Patio & Hearth Products Report May/Jun 2010

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H EARTH & H OME T ECHNOLOGIES /H EAT & G LO

S HADEMAKER /T REASURE G ARDEN

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When it’s freezing to the bone outside, warm their hearts (and homes) inside.

Discover the power and efficiency of pellet heating with the enchanting Bella™ cast-iron stove.

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Co n t e n t s M AY / J U N E

2010

•

VOLUME

5,

NUMBER

3

52 FEATURES 8

14

18

20

Guest Editorial – Yes, Virginia, There Is an Internet

26

38

My Turn – Throw Another Gem on the Fire

BY ART THOMPSON

BY KIMBERLY RODGERS

BY CHERYL DANGEL CULLEN

A veteran of the casual-furniture industry discusses the impact of the Internet on specialty retail businesses.

The Backyard Barbecue Store in Wilmette, Illinois, is a one-stop shop for barbecue aficionados and avid grillers.

Contemporary log alternatives are hot new products as consumers look for new ways to add glamour to indoor and outdoor spaces.

Spotlight – Discriminating Customers Shop Around

28

Rave Reviews for the Phoenix Grill

BY CHERYL DANGEL CULLEN

BY KIMBERLY RODGERS

Sales of casual furniture are on the upswing, but shoppers are more discerning when making their final purchases.

The Phoenix Grill, manufactured

by ProFire, is a unique four-in-one cooker that allows users to grill, steam, roast, and smoke food.

Marketing Maneuvers – Turning Passion Into Profit

30

BY SHARON SANDERS

The owner of Iowa-based The Rec Room Plus converts his hobby into a successful retail operation.

By focusing on offering superior products and service, the owner of New England Patio & Hearth has created a family business with long-term potential.

Belgard Pavers Perk Up Outdoor Spaces 32

Belgard Pavers experiences a surge in business as customers seek hardscape products to enhance their outdoor areas.

NorthCape International Celebrates Its 10th Anniversary

Product Innovation – A Grill Maker’s History of Success Onward Manufacturing’s grill products are known for their durability and cooking performance.

42

Last Word – Sumptuous Stone

BY SHARON SANDERS

MLW Stone, L.L.C., has expanded in recent years because consumers are attracted to the beauty and practicality of stone for their hearth surrounds.

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NorthCape International has grown substantially during the past decade by expanding its product lines and customer-service offerings.

BY SHARON SANDERS

DEPARTMENTS 6

34

As I See It – Outdura Fabrics Add Glamour to Outdoor Areas

BY SHARON SANDERS

24

FMI Products Celebrates Its First Anniversary

BY SHARON SANDERS

In just one year, FMI Products has become a high-performing company in the hearth-products industry.

ON THE COVER

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BY CHERYL DANGEL CULLEN

BY SHARON SANDERS

Hearth Retailer Profile – Down on the Bayou Lafayette, Louisiana-based Percy Guidry’s Hearth & Patio has grown its business over the years by treating its customers as friends.

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Showroom Showcase – A Retail Tour de Force

BY KIMBERLY RODGERS

BY KIMBERLY RODGERS

22

Outdoor Grilling Retailer Profile – Masters of the Pit

The executive team of Shuford Mills discusses how its Outdura performance fabrics have earned a respected name in the outdoor-living industry.

PHOTO COURTESY OF AGIO

4 Patio & Hearth Products Report May/June 2010

58

LeBron Publisher’s Viewpoint and Editor’s Message

10

Industry News -

44

Product Profiles

62

Product Profiles Directory

62

Ad Index

EDITED BY KRIS KYES

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Bring Some Magic To Your Bottom Line.

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LeBron

Publisher’s Viewpoint

S

hould I stay or should I go? This is the hottest topic in sports, and in particular, in the National Basketball Association (NBA). Should LeBron James—the second coming of Michael Jordan, in some people’s opinion—stay with his hometown team (the Cleveland Cavaliers), or should he bolt, when he becomes a free agent in July, for Chicago, New York, New Jersey, or any other NBA team that is willing to pay him a king’s ransom?

Should I stay or should I go is also the topic of conversation in Los Angeles, California, where it is reported that Phil Jackson, head coach of the Los Angeles Lakers, might have to take a pay cut of $5 million to $7 million next year in order to keep coaching Kobe Bryant and crew.

Even for someone who makes $12 million dollars a year, as Jackson does, taking a pay cut of $5 million to $7 million is a tough pill to swallow.

Of course, should I stay or should I go is also the annual event surrounding Brett Favre and the National Football League, when it comes to the topic of whether Favre will play another year or finally retire to his farm in Hattiesburg, Mississippi.

For those of us who actually admit listening to and enjoying punk-rock music, “Should I Stay or Should I Go,” by The Clash, is one of the best punk-rock songs of all time.

Should I stay or should I go should not be a consideration, however, for owners and managers of specialty casual-furniture stores, retailers, and dealers of patio and outdoor-living products when deciding whether to go to Chicago, Illinois, to attend ICFA Casual Pre-Market in July and/or the Chicago International Casual Furniture & Accessories Market™ in September. As Nike would say, just go!

Pre-Market and Casual Market are two of the industry’s best trade shows and events during the year. There is no substitute for seeing new collections and products

in person, for talking with representatives of companies with which you are currently doing business, and for talking with representatives of companies with which you might eventually decide to do business.

Attending the educational sessions at Casual Market will only enhance your business-management, sales, marketing, and operational skills, and networking with owners and managers from other stores across North America is very beneficial— and is something that you cannot do within the confines of your store(s).

Every good company CEO knows that he or she needs to get out from behind the desk and spend time on the shop floor, walk the manufacturing and production facilities, listen to the rank and file, and spend time with the customer base. For owners or managers of specialty casual-furniture stores, retailers, or dealers selling patio, hearth, outdoorfurniture, outdoor-kitchen, and outdoor-living products, making the trek to Chicago this July and/or September will be well worth the expense, time, and effort.

In my 31 years of attending trade shows, I’ve never met a trade show that I didn’t like.While not every trade show will always deliver a 10 on a scale of 1 to 10, PreMarket and Casual Market have always delivered solid performances and have always been worthwhile. With business improving and the overall economy showing positive signs, this year’s Pre-Market and Casual Market should prove to be very successful industry events.

Starting with the March/April issue of Patio & Hearth Products Report, the online version of our magazine is now an interactive magazine.This new flip-page technology allows online readers to view and read the magazine just as they do with the printed version of P&HPR. In addition, our new interactive magazine includes the ads, with each ad including a link to the advertiser’s web-

site. This allows online readers to learn about (and access in-depth information about) the companies and products that are featured in the issue. This website click-through technology is also included for the new product releases in the Product Profiles section. Once readers leave a manufacturer’s website, they are immediately taken back to the issue that they were reading.

While the printed version will always be the foundation and mainstay of P&HPR, our new online interactive magazine gives our readers another valuable tool for staying on top of the industry—and for staying informed about new collections and products offered in the patio, hearth, barbecue/grill, outdoor-kitchen, and outdoor-living industry. Please be sure to visit our new online interactive magazine at www.peninsula-media.com.

TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

From the Editor

M

ay and June are months of celebration. On the second Sunday in May, we honor our beloved moms. Later in the month, we memorialize the men and women who died in service to our country. May is National Barbecue Month, a time set aside to kick off the summer grilling season. Finally, on June 20, we show our appreciation to the dads in our lives.

Between all these official recognitions are the occasions of late spring, such as

end-of-school potlucks, graduation parties, showers, and weddings.

Fortunately, the warmer weather makes one’s outdoor area the perfect setting for hosting these special family events. It’s a hectic time, but it’s also the best time for specialty retailers because consumers are totally focused on furnishing their alfresco spaces with outdoor-living products that provide comfort, style, and entertainment.

The future definitely looks bright for the outdoor-living industry.

Recent reports indicate that retail spending is starting to climb, and consumers are buying up products that enhance outdoor spaces. Demand in the United States for outdoor furniture and grill products is projected to increase 3.9% each year, reaching $7.2 billion in 2013, according to The Freedonia Group, Inc., a research company based in Cleveland, Ohio.

Numerous building/remodeling surveys indicate that an outdoor room is a must-have feature, regardless of the geographic region. Consumer interest has

6 Patio & Hearth Products Report May/June 2010

also been piqued by television shows such as HGTV’s “The Outdoor Room,” hosted by landscape designer Jamie Durie (who transforms ordinary backyards into stunning retreats).

In my neighborhood alone, there are three families who recently overhauled their backyards to create beautiful outdoor areas. One of these families has turned the yard into a literal greatroom without walls, complete with cooking, dining, lounging, and recreational activities. A weekend doesn’t pass without some family event being held outdoors in this beautiful space, whether it’s a birthday party, a baby shower, or family game night. With homes like these, why would anyone want to take a vacation involving congested highways, expensive hotels, and overbooked flights?

The evolution of outdoor-living products has also made it much more enjoyable to furnish open-air spaces. We’ve reached a point where just about any home product designed for the indoors is now available for the outdoors. Not only can you enjoy a swivel rocker or recliner outside, but Domus Ventures now makes it possible to relax in a stylish lounge that provides a shiatsu mas-

sage (page 50).

For those sun worshippers who long to watch televised baseball games or World Cup matches outdoors, SunBriteTV offers a 55-inch home theater (page 56). Consumers are particularly drawn to the wide array of fireplaces and fire sculptures that add warmth and ambience to outdoor settings. For example, the impressive FireFall from Designs by Garry features cascading water with dancing flames (page 46).

As we gather to celebrate so many wonderful occasions in May and June, let’s also celebrate the fact that we are part of an industry that offers products that help people live more enjoyable, relaxed lives with their families and loved ones. Just observing the people on my street who have created beautiful outdoor rooms has inspired me to do the same in my backyard. If I get my act together and start planning now, I should have a beautiful outdoor oasis just in time for my mother’s 85th birthday celebration in August.

CAROL DAUS EDITOR CAROL@PENINSULA-MEDIA.COM

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Guest Editorial

Yes, Virginia, There Is an Inter net

BY ART THOMPSON

PERHAPS THE MOST FAMOUS EDITORIAL EVER WRITTEN WAS FRANCIS CHURCH’S REPLY TO EIGHT–YEAROLD VIRGINIA O’HANLON, IN AN 1897 ISSUE OF THE NEW YORK SUN, IN WHICH HE BOTH CONFIRMED AND RATIONALIZED THE EXISTENCE OF SANTA CLAUS.

Art Thompson

If Virginia were alive today, she would replace the newspaper with the Internet as her prime source of information. Online, she could not only ask about the authenticity of Santa Claus, but could also research a vast array of products, and could even make her purchases with just a simple click. She might be distressed, however, to learn that this amazing innovation was the basis of considerable tension between manufactures and retailers regarding channels of distribution.

During my career, I have seen this same turmoil arise numerous times (with different faces). In the 1960s, the emergence of Levitz Furniture threatened to eradicate the independent dealer. The dealers said,“If you sell to them, you can’t sell to us,” while Levitz Furniture encouraged us to respect fair trade and adapt to changing concepts in retail formats.

Imagine my surprise in the 1970s, as Wickes materialized, to hear Levitz Furniture say, “If you sell to them, you can’t sell to us.” Then, there was the controversy over sales via toll-free telephone in the 1980s, followed by the emotion-packed issue of consumer buying clubs in the 1990s.

Whenever the issue of selling through new channels of distribution arose, each side in the debate would concentrate on its own perspective, insisting upon complete compliance with its viewpoint. It’s sad that we never really listened to one another, and we

PUBLISHER Tony Ramos tramos@peninsula-media.com

were thus unable to reach the next level of dialogue (where solutions begin to surface).

While the villain changed, the dispute was always the same. A manufacturing company that sold its products through the new retail channel would face the wrath of the existing dealer network. Then, having withdrawn from the offending channel, the company would, too often, find that its support for the dealers was not reciprocated sufficiently to compensate it for the business that it had given up—or to generate the incremental growth that the manufacturer needed.

Having been embroiled in this dilemma often over the years, I have found that there is not a perfect solution. You periodically change policies in an attempt to extinguish the current fire, and you always avoid drawing a line in the sand.

In the past, you could get away with that tap dance because (sooner or later) the emotion would die down as the luster of the new player began to diminish.

In addition, the potential negative effect of the new entrant just wasn’t that great. Never had a new retail format been so significant that it qualified as a game changer—until now.

Today, the issue is the Internet, an entity that is neither a channel of distribution nor a passing fad. Instead, it is a global cultural transformation on par with the invention of the electric light bulb, the first human flight, and the advent of radio. Equating its economic impact to that of a Pennsylvania family’s warehouse showroom is ludicrous—yet once again, there is a firestorm of conflict in our industry about selling our products through the new medium.

This time, all of us need to adopt an approach to the dispute that is more in line with reality. We have spent the past two years in an economic depression, and this is no time to be ignoring or avoiding an opportunity. Instead, now is the time for dealers and manufacturers to get together, not in a convention atmosphere but one on one, and really to discuss the need for (and the mutual obligations involved in) a strategic alliance.

The old notion of caveat emptor and the image of the aloof, poker-faced buyer are things of the past. Today, we must accept that we need each other, and therefore, we must respect and accommodate each other’s requirement for sustainable growth.

The manufacturing company should acknowledge that it must have a brickand-mortar presence in major metropolitan areas in order to have its prod-

8 Patio & Hearth Products Report May/June 2010

ucts available for the consumer to evaluate in person. The dealer should understand that the manufacturer doesn’t begin selling on the Internet so that it can compete with its dealers; it does so in order to achieve the incremental volume from markets where it has no dealers.

While both parties should agree that the potential to inspire consumers is greater on the Internet than it is in a store because you can show the lifestyle, explain the features, and create the aspiration associated with each product, there is never a suitable replacement for human personal involvement. Both parties should embrace the Internet and make it work for them, rather than allowing it to become a bone of contention between them.

If I were starting a new manufacturing and marketing company today, I would not allow anyone but me to sell my products on the Internet. I would invest the lion’s share of my advertising budget not only in creating a state-ofthe-art website, but in marketing it as well. I would establish the retail prices at realistic and competitive profit margins so that my prices would be in line with the retail prices of my manufacturing competitors’ products.

I would then sit down with each of my major dealers and offer a strategic alliance in which the dealer would receive a portion of the retail price whenever a consumer in the dealer’s trading area purchased one of my products through my website. That portion would range from 10% of the gross profit to 100%. The determining factor would be how many of my collections the dealer adequately displayed on the showroom floor.

It is a simple solution, it meets the needs of both parties, and it just might work. I would love to hear your comments and to open a dialogue on the subject.

As I look, in retrospect, at all the distribution-channel conflicts that I have seen in my career, I am amazed at how insignificant they were, compared with the prominence of the Internet. Its astounding potential impact is best described using Church’s words from his editorial: “Ah, Virginia, in all this world there is nothing else real and abiding.”

Art Thompson, who was president of Laneventure for more than two decades, received the Lifetime Achievement Award from the International Casual Furnishings Association in September 2009. He currently serves on the board of directors of Carls Patio, Boca Raton, Florida.

EDITOR Carol Daus carol@peninsula-media.com ART DIRECTOR Cass Estes cass@peninsula-media.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com STAFF WRITERS Kimberly Rodgers Sharon Sanders Cheryl Dangel Cullen CIRCULATION DIRECTOR Paul Piwowar BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

Corporate Office Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 Fax (310) 792-7449 www.peninsula-media.com

Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com

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

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Industry News Edited by Kris Ky es

Casual Industry Expands at Chicago Merchandise Mart

Couristan Offers Merchandising Display Special

T

C

he Chicago Merchandise Mart has experienced an increase in leasing activity on its casual showroom floors.

Four premier companies—Actiwin, Homecrest, Leisure Design, and NorthCape International—have joined the Chicago Merchandise Mart tenant roster. In addition, three current tenants have renewed their continued commitment to the Merchandise Mart and expanded their showroom spaces. Expansions include those of Patio Renaissance by Sunlord Leisure Products, Suncoast Aluminum Furniture, and Treasure Garden.

Wittus–Fire by Design Named an Exclusive Importer of Italian Pellet Stove Wittus–Fire by Design has become the exclusive importer of the contemporary, stateof-the-art MCS, a pellet stove manufactured by Italy’s largest pellet-stove company. This well-designed, well-priced, easy-to-operate pellet stove is one of the finest available in the marketplace today.

Spearheading the Wittus sales team is Peter Ross, representing the Southwest Coast Peter Ross region. Regional pellet-stove support includes Wittus representatives Andy Todd, Pacific Northwest; Chuck Kroll, Southwest; Gary Freeland, Midwest; and Adam and John King, Northeast and midAtlantic. For more information, visit www.wittus.com.

Gloster’s ART Program Benefits Retailers

Hearth & Home Technologies Launches New Websites

Gloster recently conducted its second Advanced Reseller Training (ART) Program for retailers to help them learn more about Gloster and its products. More than 40 participants were invited to Gloster’s 670,000–square-foot headquarters in South Boston, Virginia, for a two-day, in-depth exploration of all that is Gloster.

The retailers were treated to a behind-the-scenes look at how Gloster’s furniture is designed and manufactured. Training sessions included information on care, repair, and maintenance from Gloster’s quality-control team. Charles Vernon, deputy CEO, and Eric Parsons, president, led discussions about the company’s history, sales, marketing, manufacturing, and testing procedures.

A tour of the company’s in-house cushion-manufacturing department was also conducted. Gloster’s on-site marketing showroom was filled with products, with at least one item from every teak, woven, stainless-steel, and aluminum line.

Feedback from ART attendees has been excellent.

Many participants expressed that they benefited greatly from the knowledge shared and would return to their stores and showrooms with a superior understanding of Gloster’s quality and integrity.

“ART provides an excellent forum for our customers to learn not only from the experts at Gloster, but also from other retailers and showrooms with many years of experience selling Gloster furniture,” Parsons explains. “The relationships developed during the twoday event are invaluable and will last for years.”

Hearth & Home Technologies® (HHT), the world’s leading provider of fireplaces, inserts, and stoves, recently launched major redesigns of three of its consumer websites: heatnglo.com, quadrafire.com, and fireplaces.com. This completes phase one of the company’s website initiative; phase two will entail major upgrades to heatilator.com, harmanstoves.com, and fireside.com commencing during 2010.

John Shimek, vice president of marketing for HHT, says, “We conducted considerable research at the onset of the project, which drove our decision to revamp the sites completely. We literally rebuilt the sites from the ground up, with an emphasis on the consumer experience and converting online traffic into solid sales leads for our trade partners.”

The newly launched sites feature advanced functionality that includes product-selection tools, greatly enhanced user experiences, robust dealer locators, inspiration tools, and robust my account/my project functionality, allowing users to save ideas and collaborate with others.

10 Patio & Hearth Products Report May/June 2010

Simpson Dura-Vent Announces Organizational Changes In November 2009, Stephen P. Eberhard, president and CEO of Simpson Dura-Vent, announced the appointment of Mike Wolfe as general manager of Simpson Dura-Vent’s Albany, New York, operations.

ouristan is adding sizzle to the spring/summer 2010 season with a hot new deal on its outdoor-living merchandising display box. Now through June 20, authorized Couristan dealers can qualify for discounted rates on bundled orders of Couristan’s most popular outdoor area-rug collections, including Recife, Five Seasons, and (for the first time) Urbane.

With a minimum order of 20 rugs, in Couristan’s mer chandising sizes of 5 feet 3 inches display box makes it easy to stor e and showcase its outby 7 feet 6 inches or 7 door rugs. feet 6 inches by 10 feet 9 inches, dealers will receive a free outdoor-living merchandising display box with which to showcase these versatile, weather-resistant floor fashions. The only investment by the retailer is the cost of the merchandise and shipping. To add even more appeal, replenishment orders (in sets of five or 10 rugs) will also be discounted.

Wolfe has significant manufacturing experience, most recently with Interline Brands (formerly Copperfield) as its operations leader for several distribution locations and for its North Carolina manufacturing plant.

Wolfe is well acquainted with Simpson Dura-Vent and understands its focus on customer service and support. During his tenure with Copperfield, he supported service-level requirements critical to its success. Wolfe is committed to supporting customer needs.

Eberhard announced further organizational changes that took effect January 1, 2010. Mike Bruce, vice president of manufacturing, was also appointed vice president of research and development for Vacaville, California, operations. Bruce is responsible for all engineering and research/development functions, including plant engineering, manufacturing engineering, design engineering, and new-product development.

Victor Lambert, the company’s controller and administration manager, was appointed to the position of general manager of Vacaville operations.

Under Lambert’s management are all manufacturing operations and purchasing. Lambert will remain active in supervising the accounting department for all branch locations.

Dave Kowalski was appointed to the position of manager of manufacturing. Kowalski will handle all of the daily manufacturing-management and scheduling functions. Kowalski was formerly materials and purchasing manager.

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DiversiTech Receives Award From NRHA DiversiTech’s Christmas Tree Mat™ shipper/displayer CTS-30 has earned a silver award from the North American Retail Hardware Association in this year’s firstever Packaging and Merchandising Awards Program.

More than 115 manufacturers throughout the United States and Canada submitted their best packaging, merchandising, and point-of-purchase–display materials in the hope of receiving recognition as one of the best in the industry. As an award winner, DiversiTech’s entry was on display at the National Hardware Show in Las Vegas, Nevada, on May 4–6.

Capel Rugs Streamlines Sales Structure Capel Rugs recently restructured its sales territories, and the company’s dealers have been newly assigned, by state, to regional sales managers. Allen Robertson, vice president of sales, says,“In order to meet the needs of an evolving marketplace, Capel has restructured its sales force, with dedicated company employees in a flexible plan that still meets the needs of our dealer channel.”

The decision to restructure is part of the company’s ongoing program to make Capel Rugs more responsive to the marketplace. Robertson says, of the new full-time sales team, that using Capel Rugs employees “will improve the level of service to our customers.”

