Patio & Hearth Products Report May/June 2017

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contents May/June 2017 • Volume 12, Number 3

73 70 Features

OUTDOOR GRILLING – HOLY SMOKE

By Carol Daus

In a competitive marketplace, Charlotte Grill Company retains customers by offering unique products and white-glove service.

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GUEST EDITORIAL – OUTDOOR ROOMS FOR EVERYONE

By Kris Holland

Homeowners are willing to spend money on creating outside spaces that feel as comfortable as their homes’ interior rooms.

8 SPOTLIGHT – THE BREAD AND BUTTER

By Greg Thompson

Fresh product offerings boost outdoor-furniture sales.

18 MARKETING MANEUVERS – A RICH HERITAGE

By Kimberly Rodgers

A fourth-generation retailer credits its success to staying true to core values.

24 HEARTH RETAILER – VISUALLY APPEALING

By Sharon Sanders

Encino Fireplace wows customers with dazzling displays in a remodeled showroom.

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SHOWROOM SHOWCASE – CREATING DREAMS

By Kimberly Rodgers

A Scottsdale retailer watches business grow by providing customers with personalized and engaging experiences.

38 AS I SEE IT – BRAND NEW

By Sharon Sanders

Premium grill carts and islands from newcomer Bonfire earn positive feedback from customers and dealers.

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MY TURN – CUSTOMERS KNOW BEST

By Sharon Sanders

Tropitone becomes an industry leader by listening to the needs of the marketplace.

44 PRODUCT INNOVATION – SMOKING HOT

By Cheryl Dangel Bartolini

High-performance wood-fired Memphis appliances take the industry by storm.

48 CORPORATE PROFILE – DRIVEN TO INNOVATE

By Cheryl Dangel Bartolini

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An avid environmentalist builds a profitable company by making high-quality products from extruded recycled lumber.

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INSIGHT – ON FIRE

By Cherise Forno

In Every Issue

Amantii experiences exceptional growth as customers respond favorably to its lineup of stylish, innovative electric fireplaces.

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Publisher’s Viewpoint

INSIGHT – RETRO REDUX

By Cherise Forno

Elmira Stove Works’ vintage-style appliances combine an appreciation for the past with product features that are popular today.

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GRADUATION

Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

WHAT’S NEW:

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6 Hot Products to Sell Now

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LAST WORD – KEEPING IT COZY

By Greg Thompson

PRODUCT PROFILES DIRECTORY

Sales of Infratech heaters soar as customers look for ways to stay outdoors longer.

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AD INDEX

On the COver | AgiO: LAke hOuse COLLeCtiOn; www.AgiO-usA.COm

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INDUSTRY NEWS – Edited by Kris Kyes

PRODUCT PROFILES

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publisher’s viewpoint

Graduation With the start of summer, three things are guaranteed. Professional baseball will be in full swing, outdoor grilling will take center stage all across North America, and new college graduates will be encouraged, during graduation ceremonies, to go out and change the world.

Our older son, Ryan, graduated from the University of Northern Colorado in May with a degree in communications. For a parent, there’s nothing better than seeing your son or daughter earn a college degree. In fact, even though I don’t remember much about my own college graduation (despite being sober), there is far more enjoyment in experiencing your child’s graduation than your own.

While it is certainly uplifting to hear graduation speakers encourage those dressed in caps and gowns to go out into the world and make a difference—with that message presented in a way that leads one to believe that the finder of the cure for cancer is seated to your left or right—most college graduates are not going to end up in Time magazine’s annual list of the 100 most influential people, nor are they going to be honored by CNN as “Heroes.” What about the rest of us? Where do we fall in making a difference and creating positive change?

I attended HD Expo in Las Vegas, Nevada, in May. There, Melody Van Ess, sales representative for OW Lee (Ontario, California), described the company by commenting, “They do what Ryan Ramos they say they are going to do.”

Walking away after our meeting, I was reminded that this one sentence says volumes about people making a difference and changing the world.

Whether in business or our personal lives, doing what you say you are going to do will help make everyone’s life much better (and much more enjoyable). Doing what you say you are going to do builds trust and strengthens any relationship.

In business, customers want to know not only what you can offer them in products, services, and pricing, but also that you will come through for them when things don’t go well. No matter how hard we try and how much attention we pay to details, things are not always going to go as planned. When they don’t, those who stand by their commitment to provide high-quality, dependable service can turn unfortunate situations into positive

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Tony Ramos tramos@peninsula-media.com

experiences that will reinforce why customers started to do business with you—and will make them want to continue.

Most college graduates won’t end up being the next New England Patriots quarterback, Secretary of State, Elon Musk, or Adele. Most will go to work for (or eventually own) small or medium-sized companies. Most will have job descriptions that mystify their parents. Most will never have days, buildings, or streets named after them. That being said, if you ask employers what they would give for employees who always do what they say they are going to do, “my right arm” will be the overwhelming response. Ask customers what they want from any company they do business with, and at the top of the list will be “Do what you say you are going to do.”

As for Ryan, now armed with a college degree, there are many wise words (as well as much sound advice) that my wife, Traci; our younger son, Justin; and I could give him.

I’m sure there that are lots of things I should have shared with him, over the years—and I hope that the things I forgot to tell him have been shared by others who have crossed his path.

If Ryan goes off into a career and personal relationships with “I will do what I say I am going to do” as a personal commitment, then the cost of his education will be money well spent. Even if Time doesn’t think so, his family will consider him an influential person.

PATIO & HEARTH PRODUCTS REPORT

STILL COLLECTION

VIEW STILL AND OTHER COLLECTIONS AT WWW.BROWNJORDAN.COM Circle Reader Service No. 7

GUEST EDITORIAL

By Kris Holland PUBLISHER

Outdoor Rooms for Everyone

E

very day, people tell me that their backyards are just not big enough. The truth is that every backyard or side yard can be transformed into an outdoor oasis that fits its owner’s needs. In fact, more homeowners are investing in the backs of their properties, creating functional outdoor working kitchens and living/dining spaces. The backyard home-improvement trend is booming.

At Black River Landscape Management (Randolph, New Jersey), we are seeing an increase in over-thetop outdoor rooms that can be enjoyed all day long.

As more homeowners invest in creating extensions of their houses, they seek three popular items that add tremendous home value. More important, these three additions create perfect spaces for entertaining: fully functional outdoor wet kitchens, music and lighting for added ambience, and firepits that have both water and fire elements.

According to MarketWatch (formerly SmartMoney), a landscaped patio raises the value of a home by 12.4%. A well-designed kitchen should allow homeowners to enjoy their backyards beyond the summer months. Say goodbye to the simple layout of a grill, a table, and chairs. In 2017, we are noticing a demand for elaborate builtin outdoor kitchens that include refrigeration, grills, sinks, and granite countertops—and some might have pizza ovens and kegerators as well.

The reason is that homeowners want to stay outside and to entertain.

A kitchen (complete with the right appliances) allows for convenience: You no longer need to go inside the home to put away meat/dairy foods or to wash dishes. Everything can be done outside, while entertaining family and friends.

Building a dream outdoor kitchen requires as little space as 400 square feet. Outdoor kitchens add great value and functionality without taking away much of outdoor space. This leaves room to add a dining table—and even outdoor sofas.

It is important for contractors, when building outdoor kitchens, to have go-to reputable plumbers and

Kris Holland

electricians with whom they have worked on several projects. When it comes to safety, taking extra precautions and leaving professional jobs to professionals are vital—and will save homeowners money and aggravation, in the long run.

SOUNDSCAPING According to the American Home Furnishings Alliance, more than 70% of U.S. households have outdoor-living spaces, and about 71% of consumers in those households are looking for ways to enhance their spaces. Outdoorentertainment systems are popular and very practical. There is nothing better than being outdoors and grilling some burgers while your favorite tunes are playing in the background. It’s fair to say that music adds an amazing element to entertaining. Bluetooth and Wi-Fi capabilities allow for wireless built-in speaker systems.

Systems such as Sonos® allow homeowners to stream their favorite songs to their entire spaces, indoor and outdoor, without any interruptions (even when their phones ring).

These systems are now waterproof, making them perfect to withstand the elements, pools, and sprinklers. They can be installed in or mounted on walls or ceilings—or disguised as rocks that blend in with patio designs.

When determining placement for a sound system, always ensure that sound is projected evenly across the whole backyard.

Some homeowners will take the speaker system to the next level with outdoor televisions. These products are built to be weather resistant; they are rainproof, snowproof, sunproof, and windproof, and they can be connected to speaker systems. In choosing an out-

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door television, size matters: They should never be smaller than 46 inches.

Lighting is critical in design and is used for both ambience and safety. A well-lit patio allows homeowners to continue to enjoy their outdoor oases for hours after the sun sets. Lights are used for many purposes. Neon and bright colors instantly create a party environment, while soft, natural lighting makes for a relaxed setting.

Uplighting is used to highlight the landscaping or is installed along steps and walkways (and above front and garage doors) for safety. The key, here, is to use a bigger, energy-efficient transformer. Having a transformer of the right size in place will give homeowners the option of expanding their lighting installations in the future.

WALL OF FIRE Fireplaces and firepits are the numberone elements in outdoor design, according to the American Society of Landscape Architects—and it’s easy to see why. Fireplaces and firepits not only add ambience, but provide heat and light, allowing homeowners to use their outdoor spaces during the fall, spring, and summer months (and long into the night). They are also terrific, low-maintenance gathering spots.

Firepits can stand alone or can be installed with a curved seat wall. Gas firepits are growing in popularity for their convenience. Homeowners are also choosing sophisticated, contemporary models that feature both fire and water elements, sleek rectangular units, or products that incorporate built-in waterfalls.

To build the outdoor-living spaces of their dreams, it’s essential for homeowners to plan ahead. For the space to be fully built and functional in the summer, planning should begin in early winter. Homeowners also need to establish their budgets, and contractors can help them determine how much usable space their backyards have.

Tony Ramos tramos@peninsula-media.com

EDITOR Carol Daus cdauswrite@socal.rr.com

ART DIRECTOR Cassandra Estes cassestes1968@gmail.com

ASSOCIATE EDITOR Kris Kyes

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

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

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

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190

Kris Holland is the director of Black River Landscape Management (Randolph, New Jersey). To learn more about outdoor-living trends and designing outdoor oases, visit www.blackriverlandscaping.com.

PATIO & HEARTH PRODUCTS REPORT

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Industry

Ratana and Design Intervention Collaborate to Introduce the Piña Colada Collection At this year’s HD expo, held in May in Las Vegas, Nevada, outdoor-furniture manufacturer Ratana (Vancouver, British Columbia) debuted the Piña Colada collection. This new collection was a collaborative effort with Design Intervention (Singapore), one of the leading design studios in the Asia–Pacific region. Headed by partners Nikki Hunt and Andrea Savage, Design Intervention specializes in retail, leisure, architectural, product, and interior design. Hunt and Savage also host the “Come on In!” program for HGTV Asia.

As for the inspiration behind Ratana’s Piña Colada collection, Hunt comments, “We wanted to create an eye-catching piece that would make people stop and take notice—and also a fun piece that would bring on a smile. The pineapple was the perfect inspiration.”

Hunt adds, “You only have to look at today’s fashion trends to see that the trend for tropical designs is enjoying a resurgence. I have always

loved these colorful, fun motifs, and there has always been a market for the tropical look. Not since the 1970s, however, has the tropical look been a key design trend.

Today, it has been reinterpreted with an undercurrent of glamor, but it is just as fun and whimsical as it has always been.”

She continues, “I don’t think it is surprising that there is a current fascination with a taste of the tropics.

This trend represents an escape— an easygoing, carefree vibe—and it brings us a sense of optimism and fun. The tropical look transports us to a world of sunny island vacations, palm trees, and cocktails. The Piña Colada chair is our attempt to capture this easygoing, fun-loving vibe.”

About working with Ratana, Hunt says, “We are so excited to be working with Ratana. Over the years, Ratana has developed a reputation for high-quality, reliable, and versatile products. We hope to bring a designer edge to its product line.

The Piña Colada chair is our first

Joanna Leung (left), Ratana, and Nikki Hunt, Design Intervention, with the Piña Colada collection chair

product together, and we have several more exciting ideas in the pipeline. We understand that Ratana’s vision is to create timeless lifestyle furniture that truly celebrates outdoor living.

Our new collaboration shares this vision, and our new lines also will share the same fun, lighthearted vibe—bringing color and a sense of optimism to the Ratana range.”

The collaboration was spearheaded by Joanna Leung, managing director of Ratana’s Asian and European businesses. She grew up in the family business and recently returned to head the brand’s efforts in business development and global expansion. Leung had seen Design Intervention’s work in the home of a friend, and she approached the design studio to discuss working together.

“We had a great time with Joanna and her team in developing

the Piña Colada chair,” Hunt says.

“We had creative oversight, and Ratana gave us valuable technical feedback and showed us the latest materials and technology in the world of outdoor furniture. It was a constructive and collaborative dialogue between our teams, and we are really proud of the final product.

We can’t wait to work with Ratana on our next collaboration.”

Bull Outdoor Products Hires Culinary Brand Executive Bull Outdoor Products has hired Amy Aberle-Rogan, executive chef, as its culinary brand executive. With over 16 years of culinary experience as a chef, private chef, caterer, purchasing director, sous-chef, and executive chef, Aberle-Rogan will lead the company’s culinary operations and recipe development. After attending the California Culinary Academy in 2000, she completed her apprenticeship in Rufina, Italy. For the next seven years, she worked in various restaurants in Italy. She then worked in Amy Aberle-Rogan San Francisco, California, for the following six years, cooking at Italian restaurants.

According to Wade Fortin, Bull’s marketing manager and two-time world burger champion, “Chef Amy has great passion for outdoor entertaining, which is exactly what we at Bull look for in all our team members.” She will create recipes that will be featured on the Bull recipe website and will teach at barbecue and grilling workshops. Her first recipe can be viewed at www.grillingoutdoorrecipes.com/sweet-heat-grilledflank-steak-tacos/. During the coming year, she will focus on wood-fired pizza-oven techniques, baking in grills, the latest grilling accessories, holiday grilling, and grilling outside the box.

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Melissa Roman

Castelle’s Designer Sales Division Presentation Approved for CEU the Designer Sales Division of Castelle recently received approval for its presentation, Furnishing the Great Outdoors— Tomorrow’s Opportunity, Here Today, for continuing-education units (CEUs).

The presentation, designed to educate

CCS Architecture Receives Design Award From Ortal Ortal, a leading custom-fireplace brand, recently honored CCS Architecture as the grand prize winner of its How Do you Ortal? design competition. the competition invited architects and residential designers to design rooms that included Ortal fireplaces. CCS Architecture’s entry involved a luxury design of a room in a San Francisco, California, home. the project’s designer, Cass Calder Smith, says, “My thinking was that with the very minimalistic interior we were creating, a fireplace wall that would be equally minimal, but would serve as a subtle exclamation point for the residence, was key.” the expansive home’s dramatic view meant that the fireplace design needed to integrate that perspective. “the floating wall, with indirect light around all sides, made the design sensibility light,

design professionals about the outdoor segment, has been approved by the Interior Design Continuing Education Council (IDCEC). Elements of style, trends, and the sales potential of the category are covered in the one-hour talk.

Derek Ritzel, CEO of Castelle, says, “We recognize the need to educate the

CCS Architecture’s winning entry in the How Do You Ortal? design competition

rather than heavy,” Smith explains. the Ortal fireplace provided a clean aesthetic, represented by a simple rectilinear wall enclosure. “I love the long, thin proportions of the Ortal fireplace, which we then enhanced with steel bookshelves that extended from the frame,” Smith says. the winning design will be featured in a print ad in Dwell magazine and the architect/designer received a $1,000 credit toward an upcoming Ortal purchase.

designer segment with regard to the outdoor category and its potential.

With this presentation achieving CEU approval, design professionals will now also be able to earn needed credits while acquiring this category-specific information and insight.”

The presentation has been approved

for a renewable two-year period through IDCEC. Each presentation is reviewed to meet the requirements of the group. Multiple members of the Castelle Designer Sales Division (including Melissa Roman, director of designer sales) are approved to conduct the presentation.

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Topics in the presentation include the history and growth of the outdoor category, market share, research, and reasons for designing for the outdoor room, as well as outdoor-living trends. Design groups interested in hosting the presentation can contact Roman at Castelle.

“The development of this presentation was in keeping with the professional goals of the CEU process,” Roman says.

“With our desire to encourage designers to embrace the outdoor segment, the more we can assist in this process, the better equipped they will be as the category continues to grow.” Roman conducted the program during Design Outdoors Canada in March.

Fermob USA Adds Staff and Launches New Website Fermob uSA hired emilie Bozon (formerly based in France) to serve as sales and marketing manager at the company’s U.S. headquarters for three years. In addition, Jacob Dierdorff was hired as inventory-control manager, and Merilee Dyer was hired as accounting specialist.

Fermob USA also redesigned its website and launched the new Fermob consumer

NEWS

Industry

Experience and Expertise Set Erwin and Sons Apart After more than three decades in the competitive world of outdoor furniture, erwin and Sons Direct Imports (Woodstock, Georgia) has come up with significant The Windsor innovations, all while collection helping its dealer partners succeed in business. Patio & Hearth Products Report sat down with erik Dych, vice president, to get a sense of the company’s history, as well as what dealers can look forward to in the future.

How does your company’s considerable experience benefit consumers and dealers?

Dych: erwin and Sons has been in business for decades. We began our business in the 1980s with indoor rattan furnishings, but in the late 1990s, we pioneered the manufacturing of HDPe resin into all-weather furniture. that’s some two decades of experience in the outdoor industry.

We have the track record and expertise it takes to offer consumers high quality, design innovation, a wide selection of finishes and styles, custom Leisureluxe™ cushions in more than 400 performance fabrics, and a solid warranty—all with competitive pricing.

Which products have been particularly successful for 2017?

The Morocco collection

Dych: Contemporary sectional deep seating collections have been quite successful, judging by dealer reports. new finishes, weaves, and frame styles continue to be well received and in high demand. We have begun incorporating mixed media (which the high-end consumer is seeking) in a number of collections.

How are you balancing your product line between traditional and contemporary offerings?

Dych: In the past few years, we have begun offering more contemporary designs and new materials to meet the fashion needs and wants of consumers. I’d say we are now at about a 50–50 split between contemporary and traditional. Of our traditional offerings, about a third are considered more transitional in design.

Which products are you most excited about for 2017?

Dych: We are venturing into more cutting-edge

modern design, such as padded woven wicker, new weathered-woodlike tabletops, and a new line of contemporary table bases.

What sets you apart from the competition, in terms of product development?

Dych: the diversity and long-term experience of the erwin and Sons team and our vendor relationships—working together to achieve the best products and services that value everyone’s best interests—set us apart.

How do you support specialty retailers?

Dych: We serve such a wide diversity of retailers that, for all intents and purposes, we consider every one of them a specialty retailer. We cater to single- and multiple-specialty stores; pool, patio, and hearth shops; online dealers; and garden/hardware centers. each of them has unique consumer demographics. Geography, weather, locale, cultural style, and pricing play important roles in their merchandising decisions.

The Companion Group Introduces Line of Smart Outdoor-living Products the Companion Group has released CC Sync™, its line of smart outdoor-living products. CC Sync items include the Q-tech Bluetooth thermometer and the Soundbeam™ grill light with Bluetooth speaker, and the company plans to add more items in the future. Grilling fans can amp up their next backyard experiences with CC Sync.

A growing number of people want to live in smart homes. A 2016 study by Kelton Global found that eight of 10 u.S. respondents either owned or had interest in smart-home devices, and 38% of respondents were more interested than they had been six months earlier. the respondents cited greater convenThe Q-Tech Bluetooth thermometer by The ience as the main factor behind their enthusiasm. In addition, a December Companion Group 2016 study at Suny Polytechnic Institute found that members of several focus groups were interested in buying the devices in the near future. the smart backyard is the natural next step in a connected lifestyle. As a leader in outdoor living for over 30 years, the Companion Group is positioned to understand what people are looking for when they shop for their backyards—and to deliver those options ahead of the curve.

Chuck Adams, CeO, says, “We are a company that has always innovated, so CC Sync makes sense for us. the backyard really opens up a lot of opportunities for smart products to shine. “the Companion Group’s product-development team is working on designs for more items in the line.

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catalog for 2017, highlighting new outdoor furniture, accessories, and lighting. The digital catalogs are now available to download from Fermob USA’s website (www.fermobusa.com).

