Patio & Hearth Products Report May/June 2018

AGIO, USA

MAY/JUNE 2018 | www.patioandhearthproductsreport.com

CARING FOR THE COMMUNITY | 38

Summer Side of Life | 18

ENVIRO

CABANACOAST

AMERICAN OUTDOOR GRILL

FABRICS TO LIFT SPIRITS | 52

Circle Reader Service No. 2

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CONTENTS

70

M AY/ J U N E 2 0 1 8 • V O L U M E 1 3 , N U M B E R 3

FE AT U R E S

8 18 26

GUEST EDITORIAL – OUTDOOR SPLENDOR

By Selina Lake

A new outdoor-decorating book shows how to transform a drab backyard into a visual tour de force.

SPOTLIGHT – THE ESSENTIAL ELEMENT

By Greg Thompson

Customers will spend more time outdoors with the season’s latest fashion-forward furniture collections.

MARKETING MANEUVERS – POOLS AND MORE A Cincinnati pool shop prospers by adding patio furniture to its product offerings.

By Maura Keller

34

By Cheryl Dangel Bartolini

HEARTH RETAILER – FLAME ON

56

By Cherise Forno

58

By Greg Thompson

60

By Cheryl Dangel Bartolini

INSIGHT – A GROWING FORCE Longtime hearth manufacturer Kingsman expands its presence in North America.

INSIGHT – FIRE IT UP A diverse range of innovative grills has fueled Landmann USA’s growth.

PERSPECTIVE – FUELING DEMAND Enviro’s gas, pellet, and wood hearth products are popular with customers seeking quality and affordability.

LAST WORD – ULTIMATE CONTROL C.R. Plastic Products keeps patio-furniture prices low using vertical integration.

Dreifuss Fireplaces is a one-stop shop for high-end fireplaces and hearth accessories.

I N E V E RY I S S U E

OUTDOOR GRILLING – BARBECUE AT ITS BEST This thriving barbecue business in Scottsdale excels by treating customers like close friends and family.

SHOWROOM SHOWCASE – PAY IT FORWARD

By Sharon Sanders

A Florida outdoor-living retailer reaps many rewards from giving back to the local community.

42

By Sharon Sanders

44

By Maura Keller

48

PRODUCT INNOVATION – THE INNOVATORS

AS I SEE IT – MARKET FOCUSED

6 10 62

284 PUBLISHER’S VIEWPOINT INDUSTRY NEWS Edited by Kris Kyes

WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW

62

California Umbrella’s understanding of shade customers’ preferences bodes well for patio stores.

MY TURN – WINNING FORMULA NorthCape’s product-development team relies heavily on dealer and customer feedback.

By Maura Keller

RH Peterson continues its legacy of developing inventive hearth and grill products.

52

By Cherise Forno

By Kimberly Rodgers

30

38

54

CORPORATE PROFILE – THE FABRIC EXPERT

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64 81 81

PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX

By Kimberly Rodgers

The Sunbrella fabric brand is known throughout the furnishings industry for its verve and durability.

ON THE COVER: Agio, USA | www.agio-usa.com Follow us on Twitter: @patiohearth www.facebook.com/patiohearthproductsreport

4 • PATIO & HEARTH PRODUCTS REPORT | MAY/JUNE 2018

The newest brand for specialty retailers will be unveiled at Premarket.

ARE YOU READY?

Circle Reader Service No. 5

PUBLISHER’S VIEWPOINT

284 I

t’s not the number of times my wife has asked me to walk the dog before we go to bed. Instead, 284 is the number of specialty retailers/dealers we have profiled in Patio & Hearth Products Report over the past 12 years. In each issue of P&HPR, we profile successful, innovative, and forward-thinking retailers/dealers in our Marketing Maneuvers, Hearth Retailer, Outdoor Grilling, and Showroom Showcase columns.

The retailers/dealers we have profiled reside all across North America. They have single-store and multistore businesses—some small, some medium sized, and some large. While each retailer/dealer has a different story to tell and a unique way of doing business, the two things all 284 of these retailers/dealers have in common are commitment to the industry and commitment to providing customers with the best (in products, collections, and service).

During the past 12 years, we have not profiled a retailer/dealer for a second time. This isn’t because some retailers/dealers don’t deserve a follow-up article. Many retailers/dealers have evolved, grown, and developed over the years: I am certain that we will one day write follow-up articles on a number of retailers/dealers we have profiled in the past.

Our editorial st aff, however, continues to seek out and uncover progressive retailers/dealers who are worth profiling in P&HPR; who have their own unique stories to tell; and who are applying sound business, marketing, retailing, merchandising, social-media, showroom-design, and consultative-selling techniques that bring valuable insight to other retailers/dealers. In addition, our editorial mission is to present a b road spectrum of the retailers/dealers making up the industry, avoiding the old-boys’ network that would focus on a selected handful of retailers/dealers.

At Navigating the Future: The International Casual Furnishings Association (ICFA) Educational Conference 2018 (held in January in Fort Lauderdale, Florida), I had the opportunity to meet Karen Kirk and Karen Brams, owners of Island Living & Patio (Wes t Palm Beach, Florida), as well as Doug and Mary Kay Bosse, owners of SunSpot Pool & Patio (Cincinnati, Ohio). I suppose it would be hard to find two cities more different than West Palm Beach and Cincinnati, and I’m sure that the customer base in West Palm Beach is slightly different from the customer base in Cincinnati.

After spending time with the Karens and the Bosses, however, I found that these two sets of

“While each retailer/dealer has a different story to tell and a unique way of doing business, the two things all 284 of these retailers/dealers have in common are commitment to the industry and commitment to providing customers with the best (in products, collections, and service).”

business owners have more in common than meets the eye. All four are committed to a lifetime of learning and expanding their knowledge, to networking with peers and manufacturers, and to thinking outside the box to become better employers—and to extend better service (and a unique shopping experience) to their customers.

For these reasons, they took time out of their busy schedules to attend the ICFA Educational Conference. Not being the type to rest on their laurels and cruise along with past success, Island Living & Patio and SunSpot Pool & Patio are retailers/dealers who deserve (and have earned) the word specialty to describe their businesses and their attitudes toward being part of the patio, hearth, outdoor-furniture, outdoor-grill, and outdoor-living industry.

For this reason, our edi torial department decided to profile SunSpot Pool & Patio in this issue’s Marketing Maneuvers article (page 26) and Island Living & Patio in this issue’s Showroom Showcase

6 • PATIO & HEARTH PRODUCTS REPORT | MAY/JUNE 2018

article (page 38). As different as these two businesses are—and as different as their customer bases are—I am confident that you will see the common threads of professionalism, commitment to excellence, and focused customer servic e in both of these stores.

As we move into the second half of 2018 (and into the years to come), our commitment to our readers and advertisers is to continue to uncover specialty retailers/dealers who are helping to grow our industry and to increase its good name among consumers, designers, and other professionals in the patio, hearth, grill, outdoor-furniture, outdoorkitchen, and outdoor-living industry .

Tony Ramos tramos@peninsula-media.com

Circle Reader Service No. 7

GUEST EDITORIAL

PUBLISHER

By Selina Lake

Tony Ramos tramos@peninsula-media.com

OUTDOOR SPLENDOR A garden stylist and best-selling author offers alfresco-decor tips in her latest book.

Over the years, I have produced eight best-selling interiorand garden-themed books (all published by Ryland Peters & Small). In my latest book, “Garden Style: Inspirational Styling for Your Outside Space” (2018), I share inspirational ideas for designing and styling outdoor spaces and gardens. Unlike many other home/garden books, mine provides simple and creative solutions for making residential outdoor areas more appealing for relaxing, dining, and socializing.

“Garden Style” begins with my sources of inspiration, including famous gardens, nurseries and garden centers, plant catalogs, and botanical prints. I share a list of my favorite garden plants, featuring sweet peas, foxgloves, and roses. In the second chapter, I draw on these inspirations and show different ways to decorate backyards, offering suggestions for container gardening and introducing decorative features and furnishings.

I love creating seasonal displays and tabletop gardens on a surface such as a garden table, bench, or other structure. I gather a selection of plants in pots—with vintage garden pieces such as salvaged items, urns, and wooden crates—to make unique and eye-catching arrangements.

In one chapter, I focus exclusively on garden rooms, greenhouses, and sheds, tapping into the current trend for installing small structures, gazebos, pergolas, and pavilions that allow homeowners to make the most of their outdoor areas. With the rise in the popularity of outdoor-living spaces, it’s no surprise that these outdoor structures are more in demand. The book features lovely images of some of my projects, including attractive gardens situated within office buildings, relaxing garden retreats with handmade corner sofas (made from wooden pallets), and glorious decks that overlook riverside spaces.

Another chapter shows how to incorporate design elements that enhance outdoor relaxation. I explain how to transform outdoor areas and gardens into stylish spaces for entertaining, with ideas on furniture, lighting, and accessories. I love the freedom of styling spaces outside, as there aren’t as many restrictions as there are inside (such as walls, ceilings, and doorways). An entire chapter is also devoted to eating outdoors; in it, I provide tips on creating an invit-

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 Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson

Selina Lake

ing outdoor dining room for eating alfresco all summer long, as well as during other seasons.

I have also included gorgeous photos of gardens that I have visited with photographer Rachel Whiting. We traveled to Sweden and Denmark in search of inspirational gardens to spotlight in the book. My garden is also showcased, and I share style tips for prettying up potting sheds and greenhouses. I love using recycled elements in the garden whenever possible, and one of my top tips is to use recycled concrete building blocks and old planks of wood to make a bench, which can then be used to display plants. It also doubles as a garden divider.

The book is peppered with styling ideas and simple projects. One easy do-it-yourself project uses a stencil to add words or initials to an old metal pail. For an easy decorative touch, I print fleurs (French for flowers) on vintage metal buckets and use them to plant lavender and beautiful pink roses.

I give tips and advice on choosing easy-to-grow edible plants, and I cover how to grow produce. My husband and I enjoy growing fruit in our garden; in the summer months, we delight in picking fresh, juicy, and sweet strawberries, raspberries, blackberries, and blueberries from the garden. I also like to grow edible flowers, and I use them to make botanical cocktails (a recipe is included in the book).

Now that the days are longer, the grass is greener, and the temperatures are warmer, it’s the perfect time to freshen up the appearance of outdoor spaces, porches, and decks. “Garden Style” provides an endless source of inspiration for those interested in creating charming outdoor rooms.

SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

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

Selina Lake (Guildford, England) is a stylist, author, and columnist. For more information about her books, visit www.selinalake.co.uk or @selinalake on Instagram, Pinterest, Twitter, or Facebook.

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Skokie, IL 60076-7890 Subscribe online: www.peninsula-media.com/subscribe.html Email: patioandhearth@omeda.com Phone: (847) 504-8466

Circle Reader Service No. 9

INDUSTRY NEWS

BY KRIS KYES

Serge Ferrari Acquires Plastitex and Offers Custom-furniture Textile Service

Above: Custom weaves, colors, and designs by Plastitex–Serge Ferrari

Serge Ferrari Group has completed the acquisition of Plastitex, an Italian manufacturer of specialty composite materials for indoor and outdoor furniture. This acquisition considerably strengthens Serge Ferrari’s positioning in the indoor- and outdoor-furniture markets through the addition of highly complementary product lines and technical knowledge. Besides its expertise in new-product design, Plastitex will also provide the group with extra capacity and additional manufacturing flexibility.

In 2016, Plastitex posted revenues

of 9 million euros. Based in Carmignano di Brenta in Northern Italy, Plastitex employs approximately 60 people at two production facilities (located in Carmignano and in Novigrad, Croatia). Recognized by international designers, Plastitex serves a large number of prestigious brands, including Kettal, B&B, Moroso, Unopiù, and Emu. The company will continue to sell its colorful and elastic textiles, including jacquard and Brigitte, under the Plastitex name.

Through Plastitex, Serge Ferrari

Left: Intricate weaves by Plastitex–Serge Ferrari

Americas can now offer a new service: textile customization. Designers, hotel and restaurant owners, and furniture manufacturers can now create unique and exclusive color combinations, weave patterns, and designs for completely one-of-a-kind chairs and cushions. Serge Ferrari’s Plastitex design consultants work with customers in developing these novel creative concepts, which are then pro-

OW LEE PROMOTES LEISA MCCOLLISTER AND PAUL ROGERS OW Lee (Ontario, California), a manufacturer of high-end outdoor furniture, firepits, and accessories, has promoted Leisa McCollister and Paul Rogers to executive roles in the company. McCollister has Leisa McCollister been named vice president of marketing and will continue to oversee all marketing activities and initiatives, as well as taking a more active role in the overall management of OW Lee. McCollister has been in a marketing role at OW Lee for eight years, after starting in the customer-service department.

Rogers has been named vice president of product development. He will continue to drive the product-development process, from conception to introduction, and will take a more active role in

some engineering aspects of the business. Rogers has been at OW Lee in a management role for six years and has been designing furniture for OW Lee for more than 14 years.

McCollister and Rogers are Paul Rogers the fourth generation of OW Lee, which has been a familyowned and -operated business since 1947. The recent promotions make them the first members of the fourth generation to take on executive roles in the company.

Terri Lee Rogers, president of OW Lee, says, “Leisa and Paul are both integral to the day-to-day operations and long-term goals of OW Lee. As the company grows, I am excited and proud to have them on our team of decision makers.”

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duced on its short-run looms and coating machines.

Serge Ferrari is a leading manufacturer of flexible composite membranes used globally in the furniture, solar-protection, marine, architectural, building-facade, acoustics, modular-structure, and visual-communication markets. Serge Ferrari Americas is based in Pompano Beach, Florida.

WEBER INTRODUCES SPIRIT II LINE OF GRILLS Weber-Stephen Products LLC has launched the new Weber® Spirit® II series of gas grills, which builds on the popularity of Spirit II grill Weber’s Spirit line. The Spirit II line includes two- and three-burner gas grills, available in four bold colors that add spark to the backyard: sapphire, red, black, and a trendsetting ivory. As an added bonus, Spirit II grills come with a generous 10year warranty that covers everything from the wheels to the lid.

Melissa Enos, vice president of marketing, says, “The Spirit II line is specifically designed with Weber’s legendary quality and durability. This new line makes being part of the Weber family much more accessible and a smarter investment in the long run.”

The Spirit II E-210™ two-burner gas grill (MSRP: $499) and the Spirit II E-310™ three-burner gas grill (MSRP: $599) feature porcelain-enameled cast-iron cooking grates, an open cart design, and two side tables. The left table folds down for easy storage or for use in a smaller outdoor space.

In addition, each Spirit II gas grill is compatible with the Weber iGrill® 3 app-controlled thermometer (sold separately; MSRP: $99.99). This thermometer can be installed in the side table of the grill for use with the free Weber iGrill app on iOS and Android® devices. Connect up to four temperature probes to monitor food preparation from beginning to end. The app notifies users once grilled foods (such as steaks, chicken, or roasts) have reached the perfect temperature for serving. It also displays the amount of fuel left in the LP tank.

Furnishings Hall of Fame, has been involved in more than 40,000 individual successful home-furnishings products and lifestyle programs. Connie Post is an award-winning retail-design strategist and author whose design philosophy emphasizes affordability and return on investment.

Introductions showcased in the redesigned Twin Star Home showroom include the City Dweller™ collection, a follow-up to the popular Modern Dweller™ collection, both inspired by 1960s design and scaled for compact urban spaces. In addition, the company is introducing several mini collections that complement some of Twin Star Home’s most popular fireplaces. Mini collections include the Carrara™ collection, the Wright™ collection, and the Hamilton™ collection.

FORSHAW ANNOUNCES RELATIONSHIP WITH SUMMER CLASSICS Summer Classics, a leading brand of luxury outdoor furnishings, and Forshaw of St. Louis Inc., a top outdoor-lifestyle retailer that has been in business since 1871, have announced a new strategic relationship.

Forshaw has purchased the assets of the Summer Classics Home store in Ellisville, Missouri, and will operate as Summer Classics by Forshaw, taking advantage of the brand recognition of two longstanding family businesses.

As part of their growth strategy, the companies are constantly looking for new ways to reach more customers and capture market share. Bew White, CEO of Gabriella White LLC, says, “I am really excited to

TWIN STAR HOME CONTINUES REBRANDING LAUNCH AT SPRING 2018 HIGH POINT MARKET

A Twin Star Home television stand in Cambridge oak, with a ClassicFlame® Panorama electric fireplace

A leader in electric fireplaces returned to High Point Market with a new name, new furniture collections, and a redesigned showroom. The former Twin-Star International has been relaunched as Twin Star Home to reflect its expanded merchandising strategies and new comprehensive lifestyle collections. The redesigned showroom features strategically accessorized vignettes in on-trend colorways.

Twin Star Home teamed up with award-winning designer and creative strategist Jena Hall to come up with a consumer-driven program that takes full advantage of Twin Star Home’s unique expertise.

The company then turned to Connie Post to interpret Twin Star Home’s vision in eye-catching showroom displays designed to give retailers achievable ideas for their own stores.

Lori Gonzalez, Twin Star Home’s CEO, says, “We’re very excited to build upon the legacy and leadership we have built around our core electric fire products to create home furnishings that combine beauty, innovation, and function for the way consumers live now. We are fortunate to have partnerships with two furniture-industry icons such as Jena and Connie as we grow.”

