high-end design elements, both within and outside the home. Weather-resistant materials, including a dekton by cosentino countertop and powder-coated stainless-steel cabinetry from Brown Jordan outdoor Kitchens, offer stylish protection that withstands exposure to the elements. mitch slater, president of danver stainless outdoor Kitchens, licensee of Brown Jordan outdoor Kitchens, says, “AsA-d2 is taking outdoor-kitchen design to a new level, artfully combining versatility, functionality, and design to transform the way people look at—and enjoy—their outdoor spaces. We’re excited that AsA-d2 has been recognized by both AdeX and KBculture for its distinctive, trendsetting design.” equipped with a grill by caliber Appliances, AsA-d2 is available in four finishes, including looks that resemble calacatta marble and oxidized steel, along with matte-black and glossy-white options. leslie clagett, founder of KBculture, says, “When nature—even if it’s just the backyard—is the backdrop for design, the artistic stakes are raised. the AsA-d2 brings a sophisticated sensibility to the outdoor kitchen that does its setting justice.”
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is reflective of what’s happening across the global community. individually, the home tends to mirror our personal style: what inspires and shapes us,” giordano says. Couristan’s 2018 trend report “during times of great uncertainty, people increasingly view their home as a sanctuary—a safe haven from the outside world. As a result, people are putting a lot more time, thought, and effort into what goes into their homes—and how it makes them feel.” this, giordano adds, is what the company has worked to infuse throughout its new collections. to book a meeting to review couristan’s 2018 trends, email larry mahurter (larry.mahurter@couristan.com).
ultrAfABrics lAuNcHes Wired collectioN Ultrafabrics, maker of intelligent performance fabrics, has introduced Wired, its newest collection from its Ultratech® brand. This new The Wired collection design features a hand and matte finish with a grain inspired by technology. At a time when people are hyperconnected to the world and others around them via technologies, it is also essential to connect with their personal selves, their well-being, and their surroundings. Taking note of the present and living in the moment through sensorial experiences, Wired expresses how touch and color, together, speak to human interactions and emotional connections with the physical world. With Wired, a unique, tactile feel appeals to the haptic sense; a gentle layering of color (in 12 different hues) provides depth of design; and parallel and perpendicular lines create a sense of technological movement. A.R. Swan, director of marketing, says, “The new Wired collection is a prime example of what our Ultratech brand promises: state-of-the-art performance with an unmatched sensory experience.” The Wired line, like all other Ultrafabrics products, is made with intelligent, high-performance polyurethane material, meticulously designed and built to last. With the new collection, Ultrafabrics has created the ultimate blend of innovation, performance, feel, and aesthetics, the company says.
pride fAmily BrANds promotes mArK stepHeNs to presideNt Mark Stephens has been promoted to the position of Mark Stephens president of Pride Family Brands (Fort Lauderdale, Florida). Stephens will take over the leadership role previously held by Derek Ritzel, who has left the company to pursue personal interests. Prior to this promotion, Stephens served as executive vice president of sales for the manufacturer of handcrafted luxury outdoor furnishings. The appointment was made by private-equity company New Water Capital, the owner of Pride Family Brands. As president, Stephens will be responsible for the successful execution of Pride Family Brands’ plan for long-term growth. John Disa, chair of Pride Family Brands and partner, New Water Capital, says, “Mark is an exceptional leader and a consummate professional with not only immense knowledge from his years of working in the home category, but also valuable insight from his previously held position within Castelle.” Stephens joined Castelle/Pride Family Brands in September 2017, following his tenure as senior vice president of sales for Heritage Home Group, which encompassed brands including Broyhill, Thomasville, Drexel, Henredon, and (at the time) outdoor-furniture brand Lane Venture. His previous experience in the home category included serving as vice president of sales and marketing for Broyhill. In 2011, Stephens became president of Broyhill Furniture, returning the iconic furniture brand to growth and profitability. Stephens says, “At Pride Family Brands, we have a dedicated group of professionals and artisans who are passionate about creating the highest value across each of our brands. In my new role, I envision a company that will be recognized as an industry leader not only in terms of design and quality, but in service as well. I look to create an environment in which each team can excel by understanding and providing solutions to the needs of our customers. I look forward to being a part of these efforts and am truly honored to have this opportunity.”
will follow our lead and give back to their employees as well. Keeping a U.S. manufacturing business running profitably has been a challenge, over the past decade. The future economic environment looks better for our business, and we want our employees to gain from that future success, early on: People make a business successful—not buildings and not machines.” Each employee will receive a bonus of up to $1,000, based on length of service. The company employs approximately 150 people, with more than 10% having 20 or more years of tenure with the Perkins family’s business. The Hammock Source is the largest manufacturer and seller of hammocks in the world, the company says.
coyote outdoor liViNg iNtroduced NeW luXury feAtures At primetime At Nationwide PrimeTime (Orlando, Florida), Coyote Outdoor Living introduced several new
updates to its already-celebrated line of stainless grills, ceramic cookers, and refrigeration units. In this highly competitive market, Coyote is upgrading all the Cseries grills to feature its signature Infinity burners and all the S-series grills with ceramic-briquette flavorizers. The S-series aspires to exceed the highest standards and will now expand to include the C2SL30, a compact 30-inch grill, while the new C2C42, a 42-inch grill, is the largest grill in the C-series line. Jim Ginocchi, president, says, “Design and value are at the heart of Coyote: Our passion is to elevate the outdoor-living experience with products that marry power and durability with style. The introduction of the new grill sizes in the S-series adds versatility when designing outdoor spaces, and the added benefit of Infinity burners elevates the cooking experience for all outdoor chefs.” The Coyote product portfolio consists of gas and charcoal grills a nd smokers, refrigeration and refreshment products, storage and cabinetry doors, and all
tHe HAmmocK source distriButes employee BoNuses folloWiNg corporAte-tAX cuts The Hammock Source (Greenville, North Carolina), manufacturer of globally recognized brands such as Hatteras Hammocks, The Original Pawleys Island, and Nags Head Hammocks, joined a growing list of companies nationwide that passed some of their projected corporate-tax savings along to their employees. Walter Perkins III, CEO, says, “Success is only attainable by having good people. At The Hammock Source, we want to continue to invest in the people who have made our business successful, and tax cuts will provide the funds to make this desire a reality.” He continues, “We hope that other businesses
Circle reader Service No. 13
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NEWS
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the necessary cooking and maintenance accessories desired—all built from premium 304-grade stainless steel. The quality of each product’s construction and design offers affordable luxury to consumers seeking a high-performing, long-lasting outdoor-living environment that echoes the convenience and features of a home’s indoor kitchen.
lAs VegAs mArKet records striKiNg gAiNs iN AtteNdANce ANd orders Las Vegas Market™ reported a record number of buyers and suppliers who wrote
orders at the winter 2018 market. The market’s more than 4,300 resources (which included a significant influx of new, firsttime, and expanding exhibitors) fueled 13% gains in overall buyer attendance, with vendors reporting commensurate increases in order writing. Robert Maricich, CEO of International Market Centers, says, “Las Vegas Market gets bigger and better with every edition, and exhibitor participation and buyer attendance reached unprecedented highs this winter. Against a backdrop of overarching industry optimism, we expanded both permanent showrooms and temporary exhibits, which generated a corresponding increase in buyer awareness, turnout, and order writing.” Buyers, designers, and retailers from across the United States and from around the globe attended in search of innovative and on-trend furniture, home decor, and gifts. The explosive growth in the breadth and depth of resources resulted in corresponding overall attendance expansion, as well as significant gains in each of the market’s key attendee categories. The already-robust furniture segment experienced the strongest gains, with atten-
dance growth of 17%. The gift category registered attendance increases of 12%; attendance by home-decor buyers grew 9%; and attendance by interior designers, architects, and contract/hospitality buyers increased 9%.
olympiA cHimNey supply receiVes sHArp certificAtioN from osHA Olympia Chimney Supply Inc. (Scranton, Pennsylvania), a leading designer and manufacturer of chimney venting systems, liners, and accessories, has qualified for the Safety and Health Achievement Recognition program (SHARP) of the Occupational Safety and Health Administration (OSHA). SHARP recognizes small-business employers who operate exemplary injury- and illness-prevention programs. According to Anthony Tuttle, Olympia’s health, safety, and environment officer, Olympia began working with the Pennsylvania OSHA consultation program in February 2015. “The consultant identified issues with machine guarding and procedural documentation.
We soon realized that we needed to build a new injury- and illness-management system from the ground up,” Tuttle says. Over the next 16 months, Olympia worked diligently with OSHA officials to correct all identified issues, starting with physical changes to the equipment and, in some cases, complete equipment upgrades. This effort led to instituting formal policies, standard operating procedures, and direct-training programs, with input collected from every operator. “Employees saw the changes being made and engaged with the safety efforts by joining our review and analysis meetings and sharing insights they gained from their hands-on experience,” Tuttle says. “By partnering with Pennsylvania OSHA and the OSHA on-site consultation SHARP, we not only exceed national standards for safety, but also stand out from our competitors as a best-in-class workplace.”
rmi Hires cHris NeWKirK As regioNAl sAles mANAger Ray Murray Inc. (RMI) recently hired Chris Newkirk as regional sales manager. continued on page 83
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Circle reader Service No. 14
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Thank you for making Market
Relive market: lasvegasmarket.com/mosaic
J U LY 2 9 - A U G U S T 2 , 2 0 1 8 Save the Date at LasVegasMarket.com Circle reader Service No. 15
Circle reader Service No. 17
SPOTLIGHT
PRODUCT
01
TAKECOVER Protective shade products have become vital fashion accessories outdoors. By GREG THOMPSON
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01 The Coronado Sands umbrella from Amauri’s commercial collection
02 ARTiculatedshade’s Aspen rectangle umbrella in natural
03 Galtech’s 11-foot cantilever umbrella
pring is finally here, with longer days and warmer rays. For retailers, it’s a chance to stock up on umbrellas, shades, canopies, parasols, and awnings. Often viewed as add-on sales with furniture, shade products are the key ingredients for consumers who want to stay cool and linger with friends and family. With patio spaces getting ever more expansive, shade is in demand. Candy Chase , national sales manager for Treasure Garden® Inc. (Baldwin Park, California), says, “Many consumers have large outdoor-living environments. With those comes the need for large, unobstructed shade.” With larger shades come sturdier materials. Many manufacturers opt for marine-grade quality, extra durability, and bright colors. In addition, they choose shapes that appeal to commercial and residential design enthusiasts. These manufacturers are offering the latest, greatest, and shadiest. TUUCI It’s been two decades, and TUUCI® Worldwide LLC (Miami, Florida), a juggernaut started in a boatyard, is still going strong. The venerable Ocean Master collection remains the company’s backbone, largely due to what Patrick Troy, senior vice president for contract, retail, and trade business, describes as the collect ion’s overall versatility and range of design options, as well as its durability. Four Plantation Aluma-Teak finishes, with extensive powder-coat options, join Ocean Master’s standard pol-
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02 03
04
05
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07 ished-titanium finish to offer a frame look and feel for multiple settings. “We make each parasol to order in our Miami facility,” Troy says, “and our clients continue to appreciate the quality and design flexibility that come with that.” Troy has high hopes for the TUUCI Luna light and the Ocean Master Max tilting cantilever, which are recent offerings. Until those two take off in earnest, best-selling stalwarts such as the Ocean Master Classic and Ocean Master Max will continue to be the highestperforming parasols. “The two collections are a great example of our made-inMiami marine-grade quality. They have a high focus on design and durability harking back to our roots in the boatbuilding world,” Troy explains. “A well-rounded display of these products on the floor helps to tell the story: Each product is different,” he adds. “It helps to open the consumer’s or designer's mind to the options and to what can be achieved with a parasol as the ceiling of the outdoor room.” TREASURE GARDEN The year is young, but Treasure Garden already has two new offerings in 2018: Milan, a pleated umbrella inspired by the city for which it’s named, and the Stardust commercial umbrella, described as a modern
twist on the traditional market umbrella. “In 2017, we introduced our AKZ Plus cantilevered umbrellas—an update to our extremely popular AKZ series,” Chase says. “We also brought in a Bluetooth umbrella light, Luna. In our hospitality division, we introduced a European– designed line of umbrellas, Jardinico Caractère.” Products in the AKZ series of cantilevered sidepost umbrellas are best sellers, with Chase crediting the unobstructed shade, at all hours of the day, that consumers find aesthetically pleasing. The new Milan and Stardust umbrellas are selling well, with sales of the Luna umbrella light exceeding initial projections. Retailers hoping to get in on the action should realize that umbrellas can be spurof-the-moment sales. They should “be in stock at all times,” Chase says. “An umbrella can be an impulse purchase during shopping for outdoor furnishings. Show colorful umbrellas all over your floor.” She continues, “In addition to providing the consumer with umbrellas that match the furniture, you can spice up the floor and increase sales by showing reds, yellows, and turquoises: Create a fun backyard envi-
04 The Hurricane aluminum side-wind umbrella from Bambrella
05 The 13-foot Eclipse cantilever octagon, in turquoise marine-grade acrylic, from Frankford
06 FiberBuilt’s Lucaya umbrella
07 Woodline’s Pavone umbrella
ronment. You can also elevate your assortment by buying designer covers on your market umbrellas. Mix fabrics together to create an upscale look.” INFINITY CANOPY Infinity Canopy Inc. (Los Angeles, California) continues to blaze its own trail with a distinctive modular shade system that can be modified and molded to create canopies with different shapes, designs, and colors. Alan Shargani, inventor and CEO, explains that instead of new-product launches, the company specializes in new options that expand customers’ abilities to create dif-
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SPOTLIGHT
PRODUCT
01 Five rows of Infinity Canopy, each 10 feet wide, with four magnetic latches
02 The 13-foot AKZ Plus cantilever, in Signal crimson stripe, from Treasure Garden
03 California Umbrella’s 11-foot Cali series cantilever in Sunbrella’s Tuscan
01 ferent canopies. “This year, we have new canopies up to 12 feet wide, with new fabrics, including those from Serge Ferrari,” Shargani says. “We have also improved the clips that run on the cables with wheels, so they are easier to move.” Sizes change, but the concept remains the same. At this point, Infinity Canopy’s bestselling size is 5 feet wide because these canopies can fit many existing structures. According to Shargani, the best-selling fabric is mesh; it provides adequate shade as well as see-through visibility, which makes the canopy feel more open. Whites and earth tones are the most popular colors. Particularly with Infinity Canopy, prospective customers need to see the product. Once they see it, they understand. Shargani comments, “Showroom displays and marketing materials are the most important things. Regardless of how much you know about a product, if you can't show it to your customer, your chances of selling that product are reduced significantly. You must figure out what your customers need and offer them different solutions that they are not aware of: If you only offer what everyone offers, you may get a sale, but not a client.” Shargani not es that customers are increasingly asking to cover larger spaces—a task that the modular system is well equipped to accommodate. “We are seeing bigger projects, where the canopy is used due to its flexibility, features, and ability to cover large spaces with a retractable shade,” he says. “The largest, so far, is five canopies, 10 feet wide by 50 feet long, in Houston, Texas. We have many similar proje cts being installed this year.” TRIVANTAGE Trivantage® LLC (Burlington, North Carolina) has product launches in the real and digital worlds. In the virtual realm, Trivantage released the Awning Visualizer at www.solair.com.
The site allows the user to import a picture of the home’s exterior, choose a frame color for the Solair® frame, and select from hundreds of Sunbrella® fabric styles. Customers can share their files and create multiple looks, allowing retailers and
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privacy, using cables that protect the curtain from movement during windy conditions. Homeowners can select from a number of mesh-type fabrics and several other Sunbrella fabric options.” On a smaller scale, Solair window awnings satisfy the need for compact awnings that mount directly over windows and add to the architectural aesthetics of the home—while controlling indoor temperatures, too. The resulting shade also protects interior furnishings from sun damage. Trivantage’s eye for technology shows in newly offered sensors that protect awnings under windy and rainy conditions. “Somfy Systems’ Eolis and Ondeis® sensors link wirelessly to the motor operating the shade system, and the Somfy myLink™ system allows homeowners to operate their shades from a tablet or smartphone. The system can also be paired with the Amazon Alexa app,” Holian says. To help retailers succeed with the Solair awning brand, Holian recommends installing a demo unit in a prominent place in the showroom. Holian explains, “Since it’s wall mounted, Solair does not have to fight for floor space, but it is important to keep Solair in the extended position. This allows customers to get a feel for the experience from under the protection of the awning. Some successful retailers will install a light above the awning to simulate the shade created by the extended awning.”
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homeowners to enjoy a visual, customizable, and personal experience. Brian Holian, regional sales manager for the West Coast, says, “We also added the Solair patio screen. This economical, verticalroller curtain system provides both shade and
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Circle Reader Service No. 21
SPOTLIGHT
PRODUCT
01
WOODLINE Its foray into the U.S. market is going well for Woodline Shade Solutions (with U.S. offices in Toms River, New Jersey), thanks mostly to a positive response to the company’s cantilever umbrellas. Kathleen Ferry, national sales manager, says, “We also do very well with our Safari wooden market umbrella, which is the first product Woodline manufactured, as well as with our Papillon shade structure.” Woodline’s cantilever umbrellas offer large shade coverage without the obstruction of a center pole, while the Papillon features an easy-to-use opening mechanism and ample size. “One person can open this large (10x15-foot) dual-pole umbrella in about 20 seconds,” Ferry says. Since April 2017, Ferry has sought to maintain the company’s considerable momentum in North America. In Jeffreys Bay, South Africa, Anita Ueckermann took over as U.S. business manager in January 2017. “Until now, we have mostly been an OEM manufacturer,” Ferry says. “We’ve had great success so far this season and continue to grow our business.” Woodline’s eye-catching designs are partly the work of Fritz Walter, founder and CEO of the company, who also serves as engineer and inhouse designer. With trademark German precision and attention to detail, Walter helps fashion a rugged and attractive product. “All of our products are first tested in Mother Nature’s own testing facility: the harsh landscape and seasons of South Africa,” Ferry says. “High winds, dust, rain, and heat are the environments we use to test each and every umbrella. If it passes the Africa test, we are comfortable in sending it out into the market.” ARTICULATEDSHADE ARTiculatedshade (Boulder, Colorado) began producing its 13-foot Aspen hexagon last year, eventually debuting an 11x9-foot model (plus the 11.5x7-foot Aspen rectangle) at Casual Market Chicago in September. Morgan Torbert, director of operations, says, “The rectangle was a hot topic in Chicago, with its gull-wing motion and unique aesthetic.” The 13-foot Aspen hexagon has drawn attention for its expansive shade, low profile (closed or open), easy operation, and durability. Torbert notes, however, that its immense size does not fit all situations or patios. “We expect the 11-foot Aspen hexagon to be our best seller,” she says, “sporting a smaller shade footprint while still offering exemplary ease of operation,
01 The Ocean Master Max tilting cantilever, with a Plantation natural AlumaTeak finish, from TUUCI
coverage, and durability.” Torbert asks retailers to open and close the umbrellas on the showroom floor—and to encourage customers to do the same. “Don’t worry: With ground clearances starting at 5 feet when closed, seated guests and tabletop (or neighboring) displays will not be disturbed during the demonstration,” she says. “That’s the point.” The company’s compact umbrellas, she continues, “represent a new category of shade product, and the response has been revealing,” she says. “Cantilever umbrellas are a practical pairing with fire/conversation pits, but their bulk and the massiveness of their bases are difficult to work around; large compact umbrellas that can be easily lowered and repositioned offer an alternative.” With density increasing in many communities, Torbert explains, “Compact umbrellas, which open and close entirely above the heads of seated guests, offer the unique advantage of maximizing shade potential while preserving the view from a balcony, whether the umbrella is open or closed. They do not interfere with surrounding patio furniture, potted plants, and personal decor.” GALTECH Why mess with a winner? For Jeff Leisen, national sales manager for Galtech International (Camarillo, California), the question is not academic. As a Galtech veteran, Leisen has helped the company succeed, and in some cases, that has meant sticking with what works. “Our best-selling units are still our signature autotilt-series umbrellas,” Leisen says. “They have done well for a number of years because they are designed with features and materials that nobody else is using, such as stainless-steel cables, solidmetal crank housings, and solid-resin hubs.” Galtech is still tweaking and adding features, as evidenced by the launch of a driftwood finish for its residential and commercial platforms. The finish is “coming on strong, and we have found a niche with this look in the past season. This year,
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we are debuting our new Deluxe commercial umbrella in a driftwood finish,” Leisen says. As much as things change, they also stay the same; take the basics, for example. “Show more styles and more colors other than beige and bronze,” Leisen advises. “There is a demand for color out there. Pursue commercial sales in your local area, and market to local restaurants, cafes, and so forth in your local trading area. They are in need of shade products and are working to upgrade their properties to keep them looking fresh.” Larger cantilever umbrellas are “still very popular, which is in tune with the trend toward seating (rather than dining) areas,” Leisen reports. “The cantilever gives users more shade to cover their seating areas and creates a nice ambience, without having a center pole in the middle of the conversation.” FRANKFORD Frankford Umbrellas (Mount Laurel, New Jersey) has been in the shade business for 120 years, providing premium umbrellas to the contract and retail markets. A wealth of experience with traditional and modern shade designs is combined, at Frankford, with considerable wisdom about how retailers can run their businesses better. Laura Dudley, national sales manager, says, “One of the beautiful aspects of working with Frankford's umbrella program is that, should retailers need to, it allows them to maintain a small inventory and to place orders weekly to fulfill their needs, rather than requiring a large upfront cash expenditure and a large space for inventory. Many other umbrella manufacturers require retailers to place a large minimum order and/or charge more to those retailers who do not (or cannot) purchase the minimum quantity required.” Since Frankford was launched into the retail market in earnest, just two years ago, retail exposure has grown steadily, thanks to a dedicated team of 18 expert sales representatives, currently covering 45 states. Of the quick expansion, Dudley says, “We now work with more than 120 high-end retailers across the United States, and between them, they have almost 175 markets.” Building umbrellas that last a decade or more
Circle Reader Service No. 23
SPOTLIGHT
PRODUCT
01 Trivantage’s Solair PS5000 awning
integrated stop for all.” In modern versus traditi onal design, Reenan comes down firmly on the modern side. “It seems that the younger millennial generation has transitioned into a more modern, minimalist approach,” he says.