Leslie Thompson, COO of Fermob USA, says, “Fermob USA is growing, and our new employees add depth to our team with their respective expertise. We are building our brand in the United States, and in turn, more trade, designer, and retail folks are visiting our website. We recently redesigned our website with customers in mind by building a faster-loading site with easier product search and user navigation. Our website is built on the NetSuite platform and will help us streamline our processes and increase efficiencies so we can continue to grow and serve our customers.”

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Industry

Brown Jordan Outdoor Kitchens Receives Best in Show Award From IFDA Brown Jordan Outdoor Kitchens, a leading manufacturer of stainless-steel outdoor kitchens, was honored by the International Furnishings and Design Association (IFDA) with a Best in Show award for innovative booth design at the 2017 Architectural Digest Design Show, held in New York, New

York. The company earned Best Kitchen honors in 2016. IFDA recognized Brown Jordan Outdoor Kitchens for its distinctive booth layout featuring ASA-D2, a contemporary, modular outdoor kitchen developed in collaboration with Cosentino, a leading architecturalsurfaces manufacturer, and architect

The ASA-D2 contemporary kitchen by Brown Jordan Outdoor Kitchens

Richard Frinier Wins Platinum ADEX Award for Sunbrella Seaside Collection Designer Richard Frinier was honored with a platinum award in this year’s ADeX competition, an industry recognition of design and product innovation, for his Seaside collection of Sunbrella® fabrics. the Seaside collection is named for the iconic, romantic coastal locales around the world that inspired the beautiful (and exceptionally executed) performance textiles.

“As a native Southern Californian, I have lived in and around a coastal region my entire life and am naturally drawn to seaside destinations and lifestyles,” Frinier says. “there is an inherent allure to seaside cities and resort villages that beckons us to come closer and then compels us to linger, leaving a lasting mark on our memories and in our hearts long after we have returned home.” the Seaside collection comprises two base cloths, Stonebrook and Bayshore; two stripes, Coastview and Fairharbor; and three patterns: Palma, Freeport, and Southpoint. Stonebrook is a lightweight, textured plain weave made from ratiné yarns with the appearance of beach sand. Bayshore is a box-weave construction

woven on a common warp, allowing for a beautiful range of coastal hues.

Coastview is woven using the Stonebrook conThe Seaside collection struction illustrating a classic and spirited espadrille stripe. Fairharbor is a cabana stripe in sun-washed and soft pastel colors complementing the Bayshore construction.

Palma is a banana-leaf pattern on a jacquard construction inspired by the botanical gardens and landscapes of seaside retreats. Freeport is a woven jacquard with an oversized, open basketweave pattern enhanced by a slightly distressed and handwoven appearance. Southpoint, with its softly distressed jacquard diamond pattern, evokes imagery of more nostalgic and classic seaside resort architecture, in a reference to decorative tiles.

SunVilla Launches Third Paula Deen Home Outdoor Collection Outdoor-furniture manufacturer SunVilla Corp. has introduced a third full outdoor collection under the Paula Deen Home brand. the Bungalow collection is sold exclusively through universal Furniture.

Matt Weiss, senior vice president of SunVilla, explains, “the Dogwood and River House collections have been so well received. We are thrilled to continue to build on our relationship with Paula Deen Home and universal Furniture by launching our third collection, which we expect to be equally well received.”

Jeff Scheffer, universal Furniture’s president and CeO, says, “We believe this product is a natural extension of the comfortable, casual, Lowcountry lifestyle.”

Bungalow is a stunning woven/aluminum combination. It features a hand-antiqued wood-grain finish, as

The Bungalow rocking chair

well as two Sunbrella® fabric options.

Dining and occasional tables feature a wood-grain porcelain-tile top, with a detailed casting inspired by universal Furniture’s indoor designs. the Bungalow collection includes a variety of chairs, dining and occasional tables, a chaise, a firepit chat table, and even a rocking chair (at the personal request of Paula Deen). Bungalow will be available for direct import from China starting in September and from SunVilla’s domestic distribution center in Houston, texas, starting in november.

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and designer Daniel Germani (who also designed the booth).

Mitch Slater is president of Danver Stainless Outdoor Kitchens, exclusive licensee of Brown Jordan Outdoor Kitchens. He says, “The ASA-D2 is not only fresh and modern, but also highly functional and durable. Germani’s eye-catching booth design highlighted ASA-D2’s unique beauty and versatility in a simple (yet highly memorable) way that truly resonated with booth visitors.”

Conceptualized by Germani, ASA-D2 is constructed of ultradurable materials designed to withstand the elements, including Dekton® by Cosentino countertops and Brown Jordan Outdoor Kitchens stainless-steel cabinetry. Consumers can select from four cabinetry finishes—matched to the Dekton countertops using Brown Jordan Outdoor Kitchens’ innovative powder-coat process—for a truly seamless look.

RMI Hires Larry McBee As Independent Sales Agent Ray Murray Inc. (RMI) has hired Larry McBee as an independent sales agent for the Midwest and Eastern Plains. McBee has a long career in the hearth and grill industries, including operating a successful retail business and (most recently) running a distributing company, Adventure Marketing Group. McBee will be responsible for growing RMI’s hearth, outdoor-living, and propane-equipment business in Arkansas, Iowa, Kansas, Missouri, Nebraska, and Oklahoma.

RMI is an industry-leading wholesale distributor founded in 1973. It now serves dealers and marketers in 29 states through distribution centers in Massachusetts, Pennsylvania, Michigan, and North Carolina.

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NEWS

Industry

Capel Rugs Celebrates Milestone Anniversary at Spring High Point Market

Sunnyland Furniture Named HFA Retailer of the Year

The award-winning staff of Sunnyland Furniture

Capel Rugs’ second, third, and fourth generations celebrate the company’s 100th anniversary

Sunnyland Furniture (Dallas, texas) was named Retailer of the year in the $10 million category by the Home Furnishings Association (HFA) at the Spring High Point Market. the winner is selected by other retailers. Sunnyland is the first casual-furniture retailer to win the award.

Brad Schweig, vice president of operations, says, “We are very excited about receiving this award in person at the HFA networking Conference in June in San Antonio, texas.” Sunnyland is the largest outdoor/casual-furniture store in texas, with a 37,000–square-foot showroom, a clearance center, and an on-site distribution center.

Capel Rugs celebrated its 100th anniversary at the Spring High Point Market. the company hosted a party in its showroom, attracting retailers, designers, and the media. the event included lunch and a champagne toast with comments from founder A. Leon Capel’s sons, Leon Jr., Jesse, and Aaron Capel. traffic was steady at the company’s High Point showroom as showgoers previewed Capel’s new rug designs. continued on page 79

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PAtIO & HeARtH PRODuCtS RePORt

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Circle Reader Service No. 17

SPOTLIGHT

TheBreadandButter Fresh furniture designs bode well for patio retailers.

Sectional seating from Agio’s Del Mar II collection

With temperatures on the rise, specialty retailers are working to capitalize on diverse offerings in the bread-and-butter product category of outdoor furniture. Mike

Gaylord, vice president of Agio® USA (Virginia Beach, Virginia), believes that the specialty retailers selling his products have a right to be optimistic.

“Consumer confidence is on the rise,” Gaylord says. “Housing numbers are up throughout the country, and that bodes extremely well for our industry.”

Still, he has concerns about ongoing price suppression that he believes has stifled dealer growth for too long. “Retailers might be selling more collections, and their traffic is up, but price suppression has been crippling to the industry as a whole.

Suppressed retail prices have not helped the industry, especially when it comes to specialty retailers competing against big boxes,” he says.

“Dealers absolutely have to stress value in their marketing mix—in advertising, in floor merchandising, during the sales process, and in the aftercare phase,” he continues. “Otherwise, they are just competing on price. In 2017, I hope, the undercurrent of price suppression that’s continued since the great recession will finally begin to reverse course.”

Attracting a broader demographic mix has been a focus for several manufacturers, with OW Lee Company (Ontario, California) noting that it designed its 2017 introductions with younger and/or more urban consumers in mind. Terri Lee Rogers, president of the company and vice presi-

BY GREG THOMPSON

Veranda Classics’ Monterey threepiece bistro set

Nonetheless, he adds, “We are dent of sales and marketing, says, The Avondale collection spending most of our time work“Our bread and butter, howevfrom Summer Classics ing on transitional and coner, is still traditional, comtemporary product offerfortable, well-made outings.” A prime example is door furniture. Millennial Summer Classics’ Delray consumers are a product collection, which comof the baby boomers, so bines sling, stainless steel, it is my opinion that and teak components. millennial consumers White credits the will appreciate the same company’s successful attributes of quality and design to a nimble prodcomfort—just with a differuct/design team. “We aren’t ent style.” laden with one manufacturing Carrying the right mix of styles, process, and we have the foresight to sizes, and price levels is the perennial develop products around what conchallenge. These 10 manufacturers sumers want,” he says. can help by outlining possibilities “We have our own infor sprucing up showrooms, house ad agency, including piquing consumer interest, Castelle’s Butera lounge chair video, photography, and and boosting sales. social-media capabilities,” SUMMER White continues. “We CLASSICS have the ability to develCustomers are respondop advertising plans and ing particularly well to furscale according to what niture options in teak and we need.” mixed materials from Like many manufacturSummer Classics (Pelham, ers, Summer Classics is trying Alabama), a testament to the to capture younger buyers withcompany’s dedication to enduring out alienating its traditional base. “We themes—with an eye toward the modern. spend a lot of time on younger consumers Bew White, founder and CEO, explains, “We are and pay attention to the modern aspect of their still known as a traditional company, and have not design preferences,” White says. “We have tweaked abandoned that design genre.” our product line to hit different price levels and to

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PATIO & HEARTH PRODUCTS REPORT

The Catalina sectional from Lloyd Flanders

NorthCape’s Avant contour sofa

whether in product design, component improvements, or our internal processes. This allows us to adapt quickly to new trends.”

Creighton seating

by OW Lee

Windward’s Oxford woven foam collection

Solaris deep seating from Castelle

have more simple, elegant, and modern designs that appeal to those consumers.”

WINDWARD Windward Design Group® (Sarasota, Florida) has continued its solid momentum from 2016 with several successful products. According to Carrie Morales, executive vice president, the company’s Oxford woven foam collection has done particularly well in 2017, thanks to its transitional style, midsized scale, and trending driftwood color.

Excitement has been growing about “our marinegrade polymer (MGP) firepits, with the reputation of MGP growing among both dealers and consumers.

The scale and subtle design seem to be in line with what people are looking for,” Morales says.

Improving products and services is a companywide goal, and the company began a two-week quickship program in 2017 for its woven goods. The new program allows dealers to have special orders out the door within two weeks, and it has been “very successful, especially since often, they are limited to container programs,” Morales reports.

New personnel—including Chrissy Krasley, softgoods manager; Rod Krasley, national sales manager; and a new wicker-warehouse manager—are all expected to further Windward’s service mission.

“Our product development relies heavily on dealer requests and feedback,” Morales adds. “We always keep a strong line of communication open. In doing so, we’ve brought in more contemporary designs,

The Veneto firepit dining table, with a faux-wood top, from SunVilla

Upholstered modular furniture in the Drake collection from Gensun Casual Living

fresh color stories, and price-point product packages.”

She continues, “Since we have total control over our production, we can make changes quickly,

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SUNVILLA For 2017, SunVilla Corp.

(City of Industry, California) has seen considerable interest in its new firepit dining table.

Christy Peterson, national sales manager, attributes the interest to the growing nationwide popularity of the firepit category. Additions to that category are also planned for 2018.

“I think firepit dining tables do well, as a category, because they provide ambience that you don’t get in the average outdoor space,” Peterson says. “They are also functional, since you can use them in warmer months as regular tables.”

SunVilla’s new Aragon and Veneto collections have generated considerable excitement, with early placements showing success at retail. Peterson explains, “The most exciting part about these two collections is that we introduced two new tabletops to go along with them. One is an embossed woodgrain slat and the other is a faux wood made of glassreinforced concrete. We’re offering both on dining, occasional, and firepit tables.”

The new tops carry over to other collections. This allows dealers to provide different looks for existing collections, while also helping SunVilla gain even more efficiencies at the manufacturing level.

SunVilla has designers around the world. Peterson points out, however, that someone on the design team is always at the factory, working with the research/development team. “We now have Wright Currie as our vice president of product development and design,” she says.

“He’s only been with us a short time and has already started to implement some new technologies and processes to make our design and development almost foolproof.”

Members of the design team are currently “walking the transitional line, in a variety of collections,” Peterson says. In one example of a more contemporary flair, SunVilla introduced a new royal pewter finish in 2017 for its Aragon collection. “As we get into the contract market, we will start to look

SPOTLIGHT at more products that can resonate with contemporary customers,” Peterson says. “Those product offerings will carry over into the retail side.”

CASTELLE Contemporary and transitional designs with an emphasis on handcrafted luxury are the focus for designers at Castelle® (Fort Lauderdale, Florida). Derek Ritzel, Ridgewood seating from president and CEO, points out that the OW Lee’s NorthCape’s Libby Metrop firepit company’s top two sellers in 2017 are eviLangdon collection dence of these preferences. He says, “They point to increased confidence from represent a solid transitional design, even she was surprised by the promising start for the retailers, and rightly so. The floors of Solstice, and a trending contempoCreighton collection. Several early special orders specialty retailers should prorary collection, Roma.”

SunVilla’s Aragon sling chaises augur well for the sectional, which features a modmote quality products at a With the company’s priern industrial design for an emerging demographic. value, sell the features, and mary focus being on the Additional introductions, including the Aris stress lifestyle.” high-end market, Ritzel and Lennox collections, have straighter lines than Two years ago, Agio reports, demand grows traditional wrought-iron styles and are succeedlaunched its prototype each season for personaling, too. “Our Metrop firepit, which was designed domestic-warehousing ized style and customizato go with more contemporary styles, also seems program. The effort was tion of furnishings. to be doing well,” Rogers says. well received, and Gaylord “Original or one-of-a-kind OW Lee recently announced that a looks are in demand, and this fourth generation would take an owneris because the luxury homeownship interest in the company: Leisa er requires it—especially in a timely A firepit in McCollister, marketing and special projects manner,” Ritzel explains. marine-grade polymer from manager, and Paul Rogers, director of product “For 2017, we have already seen our Windward development, have acquired minority intermost popular introductions from Agio’s firepit deep seating from the Lake ests in OW Lee. “OW Lee felt that this step last fall gain positive placeHouse collection was important to keep new and fresh momenments,” he says. Castelle’s tum and passion within the company. Leisa and expertise in product reports that the Paul have both been employed with OW Lee in a development has led it relaunch of a second management capacity for over five years, and we to receive multiple version is in the felt that the time was right,” Rogers explains. design awards. works for later this The family will use its in-house philosophy to Collaborations year; it will produce streamline product development and “make between designers even faster restocking changes on the fly that might take some of our such as Barclay Butera capacities. competitors months to accomplish—because we and the company’s in“This allows Agio to have all of the manufacturing capabilities right at house design team are be in the channels where our fingertips,” Rogers says. combined with insight our consumers need us to OW Lee’s nimble work processes will be put to from territory professionals be—smaller specialty dealers good use, given what Rogers calls the changing face and retailers to determine what who aren’t in the container-only of retail. “Digital marketing is more important customers want. “A controlled business; traditional-furniture retailers; than ever,” Rogers says. “Manufacturers must supdesign process creates a balanced productand, with limited products available, online retailport their dealers in creating exciting and enticing style offering,” Ritzel adds. ers,” Gaylord says. Agio’s strong slate of favorites lifestyle images and video to show how awesome “Due to the popularity of our high-end coland best sellers, such as Del Mar sectional seating living and entertaining outdoors can be.” lections, the products do not have a singular and firepit deep seating from the Lake House colShe continues, “Websites must be up to date, market,” he says. “Everywhere that the luxury lection, will join solid new introductions planned informative, and interactive. Store floors must be demographic resides is our market, and it is not for this summer. beautiful, coordinated, and easy to understand confined to a specific area or style. We see a “We’re delivering value for our retailers and navigate—but most important, welcoming. need for luxury in both contemporary and tradithrough our industry-leading trend-research proThe physical experience of seeing, touching, and tional motifs.” gram, which has led to collections in new and talking about the products we offer cannot be AGIO exciting colors, fabrics, and finishes,” Gaylord achieved through a website or catalog.”

Gaylord is a realist, but his optimism has grown adds. “We’ve maintained the quality of our prodLLOYD FLANDERS in 2017. He wants retailers to feel that optiucts, our designs, and our lifestyle styling.”

The message at Lloyd Flanders® Inc. (Menominee, mism—and to translate it into their business OW LEE Michigan) is go big and go outside, thanks to the practices.

Every new collection emerges from the factory success of the company’s larger dining tables (with “I’d really encourage our specialty dealers to be accompanied by high hopes, but Rogers reports that self-storing leaves), which accommodate eight to more bullish on our industry,” he says. “The signs

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Circle Reader Service No. 21

SPOTLIGHT

Summer Classics’ Delray collection

The Milan 22-inch TerraFab gas firepit from Veranda Classics

Lloyd Flanders’ Wildwood collection

12 dining chairs. According to Lou Rosebrock, senior vice president of sales and marketing, the combination has done well, along with a chat grouping that includes four action chairs, a conversation table, and/or a fire feature.

“We’re seeing an increase in demand for products geared to outdoor entertaining, with larger dining tables, fire features, and motion furniture: swivel rockers, swivel gliders, rockers, and gliders,” Rosebrock says. Product introductions for 2017 incorporated Lloyd Flanders’ proprietary Lloyd Loom woven material and teak—a combination that Rosebrock says is responsible for considerable success.

“Our customers are very optimistic about the potential for this year,” he says. “In areas where spring appears early, sales are reflecting early demand for outdoor-living products.”

Rosebrock reports that Lloyd Flanders’ position as the first U.S. manufacturer to produce allweather wicker has been a great advantage. He explains that founders Don and Dudley Flanders used the Lloyd Loom to create the innovation.

Lloyd Flanders’ product introductions are reflecting an increase in demand for clean lines and a more contemporary look. “We’ve put a lot of emphasis on our product presentations in our showrooms and on social media to reflect a more updated, clean, contemporary look, even for our more traditional best sellers,” Rosebrock adds.

NORTHCAPE Transitional looks in woven materials, aluminum, and outdoor upholstery have been “most interesting to watch so far,” according to Tom Murray, president of NorthCape (Alsip, Illinois). Seven to 10 years ago, he notes, the market swung from traditional looks toward the boxy, contemporary looks that were all the rage three to five years ago—with the current trend landing somewhere in the transitional middle. He views the trend as logical, “because transitional looks will work for a wider audience, a wider range of home designs, and a wider age range,” he says.

Manufacturing these transitional looks has led

NorthCape into international expansion for high-labor manufacturing. “China is still our primary international source, but we are making more volume in Vietnam and Indonesia— and looking at some work to be done in Mexico,” Murray says. “Our domestic manufacturing will again be our fastest-growing segment of the business. We make our cushions, upholstery, and many accessory items in the United States.”

Much of NorthCape’s manufacturing has been consolidated at its Illinois facility, with final manufacturing steps completed at three strategically located distribution facilities in New Jersey, Illinois, and California. This consolidation of the major functions has helped improve efficiency, capacity, and inventory management.

These facilities will help generate four outdoor upholstered collections soon to hit retail floors.

“If the styles are right, the value is right, and the market is ready, it may be a game changer,” Murray says.

“There are a lot of overlapping positive things happening for our industry: housing churn, overall housing appreciation, continued low interest rates, and the wealth effect spurred by housing values and stock-market highs, all at once,” he adds. “An early spring (weatherwise) in the North should drive earlier demand.”

To satisfy that demand, Murray relies on a customer-centered ethos in design. “We watch trends, and we look for indicators, but the best direction comes from asking dealers what they and their customers want and need,” Murray says. “We are sure to include the floor salespeople who are closest to the end user. We then marry that with what we see happening in the national market.”

Gensun Casual Living’s deep seating in the Largo collection

VERANDA CLASSICS The Veranda Classics brand from Outdoor for Foremost Groups Inc. (East Hanover, New

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PATIO & HEARTH PRODUCTS REPORT

Jersey) recently introduced five collections of occasional tables made in the company’s exclusive TerraFab material. Trade-show attendees got the first look at these end, coffee, and bistro tables, and the reaction was enthusiastic. The tables complement Veranda Classics’ successful line of TerraFab firepits.

Danny Jelley, senior vice president of product design and development at Outdoor for Foremost Groups, credits their success to the overall diversity and eclectic nature of the tables. They are “designed to be mixed and matched with various genres of outdoor furniture, but the best part about them is that our full-line furniture dealers think they are so stunning that they are also using them to mix/match with indoor furniture,” he says.