Jena Hall, an inductee into the American Home

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MAY/JUNE 2018 | PATIO & HEARTH PRODUCTS REPORT • 11

NEWS

INDUSTRY

UPSCALE GRILLING MEETS PELLETS

partner with Forshaw. Our experience in selling large special orders and indoor furnishings and Forshaw’s experience in execution and quick deluxe deliveries are a home run.”

Summer Classics Home is a retail design destination featuring Summer Classics luxury outdoor collections and Gabby high-style indoor furniture and lighting. The partnership with Forshaw (specializing in fireplaces, gas logs, grills, and outdoor kitchens) allows both companies to expand across many complementary product categories.

Rick Forshaw, president and CEO of Forshaw, says, “Picking up a top product line such as Summer Classics is a major part of our business, going forward. The deep branding and roots that we have in the St. Louis market will make for a phenomenal relationship with SummerClassics, along with the fact the people are knowledgeable, the products are great, and the store is in a prime geographic location for our market.”

The Memphis Elite pellet grill

MEMPHIS WINS AWARD FOR BEST LUXURY SMOKER The Elite pellet grill from Memphis Wood Fire Grills was the recipient of the 2018 amazingribs.com Pitmaster Award for the best luxury smoker. This is the fourth year that the Memphis Elite pellet grill has appeared on the amazingribs.com list of the best luxury grills and smokers. According to amazingribs.com, the grill is one of the best cookers that the reviewer has ever had the pleasure of using.

Sharla Wagy, general manager of Memphis, says,

Louisiana Grills is known for its high-quality grills, built sturdily to last a lifetime. The grills promote elegance while grilling, smoking, searing, baking, and charbroiling meals to perfection, every time—in the comfort of one’s own backyard.

Traditionally, pellet grills have not always been as sleek or appealing as gas grills.

Louisiana Grills, however, is in the ™ market to change that perception.

Offering pellet grills made from doublewalled heavy-duty stainless steel—with side shelves, as well as cabinets and drawers for storage—Louisiana Grills is raising the stakes with its line of sleek, affordable, pragmatic pellet grills. This allows consumers who have always desired a polished look (but want the 100% natural real-wood flavor of pellets) to have the best of both worlds.

The Louisiana Grills Estate 860C pellet grill

Louisiana Grills is a subsidiary of Dansons Inc., founded in 1999 by Dan Thiessen and his two sons, Jeff and Jordan. Louisiana Grills products are known for durability and craftsmanship. From portable grills to built-in models to impressive stand-alone grills, whatever customers (and employees) dream up, Louisiana Grills takes pride in creating. In 2017, Dansons earned an EY Entrepreneur of the Year award.

PIT BOSS LAUNCHES NEW VERTICAL SMOKERS Pit Boss Grills, a division of Dansons Inc., has introduced a new line of vertical smokers.

During the warmer months, when outdoor activities take priority, consumers enjoy not only the grilling season, but the smoking season as well. Pit Boss is new to the vertical-smoker industry and is causing conversations by delivering a product to market that is not just another black box. Offering four different types of vertical smokers (analog electric, digital electric, gas, and wood pellet), Pit Boss has created a smoker for everybody, in every desired style (and available in multiple sizes).

The Copperhead series (woodpellet smokers) offers users the savory real-wood flavor of cooking with natural hardwood pellets. The pellets are naturally bound, using only pressure to compress the premium hardwood together—meaning that no chemicals, glues, artificial scents, or byproducts are used in the creation of Pit Boss pellets. Food is cooked quickly and efficiently, with a temperature range of 150 to 450 degrees, while the included meat probe measures internal temperatures, ensuring perfectly smoked results—every time.

The Red Rock series (gas smokers) offers luscious, smoky flavors with a gas fuel source. The wood-chip tray allows consumers to add all the flavor that is desired, while the Pit Boss smoker provides a clean

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Copperhead series smokers

burn with a wide temperature range (100 to 350 degrees). Enjoy true portability, as no power is required. With simple dial controls, as well as a push igniter, this smoker truly is foolproof.

The Silver Star series provides delicious woodinfused flavor with the ease of electric power. A digital control board and an included meat probe help prepare savory dishes perfectly, every time.

The wood-chip tray provides the desired smoked flavor, while the caster wheels allow easy movement. The Blue Blazing series allows for true simplicity in smoking. With a wood-chip tray to add real smoked flavor, a simple dial control, and an included analog meat probe, this simple electric smoker does not disappoint.

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INDUSTRY

NEWS “We are once again very honored to be selected by amazingribs.com as the best luxury smoker.” According to Wagy, amazingribs.com is a leading resource for barbecue/grilling-product reviews, recipes, and other barbecue-related information. “We appreciate its recognition of our quality pellet grills, made here in the United States,” Wagy says.

In addition to grill carts, Memphis has the only line of built-in

MODERN HOME PRODUCTS’ WNK4 GRILL WINS AWARD For the sixth consecutive year, Modern Home Products’ WNK4 gas grill has received a 2018 Pitmaster Award for one of the best value gas grills from amazingribs.com.

Launched in 2005, amazingribs.com is a professional website that speaks with authority about grilling, smoking, and outdoor cooking.

This year’s award for the WNK4 grill was based on a review by Max Good, whose full-time job is researching, testing, reviewing, and rating grills and smokers. Over the past six years, Good has evaluated hundreds of cookers—with a wide range of designs and prices—to select the best product in each category. Good maintains what he calls the world’s largest database of outdoor-cooker ratings and reviews, with more than 550 products. The full review of the WNK4 is available at https://amazingribs.com/grill-drop-ins/ modern-home-products-wnk4-gas-grill-review.

pellet grills, performing at temperatures of 180 to 700 degrees and allowing the most flexibility of any grill on the market today, the company says. This flexibility allows grill masters to do everything from smoking a brisket to searing steaks, as well

The WNK4 gas grill

roasting a turkey or baking bread.

First introducing a line of highend pellet grills in 2010, Memphis is a premium pellet-grill brand with an international presence in the United States, Canada, and Europe.

Referred to as the Tesla of pellet

grills by author and PBS host Steven Raichlen, Memphis grills combine professional cooking equipment with the Intelligent Temperature Control Wi-Fi system to create the ultimate grill: It cooks, smokes, sears, and bakes.

Inspired by the place you love Produced in the place we live Only a fabric envisioned and woven in Italy can be called Italian. The inspiration, elegance and originality cannot be duplicated.

Ask an Italian, ask Tempotest!

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Circle Reader Service No. 15

ADVERTORIAL

HEARTH SPOTLIGHT

AWINNINGPARTNERSHIP Penguin Fireplace’s profitability is clearly linked to its relationship with Mendota.

The Mendota FV36 gas fireplace, with a brushed-chrome Traditions front, white birch logs, and red soldier-course brick panels; the mantel and surround are from MagraHearth: a Post & Beam mantel in silver, with matching wall boards and hearth boards

Penguin Fireplace

From left: Gladys Caballero, Efrain Osorio, and Eric Jaramillo

P

roducts from Mendota Hearth (Cedar Rapids, Iowa) first appeared

areas from ordinary to exquisite.

options available to make its presence

and driftwood beautifully complement

even more powerful. “The reflective liner

the company’s signature flame to create a

in Penguin Fireplace Inc. (San Jose,

gravitate to, and it has a lot of finishes,

makes it a more attractive flame, and peo-

comfortable, warm setting. River rocks,

California) in 2008. This had long been a

while featuring a flame that looks spectac-

ple are very happy with it,” Osorio says.

glass, diamonds, and ice cubes are other

dream of the store’s owner, Efrain Osorio.

ular,” Osorio says. New units from

He had first laid eyes on Mendota prod-

Mendota include a FV42 rectangular fire-

strates the company’s commitment to cre-

stunning fireplaces and inserts apart. With

ucts while working as an installer, and from

place and a ML72 linear fireplace. Their

ating truly unique products that continual-

the customer’s ability to select designer

that moment on, he knew that he wanted

expansive size is designed to illuminate

ly offer groundbreaking technological

doors, interior liners, fronts, and faces as

to sell the company’s fireplaces and inserts

and warm an entire room, with a large

components and unparalleled one-of-a-

well, the number of Mendota custom-

in his own store one day. “When I worked

turndown in heat output (when needed).

kind style. “People are liking that

designed fireplace possibilities is limitless.

with Mendota products, I was impressed

“People are really liking this bigger,

Mendota is doing things differently,”

with their fire and heat,” he says. “I

longer line,” he says. “They are thrilled to

Osorio says.

thought they were amazing and wanted to

be able to match any decor with all the

have a store where I could sell that brand.”

media options that are available.”

In 2006, Penguin Fireplace became a

“The product line is the one people

The modern, linear product lines are in

Each Mendota innovation demon-

Mendota is perfect for customers who

media choices that help set Mendota’s

Osorio notes that the hearth industry is changing, especially in the Bay Area in California, where his company is located.

want to add a splash of decadence and

More regulations and limits on burning

individuality to their homes or offices.

wood have driven many consumers

reality, and the company is now celebrat-

high demand with today’s consumers,

Specializing in out-of-the-box thinking,

toward gas-burning products, and

ing 12 years in the industry, with Mendota

who are drawn to the contemporary look

the company offers elegant products that

Penguin Fireplace is excited to sell new

products making up a large portion of its

and state-of-the-art features of these prod-

are designed for even nontraditional set-

Mendota products that consistently satisfy

offering. Mendota fireplaces and inserts

ucts. “These are currently really popular,”

tings, such as kitchens, entryways, and

all of its customers’ evolving needs.

are designed to be the first thing people

Osorio says. “People are going for these

bathrooms. No matter where it is

see when they enter a room—and the last

clean looks.”

installed, every Mendota fireplace is craft-

product for a remodeled or new living

ed to deliver a distinctive look without

area can’t go wrong with Mendota.

sacrificing any performance.

“Mendota has been great for me,” Osorio

thing they’ll forget. With vibrant colors,

Osorio adds, “The new model coming

People searching for an exclusive

sleek lines, and a large array of customiz-

out very soon is the ML72, which is more

able features, Mendota products are not

than two feet longer than the ML47.” The

just efficient: They are eye-catching con-

ML47 is a linear fireplace of epic propor-

another separation from the rest. Logs

opportunity to start carrying it, and that

versation starters that transform living

tions, with numerous personalization

such as Norway spruce, white oak, birch,

continues to be a wise move.”

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Media and log options have created

says. “It was exciting to be given the

Circle Reader Service No. 17

SPOTLIGHT

PRODUCT

01

THE ESSENTIAL ELEMENT Contemporary styles dominate this season’s lineup of casual furniture and accessories.

By GREG THOMPSON

T

he outdoor-kitchen craze naturally feeds a desire for gorgeous outdoor rooms, and those rooms need furnishings. The grill provides the mouthwatering aromas, but the right furniture invites guests to make themselves comfortable and stay a while.

In business, there is a never-ending race to gauge public tastes. Many manufacturers are seeing a decided shift to modern design.

Zac Bryant, president of Lane Venture (Newton, North Carolina), says, “We can’t get more contemporary product offerings in

our line fast enough. The styles of architecture and indoor-furniture designs have tipped to the contemporary side, and outdoor designs have followed suit.”

Leisa McCollister, vice president of marketing for OW Lee Company (Ontario, California), agrees.

“Modern furniture has been a design trend for years,” she says, “but more recently, it has reached the masses.”

Furniture is the essential element in the outdoor-living space, and innovation is exploding on the design front. Whether in modern or traditional styles, manufacturers are

offering cutting-edge products to capture the attention of customers.

POLYWOOD In 2017, POLYWOOD by PolyWood LLC (Syracuse, Indiana) refreshed classic designs in its expanded Vineyard collection, while also pushing the limits of HDPE as a material. Brady

Maller, chief strategy officer, calls 2017 a new chapter at the company, which has continued its momentum into 2018. Much of that momentum started when the POLY-

02

01 Agio’s Aurora deep seating

02 Barclay Butera for Castelle Palm Springs collection lounge chairs

03 Lane Venture’s Winterthur Estate collection

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03

04

05 04

07

Mallin’s Brighton collection

05 Gensun’s Amari woven lounge chairs and ottomans with a Modanō chat-height firepit base and an Artisan firepit top

06

06 WOOD design team was challenged with responding to the demand for higher sophistication in design— without losing the quality and integrity that consumers expect from genuine POLYWOOD. “The result of that challenge was the POLYWOOD vintage finish, which was launched at Casual Market Chicago in September 2017,” Maller says. “The response from our partners was overwhelmingly positive, and consumers continue to drive demand for the new finish.”

The design team is continuing to push limits, with new product designs set to launch at the ICFA Preview Show™. The launch includes new categories (such as fire tables and modular deep seating), and the company is continuing its improvements of existing favorites by adding new functionality.

Responding to consumer feedback, POLYWOOD will give best-selling designs motion upgrades with swivel options.

Adirondack chairs continue to be POLYWOOD’s best sellers, but recent trends have seen a marriage of

classic and higher-style designs across all outdoor categories. “The Harbour collection in deep seating and our Coastal collection in dining are great examples,” Maller explains.

“Our newly expanded Vineyard collection was created with this in mind and features these classic designs—not only in Adirondacks and rockers, but also in dining, deep seating, benches, and swings,” Maller says. “It is also available in our vintage finish to strategic partners that are dedicated to showroom merchandising.”

GENSUN Retailers who do business with Gensun® (Rancho Cucamonga, California) are used to new products from an innovative drawing board.

The trend has continued with almost a dozen new offerings, including Amari, Cabrisa, Edge, and Wave seating; Phoenix Artisan tables; Artisan firepit tops; Modanō firepit bases and outdoor-kitchen cabinets; four new finish colors; and hundreds of new fabrics.

Jan Trinkley, president, assures

Portica’s Biscay sectional

those who love the old favorites that there is no reason to worry.

Gensun’s best-selling traditional collections—such as Bel Air, Bella Vista, Grand Terrace, and Michigan—are going strong.

“Gensun’s best-selling transitional/contemporary design collections are Amari, Cabrisa, Drake, and Phoenix,” he says. “Firepits in all designs and heights sell very well.

Outdoor kitchens are also rapidly growing in popularity.”

Trinkley equates the outdoor-kitchen phenomenon with an overall enthusiasm for beautiful outdoor rooms with striking outdoor furniture. “The outdoor room continues to be one of the most popular rooms of the home to decorate or redecorate,” he says.

“It is in many new homes’ building plans,” he adds. “Having a grill and grilling outdoors have been popular for a long time, and furniture has been the second purchase. Today, these products are merging, with consumers wanting their outdoor rooms to be the entertainment centers of their homes, featuring outdoor kitchens and outdoor furniture.”

07 The newport lounge chair from Summer Classics

AGIO Customers are responding well to the Modern Craftsman style of the Lake House collection from Agio®, USA (Virginia Beach, Virginia).

Mitch Gaylord, vice president, attributes Lake House’s best-seller status to “lighter finishes and lighter fabrics, drawn from our trending research, and a unique assortment of line extensions: booth dining, diningtable firepits, and sectionals,” he says.

In 2018, new introductions such as Aurora, Denver, Madison, Sydney, and Trenton are complementing a wide array of Agio outdoor-entertaining options. These range from traditional dining to comfortable deep seating collections, firepit chat groups, and accessories.

To sell Agio’s furniture effectively and outdo the big-box stores, Gaylord says, “Specialty retailers must position themselves as the predominant retailer

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SPOTLIGHT

PRODUCT

01 in that space/segment by incorporating their expertise in everything from advertising to special events, direct mail, websites, and social media.

Salespeople at specialty retailers should be well educated on the products and capable of explaining the differences in quality. Couple these soft-sell features with tangible benefits, such as available delivery.”

Agio sought to help retailers get a jump on the competition with a sneak peek at its upcoming collections. “At Las Vegas Market™ in January, we took the unprecedented step of previewing our 2019 collections—to demonstrate our commitment to what we see as a seismic shift in manufacturing calendars within the outdoor category,” Gaylord explains.

“Agio, International Market Centers, and other industry thought leaders discussed this idea in an open forum, with the consensus being that the January Las Vegas Market has emerged as the industry’s bellwether event and new first-preview platform for what’s next in outdoor products for the following calendar year,” he adds.

Agio’s dedicated trend-research company

Lane Venture remains dedicated to maintaining the fabric experience for its loyal customers. “Given that we’re deep seated and cushioned, I think fabrics play the most important role in our products and collections,” Bryant says.

“I’ve had 24 years’ experience watching our customers react to new-product launches, and the fabric application is always the very first thing that evokes an emotional reaction,” Bryant continues. “Our creative director, Patti Frye, continues to curate the fabric line in ways that keep us fashionable—and more important, current.”

03

01 OW Lee’s Zen firepit

02 A reflections collection sofa in a bark finish with contemporary back cushions, a Wildwood collection lounge chair and love seat in a white finish, and a universal Loom cocktail table in bark from Lloyd Flanders

03 The POLyWOOd Vineyard nine-piece dining set in vintage finish coffee

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02

works all year round to provide designers with observations gathered from more than 300 shows around the world. “We compile all that information into reports and presentations to share with customers, so that they can stay ahead of upcoming trends,” Gaylord says. “For example, we’ll see more uses of high-pressure laminates and blends of loomed materials with woven surfaces in bronze, silver, or teak.”