01 has been a mantra for most of the company’s history, and Frankford intends to keep it that way. “We build them to last 10-plus years, not to have to be replaced every two to three years. We pride ourselves on our personal way of doing business. Our ultimate goals are to exceed our customers’ expectations and to help their companies grow and continue to provide the high level of service and the premium-quality products that their customers are used to,” Dudley says. Product launches in recent years include the Eclipse and the Aurora cantilever umbrellas with Infinity tilt, which allows for multiple tilt angles, and 360-degree rotation for maximum shade. “For the 2018 season, we released a beautiful new wood-grain finish, which is available standard on our Monterey fiberglass market-umbrella collection and as an upcharge on our Aurora cantilever umbrella,” Dudley says. “We debuted this finish at Casual Market Chicago last September, and it was a phenomenal success.” CALIFORNIA UMBRELLA California Umbrella Inc. (Jurupa Valley, California) was intent on creating something different in the staid world of umbrellas. Bryan Sanches, vice president of sales and marketing, believes that it did. “In recent years, we launched a new kind of autotilt umbrella using a patented system for moving the canopy, for a tilted shade without needing a tilt joint in the pole,” he explains. “This is the dominant feature of our Casa series umbrellas, which have been fantastically successful for us.” In addition to the Casa series, the company launched the Cali series of cantilevers for residential use. Even with all this activity, Sanches still believes that the biggest launch has been the relaunch of the brand and business operations. “We spent a lot of time rebuilding our industry perception as a competitor for business, and we started to see results in building a new sales channel for the brand and the line,” he explains. “More recently, we relaunched our entire busi-
ness operation—moving into a new facility and converting to a robust software platform to run our business, along with our new website (www.californiaumbrella.com). These projects have bolstered our growing product line with world-class delivery and support speed.” The flagship product collection is the Sun Master series, which California Umbrella sells in many sizes and frame finishes, along with several fabric types. The diversity in price levels and fabrics satisfies varied customer needs. Consumers “love the easy lift and tilt mechanism, as well as the extended life and warranty offered by using our proprietary blend of fiberglass and resin materials to make umbrella ribs. Salespeople love that the product story really separates the item from the competition, making the sales process easy to conclude,” Sanches says. AMAURI If it’s good enough for those eye-catching highend tire rims, why not for umbrellas? Amauri Outdoor Living® Inc. (Irvine, California) asked the same question and eventually decided that its Zuma Shore premium umbrellas should get the same treatment. Specifically, it has a polyfiber-stone cold-water transfer base that complements all metal and replaceable components. Zuma Shore premium umbrellas have done particularly well. Robbie Reenan, marketing director, attributes this to those special touches, along with 360-degree rotation “to chase the sun in tilting position,” he says. To compete with opening-level shade products, Reenan and his team have blended the hospitality concept into residential products, as well as into made-to-order items, by upgrading the material and functions of th e components. “We are featuring our new modular hub and runner,” he says. “We can easily transform a standard 9-foot, eight-rib umbrella into 6, 7.5, 10, or 11 feet, with four ribs or six ribs, and a round, square, or rectangular shape,” he adds. “This helps us to simplify our inventory, but increases the diversity of product selections, making Amauri an
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PARADISE CUSHIONS It hasn’t been out long, but the Edge, a cantilever umbrella available in 9-foot round and 10-foot square models, has received a positive response. The contemporary style, angled profile, and multiposition canopy from Paradise Cushio ns by FiberBuilt (Fort Lauderdale, Florida) adds an architectural element to outdoor spaces, in addition to lots of shade. Debbie Maytidu, retail sales manager, believes that people are looking for shade products that offer durability and a sense of style, “so that the umbrella becomes an intrinsic part of the overall decor,” she says. The Lucaya umbrella fits that description in several ways. Mayti du explains, “The one-piece, heavygauge aluminum pole is available in seven powder-coated colors to coordinate with a wide variety of furniture finishes. The canopy is made in long-wearing marine- or furnituregrade solution-dyed acrylic. It can be customized with a double vent, alternating panels, or decorative banding.” A heavy-duty hub, fiberglass ribs, and components made to the same strict contra ct-grade standards complete the picture for umbrellas in high-traffic hospitality environments. If a rib gets damaged, Maytidu points out, its replacement is a quick process that prolongs the umbrella’s life. Maytidu states that working with a manufacturer that offers an array of products, including accessories such as cushions and pillows, makes for a better and more cohesive sales process. Ultimately, this allows retailers to grow their retail and commercial business segments reliably. Today, much of that business revolves around expansive spaces and hefty shade products. “We find that large-scale pieces are becoming particularly popular,” Maytidu says. “They create a greater footprint of comfortable shade for more hours. We’re able to accommodate this preference by offering umbrellas up to 13 feet in diameter, as well as a 10-foot square, from our Prestige collection: specifically, the Oceana, Augusta, and Diamante models.” BAMBRELLA As the name suggests, Bambrella® Inc. continued on page 82
©2018. Solair® and Sunbrella® are registered trademarks of Glen Raven, Inc. All rights reserved.
Retreat complete.
Become an authorized Solair ® shade solutions dealer and see what it can do for your customer and your business. To learn more, visit solair.com/register.
Circle Reader Service No. 25
MARKETING MANEUVERS A rebranding campaign has led to increased profitability
The success of this small-town store is tied to its owners’ passion for the products and services it provides.
LABOROF LOVE BY SHARON SANDERS | PHOTOGRAPHY BY STEVEN JONES
T
able Rock Lake, in the Ozarks of Southwestern Missouri, is an outdoor-living paradise. With 800 miles of shoreline and acres of rich forest, it is
a favorite of lake-sports enthusiasts, campers, and vacationers. Sharon and Randy Renyer, owners of Outdoor Rooms by Design™ (Kimberling City, Missouri), have called the area Sharon and Randy Renyer
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home for the past 22 years and have managed to turn their love for the lake lifestyle into profit. Sharon Renyer, who knows the store’s customer base completely, says, “We are the go-to store for the latest, coolest stuff. We are the store’s customer, so we offer products and services that we would want ourselves.” Outdoor Rooms by Design was started in 2004, from scratch, by the Renyers, after they both quit their corporate jobs to launch a business of their own. “It was obvious right away that the area needed an outdoor-living store because everyone is always outside—on a pontoon boat, on a fishing boat, camping, or in the backyard,” Renyer says. In the beginning, the store focused just on outdoor furniture and firepits, but today, its 20,000–square-foot showroom features everything needed to create an outdoor room, including swim spas,
hot tubs, awnings, patio accessories, and outdoor fireplaces. Outdoor Rooms by Design has gained a reputation for its casual lakeresort vibe and for having the latest and greatest products. Renyer explains that the store’s niche is its understanding of the industry as a whole, along with its ability to keep up with trends. She says, “HGTV pretty much fuels the market. People get their expectations from what they see on television shows or movies, and then they want us to help them recreate those.” It’s not uncommon for people to come from as far as 100 miles away to check out what the shop has to offer. “Kimberling City is a small town, but we have a showroom that rivals anything in Kansas City or St. Louis, Missouri—or even Dallas, Texas. We know that we have to make it worth the drive, so we not only offer
Circle Reader Service No. 27
MARKETING MANEUVERS Lake-oriented accessories are a big hit with customers
Captions
interesting products, but are price competitive as well,” Renyer says. Over the past 14 years, the Renyers have worked tirelessly to cater to the needs of their diverse customer base, which includes retirees, vacation homeowners, and full-time lake residents. One group that has been extremely profitable to serve is houseboat owners. The store is located adjacent to a marina, so nearly everyone shops there for boat furniture. Houseboats are docked right beside one another—and one can see, from deck to deck, down the line of boats. “Boat owners specifically ask us for furniture that no one else on their dock has purchased. We have to keep track mentally of which furniture we put on which dock (so there are no duplicates),” Renyer says. The store carries more than 15 lines of furniture, so it can easily create a personal look. Manufacturers represented include Castelle, Tropitone, NorthCape, Windward Design Group, Gensun, C.R. Plastic Products, and POLYWOOD. Renyer adds, “If we don’t have something customers like in stock, we are happy to search around and get it for them.” In 2015, the Renyers freshened the store’s image with a rebranding campaign that included a new logo, signage, marketing materials, and website (www.outdoorrooms.net). While they weren’t initially planning a change, their longtime marketing consultant brought to their attention
that it’s a good idea to rebrand every 10 years. “It shows customers that your business is not stuck in the past, but is moving forward and going strong,” Renyer says. The timing for the change was perfect because the business was just getting back on its feet after the recession. “We were feeling confident and ready for a fresh start,” Renyer explains. The Renyers worked with a local designer to create a new logo. Renyer adds, “The logo change snowballed into something bigger than we ever expected because we were faced with the fact that everything—from our envelopes to our brochures, print ads, and television commercials—had our logo on it.” They also updated the showroom with a new look that includes an entire wall of outdoor-living photos alongside a 70-inch television that runs a loop of the store’s commercials, pictures of customers’ backyards, and manufacturers’ footage. “It was an undertaking that was well worth the investment,” Renyer says. “We learned that every time we do something new, it gives people something to buzz about—and we ride on that, in our marketing, as long as we can.” Another big part of the rebranding was a complete overhaul of the store’s website, which hadn’t been updated since 2004. The new site replaced the old, static site with a dynamic design that features move-
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Products that extend evening entertaining are top sellers
l ment, photos, andd color. “Many people view our website before they make the decision to visit our store. It’s one of our most effective marketing tools. If we don’t impress them and give them information they want, they’re going to move on,” Renyer says, adding that the site is always a work in progress. “Business doesn’t stay the same, styles change, and colors change—especially in our fashion-driven industry—so we have to stay relevant,” she says. The Renyers have always been strategic in their marketing, and they attribute much of the store’s success to it. They have divided their marketing strategy into three distinct categories: traditional, social, and digital media. Sharon coordinates all of the traditional media (radio, television,
and print) and social media (Facebook, Instagram, and Twitter). “I have been doing traditional media for so long that I can handle it myself, which includes a successful mix of radio and television commercials. We also do social media ourselves because it’s a relationship tool that sets the public’s impression of the store. It needs to be personalized by someone who knows the daily life of the store,” Renyer says. Digital marketing (pay-per-click advertising, Google Maps, and searchengine optimization) is a whole different animal, and it has been assigned to a specialized agency. “I tried to do it myself, but quickly realized I was out of my league,” Renyer explains. “I don’t believe there is any way to be a business owner and truly to learn it, so we leave it to the experts.” The store’s overall marketing strategy has been effective because everything works together. For example, if the store is having a sale, Renyer publicizes it across all media channels: She contacts the digitalmedia agency to add a pay-per-click ad, the sale is announced on the store’s website, it’s posted on all social media, the radio and television spots are updated, and changes are made to the signage in the store. “We have to reach out deliberately to people beyond our lake community because they don’t just show up through word of mouth,” Renyer says. She adds that the store doesn’t do freewheeling marketing and just hope that it works. “We have too much at stake, so we have to have a plan. One thing I’ve learned, by trial and error, is that if you don’t know whether your marketing is working, it’s not working. If you cross that line, and your marketing starts working, you will know,” she says. Outdoor Rooms by Design enjoyed nine record-breaking months in 2017. Renyer notes that the store’s biggest challenge (and opportunity) is to sustain that growth. “I’ve heard it said that if you are able to survive a recession, you come out stronger, and that is what happened to us,” she says. “We were fortunate to rebrand our business during the recession, so we’ve hit the ground running.”
Circle Reader Service No. 29
HEARTH RETAILER
BUILT TOLAST A San Diego hearth store remains strong and prosperous by managing its evolution. BY MAURA KELLER PHOTOGRAPHY BY BRYAN OSTER
Gas and electric fireplaces are big sellers
Debbie Ewens
When you start a business from scratch, you are on your own. Your survival in the business world depends solely on you and your persistence, organization, and knowhow. Of course, you are much more likely to succeed in your retail business if you’re doing something that you really enjoy—and something in which your family can take part. For Linda and Eric Stamets, the original founders of The Warm Hearth Fireside and Patio Shop (La Mesa, California), establishing a business that could evolve and grow created a company that meets the needs of consumers in the woodstove and grill segments of the industry. The Warm Hearth began in Julian, California, as a family-run hardware store and lumberyard. In 1983, though, the Stamets were
receiving an increased number of reque sts for wood stoves, which inspired them to become a Vermont Castings dealership. Debbie Ewens, a longtime employee, is now a co-owner of The Warm Hearth with the Stamets. As she explains, their success with Vermont Castings prompted them to purchase a small patio-furniture store in La Mesa, where their new line of wood stoves would receive
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a sense of discovery and inspiration, as well as to help customers select products that suit thei r lifestyles and home designs. The store offers myriad product lines, including those from Jøtul, Regency, Valor, Enviro, Innovative Hearth Products, Morsø, RSF, Kozy Heat, Thelin, Stoll, Design Specialties, Dimplex, Modern Flame, Amantii, Napoleon, The Outdoor GreatRoom Company, In 1983, the store American Fyre Designs, started carrying Portable Kitchen, hearth products Traeger, Green more exposure. Ewens works diliMountain Grills, Blaze, Fire Magic, gently to continue the family legac y American Outdoor Grill, Big Green and provide exceptional customer Egg, Elmira Stove Works, and service and product offerings. Beachcomber Hot Tubs. “Our customers are very interestAs the business grew, so did the ed in contemporary (not always linnumber of fireplace/stove brands added to the store. Eventually, these ear) fireplaces, and they want options—including interior liners brands included Elmira Stove and media choices—and something Works, Earth Stove, Fisher, Kent, and Country Comfort. different from what their neighbors Today, The Warm Hearth is have,” Ewens says. In addition, The Warm Hearth provides a variety of designed to provide customers with
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HEARTH RETAILER “We definitel y lose sales to internet companies,” Ewens says. “The challenge is showing customers enough for them to trust us with their purchases, but not giving them all of the component numbers to go home and place their orders online.” One of the key marketing techniques that Ewens employs is selling the company’s demonstration models, at a discount, every spring. This allows The Warm Hearth showroom to achieve a ref reshed look that entices customers to explore the latest and greatest products available. “Manufacturers expect the current models to be shown and are genFireplace erous with disstyles with counts and burn clean lines are credits,” Ewens says. favorites She adds, “While we no longer offer installation and service through the store, we recommend the same handful of companies that we’ve known for Staying on top of consumer trends 20-plus years. They schedule their is paramount for specialty stores, with own appointments and collect labor The Warm Hearth being no excepcharges directly from the customers. I tion. Ewens is seeing that while sales know it wouldn’t work for everyone, are declinin g for wood-burning and but it works for us.” pellet appliances, gas and electric fireIn addition, The Warm Hearth place products continue to see solid offers a unique product line that sales. “A few years ago, a 48-inch firemakes the business stand out in the place with a large television above it minds of customers. By partnering was popular among consumers,” with Elmira Stove Works, the Warm Ewens says. “Today, customers are Hearth offers refrigerators, ranges, asking for a 60- or 72-inch fireplace, cookstoves, and other appliances that and maybe 25% of customers will are reminiscent of various bygone eras. place a television above the fireplace.” These retro-inspired kit chen products With each new day, technology have created a unique niche that helps lers opportunities brings specialty retai in the company’s marketing efforts. for growth and success. As businesses As a busy staff of three, Ewens and grow, they encounter tough decisions her team pride themselves on being regarding how best to use the technolfriendly, professional, and eager to satogy available; the internet is playing a isfy consumers’ requests. In addition bigger role in the hearth/grilling arena. to being bilingual, the team offers In addition to maintaining a webinsights into the best products that site and a Facebook page, The Warm can meet each customer’s circumHearth participates in all manufacturstances. “Among the three of us,” ers’ promotions—from free venting Ewens says, “there are about 6 5 years to free accessories to shared rebates. of knowledge.” Firepits and outdoor fireplaces are continuing sales successes
Customers are drawn to contemporary media
traditional gas grills, retro charcoal grills, pellet grills with Wi-Fi, and wood-fired ovens. “Most of our customers have more than one grill,” Ewens says, “and the price, when they add another grill, is less than $1,000.” Ewens adds that the interest in grills seems to depend on the available fuel. “If natural gas is an option, they’re buying bu ilt-in units,” Ewens says. “If they have to use LP, they’ll choose cart models. If they are not homeowners, are in condos, or are members of our military, they want to purchase grills that they can take with them to their next homes. Most of the lines that we carry offer a complete range of accessories, such as doors, side burners, and refrigerators.” In today’s competitive marketplace, specialty retailers mus t compete to survive. As some retailers begin to grow, however, they become concerned that they will lose the smallbusiness feel that customers have come to expect. While some business owners have thrown the small-business concept aside by changing their product lines, renaming their companies, or merging with other entities, The Warm Hearth has been able to balance its evolution and growth to stay in the small-business mindset. Many of today’s consumers are more conscious than ever before of the impact that they can make by buying from local small businesses, independent artisans, and eco-friendly companies. “The hearth industry is pretty small in San Diego,” Ewens
Retro stoves and other appliances from Elmira Stove Works are popular
says. “It seems we’ve all been in business since the 1980s. We are competitors, but we still rely on one another for information and w hen we need to borrow something.” When you operate a small specialty business, you also typically offer a unique product or service that is inextricably linked to the small feel of your brand. One way that The Warm Hearth focuses on marketing the business and enhancing its brand is by being an active member of the Hearth, Patio & Barbecue Association (HPBA). “The Warm Hearth has continued to be a member and to support the HPBA for as long as I can remember,” Ewens says. “I wish more members would participate in their affiliates, on just a few projects, to see what a tremendous effort goes into planning events and keeping an eye on the regulatory issues.”