Now, Andrew Buchheit, Vickie Carder, Gil Flores, Laura Freitag, Jim McNally, Tom Perraud, and Jake Sweeters oversee one designated geographic location each. The new structure will allow Capel Rugs to focus more on maintaining and developing relationships with

Page 11

its customers and meaningful dialogue with its dealers.

Outdura Receives Multiple ADEX Awards for 2010 Outdura® performance fabric, manufactured by Shuford Mills, has been recognized by ADEX with multiple awards for design excellence. Taking an unexpected approach to the typical outdoor theme, the Avant Garden collection took the Platinum Award. The featured color, Tidewater, combines vivid pesto green and cool aquatic blue, grounded with rich Kona brown for the dra- Outdura’s A vant Gar den matic story of where collection r eceived the 2010 tide meets tundra.

ADEX Platinum A war d.

Also earning the Platinum Award was the Jubilee pattern in the featured color, Aegean. Jubilee is a multifaceted texture using Outdura’s new novelty bouclé yarn in conjunction with a planted warp stripe. The French Twist collection, which holds an entertaining array of patterns, textures, and colors, was honored with the ADEX Gold Award.

The Outdura Rhythm pattern (which is both bold and exotic) won the Silver Award.

Natalie Scott, vice president of sales and marketing for Outdura, says,“We are proud to be recognized by the

prestigious ADEX awards. Once again, D2 and Shuford Mills have taken the Outdura brand to new limits, which allow our customers fashion-forward design options and innovative constructions. Couple that with the performance properties of 100% solution-dyed acrylic and our commitment to service the industry, and you have a winning combination.”

Koverton Earns Three 2010 ADEX Awards Koverton (City of Industry, California) has received multiple 2010 ADEX awards sponsored by the international trade publication Design Journal. Koverton won three awards: Platinum for the Parkview daybed, Gold for the Parkview barstool, and Platinum for the Luxe daybed.The products were featured in the ADEX issue at the end of April.

Yan Wijaya, vice president of sales, and Kevin Ko, president, note, “We are truly honored. The recognition speaks volumes on the effort to create our own signature through designs. We are grateful for the opportunity to work with talented designers and for dedicated team members.” Koverton manufactures casual furniture in cast and tubular aluminum, synthetic wicker, and stainless steel, for interior and exterior applications, for retailers, designers, and the hospitality industry.

New Developments at Casual Creations Casual Creations and Outdoor Experience Inc. have reached an agreement to make Outdoor Experience responsible for the sales arm, marketing, and public relations of Casual Creations. Bill Brown Jr., a veteran of the

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Industry News casual-furniture industry, has been appointed national sales manager as part of this agreement. Brown will manage the daily sales operations and goals of Casual Creations.

This new relationship will now allow Casual Creations to achieve the growth and direction necessary in today’s casual-furniture market, according to Arthur James Jr., CEO, and Scott Coogan, vice president.“We are very pleased with this newly formed relationship and look forward to dramatic growth and the much-anticipated and very exciting possibilities that will emerge from this union,” James says.

In other news, Casual Creations is pleased to announce the finalization of its new roster of sales representatives: Kevin Quigley in Mississippi, Tennessee, and Mobile, Alabama; Mark Kutsch in Illinois, Wisconsin, Minnesota, Iowa, and Missouri; Gary Burket in Ohio, Indiana, Kentucky, and West Virginia; Jim and Carrie Greenberg in Florida; Garry Weisman in Texas, Oklahoma, Louisiana, and Arkansas; Bryan Echols in North and South Carolina; Raymond Smit in Maryland, Delaware, Virginia, and Washington, DC; Happy Land in the Florida Panhandle, Georgia, and Alabama; John Johnston in Michigan; Fortress Group in Rhode Island, Vermont, New Hampshire, Massachusetts, Maine, and Connecticut; and Harvey Leis in New York, New Jersey, and Pennsylvania. David Latz will handle hospitality and contract sales.

PFI Shines at SmallWood 2010 Conference The Pellet Fuels Institute (PFI) helmed the wood-pellets panel at the SmallWood 2010 Conference in Hot Springs, Arkansas, on April 20–22. With over 75 people in attendance, the conference had wood pellets as a major focus. There was a panel event, two pellet mills were toured, and one of the keynote speeches was on the benefits of biomass (pellets), further showing the renewed focus on densified biomass.

The objective of this year’s SmallWood 2010 Conference was to provide state-of-the-art information on small-tree utilization and to foster peer-to-peer learning. Enormous quantities of woody biomass are being generated from thinning operations, land clearing, and hurricane disasters.These issues drive the need to create solutions for using low-value and waste wood.

Scott Jacobs, PFI vice president and sales manager of Ozark Hardwood Products, says,“PFI continues to spread the word on the benefits of densified biomass and is again in the forefront of the biomass-policy conversation.

This is vitally important now, since the pellet industry is in a slow period where most mills are not running at full capacity. In order to address this situation, PFI continues to advocate for a more robust demand market, including nontraditional markets for pellets.”

PFI, located in Arlington, Virginia, is a North American trade association promoting energy independence through the efficient use of clean, renewable, densified biomass fuel. For more information about pellet heat, contact the PFI at (703) 522-6778 or visit www.pelletheat.org.

HPBExpo: A Huge Success for LeisureLiving The new outdoor-products buying group, LeisureLiving, exhibited for the first time at HPBExpo, held this year in Orlando, Florida, in March. Buying Group 12 Patio & Hearth Products Report May/June 2010

Services, the administrators of the group, reported an overwhelmingly positive response during the show from both manufacturers and dealers.

Membership applications were received at the show from dealers, and a large number of manufacturers are putting together contracts to allow LeisureLiving’s members better margins for profitability. Visit the website at www.leisurelivinggroup.com; for more information, contact Glynne Morgan, director of membership, at (713) 723-3545 or glynne@thebgs.com.

La Costa Firepit Table Receives National Television Coverage

The La Costa fir epit table fr om Califor nia Outdoor Concepts was featur ed on “The Price Is Right.”

The La Costa firepit table by California Outdoor Concepts was recently featured on the CBS game show “The Price Is Right.”According to Clint Blevins, president of California Outdoor Concepts, this exposure has created strong demand for the product from customers who want an affordable option for enhancing their outdoordining areas. For more information on becoming an authorized California Outdoor Concepts dealer, call (877) 274-6773 or visit www.californiaoutdoorconcepts.com.

LeisureLiving Buying Group to Host 2010 Annual Conference LeisureLiving Buying Group will hold its annual conference on August 29–31, 2010, at the Hilton Anatole in Dallas, Texas. For LeisureLiving information, contact Glynne Morgan, director of membership, at (713) 7233545 or glynne@thebgs.com.

TUUCI Uses Social-networking Sites Shade-specialty company TUUCI has developed its own cool spot on the Internet with the launch of a company blog, a Facebook fan page, and a Twitter account, providing customers with an intimate look at the innovative shade company.

Dougan Clarke, founder and CEO of TUUCI, says that these contemporary media “allow us to provide our customers with company news and information while engaging in one-on-one conversations directly with our team. Our goal is to create a dialogue by cross-populating our blog, Facebook, and Twitter pages with information that our business customers and consumers will enjoy.”

TUUCI’s blog can be accessed by navigating from the company’s home page or by visiting tuuci.com/ blog. Written by Clarke, the blog will feature articles on a wide range of topics, including company news, product information and announcements, purchasing and styling advice, and information about trade-show participation.

The TUUCI Facebook fan page, www.facebook.com/ TUUCIshade, provides an inside glimpse of the compa-

ny and its people. Follow @tuuci on twitter.com for updates from the trade-show team, editorial coverage, the latest blog post, industry partners, and ongoing chat concerning shade.

ICFA Updates and Expands Awards Programs The International Casual Furnishings Association (ICFA) has adopted several updates to its existing awards programs and has added a new award to its annual lineup. The new award is Sales Representative of the Year, to be conferred for the first time in 2010.

The program is designed to recognize and honor a sales representative who is a member of ICFA and an active partner of both retailers and manufacturers.

People considered will be those who serve as inspirations or models within the industry and whose service is considered both exceptional and innovative.

All ICFA members will be invited to nominate individuals for Sales Representative of the Year. Nominations will include a short biography and explanation of why the individual is deserving of the honor. Each nomination also must be accompanied by the names of two additional industry members who support the nomination. Voting will be conducted online, and the winner will be honored at the Chicago International Casual Furniture & Accessories Market™ this fall.

In addition to adding the Sales Representative of the Year Award, ICFA will reintroduce its Manufacturer Leadership Award this year. One manufacturer will be honored in each of 10 categories, including cast metal, wrought iron/wrought aluminum, rattan/wicker/woven materials, wood, tubular materials, resin/fiberglass, shade products, outdoor lighting, outdoor rugs/carpeting/flooring, and complementary casual products.

Manufacturers will be rated on the design and quality of their products, along with merchandising, customer service, ethics, communications, and trade relations. From the category winners, an overall Manufacturer of the Year will be named.

These two awards will be presented at a new awards event to be held on Wednesday, September 22. The event will also include recognition of the Design Excellence category winners and the Lillian B. Winchester Best of Show Award recipient. As part of its award updates, ICFA has agreed to conduct the Best of Show voting online.

Recognition of the Apollo Award finalists and winners, as well as the ICFA Lifetime Achievement Award winners, will continue to be reserved for a separate awards dinner event.This year, that event will be held on Thursday, September 23, at Chicago’s Field Museum. A new online ballot is being developed for the Apollo Awards to make the voting a more inclusive process for ICFA’s growing membership.

RIA Introduces Device That Eliminates Indoor Pollutants RIA, L.L.C., recently introduced Golden Air, an airpurification device for homes. Poor indoor air quality is the number-one U.S. health concern, according to the EPA. Golden Air, which has undergone thousands of hours of testing by several universities (with documented results), can be installed in gas or electric fireplaces and freestanding gas stoves as an OEM or retrofit application.

Golden Air G-14 and G-8 air devices are designed to be installed where the fireplace’s regular fan is installed. Golden Air is not a HEPA-filtration system or an ultraviolet-light system. According to Ralph Rossi, RIA’s spokesperson, the device is capable of reducing

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99.99% of the 10 most deadly forms of bacteria, viruses, molds, and fungi, including H1N1 and H5N1 influenza, methicillin-resistant Staphylococcus aureus (MRSA), Streptococcus species, Escherichia coli, Norwalk virus, Staphylococcus species other than MRSA, and smoke odors.

This technology is used by many governments worldwide and is the number-one technology in air-, water-, and food-purification applications.

RIA’s patented device is available in a 5-foot mantel shelf and a 24-inch ledge for mounting anywhere in the home.

RIA is actively seeking distributors and dealers for the Golden Air G14/G8 air devices, mantels, and ledges.

Contact RIA at (720) 252-0597, (720) 579-4260, or riaairtechnologies@yahoo.com.

Hart & Cooley Names New Brand and Product Manager Hart & Cooley has named Kevin Read to the position of brand and product manager for its SMART Air & Kevin Read Energy™ product line. In his new role, Read will report directly to Tracy Sianta, vice president of marketing at Hart & Cooley.

“Kevin brings a strong skill set from his previous product-management experience and is an excellent fit for the position as we continue to move forward with our SMART brand and product portfolio,” Sianta says.

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Read is based at Hart & Cooley’s corporate offices in Grand Rapids, Michigan. Read’s immediate focus will be developing a long-term strategy to help strengthen the SMART Air & Energy brand as Hart & Cooley continues to bring new and innovative products to the market.

SMART Air & Energy Solutions is a collection of HVAC products that enhance comfort, improve indoor air quality, and save energy for homeowners. These products are available through Hart & Cooley, Selkirk Corp., and American Metal Products distributors. For more information, visit www.smartairandenergy.com.

Central Boiler E-Classic 2400 Wins Vesta Award The E-Classic 2400 from Central Boiler is the only outdoor wood-gasification furnace to win the prestigious Vesta Award at the 2010 HPBExpo in Orlando, Florida.

Recognized for its innovative design and technology in the Wood Products category, the E-Classic 2400 was introduced in early March. This furnace features the latest advances in clean wood-burning technology, which Central Boiler developed.

The E-Classic 2400 is the largest of all outdoor wood furnaces to qualify for phase 2 of the EPA’s hydronicheater program. It emits only about one-third of the emissions limit set by the EPA for phase 2, and it has a deliv-

ered thermal efficiency of over 92%, which is a momentous achievement for larger outdoor wood furnaces.

Domus Ventures Plans Extravaganza for ICFA Casual Pre-Market in Chicago Domus Ventures is throwing a party in Chicago, Illinois, on July 13–15 to introduce its 2011 lineup of indoor and outdoor furniture.The event will run concurrently with ICFA Casual Pre-Market, to be held nearby at the Merchandise Mart.

Dave Hill, manager of North American operations for the company, says, “It is with a great deal of excitement that I announce Domus Ventures’ decision to put on a gala affair in Chicago in July. We are contracting with Fulton’s on the River for this extraordinary event.” He adds that Fulton’s on the River is a block east of the Merchandise Mart and is less than a five-minute walk from it.

“We will have all-day food service in the space, as well as beverage service,” he says. ‘We will offer hors d’oeuvres, drinks, and exquisite buffets on July 13 and 14, and on the morning of July 15. The menu will be elegant, as will the service. We will be open until 9 p.m. on Monday and Tuesday evenings, and buyers are welcome at any time.” The company’s new-product display will occupy a large part of the Fulton’s facility. “We will have 5,000 feet inside and 3,000 feet outside, on the riverside veranda,” Hill says.

When asked why the company decided to unveil its Continued on page 60

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2011 collections in July, rather than at the September market, Hill explains that the decision was tied to the production schedule of Domus Ventures. “We simply could not justify the expense of showing at the Casual Market in September when, for the past three years, our production has been sold out through March by the opening of that show,” he says.

“Dealers loved our designs, quality, and value, but could not wait for our extended delivery times,” Hill continues. “In order to make January, February, or March delivery next year, we must have our customers’ orders this summer. This decision came about solely due to our concern about getting our product into our dealers’ hands for the 2011 season.”

Hill adds that the company has no problems with the International Casual Furnishings Association or with the Merchandise Mart. He says, “Both entities have been most supportive and accommodating of Domus Ventures since we entered the U.S. marketplace in 2007.

We are most respectful and appreciative of their support. It is merely a timing issue.”

Appointments are not required, but are welcomed.

Please contact your representative or Dave Hill at (800) 888-5293 or us1@domusventures.com.

Earth’s Flame Wins 2010 Green Award at HPBExpo Earth’s Flame™ took top honors at the 2010 HPBExpo’s annual Vesta Awards, where it was presented with the Green Award. Earth’s Flame’s environmentally friendly fire grate was honored for its revolutionary design and superior technology for reducing emissions in wood-burning fireplaces. The Green Award was presented by Richard Wright, president of Village West Publishing, and Gil Wood of the EPA at an industry-wide ceremony that drew a crowd of over 1,700 members on March 12 in Orlando, Florida.

Three Directors Added to ICFA Board At its February meeting of the board of directors and members in Las Vegas, Nevada, three new directors were elected to serve one-year terms on the board of the International Casual Furnishings Association. The new directors are Joseph Cilio, Alfresco Home, King of

Prussia, Pennsylvania; Jim Schultz, Patios Plus, Rancho Mirage, California; and Greg Johnson, JDG Sales Inc., Tampa, Florida.

International Pool/Spa/Patio Expo Assigns Nearly All of Show Floor Six months before show time, the 2010 International Pool/Spa/Patio Expo (IPSPE) concluded the drawing process for exhibit space, assigning 87% of the show floor and surpassing last year’s space-drawing results of 65%. Donna Bellantone, IPSPE director, says, “Exceeding our most optimistic projections, more than 285 exhibitors participated in the space draw.

The impressive list of companies should really energize attendees.”

Rebranded as the IPSPE in 2008, the show is made up of the former International Pool & Spa Expo, Backyard Living Expo, and AQUA Shows. More than 430 exhibiting companies will fill over 1,000 booths and will draw more than 9,100 attendees. Show highlights include 74 educational seminars, the VGB pavilion, the Party on the Patio pavilion, the Product Showcase, the Backyard Living pavilion, the Genesis 3 pavilion, live workshops, and exhibitor product clinics.

Space inquiries and booth reservations continue to arrive. “After skipping the show the past two years, we are excited to be part of the show again,” Bruce Porter of Hayward Pool Products says.“We are looking forward to displaying the new products we have developed over the past 18 months and acquiring the large number of leads this show generates.”

Companies interested in exhibiting that have names beginning with A–D should contact Sandi McMullen at (972) 536-6386 or smcmullen@hanleywood.com; those with names beginning with E–K, contact Tonya Stiles at (972) 536-6387 or tstiles@hanleywood.com; those with names beginning with L–Z, contact Kayla VanCleve at kvancleve@hanleywood.com or (972) 5366326; and those that have never exhibited should contact Bill Mitchell at (972) 536-6360 or bmitchell@ hanleywood.com.

Additional information about the show can be found on Facebook at www.facebook.com/poolspapatioexpo and on LinkedIn at www.linkedin.com/groups? gid=1963264; follow@poolspapatio on Twitter for show news.

LMS Unveils New Coleman Spas Hot-tub Collection

L

MS, Inc., the exclusive maker of Coleman® Spas hot tubs and the world’s largest manufacturer of luxury home-resort products, unveiled its new lineup of hot tubs inspired by Coleman—the 110-year old pioneer of outdoor products.

The company welcomed more than 100 special guests, dealers, and media representatives from across the United States and Canada to an exclusive, invitation-only open house at its headquarters in Pomona, California. Attendees were given VIP plant tours of the million–square-foot LMS manufacturing facility while Coleman Spas hot tubs were being produced. Guests Guests r eceive a tour of the million–squar e-foot LMS were also provided with selling tools, product train- manufacturing facility, which pr oduces Coleman Spas ing, and an opportunity to become a distributor. brand hot tubs.

Casey Loyd, LMS president, says, “The new Coleman Spas hot-tub collection is extremely feature rich and is exactly what our industry needs during a time of economic recovery and rebalance. The Coleman brand name brings instant household recognition and reinforces what consumers now demand in the new economy. They want a brand they can trust that represents the best in quality and value.”

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Ecofan Wins Hardware Retailing Retailers’ Choice Award Ecofan, a heat-powered fan designed to circulate warm air generated by residential wood and gas stoves, has received a Hardware Retailing Retailers’ Choice Award. Caframo Ltd., manufacturer of the device, received the award at the 2010 National Hardware Show in Las Vegas, Nevada.

Only 33 products received the award, out of thousands of products displayed at the show. A volunteer panel of hardware retailers—including Wilco, Rising Sun Hardware, Marvin’s Home Centers, Kief Hardware, Village True Value Hardware, and Thomes Brothers Hardware—judged all entries.

Elliott Good, sales and marketing manager at Caframo Ltd., says,“We are thrilled to be honored with this award.

The Ecofan makes it so easy to generate more warmth from a wood stove for less money. It’s a low-cost purchase with a great return.”

The Ecofan works when thermoelectric technology converts heat to electricity. The generated electricity propels the fan blades, circulating warm air generated by the stove without noise. No electrical outlets or batteries are needed.

Energy King Announces Winner of 385EK Drawing RJM Manufacturing, Inc., would like to thank everyone who entered the drawing for an Energy King 385EK wood furnace at HPBExpo 2010 in Orlando. The winner of the drawing was Jim Reynolds of Papa Bears Riverside Stoves, Marathon, New York. Energy King heating appliances are manufactured exclusively by RJM Manufacturing in Chippewa Falls, Wisconsin. Contact the company at (715) 720-1794 or sales@energyking.com.

Team Grill Adds New Spor ts Teams to Product Line Team Grill is pleased to announce the availability of the Patio series PRO grill for eight additional college sports teams. Grills with the new team insignias are Alabama, Auburn, Boston College, Georgia, Georgia Tech, Miami, North Carolina State, and Texas A&M. In addition, the first shipments of Patio series MVPs and PROs featuring National Football League teams have been made. The following teams are now available: Chicago Bears, Dallas Cowboys, Pittsburgh Steelers, New York Giants, and Washington Redskins. For more information, visit www.teamgrill.com.

Suncoast Launches Nine New Collections For the 2010–2011 season, Suncoast Furniture (Fort Myers, Florida) is launching nine new collections in celebration of the grand opening of its new showroom, located in the Merchandise Mart in Chicago, Illinois. Rick Baker, national sales manager, says, “I am very excited to introduce these collections in our newly remodeled showroom at the Merchandise Mart for Pre-Market in July and for the Casual Show this September. Our customers will see an array of new designs, colors, and fabrics that have been missing in our industry for years.”

Suncoast recently signed a 10-year lease at the Merchandise Mart and has expanded its product offerings to meet the demands of the restaurant, commercial,

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Discriminating Customers Shop Around WRITTEN BY CHERYL DANGEL CULLEN

I

S THE ECONOMY IMPROVING? SOME SAY YES; OTHERS SAY NO. EITHER WAY, OUTDOOR-FURNITURE MANUFACTURERS HAVE NOTICED THAT CONSUMERS ARE SHOPPING UNTIL THEY DROP—BUT THAT DOESN’T MEAN THAT THEY ARE ON A FREE-FOR-ALL SHOPPING SPREE. IN FACT, IT IS QUITE THE OPPOSITE.

Gensun’s Seville

Jan Trinkley, vice president of sales and marketing for Gensun Casual Living, Ontario, California, says, “Consumers are shopping, shopping, shopping. They are looking for the best product at the best price—in other words, the best value.”

Terri Lee Rogers, vice president of sales and marketing and copresident of OW Lee Company (also of Ontario, California), agrees. “With anything these days, consumers want value for their dollars. We need to provide outdoor products that illustrate that they are spending their money wisely,” she says.

According to Doug Peppler, vice president of sales for Agio USA, Virginia Beach, Virginia, “In normal years, we’d be discussing trends having to do with alternative tabletops, fabric colors, motion, or different heights in dining, but over the past two years, because the industry and the economy as a whole have taken a couple of steps back, trends have everything to do with how people are buying.”