Jelley believes that Veranda Classics is poised to take advantage of what he sees as a serious move to more transitional designs. He explains, “As we plan our assortment for 2018 and for the upcoming markets in July and September, we have specifically targeted the millennials and generation X with more contemporary, cleaner lines in our product mix.”

Jelley adds, “We will be introducing three new collections this summer, all with a more transitional look to them. This also parallels the migration we are seeing of people moving back into urban environments—to smaller, more transitional living spaces.”

Dealer support has recently expanded to warehouse-program offerings that include a full lineup of categories and collections, available from warehouses in New Jersey and California. “By offering a full lineup of cast-aluminum, wicker, and sling furniture; firepits; and occasional tables for immediate shipment in small quantities,” Jelley says, “we can serve our customers with quick delivery and at small risk (since they don’t have to inventory large quantities).”

GENSUN CASUAL LIVING While it’s true that some outdoor-furniture designs are impervious to fads, it’s also true that manufacturers who pay attention to changing preferences can help dealers make money. Jan Trinkley, executive vice president of Gensun Casual Living (Rancho Cucamonga, California), continued on page 80

NAKED FURNITURE? Nope, introducing the Oxford Woven Foam collection.

The built-in woven reticulated foam means more time enjoying your patio & less cleaning it. Available on two-week quick ship with glass or beechwood tile top tables.

Also available with standard cushions. To learn more visit www.windwarddesigngroup.com Leaders In Outdoor Value and Comfort Aluminum | Marine Grade Polymer | Wicker

Circle Reader Service No. 23

Marketing Maneuvers FALCO’S

ARichHeritage Falco’s celebrates four generations of family ownership.

BY KIMBERLY RODGERS

PHOTOGRAPHY BY RON HALL

TODD MEIER PHOTOGRAPHY

The company’s name is vital to brand building

From left: Louie, Kristi, and Grant Falco

As a fourth-generation family business, Falco’s (Spokane, Washington) has certainly changed since it was founded, in 1928, by Giuseppe (Joseph) Falco. The Italian immigrant started a small produce shop, Joe’s

Place, and his son, Joseph Falco Jr., eventually added a retail garden center. After several name changes as the next generations came on board, the business evolved to offer different products and services.

In the 1980s, Falco’s added stoves, becoming one of the first retail hearth shops in the area. As each generation put its own stamp on the family business, Falco’s never lost sight of the company’s core values: Its tag line is Quality Product, Customer Service, and Honesty Since 1928.

Today, Falco’s has one of the largest showrooms in the region, featuring a wide selection of hearth products. The company is now owned by third-generation family member Louie Falco and his wife, Kristi, both of whom are still involved in the business. Their son, Grant Falco, oversees day-to-day operations, serving as general manager and vice president.

Primarily known as a premier hearth dealer with an outstanding reputation for quality and service, Falco’s has branched into other markets over the past several years. These include HVAC; grilling and other outdoor-living products; and installation, maintenance, and service for the array of products that it sells.

Built in 2003, Falco’s 6,500–square-foot showroom is in the same location as the original produce stand. Grant Falco describes the store’s

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The store carries one of the region’s largest hearth selections

showroom as a purposeful one. He says, “It’s always very clean, organized, and appealing; we manage our showroom in great detail. You won’t find a dust bunny or a dirty window. Our showroom appearance is reflective of who we are and everything we do.” The space features 25foot ceilings and is divided into hearth, HVAC, and outdoor-living departments. Falco adds, “Our showroom is wide open, and it allows people to see all the different categories we offer—in one visit.”

HIGH-VALUE PRODUCTS Falco selects products using a careful process. He says, ”In this community, Falco’s has its own brand, and we market that brand with a variety

PATIO & HEARTH PRODUCTS REPORT

Marketing Maneuvers FALCO’S

of products that present value to our customers.

We sell a lot more than products: We sell our service, who we are, and how we do things, whether it’s fireplace and hearth, heating and cooling, or outdoor living.”

Falco continues, “Due to our success, we have the luxury of choosing and obtaining the best brands.” In the hearth category, the store’s top brands include Kozy Heat, Enviro, Quadra-Fire, Blaze King, and Harman.

Falco explains, “We have developed a good– better–best sales approach, but with a reason for everything we sell. For example, in gas, we have a great product starting at $1,999, and we go up to the most advanced fireplaces, with every new feature that money can buy.

All our brands are top companies that offer great products.”

Hearth customers usually fall into two categories.

“We have customers who want a simple, reliable, and easy-to-maintain product that puts out some heat. There are a lot of power outages in Spokane, and people rely on their units as backup heat sources,” Falco says. Standing-pilot gas fireplaces—which can always be used in a power outage— are popular with this group.

The other customer group wants the latest technology. Falco says, “Millennials are starting to adopt electronic-ignition fireplaces, in which the flame can be modulated to a single temperature.

These fireplaces are as efficient as they have ever been, and the technology has come a long way.”

Through purchasing correctly, Falco has been able to lower his advanced systems’ retail prices, which are now more in line with those of standard heating products. This is good news, attracting millennial customers to higher-quality products. He reports, “We are seeing the prices get closer together, from the old technology to the new, so it makes the decision a little easier for this group.”

BRANCHING OUT In the early 2000s, the business added outdoor living to its category lineup. Falco says, “We had dabbled in some lines previously, but in 2003, we moved from 1,800 square feet to our newly constructed 6,500–square-foot building. Our goal was to round out products in the showroom.”

Initially, grills and hot tubs were added to help increase traffic during spring and summer.

This mix worked for several years—until the great recession changed the focus. Falco comments, “Everything became about value again,

The store is known for hearth products, but its outdoor-living category is growing

and it made us reevaluate our mix. It was no longer about keeping up with the neighbors, but extending the use of the home.” In 2011, the store shifted the category’s focus to the experience of cooking on a grill. Falco says, “We sell the outdoor lifestyle and the fun of cooking amazing food on a Traeger or a Big Green Egg.” By 2013, Falco’s had exited the hot-tub market and had added coolers from Yeti®—which has become a powerhouse brand for the store.

Falco’s also sells a variety of grilling accessories (including fuels, rubs, and spices) at some of the most aggressive prices in town. “We are primarily known as the place to go for fireplaces, so it is important to increase foot traffic—to encourage more people to look at us for our other categories,” Falco says. “It is all about getting people in the door and giving them a great experience. Then, if they need fireplaces, they will think of us.” Falco’s also sells firepits and patio furniture from The Outdoor GreatRoom Company and heaters from Infratech. The outdoor-living category represents about 10% of the business and is growing steadily.

The cooling category was added, a few years ago, to use a service department already in place for hearth products. Falco says, “We brought in Carrier and targeted the cooling months of spring and summer, since our hearth business is so successful and takes care of fall and winter.” The business has become a complete HVAC contractor, supplying installation, service, and maintenance for air conditioners, furnaces, and heat pumps for remodeling projects and new construction.

Falco adds, “Our goal was to be a nonseasonal business, so we had to look at our weakest

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months (the summer ones). Now, with cooling products, June and July are some of our busiest months. HVAC has become a huge part of our business, with good projected growth.”

As a small business, Falco’s invests in a good amount of marketing. Television advertising focuses on two different messages— upcoming sales/events and brand building— with spots running throughout the year. A print ad placed in The Spokesman-Review, a regional newspaper, runs three or four times each month.

The store has a strong social-media presence, including 4,000 Facebook followers. In addition, the business partners with a reputation-management company to be proactive in managing Falco’s online presence. Falco comments, “This gives me the opportunity to respond immediately to any negative online reviews and to address and rectify any problems.”

GROWING A LEGACY Falco feels fortunate to be carrying on the Falco legacy. “Each generation in our business has reinvented it. You rarely find companies that are four generations old, but we have continued to thrive. I know much of the success I have achieved comes from the support of my father.

His reinforcement of my ideas has given me the confidence to make the changes necessary for Falco’s to continue to grow,” he says.

The Falco name not only is prominent in Spokane, but is vital to the company’s future.

“It allows for marketing to have more impact, and it drives me and my employees not to fail or disappoint people,” Falco says. All staff members, including long-term employees Jill and Duane Spurbeck, are crucial to Falco’s continued success. He explains, “We all take the products we offer and our customer service very seriously, and we stay true to the words on which my great-grandfather founded the business in 1928: quality products, customer service, and honesty.”

Hearth Retailer ENCINO FIREPLACE

VisuallyAppealing Encino Fireplace’s stunning merchandise displays wow customers and boost sales.

BY SHARON SANDERS

PHOTOGRAPHY BY BLEU HOUSE PHOTOGRAPHY

Design is becoming an epidemic in the hearth industry.

Dealers are feeding the needs of their clients by modernizing their showrooms.

Encino Fireplace Shop Inc. (Encino,

California) has seen its profits surge after the 30–year-old retail store was transformed into a trendy showplace that caters to architects, designers, and contractors. The transition has even inspired the community and homeowners to start thinking differently about hearth products.

Talin Vartanian, senior advisor (and daughter of Bob Vartanian, founder/owner), says, “Sales have doubled because of the way we present the products in our remodeled showroom. The decision to transform our retail space into a design center was the best move we could have made to secure our future.”

When Encino Fireplace opened in the late 1970s, it was a typical hearth dealership of that era, selling fireplaces and accessories with little emphasis on design. Bob Vartanian had a grand vision and grew the business steadily, opening two more locations nearby (in Pasadena and Glendale). As the hearth Bob and Talin Vartanian industry began to shift to more design-driven products, Bob Vartanian knew he had to change direction to stay relevant in the Los Angeles market.

In 2010, he debuted Thousand Oaks Fireside and Design, a design showroom featuring fine fireplaces in an upscale neighbor-

hood. It was the spot where architects, designers, and contractors—along with homeowners—could gather ideas and information.

“We didn’t want it to look anything like a retail store,” Vartanian explains. The concept

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took off, and the business quickly became one of the most talked about hearth sellers in Los Angeles.

In 2012, Bob Vartanian took his vision one step further when he completely renovated and redesigned Encino Fireplace, building on the success of the designfocused showroom in Thousand Oaks. The entire store being turned inside out was the start of the transformation. “It turned out to be the winning formula for us,” Vartanian says. “After we were done, nothing about it resembled the original store, which was totally old school, with solid-black walls and basic doors with no appeal.”

The new, modern facade is made entirely of glass, and the 4,000–square-foot showroom has the upscale-boutique vibe that works in Los Angeles.

“While we cater to every type of client, the entertainment industry makes up a large part of our business, so we work to meet its members’ expectations, aesthetically,” Vartanian says.

The open-air space features more than 30 burning fireplaces and a few dramatic, luxury hearth showpieces.

“Our clients want unique models, so these pieces are the wow factor that attracts clients to our showroom,” Vartanian explains. Two units that have been featured are the Solaris gas circular fireplace by Heat & Glo and the 5–foot-tall Sky Element4 vertical direct-vent gas fireplace by European Home.

The showroom is at its peak at night, when the glow of the burning fireplaces can be seen

Circle Reader Service No. 29

Hearth Retailer ENCINO FIREPLACE

Modern design is dominant

from the street. Vartanian says, “It has been the best advertising for us. People who drive by in the evening will often come back during the day to see what we are selling.”

Encino Fireplace is also about the experience of fire. In walking through the front glass doors, visitors pass two large columns (fitted with eight burning units) that create a luminescent entrance to the main floor. One popular unit in the display is the Heat & Glo PRIMO. This linear gas fireplace has features such as seven LED-light color options and double glass, with a heat-in or heatout option. Uniquely furnished displays are the heart and soul of this modern showroom.

Vartanian explains, “Every display can be turned on, so clients can see the flame and experience the heat for themselves. This is a feature of our showroom that clients really appreciate because it brings the fireplaces to life. They then can start to envision the look in their own homes.”

She adds that a little inspiration goes a long way, as it’s not uncommon for a client to decide to purchase a complete fireplace display (including accessories) after experiencing it firsthand in the showroom. “They want the exact look in their living rooms, and that’s what we are here to provide for them,” Vartanian says.

Architects, designers, and contractors have always looked to Encino Fireplace as a resource for luxury hearth products and professional service, but the remodeling project brought it to the next level. The showroom has reached out to this group in new ways and has geared its efforts toward providing it with everything needed to look good in front of clients.

Vartanian has a master’s degree in interiordesign architecture, so she has a professional connection to the design community. She says,

“When I made the decision to Hearth showpieces inspire customers work in this industry, I knew it was going to be important to understand our clients and speak their language.”

All staff members make it a priority to nurture relationships and position themselves as hearth experts.

Each person has an area of expertise, but all employees work together to help create a client’s vision.

“In this industry, not many dealers step out of the box—whether in design, sales, reading drawings, planning, 3D sketching, or installation— but we take pride in doing the whole A to Z for our clients. We are always thinking of ways we can serve them better because their needs are our number-one priority. They trust us to know what is happening in the industry, which saves them time and legwork. They also feel comfortable sending their clients to us, knowing they’ll be taken care of well,” Vartanian adds.

Encino Fireplace hosts in-store events for its professional clients to provide educational information, technology training, a look at the latest design trends, and updates on what’s happening in the hearth industry. The events regularly include visits from manufacturers’ representatives who are showcasing their new products in

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the showroom. Vartanian says, “We also put on an annual holiday party that includes dinner, drinks, and a time just to socialize. It’s relationships that keep us connected to clients.”

In 2018, the Vartanians will take their designer-showroom concept to the highest level yet when they debut a new location in Hollywood. The stunning four-story showroom (currently being built) will be unlike anything else in the greater Los Angeles area.

“It will be located on a major street in the heart of the entertainment industry, where people have the money to spend on luxury items,” Vartanian says. The indoor space will be merchandised with the best of the best in hearth products: the latest technology from vendors that include Heat & Glo, European Home, Montigo, Dimplex, and other high-end, unique lines from all over the world.

Vartanian says, “We will be bringing in a number of exclusive fireplaces that can’t be found at any other hearth dealerships in the area.”

There will also be a 6,000– square-foot outdoor showroom dedicated to outdoor fireplaces, firepits, furniture, and grills from top-of-the-line vendors such as Twin Eagles.

The store will offer gourmet-cooking classes to teach clients techniques using high-end grills and pizza ovens. One of the most distinctive features of the new showroom will be the rooftop level, which will be dedicated to exclusive events and parties for top architects, designers, and contractors.

The goal is to create an atmosphere for entertaining clients. “People in Los Angeles like to party, so it will be a cool spot for socializing and exposing them to what we do,” Vartanian says.

“We are going to jump into this advanced mindset, with this location, to show people that the hearth/patio industry is something that they should not only invest in, but enjoy.”

What has kept the business going, over the years? Vartanian says, “It’s the commitment of every single person who works for our business.

We all have a passion for what we do and want to see our company succeed. The growth and expansion that have happened over the past decade have been motivating for everyone. It feels good to come to work and be a part of a company that is still growing and is the top of the line. We look forward to what the future holds for us and our industry.”

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Outdoor Grilling CHARLOTTE GRILL COMPANY

HolySmoke Barbecue fanatics flock to Charlotte Grill Company for all their grilling needs.

The company is located in a warehouse district near Uptown Charlotte Derek Utsey

BY CAROL DAUS PHOTOGRAPHY BY KELLY KASEY PHOTOGRAPHY

Many residents of North Carolina love barbecue just as much as they love basketball. In some circles,

the subject of pulled pork even takes on a politically charged tone as pit masters argue over which regional barbecue style tastes best: Lexington or Eastern. In case you didn’t know, Lexington style is prepared with a red sauce seasoned with ketchup, vinegar, pepper, and other spices. Eastern style, which uses the whole hog, is based on vinegar and pepper, without tomato.

Since barbecue is such a central part of the state’s heritage, competition is stiff among retailers and online sources that sell grills and barbecue accessories. Grill stores and outdoor-kitchen suppliers are

commonplace sold the in the state.

Big Green Many residenEgg line tial contractors through and landscaphis wholeers have also sale compaentered the outny, which The store attracts Big door-kitchen marspecialized in Green Egg fans ket—but this did not grills, high-end deter Derek Utsey, owner residential appliances, of Charlotte Grill Company, from and other outdoor products. starting a retail barbecue business Since Derek Utsey was knowlin 2012. “I was a bit late to the edgeable about the market, he felt game,” he says, “but I knew I could confident launching a one-stop succeed if I offered something a shop for barbecue fans seeking little different to a growing conhigh-quality outdoor grills and sumer base.” accessories. He predicted that Initially, Utsey’s vision was to these customers would become expand his family’s 30–year-old repeat purchasers, buying rubs, wholesale/distribution company spices, charcoal, and other items. by adding a retail operation.

His plan to keep them coming Randy Utsey, Derek’s father, had back was to offer superior service

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and one-of-kind products.

Charlotte Grill Company’s 2,000–square-foot showroom is located in one of the city’s last remaining warehouse districts, located just a mile from Uptown Charlotte. When Utsey first opened the store, he didn’t plan to run an outdoor-kitchen division. As customer demand for outdoor kitchens grew, however, he tweaked his business plan to include this service. He says, “My business evolved quickly as customers told me that they were tired of buying grills from Lowe’s and The Home Depot, only to find that they lasted less than a year. Many of them also wanted full-blown outdoor kitchens.”

Utsey quickly learned the ins and outs of designing and

Circle Reader Service No. 33 A Product of:

Outdoor Grilling CHARLOTTE GRILL COMPANY

The store carries lines from Fire Magic, Weber, Napoleon, Summerset, Memphis, and others

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constructing outdoor kitchens. It helped that he had prior experience in construction, sales, and customer service. This background benefits his customers when he helps them select the right products, materials, and designs for personalized kitchens. With his team of dedicated masons, countertop fabricators, and other subcontractors, Charlotte Grill Company can create a turnkey, fully appointed outdoor kitchen in less time than many of its competitors.

In addition to carrying products from the Big Green Egg, Charlotte Grill Company stocks lines from Fire Magic, Weber, Luxor, Napoleon, Summerset, Wilmington Grill, Green Mountain Grills, Memphis Wood Fire Grills, and Yoder Smokers. For outdoor-kitchen cabinetry, Utsey prefers U.S.–made products, such as those from Brown Jordan Outdoor Kitchens and Danver.

“One key benefit of the U.S. companies is that we can easily obtain parts,” he says.

In order to offer a wide range of price levels and product features, he also carries products that are made abroad by U.S. manufacturers. Utsey makes a concerted effort to carry barbecue-specific lines that aren’t sold in appliance stores.

Utsey points out that since he opened his store, consumer demand has increased for high-quality cabinetry. Many new houses in Charlotte feature spacious outdoor areas, allowing homeowners to design large-scale outdoor kitchens that include some of the same design elements as their interior rooms. “Many of our customers want to blur the lines between the indoors and outdoors, creating seamless designs so that their outdoor kitchens resemble their indoor kitchens,” he says.

To stand out from the competition, Charlotte Grill Company advertises consistently: on billboards, on local radio shows, through internet search engines, and in local home-improvement magazines. Utsey reports that he receives the biggest return from using Google AdWords. Since a growing number of his customers use social media, Utsey posts regularly on Facebook, Instagram, and Twitter. He gets the strongest feedback when he posts photos of completed outdoor-kitchen projects and new products, such as Yeti coolers and Fogo charcoal.

Satisfied customers also play a valuable role in promoting Charlotte Grill Company through word-of-mouth advertising. By focusing on quality and helping customers create personalized outdoor kitchens, Utsey has developed a business that customers recommend to their friends and families. Since personal referrals are vital, Utsey obsesses about providing superior customer service. He says, “I treat every job as if it’s taking place at my own house. I ensure that we’re timely and neat throughout the construction process. We are also always available after the sale and installation for questions and will happily return to a customer’s

Circle Reader Service No. 35

Outdoor Grilling CHARLOTTE GRILL COMPANY

home to provide follow-up service.”

Charlotte Grill Company Utsey has always supported has been extremely successful community organizations and in a relatively short period. local charities, but now, as a Now, it faces its biggest store owner, he recognizes challenge: managing that volunteering is a great growth. Utsey and his way to network and build father are the only perrelationships. Customers manent employees, but also prefer doing business with local companies that give back to their communities.