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Circle Reader Service No. 33
OUTDOOR GRILLING
SOHOT As Southern Grillin’s sales grow at an explosive pace, plans are underway to add a takeout-food business.
From left: Addison, Eric, Michelle, and Jayme Jimenez
BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY DAVID BRINKO
Grills from Weber, Traeger, and Big Green Egg are part of the product mix
Barbecue fans love the range of products and services available
Southern Grillin’ (New Smyrna Beach, Florida), a retail store barely two years old, has already proved so successful that the owner is cooking up additional sales—quite literally— by taking taste tests to the next level. Within the next few months, Southern Grillin’ will open a restaurant within its store. At the launch, the menu will be limited to takeout, but if the effort takes off, it might end up turning into a full-fledged dine-in restaurant. That would be fine with Eric Jimenez, president of Southern Grillin’, as well as chief cook (and bottle washer). Prior to opening the store in 2016, Jimenez worked as a cook and pit master at a local barbecue restaurant and dreamed about opening his own restaurant. He was ready to do just that, but was advised to get his feet wet in retailing first. Jimenez says, “There is a lot of overhead in restaurants, which we wanted to avoid.”
The next logical option was a barbecuesupply store. Southern Grillin’ was born of Jimenez’s love of barbecue, combined with the lack of retailers offering high-quality grills and smokers in the area. “There was no one else who does what we do within 40 to 50 miles of our location. When you lo ok at the education we provide, we broaden that to about 60 miles, so we have a pretty good niche here,” Jimenez recalls. He opened the store with his wife, Michelle, and two daughters, Jayme (19) and Addison (9). These original four still compose the employee roster today. Less than two years ago, they leased a 1,750–square-foot store, with 1,500 square feet devoted to the showroom. The remaining 250 square feet, tucked in the back of the store, housed inventory. Now, those
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products have been relocated to an off-site warehouse to make room for the takeout restaurant, which is aptly named the Smokehouse at Southern Grillin’. The layout, Jimenez says, is similar to that of a Cracker Barrel restaurant, with smoky aromas enticing customers to taste the food—and to try grilling or smoking for themselves. The showroom started out with just a few lines from local distributors, but has since grown to encompass products from Weber, Traeger, and Big Green Egg. The restaurant uses a Fast Eddy’s™ by Cookshack
FEC500 commercial rotisserie smoker, along with other products sold in the store. Jimenez will specialize in sandwiches (primarily of brisket and butts) and will do all the cooking himself while his wife runs the re tail end of the store. “Whatever we cook in the restaurant, you can find in the store—so you can recreate it at home,” Jimenez explains. “Our main focus is the backyard barbecue chef and weekend backyard pit master. We strive to make grilling a lifestyle, not just something you have to do for birthday parties and gatherings.”
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Circle Reader Service No. 35
twineaglesgrills.com Circle Reader Service No. 35 Call 800 789 2206 to learn how you can become an authorized dealer.
OUTDOOR GRILLING ”THE BARBECUE MARKET IN OUR AREA IS ON THE RISE. WE HAVE SEEN OVER 50% GROWTH IN THE SALE OF GRILLS AND ACCESSORIES.” The takeout restaurant will be a year-round daily supplement to the store’s annual customer-appreciation party, which is known for its giveaways, demonstrations, free food and drink, product sales, and music. Jimenez says, “We have always tried to cook out, every weekend, to demo the grills we have and to showcase new recipes.” The takeout restaurant, which will serve side dishes such as baked beans and macaroni and cheese (along with sweet tea and soft drinks), will up the ante. “By keeping our customers up to date on the newest trends in barbecue cooking, we make them feel more engaged. We encourage them to try new cooking styles and praise them for great results. We help them overcome obstacles that might arise,” Jimenez says. While still a newcomer on the scene, Jimenez appears to hav e hit on the right recipe for success. “The barbecue market in our area is on the rise. We have seen over 50% growth in the sale of grills and accessories,” Jimenez says, adding that sales spike in September through April before declining sharply in the summer months. He attributes the store’s prosperity to doing business in an oldfashioned way, noting that his customer service keeps shoppers returning to the store. He says, “They can pick up their pellets at Walmart, but they keep coming back to us.” Deciding which products to carry has Jimenez spending countless hours reading blogs and watching trends in the industry. He listens to his customers and changes gears
accordingly. Southern Grillin’ offers free assembly, free delivery, and free advice, as well as tastings of all the rubs and sauces it sells, which Jimenez hopes will ensure complete satisfaction with any purchase.
He says, “Many hardware stores cannot offer the level of expertise that we offer. I am a trained pit master with years of cooking experience under my belt. When you buy a grill from us, you get my personal cell number, and I will stop whatever I am
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from him. “Customer service is our numberone priority, and we make sure that it shines,” Jimenez says. “We want to be the first point of contact for any issues, and we will fix them immediately. To many people, this old-fashioned way of doing business is a refreshing approach, and return customers become lifelong friends, not just another number on a receipt.” Going forward, Jimenez wants to establish a barbecue competition in the area to help increase awareness of barbecue culture. He also wants to purchase land and build a freestanding store with more space. He plans to offer outdoor kitchens, and he will be hiring a contractor so that he can offer outdoor-kitchen building, installation, and remodeling. Jimenez says, “We aim to be the only destination to go to for barbecue in central Florida. Competition-style barbecue is delicious, and The atmosphere of the store is fun, which we want everyone expeelevates the shopping experience for first-time and repeat customers riencing those flavors.” He appears to be well on his way to that goal. “We have overshot our business plan by over 100% in our first year, bringing in over $250,000 in year-one sales,” he says. “We have sunk all revenue back into the business, and with that inventory, we are poised to make another year of gains, well above expected performance.” Next year, Jimenez expects growth of 3% to 5%. He says, “Customers have never seen a store like this and wish doing and help a customer with a there were more around—so in the cooking or grill issue.” snext three to four years, once we Jimenez wants to ensure that cu tomers get the grills they need, have this tailored just right, we’ll whether or not they purchase them add more locations.”
Circle Reader Service No. 37
SHOWROOM SHOWCASE
Betty Parker’s high-end design influence and philosophy of outstanding customer service are carried on today
FURNITURE PIONEERS After blazing a trail in indoor furniture, this Oregon retailer expands to outdoor lines. BY KIMBERLY RODGERS | PHOTOGRAPHY BY ADAM WICKHAM
J
eff Parker, third-generation owner of Parker – Furniture & Design (Beaverton, Oregon), had not planned on adding the outdoor-furniture category to his store’s high-end interior-furniture lineup. Two years ago, however, circumstances drew him to the casual segment. Fishels, known for high-quality outdoor furniture, closed its business in 2016, after the Fishel fami ly decided to sell its building. Fishels had served the Portland area for almost 100 years. Since Fishels was the only specialty retailer in the area carrying high-quality patio furniture, sales representatives of a broad array of outdoor manufacturers suddenly had no brick-and-mortar store to sell their lines. Parker explains that they understandably became nervous, so they called him—and he jumped a t the chance. “The week following the announcement of the Fishels sale, I received about a dozen phone calls from sales reps,” he recalls. He didn’t know a lot about selling outdoor furniture, but he recognized an opportunity. Jeff’s father, Craig, had wanted to get into the outdoor segment for years, but Fishels had tied up the market. To showcase its new outdoor lines, the store had a huge sale, free ing a section in the back of its massive furniture showroom. An area of approximately
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10,000 square feet was remodeled, with new floors and lighting, and Parker hired a long-term Fishels employee to help him navigate the new territory. He then traveled to the 2016 Casual Market Chicago. “After I attended the awards banquet during the show, it became quite apparent to me what lines we should carry,” he says. Parker learned the casual segment quickly, and in just one year, he says, “We went from zero sales to outdoor products representing 25% of our business.” The store is enjoying the benefits of traffic from Fishels, now coming through its showroom doors. Parker says, “Nine out of 10 people are new customers who had never been in our store.” In fact, outdoor furniture has been so well received t hat Parker is expanding into an additional 2,500 square feet of outdoor merchandising at the retailer’s second location in Portland. Parker – Furniture & Design was founded in 1952 by Louis Parker. He and his brother, Arliss, originally started the business as a type of trading post. Parker says, “They would trade used furniture for used refrigerators—or even chickens.” After Arliss was seriously injured in a car accident, Betty Parker joined her husband, Louis, in the business. “She did not like old rusty refrigerators at the store,
Jeff Parker Serving the indoor-furniture needs of the Portland area since 1952, the retailer added outdoor lines in 2016
Patio customers are gravitating toward a mix of dining and seating groups
so she brought in locally made furniture,” Parker says. Betty then began making buying trips to furniture markets in San Francisco, California, and High Point, North Carolina, to elevate the product line. Having worked as a model for Meier & Frank, a once-prominent Portland department-store chain, Betty was familiar with high fashion and good style. Parker comments, “My grandpa was a strong busi-
nessperson who was very good at conserving costs. Together, they did very well.” Eventually, their sons, Gary and Craig, joined the business. The brothers were true pioneers in the indoor-furniture industry, helping to develop the first furnituregallery programs (including Thomasville and Ethan Allen) west of the Mississippi. “They also began using vignettes to merchandise products, which was
considered advanced at the time,” Parker adds. HONORING THE NAME Today, Parker – Furniture & Design has a 65,000– square-foot showroom and carries products from hundreds of premium manufacturers of indoor and outdoor furniture, accessories, carpets/rugs, and fabrics. Most of the lines carried are made in
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SHOWROOM SHOWCASE the United States. Parker says, “We try to do as much as we can with products made in the United States.” Outdoor lines include Brown Jordan, Gloster, Jensen Leisure Furniture, OW Lee, Treasure Garden, TUUCI, and Woodard. Tropitone was Parker’s first large buy. So far, Portland area residents are gravitating toward a mix of furniture, firepits, and cantilever umbrellas. Tommy Bahama Outdoor, Ebel, and Brown Jordan have been popular sellers, with sales split evenly between dining and deep seating groups. Parker uses a variety of methods to advertise both indoor and outdoor lines. These include the store’s website (www.parker-furniture.com) and the use of key words for search-engine optimization. He says, “If someone Googles Portland outdoor furniture, we are on the first page.” There is a healthy budget for television and radio advertising spots, which run approximately eight months of the year (with an emphasis on outdoor ads airing March through June). With only one season under his belt, Parker is still gauging consumer buying habits for the outdoor segment. He says, “In our first season of selling outdoor products, April and May were our two biggest months, and June and July were healthy.” Prior to 2009 and the economic downturn, the
retailer used an advertising agency. Now, to pare expenses, Parker not only does all marketing himself, but also plays a role in his television commercials—along with his three children. Indeed, whether in the store’s website or its commercials, the Parker family’s story plays a prominent role in stressing the longevity of the company. He says, “It’s a way of showing the public who we are: a family-owned company. My customers like watching the kids grow up; our older son started in the commercials when he was 2—and now, he’s 11.” SERVICE ORIENTED One of the most important reasons that Parker – Furniture & Design is still in business after 65 years is its outstanding customer-service philosophy. Betty set the tone, early on, for how the store’s customers should be treated. “She had a way of talking to people: She would speak to you as if you were the most important person in the world when you were in front of her,” Parker says. In addition to her design skills, his grandmother also had a knack for always meeting the customer’s needs. He says, “She was a great businessperson. People still come in today and talk about her.” In general, employees will do
Circle Reader Service No. 40
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whatever it takes to satisfy the customer. Unless the request is unreasonable, Parker notes, “We don’t say no.” Betty’s design influence became the foundation for the retailer’s complimentary design service. A dozen interior-design professionals are available to help customers with floor plans, space planning, and furniture selection. Parker says, “Since buying furniture from us is a big purchase, we don’t want people to make mistakes, so we offer the service for free.” The store’s design staff also works with trade professionals. Craig retired in 2007 and died in 2013. For the past 10 years, Jeff has been the sole owner of the business. He started working in the store when he was in seventh grade. He says, “The school bus dropped me off here after school, and I would vacuum and dust. I have been working here pretty much my whole life.” He comments that time will tell whether his children will continue to run the store, as the fourth generation. To help make that possible, his goal is to pass on a financially stable and well-respected company. He explains, “My dad always used to say that our name is on the building, so don’t tarnish it—whether it’s in your personal life or your business life.”
Circle Reader Service No. 41
AS I SEE IT The Outdoor GreatRoom Company offers products that take backyards from blah to breathtaking. BY SHARON SANDERS
The Kenwood linear dining-height gas firepit table and Lyndale highback swivel rocking chairs
BACKYARD REDUX The soul of The Outdoor Fast-forward to 2018: The out™ GreatRoom Company (Burnsville, door-living industry is bigger than Minnesota) is innovation and design. Shimek even could have predicted. When Dan Shimek (cofounder of His business concept has propelled the company into a leadership posiHeat & Glo) launched the business in tion in the industry. 2003, he had a vision that has been realized in ways he never could have Why does this concept appeal dreamed. Since his death, in 2013, his to consumers? brothers, Gerry and Steve, have Schmitz: Outdoor living appeals to stepped in and revved up the business, people across all generations, as there alongside the company’s talented team of employees. As the outdoor-living The Vintage rectangular gas firepit table and industry hits its stride, The Empire dining chairs Outdoor GreatRoom Company is creating products that are fresh and interesting—and that speak to consumers’ growing passion for living and entertaining outdoors. Patio & Hearth Products Report met with Renee Schmitz, vice president of business development and marketing, to find out how this forward-thinking company is staying at the top of its game. What is the concept behind The Outdoor GreatRoom Company? Schmitz: In 2003, Shimek saw the potential of the outdoor room in its infancy. His idea was to create a company that was a one-stop shop for the complete outdoor room, including firepits, firepit tables, outdoor gas fireplaces, furniture, and pergolas.
is a newfound appreciation for the outdoors. Creating beautiful backyard spaces is not an afterthought anymore, especially when it comes to new homes. Our company recently changed its tag line to Bring Home Outside because i t has become an expectation that the backyard is an extension of one’s home. If homeowners want to add more value to their homes, they
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The Cove linear gas firepit table and Lyndale high-back swivel rocking chairs
can do it by creating functional outdoor spaces. Wakefield Research recently conducted a survey for Taylor Morrison and found that more than half of all homebuyers today are willing to sacrifice a larger house for a bigger yard. We want to make it easy to furnish those outdoor spaces by offering more than 50 firepits and firepit tables (in a variety of materials and styles), as well as pergolas, outdoor furniture, barstools, dining chairs, and chat chairs. What are the company’s standout moments? Schmitz: We expanded our manufacturing operation last year to accommodate our growth. The new 65,000–square-foot facility in
Burnsville is just 15 miles from our previous location in Eagan. The larger building affords us the luxury of having our entire operation together, under one roof—including production, our warehouse, and corporate offices. We moved our paint booth and pergola production (previously outsourced within the United States) into the new location as well. Housing everything together makes our operation more seamless than ever when it comes to efficiencies, communicat ion with our customers, and production time. We have also started using a scanner-driven barcode system to keep track of inventory flow. Another standout moment of the past year was the introduction of our Boreal Complete Heat firepit. It was honored with a 2017 Vesta Award in the category of outdoor hearth products. The Boreal features a heatexchange system that pushes heat down through vents in the b ase of the table to warm one’s feet. Now, people can extend their outdoor
time on chilly nights because they will be warm from top to bottom. This is a perfect example of how we are staying on top of innovation with our products. Which products have been consumer favorites? Schmitz: Products that are made from (or simulate) natural materials have been strong sellers for us. One offering that has done particularly well is our contemporary-styled Cove collection gas firepit bowl: a simple natural-concrete bowl with a black color-coated Crystal Fire™ burner. People like the simplicity of Cove because it blends well with any furniture style. Our Vintage collection firepit tables have also been favorites. They feature a weathered-cedar base and distressedwood porcelain top that are practically indistinguishable from wood. The tables come three shapes: linear, square, and rectangular. What is the company’s biggest advantage in the marketplace? Schmitz: By far, one of our biggest strengths is the design (and innovation) of our products. We are always working to
bring our customers products that are one step ahead in the industry. As design is becoming more important to consumers, we are amping it up in our product line. Last year, we partnered with a number of respected interior designers to map out our style direction for this year. All of our new products will play off four trending style categories: urban modern, minimal mod, industrial, and modern farmhouse. The best thing about these categories is that they all feature natural materials that translate beautifully from indoors to outdoors. Which new products are you most excited about for 2018? Schmitz: We are introducing a number of new firepits and fire tables this year. One standout is the Alcott firepit table, which combines a rustic whitewashedshiplap base with a contemporary antique-timber Supercast concrete top. We’ve also added a 12x42-inch linear firepit table (with a natural-gray Supercast concrete base) to our popular Cove collection. When it comes to furniture, we are adding two new tables this year: the modern Kenwood dining-height fire
table (for six people), with a com posite deck top, and the Kenwood chat-height firepit table, with a 12x24-inch fire element. Both feature a unique elevated Crystal Fire burner. I am personally thrilled about our new Lyndale swivel rocking chairs, which are the ultimate in deep seating comfort. These contemporary-styled chairs come in slate and ash.
one-on-one time with our partners. Outdoor living is a close-knit industry, and a dealer often ends up being more than just a good customer: a good friend. Many of our dealers have been around longer than The Outdoor GreatRoom Company, so we end up learning just as much from them as I hope they learn from us.
How does The Outdoor GreatRoom Company help specialty retailers strengthen their outdoor-living sales? Schmitz: Shimek always said that the success of The Outdoor GreatRoom Company came from great partnerships with its dealers and distributors. That hasn’t changed. Our success comes from their success. The Outdoor GreatRoom Company works hard to promote our customers and to help them promote their companies with ever-changing digital-marketing strategies. We take pride in the fact that we listen to our dealers’ needs and create many of our products based on their feedback. When we hold our annual dealer meeting, it’s not only a time to show off our products and get input; it gives us good
What does 2018 hold for The Outdoor GreatRoom Company? Schmitz: I am proud of how far we’ve come in 15 years. We are still a familyowned and -operated business that takes pride in what we do and the products we make. We are fortunate that consumer interest in outdoor living is gaining momentum and doesn’t show any signs of slowing. Our residential business is strong, and I predict that our custom and commercial applications will be big areas of growth for us. Now that we have brought pergola production in-house, there is an opportunity to grow that category with new designs and custom work. There is stiff competition in the industry, but we are confident that our strength in innovation and design will keep us at the top.
Circle Reader Service No. 43
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MY TURN Bel Air dining
Amari seating, with a gas firepit and an outdoor kitchen
OBJECTS OF DESIRE Gensun takes the market by storm with its coveted furniture collections and outdoor kitchens. BY MAURA KELLER
F
or many people living in warmer climes (or enjoying other regions’ warmer months of the year), decks, patios, and porches become sanctuaries—prime spots for relaxing or entertaining. These outdoor-living spaces are essentially extensions of consumers’ homes. As consumers try to enhance their outdoor areas, they are turning to Gensun for a wealth of outdoor-furni ture, outdoor-kitchen, and firepit products that will make these spaces truly shine. In record numbers, consumers are creating outdoor rooms—and for good reason. Everybody needs a getaway: a private retreat for entertainment, rest, and relaxation. Involving much more than simply placing some plastic chairs on a deck, today’s outdoor rooms have evolved into carefully planned focal points that truly extend living spaces and are complete with comfortable, stylish furnishings, fabrics, pillows, kitchen/cooking areas, and entertainment zones. When it comes to outdoor furniture, consumers are seeking stylish, well-designed pieces that can handle the elements and add a sense of style and comfort to the alfresco experience.
