Patio & Hearth Product Report May/June 2016

WINDWARD DESIGN GROUP

MILES INDUSTRIES/VALOR FIREPLACES

DCS BY FISHER & PAYKEL

www.patioandhearthproductsreport.com AGIO

Circle Reader Service No. 3

contents MAY/JUNE

Vo l u m e 1 1 , N u m b e r 3

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Features 8

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OUTDOOR GRILLING – ALL IN THE FAMILY

By Cheryl Dangel Bartolini

This retailer takes pride in being the quintessential mom-and-pop grill store in San Antonio.

GUEST EDITORIAL – INSIDE OUT

By Libby Langdon

A furniture designer and makeover television personality describes the inspiration behind her new outdoor collections, created for NorthCape.

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From contemporary to rustic, outdoor-furniture offerings this season appeal to a wide range of tastes.

SHOWROOM SHOWCASE – INSPIRING VIGNETTES

By Cheryl Dangel Bartolini

Taylor Creek’s eye-catching displays motivate shoppers to energize their own backyards with the latest outdoor offerings.

SPOTLIGHT – THE GREATER OUTDOORS

By Greg Thompson

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AS I SEE IT – SUN LOVERS

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By Sharon Sanders

Treasure Garden has played a major role in the outdoor-living industry by making fashion-driven shade products for more than 32 years.

MARKETING MANEUVERS – THE PERSONAL TOUCH

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By Cherise Forno

Wittus’ elegant and energy-efficient hearth products are popular with customers who pay attention to form and function.

By Kimberly Rodgers

On Deck Outdoor Living keeps customers happy with hands-on service and exceptional products.

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MY TURN – THE 3 PS

By Cheryl Dangel Bartolini

A focus on products, people, and personal contact has given Gensun Casual Living a strong competitive edge.

HEARTH RETAILER – HIGH-END HEARTHS

52

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PRODUCT INNOVATION – ON FIRE

By Sharon Sanders

Ortal’s North American market continues to expand as modern fireplaces gain popularity among consumers.

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CORPORATE PROFILE – WINDOW OF INNOVATION

By Greg Thompson

Seeing what you’re cooking is a lot easier with RH Peterson’s new grill window.

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INSIGHT – ONE HOT ACCESSORY

By Cherise Forno

A new rechargeable Looftlighter and the original version are must-have accessories for barbecue fans.

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

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PATIO & HEARTH PRODUCTS REPORT

LAST WORD – NO HOLDING BACK

By Kimberly Rodgers

NorthCape introduces six new collections as business booms for the furniture company.

By Sharon Sanders

Ambler Fireplace & Patio has built a reputation of offering high-quality products and novel customer-service amenities.

INSIGHT – EUROPEAN FLAIR

InEveryIssue 6

TRUMP Publisher’s Viewpoint

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INDUSTRY NEWS

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WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW

58 78 78

PRODUCT PROFILES

Edited by Kris Kyes

PRODUCT PROFILES DIRECTORY AD INDEX

Circle Reader Service No. 5

Publisher’s Viewpoint

Trump your business in your ad. If that name or logo

best combination uses dark text on a light

doesn’t make clear what the business does, the ad

background.

must do so. If the company’s name is simply

Ninth, fonts matter: Use mostly sans-serif

Carlson Corp., for example, the ad should call it

fonts, but not more than one or two fonts or

Carlson Corp. Hearth & Patio.

colors. Enlarged type can emphasize the most

Second, the ad must include a call to action

important copy.

THIS MESSAGE HAS NOTHING TO DO

and all necessary contact information. Tell cus-

WITH DONALD TRUMP, so why does it use

tomers what your business can do for them and

to read it, making sure that there are no spelling

that headline? It’s to demonstrate the importance

why (and how) they should contact you. An

errors—and that no information is missing or

of doing something creative or unique with your

example might be, “Call (555) 555-5555 to let us

incorrect.

advertising. The rule of thumb, with advertising,

turn your backyard into the oasis of your dreams.”

is that you have three seconds or less to capture the attention of a reader or viewer.

In this small amount of time, the headline, image, and ad copy need to be compelling enough to stop readers/viewers in their tracks. In

Third, add brief details covering what the

Last, ask someone who isn’t working on the ad

Advertising needs to be an essential component of your overall business plan. Effective

business offers and how it can help customers.

advertising introduces your company, products,

Keep this text short and simple, however, because

and services to new customers; reinforces your

it should be quick and easy to read.

message with current customers; reminds past

Fourth, add a photo (or other graphics). Based

customers about what your company has to offer;

today’s business and social climates (with their

on the visual and aesthetic nature of the patio,

helps support your sales/marketing efforts; greas-

torrential outpouring of messages), business own-

hearth, and outdoor-living industry, a picture is

es the skids for your sales force; and positions

ers need to think outside the box to penetrate the

certainly worth a thousand words.

your company against your competition.

noise with effective advertising.

VerticalResponse™, a Deluxe® Company

Fifth, choose the size for each piece of infor-

Just when you start to think that your business

mation based on its importance. Because an ad

can do without advertising, remember that doing

(San Francisco, California), put together a list, by

that uses the same size throughout is hard to read,

business without advertising is like winking at

Jenny Klimisch, of elements essential to creating

make the most vital information largest.

someone in the dark. You know what you are

an effective ad for a business of small to medium

Sixth, remember that less is more. Keep the ad

size. Many of the suggestions, originally made by

simple (and concentrate on what is useful) to

Klimisch and paraphrased here, are ideally suited

avoid overwhelming the reader with information.

for specialty retailers/dealers of patio, hearth,

Seventh, help readers understand your message

grill, outdoor-furniture, outdoor-kitchen, and

by using the ad’s space well. Instead of filling all

outdoor-living products. Some of Klimisch’s sug-

the available space with text and images, leave

gestions are well known (but well worth repeat-

some white space as breathing room.

ing), and others might be new information to some specialty retailers/dealers.

First, never fail to include the name or logo of

Eighth, ensure that the ad’s text is readable by using contrasting colors for the background and the ad copy. Because it’s easy to read, the

MAY/JUNE 2016

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PATIO & HEARTH PRODUCTS REPORT

doing, but nobody else does.

Tony Ramos tramos@peninsula-media.com

8Ê

1945

Circle Reader Service No. 7

Guest Editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

INSIDE OUT I’m absolutely thrilled to be partnering with NorthCape (Allsip, Illinois) to launch my first four outdoor collections: Dunemere, Moorings, North Haven, and Ridgewood. The first sneak peek at my new designs will be at the 2016 ICFA Preview Show™ in Chicago, Illinois, this July. It is truly a meant-tobe partnership.

As a speaker at a 2015 conference, I addressed trends in outdoor living, as well as my desire to design a line of outdoor furniture. After reading an article about my presentation, Buzz Homsy, president of Casual Classics, contacted me about identifying a casual-furniture manufacturer interested in sharing my vision for a Libby Langdon outdoor collection. Homsy introduced me to NorthCape, and after meeting the NorthCape team, I realized immediately that there was the potential for a strong, positive, and profitable partnership.

I wanted to create my own outdoor collection because I love to show people how to take advantage of their outdoor spaces. When I place multiple sofas, chairs, tables, ottomans, rugs, outdoor lamps, and accessories in large outdoor spaces, clients are amazed to see how much square footage they would have wasted if they had just added a couple of chairs and a table. The same is true for clients with smaller spaces; they discount what can actually fit there and are shocked when I’ve laid out the space to incorporate a full seating area (which looks twice as big).

I’m also excited to design items that I can’t currently find. When I look for a specific piece and cannot find it anywhere, I know it’s an item I should consider designing. If I’m looking for it, others probably are, too. I find it better to fill holes in the market than to become a trend chaser. People want to buy outdoor furniture that they will love for many years, not to follow a trend that doesn’t have staying power.

My experience in home makeovers allowed me to travel across the United States, seeing how people live and what they want in furnishings and

EDITOR

BY LIBBY LANGDON

Carol Daus cdauswrite@socal.rr.com

decor. My design process begins with one-on-one conversations with homeowners. Many clients prefer creating total outdoor-living spaces, complete with fire tables and fire elements that let them enjoy their outdoor spaces for more of the year.

I design outdoor spaces the same way I lay out indoor rooms: incorporating multiple conversation areas, comfy dining spaces where one can linger all evening, and deep seating lounge areas that evoke the feeling of indoor living rooms.

The most dynamic interior designs mix fabrics, textures, metals, wood, stone, and glass, and outdoor-living spaces can take a cue from this approach. My outdoor designs incorporate various materials in fresh ways.

I’m combining woven wicker with metal and glass tables, outdoor upholstered seating with stone or textured tabletops, and metal and heavily textured woven seating with soft cushion fabrics (paired with sleek material and wooden tables).

Mixed materials lead to unexpected looks and create dynamic collections that have depth and dimension. I’m also using some exciting new materials that I never even knew existed.

While working on my designs, I was mindful of offering consumers a smart price level. It’s great to partner with a company as established as NorthCape. It is known for providing high-quality, comfortable furniture at a fantastic value. I get to create new looks that NorthCape has never shown, introducing an original aesthetic at an affordable price.

It’s important for me to bring updated designs to this partnership. I hope this fresh point of view gives buyers a new conversation to begin with their customers. A high-end look (without the high-end price) strikes a chord with retailers, designers, and consumers.

I’m treating my NorthCape showroom as I would treat a client’s outdoor space. I want retailers to use my ability to mix and match items, colors, and materials to create a truly curated, cohesive, and focused design.

I want to help them take the guess-

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8

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com Libby Langdon

ASSOCIATE EDITOR

work out of finding what consumers seek. Each showroom vignette is based on a design job I’ve done in the past six months: These are real looks that clients have seen, loved, and chosen.

Often, retailers want to show products in sets, but consumers are looking for a stylish combination of pieces that work together, but aren’t matchy–matchy. Most of my clients don’t know how to mix and match items; that’s why they hire designers.

I’ve designed my collections to be interchangeable; a table from one can look fantastic with a chair or sofa from another. Outdoor decor and design today are all about blurring the lines between indoors and outdoors—and by mixing materials, you can create a seamless feel.

My exclusive outdoor-fabric design will only be available with my Libby Langdon collection. It’s the Groovy Gate pattern that I have used for my wallpaper, lighting, and accessory collections. Now, it will be available in fresh colorways for my outdoor-furniture collections.

My outdoor collections are transitional with a sleek, modern twist. My signature look is easy, elegant, everyday style, and my outdoor-furniture collections reflect that. I’m known for pairing clean lines with beautiful fabrics and colors—while offering comfort, quality, and value.

Nothing excites me more than when a buyer comes through my showroom and says, “I want to order this vignette just as it’s shown, with everything—the furniture, fabrics, and finishes.” This lets me know that I’m connecting with customers.

Kris Kyes

STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Jeffrey Kehl BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online:

Libby Langdon—designer, author, and national television personality based in New York, New York—has partnered with NorthCape (Allsip, Illinois) to launch four outdoor collections in July 2016.

PATIO & HEARTH PRODUCTS REPORT

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

DESIGN + PERFORMANCE

®

Sunbrella is a registered trademark of Glen Raven, Inc.

Circle Reader Service No. 9

S U N B R E L L A .C O M

NEWS

Industry

BY KRIS KYES

Shay Geyer of IBB Design Wins Castelle’s High Point Furniture Drawing ATTENDING THE SPRING 2016 HIGH POINT MARKET came with an added benefit for Shay Geyer of IBB Design (Frisco, Texas). Geyer, a designer since 2001 and a furniture buyer, was the winner of the Trento sling dining set given away by Castelle®. Registration took place throughout High Point Market, allowing all designer visitors to the showroom a chance at the dining set (valued at $ 7,735). There was ample competition for the prize, as the Castelle showroom experienced record-setting attendance during the April market.

Steve Lowsky, CEO, says, “Pride Family Brands was thrilled with the expanded showroom traffic at this market and the positive response from design-

ers to our luxury outdoor-living products.

Designers visiting the showroom were able to experience our latest introductions and our growing slate of luxury contemporary deep seating and dinShay Geyer ing collections, as well as the business potential that the outdoor segment offers designers and full-line furniture retailers.”

All design-professional visitors to the Castelle

The Trento sling dining set

showroom were given the chance to enter the drawing. Attendees of Barclay Butera’s outdoor-living seminar (sponsored by Castelle) also were eligible to register.

Pride Family Brands Plans for Its 2017 Collections

Brown Jordan International Announces Leadership Changes

PRIDE FAMILY BRANDS HAS ANNOUNCED THAT DESIGN plan-

WITH ITS LARGE PORTFOLIO

ning for its 2017 new-product debuts is on track to add, once again, multiple collections and hundreds of new items. Pride Family Brands is known for the depth of its introductions each season. To this end, its design and management teams recently met in the company’s manufacturing facilities in San Jose, Costa Rica, for a week-long 2017 new-product forum. At the gathering, Pride Family Brands’ management prototypes of 2017 products set for introduction during the team works on 2017 products upcoming summer markets were unveiled.

Steve Lowsky, CEO, says, “Each season, we hear that retailers visit the Pride Family Brands showroom first because of the volume and diversity of product introductions. This year, once again, our team will not disappoint.”

Petey Fleischut of Casual Marketplace (Hockessin, Delaware) says, “This showroom is absolutely a first stop for us.” A similar sentiment was expressed at a recent market by Arash Amini of Amini’s (Chesterfield, Missouri). He says, “We love the product; that is why we’re always back and early.”

Pride Family Brands Participates in Educational Forum recently held a Lunch and Learn event about outdoor rooms for design professionals. Presentations were made by Norman Hamilton, vice president of sales for the designer category and vice president of corporate marketing, Castelle/Pride Family Brands, and Marcia Blake of Sunbrella®. Presentations included Opportunities in the Outdoor Room for Designers (made by Hamilton) Design professionals listen to and Explore the Possibilities With Performance Fabrics (made by Blake).

Norman Hamilton’s overview “Castelle is honored to have been asked to participate in this designof outdoor rooms professional function,” Hamilton says. “Today’s furnishings and fabrics for the outdoors continue to advance in sophistication and style, creating a greater need for education on the options and business opportunities available.” Hamilton’s presentation included statistics on the growth of the outdoor category, as well as the dynamics of what is involved in today’s outdoor living—including function, fashion, and features.

DESIGNER’S PATIO (DALLAS, TEXAS)

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PATIO & HEARTH PRODUCTS REPORT

of successful luxury outdoor-furniture brands, Brown Jordan International has created a new organizational structure for its two largest brands, Brown Jordan and Tropitone. These changes are expected to improve expertise and efficiency in the company’s sales and marketing functions.

Established since 1945 and 1954, respectively, the Brown Jordan and Tropitone brands have a heritage of delivering high-quality products to discriminating outdoor consumers.

John Mattson has been promoted to the position of group vice president of contract sales, and Frank Verna has been promoted to the position of group vice president of retail sales and marketing. “Brown Jordan and Tropitone are two great complementary brands that cover a broad portion of the market in both the retail and contract channels,” Mattson says.

Both Mattson and Verna will report to Johnny Simpson, president of the Outdoor Living Group for Brown Jordan International.

The Outdoor Living Group consists of the Brown Jordan and Tropitone brands.

“Combining these functional areas will drive our expertise and improve our service to the customer, making our company stronger,” Simpson says. In addition, Brown Jordan International promoted Steve Elton to the position of chief brand curator and Bill Brown to the position of vice president of product ideation, both representing the Brown Jordan brand.

outdoor merchandising and on the financial impact of adding casual products to merchandising mixes; and product demonstrations, floor parties, and more. For more information, visit www.lasvegasmarket.com.

Agio Expands Domestic-fulfillment and Warehouse Program AGIO HAS LAUNCHED

its new domestic-fulfillment and warehouse program, which is intended to meet the demand for the company’s brand name and product line. The 2016 Sunset rockers are offered through Agio’s domesticdomestic program fulfillment program allows qualified buyers to carry selected Agio collections without a container requirement or minimum order. Agio’s sales representatives will coordinate this program with buyers in their territories.

“Over the years, we have had so many requests for orders less than a container that we have had to decline. Next came e-commerce companies that wanted our brand. Now, we don’t have to turn these customers away,” Andy Sokol, Agio’s vice president for sales, explains.

Agio’s initial domestic-fulfillment program began last year, with just four collections offered through a national distributor. For 2016, 12 collections will be available. Program sets range from comfortable deep seating groups and casual bar and dining sets to firepit chat groups and rocking-chair sets. For this new program, Agio has contracted Shelba Johnson Trucking for warehousing, trucking, and fulfillment services and will self-manage inventory levels.

Retailers who are already container buyers may also use the program to balance inventory or to place in-season orders, which can be shipped on an as-needed basis. “This is an opportunity for retailers to get involved with Agio from the ground floor and build their programs with some of our most popular collections,” Sokol says. “This is also a great opportunity for the decorators and project managers who love and want our product now to serve their clients.”

Casual/Outdoor Category Expands at Las Vegas Market LAS VEGAS MARKET™ reports that

commitments from Napoleon Grills and Casual Classics Furniture Group have fueled category momentum for the casual/outdoor category. The casual/outdoor area will mark its first anniversary at the summer market (July 31 through August 4) with two near-capacity floors devoted to the category—augmented by a series of outdoor-specific programming for buyers and suppliers.

Buzz Homsy, director of Casual Classics, says, “The casual offering at Las Vegas Market is growing, and the organizers have done an outstanding job of attracting some of the greatest names in the outdoor industry. A lot of casual buyers, especially out West, are starting to come to this market, in addition to the large number of furniture buyers already attending.”

Scott Eckman, executive vice president of marketing and furniture leasing for International Market Centers, says, “Last summer’s launch of C12

Sunbrella Receives Platinum Award in ADEX Competition THE SUNBRELLA® 2016 UPHOLSTERY COLLECTION was honored

and C13 was a home run. Buyers appreciated the ability to shop two contiguous floors dedicated to casual and outdoor in permanent and temporary spaces. They liked what they saw. This summer, we’re giving them even more to choose from, with new tenants and the addition of complementary categories, such as grills: a great fit with outdoor that continues to see high demand.”

Napoleon will debut at Las Vegas Market in a new 1,194–square-foot exhibit space on C13. It joins more than 30 casual and outdoor temporary exhibitors showcased on C13.

Together, floors C12 and C13 present some 250,000 square feet dedicated exclusively to the outdoor category.

Casual Classics will bring its members to the market to network, learn, and shop. The 100% memberowned group represents more than $22 million in combined wholesale volume. In addition to its growing representation for the category, the summer market features dedicated programming for retailers, including keynote presentations; sessions on

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with a Platinum Award in this year’s ADEX Awards. The 2016 additions to the upholstery collection emphasize design simplicity, with new bright colors and natural-inspired neutrals. The new introductions include seven fabric groupings drawing attention to vibrant colors and patterns, as well as textural neutrals.

Greg Voorhis, design director for Glen Raven Custom Fabrics (maker of Sunbrella fabrics), says, “With these new fabrics, we’re mixing two ends of the spectrum—bright to muted, old to new—and showing how they can come together to create beautiful, unassuming design. We are proud to see our design perspective honored in the ADEX Awards.”

The 2016 upholstery collection includes Stripes, featuring classic stripe patterns in a variety of bold, bright colors that pop when mixed and matched as decorative pillows on white upholstery; Wisteria, which

evokes the feeling of spring through delicate shifts in color and texture; and Regatta, which transforms any room into a seaside paradise. The collection also contains Mist, featuring textural neutrals showing just how beautiful going back to basics can be; Emerald, featuring fabrics that are modern (yet classic) and tantalizingly fresh; Meridian, a subtly textured solid with a soft hand; and Cast, an understated solid showcasing heathered yarns that provide a sense of texture.

Fabrics in the Sunbrella upholstery collection are available through the Sunbrella kiosk program, which features a variety of Sunbrella fabrics.

Kiosks are available for patio and specialty stores, as well as selected indoorfurniture retailers.

Z Capital Partners Acquires Twin-Star International has acquired Twin-Star International Inc. (Delray Beach, Florida). Twin-Star designs, manufactures, and markets a broad line of decorative electric fireplaces, heaters, home furnishings, and consumer electronics. With a track record of cutting-edge innovation, exceptional product quality, and outstanding customer service, the company has achieved the leading market position in the growing electric-fireplace category and is the Z CAPITAL PARTNERS LLC

Wittus–Fire by Design and ETE EmTechEngineering Design Unique Stove WITTUS–FIRE BY DESIGN (Pound Ridge,

New York) and ETE EmTechEngineering (Leipzig, Germany) teamed up in April to compete in the Pellet Stove Design Challenge at Brookhaven National Laboratory (Long The Pellwood stove by Wittus and ETE Island, New York).