LANE VENTURE Change is not always easy, but transitions at Lane Venture are improving customer service and boosting sales. After the company was acquired by Bassett Furniture at the end of 2017, its new owners doubled the sales force and boosted customer-service staff.

Meanwhile, product launches continued with a licensed Winterthur Estate collection; a collection designed by Patrick Aubriot, Côte d’Azur; and a fully upholstered outdoor collection, Charlotte.

“Our best-selling collection continues to be South Hampton,” Bryant says. “I think combined aspects have given it continued success: value; simple, clean lines with a robust traditional weave; and most important, scale and comfort. It’s also available in two finishes.”

Bryant adds, “The next-best seller is the Requisite collection, a traditional weave with clean lines, scale, and comfort—available in two colors.” The licensed Hemingway collection remains strong, thanks to what Bryant calls “the curated feel, with influences of Tuscan, African, and English styling that speak to the well-traveled lifestyle of Ernest Hemingway.”

WINDWARD Enthusiasm is high at Windward Design Group® (Sarasota, Florida), where plans are afo ot for expansion across all collections, including Skyway II, Kingston sling, and Comfort Height. Current Windward offerings are balanced among three main categories: wicker, marine-grade polymer (MGP) in new color combinations and options, and aluminum. Rod Krasley, national sales manager, reports that all categories are exceeding expectations, and he attributes much of that performance to solid lea dership.

“Our owner and president is David Peace, who literally started Windward from his backyard nearly 30 years ago, and our executive vice president is Carrie Morales, his daughter. They are here every day and intimately involved in every aspect of the business,” Krasley says.

“Their pride in craftsmanship, quality, value, and creativity is what drives them.”

A willingness to listen to dealers has also translated into positive manufacturing changes, product additions, and even new ideas. Krasley encourages dealers to be just as willing to listen to customers if they want to increase sales.

He explains, “Today, everyone is distracted. Buyers are looking at their phones, texting, tweeting, and even looking at other retailers while in your store. Be personally vested in their needs, and ask probing questions to help pinpoint their specific needs and wants. Present a personalized product selection that fits their requirements and helps to make their decision process less

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SPOTLIGHT

PRODUCT

01

isis available in all 20 of our Lloyd Loom finishes and over 500 fabrics.”

L Mixed-media collections are continuing to do well for Lloyd Flanders, as evidenced by 2015’s Mackinac collection (which is still growing).

Flanders reports that the popularity of combined media has gone beyond a mere trend and is here to stay.

“We’re also seeing growth with our Catalina and Wildwood collections,” Flanders adds. “Mackinac combines woven vinyl with teak tabletops. Catalina is Lloyd Loom with teak accents, and Wildwood is a teak collection with Lloyd Loom inset panels.”

01 Telescope’s Jetset chairs

02 CabanaCoast’s SolTeak® Kensington sectional

overwhelming—by narrowing their options (based on your expertise)—and make it fun.

You’re selling family moments, fun, and memories to come, not caskets.”

Krasley travels throughout the United States, where he sees trends and styles varying significantly by region—yet he sees one constant everywhere. “People want value for their dollars,” he says. “They want a stylish look that is well crafted by a company that stands behind its product, and they want it now. We have been focusing on ways to improve our lead times and our manufacturing processes, and I am very proud of our tremendous team effort and achievements, especially in our lead times.”

LLOYD FLANDERS The Cayman collection from Lloyd Flanders® Inc. (Menominee, Michigan) continues to do well, and six new additions to the company’s Low Country collection are also off to a strong start for 2018. According to Jess Flanders, marketing manager, Low Country’s new pieces debuted at High Point Market in April with a barstool, a cushionless lounge chair and love seat, a small ottoman, a dining bench, and a three-seat garden bench.

New offerings fuel a culture of innovation at Lloyd Flanders, but it’s an old reliable, the Reflections lounge chair, that remains a best seller. “Although it was introduced more than 30 years ago, it’s a truly timeless piece,” Flanders says.

“We’ve added different back-cushion options, so the style can be customized for customers who want a more contemporary look,” she adds. “It’s a versatile piece that is favored for its comfort and customization options. The Reflections collection

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02 VERANDA CLASSICS Contemporary and transitional designs ruled the day in recent successful launches from Veranda Classics by Foremost®, Foremost Groups Inc. (East Hanover, New Jersey). Trade-show attendees saw Bradley, an all-new mixed-media dining and deep seating collection in aluminum with handwoven-wicker seat buckets. It’s a transitional design, with clean lines and a wood-look frame finish.

Naples gained a receptive audience with its allaluminum collection in dining and deep seating.

It features contemporary lines, with pictureframe–type extrusions and smooth TerraFab concrete-look tabletops.

Simone rounds out the new offerings with a mixed-media collection featuring contemporary geometric side-panel castings and tabletop inserts, along with handwoven-wicker seat buckets, in dining and deep seating. Tables feature concretelook TerraFab all-weather tops.

Danny Jelley is immediate past senior vice president for product design and development, outdoor. He says, “Our best-selling products are our TerraFab gas firepits. TerraFab is our weatherproof proprietary blend of powdered stone, fiberglass, and resin, which can be molded to look like virtually any material. Our contemporary Canyon firepit in smooth concrete-look TerraFab is our number-one best seller. Clean, contemporary lines and a beautiful dove-gray finish make this firepit a perennial winner.”

The designs tend to skew toward a younger

age group, which is part of a multipronged plan to capture a broad market share that embraces the mature set (without neglecting younger buyers). “The clean lines of Midcentury Modern and Craftsman looks are what millennials and generation X are looking for; they don’t want the same old traditional designs with which their baby-boomer parents raised them. There is also more mixing of styles and colors—more eclectic decorating and furnishing—than ever before,” Jelley explains.

P ORTICA Portica by SunVilla (City of Industry, California) offers a potent mix of the new and familiar, with retailers gravitating toward the company’s clean, transitional designs and inviting cushion treatments. A new full collection, Seville, has received positive feedback, and existing collections Laurel (aluminum) and Biscay (woven) continue to be best sellers.

Laurel, offered as a complement to sling dining, cushioned dining, and deep seating, includes new sectional pieces added for 2018. Christy Peterson, national sales manager, says, “It’s a simple and elegant design with a gorgeous multistep finish, copperhead. The cushion items have a sunburst casting in the back and the arm on all items. It is the epitome of a transitional design. Retailers are able to get to a great price level with our slat-top tables and can get a really nice upsell with our alternative table options.”

The woven Biscay collection is larger in scale, with an appealing woven/aluminum combination.

A sectional was added to the collection, Peterson says, “to help us gain additional placements and increase our footprint with existing dealers.”

Peterson is convinced that specialty retailers can effectively sell Portica products, particularly if retailers make their stores inviting and have a story to tell. “Push your sales reps and manufacturers for training sessions, so your team can be educated about all of the products on your floor,” she says.

Peterson calls fabrics a crucial icing on the cake. “We work exclusively with Sunbrella® for our cushion fabrics, and it continues to be a great partner in helping us achieve the look and feel our design team is striving for,” she says.

CASTELLE Castelle/Pride Family Brands (Fort Lauderdale, Florida) had several successful introductions in 2017, including the Signature collection from its collaboration with author and designer Barclay Butera. As an encore, in 2018, the company is building on its success with Butera to debut a second collection, Barclay Butera Modern. The

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SPOTLIGHT

PRODUCT

01 Windward’s Madrid sectional

02 naples deep seating from Veranda Classics

wife went through the showroom with one of our salespeople.”

Rogers continues, “After about an hour of going through all other sets, the wife would come back to the husband with what she had decided on, and the husband would say, ‘That’s great, as long as we get two of these as well.’ It’s just that level of comfort you want while spending hours out on the patio.”

01

SUMMER CLASSICS Bew White III, CEO of Gabriella White LCC, started Summer Classics® (Pelham, Alabama), a luxury outdoor-furniture brand, in 1987.

He’s been busy building it ever since.

The most recent effort can be seen in the Newport collection, with the 1950s beach look of vintage rattan furniture. A subtle brushed finish is applied to the N-dura™ resin material to add “a nice texture that gives the pieces a natural finish,” White says. The collection includes a sofa, a lounge, a recliner lounge, and an ottoman.

Summer Classics’ Rustic collection is the company’s best seller, thanks to what White calls its sturdy and timeless design, built for year-round use. “The wicker is made with the most extensive UV-resistant protocol to date in N-dura resin,” White says. “For additional durability, the N-dura wicker is memory tested and handwoven over heavy-gauge aluminum, individually finished with an antiqued application, and given fine braiding detail to ensure quality and style.”

It’s that quality and style that White believes customers will seek from specialty retailers, even if they must pay a bit more. “I see so many retailers who continuously buy lower-priced imported products because they see the need to compete, but the reality is that such furniture is not going to stand the test of time,” he says. “These products have to perform in the surrounding elements, whether those are salt water, pools, oceanfront exposure, winter weather, or storms.

Whatever those might be, you have to make sure you have significant warranties to cover your product.”

He continues, “People take pride in what they buy when they have made a big investment in it, so you must have something that

02 Signature collection has also been expanded with a double chaise and a daybed (each with a shade structure).

In another notable collaboration, Castelle is partnering with Biltmore® to introduce Biltmore by Castelle’s Estate collection. Mark Stephens, president, says, “This is a collaboration with the storied North Carolina estate—and a collection that carries details taken from architectural elements found in America’s Largest Home® and incorporates them into our luxury handcrafted furnishings.”

Introduced in spring 2017, the Signature collection has lived up to its pedigree and is already a proven seller, becoming the highest-selling new introduction in the history of Castelle. Stephens attributes its success to “the designer aesthetic that Barclay brought to the collection, coupled with the custom cast-aluminum capabilities of the Castelle artisans,” he says.

Beyond its products’ striking aesthetics, Castelle has created programs and products that are responsive to customer requests. “Our quick-ship and express-ship programs are examples of the customer-centric marketing and merchandising found throughout Castelle,” Stephens says.

“We are able to provide our customers with luxury outdoor furnishings in proven designs, finishes, and fabrics in two weeks or four weeks from receipt of purchase orders,” he explains.

“Our team also works to educate our retailers on the category and the opportunities available within the luxury demographic.”

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OW LEE OW Lee has built its iconic brand through a ground-up philosophy that focuses heavily on its ingredients, allowing those components to shape the final product. McCollister says, “Fabric is everything. As it comes to play in our productdevelopment process, it’s very symbiotic.

Sometimes, a fabric will inspire a design or the direction of a new collection in development, as in our Pendleton collection.”

OW Lee works closely with mills to put together stock-fabric programs that complement the products, using suppliers such as Sunbrella, Outdura, and Tempotest. All are companies that put “a lot of time and effort into bringing us amazing patterns, colors, and textures to choose from each year,” McCollister says.

This season, OW Lee introduced two full-line collections: Pacifica, a modern steel group, and Ridgewood, a rustic wrought-iron collection.

Dealers also welcomed the Zen firepit, which incorporates LED lighting, with open arms and positive reviews.

The company’s best seller, according to Paul Rogers, vice president of research and development and designer, “has to be the Monterra collection—and more so, the deep seating.” Rogers describes Monterra as an overstuffed, extremely comfortable collection that sells itself.

“I worked in retail here in Southern California for a year, and I witnessed it firsthand,” Rogers says. “A couple would come in, and the husband would plop himself down on a Monterra swivel rocker club chair while his

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MARKETING MANEUVERS

POOLSANDMORE

BY KIMBERLY RODGERS | PHOTOGRAPHY BY RON ALVEY

The store partners with top manufacturers to offer a broad product assortment

SunSpot helps homeowners create well-appointed outdoor spaces.

F

amily owned and operated since it opened in 1968, SunSpot Pool & Patio (Cincinnati, Ohio) is celebrating its 50th year of helping homeowners in the Greater Cincinnati area (which includes counties in Kentucky and Indiana) create the ultimate outdoor spaces for their families. The company provides expert design, installation, and service for custom in-ground pools, along with offering top-quality casual furniture and accessories.

Doug Bosse, general manager (and second-generation family member) reports that SunSpot began by designing and building in-ground pools. The company is noted for being a one-stop shop for pool construction, with all work—from design and building to

installation—completed by its own staff. SunSpot specializes in building custom in-ground vinyl-liner pools and offering a range of accessories, from diving boards and slides to water features and heaters.

Pools are built using the Aqua Genie pool-maintenance system, featuring a design that greatly reduces maintenance needs. The pool category, which represents about 30% of the business, is overseen by Dave Curtsinger, designer/construction manager; no subcontractors are ever used. Constructing a pool takes approximately two to three weeks, and new installations are increasing.

The company is currently booked until September—further ahead than it has ever been scheduled. “It’s

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Doug Bosse

been a good year,” Bosse says.

SunSpot also provides pool service and sells pool chemicals—a separate category accounting for 30% of its business. SunSpot is an authorized BioGuard® dealer; Bosse says, “It offers great products t o help us keep people’s pools incredibly clean and beautiful, so they never miss a moment in their pools.”

BioGuard gives dealers tremendous support and education, along

with unique products and water analysis, to make pool care less time consuming. In fact, word of mouth brings in several new customers each year because SunSpot pools have become well known for easy maintenance. The service department also opens and closes pools for the season, provides repairs/equipment replacement, and performs upgrades and renovations for existing pools.

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MARKETING MANEUVERS

The store has been in the same location since its 1968 founding

OUTDOOR FURNITURE The patio-furniture segment was introduced in the mid-1970s, starting with Samsonite. “The company had a wonderful product, and we loved it,” Bosse says. SunSpot evolved to represent other manufacturers and now carries some of the best names in the casual industry, including Brown Jordan, Crimson Casual, Designing Fire, Homecrest, Patio Renaissance, Seaside Casual, Summer Classics, Suncoast Furniture, Telescope Casual, Treasure Garden, and Woodard. The patio-furniture category has always been a strong partner for pool sales and service, representing about 40% of SunSpot’s business.

Traditional and transitional styles do well in the store’s market. All the furniture lines that SunSpot offers are good sellers. Bosse says, “We only pick brands that offer high quality, reliability, and great customer service.” The retailer is selective in manufacturers, but aims to carry a broad product variety, so that the individual needs of each customer will be met. “We have everything covered—and any type of product someone is searching for,” he adds.

While there are hundreds of products in stock, special orders are encouraged so that customers will get exactly what they want and will be happy.

SunSpot has been in the same location since it was founded, but has undergone a major expansion at least once a decade. Located on the edge of a residential neighborhood (yet conveniently situated just off a major expressway), the retailer has bought adjacent homes, as they became available, over the past 50 years. “After the purchase of each house, we would

Patio furniture accounts for about 40% of business

“OVER THE YEARS, WE HAVE BUILT GREAT RELATIONSHIPS, AND WE HAVE POOL CUSTOMERS WHO DATE BACK TO THE 1970S. WE SEE REPEAT FURNITURE BUYERS, TOO. EVERYONE IS TREATED LIKE FRIENDS AND FAMILY.” either convert it into a display area or knock it down and construct a new building,” he says.

The result is a unique retail concept. Customers enter the showroom through a driveway between two houses combined into one area. Once inside, visitors find a clean and open showroom that is large, but not without charm. Bosse comments, “We offer a mom-and-pop feel, but at the same time, we are a very big store.

You don’t see many other retailers like this today.”

When people browse, they are truly fascinated and seem to enjoy themselves, since shopping at SunSpot is not like walking through a mass merchant’s store, Bosse observes. “There is a lot of character,” he explains. Walls are painted in a neutral tone, and merchandising is kept simple and uncluttered so that customers can envision what products will look like in their own environments. Furniture was first displayed outside; however, as the available space expanded, patio lines were moved indoors—into about 12,000 square feet of different displays.

While all three of the store’s categories are strong, Bosse would like to see pool customers plan ahead for furniture. During the design phase, each buyer is given a personal consultation and encouraged to think about all the components of a backyard space,

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including pool design, seating/chat areas, traffic flow, and cooking zones.

To help SunSpot create the ultimate outdoor paradise, homeowners are asked several questions, including how they will be using the pool and what their vision is for the space. “We want to find out what kind of environment they want to create and what their goals are for the space,” Bosse says. The aim is to make the area work best for the customer.

He adds, “We love to see our patio furniture around the pools we build, but sometimes, people buying a pool don’t always think ahead or leave enough room in their budgets for furniture.” Often, pool owners will start out with furniture from mass merchants. After a couple of years, they come back to SunSpot for upgrades.

Due to its strong reputation in the Greater Cincinnati area, SunSpot receives a good amount of referral/repeat business. After 50 years, it is now helping second-generation customers. Bosse says, “Over the years, we have built great relationships, and we have pool customers who date back to the 1970s. We see repeat furniture buyers, too. Everyone is treated like friends and family.”

The company has used an advertising agency for several years to help spread the word about the three main categories that SunSpot offers. Bosse

says, “The agency understands us and how to reach our audience.”

Community involvement is also important, and the company has supported the annual Heart Mini walks/runs—Cincinnati’s largest single-day fundraiser.

SunSpot maintains a presence on social media through Facebook, but is not involved with other platforms.

Bosse comments, “Sometimes, a company can use a lot of employee time managing all these social-media platforms and end up not spending time with the customer.” The company’s website (www.sunspot poolandpatio.com) features a lot of information, including a pool-design gallery, pool-maintenance facts, and links to patio-product manufacturers.