That’s where Gensun comes in, with its award-winning manufacturing. Founded in 2001, Gensun is a family-owned company headquartered in Rancho Cucamonga, California. As Jan Trinkley, president of Gensun, explains, Gensun primarily sells its products to independent specialty retailers, mostly in North America. “In the beginning, our product focus was on manufacturing the best cast-aluminum furniture designs in the industry and providing our customers with high quality, high value, an d a high level of customer service,” Trinkley says. Architects, homeowners, and construction planners are discovering that a lot has changed in the world of outdoor products, in both materials and technology. While Gensun continues to focus on its core business strategies, the company has evolved with the market—modifying its products to include leadingedge product material (such as cast aluminum) comb ined with a variety of other materials. Today, new synthetic fabrics and innovative structural changes are making outdoor products more durable and versatile than ever. More important, Gensun understands that
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instead of being short-lived afterthoughts, outdoor furniture and kitchen products have become longlasting design features for residential and commercial properties. In the outdoor-products indusy, tr competition is stiff. As the popularity of outdoor rooms grows, more homeowners are willing to invest as much time and money in the outside appearance of their homes as they dedicate to the indoors. This means that the only ways for an outdoor-furniture and -kitchen manufacturer to remain competitive are for it to look continually for better ways of turning out products and for it to educate consumers continually about the outstanding benefits that these outdoor products can provide. In order to enhance its product offerings further and meet the interests of consumers, Gensun has added many accessory items, including firepits, privacy screens, and accent tables. “The largest category of new products we have added in recent years is outdoor kitchens—whether you want to design your own kitchen or choose from 11 predesigned kitchen islands,” Trinkley says. “This year, we added contem-
porary cabinet designs, called Modano kitchens, to our traditional Paradise cabinet designs.” These cabinet designs—from seating islands to grill and firepit islands—are truly reminiscent of high-quality indoor kitchens’ cabinet designs. Indoor–outdoor connections have become popular as people realize that connecting thei r indoor and outdoor environments opens up entirely new options for living space and increases the livable square footage of their homes. For such reasons, Gensun pays close attention to interior-design trends that have an impact on the designs of exterior rooms. As Trinkley explains, consumer trends and industry trends merge in the marketplace, so Gensun follows both design trends for the interior of the home and consumer trends—so that the company can design products and colors to suit consumer trends. There are some key design trends for the outdoor-design marketplace that Trinkley is seeing. Quite simply, traditional designs are still a large part of sales, but transitional and contemporary designs are becoming more popular. “Mixed materials also continue in
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HE A D QUA R T E R S – 9 4 4 9 8 t h St re e t | Ranc ho Cuc amonga, CA 91730 P h o n e : 9 0 9 . 9 8 9 . 9 9 7 7 | F ax : 9 0 9 . 9 8 9 . 9 970 | Toll Free: 866. 964. 4468 CHI CA G O SHO W R O O M – M e rc h an dise M art Suit e 1667 | Chic ago, IL 60654 GEN SU N C A SU A L . C OM
Circle Reader Service No. 45
MY TURN their popularity. Gensun has introduced many seating collections mixing cast aluminum, extruded aluminum, woven material, Strap from Sunbrella®, and high-pressure laminate (for some beautiful tabletop and firepit-top designs),” Trinkley says. Firepits also are popular in the market and are selling in chat to dining to balcony heights. Gensun’s firepits are availab le in seven distinctive designs—in a variety of sizes and heights—and feature a heat output of 57,000 Btu, providing the ideal ambience for outdoor spaces. Gensun’s traditional designs in the outdoor-furniture category continue to sell well. Among the company’s 17 furniture collections, some of the hottest-selling collections are Grand Terrace, Bel Air, Bella Vista, Florence, and Michigan (to name a fe w). In recent years, the company has added transitional as well as contemporary designs, including the
The Drake collection
Phoenix, Drake, Amari, and Cabrisa collections. Many of today’s consumers are looking for year-round products that will complement the interiors of their homes or the designs of their patios and decks. These customers are willing to invest in high-end, well-designed outdoor upholstery
that will last. In r esponse, Gensun uses the best fill and outdoorresilient fabrics available, offering some of the most advanced weatherresistant fabrics on the market. Gensun is known for its custommade cushions, tailored specifically for its furniture designs. While creating outdoor-living
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spaces has top-of-mind awareness for many consumers, incorporating high-end, fully functional outdoor kitchens has also gained in po pularity. Gensun offers 11 predesigned outdoor-kitchen islands, as well as the ability for consumers to design their own islands. As consumers continue to create more direct (and sometimes, dramatic) interactions between interior rooms and attached patios or decks, they recognize that this is one way to liven up a property and create a true indoor/outdoor-living experience. “The outdoor room continues t o be one of the most popular rooms to decorate in the home,” Trinkley says. “New homes have an outdoor room in the building plans. Remodelers are adding outdoor rooms. Gensun offers the ability to coordinate the outdoor room, in style and color, with furniture, kitchens, firepits, and accessories.”
Circle Reader Service No. 47
PRODUCT INNOVATION Empire covers the market with innovative, customer-driven products. BY KIMBERLY RODGERS
The Boulevard linear see-through fireplace
HEARTHSOLUTIONS These include a hedge on Canadian currency, oil prices, gas-licensing rights, and the addition of two more factories in Canada. The new partnership will benefit both companies, Bauer comments. Even though gas products represent 80% of the heater/hearth market, Empire wanted to enter the wood and pellet segments. Conversely, SBI planned to expand its position in the gas market. He says, “It’s difficult to start from scratch. Now, we can leverage the strength of both companies for both gas and wood.” Empire is using a long-term strategy to serve the industry with the combined forces. Bauer says, “The beauty of both Empire and SBI is that we are two successful, growing, and profitable businesses, so we can take the extra time and do it right.” A fourth-generation family business, Empire celebrated its 85th anniversary in 2017. It was begun in 1911 (by Henry Bauer) as a sheet-metal shop. It was formally incorporated in 1932 as Empire Stove Company. Today, Empire is owned and operated by third-generation family members Pamela and Brian Bauer and their children, Jane and Nick. Empire’s brands include American Hearth and White Mountain Hearth fireplaces; Empire® Heating Systems (power-vented systems, vent-free room heaters, direct-vent wall furnaces, and vented zone-heating systems), all made in the United States; and Broilmaster® Premium Grills. The The Renegade clean-faced direct-vent fireplace, with TruFlame technology
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ick Bauer, president of Empire Comfort Systems (Belleville, Illinois), explains that the Empire Group’s recent purchase of SBI (SaintAugustin-de-Desmaures, Quebec)—a manufacturer of wood and pellet-fired heater/hearth and venting products—is a positive step. Foremost, he says, “We really like our partners, and we respect the business they have created.” Brothers MarcAntoine and Jean-Francois Cantin will continue to be involved with the company as minority shareholders. “They purchased SBI 19 years ago and built a great business with a solid team and factory, as well as outstanding products,” Bauer explains. He notes that the goal of Empire, which already offers its dealers a range of gas-fired products, has been to provide a full line of hearth solutions. He says, “By combining our gas products with SBI’s wood/pellet heater and hearth products, we can now offer a complete line of products and solutions to our customers—not only in the United States, where Empire is strong, but also in Canada.” The purchase gives Empire more options, he adds.
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company purchased the manufacturing rights for the grill line in 2002. NEW-PRODUCT DEVELOPMENT When Nick Bauer joined the company, 10 years ago, Empire was primarily a space-heating manufacturer. As he saw the number of manufacturers in the category rapidly dwindle, however, Bauer realized that the future was in the company’s other market segments. He says, “We focused on the fireplace-development side of the business and tripled our research/development team in three years.” With the right people in place, Empire was able to double the number of hearth products it offers every year. In fact, for the past seven years, the company has introduced four to six new product families each year, and it plans to continue this. During the great recession, the company made a commitment to invest in development, knowing that it might not see a return for four to five years. Bauer says, “Investing on the front end has been a very successful strategy for us. When our competition was closing factories and cutting staff, we hired those people to ensure our future growth.” Bauer notes that much of the new technology in the industry centers on manufacturing processes. From machines and robotics to automation, it’s important for Empire to invest in these new breakthroughs to remain competitive, he explains. Three years ago, Empire introduced TruFlame, a revolutionary new technology in fireplaces. Available in Empire’s direct-vent fireplaces, TruFlame features a ceramic catalyst that minimizes emissions while maximizing heat efficiency. The result is a realistic, dancing, wood-burning flame. continued on page 84
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CORPORATE PROFILE
DESIGN SAVVY
The Harewood collection by Michael S. Smith
Brown Jordan is recognized internationally for its industry-leading designs and craftsmanship. BY SHARON SANDERS
rown Jordan (Costa Mesa, California) is the gold standard for casual furniture and can be found in homes, hotels, and resorts across the country. Its iconic, meticulously designed furniture is art, just as much as it is a place to sit or dine. The Los Angeles–grown company has introduced notable product innovations to the market during every decade since it was founded, in 1945, by Robert Brown and Hubert Jordan. While its history and reputation are its legacy, that’s not the whole story. Brown Jordan wants people to know that even though it’s been making furniture for 73 years, it still starts every morning with an effort to be more creative and innovative in everything it does. Much of the inspiration behind Brown Jordan comes from Stephen Elton, chief brand curator, who travels the country sharing his vast knowledge of Brown Jordan craftsmanship, textiles, and design trends. He says, “I am proud of the company, how far it has come, and where it’s going.” He explains that one thing that separates the company from other
B
The Verge collection by John Caldwell
manufacturers (from a design standpoint) is the fact that Brown Jordan has worked with some of the most respected outdoor-furniture designers in the industry, including John Caldwell, Richard Frinier, and Michael S. Smith. Caldwell, one of the company’s first freelance designers, is known for his inventive contemporary pieces, found in collections such as Parkway Curvilinear and Verge. Frinier started designing for the company in 1983 and has created some of its most iconic collections, with a focus on Midcentury Modern styles. “In my opinion, he is the second most influential person in our history, outside of our founders,” Elton says. Smith, who created a number of
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Brown Jordan collections (including Deia, Arbre, and Harewood), was behind the 2010 makeover of the Oval Office and is a furniture designer to the stars. “We are able to attract designers of this caliber because of who we are and what we stand for,” Elton says. Over the years, Brown Jordan’s award-winning furniture and accessories have set the bar for the industry. The company is always working to reach out to markets in new ways. In 2015, the company debuted its Pasadena collection in an effort to appeal to its growing millennial base. Pasadena is a nod to Midcentury design and to the birthplace of Brown Jordan—and what appeals to the millennial customer is its reasonable price level. “It puts Brown Jordan in the conversation with simi-
larly priced lines from other manufacturers,” Elton explains. The collection features a smooth, flat aluminum frame with sweeping lines and is available in 24 finishes. It includes a wide selection of pieces, including armchairs, side chairs, lounges, rockers, swivel rockers, ottomans, and tables. The seating pieces are available in comfortable Versatex mesh or padded Versatex mesh, exclusively by Sunbrella®. When it comes to materials, Brown Jordan’s Suncloth lace and Suncloth strap furniture pieces are an ode to the company’s history of innovation in materials because they take classic vinyl-strap furniture to the next level. “The seat of our Suncloth strap furniture is not stiff (as one would expect) because the straps are constructed of Sunbrella fab ric that is sewn over an elastomeric stretchable material. It has comfort and support comparable to that of any cushioned furniture because the straps subtly conform to the body and have a natural give,” Elton says. It is available in 12 fashion-forward colors that coordinate perfectly with Sunbrella fabrics, for those who continued on page 84
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I
INSIGHT WITTUS
The captivating, clean lines of Wittus’ stoves and fireplaces appeal to today’s consumers.
The Phenix Green 120 fireplace
BY CHERISE FORNO
INSPIRED BY DESIGN After 40 years in the hearth industry, Wittus® —Fire by Design (Pound Ridge, New York) continues to build on its rich history of supplying modern products, with unique designs, that perform at the highest efficiency possible. In just four decades, the company has grown substantially from when its president, Niels Wittus, began selling imported European stoves. It’s now a thriving business, with a showroom in Pound Ridge and a well-established nationwide dealer network. Alyce Wittus, vice president, says, “Our product line is ever evolving, and we currently offer a clean line of contemporary products in many style variat ions.” In addition to offering its triedand-true flagship stoves, fireplaces, and accessories, Wittus continues to focus on developing new and innovative designs to meet customers’ needs and personal styles. Some of the newest Wittus products to hit the market in the past few years include Stack wood stoves, Lugo cookstoves, Firebird grills, and revised Shaker stoves (updated to meet new EPA standards). “ Our customers are very interested in style-savvy products such as the Shaker and Stack wood-burning stoves,” Wittus says. These best-selling products are ideal for a wide range of customers because they can be paired with both contemporary and traditional
Another popular category is the settings. The Shaker stove acts as an built-in, zero-clearance fireplace. accent piece that enhances a living Wittus explains that these products area while also providing ambient are versatile and also provide cusheat. The standard model is 41 tomers with a convenient, easy-toinches high, 34 in ches wide, and 21 inches deep, with a short table. The install piece. The company’s new stove is also available in an extralong Phenix Neo Green zero-clearance version that features a 6-foot bench. fireplace inserts are currently a pop“The Shaker stove is designed by ular choice for Wittu s’ clientele. “The Phenix Green wood-burning Antonio Citterio and styled after series is equipped with the latest classic U.S. furniture—with a conretractable-door technology and temporary flair,” Wittus says. allows the user to enjoy the fire with Wittus notes that each category the door open or closed,” is popular with customers Wittus says. seeking wood-burning, Wittus offers gas, or outdoor another versastove and firetile product place prodin its recentucts. ly released “WoodSlim-Line burning gas built-in stove s are very popuunit. Only lar, with 12 inches the Shaker deep and stove leading available in the category in three sizes, it can both style and heatbe installed to fit in The Shaker stove ing capability,” Wittus most areas. Consumers says. “Our clients want a product also get the option of purchas ing a see-through version, for a different that is efficient and stylish—and aesthetic. that can also be placed in a promiWhether customers are seeking nent spot in the house to stand out wood-burning, gas, or outdoor as a conversation piece.” products, Wittus has a fireplace or Wittus adds that the ceramic stove to fit the individual needs of Stack stove is handmade, for high their living areas and match the design quality, and can be glazed decor. For example, the Flatfire firewith a wide variety of colors for a place is a wall-hanging gas unit that moder n finish and look. This product is produced by La is a perfect fireplace for clients who Castellamonte in Italy and is creatwant to optimize smaller spaces ed by Adriano Design. because they don’t have to sacrifice
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floor s pace to add a heat source. Wittus recalls that she has noticed an interest in products that heat, as well as cook. “The popularity of an indoor/outdoor-living concept and the threat of power outages from seasonal storms make cookstoves a practical choice,” she says. To meet this growing demand for multipurpose products, Wittus offers the Lugo, Domino/Domina, Eco, Atmosfera, and Klassic cookstoves. These wo od-burning stove collections offer an array of designs and features ranging from contemporary to traditional. The Klassic stove fireplace is made in the United States with the help of Danish industrial designer Bent Falk. It features a large fireplace with an upper compartment for roasting or baking. The new Lugo cookstove from the Czech Republic offers a sleek, elegant look and efficient cooking and baking capabilities. Wittus has also seen sales growth in its outdoor collections. The newly released Firebird grill pairs well with the Phoenix grill: Both are visually stunning, as well as highly efficient. “Outdoor products such as the Wittus Phoenix and Firebird grills, made of COR-TEN® steel, are attention getters,” Wittus says. “The tall cylindrical design of the Phoenix grill draws much attention as a sculptu ral piece, a firepit, and a beautifully functioning grill.” Customers have also continued to gravitate to Wittus’ pizza ovens continued on page 85
I
INSIGHT OLYMPIA
Ventis Direct Vent Product Family
Olympia is in a league of its own, creating products that customers want and a workplace that focuses on employees’ well-being. BY CHERISE FORNO
FIRSTCLASS In less than 20 years, Olympia Chimney Supply Inc. (Scranton, Pennsylvania) has established itself as a leading designer and manufacturer of high-quality chimney-venting systems, liners, and accessories for all fuel sources. Bernie Allen, marketing director for Olympia, says, “Olympia began as a two-man, garage-based business and has evolved into a 225,000–squarefoot manufacturing facility that employs over 115 local employees and produces over a million feet of chimney liner annually.” Olympia has recently released new products, including its Ventis® Air-Cooled chimney system, as part of its Ventis line of chimney systems, which is crafted to vent masonry fireplaces. Customers can select from Olympia’s eight powder-coat colors to create a customized look. The Air-Cooled system also comes with a lifetime warranty. “The Air-Cooled system is designed to provide a hot draft on the inside, while staying cool on the outside,” Allen says. Another popular chimney product is Olympia’s Ventis Direct Vent, which is experiencing increased demand due to lower natural-gas prices. Various chimney liners—including the Forever Flex™, Premium Forever Flex™, Armor Flex™, Hybrid™, and Rhino Rigid™—are also manufactured by Olympia. One of its newest product releases is its Premium PreInsulated Forever Flex, which provides 0–0-inch clearance. This product features construction that gives it superior strength while it
remains light in weight. All en explains that this is the only preinsulated liner on the market to feature stainless-steel inner and outer construction. It is also composed of flexible material that makes it easy to uncoil. The ability to ovalize this liner is another feature that is in high demand. Olympia’s Rhino Rigid liner is available in a round shape or in a custom-shaped oval, rectangular, or square design—to seal completely, with a company-guaranteed perfect fit. In addition to Olympia’s commitment to exceed safety and design standards with all of its products, it manufactures all of its liner and venting systems at its headquarters in Scranton. It also has operations in New Hampshire, Oregon, Indiana, and North Carolina. Olympia was founded with customers as its focus, and it goes above and beyond expectations to partner with people who deliver excellent customer service at every turn. The company offers free technical assistance via live phone representatives who are certified by the Chimney Safety Institute of America (CSIA). Olympia’s Forever warranty on classA pipe and chimney liners is truly unique in the industry, and it sets the company apart from its competitors. “This means that the pipe or liner is covered under warranty for the life of the home, and the warranty is even transferrable to the home’s next owner,” Allen says. The company again proved how much it values its customers’ opinions by holding the first meeting of its customer advisory panel in February. Customers from around the country toured Olympia’s manufacturing facility and participated in
Ventis Class-A Product Family Ventis AirCooled Pipe
feedback sessions on many topics such as new-product development, business trends, sales support, and customer service. This event provided Olympia with valuable information, and the company plans to host more of these meetings in the future. Will Kozlansky, founder of Olympia, says, “We were very excited that such a large number of our customers accepted the invitation to travel to Scranton for the day to meet with us and provide feedback about our products and services. This feedback is very important to us and will provide a roadmap of how we are to continue to improve and grow our business—and in turn, help them grow their businesses.” Olympia sells directly to chimney professionals, including chimney sweeps and hearth stores, conveniently eliminating the distribution network. The company also provides numerous opportunities for these professionals to gain valuable knowledge and skills. “In 2017, Olympia hosted 14 education events, in cities across the United States, where chimney professionals could take basic to advanced courses on a wide variety of topics and could earn CSIA and National Fireplace Institute® continuing-education credits toward their yearly requirements,” Allen says. Olympia’s high standards were recently recognized when it qualified for Safety and Health Achievement Recognition program (SHARP) certification from the Occupational Safety and Health Administration (OSHA). The company worked with an OSHA consultant who noti-
fied Olympia of several ways it could improve safety. In response, Olympia spent 16 months implementing policies, training programs, and standard operating procedures until each issue was addressed and corrected. Anthony Tuttle is health, safety, and environment officer for Olympia. He says, “Employees saw the changes being made and engaged with the safety efforts by joining our review/analysis meetings and sharing insights they gained from their hands-on experience. We not only exceed national standards for safety, but also stand out from our competitors as a best-in-class workplace for our employees.” Allen explains that Olympia will continue to be in the forefront of implementing safety standards for both its employees and its customers. It will also use customer feedback—such as the information provided at this year’s meeting of the customer advisory panel—to improve current offerings and design new, innovative products. “Olympia is committed to building and maintaining strong and lasting relationships with our customers,” Allen says. “For 2018, we are developing and implementing new products and services, as well as improving existing processes. Olympia will also continue to invest in the future through our industryleading education efforts.”