Charlotte Grill Company sponRubs, seasonings, and sors youth athletic teams and supsauces keep customers returning to the store ports The Corners Society, a Charlotte community organization that raises funds for children’s charities. The store’s sponsorship, last year, Utsey recognizes of The Corners Society’s annual gala helped raise over that he will soon Pizza ovens and $60,000 for needy children and their families. need to hire addismokers are popular among today’s backCharlotte Grill Company also participates in tional permanent staff. yard chefs fundraisers for Camp LUCK, a local charity that “I struggle with this every helps improve the lives of children with heart disday because I want to be sure to ease. Utsey says, “Charities typically allow us to prohire the right individuals, whether they’re project mote our business through these events, but this managers or retail-sales staff,” he says. isn’t the reason we get involved. We get involved to Later this year, Utsey would like to expand his help our community.” showroom by using a currently vacant outdoor space

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attached to his warehouse. His goal is to showcase outdoor kitchens in this exterior area in order to free up space in the interior of his showroom. When this expansion has been completed, he plans to offer cooking demonstrations, grilling competitions, wine tastings, and other special events.

Utsey believes that his business has huge growth potential, based on Charlotte’s demographics. His customers, who all desire spending more time outdoors, represent a wide range of ages, from first-time homebuyers and condo dwellers to aging baby boomers. Charlotte’s mild climate is well suited for year-round outdoor grilling, which keeps his business thriving throughout the year. “We have occasional cold snaps in the winter and hot stretches in the summer, but this doesn’t stop people from cooking outdoors,” Utsey explains.

As Charlotte Grill Company approaches its fifth anniversary, Utsey is pleased that he operates a business that brings so much enjoyment to his customers.

He says, “I won’t deny that it’s hard work, but it always pays off when you see how excited customers get when our truck shows up at their doors with new products—or when their outdoor kitchens are completed and they’re ready to barbecue.”

PATIO & HEARTH PRODUCTS REPORT

Avondale Collection SummerClassics.com

ATLANTA

AmericasMart, Building 2 West Wing, 10-C-91

CHICAGO

Merchandise Mart Suite 15-1556

Circle Reader Service No. 37

HIGH POINT InterHall

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LAS VEGAS

World Market Center

C – Showroom #C1396

CreatingDreams IMAGINE BACKYARD LIVING

Showroom Showcase

Imagine Backyard Living helps homeowners create their ultimate backyard sanctuaries. BY KIMBERLY RODGERS PHOTOGRAPHY BY SCOTT GALLES

David Ghiz

The store has an exclusive relationship with Jacuzzi and Sundance

From its five custom-designed, fully landscaped vignettes to its two private rooms for test soaking in hot tubs, the 15,000–square-foot showroom at Imagine Backyard Living (Scottsdale, Arizona) treats visitors to a unique retail experience.

Each vignette features an inviting hot tub—surrounded by all the other elements of an outdoor room—to help customers imagine and create their own dream outdoor-living spaces.

In addition to maintaining exclusive relationships with Jacuzzi® and with Sundance® Spas, Imagine Backyard Living partners with other well-established retailers, manufacturers, and contractors to offer its customers all the essential outdoor products. These include high-quality patio furniture, outdoor kitchens, firepits, outdoor entertainment, heating and cooling, and hardscape/landscape components. Repair services and weekly maintenance for hot tubs are also offered.

David Ghiz, president and owner, opened Imagine Backyard Living in 2014 with a goal: “to create a new, fresh retail concept,” he says. “Retail is all about making your customers have an experience they will remember and can’t get anywhere else.”

Ghiz knows the retail industry on a large scale. In 1958, his father, George Ghiz, founded Paddock Pools, Patios & Spas in Phoenix.

Along with his brothers, Buzz and Edward, Ghiz helped grow Paddock into one of the largest and most respected pool builders and backyard-living specialists in the United States. Ghiz was in charge of Paddock’s retail division, which grew to 17 stores in Arizona and Nevada. In 2005, the Ghiz brothers sold Paddock to a private equity company.

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Each custom vignette features a hot tub and all the elements of a backyard sanctuary

PATIO & HEARTH PRODUCTS REPORT

In 2012, Ghiz saw an opportunity to return to the industry and began an attempt to buy back Paddock (which was liquidating its assets and closed in 2015).

Ghiz says, “I actually had a deal, but at the last minute, someone

else jumped into the mix and raised the price.” At that point, Ghiz removed himself from the negotiations.

During research for the proposed purchase, however, Ghiz had many conversations with

important vendors (including Jacuzzi), eventually leading him to open Imagine Backyard Living.

“Jacuzzi was instrumental in getting me involved in a hot-tub concept showroom for it in the Phoenix market,” he says. “I knew there was an opportunity here with its brands—and a way for me to get back into a business that I liked and had achieved success with in the past.”

Advertising brings traffic through the 15,000–square-foot showroom

SHOWROOM EXTRAORDINAIRE With his extensive retail background, Ghiz knew that in today’s tough brick-and-mortar climate, he had to exceed customers’ expectations. That included not only giving consumers a great place to shop—with exclusive brands and top-notch customer service—but providing an equally significant shopping experience.

He says, “I am truly blessed to

ing the other outdoor products Imagine Backyard Living offers, from grills, complete outdoor kitchens, firepits, and fireplaces to outdoor-entertainment systems, heating and cooling, uniquely designed stone/tile decks, and even a putting green. Showroom guests can see, touch, and truly imagine all the possibilities for their own outdoor spaces.

With the creation of two private test-soak rooms, the store gives customers the chance to try a Jacuzzi or Sundance product. While many retailers do not provide this type of experience, Imagine Backyard Living wants (and encourages) people to experience the unique benefits that each product offers—from the feel of the different types of jets to how well potential purchasers fit in the test models as they sit and relax in them.

The lights can be turned down, with stars projected onto the ceiling

Ghiz has created a new, fresh retail concept

In only a few years, the company has become one of the most successful dealers for Jacuzzi and Sundance

be surrounded by people who worked with me at Paddock for a long time—for many of them, over 20 years. They understand the culture I expect and the exceptional experience I want each customer to have, every day. They are as passionate about it as I am. I would not have started this company without them.”

Customers encounter custom vignettes showcasing Jacuzzi or Sundance products and incorporat-

The store works with showroom partners to offer a variety of outdoor products

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to replicate the night sky of a customer’s own backyard. Music, towels, robes, sandals, and disposable swimwear are provided (or customers can bring their own). “Our goal is to have our customers try a Jacuzzi and Sundance product in complete privacy. We want them to experience the amazing hydrotherapy only available from these brands—and not to feel uncomfortable in any way,” Ghiz says.

IMAGINE BACKYARD LIVING

Showroom Showcase

SHOWROOM PARTNERS To offer all the components of an outdoor room, Ghiz has brought together products and services from some of the best brands in the industry—all under one roof. He says, “Working with established partners, many of whom I have known for a long time, was part of the concept for the store.” Imagine Backyard Living showcases and sells products from its partners; they, in turn, order, deliver, install, and service products for customers. Ghiz comments, “For me, it was the best way to have a business that would not be dependent on warehouses full of inventory. It works well for our partners and for us.”

From the beginning, Ghiz knew that he was going to partner with Jacuzzi and Sundance. He has an exclusive relationship with both brands for Maricopa County (which includes Phoenix).

“Through my years at Paddock, I knew the quality and experience our customers would have with products from these two companies. I know most of the other brands, and I talked to many of them before I opened, but for me, there really was no other choice,” Ghiz explains.

Models are available for every style and budget.

The store is also the exclusive dealer for Hydropool Hot Tubs’ swim spas—the only selfcleaning swim spas on the market, Ghiz notes.

In just a few years, Imagine Backyard Living has become one of the most successful dealers for its brands. At the 2017 Jacuzzi and Sundance Dealer Conference, Imagine Backyard Living was recognized with the President’s Award as the number-one singlestore Jacuzzi and Sundance dealer in the world—the first time a dual dealer has won this award in the same year. Imagine Backyard Living won the 2015 President’s Award for Jacuzzi after its first full year in business. In addition, Hydropool honored the business with its Gold Award (for excellence in customer service, marketing, and sales) in 2015 and 2016.

Imagine Backyard Living’s relationship with Creative Environments (Tempe) enables it to offer design, construction, and installation services for spas, landscaping, and outdoor kitchens.

Work is offered for any raw land and for remodeling. Creative Environments has won many local and national design awards and has been designing and building custom outdoor spaces in the Phoenix area since 1950.

In the outdoor-furniture category, Ghiz works with Today’s Patio (Phoenix) to offer custom patio furniture from Woodard. The store handles an exclusive collection of grills from SunFire, Summerset, and Primo; it also offers custom out-

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PATIO & HEARTH PRODUCTS REPORT

door-kitchen cabinets from Galaxy Outdoor.

Cooling systems come from MistAmerica™; outdoor heaters, from Bromic; and firepits and fireplaces from The Outdoor GreatRoom Company.

SELLING THE LIFESTYLE Imagine Backyard Living uses a variety of advertising venues, which “brings a lot of people through the door,” Ghiz says. “Customers come in for all kinds of reasons, but our biggest drivers are hot tubs and spas.”

Advertising focuses either on specific sales/promotions or on brand marketing. “The overall advertising of our brand is all about wellness in backyard living,” Ghiz reports.

Efforts are spread among print, television, and digital marketing—including various socialmedia platforms, YouTube videos showing the wellness benefits of particular products, and the store’s website (www.imaginebackyard.com).

Once customers visit Imagine Backyard Living, they are often amazed at the broad range of products available, the real-life vignettes, and all the possibilities for creating sanctuaries in their own backyards. Ghiz says, “We get people thinking about what we want them to think about, once they walk through our doors. There are enough distractions in the world. We want them to imagine the backyards of their dreams.”

Introducing the new

Pacifica Collection

Circle Reader Service No. 41

BrandNew Bonfire

AS I SEE IT

A respected grill manufacturer launches Bonfire, a lineup that has dealers and customers talking.

BY SHARON SANDERS Grill newcomer Bonfire Production Corp.

(Torrance, California) made its debut in the United States last May, and its products have been met with the highest praise. Behind the scenes, though, this newcomer is anything but new. Its factory has been producing premium grills on an OEM basis for many years, and the company decided that it was time to step out with its own brand.

Bonfire is thrilled to bring specialty retailers a fresh lineup of premium grills (at midrange prices) to offer their customers.

Patio & Hearth Products Report sat down with Jack Zeng, vice president, to see how the rapidly growing company is carving out a niche for itself.

How was Bonfire born?

Zeng: Our dedicated factory in China has been manufacturing private-label grills for dozens of high-end brands in the United States and Europe since 2005. During that time, we became experts at designing and building grills that consumers want to buy. We kept a close eye on the market for many years, and it came to our attention that there was an underserved spot in the grill category for high-quality grills with affordable price tags.

With that opportunity before us, we decided to come out from behind the curtain and launch our own brand (with its own identity) for the first time. In 2014, my partner, Andy Yang, and I introduced Bonfire in Vancouver, British Columbia, and shortly thereafter (in 2016), in Southern California.

We came up with the name Bonfire because we feel that it represents celebration.

When you enjoy a bonfire with family and friends, it’s a time of togetherness and celebration, and that is what we want our grills to represent.

What is the advantage of being the new kid in town?

Zeng: We offer a fresh perspective. Retailers have seen (and have been selling) all the other grills for years; they are craving something new. We are that something new. Our quality grills can compete with the best in the category, yet our price is easier on the wallet.

When people saw our grills at HPBExpo in March, they went crazy. Our look was premi-

The ESA island

um, and our prices are not. When we told retailers the prices of our grills, they thought we were quoting dealers’ costs (when, in fact, they were retail prices).

Our products also offer more than 40% margins, across the board— which is something that speaks to every dealer.

The Bonfire 3 cart

What is the company’s approach to business?

Zeng: Our approach is simple: Quality comes first. What makes our grills unique is that we have managed to combine quality with low price. Our grills are constructed of 304 stainless steel, and our fireboxes are fully welded—something typically reserved for grills that sell for hundreds of dollars more than ours. We also offer a lifetime warranty on all our premium products.

Quality also means quality service. Our

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dealers tell us all the time that they are happy with our after-sale service, which can mean anything from answering simple questions to resolving product/service issues. We have committed to resolving any issue within 24 hours, and dealers like that. We speak to our factory almost every day, so this is a commitment we can keep.

PATIO & HEARTH PRODUCTS REPORT

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CustomersKnowBest Responding to consumer preferences has been one key to Tropitone’s success.

Tropitone

MY TURN

BY SHARON SANDERS

Tropitone® Furniture Company Inc. (Irvine, California), a Brown Jordan International Company, is a pioneering leader in the outdoorfurniture industry, with 63 years of experience under its belt. The company’s style-driven products are sold in the finest showrooms across North America.

According to Frank Verna, vice president of marketing and retail sales, to stay relevant in the marketplace, one has to listen more than one speaks. Once known exclusively as a sling-furniture manufacturer, the company has evolved and broadened its products to appeal to today’s customers.

“The company forged a steady path in the sling business for many years,” Verna says, “but as people started using their outdoor spaces differently, it was obvious that we needed create products that would fit with their changing outdoor lifestyles.”

Over the past six years, Tropitone has successfully branched out from its dining business and moved into outdoor entertaining (with a wide selection of deep seating and fire products).

The company still offers some of the finest dining products on the market, but with its modern, sophisticated vibe, it has become one of the premier deep seating vendors as well.

Verna explains that Tropitone underwent this transformation while staying true to its heritage of comfort, quality, and consistency.

“Those are what we are all about,” he says.

“Our product portfolio essentially caught up with demand.”

OF THE PEOPLE Tropitone prides itself on the fact that it knows its market, which is why it operates with a market-driven (rather than businesscentered) approach. “We listen to our salespeople and study consumer behavior on a macro level, as well as seeing how it relates to our channel. You can’t just come up with a narrative and then push it on the marketplace. You allow the marketplace to help you create that narrative and create that brand mission,” Verna explains.

Kenzo cushion

Corsica cushion

Tropitone solicits feedback by hosting factory visits for its salespeople and retailers, several times each year, at its two U.S. factories (in Irvine and in Sarasota, Florida).

Verna says, “They value their one-on-one time with us during the visits, and they love giving us their opinions as much as we love hearing them.”

In addition, Verna is constantly on the road, learning from dealers across the country. He says, “The real satisfaction is trying to figure out what’s next. I like the planning process and working with our reps and retailers to meet consumer demand. It’s about discovering what consumers want and then giving it to them.”

Tropitone customers want to invest in relationships with their families and friends.

“Our customers want comfortable furniture that is built to a commercial standard because

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it is going to be a part of their family gatherings and social events for years,” Verna says.

“Our value proposition is to offer commercial-grade products that are comfortable and are shipped on time, as promised.”

The company makes it a priority to stay in tune with the ways that consumers shop and make buying decisions. According to Verna, a brand needs to be diligent about staying in front of consumers at all times. In today’s market, that means creating and maintaining a strong presence on digital platforms. “There is a digital component to every decision path right now, and I think that is where it all starts,” Verna says.

He explains that it has become the norm for people do research online before they visit retail stores. With this in mind, Tropitone has created an interactive website

KENZO WOVEN Circle Reader Service No. 45 Circle Reader Service No. 46

MY TURN Tropitone

(www.tropitone.com) that invites consumers to engage with its products and that moves them closer to buying decisions.

The site’s Design Online feature allows visitors to choose from thousands of finish/fabric combinations and see how they will look on pieces of furniture.

Shoppers can find the dealer closest to them by entering a ZIP code.

The site also features a Virtual Showroom (a tour of Tropitone’s showroom in Chicago, Illinois). The interactive tour makes it possible for consumers to see some of the latest furniture, fabrics, and finishes.

The website’s Spaces section offers suggested products for various settings, including sun-

The Banchetto firepit

rooms, poolsides, porches, firesides, gardens, and balconies. “We are all about giving people inspiration and information so it’s easy to make decisions,” Verna adds.

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NEW THIS YEAR Tropitone is introducing many new modern looks and designs. As the company builds its reputation in deep seating, it is branching out into woven elements and mixed materials. Earlier this year, it launched its Kenzo Woven deep seating group, which has received an overwhelmingly positive response.

The group—the newest addition to the Kenzo Woven collection—features a stylish, fully exposed aluminum frame with woven panels. “People like the fact that it is a woven group with an option for personalized fabrics and finishes. I think it’s going to be a home run for us, based on the feedback we’ve received at the shows,” Verna says.

Tropitone also introduced the Banchetto firepit this year. The sleek, 18-inch cocktailheight firepit helps round out the company’s firepit offering, which includes its popular 25inch multipurpose models. The heat output of all Tropitone firepits can be adjusted based on outdoor temperatures. Verna says, “When we got into the fire business, we wanted our products to be heat sources, not just ambience, so all of our firepits can go up to 90,000 Btu.” Going forward, Verna sees the trend toward transitional contemporary design gaining popularity because it stays in step with indoor-furniture trends. He also sees the color palette becoming lighter, with grays and pastels. Tropitone offers 19 frame finishes (as well as 300 fabric options) to help customers personalize their products to match any outdoor decor.

Tropitone expects this year to be a profitable one, as it has already built strong momentum.

“The fact that there has been some nice weather in many parts of the country in the early part of this year has motivated people to spend money on outdoor products earlier. That gives us a really nice bump. Overall, our target customers are ready and willing to spend,” Verna says.

He reports that Tropitone truly appreciates its relationships and partnerships with its retailers, and it plans to continue strengthening them. “I think they feel that we work for and with them. The same is true of our sales reps as well. Our company is truly built around providing value in each of these relationships and providing consumers with an ownership experience that is second to none. It’s everything that people expect,” he says.

Verna adds that Tropitone is going to continue providing the market with what it needs. He says, “We are always going to seek new opportunities for growth and work with our retail partners to get there. We want to reach as many consumers as we can and provide them with the products that they really want.”

PATIO & HEARTH PRODUCTS REPORT

Circle Reader Service No. 47

Product Innovation Memphis

SmokingHOT New player Memphis is setting the marketplace on fire.

BY CHERYL DANGEL BARTOLINI

gory, we provide a high-end smoker, grill, and convection oven all in one.”

The grills feature insulated, double-walled stainless-steel construction, with an oven-grade gasket that ensures temperature control. Dual convection fans create a true convection oven, eliminating the need for a rotisserie. The temperature ranges from 180 to 700 degrees, allowing the consumer to smoke, grill, roast, or bake anything from a brisket to pizza to bread. The company offers cart and built-in grill models, as well as outdoor-kitchen islands.

The Memphis island kitchen with a built-in Pro grill

In the world of grills, Memphis Wood Fire Grills (Minneapolis, Minnesota) is just a youngster.

Nevertheless, it’s already making itself known as an innovative player, and people are taking notice.

For example, at HPBExpo 2016, the company launched the cloud-based Memphis Grills iPhone app, which gives new meaning to the phrase set it and forget it. With the app, users can monitor and control their cooking from the office, the grocery store, or the golf course.

Sharla Wagy, general manager, says, “I can turn on my grill outside and then go inside and fix my vegetables. I’ll get a text saying when the grill has reached the temperature I need to put on the meat. I don’t need to keep running outside and checking on it. It has been very popular.

Sometimes people will think they don’t need it—that it isn’t necessary—but once they start using it, they find out how convenient it is.”

The app proved so popular that this year, Memphis expanded it to Android. “Now, consumers who are Android users can benefit from this convenient tool as well,” Wagy says.

It is just one of many innovations that the company has launched since it started, in 2009, as a division of Dalton Industries (an OEM manufacturer of precision components).

“There was a lot of expertise working with sheet metal and stainless steel, and the company wanted to use that core competency to create its own product,” Wagy explains.

In Minneapolis, Memphis manufactures its products in a state-of-the-art 135,000–square-

The Memphis Pro cart

foot facility—which is already too small. This spring, due to growth, it has expanded production to a 75,000–square-foot facility in Phoenix, Arizona, as well.

The Memphis name was chosen not for the company’s location, but because it exemplifies great barbecue.

Today, the company prides itself on innovation, craftsmanship, and dedication to customer satisfaction. “By designing, engineering, and manufacturing high-performance products, we incorporate convenience and enjoyment into everyday life,” Wagy says.

Memphis was founded with the goal of providing the ultimate in wood-fired grilling, and it has revolutionized outdoor cooking with its technically advanced three-in-one cooking appliances. Wagy says, “In the wood-fired cate-

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CONVENIENCE SELLS Memphis’ three-in-one appliances surpass ceramic cookers because of their convenience. “Because of our electronic controls, you push the button and set the temperature. At that point, you can choose to control it from the controller on the grill or with the app,” Wagy says.

“If you have a brisket that will cook all day long, you set it and then you can go golfing,” she continues. “You can monitor the cooking throughout the day and make changes wherever you are. That is one of the main differences. It still provides the same quality of cooking, but also convenience.”