SunSpot is a family business, and that approach is extended to its employees. Bosse says, “The goal is to make all who work here feel that they are part of a close-knit group, from the start. Above all, our employees strive to exceed customer expectations— every day.”

Bosse stresses that being a retailer in the outdoor-living industry has many rewards. “It’s extremely satisfying to help people create an outdoor environment where they can have family and friends over and make great memories,” he says. “We want to help people enjoy life.”

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HEARTH RETAILER

FLAMEON Dreifuss Fireplaces blends a modern vibe with its historic past.

BY MAURA KELLER PHOTOGRAPHY BY BETSY BRODY

David Waldman and Dawkins

Sleek, modern hearth designs are popular with customers

Dreifuss Fireplaces (Philadelphia, Pennsylvania) was founded in 1876, in Old City Philadelphia.

During the era of horse-drawn wagons and Victorian clothing, the store became known for selling the cherished Franklin stoves, along with many other items. As time passed, the store evolved from selling a variety of products alongside Franklin stoves to being a true firep lace shop.

David Waldman is the owner and president of Dreifuss Fireplaces. As he explains, while the store has moved to various Philadelphia locales throughout its long history, it has been located in Northeast Philadelphia for the past 40 years.

As legend has it, the Dreifuss family lost the store in a gambling bet to the Cantor family, which then passed it along from generation to generation.

In 2000, Waldman purchased the business from the Cantor family. For the past 18 years, Waldman has worked hard to establish a company that has become synonymous with all things fireplace.

“Some of the things that keep us in one loca-

A large warehouse houses a variety of brands

tion are the way we work and the way we sell, display, and carry our products. To have a second location would be a challenge,” Waldman says. “We truly are a destination. We have carved out a nice niche of high-end fireplaces, and we carry a lot of manufacturers.”

For Dreifuss Fireplaces to showcase this exten-

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sive variety of products and manufacturers requires the expertise and vision of experienced staff members, who have more than 100 years of combined experience. As result of this expertise, the store has evolved tremendously during Waldman’s 18 years of ownership.

“When I bought the business, it was very much

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HEARTH RETAILER

The 5,000–square-foot showroom where the team works with homeowners and builders

a black-and-white company. It was either retail (which included log sets, fireplaces, cabinets, and some directvent fireplaces) or it involved our builder business, which primarily included new-construction tract homes,” Waldman says. “These also included national builders’ accounts.”

As the business has grown and changed to meet consumer demands, however, Waldman has focused on the avenues of renovation and general contracting. When the economy crashed, Waldman turned his attention to the high-end fireplace industry, gravitating toward the modern linear fireplace.

“In 2000, we were one of the first stores to embrace the modern linear fireplace—by displaying European Home’s Vision fireplace,” Waldman says. “As we embraced modern fireplace design, we began to focus more and more on high-end products, as they tend to go hand in hand.”

This transition to the modern aesthetic helped Dreifuss Fireplaces emerge from the great recession relatively unscathed and allowed the business to catapult itself into commercial work. Today, 50% of the company’s showroom displays modern linear and other modern products, and the other 50% displays traditional designs. On the retail and builder sides, Dreifuss Fireplaces primarily serves the Philadelphia area. For commercial/hospitality business, Waldman covers all of Pennsylvania and South Jersey.

“We still do retail. We still do builder work. A considerable amount of our work, though, I would classify as commercial, which includes work for hotels, restaurants,

universities, clubhouses, and the amenity spaces of apartment buildings,” Waldman says.

Dreifuss Fireplaces prides itself on participating in the early-planning stages for both residential and commercial installations. Having its fireplace experts available throughout the process ensures that design, selection, and installation go smoothly. As part of the home-building experience, consumers are invited to the 5,000– square-foot Dreifuss Fireplaces showroom, where they work with the staff to identify the designs of the fireplaces for their new homes.

Dreifuss Fireplaces works closely with builders to ensure that any fireplace selected will work with the overall residential design and construction vision.

Waldman reports that for today’s fireplaces, consumer trends are primarily moving toward the modern product lines; even some of the traditional lines have modern elements that attract consumers. Currently, Dreifuss Fireplaces carries some of the most popular lines available, including those from Regency, Montigo, Mendota, Majestic, European Home, Astria, Vermont Castings, Ortal, DaVinci, and RH Peterson.

“The modern linear fireplace design is a mainstay. The way that modern design is trending, it is going a step up from where it used to be as a standard linear fireplace. Now, we are getting into an even cleaner look with the Ortal and European Home fireplaces, as well as the City series from Regency,” Waldman says.

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When Waldman took over Dreifuss Fireplaces, he would sell a fireplace package for $1,000. Now, with lines such as Ortal, European Home, and DaVinci, the package’s cost can be $10,000 or more. “I sell fewer units, but the dollars are growing,” he says.

Currently, Waldman has a staff of nine and is trying to

Dawkins is the store’s friendly greeter

hire additional sales and installation personnel. He tries to keep his brand current and relevant without using any type of call-to-action advertising.

In 2018, he is expanding his advertising on local sports radio, in addition to using television, direct-mail, and billboard advertising.

While his showroom is a destination, it also is a continuous work in progress. For years, Dreifuss Fireplaces would showcase products that consumers would find in Europe. Then, it switched gears and pushed the envelope by showing not what consumers actually put in their homes, but what they could do.

“For example, we might have showcased a fireplace for which everyone typically purchased a black interior, but we would show the white interior that the manufacturer also had available—to show consumers unique options that they might not have thought of embracing,” Waldman says. Now, he has swung back to showing what consumers are actually doing, rather than showing out-of-theordinary design elements.

Waldman works closely with manufacturers’ representatives who visit his showroom, explaining to them the interests of his specific consumer base and what people are doing. In addition, the company is proud to have a staff of in-house technicians and installers certified by the National Fireplace Institute®.

“We know our competition: We have friendly competition, and we have good competition. Philadelphia has a number of good dealers, and we all have our niches,” Waldman says.

“While I’ve been here for 18 years, three of my key salespeople predate me.

You simply can’t duplicate their experience. We are happy with our niche, and we are doing the best we can with that. We have carved out a great pocket for ourselves where we excel.”

While the Dreifuss Fireplaces team embraces the leading-edge technologies available in the industry, it is the company’s customer-service efforts, the breadth of products available, and product knowledge that truly set the company apart. “I am not forced to feature only one product line—unlike some dealers, who have specific partnerships with manufacturers and can only sell one line,” Waldman says.

“I can cater a fireplace to the customer, rather than having to bend the customer to the fireplace. That is one of the things that has been a benefit to us. We never walk away from a customer, even though we work within the construction environment, and something always pops up,” he continues. “We never let anyone down: We want to make it as pleasant an experience as possible.”

One of Waldman’s greatest concerns for the future of the industry is whether fireplace-industry players are pricing themselves out of the market, as fireplaces continually get more and more expensive. “The blue-collar workers, police, and firefighters who were my main custo mer for years can’t afford the products that are popular now,” Waldman says.

“That has been a long-term concern of mine—that we are pricing ourselves out of the mainstream,” he adds.

“While our high-end expensive lines sell very well, I’m concerned about our entry-level consumers, who simply can’t afford what’s trending.”

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Circle Reader Service No. 33

TM

OUTDOOR GRILLING

BARBECUE AT ITS BEST In booming Scottsdale, a small-town mentality wins over customers.

BY CHERYL DANGEL BARTOLINI PHOTOGRAPHY BY M. SCOTT GALLES

Think of Best Barbeques & Islands (Scottsdale, Arizona) as your friendly neighborhood barbecue joint—but it isn’t a cozy eatery, and it isn’t located in a town like television’s fictional Mayberry, North Carolina, of 50 years ago. Scottsdale is a thriving, affluent suburb of Phoenix and is especially popular among retirees and snowbirds.

Nevertheless, Best Barbeques & Islands is a local hangout, popular among residents who enjoy the atmosphere so much that they come by just to chat.

A grill from Louisiana Grills’ LG series

That’s exactly how the Berg family likes it.

Trudy and Dave Berg founded the store more than 15 years ago. The Bergs are longtime entrepreneurs, owning their own car dealership (as Dave’s father did before them). They retired early, in their 40s, and looked for something to do that would be relatively stress free. Thinking that it would be fun to turn Dave ’s passion of backyard grilling into a lucrative second career, they decided to open a grill store.

Given their business experience, they weren’t going to test the waters; instead, they jumped in head first, partnering with local contractors to build outdoor kitchens and islands. Before long, they had built a business and opened a retail store that revolved around working with contractors,

Tracy, Dave, and Trudy Berg

The store displays 12 to 15 built-in grills at any given time

builders, and l andscapers.

Four years into the business, Trudy and Dave’s daughter, Tracy, joined them. She had worked in the resort industry and had a background in sales, which she put to good use as the store’s sales and marketing manager. Seven years later, they had outgrown their space of about 1,000 square feet.

They moved to their current location (with twice the square footage) in Scottsdale’s Old Town shopping center, The Promenade.

“There weren’t that many grill manufacturers 15 years ago, and the industry has blown up since then,” Tracy Berg recalls, pointing out that the store had about seven grills on display in those early days. “Now, we have 12 to 15 units on display at any given moment, and that is just built-in

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grills. It does not include all the heaters, griddles, ceramic cookers, smokers, and pelle t grills on the floor,” she adds.

The store has definitely grown in the past 15 years, but its staff has not. Despite how busy they can get, the Bergs are intent on keeping it small.

The original three—Trudy, Dave, and Tracy— are the sole employees, so they know everything that’s going on and everyone who comes into the store. The store is open seven days a week, and Tracy and her father share the time needed to staff the store.

“It is a lot of fun. It keeps life interesting and keeps us on our toes. We trust each other and treat our customers the way they want to be treated.

That makes running the store actually very easy,”

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Circle Reader Service No. 35

OUTDOOR GRILLING

David Berg IV, Trudy and Dave Berg, Lauren Goulding, and Tracy Berg

Berg says. Her parents are naturally friendly and go out of their way to make customers feel at home. Now that Tracy has joined the business, she is carrying on the tradition. She says, “We have a lot of retirees in the area—and regulars who just like to come into the store to see us and chat with us. We’re in a neat little location in North Scottsdale.”

It all sounds like Mayberry, and that’s something of which the Bergs are especially proud: Old-fashioned customer service on a small-town scale does pay off (even in the big city). Sales have been strong, and 2018 is already proving to be

The Weber Summit gas grill

one of the store’s best years. Summers are typically slow; the weather is so hot that it drives people to leave town. Berg, however, reports a definite uptick in sales, last August, that overshadowed summer sales dating back to 2007. She says, “There are more homes going up, and more remodeling is going on; our builders are seeing a big turnaround, too. There’s a lot of growth right now.”

The store’s best sellers are its high-end built-in grills, but it also sells a good number of budgetconscious high-quality grills. The store is populated by products from Fire Magic, Hestan, DCS by Fisher & Paykel, Summerset, Napoleon, and Weber, as well as Big Green Egg. Offering U.S.– made products is important to the family, and Berg is seeing a trend, among U.S. manufacturers of high-end grills, toward making more economical, scaled-down versions of their products.

“These grills might not have all the bells and whistles that the manufacturers’ higher-end versions offer, but they are made with the better-quality steel. They have similar warranties, but are offered at lower prices,” Berg says. Budget-friendly grills might not initially seem important in an affluent market such as Scottsdale, but the Bergs

want to have something for Napoleon’s everyone—without comproSKYFire Bellagio patio torch mising quality. “We like giving people who want to spend $1,500 to $2,000 (and don’t want to go to one of the offshore manufacturers) high-quality products.

They can buy U.S. goods,” she adds.

Berg explains that the business decides what products to carry by listening to customers. She says, “For example, we brought Napoleon on, two years ago, because our customers started asking for its products. As long as you talk to your customers and ask them what they are looking for, versus pushing a certain product on them, you learn a lot.” Talking with customers is a hallmark of the store. “We greet customers and show them around,” Berg says. “Certainly, if they want to browse, they are welcome to—but typically, they want to learn about the products. Being friendly and kind sets us apart from our competition.”

The store is definitely more retail oriented than in its earliest days, now carrying firepits, fireplaces, a variety of gas and electric wall heaters, standalone and built-in griddles, grilling accessories, spices, sauces, and cookbooks. Best Barbeques &

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Islands builds fireplaces, and it has not forgotten its roots in outdoor kitchens, either. It continues to construct outdoor kitchens of all sizes, from consulting on the space and drawing up plans to recommending appliances and installing the kitchen.

The store is not overt in its advertising.

Because of restrictions in its shopping plaza, it does not host cooking events. The store gains its notoriety through word of mouth. “Even if people are building their own outdoor kitchens, their builders send them here,” Berg says. “They seem to hear about us through neighbors and friends.”

Special events are limited to annual sales. Every September, the store hosts a sidewalk sale. Special sales and giveaways are eagerly anticipated in November and December (for the holiday season) and in June, July, and August (to increase sales during the typically slow summer months). At that time, the store hosts giveaways that include everything from free knife sets to free bags of charcoal.

Plans for expansion are not something the Bergs have in the works. “We are trying to stay small and keep it at just the three of us for as long as we can,” Berg says. In time, her daughter might become the newest employee, marking the beginning of the third generation for the family-owned business.

“She is interested in joining us, but she is still a few years away from college, so it won’t be for a while,” Berg adds.

In the meantime, the Bergs will continue their small-town way of doing business in an ever-booming city. Berg says, “We simply treat our customers as they want to be treated.”

Circle Reader Service No. 37

SHOWROOM SHOWCASE

Karen Kirk (left) and Karen Brams

PAY IT FORWARD A popular Florida specialty retailer makes a mark in the community through philanthropy.

BY SHARON SANDERS | PHOTOGRAPHY BY DAVID BRINKO

lorida is an outdoor-living magnet: Many people spend life relaxing, playing, and entertaining outdoors. While the state is a patio retailer’s dream, it is also notoriously competitive, with specialty and big-box stores saturating the market.

Best friends Karen Kirk and Karen Brams, owners of Island Living & Patio (West Palm Beach, Florida), have managed to build a dyn amic retail business with a niche that resonates with the local crowd. This dynamic duo (nicknamed Blonde and Brunette by customers) not only focuses on catering to high-end clientele, but never misses an opportunity to support people and organizations in the community.

Blonde and Brunette launched their business in 2007, in the conference room of Champion Pools & Spas, the pool business of Brams’ husband, David. Kirk is an interior designer and Brams has a flair for business, which makes them the perfect team. Over the past 12 years, the business has come into its own (taking over half of the building) and has become one of Palm Beach County’s most chic places to shop for outdoor-living products. “It’s a one-stop shop because people can visit the

F

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gorgeous pool showroom on one side of the building and the furniture showroom on the other side,” Brams explains.

Island Living & Patio’s signature is its airy, 2,500–square-foot boutique showroom, merchandised with carefully selected products that address the market’s wide taste range. “People like the smallness and custom feel of our shop. We offer an experience that is what our clients are looking for: nothing like a big retailer’s store,” Brams says. “We don’t pay attention to what other area retailers are doing. We know what works for us.”

Tommy Bahama Outdoor Living, Brown Jordan, and Gloster are among the manufacturers—all U.S. companies—represented on the shop’s showroom floor. “We’ve always made the effort to support domestic manufacturers, when other retailers were ordering containers directly from China. I believe this is one t hing that has kept us strong,” Brams says, adding that she selects manufacturers based on their commitment to customer service and the quality of their furniture.

“They are an extension of our business, so it’s important that they share our store’s philosophy, when it comes to taking care of customers. This means having

The store is known for its boutique image

Whites and creams (with pops of color) are Florida favorites

High-end wicker makes a splash

good warranties and quickly addressing any issues we might experience with their products,” Brams says.

Island Living & Patio personally handles warranties to ensure that customers are always treated the Island Living & Patio way.

The store is all about fun, from the moment one walks through its front doors—which is inevitable, because it’s owned by longtime friends who love to laugh. Kirk explains, “The best thing about working with your best friend is that it’s not work.” Clients range from designers and snowbirds to local homeowners, sports figures, and celebrities looking for special attention and expertise to create their dream backyards. The store gladly ships purchases to clients’ second and third homes across the country.

“We love our customers, and our job gives us an opportunity to meet wonderful people. We have so much fun that I think we naturally attract people who like to have fun while they shop,” Kirk notes. Island Living & Patio is a destination retailer, which Brams calls a big reason for its success. It is located just off West Palm Beach’s main shopping district, which is filled with tourists and looky-loos. “We are the hidden find—off the beaten path— that our customers like to brag about,” Kirk says.

Kirk and Brams not only are savvy business owners, but also are known for their extreme generosity and their dedication to their community. Brams says, “We strongly believe that every person who owns a company and is fortunate enough

to enjoy making a living from it has a moral obligation to give back to the community.” At every turn, they are looking for ways to make an impact in their community, no matter how big or small. If their clients ask for a charitable donation, they’re more than happy to contribute money or merchandise (provided the funds stay local).

Kirk and Brams are proud founding members of Impact 100 of the Palm Beaches (IPB). Impact 100 is an international organization with 52 chapters in the United States and Australia. Run by local women with a passion for giving back, its mission is to bestow $100,000 high-impact grants on a rea nonprofits that want to create change in their communities. To date, the organization has awarded more than $55 million in grants.