He continues, “It is all about value and price points, and less about specific design trends. We’ve determined that there is a ceiling on what people are willing to pay.

Sales of collections priced at or above $3,000 have slowed to a crawl, but collections priced at around $1,000 to $2,000 are selling.”

Peppler is quick to add, however, that,“not everyone is fishing for cheap furniture. Mid-range collections are trending up a bit from last year. In addition, our dealers report that they are selling more stock merchandise, and special orders are off this spring. That tells me that it all comes back to this idea of value, value, value, and price points.”

Consumers aren’t the only ones who are wary of parting with their hard-earned cash; dealers are, too, Rogers suggests. “Dealers are stocking less and are relying more on special orders from the manufacturers, which makes managing inventories very difficult.

We need to find a happy medium between stock and special orders, and perhaps adjust the lead times accordingly,” she says.

14 Patio & Hearth Products Report May/June 2010

OW Lee’s Ashbury chaise

STORE TRAFFIC has INCREASED, but CAUTIOUS CONSUMERS have become MORE DISCERNING. “Dealers are very conservative— too conservative,” Trinkley says. “We have seen dealers reduce inventory and the risks associated with that inventory. This is a good thing, for Gloster’s Cloud modular deep seating the most part, since too much inventory is good for no one involved.”

He adds, “The reduction has been extreme, and ers. “It appears that contemporary, clean lines are dealers will find that getting product in a timely being marketed as the chic trend, and they appeal to manner, in season, will be difficult. Dealers have also generations X and Y,” Rogers adds.

Sabrina Ebel, director of marketing at Ebel Inc., delayed placing their display and stock orders, in many cases waiting until January and February. This Jacksonville, Florida, agrees. “We see the trend conhas caused additional difficulty for manufacturers in tinuing to move toward more contemporary designs: material and labor planning, which will add to the cleaner lines and lighter colors,” she reports. This delay in dealers getting product in a timely manner.” trend, Ebel says, is coupled with an emphasis on value. “Our new Cannes collection, and its variety of CONTEMPORARY AND MODERN pieces, offer value, but also the ability to create oneWhat are manufacturers introducing that will attract of-a-kind seating arrangements,” she says. the consumer’s hard-earned dollar? Braddan Johnson, Ebel suggests that this year, designs will be influmarketing manager for Gloster Furniture Inc., South enced by two factors: the economy and the green Boston, Virginia, says that buyers want individuality. movement. “It will probably be a year of new designs “Consumers are increasingly design aware. Media are that play it safe (rather than moving toward or followdriving a thirst for unique, individualistic looks. ing any notable trends). Manufacturers are moving Previously concerned with matching and blending, more into the green trend—using more sustainable consumers now look more for statement and focal materials and finding ways to market the movement, as it is becoming increasingly important to conpoints, and less for safety and anonymity,” he says.

Some say that contemporary designs will lure buy- sumers,” she says.

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| Discriminating Customers Shop Around Ebel’s Cannes chat

Agio’s Animal Kingdom dining

Johnson argues that the term contemporary is a misnomer. “Contemporary, by default, is never quite leading. While, in a design sense, contemporary often refers to modern, the two terminologies are rather different. Contemporary is now, today, not tomorrow. It’s safe. It’s just right—on trend, not trendsetting—or, at least, we hope it is. The leading edge can be traditional in a modern market or modern in a traditional market. The leading edge defines a unique (and challenging) combination of niche design with mass appeal,” he says.

What is modern? “It’s complex,” Johnson says. “It’s natural-look fibers and traditional textures on clean-cut, contemporary frames at one end of the spectrum, and it’s sharp, painted finishes on traditional frames at the other. Stainless steel continues to be a slowly growing (but positively growing) niche.”

For some consumers, modern design can also imply echoes of the Bauhaus-era high style of the early 20th century; for others, it hearkens back to the mass-market, atomic-age (or midcentury) styles of baby boomers’ childhoods. Modern, therefore, will sometimes mean vintage or retro. So will contemporary—adding to the confusion in terminology—since it can refer to the Scandinavian contemporary style of wooden furniture, which was popular the 1960s and 1970s.

TRADITIONAL DESIGN’S STRENGTH Gensun Casual Living has introduced two contemporary collections—Seville and Corona—to complement its traditional designs, which continue to account for 80% of sales. “Contemporary designs will always present a certain flair, which can stand out in the crowd, and contemporary does sell to a percentage of the market, but that percentage is still less than traditional for Gensun,” Trinkley explains.

Rogers, too, is standing by OW Lee’s traditional styles. “These style trends cannot be ignored; however, we believe that our niche in traditional styling, with high-quality craftsmanship and materials, is more than a trend, and will always be appreciated by those who value those attributes in outdoor fur-

nishings,” she says.

At Gloster Furniture, too, traditional looks are still very strong sellers.

“Ultimately, the mass market is still there; however, we are fortunate and far-seeing in that we offer a wide range, encompassing most styles and materials,” Johnson says. “As our contemporary offering has grown, so have our related sales. In recent years, markets have definitely responded positively to modern or contemporary looks; currently, the split is approximately 70% traditional and 30% modern.”

HOT BUTTONS FOR SALES Sales can also be found, manufacturers say, in the popularity of outdoor rooms. “The outdoor-room trend continues to flourish. The outdoor room is now one of the top rooms of the home that consumers are buying for,” Trinkley says.

Technological improvements are another hot button for sales, building on that value for the dollar that consumers seek. “The consumer is looking for a product that lasts,” Trinkley notes.

“That throw-away mentality is virtually gone and replaced with the need to get a product that is worth the consumer’s hard-earned dollar.”

To that end, Trinkley says, there are a number of technological, machineryrelated, and material processes that can be used in aluminum casting. “Using the right materials and using the right amounts of materials are critical first-step components in making cast-aluminum furniture durable. Removing the air and using the right sand in the casting process, along with having a good cleaning process, are also very important parts of theequation,” he says.

He continues,“We’ve continued to see a real march toward better fabric. Our dealers are asking for acrylic fabrics. They have customers who have bought furniture at a Home Depot or Lowe’s, and while it looked great in the store, and the fabric held up for a year or two, it doesn’t have the long-term durability and longevity that acrylic fabrics offer.”

Rogers adds, “Metal is about as durable as you can get,” commenting that this is why her focus is on high-per-

16 Patio & Hearth Products Report May/June 2010

formance outdoor fabrics and fillings in cushion construction.

In fact, OW Lee Company recently invested in specialized machinery that allows the company to cut its own foam, which allows for more intricate cushion designs and reduces waste. The company also added a new machine that makes custom cartons to fit specific pieces of furniture, netting a better shipping carton while reducing carton inventory and waste.

Peppler notes that alternative tabletops are also proving popular. “It used to be that just about every outdoor-furniture set had some kind of glass top. Now, the tops are made of stone, fiberglass, or some other material. We’re seeing an increase in porcelain-enamel tile-top tables. They have a great stone look, but weigh less than stone and have better maintenance properties. They are also less expensive than stone,” he says.

Johnson says, “Teak’s quality, finish, and so forth are always market leading. We are continuously on the lookout for improved materials, and we make it our business to ensure the materials we use are industry leading.

We don’t simply rely on external data, but conduct all our own testing, inhouse and independently.”

One of Gloster Furniture’s latest technologies is LeisureTex, a superhigh-density polyethylene fiber. “We are using this material to develop our all-weather upholstery lines, Cloud and Bloc, and anticipate this being a trend in outdoor furniture itself,” he says.

“When you say brown frames are in, it is a joke. That trend just isn’t giving up at all, and brown frames are about 99% of all sales,” Peppler says. “The next-closest color is gray or tan, but those are so far down the line in sales, it isn’t even something you can discuss.”

Fabric color, too, can spur sales. Ebel says, “Fabric trends have moved to more neutral colors and simpler designs. The bold reds and oranges of last year are fading.” Even so, Ebel says, color has come a long way in outdoor furniture. “From a time when outdoor furniture was either white or green, or a combo of both, we’ve now seen every color of the rain-

bow. Fabrics have come an even longer way with regard to texture, design, and durability,” she notes.

Rogers says, “The color experts are telling us that gray is the new brown.

Shades of gray, mixed with almost any color, bring sophistication to the color palette. I have trouble with gray on gray, however. It is too institutional for me.

OW Lee furniture lends itself to warm, rich tones, and they continue to be our best sellers.”

Rogers notes that fabric-design trends now tell color stories, combining solids, stripes, patterns, and textures within a spectrum of mixing and matching. “The fabric manufacturers get better and better at this each year, making our job (as well as our retailers’ jobs) much easier in presenting a designer palette. Fabrics with materials that are reusable or renewable are also becoming more and more important,” she says.

CHANGES IN FURNITURE More important than color, Ebel says, are the types of pieces that consumers buy. “Almost all outdoor furniture used to be sold in dining sets. Now, seating pieces—and even chat groups—far outsell traditional dining. It indicates a lifestyle change, and how consumers really view their outdoor areas as extensions of their homes,” she says.

Peppler points out an uptick in the sales of motion furniture. “I’ve been in the industry for 25 years, and while people love motion, we’ve seen the traditional ratio for swivel sales, which is usually four dining chairs to two swivel chairs, turn completely around. Now, people are buying four swivel chairs to two stationary chairs,” he says.

Over the years, many trends in outdoor furnishings have come and gone.

Roger says, “Outdoor furniture has evolved more than any other area in home furnishings. From plastic strapping, resin, wrought iron, and cast aluminum to teak, and now to woven synthetic wicker, we have become a more sophisticated market. As trends run their course, however, high-quality materials and craftsmanship will beat any trend.”

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We craft outdoor furniture and accessories that are aordable, beautiful and well-made. We understand that focusing on our customer

is the key

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We believe

in the value of simple leisure in an overly complicated world. We are Caluco.

C ALUCO Simple Leisure. 702 Jessie Street San Fernando, CA 91340 866.535.6558 www.caluco.com

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MarketingManeuvers

Turning Passion Into Profit W R I T T E N

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R O D G E R S

P H O T O G R A P H Y

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T I M

B L O O M Q U I S T

A Midwestern RETAILER DISCOVERS that IT’S POSSIBLE to TRANSFORM one’s HOBBY INTO a SUCCESSFUL BUSINESS enterprise.

IKE MANY ENTREPRENEURS, GAYLON PETERSON STARTED HIS BUSINESS WITH A HOBBY. PETERSON’S PASTIME OF COLLECTING, RESTORING, AND THEN reselling vintage and collectible pinball machines, jukeboxes, and foosball tables eventually led to the first The Rec Room Plus store.

Gaylon and his wife, Michele, opened the store in 1995 in Urbandale, Iowa, a suburb of Des Moines. Michele Peterson says, “We had purchased an antique pool table, disassembled it, and then moved it to our home, where we reassembled it.

This began the thought of opening a retail location for similar types of products for the home.”

The Petersons originally focused on offering a range of high-quality products for those areas of the home, like the rec room, where families and friends gather to relax and enjoy time with each other.

They began with billiard tables, poker and multipurpose gaming tables, arcade games, and barstools.

Over the next few years, the Petersons increased the amount of leased space that the store occupied, which enabled them to expand to the additional product categories that they offer today, including hot tubs, leather seating, home-theater furnishings, and patio/outdoor-living products.

L

“We sell and service everything you would expect—billiard, foosball, air-hockey, and game tables, along with loads of items you might not expect, such as hot tubs, leather furniture, firepits, patio furniture, and even prebuilt indoor bars,” Peterson says. A typical customer already knows The Rec Room Plus for providing a great selection of midrange to high-quality furnishings to complete an entire game room (as well as for offering an array of barstools).

Peterson adds that these customers are sometimes surprised, however, by the other categories that they find when they come into the store. She says, “We try to do a lot of cross-marketing to educate the customers who have already experienced our quality, service, and selection.”

In 1998, The Rec Room Plus added a second location in Omaha, Nebraska, and in 2002, the Petersons completed construction of their flagship store near Des Moines, located just a few blocks from their original leased space. The new site also gave them an opportunity to add a 30,000–square-foot warehousing and distribution space nearby. In 2007, a third store was added in the Milwaukee, Wisconsin, suburb of Pewaukee.

“It has not been all expansion over the years,” Peterson says. “We have dropped categories that did not have a sustained

The Rec Room Plus of fers a variety of categories for the home, including outdoor living (which is now its biggest seller).

The Rec Room Plus has thr ee Midwester n locations, including its flagship stor e in the Des Moines suburb of Urbandale, Iowa.

positive impact on our business, such as a line of solid-wood furnishings for the home office, dining room, and bedroom.”

The Petersons also opened a second Nebraska location in 2003, but they decided to close it in 2008 because of the downturn in the economy.

OUTDOOR LIVING

Michele and Gaylon Peterson, owners of The Rec Room Plus

18 Patio & Hearth Products Report May/June 2010

The Petersons added the outdoorliving category to their stores about five years ago; today, it is their biggest seller. “Outdoor furnishings are now our best category. We have seen our business increase in the category each year,” Peterson says.

She attributes this success to the general growth of the outdoor room, which might have reached the Midwest later than it swept either coast. “We have also

learned that since many homeowners are staying in their houses longer, either due to being unable to sell or being unwilling to take additional risk, they are trying to make their homes more comfortable for their families while they remain there,” she adds.

The Rec Room Plus represents manufacturers of high-quality product lines, including OW Lee, Lloyd/Flanders, Cast Classics, Mallin Casual Furniture, Windham Castings, and Treasure Garden.

“Unique products, such as gas firepits, have proved to be a real hit with our customers due to our type of climate,” Peterson says. “Spring starts later and fall begins earlier than it does in the West and South, so firepits allow our customers to compensate, and to enjoy their outdoorliving rooms earlier and later in the year.”

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MarketingManeuvers In all of its categories, The Rec Room Plus gives customers a superb selection of midrange to high-end products. “We are finicky about the products we select to offer our clientele. They must embody style, quality, and value,” Peterson says. “We represent lines from great U.S. success stories like OW Lee and Lloyd/Flanders in the outdoor category, Brunswick in billiards, and the Caldera Spas brand in hot tubs.”

EXPERT SALES AND SERVICE Since its inception, The Rec Room Plus has been a family-run business.“We both have a hand in everything,” Peterson says. While she refers to Gaylon as the brain trust of the business, Peterson oversees much of its daily operation. The Petersons employ 27 full-time and three part-time employees.

“Because of our deep focus on games and rec-room furnishings, our customers expect a level of expertise and service that they just won’t find at a big-box furniture or sporting-goods store,” Peterson says. From billiard tables and pinball machines to hot tubs and outdoor-living products, The Rec Room Plus provides delivery, installation, and service for every item it sells, with factory-trained and certified technicians.

The sales staff focuses on the individual needs of each customer who walks into any of the company’s three showrooms. “We pride ourselves on not just taking orders as customers waltz into our stores,” Peterson says.

“We earn our business by educating those customers, informing them of what to look for in a product, and encouraging them to shop around; we win business through trust, honesty, and personal service.”

She continues, “We do a fairly good job of advertising

our indoor furnishings for recreational casual living in all of our markets. We have attempted to become the first retailer a customer thinks of for other categories as well.”

Communicating this message has been successful in the company’s home market of Des Moines, but has proven to be more of a struggle in its two larger markets, Omaha and Milwaukee.

For all of its stores, The Rec Room Plus primarily uses television commercials to reach a broad audience and to convey its message. “Television gives us the number-one return on our dollar,” Peterson says. “Our product mix and the tasteful merchandising of our stores lend themselves to visual (versus strictly audio) media.”

Prior to the economic downturn, the Petersons employed the services of an outside advertising agency, but they moved all marketing back in-house to help control expenses. Gaylon now handles most of the advertising. For large-scale events, such as a warehouse clearance or an end-of-season store-wide inventory turnover, print and radio advertising are also added to the marketing mix.

Communicating with the company’s existing customer base via direct mail and email has recently been added. “It’s economical, and it’s the best way to keep these customers informed of special events and product offerings before the general public,” Peterson says.

Annual VIP events are held, during which valued customers are invited to purchase items at significant savings over advertised prices.

For the second year, The Rec Room Plus has also hosted an event, in conjunction with multiple vendors, to help kick off the patio season. “It has proven successful and has given our customers a real feel for the relationship we strive to maintain with partici-

BELGARD PAVERS PERK UP OUTDOOR SP ACES

M

ore homeowners are enhancing the design, beauty, and value of their outdoor-living spaces by adding hardscape products in a variety of applications—from decks, patios, and terraces to driveways, sidewalks, and retaining walls. Wellknown for setting industry standards in design, performance, and technology, Belgard Hardscapes, Inc., Atlanta, Georgia, offers groundbreaking solutions in the outdoor residential and commercial paver markets throughout the United States and Canada.

“Our biggest strength is the innovation we have brought to the marketplace, which gives the consumer something that is different from the typical paver or retaining wall,” Ken O’Neill, vice president, Belgard, explains.

Belgard, part of Oldcastle Architectural Products Group, has introduced many new products over the past few years, including Mega-Arbel, Mega Lafitt, and Old World stone, all of which feature the look and texture of natural stone with the durability and quality of a Belgard paver.

More recently, Belgard has launched the Elements collection in partnership with Harmony Outdoor Living (Butler, Wisconsin). “This is a great product line for the outdoor-living category and a category that we believe will continue to grow over the next few years,” O’Neill says. “We are very excited about it.”

The two companies have partnered to offer prefabricated modular units for the outdoor room, including fireplaces and kitchens that require minimal installation. “It’s a very innovative product line with some great benefits,” O’Neill says. “Someone can take the product and build an outdoor-living environment within four hours.”

Both kits have been big hits with homeowners, giving them the ability to obtain a fully functioning outdoor kitchen or fireplace in a timely and cost-

pating vendors,” Peterson says.

Each location of The Rec Room Plus has ample space to showcase its many product categories. The flagship store in Urbandale has 25,000 square feet of space, with an additional 5,000–square-foot outdoor patio. The Omaha site has 22,000 square feet, and the Milwaukee store has 15,000 square feet.

“We have always merchandised and accessorized our stores to allow the customer to feel at ease and to visualize a complete, turnkey solution for furnishing a living space,” Peterson says. “This is why we are insistent that callers must come in to experience a store, versus browsing online. We encourage them to sit in, play with, or use any product.”

STAYING STRONG Like many retailers of products that are directly tied to housing transactions, The Rec Room Plus has had to make some hard decisions over the past few years to remain competitive. “I won’t say these have not been the toughest two to three years in our 15year history,” Peterson says. “We have decreased the number of full-time employees, mostly through attrition, and have closed locations that did not make financial sense.” The company also tightened its belt in terms of expenditures and inventory levels.

Above all, Peterson attributes the staying power of The Rec Room Plus to Gaylon. “Analyzing and reacting to our markets immediately is something my husband has been able to do very well,” she says. “We both look forward to some prosperous times ahead— in the near future—for our stores, our customers, and our entire communities.”

By Kimberly Rodgers

Belgar d’s Elements collection, launched in partnership with Harmony Outdoor Living

Mega-Arbel gives homeowners a naturallooking paver .

effective way. O’Neill says that customers consistently ask for good value and speed of installation, and the Elements collection certainly provides both.

“Homeowners want a contractor out of their homes as quickly as possible,” he says. In addition, homeowners know exactly what the finished result will look like upon completion, as opposed to wondering how a custom-built kitchen or fireplace will appear. “They are very consistent products, since they are constructed in a controlled environment.

Both give homeowners a product that they can understand because they see a picture and know that is what they are going to get,” he adds.

Belgard has also been in the forefront of the green movement for many years with its line of environmental permeable pavers. These allow water to filter through the surface and reach the underlying soil, thereby reducing rainwater runoff to natural waterways. With increasing water-runoff legislation proposed or enacted at all governmental levels, O’Neill says, customers are asking more questions about installing the product.

“The speed with which this market is growing is tremendous,” he says. “We offer an entire line of attractive permeable products, from the new Subterra

20 Patio & Hearth Products Report May/June 2010

stone, which is designed for the residential customer, all the way up to products (such as Aqua-Roc) that are designed for heavier commercial use. We really are trying to satisfy the different needs of both of these markets.”

As O’Neill points out, Belgard environmental pavers reduce pollution due to runoff from a common rainstorm by as much as 100%, and they have a 50-year lifecycle for the surface. Belgard permeable pavers also outperform similar systems in harsh climates or through freeze-thaw cycles, and they replace detention/retention ponds.

Since there is a strong customer-education component in the market, Belgard provides dealers with an array of training opportunities, from lunch-andlearn sessions to design-systems presentations. For all its products, Belgard provides its dealers with support that includes the benefits of the company’s high profile in the industry, along with many dealereducation and dealer-assistance programs.

A strong advertising/marketing campaign includes national television commercials and a heavy print-advertising campaign to generate traffic for dealers and retailers. Belgard is also a sponsor of the 2010 HGTV Dream Home (located near Santa Fe, New

Creating an outdoor r oom is easy with pr eassembled kits.

Mexico), which prominently features Mega Lafitt combo pavers in its motor court and back patio.

“We are also very heavy on the training of our contractors, without whom we know we are not going to be successful,” O’Neill says. “Retailers know they need people who can install the product.” He adds that these must be contractors whom dealers can feel comfortable recommending.

Training is provided through Belgard University, where new and existing dealers and contractors receive both basic and advanced levels of classroom instruction, combined with hands-on experience.

Participants are able to earn certifications from the Interlocking Concrete Pavement Institute and the National Concrete Masonry Association, and they can obtain Leadership in Energy and Environmental Design training.

“It really does come down to strong merchandising support and cooperative programs, sales, and technical support, along with having Belgard University as an educational forum, so that our retailers understand the product—and what issues and questions they are going to face (whether from a homeowner, contractor, landscape architect, or engineer),” O’Neill says.