EmTechEngineering Hosted by Alliance for Green Heat and New York State Energy Research and Development Authority, the competition was created to encourage innovation in residential heating.

The Wittus/ETE EmTechEngineering stove, the Pellwood, was a clear winner, achieving the cleanest burn rate overall and the lowest emissions (less than 0.5 grams per hour). The Pellwood can burn pellets or cordwood, so if pellets are not available or there is no power, wood can be burned with highly efficient results. Pellets can also be used during the day, when no one is at home, and wood can be used at night (for a cozy, dramatic effect). The competing pellet stoves were judged and tested in categories that included highest efficiency, cleanest burning, most innovative, and best value.

PATIO & HEARTH PRODUCTS REPORT

IndustryNEWS tion consistently.

In addition, Twin-Star prides itself on delivering the safest products in its industry, and it is in the forefront in innovation, with patent-pending fireprevention technology. Safer Plug and Safer Sensor, which are designed to prevent electrical fires and the overheating of electrical products, are integrated into brands such as Duraflame, ClassicFlame, and PowerHeat. Z Capital plans to expand Twin-Star’s established retail platform into additional channels, including homebuilding, hotels and lodging, and commercial markets, as well as into new geographic areas.

Richard Frinier Earns Gold Award in ADEX Competition DESIGNER RICHARD FRINIER was honored with

a Gold Award in this year’s ADEX competition for his Caravan collection of Sunbrella® fabrics.

Greg Rosendale, residential market manager for Glen Raven Custom Fabrics (maker of Sunbrella The Caravan collection by fabrics), says, “We’re proud to be partnered with Sunbrella® Richard Frinier and congratulate him on this new accolade for his continued design leadership. The Caravan collection of Sunbrella fabrics represents an ideal fusion of design and performance—attributes in which we take pride.”

Frinier, who has spent more than 30 years designing high-end furniture and fabrics, drew inspiration for this collection from an extended stay in Morocco. The Caravan collection comprises an assortment of rich, textural constructions and authentically styled and colored patterns reminiscent of vintage Moroccan rugs.

“Morocco represents one of my most memorable adventures in design inspiration, and that translated beautifully to my Caravan collection of Sunbrella fabrics,” Frinier says.

ICFA Initiates Plans for 2017 Educational Conference THE INTERNATIONAL CASUAL FURNISHINGS ASSOCIATION (ICFA)

IN MARCH, BROWN JORDAN OUTDOOR KITCHENS

received the Best Kitchen An outdoor kitchen by Brown Jordan Outdoor Kitchens Award from a panel of esteemed judges at the International Furnishings and Design Association (IFDA) show in New York, New York. According to the IFDA, Brown Jordan Outdoor Kitchens’ commitment to bringing luxury to the outdoors by way of offering color, style, and design was one of the many deciding factors in recognizing the company. In addition, Brown Jordan Outdoor Kitchens’ ability to blur the line between indoors and outdoors captured the attention of Dwayne Clark, senior director at Dwayne Clark Interior Design Management Group.

“In an industry where color and texture seem to be paramount in interior design, it fascinates me that an outdoor-kitchen experience has made the leap into taking the indoors out,” Clark says. “Also, the technology and manufacturing capabilities involved with creating an outdoor kitchen resonate with me. Those reasons influenced my decision to select Brown Jordan Outdoor Kitchens.”

Mitch Slater, president of Danver Stainless Outdoor Kitchens (exclusive licensee of Brown Jordan Outdoor Kitchens), says, “We are thrilled to be announced as a winner of this prestigious award. We appreciate the overwhelming support of the IFDA, as well as the judges who consider us an industry leader in the kitchen category, both indoors and outdoors.” primary supplier to many retailers across North America.

Twin-Star’s energy-efficient products are designed to provide a more economical and environmentally cleaner alternative to traditional wood- and gasburning fireplaces and to heat commer-

ATLANTA OUTDOOR; STEVEN WHITSITT PHOTOGRAPHY

Brown Jordan Outdoor Kitchens Wins IFDA Best in Show Award

cial and residential areas safely and efficiently. Twin-Star maintains a worldclass dedicated supply-chain infrastructure in Southern China that provides a distinct competitive advantage and enables it to ensure the highest-quality sourcing, manufacturing, and distribu-

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has begun work on its first educational forum, slated for February 14 through 16, 2017, at the Hotel Valley Ho in Scottsdale, Arizona. Gary McCray, president of Klaussner Outdoor and 2016 chair of ICFA, says, “ICFA’s 2017 conference, Navigating the Future, will combine giving our members educational content that they can put to work immediately in their businesses and providing networking opportunities across our industry. In keeping with our focus on participation, the event is being planned by our conference committee of retailers, sales representatives, manufacturers, and suppliers with an eye toward actionable content presented in a very inviting setting.”

Marcia Blake, merchandise manager at Glen Raven Custom Fabrics, and Debbie Stegman, president of Elegant Outdoor Living (Bonita Springs, Florida), are cochairs of the conference committee. Noting that the program combines expert speakers and group breakout sessions, Blake adds, “The conference committee is planning to provide rich educational content for business-practice ideas, marketing, technology, and sales/recruiting, and it will also help facilitate collaborative discussions between retailers, manufactures, sales reps, and outside vendors.” In addi-

PATIO & HEARTH PRODUCTS REPORT

tion to the classroom sessions, the agenda offers a golf event and a retail tour of area outdoor-specialty stores.

ICFA Creates New Salesrepresentative Council TO SERVE ITS INDEPENDENT MEMBERS

better, the International Casual Furnishings Association (ICFA) has created a new sales-representative council to provide insight and advice to ICFA’s board of directors.

Bryan Echols, a sales representative in Bryan Echols Concord, North Carolina, and a member of the board, will serve as 2016 chair of the council.

Gary McCray, president of Klaussner Outdoor and 2016 chair of ICFA, says, “One of our goals for ICFA has been to increase participation in our association.

The formation of the sales-representative council offers this key segment that opportunity.”

Members serving three-year terms on the council are Mark Cannon (St. Charles, Illinois); Victoria Dawson (Huntington Beach, California); Ed Hatton (Lexington, Kentucky); Claire Walvick (Gorham, Maine); and Saara Wissbaum (Copperapolis, California).

Members serving two-year terms are John Balch (Murfreesboro, Tennessee); David Digirolamo (Dublin, California); Andy Hamilton (Dallas, Texas); Justin Pfahl (Parkland, Florida); and Charlie Smith (La Quinta, California).

The council is hosting an afterhours mixer from 5:30 to 7:30 p.m. on July 13 (during the ICFA Preview Show™) at Moe’s Cantina River North, 155 W. Kinzie St., Chicago, Illinois. ICFA members and prospective members are invited.

Weilburger Coatings Expands Into the United States INCORPORATING IN THE UNITED STATES as Weilburger North America

Inc., Weilburger Coatings GmbH is making a strong effort to expand into the U.S. hearth, patio, and barbecue industries with its line of high-temperature coatings. The initial focus will be on the Senotherm® Classic line (a standard quick-dry, solvent-based, high-temperature coating) and the

Twin-Star International Receives Five ADEX Awards

Evosus Business Management Software Launches New Mobile Service App

has once again been acknowledged as an award-winning manufacturer of fine-quality home furnishings and small electrical products. This year, five products were given Platinum ADEX Awards, bringing Twin-Star’s total to 25 Platinum ADEX Awards since 2006.

Twin-Star has also received 16 Gold and 12 Silver ADEX Awards over the past 10 years. The Platinum Awards were earned by the new PowerHeat patent-pending electric-lantern heaters, which come in indoor and outdoor options; the new patent-pending PowerHeat 3D flame-effect electric stove heater; a Bell’O open-architecture media console with built-in Bluetooth Bell’O digital speakers; the Bell’O digital sound-bar shelf; and a sleek, white ClassicFlame modern television stand with an electric fireplace.

TWIN-STAR INTERNATIONAL

Twin-Star’s PowerHeat 3D electric stove

Senotherm UHT series (an easy-to-apply NonSmoker® coating).

Weilburger Coatings is the leader in high-temperature coatings in Europe and is growing significantly. It has production facilities in Germany, Italy, France, Poland, China, India, and Brazil. Given that China produces many of the parts used in the North American hearth/patio market and that Weilburger has production facilities located in Southern and Northern China, Weilburger is ready to be a full-service vendor for North American customers.

To facilitate shipments and supply its customers, Weilburger North America has contracted Doug Willis

EVOSUS® BUSINESS

Software, maker of an all-in-one software program designed specifically for the hearth/home indusEvosus Mobile try, has launched a new Service version of its popular mobile service app for field technicians. Evosus Mobile Service empowers field technicians to find job information quickly, review customers’ work history, and close out jobs.

The app syncs in real time with back-office information, including job notes and pictures. It even has an offline mode for use in case technicians are out of cell-signal range. Evosus Mobile Service is currently live with over 100 companies throughout the United States and is available for Android, iPad, and iPhone. Learn more through Evosus webinars: Check dates at www.evosus.com/ services/mobile-service/.

MANAGEMENT

of Willis & Associates in the Northwest to provide warehousing services. Dan Geiter, a longtime OEM supplier to the hearth/patio industry, has invested as one of the principals.

“I met the Senotherm people at the 2013 HPBExpo,” Geiter explains. “At that time, I thought they had something with their Non-Smoker paint. I kept in touch with them over the next couple of years, and they made a test entrance into the U.S. market. Now, there is a U.S. company to build the business, with a midterm goal of installing a coating production line locally. In my mind, the future holds great promise for this company.”

I T A L I A N

D E S I G N

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W O R L D

continued on page 77

C L A S S

P E R F O R M A N C E

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

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Circle Reader Service No. 13

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PATIO & HEARTH PRODUCTS REPORT

THE GREATER OUTDOORS Specialty retailers benefit by carefully selecting furniture lines that appeal to the needs and emotions of savvy customers. BY GREG THOMPSON

T

1

Spotlight

he outdoor-furniture segment is growing quickly, but hitching your business to a shooting star is no easy task without a product-focused strategy. Rory Rehmert, senior vice president of sales and marketing for Pride Family Brands (Hollywood, Florida), believes that dealers are occasionally so eager to get anything onto the floor that they fail to ponder all the possibilities.

“Growth is fueled by selecting the right brands, as well as the correct collections,” he says. “Retailers need to evaluate their customer bases and make decisions for expansion into new sales demographics.”

According to Rehmert, the overall out-

gory, which should “entice retailers to carry luxury cast-aluminum furnishings such as those from Pride Family Brands,” he says. “These buyers, being drawn to custom looks, do not mind paying for them. By presenting the many options and design possibilities available, retailers will ultimately see sales success.”

Mike Gaylord, vice president of sales for Agio, USA (Virginia Beach, Virginia), agrees that presenting several vibrant furniture options is crucial because, he says, “The consumer who is out there now is not the consumer of five years ago. These people are shopping smarter. They’re seeing a lot more on the internet and on television shows, and they are engaging in Pinterest and Etsy.”

Customers who take the time and effort to enter brick-and-mortar shops want to see something new, different, and exciting. “It can’t be the same old same old,” Gaylord says.

“Retailers must branch out: It’s important to be innovative and continue to be a trendsetter, a leader, and a destination location for new ideas.

The only way to do that is to step outside your comfort zone.”

2

3 door category has seen almost 70% growth over the past decade, in comparison with other home categories. While it might not be the largest segment, sheer speed of growth indicates renewed interest among consumers, with many experts predicting that demand will con-

tinue to increase for the foreseeable future.

The coveted high-end demographic is a large part of recent and predicted growth, and these customers are willing to pay for highquality goods. Rehmert explains that research shows growth in the high-end consumer cate-

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PATIO & HEARTH PRODUCTS REPORT

1. The Del Mar collection from Agio 2. Pride Family Brands’ Park Place sectional seating 3. Kingsley-Bate’s Culebra collection

Offering a range of styles (from contemporary to rustic) is essential because tastes vary radically. Even styles that appear to veer off the popular radar might come back, with updated marketing. As Brian Blakeney, vice president of sales and marketing for KingsleyBate™ (Manassas, Virginia), points out, “Occasionally, you might have retailers who have tried a product or category that has underperformed, and they’re reluctant to try it again. When this hap-

4. The Generations collection from Lloyd Flanders 5. The Luna collection from OW Lee 6. 2016 Belize deep seating from SunVilla 7. The Sanibel collection from Windward

4 5

pens, our job, as the manufacturer, is to work with them to help identify where things went wrong and offer guidance to get them back on track.”

Carrie Morales, executive vice president of Windward

Design Group®

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(Sarasota, Florida), believes that customers “need a reason to continue shopping between their big purchases,” she says, and the reason must come in the form of new categories, products, trends, and options.

She adds, “Leading specialty retailers are much more in tune with what’s going on in our industry regarding new materials, designs, and fabric options—more so than the big-box and catalog companies—so it’s important to keep that advantage.”

One way to maintain that advantage (and to keep sales creeping upward) is to introduce new categories boldly. Leisa Rogers McCollister, marketing manager for OW Lee (Ontario, California), has seen the practice work for dealers throughout the country.

“New categories are a catalyst for growth,” she says. “If you don’t grow and change as a business, you will get stale, and your sales will suffer.

Outdoor furniture is such a coveted item for consumers right now that it would be a natural place for growth for an indoor-furniture or hearth store.”

She continues, “To those getting

PATIO & HEARTH PRODUCTS REPORT

into outdoor furniture: Do your research on the lines you plan to carry, and use the manufacturer’s rep for guidance on how to do outdoor right.

For retailers already in the game and hesitant to carry new products, I can understand how it may be hard to give up floor space from something you know for the unknown—but once again, it comes back to offering customers something fresh and new and to making them excited about outdoor furniture.”

Matt Weiss, senior vice president ™ SunVilla Home (City of of Industry, California), understands the hesitation to carry new products. His company’s domestic warehouse provides one way to ease the risk of trying something new.

Weiss explains, “Having a domestic warehouse helps to address the costs involved in inventory investment. We want it to be simple to do business with SunVilla, and we try to make it easier by having warehouses that allow retailers to test the waters before they jump in with both feet. I would also say, however, that if you are planning on making any category work, it will take a commitment to make that happen.”

Lou Rosebrock, senior vice president of sales and marketing for Lloyd Flanders® Inc. (Menominee, Michigan), regularly sees dealers who are looking for products that competitors don’t have. Lloyd Flanders has responded by offering innovative seating configurations, such as curved sectionals and sunbeds, with coordinated fire features. Rosebrock explains, “Retailers are more open to taking chances at retail because it’s becoming more and more important to create exciting floor presentations that set retailers apart from their competition.”

Rob Robinson, public-relations manager for Summer Classics (Pelham, Alabama), compares the outdoor-furniture segment to the constantly changing world of clothing design. “We’re in the fashion industry,” he says. “Many retailers who aren’t changing their product offerings to

1. Summer Classics’ Lattice collection 2. Catania from Winston

Spotlight

1

2 follow changes in consumer tastes are finding tough sledding in the market.”

WHAT’S NEW

Winston® Furniture Company (Haleyville, Alabama) introduced a beautiful collection for 2016 called Catania. This old-world design, offered in sling, padded-sling, and cushioned deep seating versions, has far exceeded expectations for dealer placements, and the company reports that it is selling well.

It’s one thing to offer beautifully designed, well-built collections, but a lack of timeliness can disrupt dealers’ inventories and affect sales. Steve Herenlip, vice president of sales and marketing for Winston, has addressed this by introducing a quick-ship program for 2016.

The quick-ship program starts with Winston’s venerable Key West padded-sling collection. Although this collection is offered outside the quick-ship program for ordering in all available fabrics and finishes, the structure of this program has been streamlined for maximum efficiency.

“For this particular program, we offer one finish, one acrylic fabric for the front, and one coordinating sling fabric for the back,” Herenlip says.

“All SKUs in the Key West padded-sling collection are in the program, including an offering of dining and high dining tables. The program has been executed well, and the furniture ships in

five working days.”

A strong reception and early signs of product sell-through cause Herenlip to predict that other collections will be added to the quick-ship program over the coming seasons. Compelling designs with broad dealer support continue to foster a growing group of highly successful products, particularly in the deep seating category. Deep seating is part of a company mission to highlight comfort, value, and flexibility for customers.

Herenlip says, “We emphasize special-order capabilities as well, which are not counter to the quick ship program, but are still a major part of our business model. Mixed media (such as woven materials with aluminum) have been strong, and we see that as a continuum, as we go down the road, for coming seasons.”

With each season bringing new possibilities, all dealers, Herenlip believes, need to continue thinking about marketing to millennials, in addition to the familiar over-40 demographic.

He says, “Dealers need to see products that are relevant, and that responsibility falls on us, as vendors and manufacturers, to present to dealers products that millennials will want to buy.”

Summer Classics recently introduced its White Label collection, a high-end, eclectic line of outdoor furniture with selective distribution.

“The White Label collections are designed to mix together, and each product has a hybrid mix of materials,” Robinson says. “The Coast collection is a modern design using grade A teak, stainless steel, and Batyline® sling material. This is a new and fresh direction for Summer Classics, and our customers are excited about it.

White Label is hot. The collections (Bali, Malta, Sahara, Ocean, and Tack) all mix together well and offer our customers an alternative choice

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PATIO & HEARTH PRODUCTS REPORT

that can’t be shopped.”

Other hot sellers are the company’s new and distinctive end tables and coffee tables, which are made from aluminum and Superstone. The tops are made with a five-layer, transitional-style mineral-coated surface in two colors. Several sectional sofas were also added to the line, including a serpentine sectional design that fits nicely with Summer Classics’ Club woven collection.

“New finish colors, such as slate gray and oyster, are popular,” Robinson adds. “Bentley is a new group upholstered in resin wicker over reticulated or expanded foam. It doesn’t have a cushion, but it has an excellent soft sit.”

Windward is promoting its new Sanibel marine-grade polymer (MGP) sectional, as well as an MGP firepit. Morales attributes the success of the sectional to its versatility, which allows it to fit in many different outdoor spaces.

Attractive design has also contributed to the sectional’s appeal.

Morales explains, “We featured the cushions on this set (with contrasting welts) at our open house in August 2015. Since then, we have seen 90% of the orders come in with contrasting welts, so it’s safe to say that people are liking this extra design flair. The MGP firepit is our first step into the fire market, and we’re extremely pleased with how well it has done. We are finalizing new firepit introductions for the 2017 season.”

Fire remains high on customers’ wish lists at Agio, and the company’s designers are responding with new creations that they believe will enhance consumers’ outdoor enjoyment this season. In addition to Agio’s traditional chat sets, more dining-table configurations will be featured, as well as strip burners, columns, and “what you might call accent fire,” Gaylord reports.

He continues, “We’ll also be coming out with some larger firepits and more in the bar-height collections. Our Franklin and Davenport collections are both doing extremely well. They were new introductions for the 2015 season, had a great reception at the shows, and retailed really well. We’re in our second season with these collections, and the reason each continues to grow is that lifestyle look they provide. The rusticcontemporary feel is something that continues to display and retail extremely well.”

Excitement is high at OW Lee, where 2016 collections Bellini (Italian inspired), Luna (with a Moroccan look), and Sol (modern rustic) are attracting consumers. The collections have “a lot of scrolls, and are very OW Lee,” Rogers McCollister says. Luna and Sol are sister collections and can be mixed and matched.

“Luna has a more Moroccan feel, and Sol has more of a modern-rustic lodge style,” Rogers McCollister explains. “The Luna and

Circle Reader Service No. 17

Spotlight

Verge chaises from Brown Jordan

Sol collections contain plush club dining, which provides the customer some versatility. We also introduced a lower occasional-height firepit that has been very hot. They are the perfect height to pair with lower, more modern furniture. These firepits are too short to accept a standard-size propane tank, but we offer two different types of tanks—and of course, they can be converted to natural gas.”

Cushion upgrades followed to improve the comfort and durability of seating products.

According to Rogers McCollister, OW Lee added Plush Comfort® inserts to most of its deep seating cushions to provide an extra level of comfort. The inserts contain an indoor foam core wrapped in waterproof fabric and topped with an outdoor faux-down material.