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SHOP TALK
Ryan Bloom
THE BIG PIVOT A specialty retailer evolves into a new business that focuses on consumers’ passion for outdoor rooms. BY RYAN BLOOM
I am amazed at how quickly five years go by. It seems like only yesterday that I was building Urban Bonfire’s original 500–square-foot store. I went into the dealer/retail business with little experience in retail operations or the grill industry. I’ve never been a strong proponent of long, drawn-out business plans for startup companies because there are simp ly too many cultural, economic, and operational unknowns involved in a company’s early stages to predict the future accurately. My belief is that startups benefit more from passionate, hard-working founders who have the confidence to try things, to get real-time feedback, to tweak, to refine, and (slowly) to improve. Especially in today’s internet-based global economy, an entrepreneur’s willingness to a dapt products, services, and processes to respond to customers’ expectations is the benchmark for future success. I have always put customer experience and relationships ahead of short-term profits, and I continue to apply this philosophy today. Just ask Amazon. Wowing customers is the key to their loyalty and fuels the growth of their trust in a company or brand. When I started Urban Bonfire in late 2 013, my goal was to offer clients in our local market a unique and special experience that I felt was lacking in the grill industry. I wanted to follow great retail brands that focused on merchandising, expertise, original content, community development, and passionate employees. I was the only employee for almost a year. I did sales, assembly, deliveries, accounting, and buying; I ran events and clea ned the store myself. This was driven more by the economics of a startup than by my desire to do everything, but in hindsight, the immersive boot-camp experience of my first year set the tone for our success. Clients, media, industry experts, and our suppliers took notice. We annoyed some of the traditional companies in our industry by openly criticizing marketing/advertising campaigns that were out dated (in our humble opinion). We pushed the envelope on the fundamental need to make the grilling category open and excit-
ing to women by doing women’s grilling events and developing grilling classes for lighter/healthier food. We spoke at conferences on what we were doing to shake up the industry in our market, how we adapted to brutal seasonality challenges, and how we deployed modern strategies to i nform and delight our existing and future clients about who we were and what we did. We never sold on price, and we rarely discounted products, but we opted to add economic and experiential value for each client. We included introductory classes with every grill we sold. We developed our own line of spices and sauces, and we invested heavily in a consumables program to ensure repeat visits. Grilling, in its essence, is social, fun, and a connector of people. Dealers and people who can give clients the products, services, and guidance to make them better at grilling and entertaining are the ones who are winning in our space. If you had asked me, back in 2014, where I thought our business would go, I would have had no idea. We thought about having multiple corporate stores, we looked into franchising, and we even attempted online retailing (our biggest flop). After much reflection, we realized that our core values and expertise had greater value to (and demand from) other dealers and grill brands than consumers. Grill companies hired us to design their offices’ outdoor spaces. We developed original content and dealer-training modules, and we realized our future opportunity was in developing programs and partnerships with major grill brands and quality dealers throughout North America. We continue to see the growth of outdoorroom planning, where dealers can add huge value for the consumer. People are investing more in outdoor spaces than ever before, even in colder-climate markets such as the Northeast. Baby boomers are moving into condos and small-footprint homes, but they still want the full outdoor experience of grills, fire features, gardening, and entertaining (just in smaller spaces). Grill brands have really gone after the productdesign and style aspects of their equipment to
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meet this growing segment’s demand. I fundamentally believe that we are still in our outdoor-oriented infancy, and demand for our products will continue to grow for several decades. Based on that, along wit h our desire to build a brand and a business that could be scaled, we invested in the development of our own outdoorkitchen solution and program. After two years of testing, refining, adding, and tweaking, we officially launched our outdoor-kitchen program and partnership at HPBExpo in Nashville, Tennessee. Our program is unique and our designs are different, but most compelling is that we offer our dealer partners aspects of a fully integrated outdoorkitchen design department—without the need for them to invest in it. Our dealership experience has given us deep insight into the opportunities and challenges of this business and industry. As a result, we are well positioned to add huge value for our partners and their clients. While we are still a startup and are learning every day, we are honore d and proud to be partnering with some of our industry’s finest grill brands in the creation of their outdoorkitchen collections—as well as to be working with dealer partners throughout Canada and the United States on integrating our outdoor-kitchen design boutique into their existing showrooms and business models. I love this industry. There are some incredible people—leaders, forward thinkers, and ment ors— to learn from, and our industry is only getting better with growing populations, the ongoing popularity surge of home cooking and entertaining, and the investment people are now putting into their outdoor spaces. Modern clients (especially millennials) want and need attachment to stories and are gravitating toward companies that seek to understand their individual styles and needs. Ryan Bloom is the founder and CEO of Urban Bonfire (Montreal, Quebec), an outdoor-kitchen design/manufacturing company that creates outdoor-kitchen collections and programs for major grill brands and dealer partners throughout the United States and Canada.
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LAST WORD Skaal chaises in Eden white Batyline
MODERNMAGNIFIQUE Les Jardins’ sleek and stylish designs bring a European flair to the outdoor room. BY K I M B E R LY R O D G E R S
In contemporary/modern design for the home, Les Jardins® (Aix-en-Provence, France) is well positioned to meet outdoor-furniture needs with a full range of furnishings and accessories. The company is noted for offering casual products that combine refined modern design with form, function, and value. Frederic Raffenne, CEO of Les Jardins USA (Pasadena, California), comments, “I think more and more people are interested in a European look for the i nterior and exterior. It’s a style that is sleek and minimalist, and it goes with the general concept that less is more.” Originally called Les Jardins au Bout du Monde (The Gardens at the End of the World), the company was founded in 1991 to capture a then-booming market in Europe for teak furniture. It quickly rose to become a leader in the category throughout Europe. Raffenne says, “Teak was a ph enomenon that did not really exist in the United States during that time period.” Teak demand in Europe, he notes, lasted throughout the 1990s. “At the time, both specialty retailers and big-box stores were doing more than 50% of their outdoor business in the category,” he adds. As the teak craze began to lose its luster in the early 2000s, Les Jardins started to develop an array of outdoor products in a full range of new and innovative materials. Raffenne comments, “With teak fading in Europe, the company decided to start making resin-wicker and aluminum collections.” It also eventually manufactured high-end, high-quality outdoor products using other materials, such as Batyline® (from French manufacturer Serge Ferrari), aluminum, galvanized steel, and decorative high-pressure laminate (HPL). He adds, “Today, Les Jardins’ main competitive advantage is its ability to work with HPL.” HPL is made from decorative papers combined with resins and bonded together using heat and high pressure. After a curing process, the
product is transformed into a highly durable surface. HPL’s antibacterial, antifungal, fire-resistant, and flameretardant properties make it an outstanding material for the production of outdoor tabletops. Les Jardins purchases its HPL from Italy. According to Raffenne, the company is one of few outdoorfurniture manufacturers making all its tabletops from Italian HPL. He comments, “HPL made in Italy is a key selling point for our retailers. It is a safe, unbreakable surface—yet very attractive.”
The Skaal extending table, with a whitewashed-concrete Duratek finish, a top in high-pressure laminate, and stackable chairs in Eden white Batyline
DESIGNS PLUS MATERIALS Les Jardins’ 2018 catalog offers more than two dozen collections. Lines present a variety of upscale contemporary designs that incorporate multiple combinations of modern materials. The company has also reintroduced teak, in many of its products, in a new weathered finish called Duratek. It creates an appealing surface while permanently protecting the wood against aging and stains. Raffenne notes that Duratek attracted a lot of attention at its debut in 2017 at Maison et Objet P aris; the spoga+gafa garden trade fair in Cologne, Germany; and Casual Market Chicago. Another game-changing material found on Les Jardins products is the revolutionary Batyline. Used in slings on many of the company’s chairs, Batyline offers resistance to dirt, easy maintenance, built-in UV protection, and water resistance. It is available in a wide choice of colors. For 2018, the Skaal collection i s already a big hit. The line offers a huge assortment of products for every outdoor need, from sofas, sunbeds, and chaises to dining tables with extensions and functional storage cabinets. Raffenne says, “It’s a very
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sleek teak group featuring HPL in a whitewashedconcrete finish on the tables.” He notes that Les Jardins is known for making chic contemporary designs with ingenious features. For exampl e, the company offers several different extension systems for its dining tables. Indeed, Les Jardins offers a table to fit almost any space requirement—from the slim lines of the teak extension table in the Skaal collection to the Filaciel line, which offers an extension table with a folding leg. In general, the company’s biggest sellers are its dining sets. Raffenne notes, “This is because there are no competitors offering what we do. Our retailers appreciate this more than anything.” The company’s folding chairs are also unique in their design and function, he explains. Chairs are easily stackable, and folding models always stand when folded. Les Jardins has stayed true to its roots in creating its products. Raffenne says, “We stick to our European identity.” A major influence on the continued on page 85
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BREAKINGRECOR DS By CAROL DAUS PHOTOGRAPHY By MICHAEL REAGAN
T
HPBExpo
ROUNDUP
his year’s 4,587 attendees at HPBExpo in Nashville, Tennessee, not only viewed the nation’s largest display of indoor hearth and outdoor patio products, but also enjoyed an ample supply of Southern hospitality, music, and mouth-watering barbecue. Those participating in HPBExpo 2018 (held March 7 through 10) also helped to make this one of the most successful Hearth, Patio & Barbecue Association (HPBA) shows, with a 24% increase in attendee registration from last year, as well as a 62% increase in National Fireplace Institute® certifications and a 37% increase in Education Passport sales. A total of 377 exhibitors in the hearth, grill, and outdoor-living industries showcased a wide array of innovative products that are certain to be strong sellers in specialty stores. According to the HPBA, some of the top product trends were retro colors, digital monitoring, outdoor fireplaces, pellet grills, year-round grilling, and recyclable packaging. Pictured here are industry leaders who were among the exhibitors demonstrating some of the sector’s most exciting products. The entire staff of Patio & Hearth Products Report salutes their professionalism, dedication, and support of our magazine.
Eiklor Flames From left: Jimmy Apple; Barry Eisen; Scott, Trisha, and Samantha Eiklor; and Eric Tolbert
Mendota Hearth From left: Ron Schinnerer, Stacy Chapman, and Steve and Bill O'Donnell
Montigo Jonathan Burke and Stacy Thiessen
Patio & Hearth Products Report Tony Ramos
M&G DuraVent From left: Mark Clute, Sara Korniak, and Brian Wheeler
Bradley Smoker From left: Geoff Walker, Dean Wilson, Jason Kidd, and Rob Chandler
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OW Lee From left: Bryan Echols, Brenda Pereyda, Ron Ball, and Gabriel Huerta
Saber Grills Gary Butler (left) and Howard Rosso
Memphis Wood Fire Grills Sharla Wagy and Scott Severson
Travis Industries Melody Kauf and Kurt Rumens
Kozy Heat Jim Hussong and Heather Hussong Reasoner
Travis Industries Pamela and Travis Garske
Hargrove Manufacturing From left: Doug Vineyard, Gary and Cindy Hargrove, Ryne Vineyard, and Mark Hitchcock
Ravelli Giovanni Demuru (left) and Andrew Lagana
Blaze King Chris Neufeld (left) and Alan Murphy
Amantii From left: Zach Yohn, Brian Richards, and Ty Miller
Infratech David Arnold (left) and John Mazzotta
Hearth Products Controls From left: Jason Perry, John Wagner, and Greg Steck
Golden Blount From left: Jimmy King, Bill Romans, and James Blount
Foremost Groups From left: Danny Jelley, Tim Anderson, and Robert Taunton
Weber-Stephen Products Melissa Enos and Mark Fenne
Coyote Outdoor Living Alan Proctor (left) and Jim Ginocchi
American Fire Glass From left: Mike Montembeau, David Nelson, Johnny Vento, Matt Doll, Evan Harper, Dave Wick, and Leo Glaubitz
Olympia Chimney Mark Calomino (left) and Steve Penatzer
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Telescope Casual From left: Bill Vanderminden, Greta Pisani, Henry Vanderminden IV, Kait Warren, and Heather Pauquette
Caframo Andrea Fisher (left) and Tracey Elkerton
Valor Fireplaces/Miles Industries From left: Martin Miles, Kim Rodgers, and Paul Miles
Big Green Egg From left: Lou West, Jodi Burson, and Jerry Stone
The Outdoor GreatRoom Company From left: Laura Podmolik, Paul Nigon, and Renee Schmitz
Ortal USA From left: Spencer Lowe, Yael Meir, and Tal Gross
Schott ROBAX Kim Kennell (left) and Karen Elder
HPBExpo
ROUNDUP
RH Peterson From left: Mike Waller, Gary Lieser, and Bob Dischner
Empire Comfort Systems From left: Nick Bauer, Adam Hickman, Joe Brueggemann, and Beth Bohnenstiehl
Dansons/Louisiana Grills From left: Jeff and Dan Thiessen; Steve Matz
Landmann USA Todd Burns (left) and Tom Olsen
Broil King Ted Mealing (left) and Colin Kirvan
Bull Outdoor Products From left: Wade Fortin, Mark Nureddine, and Frank Mello
Regency Fireplace Products From left: Rachel Romaniuk, Robert Little, Glen Spinelli, and Kyle Grant
Acadia Hearth From left: Jared Sorenson, Shawn Henson, Kevin Yowler, and Kent Roeder
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Hearth, Patio & Barbecue Association Jack Goldman
Twin Eagles From left: Brian Eskew, Dante Cantal, and Doug Pryor
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what’s new 6 Hot pRoduCtS to Sell now
aCtiwin/ CaBanaCoaSt For sophisticated style, the Hudson collection is handwoven in weather-resistant SolWeave® ebony wicker, in a herringbone weave, with a waterfall edge. With powder-coated cast-aluminum frames for additional strength and durability, this collection is designed for luxury and highbacked comfort. Contact: (905) 785-9988 or www.cabanacoast.com. Circle Reader Service no. 95
Bull outdooR pRoduCtS If you think bigger is better, the new premium Bull Diablo grill is for you. Its six main cast-stainless burners and large infrared back burner pump out an impressive 105,000 Btu of power. The 46-inch cooking area is designed for high performance—and with Bull’s ReliaBull even-heat technology, the Diablo can grill, roast, or bake almost anything. The new Diablo’s solid-stainless cooking grates, piezo igniters, stainless-steel rotisserie, and giant 1,242 square inches of cooking area will satisfy the most experienced grill master. Contact: (800) 521-2855 or www.bullbbq.com. Circle Reader Service no. 96
Mendota danSonS Innovation meets the outdoors with the new Pit Boss (PB) 3 series vertical pellet smoker. Never before has smoking been this versatile. The double-walled insulation lets you smoke at temperatures from 150 to 450 degrees, unlike any other smoker on the market today, the company says. The large front window eliminates the need for peekaboo cooking, and the elevated frame makes transferring your meal from the smoker to the table a breeze. With the PB 3 series pellet smoker there is no need to fret about cooking-time lengths: Its large hopper allows you to cook for up to 18 hours. The PB 3 series pellet smoker features 901 square inches of porcelaincoated cooking racks, locking caster wheels, an easy-to-read digital controller, and a stunning hammertone-copper finish. The multipleposition racking system ensures that you’ll have enough room to smoke anything your heart (or stomach) desires. Contact: (877) 303-3134 or www.dansons.com. Circle Reader Service no. 97
Create a spectacular view with the FullView Décor linear fireplace by Mendota. Handcrafted detail and award-winning flames are only the beginning. This stylish fireplace features eye-catching elements such as the Swedish nickel Grace front, the Concrete Wave interior lining, and the Birch log set—accented with the sophistication of a blue metal wall finish. Enjoy the perfect balance of high style and high performance. Contact: (800) 553-5422 or www.mendotahearth.com. Circle Reader Service no. 98
tRaviS induStRieS The Radiant Plus™ small is Lopi’s newest valuepriced gas insert. It is engineered to be installed into compact fireplace openings and provides comforting radiant heat, plus natural convection. The Radiant Plus small features a large viewing area and is available in models with standing-pilot and basic intermittent-pilot ignition. Contact: (425) 609-2500 or www.travisindustries.com. Circle Reader Service no. 99
winSton FuRnituRe Winston Furniture’s Savoy cushion collection is a transitional style, with an ultracomfortable high back. The seat buckets are ergonomically formed, with a lumbar back for additional support and comfort. In addition, the wider multidimensional frame provides ample arm support and gives this collection its simple (yet elegant) look. Winston Furniture’s 2018 quick-ship program has been expanded to 17 collections (with more than 111 SKUs) that ship in three business days, and there is a special-order quick-ship program for nine cushion collections, which ship in five business days. Contact: (205) 486-9211 or www.winstonfurniture.com. Circle Reader Service no. 100
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PRODUCT PROFILES
Ridgewood Timber
Riverside
acadia HeaRTH
lake House diNiNg Clean, breezy, and comfortable, the newest looks from Agio continue to lead the industry. The Lake House collection is no exception, with its unique, modern trestle-style table, with a weather-resistant, durable polystyrene-wood tabletop and a mix of traditional and bench seating. The mix of pieces creates a look that says put together, but never fussy. With all-weather–wicker cha ir backs and weather- and UV-resistant cushions, Lake House and its coordinating collections are sure to be top sellers on your showroom floor. Contact: (888) 997-7623 or www.agio-usa.com.
Acadia Hearth’s AH3024 gas fireplace was launched at HPBExpo, where it received rave reviews. Boasting a 27,500 Btu heat output, log sets featuring Ridgewood Timber and Riverside (along with Black Tie liners), overhead lighting, and a fully functioning remote (which comes standard), this model promises to be a strong seller for the specialty hearth market. Distributors are wanted. Contact: (833) ACADIA1 (222-3421), sales@acadiahearth.com, or www.acadiahearth.com. circle Reader service No. 104
swiNg aNd millcRofT BaR-HeigHT diNiNg
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suNRise meTal sHoP Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainlesssteel grill and outdoor kitchens. Contact: (260) 463-4026.
The fresh styling of the Swing barstools and Millcroft bar table features durable cast-aluminum frames. Suitable for residential and commercial settings—whether poolside or communal dining—and available in a light or dark colorway, this set reflects customers’ wishes for luxury, function, and ease. The Sunbrella Sling® fabric is also replaceable. Contact: (905) 785-9988 or www.cabanacoast.com. circle Reader service No. 105
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HaTTeRas Hammocks PillowToP Hammock Pillowtop hammocks offer high-quality relaxation in a modern style. These hammocks are made from two sheets of all-weather Sunbrella® or DuraCord fabric enclosing fluffy polyester-fiberfill batting. They promise lavish reclining with soft-to-skin comfort. Offer your customers next-level relaxation with Hatteras Hammocks pillowtop hammocks, proudly handcrafted in the Carolinas (shown in Gateway indigo atop the award-winning Roman Arc hammock stand, item number: DLXPTQMN4). Contact: (877) 601-9967 or www.hatterashammocks.com. circle Reader service No. 103
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casa The Casa umbrella is changing the game. The Casa series by California Umbrella offers an essential autotilt with a patented new design that saves you on cost while adding strength and stability. This striking new umbrella series adds value for your customer and to your bottom line, but compromises nothing. Contact: (909) 622-4800 or www.californiaumbrella.com. circle Reader service No. 106
New Bay BReeze secTioNal The new modular Bay Breeze sectional is easy to assemble and offers multiple configurations to fit any customer’s needs. Bay Breeze’s contemporary look features clean lines and a flowing design, with sleek, curved arms and legs made possible by the company’s unique mold-extrusion process. This collection is available in five traditional plastic frame colors and 23 Sunbrella® stock fabrics. Contact: (800) 490-1283 or www.crpproducts.com. circle Reader service No. 109
dVcT30/35iN Introducing two new Rushmore fireplace inserts with the TruFlame system—a combination of technology and aesthetics that creates realistic flames and a glowing ember bed, mimicking a natural wood fire: Available in two sizes, 30 and 35 inches, these inserts turn your wood-burning fireplace into an attractive and efficient focal point. The multifunction remote operates as a conventional thermostat, as a smart thermostat that modulates flame height as the room reaches the desired temperature, or as a manual control. The remote also operates the included accent light and blower. Rushmore inserts are available through White Mountain Hearth dealers. Contact: (800) 851-3153 or www.whitemountainhearth.com.