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Hearth Retailer

Down on the Bayou WRITTEN BY SHARON SANDERS

PHOTOGRAPHY BY KLEINPETER PHOTOGRAPHY

Per cy Guidry’s Hearth & Patio IS A POPULAR SPOT IN

C AJUN

COUNTRY

wher e customers congr egate TO CHECK OUT NEW PRODUCTS OR chat

with the owners Keith Guidry, owner , Per cy Guidry’s Hearth & Patio, Lafayette, Louisiana

FROM ITS HISTORIC ANTEBELLUM HOMES AND MOSSY BAYOUS TO ITS CAJUN AND CREOLE CUISINE, LAFAYETTE, LOUISIANA, IS A CITY THAT HAS NEVER BEEN SHORT OF PERSONALITY. The same can be said of Percy Guidry’s Hearth & Patio, a family-owned business that has been serving customers and making friends in Lafayette and surrounding cities for over 65 years.

The Guidry family has grown its business, over the years, based on relationships that extend far beyond its showroom floor, into the heart of the community. Hardly a weekend goes by

over cof fee . that one of the Guidry family members isn’t grilling Cajun fare at a local event or lending a hand to raise money for a good cause.

Keith Guidry, third-generation owner, says, “My dad’s philosophy has always been, ‘We don’t have customers; we have friends.’” Guidry, along with his brother and sister, continues to fuse personality and passion into the business that his father and grandfather worked so hard to build.

In the 1920s, the company’s founder, Percy Guidry, was a blacksmith by trade.

He opened a small shop in 1945 to manufacture his wares. Percy’s son, Ray,

Mor e than a r etail stor e, familyowned Per cy Guidry’s Hearth & Patio has a personality of its own in the local community.

22 Patio & Hearth Products Report May/June 2010

worked closely with his father for a number of years before he left to serve in the military. When Ray returned home, he brought with him new ideas and technology that enabled the business to move up to the next level.

The company began manufacturing wrought-iron products for the home, including gates, balcony railings, fencing, and security bars. It also created a separate division that manufactured oil-field equipment (and is going strong to this day).

Percy Guidry’s Hearth & Patio emerged in 1965, after customers began asking Ray whether he could make iron fireplace tool sets and other hearth items. The company couldn’t make them cost effectively on a small scale for customers, but Ray fielded enough requests for it to make sense to start selling other manufacturers’ hearth products—and the Percy Guidry’s Hearth & Patio retail identity was born.

The company opened a store in Lafayette, in the middle of a modest residential neighborhood, and from the beginning, the Guidrys ran their business with one focus: the customer. “My dad would always tell me, ‘We serve people. That’s what we do,’ and I would love to watch him interact with cus-

tomers,” Guidry says.“He was never in it for the money, but for the satisfaction of helping people. That is the reason our business is a success today.”

Ray retired in 1988, and Guidry— with his brother, Gregg, and his sister, Suzanne—took over the day-to-day operations. In 2000, the Guidrys moved into an impressive 18,000–square-foot showroom and expanded their focus on patio and grilling products.

They remained true to their hearth roots, however, carrying stoves, fireplaces, and accessories from manufacturers that include Travis Industries, Heat & Glo, Jøtul, and HearthStone Stoves. “People have come to know and trust us over the years,” Guidry says. “Our customers are friends first and customers second.”

BUILDING RELATIONSHIPS Guidry’s approach to promoting the business mirrors his approach to running it: It’s all about relationships.

When the new store opened in 2000, he teamed up with the hosts of a popular local morning radio show to create excitement surrounding Percy Guidry’s Hearth & Patio. To kick off the partnership, Guidry gave them a tour of the store and set them up with patio furniture and a

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Hearth Retailer gas grill to try at home.

In turn, three days a week, between 7 and 7:30 a.m., the hosts talked about Percy Guidry’s Hearth & Patio and shared their opinions about the products that they were using during a live phone call with Guidry. “It was basically an impromptu 60-second commercial with no script. It was a fun, light conversation between friends,” he says. Today, 10 years later, Guidry still does the show, and the topics of conversation vary from Cajun cooking to cleaning patio furniture.

Guidry does the morning call wherever he happens to be, even if he’s fishing on a local lake or out of town at an industry trade show. “When you do live calls, people feel that you are a part of their lives. I can’t tell you how many people come into the store and say,‘I feel that I’ve known you forever,’ because they hear me several times a week on the radio,” Guidry says.“It keeps us real.”

The Guidry family has always had a heart for the community, and it never passes up a chance to help, in any capacity—and people notice. Guidry and his family are famous for the Cajun cooking that they do at golf tournaments, tailgate parties, music festivals, and charity fundraisers.

It’s not unusual for them to feed up to 500 people at a time. “You go out there, you help the community, and you show that you care. We are not promoting ourselves directly, but indirectly, because people know who we are,” Guidry says.

Over the past year, Guidry has turned to using Facebook as a way to stay connected with customers

(and attract new ones). “I fell into it through a friend of mine,” he says, adding that he initially was very skeptical.

He first decided to give it a try by setting up a personal Facebook page.

“I started reconnecting with people I hadn’t seen since high school, and I was amazed at how quickly I developed a little network of friends,” he remembers.

Another friend told him how to set up a Facebook page for his business, so he decided to give it a try.

After creating the official Percy Guidry’s Hearth & Patio page, which includes photos of community events; recipes; and tips on furniture, grills, and fireplaces, he sent a message to all of the friends on his personal site asking them to become friends of the business. To Guidry’s amazement, it wasn’t long before more than 200 people had accepted his invitation, and the numbers have not stopped growing.

He says that the page gets more hits than the store’s website ever has. Facebook provides Guidry with weekly data on how many new people have become friends of Percy Guidry’s Hearth & Patio and how many current friends have visited. “It’s very helpful (and a little addictive) to see if you can increase your numbers,” Guidry says.

He’s recently started searching for customers who have shopped in the store to see whether they have Facebook pages; then, he sends them friend requests.“It’s up to them to accept or deny my requests,” he adds.

Guidry posts something fresh every morning. During the holidays, he shares information about the new

arrivals and collectibles that are available at his Christmas shop. In spring, when many people are cleaning their yards, he includes tips on how to get patio furniture ready for the summer; in summer, he posts barbecue tips and recipes.

Customers even send photos of the furniture that they’ve purchased from Percy Guidry’s Hearth & Patio, set up in their backyards, so that Guidry will post them. “I think Facebook is the greatest thing since sliced bread. It’s a way to have one-on-one interaction and a connection with customers that I’ve never had before,” Guidry says.

LOOKING TOWARD TOMORROW Guidry is optimistic about the future of Percy Guidry’s Hearth & Patio (and the future of the specialty patio/hearth industry in general), but he knows that there are many challenges ahead. He says, “As retailers, our biggest challenge, going forward, is ourselves. We need to turn the mirror on ourselves and ask, ‘Who am I? Am I doing everything I can do to educate the customer? Do I have the best products and service? Is my sales staff trained? Am I willing to make changes to be who I want to be?’”

He adds that he couldn’t imagine doing anything else because he loves the industry, its products, and his customers. “A customer stopped by my store the other day just to have a cup of coffee and chat. He was telling me that his grandfather bought patio furniture from my dad and that he still uses it. Stuff like that makes my day, more than a $5,000 sale.”

FMI PRODUCTS CELEBRATES ITS FIRST ANNIVERSAR Y

Geor gian

W

hen FMI Products, L.L.C., reached its oneyear anniversary in March 2010, no one would ever have guessed that the business had been in jeopardy just 24 months earlier. Today, FMI Products, headquartered in Santa Ana, California, is the only surviving piece of the bankrupt manufacturer DESA. Shortly after DESA filed for bankruptcy in 2008, Mark Klein, John Gurrola, and Glenn Thomson purchased the company’s full-line fireplace division, which Klein had been running for 10 years.

They have breathed new life into it, from its management team to its operations and products.

Klein, who is now CEO and COO, is thrilled with the state of the new company. He says, “We were able to buy the business out of a bankruptcy and turn it into a high-performing company without ever really skipping a beat.”

A CHANCE TO SHINE As FMI Products, the business now has the chance to be something that it always knew it could be, but wasn’t able to achieve as part of DESA. “We are committed to running a well-managed, customer-focused company,” Klein explains.

FMI Products is one of four full-line fireplace manufacturers in the United States, making woodburning fireplaces, direct-vent fireplaces, B-vent fireplaces, vent-free fireplaces, electric fireplaces, and a full array of vented and vent-free gas logs,

Devonshir e

as well as hearth accessories. It also offers precast mantels and surrounds. “We have upwards of 1,200 SKUs at the current time,” Klein says.

FMI Products serves different segments of the hearth industry across the United States under the brand names FMI, Design Dynamics, Vantage Hearth Products, HearthSide Designs, and Comfort Flame.

The company manufactures its products in two large facilities (in Santa Ana and in Russellville, Alabama) that were once operated by DESA. Under the guidance of Klein, the entire infrastructure of the business has been revamped over the past year, giving it a fresh start. “We were able to build it exactly the way we wanted to, which has made the company more effective in how it operates and how it serves its customers,” he explains.

Throughout the process, it was critical to all three partners for the changes that the company was going through not to be apparent to customers. “Our goal was to insulate them from everything that was going on behind the scenes. The only changes we wanted them to see were the positive ones,” Klein says, adding that customers have told him that they were pleased with how the transition was handled.

“The whole time, we never breached our five-day lead times, our fill rates were north of 99%, and our overall responsiveness to our customers’ needs— from sales to technical service—remained at very high levels,” he says.

With its new management team in place, there is

24 Patio & Hearth Products Report May/June 2010

By Sharon Sanders

Grand Meridian

no doubt that FMI Products is much stronger today than it has ever been before, and it has a much tighter bond, as an organization. “John, Glenn, and I have established a value system within the company that is very important to us,” Klein says.

The main theme of the value system is that character counts, and it centers on how people treat one another. “The camaraderie at our company is amazing, and it is reflected in everything we do, from manufacturing to serving our customers,” Klein explains.

He adds that the operation has become incredibly nimble because corporate bureaucracy doesn’t exist at FMI Products. “Our time is spent focusing on our customers and our products, not mired in layers of bureaucracy. Our customers have my direct phone number—so they can call me with any issue, and I’ll take immediate action,” he says.

PRODUCTS THAT MATTER With everything that has transpired, the organization is adding to its history of creating great products. It has always considered itself to be a business that goes after niche categories with innovative products, such as its original mosaic masonry fireplace (which reinvented the woodburning fireplace), its EPA open-face wood-burning fireplaces, and its precast masonry surrounds.

“We look for product niches that not only are unique, but that have universal appeal in the mar-

Marin

Montecito

ketplace, so we can move volume. It allows us to take advantage of opportunities when they present themselves,” Klein notes. Right now, the company is developing a line of ethanol fireplaces that will debut sometime in 2011.

For 2010, FMI Products is excited to introduce a number of new products. These include the Devonshire, which is part of a line of clean-face, direct-vent fireplaces by Design Dynamics; modular masonry fireplaces, called Grand Meridian, that are an FMI branded product; a contemporary direct-vent fireplace, the Crystalline; and a number of innovative gas logs.

FMI has also upgraded its hugely successful mosaic masonry fireplace as part of its complete line of mosaic masonry products, primarily branded as FMI. In addition, the company has launched a new green product family, PureFire, starting with a wood-burning, open-face fireplace that is EPA phase 2 compliant. In the next few years, FMI plans to add a line of eco-friendly green hearth products to the PureFire family as well.

As the company enters its second year, Klein has no doubt that customers will see FMI Products as the easiest, most customer-friendly company to do business with, and that the company, above all, makes hearth products that people want. “We are really just a company full of fireplace people who love what we do, and we hope that it shows,” he says.

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Outdoor Grilling

Masters of the Pit WRITTEN

BY

KIMBERLY

RODGERS

PHOTOGRAPHY

BY

BRIDGET

MONTGOMERY

The OWNERS OF the BACKYARD

BARBECUE STORE in Wilmette, Illinois, SHARE their passion for OUTDOOR GRILLING by OFFERING an EXCITING array of PRODUCTS and SERVICES.

WITH TWO FULL-SCALE OUTDOOR KITCHENS—ONE LOCATED INSIDE THEIR 2,400–SQUARE-FOOT RETAIL LOCATION AND THE OTHER ONE ON THE BACK PATIO—DAN MARGUERITE AND BRIAN FARRELL, CO-OWNERS OF THE BACKYARD BARBECUE STORE IN THE UPSCALE CHICAGO SUBURB OF WILMETTE, ILLINOIS, HAVE CREATED A UNIQUE NICHE IN THE BARBECUE MARKET. Customers gather year round at the Backyard Barbecue Store, not only for the store’s vast selection of products, but also to attend grilling classes or private events (which include games, shown on the store’s plasma televisions, that feature the Windy City’s beloved sports teams).

Capitalizing on the popularity of the first outdoor kitchen they built inside a cozy corner of the store when they opened for business in 2003, Marguerite and Farrell decided to expand the location’s exterior with the installation of a second kitchen a year ago. The response to this latest addition has been tremendous. Marguerite says, “We are very glad we built it.”

The patio kitchen provides a relaxed, fun atmosphere for grilling classes, as well as a popular venue for private parties held in the spring, summer, and fall, when people can take advantage of good weather.

This kitchen also gives Marguerite and Farrell an excellent opportunity to drive traffic to the store to showcase the variety of grill components that the Backyard Barbecue Store sells.

Five built-in components are featured in the patio kitchen, including two grill models from DCS by Fisher & Paykel, along with grills from Weber-Stephen Products Company and Kalamazoo Outdoor Gourmet, and a smoker from The Good-One. “We also have two Big Green Eggs that we roll out there,”

Marguerite says. The Backyard Barbecue Store also sells grills and smokers from Modern Home Products, Cookshack, and Fuego.

The store has a full liquor license, and a beer tap, refrigerator, patio heaters, and a 42-inch plasma television make the new kitchen especially popular during football season with groups that reserve the space to watch Chicago Bears games, Marguerite says.

When the cold winds start to blow, customers move inside the showroom and enjoy the benefits of the beautiful kitchen there, which features a DCS builtin grill, a bar-height granite countertop, two televisions, and comfortable seating for eight. Recent improvements to the interior kitchen include a double-drawer refrigerator, a beer tap, and an ice maker.

For many of the classes it offers, the Backyard Barbecue Store partners with local chefs, caterers, manufacturers, and grocers—and even the area’s community college, which recently conducted a three-part series covering the basics of barbecue, smoking ribs, and grilling seafood. There are also wine/food-pairing evenings and an annual class hosted by Riedel Crystal, in which participants can taste for themselves the difference that using the correct wineglass makes.

Classes cost $40 to $100 per person, depending on the event, and are a great way to bring both new and repeat cus-

26 Patio & Hearth Products Report May/June 2010

Brian Farr ell (left) and Dan Mar guerite ar e co-owners of the Backyar d Barbecue Stor e. They carry a range of pr oducts fr om top names in the industry, including the W eber ® Q 140 ® electric grill.

The indoor kitchen featur es a DCS built-in grill, a bar-height granite countertop, a double-drawer r efrigerator , a beer tap, an ice maker , and two televisions.

tomers into the store.To help the Backyard Barbecue Store weather the recession, extra functions have been scheduled to attract even more people.

A RANGE OF PRODUCTS Beyond offering classes and a wide variety of grill and smoker products, the Backyard Barbecue Store also sells outdoor furniture from Summer

Classics. “It looks very nice in our store.

We get a lot of people who search us out because we are a Summer Classics dealer,” Marguerite says.

The Backyard Barbecue Store also sells a large number of barbecue accessories. Indeed, there are over 5,000 items for sale in the store. “We scour the shows to find new accessories and tools. We have an extensive number of

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Outdoor Grilling Left: The atmospher e is fun and r elaxed in the outdoor kitchen, which featur es five built-in grills and two portable Big Gr een Eggs.

Right: Cooking classes and private parties have been an ef fective way to drive traf fic to the stor e.

rubs and sauces, and we also sell a lot of gift items.

People like new gadgets, and this market is growing for us,” Marguerite says.

Gas logs, screens, and hearth items are also in the lineup, but the store’s primary focus is the barbecue market.“Originally, we thought we would sell a lot more hearth products in the winter, but we find people barbecue all year round,” Marguerite says.

The Backyard Barbecue Store also partners with landscape and building contractors to install components in outdoor kitchens throughout the area. In addition to its live kitchens, the showroom has three other built-in kitchen displays, freestanding grill models, and accessories merchandised throughout the store, making it easy for customers to select equipment for their own spaces.

Building an outdoor kitchen is becoming increasingly popular in Chicago, Marguerite reports, with many customers going well beyond a basic grill island.“We still do simple orders, but we are working a lot now with people who are requesting upgrades like cabinetry,

refrigeration, and ice makers,” he says.

SPREADING THE WORD Since television advertising has proven to be the most effective method for reaching a large audience, the Backyard Barbecue Store regularly places 30-second commercials airing on ESPN and HGTV to draw both men and women to the store. “In the winter, we also advertise on CNBC. People watch the financial markets a lot more now,” Marguerite says.

The Backyard Barbecue Store is also a sponsor of the “Barbecue University® With Steven Raichlen” broadcast on the local PBS station. Print advertising is used periodically, with ad placement in the Chicago Tribune and the local Wilmette newspaper.

The Backyard Barbecue Store does not participate in online sales, instead using its Web site as an educational tool. Visitors to the site will find ample information, including product descriptions, class schedules, and photos of recent in-store events, as well as a photo

RAVE REVIEWS FOR THE PHOENIX GRILL

P

roFire, under the umbrella of Modern Home Products, Antioch, Illinois, recently launched the innovative new Phoenix grill. The high-end stainless-steel product provides indirect, flareup–free cooking, giving all food—from meat, poultry, and seafood to vegetables and fruit—extraordinary flavor. In addition, the grill’s new outdoorcooking platform gives it incredible versatility and function, making it a complete outdoor-cooking system.

“The Phoenix grill is a four-in-one cooker,” Thomas Nitz, senior vice president, says. “It’s a grill that allows the user to grill, steam, roast, and smoke food. It gives a variety of ways to prepare food that would be difficult to do with a standard grill.”

The Phoenix grill gives the outdoor chef function, simplicity, and flexibility to produce tender, juicy, and flavorful foods with every use. During grilling and roasting, juices drip into a stainlesssteel pan; these juices then sizzle and release smoke that circulates over the food, giving it a delicious, mouthwatering flavor.

Excess grease flows into a large exterior bucket, eliminating the damaging and hazardous effects of flare-ups. Meats can be smoked using a variety of moistened chips added to an optional stainless-steel smoker box, and food can be steamed simply by pouring water (or any other liquid) into the drip pan.

While there are similar products available in the marketplace, the Phoenix grill differentiates itself by offering separate heat controls for the left

By Kimberly Rodgers

and right sides. “The biggest feature we have is that we have a full temperature control, so you can cook from 250 to 500 degrees, allowing you to sear a steak or any other type of meat,” Nitz says.

The grill’s electronic ignition means faster starts from either side of the stainless-steel dual burner, and the internal temperature can clearly be monitored with a heat indicator on the outside of the stainless-steel lid. Other features include a stainless-steel Sta-Kool handle that swivels, a solid cast-aluminum portable base with 6-inch rubber wheels, cast-aluminum end caps for greater stability, and a stainless-steel side shelf with utensil hooks.

The Phoenix grill comes in either open- or closed-cart models. An aluminum or stainless-steel column encloses the propane cylinder in the upgraded closed-cart model. Both grills feature a total cooking area of 400 square inches.

Modern Home Products purchased ProFire in 2006 and moved all operations from Florida to its facility in Butler, Wisconsin, where all ProFire grills are manufactured. The Phoenix grill comes with an excellent warranty, including a lifetime guarantee for the grill’s shell, control panel, column, base, shelf, grid, and fasteners.

ProFire also recently introduced a new charcoal unit based on the Phoenix frame. “It has two stainless-steel charcoal trays, which are controlled by two cranks on the front of the grill. There are left and right charcoal trays, and each can be independently adjusted,” Nitz says. He adds that this now gives charcoal cooks the ability to move one

28 Patio & Hearth Products Report May/June 2010

gallery of outdoor kitchens that the Backyard Barbecue Store has helped install. The Web site is currently being upgraded to show even more products available for sale.

The Backyard Barbecue Store had excellent timing by opening just as interest in the outdoor room surged. “It was fortunate for us, when we opened, that the barbecue market exploded, especially on television with different shows,” Marguerite says.

With a wide variety of products for sale, the Backyard Barbecue Store has positioned itself for success in the future as well. Marguerite says, “Our customers range from guys who only buy wood from us to people who buy $12,000 grills.”

Last year’s sales were slightly lower than those of the previous year, but Marguerite sees business picking up and is optimistic about 2010. “There are a lot of businesses still closing. Thankfully, we are open,” he says.

A warm Chicago spring, with temperatures climbing into the 70s, has helped. “It was nice to get outside earlier this year,” Marguerite says.

The new Phoenix grill fr

om Pr oFir e comes in open- and closed-cart models.

tray closer to the grid (for searing) and to move one tray lower in the base (for slow-cooked items).

“You can actually have two independent areas on the same grill, which is unique in the charcoal industry,” he says. “We have now taken our gas-grill mentality, which is having different grill zones with different temperatures, into the charcoal arena.”

Founded in the 1950s by Walter Koziol, Modern Home Products originally began designing and manufacturing residential decorative outdoor gas lighting under the name Charmglow. Koziol soon began exploring other options for gas applications in the outdoor market, and in 1960, he introduced the first outdoor gas grill to the consumer under the brand name Perfect Host.

Koziol spent the next few years modifying the design of his original round grill, introduc-

ing the first rectangular steel gas grill with a hinged lid in 1963. By 1964, the company began producing the first cast-aluminum rectangular grill with a hinged lid. This original design remains one of the barbecue industry’s most popular styles.

In addition to its ProFire division, the Modern Home Products family also includes Chef’s Choice gas grills, MHP grill parts, Everglow outdoor lighting, and Kodar grilling accessories.