“We also began using a different kind of thread, made from the same material as Teflon®,” Rogers McCollister adds. “This thread will not break down due to chlorine, sun, or bleach. We feel that the thread we use should keep up with the outdoor durability of the fabric. The seam has always been a weak point in the cushion for long-term wear and tear—but now, it is not.”

At Pride Family Brands, Rehmert is most excited about the addition of sectionals in contemporary and transitional designs.

Introductions include fire features, new tabletop and base designs, contemporary finishes, woodlike handpainted applications, and contract furnishings with stackable units.

The presentation of modern lines is a concept that Pride Family Brands has been growing, but Rehmert believes that it came into full bloom this year, with five new contemporary collections—as well as contemporary seating styles and finishes. “The use of linear elements in each of the seating and lounging pieces creates a clean and fresh look that is attracting high-end consumers of every age,” he says.

In the same vein as Pride Family Brands’ Icon fire feature (a winner of the International Casual Furnishings Association’s 2015 Design Excellence Award) are Icon outdoor-dining tables, added for 2016. Coupled with new twotone powder-coat finishes, a woodlike look is front and center on the tabletops. Rehmert adds, “The Live Edge tabletop, constructed of cast aluminum in a rough-hewn woodlike slab design, has been an extraordinary hit with retailers.” The design fits with contemporary seating, but it’s

also found a home with Northern retailers looking for a tabletop design with rustic appeal.

While the competitive environment continues to heat up, Brown Jordan® (El Monte, California) is working with renowned designer Michael Smith to offer a new line of aluminum furniture. According to Stephen Elton, chief brand curator for Brown Jordan, the Smith collaboration has been going on for four years, and dealers will soon be able to get their hands on the goods.

Meanwhile, Elton is keen to address Brown Jordan’s core mission of satisfying retail specialty stores. With that in mind, recently introduced collections feature innovation, “but they are more attainable in price range,” he says, and are designed for ease of distribution.

“The first collection is called Pasadena because it was our 70th anniversary last year, and we originated on Green Street in Pasadena,” Elton says; he is a 25-year employee of Brown Jordan. He adds, “The designer was John Caldwell, who started with us at age 17 and worked for Robert Brown.

The collection is a sling, with the profile emulating the Brown Jordan logo that we have had since the late 1970s. That collection has done particularly well.”

Another furniture group is a cushioned seating and dining collection that harks back to the 1950s. The Midcentury Modern collection (called Verge) allows purchasers to pick fabric and sling colors. “I think the brand has credibility among consumers. It’s true that sometimes we are stigmatized by price, but if you really look, we do have price ranges all over,” Elton adds.

Weiss has several reasons to be excited about the coming season at SunVilla, thanks to multiple firepits and fire tables currently being introduced to retailers. “There seems to be a desire for upper-end design and performance, when it comes to firepits,” he says. “We are also excited to offer domestic warehousing for all of our products. With warehouses on the West Coast, in the South, and on the East Coast, we are able to serve the entire country quickly. We feel that this allows retailers to use our warehouses to help with inventory control on their end.”

SunVilla’s mixed-media collections, such as Somerset and Biscay, have done well, and a resurgence in extruded collections has ensured that SunVilla products don’t spend long in those warehouses. “Deep seating is leading the way for sales,” Weiss adds, “and firepit chat sets seem to

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PATIO & HEARTH PRODUCTS REPORT

be the biggest avenue of growth.”

The new Generations collection at Lloyd Flanders has been a best seller, thanks largely to its fresh take on classic designs that also offer a more contemporary presentation for the retail floor. “Lloyd Flanders’ Elements modular collection is also selling very well,” Rosebrock says.

“This continues to reflect the demand for clean lines and classic design. As the interest in outdoor living and entertaining continues to increase, so does the demand for the expansive and functional sectional and modular seating collections—and larger dining tables (for eight to 12) are also selling well.”

TRENDING NOW Agio consults a variety of sources when designing collections—taking into account field visits, online consumer comments, Pinterest, and Facebook, as well as proprietary trend research.

Agio, Gaylord says, uses a research company to decipher where global trends are appearing and how they might translate to the outdoor-furniture industry.

“Dealer visits and feedback sessions from retail partners are also integral to building greatlooking collections that sell well and deliver good value. The lesson for manufacturers is to get out, visit dealers, be in their stores, and listen to their input. To understand the retail markets, do your retail reconnaissance: That’s where the best information and ideas come from,” he says.

Whether companies choose to follow trends or attempt to start them, Blakeney says, it never pays to stray too far from old favorites. For example, the wicker creations at Kingsley-Bate continue to do well, even as various trends come and go.

Blakeney explains, “Although wicker is a mature category, and many manufacturers offer it, our growth in this area continues to be exponential. I credit this to putting out an excellent-quality product, with great designs, at a very good price.”

He continues, “There is an interest in products made from either natural materials or materials that look organic. I’m specifically referring to wood and wicker products. These days, nearly every retailer sells some form of these products, and an increasing number of manufacturers are trying to offer them. This is different than it was just a few years ago, when other materials (such as cast aluminum) overshadowed everything else.”

What about all the hype surrounding modern design? Blakeney believes that its promise is finally being fulfilled. “For at least 15 years (and perhaps longer), people in our industry have been proclaiming that modern design is finally going mainstream,” he says, “but this never really materialized, other than in urban markets. That, however, has changed. The next generation of consumer is more interested in modern style— and not only in urban markets. Modern design is now mainstream, and it is here to stay.”

SIENA|WROUGHT IRON

CHICAGO MERCHANDISE MART #1598 | LAS VEGAS WORLD MARKET CENTER #C-1301 WWW.OWLEE.COM | 800.776.9533 | Since 1947 | Manufactured in the USA © OW Lee Co., Inc. Ontario, California

Circle Reader Service No. 19

Marketing Maneuvers

THE PERSONAL TOUCH On Deck Outdoor Living delivers first-rate service that keeps customers coming back for more.

BY KIMBERLY RODGERS PHOTOGRAPHY BY JOSHUA QUEENER

B

ordering the Great Smoky Mountains in Eastern Tennessee, the town of Dandridge is surrounded by beautiful views, lakes, and waterways. Dandridge is also where the Royster family decided to put down roots and open its specialty retail store, On Deck Outdoor Living.

Randy Royster’s career began in 1983, in Alabama, where he worked on the production side of the casual-furniture industry. His employer, Plantation Patterns, manufactured patio accessories, cushions, and umbrellas for many mass merchants. In 1993, Royster changed companies, moving to Indiana to work as operations manager for Sunbeam Outdoor Products (where he helped set up Sunbeam’s facility for wrought-iron manufacturing). Royster helped move that plant to Arkansas—where it began producing gas grills, in addition to patio furniture.

During his time in Indiana, Royster became involved in continuous improvement and lean manufacturing, eventually working with several companies in the welded-wire industry. He also met his wife (and eventual business partner), Linda, a critical-care nurse. In 2002, the couple moved to Eastern Tennessee, where Royster worked as vice president of operations for a manufacturer of welded-wire products.

“In 2007, we were looking at the probability of relocating to continue my manufacturing career. Our daughter, Cory, was in middle school, and my wife had her nursing career. We all loved it here in the foothills of the Great Smoky Mountains, so we decided to start our own business,” Royster says.

Dandridge is located directly between Douglas Lake and Cherokee Lake—each dotted with many second/retirement homes and resort communities. “We thought the area, surrounded by vistas of the mountains, would be a picture-per-

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PATIO & HEARTH PRODUCTS REPORT

Top: On Deck Outdoor Living has added grill and hearth products to outdoor lines Bottom: Linda and Randy Royster

fect location for a patio-products store. I had never lost my love for the patio/barbecue business. We felt we could use my experience in manufacturing to enhance our sales capability,” Royster explains.

Randy and Linda found a rental property, purchased some inventory, and started advertising their new business. “In hindsight, we may not have had the best timing, considering the economic disaster that started in 2008—only a year after we opened. We have managed consistent growth for nine straight years, however, and are now in our 10th year of operation,” he says. When Linda is not working full-time at a major Knoxville hospital, she helps as comanager of the store.

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Marketing Maneuvers

ADDING HEARTH PRODUCTS In his first year of operation, Royster focused on carrying primarily casual furniture and grills. “After one winter, it became apparent that we would starve to death by following this business model,” he says. In the second year, he diversified, adding gas fireplaces, as well as vent-free logs and fireboxes. He adds, “We continued to learn the hearth business and added more lines, including direct-vent, wood, and electric products. Now, our hearth business is equal to the patio business in sales. This really helps, since the two segments are predominantly counterseasonal.”

Today, On Deck Outdoor Living offers a full range of hearth products from some of the best names in the industry, including Heat & Glo, Heatilator, Jøtul, Quadra-Fire, IronStrike, and Monessen. “On the hearth side, due to customers’ actual applications (as well as local and national codes), we rarely end up selling customers exactly what they came in asking for,” Royster says. “I spend a lot of time studying National Fireplace Institute® manuals, and I earned my certification for both gas and wood fireplaces—to ensure that we could ask (and answer) the right questions.”

In the patio segment, the company has seen significant growth in cushioned-seating sales. Deep seating collections in aluminum, cast aluminum, and wicker are the most requested by customers.

Royster attributes this increase in sales to the many lake and mountain homes in the area that have allseason rooms, covered porches, and exposed decks.

“We have done very well with groups from Telescope Casual, Hanamint, and Erwin and Sons.

In 2011, we picked up the Breezesta line of recycledplastic Adirondack chairs, and we have seen those sales skyrocket. These products are virtually indestructible; there are a lot of wind issues in our area, so people like the line’s sturdiness and durability,” he says. “Sling chairs and glass tables, which were huge for us when we first opened, have completely died.”

On Deck Outdoor Living is not a one-size-fitsall stock shop, Royster says. Most furniture products are special orders (including replacement cushions), with customers receiving a lot of assistance on their purchases. “We first spend time with people, asking them how and where they are going to use the products. We then work on frame colors and fabric selections to help make their purchases truly unique for their applications,” Royster says.

After initially offering lower-end grills, Royster completely exited this price level. “These products required too much warehouse space, retail floor space, and assembly—and there was no way to compete with mass merchants and propane companies,” he explains. The company, however, has experienced success with higher-end built-in grills and outdoor-kitchen components, carrying lines from American Outdoor Grill and Fire Magic. “We work with homeowners, designers, and hardscape contractors to provide the grills and accessories for outdoor-living spaces,” Royster says.

He comments that the greatest single breakthrough on the grill side of the business was the addition of Big Green Egg Inc. products to the lineup. “The real impact is the repeated visits to our store, for charcoal and other supplies, by our EGG customers,” he says. “This repeat traffic also gives us the opportunity to get in front of our customers with patio and hearth products year round.”

On Deck Outdoor Living hosts a monthly EGG After Hours cooking demonstration that has become popular with customers. “We invite all of our EGG customers and prospective buyers to attend the event, where we demonstrate how to

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PATIO & HEARTH PRODUCTS REPORT

Top left: On Deck Outdoor Living focuses only on high-end grilling products Top right: For nine years, the company has served Eastern Tennessee Bottom: Big Green Egg products create repeat visits to the store

prepare and cook various dishes,” Royster says.

MERCHANDISING AND MARKETING In all market segments, Royster has greatly increased his offering of accessories, including fireplace tool sets, screens, grates, hearth rugs, and replacement parts for the hearth market; outdoor lighting, hammocks, rugs, and furniture covers for the patio market; and smoke chips, sauces, rubs, and spices for the grill market. “We recently increased our space by 50%—to a total of 3,600 square feet—using approximately 800 square feet for storage and assembly,” Royster says.

The company’s website (www.ondeckoutdoor.com) creates a high level of response. Additional advertising and marketing efforts use billboards, cable television, and a targeted email list. Royster has completely pulled out of print advertising.

On Deck Outdoor Living is truly a mom-andpop shop, with Randy working at the store six days a week and Linda taking over while he makes deliveries. “I think our competitive advantage is the personal, hands-on service that we give our customers.

My wife and I travel to trade shows, select the lines, place orders, unload the trucks, assemble the products, and provide white-glove delivery and setup to our customers’ homes,” Royster says.

“We try very hard to understand our customers’ wants before we ever start the process of a sale. Our philosophy is simple: We live and work by the golden rule. I want our customers to be treated as I want to be treated by the people I do business with,” he concludes.

Circle Reader Service No. 23

Hearth Retailer

HIGH-ENDHEARTHS High-quality products and superior service are the main points attracting this retailer’s discerning customers.

BY SHARON SANDERS PHOTOGRAPHY BY MIKE MINNIG

A

mbler Fireplace & Patio (Ambler, Pennsylvania) is a specialty retailer that is always moving forward and calculating its next step. From its smart product mix to its desire to embrace technology, the 48–yearold company is strategic about everything it does. Last year, it opened a third location as part of a plan to continue to diversify and to reach out to customers.

John Costa started the business, in 1968, as a seller of wine- and beermaking supplies. A few years later, during the energy crisis of the 1970s, an opportunity arose for Costa to sell stoves, so he shifted his focus.

Karl Scheffy, sales manager, says, “He basically started a stove business in his house, and it grew from there.”

Today, the business is a savvy specialty-retail chain consisting of three high-end stores in Ambler, Colmar, and Willow Grove, Pennsylvania. It is now owned and run by Costa’s son-in-law, Rick Urie.

Ambler Fireplace & Patio has gained a reputation as the premier hearth/patio retailer in the area. It has all the extras, including an expert sales team, white-glove delivery, professional installation, and dependable repair service.

Each location has a distinct personality that reflects its individual market’s tastes, but at same time, each store maintains a consistency that reflects Ambler Fireplace & Patio’s image. “We want each location to be different, yet familiar (at the same time), so customers know what to expect when they walk through the doors of one of our stores,” Scheffy explains.

Ambler Fireplace & Patio’s

Top: From left, back row, Mike Gerber, Karl and Dave Scheffy, Kristen Mahon, Rick Urie, and Tiara Riniker; front row, Susan Train, Rob Young, and Annie Bottom: Ambler is constantly fine-tuning its product mix

product selection has become one of its major strengths. Scheffy says, “We have been in business for so long—almost 50 years—that we’ve had the opportunity to try almost every stove and fireplace line, at some point.” The company is selective about the vendors it does business with, for many reasons.

“We have weeded out many

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lines, through the years, looking for the perfect fit. It doesn’t just matter to us that a line of fireplaces is aesthetic, that a stove heats well, or that a vendor has a great sales rep: If the service rate or the return rate is high, it isn’t for us,” Scheffy adds.

“In the long run, unreliable products don’t help our bottom line, nor do they help our relationships

PATIO & HEARTH PRODUCTS REPORT

with customers. Whether they are glass doors, stoves, or patio furniture, we want to be able to sell products that we can stand behind, so reliability is a high priority.”

Based on years of trial and error, Ambler Fireplace & Patio is also smart about the combination of merchandise it offers. “It’s important not only to carry the right products, but also to carry products that are related,” Scheffy says, adding that Ambler Fireplace & Patio’s basics are stoves, fireplaces, gas inserts, gas logs, grills, patio furniture, and firepits.

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Hearth Retailer “We are open to something that fits that product mix—without getting out of the window so far that a customer can’t put the two together. It needs to be something that people already know about you,” he says.

He explains that it’s also physically harder to sell merchandise when things are unrelated. For example, at one point, the company started offering redwood swing sets at the Colmar store because there was plenty of property in front, along the highway, to display them—but they ended up being a poor fit.

Scheffy says, “We found that we had a staff member outside, talking to someone about a swing set, while somebody was inside, waiting to buy a stove. It jeopardized sales of our core products, which was not good.

It affected advertising, too, because the people we were advertising to for swings were not the same people we would advertise to for stoves. It was a duplication of our efforts.” In the end, Scheffy says, listening to cues from customers and the questions they are asking is the best way to get an idea of what products would be the most logical fit.

Ambler Fireplace & Patio recently upgraded its information system, which has transformed the efficiency of its operations. “Having the latest technology has been a big change for us, and it was worth the time and effort,” Scheffy says. The new Apple system (implemented with input from employees) makes point-of-sale transactions easier; makes it possible to track, look up, and search for merchandise; and makes purchase orders, sales orders, and invoicing a breeze. All technicians have iPads to record notes, measurements, and photos, giving the sales staff instant access to job-site specifications.

A recent addition to the system is the automation of appointment reminders for installations and service calls. He says, “We used to spend upward of two to three hours per day calling customers to remind them about appointments (with five trucks and up to 15 stops per day, per truck); now, the system does it for us.” It calls landline phones, texts cellphones, and emails reminders the day before customers’ appointments.

Scheffy adds that when an employee used to call and leave

Top: Each Ambler showroom has an individual personality Middle: The retailer is selective about its merchandise Bottom: Ambler’s stove selection is tailored specifically to each of its markets

appointment messages for customers, there was only a 70% response rate. He says, “Now, not only do we not have to invest hours making calls, but we also have a 96% response rate. In general, our business now is more efficient and provides better service because nothing falls through the cracks.”

The most important requirements for a good information system are, “Number one: It has to be quick and easy for employees to use.

Number two: It has to be scalable, so

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it can grow with your business. Our system is both, and we couldn’t be happier,” Scheffy says.

The business has undergone many changes, over the years, but one thing that has stayed the same is its commitment to taking care of its customers. “A successful retailer has to give its customers what they are asking for and has to make them feel valued. If you do this, they will come back—and tell their friends and neighbors,” Scheffy explains.

He adds that it’s especially impor-

PATIO & HEARTH PRODUCTS REPORT

tant to treat customers with respect, in today’s social-media environment, because everyone is interconnected.

“With just a few keystrokes on a computer, hundreds of people know if service hasn’t been good. That’s obviously not our motivation for good service, but it’s something we think about,” Scheffy says.

When it comes to the future, Ambler Fireplace & Patio plans to keep moving forward and upward.

“Our owner doesn’t have a ceiling that he is willing to accept. A business has to keep moving vertically, whether for stockholders or just for the simple fact of having good business sense. The reality is that expenses go up, payroll goes up, and taxes go up, so if you are happy duplicating a certain number, your expenses will slowly creep up on you. It may not be noticeable right away, but it will happen,” Scheffy says.

In 2015, Ambler Fireplace & Patio opened its Willow Grove location in an effort to stay in step with the growing population and new neighborhoods in the area. Scheffy says, “As a retailer, we know we have to keep attempting to raise the bar by changing our product mix, redoing our showrooms, moving to larger locations, or whatever it takes: You just can’t sit still.”

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Circle Reader Service No. 27

www.valorfireplaces.com

Outdoor Grilling

ALLINTHEFAMILY This Texas mom-and-pop shop thrives by offering a popular assortment of products and services.

BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY FRED MOSES

I

magine working in the oil fields and as a farmer and rancher one day—and the next day, selling grills. If that sounds like a drastic job change, you’ve captured Herb Detmer’s own reaction.

In 2011, Detmer, a longtime oil worker, farmer, and rancher, bought Jeff ’s Backyard (San Antonio, Texas), a grill store and propane filling station.

Detmer was open to a change and to a move from Electra, Texas, near the Oklahoma border, to San Antonio, but he couldn’t have imagined that he’d end up selling grills. When his son, Kevin, told him that Jeff ’s Backyard (a store founded in 1995) was for sale, “I told him that I had never sold anything in my life,” Detmer recalls, “but my son said, ‘It doesn’t matter.

You just have to know the products.’” Six weeks later, Detmer and his wife, Kathy, took ownership.

Josh Stetz, who had worked in the store since 1999, stayed on with the Detmers, working as general manager, handling day-to-day operations and purchasing, and being the resident expert (with 15 years’ experience in the industry). Kathy runs the office, while Herb works with customers and oversees inventory. The shop is small, employing just a few people.

John (Cotton) Clark is the marketing manager, handling social media, online and print marketing, and joint marketing ventures with local businesses.

The newest staff member, Isaac Carrillo, assembles grills and assists with overall warehouse operations.

“While certain people have their particular strengths, everyone here handles customer interactions,” Stetz says.

“We take pride in being a quintessential momand-pop business, so we want all customers— whether they’ve been coming here for 20 years, or it’s their first time in the store—to feel that they’re part of the family,” Stetz adds. “We show a general interest in who they are and what they want to accomplish, simply by asking questions to get a better idea of what direction to take.”

RELATIONSHIPS MATTER The same emphasis holds true when it comes to choosing products: Relationships are long and strong. The store has been a Weber Alliance dealer for almost 10 years. “We have the complete line of grills and accessories, but we also offer certain models with unique upgrades that set them apart from what is available from big-box stores or standard

Weber dealers,” Stetz explains.