Brams serves on the advisory board and is actively involved in growing the women’s giving movement.

The first IPB grant was given, in 2015, to Live Fresh Palm Beach County, a mobile hygiene unit that’s equipped with six residential-style private bathrooms (with showers, sinks, toilets, and changing areas). It provides homeless people not only with showers, but with such essentials as toothbrushes, toothpaste, shampoo, and sunscreen. Since receiving the IPB grant, the group has expanded, and it now operates five mobile units. “It’s amazing how empowered a person can feel, just by getting a hot shower and feeling fresh again,” Brams says.

Another $100,000 IPB grant went to Project LIFT, a group that

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SHOWROOM SHOWCASE teaches troubled young people marketable trade skills. Brams adds, “It helps get them off the streets and into a learning environment that gives them a path forward in life, with mentoring support.”

The duo also has a heart for reaching out to the young in the community through mentoring. Brams explains, “It’s an intimidating world out there.

There are some kids who are blossoming, but there are others who are getting lost. In our own little way, we are trying to do everything we can to make sure no one gets left behind who wants help. We are trying to plant seeds that will grow within people, so they can succeed in life and become positive influences themselves.”

Kirk and Brams recently took a young entrepreneur under their wing when he needed guidance in getting his business started. They mentored him on the essentials of setting up his company, trademarking his logo, and creating a website. He went on to write several books about empower-

ing young people that Kirk and Brams are going to help him publish. He is now a motivational speaker at area public schools, teaching students how to make positive choices to get started in life.

Brams says, “He is a wonderful young man who just needed some help—so he could help others.”

Years ago, they helped two young girls get back on their feet after they experienced some hard knocks. As part of their assistance, they arranged for scholarships at a local private school (and paid the fees that weren’t covered by the scholarships). Both of the girls went on to attend a local college and made something of themselves. “Today, we continue to mentor both of them and have sponsored one girl’s daughter to go to the same private school that her mom attended. It’s wonderful to watch these girls grow and bloom,” Brams says.

Even the little things matter. The

Furniture vignettes inspire customers

store donates its leftover fabric from custom cushions and pillows to a local church that makes quilts for veterans.

It also donates fabric and other creative items to schools for their afterschool craft programs. Kirk says, “These programs don’t get much money to purchase supplies, so they appreciate everything we give them.

Recently, a school made the sweetest card out of fabric to thank us.”

She adds that all their work has a spiderweb effect that spreads throughout the community. “All we ask is that those we touch pay it forward with

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love and kindness. It’s amazing to witness (and b e a part of) how one small act can change many lives,” Kirk says.

Brams adds that she and Kirk don’t engage in philanthropy just to gain exposure for their business. She says, “We are pay-it-forward girls: That’s how we roll. We do it because we hope to inspire and empower others to contribute in their communities. We do charity work because we believe in what the charity is doing. The reward has already come back to us, tenfold, professionally and personally.”

Circle Reader Service No. 41

AS I SEE IT

MARKET FOCUSED Bryan Sanches

California Umbrella has created a niche as a modern brand that knows its customers.

A Venture series 9-foot umbrella

BY SHARON SANDERS

California Umbrella Inc. (Jurupa Valley, California) is a dynamic player in the shade industry, known for its inventive, market-focused products. The company’s one-size-doesnot-fit-all perspective makes for products and programs that are tailored to meet the specific needs of each customer category. Patio & Hearth Products Report sat down with Bryan Sanches, vice president of sales and marketing, to get his insights on the shade industry and how California Umbrella fits into it.

Who is California Umbrella?

Sanches: California Umbrella, as a brand, has been around since 1946.

It’s a true legacy brand in the casualfurnishings industry, as it seeded the ground for the domestic retail umbrella industry. It was one of the first companies of the postwar era to start producing casual furnishings for mass consumpt ion.

Over the years, the company struggled to compete in a changing marketplace—but the tide turned in 2002, when it was acquired by March Products Inc., which saw an opportunity to revitalize the operation. I joined the company in 2008, and since that time, we’ve remade the brand and its product line.

Today, we are a modern version of the brand’s legacy: both competitive and technologically savvy. We se e ourselves as aggressive in certain ways, while we are conservative in others. We’re intelligent in the way we capitalize on our strengths and approach the market.

A Cali series 10x10-foot umbrella

What is the company’s philosophy on shade?

Sanches: Our essence, our soul, and our philosophy on shade are summed up in this tag line: Relax, We’ve Got You Covered. When customers buy and use our products, we want everything about the experience t o be easy.

We want them to enjoy selecting the perfect shade products for their backyards. We want them to relax under our umbrellas without having to figure out how to operate them.

Of course, we also want them to know our umbrellas will bring years of enjoyment and beauty—and if anything goes wrong, we’ve got them covered. That’s what it should be.

What changes have you seen in the shade category, over the years?

Sanches: Since the market crash of 2008, when trade shows were empty and retailers were going out of business left and right, I think the shade category has changed quite a bit. There are more small players, and many of the big players have diversified. I have seen many new brands spring up—and then,

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shortly thereafter, get purchased by a bigger company.

Many furniture suppliers are looking for their own solutions for shade, so the market, in the past 10 years, has become really segmented. There are a couple of cornerstone suppliers, but it really has been chopped up, as far as entrance and offerings go. The category has basically become very crowded, with many players, which makes it difficult for many retailers to figure out which shade manufacturer would be the best fit for their markets and customers.

How has consumers’ view of shade evolved?

Sanches: A shift in the demographics behind our product is really starting to take shape. When I first started working in this business, it was all about simple program assortments and color families. Dealers wanting to stock products or make early buys would always ask what our five most popular colors were and then would place an order.

Today, millennials have bas ically put their stamp on every single category of home furnishings, which means they want something that

speaks to them—and they want options. It used to be about 50 shades of beige, and now, it’s about 50 shades of every color and pattern.

A manufacturer has to be able to make customers feel that the product, whatever it might be, is personal to them.

What does a shade manufacturer have to be or do to be a leader in today’s marketplace?

Sanches: If one were to ask 10 different manufacturers this question, one would get 10 different answers.

From our perspective, a shade manufacturer needs to be dynamic, flexible, and consistent. By being dynamic, I mean offering products that wow customers by meeting their needs. It’s crucial to be flexible enough to be able to shift to whatever the market is dictating or whatever is trending.

I think every manufacturer would also agree that consistency is key to having a business that succeeds, but to have that consistency with such an evolving, multiplying, changing set of products is the challenge. One has to be able to merge those three things in order to be a leader in the marketplace.

With which retail products have you had the most success recently?

Sanches: Retail is a crowded marketplace, and we are always looking for ways to set our products apart with something that is unique, but not trendy. Our goal is to offer specialty retailers something that will make them more successful. We have recently patented our version of the autotilt umbrella, which is a fundamental product to this industry.

What we did, in our Casa series, was take the tilt joint out of the umbrella pole and enable the umbrella ribs to do the tilting instead. One simply lowers the ribs on one side, and the ribs on the other side go up slightly higher.

It’s a simple change, but it’s dynamic—and different from everything else that’s on the market.

It’s also become a dealer favorite because any kind of fabric can be put on the frame: It’s easy to create a lower price point by using a lower grade of fabric. This has helped dealers compete with mass merchants, as well as allowing them to close more sales with a better price, on the higher end.

What emerging trends do you see in the shade category?

Sanches: Interest in the vintage look is growing. People are searching for something more interesting than the straight lines of a market umbrella. Millennial customers want to add personality to their outdoor spaces.

I am seeing more patterns, colors, and custom cutting (with a nice drape or valance). People want not just one color, but multiple colors that work together in the way throw pillows would work together on a sofa or bed. They also want to see a variety in umbrellas—not just an assortment, but the actual finished items themselves.

These aren’t passing trends, either, but something that’s going to have longevity. We are also experiencing an evolution in manufacturing capabilities. Fabric and textile mills are coming out with more varieties because products need to be more niche oriented to meet consumer needs.

Which California Umbrella products are gaining the most momentum for 2018?

Sanches: Our business is growing, and we are growing in different areas for different reasons, so it’s hard to p inpoint specific products. One overall shift I’ve seen in the umbrella marketplace is probably a rise in the popularity of cantilever umbrellas.

What a cantilever does is add value to a traditional product, and it does it with a better cost—so it’s more profitable, with more margin. We have a few cantilevers in our line that are a good fit in the retail industry, including our custom autotilt product, so this category continues to skyrocket for us.

How are you working to serve retailers better?

Sanches: Our website (www.californiaumbrella.com) is an example of a product we’ve created that is new and that is having a powerful impact on our business. It’s fully integrated into our operating software for the business, so orders placed through the site are on our production floor in minutes, and we’re able to turn around orders for stocking-program items the same day we receive them.

So that retailers can create more custom products to differentiate them in their markets, we offer one-piece minimum orders. Our website also gives retailers who want to sell a wide assortment online (without stocking anything) the ability to leverage our inventory with superfast lead times. We can typically fulfill an order for express items within six hours.

What does the future hold for California Umbrella?

Sanches: The future is exciting. We have a young, aggressive mindset, as a company, but we also like to have fun. I really want to see all of the plans and progress that we’ve been working on bear fruit.

I can tell you that we are going to be a solid partner, do things the right way, be easy to work with, treat people ethically, and be responsible for our products. We have grown in double digits every year for the past five years, and there is no reason for that momentum to slow down any time soon.

Circle Reader Service No. 43

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MY TURN Amari

WINNING FORMULA NorthCape builds a close connection with its customers.

N

orthCape Inc. (Alsip, Illinois) does more than make beautiful outdoor furniture. As it enters its 20th year of operation, the dynamic company has learned many lessons that are making it stronger and more customer centered. Tom Murray, owner, says, “We are in business to help our dealers succeed.” He explains that by meeting their needs, the company has been able to creat e products that don’t just look good; they sell. “Furniture sitting on a showroom floor that’s the wrong price or style for a particular market doesn’t do anyone any good,” he says.

From the beginning, NorthCape’s guiding principle for every piece of furniture it introduces into the mar-

ket has been rooted in its style–comfort–value model. “We haven’t wavered from it, over the years, and I think that is a victory of consistency for us,” Murray says, adding that consistency is crucial in an ever-changing market. In addition, being connected to customers is the cornerstone of the company’s growth. He adds, “We spend most of our time listening to our customers so we can create the right products—and then keep finetuning them.”

NorthCape reaches out in many different ways to get feedback—from representatives’ councils to focus groups and open discussions. Murray explains that it can be challenging to identify exactly what customers want

Avant

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because they often don’t know themselves. “We have to listen between the lines,” he says. “Sometimes, it’s obvious, but other times, it comes to us in hints or is revealed by the numbers. It even means watching what others are successful at (when we may have missed it).”

Every product that NorthCape has produced in the past 10 years is a result, in some way, of dealer/customer feedback. “We ask them questions: How does the market value a particular product? At what price do we need to sell a product so dealers can make a good margin? What total production and transportation costs make the most sense? Our style is not to throw spaghetti at the wall and hope it sticks,” Murray says.

“We gather all the facts that are available so we can make decisions that ultimately boost a retailer’s bottom line.”

According to Murray, today’s consumer marketplace, in general, is much more efficient than it has ever been. People have tools at their disposal that make shopping extremely efficient and that put them in charge. They can typically get any product they want—for the lowest

BY SHARON SANDERS

price available. “Fighting that market is crazy; that’s why we don’t compete solely on price. This is another reason that being connected to customers and listening to exactly what they want is more important than ever,” Murray says.

A BRIGHT SPOT A few years ago, NorthCape made the decision to move its cushionmanufacturing operation, which Murray considers one of the brightest spots in the business, to the United States. This allows the company to offer customers a wide set of options, with a much shorter turnaround time. In 2017, the company increased its manufacturing capacity (by 50% more than needed) to prepare for future growth.

“The ability to customize cushions is one thing that sets specialty retailers apart from the big-box stores, so there is lots of opportunity—not to mention that fact that we compete with outlandish turnaround times, in some markets,” Murray explains.

“Now that we have increased our capacity, more dealers than ever are discussing how they can rev up their special-order business.”

The company recently introduced a universal-cushion program that

Circle Reader Service No. 45

MY TURN makes it possible to mix and match cushions among nine different furniture groups. If a customer wants a specific color or fabric, a dealer can just take cushions from one set and put them on another. “It’s basically a flexible special-order program, right out of a dealer’s current stock,” Murray says, adding that the program is, by far, the most popular in the company’s cushio n line.

This year, the company is also rolling out an aggressive replacement-cushion program to take further advantage of its expanded capacity. “If I look at cost of investment versus return, the cushion factory is probably the best thing we’ve ever done,” Murray says. “We put our money where the opportunity is.

That’s how we operate.”

The company sees innovation as an ongoing factor in its strength and longevity. Murray says, “Innovation doesn’t always mean just inventing

something new. It can also mean improvement, which comes in the forms of how a product is produced, the materials that are used, fine-tuning design, creating different price ranges, or offering lower delivery costs. If you start to believe in your success as some kind of magic, you are going to look back and realize the reason for t he magic was that you were innovating for the market.”

STANDOUTS FOR 2018 NorthCape continues to expand its range of products to stay in step with the market. It recently added a number of accessory items, including fire tables and furniture covers, to complement its already-robust offerings.

“Many dealers who have been with us since the beginning think of us as one type of manufacturer, but if they haven’t re visited us for a while, they will find many new things they like,” Murray says.

He mentions that he has been seeing growing consumer interest in eclectic design. “The trend of mixing products together outdoors is finally hitting the mainstream,” he says. “It used to be relegated to high-end outdoor design, but it is now showing up at the big-box level. If one looks at what mass merchants are doing, it’s ge nerally an indicator that the mainstream market is ready for it.”

NorthCape is introducing three collections this year that lend themselves to the mix-and-match style: Portofino, Amari, and Edgewater.

All three are transitional-style collections that hit different price levels and types of comfort. The Portofino collection has a high back, for a more relaxed feel; Amari features a standard-height back ; and Edgewater was designed with a modern low profile.

All three collections feature sofas, sectionals, swivel rockers, and swivel gliders. “They all work well when

mixed with our teak and aluminumwood tables, as well as with other accessories,” Murray explains.

NorthCape’s goal, above all else, is to make its dealers successful. “We are in a fashion-driven industry, so it’s nice to get industry design awards, but I constantly have to remind myself and my staff that winning awards can’t be the driver for our business,” Murray says. ”We can’t get attached to a project. If one aspect of it isn’t going to work for our dealers, we have to abandon it and stay focused on our priorities. Everything else will take care of itself.”

Starting this year, the company is planning to move away from some of its lower-end products so that it can maximize areas that add value for its dealers (such as its cushion programs). Murray predicts, “There is a lot of good change on the horizon, and we are going to continue adjusting to the market.”

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Circle Reader Service No. 46

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191 Jalyn Dr New Holland PA 17557

Circle Reader Service No. 47

PRODUCT INNOVATION RH Peterson’s breakthrough hearth and grill products have helped shape the industry.

The Real Fyre vent-free G19 system with an oak log set

BY MAURA KELLER

THE INNOVATORS I

n 1949, Bob Peterson, founder of RH Peterson Company (City of Industry, California), was having dinner with a friend of his who owned a restaurant in Pasadena. The restaurant’s focal point was a wood-burning fire, and the owner shared with Peterson that although he had fine staff members, he couldn’t get them to keep the wood fire lit.

Being a inventive metalworker, Peterson thought about his friend’s problem fireplace. Like many wood-burning fireplaces in Southern California, it already had a gas log lighter in it.

After going back to his home lab, Peterson fashioned the first modern gas log.

He created the burner and log style and installed the unit in his friend’s restaurant. The owner of the restaurant showed off this gas log to other restaurateurs who had gathered for a meeting. As a result, several of them asked for the same contraption to be installed not only in their eateries, but also in their homes—and that is how RH Peterson was born.

Today, as the company approaches its 70th anniversary, it is a leading manufacturer of fireplaces, firepits, outdoor kitchens, and high-end grills. Jerry Scott, senior vice president, says, “As far as our product lineup goes, our sales encompass an almost 50–50 split of fireplace and patio products. Within the fireplace category, this includes our Real Fyre vented gas logs, vent-free gas logs, and direct-vent inserts. In patio products, this includes Fire Magic® grills, American Outdoor Grill (AOG) products, and American Fyre Designs™ fire features.”

As Scott explains, RH Peterson is well known for its beautiful and natural-looking log sets. One of the newer log sets, which has been well received in the marketplace, is the company’s Charred Mountain Birch. Reminiscent of deeply charred aspen or birch,

the Charred Mountain Birch product at a trade show, and that has resulted in a lot of interest from retailers and consumers alike.

GRILLING IT UP RH Peterson is the proud The Real Fyre manufacturer of Fire Magic Charred Mountain grills, which were the brainchild Birch log set of Fire Magic’s founder, Harold Keck. Back in 1937, Keck explored his An island from vision of what modern outdoor entertaining could the American be by creating barbecue outdoor-cooking equipOutdoor Grill brand ment. Fast-forward 81 years: Keck’s vision and engineering brilliance live on in the Fire Magic products that RH Peterson manufactures.