Eco-friendly and emission-free, our 90% energy-efficient heaters provide odorless, ambient warmth.
Choose standard or custom controls, including Infratech exclusive Smart Home integration and Universal Control options.
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Opt for wall, pole, ceiling or our best-selling flush mount option.
NoRTHsTaR PRo-sTyle six-BuRNeR dual-fuel RaNge It’s retro inspired, with high-end modern features, chrome trim, and vibrant colors. Also available are refrigerators, microwaves, range hoods, splashbacks, and dishwashers. Create your dream kitchen from Elmira Stove Works. Contact: (800) 295-8498 or www.elmirastoveworks.com.
All-season comfort. For year-round family fun. The best memories are made outdoors. With an Infratech heating system, people can enjoy more of them. Infratech heaters can extend the outdoor living season from year-round in milder climates to up to 100 more nights per year in temperate areas. Our products come in a range of versatile color and mounting options, providing ambient, eco-friendly and emission-free warmth while seamlessly blending into a home’s design. To learn more about our capabilities or view our gallery, please visit infratech-usa.com
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800-421-9455 | 3-YEAR WARRANTY | PROUDLY MADE IN USA
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sofTscaPe suNcloTH sTRaP Brown Jordan’s Softscape Suncloth strap, designed by John Caldwell, offers casual sophistication, with clean lines that combine innovation, function, and color. Featuring the innovative use of materials and advanced engineering, Softscape is a classic style with a modern twist. The collection offers a broad array of pieces to mix and match, including Suncloth strap dining, bistro, lounge seating, and deep seating cushions from the Softscape cushion collection. Contact: (800) 7434252 or www.brownjordan.com. circle Reader service No. 110
BRoil kiNg casT-iRoN RiB RoasTeR Ask barbecue enthusiasts, “How do you cook ribs?” They’ll say, “Smoke them at a low temperature, and then wrap them in foil to finish them to perfection.” Why waste the foil or risk a messy rib-grease spill? The foil-finishing process simply breaks down fats and steams the meat, giving you soft, succulent pull-off-the-bone ribs. The Broil King rib roaster goes one step further; your ribs stand vertically on a stainless grate to save space and keep them from stewing in their own juices. Steamed ribs are delicious, but boiled ribs aren’t: The rib roaster produces perfectly roasted ribs, every time. Made of heavy cast iron surrounded by a durable porcelain coating, it’s easy to season and easy to clean. Contact: (800) 245-5138 or www.broilkingbbq.com. circle Reader service No. 111
Pagoda It’s a pop of color and a pointed statement piece. The Pagoda series by California Umbrella stands out from the crowd and gives any space a splash of personality. This classic design offers nearly limitless creativity to play with color combinations and stylish cut design. Contact: (909) 622-4800 or www.californiaumbrella.com. circle Reader service No. 112
lg 800 eliTe The innovative LG 800 Elite has been designed to offer the superior advantages of wood-pellet grilling, wrapped in a contemporary look. Perfect for any family, the Elite features 838 square inches of two-tiered, cast-iron cooking surface. There’s no need for natural gas or propane: The Elite is fueled by all-natural wood pellets and can reach temperatures of up to 600 degrees. Experience the eight-in-one cooking function that Louisiana Grills is proud to offer. Sear or smoke, bake or roast; discover the taste of real wood-fired flavor with the LG 800 Elite. Contact: (877) 303-3134 or www.dansons.com. circle Reader service No. 66
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suNRise meTal sHoP Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026.
St. Bernardus is MLW Stone’s latest and most cost-effective natural-stone fireplace facing. Available in three standard sizes, St. Bernardus is a sound and durable honedlimestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com. circle Reader service No. 118
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TRaVeRse PelleT sToVe Breckwell’s Traverse pellet stove, part of the Acadia series, boasts the best flame ever produced by pellet fuel, the company says. This nonelectric, gravity-fed pellet system uses a 6-inch class A chimney; no blowers, motors, sensors, or control mechanisms are needed. It operates with warm, even heat at consistent fuel-feed rates. A patented combustion system produces a wide flame, filling the entire viewing area on both high and low burns, comparing in beauty and elegance to a gas flame. Contact: (800) 750-2723 or www.breckwell.com. circle Reader service No. 119 circle Reader service No. 68
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THe iNdusTRy’s laRgesT HigHPeRfoRmaNce ceRamic cookeR Often acclaimed for its product quality, industryleading patented designs, and technological innovations, Big Green Egg Company has further solidified its position as the undisputed category leader with the launch of a new Big Green EGG 2XL, nicknamed EGGzilla: the largest-capacity high-performance ceramic grill in production today, the company says. The 2XL, an evolution of the groundbreaking XXL, is available for $1,995 (MSRP)—and that is not a special promotional price. Large enough to roast a suckling pig, 16 racks of ribs, or 30 burgers at once, the Big Green EGG 2XL is a culinary tool unlike any other. Chefs and backyard grillers alike will be astonished to see a stainless-steel cooking grid that measures 29 inches (74 centimeters) in diameter, for a whopping 672 square inches (4,335 square centimeters) of cooking area. Like all EGGs in the Big Green Egg family, the 2XL EGG can handle virtually any cooking need, from low-andslow cooking for hours to high-temperature searing. Contact: (770) 938-9394 or www.biggreenegg.com.
1000 seRies ouTdooR Pool TaBle Available in 7- or 8foot models, this table has all-aluminum construction with a onepiece slate, covered in acrylic fabric from a large selection of designer colors. Add an aluminum ping-pong conversion top for an addition to your outdoor game room. Wash it off with your garden hose for years of enjoyment. Contact: (888) 683-5999 or www.outdoorgamerooms.com. circle Reader service No. 122
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fiReView aNTique-sTyle HigH-efficieNcy wood-BuRNiNg cooksToVe Fireview offers the latest advance in the way things used to be. It has a viewing window, a spacious 3–cubic-foot oven, and optional gas burners—and it heats up to 1,800 square feet. Contact: (800) 295-8498 or www.elmirastoveworks.com. circle Reader service No. 121
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PRODUCT PROFILES
dVll72 Empire has expanded the Boulevard series with the addition of the larger-than-life 72-inch linear fireplace. Features of this fireplace include a fully recessed burner, to fill the fireplace with lively flames; multicolor LED lighting, to set the perfect mood; and an additional wall-mounted, two-button control to operate the lights. Options and accessories include liners, trim kits, crushed-glass accents, and optional decorative fronts and log sets—to create a beautiful, customized fireplace. The fireplace is available through White Mountain Hearth and American Hearth dealers. Contact: (800) 851-3153, www.whitemountainhearth.com, or www.americanhearth.com. circle Reader service No. 123
Pgs legacy T seRies gRill Introducing AEI’s new PGS Legacy T series commercial/residential timer grill: It’s available in 30-, 39-, and 48-inch sizes. It features an integrated 60-minute mechanical timer; theftproof, insulated control knobs; laser-etched markings; heavy-duty commercial components; a one-piece, ADA–compliant, stainless-steel pedestal mount (shown), and a one-year commercial warranty. It is Intertek certified. Contact: (949) 474-3070 or www.aeicorporation.com. circle Reader service No. 124
Big gReeN egg casT-iRoN cookwaRe
The FIREVIEW
®
Wood Cookstove
High-quality Big Green Egg cast-iron cookware is custom-designed with oversized, easy-to-grip handles to work perfectly with the EGG. The Dutch oven, deep skillets, grilling planchas, and sauce pot are all built to deliver a lifetime of cooking enjoyment. Contact: (770) 938-9394 or www.biggreenegg.com. circle Reader service No. 125
The Fireview is a high-efficiency, airtight, wood-burning cookstove that is perfect for home, cottage or camp. It serves as a high-output room heater, a cooking appliance and, with an optional water jacket, a source of hot water. For even more cooking versatility add the optional gas side burners. Models also available in all-gas, all-electric or dual fuel.
Let us build one for you. deeP seaTiNg cusHioNs
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With the popularity of wicker furniture in the outdoor industry, Paradise Cushions by FiberBuilt’s line of standard deep seating cushions will fit most club chairs. The company also manufactures custom sizes, styles, and options to meet your unique requirements, at reasonable prices, in Sunbrella® furnituregrade fabrics. Contact: (866) 667-8668 or www.paradisecushions.com. circle Reader service No. 126
New HaRVesT collecTioN The new Harvest collection blends both traditional and contemporary elements to seat six to eight people comfortably—in style. Constructed from premium recycled-plastic lumber, this product is built to withstand the outdoors and is backed by a limited lifetime warranty. This collection is available in both dining and pub heights in seven plastic frame colors, as well as two premium two-tone options: black with beige and chocolate with beige. Contact: (800) 490-1283 or www.crpproducts.com.
PaRkway sliNg Brown Jordan’s Parkway sling, designed by John Caldwell, is an inspired take on Modernist design, with its pure lines and precise geometry. The collection echoes rigorous simplicity, adding superior ergonomics with a supple parabolic sling that flexes and offers support. Parkway is also available with cushions upholstered in weather-resistant Suncloth. Contact: (800) 743-4252 or www.brownjordan.com. circle Reader service No. 130
acadia HeaRTH Acadia Hearth’s AH3024 gas fireplace was launched at HPBExpo, where it received rave reviews. Boasting a 27,500 Btu heat output, log sets featuring Ridgewood Timber and Riverside (along with Black Tie liners), overhead lighting, and a fully functioning remote (which comes standard), this model promises to be a strong seller for the specialty hearth market. Distributors are wanted. Contact: (833) ACADIA1 (222-3421), sales@acadiahearth.com, or www.acadiahearth.com.
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Ridgewood Timber
Riverside
laNdmaNN aValoN seRies Landmann’s Avalon series features the innovative PTS+ cooking system. In time for the 2018 barbecue season, Landmann presents the next generation of the Avalon PTS+ series. The German manufacturer has raised this internationally successful premium range to a new level of quality, thanks to a new brand-specific design, high-quality materials, and further developments for the PTS+ system that include an innovative cleaning concept. The new Avalon generation 2018 presents itself with the latest features, leaving no wishes unfulfilled during preparation and providing for perfect barbecue experiences. Contact : (781) 929-2997 or www.landmann-usa.com. circle Reader service No. 128
caNyoN TimBeRs Hargrove’s Canyon Timbers is the newest addition to the Radiant Heat gas-log series. Canyon Timbers features a striking look, with deep bark texture and detailed char areas. Flames work through all areas of the log stack, making it resemble a roaring campfire. Canyon Timbers is available in 21- to 36-inch sizes. It offers a mature fire, with open viewing areas for its flames and ember bed. See- through models are available. Contact: (800) 725-4166 or www.hargrovegaslogs.com. circle Reader service No. 129 circle Reader service No. 71
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ouTdooR kiTcHeNs By geNsuN
iNfRaTecH Infratech offers three distinct custom-control options for controlling its outdoor electric heaters. All are manufactured in the United States, made project specific, tested before leaving the factory, and assigned UL–listing numbers. This is the new universal control system, which enables users to control the heaters with any dimmer switch they choose. Use multiple zon e heaters, add a timer, add a Bluetooth remote dimmer, add a dimmer that integrates with Alexa voice command, or match every switch in your house: The choice is yours. Contact: (800) 421-9455 or www.infratech-usa.com.
Gensun has expanded its outdoor-kitchen offering with 11 contemporary predesigned islands, accommodating 14 gas and many kamado-style grills. The door panels can have a different finish than the door frame, and with 23 cabinet-finish options and 26 countertop-finish options, you have a wide variety of colors available to match or complement your patio and home. Islands are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com. circle Reader service No. 133
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couNTRy laNe’s saNTa fe PaVilioN The handcrafted Santa Fe pavilion has unique, contemporary look that will add drama and sophistication to any backyard. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These showstopping Santa Fe pavilions will enhance your home and landscape, making them resemble a work of fine art. Contact: (717) 351-9250 or www.gazebo.com. circle Reader service No. 134
cosmoPoliTaN Gameroom Concepts Unlimited introduces the Cosmopolitan, an ultracontemporary pool table that can be used indoors, as well as outdoors. Its sleek design and narrow apron allow it to be used as a dining or buffet table. Tops and benches are of all-aluminum construction with a powder-coated finish (available in several designer colors). Pockets are hidden, and the table is available with an optional storage drawer. Contact: (888) 683-5999 or www.outdoorgamerooms.com. circle Reader service No. 135
VeNT-fRee coal BaskeT Hargrove’s new vent-free coal basket takes the beauty of the coal basket almost anywhere. It features hidden controls, a main-burner flame and glowing coals, and a 19-inch front width. It’s great for small fireplaces. Contact: (800) 725-4166 or www.hargrovegaslogs.com. circle Reader service No. 72
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iNfiNiTy caNoPy The William Vale Hotel in Brooklyn, New York, elevates its poolside area with Infinity Canopy. With views of the Manhattan skyline, the Empire State Building, and the Brooklyn Bridge, the modern hotel offers a relaxing and luxurious poolside area for its guests and visitors. Multiple cabanas, lined up around the pool, are fitted with Infinity Canopy and retractable screens to provide sun worshipers with shade, privacy, and the most luxurious day at the pool. Infinity Canopy is a patented, unique, and retractable shade system that provides a turnkey opportunity to expand your shade offering. It can be added to pergolas or installed between two walls on cables. Unlike typical slide-on-wire systems that are in one piece and are impossible to change, once fabricated, Infinity Canopy is modular, making it quick to install and easily modifiable, even after installation. Contact: (844) 422-6679 or www.infinitycanopy.com. circle Reader service No. 137
HaNdcRafTed log seTs oNly By meNdoTa Capturing the essence of a natural fire takes creativity and an eye for detail that only Mendota craftspeople are able to achieve, the company says. Every log set has its own unique style and story, is handpainted, and is designed to provide a stunning view from every direction. You will have an experience only a Mendota fire can provide—whether it’s a roaring fire or a quiet, intimate flame. Contact: (800) 553-5422 or www.mendotahearth.com. circle Reader service No. 138
skaal Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand. Italian high-pressure laminate is now used by Les Jardins for most of its tabletops. Skaal’s teak components receive a six-coat finish—guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 745-8883 or www.lesjardins.com. circle Reader service No. 141
memPHis wood fiRe gRills: PRo
BECOME A LYRIC DEALER
Double-walled stainless-steel construction, oven-grade gaskets, and convection fans provide the ability to smoke, sear, roast, or bake with the superior flavor and moisture of wood-fire grilling. This award-winning grill makes any grilling novice into a gourmet chef at the touch of a button. Contact: (888) 883-2260 or www.memphisgrills.com. circle Reader service No. 139
Sure. A fireplace is about warmth
lx2 coRNeR The LX2 corner linear fireplace provides a twosided view that brings together different areas of a room. The LX2 corner offers the satisfying comfort of radiant heat that all Valor fireplaces provide. Every LX2 fireplace includes HeatShift™. Contact: (800) 468-2567 or www.valorfireplaces.com. circle Reader service No. 140
and beauty. But a fireplace also adds value to a home. Discover Lyric contemporary gas fireplaces. With easy, familiar installation in any room, in any home, Lyric offers brilliant design for homeowners who dream of a beautiful home. 1 844-LYRIC-FIRE www.lyricfireplaces.com circle Reader service No. 73
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iNfRaTecH Infratech offers three distinct custom-control options for controlling its outdoor electric heaters. All are manufactured in the United States, made project specific, tested before leaving the factory, and assigned UL–listing numbers. Infratech’s solid-state control packages offer timer functions, the ability to adjust heating intensity, and zone heating (the ability to control one or more heaters to heat specified target areas within a large-scale space) with a single touch. Contact: (800) 421-9455 or www.infratech-usa.com. circle Reader service No. 142
Palm cay Create a laid-back vibe with NorthCape’s new Palm Cay collection. Featuring a stylish gunmetal-gray aluminum frame with mixed-gray woven poly-flex material, Palm Cay provides mixed-media appeal for outdoor spaces. Quick-ship cushions are available in 14 fabric options. Contact: (708) 563-2890 or www.northcape.com.
aRdoR By laNdmaNN Terrace and garden have long since become the comfortable open-air living room. Ardor by Landmann is an outdoor-kitchen system of the premium class that functions according to the modular principle and leaves plenty of scope for individual solutions. In addition to the central gas-grill station with four stainless-steel burners plus a back burner, the installed elements include a separate side burner, a drawer unit, a double-door set, and much more. The German manufacturer has chosen only the best materials for the high-class Ardor outdoor kitchen. Thus, the doublewalled lid, front panel, grill, burner covers, warming rack, side tables, doors, and cabinet are all made using 304 grade stainless steel. Landmann provides a guarantee of up to 20 years on the Ardor range. Contact: (781) 929-2997 or www.landmann-usa.com. circle Reader service No. 144
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Bel moNdo Parà SpA introduces Bel Mondo, a new collection of its outdoor/indoor performance fabric, Tempotest. Italian for beautiful world, Bel Mondo is a collaboration from noted outdoor-fabric designers Karen Williams and Brenda Sewell-Bost of the design company D2 and Filippo Uecher, creator of the Maria Flora line of performance fabrics. The collection, woven in Biella, Italy, has elements of Italian flair with a U.S. eye toward color. In this mix, stylish graphics and colorful, multilayered patterns coupled with bold, vibrant textures are featured in a color palette inspired by the beauty found in nature’s simple elements: sun-drenched hues, lush grasslands, cool waters, and rich earth tones provide perfect combinations of color—with no boundaries. Contact: (972) 512-3534 or www.tempotestusa.com. circle Reader service No. 145
alassio A modular seating concept allows for maximum versatility, and its deep seating concept allows for maximum comfort. Carefully crafted with a powder-coated aluminum frame and customizable upholstery, this seating provides for endless possibilities to fit any lifestyle. Contact: (866) 919-1881 or www.ratana.com. circle Reader service No. 74
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PRODUCT PROFILES
New Real fyRe cHaRRed mouNTaiN BiRcH Real Fyre®, a leader in gas fire products, has expanded its distinguished product line with the new Charred Mountain Birch gas log. Available for a Real Fyre vented gas burner or direct-vent insert, the set is modeled from actual logs and mimics the thin, papery plates of real birch. The Charred Mountain Birch vented log set is available in 18/20-, 24-, and 30-inch versions, while Charred Mountain Birch direct-vent insert logs are offered in 25-, 30-, and 36-inch models. Contact: (800) 332-3973 or www.realfyre.com. circle Reader service No. 150
solaiR Solair® Shade Solutions offers shade solutions for every need. The manual or retractable awnings are perfect for patios and windows. Choose from hundreds of Sunbrella® fabrics, and tailor them to fit an exact space. Power screens with SRS technology incorporate side-retention tracks to eliminate gaps and keep out insects. Vertical drop curtains provide shade and privacy, without a housing or track system. Visit solair.com or call (877) 889-1680 for more information. Contact: (800) 786-1876 or www.solair.com. circle Reader service No. 151
ReliaBull casT solid sTaiNless-sTeel BaR BuRNeRs To increase heat efficiency and evenness of the grilling surface, the company first introduced its ReliaBull flame tamers. These solid 304 stainless-steel flame tamers were designed with several perforations along each side that decrease in size toward the back of the grill. This design counteracts the natural tendency for a gas grill to produce higher heat in the rear of the grill due to the increased gas-pressure output. Bull has now applied the same technology to its burners and their output holes. In addition to changing the sizing of the output holes, it added baffles in the burners that also manipulate the gas-pressure output. By doing this, it has increased the heat evenness of the grilling surface by 250%. There is now only a 7% difference from the front to the back of the grill. The new ReliaBull cast solid stainless-steel bar burners now come standard on all of Bull’s flagship premium grills, including the Angus, Brahma, and Diablo. Contact: (800) 521-2855 or www.bullbbq.com. circle Reader service No. 152
Polywood ViNeyaRd PoRcH RockiNg cHaiR The new Vineyard porch rocking chair is available in both classic and vintage POLYWOOD® lumber finishes. With a blend of straight lines and curves, this all-weather rocking chair is a versatile piece, perfect for any style of home. Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle Reader service No. 154
couNTRy laNe’s HamPToN PaVilioN Make a statement with a Hampton pavilion, and transform your yard into a luxurious retreat from daily stress. A Hampton pavilion takes any backyard beyond ordinary. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These sophisticated Hampton pavilions will enhance your home and landscape to make them resemble a high-end resort. Contact : (717) 351-9250 or www.gazebo.com.