Nitz says that the company has successfully weathered the battered economy by staying on track with a time-proven strategy. “Modern Home Products and ProFire have always been known to offer very high-quality premium gas grills and replacement parts. We have not lessened the quality of any of our products to sacrifice our great image and reputation,” he says.

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Showroom Showcase

A Retail Tour de Force WRITTEN BY SHARON SANDERS P H O T O G R A P H Y B Y D AV I D S I L V E R

NEW ENGLAND PATIO & HEARTH is the PLACE to go in Connecticut FOR the FINEST outdoor FURNITURE and first-rate SERVICE.

W

HEN KURT WABREK DECIDED TO OPEN HIS FIRST RETAIL STORE IN WETHERSFIELD, CONNECTICUT, IN 2005, THE FACT THAT THE COUNTRY COULD GO INTO A RECESSION NEVER CROSSED HIS MIND. WABREK, A 40-YEAR VETERAN OF THE PATIO/POOL INDUSTRY, REALIZED WHAT A GREAT OPPORTUNITY IT WOULD BE TO START A RETAIL BUSINESS OF HIS OWN, AND HE TOOK THAT CHANCE WITHOUT HESITATION.

Five years later, New England Patio & Hearth is a thriving business, with two locations, that has turned out to be everything that Wabrek had hoped that it would be—and more. He has taken what he has learned over the years, good and bad, and has created a family business with long-term potential.

If someone had told Wabrek, 10 years ago, that he and his wife, Elaine, along with their son, Jonathan, and their daughter, Kate, would be running a patio shop, and that it would be the most popular one in town, they would have had a good chuckle—but that’s exactly what happened.

Since he was 15 years old, Wabrek has worked in the retail patio/pool business.

Shortly before he opened New England Patio & Hearth, he was working as a manager and buyer for a local patio retailer that was having difficulty keeping its business afloat. One day, Wabrek got a phone call from the retailer informing him that he no longer had a job, and the store went bankrupt shortly thereafter.

Wabrek had seen the writing on the wall for several months, and he had already made up his mind that he was ready to go out on his own. The layoff was the push that he needed to take the next step. Wabrek and his business partner opened a

30 Patio & Hearth Products Report May/June 2010

store less than a mile down the road from his former employer.

REALIZING A VISION From day one, Wabrek knew exactly what he wanted his new store to be, from the merchandise that he was going to carry to the service that he was going to provide for his customers. When the store opened in the spring of 2006, its stunning, 10,000–square-foot showroom floor was merchandised to the hilt.

It features New England–inspired patio furniture in refreshing colors, navy blues, and whites, along with coordinating accessories, including umbrellas and high-end hammocks. “People are amazed at our selection,” Wabrek says. He also brought in complementary hearth products that include one of the store’s most popular hearth items: firepits.

Wabrek explains that he made a deliberate decision not to carry grills or outdoor kitchens because he wanted to focus on carrying a wide selection of furniture, and he wasn’t willing to sacrifice showroom

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From left: Kurt and Elaine W abr ek, with their childr en, Jonathan and Kate; in just five years, they have made New England Patio & Hearth a family business with a heart for its customers.

space. “From living and working in the local area for many years, I know what products, styles, and colors my customers like, and those are what I put on my showroom floor. I think that fact has been central to our store’s success from the beginning,” he explains.

Service was also at the top of Wabrek’s priority list when he laid plans for his new store. He deliberately hired only mature salespeople with experience in the patio/hearth business, explaining that these personnel help set his store apart from the mass merchants.

“Customers appreciate the time and effort we put into every sale,” he says. It is not uncommon for a salesperson to take a few pieces of furniture to indecisive customers’ homes, to help them visualize what it will look like in their spaces.“That is not something the big box would ever do,” he adds.

New England Patio & Hearth’s pr oducts have a distinct r egional style that appeals to its customers’ design tastes.

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Showroom Showcase Wabrek has also placed special importance on handling repair and service issues for customers, instead of sending them directly to an independent company. In his past experience, he has found that customers who come into a store with the intention of getting their furniture repaired often end up buying a new set instead.

“If we sent them directly somewhere else every time they had a problem, we wouldn’t have the opportunity to get that sale,” he explains. Wabrek has made an alliance with a local company that services furniture, as well as aligning himself with manufacturers that stand behind their products.

SPREADING THE WORD Fortunately for Wabrek, he acquired a built-in customer base when he opened New England Patio & Hearth. Customers who had shopped at the closed patio retailer (for which Wabrek had previously worked) made an easy transition to his store. “The locations were so close that in some cases, people didn’t realize they were shopping at a different store,” he laughs, adding that while he feels fortunate

for gaining that business, he hasn’t relied on it. “We have so much more to offer in terms of products and service than the other store ever did. I’ve made sure of that,” he says.

Wabrek explains that his primary source of advertising has been television because it gives him the most exposure for his dollar. He works with a local advertising agency to create 30-second commercial spots and to buy airtime. Wabrek first looked to the local television station for help, but he found that the advertising agency is less expensive because it buys bigger blocks of airtime and passes on the savings.

Wabrek advertises year round, and he plans his advertising for the whole year each December. He admits he is often surprised at how far people will drive to shop at New England Patio & Hearth. He does deliveries within a 70-mile radius, and he has even had customers make the three-hour drive from Albany, New York.

AN EYE ON THE FUTURE Wabrek says that his first few years as a busi-

ness owner have had their ups and downs, but have been very exciting and fulfilling. In 2008, he opened a second location (about 18 miles away) in Canton, Connecticut. In 2009, he bought out his partner, and he now considers the business to be a fully family-owned operation. Elaine runs the office, Jonathan oversees the warehouse, and he is training Kate to do the buying. He hopes that some day, Jonathan and Kate will take over the business.

Sales for 2010 are moving along at a record pace, so far, and the momentum is growing. “I don’t hear customers griping about the economy as much as they did last year,” he says, adding that he has had a number of customers come back to the store to purchase items that they had held off buying during the previous year.

“Our goal, right now, is to keep fine-tuning what we do and trying to figure out what we can do better,” Wabrek says. “We need to keep up with the trends and show products that wow customers. Our destiny is in our hands, and we’re up for the challenge.”

NORTHCAPE INTERNATIONAL CELEBRATES ITS 10TH ANNIVERSAR Y

By Sharon Sanders

I

t’s been 10 years since NorthCape International, Inc., Chicago, Illinois, began manufacturing fine casual furniture, but according to its owner, Tom Murray, the company is just now coming into its own. “For the first three years, we were getting our feet wet. For the next five years, we learned a lot, and in the past two years, the company has been totally transformed. This is our time,” he says.

Over the past few years, while the rest of world went quiet and cocooned, NorthCape International was doing the exact opposite.

Murray and his team were busy strategizing and putting all the pieces in place to take the company to the next level in terms of products, manufacturing, and service. “We have seized the opportunity of a down economy to do things to improve our business that would have been difficult and expensive to do at any other time,” he says.

One of the first changes that NorthCape International Tidewater made was to increase its capacity and its manufacturing capabilities. The demand for its domestically made products has tripled, year over year, and it continues to grow. “We weren’t able to keep up with the demand, with our current capacity,” Murray says.

In 2007, the company doubled the size of its manufacturing facility and warehouse in Bedford Park, Illinois, and it acquired a regional distributor/wholesaler in Florida. In 2008, it acquired another regional distributor/wholesaler in Santa Ana, California. In April 2009, NorthCape International acquired a regional cushion manufacturer and increased the size of its California facility by 100% to accommodate expanded manufacturing.

“We’ve also had to grow our employee base by 25% to 30% to keep up with the sales volume,” Murray adds. NorthCape International now has two manufacturing facilities and four distribution centers across the country, as well as a large warehouse in New Jersey.

The company’s decision to bring its cushion manufacturing inhouse was a key move, Murray explains. “I believe the things that were holding us back, in our first few years, were that we didn’t have good fabric choices, our cushions were made in China (so we couldn’t get them fast enough), and they weren’t consistently comfortable,” he says.

32 Patio & Hearth Products Report May/June 2010

Charleston

Malibu

To rectify the situation, the company decided to invest in a cushion-manufacturing operation in Chicago in 2007.

NorthCape International is now able to create comfortable cushions on demand and can offer more fabric choices to the end user. Customers can pick from more than 150 fabrics that touch all price points.

“Good cushions are a key element of our products’ look and feel. This Ventura was the last piece we had to change really to get the attention of serious patio retailers,” Murray explains.

In 2008, NorthCape International entered into a licensing agreement with Southern Living magazine to expand its brand visibility.

Murray notes that it can be time consuming and expensive to build up a brand, and that he knew that there had to be a strategic way to do it. The partnership with Southern Living turned out to be the perfect solution and the perfect fit. The magazine aligns with what NorthCape International stands for—value and style—as well as reaching the same target customers in the high and high-middle income brackets.

The partnership started out as a regional venture and has since grown throughout the country. Murray explains that he has learned

Tybee

a lot about marketing from Southern Living when it comes to product presentation and photography. “We’ve been able to polish up all of our marketing materials because of our relationship with the magazine. They have been like mentors to us,” he says.

This July, NorthCape International will be unveiling its triplesized showroom on the 16th floor of the Chicago Merchandise Mart.

“This is an expense that most businesses wouldn’t take on right now, but we decided it was the perfect time. We have a lot of nice furniture, including our Southern Living presentation, and we need to be able to showcase it properly so our dealers can get ideas for their showrooms,” Murray says.

NorthCape International also decided that the time was right to double its marketing budget. “We can make more of an impact when everyone else is cutting back. Advertising costs are dropping, and fewer people are advertising, which means we’ll stand out more,” Murray says.

NorthCape International has also created more sales tools for its dealers. Over the past year, the company has enhanced the interactive tools on its website, including giving dealers more access to information related to inventory levels. It has also introduced some easy-to-use price lists that dealers can use to pick the markup and margin they want to make on a product. “We’ve tried to give our dealers little basic tools that were missing and to make it easier for the salespeople on the showroom floor to understand and sell our line,” he says.

Murray is confident that the next few years are going to be the launching pad for the next 20 years. “We’ve listened, we’ve invested, we’ve ridden out a nightmare economy, and we’re still here. Our foot is on the accelerator, and it’s not coming off,” he says.

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As I See It Outdura Fabrics Add Glamour to Outdoor Areas

BY SHARON SAN DERS

PHOTOGRAPHY BY KELL Y DEN ISE

OUTDOOR FABRICS HAVE HELPED TRANSFORM THE FACE OF THE CASUAL-FURNITURE INDUSTRY OVER THE PAST 10 YEARS. SOLUTION-DYED ACRYLIC FABRIC HAS RISEN TO BECOME THE CRÈME DE LA CRÈME OF OUTDOOR FABRICS NOT ONLY BECAUSE IT IS DURABLE, BUT BECAUSE ITS STYLING MAKES ANY PIECE OF outdoor furniture look and feel as though it belongs indoors.

Family-owned Shuford Mills, based in Hudson, North Carolina, is one of the leading textile manufacturers fully committed to producing solution-dyed acrylic fabrics. Its award-winning Outdura performance fabrics are considered among the best in the industry in quality and style. Patio & Hearth Products Report sat down with a few members of the Outdura/Shuford Mills team to talk about the company’s products and how it plans to stay at the top of its game.

etary colors, novelty yarns, and cuttingedge designs. We are very focused on merchandising our collections in our sample books, as well as on showcasing them on retail floors, so the customer can see a wide array of options that work together easily.

Outdura also stands behind the longevity of its products. It was the first company in the industry to offer a five-year warranty on its casual-furniture fabrics.

P&HPR: Can y ou shar e some o f Outdura’s latest or planned technological developments?

Outdura f abric designer s Brenda Sewell-Bost and K aren Williams , owners, D2:

P&HPR: How has Outdur a made a name for itself?

Natalie Scott, vice pr esident o f sales and marketing, Outdura: Shuford Mills has been a name in the textile world for more than two centuries.

Integrity, honesty, and hard work are the keys to our identity as a company, which started with our original founders.

When the Outdura brand entered the outdoor channel in early 2000, we were able to fill a void for a responsive, customer-centric supplier of solution-dyed acrylic.

We quickly identified and responded to the needs of our OEMs and jobbers. Outdura continues to be committed to being a fashion leader, as well as a leader in product quality and customer service. We have put in place a highly reliable and disciplined supply chain, we continue to expand our manufacturing, and we have positioned ourselves as an outdoor-fabric resource for the industry—all things that we believe have The Fr ench T wist collection made us who we are today.

P&HPR: What sets Outdur a f abrics apart fr om similar pr oducts in the outdoor-living arena?

Scott: We have created our own personality in the marketplace with our solution-dyed acrylic fiber/yarn, propri-

Outdura continues to explore new yarn development. In its 2010 fabric line, we debuted a new bouclé yarn that expands the textural look and feel of its furniture fabrics. We’ve also introduced color mixing with a marl yarn, which is created by twisting together

34 Patio & Hearth Products Report May/June 2010

From left: Natalie Scott, Kar en W illiams, Br enda Sewell-Bost, and C.P . Davis of the Outdura/Shufor d Mills team

Delivering FASHION-FORWARD FABRICS with a

FOCUS ON QUALITY and CUSTOMER SERVICE has earned OUTDURA a RESPECTED name IN the

OUTDOOR-LIVING industry. two or more different-colored yarns.

Outdura also continues to explore special finishing techniques. This is exemplified in the finish on the Sheer Sunsations collection, which stabilizes fabrics, as well as enhancing their appearance and soft feel. In addition,

our leadership team has established global relationships that will drive our product innovation and enhance our overall speed to market.

P&HPR: Outdura is known for its fashion-forward fabrics. How does the compa-

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The Valor Ventana Series Radiant Gas Fireplace

SHOWCASE

www.valorfireplaces.com | 1.800.468.2567 Circle Reader Service No. 35

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| Outdura Fabrics Add Glamour to Outdoor Areas

ny de velop and design its pr oducts f or the outdoor-living industry?

Sewell-Bost and Williams: We have many years of experience in the indoor residential market, and we capitalize on that fact when we’re developing outdoor fabrics for Outdura. We feel that it’s important to produce collection-based groups that tell a merchandised story with a variety of colors, patterns, and price points. This focus ensures that our customers have plenty of options that make it easy to personalize their fabric selections.

P&HPR: What are some of the hot fabric designs and colors for 2010?

Sewell-Bost and Williams: Our focus for the 2010 Outdura furniture fabric line is on classic elements infused with a modern twist. For example, in our Graphic Delight collection, we took the classic menswear looks of pinstripes, herringbones, and tweeds and made them urban chic by pairing them with geometric designs.

For our new French Twist collection, we took the fashion influence of ikat, an age-old style of weaving that uses a dyeing process similar to tie-dye, and combined it with lively colors

including cayenne, apricot, and palm (with a burst of canary) to create a globally inspired fabric.

With today’s focus on eco-friendly and natural products, linen-look fabrics have become one of the hottest trends.

We have taken the natural beauty of linen and used it as the springboard for two of our new offerings, Rumor and Hot Shot.

P&HPR: How is Outdur a partnering with its customer s in the outdoor-living industry?

C.P. Davis, president, Shuford Mills: While the term partnership may be one of the most overused clichés in business today, at Outdura/Shuford Mills, it is the cornerstone of our business model. Our success has been driven by our singular focus on working openly with our customers and suppliers in a fair and equitable manner.

Our challenge is to continue to develop these relationships with customers and suppliers who share our values and who have a strong passion (and a clear vision) for the growth of performance fabrics—and we want to make sure we all derive a benefit.

P&HPR: What does customer lo yalty mean to Outdura?

Davis: We truly value our customers and recognize they have choices. We are committed to earning our customers’ trust and respect continually. We don’t take our customer for granted.

Our businesses must work to stand together in this challenging marketplace; standing alone is not an option.

P&HPR: How is Outdur a rising to the challenge of staying visible in the gr owing field of performance fabrics?

Davis: We are fully committed to our core product construction: 100% solutiondyed acrylic. It is superior to any other product. Too often, we see knockoffs and cheap hybrid products that claim to have superior performance benefits, but they truly do not. I believe that today’s consumers are not fooled by these fabrics because they’re very informed, and they understand that beauty is much more than skin deep when it comes to outdoor performance fabrics.

To have long-term success in this segment of the business, one must be well capitalized and incredibly passionate about styling, quality, and customer service. If not, you will not survive.

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36 Patio & Hearth Products Report May/June 2010

P&HPR: What w ould y ou say that the futur e holds f or perf ormance fabrics?

Davis: The concept of outdoor living is a relatively new (yet rapidly growing) lifestyle phenomenon. Right now, the size of the industry is estimated at $8 billion and growing, despite all the recessionary pressures. Outdura’s casual-furniture segment has grown 40% over the past two years, and it continues to gain momentum by adding new placements with OEMs and jobbers.

As for the future, we know that people want performance fabrics, and there is no doubt that 100% solutiondyed acrylic fabrics will continue to be the preferred choice. Its innovative styles, designs, and construction— along with its wide variety of price points—appeal to almost every type of customer.

I predict that much of the growth will be propelled by aging baby boomers who are at the point in their lives where they can (and want to) upgrade their outdoor-living spaces with stylish performance fabrics so they can enjoy time with their friends and families.

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My Turn

Throw Another Gem on the F ire

BY CHER YL DAN GEL CULLEN

Jerry Scott, vice pr esident of sales and marketing, RH Peterson Company

The Fir eMagic Echelon series

RH PETERSON COMPANY recently ADDED contemporary COLORED GLASS and CRUSHED GLASS

to its

STELLAR LINEUP of hearth- and barbecue-PRODUCT OFFERINGS.

SITTING FIRESIDE MIGHT NEVER BE THE SAME. JUST AS FIREPLACES HAVE GONE STREAMLINED WITH SLEEK, MODERN LINES, SO HAVE THE SOCALLED LOGS FOR THE FIRE. RH PETERSON COMPANY OF CITY OF INDUSTRY, CALIFORNIA, maker of RealFyre gas logs, reports that one of its growing areas of sales is contemporary log alternatives. Jerry Scott, vice president, says, “It is a departure from the wood-fire look that has been the hallmark of the RH Peterson line.”

The alternatives that Scott mentions include the use of two basic materials—one of colored glass and the other of crushed glass—that replace traditional logs in the fire. RH Peterson offers two product lines: Fyre Glass and Fyre Gems, both of which are available in 15 colors.

Fyre Gems are round, smooth, and about 0.25 inches in diameter; they “tend to reflect the entire flame,” Scott says. Fitting somewhere between logs and glass are RealFyre Geo Shapes, which come in various shapes ranging from spheres and cones to pyramids.

The log-alternative trend, Scott says, started in the South and can be seen from California east to Florida.

38 Patio & Hearth Products Report May/June 2010

It is now tracking northward up the East coast of the United States. “People are getting really creative with these products. They are mixing them with river rock, while others use them as bases for their gas log sets. Some will mix up the colors, and adding the Geo Shapes creates quite a spectacular (almost sculpted) look in your fireplace,” he says.

It is the newest trend, but don’t think of it as merely trendy. Scott thinks that this has some staying power. “This niche is growing at a strong at 7% to 10% now,” he says.

Spurring the movement is the “younger homeowner who is just looking for nontraditional hearth settings. You see it everywhere in the industry,” Scott comments. “Even the fireplace manufacturers are coming out with linear burners, and we’re seeing the same trend in furniture and backyard settings.”

Don’t worry: RH Peterson hasn’t abandoned its full line of RealFyre logs. In fact, it has only grown larger—literally, with the introduction of the Mammoth Pine log, which is available in 24-, 30-, 36-, 48-, and 60-inch lengths. “We are seeing a trend in

larger prefab fireplaces, so we’ve enhanced our larger log. It is designed for large fireplaces and commercial applications, including use in restaurants, university common rooms, golf courses, country clubs, and hotels,” Scott explains.

On the grill side of the business, the company’s line of FireMagic grills is expanding, and the focus is on accessories that build on the trend favoring outdoor kitchens. “We’ve introduced a new vent hood, which I believe is the only one designed specifically for outdoor grilling that pulls in air from the front and rear of the grill. It is wider and extends further from the front to back, and it works nicely whether the grill is open or closed,” Scott says.

He continues, “We’re excited about it because outdoor kitchens continue to be a popular trend; people are wanting to build a roof over where they are grilling, so a hood becomes a necessity for them to ensure the area doesn’t get smoky.”

When smoked food is wanted, however, the company will deliver. What Scott calls a true smoker is set for release later this summer. The large capacity FireMagic smoker is made of stainless steel and uses

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RealFyr e Geo Shapes ar e an alter native to traditional gas logs.

Fyr e Glass adds brilliance and luster to fir

eplaces.

“ That fits the trend of the outdoor kitchen. In this tight economy, when people are not taking vacations and doing the traveling they used to, they are making their homes nicer places to stay.” wood chunks or briquettes. “It is not an electric or gas appliance,” Scott says, adding that he considers himself lucky to have gotten a prototype. “I love smoked meat. The other day, I used a Jack Daniel’s® combination of wood chunks and briquettes, and it added a nice touch to a brisket,” he adds.

Also new is the Magic View window, available for the FireMagic Echelon built-in grill. The high-end Echelon grill comes with all the bells and whistles, including interior lighting. The Magic View window is an optional large ceramic-glass window that allows users to see the entire grilling surface without opening the hood.

The size of the glass and the curvature of the hood combine to keep the Magic View window remarkably clean, and with the interior light, users can see everything inside the grill. “I’ve had it for a year and love it,” Scott says. “In the past, if a grill had a window, it was small, and the only interior lighting was the flame, so it didn’t serve any purpose. The industry got away from windows, so it was a hard sell for FireMagic, but once consumers see it and try it, they love it.”