Ease and convenience seem to be a winning combination. The company recorded a “tremendous 2016, outpacing our forecast and 2015 sales numbers well into double digits. We are seeing that growth trend continue and have confidence that we will have another stellar year in sales,” Wagy reports. This growth, she says, is due to the increasing popularity of The innovative wood-fired cooking.

Memphis iPhone app “Cooking shows on television promote wood-fired cooking, and restaurants are getting into it because the flavor is so much better. In addition, we offer a product that can replace three that someone might have on a deck,” she explains.

The growth also has come as a result of tremendous word-of-mouth advertising. “We’re new and just starting to do some marketing, but strong word-of-mouth support from people who own our grills—people with a passion for grilling—has helped get the word out,” Wagy says.

Growth also has been a result of the company’s many innovations. Wagy notes, “Delighting

PATIO & HEARTH PRODUCTS REPORT

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Product Innovation Memphis

customers using quality design, materials, and features” is a priority.

“We manufacture all of our products in the United States, with a focus on quality and craftsmanship. For example, the design of our hoods is unique, with

curved sides handcrafted by our highly trained team members,” Wagy says. “We are also avid grillers and are continually discussing product improvements and options to make the grilling experience more enjoyable. We are our own harsh-

est critics, when it comes to the quality and functionality of our grills.”

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PATIO & HEARTH PRODUCTS REPORT

match its built-in grills. “We have been asked by dealers to provide these in the same high-quality 304 stainless steel as our grills,” Wagy says, explaining that the company offers two versions of its Pro grills—one constructed of 304 stainless steel and another constructed of 430 steel.

The company recommends that buyers near salt water opt for 304 stainless construction, while those further inland can feel confident about grills constructed of 430 steel. Memphis makes all of its hoods, however, of 304 stainless steel.

Memphis is continuing to grow its dealer network, not only with grill and hearth retailers, but with pool/spa, billiards, outdoor, and landscape dealers.

The company is targeting “a variety of quality dealers and retailers who understand how to sell high-end products,” Wagy explains. “That being said, we are selective about our dealer network and don’t want to make the mistake that some other manufacturers have made in oversaturating a market. We believe our dealers need to be profitable, and maintaining MSRPs is a key component of that profitability.”

This year, the company launched a new consumer marketing campaign to drive buyers to its dealer network using social media, influencers, and advertising. Steven Raichlen, a well-known culinary writer, novelist, and television personality, is one of the influencers with whom the company has aligned itself.

“We have worked with him for the past few years, and this year, we are happy to work with him again on custom recipes for the company,” Wagy reports. She explains that Raichlen will create his own recipe using a Memphis grill, with the process to be filmed for viewing on the Memphis website (www.memphisgrills.com) and on social media. “He does a great job and has a huge following of avid fans who are barbecue enthusiasts. It is nice to have someone like that on board to help us get the word out,” Wagy adds.

While word is spreading online and among consumers, Memphis remains committed to the quality of its brand and promises to continue to add products that are consistent with its highend position. Wagy says, “Memphis grill owners are passionate about their grills, and our goal is to continue to fuel that passion.”

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Circle Reader Service No. 51

US

Fire-inspired since 1975.

Frustration is the mother of invention for a Canadian woodworker and entrepreneur. BY CHERYL DANGEL BARTOLINI C.R. Plastic Products

CORPORATE PROFILE

Driven toInnovate Often, new ideas come to mind when you are truly between a rock and a hard place. When

everything is in disarray, and you don’t know how you’ll solve a problem, that’s when the lightning bolt hits. That was the case for Jamie Bailey, a woodworker frustrated by the ups and down of the wood market, including variable supplies and rising costs.

He was also troubled by the environmental impact of wooden products.

Then, he discovered extruded recycled lumber. It was durable and made from recycled plastics. That’s when it hit him: This was perfect. As an avid environmentalist, he quickly concluded that he could manufacture furniture from recycled plastic, which aligned with his core values.

With that lightning-bolt moment, he established the vision for the company that he cofounded, in 1994, with Trudie Wiseman. His idea also aligned with consumers’ preference for environmentally conscious products. Now, as president of C.R. Plastic Products Inc. (Stratford, Ontario), Bailey is anticipating a good year; so is Wiseman, head of sales and logistics.

Meaghan Robinson, marketing and advertising coordinator, says, “The outdoor recycled-plastic category is really strong right now. I think it continues to gain traction because it provides years of worry-free ownership, and people see the value of the longevity and quality brought to the outdoor category by recycledplastic furniture.”

Adirondack chairs

A dining collection in slate gray and white

The company’s top product has deep roots in traditional outdoor furniture. “Our classic Adirondack and upright Adirondack chairs are our best sellers. The Adirondack was the first product Bailey designed, starting from humble beginnings in his garage, over 22 years ago,” Robinson explains. “This iconic Adirondack style continues to be one of our top sellers, year after year.”

Two more top sellers are the Stratford and Bay Breeze Coastal collections, which use Sunbrella® fabrics. This is “where we see a lot of future growth. The trend now is that outdoor furniture is an extension of your indoor space and aesthetic. Consumers have high expecta-

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tions for quality and comfort in their outdoor spaces, and we intend to meet those expectations,” Robinson says.

The company’s deep seating collections merge the best of both worlds. Robinson notes, “They have a real designer feel, while still having all of the functionality and longevity of recycled-plastic furniture.

We are excited to continue to develop our deep seating collections, as well as developing new and innovative designs to fit these growing consumer needs.”

One of the company’s best features is its patent-pending swivel mechanism, which features a unique plastic-on-plastic design that eliminates any hardware. Because the swivel mechanism has been so well received, the company is working on developing new products that incorporate the technology coupled with motion. Currently, it’s used in the Stratford deep seating collection chair, as well as selected pub and dining chairs.

Going forward, the company will continue to develop more swivel products. “The swivel mechanism uses only plastic surfaces to turn, resulting in low friction and gentle movement.

Dealers love that our swivels have no hardware and feature effortless 360-degree motion. It’s a fab-

PATIO & HEARTH PRODUCTS REPORT

ulous selling feature for dealers, and consumers love the functionality and flexibility it brings to an outdoor space,” Robinson says.

DESIGN INSPIRATION While C.R. Plastic Products’ Adirondack chair is a modern take on a design that goes back to 1903, the research/development team is always working (and collaborating across departments) to come up with new designs. Ideas from everyone are welcomed. “Creativity and ideas can come from an employee on the production floor—or our dealers, who provide feedback on current and new products,” Robinson states. “Through this collaboration, we are always working on developing new product designs and innovations.”

Lately, the company has been drawing inspiration from indoor furniture. Robinson says, “We believe the outdoor room is here to stay, so it is important to look at what’s trending indoors.

Whether from indoor sofas, fabrics, or dining, the possibilities for indoor-inspired products to cross over to the outdoor category are endless. Our mission, ultimately, is to supply people with an environmentally sustainable product that is chic, durable, and unique to help complete their

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C.R. Plastic Products

CORPORATE PROFILE

outdoor rooms.”

Adirondack chairs are known for their colors, and while the furniture at C.R. Plastic Products is offered in a rainbow of color selections, the most popular choices for Adirondacks are red, white, and blue (in that order). In addition, slate gray has emerged as a top color choice for Adirondacks, as well as for dining and deep seating, and Robinson predicts that it will continue to do well over the next several years.

Consumers are also buying classic neutrals such as chocolate, white, beige, and black in deep seating, dining, and chaise collections. “The wood grain in our plastic lumber gives these neutral-colored frames an added elegance and luxurious feel that people love for outdoor staples,” Robinson adds.

The company relies on online tools to grow the brand. “We use social media as a tool to reach our dealers and consumers,” Robinson says. “We love social media because it helps us channel our

brand and reach a wide audience that would otherwise be difficult and costly to reach. Weekly, we try to come up with fresh and unique content The Bay Breeze that is relevant to Coastal collection both our dealers and consumers.”

She continues, “It’s a great way to flex our environmental voice as well. One of our most popular posts was about the fact there are 579 milk jugs in each of our Adirondack chairs. The superior quality of the product (and the fact that something so beautiful is made from postconsumer plastics that normally would have ended up in oceans or landfills) is such a compelling story for consumers.”

The company recently established a blog linked to its website (www.crpproducts.com) to offer even more insight into the company and its products. “We plan on

showcasing special behind-thescenes content, new products, and company news on the blog—to connect better with our viewers and share relevant information,” Robinson says. The company augments its social-media effort with a huge trade-show presence, traveling to more than 16 trade shows each year to reach different markets and connect with new (and existing) dealers.

A FOCUS ON DEALERS C.R. Plastic Products takes special pride in its early-buy program for existing dealers, and it is working on new discounts, product fea-

tures, and flooring programs for 2018. Robinson explains, “Our early-buy program is a great way for dealers to kick off the season with new and exciting products and great profit margins.”

This year, the company’s focus has been on striking a balance between increasing production capacity and settling into a new 300,000–square-foot manufacturing facility with state-of-the-art automation equipment to expedite order processing. “We are especially excited for our much-anticipated new-product launches,” Robinson says. “We are in the development stages for new products and new frame colors—and of streamlining our production process.”

In September, the new colors and products will be launched as part of the 2018 Complete Casual collection, and Robinson predicts a big 2018. It “will be an exciting year for us, and we think our dealers will love our new products and the direction we are taking as a company,” she says.

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Circle Reader Service No. 55

OnFire Amantii’s popular high-performance electric fireplaces are affordable, easy to use, and environmentally friendly.

Amantii

INSIGHT

BY CHERISE FORNO

In only seven years, Amantii Electric Fireplaces (Vancouver, British Columbia) has become a leading company in the hearth industry, with stylish, innovative, and technologically advanced electric fireplaces that deliver superior performance and design.

Brian Richards, owner, says, “Amantii was founded in 2010, and we have experienced exceptional growth. We have continued to develop newer and better technology and features for our company.”

Instead of being content with its impressive performance in the marketplace, Amantii continues to push boundaries and release stateof-the-art products that are unique. “An innovation such as the featurepacked, outdoor-rated The TruTru-View-XL line is View-XL 50 one example of how we fireplace have really set ourselves apart from our competition,” Richards explains.

This powerhouse three-sided electric fireplace is packed with premium features: ambient canopy lighting, a deep firebox, and a newly launched log-set kit (which Richards describes as a set that would normally be paired only with a gas fireplace). “It contributes greatly to a more natural—or even luxurious-looking—display,” he says. “This model and the rest of our Panorama series are rated for indoor and outdoor use, and now, that rating includes bathrooms as well.”

Amantii also has a new line of linear fireplaces released under its Sierra Flame brand, featuring the Fire & Ice flame presentation and surround backlighting (with a touchpad). “What sets this line apart from the rest of our flushmounted linear fireplaces is the surround in charcoal-colored steel,” Richards says. “It is a departure from our surrounds in glossy black glass. So far, the response has been tremendous.”

He adds that these products are a response to what customers are seeking: deluxe features.

To its array of electric fireplaces, Amantii has added a complete line of gas fireplaces, manufac-

tured in Canada and available under the Sierra Flame brand.

These collections include see-through models: Palisade; Tahoe, an outdoor vent-free model; and Langley, just 8.75 inches deep.

Designer media kits have also been introduced; they include logs, stones, glass, pebbles, and vermiculite embers. “The response has been outstanding,” Richards says. “Dealers are thrilled with the incredible value our designer media kits bring to their customers.”

The company not only has expanded into gas fireplaces, but also continually makes beneficial changes to its flagship electric fireplaces. “We are always adding to and improving upon our already successful line of fireplaces,” Richards notes.

In 2015, the company released its Panorama series, which was well received. Amantii didn’t stop there, though, and it continues to make advances within the line.

“Throughout 2016, we have continued to improve upon this model and have added many specialty features, including a stunning new flame set that allows the consumer to have more flamecolor options than ever before. Gone are the days of only one flame-color setting,” Richards says.

In fact, the deep models in the Panorama series come with 13 colors of canopy lighting, enhancing the already-premium media accessories that come standard with its fireplaces.

“These particular models have been extremely popular due to their clean, contemporary appearance, as well as their versatility—being the first indoor/outdoor-rated electric fireplaces with a heater,” he says.

The deluxe features and lighting that accompany Amantii fireplaces are not limited to the Panorama series. “All Amantii fireplaces now come standard with orange, yellow, and blue LED flame strips,” Richards reports. “By simply pressing a button on our included remote controls, consumers can now mix and match colors ranging

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The Tru-View-XL fireplace

from a traditional orange/yellow flame to more contemporary blue, violet, or even rose hues.”

One reason for Amantii’s success is its ability to detect trends and give customers what they are seeking. “Consumers want simple products that are packed with features,” Richards explains.

Amantii provides numerous options with its products, but it also gives customers many style choices. “The consumer has so much control, right out of the box,” Richards says.

“With the vast majority of our fireplaces, a traditional log set comes installed. It can simply stay in place, or it can be easily removed— and a choice of Ice or Ember glass media can be put in its place, instantly converting the fireplace to something much more contemporary.” Consumers truly can create custom fireplaces to match any mood or decor.

“We provide unique and quality-built products to our dealers, and consumers are responding,” Richards says. Amantii delivers fireplaces with almost limitless options, while also providing consumers with the features they need. For example, Amantii has taken the growing number of consumers searching for low-cost alternatives to gas- or wood-fueled fireplaces and has built on that trend with style, performance, and convenience in mind.

“Amantii’s electric fireplaces fill that need with high-quality, well-designed products that provide an artistic element (above and beyond the basic functions of fire display and heat),” Richards adds. “Our linear line of electric fireplaces has the added versatility of being recessed into a wall, for a custom appearance.”

As Amantii continues to strive for excellence in efficiency and design, in addition to venturing more deeply into the world of gas fireplaces, it will keep delivering products that dealers want to sell because they meet the needs and wants of customers. “We are always very busy, working to integrate the latest technology and more thoughtful features into our fireplaces,” Richards says. “Our goals are to continue to produce quality fireplaces and build upon our network of valued dealers.”

Circle Reader Service No. 57

RetroRedux A design leader transforms old favorites into up-to-date appliances.

Elmira

INSIGHT

BY CHERISE FORNO

The Fireview stove

The award-winning, unique Elmira Stove Works (Elmira, Ontario) has delivered exquisite vintage-style appliances for more than four decades, and its innovations continue to attract new customers. Since

founder Tom Hendrick began manufacturing cookstoves in a barn outside Elmira, in 1975, the company has grown its product line to include refrigerators, dishwasher panels, wall ovens, and microwaves—in collections that provide the style of the past with all the features popular today.

Not only does the company focus on creating breathtaking designs, but it also is committed to the highest production standards.

Tony Dowling, vice president of sales and marketing, says, “Elmira ranges and cookstoves are manufactured in Elmira, primarily using components from across North America. The base units for the full-sized refrigerators are made in the United States, and the vintage retrofits are done in Elmira.”

In keeping with its tradition of being in the forefront of design trends, Elmira has released a new color, greenery (Pantone’s color of the year for 2017). According to Pantone, the color is refreshing and revitalizing.

This color’s description seam-

The Northstar refrigerator

lessly fits with Elmira’s distinctive and dynamic products. “The tie-in here for Northstar appliances is that we share many of the same descriptions,” Dowling says. “Our aesthetics are very fresh and really bring freshness, vitality, and energy to any kitchen in which they’re featured.”

The new color available in the Northstar collection is not the only bright and inspiring shade made available by Elmira. “We offer an array of not-so-standard colors—including candy red, buttercup yellow, robin’s egg blue, and mint green, along with the more subdued white, bisque, quicksilver, and black—along with an infinite selection of custom colors,” Dowling explains.

In addition to being on trend with its greenery option, Elmira has noticed an away-and-to trend during the past few years. This involves customers moving away from the more standard designs and colors to bolder choices. “It’s away from stainless steel, from square and boxy, and from the same old same old to color— whether it’s a bright, bold candy red, robin’s egg blue, or mint green (or a more subdued bisque),” Dowling says. “The other approach to making a bold color statement is to choose appliances in neutral white, bisque, or black and then accent them with MAY/JUNE 2017

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The Northstar stove

brighter, stronger colors.”

Dowling adds that Elmira’s products are far from the norm in the industry. The high-quality products and daring collections, however, have earned a strong following. “Our appliances are all unique, as are the individualistic customers who buy them,” Dowling says.

One reason that the company does well, Dowling reports, is that its dealers do an excellent job— both in educating customers about the products that are available and in meeting shoppers’ individual needs. “Some of the items that sell particularly well through hearth dealers are the Fireview wood-burning cookstoves and the retro refrigerators,” Dowling says. “These are products that are very much lifestyle items, and that plays right to the strengths of retailers who understand the fireplace, patio, and barbecue market.”

Elmira boasts such high-quality dealers, in part, because of how much the company values them.

“Ours are unique products, and they set the dealers who carry them apart from the big-box stores and mass merchants,” Dowling says.

“We offer our dealers large protected territories and support them with national advertising—in print and online—to drive traffic and sales to their stores.”

PATIO & HEARTH PRODUCTS REPORT

Elmira’s ongoing innovation has allowed it to reach an unusual sector of the market with its Man Cave products, such as Northstar refrigerators and microwaves.

These are ideal for customers looking for distinctive products to add to recreation rooms, basements, outdoor spaces, and other areas that serve as havens.

“A couple of real traffic-stoppers are our keg refrigerators and our airbrushed-flame refrigerators,” Dowling says. The company’s custom-airbrushed refrigerators combine the Northstar refrigerator with an eye-catching flame design, creating a 3D effect that is perfect for impressing guests and personalizing any space. Elmira’s keg refrigerators are another musthave item for any dream man cave. The Northstar refrigerator can be ordered with a BrewMaster draft system that includes everything necessary to enjoy a keg of a favorite beer in style.

In addition to these one-of-akind products, Elmira has many other top-selling items, including its popular propane side burners.

Other features in high demand include the viewing window of its flagship wood-burning cookstoves, the high-output burners and convection ovens of its kitchen ranges, and the ice/water dispensers of its refrigerators.

For the future, Elmira will remain focused on developing and expanding its network of dealers to reach and serve customers better. “We promote aggressively online, but we recognize that with a product as unique as ours, many consumers want to touch and feel it—and talk to knowledgeable salespeople before they commit to purchasing it,” Dowling says. “There are still many areas where we don’t have adequate exposure, and we want to go a long way toward correcting that this year. Exposure is everything.”

Circle Reader Service No. 59

KeepingIt Cozy An Infratech electric heater is the perfect solution for enjoying outBY GREG THOMPSON door spaces on cooler days.

Infratech

LAST WORD

Customers are not shy about spending large sums on outdoor kitchens and gorgeous furniture, but how often will they actually get to use that expensive equipment comfortably?

The heater is 93% efficient and is unaffected by wind

It’s a question that savvy specialty retailers routinely ask in an effort to spark crucial add-on sales.

If the goal is to stay outside longer on chilly evenings, natural gas and propane often come to mind, but why not consider an electric infrared heater? Infratech (Gardena, California) notes that these highly convenient units are exactly the elegant, effective, affordable, and efficient heaters that modern customers want.

David Arnold, director of sales, says, “The message for dealers to impart to homeowners is that for a marginal investment, customers are going to be able to use their outdoor spaces even during The W-series heater, with a the cooler months. bronze flush-mounted frame Combine that with the aesthetics we offer, and carrying Infratech is a no-brainer.”

Arnold explains that initial costs for units such as Infratech’s 2,000–6,000-watt single- or dual-element heaters are less than those of propane and natural-gas heaters, with virtually no maintenance. For consumers who might have lingering concerns that electric heaters will drastically increase their power bills, a bit of myth with facts: He says, “The education can go a long way. national average for electricity Arnold dispels the power-cost cost is $0.15 per kilowatt hour, so

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our 3,000-watt heater (which heats a 10x10-foot area) costs $0.45 an hour to run. It costs less than the artichoke dip that you’re putting out for your friends.”

For the 6,000-watt heater, the average cost of electricity is $0.90 per hour. “Let’s call it a buck an hour to heat that space and enjoy the outdoors with friends and family,” Arnold says. “There is an incorrect perception that your electric bill is going to go through the roof, but in actuality, people typically turn on the heater for about two hours, a few times a week. You’re looking at less than the cost of a cup of coffee to enjoy that space. The homeowner has created a beautiful outdoor-entertaining/relaxing environment; it’s a shame to close it off for months at a time because of the cold.”