Another profitable product line is from Big Green Egg Inc., which has been hugely popular, over the years, and continues to grow more so, Stetz reports. For customers looking for higherend products and outdoor kitchens, Jeff ’s Backyard has carried products from DCS by Fisher & Paykel for almost 20 years. “It has been our primary line for that aspect of the business,” Stetz states. “About two years ago, we picked up Blaze grills as a secondary option that is high in quality, but carries a more affordable price.”

For those wanting a traditional smoker, Jeff ’s Backyard offers its exclusive Texas Trailblazer line, which is manufactured in Uvalde, Texas, by Texas Longhorn BBQ Pits. They are built to custom specifications developed more than 10 years ago by the store’s original owner.

“We find that many consumers are simply looking for something that is going to last,” Stetz says,

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Top: From left, Isaac Carrillo, Josh Stetz, Kathy and Herb Detmer, and John (Cotton) Clark Bottom: Texas Trailblazer smokers

explaining how the store chooses products for the floor. “They’ve bought less-expensive grills or smokers that didn’t hold up, so they want to invest more in a better product,” he adds.

By all accounts, the Big Green EGG® has been good for the store: People come in seeking it specifically. “Weber is a household name when it comes to grills, so that has drawn people to our store for many years. Outdoor living and outdoor kitchens have also gained a tremendous amount of popularity recently, so we see as many people looking for that aspect of the business (and the high-end grills) quite regularly,” Stetz explains.

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Circle Reader Service No. 29

Outdoor Grilling

The working outdoor-kitchen display has increased sales of its components

In the trend toward outdoor kitchens, Detmer saw an opportunity to build his business, as well as his son’s. “I needed a place to showcase my built-in grills, so I asked my son, Kevin, to build us an outdoor kitchen,” he says.

Kevin is the owner of Southwest Greens of San Antonio (Driftwood, Texas), a franchise that installs artificial golf greens and turf. Detmer says, “Kevin was always waiting on companies to put in a retaining wall or drainage system before he could go to work, so he brought those capabilities in-house, and now he can do nearly anything in the backyard.”

Detmer tapped Kevin to build a large backyard kitchen, and Detmer then outfitted it with a 36inch DCS grill, with a drawer kit below it; a 32inch Blaze grill; an XLarge Big Green EGG; and a couple of door kits. “We also installed a 30-inch DCS unit with double side burners and a griddle, which is a little more unusual,” Stetz says. “DCS has a beverage center, which is a drop-in insulated cooler that can double as a sink. We installed that, too, along with a simple little faucet and water line, and we use it as a sink.”

In addition to the live fixtures, Detmer installed a DCS warming drawer. “It isn’t operable, but we wanted to show it—at the recommendation of our DCS rep, who said people don’t buy it until they see it,” Stetz says.

SEEING IS BELIEVING Despite the full-size working display, Jeff ’s Backyard doesn’t pretend to be an expert in anything other than grills and isn’t trying to garner kitchen installations for itself. Instead, it will refer anyone who wants something similar to Kevin’s company. In turn, Kevin refers his customers to Jeff ’s Backyard for grills and other fixtures to round out a working kitchen.

Already, the display is proving to be a big draw for the store. “Our outdoor kitchen is the only one I know of in San Antonio that is fully live, with gas and water, where people can actually turn on the burners,” Detmer says.

Showing the components in action has proved invaluable. Stetz says, “It is one thing to be looking at a showroom, but when customers see the grills have actually been used, it gives them a comfort factor. It shows them what these grills will look like

as they age and are exposed to the elements. You can’t tell those things from looking at a brochure. It is too hard to visualize.”

It is relatively new, but the outdoor display has already increased sales of outdoor-kitchen components to the point that they represent 10% to 15% of total sales. Popular items include the Big Green EGG, access doors, drawers, and side burners.

“Many of the people we talk to are typically looking for the basics,” Stetz notes. “Those are a midsized grill—not too small, but not overwhelmingly large—and storage. A small number of people look for things such as sinks and refrigerators.”

Detmer and Stetz have done some demonstrations in the new kitchen, but both report that they have not done nearly enough. Going forward, they plan to promote the kitchen much more with cooking and smoking lessons.

“We don’t currently offer any traditional cooking classes, but not a day goes by that someone doesn’t ask for some tip or trick,” Stetz says.

“People ask us, ‘How do I cook a brisket on an offset smoker?’ or ‘What’s the best way to cook a pizza on a Big Green EGG?’ People know they can come to us for things like that.”

He continues, “We give a lot of advice, but we like to get just as much back from our customers. I always equate barbecue (and cooking in general) to playing a musical instrument. No matter how long you do it, you never stop learning. Everyone has a method of doing things. Everyone here cooks on what we either currently sell or what we’ve sold in the past, so we all have our own personal techniques.”

With demonstrations being a priority in 2016, Jeff ’s Backyard has several events on the calendar.

They include one to showcase Bubba Rubba, a seasoning from DELI ish (San Antonio) that has quickly become one of the store’s best sellers, along with demonstrations to focus specifically on DCS and outdoor kitchens, the Big Green Egg line, and Weber products.

Despite the robust economy in many parts of the United States, Jeff ’s Backyard has seen “a slight decline in overall business in the past couple of years, but luckily, there is no end of the season in Southern Texas,” Stetz says. “Winters are mild enough for grilling to be a common occurrence all year. We are a propane filling station, along with

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selling wood, charcoal, and accessories, so even if grill/smoker sales dip a little, fuel and accessory sales are always consistent.”

Detmer attributes the drop in sales to the local economy, which thrives when oil prices are up, but is sluggish when they decline. He says, “We have a big oil-field presence to the south of us, and much of the money made in the oil field trickles down to San Antonio. When oil was $100 a barrel, there was more money to go around; now, with the price down to about a third of that, there isn’t that much money coming to town.”

Nevertheless, Jeff ’s Backyard is moving ahead, planning to add pellet smokers/grills to the product mix. Stetz says, “We are always on the lookout for something new and exciting. Pellet smokers/grills have become increasingly popular, and we have a lot of people asking about them.

We’re currently looking at several brands and are deciding which route to take. By summer, we hope, we’ll be adding a pellet grill to our arsenal.”

The store also expects to expand its footprint beyond its current 2,000 square feet. “Our primary approach is simply to make customers feel welcome and comfortable when they walk into our store. We are very grateful that they’ve chosen to come and see us, so we want to do everything in our power to give them a good experience,” Stetz says.

“We have plans to do some remodeling at the store to enlarge our showroom, as well as to build a storage building to increase inventory,” he explains. At the same time, he says, “Kevin of Southwest Greens of San Antonio is planning to expand his company in a more affluent area 25 miles away, which would include more visibility for Jeff ’s Backyard in an area where people might not know about us. That could have some retail potential and eventually become a satellite location for us.”

The push is on: “Our primary outlook is getting the word out to as many people as possible about Jeff ’s Backyard,” Stetz says. “We’ve relied on word of mouth for the past 20 years, and it has worked well for us, but a more focused marketing strategy is one of the main things we want to do.”

The store does some print advertising and is working to optimize its search-engine results. In the meantime, it has been boosting Facebook posts, with considerable success.

“We’ve done well in building an email clientele of about 1,400 to 1,500 names. We’d like to grow that relationship-building aspect, and that is the forte of what we’re looking at doing,” Clark says, noting that the store will be focusing on niche marketing and targeting higher-end clients.

“We want to target those who enjoy the Southern Texas cooking environment,” he adds.

“We’re not into selling grills as much as we are into helping people enjoy their backyards and the cooking lifestyle. We carry an array of products to help them do that, and we have the weather here to enjoy it 365 days a year.”

Circle Reader Service No. 31

Showroom Showcase

INSPIRINGVIGNETTES Customers become their own designers with the help of Taylor Creek’s expert staff.

by CHERYL DANGEL BARTOLINI

PHOTOGRAPHY BY SUPAKAN BOONTHO

M

ichael Kapp isn’t an interior designer, but he has a knack for knowing how to display furniture, and he understands what colors and patterns combine well to prompt a sale. That’s important when you’re staging 33,000 square feet of selling space, and you don’t want it to look like a warehouse.

Kapp is the co-owner of Taylor Creek Inc. (Green Bay, Wisconsin), a specialty retailer that features more than a dozen different product categories, ranging from candles and fashion to giftware, greeting cards, and bath/body products. In the mix are also indoor and outdoor furniture lines—along with garden decor, firepits, outdoor cushions, rugs, and umbrellas. They are all showcased in a building that is a roomy

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56,000 square feet, when you include the warehouse.

“We always try to find the niches,” Kapp says, explaining the secret of successful furniture sales. He adds, “We want to be the interior decorator for people without an interior decorator. We vignette the store.”

Paring down the enormous store into manageable vignettes allows customers to see an entire room setting, including furniture and accessories; those looking for a complete room makeover can purchase the entire vignette—with all components professionally combined to look like an interior designer’s work—or can select individual items. Kapp says, “We’re a little bit of everything, so we can help people make those finishing touches and changes to their homes.”

Taylor Creek creates vignettes outdoors as well, but it isn’t as easy.

Kapp says, “I work hard to pull together everything I can in a group, especially in fabric selection and pillows, making sure that everything fits into the flow of the whole thing.

We’ll pull all that together, whether for deep seating with a firepit table or a dining set to match. The biggest thing, for me, is color coordination: what it is going with and having a complete collection.”

“I’ve been doing this for so long that it is easy now. I think that there are visual people—people who can conceptualize—and I can do that. I don’t need to see it. I have the idea in my head of how I’m going to pull it together. You have to understand

Page 32, left: Taylor Creek carries lines that hold up well in harsh weather Page 32, right: Outdoor accessories keep customers coming back to the store Top: The 56,000–square-foot space features vignettes that help customers visualize outdoor spaces Bottom: From left, Karen and Mike Kapp; Lisa Kapp-Schaut

how the colors and the patterns go when you want to mix them together. Do it well, and you can achieve a good look that doesn’t look like what customers are seeing in the bigbox stores,” Kapp says.

Kapp keeps everything in inventory that he needs to create an outdoor room. He sells grills, furniture, umbrellas, rugs, cushions, patio stakes, stepping stones, wind chimes, gazing balls, and more. He carries products from Winston, Tropitone, Homecrest, Pride Family Brands, Perfect Choice Furniture, Treasure Garden, Meadowcraft, The Outdoor GreatRoom Company, OW Lee, Lloyd Flanders, Gensun Casual Living, NorthCape, Hanamint, and Brown Jordan, among others.

“I’ve been dealing with everyone on this list, except for a few, for many years,” Kapp notes. He looks for vendors that make high-quality products and adhere to their prom-

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ised delivery dates.

Kapp’s parents bought the store in 1982, and Kapp worked there after school (beginning when he was 12 years old). The business was the family’s bread and butter, so when Kapp’s father died just five years later, Kapp knew what he had to do.

“I went to college in town for a business degree and worked at the business, with my mom, while I went to school,” he recalls. At the time, the store had just 22,000 square feet of space and had about 12 employees (with only one working full-time).

“It is one of those things,” Kapp says. “You do what you need to do.

I needed to be here for my mom.

Up to that point, she had been a stay-at-home mom. I grew up quickly when the whole family relied on the business.”

His older sister, Lisa KappSchaut, had married and moved away, but she came back on week-

PATIO & HEARTH PRODUCTS REPORT

ends to help. When Kapp graduated from college, she moved back permanently—and today, the pair runs the store.

In April, they celebrated their 34th anniversary in business and have 17 employees (10 full-time).

The store itself has really expanded, nearly tripling in size. Sales have also increased; today, they are more than three times what they were 34 years ago.

“When my sister came back, we would talk about how we wanted the store to have a little bit of everything,” Kapp says. “Through the years, our goal was to try different things. We didn’t want to be known for just one or two things.”

They started out with just two product lines: the patio business and Christmas decor. They would try other mixes to see what worked. “In the beginning, we had a toy department. Then, Toys R Us moved in,

Showroom Showcase and we had to come up with another idea,” Kapp remembers. Patio products were always a part of the mix, along with Christmas items—the idea being that the two would offset sales at opposite times of the year. Through trial and error, the rest of the store was filled.

Finding the right product mix for the floor isn’t always simple. “Buyers are a unique breed. Either you are good at it, or you are out of a job. It is about being aware of what is going on and being aware of what the trends are,” Kapp says.

Sometimes, Kapp gets it right; sometimes, he misses, as when he got really excited about a product trending in a larger metropolitan area, only to learn— the hard way—that his customers in Green Bay didn’t like it. “Even with colors, we can lag a little bit behind on trends,” Kapp says. He relies on a handful of sales representatives to help him understand what is going on in their territories, hoping that it mirrors what is happening in his local market.

That explains why, for the most

part, Kapp isn’t big on trends. “If you want a brown or tan patio set with a little bit of orange, you’re in the right place. I’d like to have those wow colors, because the floor is a sea of brown, gray, and black, but there’s a catch.

People’s houses are still the same colors of red or brown brick, and there are only four colors of siding that really sell—so when homeowners want to buy that bold color, they have to consider the things they can’t change,” Kapp explains.

“We sell high-quality products that are built to last,” he continues. “If you own furniture for 12 or 15 years, are you going to get tired of that bright blue? A pillow or rug can be changed out, but if you are buying furniture that is built to last 20 years, you don’t want it to look dated.”

Imitation might be the sincerest form of flattery, but it is Kapp’s pet peeve, especially when it comes to staging the floor. “Big boxes are copying us, and I wish they didn’t have that access,”

Kapp says. “The exclusivity in a specialty market is tough, and it is hard to look different. The big boxes aren’t selling the same product we are. They are selling a product that’s inferior to what we’re selling, and people are thinking it is the same thing, so they will try to make their sets look better.

They will take a plain chair and stage it with higher-end accent pillows.”

How does Kapp stand out among the copycats? “We offer selection, service, and quality,” he states. “We try to educate customers on what they are getting and what the difference in price is. Customers needs to understand what we’re giving them, versus the big boxes.”

Kapp explains that Taylor Creek’s service cannot be compared with that of any big-box store, for a simple reason. “We are held to a different standard for how the product will perform.

If we did sell exactly the same products as a big box, we would still be held to a different standard for how the product

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will perform and what we will do if something goes wrong with it,” he says.

If there is a problem with a product bought at a big-box store, buyers are likely to shrug and attribute its failure to where it was bought. Kapp says, “That’s not what happens here. We are still replacing the slings on chairs people bought in 1988. Our customers know that we will be here to service products and take care of them.”

Customers also know that Taylor Creek is always changing and always offering something new. “We move merchandise around; that’s key. We always want to look fresh. That’s important to me. We are always out there changing things—and depending on what sells, we’ll be moving stuff around in three weeks,” Kapp says.

“We’re always trying to find new merchandise, impress our customers, and spoil them. They don’t need to look for something: We have it for them, and we are always trying to find new, fun things for them to come in and see.”

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Circle Reader Service No. 35

Fire-inspired since 1975.

As I See It

Sun Lovers Outdoor living gets a few degrees cooler with stylish shade products from industry leader Treasure Garden. BY SHARON SANDERS The AG28 11-foot octagonal umbrella in Sunbrella® 5438 canvas buttercup

The AKZ 10-foot square umbrella in Sunbrella® 56095 Astoria sunset stripe

An 8x10-foot autotilt umbrella in Sunbrella® 58017 Volt glow

Treasure Garden (Baldwin Park, California) is proud to have played an important role in the outdoor-living industry for more than 32 years.

The company manufactures the widest selection of fashion-driven shade products in the world, and in 2015, the company recorded its best sales year ever.

Patio & Hearth Products Report spent some time with the executive team at Treasure Garden (Margaret Chang, president; Jeff B. Dorough, vice president of sales and marketing; and Candy Chase, national sales manager) to gain insight into the company’s products, successes, and plans for the future.

What sets Treasure Garden apart from other shade manufacturers?

Chang: We have been in the shade business for many years and have strategically set ourselves apart in many ways. One of the major differentiators is the fact that Treasure Garden is a fully vertically integrated manufacturer. We make every part/piece of our umbrellas (except the nuts, bolts, and fabric), allowing us to have complete control over the quality at every stage of production.

Treasure Garden is extremely dealer friendly.

Our breadth of assortment is unparalleled; our marketing tools are extensive; and we have the most professional, courteous, and experienced customerservice team available to support our dealer base

year round. Superior quality control, seamless follow-through, and the ability to buy many categories under one roof are why our dealer base chooses Treasure Garden, year after year.

What does a shade manufacturer need to be (or do) to be a leader in today’s outdoor-living marketplace?

Chase: A manufacturer needs to know its customers, which is something Treasure Garden makes a priority. We design products and programs that are consumer driven, not manufacturer driven. One of our most successful programs, over the years, has been our good–better–best program, which allows us to tailor dealers’ product assortments to support their targeted customer bases.

We also are a one-stop shop for our dealers.

We provide not only shade, but umbrella bases, lighting, protective furniture covers, and our very popular new rug collection—all designed while keeping in mind that outdoor living is a fashion industry. Being on top of the latest trends in fabrics, frame finishes, and styles is what sets Treasure Garden apart from the competition.

ever. Our popular AKZ series of cantilevered umbrellas continues to provide a complete shade solution for an outdoor room.

Providing up to 140 square feet of shade coverage, the AKZ series features 360-degree rotation to follow the sun and tilt features that operate horizontally to both right and left, at up to a 54-degree angle, to ensure maximum shade coverage at any time of day. The AKZ series is the premier cantilevered umbrella in the marketplace, with more than 10 years of proven sales success and unparalleled performance. We continue to expand this series and now offer a 10x13-foot rectangle and an 11-foot 5-inch square option.

In recent years, with the popularity of highrise living (particularly in urban centers), there has been a need for a balcony or wall-mounted umbrella. Our first DIY wall-mounted umbrella, Veranda, fills the niche for shade in small places, such as townhouse/condo balconies that don’t have room for a traditional base-and-umbrella combination. This 5x10-foot shade easily mounts to a wall with an adjustable track and effortlessly pops up into place, providing just the right coverage.

What emerging trends do you see in the shade category?

Which Treasure Garden products are gaining the most momentum in 2016?

Dorough: Larger offset shade is definitely key.

With the increased popularity of outdoor seating and larger dining groups, the need for flexible, unobstructed shade is now more important than

Chase: Without a doubt, the new larger AKZ models are resonating with consumers. We are also seeing a lot of interest in our new firepit protectivecover collection, introduced this year. With firepits

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Circle Reader Service No. 37

As I See It being one of the strongest categories in the casual industry, this series of covers is selling nicely. Our innovative modular-furniture–cover collection, introduced last year, continues to gain momentum. This unique system allows you to customize your cover to fit almost any modular-seating group in the marketplace.

Our outdoor-rug collection continues to gain traction, with the addition of three gorgeous textured patterns in our new Gold collection. We have purposely designed our 16 rug styles to coordinate with our umbrella fabrics—to make it easy for customers to create a visually cohesive space. Key to the success of this program is our exclusive, patented rug-tower display rack, which allows you to merchandise the rugs on a compact, movable fixture that can be positioned next to any furniture collection.

What advice would you give dealers who want more profit from shade products?

Dorough: Merchandising is key and is one of Treasure Garden’s strengths. We are known for our spacious, colorful, eye-catching showrooms; they highlight our extensive merchandising tools, which are available to our dealer base to make our category a success in their stores.

In addition, we have one of the most comprehensive, informative catalogs in the industry, and it features tools such as Merchandising for Success. This section provides tips on how to do everything from matching an umbrella frame with the right fabric (using the Treasure Garden online design studio) to highlighting color trends in the most effective way, using our 3-foot mini display umbrellas.

We also offer a Science Behind the Shade matrix, which identifies the umbrella shapes and sizes that work best over dining tables, deep seating, and chat areas. This information helps retailers and designers purchase the right umbrella for the right application.

Our umbrella display racks and rug fixture also can help display and define these categories at just the right place on the floor for any dealer. Our goal is to help our dealers generate additional sales and increased profits by maximizing the impact of our product within a limited amount of floor space.

Are outdoor rooms and the shade category gaining steam or maintaining the status quo?

Dorough: I would say the industry, as a whole, is gaining steam. Treasure Garden is proud to be part of this growth by enjoying both increased sales and

Circle Reader Service No. 38

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expansion of our product mix. Umbrellas are not a commodity anymore. They are about fashion and function, and with that comes opportunity to grow our business on many different fronts. An umbrella, properly sized and color coordinated, has the ability to change the whole look of an outdoor room for a relatively small investment.