Grillers are not the only ones who are happy with a new window. RH Peterson Company is glad to see a light at the end of the recession. Scott says, “We’re seeing a resurgence in business after a very difficult

year, last year. We’re hearing more optimism. No one expects an overnight turnaround. People are anticipating a slow recovery in the marketplace, but we’re seeing more confidence in quantity orders and sales ordering, so we’re very pleased.”

Leading sales are RH Peterson’s high-end Echelon 660 and 790 grill models, which are nearly identical in features except for size. FireMagic’s sales continue to hold steady at 80% for built-in models. “That fits the trend of the outdoor kitchen. In this tight economy, when people are not taking vacations and doing the traveling they used to, they are making their homes nicer places to stay,” Scott notes.

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Product Innovation

A Grill Maker’s History of Success

BY CHERYL DANGEL CULLEN

Porta-Chef Pr o Imperial XL

Regal 490

The FUTURE for ONWARD MANUFACTURING COMPANY looks PROMISING as it ADDS DEPTH to its BRANDS, INNOVATIONS, and ACQUISITIONS. TODAY, WE KNOW ONWARD MANUFACTURING COMPANY LTD. (WATERLOO, ONTARIO) AS THE COMPANY FOR GRILLS. LOOK BACK AT ITS EVOLUTION, THOUGH, AND YOU’LL FIND AN INTRICATE, twisting product history that included fountain pens, sliding furniture shoes, vacuum cleaners, and numerous other products before the company cemented its name in the grill industry. It is the maker and marketer of Broil King®, Broil-Mate™, and Sterling® grills, as well as the sole Canadian distributor of Weber-Stephen products.

The cornerstone of the company is its Broil King brand, which is sold in more than 30 countries.

Karim Riad, vice president of sales for the eastern United States, says, “We’re a family-owned business that’s been in business for more than 100 years. It is a barbecuing family, and that is what we focus on; we focus on cooking performance and durability, and that is what the brand is all about.”

A SYSTEM FOR EVERY PRICE POINT Setting Broil King apart from its competitors is the fact that the manufacturer looks at each grill, regardless of model and price point, as a cooking system “and that is unique, compared with what is on the market,” Riad says. “We put the same cooking performance into the opening–price-point grill as into one of our top-of-the-line grills.”

At the heart of the cooking system is the cookbox. Riad explains, “We grill all year round, so we look at how the cookbox will perform when it is 40 Patio & Hearth Products Report May/June 2010

cold outside. If it is cold, it is hard to maintain the heat you need to sear a steak. Our cast-aluminum oven holds the heat very well. We use cast-aluminum endcaps so you can maintain the heat at the cooking grid. We also use an extra-deep cover, which gives you more control over the heat.”

Riad continues, “In most grills, when you lift the lid, you get the chimney effect. When that occurs, you have to close the lid, and it takes a while for the heat to build up again. We have a box that is engineered so that when you open the lid, the grill maintains the heat level you want, even with the lid open.”

Riad points out that 90% of all juices are vaporized when they drop onto the steel Flav-R-Wave™, so there is very little grease left in the drip pan (and the food has more flavor). To prove the point, he describes an event in New York City where top chefs from France and New York grilled enough food to feed 2,000 people. He says, “I was amazed. At the end of the night, there was no grease in the grease tray.

Everything had been vaporized into smoke.”

He also cites the quality of Broil King’s DualTube™ burners, which are larger than most. This helps maintain an even flame from the front to the rear of the burner. He notes, too, that the valve doesn’t just give you temperature choices of low, medium, and high. Instead, it offers intermediate settings, much as an indoor oven does.

“All grills are engineered and designed for the purpose of excellent cooking performance, whether you

buy a $200 or $1,600 grill. Either way, you get the same cooking performance,” Riad explains, noting that the differences will be in the size, the cart, the number of drawers and doors, the amount of stainless steel used, and the oven lights.

“The actual cooking performance is never compromised. If you’re starting out grilling with a Broil King, we want you to buy another Broil King grill when it comes time to upgrade. If you’ve had a poor experience with your first-time grill, you won’t search out that brand a second time around,” he adds.

Riad says that many other manufacturers offer what have become known as disposable grills, which last two to three years at best. Broil King, in contrast, makes cooking performance and longevity its priorities. “A lot of consumers are buying their second and third grills, so they know what they like and know what they don’t like. That is when we come into play,” Riad says.

GROW OR DIE Going after new grillers is what Onward Manufacturing Company is doing—aggressively. In fact, the company just acquired a new factory in Huntington, Indiana. Why would a Canadian company buy a U.S. factory? Why would it do so in the current economic climate?

“If you don’t grow, you die,” Riad notes, explaining that the factory purchase reflects the company’s plans for growth. Though it also looked at opportuni-

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ties in Mexico and China, he says, “The opportunity presented itself in the United States.”

The plant in Indiana used to make fireplaces, so Onward Manufacturing knew that it could find a skilled workforce there. Riad also notes that having a product that is made in the United States is extremely important when selling in the United States.

He says, “We design and engineer all our products, and being a family-run business, we have a lot of personal pride in (and accountability for) what we do. By having the factory in the United States, we get the control we want, from the first step through the process. All resin components are also manufactured in the United States, which really gives us the ability to deliver on our promises.”

According to Riad, customers benefit from proximity to the factory through savings on freight; lead times are also cut in half on reorders, and customers have the ability to purchase smaller quantities.

NEW TECHNOLOGY Onward Manufacturing also acquired Fiesta Grills.

Some say that the company was failing at the time. “No, it wasn’t failing,” Riad counters. “It had a full order book for 2010. Fiesta was a recognized brand in the United States and fit well with what we were trying to do.”

More important, Fiesta offered a technology that piqued Onward Manu facturing’s interest. Riad says, “It was one of the first grill manufacturers to bring high tech to the cooking system. With this technology, we can turn your grill into an oven through a digital control panel. Consumers can dial in 400 degrees to preheat the oven, just as they would in their kitchens. The grill will reach 400 degrees and adjust the burners to maintain that temperature.”

Using the digital panel, consumers can select beef and dial in the desired internal temperature, from rare to well done. They insert the cooking probe, and when the meat reaches the preset temperature, the control panel will turn the burner down to keep the food warm.

Another new technology

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is the SonarQue fuel monitor. Who hasn’t run out of propane when grilling? With the SonarQue, that never needs to happen. It tells you not just whether the tank is full or empty, but how many minutes of fuel you have left—and that prediction is accurate to the second. A sonar ping goes through tank every 30 seconds to tell you how much fuel remains in the tank and how much time you have left for grilling before changing the tank.

Naysayers might suggest that Onward Manufacturing has too many grill brands, in addition to its host of accessory brands (Onward Manufacturing is one of the largest accessory manufacturers in the world), but Riad disagrees. He says, “We look at it as giving us more strength. We have to be focused as to what the brands mean. Having Fiesta available to us allows us to offer more choices to our customers and create more opportunities. We are also aware of what happened in the automotive industry, where there were too many brands and not enough differentiation, so we’re cognizant of that, too.”

In the long term, Onward Manufacturing plans to grow even more. Riad says, “We also want to make sure that we continue to be focused on the end consumers, giving them the best experience we can in grilling.”

The dealer network also is a top priority, and Riad says that he has a number of initiatives in place to bring consumers into the stores, including new marketing programs and point-of-sale material, a retail strategy guide that focuses on bestin-class practices, and a mix of print and online advertising. “We’re sticking to what has worked for us in the past,” Riad says.

In the end, Riad says, it is best to look at Onward Manufacturing not as its individual brands, but as a whole company. He concludes, “It is the breadth of what we offer, from grills at an opening price point through high-end different brands. We have a very distinct business and a huge accessory business. We can be a one-stop shop, and for many customers, we are.”

Karim Riad, Onwar d Manufacturing

“ A lot of consumers are buying their second and third grills, so they know what they like and know what they don’t like.

That is when we come into play. ”

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Circle Reader Service No. 41

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Last Word

Sumptuous Stone

BY SHARON SANDERS

IN ANY GIVEN MONTH, HENRY ONIANS CAN BE FOUND TRAVELING THROUGH EUROPE, ASIA, OR SOUTH AMERICA, VISITING SOME OF THE MOST MINERALRICH STONE QUARRIES IN THE WORLD. As director of MLW Stone, L.L.C., based in Norcross, Georgia, he admits that he is always on the hunt for the next beautiful slab of stone.

Onians, a 20-year veteran of the stone industry, came from Belgium to the United States in 1989 to run the stone division of Marvin Walker & Associates in Atlanta. In 1997, the stone division became a separate company known as MLW Stone, with Onians at the helm.

“Marvin Walker is a legend in the stone industry, and I consider myself fortunate to have learned the business from him,” Onians says. Under his direction, the company has become one of the most respected names in its field, importing high-quality slate, granite, travertine, marble, limestone, and quartzite for use in the finest homes, hotels, and businesses across the United States and abroad.

Over the years, Onians has developed an affinity for stone that he says has kept him motivated and constantly thinking about the next new product. As the director of the company, he heads product development, which is something that he enjoys. “I thrive on the excitement of working with our suppliers overseas and looking for materials that I can use to create something different with stone,” he explains.

As a constant advocate for new products, Onians has been thrilled to see a steady rise in the popularity of

PHOTOGRAPHY BY STEVE DINBERG

CONSUMERS are DRAWN TO the BEAUTY and PRACTICALITY of STONE for their HEARTH PROJECTS.

Henry Onians, dir ector of ML W Stone, is encouraged by the gr backsplashes to hearth surr ounds.

owing consumer inter

natural stone in the home for everything from kitchen backsplashes, flooring, and countertops to molding and hearth surrounds.

With the increased attention being paid to interior design on television shows and in consumer magazines, peo-

MLW Stone has intr oduced wooden mantels as a design option to complement its popular fir eplace kits.

42 Patio & Hearth Products Report May/June 2010

Stone can add sophistication and classic appeal to any home.

est in natural stone for everything fr

om kitche n

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ple of all socioeconomic levels are becoming more aware of what is available and of how stone can be used to transform the look and feel of their living spaces. Onians says that people are attracted to natural stone because of its timeless look, and because it exudes a certain level of sophistication.

It is also appealing because no two pieces are ever exactly alike, which adds an individuality and uniqueness that can’t be achieved with manmade stone. Some unique pieces could even be considered works of art. “I’ve stumbled across slabs of stone that are so beautiful you could literally hang them on a wall as a piece of art,” Onians says.

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MLW Stone has its own line of mantels, and it also can fill almost any request for a special-order mantel.

Onians adds that because mantels are so light, they can ride along with the fireplace kits, reducing freight costs significantly.

SUPPORTING RETAILERS Hearth products are increasingly becoming an important part of MLW Stone’s overall business, even in the current economy. People are realizing

that stone is both beautiful and a way to add value to one’s home.

Onians is excited to partner with retailers to help showcase the beauty and benefits of natural stone on their showroom floors. “It comes down to creating excitement and uniqueness with displays,” he says, adding that many people are not able to visualize what a hearth and surround will look like installed in their homes.

“You can show someone a piece of

the stone or a catalog, but it won’t have the impact of an in-store display,” he adds. To encourage retailers to install stone surrounds in their showrooms, the company has created a number of programs that make installation easy and affordable.

“Our increasing market share tells us that people want stone in their homes and on their hearths,” Onians says. “I believe that the more they can touch, feel, and see stone, the more likely they are to make the investment.”

Design trends emerge every year in the stone industry, just as they do in any consumer-driven market. In the past 10 years, Onians explains, the rustic look has been popular in many parts of the country, making travertine one of the top-selling stones for everything from flooring to hearths.

Lately, he has been seeing a growing interest in the clean, monochromatic look of honed marble and limestone.

“Furniture design and home design are going in a more contemporary direction, so it only makes sense for stone to mirror what is happening,” he says.

MLW Stone has begun to apply different finishes to its products in an effort to offer options beyond the traditional polished and matte looks. One treatment that has been well received by consumers is a brushed or leather finish that gives stone an antique look without making it appear too rustic. The process can be applied to a number of different stones, including marble, limestone, and even travertine.

MLW Stone recently introduced a number of hearth products that are resonating with customers. In March—at HPBExpo, in Orlando, Florida—the company debuted a new addition, called StacKIT, to its popular marble, granite, and limestone fireplace kits.

StacKIT is a fireplace kit with prefabricated panels made of stacked stone, a popular material that is being used for the interiors and exteriors of homes and businesses across the country. Like the company’s original fireplace kits, which have been a favorite of builders for 20 years, StacKIT comes in three standard sizes and can easily be installed in 15 to 20 minutes. The kits can be ordered in custom sizes as well. “I’m really excited about this product because it’s an affordable way to create a stacked-stone surround without the cost or time commitment involved in stacking every stone manually,” Onians says.

The company has also added wooden mantels that can be used with any of its fireplace kits. “These products are becoming meaningful to our customers because they can purchase both the wooden mantel and the stone surround without having to go to two different suppliers,” Onians says.

SIMPLE TO

C L E A N.

S I M P LY B E A U T I F U L.

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Circle Reader Service No. 43

Sunbrella® is a registered trademark of Glen Raven, Inc. Richard Frinier chair by Century Furniture LLC.

STONE TRENDS

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{Product Profiles} Introducing the Solaris by Heat & Glo Inspired by the setting sun, the Solaris™ is the world’s only see-through circular direct-vent gas fireplace. This award-winning fireplace features artistic performance never seen before in fireplaces. Available in two models, it is also the world’s thinnest see-through circular fireplace, and it can be installed on a wall framed with 2x6-inch lumber. The Solaris 36-ST has a patent-pending, transparent Razor™ burner positioned at the center of the fireplace, producing flames that appear to be suspended in midair. The Solaris 36-MR, shown here, has the same advanced burner technology and is outfitted with LED lighting and mirrored glass, creating a dramatic illusion of continuous levitating flames dancing into infinity. For the surround, 36 color combinations of powder coat or gloss paint are available for both models. Unmatched in the industry, the Solaris is ideal for both residential and commercial applications. Contact: www.heatnglo.com.

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Concord Dining Give your customers elegance and affordability, and you’ll also find your sales and profits rising. With groups like Concord dining (one of Agio’s Select collections, designed to add extraordinary value to your floor), your customers will demand the beautiful, clean lines of this durable sling dining group, with swivel chairs and a tempered-glass tabletop. Add the looks that add profitability with Agio.

Contact: www.agio-usa.com.

Circle Reader Service No. 102

Big Green Egg Nest Handler Enhances Mobility The newest addition to the Big Green Egg® line of EGGcessories™ is the Nest Handler, which secures the EGG® to the Nest for easier mobility. The Nest has been made wider for a better center of gravity, and larger casters ensure greater stability. Available now for the large EGG, the Handler will soon be available for the extra-large and medium EGGs as well. A retrofit Handler is available for older models of the EGG. Contact: Regina@BigGreenEgg.com.

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44 Patio & Hearth Products Report May/June 2010

Stainless-steel SearMate By popular demand, The Holland Grill Company has just introduced a stainless version of its successful SearMate—an infrared searing station that attaches independently to most older Holland freestanding grills and to all new models. The new stainless unit (BHA136SU1SS) features an all-stainless construction and adds the convenience of an electronic igniter, making it an attractive step-up model from the original aluminizedsteel version. Consumers will like the fact that they can now enjoy the convenience and taste of searing without taking up grilling space on their Holland grills. With cooking temperatures of nearly 900 degrees, the SearMate offers Holland grill owners the best of both worlds—quick, hot searing and the no-flare, indirect cooking of the Holland. Trends indicate that infrared will be the hot item this season, and Holland has a convenient, economical way to meet consumer demand. For sales inquiries, contact Scott Warner at swarner@hollandgrill.com. Contact: www.hollandgrill.com.

Circle Reader Service No. 104

Luxe 30

The sophistication and comfort of the Luxe 30 collection by OW Lee brings the luxury of the indoors to exterior spaces. The modular deep seating allows the collection to be expanded over large areas, giving it a defined presence similar to that of indoor furniture and allowing customization without size limits. Contact: (800) 77-OWLEE or www.owlee.com.

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D&J Architectural Precast Spruce up a patio with Alligator interlocking pavers (in seven pastel colors), which can be sand set or set on a concrete pad. D&J Architectural Precast welcomes dealer inquiries. Each Alligator design measures 27x27.75x2 inches. Expect that a 4x3-foot pad will require 11 units. The Gecko interlocking pavers measure 23x20x2 inches, and approximately 14 pavers are required for a 4x3-foot pad.

The pavers come in a variety of colors, including green, brown, yellow, gray, blue, orange, tan, and terracotta, with a selection of specialty custom colors for special orders.

These are great items to carry in your showroom to generate customer inquiries and increase sales. D&J Architectural Precast designs and manufactures custom items for outdoor patios. If you have discriminating customers, landscape architects, or patio designers who frequent your patio center, D&J Architectural Precast can fulfill your needs, their designs, and their requirements. Contact: (239) 461-5387, main@djap.net, or www.djap.net.

Circle Reader Service No. 106

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REDEFINING

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Circle Reader Service No. 45

PRODUCED BY

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Designs by Garry

Outdoor-living rooms are the latest rave, extending the living area to the outdoors. DBG’s exterior fire products and barbecue islands enhance this new space with unique decorative elements, creating gathering places for fun and conversation. The newest products include the FireFall and the rectangular fire table. The FireFall offers customers a twist on the typical, featuring cascading water with dancing flames. The rectangular fire table is perfect for those small outdoor-living spaces. Contact: (949) 581-1919 or www.exteriorfireplaces.com.

Circle Reader Service No. 107

Domus Ventures Domus Ventures is expanding its offerings of outdoor furniture with even more use of marinegrade materials.

Each of the new introductions uses the latest technology and marine-quality components. The tight seats and backs (of marine-grade vinyl) ensure long life with minimal maintenance. There are no cushions to take inside and out again, and the marine-grade vinyl is both UV resistant and UV reflective to prevent heat buildup. The entire collection, which includes seating, dining, occasional pieces, sunbeds, and canopied lounges, is totally waterproof. The Luxor group, shown here, is in stock and is available for prompt shipment. Contact: (800) 888-5293 or us1@domusventures.com.

Circle Reader Service No. 108

New Fiberglass Base With Wheels In response to dealer inquiries and customer demand, FiberBuilt Umbrellas has introduced its new collection of fiberglass bases with wheels. The heavy-duty, polyurethane, nonmarking Stoltz wheels make moving your umbrellas from place to place much easier. These attractive bases come in 90-, 125-, and 175-pound weights and in six finish colors. The 90- and 125-pound bases ship filled. All bases come with a matching, powder-coated, heavygauge aluminum sleeve that is 18 inches tall.

Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

Circle Reader Service No. 110

Hatteras Hammocks Soft-Weave Large Quilted Hammock Its wicker-woven quilted ribbons of all-weather fabric are resistant to staining, rot, mold, and mildew, with a softness to rival that of cotton. Fabric thread is solution dyed, so the vibrant forest-green color isn’t applied afterward through washing or dipping, but goes in during the making of the thread fiber itself, becoming a permanent part of the fiber. Polished, solid white-oak spreader bars and zinc-plated steel hanging hardware further boost both looks and durability. The hammock body measures 55x82 inches; its total length is 13 feet. Contact: (800) 334-1078 or www.thehammocksource.com.

Circle Reader Service No. 111

Regency Collection

Empire Log Set Bulks Up to Fill Out Any Fireplace The Canyon log set, from Empire Comfort Systems, includes big logs and lots of them. This seven-piece ceramicfiber log set, available in 24- and 30-inch sizes, delivers serious, fireboxfilling bulk. Molded from lightweight ceramic fiber, Canyon logs feature detailed wood whorls, knots, bark, and charring. Each log in the set is handpainted by the same artist to ensure a consistent look, and each log in the Canyon set has been designed to complement the flame pattern on Empire’s Harmony burner system. Shaped porting and special baffles within the Harmony burner produce full-bodied, active flames. Harmony burners come in standard and expanded ember-bed models. The expanded bed provides room for additional glowing embers. Available for LP and natural gas, Harmony burners come in millivolt, variable-flame, and intermittent-pilot systems. Harmony burners are certified for installation as a vented system in an existing fireplace and for installation in any certified vent-free firebox. Logs and burners are sold separately. Contact: www.empirecomfort.com.

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46 Patio & Hearth Products Report May/June 2010

The Regency collection, new for 2010, definitely brings the style of indoor furniture to an outdoor room. Regency presents gentle curves in the ornamental slats of the chair back, beautiful curved legs, and intricate detailing with rosettes in the arms. Shown in the desert bronze frame finish, Regency encapsulates fine design. Customization is available, with 11 frame-finish options and over 300 fabric choices. Contact: www.gensuncasual.com.

Circle Reader Service No. 112

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Symmetry by Lennox

Enjoy Greener, Cleaner Heat We are all concerned about our environment. With Infratech heaters, you can entertain outside without producing negative environmental effects. Efficient Infratech electric heaters convert over 90% of input energy directly into infrared radiant heat, and they operate for just pennies per hour. Electric heaters are safe for use outdoors or indoors, operate silently, emit no greenhouse gases or unpleasant odors, and do not require ventilation. Infratech Comfort heater components and packaging are also completely recyclable. Contact: www.infratech-usa.com.

Circle Reader Service No. 113

Lightweight Bubbler Rocks Hargrove Manufacturing Corp. introduces Eternal Springs Waterscapes, a line of fine-quality, lightweight-concrete bubbler rocks and pondless water-feature kits designed for simple installation by consumers or professional installers. Bubbler rocks are available in six styles/sizes and three colors, with rigid-basin or soft-liner pond kits available in two standard sizes. Contact: (800) 725-4166 or www.hargroveoutdoor.com.

Circle Reader Service No. 114

With an expansive opening reminiscent of traditional woodburning masonry hearths, the Dave Lennox Signature™ collection Symmetry™ series louverless direct-vent gas fireplace showcases an exceptional fire presentation capable of generating enough heat to fill any living space. The addition of an intelligent, thermostatic remote control allows variable flame height and blower speed, making this Lennox Hearth Products offering an exceptional choice in any design application. The Symmetry is available in 35-, 40-, and 45-inch sizes. Contact: www.lennoxhearthproducts.com.