Infratech’s heating solution is 93% efficient and is not affected by wind, giving off a focused warmth that prospective customers can feel if the retailer has a working display in the showroom.

The proper display includes an

PATIO & HEARTH PRODUCTS REPORT

operating heater and marketing materials provided by Infratech— backed by convenient and effective staff training and the support of local distributors.

“We want our dealers to be successful,” Arnold says. “The most important thing is to have a working heater on display.

You can show them our static heater and customers will say it looks good and has great clearances, colors, and mounting choices, and they can appreciate that—but when they stand next to and underneath a working Infratech heater, they understand it immediately.”

Ideal for environmentally conscious consumers, Infratech heating systems are made from recyclable materials and operate with no greenhouse emissions, odors, or UV light. Infratech heaters are UL approved for both indoor and outdoor use, but Arnold reports that Infratech’s primary focus is on heating outdoor-entertaining spaces. Nonetheless, the units are gaining traction in sunrooms and

indoor/outdoor rooms, where heat is a welcome comfort when the sun’s rays fade.

Hotel/restaurant architects and designers (as well as aesthetically conscious home builders) have long appreciated Infratech’s variety of mountings, particularly the flushmount option. Arnold explains, “With flush-mounted heaters, your view and design will not be compromised. Our team is frequently called upon to collaborate, during the initial planning stages, to provide comprehensive, lowprofile, flush-mounted heating solutions that blend seamlessly into a property’s decor. Our customer-service representatives are happy to help in specifying the correct heaters and controls.”

Additional options include ceiling, wall, and pole mounts.

Infratech, the company says, is the only manufacturer to offer six standard color choices and infinite custom colors, all of which are powder-coated over 304 stainless steel.

Infratech’s broad product lines fit into diverse environments with styles from Contemporary to Craftsman. Offering several price levels caters to a wide demographic.

As Arnold points out, “You don’t have to be a megaresort or have a $5 million house to afford and appreciate our heaters.”

Infratech’s hard-won respect within the design community is thanks largely to a spirit of innovation housed under one roof in Southern California. Design, engineering, manufacturing, sales, and administration personnel can communicate easily, all contributing to a nimble culture that responds quickly to special requests and custom jobs.

According to Arnold, Infratech’s U.S.–made ethos is a selling point that retailers can emphasize. “Many of our competitors import from Asia,” Arnold says. “We manufacture everything in the United States and believe in U.S.–made products. We control the quality of our products. We don’t leave that up to an offshore manufacturing facility.”

Arnold continues, “Although our products are made in the United States, our pricing is not only competitive, but (in many cases) lower than that of imports.

We do this by investing money in improving our equipment, training, and people. We are very efficient, with uncompromising quality.

Countless dealers confirm that being able to say that Infratech products are U.S. made is really important to their businesses. They share this with consumers, and it removes a poten-

tial objection to the sale.”

With so many options and a fertile market in hospitality and residential sales, Arnold is bullish about the future. He intends to build on strong growth in North America, as well as an increasing global presence. Anyone who wants to see Infratech’s operation is invit-

ed to California for a company tour. “We are proud of our factory and how it is run and managed,” Arnold says. “We would love to show readers what we do because we are doing things the right way.

We are optimistic about the future of Infratech, as well as the future of the patio/hearth industry.”

Make outdoor entertaining more inviting.

Holiday dinner al fresco. Early spring nights around the fire pit. An Infratech heating system can extend the outdoor living season by up to 100 nights each year. Choose from a range of versatile mounting and color offerings, including our best-selling, seamless flush mount option. Select standard or custom controls, or opt for the only electric heating system to offer streamlined Smart Home integration. And enjoy eco-friendly, energy efficient and emission-free ambient warmth all year round.

To learn more about our capabilities or view our gallery, please visit infratech-usa.com WWW.INFRATECH-USA.COM | 800-421-9455 | 3-YEAR WARRANTY | PROUDLY MADE IN USA

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WHAT’S NEW

6 Hot Products to Sell Now Miles Industries/Valor Fireplaces Available with arched and square fronts, Valor’s Madrona projects warmth and ambience. Beautifully detailed in cast iron and available in black or majolica brown, the Madrona is timeless in design. You will appreciate the clean lines and castiron craftsmanship, in addition to the convenience, energy savings, and impressive radiant heating of your home.

Contact: (800) 468-2567 or www.valorfireplaces.com.

Circle Reader Service No. 92

Woodbridge Woodbridge Fireplace introduces a new addition to its outdoor collection. These 18- and 24-inch gas log sets (GLO-18 and GLO-24 models) are made of heavy-gauge 304 stainless steel. Standard features include realistic hand-detailed log sets, a remote control, and clear-glass burner media. Other colors of fireglass are available. The sets produce 45,000 Btu per hour (GLO-18) and 60,000 Btu per hour (GLO-24). A full catalog is available at the company’s website. Contact: (844) 636-3473 or www.woodbridgedealer.com.

Poly-Wood The new POLYWOOD® Farmhouse 59-inch bar table seats up to eight guests, with plenty of legroom underneath. Pictured with Modern Adirondack bar chairs, this Farmhouse table is also available in dining height and pairs well with a variety of POLYWOOD chairs. Contact: (877) 457-3248 or www.polywoodinc.com.

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Foremost Groups/Veranda Classics The Milan 22-inch gas firepit is made using Veranda Classics' proprietary TerraFab technology. Made to look like beautiful sculpted stone, this smaller TerraFab firepit is all weather, durable, lightweight, flame resistant, and scaled to fit into tighter spaces. It is CSA certified, it features a 40,000-Btu stainless-steel burner, and it comes with glass firebeads and a weather cover.

Contact: (321) 312-8293 or www.verandaclassics.com.

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Dansons

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Serge Ferrari © STÉPHANE RAMBAUD

Introducing the Pit Boss Memphis Ultimate (a 2017 Vesta Award finalist for its innovative design): The Memphis Ultimate combines a gas barbecue, a charcoal barbecue, and a glassdoored electric smoker, totaling more than 2,100 square inches of cooking space. The ingenious engineering of the Memphis Ultimate allows you to offset the smoke from the smoker into either grill side, adding a delicious smoke flavor to anything you cook. The retail price is $549. Contact: (877) 303-3134 or www.pitboss-grills.com.

The Soltis line of shade fabrics, available with openness factors of 14%, 8%, and 4%, along with a translucent waterproof version, provides long-term beauty and durability for any space. Built with Serge Ferrari’s patented Précontraint® technology, Soltis will not stretch or curl, and because the edges will not fray, no edge taping is needed. Soltis is extremely strong and thin, and it is 100% recyclable with Texyloop® technology. Contact: (954) 942-3600 or www.sergeferrari.com.

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product profiles Empire Introduces Linear Firepits Chase the darkness from every corner of your open-air space with a large linear firepit from Empire Comfort Systems. Part of Empire’s Carol Rose Coastal collection, these new firepits are available in 48-inch (55,000-Btu) and 60-inch (65,000-Btu) sizes to help you illuminate and entertain outdoors. Electronic ignition, an integral flame sensor, and a three-position manual gas valve let you light the fire in seconds and set the flame height to suit the occasion—from a low flame for a party of two to a bright fire for a neighborhood get-together. These firepits are available with multicolored LED lighting mounted below the burner to brighten any gathering—with or without a fire. A firepit is accessible to guests on all four sides and provides the benefits of an outdoor fireplace, without the large structure that can dominate your space and block sight lines. Contact: (800) 851-3153 or www.whitemountainhearth.com.

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Brighton The brand new Brighton collection is another addition to Mallin’s classic design—with signature comfort. Made of extruded aluminum with powder coating, it features a curved, high-back frame that maximizes support and comfort. Plush and luxurious—timeless and polished—Brighton is available in dining and deep seating pieces. Contact: (800) 251-6537 or www.mallinfurniture.com.

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Still Angled Sectional Seamlessly combining simplicity and innovative lightweightaluminum framing, the Still angled sectional instantly adds an air of serenity to your outdoor occasion.

Sculpted with softened angles and featuring Brown Jordan’s proprietary Parabolic sling, it has a sleek profile and smooth powder-coated finish that provide an elegant setting year round. Contact: (800) 743-4252 or www.brownjordan.com.

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Country Lane’s Cedar Tea House Gazebo For those who appreciate old-world craftsmanship and construction, the cedar Tea House is the choice to make. It is sure to inspire admiration when you entertain friends and family.

Contact: (717) 351-9250 or www.gazebo.com.

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Outdoor Kitchens by Gensun Gensun has expanded its outdoor-kitchen offering with 11 predesigned islands, accommodating 14 gas grills and many kamado-style grills.

Countertops are available in 22 colors. Islands are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com.

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Stratford Deep Seating This Mission-style collection gives you a polished, designer look—with all of the functionality and longevity of recycled plastics. The Dacron open-cell polyurethane foam resists water and moisture, while providing the ultimate in outdoor comfort.

Available in five designer frame colors and 16 Sunbrella® fabric options, this collection is the perfect way to complete any outdoor-living space. Contact: (800) 490-1283 or www.crpproducts.com.

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Amantii Tru-View-XL Amantii’s new three-sided fireplaces are a true innovation. The stunning multicolored Fire & Ice® flame presentation and unique media options can now be viewed from almost any angle. The fireplaces feature four installation configurations, three size options, an extradeep tray, and ambient canopy lighting to illuminate premium media. They are rated for indoor or outdoor use and are perfect for any space.

Contact: (877) 850-9458 or www.amantii.com.

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Not In My Backyard Fabric Wearable Band The not In My Backyard™ fabric wearable band holds a replaceable insert that releases essential oils from geraniol, eucalyptus, and lemongrass, which are more effective than citronella in warding off mosquitoes, the company says. This product is safe for kids and adults, so say goodbye to harsh chemicals and sticky sprays.

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

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303 All-Purpose Grill Cleaner & Degreaser new 303® All-Purpose Grill Cleaner & Degreaser™ quickly cleans grease/grime on grates, as well as that flaky carbon buildup that accumulates on the inside of your grill over time. It’s safe for both charcoal and gas grills, and it works on both the interior and the exterior to keep your grill looking new longer. Contact: (800) 621-1251 or www.303products.com.

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product profiles Heat & Glo Palazzo

Boxer BX24 Blaze King introduces the Boxer BX24, a clean, modern-looking wood stove that is loaded with all of the famous features Blaze King offers—and more. The BX24 has a large 24x11-inch viewing window, takes logs of up to 22 inches, and has a built-in wood-storage area.

With a 2.3–cubic-foot firebox, the BX24 offers incredibly long burn times, guaranteeing that all-important overnight heating time. The built-in thermostat allows you to regulate the heat output by 70%, from high to low. The stove delivers this heat in a steady, consistent manner at every setting. Contact: (250) 493-7444 or www.blazeking.com.

The innovative, sleek Palazzo from Heat & Glo features an industry-first power screen that moves up and down at the touch of a button, allowing an uninterrupted view of the flames. Marine-grade stainless steel ensures that it will maintain its luster, and multicolored LED lights shine through crushed glass.

Contact: (800) 927-6841 or www.heatilator.com.

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Bonfire Prime 500 The Bonfire Prime 500 42-inch, five-burner gas grill cart is the perfect addition to customers’ backyards. This powerhouse grill is packed with many features, including a 90,000-Btu output, a 304 stainless-steel housing with seamless construction, heavy-duty knobs, a double-layer hood, a 1-inch infrared rotisserie burner, heat dividers, interchangeable sear burners, heavy-duty cooking grates, a larger smoker box, LED knob lights, and much more. It’s available in cart or built-in models. Contact: (855) 678-0088 or www.bonfireoutdoor.com.

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Monterey Threepiece Bistro Set The Monterey three-piece bistro set is the perfect dining solution for fitting into a small balcony or alcove. The tabletop is made (using Veranda Classics' proprietary TerraFab technology) to look like real wood with a live edge. The set features classic industrial-design details, with exposed hardware and complementary Ancara bistro chairs. It is part of an occasional-table collection that is available for immediate shipment through the Veranda Classics warehouse program, with inventory located in new Jersey and California. Contact: (321) 312-8293 or www.verandaclassics.com.

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Home-management System This is the only heater control available to integrate with home-management systems, the company says. Covered by the most extensive three-year warranty in the industry, every Infratech control is tested before it leaves the factory and is assigned a uL-listing number.

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

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Outdoor Firepits by Gensun Gensun gas firepits are expertly crafted and operate at 57,000 Btu. Bases come in chat, casual, dining, and balcony heights and fit a wide variety of tabletop designs, sizes, and finishes. All Gensun gas firepits meet AnSI safety guidelines. Gensun also offers wood-burning firepits. Contact: (866) 964-4468 or www.gensuncasual.com.

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Coral Lounge and Ottoman The Coral lounge and ottoman are part of the larger new Coral collection. All-weather Virofiber weave is handcrafted in a traditional twisted basketweave onto a powder-coated, commercial-grade aluminum frame. The natural weave combines handsomely with the smooth, rich brown of the FSC-certified ipê arms and base. Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

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Franklin Round Dining Collection

The Big Green Egg heavy-duty cast-iron sauce pot is perfect for melting butter or for warming marinades or barbecue sauce. The no-mess basting brush conveniently nests in the pot handle, and the removable silicone brush head is dishwasher safe for easy cleanup. Contact: (770) 938-9394 or www.biggreenegg.com.

A seemingly endless mix of dining and seating options continues to make Agio a frontrunner in building outdoor sales for retailers across the nation.

The Franklin round dining collection features a showstopping round pedestal table with a porcelain-tile tabletop and coordinating chairs of handwoven all-weather wicker—a trendsetting favorite among consumers.

The elegant line of the chair’s aluminum scrolled arms and base is complemented by a natural-hued all-weather weave with multilayered seat cushions that wick moisture away from the seat, allowing the chairs to dry quickly after the occasional shower. Give your customers the trending designs they demand and add Agio to your product mix. Contact: (888) 997-7623 or www.agio-usa.com.

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Big Green Egg Cast-iron Sauce Pot

Two-tone Pedestal Pub Set Constructed from up to 100% recycled HDPE plastic and tested in 10 years of Arizona’s uV spectrum, this C.R. Plastic Products pub set is available in 16 colors (as well as a black/beige two-tone combination) that will stay beautiful for generations. This product is completely water resistant and maintenance free, making it great for both commercial and residential use. Contact: (800) 490-1283 or www.crpproducts.com.

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product profiles Clarity 26 FS

St. Bernardus

The Clarity 26 FS is a modern freestanding stove with crisp lines and luxurious features. The elegant exterior features brushed–stainless-steel accents and two-tone powder-coat finishes. A unique glass-lined firebox and crescent burner combine to create a spectacular flame experience. options include a fan, lights, a log set, and firebox insets. The Clarity 26 FS is a powerful heater, at 27,000 Btu, and comes with a choice of SIT standing-pilot or intermittent-pilot ignition valve systems. Contact: (250) 493-7444 or www.blazeking.com.

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

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Hatteras Hammocks Deluxe DuraCord Rope Hammock

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Pasadena Lounge Chair (Cushion) The Pasadena lounge is a glimpse of Midcentury artistry, where sophistication meets tradition. Its chic silhouette and smooth, flat aluminum extrusion adds a vintage curvilinear appeal, providing quintessential comfort. Sweeping lines, found throughout the arms and legs, highlight the timeless, understated elegance of the workmanship.

Contact: (800) 743-4252 or www.brownjordan.com.

With oatmealcolored DuraCord rope (DC-14oT), which looks and feels amazingly like cotton, you can still have all that happy sense of tradition without worrying about protecting your favorite outdoor-leisure perch from the perils of extended outdoor exposure.

Get the look and feel of cotton, but without the cotton-upkeep frustration.

Contact: (800) 334-1078 or www.thehammocksource.com.

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Bonfire

Elements

The new Bonfire 800 series freestanding 28-inch grill cart is packed with many features, including a 304 stainless-steel housing with seamless construction, four main burners, side and rear burners, blue LED knob lights, halogen cooking-surface lights, electronic-pulse ignition, a 72,000-Btu output, a 494–square-inch main grilling area (excluding the warming rack), and a five-year warranty. The MSRP is $899. Contact: (855) 678-0088 or www.bonfireoutdoor.com.

The Elements collection from northCape Fire adds character and warmth to any outdoor-living/garden space.

Guests and family members will be charmed by this collection’s contemporary lines and organic materials, inspired by the earth’s resources in their purest forms. Each piece in the Elements collection is powder coated in a rust finish to provide years of carefree use. The entire collection is accented with real river rocks, making each piece of the Elements collection a one-of-a-kind work of sculptural art. Contact: (708) 563-2890 or www.northcape.com/northcape-fire.

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TruFlame 36 Fireplace

Pacifica by OW Lee

Empire’s TruFlame 36-inch direct-vent fireplace, introduced to great enthusiasm at this year’s HPBExpo, is now in production.

The DVCT36 fireplace has a clean-faced design, with an enormous ceramic-glass window looking onto a beautifully crafted 14-piece log set blazing atop a full-floor ember bed. This visually stunning fireplace will take center stage in any home. Inside the fireplace, Empire’s TruFlame technology produces a massive and ultra-realistic fire, with rich yellow flames rolling over and around the logs and embers, mimicking the burn of a natural wood fire. The built-in catalyst system scrubs the exhaust, making this a clean-burning, efficient heat source as well. The adjustable air shutters and damper (accessible from the front, with the glass in place) provide a means for the installer to fine-tune the flames to the length of the vent run during the initial installation—eliminating callbacks. Empire sells variations of the TruFlame technology fireplaces under the American Hearth and White Mountain Hearth brands. Contact: (800) 851-3153 or www.whitemountainhearth.com.

new for 2018: Modern lines meet luxurious comfort in the new Pacifica collection. With clean lines and gentle curves, Pacifica is reminiscent of the gently rising swells that roll onto California’s beaches as the tide rises at sunset. Included in this collection is the new proprietary Flex Comfort Parabolic fabric dining system, which allows for extreme comfort in a dining chair, but has slinglike ease of maintenance. Contact: (800) 776-9533 or www.owlee.com.

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New Phoenix Copper Firepit This beautiful hand-oiled, -hammered, and -built copper firepit enclosure is truly a work of art. The heavy-duty unit is made of pure copper, and a beautiful access door allows any desired CSA–certified S-fire, H-burner, or trough insert to be used. Contact: (877) 433-7001 or www.hpcfire.com.

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Spring Forward with Warm Wood looks and the Cool Comfort of Shade

SoundBeam Grill Light With Bluetooth Speaker Get amped up for your next cookout. The SoundBeam™ grill light with Bluetooth speaker is both a grill light and a speaker for your tunes. Position the SoundBeam (using its attached clamp) to shine an adjustable, bright beam of light anywhere, and connect to your phone via Bluetooth to play your favorite songs while outside at the grill. Contact: (800) 521-0505, sales@companion-group.com, or www.companion-group.com.

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303 Multi-Surface Cleaner Wipes new 303® Multi-Surface Cleaner™ quickly cleans and brightens any water-safe surface. It’s now available in a convenient wipe form. It’s safe to use on a variety of surfaces, including plastics, vinyl, rubber, metals, and even fabrics. This product wipes/rinses residue free and contains no alcohol. Contact: (800) 621-1251 or www.303products.com.

FiberTeak™

Umbrella Pole Finishes

• Umbrellas, Shade Products & Bases • Custom Cushions, Poufs & Decorative Pillows 866.667.8668

www.paradisecushions.com

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product profiles Portland High-dining Firepit Collection no one brings more design innovation to the table than Agio. new looks in all-weather wicker continue to be hot sellers on retailer floors, and the Portland high-dining firepit collection is sure to be a favorite of your customers. The central propane firepit adds instant ambience to the rectangular slatted table, while the base and seating feature a modern handwoven-wicker weave and a unique padded seat that dries quickly (while providing comfort)—all for perfect outdoor entertaining. Contact: (888) 997-7623 or www.agio-usa.com.

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Heatilator Longmire The Longmire wood-burning fireplace from Heatilator has a clean, contemporary shape. It features a drawbridge gate and a hinged glass door to make loading wood and routine maintenance simple, while offering the nostalgic sights, sounds, and smells you love from a wood-burning fireplace. Contact: (888) 427-3973 or www.heatnglo.com.

AKZPlus From Treasure Garden A popular addition to Treasure Garden’s line of cantilevers is the AKZPlus. Infinite tilt is achieved in this umbrella through the use of a sliding pistol-grip handle. Combined with the left and right tilt of up to 54 degrees each way, this means that complete shade can be realized at any time of day. This shade solution is available as a 13-foot octagon and a 10x13-foot rectangle.