Known as the backbone of the company’s line of high-end grills, Fire Magic grills offer the highest quality and performance while also including interesting features that have grown in popularity in the past few years. One of these features is the Magic View window, which a llows users to monitor grilled foods without lifting the hood and losing valuable heat.

Scott explains that the Magic View window is made of heat-resistant transparent ceramic glass. Due to its high thermal resilience, the window is not affected by extremely high temperatures. The designed airflow within the grill these logs boast handpainted bark detail and natukeeps smoke and grease away from the winral colors, for an authentic look. dow—allowing users to monitor the cooking “This seems to be in step with the style of process and minimizing buildup (and cleaning).

“More than one-third of the grills we sell now today’s homebuyers, who are looking for a more include the Magic View window,” Scott says. modern look (and tend to like black-and-white eterson introduced The Fire Magic Echelon Diamond grill is a designs),” Scott says. RH P

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Circle Reader Service No. 49

PRODUCT INNOVATION favorite among grilling aficionados because it offers beauty, innovation, and high-end performance. The optional Magic View window is a key feature of this product line, but so are its state-of-the-art hot-surface ignition and blue backlit knobs, which appeal to outdoor-grilling enthusiasts.

Of course, no outdoor space would be complete without a fire feature. A recent addition to RH Peterson is the American Fyre Designs product line. Formerly known as Designs by Garry, this product line was purchased by RH Peterson and rebranded as American Fyre Designs. The line melds well with the growing interest in outdoor rooms on the part of consumers.

“Our American Fyre Designs line is very popular,” Scott says. “The line includes firepits, fire bowls, fire tables, and outdoor fireplaces—essentially, products that bring inviting and warm elements to an outdoor patio. We continue to introduce new styles and types to our American Fyre Designs line.”

The company’s new fire bowls have proved popular among consumers, thanks (in part) to their simple, contemporary design and versatility of use. While RH Peterson offers a variety of different styles and sizes, the new Bordeaux, Louvre, and Cannes lines are the latest additions to the company’s product offerings and are available in various textured finishes.

Under its AOG brand, RH Peterson has introduced

and more money in this aspect of their homes,” Scott says. “They are basically— with fireplaces, patio furniture, and outdoor kitchens— creating an entire living space outdoors.”

He continues, “This fits the trend: People want to stay at home more, rather than going out to eat. They would rather prepare and cook meals in their homes, so they make their homes as inviting and enjoyable as they possibly can.”

In the products that RH Peterson is currently offering and plans to offer, the company is following the smarthome trend. Scott believes that the industry will see more products with Wi-Fi and Bluetooth connectivity.

“Right now, we have log sets that you can turn on and off with a remote, while also controlling the height of the flame,” Scott says. “The entire industry is beginning to follow the trend of being inside the house and monitoring the doneness of the food on the grill, as well as the temperature. I think it is going to be happening soon. Both grilling and hearth industries are moving to high-tech elements.”

A grill from the Fire Magic series

an island package that includes a built-in grill, side burners, storage drawers, and a barbecue island with a base of glass-fiber–reinforced concrete and a polished countertop. “It’s simple to order, and our retailers use it as a display in their stores, but consumers also like the idea of getting a built-in grill—right away—that they can install in their backyards and use that weekend,” Scott says.

TRENDS TO WATCH As the concept of outdoor living continues to take hold, more and more consumers like to put in customized outdoor rooms and outdoor kitchens that match the styles of their homes. “Consumers are investing more

Circle Reader Service No. 50

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Circle Reader Service No. 51

CORPORATE PROFILE

THE FABRIC EXPERT

Sunbrella fabrics used indoors

Sunbrella continues as a leader in high-performance textiles for both outside and inside the home.

Ballard Designs performance fabrics by Sunbrella

BY KIMBERLY RODGERS

P

erformance-textile manufacturer Sunbrella® (Glen Raven, North Carolina) continues to push boundaries this season with a selection of new, innovative, and trendsetting fabrics. Introduced in 1961, Sunbrella fabrics are manufactured and marketed by Glen Raven Inc., a 138–year-old family-owned company with operations worldwide.

Hal Hunnicutt, vice president of marke ting for Glen Raven, says, “Over the past few years, we have taken a different approach to our stocking program.” In addition to providing its standard outdoor line (the Elements collection), each year, Sunbrella offers its customers a new collection that tells a story from a particular point of view.

This began, a few years ago, with Icon, which features vintage stripes, solid plain weaves, and pops of color— drawing inspiration from Sunbrella fabrics from the 1960s and 1970s.

Next was the Cabana collection (influenced by colors at the beach), followed by the Shift line, which offers a contemporary take on classic patterns.

This year’s offering is the Sunbrella Makers collection (introduced in September 2017), which honors artisanal fabric-formation techniques from all over the world— using today’s advanced manufacturing processes. For example, Midori is inspired by traditional Japanese shibori dyeing—an ancient art that involves binding, stitching, folding, twisting, and clamping fabric to create a one-of-a-kind design. Midori’s handcrafted look is on trend right now, Hunnicutt comments. He adds, “We have received a great reception on the entire collection.”

The Makers collection offers an alternative to traditional solids and stripes with fabrics that offer more visual interest. Hunnicutt says, “There is a lot more character in the fabrics, since the designs draw inspiration from techniques that are inherently imperfect and unique.”

Today’s consumer—of everything from clothing to cars to indoor and outdoor home furnishings—increasingly desires a more customized look and style (to stand out from the

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c rowd). As the traditional patio continues its transition to a richer living space, he notes, more buyers will seek unique, standout outdoor designs, such as those from the Makers collection.

DESIGN EXPERTISE Hunnicutt credits Sunbrella’s design team with the inspiration for the company’s stylish collections. “They are the driving force behind that,” he says. Designers receive much of their creative spark from t raveling to places around the globe. He adds, “They come back and translate the trends they see coming into unique designs to offer our customers. This helps us always to try to stay ahead of the curve.”

Creativity also comes from designers who tour art fairs and visit retail stores while traveling. They also pay close attention to the latest trends in fashion and color.

The Makers collection took one of fou r Platinum ADEX Awards that Sunbrella received this year.

Hunnicutt also notes the contribu-

tions of award-winning designer Sherri Donghia. He says, “She works as an adjunct member of our design team. She draws on her experience in running her family business and uses her expertise in fabric design to provide direction to our team’s efforts.”

Other notable design experts Sunbrella collaborates with are Joe Ruggiero and Richard Frinier. As an internationally acclaimed and award-winning designer, Frinier has focused his career on product designs for furniture, textiles, lighting, and accessories. “His lines have always performed very well for us.

He has a strong reputation in the industry and is one of the best casual-furniture designers around,” Hunnicutt says.

The Architexture collection by Richard Frinie r made its debut at the December 2017 Showtime Market (High Point, North Carolina). The line is centered on strong, bold prints inspired by architectural elements from around the world. Frinier specifically drew creativity for the collection from the

I

INSIGHT KINGSMAN

Kingsman continues to expand its footprint in North America.

BY CHERISE FORNO

A linear fireplace from the Barbara Jean collection

AGROWING FORCE Ever since Kingsman Fireplaces (Winnipeg, Manitoba) developed its first wood stove, in 1976, the company has been a leader in the industry, branching out to manufacture innovative fireplaces, inserts, freestanding stoves, and firepits for customers throughout North America.

Russell Reyher, founder, designed a collection of gas fireplaces and freestanding stoves at a time when gas appliances were not common in the hearth industry.

His foresight helped him pioneer the line before gas products experienced a significant rise in popularity. Dave Ivey, national sales manager, says, “The company continues today as a second-generation family-owned business.”

The founder ’s son, Ed Reyher, is now the company’s president, with other family members and longtime employees leading Kingsman to expand and improve its product offerings continually.

Its fireplaces, inserts, and freestanding stoves are available in both natural-gas and LP models.

Kingsman offers a variety of styles, features, and design elements, so customers can assemble unique products that are ideal for the home, office, or backyard. In addition to representing brand-name

The Bentley 48 fireplace from the Marquis brand

products, as the company has done since its inception, it has branched out to manufacture products under the Kingsman name.

“We now offer complete gas fireplaces, inserts, and stoves under the Kingsman and Marquis brands,” Ivey says, “as well as a full line of outdoor gas products under our Barbara Jean collection brand name.” In the Marquis collection, which debuted in 2014, the Bentley zero-clearance directvent fireplace models create attractive flame patterns while adding warmth and ambience to living spaces. To achieve a more traditional look and feel, the Bentley fireplace can be used with a log set; for a modern flair, it can

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be paired with a glass tray and contemporary rocks, decorative stones, ember glass, ember chunks, or cannonballs.

Bentley fireplaces offer an eye-catching see-through viewing area for displaying these design elements. Customers also have the option of selecting from several designer doors. The Bentley 48 provides customers with an even larger viewing area.

“The Bentley collection is one of our most successful directvent lines, along with our Infinite linear-fireplace family,” Ivey says. “We are also seeing strong growth with our Barbara Jean collection.”

The zero-clearance direct-

vent gas fireplaces are in demand and showcase Kingsman’s ability to design high-quality products with attention-grabbing flames and features. The Infinite 35inch, Infinite 42-inch, and Grand Infinite 60-inch models are efficient fireplaces that also operate as beautiful centerpieces, making a lasting impression.

The recently added Barbara Jean collection includes many customizable products that allow consumers to assemble a modern, warm outdoor fire. Products such as firestands, fire tables, and linear fireplaces have been well received by customers who want to enhance their outdoor-living areas by adding continued on page 80

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I

A wide price range appeals to consumers with different budgets

INSIGHT LANDMANN USA

Hot new grills and firepits from Landmann USA charm outdoor chefs.

BY CHERISE FORNO

FIRE IT UP With the consistent release of innovative, high-quality smokers, grills, firepits, and accessories, Landmann USA (Fairburn, Georgia) continues to establish itself in the U.S. marketplace and build on decades of experience from its parent company, Gebrüder Thiele Group (Bremen, Germany), a family-owned business established in 1848.

Todd Burns, Eastern sales manager and national specialty distribution manager, says, “We’re young in the United States, but we’ve got quite a pedigree. We’ve been one of the leading producers of grills and smokers in Europe for many years.”

Landmann USA began business in the United States as Consumer Products Inc., with an emphasis on OEM customers. In 2004, the company started manufacturing its own products, as Landmann USA. Since then, it has seen enormous growth and success in the marketplace and has greatly expanded its product lines, offering entry-level, midrange, and premium collections for retailers and their customers.

“We’ve had a lot of success, both with brick-and-mortar stores and online,” Burns says. “We are

The Avalon II grill The Ardor five-burner grill

seeing Landmann’s growth in the backyards of the United States.”

He ex plains that one of Landmann’s goals is to keep creating the highest-quality products possible at every price level, so that there is a wide variety available in products for discount, specialty, and high-end retailers.

“A lot of new products are coming from us,” he says. “We are a grill company; we innovate grills.” This season, Landmann expanded its gas-grill line with its entry-level Precision Chef line and its midrange, durable Avalon line; its higher-end Professional Ardor line debuted last season. “We are trying to establish a presence in the specialty marketplace,” Burns says.

Professional Ardor series grills use PTS+, which spreads heat more evenly than the competi-

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tors’ grills that Landmann USA has tested, Burns notes. PTS+ also eliminates or greatly reduces sustainable flare-ups and makes the grill easy to clean.

Landmann USA is also focusing on its pellet category. Burns explains that retailers are responding well to its new pellet grill because it is an excellent way for stores to increase their product offerings and gain new customers.

A pellet grill is a great alternative to a traditional smoker, especially for less-experienced consumers. “It makes smoking very easy for a first-time user,” Burns say s.

Landmann’s new pellet kettle

grill and smoker combines a traditional grill design with modern features for added The pellet convenience. The kettle grill grill provides users with an easy way simply to set the temperature and achieve wonderful cooking results.

“We’re really proud of our new pellet kettle,” Burn says. “The pellet marketplace has been growing consistently.” The company’s unique kettle-grill concept uses a round shape for optimal heat circulation and temperature control. It also provides chefs with grilling, searing, and direct-cooking abilities. Burns reports that he has seen customers walking toward the grill and lifting the lid before even realizing it’s a pellet grill. “It’s a shape that the U.S. consumer is very familiar with,” he

says. “We didn’t want to introduce something that looked like what was already on the market.”

The new Kepler kettle grills are available in standard and premium models (which include a pizzaoven kit, so customers can have more cooking options without purchasing an additional appliance). Burns explains that the outdoor pizza oven adds versatility to this product and addresses consumer requests.

He adds that this is an exciting time to be involved in the grill industry because the company is able to respond to customers’ wishes by creating a wide variety of cutting-edge products and features.

“That has been a growing trend in the backyard for quite a long time now,” Burns says. “It’s a really fun time to be in the grill business.”

Landmann’s new Vinson line of smokers will be introduced this year. The Vinson 200, 300, 400, and 500 offset smokers are capable of smoking, direct cooking, and indirect cooking. The Vinson 32inch vertical cabinet smoker offers a full-view window, insulated doors to minimize heat and smoke loss, and meat-hanging hooks.

Landmann’s two charcoal-grill models can also be used as smokers, with an offset smoker box. The Bravo Premium and Vista grills give customers many options.

“We are working on offering something for any consumer, at the highest quality, at any price level,” Burns says. Landmann has applied this principle to its wide array of stunningly designed firepits, which deliver superior style and performance at competitive prices, Burns notes. The company’s extremely diverse line of firepits has unique cutout patterns in the fire bowls. These, illuminated by firelight, include the Stars and Moon, Bears and Paw, Wildlife, Western, Firewave, and Weave designs. “We do a fantastic job with firepits,” Burns says. “We have a very in-depth line; we’ve had a lot of success with this.”

Landmann is expanding collections even further into the outdoor industry with its Pantera collection, which provides portable grilling products for people on the go. The Pantera portable gas grill

has a folding steel cart to make it easy to move. It can be folded for easy storage in an upright position, but quickly expanded to stand for tailgating or other outdoor activities. The line also has grill kits that can be carried by backpackers or used for other

camping/travel occasions.

Landmann USA is striving to carve out its own place in the U.S. grill industry while investing in its company and products to bring Landmann to the same level as its parent company in Europe. It will do this by noticing and responding

to customer and retailer requests; designing stylish products to enhance outdoor-living spaces; and manufacturing high-end grills, smokers, firepits, and accessories with every consumer in mind.

“Landmann is definitely here to stay,” Burns says.

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Circle Reader Service No. 57

MAY/JUNE 2018 | PATIO & HEARTH PRODUCTS REPORT • 57

PERSPECTIVE

FUELINGDEMAND Enviro boosts gas offerings in response to growing consumer demand for no-fuss hearth products.

BY GREG THOMPSON

S

tuart O’Connor can’t ignore the numbers. As vice president of Sherwood Industries (Victoria, British Columbia), parent company of the Enviro® family of fireplaces and stoves, O’Connor has seen huge increases in demand for gas hearth appliances. The family-owned Enviro has responded with numerous gas fireplaces, including models with a modern flair. These are relatively new for the company, which is just a year shy of its 30th anniversary.

“Our gas linear line (C34, C44, and C60) has grown a lot faster than we expected,” O’Connor says. “We knew we were coming to that market very late, with many of our competitors already selling linear units. We had our work cut out for us.”

Enviro engineers made up for lost time by creating “the best flame we could,” O’Connor says, while working to bring down costs as much as possible. The effort paid off, with the company delivering linear fireplaces with great value and striking aesthetics. “We knew our dealers wanted something different and of high value,” O’Connor says. “Without those attributes, they wouldn’t give us a chance.”

The company plans to build on that hard-won trust with a new line of gas fireplaces, as well as two new gas inserts.

The new G series gas fireplaces have three sizes to accommodate numerous design specifications. The smallest of the group, the G39, will put out 30,000 Btu and measure 39x33 inches. Joining it will be the G42 (40,000 Btu and 42x37 inches) and the G50 (48,000 Btu and 50x39 inches). Availability for these models is planned for summer 2018.

“We have also designed two new luxury gas inserts, the EX32 and EX35, which were launched in May 2018,” O’Connor says. “The EX32 is 32,000 Btu and is 27 inches wide, 16 inches deep, and 19 inches tall, while the EX35 is 35,000 Btu and is 32 inches wide, 17.5 inches deep, and 20 inches

Stuart O’Connor

tall. Both units come with ember and firebox lights.”