Furniture sets are typically monochromatic, so umbrellas (as well as rugs and toss pillows) are a way to add color, texture, and interest to any outdoor space.

We work closely with our fabric suppliers—such as Sunbrella®, Bella-Dura®, and Outdura®—to continue to introduce new colors and exclusive designs, to stay fresh and exciting for our consumers.

What does the future hold for Treasure Garden?

Chang: Our future is bright. For more than 30 years, we have worked hard to be the world’s largest manufacturer of shade products, and we have no plans to slow down in the future. We will continue to capitalize on our successes; to work hard to cater to the needs of the consumer and our loyal dealer base; and to be fresh and innovative by adding new, exciting products and categories that will take us to the next level.

Circle Reader Service No. 39

MyTurn

The 3 Ps Gensun Casual Living prospers by focusing on products, people, and personal contact.

BY CHERYL DANGEL BARTOLINI

Gensun Casual Living (Ontario, California) is the manufacturer of easy-care outdoor furniture that is the epitome of relaxation, but the company is far from sitting back in its own deep seating and putting up its feet.

It has been too busy expanding and developing new products so that its customers can sit back, even though it can’t do so itself.

Gensun Casual Living has a goal, and that is to make the best cast-aluminum outdoor furniture available, according to Jan Trinkley, vice president of the company. The familyowned company sells primarily to independent and specialty retailers across North America—and now, it is expanding its borders.

Gensun Casual Living recently began distribution in Australia and Eastern Europe. “We take great pride in manufacturing a quality product, backed by the best customer service in the industry,” Trinkley says. “We have been honored by retailers with the award for best cast-aluminum furniture manufacturer for three of the past six years.” Again in 2015, the

International Casual Furnishings Association gave Gensun Casual Living its Manufacturer Leadership Award in the cast-metal category.

What makes Gensun Casual Living stand out from the competition? “You have to have good products and value. A number of companies provide this, but it all comes down to people. Gensun Casual Living has the best team in the industry,” Trinkley states.

Gensun Casual Living is considered to be one of the best companies in the industry to do business with, Trinkley says. “We make a great product, ship on time (whether for container-direct or warehouse orders), provide great customer service, and respond to our customers’ needs in a timely and efficient manner,” he explains. “It’s not easy to run a business well, and many people would think that you need a large staff to do what we do on a regular basis, but we don’t have a large staff.”

LESS MEANS MORE It is the dedication of all the employees pulling together, not the sheer number of personnel, that makes the

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difference, Trinkley says. For instance, at the corporate office and warehouse, Gensun Casual Living employs six people in customer service, five in the warehouse, six in the cushion department, and six as supervisors/managers. That makes one wonder how Gensun Casual Living can do so much with only 23 employees at that location.

“What we do have are people who work hard and care very much.

This past year was a growth year of over 10% for Gensun Casual Living, and we shipped orders within two weeks, consistently, throughout the year,” Trinkley says.

This could be done more easily by a small company with few products, but consider this: Gensun Casual Living introduced more than 60 new products for 2016 alone. Among them is

PATIO & HEARTH PRODUCTS REPORT

Above: The Grand Terrace Seatable Top left: The Manhattan collection Top right: The Phoenix Strap collection Middle right: The Grand Terrace curved sofa

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MyTurn “Outdoor living is becoming more and more important to more and more people. There’s the trend to stay home more and entertain at home more. People feel secure at home and are spending money on their homes, including their outdoor rooms, instead of traveling.” the Manhattan collection, which includes transitional deep seating and dining elements. To date, Trinkley reports, it has been well received by retailers.

In addition, the company expanded its Phoenix Strap collection, an assortment of dining pieces using the new Sunbrella® Strap material. “This contemporary design offers comfort and style that are incredible,” Trinkley notes. In addition, a new table collection, Regal, features an elegant top and a pedestal base design; it has captured a great deal of attention at trade shows and is being shown on many floors throughout the country, according to Trinkley.

Another recently introduced product is the Grand Terrace Seatable. Available in two designs, the Seatable is a pull-up

seat, an accessory table, and a footstool.

In short, it can be whatever you want it to be. Aside from these highlights, Gensun Casual Living has expanded many other collections, adding new products, fabrics, weave colors, and finish colors to the product lineup for 2016.

OLD-FASHIONED MARKETING Just as the company recognizes its people for making it a standout performer in the market, it also relies on its people for marketing. While many other companies rely heavily on the internet and viral marketing to communicate with their target audiences, Gensun Casual Living prefers to communicate the oldfashioned way. “Gensun Casual Living mainly communicates to our retailers via personal phone calls,” Trinkley says.

“There is no better way to address needs than this.”

At its core, the company’s marketing effort is based on phone calls, but there’s more. Personal communication is augmented by advertising to promote products and by a website (www.gensun casual.com) that facilitates communication with retailers and consumers alike who are looking for product information. “We are just starting to get into social media,” Trinkley says.

Going forward, the company is more dedicated than ever to its market—as it continues to grow ever larger.

“Outdoor living is becoming more and more important to more and more people. There’s the trend to stay home more and entertain at home more.

People feel secure at home and are

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spending money on their homes, including their outdoor rooms, instead of traveling,” Trinkley says.

He continues, “Design and color have really taken great strides in recent years, giving consumers products for the outdoors on a design par with indoor products. Outdoor living will continue to be important, and the advances in design and color will continue to fuel growth in sales.”

Gensun Casual Living will be there to reap those sales. The plan is to stay on track: to continue doing what it does well and stick to its business plan. Trinkley says, “We don’t intend on being all things to all people. We will concentrate on being the best manufacturer of cast-aluminum outdoor furniture and back it up with the best customer service.”

Circle Reader Service No. 43

ProductInnovation

ON FIRE Ortal’s North American market expands as consumers opt for modern, sleek fireplace designs.

BY SHARON SANDERS

The Clear 150 LS fireplace with double glass, fan assisted

The Space Creator 120 fireplace

When Ortal USA (Canoga Park, California) came onto the North American hearth scene in 2010, few believed that modern design could ever be considered mainstream in an industry dominated by traditional-style fireplaces.

The company, however, has proved its doubters wrong. Today, Ortal is enjoying the success that it dreamed about from the beginning.

Not only have consumers embraced the company’s products, but it has become a trendsetter and a leader: It offers what it calls the largest line of modern fireplaces available in the United States and Canada, with nine basic styles and more than 60 standard products. Its linear direct-vent gas fireplaces were the first of their kind, and they have opened doors to the modern look that has reshaped the industry.

Ortal started out building fireplaces for wood and oil in 1986. It gradually transitioned to modern design and then began to sell its products in

The Minimal 130 fireplace

would never catch on with consumers. “We didn’t care what anyone thought. We continued to do what we believed we should do in our hearts, and it has paid off,” The stand-alone 75x65 Curve Tunnel fireplace he adds.

As the modern-design movement has grown over the years, Ortal’s once-niche fireplaces have become favorites of architects, designers, and consumers looking for something fresh and inspiring.

People are drawn to Ortal for its Europe, where the modern look had long been unique design, clean lines, realistic flame, and overall embraced. When the company made the jump visual appeal. Its signature lineup of linear fireplaces from Europe to North America, its modern vibe is the most high-end group in the industry, it says. was not received with open arms.

What sets Ortal apart as an innovator, Ben Zion Gil Ben Zion, COO, says, “It was a shock to the reports, is more than the feature set found in its market.” Many thought that Ortal’s three-sided, fireplaces. “If a company is an innovator in prodframeless linear fireplaces looked unrealistic (they ucts alone, it is not a true innovator,” he says. “It’s were even compared to fish tanks) and that they much more than that. What makes Ortal an inno-

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vator is the DNA of the company.”

He continues, “It’s how we approach everything we do, from creating a new product line to how we are serving our customers. We work like crazy to ensure that our customers are getting what they want. I believe that they see our company as a big family that stands behind them. We care, we listen, and we inspire our customers—because we love what we are doing.”

THE ART OF LISTENING “You have to be a good listener if you are going to be a great innovator,” Ben Zion explains, adding that one doesn’t come up with great ideas for products in a vacuum. Ortal’s research/development process is truly a grassroots effort. He says, “We reach out to dealers, consumers, architects, designers, and our sales and marketing representatives to find out what they need and what we can improve on: They are the ones who fuel innovation.”

Ben Zion regularly visits specialty hearth stores to get input from their owners and from salespeople who have been selling fireplaces for decades. “If I counted the number of years of knowledge that I am getting from my dealers, it would easily extend to 1,000 years and above, and it’s free knowledge,” he says. “People like to be a part of something that is bigger than they are and want to know that they have voices.”

Ortal pays attention to all of the feedback that it receives and takes it seriously. Ben Zion explains that it’s a balancing act to take all the feedback that he gets in the field and then to implement it in a strategic and practical way.

He says, “We have a talented team in Israel that builds our units, but building a unit is only 50% of the process. The other 50% is what my dealers, consumers, or architects have told us they want.

We show them prototypes before a unit goes to market, so we know when we have gotten it exactly right. We want to give them the fireplaces they dream about; that is what makes Ortal unique.”

Ortal proudly introduced its first traditionalstyle fireplaces this year: the Minimal 110 and Minimal 130. The idea to offer a traditional option came about as a direct result of listening to what people were requesting. “Dealers who loved our modern fireplaces were pushing us to create a traditional version—so after 2.5 years of development, we have something we are proud to add to the Ortal lineup,” Ben Zion says.

Ortal is different in its approach to the traditional models in the sense that it brought its signature features from the modern units and integrated them into the designs for the traditional ones. The Minimal models come standard with a micromesh screen that allows a full view of the flames. Their brick interiors, beautiful log sets, and natural flames give them the look of an authentic masonry wood-burning fireplace.

They also feature dimming halogen lights located above the firebox, rather than below it, to enhance the view of the interior’s design. The Minimal models are available with signature qualities that Ortal has become known for, including its

Cool Wall technology. They were designed with a transitional aesthetic that can be successfully mixed with both traditional and modern decor.

A DESIRE TO INSPIRE Ortal has always had a passion to inspire the marketplace. It is constantly bringing new products to the table, making improvements to what it already offers, and getting better at everything it does. “We don’t know how to stop,” Ben Zion explains, adding that the company is always coming up with new ways to get people to think differently about fireplaces. “We are not just selling fireplaces; we are selling a dream with a design. A fireplace can change the whole environment of a room, transforming it,” he says.

He often hears from architects who say that Ortal fireplaces inspire (and even challenge) them to create better designs. The company’s new Curve series is a perfect example of inspirational design. It features an impressive 360-degree view of the fire that is a standout in the industry. Ben Zion says,

“We created the Curve because we always have a showpiece in our line that gives people something they can dream about and that causes them to think out of the box.”

The series includes two models: the stand-alone 75x65 Curve and the stand-alone 75x65 Curve Tunnel. It shares the same qualities as the company’s popular linear line (Cool Wall technology, a frameless design, and interior media), and it comes with a variety of aesthetic hood options, in shapes from flat to conical. “It really is the champagne of fireplaces,” Ben Zion says.

As Ortal heads into its sixth year in the North American market, it continues to strengthen and grow its organization. “We work together as a big team—a team that includes the engineers, the welders, and my partners in Israel and extends to everyone in the United States and Canada who is helping us create beautiful, inspirational fireplaces,” Ben Zion says. “I am so fortunate to work with people every day who care and share a vision of excellence.”

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Corporate Profile

Window of Innovation RH Peterson’s groundbreaking grill window enables backyard chefs to see what they are cooking. by GREG THOMPSON The idea of a viewing window in a grill’s hood is not new, but too often, the actual design proves ineffective, with smoke quickly clouding the view.

Experienced dealers have seen so many failures, in fact, that executives at RH Peterson Company (City of Industry, California) report that it often takes time to convince grilling veterans that a real solution exists.

After 28 years with RH Peterson, Jerry Scott, senior vice president, understands this reticence. He explains, however, that the company’s Magic View window addresses the familiar problems using a design that works, thanks to extensive research and development.

Using high-tech glassceramic material from manufacturer SCHOTT ROBAX® (Mainz,

Germany), designers installed large windows in hoods from RH Peterson’s Fire Magic grill line. Most of those units were featured in builtin applications in outdoor-kitchen settings. According to Scott, the

Top: Jerry Scott Left: Charred American Oak logs on the G10 vent-free burner system Bottom: The Black Diamond grill, with a Magic View window

most popular grill in the Fire Magic line is the Echelon 790—a 36-inch model in all stainless steel.

Prospective customers instantly notice the Echelon’s large window, and savvy dealers are quick to

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explain why the Magic View window actually works. “Some customers may remember that in the past, windows were too small, and the only inside illumination was from the flames,” Scott explains.

“The window would smoke up in a short time, and it was really useless.”

To counter any antiwindow bias, dealers can point to the Echelon’s interior illumination and rounded lid—two features that considerably diminish the distortion caused by smoke. “It stays relatively clean, and it is a feature that consumers like,” Scott says. “Onethird of those grills are ordered with the window, even though it is not an inexpensive accessory. It runs about $520, and every year, we get a higher percentage of customers who want that. It has been a great combination with the Echelon 790 grill.”

PATIO & HEARTH PRODUCTS REPORT

FYRE AND FIRE In addition to its Fire Magic and American Outdoor Grill lines, RH Peterson features Real Fyre vented and vent-free gas logs. Set on a G45 triple-burner system, one of the many Real Fyre log variations, Charred American Oak, looks like real wood in a mature fire.

“With the G10 vent-free log burner system, the burned-through front log allows more flame and more glowing embers to appear,” Scott explains. “It also allows for more heat from the log set. The Charred series has been our number-one style of gas logs, in both vented and vent-free systems, for a few years now.”

The outdoor-products collection from American Fyre Designs (AFD) entered the RH Peterson product family about five years ago. Using remarkably versatile glass-fiber–reinforced concrete (GFRC), AFD presents a unique and beautiful array of outdoor fireplaces, firepits, fire tables, urns, and fire bowls.

According to Scott, the fire bowl has been a particularly popular addition. “We brought that in a couple of years ago, and it has been embraced as a wonderful addition to any outdoor room,” he says. “You can also put in a water scoop, and it can be a flame-and-water feature around pools or spas.”

Scott has seen the power of fire features to attract people.

Outmatching even the delights of high-definition television, a lovely fire table (with music playing in the background) can bring families together. After turning on the fire table and stereo at his own house, Scott remembers, “Within about 20 minutes, the entire family had migrated from the television to that

outdoor fire table. We just sat, talked, and shared our day. It draws people in and promotes communication, rather than sitting inside and staring at a box.”

Among families that compete with televisions, laptops, smartphones, and tablets for attention, the elemental pleasures of fire and outdoor cooking are an undeniable selling point. Scott believes that dealers would do well to emphasize these intangibles because, he says, “There is value in stress reduction.”

NEW PRODUCTS At the March 2016 HPBExpo in New Orleans, Louisiana, visitors to the RH Peterson booth seemed most excited about the company’s new Black Diamond grill. The fresh design incorporates a black-porcelain surface accented by stainless steel. The distinctive color pays homage to the iconic Fire Magic line, launched in 1937 by inventor Harold Keck.

French Barrel Oak, a new fire table in the AFD collection, also debuted at HPBExpo—with an appearance so

convincing that Scott saw many people cooker that could deep-fry a turkey and touching the GFRC surface to make do a lot more than what was out there sure it wasn’t real wood. Convincing in the market. We took that idea and imitations of teak, redwood, and driftdiscussed it with our engineers, and they wood are likely to be in the works, due came out with one of the more popular largely to the side cookers for positive response our barbecue to French line: the power e deal with retailers Barrel Oak. burner.”

In a nod to With a Btu who have a personal stake output generation X, a of 3,000 new linear outto 60,000, the (often, a generational door fireplace power burner stake) in their stores. sports precisely can be used to the kind of conwarm sauces, Whether it’s for grills or fire temporary lines cook in a wok, that small, entredeep-fry a features, we get a lot of preneurial retailturkey, or preers crave. Scott pare a crab boil. our ideas from retailers. knows—because It’s a winner for he asks them.

RH Peterson, “We deal with retailers who have a perand it came about because of asking sonal stake (often, a generational stake) questions—a practice now ingrained in in their stores,” Scott says. “Whether it’s the company’s culture. for grills or fire features, we get a lot of For retailers who carry RH our ideas from retailers.”

Peterson’s products, national advertisHe continues, “For example, I talked ing support from the corporate office is to a customer who wanted to see a side a priority. Much of the publicity comes

“W

”

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through websites, Pinterest, Facebook, and other social media. “We also know that each market has different levels of success based on customized promotions and advertising,” Scott says.

“With that in mind, we provide a generous cooperative-advertising fund that dealers can draw on to do local media.

Dealers have done creative things on a local level.”

Whatever form marketing takes, Scott observes, dealers should never be shy about sharing the price of the product. Customers are savvy enough to know, he says, “You get what you pay for,” and ultimately, price communicates value and design.

“Most of the customers who buy our products tend to have the income available to buy at the high end, and they are willing to invest in their homes with an upscale fireplace or patio,” Scott says.

“These customers are willing to invest in their backyards with nice outdoor kitchens that will provide years of pleasure for them and their families.

When you look at the big picture, it’s a great time to be in this industry.”

Insight

ONE HOT ACCESSORY Both the original and the new rechargeable Looftlighter are igniting sales for specialty retailers.

BY CHERISE FORNO

After more than a decade of success in bringing the original Looftlighter to the marketplace, Looft Industries (Stockholm) has now introduced a rechargeable lighter set to heat up the hearth and barbecue industries this year.

Richard Looft, founder and CEO of Looft Industries, says, “That is our big thing now. The original Looftlighter started the trend, and the rechargeable Looftlighter revolutionized it.”

The rechargeable Looftlighter, which debuted at HPBExpo in March, uses a lithium-ion battery.

This makes the Looftlighter fully portable and convenient for a variety of occasions—while it maintains all of the remarkable technological capabilities of the original barbecue and hearth-fire Looftlighter. “There are many new features that save batteries,” Looft says. “It lights charcoal and wood in 60 seconds, without any chemicals.”

The new product is ideal for customers on the go, Looft says, and for tailgating, hunting, and camping. The lighter still uses superheated air to ignite a fire (without the use of harmful chemicals or gas).

Looft explains that the development of this product took place over several years and began with many customers requesting a portable version of the Looftlighter. After creating the rechargeable Looftlighter, the company then spent time perfecting the technology, in order to bring a reliable, high-quality product to

The rechargeable Looftlighter

The original Looftlighter

the marketplace.

Looft Industries will begin releasing the new Looftlighter in the United States before it is made available in Europe. This will follow the same model used for the introduction of the original Looftlighter: starting slowly. “We

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will keep it very close to our distributors, to start with,” Looft explains.

When launching the first Looftlighter, Looft says, he choose this route so he could have control over the product and grow a strong company, without simply releasing the product in big-box stores. “For us, it’s very important to build a brand,” he says. This involves making quality a priority—and not trying to go after sales before innovation. “We take it slow and easy, and we try to make it as good as possible,” Looft says.

Building a strong brand is exactly what Looft has done.

Looftlighter began when Looft simply set out to solve a cooking problem for himself. After throwing away chicken because it tasted of lighter fluid, Looft crafted a lighter by pouring charcoal in a bread toaster and attaching a vacuum that he had rigged to operate in reverse, so it would blow out air. This rough early prototype was the catalyst for the eventual refined Looftlighter, which is now sold in more than 30 countries. “This was totally new on the market,” he says. “We were the first lighter on the market working with air—not chemicals; not gas.”

Because the Looftlighter was like nothing people had seen, Looft had to demonstrate it for people to appreciate its value. Once people understood the product and saw it

PATIO & HEARTH PRODUCTS REPORT

in action, it caught on quickly, and sales followed. “When they saw it, they bought it,” he says.

Many knockoff products now exist that try to replicate the Looftlighter, and this makes Looft proud because it means that the companies attempting to copy the Looftlighter understand its value.

The patented Looftlighter, however, was the first product of its kind, and it remains the high-quality leader in the industry. Now, Looft has proven his talent for innovation again, with the rechargeable Looftlighter.

Looft notes that both products will now be available, and the new product is in no way a replacement for the original; it’s simply another option for customers, depending on their needs. “They complement each other,” he says.