The Wittus Phenix Green Neo zero-clearance built-in fireplace, made by Bodart & Gonay of Belgium, has set a new standard for wood burning. It’s equipped with the latest retractable-door technology, so the fire can be viewed with the door open or closed. With the door lifted, the warmth of an open fire can be fully enjoyed; with the door closed, the efficiency range is 76% to 82%, and the unit has exceptional heating power. Landscape-style fire viewing is available in three styles: Phenix Green 85, 95 (shown), and 120. Contact: (914) 764-5679 or www.wittus.com.
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PHeNix gReeN Neo
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JaRdiNico JcP.301 Jardinico Caractère transforms an umbrella from a signature style to a sophisticated statement. Classically modern in style and form, the Jardinico Caractère JCP.301 is a side-post crank-lift umbrella manufactured of the finest aluminum for strength, durability, and integrity. With 360-degree rotation and an infinite front-to-back and left-to-right tilt, this shade is well suited for residential, commercial, and hospitality installations. Contact: (626) 814-0168 or www.jardinico-caractere.com. circle Reader service No. 157
PRoBuildeR 72 liNeaR gas fiRePlace By fiRePlacex The ProBuilder™ 72 linear fireplace represents the largest model of the new FireplaceX® value-priced ProBuilder linear series. The ProBuilder 72 is an excellent choice for anyone seeking a moderately priced linear gas fireplace ideal for providing warmth to midsized living spaces that require less heat, such as bedrooms and dens. Contact: (425) 609-2500 or www.travisindustries.com. circle Reader service No. 156
suNBRella makeRs collecTioN Representing innovation, craftsmanship, and heritage, the new Sunbrella® Makers collection is centered on the principles shared between time-honored handweaving and modern manufacturing, bringing the character of traditional artisanal techniques to the industry. Fabrics in the Makers collection incorporate the performance qualities of Sunbrella with authentic designs tied to generations of makers. The collection portrays the importance of preserving the conventional element of craft while advancing technologically. By combining new, experimental techniques with traditional style, these artisanal fabrics are perfectly suited for both indoor and outdoor upholstery. Contact: (336) 221-2211 or www.sunbrella.com/makers. circle Reader service No. 158
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PRODUCT PROFILES
fiRe magic 77-iNcH Reclaimed wood islaNd Fire Magic offers an extensive collection of islands that deliver a complete, professional, and customized outdoor kitchen in a modular, easy-to-install unit. The newest addition to the collection is the 77-inch Reclaimed Wood island. Constructed entirely from durable GFRC that simulates the look and feel of real wood, it is available with a French barrel oak or silver-pine color base and a black-lava polished counter. The size is ideal for a smaller outdoor space. The island is designed for a Fire Magic Echelon Diamond E660i grill, double side burner, double access doors, double drawers, and an end-panel door. Contact: (800) 332-3973 or www.firemagicgrills.com. circle Reader service No. 159
solaiR
Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand. Italian high-pressure laminate is now used by Les Jardins for most of its tabletops. Skaal’s teak components receive a six-coat finish— guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 745-8883 or www.lesjardins.com.
Solair® Shade Solutions offers shade solutions for every need. The manual or retractable awnings are perfect for patios and windows. Choose from hundreds of Sunbrella® fabrics, and tailor them to fit an exact space. Power screens with SRS technology incorporate sideretention tracks to eliminate gaps and keep out insects. Vertical drop curtains provide shade and privacy, without a housing or track system. Visit solair.com or call (877) 889-1680 for more information. Contact: (800) 7861876 or www.solair.com.
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skaal
maiNsail
all-New delsol gRills Delsol products are designed with passion and are engineered to perform. Perfected by a passionate group of experts in high-performance grills and outdoor-kitchen equipment, Delsol products are engineered with the lasting satisfaction of your customers in mind. Final assembly and a detailed quality inspection are conducted at the company’s factory in California. Every grill is fire tested and packaged in the United States. A wide range of built-in accessories will complement the 40-, 32-, and 25-inch built-in grill models. Built-in grills’ retail prices start at $1,199. Contact: (800) 422-0091 or www.delsolgrills.com. circle Reader service No. 162
Designed by Peter Homestead, Tropitone’s MainSail collection has a flowing look, with enough detail to complement a wide range of decors. The collection features a sled base and is ergonomically designed with lumbar support. Manufactured from anticorrosive aluminum and finished with a durable powder coat, MainSail will withstand the elements, sustaining its beauty for years. Contact: (949) 951-2010 or www.tropitone.com. circle Reader service No. 163
BelVedeRe cusHioN Winston Furniture’s Belvedere cushion collection features an extrawide, multidimensional aluminum frame with high-back cushions. The back cushions incorporate a kidney cushion for lowerback support, providing exceptional comfort in this deep seating collection. True to performance, the mesh sling seat support adds more comfort and accelerates cushion drying. Contact: (205) 486-9211 or www.winstonfurniture.com. circle Reader service No. 164
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PRODUCT PROFILES
iNfRaTecH Infratech offers three distinct customcontrol options for controlling its outdoor electric heaters. All are manufactured in the United States, made project specific, tested before leaving the factory, and assigned UL–listing numbers. The home-management control is compatible with top-selling systems such as Lutron™, Crestron™, Control4™, and others. A wide range of programming options (available through your home-management system) includes the ability to save preferred heat settings for off-site control via mobile device. Contact: (800) 421-9455 or www.infratech-usa.com. circle Reader service No. 170
iNfiNiTy caNoPy Add a retractable shade to pergolas, between two walls, or between any two points with Infinity Canopy. Unlike custom canopies that are in one piece, Infinity Canopy’s unique modular design uses individual shade panels that are connected together to create a canopy that can be in one or multiple colors, and as long and wide as needed to adapt to any space. Every aspect of Infinity Canopy can be changed to create infinite configurations and designs, as well as to repair or renew the canopy. Contact: (844) 422-6679 or www.infinitycanopy.com.
The new Madrona Modern adds a combination to the Madrona family: the Madrona Modern with black sides. Earlier in 2018, Valor introduced the Madrona Modern with almond white or pewter sides. The introduction of black provides dealers with contemporary aesthetic choices in a radiant gas fireplace for today’s customer. Contact: (800) 468-2567 or www.valorfireplaces.com.
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ouTdooR fiRePiTs By geNsuN
NorthCape’s Portofino collection features a lightweight (yet sturdy) commercial-grade aluminum frame with removable suspension seating; durable, UV-protected polyethylene woven resin; and plush cushioning, for added comfort. The collection’s handwoven, variegated 14-millimeter husk resin finish is beautifully complemented by headrest-style back cushions and by antimicrobial, quick-dry reticulated-foam seat cushions available in seven quick-ship fabric options. Contact: (708) 563-2890 or www.northcape.com.
madRoNa modeRN wiTH Black sides
PoRTofiNo
Gensun gas firepits are expertly crafted and operate at 57,000 Btu. Bases come in chat, casual, dining, and balcony heights and fit a wide variety of top designs, sizes, and finishes. All Gensun gas firepits meet ANSI safety guidelines. Gensun also offers wood-burning firepits. Contact: (866) 964-4468 or www.gensuncasual.com. circle Reader service No. 169
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delTa HeaT ouTdooR-kiTcHeN PRoducTs The grill is the cornerstone of any outdoor kitchen, but it is the complementary products that bring it to life. Delta Heat has thought through your customers’ cooking, storage, and entertaining needs. The company’s offering is complete, giving customers the products that they need to create a space that is unique to them: a space that suits their personal cooking and entertaining styles. The company invites you to explore the complete Delta Heat offering. Contact: (800) 422-0091 or www.deltaheat.com. circle Reader service No. 173
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gRaNiTe PaNels
cHaNNel cHaise cusHioN wiTH aTTacHed Neck Roll This versatile chaise cushion features multiple channels and an optional neck roll, 15 inches wide and 5.5 inches in diameter, with a Velcro® attachment. The overall size of the cushion is 22x74x2.5 inches. A handy sewn-in carrier strap is provided for easy transport of the cushion to the pool or beach. To minimize storage space, the cushion can be rolled up, and two sets of security ties come standard. The cushion is available in a variety of furnituregrade fabrics made of solution-dyed acrylic. Contact: (866) 667-8668 or www.paradisecushions.com.
The interior and exterior walls of any Ortal fireplace can be furnished with firedporcelain panels in a variety of textures and colors. Easy to install behind the flames and around the glass, expanding the granite finish to the surrounding walls, Ortal granite panels reproduce the look and feel of natural granite and foundry-forged materials. Contact: (844) ORTAL-HEAT or www.ortalheat.com. circle Reader service No. 176
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Polywood ViNeyaRd THReePiece deeP seaTiNg RockeR seT The new Vineyard deep seating rocking chair features cozy seat cushions and soft buttoned back ® pillows covered in durable Sunbrella fabric. Paired with a coordinating side table, this threepiece set is available in both classic and vintage POLYWOOD® finishes. Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle Reader service No. 177
TemPoTesT sTaRscReeN Tempotest USA has introduced a new screen fabric, StarScreen®, that provides shade and privacy—and absorbs up to 97% of the heat caused by solar radiation—while allowing for the passage of light. The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors. Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon® for easy cleaning. Contact: (972) 512-3534 or www.tempotestusa.com.
Meticulously handwoven of thick, braided resin, in a smoke-gray finish, wrapped tightly over powdercoated aluminum frames and coupled with deep, high-resilience seating, Boston is designed to have organic appeal, yet is durable enough to withstand any harsh elements. Contact: (866) 919-1881 or www.ratana.com.
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BosToN
sHoReliNe Designed by Peter Homestead, Tropitone’s Shoreline collection was inspired by the graceful curves of the beach. Shoreline features graceful arm supports and a sturdy, well-crafted aluminum frame that offers durability and ergonomic support. The gently curved seat and back have a modern, contoured appearance. The Shoreline collection is available in sling and padded-sling pieces. Sit back, relax, and let Tropitone’s Shoreline drift you away to the coast. Contact: (949) 951-2010 or www.tropitone.com. circle Reader service No. 179
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ouTduRa 2019 faBRic collecTioN
dRoNe collecTioN The beautifully designed Drone living collection will add style, comfort, and grace to your outdoor surroundings. Relax on this one-of-akind seating group, which includes a sofa, armchairs, a coffee table, and an ottoman. This high-quality ensemble will inspire a sense of regality in all your social gatherings. Contact: (877) 595-4634 or www.skylinedesign.com. circle Reader service No. 180
iNTeRioR-desigN media
Characterized as a grouping of eclectic, high-end designs, the new Outdura 2019 fabric collection boasts whimsical, fun (yet refined) looks for any style. The 2019 line features the best in advanced weaving techniques and materials to perform in the harshest of environments, whether indoors or outdoors. Featured are Poppy midnight, Flurry Neptune, Churchill nautical, and Spiroindigo, showcasing beautiful blues and textures sure to make any setting complete. Contact: (866) 688-3872 or www.outdura.com. circle Reader service No. 184
Ortal contemporary gas fireplaces now offer the largest selection of interior-design media to accent the beauty of any room. Natural-looking firewood, river stones, shimmering glass, and other media provide the tools needed for you to express your style—with limitless fireplace-design options. Contact: (844) ORTAL-HEAT or www.ortalheat.com. circle Reader service No. 181
adVeNTuRe Eddie Bauer Home’s Adventure collection is rustic (yet refined) and rugged (yet comfortable). The collection’s foundation is a robust welded-aluminum frame, powder-coated in traditional finishes and accented with inlaid synthetic wood, for a refined look with superior durability. Contact: (305) 651-9655 or www.outdoorpacific.com. circle Reader service No. 182
wiRed Ultrafabrics, maker of intelligent high-performance fabrics, has introduced Ultratech™ Wired, a new collection created for its superior hand and matte finish, with a grain inspired by technology. At a time in which people are hyperconnected to the world and others around them via technologies, it is also essential to connect with their personal selves, their well-being, and their surroundings: taking note of the present and living in the moment through sensorial experiences. Wired expresses how touch and color, together, speak to human interactions and emotional connections with the physical world. Wired has a unique, tactile feel that appeals to the haptic sense; a gentle layering of color (in 12 different hues) provides depth of design; and parallel and perpendicular lines create a sense of technological movement. Contact: (914) 460-1730 or www.ultrafabricsinc.com/brands/ultratech.
TwiN sTaR Home’s TeleVisioN sTaNd wiTH classicflame PaNoRama elecTRic fiRePlace Inspired by Frank Lloyd Wright’s most famous architecture, this innovative piece is perfect for updating today’s homes with early Midcentury architecturally inspired design. Create a scenic focal point to gather around with the expansive, three-sided ClassicFlame® Panorama electric fireplace. The stand supports flat-screen televisions of up to 65 inches and 90 pounds. The patent-pending Illumitouch™ control panel appears and fades with a light touch, for a clean look. The 5,200-Btu heater provides supplemental zone heating for up to 1,000 square feet. The stand is shown in Cambridge oak. Contact: (866) 661-1218 or www.twinstarhome.com. circle Reader service No. 185
SPOTLIGHT
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(Deerfield Beach, Florida) started with umbrella frames made from solid laminated bamboo. Today, the company says, it is still the only maker of a product constructed from individual strips of bamboo that have been cut, planed, and put through a long manufacturing process. After Bambrella had spent six years establishing the product, additional requests were coming in for a metal umbrella. At that point, the company had to make a decision, Gary Ecoff, president, reports. It wanted to continue making a “premium product at a medium price,” he says, and did not want to fall
into the commodity-product trap. “There was really nobody in the market who was making a great product at a medium price, and that’s the niche that Bambrella filled,” Ecoff says. “Now, we’ve finished an aluminum version of the product, made with the same mindset. It’s an aluminum line called the Hurricane series, and it’s a commercial-grade product with strength and durability.” Thicker extrusions, interior supports, and rib systems that have inner walls and trim allow the product to withstand winds of up to 76 mph.
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The main product line in bamboo is Levante. The umbrellas come in center-pole and side-pole versions, as do those in the Hurricane and Santa Ana aluminum series. In discussing the products’ inherent toughness, Ecoff tends to hear a common refrain. “People say, ‘We need a really strong umbrella because we have really strong winds.’ Well, every place gets strong winds,” he says. “If our umbrellas go over, they don’t break. On the off chance something does break, it’s usually one rib, and we will replace that. That’s a rare occurrence.”
TEC CElEbraTEs ThE 40Th annivErsary of ThE World’s firsT infrarEd Grill This year marks the 40th anniversary of the invention of the infrared grill by Thermal Engineering Corp. (TEC®). In the mid-1970s, Bill Best, CEO and founder, was focused on industrial paint-curing systems that used his patented infrared burner. A personal project—taking a burner from his lab and putting it into a grill for his family—became a
full-blown business when Best discovered that infrared heat didn’t dry out food on the grill. Best set out to manufacture the best grill out of the best materials made in the United States, and TEC sold its first infrared grill in 1978. TEC’s first customers are still cooking on their original grills, 40 years later. “We’ve found that many people associate infrared grilling with high-temperature searing. That’s because my first ceramic burners would only turn down to 650 degrees,” Best explains. “This is the technology that you see in our competitors’ infrared grills, which they started using when our patents expired in 2000.” The newest generation of TEC grills features a 100% infrared grilling system that slow cooks, smokes, and sears. Best says, “We’ve perfected a grilling system that features a high-temperature glass plate under the grates and a stainless-steel burner that allows you to turn the grill down to 200 degree and slow cook or smoke for hours—or turn it up
NEWS
Newkirk has many years of experience in the hearth and grill industry, working for his family’s distribution business, Total Hearth & Grill (Mount Sterling, Kentucky). Newkirk is eager to hit the road and continue providing exceptional service to the growing dealer network. He will be working alongside RMI’s existing sales team, primarily in the states of Kentucky, Tennessee, Ohio, Indiana, West Virginia, Virginia, Maryland, and Pennsylvania.
INDUSTRY
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to 900 degrees and sear a steak. It’s an incredible temperature range that enormously expands the potential for infrared grilling, and it’s 100% infrared. The original ceramic burners cooked with about 35% infrared energy and 65% hot air. The end resul t, with the new grilling system, is noticeably juicier food.”
bassEmiEr’s firEplaCE, paTio & spas CElEbraTEs 50 yEars of businEss in June 1968, a year after receiving a bachelor of science degree from indiana state university, John bassemier earned a master of science degree in automotive education. after these five years of study and training, bassemier discovered that there were no automotive teaching jobs available in his hometown of Evansville, indiana. The only teaching job he could find that remotely reflected his teaching skills was in appliance repair, heating, and air conditioning. bassemier had no direct training or experience. That didn’t stop him; he accepted the position. he then hung out his shingle and began offering appliance sales and service in his garage. bassemier hoped that when school start-
ed, he would have enough experience to be an effective teacher. he contacted his family, friends, neighbors, and future teaching peers to find work selling and installing appliances. bassemier had an immediate flair for promoting and getting his business noticed. The name he chose originally, appliance sales and service, was his effort to get a higher listing in the telephone directory. he soon discovered that the acronym wasn’t good for business, so he settled for bassemier’s home appliance sales and service. bassemier and his wife, diane, were married the same year. They soon outgrew their one-car garage and moved into bassemier’s mother’s garage, which was
on a busy street. The business that had started in a one-car garage was now selling, installing, and servicing everything from garbage disposals to wood stoves, gas grills, central heating, and air-conFrom left: John, Jeff, James, ditioning units. and Diane Bassemier The business grew into what ing patio, patio deck, deck or or backyard backy k ard setting: ky setting: st it is now: a major force in the midwest. ing for three generations, the bassemier patio furniture, g rills, spas, outdoor firefamily has been active in the growth of places, outdoor kitchens, outdoor the community—in politics, education, firepits, outdoor fans, and a complete community activities, social clubs, line of accessories. The second-generarestoration of landmark buildings, and tion bassemiers, James and Jeff, have enrichment of the values of the young. been instrumental in the growth of the bassemier’s fireplace, patio & spas company for more than 20 years, coninc. has an award-winning showroom tinuing a commitment of delivering that offers products to create an invitonly the best.
palm sprinGs raTTan bEComEs WaTErmark livinG palm springs rattan®, manufacturer of indoor and outdoor casual furniture and accessories, is now Watermark living™. The company has undertaken a major rebranding initiative and will debut with a new catalog, website, and showroom at this april’s high point market in its new space, 205 s. main st. Tim newton, Watermark living’s managing director, says, “We were ready for a change and wanted a brand name that re presented the breadth of what we have to offer today. We offer so much more than rattan, and since our outdoor and accessory offerings have increased significantly, we needed a brand name that was more encompassing.” along with the new marketing materials and show space, the company will debut an unprecedented number of new collections.