O’Connor attributes the industrywide shift toward gas, particularly over the past five years, to consumers’ desire for ease and convenience. “The industry, in general, seems to The G42 traditional be shifting away from wood gas fireplace stoves and replacing them with gas models,” he says. “Websitemodel will be coming out later this traffic analytics show that each year, year, and it’s called the Westley.” consumers are increasingly searching The seesaw nature of consumer taste is a bit more predictable, thanks to for gas products, over pellet or wood O’Connor’s reliance on hard analytics. products. On many of the renovation Having analytics allowed Enviro to shows, I would say, 90% of the time, respond quickly to strong growth in consumers are switching out wood more modern designs (such as the C stoves and fireplaces for gas units.” in the series linear units) while also recognizEnviro’s considerable boost gas category has challenged expectaing that cast-iron traditional designs tions among the company’s longtime were on the rise. customers. O’Connor reports, While he feels that pellet fireplaces “Getting dealers to think of us as a gas and stoves might not be particularly company, not just a pellet company,” hot right now, O’Connor is convinced has not been easy. It’s taken years of that the sector is not going away; that confidence has led to continued suphard work and good products to shift port and investment in the category. the market’s view—and even now, the One example is Enviro’s work with a battle continues. technology lab to design a new touch“At every sales meeting, our first screen control system. report is always what consumers are The goal is to develop a control looking for on our website; 10 years ago, it was 80% pellet, 10% wood, and system that’s current without sacrific10% gas, but now, it has completely ing ease of use for consumers. “We reversed. We’re seeing interest that’s have tried some of the European concloser to 80% gas, 10% pellet, and 10% trol systems,” O’Connor says, “and wood. It’s very exciting to see all our they can be overly complicated and a bit less consumer friendly. We’ve hard work pay off,” O’Connor says. been working hard at finding the In spite of the rise in gas-sector right balance for the system, but we demand, Enviro has no plans to neglect also want to be sure it is reliable and wood and pellet fireplaces and stoves. well tested before we offer anything Prior to the global recession of 2009, to our dealers.”

Enviro sold a lot of cast-iron products.

At that time, when cost became a bigWhether for gas, pellet, or wood ger concern, demand decreased. appliances, Enviro’s demographic sweet In the past few years, however, spot remains the 35-to-60 age group, O’Connor has seen a resurgence of with at least one eye on millennials who interest in cast iron. He says, “We are are starting to purchase homes. With currently developing a new smaller, that in mind, Enviro just released a new iPhone/Android app. As for the preferthree-sided, 30,000 Btu gas stove based ence shift toward gas, O’Connor says, on our successful larger Berkeley. That

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“The aging population partly explains that trend because the older generation is more likely to value the convenience of gas over pellets or wood.”

As fireplace manufacturers know all too well, anticipating demand is only one piece of the puzzle. The EPA New Source Performance Standards (NSPS) have had Enviro, like many manufacturers, testing and retesting products.

“Just in the past five years, we have had NSPS wood-stove and pellet-stove testing, requiring us to retest all of our models,” O’Connor says. “On the gas side, we have adapted to new safetyscreen regulations, new CSA P.4 testing requirements, new hot-air–explosion testing, net-zero regulations in some areas (such as Vancouver and California), and the phasing out of standing pilots, here in British Columbia and in other territories. It’s been a lot of work for us—developing products while also keeping up with changing requirements.”

O’Connor spends his energy on quickly and efficiently adapting to regulations already passed and supporting industry efforts, where appropriate. “At the end of the day, many of these regulations—the screen requirement, for example—were created based on safety for kids (or to create more efficient products). Those are hard to argue against,” he says.

“On the lobbying side, we have had some small victories, which I am sure all of us appreciated, as manufacturers, and it’s always important to try and strike that balance,” O’Connor continues.

“I’m certain we can credit the hard work of groups such as the Hearth, Patio & Barbecue Association as representing our industry well and having a mitigating influence over some policy changes that could otherwise have been even more difficult to accommodate.

Overall, I’m confident about the future, and our dealers are going to like what we have coming down the pike.”

Circle Reader Service No. 59

The Bay Breeze collection sectional

LAST WORD

Swivel Adirondacks

ULTIMATECONTROL C.R. Plastic Products uses vertical integration to increase profits and reduce prices.

BY C H E R Y L D A N G E L B A R TO L I N I

C.R. Plastic Products (Stratford, Ontario) likes to be in control.

Not every company has that option, but this one does. It has control over virtually every aspect of how its HDPE plastic products—popularized by its iconic Adirondack chair—are made, because the company is vertically integrated: It manufactures everything from scratch.

Ted Scott Ted Scott, vice president of sales and marketing, says, “We buy the recycled postconsumer plastic, grind it up, extrude it into molds, run it on robotic lines, and send it to our customers. Because we are vertically integrated, we have control over our costs.

We haven’t had to raise our prices, and we are very competitive in the marketplace.”

Over the past five years, the company—headquartered in a 300,000–square-foot facility—has focused on offering its customers more products, along with the support to back them. The company has come up with a strong program for its specialty retailers and has added more collections and colors. It has gotten into new products (such as deep seating) while expanding its sales base and its manufacturing facility.

“We have our eye on the ball. We’ve experienced double-digit growth every year for the past five years,” Scott says, crediting the company’s vertica l integration and its alliances with specialty retailers for its tremendous growth.

He adds, “We’ve had exponential growth, which also has to do with strengthening in this

category.” Scott points to the company’s push to look beyond dealers that have garden centers, going to hearth dealers and larger specialty-furniture chains. “We’ve even gotten into the pool/spa world,” he adds.

Four years ago, the compa ny sought new partners in Europe and the Caribbean.

The Adirondack chair, named for its 1903 origin in New York’s Adirondack Mountains, is now sought after in Germany, the United Kingdom, Sweden, Norway, and Belgium, as well as being found on dozens of beaches in the Caribbean.

International sales “have been really strong for us,” Scott adds. “We’ve also focused on the contract business, including everyth ing from golf courses to resorts, condo living, national parks, and provincial parks. We’ve even moved into the specialty camping world. These are some of our areas of big growth.”

It is the Adirondack chair that grabs the highest volume of the company’s sales. Many of the newer product introductions, however, are also gaining ground. The Generation line includes a variety of classic Adirondacks, from lo ve seats and uprights to swivels. For those wanting a more contemporary style, there’s the St. Tropez collection, which includes chairs, chaises, and dining pieces. The hugely successful deep seating collections feature a variety of pieces and use recycled plastics combined with Sunbrella® fabrics—the only fabrics that C.R. Plastic Products uses.

The Bay Breeze Coastal and Stratford collections featu re everything from swivel armchairs to

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sectionals, along with coffee tables and end tables.

New for 2018 is the Harvest collection, a cabinstyle pub/dining collection, which has been well received. “The Stratford and Bay Breeze deep seating collections moved us out of traditional deep seating,” Scott says. “These collections may be found at the pool or condo (or in more formal settings), but they are 10 0% ready for the outdoors because we use only Sunbrella fabrics.”

These new products came in answer to customers’ requests. “We get very close to our customers and listen to them to find out what their needs are,” Scott explains. For instance, the company has introduced two new colors of plastic: a rustic burgundy (new for 2018 and already a big seller) and a bright turquoise.

Other introductions include a new, patented swivel mechanism, in use across all the collections, that does not use any metal. “Many manufacturers will use metal in their swivels, but we have a design that is plastic and is 100% maintenance free. That’s what our customers wanted—so for us, it’s a big deal,” Scott says.

He explains that listening to consumers and their dealers has led to the introduction of many new products, colors, and fabrics, in addition to prompting the company to move into deep seating. “That makes us unique,” Scott says, adding that more introductions, features, and functionality are in the works for 2019.

Sales show no sign of slowing. “I was reading a report, not long ago, and it said that consumers feel it is important to be environmentally responsible. From the beginning, our mission has bee n to reduce environmental impact,” Scott explains.

He adds that every Adirondack chair uses the equivalent of 579 milk jugs, which are upcycled into beautiful pieces of furniture instead of being continued on page 80

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what’s new 6 HOT PRODUCTS TO SELL NOW

ORTAL Just in time for summer, Ortal provides a cost-effective fireplace solution for indoor/outdoor entertaining. Enjoy this efficient two-in-one system with a perfectly sealed window to the outside. With Ortal’s Cool Wall technology, a television or artwork can be hung directly above the fireplace, indoors and outside. Want to become an Ortal dealer? Contact: (844) ORTAL-HEAT or www.ortalheat.com.

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NORTHCAPE Bring the indoors outside with NorthCape’s upholstered Studio collection. Allweather upholstery in ash gray and a sturdy aluminum frame in a popular gunmetal finish provide the look of indoor furniture, with the durability of furniture that’s made to live outside. Quick-ship cushions are available in 14 fabric options. Contact: (708) 563-2890 or www.northcape.com.

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WINDWARD DESIGN GROUP

VALOR FIREPLACES/MILES INDUSTRIES The new Madrona Modern adds a combination to the Madrona family: the Madrona Modern with black sides. Earlier in 2018, Valor introduced the Madrona Modern with almond white or pewter sides. The introduction of black provides dealers with contemporary aesthetic choices in a radiant gas fireplace for today’s customer. Contact: (800) 468-2567 or www.valorfireplaces.com.

The Cape Cod collection has been redesigned for the 2018 season. Now, the dining chairs and chaise boast seat heights that are 2 inches higher than the standard level, with coordinating dining tables, creating a unique pitch and an increased level of comfort for many consumers. Contact: (941) 359-0890 or

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FOREMOST GROUPS/VERANDA CLASSICS

www.windwarddesigngroup.com.

The Milan 42-inch round TerraFab firepit is made using Veranda Classics’ proprietary TerraFab technology and is CSA certified. It features a 40,000 Btu stainless-steel burner, and it comes with glass firebeads and a weather cover. Contact: (847) 888-2013 or www.verandaclassics.com.

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GREEN MOUNTAIN GRILLS Convert your Green Mountain pellet grill into a wood-fired gourmet pizza oven. The pizza-oven attachment captures and funnels the heat up and into the steel baking chamber encasing the pizza stone. This process raises the internal temperature to that of a real wood-burning pizza oven, with temperatures above 800 degrees, allowing you to cook ristorante-quality pizza in two to four minutes. It’s also great for searing steaks. The attachment fits the Daniel Boone and Jim Bowie models only. Contact: (800) 603-3398 or www.greenmountaingrills.com.

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PRODUCT PROFILES aurora deeP SeaTiNG

orTaL’S excLuSive Power veNT With the technology of Ortal’s power vent, you can design without limitations.

Place your fireplace nearly anywhere—in a downstairs living room, upstairs bathroom, studio apartment, or sprawling resort. With flexible placement, versatile technology, and installation options, power vent allows you to rekindle creativity. Do you want to become an Ortal dealer? Contact: (844) ORTAL-HEAT or www.ortalheat.com.

Fresh, forward, and fabulous: Agio® gives retailers new looks and new opportunities to maximize sales to homeowners who want to take entertaining outdoors to bold and elegant new levels. With coordinating collections that combine outdoor seating, dining, and firepit-chat options such as the Aurora deep seating group (shown), consumers have the opportunity to create comfortable, engaging settings for any outdoor area, large or small. New contemporary looks in handwoven all-weather wicker are framed in rust-free aluminum and steel and feature trendsetting new color/pattern combos in top-name weatherresistant cushions. Contact: (888) 997-7623 or www.agio-usa.com. circle reader Service No. 104

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G39 c.r. PLaSTic ProducTS SwiveL adiroNdack Inspired by the design and comfort of the best-selling upright Adirondack chair, the swivel Adirondack adds a unique element to any outdoor space. The swivel Adirondack is constructed with a patented swivel mechanism that uses only plastic surfaces to rotate and has no metal hardware. Constructed from up to 100% recycled HDPE plastic and tested in 10 years of Arizona UV spectrum, this chair is unique, beautiful, and versatile. Contact: (800) 490-1283 or www.crpproducts.com.

The G39 is the first model in Enviro’s new line of gas fireplaces.

Burner options include a glass burner, a traditional or driftwood log set, and the new birch log set. A variety of liners and slim face finishes will let you style your G39 to fit perfectly in your home. Additional features—such as the firebox and ember-bed lighting, as well as a built-in Cool Surface system—set the G39 apart from the competition. Contact: (250) 652-6080 or www.enviro.com. circle reader Service No. 105

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PGS LeGacy T SerieS GriLL

couNTry LaNe’S SaNTa Fe PaviLioN

Introducing AEI’s new PGS Legacy T series commercial/residential timer grill: It’s available in 30-, 39-, and 48-inch sizes. It features an integrated 60-minute mechanical timer; theftproof, insulated control knobs; laser-etched markings; heavy-duty commercial components; a one-piece, ADA–compliant, stainless-steel pedestal mount (shown); and a one-year commercial warranty. It is Intertek certified. Contact: (949) 474-3070 or www.aeicorporation.com.

The handcrafted Santa Fe pavilion has a unique, contemporary look that will add drama and sophistication to any backyard.

Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These showstopping Santa Fe pavilions will enhance your home and landscape, making them resemble a work of fine art.

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

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GraMercy FirePiT wiTh keNSiNGToN SoFa

BeLLa 60-iNch rouNd diNiNG SeT

Make an architectural statement with the new Gramercy firepit’s high-performance outdoor porcelain-tile tabletop. It’s available in graphite, nimbus, or plank finishes on a Sherwin-Williams® dark rum frame and is enabled to use LP or natural gas. The classic design of the Kensington sofa, which is crafted in premium marine-grade SolTeak™ in a weathered finish, brings the warm, natural feel of wood to this setting.

Marine-grade SolTeak is virtually maintenance free. Contact: (855) 502-9988 or www.cabanacoast.com.

The Bella collection features a two-tone finish in an aluminum silhouette, with tabletops crafted using TerraFab technology that emulate the look of real concrete. This transitional collection will add a touch of character to any outdoor space.

Contact: (847) 888-2013 or www.verandaclassics.com. circle reader Service No. 108

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BiG GreeN eGG PorTaBLe NeST For MiNiMax eGG The new portable Nest for the MiniMax is designed to raise this portable EGG to a comfortable cooking height—perfect for store demos, campouts, tailgate parties, or wherever your next pop-up event happens. The portable Nest conveniently folds for storage or transporting to events. Contact: (770) 938-9394 or www.biggreenegg.com. circle reader Service No. 109

ToPaz Jensen Leisure Furniture’s Topaz dining chairs, folding chairs, and chaise now feature indigo-blue slings. The blue complements the sophisticated design and rich brown of 100% FSC ipê timber. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. circle reader Service No. 110

daNieL BooNe On the frontier of backyard barbecuing, Green Mountain Grills’ best-selling model, Daniel Boone, sets the industry standard for pellet grills, the company says. Its features include a meat probe, a peaked lid, temperature control of 150 to 500 degrees (in fivedegree increments), and grilling space ranging from 458 to 966 square inches with smoke-shelf attachments. Combine the age-old real-wood fuel of our ancestors with 21st century smart-control technology. Control and monitor your grill on the go with the company’s smartphone app. As the company puts it, grill smarter.

Eat better. Contact: (800) 603-3398 or www.greenmountaingrills.com. circle reader Service No. 111 circle reader Service No. 65

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PRODUCT PROFILES

eLeMeNT 5.0 The Element 5.0 collection takes inspiration from casual (yet elegant) styles and is truly made to withstand all the elements nature can bring it. Element 5.0 has perfected itself to be strong, durable, versatile, movable, and usable year round.

Contact: (866) 919-1881 or www.ratana.com. circle reader Service No. 112

ouTdoor kiTcheNS By GeNSuN Gensun has expanded its outdoor-kitchen offering with 11 contemporary predesigned islands, accommodating 14 gas and many kamado-style grills. The door panels can have a different finish than the door frame, and with 23 cabinet-finish options and 26 countertop-finish options, you have a wide variety of colors available to match or complement your patio and home. Islands are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com. circle reader Service No. 113

TeMPoTeST STarScreeN Tempotest USA has introduced a new screen fabric, StarScreen®, that provides shade and privacy— and absorbs up to 97% of the heat caused by solar radiation—while allowing for the passage of light.

The 11 designer colors add to the beauty of any structure and can be used indoors or outdoors.

Made from recyclable PET solution-dyed yarns, the fabric is PVC free and fire retardant. It is fade resistant and is treated with Teflon® for easy cleaning. Contact: (972) 512-3534 or www.tempotestusa.com. circle reader Service No. 114

PoLywood viNeyard deeP SeaTiNG SwiNG The new Vineyard deep seating swing features soft buttoned back pillows covered in durable Sunbrella® fabric. It’s available in both vintage and classic POLYWOOD® lumber finishes.

Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle reader Service No. 66

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aMericaN ouTdoor GriLL: GriLL eNhaNceMeNTS aNd New iSLaNd BuNdLeS This season, all American Outdoor Grill® (AOG) grills in the T series and L series boast Diamond Sear cooking grids, with a flat-top design that delivers more contact surface for faster grilling and restaurant-style sear marks. A new larger and heavier warming rack has also been added. L models now feature backlit control knobs. New AOG island bundles include a dedicated GFRC island featuring an AOG 30-inch built-in grill, with some of the most popular AOG accessories.

Contact: (800) 332-3973 or www.americanoutdoorgrill.com. circle reader Service No. 116

PreSidio By caST cLaSSicS

harveST coLLecTioN The new Harvest collection blends traditional and contemporary elements to seat six to eight people comfortably— in style. Constructed from premium recycled-plastic lumber, this product is built to withstand the outdoors and is backed by the company’s limited lifetime warranty. This collection is available in both dining and pub heights in seven frame colors, as well as two premium two-tone options: black and beige or chocolate and beige.

Contact: (800) 490-1283 or www.crpproducts.com.

Presidio is a key offering in a series of Midcentury Modern collections by Cast Classics. Danish Midcentury style took the design world by storm in the middle of the 20th century and is making a very strong comeback today.