Looft has learned a lot about the barbecue industry in the past decade, he says, but he has also assembled the correct team for success, including Nisse Persson, Looft Industries’ international sales and marketing manager, who brings many years of experience to the company. Looft explains that the slogan of the original Looftlighter, The Perfect Match, also describes their business partnership.

“We match each other very well,” he says. “He has the experience in the industry, and I have the product and the innovations.”

Looft will continue to develop his original inventions and will package them with sound marketing and customer service, he says, to remain in the forefront of the barbecue and hearth industries.”

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Insight

EUROPEAN FLAIR Consumers are drawn to the contemporary, energy-efficient designs of hearth products from Wittus. BY CHERISE FORNO For more than 35 years, Wittus® (Pound Ridge, New York) has excelled at delivering high-quality fireplaces, stoves, and accessories.

Top: The Shaker wood stove

Wittus continues to build on this foundation by importing and developing new products that masterfully combine elegant designs with maximum performance and efficiency.

Alyce Wittus, vice president of Wittus, says, “We offer a variety of contemporary European–style hearth

Bottom: The Domino 8 Maxi stove

products and warm furniture, making one-stop shopping possible, so Wittus has a clear edge on the designer-stove market.” She adds that the company is continually working on bringing new products to market that combine a traditional feel with modern designs and features.

“We are working with a French manufacturer, JC Bordelet (Vendargues), which manufactures suspended fireplaces,” she says. These new fireplaces have many aesthetic and functional options, she explains.

The fireplaces can be central or wall mounted, and they can be equipped with glass enclosures or can use open

Middle left: The Happy Pizza oven Middle right: The Phenix Green 95 fireplace

air. They will also be available in a variety of colors and finishes (including vibrant animal prints).

Another new product line is that of StackStoves from La Castellamonte (Turin, Italy), which

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are designed in stackable pieces.

“They are handcrafted from clay and glazed in bright colors,” Wittus says.

“La Castellamonte represents the art of the fired-clay stove and is an ancient art from this region.”

As for the company’s flagship products, its Phenix Green fireplaces—named Archinterious Best of 2014 Products—continue to be among the company’s bestsellers. The zero-clearance built-in fireplaces, which use a guillotine door, are manufactured to burn while open or closed, so people can enjoy the fire in multiple ways. These wood-burning units use state-of-the-art technology to achieve optimum heat output, with unparalleled levels of efficiency.

“Zero-clearance built-in models, such

PATIO & HEARTH PRODUCTS REPORT

as the Optifire and Phenix Green fireplaces, are an economic and efficient solution,” Wittus says.

The company’s award-winning Shaker stove marries simple, traditional design with modern style to match any decor. Its smaller frame also makes it perfect for homes of any size. “The Shaker wood stove is one of our most popular products— both classic and contemporary in design,” Wittus notes.

Another line in high demand is the Cubic series (in five styles), designed by Danish architect Anders Nørgaard. “It is supercontemporary and is well suited for most modern homes,” Wittus explains. “Two of the units hang on the wall, offering another design option for rooms where floor space is limited.”

In keeping with the Wittus tradition, all of the company’s eye-catching products remain of the highest quality. “Wittus products are contemporary, well made, and highly efficient,” Wittus says. “They function as well-respected design pieces and conventional heaters.”

Wittus is also a master of offering products that are technologically advanced, generating high heating power while remaining eco-friendly and easy to use. “We work with various European manufacturers to find and import the best products available,” Wittus says. “Our criteria for selection include artistry in design, state-of-the-art technology, and continued on page 77

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LastWord ...

NO HOLDING BACK NorthCape pulls out all the stops by adding six new collections to its furniture offerings. BY KIMBERLY RODGERS 2016 looks likely to be another banner year for NorthCape (Alsip, Illinois), with six new-product introductions hitting retail showrooms and creating excitement in the casual industry.

NorthCape is well known as a leading manufacturer of woven outdoor furniture that combines high quality with superior design—at value-driven prices. The company’s most recent collections are Cambria, Concord, Pelican Cove, Promenade, Richmond, and Vienna.

Cambria, featuring a parchment-colored HDPE weave over a sturdy, commercialgrade aluminum frame, has been particularly popular on the showroom floor. Tom Murray, president, comments on his experience visiting dealers in Florida when the 2016 season first broke. He says, “I asked them which collection has been their biggest seller to date, and they pointed to Cambria. Initially, I thought that was just the biggest seller of our products. After clarifying that, I was pleased to hear it was the best seller of everything.”

Murray attributes the transitional collection’s success to many factors—most notably, its color.

He says, “The gray color palette has hit the market big this season, and Cambria is paralleling this neutral trend with its off-white parchment or beige tone in the frame and cushions.” Murray notes that throughout the industry, this year’s hot sellers are products in neutrals, in a transitional or contemporary design. “Gray is clearly the mainstream color,” he says. “We saw it coming last year, but it truly is the breakout star for 2016.”

The smaller footprint of each piece in the collection has also made Cambria popular with con-

Top: Cambria seating Bottom: Promenade

sumers. “It hits as an alternative for a townhouse or condo balcony and for people who have limited outdoor space,” he adds. The mixed media, with polystyrene woodlike accents, have proved to be a draw to consumers and enable them to mix the collection with their own wooden occasional pieces.

At the other end of the spectrum, Richmond (traditional in design and with a larger footprint) has launched with a bang in 2016. “In terms of comfort, the high-back design of Richmond has been very appealing to consumers,” Murray says. “I also think the pendulum has swung back from very contemporary design to more of a balance between modern and traditional, which is what Richmond accomplishes.”

Just hitting showroom floors now is Promenade, a new line made from reclaimed teak.

Murray says, “The collection is a bit of a departure for us because there is no weaving anywhere on it.

We have sold more than we expected to our cus-

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tomers, so it will be interesting and exciting to see what happens with it in their showrooms.”

Murray is pleased with NorthCape’s new collections this season. He says, “They fill a gap in the market, which is what we have always tried to do— and how NorthCape has made its name in this business. When we do that, we have a lot more success.”

The contract market is still an important channel for the company. Murray believes that the segment will continue to grow, especially if directed through specialty retailers. “Success in this channel is stronger if we work through dealers who already have established contacts in the contract market,” he says.

LIBBY LANGDON OUTDOOR In July 2015, the company formed a partnership with interior designer, author, and television personality Libby Langdon to design her first line of outdoor furniture for NorthCape. This partnership came about as a direct result of the company’s response to the needs of its customers. “We have a large customer base, with good retention, and we have great relationships with our dealers,” Murray says. “While they buy and sell a lot of our product, our dealers have been relating to us that they are looking for a more designer element to our line.”

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LastWord

Cambria chat

In the upcoming months, NorthCape will be directing much of the company’s resources and time into an exciting launch of the collection at the July ICFA Preview Show™. The line will also be previewed at the July/August Las Vegas Market and at Casual Market Chicago in September.

“A big part of our product launch this year will focus around the lines we are doing with Libby; there will be about 12 to 16 slots in our Chicago showroom dedicated to new products designed by her. Libby will be the lead on the design aspect of the collections—which will hit across different media, but will still meet the value pricing NorthCape is known for,” Murray says.

After hearing Langdon speak at a conference in Florida, Buzz Homsy, president of Casual Classics

Furniture Group, brought her together with NorthCape.

Murray says, “She had not yet done any furniture-design projects in the outdoor world, but was interested in expanding into the outdoor arena. NorthCape and Casual Classics have been working together for years, and Buzz knew we were the right fit for her.”

He continues, “Libby is aligned with how we operate, which uses a style–comfort–value formula. Our partnership is a natural fit. In addition, she is extremely hard-working, very energetic, and on today’s trends.”

Murray was happy to hear that many of the products that Langdon has created for her design clients have been inspired by a need when she can’t locate something from another source. He says, “She is very much in line with how we do business here, which is filling a gap in the marketplace.”

Casual Classics will be offering the Libby Langdon Outdoor collection to its North American dealers. “I am very thankful that we connected with Libby and that Buzz recognized an opportunity for Casual Classics members and owners,” Murray says.

GROWING STRONGER In 2013, NorthCape moved its Chicago-area corporate headquarters and warehouse to its current (and larger) location in the suburb of Alsip. With the goal of doubling the business in the next few years, NorthCape has

undertaken some dramatic improvements to its overall infrastructure to support that effort.

Working with a third-party logistics company, NorthCape has added new advanced technology, along with consolidating warehouses from five to three larger buildings. Similar in size, the facilities are strategically located in Alsip; Fullerton, California; and Clermont, New Jersey.

“Our logistics arrangements have been rearranged to serve the entire country, as well as Canada, more cost effectively,” Murray says. “We are serving the needs of our customers better and more efficiently, with three larger warehouses running well (rather than five facilities that didn’t quite meet our needs).”

These improvements have proved positive, as business is up 23% for the first quarter of 2016. “We are starting to see shorter lead times and quicker answers to backorders—and ultimately, we’re providing products to our customers more efficiently, which enables them to turn around and sell them faster,” Murray says.

He adds, “Our customers are buying more and recommending us to their colleagues in the industry. The steps that we have made in the past year and a half are quite dramatic. Our decisions to create three bigger, better warehouses and to get some help with operations were clearly the right steps for our business: Now, we are prepared for the future.”

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What’sNew

6 Hot Products to Sell Now Summer Classics | www.summerclassics.com |

(888) 868-4267

Designed to be comfortable without cushions, the Bentley swivel chair is handwoven in UV-resistant N-dura™ resin over reticulated foam and heavy-gauge tubular aluminum.

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DCS by Fisher & Paykel | www.dcsappliances.com |

(888) 936-7872

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

Windward Design Group | www.windwarddesigngroup.com |

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(941) 359-0890

The all-new Madrid extruded-aluminum sectional is part of a sophisticated, modern collection that offers a high-end, sleek look while providing the ultimate in outdoor comfort.

Madrid includes coordinating side tables that combine aluminum with a marine-grade polymer tabletop, which is available with an umbrella hole—to complete your outdoor setting.

Madrid is proudly made in the United States.

Poly-Wood | www.polywoodinc.com |

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(877) 457-3248

The perfect addition to the Modern collection is the combination of relaxed comfort in an Adirondack with the smooth motion of a rocking chair. The Modern Trio rocker provides a modern aesthetic and is constructed of durable POLYWOOD® lumber, available in a variety of attractive, fade-resistant colors with all-weather durability. Best of all, this rocking chair isn’t prone to splintering, cracking, chipping, peeling, or rotting, and it will never require painting, staining, or waterproofing.

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Miles Industries | www.valorfireplaces.com/products/l3.php |

(800) 468-2567

Introducing the L3 series, an addition to Valor’s popular line of linear gas fireplaces: 14 inches wider than the L2, the L3 boasts the same trim designs and fuel-bed options, as well as the same height and depth dimensions. Compact firebox engineering and standard 6 5/8-inch venting systems make the L3 versatile in design and application. A highly effective radiant and convective heater, the L3 combines luxury design with impressive zone heating.

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Empire Comfort Systems | www.americanhearth.com |

(800) 851-3153

The all-new American Hearth 40-inch direct-vent system reimagines the gas fireplace—its aesthetics, its technology, and its environmental impact. The enormous ceramic-glass front frames the beautifully crafted 14-piece log set blazing atop a full-floor ember bed. Rich yellow flames roll over and around the logs and embers, mimicking the burn of a natural wood fire. Inside the fireplace, Empire’s TruFlame technology uses an integrated catalyst system to scrub the exhaust, removing potential pollutants from the flue output and making this the most eco-friendly vented gas fireplace on the market. An adjustable air shutter and dampers (accessible from the front) provide a means for the installer to fine-tune the flames to the length of the vent run during the initial installation, eliminating callbacks.

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ProductPROFILES t Pasadena A nod to Midcentury design and the birthplace of Brown Jordan Company, Pasadena defines understated sophistication with its sleek profile. The collection’s frame features a smooth, flat aluminum extrusion that is gently curvilinear. Sweeping lines seen on the arms and back legs highlight the beauty of the chair’s construction. Contact: (800) 743-4252 or www.brownjordan.com.

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Bel Air/Bullet Vintage Cart Grills

Cookbook From Big Green Egg

Bull has introduced a new line of vintage-style cart grills (under its Bullet brand name) that look like they are straight out of the 1950s. These grills come in three eye-popping colors. Their features include four stainless-steel tube burners and a side burner. This 60,000-Btu grill uses piezo igniters and stainless-steel grates. The style and look of these grills will command attention in the field of grills on any retail floor. Contact: (800) 521-2855 or www.bullbbq.com.

Help your customers take their outdoor cooking to the next level by offering “The Big Green Egg Book.” With more than 50 recipes and profiles of 15 international chefs who use the EGG in their restaurants, “The Big Green Egg Book” (hardbound, 208 pages) is the perfect inspiration for grilling enthusiasts everywhere. Contact: (770) 938-9394 or www.biggreenegg.com.

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Stainless Smoke Pucks (SR8180)

Westlake Fire Table

Traditional smokers create a smoky environment within your grill that adds delicious flavor to your meal. These small-but-mighty smoke pucks pack even more punch. Directed vents force smoke out exactly where you want it: onto your food. This set of two pucks also allows you to surround your meat, and the pucks’ small size lets them get in close.

Pucks can use either wood pellets or wood chips, skipping the soaking and going straight to the smoking. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

Bernard Dalsin Manufacturing (BDM) introduces the Exterior Escapes by BDM brand of gas fire tables.

The Westlake model (pictured) is an affordable (yet luxurious) addition to any outdoor environment. It is sold with a 60,000-Btu stainless-steel burner, providing one of the best flames the industry has to offer.

Contact: (800) 829-9505 or www.firetablesplus.com.

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Bold, Beautiful Color Constructed from up to 100% recycled HDPE plastic and tested in 10 years of Arizona’s UV spectrum, C.R. Plastic Products’ outdoor furniture boasts 16 colors that will stay beautiful for generations. With an expansive product selection, unbeatable comfort, and rich colors, it’s the perfect choice for any outdoor space. Contact: (800) 490-1283 or www.crpproducts.com.

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Boulevard Linear Fireplaces Go to Great Lengths Sometimes a fireplace goes beyond just the flame—and becomes art. With its outsized proportions, its contemporary burner, and its programmable lighting system (concealed beneath an ocean of crushed glass), a Boulevard large linear vent-free fireplace makes a bold statement that’s sure to turn heads in any setting. Choose the Boulevard 60 or Boulevard 72—with true 5- or 6-foot fireplace-opening widths. Both systems are available in LP (38,500 Btu) and natural-gas (40,000 Btu) versions. Accessorize your Boulevard vent-free fireplace with the unique ceramic-glass black reflective liner to create the illusion of unimaginable depth, or opt for the brushed-stainless liner for a bright, contemporary feel. Contact: (800) 851-3153 or www.empirecomfort.com.

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Fireplace Door Guy

Update the appearance of a fireplace with the highest-quality custom fireplace doors, manufactured in the United States. Fireplace doors are all handbuilt—customized, one at a time, to each customer’s design requests. The company creates beautifully designed doors that fit uniquely shaped fireplaces and complement customers’ design motifs. Contact: (951) 837-0097 or www.fireplacedoorguy.com.

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Mom’s Gourmet Mom’s Gourmet has added two new products to its lineup: Jammin’ Salmon, a savory blend of herbs and spices, and Flower Power, a fragrant blend of herbs and spices, are now available for the growing number of consumers who include salmon and chicken in their regular diets. Jammin’ Salmon is salt, sugar, and gluten free. It does not contain preservatives or MSG. Flower Power is a salt- and sugar-free blend that is ideal for chicken and pork. Both blends are ideal for grilling, roasting, and baking. Contact: (440) 564-9702 or www.momsgourmet.net.

Linger longer outside – in any season.

Morning coffee on the terrace in early spring. Family game night in late fall. Enjoy outdoor living in the cool months, too – with Infratech. Eco-friendly.

Energy-efficient. Smart home compatible. Heating systems in a stylish range of mounting and finish options to add climate-controlled comfort and entertainment-worthy ambience in any season.

WWW.INFRATECH-USA.COM | 800-421-9455 2-YEAR WARRANTY | PROUDLY MADE IN USA

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ProductPROFILES Phoenix Strap Collection The Phoenix Strap collection is an innovative addition to the already popular Midcentury–inspired Phoenix collection. SunbrellaŽ Strap offered pivotal inspiration, allowing Gensun Casual Living to develop the proprietary and ingenious method of attachment, which is crucial to the design (providing individual strap replacement). The straps are secured in a subtle groove, offering a strikingly honest view of the chairs’ assembly—a hallmark of Midcentury classics. Contact: (866) 964-4468 or www.gensuncasual.com.

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Marquette

by OW Lee New for 2017 is the Marquette 42x72-inch occasional-height firepit. Marquette combines both French and English styling to create a collection of elegant lines, with a touch of Tudor style. The collection’s key characteristics include handforged, extrawide arms; Plush Comfort cushioning on the deep seating furniture; and spring-steel seat straps, which provide added comfort. Contact: (800) 776-9533 or www.owlee.com.

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SIMA Surfaces From NorthCape NorthCape is excited to announce the addition of strain-induced melt-activation (SIMA) cast surfaces to its product lineup for the 2016–17 season. The company’s SIMA surfaces are cast from actual pieces of antique barn wood and feature a multistep finish. NorthCape offers SIMA surfaces on fire tables, dining tables, and as inserts for the company’s universal coffee tables and end tables. As the company says, when you’re looking for style, comfort, and value—take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcape.com.

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$5*(172 6TXDUH 'LQLQJ *URXS ÂŽ

&UDIWHG XVLQJ )6& FHUWLĂ€HG 5REOH WLPEHU -XO\ 3UHYLHZ 0DUNHW &KLFDJR 6KRZURRP www.jensenleisurefurniture.com Circle Reader Service No. 60

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Valor’s HeatShift System Designed to reduce surface temperatures, the Valor HeatShift System™ is especially recommended when adding a wall-mounted television or heat-sensitive material directly above the fireplace. In essence, raising the heat outlet improves conventional airflow—reducing wall temperatures and improving overall performance. Excess warm air is then circulated back into the room at a higher elevation. With heat transferred above, it is now possible to run noncombustible finishing materials right up to the fireplace surround. Valor has also incorporated a sleek heat outlet or hidden wall valance, which provides a clean surface for heat distribution back into the living space.

Contact: (800) 468-2567 or www.valorfireplaces.com/distinction/heatshift.php.

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Capri Deep Seating Agio continues to redefine all-weather wicker. The Capri deep seating collection includes a love seat, two matching accent chairs, and a coffee table—all crafted with a handwoven, distressed, multicolor wicker on rust-free aluminum frames. The look is modern (yet natural), and it will give customers the extra comfort of cushions in matching warm, neutral tones of weather- and fade-resistant Sunbrella® fabric. Contact: (888) 997-7623 or www.agio-usa.com.

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Crab-cake Grilling Basket and Press (CC3138) Cook crab cakes on the grill. This two-piece plastic press ensures that crabmeat patties come out the right size and shape for the grilling basket, which can hold up to three patties at once. Wells are nonstick and feature ventilation holes to let moisture escape, ensuring that your patties are never soggy. Flipping the patties is easy; a turn of the wrist is all it takes to make sure your crab cakes are cooked evenly.

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

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Icon Firepit/ Coffee Table From Castelle A Design Journal ADEX Platinum Award winner and International Casual Furnishings Association Design Excellence Award winner, the Icon firepit/coffee table is the ultimate outdoor-living work of art. Constructed of durable aluminum, with contemporary lines and a universal appeal, Icon includes a state-of-the-art gas burner system.

Expertly engineered, the firepit/coffee table complements any outdoor seating. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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ProductPROFILES Luxurious Tufted Hammock Handcrafted by Hatteras Hammocks A Hatteras Hammocks tufted hammock is the peak of pillowy perfection and luxurious reclining; settle back in it even once, and you won’t ever want to get back out of it. This exceptionally plush hammock features two layers of high-quality, solution-dyed, all-weather synthetic fabric sandwiching a thick center of nonabsorbent polyester-hollowfill fiber manufactured from recycled plastic drink bottles. The hammock’s pillowy contours are created by eight well-placed, nickel-plated, rolled-rim steel grommets. It features two handsome and sturdy spreader bars made of South American cumaru. The tufted hammock also comes with an attachable trapezoidal hammock pillow to ensure that you reach maximum relaxation. Contact: (800) 334-1078 or www.thehammocksource.com.