Contact: (626) 814-0168 or www.treasuregarden.com.

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Vibe The Vibe collection, an eight-piece addition to the stock line of performance fabrics for cushions, is marked by bright and contemporary GeoBella tones such as kiwi, indigo, red mountain, aqua, ash, and platinum. These bold hues and sophisticated textures easily pair with Phifer’s new Vibe stripes in sky and platinum. Made from reclaimed fibers, GeoBella fabrics boast the plush texture and comfort of indoor furniture backed by the stability, strength, and durability needed for outdoor cushion applications. never skimping on style, these chic furniture fabrics feature on-trend and classic color pairings in traditional and contemporary weaves and patterns—for options that suit any interior or exterior living space. Contact: (800) 221-5497 or www.phifer.com.

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New S-fire Burner At the touch of a smartphone, you can control the on/off function and flame height—and even set a timer that will automatically turn the unit off (with the new electronic-ignition series). Add the new S-fire burner, and your firepit will be as unique as your project. Contact: (877) 433-7001 or www.hpcfire.com.

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New Sierra Flame Flushmounted, Steel-surround Linear The deep charcoalcolored steel surround has aesthetic proportions and features touchpad controls with a numerical temperature display. Boasting the company’s multicolored Fire & Ice® flame presentation, this model can be wall mounted or recessed and is available in seven sizes. The WM-FML-STL series is perfect for residential and commercial spaces and comes standard with clear decorative media. Contact: (877) 850-9458 or www.sierraflame.com.

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POLYWOOD Vineyard Deep Seating Vineyard deep seating features supportive seat cushions and soft, buttoned back pillows covered in Sunbrella® fabric.

This traditional set, pictured with newport coffee and end tables, joins the larger PoLyWooD® Vineyard collection, which includes all-weather garden chairs, benches, and a swing.

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

Solid-state Control Package Infratech offers you the ultimate in custom controls that include zoning, heat-intensity adjustment, and timers. Infratech custom controls are made in the united States and are custom built for each project.

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

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Pit Boss Vertical Pellet Smokers Innovation meets the outdoors with the new vertical pellet-smoker series from Pit Boss. never before has smoking been this versatile. The double-walled insulation lets you smoke at temperatures from 100 to 450 degrees, unlike any other smoker on the market today, the company says. The large front window eliminates the need for peekaboo cooking, and the elevated frame makes transferring your meal from the smoker to the table a breeze. Retail prices start at $399. Contact: (877) 303-3134 or www.pitboss-grills.com.

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No Power, No Problem With a Valor Fireplace Valor radiant gas fireplaces are fully functional heaters that don’t require electricity. These products provide efficient warmth and are designed to heat your home without a fan or power supply. Engineered to circulate air through natural convection, Valor fireplaces are highly efficient without a fan—providing reliable heat, even during a power failure. When the power fails, your Valor won’t, the company says. Contact: (800) 468-2567 or www.valorfireplaces.com.

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Copacabana The Copacabana collection from Ratana is visually striking, featuring a clean, contemporary design and modular configuration. With premium, tailored deep cushioning, this contract-graded collection is extremely durable and weather resistant, offering many seasons of enjoyment. A classic black powder-coated aluminum frame is complemented by a brown braided-polypropylene rope (constructed of sturdy PVC tubing and a fiber core). Copacabana will transform any outdoor space into a luxurious oasis. Contact: (866) 919-1881 or www.ratana.com.

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product profiles Tempotest USA

Colorful Poufs From Paradise Cushions by FiberBuilt Spring has arrived: Paradise Cushions by FiberBuilt suggests welcoming the season with vibrant colors and patterns. using bright fabrics made of furniture-grade, solution-dyed acrylics on occasional furnishing such as pillows and poufs adds a refreshing pop of color.

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

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Tempotest uSA introduces Club, a new collection of Parà’s Tempotest fabrics for both indoor and outdoor furniture, cushions, and pillows. Club is a contemporary twist on classic design elements, highlighting ikats, geometrics, chevrons, and cabana stripes in seven colorways. From neutrals to jewel tones to classic casual colors such as moss green and teal blue, the collection can be both playful and subdued.

Like all Tempotest fabrics, Club fabrics are treated with Teflon® Extreme fabric protectant to resist staining and to ensure that spills and stains are easily cleanable. The fabrics are also bleach cleanable. These features, along with the use of 100% solution-dyed acrylic for the ultimate in fade resistance, enable Tempotest fabric to be backed by an industry-leading six-year warranty. Contact: (972) 512-3534 or www.tempotestusa.com.

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Big Green Egg Acacia Table

Ortal Island and Curve Fireplaces ortal Island and Curve fireplaces add an unexpected architectural element, becoming the focal point of any surroundings. ortal’s line of Island and Curve fireplaces makes an out-of-the-ordinary statement; it is no wonder that these are the fireplaces of choice for numerous hotels and resorts. Reinvent luxury with ortal. Contact: (818) 238-7000 or www.ortalheat.com.

Big Green Egg’s new Acacia table has a fine grain that shows off the beauty of the solid wood. The table is handcrafted to the highest quality standards and offers an ample, convenient working and serving area for XLarge and large EGGs. Contact: (770) 938-9394 or www.biggreenegg.com.

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Ella Coffee Table The Ella coffee table from Summer Classics features interlocking aluminum ovals and a Superstone five-layer composite tabletop. The Ella coffee table makes a sophisticated and transitional statement in any outdoor room. It’s available in charcoal, with tops in black walnut or travertine colors. Contact: (888) 868-4267 or www.summerclassics.com.

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Country Lane’s Vinyl Gazebos Made for both entertaining and quiet reflection, these handcrafted gazebos are a fitting reward for the dedicated, hardworking person.

These showstopping vinyl gazebos will enhance your home and landscape, resembling a work of fine art. Contact: (717) 351-9250 or www.gazebo.com.

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Madrid by Windward This sophisticated, modern collection offers a high-end, sleek look while providing the ultimate in outdoor comfort—and has proved to be perfect for smaller patios. Madrid includes coordinating side tables that combine aluminum with tops of marine-grade polymer, which are available with an umbrella hole to complete your outdoor setting. The collection is proudly made in the united States. Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Hatteras Hammocks Double Swing in Gateway Mist These expansive porch swings (CSGX) have plush cushions filled with recycled polyester fiberfill between two layers of solution-dyed fabric with protection against mold and mildew. Relaxing has never been quite as peaceful as when you recline in the supreme comfort of a porch swing. The minute you settle into this cushiony cradle of comfort, the company says, it will be hard to get back up out of it. Contact: (800) 334-1078 or www.thehammocksource.com.

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Schott NEXTREMA Burner Shield

Ridgewood The Ridgewood collection by Libby Langdon for northCape epitomizes the blurring of indoor and outdoor design. Seating pieces are completely upholstered in white woven all-weather material, with cushioning in durable acrylic fabric. The design component that sets the Ridgewood collection apart is the layer of fiber that is wrapped around the inner frame to soften and ease harsh edges, combined with a T cushion that adds a softer feel than a standard straight-up-and-down box cushion. Contact: (708) 563-2890 or www.northcape.com.

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Like a standard burner shield, the Schott nEXTREMA® glass-ceramic burner shield protects the burner from hot, corrosive grease drippings that can lead to flare-ups, but it has these added features: transparent glass-ceramic material (allowing users to see the flame’s response); noncorrosive nEXTREMA glass-ceramic material, which can withstand temperatures of up to 1,740 degrees (950 degrees Celsius), meaning a much longer life span than current burner-shield materials; a nonporous surface, allowing drippings to burn off at high temperatures (making cleanup and maintenance almost nonexistent); and near-zero thermal expansion. Contact: (502) 657-4417 or www.us.schott.com/hometech.

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Palisades The new Palisades collection is a traditional design with Mallin’s signature lumbar support. It features rectangular aluminum extrusions combined with a rich polyester powder-coated finish to withstand the outdoors. Palisades is also available in cushion dining, deep seating, and circular modular pieces.

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

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French Barrel Oak Island The new Fire Magic French Barrel oak island delivers a complete, customized outdoor kitchen in a modular, easy-to-install unit. The island features a full suite of Fire Magic cooking, cooling, and storage accessories, as well as a built-in eating area. Designed entirely in durable GFRC, the island base simulates the look and feel of reclaimed wood and has a smooth smoke countertop. Each island package features Fire Magic’s premium Echelon Diamond 660 grill, a double side burner, and doors and drawers—with options to include a Fire Magic refrigerator, kegerator, or soft-close pantry door/drawer combination.

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

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product profiles Piña Colada Enjoy life with the playful Piña Colada accent chair from Ratana. Designed in collaboration with nikki Hunt from Design Intervention, this comfy chair imparts a fun-loving, tropical feel and will liven up any outdoor space. A durable powder-coated aluminum frame and knitted polyolefin straps (with concealed synthetic ethylene vinyl acetate rubber) provide protection against cracking, uV fading, and water damage. For privacy or socializing, the colorful Piña Colada chair creates the perfect outdoor vibe. Contact: (866) 919-1881 or www.ratana.com.

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DV1800 Shallow Direct-vent Gas Fireplace

Spanish Cove Collection With a subtle nod to the easygoing coastal lifestyle, Phifer’s Designed Fabrics Spanish Cove collection exudes urban glamour in a creative coupling of delicate blues and greens. Inspired by tranquility and romance, this grouping speaks to simplicity and a slow, relaxed pace of life. Patterns such as Darby and Ella reflect the recent trend in Eastern styling—but feature a more casual approach, with handrendered artisanal qualities.

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

At only 12 inches deep, with an impressive 41x35-inch front face, the DV1800 is a space saver that makes a bold statement. Available in standing-pilot or electronic-ignition versions, the DV1800 can be presented with either a seven-piece hand-detailed log set with embers or a contemporary glass media bed of various colors. A full catalog is available at the company’s website. Contact: (844) 636-3473 or www.woodbridgedealer.com.

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Jardinico JCP301 Jardinico Caractère manufactures all its shade styles from the finest aluminum alloys to ensure the strength, durability, and integrity of every style. This Belgian-engineered shade transforms the umbrella from a signature style to a sophisticated statement, with an elegant octagonal pole shape and a seamless transition from pole to base. The JCP301 is a side-post crank-lift model with 360-degree rotation and an infinite front-to-back and left-to-right tilt. The Jardinico shade is well suited for commercial and hospitality installations. Contact: (626) 814-0168 or www.jardinico-caractere.com.

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Tempotest Fabrics

Ortal H Series The ortal H series, reaching new heights: ortal is releasing a full line of H glass fireplaces, measuring 21.7 inches in front-facing and corner models. In the H design, ortal accentuates and lengthens the glass of the fireplace. The H design creates a pleasing symmetrical view when a television or work of art hangs directly above the fireplace. The ortal H series transforms any space into an extraordinary one. Contact: (818) 238-7000 or www.ortalheat.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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Avondale

Firebird Grill and Gelfire Pillars The Firebird grill and Gelfire pillars make up 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 cylindrical 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.

Summer Classics’ founder, Bew White, began his career as a textile sales representative for his family’s fabric business at Avondale Mills. The Avondale collection pays homage with a Midcentury design (in chamfered teak) that showcases the plush upholstery. Enjoy a Summer Classics premium teak collection at an incredible value.

Handcrafted from plantation-grade teak, this deep seating lounge chair features a smooth texture and a minimalist design that mixes nicely with a variety of collections. Avondale is available in both natural and weathered teak. Contact: (888) 868-4267 or www.summerclassics.com.

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Fire Magic Celebrates 80 Years in Business This year marks Fire Magic’s 80th anniversary in manufacturing high-performance, stylish, and versatile outdoor-cooking products. In 1937, Fire Magic’s founder, Harold Keck, had a vision of what modern outdoor entertaining could be. That vision launched an entirely new approach to the backyard barbecue. Keck’s engineering brilliance and passion for delivering products that meet the needs of the most demanding customer continue to be the company’s driving mission. Today, Fire Magic offers a complete line of premium grills, accessories, and island systems made in the united States from the highest-quality materials—with the most advanced features and backed by the industry’s best warranty program, the company says. Contact: (800) 332-3973 or www.firemagicgrills.com.

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Zen Firepit

by OW Lee

KOR Cushion Swivel-action Lounger Inspired by Midcentury Modern design, the KoR cushion swivel-action lounger from Tropitone features a contemporary design, with a curved back and arms—and a swivel base for optimal comfort. Contact: (949) 951-2000 or www.tropitone.com.

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new for 2018: The concept of Zen is centralized in the idea of being one with all that surrounds you. With its new Zen firepit, oW Lee brings together elements of color, light, and fire to create an extraordinary place to entertain. With more than 1,600 color options on the LED light display, it is easy to bring together all aspects of your backyard into a single oneness.

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

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Pendleton by Sunbrella Born from the idea of bringing two heritage brands together, the new Pendleton by Sunbrella® collection combines Pendleton Woolen Mills’ distinctive native American–inspired aesthetic and the enduring performance qualities of easy-care, fadeproof, bleach-cleanable Sunbrella fabrics. The collection comprises 53 fabrics and is grounded by five hero patterns: Lahaina Wave, Eagle Rock, Canyon Lands, Zapotec, and Mountain Majesty. The hero patterns are supported by a range of textural solids and coordinating patterns. Contact: (336) 221-2211 or www.sunbrella.com/pendleton.

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product profiles Tropitone Flair Collection Tropitone® Flair provides unique, contemporary sling and padded-sling seating options with an exclusive tapered design. The Flair collection includes a chaise, a recliner, and an ottoman, all of which stack. Contact: (949) 951-2000 or www.tropitone.com.

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Covina Sling

by Windward

Kaffe Bistro The Kaffe Bistro stacking chair and folding table are part of an award-winning group, highlighting stylish mixed media. The warmth of ipê wood contrasts with the contemporary, cool lines of stainless steel. The set stores away easily.

Contact: (800) 403-0403 or www.jensenleisurefurniture.com.

The Covina collection features a frame of marine-grade polymer that is significantly stronger, more scratch resistant, and more durable than furniture made from recycled materials, the company says. The collection is made entirely in the united States, from material to end product, and has a completely recyclable frame. Hampton is available in sling, padded-sling, and deep seating pieces—all at some of the most competitive prices on the market. Contact: (941) 359-0890 or www.windwarddesigngroup.com.

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Diamante Umbrella The robust Diamante umbrella from Paradise Cushions by FiberBuilt features a 2.5–inch-diameter FiberTeak™ pole with a heavy-gauge aluminum core, 0.75–inch-diameter fiberglass ribs, a heavy-duty hub, and three wood-grain finish options. This large-scale umbrella comes in 9-, 11-, and 13-foot diameters and in 6-, 7.5-, and 10-foot squares. The canopy is made of marine- or furniture-grade solution-dyed acrylic. Contact: (866) 667-8668 or www.paradisecushions.com.

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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-gas output, 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, a flue pipe and chimney, a wood holder, fire tools, and a trolley base. Contact: (914) 764-5679 or www.wittus.com.

ROBAX IR Max Schott’s new RoBAX® IR Max coating reflects heat (infrared radiation) back into the burning chamber of your fireplace better.

The coating can improve the relative amount of reflective warmth by a factor of seven over uncoated RoBAX. This can increase the efficiency of the burning chamber, allowing it to be used to heat external systems (such as water) while reducing the heat output of the fireplace, preventing overheating of the room. Contact: (502) 657-4417 or www.us.schott.com/hometech.

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Laguna Collection Transitional lines and a beautiful driftwood finish define Sunset West’s newest aluminum collection. Laguna works in many different environments. It can be found in sophisticated contemporary beach homes and on the casual

Delano Collection The Delano patio-furniture collection contains beautifully designed luxury pieces done on a smaller scale, making it prefect for a downtown condo balcony, a hotel, or a restaurant patio. It is available in both the classic Sherwin-Williams dark rum finish and the new Tiger-Drylac white finish. This is the first year CabanaCoast has designed a collection using a white finish for aluminum, and the company absolutely loves it. Contact: (905) 502-9988 or www.cabanacoast.com.

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decks of your favorite weekend retreats alike. Contact: (760) 599-1021 or www.sunsetwestusa.com.

46-inch Diablo Grill

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Paris Collection

If you think bigger is better, then the new Bull premium Diablo grill is for you. Its six main cast stainless-steel burners and large infrared back burner pump out an impressive 105,000 Btu of power. The 46-inch cooking area is designed for high performance, and with Bull’s ReliaBull even-heat technology, Diablo can grill, roast, or bake almost anything. Diablo’s solid stainless-steel cooking grates, piezo igniters, stainless-steel rotisserie, and giant 1,242 square inches of cooking area will satisfy the most experienced grill master. Contact: (800) 521-2855 or www.bullbbq.com.

Kingsley Bate’s Paris collection has a sophisticated, modern style that intersects formal and casual design. Durable all-weather wicker is expertly handwoven around aluminum frames with solid-teak legs. The Paris collection includes a lounge chair, a sofa, an ottoman, club seating, and dining. Contact: (703) 361-7000 or www.kingsleybate.com.

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Enviro C34 Ultrafabrics ultrafabrics®, a leader in the performance-fabric industry, introduces three new ultraleather® indoor/outdoor polyurethanes, perfectly suited for residential applications: ultraleather Distressed, ultraleather Pebble, and ultraleather Pumice. The new grains, along with ultraleather Cora indoor/outdoor and ultraleather Promessa® indoor/outdoor, deliver a 360-degree experience of unmatched comfort and protection. Designed with the effects of active living and exposure to the elements in mind, the materials repel water and prevent fading and spotting, while providing an EPA-registered defense against mildew, bacteria, and other microbes.

Contact: (914) 460-1730 or www.ultrafabricsllc.com.

The Enviro C34 linear gas fireplace is the most compact model in the C series lineup.

A scaled-down size allows the modern aesthetic of a linear gas fireplace to be installed in smaller living spaces. An assortment of burner and liner choices allows the C34 to blend in with a wide variety of room designs. Contact: (250) 652-6080 or www.enviro.com.

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product profiles Elk Outdoors

IgniteXL Linear Electric Fireplace The best-selling IgniteXL linear electric fireplace from Dimplex is now even more versatile with the addition of the trim accessory kit. you can install any IgniteXL fireplace in a 2x4-framed wall, making it easy to locate almost anywhere using standard construction materials and minimizing the square footage needed to create an exciting fire feature. Contact: (800) 668-6663 or www.dimplex.com.

Highwood uSA introduces Elk outdoors®, an exciting new outdoor-living brand for customers who appreciate the natural beauty of synthetic wood, as well as its no-fuss upkeep. nature provides the inspiration for Elk outdoors’ breathtaking colors and designs.

Each piece is constructed of high-quality recycled material. All Elk outdoors products come with a six-year residential (or one-year commercial) warranty. Contact: (570) 225-7501 or www.highwood-usa.com.

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© PIERRE LE CHATELIER

Stamskin One Upholstery Fabric Luxurious softness meets extreme durability with Serge Ferrari’s Stamskin one upholstery material. Ideal for outdoor and intensive applications—such as poolside-seating, restaurant, spa, and yacht use—this Swiss-made fabric is waterproof, easy to clean, and uV resistant. The unique smooth finish is cool to the touch and reduces heat buildup during sitting. With exceptional strength, Stamskin one brings long-term beauty and durability to any seating. Contact: (954) 942-3600 or www.sergeferrari.com.

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AS I SEE IT Bonfire

continued from page 42

We also place a high priority on being accessible to our dealers when they need us. Dealers can reach me personally on my phone—at any time, directly— without having to go through a secretary or receptionist. That is important to us.

What are grill customers looking for today?

Zeng: I think people are looking for quality, value, and fresh design. When it comes to design, we have created a look that sets us apart at our price level.

The other brands from China are designed by the same factories and have a similar look. We have our own factory and our own unique design.

Our grill design features polished, rounded edges that have an elegant look (like that of grills that are twice the price). These polished edges have become our signature. They attracted a lot of attention at HPBExpo because people couldn’t believe they can get a grill that looks like ours for the price we are asking. We patented our design in China and will be getting a U.S. patent in the near future.

Which Bonfire products are you most excited about for 2017?

Zeng: I am excited about our new ESA™ Easy Selfassembly island. At $3,000 to $5,000, it is our version of an outdoor kitchen that is affordable and flexible. Every island comes with a 304 stainless-steel grill head (with a 28-, 34-, or 42-inch cooktop) and a one-piece granite countertop. The island is 8.2 feet long and has an optional side table, also 8.2 feet long,

that can be added to form an L shape. Optional accessories include an outdoor refrigerator, double doors, a double trash can, a door/drawer combo, and a triple drawer. Stock will be available in June.