The new Watermark living brand is designed to highlight the company’s commitment to the trusted quality, care, and service that its customers have come to expect. kerrie Jakubcin, wholesale manager, says, “our focus is, and has always been, offering a fashionable product that is highly customizable and the best value in the marketplace. as a watermark symbolizes quality, Watermark living symbolizes an evolution of a brand that takes great pride in the craftsmanship Palm Springs Rattan’s new name, Watermark Living of every item we create.” The entire Watermark living collection can be viewed online at the company’s new website all product details, care and maintenance information, (www.watermark-living.com). The site was structured to and a learning center. The site is extremely user friendly, be designer oriented, allowing any retailer or designer to providing a streamlined and structured layout to suit any user’s needs. use it as a sales tool. The site will not have pricing, but has
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PRODUCT INNOVATION continued from page 48 TruFlame started in one fireplace model, and by the end of 2018, the technology will be available in three fireplaces and two inserts. In 2019, a see-through unit (with indoor/outdoor capabilities) that features the TruFlame breakthrough will be available. Bauer says, “We are moving toward introducing an entire line of TruFlame direct-vent luxury fireplaces. A dealer will be able to offer many options using this technology to a consumer.” In its two hearth brands, the company provides a range of products combining energy efficiency with appealing aesthetics. These two factors are high on the list of what today’s consumer is looking for in a fireplace. Bauer says, “Our high-efficiency or green products waste very little gas. The gas that is actually burning is heating the room.” In contemporary design, Empire offers a variety of sleek, refined fireplace products to meet the demand. The company also sees strong interest for a transitional look and manufactures fireplaces to meet that design need. Bauer says, “We call it rustic contemporary, which blends elements of both modern and traditional styles. For example, we can combine a modern linear fireplace with a log set.” Purchasing unique products—from craft beers to unusual sparkling waters—is becoming increas-
A firepit with integrated LED lighting
ingly popular with today’s consumer. Bauer sees this trend translating to fireplace products as well. Consumers do not want something in their homes that looks mass produced. “In our high-end lines, we offer personalization and the ability to buy something different. One firebox can be customized with several different looks: We allow the consumer to personalize a fireplace as much as possible,” Bauer says. KEYS TO SUCCESS Bauer attributes a substantial part of Empire’s success and staying power to its employees. He says, “My family has been involved for 85 years, but many long-term employees have contributed to our success.” Long service among employees also extends to the company’s sales team. Bauer adds, “I believe we have the best sales force in the
industry.” About half of the sales team’s members are second-generation employees. To Empire’s dealers, this represents stability. Bauer comments, “Dealers know who we are and are able to develop long-term relationships with their sales reps.” Multiple individuals have been employed by the company for three or four decades. One employee, Carol Burtz, has been with the company for 58 years. Empire named its Carol Rose Coastal collection (in the White Mount ain Hearth line) after her. In addition to the Bauers, there are other families whose members have worked at the company for two or three generations. Bauer says, “Our family has been able to share the journey with our employees. They really are the top reason we are still here.” Bauer considers specialty retailers to be the experts on how to sell products because they speak with consumers every day. In addition, he believes that consumers’ ability to see a fireplace burning is a key selling point. This is why Empire provides support to its dealers through strong marketing and an aggressive live-burn program, with heavily discounted units for retailers. Bauer says, “I believe that if a product is burning, then consumers will know exactly what they are getting in their homes.”
CORPORATE PROFILE continued from page 50 are trying to match pillows. Suncloth straps are used in a number of Brown Jordan’s lines, including Kantan Brass. This is the reinvention of the timeless 1950s Kantan collection, which was one of the company’s longtime best sellers. “When you reintroduce something, you have to bring innovation, and that’s what we did with Kantan Brass: It combines vintage style with modern comfort,” Elton says. He adds that both collections won design awards for innovation—in 1956 and in 2012—at industry markets held in the same building in Chicago, Illinois. In July 2017, Brown Jordan debuted its Softscape line, designed by John Caldwell. It incorporates Suncloth straps as a decorative element on the backs of its love seats, sofas, and chairs. “It brings a third design element to the mix, in addition to the frame and fabric, making it possible to personalize each piece further,” Elton says. Softscape offers a complete lineup of strap dining, bistro, lounge, and deep seating cushioned pieces that are generous in scale. It is avail-
able in 22 Brown Jordan custom frame finishes, 12 Suncloth strap colors, and more than 150 exclusive outdoor fabrics for cushions. Elton says, “Our response to Softscape has been strong acros s the country because it touches all design genres: traditional, transitional, and contemporary.” Elton adds that the general trend in outdoor furniture, this year, is to mix materials and collections to create a feeling of being inside the home. He says, “The eclectic look has been growing in popularity over the past few years. It is everywhere; even hotels and resorts are doing much less matching becau se they are trying to compete with the cool boutique hotels.” As Brown Jordan moves into 2018, it is working to support its dealers better and to drive customers to their stores. Elton is particularly excited that the brand’s marketing team has merged with Brown Jordan International corporate marketing. He says, “This change gives us access to more resources that can help our dealer base, through channels such as search-engine optimization and digi-
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The Kantan Brass collection by Richard Frinier
tal marketing.” He adds that the corporate team has experience with (and insight into) social media, in which the company is actively involved and which it will be pursuing. “I have people come up to me at trade shows and speaking engagements who tell me that they saw us on YouTube or in an Instagram post. Something like this wouldn’t have happened a few years ago,” Elton reports. “It’s interesting to see, over the past four cycles, how consumers are looking for (and finding) us and how marketing is shifting much more to social media. It’s a big change that is only going to continue to grow.” Specialty retailers expect Brown Jordan to stay one step ahead in the industry when it comes to style,
quality, and innovation. The company takes that expectation seriously. When one walks into a Brown Jordan showroom, it is obvious that the company has its own unique point of view—reflected in every piece of its furniture. “There are not many outdoorfurniture companies around that are as committed as we are to making sure they have a point of view. We are a brand that has influence and respect in the industry not only for our products, but for our knowledge of fashion and the industry,” Elton says. “We have a cool story, our history, our legacy, and our product—and we are constantly pushing, at every level, to do better.”
INSIGHT WITTUS continued from page 52
as families invest in creating welcoming and functional outdoor-cooking areas. The environmentally friendly Italian Happy Pizza oven is available in whimsical colors and reaches temperatures of up to 930 degrees to produce delicious food quickly. Wittus products not only stay on trend, with features and styles that are popular in the industry, but also remain consistent in th eir high-quality construction. The company specializes in importing European stoves and fireplaces that are manufactured with the utmost skill and care. Wittus also offers products made in the United States, in addition to Denmark, Belgium, Italy, Germany, and the Czech Republic. “Our fireplaces are constructed with top-quality steel, special glazed ceramic, fine soapstone, and a lot of attention to d etail,” Wittus says. In order to achieve these reliable results, automated manufacturing techniques are paired with hand craftsmanship. Most of the products that carry the Wittus name are also created by award-winning designers. Wittus products all meet the
highest technological and environmental standards in the industry. “Our stoves are clean burning and highly efficient,” Wittus says. “We go to great lengths to test our products so that they meet stringent U.S. standards.” For example, the Wittus Twinfire, imported from Germany, won an award for its efficiency in 2013 at the Wood Stove Decathlon in Washington, DC. The stove “has a unique double-chambered burn system and the highest rate of efficiency that a wood-burning stove can achieve,” Wittus says. This November, Wittus is positioned to receive more recognition, as it plans to compete in the Wood Stove Design Challenge at the National Mall in Washington, where it will again feature a German product: the E-stove from HE Energy GmbH. As the company has evolved and grown, it has remained committed to bringing its clients beau-
A round Stack wood-burning stove
tiful, high-performing, one-of-a-kind products that deliver both form and function. Wittus reports that the company will keep striving for excellence by developing dependable, eye-catching cooking and heating products. She says, “Our goals, since we opened our doors in 1978, have been to continue to bring unique, high-quality, modern European products to the hearth industry and the U.S. market—and to meet the needs and desires of homeowners.”
LAST WORD continued from page 56 company’s designs comes from noted French designer Claude Robin, who has been crafting products for Les Jardins for more than 20 years. Raffenne explains, “His breakthrough design was a teak folding chair called Pergola. We are still selling it today.” Robin’s latest work for Les Jardins is the Skaal collection, and the company is now working with him on a line of solar lamps called Tinka. Raffenne says, “This is a new avenue of development for us. We will be introducing the lamps in May 2018 at HD Expo in Las Vegas, Nevada, and at ICFF NYC.” GROWING CONTEMPORARY DEMAND Les Jardins is sold in 25 countries and is available in about 20 U.S. states. Every product is designed in France and assembled at the company’s primary manufacturing facility in Indonesia. “We converted a teak factory and subsequently built two new production sites to handle the demand,” Raffenne says. “Our operation in Indonesia is unique—and a true revolution, since we can manufacture all prod-
ucts under one roof, with the ability to combine all our materials (including teak, aluminum, HPL, wicker, Batyline, and cushions).” Raffenne launched Les Jardins USA in 2003 to introduce the brand to the United States. The company stocks products at its warehouse in California, but its strength, he notes, is in providing direct shipment from its factory to customers. “Most of our clients do not use our warehousing capabilities,” Raffenne says. He sees demand growing in the contemporary outdoor-furniture segment of the industry. “Les Jardins is at the heart of this segment, and we offer retailers not only interesting and innovative products, but also very good margins,” he explains. Since its founding, Les Jardins has furnished outdoor spaces for five-star luxury resorts, commercial venues, and private residences around the world. With multiple sales channels, Les Jardins works to prevent over-
The Skaal sunbed, with Sunbrella® cushions and a retractable roof
laps. Raffenne says, “We control internet sales as best we can.” Raffenne predicts that consumers will flock to contemporary furniture for its style and minimalist qualities. He notes that modern designs use less material, creating a more environmentally friendly product. “We provide pieces with a smaller footprint (along with multiple functions) to make better use of the available space,” he says. Another major selling point is the low maintenance of the company’s products, due to innovations in materials. He explains that the difficulty of maintaining teak caused the
collapse of the whole category, in Europe, in early 2000. Now, with Duratek on the vertical parts of frames and HPL on tabletops, little to no need for maintenance is ensured for all products from Les Jardins. Particularly for younger consumers, outdoor furniture must be easy to maintain, simple to use, and ergonomically correct. Furthermore, since outdoor furniture is not a priority purchase for younger buyers, it must be affordable. Raffenne says, “Even though Les Jardins is a high-end manufacturer, we always strive to offer a good value.”
MARCH/APRIL 2018 | PATIO & HEARTH PRODUCTS REPORT • 85
ADVERTISERINDEX Advertiser
Phone
PRODUCT PROFILES DIRECTORY Website
Page
Company
Page
Actiwin/CabanaCoast . . . . . . . . . . . . .(905) 785-998 . . . . . . .www.cabanacoast.com . . . . . . . . . . . . .29
Acadia ....................................................................................................64, 71
AEI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . . .www.aeicorporation.com . . . . . . . . . . .13
Agio, USA ..............................................................................................64, 67
Agio, USA . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . . . .www.agio-usa.com . . . . . . . . . . . . . . . . . .5
American Hearth (Empire Comfort Systems)......................................................70 Big Green Egg ........................................................................................69, 70
Big Green Egg . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . .www.biggreenegg.com . . . . . . . . . . . .67
Breckwell ....................................................................................................68
Broil King . . . . . . . . . . . . . . . . . . . . . . . .(800) 245-5138 . . . . . .www.broilkingbbq.com . . . . . . . . . . . . .27
Broil King................................................................................................66, 67
Brown Jordan . . . . . . . . . . . . . . . . . . . . .(800) 743-4252 . . . . . .www.brownjordan.com . . . . . . . . . . . . .51
Brown Jordan ..........................................................................................66, 71 Bull Outdoor Products..............................................................................62, 76
Bull Outdoor Products . . . . . . . . . . . . .(800) 521-2855 . . . . . .www.bullbbq.com . . . . . . . . . . . . . . . . .37
C.R. Plastic Products ................................................................................65, 71
C.R. Plastic Products . . . . . . . . . . . . . . .(800) 490-1283 . . . . . .www.crpproducts.com . . . . . . . . . . . . .63
CabanaCoast (Actiwin) ............................................................................62, 64
California Umbrella . . . . . . . . . . . . . . . .(909) 622-4800 . . . . .www.californiaumbrella.com . . . . . . . .23
California Umbrella ..................................................................................64, 66
Country Lane Gazebos . . . . . . . . . . . . .(877) 429-3262 . . . . . .www.gazebo.com . . . . . . . . . . . . . . . . .40
Country Lane Gazebos ............................................................................72, 76 Delsol (Twin Eagles) ......................................................................................78
Dansons . . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . .www.dansons.com . . . . . . . . . . . . . .16–17
Delta Heat (Twin Eagles) ................................................................................80
Elmira Stove Works . . . . . . . . . . . . . . . .(800) 295-8498 . . . . .www.elmirastoveworks.com . . . . . . . . .70
Eddie Bauer Home ........................................................................................82
Empire Comfort Systems . . . . . . . . . . .(800) 851-3153 . . . . . .www.whitemountainhearth.com . . . . .49
Elmira Stove Works ..................................................................................65, 69 European Home ......................................................................................67, 75
European Home . . . . . . . . . . . . . . . . . . .(781) 324-8383 . . . . . .www.europeanhome.com . . . . . . . . . . .69
Fire Magic (RH Peterson) ................................................................................78
Gameroom Concepts . . . . . . . . . . . . . .(888) 683-5999 . . . . .www.outdoorgamerooms.com . . . . . . .61
FireplaceX (Travis Industries) ..........................................................................77
Gensun . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . .www.gensuncasual.com . . . . . . . . . . . .45
Gameroom Concepts ..............................................................................69, 72
The Hammock Source . . . . . . . . . . . . . .(800) 334-1078 . . . . . .www.pawleysislandhammocks.com . .47
Gensun ..................................................................................................72, 80 Hargrove Manufacturing ..........................................................................71, 72
Hargrove Manufacturing . . . . . . . . . . .(800) 725-4166 . . . . . .www.hargrovegaslogs.com . . . . . . . . .46
Hatteras Hammocks (The Hammock Source) ....................................................64
Infratech . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . . .www.infratech-usa.com . . . . . . . . . . . . .65
Infinity Canopy ........................................................................................73, 80
Kozy Heat . . . . . . . . . . . . . . . . . . . . . . . .(800) 253-4904 . . . . .www.kozyheat.com . . . . . . . . . . . . . . . .75
Infratech ..........................................................................................72, 74, 80 Jardinico Caractère ........................................................................................77
Landmann USA . . . . . . . . . . . . . . . . . . .(781) 929-2997 . . . . . .www.landmann-professional.com . . . .68
Landmann USA ........................................................................................71, 74
Las Vegas Market/IMC . . . . . . . . . . . . .(702) 599-3046 . . . . . .www.lasvegasmarket.com . . . . . . . . . . .15
Les Jardins ..............................................................................................73, 78
Les Jardins . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . . . .www.lesjardins.com . . . . . . . . . . . . . . . .57
Lopi (Travis Industries)....................................................................................62
theMART . . . . . . . . . . . . . . . . . . . . . . . . .(800) 677-MART . . . . .www.casualmarket.com . . . . . . . . . . . . .79
Louisiana Grills (Dansons) ..............................................................................66 Memphis Wood Fire Grills ........................................................................73, 79
Memphis Wood Fire Grills . . . . . . . . . .(888) 883-2260 . . . . .www.memphisgrills.com . . . . . . . . . . . .43
Mendota Hearth......................................................................................62, 73
Mendota Hearth . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . . .www.mendotahearth.com . . . . . . . . . .33
MLW Stone ..................................................................................................68
Miles Industries/Valor Fireplaces . . . .(800) 468-2567 . . . . . .www.valorfireplaces.com . . . . . . . . . . . .31
NorthCape ............................................................................................74, 80
MLW Stone . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . . .www.mlwstone.com . . . . . . . . . . . . . . . .74
Ortal ......................................................................................................81, 82 Outdura ......................................................................................................82
NorthCape . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . . . .www.northcape.com . . . . . . . . . . . . . . . .7
Paradise Cushions by FiberBuilt ................................................................70, 81
Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-HEAT . . . .www.ortalheat.com . . . . . . . . . . . . .71, 73
Pawleys Island (The Hammock Source) ............................................................75
Paradise Cushions by FiberBuilt . . . . . .(866) 667-8668 . . . . . .www.paradisecushions.com . . . . . . . . .72
PGS (AEI) ....................................................................................................70 Pit Boss (Dansons) ........................................................................................62
POLYWOOD . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . . . .www.polywoodoutdoor.com . . . . . . . . .9
POLYWOOD............................................................................................76, 81
Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . .87
Ratana ....................................................................................................74, 81
RH Peterson . . . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . . . .www.rhpeterson.com . . . . . . . . . . . . . .55
Real Fyre (RH Peterson) ..................................................................................76
Solair . . . . . . . . . . . . . . . . . . . . . . . . . . . .(877) 889-1680 . . . . . .www.solair.com . . . . . . . . . . . . . . . . . . . .25
Skyline Design ..............................................................................................82 Solair ....................................................................................................76, 78
Sunbrella . . . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . . .www.sunbrella.com . . . . . . . . . . . . . . . . .2
Sunbrella ................................................................................................77, 79
Sunrise Metal Shop . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .77
Sunrise Metal Shop..................................................................................64, 68
Tempotest USA . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . . .www.tempotestusa.com . . . . . . . . . . . .14
Tempotest USA ........................................................................................74, 81 Treasure Garden............................................................................................75
Travis Industries . . . . . . . . . . . . . . . . . . .(800) 654-1177 . . . . . .www.travisindustries.com . . . . . . . . . . . .3
Tropitone ................................................................................................78, 81
Treasure Garden . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . . . .www.treasuregarden.com . . . . . . . . . . .21
Twin Star Home ............................................................................................82
Tropitone . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . . .www.tropitone.com . . . . . . . . . . . . . . . .88
Ultrafabrics ..................................................................................................82
Twin Eagles . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . . .www.twineaglesgrills.com . . . . . . . . . .35
Valor Fireplaces (Miles Industries) ..............................................................73, 80 White Mountain Hearth (Empire Comfort Systems) ............................................65
Winston Furniture . . . . . . . . . . . . . . . . .(205) 486-9211 . . . . . .www.winstonfurniture.com . . . . . . . . . .41
Winston Furniture ....................................................................................62, 78
Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . . .www.wittus.com . . . . . . . . . . . . . . . . . . .66
Wittus ....................................................................................................76, 79
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 2018, VOL. 13, NO. 2 © 2018 PENINSULA MEDIA. ALL RIGHTS RESERVED. NO PART OF THIS PUBLICATION MAY BE REPRODUCED IN ANY FORM WITHOUT WRITTEN PERMISSION FROM THE PUBLISHER. POSTMASTER: SEND ADDRESS CHANGES TO PENINSULA MEDIA, 21250 HAWTHORNE BLVD., SUITE 700, TORRANCE, CA 90503-5514, PATIOANDHEARTH@OMEDA.COM, PHONE: (847) 504-8466. 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.
86 • PATIO & HEARTH PRODUCTS REPORT | MARCH/APRIL 2018
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