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Flush-mounted Installation

Argento Garden Bench #2100

Flush-mounted Infratech heaters are as stylish as they are versatile: They can be installed with the edges exposed or can be partially covered by a drywall, plaster, stucco, or tongue-and-groove ceiling treatment. For installation instructions and to find out more about flush mounting heaters, click on the QR code.

Contact: (800) 421-9455 or www.infratech-usa.com.

This classically styled bench is designed for Jensen Leisure Furniture by the award-winning Edi and Paolo Ciani. It is crafted of 100% FSC–certified roble heartwood with a weathered-silver driftwood appearance that acquires a patina of a deeper medium gray outdoors. It is a low-maintenance piece, with the company recommending only the application of Wood Shield to protect it from stains as it weathers. It’s available now for quick shipment. Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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Grand Terrace The Grand Terrace collection now includes a curved sofa and oval ottoman. This extensive collection from Gensun Casual Living offers nearly every type of seating available, from dining to deep seating, in chat to bar heights and with your choice of cushion, sling, padded-sling, or woven options.

Customization is available, with more than 500 fabrics, 14 finishes, and five woven options.

Contact: (866) 964-4468 or www.gensuncasual.com.

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Dakoda Cushion Challenge your creativity with Dakoda’s modular pieces, where urban chic meets Mallin comfort. Each piece is designed with sleek lines, with its back cushion featuring aluminum frame inserts—giving a clean upholstered back without exposing the back frame. The collection is available in deep seating and dining: Dine with your companion and relax with Dakoda. Contact: (800) 251-6537 or www.mallinfurniture.com.

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Ambiance AEI proudly announces the introduction of the Ambiance stainless-steel fire feature (PC14SS), adding to the most complete offering of outdoor comfort heat available from any single source. Ambiance’s features include a 4-inch Ambi-Fire borosilicate-glass tube, the Ambi-Glo emitter-grid system, the Pyromid ceramic-burner system, and Ambi-Brite reflectors (at all three corners) to enhance the dancing flame. Ambiance is backed by AEI Corp., which is celebrating its 48th year in the premium–gas-grill and outdoor–comfort-heat industries. Contact: (949) 474-3070 or www.aeicorporation.com.

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Pioneers of Professional Outdoor Kitchens Turn up the heat, and go from zero to sear with DCS Grills’ new built-in temperature gauge. To maximize natural convection, this gauge allows you to monitor the temperatures and know exactly how hot the grill is—without raising the specially designed hood. Be the ultimate meal maker with the ability to control DCS Grills’ massive 121,500 Btu-per-hour total power, which lets you choose the precise heat you need—from a low-and-slow 300 degrees up to an intense 1,100 degrees—to create the ultimate cooking experience. Contact: (888) 936-7872 or www.dcsappliances.com.

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ProductPROFILES Sunset Rocker Collection

St. Bernardus

Breezy and open style is driving the next wave of looks in outdoor seating, and the Sunset rocker is sure to be a hit for those looking for the perfect addition for lounging on the front porch, deck, or patio. The rust-free aluminum frame is accented by a lovely woven look, for truly elegant seating.

The set includes two matching open-weave rockers, with coordinating lumbar pillows for extra comfort. Be sure you have the Agio lineup that’s sure to be a hit on your showroom floor. Discover the profitability of becoming an Agio retailer today. Contact: (888) 997-7623 or www.agio-usa.com.

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

Ambiance Antique Bronze AEI proudly announces the introduction of the Ambiance antique bronze fire feature (PC14AB), adding to the most complete offering of outdoor comfort heat available from any single source. Ambiance’s features include a 4-inch Ambi-Fire borosilicate-glass tube, the Ambi-Glo emitter-grid system, the Pyromid ceramic-burner system, and Ambi-Brite reflectors (at all three corners) to enhance the dancing flame. Ambiance is backed by AEI Corp., which is celebrating its 48th year in the premium–gas-grill and outdoor–comfort-heat industries. Contact: (949) 474-3070 or www.aeicorporation.com.

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New Flex Push-button/Flame-sense Firepit Inserts A new take on HPC’s push-button/flame-sense insert incorporates a flexible stainless-steel gas line between the control box and burner, offering insert versatility and simpler installation. This UL-certified insert includes the popular Penta burner on round and square models. Linear and rectangular H–burner models are available. The unit includes the pan/burner, a control box with a pilot, and flex line—fully assembled.

Contact: (877) 433-7001 or www.hpcfire.com.

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BDM Vent Kits Bernard Dalsin Manufacturing (BDM) offers convenient vent kits for use with direct-vent gas fireplace inserts.

The patented termination cap offers unparalleled performance, as well as an aesthetically pleasing design.

Contact: (800) 829-9505 or www.firetablesplus.com.

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Pit Boss Grills: PB700FB Wood-pellet Smoker The 700FB wood-pellet grill from Pit Boss offers the best value per square inch in the pellet grill industry, the company says.

These eight-in-one grills have the cooking versatility needed from smoking to searing (standard flame broiler), with a dynamic range of cooking temperatures from 180 to 500 degrees—and all with the simple turn of a dial. An electric igniter allows easy, mess-free barbecue lighting. With complete structural strength and durability, these high-value grills are built to last. Contact: (877) 303-3134 or www.pitboss-grills.com.

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THE ULTIMATE DESTINATION FOR

ALL THINGS OUTDOOR

Big Green Egg Custom Stainless-steel Tool Set Great chefs demand the best tools, and this custom-designed set offers every grilling enthusiast the ultimate equipment to handle every cookout.

Extra-long stainless-steel shafts keep heat safely at a distance, and contoured handles provide a comfortable and secure grip. They are available as a set of three—barbecue tongs, a grill spatula, and a basting brush (which includes a replacement basting-brush head)—or as individual pieces. Contact: (770) 938-9394 or www.biggreenegg.com.

SEPTEMBER 20 SEPTEMBER 23 2016

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GeoBella Indoor/Outdoor High-performance Fabrics Phifer’s new GeoBella indoor/outdoor high-performance fabrics are presented in carefully coordinated pairings and patterns and feature a sprawling collection of fresh, fun, and fashionable designs. The line boasts a broad, versatile color spectrum, and new introductions highlight bold colors and high texture. Suitable for all lifestyles, Phifer’s GeoBella fabrics complement any interior or exterior living space. Contact: (800) 221-5497 or www.phifer.com/designedfabrics.

Merchandise Mart, Chicago

Casual Market Chicago is the world’s largest marketplace for the best in outdoor furnishings. Discover

CasualMarket.com

new products, hundreds of exhibitors and the largest

#casualmarket

selection of permanent showrooms anywhere.

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ProductPROFILES MagnuM Baby Countryside It is official: American Energy Systems is launching the 2016 series of biomass-burning appliances, and this MagnuM Baby Countryside blows high heating bills away with autoignition, a state-of-the-art electronic control center, multifuel capabilities, and much more. The high-output power-exhaust system will burn the toughest fuels while meeting even the 2020 EPA standards.

The model BCAC MagnuM holds approximately 50 pounds of wood pellets and has a large ash pan.

Contact: (800) 495-3196 or www.americanenergysystems.com.

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Topaz Round Dining Group Outdoor Kitchens by Bull (Distressed-wood Bases) Bull has introduced a new distressed-wood base finish for its kitchens for 2016. This material looks and feels like wood, but is made from a cement composite that is UV protected, nonflammable, and beautiful on any of the company’s 22 outdoor-kitchen designs. Today’s landscape and interior designers are having lots of success using this warm, attractive look. Contact: (800) 521-2855 or www.bullbbq.com.

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A contemporary winner in the Jensen Leisure Furniture line, this group features the #6201 Topaz folding sling chair, coupled with the stylish flair of the #6499 Topaz 48-inch round dining table. The combination of 100% FSC–certified ipê timber with the ponderosa brown and silver textured sling makes for a rich and modern presentation. Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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Madeira Cushion Dive into summer with a new modern (yet timelessly chic) group for your home.

Mallin introduces the Madeira collection: a modular with corner pieces, featuring sleek, clean, straight-line back designs. While smaller in scale, its plush cushions meet Mallin comfort standards. With a simple, contemporary aesthetic, Madeira encompasses a new look for Mallin and will be perfect for any condo—worldwide.

Contact: (800) 251-6537 or www.mallinfurniture.com.

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Sierra Linear Fire Table by The Outdoor GreatRoom Company The newly redesigned Sierra linear gas fire table is made with outdoor-rated faux stacked stone. The linear table shape gives a modern update to this popular fire table and features a UL–listed 12x24-inch burner. The durable Supercast top looks great and stands up to the elements.

Contact: (866) 303-4028 or www.outdoorrooms.com.

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

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The Fireplace Door Guy Update the appearance of a fireplace with the highest-quality custom fireplace doors, manufactured in the United States. Fireplace doors are all handbuilt—customized, one at a time, to each customer’s design requests. The company creates beautifully designed doors that fit uniquely shaped fireplaces and complement customers’ design motifs.

Contact: (951) 837-0097 or www.fireplacedoorguy.com.

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Stratford Collection Swivel Chair This Mission collection provides timeless style and the ultimate comfort for outdoor relaxing and entertaining. The swivel chair features a swivel system with no metal screws or hardware, so you can enjoy years of worry-free comfort. This unique swivel mechanism is exclusive to C.R. Plastic Products and is patent pending. The company offers a broad selection of finely engineered motion in dining and pub styles as well. Contact: (800) 490-1283 or www.crpproducts.com.

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Original Pawleys Island Deluxe Cotton Rope Hammock Watch the clouds roll by and dream of the future with that special someone. Tailor-made for two or more, with a bed that is 5 feet wide, the deluxe rope hammock is a continuous woven bed of 100% three-ply cotton rope. A thousand feet of rope are used in constructing this hammock, for a durable woven bed with double-latch construction and 14 loops in the body (more rope adds greater comfort and strength). The natural color of the rope keeps the hammock looking new. Spreader bars are constructed of solid oak for premium durability and strength and have been triple dipped in marine spar varnish to lengthen the hammock’s life. Contact: (800) 334-1078 or www.thehammocksource.com.

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ProductPROFILES Modern Trio Dining With Harvest

LG800 Elite Wood Pellet Smoker by Louisiana Grills The Louisiana Grills Elite series, the company’s newest line, offers the superior advantage of wood-pellet cooking, wrapped in a contemporary look. With 838 square inches of cooking area, the Elite series features a high-temperature powder-coat finish with stainless-steel accents, a standard flame broiler to sear your steaks, a side shelf, tool hooks, a towel rack, and an enclosed bottom cabinet. The grill is equipped with a digital control board, making precise cooking control as simple as the push of a button. It’s another innovative product from Dansons. Contact: (877) 303-3134 or www.louisiana-grills.com.

With curved arms and a contoured seat and back for comfort, this set of four Modern Trio Adirondack dining chairs and POLYWOOD® Harvest table and bench is ideal for all your outdoor dining and entertaining needs. The chairs, bench, and tabletops are constructed of durable POLYWOOD lumber, available in a variety of attractive, fade-resistant colors, along with sleek aluminum dining-table legs featuring a moisture- and UV-resistant powder coat. Contact: (877) 457-3248 or www.polywoodinc.com.

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New From NorthCape NorthCape’s new set of a conversational table and cube seating is great as an addition to a sectional group—or on its own in a smaller space, such as a porch or balcony. Available in six HDPE resin finishes in the company’s multiple domestic warehouses, this unique group is stylish, versatile, and comfortable. As the company says, when you’re looking for style, comfort, and value—take a fresh look at NorthCape. Contact: (708) 563-2890 or www.northcape.com.

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New Flex Match-lit Firepit Inserts

The Cabana Collection

by Sunbrella

This match-lit series incorporates a flexible stainless-steel gas line between valve and burner, offering insert versatility and simpler installation. This UL-certified insert includes the popular Penta burner on round and square models for maximum flame. Linear and rectangular H–burner models are available. The unit includes the pan/burner, a decorative key valve with an HPC mounting bracket, and flex line—fully assembled. Contact: (877) 433-7001 or www.hpcfire.com.

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

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Eclipse Sling Dining With Live Edge Table From Castelle A Design Journal ADEX Gold Award winner, Eclipse collection sling dining (featuring an attractive angular frame and a floating seat design) is a definite showstopper. Sling dining allows for breathability with easy care. Expertly engineered, Eclipse captures a luxury contemporary look when paired with the cast-aluminum Live Edge dining table. Contact: (855) 612-9800 or www.pridefamilybrands.com.

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ProductPROFILES Siena by OW Lee New for 2017: The simple (yet elegant) lines of the Siena collection are inspired by the traditional flair of 19th-century Italian farmhouse living. With details such as fluted square and flat bars, twisted-steel top bars, and handforged scrollwork, this collection is as timeless as it is beautiful. Although smaller in scale, this collection features the company’s proprietary Plush Comfort cushioning system to maximize comfort.

Contact: (800) 776-9533 or www.owlee.com.

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Slimline Shadow The Slimline Shadow™ heater incorporates Infratech’s popular Slimline SL-series heating body in a matte-black housing. With its sleek modern styling, narrow profile, and low clearance requirements, the Slimline Shadow can virtually disappear into the surrounding decor. Contact: (800) 421-9455 or www.infratech-usa.com.

Fire Magic Black Diamond Grill Part of the revered Echelon Diamond collection, the new Fire Magic® Black Diamond grill delivers the Echelon Diamond’s best-in-class quality and performance in a retro-styled black porcelain ceramic design that pays homage to the original Fire Magic grill, introduced in 1937. The limited-edition Black Diamond features Fire Magic’s signature Magic View window and advanced heat-distribution system. It is available as a 36-inch built-in unit (for propane or natural gas) and with an accompanying refrigerator, side cookers, and doors—for the ultimate outdoor-cooking experience.

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

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Gillian Accent Table

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

Like jewelry for an outdoor room, the Gillian accent table from Summer Classics enhances any collection. This eclectic (yet transitional) outdoor accent table is handcrafted in tubular aluminum with a flower-shaped Superstone top. Contact: (888) 868-4267 or www.summerclassics.com.

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Tempotest Fabrics

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Recently awarded a Platinum Design Journal ADEX Award and the Editor’s Choice Award, the Park Place sectional from Castelle delivers sleek lines, aluminum durability, and performance fabrics for fresh and contemporary appeal. In Park Place sectional deep seating, comfort takes on a variety of modern options, with multiconfiguration sectional pieces and an optional cushioned ottoman. Contact: (855) 612-9800 or www.pridefamilybrands.com.

Parà’s Tempotest fabrics for indoor and outdoor furniture, cushions, and pillows are treated with the company’s exclusive Teflon® Extreme fabric protectant to ensure that spills and stains are easily cleanable, and the fabric resists staining. Most stains and dirt clean up with a quick rinse and brushing, but the fabrics are also bleach cleanable. This feature, along with the use of 100% solution-dyed acrylic yarns (for the ultimate in fade resistance from the sun) enables Tempotest fabric to be backed by the best warranty for outdoor fabrics in the industry, the company says. Contact Tempotest USA for more information or to learn more about these stylish performance fabrics.

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

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Park Place Sectional Deep Seating From Castelle

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Country Flame Little Rascal

Smartwerks Take control of your inventory with this complete point-of-sale solution.

Discover the products that your customers are buying and the ones that they aren’t—at all of your stores.

Smartwerks even recommends the items to include on your next purchase order. Start making better buying and selling decisions today. Contact: (888) 882-1530 Ext. 107 or smartwerksusa.com.

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

Contact: (800) 495-3196 or www.americanenergysystems.com.

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Boardwalk Fire Table by The Outdoor GreatRoom Company

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

The marbleized white-onyx Supercast top, coordinated with an easy-care composite deck, brings that warm coastal look to your outdoor room. Boardwalk brings you versatility as both a table and a firepit.

The gas Crystal Fire burner is made of stainless steel and is UL listed for safety.

Contact: (866) 303-4028 or www.outdoorrooms.com.

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

Infinity Canopy The U.S. Navy chose Infinity Canopy to cover its 35x45-foot pergola after a rigorous examination and approval process.

This magnificent pergola, located at the U.S. Navy Seal Beach Golf Course in California, provides an intimate space for various functions (such as weddings) for members of the U.S. Navy. Infinity Canopy offers retractable shade for sun protection while enhancing the beauty of the outdoor setting. The canopy was initially designed to have a large gap in the middle, but after the initial installation, it made sense to make the sections longer so that they could meet in the middle to cover the entire 35-foot length of the canopy. Such modifications are impossible with other canopies and shade systems, but not with Infinity Canopy, the company says. Additional panels were ordered that will connect to the existing canopies to make them longer. Infinity Canopy looks forward to sharing photos of this stunning pergola when the project has been completed. Contact: (844) 422-6679 or www.infinitycanopy.com.

granite

marble

limestone

slate

Est. 1969

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

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

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

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Siesta Alfresco Home introduces Siesta—its newest ready-to-assemble (RTA) group.

Siesta’s gray woven wicker and clean-lined silhouette give this eye-catching RTA group an unrivaled contemporary look. Enjoy the ease of RTA and the quality of Alfresco Home with Siesta. Contact: (610) 705-8808 or www.alfrescohome.com.

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Smartwerks With this complete point-of-sale system, you’ll have all the tools necessary to grow your business. Process sales faster and more accurately. Bring in new customers (while retaining the ones you have), and buy the right amount of the right products to maximize your return on inventory: all with Smartwerks. Contact: (888) 882-1530 Ext. 107 or smartwerksusa.com.

Phifertex Outdoor Fabrics Phifertex® outdoor fabrics are a timeless option for outdoor seating, combining clean lines and a stylish look with comfort, high performance, and ease of maintenance. The new fabrics feature solids, as well as a range of patterns—stripes, geometrics, florals, medallions, and traditional and contemporary designs—in an endless assortment of hues. Infused with Microban® antimicrobial product protection and woven with precision, these high-quality fabrics are constructed to withstand extreme weather conditions and are durable, maintenance free, and fade resistant.

Contact: (800) 221-5497 or www.phifer.com/designedfabrics.

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A Collection That Lights Up Your Life The Phoenix grill and Gelfire pillars make a beautiful outdoor collection.

Both products are constructed of COR-TEN™ steel, a durable outdoor material that takes on a natural patina over time. The grill is specially designed in a conical shape to channel smoke up and away from the chef, making grilling an absolute pleasure.

The set of Star and MiniStar pillars can line a pathway or can be placed in the vicinity of your grilling area to add a light source and ambience, as the sun starts to set. Contact: (914) 764-5679 or www.wittus.com.

Tropitone Kenzo Kenzo exhibits a unique transitional design as a complete collection of cushion, woven, sling, and padded-sling pieces. Designed by Peter Homestead, Kenzo features simple, graceful lines and a wide, streamlined frame. The sleek design allows Kenzo pieces to complement any home’s exterior. The Kenzo cushion collection exhibits Tropitone’s exclusive RELAXplus® technology. Contact: (949) 951-2010 or www.tropitone.com.

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Firepit and Fireplace Lite Stones

Coyote Outdoor

American Fireglass is bringing back the old-world charm of a minimalist firepit or fireplace design: introducing its complete line of Lite Stones™ sets, offered in eight different colors and two mixed-color sets. Each set is offered in a 15-, 30-, or 45-stone quantity and is approved for use with indoor and outdoor firepits or fireplaces. Contact: (888) 264-1017 or www.americanfireglass.com.

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Coyote Outdoor has introduced an array of new grills, storage components, and cooking accessories, further strengthening the company’s position as a one-stop resource for beautifully designed outdoor-entertaining environments.

These products carry Coyote’s tradition of precisely designed products that deliver power and are extremely durable. These products include new charcoal-grill and smoker models, new culinary accessories, a redesign of the company’s Infinity burners, and an expanded lineup of outdoor-kitchen storage solutions.

Contact: (855) 520-1559 or www.coyoteoutdoor.com.

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A La Cart Plus

St. Barts Deep Seating Kingsley-Bate’s St. Barts collection is crafted from all-weather rope that has the natural look of authentic hemp rope, yet the same durability as Kingsley-Bate’s other outdoor wicker furnishings. The collection includes seating, dining, and an adjustable chaise. St. Barts is available in two colors: natural rope (pictured) and hemp. Contact: (703) 361-7000 or www.kingsley-bate.com.

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Are you short on space, but wanting a pro-style grill fit for a gourmet chef?

With the A La Cart Plus barbecue cart, you have everything you need to grill the finest in barbecue cuisine—in a convenient size.