Circle Reader Service No. 115

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Valor Legend G3— Traditional Insert

American Hearth Launches New, Larger Log Set American Hearth’s new Liberty log set establishes a new standard for grand, firebox-filling, bulky logs. Molded from ceramic fiber, specially formulated for holding detail, the Liberty logs deliver lots of wood, with plenty of bark and charring. Each log in the set is handpainted by the same artist to ensure a consistent look. The Liberty log set has been designed to complement the flame pattern of the Harmony burner system. Shaped porting and special baffles within the Harmony burner produce full-bodied, active flames.

Harmony burners come in standard and expanded ember-bed models. The expanded bed provides room for additional glowing embers. Available for LP and natural gas, Harmony burners come in millivolt, variable-flame, and intermittent-pilot systems. Harmony burners are certified for installation as a vented system in an existing fireplace and for installation in any certified vent-free firebox. Logs and burners are sold separately. American Hearth log sets and Harmony burners are manufactured by Empire Comfort Systems. Contact: www.americanhearth.com.

Circle Reader Service No. 116

An industry leader in efficiency and radiant heat, the Legend G3 insert series from Valor boasts a wide collection of fronts and trims with traditional and contemporary designs.

Contact: valorfireplaces.com.

Circle Reader Service No. 117

Over 155 Fabric Choices With over 155 fabrics to choose from, NorthCape International is striving to help every consumer capture the outdoor-lifestyle essence for which he or she is searching. From solids to stripes, florals, or medallions—whether you are trying to create classic, traditional, or contemporary looks—charm has never been so easy. For more information on NorthCape fabric options, collections, or accessories, visit the company’s website. Contact: www.northcapeinternational.com.

Circle Reader Service No. 118

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Omega Mantels: Natural Stone Omega Mantels of Stone is pleased to introduce its newest line of high-quality mantels made of natural stone. The unit shown features polished stone, which is sure to bring beauty and luster to any home.

Omega’s natural-stone mantels are available and ready to ship.

Contact: (877) 254-3965 or www.omegamouldings.com.

Circle Reader Service No. 119

The Riva FiberBuilt Umbrellas introduces the Riva, its newest heavy-duty umbrella. Like the company’s Lucaya style, the Riva umbrella features a one-piece pole and can be finished in seven powder-coated colors. The new model, however, sports an aluminum pole that is 2 inches in diameter and 0.75-inch–diameter flexible fiberglass ribs, for added structural support of these large-scale products. This model is available in 9and 11-foot diameters and in 6-, 7.5-, and 10-foot square sizes. The vented canopy can be specified in any of Sunbrella’s marine or furniture-grade fabrics or in the customer’s own material. Contact: (866) 667-8668 or www.fiberbuiltumbrellas.com.

Circle Reader Service No. 120

Two Dogs Designs Two Dogs Designs for Outdoor Living has added to its line of high-quality outdoor covers with sizes that fit the Big Green Egg™ and similarly shaped grills/smokers. The covers are made of heavy-duty polyester with generous PVC linings and Velcro® tiedown straps for a perfect, secure fit. Two Dogs covers for round/oval grills and smokers include a style that fits grills/smokers with long tables. They are available in hunter green, chocolate brown, and the Chili Peppers pattern. Contact: (866) 896-3644, twodogsdesigns@aol.com, or www.twodogsdesigns.com.

Circle Reader Service No. 122

Double-wall Stovepipe

Selkirk announces a double-wall stovepipe with professional features, offered exclusively to the hearth market. Model DCC double-wall stovepipe is UL/cUL listed as a connector pipe between a wood stove and chimney. The smooth lines of the black outer wall allow for slip connectors and easy installation. Selkirk received favorable feedback on this product line at HPBExpo in Reno, Nevada. Since that time, Selkirk has gone back and listed DCC for 6-inch clearance on all diameters and in all installation configurations—giving DCC the closest clearance of all stovepipes on the market. Selkirk has also gained the cUL S-641 listing for sales of DCC in Canada. DCC double-wall stovepipe is now in stock at the company’s Turners Falls, Massachusetts, and Prescott, Ontario, distribution centers, so place orders now for combined shipment with your existing orders for chimney and venting products. Contact: (800) 443-6341 (United States) or (888) SELKIRK/735-5475 (Canada).

Circle Reader Service No. 121

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Marco Isle Round Dining

Power Vent Inline From HHT

As one of Agio’s exciting flagship collections for 2010, the Marco Isle round dining group gives consumers the latest in trendsetting looks. The innovative, woven-reed table base adds a new lightness and elegance to outdoor settings. As one of Agio’s Signature collections, Marco Isle gives retailers access to high-end looks that boost sales; the company offers a wide variety of unique collections from which to choose. Contact: www.agio-usa.com.

Circle Reader Service No. 123

Hatteras Hammocks Roman Arc Swing Stand Crafted from radio-frequency–glued slats of gorgeous Southern cypress and varnished against the elements in honey-gold polyurethane, this sumptuous swing support is a sweet amalgam of form and function. With its lavish curves (recalling the sweep and majesty of classic European architecture), the wide, eye-catching Roman Arc® swing stand can hold a double swing up to 60 inches across.

The stand measures 7 feet high by 7 feet wide and has a weight limit of 450 pounds. Contact: (800) 334-1078 or www.thehammocksource.com.

Circle Reader Service No. 124

Rustic Timbers by Hargrove Rustic Timbers™ is the latest offering in Hargrove’s Vesta Award-winning Radiant Heat vented log series. Rustic Timbers further refines the company’s Radiant Riser™ technology, giving radiant-heating efficiency comparable to that of a vent-free log set while retaining the beauty and realism found only in Hargrove vented gas logs. Hargrove’s innovative new molding process reproduces the intricate textures of nature in ceramic fiber, creating a warm and inviting glow in the heart of the log set, with all the detail of Hargrove’s traditional refractory log sets. Rustic Timbers works with standard Hargrove vented burner systems, and is available in 21-inch through 36-inch sizes and in see-through configurations. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

Circle Reader Service No. 125

50 Patio & Hearth Products Report May/June 2010

Hearth & Home Technologies (HHT) is pleased tointroduce the PVI-SLP Power Vent Inline for directvent gas fireplaces. The PVI-SLP allows gas fireplaces to be installed in applications where that was previously impossible, such as high-rise multifamily buildings and difficult remodeling projects. With unsurpassed flexibility, the PVI-SLP can be placed anywhere in the vent run. It allows the longest vent runs in the industry (up to 140 feet), and it has electrical plug-in connections and wire harnesses for easy installation and service. The PVI-SLP from HHT is certified to use with many Heat & Glo and Heatilator direct-vent gas fireplaces and is available to order now. Contact: (877) 228-5012.

Circle Reader Service No. 126

San Marino Collection Gensun Casual Living has redesigned one of its bestselling collections: San Marino.

This collection blends nature into its design, with the legs resembling the flow of water and a delicate leaf pattern in the back. Chair heights have been raised for added comfort, and table legs have been changed for an overall high-style design sure to please the most discriminating tastes. Contact: www.gensuncasual.com.

Circle Reader Service No. 127

Massage Lounge

by Domus Ventures The Isle of Skye massage sunlounger provides therapeutic shiatsu massage while you are relaxing by the pool. The entire lounge is waterproof and is made of HDPE resin wicker woven onto a powder-coated aluminum frame. The shiatsu unit itself is stainless steel and is totally sealed from the elements. The curvature of the seat puts your center of gravity in the lowest point of your back. As you recline the back by remote control, you experience a more intense massage. The massage unit allows the user to select upper-back, lower-back, or full-back massage. The entire experience is silent and extraordinarily relaxing. Contact: (800) 888-5293 or us1@domusventures.com.

Circle Reader Service No. 128

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Infratech Create comfortable outdoor spaces with clean electric infrared heaters from Infratech. W-series heaters are 90% efficient, UL approved for outdoor and indoor installations, and may be wall, ceiling, or beautifully flush mounted. Specially designed electric quartz elements produce safe infrared radiant energy. Operating for just pennies per hour, Infratech heaters will provide years of maintenance-free warmth at the flip of a switch and make an attractive addition to any outdoor room. Contact: (800) 421-9455 or www.infratech-usa.com.

Circle Reader Service No. 129

MLDVTCD-35 Merit Series The Merit™ series louverless direct-vent (MLDVTCD) gas fireplace by Lennox Hearth Products delivers the clean, elegant presentation of a contemporary design. The highly efficient fireplace produces striking, dancing flames at very low Btu levels to save energy costs. With an expansive viewing area, the fireplace can be installed midwall, with its elegant facade. It can be customized with multiple floor media, including white beach sand, tumbled river stone, and decorative crushed glass. Contact: www.lennoxhearthproducts.com.

Circle Reader Service No. 130

Capri Collection The Capri collection by Oxford Garden is the seating answer to outdoor events. A simple folding chair, done with flair, adds style and seating space to any affair.

This collection is constructed of acacia wood. Classically styled dining tables come in square sizes of 34 or 42 inches. Contact: www.oxfordgarden.com.

Circle Reader Service No. 132

Santorini Seating Collection Cast in sturdy A356 aluminum, the Santorini seating collection blends strength with Italian baroque motifs to create a comfortable combination. The Santorini seating collection includes an armchair, a swivel barstool, and a swivel rocker. Each piece comes with Outdoor Lifestyle’s unique 15-year warranty on furniture frames and a fiveyear warranty on paint finishes in residential use. Future plans for the collection include the addition of sectional deep seating. Contact: Virginia Hamilton at (800) 2944758, virginiah@olfurniture.com, or www.olfurniture.com.

Circle Reader Service No. 131

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MLW Stone, L.L.C., Introduces StacKIT Natural Stackedstone Fireplace Kits This new product has the look and workmanship of authentic, natural stacked stone. Integrated with today’s innovative technology, it reduces significantly the cost of installation. Most natural stacked-stone fireplaces are cut and installed in individual pieces—but StacKIT surrounds are prefabricated into panels that are cut to standard fireplace-kit sizes and can be installed in minutes, just as you would install a marble or granite surround. These kits are stocked in MLW’s three standard sizes and include a header, two legs, a riser, and a three-piece hearth; 6x24-inch interlocking panels, complete with corner pieces, are also available to accommodate raised hearths and wall applications. The product is available in two colors: Carden gold and multicolor. Contact: (800) 477-7665 Ext. 127.

Circle Reader Service No. 133

AERO Market Umbrella The ZipJack AERO market umbrella changed the look of the classic market umbrella forever.

Its patented canopy design gives the umbrella distinctive styling, while crosswinds and updrafts pass right through the canopy’s venting system.

Easy maintenance enhances its attractiveness. The ZipJack AERO market umbrella can help every specialty patio retailer stand out above the crowd.

Contact: (914) 592-2000 or sales@zipjack.com.

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Merrimack From Vermont Castings The Merrimack insert is among the cleanest-burning wood inserts available. Turn your customers’ wood fireplaces into high-efficiency centerpieces with the Merrimack from Vermont Castings.

Standard features include: • a 350–square-inch viewing area—60% larger than that of the competition in the same class; • a firebox (with gasketed construction), front, and door constructed of the best material for wood heating—high-quality cast iron from the company’s Vermont foundry; • a 6-inch flue collar that is detachable, secured from outside or inside the firebox, and adjustable for vertical or 30-degree offset positioning; • a burn time of up to 12 hours; • log length of 20 to 22 inches; • No-power, no-problem capability, which allows users to stay warm during power outages; • rear wheels that ease installation; • an easily removable internal baffle for chimney cleaning; • a full refractory lining; and • a quiet, high-volume, heat-activated, variable-speed circulation fan that is included. The power cord can be directed to either side. The fan can be easily cleaned and serviced from the front of the insert. The fan improves the circulation of room air, but is not required to provide heat.

Accessories include: • a Northfield cast-iron surround (NORCSCB), available in classic black for a more traditional hearth look; and • an Exeter steel surround (EXSSCB), available in classic black for a clean, contemporary finish.

Contact: www.vermontcastings.com.

Circle Reader Service No. 135

Big Green Egg Introduces Premier Cookbook Big Green Egg® has produced the first cookbook focusing on ceramic kamado cooking. The premier 320-page book contains over 100 color photographs and 170 recipes, ranging from appetizers to entrées, developed exclusively for the EGG®. There are favorite EGGhead™ contributions, mouthwatering vegetarian and dessert fare, and prized chefs’ and professional pit masters’ offerings, in addition to extensive tips and techniques for cooking in the EGG. The cookbook is available exclusively through Big Green Egg dealers until June 2010. Contact: jodi@biggreenegg.com.

Circle Reader Service No. 136

Monterra Combining handforged craftsmanship with a Windsorinspired design, the Monterra collection by OW Lee features unique details, such as hammered rivets and flat, embossed bars. The deep seating includes specially designed pockets to hold side arm pillows and plush back cushioning, making the springbase club chair one of the most comfortable chairs available in the casual-furniture industry.

Contact: (800) 77-OWLEE or www.owlee.com.

Circle Reader Service No. 137

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Flatfire by Wittus Make room for the award-winning Flatfire direct-vent gas fireplace, designed by the Wittus team and Paul Henning. This eloquent, easyto-install, well-designed unit can be used to add a dramatic finishing touch to any room. A window to the world of fire, the rectangular glass facade provides the perfect viewing arena for its captivating flames. The Flatfire fireplace is 42 inches wide, 30 inches high, and 7.5 inches deep and the size of this unit offers countless design possibilities. Emphasizing European styling, the Flatfire comes in black or silver gray, with various custom frame options. Contact: (914) 7645679, info@wittus.com, or www.wittus.com.

Circle Reader Service No. 138

Monaco NorthCape International has taken traditional to the next level with the new Monaco collection. With a traditional, rounded arm design and rich cedar combo weave, the Monaco collection makes any outdoor room inviting. The Monaco collection features premium deep seating; comfortable, removable suspension seating; and a durable, UV-resistant weave over a sturdy, commercialgrade aluminum frame. The Monaco collection offers many motion pieces, chaises, and dining pieces. For more information on Monaco or on NorthCape International’s selection of outdoor lamps, rugs, and accessories, visit the company online. Contact: www.northcapeinternational.com.

Circle Reader Service No. 139

Custom Mantels Omega Mantels of Stone offers custom-designed mantels for any room in the house. All mantels from Omega Mantels of Stone are available in custom sizes. Omega's naturalstone mantels are available and ready to ship. Contact: (877) 254-3965 or www.omegamouldings.com.

Circle Reader Service No. 141

Outdoor Kitchens/ Islands The Holland Grill Company has just introduced its new line of outdoor kitchens/islands to help consumers economically and quickly increase their living space without sacrificing quality or appearance. Phase I of Holland’s island rollout includes two models: a 5-foot cabinet with a single stainless-steel access door (HC5) and the already-popular 6foot cabinet with a 5-foot attachable bar (HC6-5B, pictured). The HC6-5B model includes a stainlesssteel storage drawer and stainless double access doors. Both models feature 12x12-inch ceramic-tile countertops and a 100% acrylic cabinet finish that provides weather protection and color throughout. Dealers appreciate that both models are in stock and ready to ship. Holland’s hassle-free, aggressive dealer-display program makes it simple to get the units in front of your customers. Both models accommodate the legendary Holland Apex stainless grill head and can be configured for natural gas or propane. Holland plans a phase II rollout of custom-built kitchens later in the year. For dealer inquiries, contact Scott Warner at swarner@hollandgrill.com. Contact: www.hollandgrill.com.

Circle Reader Service No. 140

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SunBriteTV: Model 3230HD In an effort to expand its market reach, SunBriteTV recently introduced two new televisions to its all-weather outdoor-product line. Pictured here is model 3230HD, the company’s 32inch HD LCD television. This television is value engineered with SunBriteTV’s signature all-weather feature set and its outdoor-rated ASA plastic resin exterior. The result is a sleek, lighter-weight, lower-priced television that does not compromise the durability and quality that SunBriteTV customers have learned to trust (see page 56 for SunBriteTV’s other new product). Contact: (866) 357-8688 or www.sunbritetv.com.

Circle Reader Service No. 142

New Solarpowered SunLight 180 Landscape lighting just got easier with a little help from the sun. The new solar-powered SunLight 180™ system from Byron Originals is changing the way that people think about outdoor solar lighting in the United States. With energy costs rising, people are looking for ways to cut costs. Solar power is the energy of the future, and it saves dollars today. The low-maintenance, durable SunLight 180 harnesses the sun’s power by day and—when provided with enough light energy from the sun—will produce illumination that will last throughout the night. Stylish and durable, it has a stately height of 7.5 feet (with post and base) and comes in three optional colors— sandstone, beige, and gray granite—that fit every decor. A three-way switch provides 6 to 8 hours of light on the high setting or 10 to 12 hours (dusk to dawn) on the low setting. Contact: www.SunLight180.com.

Circle Reader Service No. 143

Fireplace Glass Arctic Flame Products announces the addition of a large variety of glass shapes, beads, and pebbles in both tempered and nontempered formats. The various glasses available for fireplaces and firepits offer a wide range of choices, as do the colors and formats of the nontempered glass used in landscaping. Arctic Flame glass is distributed exclusively by HearthDistribution.Com. Contact: (877) 274-6773 or www.hearthdistribution.com.

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Echelon See-through Direct-vent Fireplace This second addition to the Echelon line of contemporary wide-view fireplaces from Majestic offers highly modern style and leading-edge technology in a compact design for easy installation. It’s perfect for any indoor or outdoor space.

Standard features include: • a maximum Btu level of 34,000; • a contemporary bronze glass and natural stone kit (included); • a ceramic-glass door with a quick-latch system for easy access; • a contemporary glass-illumination light system; • multiple contemporary glass-color choices, including diamond, onyx, emerald, sapphire, and bronze; • Total Signature Command™ control (including electronic ignition; a cold-climate, pilot-optional setting; a high/low, three-step flame adjustment; an accent light with a three-step dimmer; a touchbutton command center; and a full-function, touchscreen handheld remote); • standard porcelain black panels; • natural-gas and propane field-convertible capability; • Fireplace efficiency—as per Canadian Standards Association (CSA) Gas Fireplace Standard P4— listing; • CSA design certification; • an optional outdoor-facing kit, for installation on an outside wall; and • an 18-inch flex line, with an on/off shutoff valve (included).

Contact: www.majesticproducts.com.

Circle Reader Service No. 145

Torbay Seating Collection Outdoor Lifestyle’s Torbay seating collection is a classic tribute to traditional Georgian style, with an eye toward modern practicality. Crafted in premium A356 aluminum, this fine family includes a swivel rocker, a swivel barstool, and armchair and side-chair offerings. Each piece comes with Outdoor Lifestyle’s unique 15-year warranty on frames and a five-year warranty on paint finishes in residential use.

For more details on this or on any of Outdoor Lifestyle’s other furnishings, contact the company. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

Circle Reader Service No. 146

Essex Curved Bench Constructed using dimensionally larger lumber, the Essex curved bench by Oxford Garden adds weight to any landscape.

Designed with commercial use in mind and handcrafted of shorea hardwood using mortise-and-tenon joinery, this bench is extremely sturdy and long lasting. Contact: www.oxfordgarden.com.

Circle Reader Service No. 147

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Treasure Garden’s Treasure Chest The Treasure Chest is a lightweight, portable chest that’s great for storing cushions, toys, pool accessories, or any other treasure that the consumer might have. Available in two sizes, it features comfortable lift handles, wheels, and an arched top (for water runoff), and it can even be hung upright on the wall. Best of all, it is constructed from material specifically designed to match the company’s already-attractive, champagne-colored protective covers. Contact: info@treasuregarden.com or www.treasuregarden.com.

Circle Reader Service No. 148

SMART ERV Energyrecovery Ventilator SMART air & energy solutions™ is a collection of HVAC products designed to enhance comfort, improve indoor air quality, and save energy for homeowners. Today, everyone understands that we need to explore options for saving energy—while remaining comfortable in our homes.

SMART air & energy solutions offers products designed to provide economical options while maximizing comfort. The newest addition to the SMART product lineup is the SMART ERV energy-recovery ventilator. This unit provides a fresh-air supply and humiditycontrol unit for residential housing. The unique poly wheel yields up to an industry-leading 80% heat-recovery efficiency, and the twin variable-speed fans allow the installer to adjust airflow from 50 to 240 cfm—so the single unit can be adjusted for a residence of almost any size. Contact: www.smartairandenergy.com.

Circle Reader Service No. 149

Weather Ready Outdoor Covers

Klassic Wood-burning Stove by Wittus Outstanding good looks and classic style are standard with the Klassic wood-burning stove by Wittus. Danish industrial designer Bent Falk’s revolutionary (yet contemporary) stove is a combination of technology and function, offering its users the complete modern fireplace concept. The Klassic stove’s clean lines and purposely exposed high-quality stainless-steel rivets reveal the designer’s signature style.

This well-crafted, multifunctional stove can be enjoyed as a corner piece or as a freestanding unit, exposed on all sides. Enjoy using a baking and roasting oven on top by lighting a fire in the heart of the stove, which has a modern, EPA-approved firebox that can accommodate logs of up to 24 inches. The oven has a built-in thermometer and a natural Brazilian soapstone baking liner, 2 inches thick, for heat retention and consistent, even baking. The self-cleaning feature of the glass door is a bonus in every cook’s eyes, as is the convenient wood-storage feature at the base of the stove. Standing 60 inches tall, 32 inches wide, and 25 inches deep, the Klassic stove has a distinct personality and unmatched style. Contact: (914) 764-5679, info@wittus.com, or www.wittus.com.

Circle Reader Service No. 152

Two Dogs Designs for Outdoor Living has expanded its line of WeatherReady™ outdoor covers, offering sizes that fit a variety of larger round and rectangular tables, bistro sets, a double chaise, an oversized sofa, stack and high chairs, and round grills/smokers (such as the Big Green Egg™ and similarly shaped grills/smokers). The covers are attractively priced and offer good quality; they are made of heavy duty polyester with PVC linings and Velcro® tie-down straps for a perfect, secure fit. WeatherReady covers come in black or khaki. Contact: (866) 896-3644, twodogsdesigns@aol.com, or www.twodogsdesigns.com.