I’m also looking forward to seeing the response to our new 800 series. This 28-inch grill cart is ideal for customers who are looking for a quality grill priced at under $1,000. It has the same quality as our premium line and features a 304 stainless-steel housing with seamless construction, four main burners, side and rear burners, blue LED knob lights, halogen cooking-surface lights, electronicpulse ignition, a 72,000-Btu output, a 494–squareinch main grilling area (excluding the warming rack), and a five-year warranty.

What do you predict for the grill category?

Zeng: Consumers are getting smarter and smarter, and I believe they will choose grills that are reliable, with good value. Bonfire grills are designed for people who don’t buy an expensive grill just because of the brand name.

I think the customer experience will remain important as well. This past year, I have also seen more design-driven grills, in terms of different shapes and unusual colors. Grills like those are fun and fresh, but we’ll have to see how they fare when it comes to longevity.

As with many consumer products, technology is also playing a bigger role, as more grills feature wireless controls and can be operated from a smart-

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phone. Bonfire is working on something new that will make it easier for people to monitor their grills and to control the temperature inside the firebox.

What has given you the most satisfaction during your first year of selling in the United States?

Zeng: The smiles on our dealers’ faces, customer feedback, and the positive reviews online: People have really connected with our products. I recently received an email from one of our dealers who simply thanked us for caring. This is our dream.

Sales have also exceeded our expectations, and we expect them to double or triple this year. To keep up with the response, we will be transitioning to a bigger factory so we can increase our capacity to the levels that we need to fill orders.

What will the future hold for Bonfire?

Zeng: We are always working to be the best in our category. Like many growing companies, we have a mentor that we look to for inspiration: Twin Eagles.

We hold it as our standard for quality.

Right now, when people think of grills manufactured in China, they think of mass production and poor quality, but we want to change that perception. We want China to represent quality in a way that it never has before. We know we can do our part to change this perception because we take pride in our products and the way we serve our dealers.

NEWS

Industry continued from page 16

Barclay Butera Outdoor Collection for Castelle Featured at High Point

Chaises from the Barclay Butera Outdoor collection for Castelle

When the Spring 2017 High Point Market opened, the vision and creativity of celebrity designer and author Barclay Butera were on full display in the Castelle showroom. With the debut of the Barclay Butera Outdoor collection for Castelle, the much-anticipated collaboration attracted market buyers with Castelle’s expertise in the creation of luxury outdoor furnishings and Butera’s fresh and in-demand design perspective.

Derek Ritzel, president and CeO of Castelle, says, “throughout the design and production process, partnering with Barclay and his team has proven to be a very creative and positive experience for Castelle. We are looking forward to this next step with the market debut. the final designs definitely present the quality and luxury of Castelle and the unique design aesthetic of Barclay. We see, with this collection, an opportunity to offer current and prospective retail customers and design professionals something they will not find from any other source.”

the collection includes a transitional design of cast elements, curving arms, and decorative finials. A deep seating collection—including a sofa, a love seat, a lounge chair, an ottoman, and coordinating tables—was on display in Castelle’s High Point showroom, as were cushion and sling-dining pieces.

Butera says, “Creating this spectacular collection of outdoor furniture with Castelle has been a fantastic experience. When I first approached the design process, I was inspired by this magnificent geometric ceiling carving I saw in an english manor years ago. I have incorporated this pattern into carpets, wallpapers, and now, the fretwork for outdoor furniture; I think it translates beautifully.”

Napoleon Launches Luxuria Linear Series napoleon’s latest innovation is a game changer for builders, designers, and homeowners alike. earning the 2017 Daniel J. Melcon Vesta Award for best-in-show Napoleon’s Luxuria linear hearth product at HPBexpo in March, the new napoleon series Luxuria linear series boasts beauty and performance— but most notably, the patented Dynamic Heat Control and Glass Guard systems.

Stephen Schroeter, senior vice president of sales and marketing, says, “We know from research that homeowners associate positive emotions with fireplaces, and that they want them in a variety of rooms. this is why we’re so excited about the new linear series; its benefits expand how, when, and where fireplaces can be appreciated.” the Dynamic Heat Control and Glass Guard systems come standard on every Luxuria linear series fireplace. Heat can be redirected from the fireplace opening, eliminating the need for a safety screen. With the ability to redirect heat from the fireplace to other areas of the home, or even outside, homeowners can enjoy the ambience of the fireplace year round while maintaining a comfortable temperature. Without a safety screen, the beauty of the fireplace can be appreciated; a single clear pane of glass remains safe to touch. the series offers four sizes, ranging from 38 to 74 inches long, in single-sided or see-through configurations. Since the units redirect heat, combustible framing finishes can be used. this, combined with napoleon’s hundreds of interiormedia options, means that almost any design aesthetic can be achieved. Heat redirection and cool-touch glass also expand the possibilities for positioning the fireplace. Challenges such as heat-sensitive electrical equipment, rooms that often overheat, and accessibility to pets and children have often dictated where fireplaces are located, but with the Luxuria linear series, these are no longer concerns.

Soundcast Partners With JBA Sales, Balaton Marketing, AMI Sales, and RC AV Marketing Services Soundcast has partnered with four of the leading audiovisualsales/marketing companies in the country, signing JBA Sales, Balaton Marketing, AMI Sales Inc., and RC

AV Marketing Services for widespread representation and market penetration of their existing and forthcoming premium, weatherresistant portable audio products.

Through these new partnerships, the award-winning audio manufacturer gains a strong presence in regions including the New York metropolitan area, the Mid-Atlantic region, Florida, and the Midwest.

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The partnerships come on the heels of the highly successful launch of the VG1 (an ultraportable, waterproof Bluetooth speaker) and the first release from Soundcast’s VGX series of premium, weather-resistant audio products. The VGX series will see five new releases this year. Each product will be outfitted with a durable, shock-absorbing, weatherproof exterior and stellar sound qual-

PAtIO & HeARtH PRODuCtS RePORt

ity, yielding optimal audio performance for any environment. DTS Play-Fi® capabilities will also be an offered feature, allowing full integration with Play-Fi–enabled products.

Charity Hardwick, vice president of sales and marketing, says, “Soundcast is in a period of unprecedented growth and innovation. We are confident these companies will best represent our product line to key retailers, specialty dealers, and custom installers in their respective markets.”

Jensen Leisure Furniture Wins Design Award the International Interior Design Association and Hospitality Design magazine Kaffe Bistro

announced at HD Expo in Las Vegas, Nevada, in May that Jensen Leisure Furniture’s Kaffe Bistro won the design award in the diningseating category. Janet Wansor, vice president, says, “We are extremely honored, as this is our first time participating in this show.”

Kaffe Bistro is a mixed-media design by Dick Bjork that combines FSC 100% ipê timber with stainless steel. The annual award program honors innovation, functionality, and aesthetic advances in products.

Olympia Chimney Supply Opens New Distribution Center in New Hampshire Olympia Chimney Supply Inc. (Scranton, Pennsylvania) has opened its latest distribution center, in Manchester, New Hampshire. The 18,000–square-foot facility is located in close proximity to Interstate 93, Interstate 293, and U.S. Route 3, offering convenient customer pickup and reduced lead times for customers in the Northeast.

Scott Brickel, CEO, says, “Our customers have always communicated very clearly to us that short lead times and quick access to our products are critical to them.” Olympia

NEWS

Industry

Phifer’s Fashion-forward Designs Enhance Outdoor Spaces

Phifer’s more than 300 fabric offerings reflect the latest color palettes and patterns

Scan the aisles of any shoe store or the racks of any clothing outlet, and you’ll quickly notice a pattern or trend.

Whether in colors similar in hue or in shirts identical in style, these runwayinspired looks influence everything from

the way we dress to the way we decorate our homes—including our outdoor spaces. the Phifer Inc. design team, currently in the midst of a busy development season, uses similar cues to help create new outdoor-furniture fabrics for each season and to provide programs that complement customers’ products and address their needs.

Spring is the most creative time.

Months of research (including travel to key trade shows and conferences such as Maison & Objet and Casual Market Chicago) culminate in the creation of

Chimney Supply provides chimney systems for all fuel sources in its Ventis® family of products. It also manufactures a wide variety of chimney liners, including Forever Flex™, Premium Forever Flex™, Armor Flex, Hybrid, and Rhino Rigid™.

The company has operations in North Carolina, Indiana, Oregon, and New Hampshire.

Couristan Appoints Jeff Forwood As National Sales Manager, Residential Division

Forwood will be responsible for the further development and expansion of the company’s custom-rug and residential Axminster Express® programs.

Most recently, Forwood was a regional sales manager at Nourison, heading sales for the Northeast region for broadloom and area rugs since 2009. He began his flooring career with Karastan in 2003 and also gained national exposure as vice president of sales and national accounts for Obeetee in 2007.

Coyote Outdoor Living Expands Across the United States

Jeff Forwood Couristan Inc., a leading importer/manufacturer of fine-quality area rugs, residential broadloom, and custom carpeting for the contract and hospitality industries, has appointed Jeff Forwood to the position of national sales manager for its residential division. In addition,

SPOTLIGHT

color palettes and key pattern motifs that the designers anticipate will have the broadest appeal. these palettes are used to generate custom offerings of more than 300 Phifertex® outdoor and GeoBella® indoor/outdoor high-performance fabrics. they are given consideration in a stocking program in which customers can purchase rolled goods directly from Phifer. Monica thornton, design director, notes that Midcentury looks are trending this season. She adds, “you can expect to see more organic shapes

Coyote Outdoor Living is expanding its existing distribution partnership with Milestone Distributors into seven Southern and Midwestern states. Already partnered in Texas, Louisiana, Oklahoma, Arizona, New Mexico, Nevada, Colorado, and Utah, Milestone will now represent Coyote’s premier cooking, storage, and refrigeration products in 15 states. Milestone will

as geometrics and a sleek, modern approach to color.”

Keep an eye out for this look and other styles as influences on Phifer’s bustling Fall fabrics range, a comprehensive line of color presented to customers during the fall season. In these meetings, customers can select fabrics to be produced in custom programs that give them exclusivity for these designs. the design team also works closely with customers to identify any new manufacturing concepts that will require the development of new fabrics.

extend its sales, marketing, and distribution expertise into Arkansas, Missouri, Kansas, Nebraska, Iowa, and North and South Dakota.

Jim Ginocchi, president, says, “Outdoor living is a way of life that is about being freed from limits. For us, it is not rolled out in June and packed away in November. We are excited to be expanding and building relationships. Coyote’s passion for design, value, and the outdoor lifestyle is demonstrated in our state-of-the-art culinary and entertainment products. We are dedicated to elevating and improving every moment spent, memory made, and bite or sip taken in outdoor spaces.”

Ramsay Woodall, president of Milestone Distributors, explains, “Coyote believes outdoor living enriches the lives of customers, and it is Coyote’s passion to make this happen for more families and more individuals, in more homes than ever. Whatever outdoor living means to you, Coyote designs and builds products to complement your outdoor lifestyle.”

continued from page 22

says, “We are in a fashion industry and need to stay on top of what is hot and in style. A hot design can be fleeting, or it can stick around for years. The important thing is to be on top of the trends—so that we and our dealers can capitalize on sales and profits.”

Trinkley believes that specialty retailers need products that are designed to carry value and differentiate them from big-box stores. Gensun Casual Living does not sell to mass merchandisers, instead concentrating all of its efforts on supporting independent retailers with designs, colors, and choices that help them to be successful.

Over many years, Gensun Casual Living has primarily offered traditional designs that appeal to baby boomers, whom Trinkley identifies as the main buyers of high-quality furniture. Of members of generation X, he says, “They have come into the market in recent years, achieving the income level needed to purchase midrange to highend furniture.”

He continues, “Generation X typically buys across the design range, and Gensun Casual Living has added more transitional and contemporary designs to appeal to this group. The oldest millennials are now in their mid-30s and

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enjoy more transitional and contemporary designs. Many millennials, however, still do not have the income needed to buy midrange to high-end furniture.”

Trinkley’s dealer-support philosophy is based on a keen understanding of outdoor-furniture retailers who must deal with high capital-investment requirements, along with weather (and product seasonality). With those factors in mind, the company’s intent is to remove or lessen risk for dealers.

“Gensun Casual Living does not force dealers to make large early-buy purchases to receive a discount or terms. We don’t want dealers to have

PAtIO & HeARtH PRODuCtS RePORt

carryover inventory when something didn’t sell due to the weather (or choosing the wrong colors). We allow dealers to buy all year long at the same price,” Trinkley explains.

“We give dealers a guaranteed freight rate to allow reorders and customization for consumers—at a price they know and a profit they can count on,” he continues. “We inventory large amounts, usually $5 million to $7 million, so dealers can get products quickly and deliver them to consumers in a timely manner. Then, those consumers can enjoy the summer weather with their new outdoor furniture.”

AdvertiserIndex Advertiser

Phone

ProductProfiles Directory Website

Page

Company

Page

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

Agio, USA.............................................................................................. 67, 70

Amantii.............................................. (877) 850-9458................ www.amantii.com....................................57

Amantii........................................................................................................ 65

Big Green Egg.................................... (770) 938-9394................ www.biggreenegg.com.......................... 34

American Hearth (Empire Comfort Systems)......................................................69 Big Green Egg........................................................................................ 67, 72

Blaze King.......................................... (250) 493-7444................ www.blazeking.com................................ 63

Blaze King.............................................................................................. 66, 68

Bonfire.............................................. (855) 678-0088................ www.bonfireoutdoor.com........................ 43

Bonfire.................................................................................................. 66, 68

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

Brown Jordan.......................................................................................... 64, 68

C.R. Plastic Products............................ (800) 490-1283................ www.crpproducts.com............................ 53

Bull Outdoor Products.................................................................................. 77

The Companion Group........................ (800) 521-0505................ www.companion-group.com.................... 49

C.R. Plastic Products................................................................................ 64, 67 CabanaCoast................................................................................................ 77

Country Lane Gazebos........................ (717) 351-9250..................www.gazebo.com.................................. 54

The Companion Group............................................................................ 65, 69

Dansons............................................ (877) 303-3134................ www.pitboss-grills.com............................33

Country Lane Gazebos............................................................................ 64, 72

Empire Comfort Systems...................... (800) 851-3153..................www.empirecomfort.com........................ 29

Dimplex...................................................................................................... 78

Foremost Groups/Veranda Classics...... (321) 312-8293..................www.verandaclassics.com........................ 21

Elk Outdoors (Highwood USA)........................................................................ 78

Gensun Casual Living.......................... (866) 964-4468................ www.gensuncasual.com.................... 82–83

Enviro.......................................................................................................... 77 Fire Magic (RH Peterson).......................................................................... 73, 75

Gold Eagle/303 Products.................... (800) 367-3245................ www.303products.com............................13

Gensun Casual Living.............................................................................. 64, 66

The Hammock Source..........................(800) 334-1078................ www.thehammocksource.com..................36

Hatteras Hammocks (The Hammock Source).............................................. 68, 73

Hearth & Home Technologies.............. (800) 669-4328................ www.myhht.com.................................... 84

Hearth Products Controls..........................................................................69, 70

Hearth Products Controls.................... (877) 433-7001..................www.hpcfire.com.................................... 51

Heat & Glo (Hearth & Home Technologies)...................................................... 66

Infratech............................................ (800) 421-9455................ www.infratech-usa.com............................ 61

Heatilator (Hearth & Home Technologies)........................................................ 70 Infratech................................................................................................ 66, 71

International Casual Furnishings Association...................... (336) 881-1016.................. www.icfanet.org......................................65 Jensen Leisure Furniture...................... (800) 403-0403................ www.jensenleisurefurniture.com.............. 40

Jardinico Caractère........................................................................................ 74 Jensen Leisure Furniture............................................................................ 67, 76 Kingsley Bate................................................................................................ 77

Las Vegas Market/IMC........................ (702) 599-3046................ www.lasvegasmarket.com..........................9

Mallin Casual Furniture............................................................................ 64, 73

Mallin Casual Furniture........................ (800) 251-6537................ www.mallinfurniture.com..........................15

MLW Stone.................................................................................................. 68

Merchandise Mart Properties................(800) 677-6278................ www.casualmarket.com.......................... 50

NorthCape............................................................................................ 68, 73

Miles Industries/Valor Fireplaces.......... (800) 468-2567................ www.valorfireplaces.com.......................... 31

Ortal USA................................................................................................72, 74

MLW Stone........................................ (800) 477-7665................ www.mlwstone.com................................ 71

OW Lee.................................................................................................. 69, 75 Paradise Cushions by FiberBuilt................................................................ 72, 76

NorthCape........................................ (708) 563-2890................ www.northcape.com.............................. 25

Phifer.................................................................................................... 70, 74

Ortal USA.......................................... (818) 238-7000................ www.ortalheat.com..................................16

Pit Boss (Dansons).................................................................................... 62, 71

OW Lee..............................................(800) 776-9533................ www.owlee.com......................................41

Poly-Wood.............................................................................................. 62, 71

Paradise Cushions by FiberBuilt............ (866) 667-8668................ www.paradisecushions.com.................... 69

Ratana.................................................................................................... 71, 74

Phifer................................................ (800) 221-5497................ www.phifer.com...................................... 17

Schott ROBAX........................................................................................ 73, 76 Serge Ferrari.......................................................................................... 62, 78

Poly-Wood........................................ (877) 457-3248................ www.polywoodinc.com.......................... 27

Sierra Flame (Amantii).................................................................................... 70

Ratana................................................(866) 919-1881.................. www.ratana.com...................................... 2

Summer Classics......................................................................................72, 75

RH Peterson Company........................ (800) 332-3973................ www.firemagicgrills.com..........................35

Sunbrella......................................................................................................75

Schott ROBAX.................................... (502) 657-4417................ www.us.schott.com................................ 47

Sunset West..................................................................................................77

Serge Ferrari...................................... (954) 942-3600................ www.sergeferrari.com..............................46

Tempotest USA........................................................................................ 72, 74 303 Products (Gold Eagle)........................................................................ 65, 69

Summer Classics................................ (888) 868-4267................ www.summerclassics.com........................ 37

Treasure Garden............................................................................................70

Sunbrella............................................(336) 221-2211.................. www.sunbrella.com.................................. 3

Tropitone................................................................................................ 75, 76

Tempotest USA.................................. (972) 512-3534................ www.tempotestusa.com............................11

Ultrafabrics.................................................................................................. 77

Treasure Garden..................................(626) 814-0168..................www.treasuregarden.com........................ 59

Valor Fireplaces (Miles Industries).............................................................. 62, 71

Tropitone.......................................... (949) 951-2000................ www.tropitone.com................................ 45

Veranda Classics (Foremost Groups).......................................................... 62, 66 White Mountain Hearth (Empire Comfort Systems)............................................ 64

Windward Design Group.................... (941) 359-0890................ www.windwarddesigngroup.com............ 23

Windward Design Group.......................................................................... 73, 76

Wittus................................................ (914) 764-5679................ www.wittus.com......................................67

Wittus.................................................................................................... 75, 76

Woodbridge Fireplace........................ (844) 636-3473................ www.woodbridgedealer.com.................. 55

Woodbridge Fireplace..............................................................................62, 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 2017, VOL. 12, NO. 3 © 2017 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 2017

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PATIO & HEARTH PRODUCTS REPORT

H E A D Q UA R T E R S – 9 4 4 9 8 th S treet | R anch o C ucam ong a, CA 9 1 7 3 0 P h one: 9 0 9 .9 8 9 .9 9 7 7 | Fax : 9 0 9 .9 8 9 .9 9 7 0 | Tol l F ree: 8 6 6 .9 6 4 .4 4 6 8 C H I CAGO S H OWR O O M – M erch andis e M ar t S uite 1 6 6 7 | C h icag o, I L 6 0 6 5 4 GENSU NCA SUA L . C O M

FIRE PITS G E N S U N GA S F I R E P I T S A R E E X P E R T LY C R A F T E D A N D O P E R AT E AT 57,000 BTU S . B A S E S C O M E I N C H AT , CA S UA L , D I N I N G A N D BA L C O N Y H E I G H T S A N D F I T A W I D E VA R I E T Y O F TA B L E TO P D E S I G N S , S I Z E S A N D F I N I S H E S . A L L G E N S U N GA S F I R E P I T S M E E T T H E A M E R I CA N N AT I O N A L S TA N DA R D S I N S T I T U T E (ANSI) S A F E T Y G U I D E L I N E S . G E N S U N A L S O O F F E R S WO O D BU R N I N G F I R E P I T S .

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