This innovative mobile grill cart features two side serving trays, a spice rack, a bottle opener, towel and paper-towel holders, and storage beneath for a propane tank and more. Best of all, you can choose the Cal Flame drop-in grill of your choice. Contact: (800) 225-7727 or www.calflamebbq.com.

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The Good Life

Modore 75H by Element4 Less is more. The Modore 75H takes what is aesthetically beautiful about more traditional hearth products—stacked logs and tall flames—and ups the ante with clean lines and a bold, sophisticated modern style. With an opening 28 inches wide, this fireplace can be a subtle and unexpected design element, without overwhelming a space.

The Modore 75H comes standard with antireflective glass, giving users a more immediate experience with their flames and almost no glare.

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

Experience Good Life by Outdura, the sophisticated collection for the style setter who lives well. Pattern Crescendo, an exotic ikat medallion, shows off beautifully in the seaglass coloration. The textural Spumoni and crisp stripe Donovan are the perfect companions for this grouping in 100% solution-dyed acrylic.

Contact: (866) 688-3872 or www.sattler-global.com.

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ProductPROFILES American Fyre Designs French Barrel Oak Table Collection The new American Fyre Designs® French Barrel Oak table collection offers a rustic, natural outdoor centerpiece built to withstand the elements. Simulating the look and feel of real wood, French Barrel Oak tables are handcrafted from durable and lightweight GFRC and come in a variety of shapes (including round, square, and rectangular), as well as chat and dining heights.

Propane and natural-gas fuel options are available. Contact: (800) 332-3973 or www.americanfyredesigns.com.

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Monterey Crescent Deep Seating From Castelle

Cast by Sunbrella Art Deco: This eclectic architectural style of bold geometric shapes and lavish ornamentation translates well to today’s interior spaces for a cool, vintage style.

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

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From one of the most popular Castelle® collections, Monterey crescent deep seating features handcrafted vintage appeal, with clean cast-aluminum lines and conversational comfort. As luxury outdoor furniture, Monterey has ample arms and legs and tailored cushions that deliver an elegant (yet casual) appeal. It’s shown here with a luxury cast-aluminum round firepit.

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

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Tempotest StarScreen

Treasure Garden’s New Driftwood Finish Treasure Garden’s new driftwood finish incorporates a natural-wood look in soft gray-taupe tones and is designed to complement many of the increasingly popular gray-toned woven-wicker collections available in the casual marketplace today.

This new finish will be available initially on the 9-, 11-, and 8x10-foot umbrellas in the autotilt series. Driftwood fills a void in the marketplace with much-needed shade that coordinates perfectly with this popular gray color story. To achieve this special look, a heat-transfer film is applied to the extruded-aluminum pole and ribs and is finished to perfection, creating just the right wood look on a durable aluminum frame. Contact: (888) 821-8868 or www.treasuregarden.com.

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Tempotest USA has introduced a new screen fabric that provides shade and privacy—and absorbs up to 97% of the heat caused by solar radiation—while allowing the passage of light. The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors. Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon® for easy cleaning. Contact: (972) 512-3534 or www.tempotestusa.com.

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The Happy Pizza Oven The Happy Pizza oven from Italy is a delightful cooking tool. This wood-burning pizza oven operates with high thermal efficiency and low greenhouse gases, making it an environmentally smart choice. The way it works is simply amazing: Once lit, the oven heats up to cooking temperature in just eight to 10 minutes, with a cooking time of two minutes per pizza. Available models are the Solo, Family, and Professional ovens. Included are the oven, a removable door, a stainless-steel shelf, the flue pipe and chimney, a wood holder, fire tools, and a trolley base. Contact: (914) 764-5679 or www.wittus.com.

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Cornwall Alfresco Home reestablishes Cornwall as one of its most popular deep seating collections.

Cornwall’s mixed-material structure and timeless design give this collection the durable construction and organic look that only the best outdoor furniture maintains. Contact: (610) 705-8808 or www.alfrescohome.com.

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ProSear Indoor Infrared Grill

by ProFire Introducing the all-new, patent-pending ProSear indoor infrared grill by ProFire: Prepare food simply and effectively, with that great outdoor flavor, in an economical, safe, and hassle-free way. This grill delivers maximum performance and years of low-maintenance operation. ProFire has perfected the art of delicious restaurant-grilled flavor with this high-quality stainless-steel indoor infrared grill. Made in the United States, this 35,000-Btu all-infrared gas grill has an easy-to-use electronic ignition that automatically ignites burners and heats up in approximately five minutes, providing 333 square inches of total searing area. Contact: (888) 781-4657 or www.profiregrills.com.

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Exclusive Products Available Only at americanfireglass.com

The York furniture collection by CabanaCoast® is smaller in size, but big on comfort. Its luxurious and modern design makes it perfect for a downtown condo balcony, hotel, or restaurant patio. Both outdoor conversation sets and sectional combinations are available in this collection. It is smaller than the company’s other wicker patio-furniture collections, making it extremely versatile. Contact: (905) 502-9955 or www.cabanacoast.com.

With the recent launch of the new American Fireglass website, the company has started to add other products that are available exclusively through the website. One recent addition is its premixed fireglass, with options that blend the most complementary colors to create instantly customized fire-entertainment spaces. The company will continue to add other exciting web-exclusive products to its offerings. Contact: (888) 264-1017 or www.americanfireglass.com.

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York Collection

Primo Oval All-in-one Grills

Catania Cushion Deep Seating

The new Primo Oval all-in-one grill line is a new configuration for the Oval XL 400, Oval LG 300, and Oval JR 200. Each grill includes the cradle, side shelves, ash tool, and grate lifter, and each eliminates the need for a grill table. Each grill comes fully assembled, so a Primo dealer can have any of the new all-in-one grills out of the box and on the showroom floor in less than 30 minutes. Contact: (770) 492-3920 or www.primogrill.com.

Winston Furniture’s Catania deep seating collection is an old-world style with plush, fine tailored cushions. Side bolsters provide soft support for your arms. The frames are created from aluminum extrusions and adorned with cast details. Select from numerous frame finishes and hundreds of fabric choices. The Catania collection is also available in sling and padded-sling styles. Contact: (205) 486-9211 or www.winstonfurniture.com.

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ProductPROFILES KOR Cushion From Tropitone

Hestan Outdoor Grills Hestan Outdoor is a new line of premium residential grills offering powerful, professional-grade components and distinctive features and benefits completely unique to the market. Hestan also offers complementary outdoor products, such as under-counter refrigeration and outdoor accessories. Manufactured entirely in the United States—in the company’s state-of-the-art headquarters (of more than 70,000 square feet) in Anaheim, California—Hestan Outdoor gas grills offer a number of innovative, high-performance features.

Hestan Outdoor grills are available in built-in and freestanding models, and they feature a unique, sleek stainless-steel design, available in 12 exclusive color finishes. Contact: (888) 905-7463 or www.hestanoutdoor.com.

Tropitone’s KOR cushion outdoor-furniture collection features an edgy design, with curved backs; double-bar arms; and arched, angled legs.

Inspired by Midcentury Modern design, the contemporary collection is available in an armchair, an ottoman, and modular pieces. KOR cushion offers high quality and comfort that will look chic in any outdoor space.

Contact: (949) 951-2010 or www.tropitone.com.

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Bay

Bellevie Lounge Collection The key to the Bellevie lounge collection lies in its name, reflecting the joie de vivre that it brings to any terrace, garden, or even interior. It is the brainchild of Pagnon & Pelhaître Design, echoing the designer duo’s passion for contemporary forms that reflect the modern way of life. The collection boasts geometric forms and soft curves that transcend styles and eras, combining the robustness of steel and the lightness of aluminum (with varying proportions in different models). The star of the collection is its first outdoor sofa—available in all 23 Fermob colors. The seat height has been precisely calculated to make it suitable for all ages and all body shapes. Contact: (706) 216-6600 or www.fermobusa.com.

The stylish and comfortable Bay collection from Gloster creates the overall feeling of lounging by the bay. The reclined position emphasizes an introverted and relaxed state of mind. A lounge chair, an ottoman, two- and three-seat sofas, a coffee table, and a side table are available. Contact: (434) 575-1003 or www.gloster.com.

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Elaine Smith The Dragonfly pool pillow from Elaine Smith is a luxurious, versatile indoor/outdoor Sunbrella® pillow. In woven shades of aqua and cobalt (with coordinating fringe), it is gorgeously rich in texture. This dragonfly pillow adds the perfect chic graphic element to your decor. Contact: (561) 863-3333 or www.elainesmith.com.

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Carolina by Windward Carolina deep seating is a new introduction from Windward Design Group. It offers a traditional look for the outdoors and provides the high-quality comfort for which Windward is known. Carolina is available in two colors: honey (shown) and cocoa, along with coordinating tables.

Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Insight

Lanai Creations by Couristan invites you to unwind in the comfort and understated luxury of Lanai. Stocked 13 feet 2 inches wide and created from 100% Courtron polypropylene, this elegantly textured residential carpet is suitable for both indoor and outdoor use. The repeating geometric diamond pattern is carefully contrasted with a choice of seven refreshing colors: chambray, driftwood, midnight, palm, rattan, surf, and teak.

Offering all of the durable qualities of a premium indoor/outdoor product, Lanai is mold and mildew resistant, easy to clean, and UV stabilized to prevent color fading and deterioration. Contact: (800) 223-6186 or www.couristan.com.

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IndustryNEWS

continued from page 50

environmental responsibility.”

In addition to being high-quality, energyefficient hearth products, Wittus stoves and fireplaces are crafted to match a variety of customer needs and tastes. “Wittus stoves are adaptable to modern and traditional homes, and we carry a variety of styles,” Wittus says.

Wittus predicts that this year, the company could see strong sales as it brings in new products and refines its lines so that each offering meets new EPA regulations. “If the economy continues to improve, and we get some of the products that we are working on, it could be a much better year than last,” she says.

Wittus believes that the Shaker wood-burning stove and wood-burning cookstove ranges in the de Manincor collection should remain in high demand this year. This collection includes the Domino 6 and 8 Maxi, Domina, Atmosfera, and Eco models.

She also predicts growing sales for the company’s outdoor offerings. “Outdoor products and firepits, including our Phoenix grill (which functions as both a cooking grill and a fire feature) and the exciting Happy Pizza oven, are a growing market due to climate change,” Wittus says. The Phoenix grill—winner of a 2007 Platinum ADEX Award for design and innovation—doubles as an outdoor fireplace and barbecue grill. The highly durable, low-maintenance grill is made in the United States and fea-

tures adjustable racks and stay-cool handles.

The Happy Pizza wood-fired oven not only can cook the perfect pizza in only 3 minutes, with cooking temperatures that reach 930 degrees, but can also cook meat, fish, and vegetables infused with the flavor delivered by a wood-burning fire. The Happy Pizza oven is also easy to use, portable, and stylish; it’s available in white, gray, green, yellow, red, stainless steel, blue, maroon, or custom colors.

Wittus remains on the cutting edge of design and function by constantly challenging its designers. An exciting development for the company was being chosen, in April, as winner of the Pellet Stove Design Challenge hosted by the Alliance for Green Heat. In the contest, the Wittus team partnered with German engineers to work on the development of a new, ultraefficient pellet-combustion system for its xeoos Twinfire stove. The winning Wittus Pellwood stove burns pellets and cordwood, with emissions of less than 0.5 gram per hour.

As Wittus diversifies and updates its product line, it will continue to set itself apart by offering a truly modern collection driven by contemporary designs and sound craftsmanship.

“We are the only company that focuses on the contemporary marketplace, we strive to find products that are highly efficient and clean burning, and we serve the architect/ designer market,” Wittus says.

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Evosus to Host Fourth Annual User Conference EVOSUS BUSINESS MANAGEMENT SOFTWARE, a fully

integrated program designed specifically for the hearth/home industry, will hold its fourth annual user conference, Evosus Engage! This year’s conference will be held in Denver, Colorado, on September 22 and 23. This event gives Evosus users two days of in-depth education, networking, and direct access to product experts.

The goal of the conference is to create connections with Evosus experts and fellow users through networking and idea sharing, thereby introducing Evosus users to new features, new ideas, and process improvements. Evosus clients can register for the event at www.evosus.com/engage or can call (866) 235-5103.

Design Outdoors Canada Scheduled for March 2017 THE SECOND ANNUAL DESIGN OUTDOORS CANADA event (www.designoutdoorscanada.com)

will take place on March 22 and 23, 2017, in Mississauga, Ontario, at The International Centre.

March 22 will be a trade day, and March 23 will be a consumers’ day. Formerly known as the Outdoor

Living Conference, the 2016 event (held in February) was a huge success.

Deborah Lalande, president of Bleu Venue Events and owner of Design Outdoors Canada, says, “This must-attend event is for interior designers, interior decorators, landscape architects, landscape designers, and outdoor-product vendors. New for 2017, we are thrilled to offer a day for consumers to attend and discover new outdoor-living trends and products.”

Foremost Groups Hires New National Sales Manager FOREMOST GROUPS INC. reports that Mike Runnells

has been hired as its national sales manager for the outdoor division—specialty channel. In this position, Runnells will be directly responsible for developing and implementing Veranda Classics sales programs, managing the sales force, and serving a nationwide specialtycustomer base.

Runnells comes to Foremost Groups with over 40 years of experience in the outdoor-furniture and retail industry, including 14 years of owning and operating his own outdoor-manufacturing facility. He was most recently a Summer Classics sales representative for the Florida/Caribbean territory, where he showed outstanding success in sales leadership, in addition to

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working with representatives around the country in training/development programs.

Summer Classics Promotes Schon Duke to Vice President of Sales SUMMER CLASSICS HAS PROMOTED Schon Duke to

the position of vice president of sales for both Gabby and Summer Classics. Duke joined Summer Classics in April 2015 as vice president of sales for the wholesale division. In 2015, Duke’s teams launched multiple designer-friendly programs, which increased market share; reconfigured the company’s sales teams and territories, which resulted in exponential sales growth; restructured and grew Summer Classics’ annual national sales meeting and garden-party event; and launched a new program to ensure that Essentials products are in stock throughout the season.

Bew White, president of Summer Classics, says, “I am proud of Schon’s performance for this past year and am looking forward to what he has in store.

With Schon overseeing both brands, we expect to gain momentum. With his plan to standardize forms and procedures between both brands, as well as to uncover horizontal-marketing opportunities, we expect even more growth.”

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Website

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AEI ........................................................(949) 474-3070 ..................www.aeicorporation.com ..............................45 Agio, USA..............................................(888) 997-7623 ..................www.agio-usa.com..........................................5

Company

Page

AEI ................................................................................................................63, 64 Agio, USA ......................................................................................................61, 64 Alfresco Home................................................................................................72, 75

Alfresco Home ......................................(610) 705-8808 ..................www.alfrescohome.com ................................34 American Energy Systems ....................(800) 495-3196 ..................www.americanenergysystems.com ..............61 American Fireglass ................................(888) 264-1017 ..................www.americanfireglass.com ..........................69

American Energy Systems..............................................................................66, 71 American Fireglass ........................................................................................73, 75 Bernard Dalsin Manufacturing ........................................................................58, 64 Big Green Egg................................................................................................58, 65

Bernard Dalsin Manufacturing ..............(800) 829-9505 ..................www.firetablesplus.com ................................67

Brown Jordan ................................................................................................58, 67

Big Green Egg ......................................(770) 938-9394 ..................www.biggreenegg.com ................................63

Bull Outdoor Products....................................................................................58, 66

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

C.R. Plastic Products ....................................................................................58, 67 CabanaCoast ......................................................................................................75

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

Cal Flame ............................................................................................................73

C.R. Plastic Products ............................(800) 490-1283 ..................www.crpproducts.com..................................57

The Companion Group ..................................................................................58, 61

The Companion Group..........................(800) 521-0505 ..................www.companion-group.com ........................55

Couristan..............................................................................................................77 Coyote Outdoor....................................................................................................73

Dansons ................................................(877) 303-3134 ..................www.louisiana-grills.com ..............................54

Dansons ........................................................................................................65, 68

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

DCS by Fisher & Paykel..................................................................................56, 63 Elaine Smith ........................................................................................................76

Empire Comfort Systems ......................(800) 851-3153 ..................www.empirecomfort.com ..............................25

Empire Comfort Systems................................................................................56, 59

The Fireplace Door Guy ........................(951) 837-0097 ..................www.fireplacedoorguy.com ..........................49

European Home ..................................................................................................73

Gensun Casual Living............................(866) 964-4468 ..................www.gensuncasual.com ..............................41

Fermob ................................................................................................................76 The Fireplace Door Guy..................................................................................59, 67

The Hammock Source ..........................(800) 334-1078 ..................www.thehammocksource.com......................38

Gensun Casual Living ....................................................................................60, 63

Hearth Products Controls......................(877) 433-7001 ..................www.hpcfire.com ..........................................35

Gloster..................................................................................................................76

Infratech ................................................(800) 421-9455 ..................www.infratech-usa.com ................................59

The Hammock Source ..................................................................................62, 67 Hearth Products Controls ..............................................................................64, 68

Jensen Leisure Furniture ......................(800) 403-0403 ..................www.jensenleisurefurniture.com ....................60 Las Vegas Market/IMC ..........................(702) 599-3046 ..................www.lasvegasmarket.com ............................79 Mallin Casual ........................................(800) 251-6537 ..................www.mallinfurniture.com ..............................39

Hestan Outdoor....................................................................................................76 Infinity Canopy......................................................................................................71 Infratech ........................................................................................................62, 70 Jensen Leisure Furniture ................................................................................62, 66

Merchandise Mart Properties ................(800) 677-6278 ..................www.casualmarket.com ................................65 Miles Industries/Valor Fireplaces............(800) 468-2567 ..................www.valorfireplaces.com ..............................27 MLW Stone ..........................................(800) 477-7665 ..................www.mlwstone.com......................................71

Kingsley-Bate ......................................................................................................73 Mallin Casual ..................................................................................................63, 66 Miles Industries/Valor Fireplaces ....................................................................56, 61 MLW Stone ..........................................................................................................64

NorthCape ............................................(708) 563-2890 ..................www.northcapeinternational.com ..................53

Modern Home Products ......................................................................................75

The Outdoor GreatRoom Company ......(866) 303-4028 ..................www.outdoorrooms.com ..............................62

Mom’s Gourmet....................................................................................................59

OW Lee ................................................(800) 776-9533 ..................www.owlee.com............................................19

NorthCape......................................................................................................60, 68 The Outdoor GreatRoom Company................................................................66, 71

Phifer ....................................................(800) 221-5497 ..................www.phifer.com ............................................51

Outdura ................................................................................................................73

Poly-Wood ............................................(877) 457-3284 ..................www.polywoodinc.com ................................43

OW Lee..........................................................................................................60, 70

Pride Family Brands ..............................(855) 612-9800 ..................www.pridefamilybrands.com ......................2–3

Phifer..............................................................................................................65, 72 Poly-Wood ....................................................................................................56, 68

RH Peterson Company ........................(800) 332-3973 ..................www.rhpeterson.com ....................................47

Pride Family Brands ..........................................................................61, 68, 70, 74

Summer Classics ..................................(888) 868-4267 ..................www.summerclassics.com ............................17

Primo Grills ..........................................................................................................75

Summerset Professional Grills ..............(800) 966-8126 ..................www.summersetgrills.com ............................23

RH Peterson Company ..................................................................................70, 74 Summer Classics ..........................................................................................56, 70

Sunbrella ..............................................(336) 221-2211 ..................www.sunbrella.com ........................................9

Summerset Professional Grills ........................................................................71, 72

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

Sunbrella ........................................................................................................68, 74 Tempotest USA ..............................................................................................70, 74

Treasure Garden ....................................(888) 821-8868 ..................www.treasuregarden.com ............................37

Treasure Garden ............................................................................................70, 74

Tropitone ..............................................(949) 951-2010 ..................www.tropitone.com ......................................80

Tropitone ........................................................................................................72, 76

TylerNet ................................................(888) 882-1530 Ext. 107 ....www.tylernet.com..........................................42

TylerNet ..........................................................................................................71, 72 Windward Design Group ................................................................................56, 76

Windward Design Group ......................(941) 359-0890 ..................www.windwarddesigngroup.com ..................21 Wittus ....................................................(914) 764-5679 ..................www.wittus.com............................................66

Winston Furniture ................................................................................................75 Wittus ............................................................................................................72, 74

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 2016, Vol. 11, No. 3 © 2016 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

MAY/JUNE 2016

78

PATIO & HEARTH PRODUCTS REPORT

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