Circle Reader Service No. 150

Valor Horizon With Clearview Front and Fret Available for both new construction and insert applications, the Horizon series gas fireplace from Valor is an excellent midsized heater. The all new Clearview front and fret options are the perfect combination for customers seeking clean, contemporary design. Contact: valorfireplaces.com.

Circle Reader Service No. 151

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SunBrite TV: Model 5510HD In an effort to expand its market reach, SunBriteTV recently introduced two new televisions to its all-weather outdoor-product line.

SunBriteTV’s high-end introduction is model 5510HD, which sports a 55inch, 1,080-pixel full HD LCD screen with a refresh rate of 120 Hz. This television is ideal for homeowners who are looking for hometheater–quality viewing in their outdoor spaces (see page 54 for SunBriteTV’s other new product).

Contact: (866) 357-8688 or www.sunbritetv.com.

Circle Reader Service No. 153

Firepit Burner Kit Arctic Flame Products announces the introduction of its newest series of firepit burners. Each kit includes a stainless-steel ring burner, a regulator and hose, gas-valve electronic ignition, and a connection line. The burners are available exclusively from HearthDistribution.Com in 18-inch, 24-inch, and 30-inch sizes. Contact: (877) 2746773 or www.hearthdistribution.com.

Circle Reader Service No. 154

303 Products Offers Freesample Program 303 Products, Inc., Palo Cedro, California, will be launching a free-sample program for retailers in the United States and Canada this summer. Retailers participating in the program will receive a display containing free consumer samples of 303 Patio Furniture Protectant™. An informational color pamphlet will be attached to each sample, and each display will contain 50 samples. A toll-free number on the back of the display will prompt the retailer to call when sample supplies are getting low. 303 Products will then ship a replacement display to the retailer. 303 Products will pay for all the costs of the program. Contact: (800) 223-4303 or www.303products.com.

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Shade, Safety, and Fun, All in One ZipJack Custom Umbrellas introduces a new line of patio umbrellas designed to provide colorful, shaded play spaces for youngsters. KidBrellas are a great way to protect kids from the sun. KidBrellas easily convert from table umbrella to play space and feature bright, bold silkscreened animal illustrations with extended side panels that provide extra coverage. Contact: (914) 592-2000 or sales@zipjack.com.

Circle Reader Service No. 156

LHD45 Linear Direct-vent Gas Fireplace This modern, linear gas fireplace is specifically designed to provide you with a sophisticated fire element that is perfect for both new building and renovation projects.

The LHD45 comes standard with Napoleon’s exclusive topaz CRYSTALINE™ ember bed, which sparkles with a luxurious glow. To create a dramatic mix, optional river rocks and a new Stylo™ glass front are available to complement the contemporary linear design.

Contact: (888) 726-2220 or www.napoleonfireplaces.com.

Circle Reader Service No. 157

Horizons Collection by Sunbrella Fabrics A new collection of Sunbrella® fabrics offers bold fabric designs with contemporary flair in a color palette that is both elegant and fashion forward. Aptly named Horizons, the collection features unique design and color combinations that are nature inspired and translated into bright, clean tones. Seventeen new patterns compose Horizons, which has a variety of textures and styles that include velvet, bouclé, stripes, dots, jacquard, and damask, all suitable for interior use or for the outdoor decorating environment. The Horizons collection is available to the trade exclusively through Silver State Fabrics and can be viewed at the company’s website. Contact: www.silverstatefabrics.com.

Circle Reader Service No. 158

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Manhattan

Caluco channels the timeless appeal of Manhattan with a warm, inviting take on high design that emphasizes comfort and ease over modernist rigor. Contemporary forms and lines crafted from solid, grade A teak are relaxed, offering a refreshing approach to minimalist design aesthetics. Contact: (866) 535-6558 or www.caluco.com.

Circle Reader Service No. 159

E-Classic 2400

by Central Boiler The new Central Boiler E-Classic 2400 (2010 Vesta Award winner) is one of the most efficient (and cleanest) outdoor wood furnaces available. The latest advance in clean wood-burning technology from Central Boiler allows people to heat their homes and other buildings efficiently with wood. The E-Classic 2400 features a three-stage combustion process that drastically reduces particulate emissions because it burns wood so completely. This woodgasification technology allows homeowners to heat their homes safely and cost effectively while preserving air quality. Contact: (800) 248-4681 or www.CentralBoiler.com.

Circle Reader Service No. 160

Pit Mitt The Pit Mitt® is an aramid-fiber soft glove with cotton lining that allows the user to handle hot items around (and directly off of) a very hot grill. The Pit Mitt is reversible for the left or right hand, has silicone on the surface for superior grip, and is washable. Its MSRP is $19.99. Contact: (800) 521-0505 or www.companion-group.com.

Circle Reader Service No. 162

TUUCI’s Crescent Lounge The Crescent lounge, aptly named for its brilliant, cascading, oversized parasol top, redefines luxury and comfort in any outdoor environment. It is flanked by four crescentshaped ottomans, which stretch the lounging capacity of this unique outdoor room. When riding on more than 100 square feet of plush cushions—with throw pillows, sheer drapery, and full open-air shade coverage—the enjoyment of nature’s elements has never been so relaxing. Constructed of TUUCI’s Armor-Wall aluminum framework, stainless-steel hardware, and marine-grade components, the Crescent lounge is suited for withstanding any outdoor environment. As a private relaxation oasis, it is intended to be used directly on the beach, poolside, or even rooftop while secured to adequate deck mounts. Contact: (305) 634-5116 or www.tuuci.com.

Circle Reader Service No. 161

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Shanghai 10: Fiberglassrib Umbrella

Thermal Hearth Pad

Today’s consumer wants an elegant and unique design, without sacrificing strength. Treasure Garden® has upgraded the classic Shanghai umbrella, increasing the umbrella’s size by over 17%, to a 10-foot diameter, and upgrading the composition of its 24 ribs to a flexible and durable fiberglass material. The Shanghai 10 is available for the 2010 season in a black finish, with the company’s four Signature series O’bravia FlexWeave solution-dyed polyester fabrics. This striking design is accented by a fluted pole, and it features the patented Twist-Tilt mechanism. Contact: info@treasuregarden.com or www.treasuregarden.com.

Circle Reader Service No. 163

HearthSafe Hearth Pads announces the first in a series of HST™ thermal-protection hearth pads designed to meet the new standards. With an R rating of 1.6 and a variety of finishes (including molded faux stone, ceramic tile, and natural stone), this series will meet the needs of dealers for beauty, value, and safety. HearthSafe Hearth Pads are distributed exclusively by HearthDistribution.Com. Contact: (877) 274-6773 or www.hearthdistribution.com.

Circle Reader Service No. 166

Retractable Awnings Made With Sunbrella Fabrics

303 Patio Furniture Cleaner and Protectant 303 Products, Inc., announces two additions to its line of products for patio-furniture care. According to the company, these products are the best way for the consumer to keep patio furniture and fabrics clean and looking like new. The new products are for teak, plastics, polyethylene, vinyl, fiberglass, epoxy, other composite resins, powder-coated metal, and stainless steel. 303 Patio Furniture Cleaner™ safely removes leaf stains, bird droppings, tree sap, berry juice, wine, barbecue smoke, oil, and grease, and it rinses residue free. 303 Patio Furniture Protectant™ leaves a like-new finish that repels soiling, body oils, and suntan lotions. It contains powerful UV screening to protect against fading. Both products are nontoxic and biodegradable. Contact: (800) 223-4303 or www.303products.com.

Circle Reader Service No. 164

Many consumers are planning for the outdoor-living season by adding retractable awnings made with Sunbrella® fabrics to their homes.

Retractable awnings make outdoorliving spaces more usable, adding shaded square footage without the hassle of traditional construction. While they provide a shady oasis for relaxing, awnings also reduce heat gain inside the home, helping consumers save on energy costs. With subtle, beautiful awning fabrics such as Sunbrella Silica Dune, a variety of furniture styles and Sunbrella fabric combinations can be used beneath the awning to create a colorful outdoor oasis. For more information on awnings made with Sunbrella fabrics, visit the company’s website. Contact: www.sunbrella.com.

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The New Prestige Pro Grill

Grace Go back to basics with the deceptively simple design of the Grace collection, a versatile suite of outdoor options for seating and dining. Grace exudes cool confidence by uniting the warm hues of grade A teak with the contemporary finish of durable stainless steel, creating a collection worthy of its name. Contact: (866) 535-6558 or www.caluco.com.

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With its masterful design and engineered performance, the new Napoleon® Prestige Pro™ 450 is launching into the 2010 season with feverish excitement. It generates up to 75,000 Btu and has up to 835 square inches of total cooking space.

Its patented stainless-steel WAVE™ rod cooking grids accompany electronic ignition for easy starts, and the ceramic infrared SIZZLE ZONE™ side burner provides extra cooking space with a two-position cooking grid and removable grease tray. The deluxe high-top, space-saving LIFT EASE™ roll-top lid has a handle and trim accents in polished chrome. The attractive pedestal base has concealed casters; an ice bucket and cutting board are standard with this grill.

Contact: (888) 726-2220 or www.napoleongrills.com.

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Chateau Capel’s first ever loop-hooked indoor– outdoor rug, Chateau, offers supreme softness and cushioning underfoot.

Featuring vintage arts-and-crafts styling in large-scale floral patterns, this collection is both elegant and whimsical. Chateau is available in Fronds, Bouquet, Lily Pad, and Floral Lace patterns in a variety of colors and is made from durable, 100% olefin. A 6x9-foot rug may retail for $399; pictured: Fronds. Contact: (800) 334-3711 or www.capelrugs.com.

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Ebel’s Beaumont Collection Featuring a handwoven, richly colored henna or java weave, Ebel Inc.’s Beaumont collection is the ideal group for any gathering or occasion. This versatile collection includes Ebel’s second outdoor recliner, as well as a variety of seating and dining pieces. Designed by Philip Behrens and created with Ebel durability, Beaumont’s smooth lines and bold curves are bound to fit in any decor. Beaumont, as well as the entire Ebel Inc. line, is available in any Sunbrella® furniture fabric. Contact: (904) 399-2777 or www.ebelinc.com.

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Tivoli Collection Kingsley-Bate’s new Tivoli collection, designed by John Caldwell, is a modern composition of stainless steel, Batyline®, and teak. Available in cream or black, the dining armchair and side chair are comfortable and generously scaled, making them also suitable as lounge chairs. Both chairs stack for easy storage. Displayed here is the Tivoli 84-inch rectangular dining table. A 42-inch square dining table is also offered. Other pieces in the collection include a stacking chaise and a side table. Contact: (703) 361-7000 or www.kingsleybate.com.

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Ventis Doublewall Black Stovepipe Ventis® double-wall black stovepipe is UL listed to ULC-S641 standards and is the first fume-free™ double-wall black stovepipe on the market today. It prevents noxious fumes from enveloping a home upon initial firing of the appliance, and it has a free-flow design between the inner and outer wall that enables it to offer a continuous and consistent air flow, decreasing the outer pipe temperature. Olympia Chimney Supply’s unique smooth-weld technology and end-forming capabilities allow for ease of installation and an aesthetic appeal unlike those of any other stovepipe. Contact: (570) 504-7103 or www.olympiachimney.com.

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Huntington Grills Onward Manufacturing Company Ltd. proudly introduces Huntington grills, a new line of high-quality gas grills, to the outdoor market. Keep your eyes open for these U.S.-made, wellbuilt grills, coming to a store near you for the 2011 grilling season. Onward is a global supplier of gas grills and accessories for over 32 countries around the world. The company looks forward to providing you with high-quality grills for outdoor living in the United States. Contact: (519) 885-4540 or www.omcbbq.com.

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WoodMaster Flex Fuel Furnaces Heat with cordwood, wood chips, and/or wood pellets in the first U.S.-made Flex Fuel indoor and outdoor furnaces.

Engineered with proven clean technologies from SOLARFOCUS, which has built these furnaces in Europe for more than 13 years, Flex Fuel furnaces will now be produced

by WoodMaster in the United States. WoodMaster Flex Fuel furnaces generate up to 200,000 Btu, with emissions that surpass applicable 2010 EPA standards. A self-cleaning, larger ash chamber and other features reduce maintenance.

Batch-burn and heat-storage technology is more efficient, with fewer stops, starts, and smoke than other furnace designs. Find a dealer, calculate your savings, and learn more about Flex Fuel furnaces at the company’s website.

Contact: www.WoodMaster.com.

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Balara Bay Dining The noticeable difference of a sensually stylish, curvaceous back sets Balara Bay apart from its conventional competition. The scale is precise, the variegated weave is flawless, and the cushion comfort is unrivaled. The fully welded, all-aluminum frame construction and polyethylene wicker weave make it perfect for any exposed setting. There are many fabrics to choose from (at the same price) to create a look that is uniquely yours.

Contact: (727) 524-1476 or www.palmspringsrattan.com.

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and contract/hospitality industry while maintaining a value-oriented product line that serves the design and specialty-store trade domestically and internationally.

Baker says,“It’s all about value and service. It’s not what my customers buy, but what they sell.The end consumer makes the choice. With these collections, Suncoast will be one of the best-priced value-oriented product lines to come out of Florida in the past 20 years.”

Suncoast Furniture Expands Into Four New States Suncoast Furniture (Fort Myers, Florida) has expanded distribution into Idaho, North and South Dakota, and Nebraska.According to Rick Baker, national sales manager, “Demand for our product line in these areas has

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Product Profiles

reached the point where we need full-time sales representation. For years, there were just a few manufacturers that served this market, and the dealers are tired of not having a choice.”

Rather than hire within the industry, Baker hired Phil and Gary Wanner , who have built a solid organization within the lighting industry.They are known for building relationships and taking care of their customers. Suncoast Furniture is celebrating its 28th anniversary; it manufactures cast- and extruded-aluminum and wicker furniture.

Outdura Launches New Website Outdura, manufactured by Shuford Mills, has announced the launch of its new website. The 45-page website, www.outdura.com, more effectively communi-

cates Outdura’s competitive advantages while developing long-lasting consumer relationships through an intuitive structure, new content, and ongoing initiatives.

The site features swatches of more than 500 fabrics that are available in cut yardage through distributors or directly by the piece through Shuford Mills.

Included are casual-furniture fabrics, marine and awning collections, and Outdura Trio. Additional new content includes a glossary, a news/events page, and industry links.

Interactive additions feature a newsletter, Ask the Design Expert, Your Outdura, and Facebook. C.P. Davis, president, states, “The new website is a continuation of our efforts to invest in our brand and generate broad customer and consumer awareness.”

For more information, call (866)-Outdura or visit www.outdura.com.

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Margaritaville Adirondack Chair The Margaritaville® Adirondack chair is handcrafted and handpainted by artisans, with a look made to liven up any outdoorliving space. This easy-to-assemble chair is built for comfort with its oversized back, comfortable seating angle, and wide arms. Made from beautiful Forest Stewardship Council pine, this Adirondack chair is weather resistant, is durable, and will maintain its beautiful look with minimal care. Contact: www.schouusa.com.

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The Jamaica Collection Skyline Design is pleased to introduce the Jamaica collection, which incorporates a superwhite outdoor fiber that is labeled as one of the largest sizes available on the market today.

This dynamic grouping has been created to fulfill the ever-growing evolution of one’s unique lifestyle. Jamaica has a revolutionizing design, providing fiber that is chemical and UV resistant, all-weatherproof, and of high tensile strength while it is safe for the environment and 100% recyclable. It is handwoven over 100% aluminum frames and powder coated with high-efficiency gloss white. Jamaica is a complete collection that offers deep seating, dining, a chaise, a daybed, and a pub table with barstools. Contact: (877) 595-4634 or www.skylinedesign.com.

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Butterflies and Nature Spring brings color and pizzazz with Butterflies and Nature in these easy-care outdoor rugs. Complement your outdoor space or brighten your family room. These manmade-fiber rugs are soft, textured, bright, and zestful. The Rug Market is ready for the summer season. Contact: (800) 422-4354 or www.therugmarket.com.

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Shade Pergolas Shade Pergolas, which combine handcrafted pergolas with exclusive retractable and integrated canopy systems, are a new product line from the outdoor-room innovators at Walpole Woodworkers and ShadeFX Canopies. Using a pulley system or affixed motor, weather-resistant canopies can be opened to let in sunlight or closed to protect from wet and rainy conditions. Customized and standard options are available for both home and commercial applications, and the structure pieces are shipped on a pallet, ready for professional installation. Contact: (404) 574-2900 or www.shadefxcanopies.com.

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Ad Index Advertiser

Phone

Product Profiles Directory Website

Page

303 Products ............................................(800) 223-4303......www.303products.com ..................41 Agio........................................................(888) 997-7623......www.agio-usa.com ..........................5 Big Green Egg..........................................(770) 938-9394......www.biggreenegg.com ..................51

Company

Page

303 Products ......................................................................................56, 58 Agio..................................................................................................44, 50 Big Green Egg....................................................................................44, 52 Byron Originals/SunLight 180 ....................................................................54 California Outdoor Concepts ..........................................................54, 56, 58

California Outdoor Concepts ......................(877) 274-6773......www.californiaoutdoorconcepts.com..19 Caluco ....................................................(866) 535-6558......www.caluco.com ..........................17

Caluco ..............................................................................................57, 58 Capel Rugs ..............................................................................................59 Central Boiler ............................................................................................57

Domus Ventures ........................................(800) 888-5293......www.domusventures.com ................39 Empire Comfort Systems ..............................(800) 851-3153......www.empirecomfort.com ................25

The Companion Group ..............................................................................57 D&J Architectural Precast..............................................................................44 Designs by Garry ......................................................................................46

FiberBuilt Umbrellas ....................................(866) 667-8668......www.fiberbuiltumbrellas.com ............55 Gensun Casual ........................................(866) 964-4468......www.gensuncasual.com ....................9

Domus Ventures ..................................................................................46, 50 Ebel ........................................................................................................59 Empire Comfort Systems........................................................................46, 48

Glen Raven/Sunbrella ................................(336) 221-2211......www.sunbrella.com ........................43 The HammockSource..................................(800) 334-1078......www.thehammocksource.com ..........53

FiberBuilt Umbrellas ..............................................................................46, 49 Gensun Casual ..................................................................................46, 50 Glen Raven/Sunbrella ..........................................................................56, 58

Hargrove Manufacturing ............................(800) 725-4166......www.hargrovegaslogs.com ..............13 Hearth & Home Technologies ......................(800) 669-4328......www.hearthnhome.com ..................64

The HammockSource............................................................................46, 50 Hargrove Manufacturing ......................................................................47, 50 Hearth & Home Technologies ................................................................44, 50

The Holland Grill Company ........................(800) 880-9766......www.hollandgrill.com ....................27 Infratech ..................................................(800) 421-9455......www.infratech-usa.com....................48

The Holland Grill Company ..................................................................44, 53 Infratech ............................................................................................47, 51 Kingsley-Bate ............................................................................................59

Lennox Hearth Products ..............................(800) 361-4909......www.securitychimneys.com ................3 The Merchandise Mart................................(800) 677-6278......www.casualmarket.com ..................45

Lennox Hearth Products ........................................................................47, 51 Miles Industries ....................................................................................48, 55 MLW Stone ..............................................................................................52

Miles Industries ..........................................(800) 468-2567......www.valorfireplaces.com ................35 MLW Stone ..............................................(800) 477-7665......www.mlwstone.com........................57

Monessen Hearth Systems ....................................................................52, 54 Napoleon Products ..............................................................................56, 58 NorthCape International........................................................................48, 53

Monessen Hearth Systems ..........................(800) 867-0454......www.vermontcastings.com ..............23 Napoleon Products ....................................(800) 461-5581......www.napoleonproducts.com ..............7 NorthCape International..............................(708) 563-2890......www.northcapeinternational.com ......29 Omega Mantels ........................................(877) 254-3965......www.omegamouldings.com ............63 Outdoor Lifestyle ........................................(800) 294-4758......www.olfurniture.com ........................2

Olympia Chimney Supply............................................................................59 Omega Mantels ..................................................................................49, 53 Onward Manufacturing ..............................................................................59 Outdoor Lifestyle ..................................................................................51, 54 OW Lee ............................................................................................44, 52 Oxford Garden ..................................................................................51, 54 Palm Springs Rattan....................................................................................59 The Rug Market ........................................................................................61

OW Lee ..................................................(800) 776-9533......www.owlee.com ............................15 Oxford Garden ........................................(877) 866-3331......www.oxfordgarden.com ..................11

Schou ......................................................................................................61 Selkirk Corp. ......................................................................................49, 55 Skyline Design ..........................................................................................61

Selkirk Corp. ............................................(800) 992-8368......www.selkirkcorp.com ......................37 SunBriteTV ................................................(866) 357-8688......www.sunbritetv.com ........................33

SunBriteTV ..........................................................................................54, 56 Treasure Garden/Shademaker ..............................................................55, 58 TUUCI ....................................................................................................57

Treasure Garden/Shademaker ....................(626) 814-0168......www.treasuregarden.com ................21 Two Dogs Designs for Outdoor Living ............(866) 896-3644......www.twodogsdesigns.com ..............36 Wittus......................................................(914) 764-5679......www.wittus.com ............................49 ZipJack Custom Umbrellas ..........................(914) 592-2000......www.zipjackumbrellas.com ..............47

Two Dogs Designs for Outdoor Living ......................................................49, 55 Walpole Woodworkers/ShadeFX Canopies ..................................................61 Wittus................................................................................................53, 55 WoodMaster ............................................................................................59 ZipJack Custom Umbrellas ....................................................................52, 56

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.

May/June 2010, Vol 5, No 3 Š 2010 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

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