Stunning vintage looks and sweeping curved lines that taper as they get closer to the floor create an elegant and graceful stance. This collection is designed to appear upholstered; however, the cushions are easily removable by hand for cleaning and storing. Cast-aluminum/powder-coat construction makes the collection impervious to the elements and easy to maintain. It’s stocked domestically in Cast Classics USA’s quick-ship program in a rich maple faux-wood finish (shown) and is available in hundreds of different fabric choices. Contact: (201) 896-1515, patio@castclassics.com, or www.castclassics.com.

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BECOME A LYRIC DEALER aMBiaNce AEI proudly announces the introduction of the Ambiance stainless-steel fire feature (PC14SS), adding to the most complete offering of outdoor comfort heat available from any single source. Ambiance’s features include a 4-inch Ambi-Fire borosilicate-glass tube, the Ambi-Glo emitter-grid system, the Pyromid ceramic-burner system, and Ambi-Brite reflectors (at all three corners) to enhance the dancing flame. Ambiance is backed by AEI Corp., which is celebrating its 48th year in the premium–gas-grill and outdoor–comfort-heat industries. Contact: (949) 474-3070 or www.aeicorporation.com. circle reader Service No. 118

Sure. A fireplace is about warmth

TreNToN chaiSe

and beauty. But a fireplace also

Form, beauty, and functionality continue to be at the top of consumers’ wish lists for outdoor living. Agio continues to deliver with exceptional pieces that coordinate to build complete living environments. With collections that include functional poolside pieces such as the Trenton collection’s chaise, homeowners can easily add a mix of items to customize their entire outdoor areas. Contact: (888) 997-7623 or www.agio-usa.com.

adds value to a home.

Discover Lyric contemporary gas fireplaces.

With easy, familiar installation in any room, in any home, Lyric offers brilliant design for homeowners who dream of a beautiful home.

1 844-LYRIC-FIRE www.lyricfireplaces.com

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PRODUCT PROFILES ST. BerNarduS

hPc PhoeNix Fire BowLS Hearth Products Controls’ new Phoenix fire-bowl enclosures are part of its CSA–certified copper bowl series, the largest such line of residential and commercial fire features. Phoenix enclosures showcase a handcrafted, hammered surface with an oil-rubbed finish and are available in three ignition systems (match lit, push-button flame sensing, or remote electronic).

Phoenix fire bowls offer 304 stainless-steel burners in three configurations: S-burner, H-burner, and linear trough. Contact: (877) 585-9800 or www.hpcfire.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 honedlimestone fireplace surround that is consistent in color from piece to piece and set to set. Its warm, clean, and neutral color lends itself well to any traditional or contemporary decor. For samples, email orders@mlwalker.com. Contact: (800) 477-7665 or www.mlwstone.com. circle reader Service No. 122

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SkaaL

Enjoy Warm Temps and Tempting Shade

Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand.

Italian high-pressure laminate is now used by Les Jardins for most of its tabletops. Skaal’s teak components receive a six-coat finish—guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 745-8883 or www.lesjardins.com. circle reader Service No. 123

G42 The G42 is the second model in Enviro’s new line of gas fireplaces.

Burner options include a glass burner, a traditional or driftwood log set, and the new birch log set. A variety of liners and slim face finishes will let you style your G42 to fit perfectly in your home. Additional features—such as a split-flow burner, the firebox, and ember-bed lighting, as well as a built-in Cool Surface system—set the G42 apart from the competition.

Contact: (250) 652-6080 or www.enviro.com. circle reader Service No. 68

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BiG GreeN eGG ModuLar NeST SySTeM Build your outdoor kitchen one step at a time with the new Big Green Egg modular Nest system. Start with an EGG frame, then add to your custom EGG display with expansion frames and your choice of beautiful and functional inserts in acacia wood, distressed acacia, or stainless steel. Contact: (770) 938-9394 or www.biggreenegg.com. circle reader Service No. 125

New recTaNGuLar FirePLaceS

EXCEPTIONAL COLLECTION

ALL OUTDOOR The new Mendota FullView 42 gas fireplace is the perfect traditional shape to frame Mendota’s realistic, handcrafted log sets. The FullView design places the fire on the hearth, with no telltale louvers or raised platform.

Contact: (800) 553-5422 or www.mendotahearth.com.

SEPTEMBER 25 — SEPTEMBER 28, 2018

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deeP SeaTiNG cuShioNS With the popularity of wicker furniture in the outdoor industry, Paradise Cushions

by FiberBuilt’s line of standard deep seating cushions will fit most club chairs. The company also manufactures custom sizes, styles, and options to meet your unique requirements, at reasonable prices, in Sunbrella® furniture-grade fabrics. Contact: (866) 667-8668 or www.paradisecushions.com.

Discover new products, hundreds of exhibitors and the largest selection of permanent showrooms anywhere.

PARTNERED WITH

theMART, Chicago

CasualMarket.com

#casualmarket

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PRODUCT PROFILES

haMPToN Bay The Hampton Bay outdoor rug from the Treasure Garden outdoor-rug collection features a fresh, contemporary stripe design in indigo blue and white. All rug designs complement the latest in outdoor furnishings and today’s styles. Constructed of 100% polypropylene yarns in an all-weather construction that is stain and soil resistant (with UV stabilizers) to provide an excellent value, the rug is made in Belgium. It’s easy to clean with mild soap and has a one-year fade warranty. It’s available in two sizes and shown with a UM8103 9-foot octagonal autotilt umbrella in Outdura ink fabric. Contact: (626) 814-0168 or www.treasuregarden.com. circle reader Service No. 128

FLiGhT Designed by John Caldwell, Flight offers elegance with casual sophistication.

Its clean lines and modern flares are constructed in cast and extruded aluminum. The armchair and side chair stack up to while the chaise stacks three units high.

The innovative use of materials, four units high, advanced engineering, and thoughtful design allow Brown Jordan to introduce a collection that is the perfect synthesis of classic style with a modern twist. Visit brownjordan.com to view the entire collection. Contact: (800) 743-4252 or www.brownjordan.com. circle reader Service No. 129

iSokerN STaNdard FirePLace By earThcore Make your ideal dream home a dream come true with Isokern’s Standard series. As the first Isokern modular fireplace introduced in the United States, it has modular construction that allows you to unleash your creative desires with a fireplace as unique as you are. Whether you choose wood-burning or gas and indoor or outdoor models, the Standard series sets the standard. Contact: (800) 642-2920 or www.earthcore.co. circle reader Service No. 130

PhoeNix

The convenience of gas without the glass: The Heat & Glo Phoenix is the first gas fireplace without a glass front, the company says (and it also terminates horizontally for the best view of the fire), putting it in a category all its own.

Homeowners want the largest viewing area and robust flames, plus the ability to light the fire at the flip of a switch, leading many to compromise on aesthetics: a traditional wood fireplace and a generic gas log set or a gas fireplace with a glass front and safety screen. The revolutionary Phoenix eliminates the need to choose between the two, providing the look and feel of a large traditional fireplace without the glass, for the best view of the ultrarealistic logs, flames, and glowing ember bed. It also offers the design flexibility needed to place a television or artwork safely just 12 inches above the fireplace—without a mantel—and includes an optional built-in Bluetooth speaker system that allows homeowners to hear the fire, as well as see it. Horizontal venting allows a quicker, easier installation that saves builders time and money. The Phoenix also uses new WhisperTone technology (a three-part system that creates airflow while minimizing sound) and an automatic damper, which stops air movement when the fireplace is off and prevents cold air from sneaking into the home.

Contact: (888) 427-3973 or www.heatnglo.com. circle reader Service No. 131

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 top designs, sizes, and finishes.

All Gensun gas firepits meet ANSI safety guidelines. Gensun also offers wood-burning firepits. Contact: (866) 964-4468 or www.gensuncasual.com. circle reader Service No. 132

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coNTiNuuM By caST cLaSSicS The Continuum collection by Cast Classics was inspired by the simplicity of Art Deco designs. A simple, elegant cast-aluminum frame with straight, tapering lines is coated in polyester powder to create a frame that will look great for years to come. The sling is designed (with a hidden sling railing) to look as if it is suspended in air. Continuum is comfortably proportioned and offers dining and deep seating pieces, as well as a stacking chaise. This collection is inventoried domestically in Cast Classics USA’s quick-ship program. Contact: (201) 896-1515, patio@castclassics.com, or www.castclassics.com. circle reader Service No. 133

BLack SL SerieS Infratech’s Slimline series has the smallest profile of any outdoor-heating solution, the company says. This sleek, modern design is complemented by three distinctive color choices. Slimline heaters are effective up to an 11-foot mounting height and work perfectly with any of the Infratech control options. Contact: (800) 421-9455 or www.infratech-usa.com. circle reader Service No. 134

BeL MoNdo Parà SpA introduces Bel Mondo, a new collection of its outdoor/indoor performance fabric, Tempotest. Italian for beautiful world, Bel Mondo is a collaboration from noted outdoor-fabric designers Karen Williams and Brenda Sewell-Bost of the design company D2 and Filippo Uecher, creator of the Maria Flora line of performance fabrics.

The collection, woven in Biella, Italy, has elements of Italian flair with a U.S. eye toward color. In this mix, stylish graphics and colorful, multilayered patterns coupled with bold, vibrant textures are featured in a color palette inspired by the beauty found in nature’s simple elements: sun-drenched hues, lush grasslands, cool waters, and rich earth tones provide perfect combinations of color—with no boundaries.

Contact: (972) 512-3534 or www.tempotestusa.com. circle reader Service No. 135

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PRODUCT PROFILES

GraMercy SecTioNaL The new Gramercy collection offers a fresh and contemporary element for an outdoor setting. Gramercy’s slightly higher, angled back offers excellent comfort, with an updated outline.

Gramercy is available in both deep seating and sectional options and is skillfully constructed with durable cast-aluminum frames, which are powder coated for optimal corrosion resistance. Contact: (855) 502-9988 or www.cabanacoast.com.

hPc eLecTroNic iGNiTioN FirePiT iNSerTS wiTh BLueTooTh MoBiLe aPP Hearth Products Controls adds a new Bluetooth hi/low flamecontrol model to its CSA–certified EI series of electronic-ignition firepit inserts. The new models feature an easy-to-use app for Apple and Android devices, a hot-surface igniter, flame-sensing capability, and internal-temperature monitoring, all combining to provide greater user convenience and longer product life. Contact: (877) 585-9800 or www.hpcfire.com. circle reader Service No. 137

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couNTry LaNe’S haMPToN PaviLioN Make a statement with a Hampton pavilion, and transform your yard into a luxurious retreat from daily stress. A Hampton pavilion takes any backyard beyond ordinary. Pavilions add a stylish dynamic to any space while creating a place for shade and entertaining. These sophisticated Hampton pavilions will enhance your home and landscape to make them resemble a high-end resort. Contact: (717) 351-9250 or www.gazebo.com. circle reader Service No. 138

ceraMic SToveS wiTh STyLe The Rondo ceramic wood-burning stove from La Castellamonte, Italy, is designed with beauty in mind. As a traditional classic made by hand from local clay, each stove is a mini masterpiece. The stoves are available in two sizes: Rondo I is 40 inches tall by 24 inches wide by 24 inches deep, and Rondo II is 67 inches tall by 24 inches wide by 24 inches deep, with the variations of solid or floral-patterned stove bodies and multiple color options.

Related products include Stack stoves.

Contact: (914) 764-5679 or www.wittus.com. circle reader Service No. 139

cordiaL coLLecTioN A fusion of Scandinavian and Mediterranean influences, the new Jensen Leisure Furniture Cordial lounge, love seat, and oval and round tables are available in gray or beige. The tabletops are designed in 100% FSC ipê timber. Contact: (800) 403-0403 or www.jensenleisurefurniture.com. circle reader Service No. 72

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SkaaL Skaal is the latest creation of designer Claude Robin for Les Jardins. Modern (yet comfortable), Skaal’s asymmetrical lines are as unique as the surface of the tabletop used by the French brand. Italian high-pressure laminate is now used by Les Jardins for most of its tabletops.

Skaal’s teak components receive a six-coat finish—guaranteed for five years. Combined with the finest Batyline® sling (Eden), these features make Skaal a sensational group: the symbiosis of 20 years of teak-furniture production and design innovation. Contact: (213) 7458883 or www.lesjardins.com. circle reader Service No. 141

dvcT30/35

The new Enclave from the Marquis collection is available as a corner unit (shown), bay peninsula, or single-sided linear direct-vent gas appliance. With the Enclave’s innovative vented-chase technology, you may now cover the appliance with combustible materials. It’s available with a 48-inch viewing area. Contact: (204) 632-1962 or www.kingsmanind.com.

Introducing two new Rushmore fireplace inserts with the TruFlame system—a combination of technology and aesthetics that creates realistic flames and a glowing ember bed, mimicking a natural wood fire: Available in two sizes, 30 and 35 inches, these inserts turn your woodburning fireplace into an attractive and efficient focal point. The multifunction remote operates as a conventional thermostat, as a smart thermostat (which modulates flame height as the room reaches the desired temperature), or as a manual control. The remote also operates the included accent light and blower. The inserts are available through White Mountain Hearth dealers. Contact: (800) 851-3153 or www.whitemountainhearth.com.

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eNcLave

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PRODUCT PROFILES

iSokerN BveTTo FirePLace By earThcore The warm embrace of fire has captivated human beings since the dawn of mankind. The Isokern Bvetto has the largest finished-opening height (52 inches), the company says, and can be installed directly onto combustible floor systems.

The Isoflames Stadium burner completes the look of this fireplace with three log-set options and meets ANSI Z21.50 standard guidelines.

Contact: (800) 642-2920 or www.earthcore.co. circle reader Service No. 144

SoFTScaPe cuShioN Designed by John Caldwell, the Softscape cushion collection offers casual sophistication, with clean lines that combine innovation, function, and color. Featuring the innovative use of materials and advanced engineering, Softscape is a classic style with a modern twist. Contact: (800) 743-4252 or www.brownjordan.com.

aMericaN Fyre deSiGNS recLaiMed wood coLLecTioN The new Reclaimed Wood collection by American Fyre Designs® combines the look of real wood with the durability of GFRC, bringing a unique and natural look to any outdoor room.

The Reclaimed Wood collection’s finish options include rustic French barrel oak and the new weathered silver pine. Firetable styles include the tapered Cosmopolitan and the low-profile Contempo. Both versions feature the black lava finish and black burner pans. Fuel choices are natural gas or LP (Cosmopolitan bases have a removable door to house a five-gallon LP tank).

Contact: (800) 332-3973 or www.americanfyredesigns.com. circle reader Service No. 146

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hoMecreST aLLure coLLecTioNS The Homecrest Allure collection and Allure modular collection combine clean, modern lines with strength and durability for weather-resistant seating that is perfect for any outdoor space.

Allure modular features sumptuous, all-weather cushions; generously proportioned seating; and clean, modern lines, in a chic profile. While the Allure modular corner unit is exceptionally comfortable on its own, it allows endless versatility for creating unique seating configurations.

Homecrest’s Allure sling collection brings you strength and durability. An aluminum frame and the comfort of a premium-quality double-layer sling create modern, clean lines to make a comfortable seat. Contact: (218) 631-1000 or www.homecrest.com. circle reader Service No. 147

New For 2019 Pacifica Flex Comfort™ lounge chairs from OW Lee: new Pacifica Flex Comfort lounge chairs combine deep seating comfort with the easy-care Flex Comfort material. The sleek look is available in any of the company’s 13 frame finishes and six Flex Comfort colors, with no need for cushions. Contact: (800) 776-9533 or www.owlee.com. circle reader Service No. 148

BiG Sur dayBed caLLaway 50 The Callaway linear fireplace offers a multitude of media options and design finishes to enhance any room— from modern to traditional. The optional Komfort Zone heat-distribution kit allows you to transfer heat to other rooms or decrease the amount of space needed above the fireplace for a mantel or television.

Contact: (800) 253-4904 or www.kozyheat.com. circle reader Service No. 149

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Unwind on the Big Sur daybed

by Panama Jack®, with its unique design; its thick, dark weave; and its comfy cushions. In addition, the Big Sur daybed is available with or without the roof canopy, depending on your preference.

Contact: (888) 820-4455 or www.pelicanreef.com. circle reader Service No. 150

Lx2 corNer

SeaSide NorthCape’s Seaside collection is constructed from solid plantation-grown teak and features plush deep seating cushions in your choice of premium outdoor fabric. Hardware is brass-plated, zinc-coated steel for a perfect combination of corrosion control, strength, and luster. Cushions are available in 14 quick-ship fabric options. Contact: (708) 563-2890 or www.northcape.com. circle reader Service No. 151

erGoFocuS iNdoor/ouTdoor FirePLace By FocuS FireS The Ergofocus is a stunning, suspended wood-burning fireplace that can be installed for indoor or outdoor use (shown). This beautiful unit maximizes heating efficiency while being small enough to fit in a variety of spaces. The Ergofocus is the handcrafted centerpiece that is sure to complete your outdoor-living area.

Contact: (781) 324-8383 or www.europeanhome.com. circle reader Service No. 152

The LX2 corner linear fireplace provides a twosided view that brings together different areas of a room. The LX2 corner offers the satisfying comfort of radiant heat that all Valor fireplaces provide. Every LX2 fireplace includes HeatShift™. Contact: (800) 468-2567 or www.valorfireplaces.com. circle reader Service No. 154

The oriGiNaL PawLeyS iSLaNd eSSeNTiaLS adiroNdack chair This traditionally styled Essentials Durawood Adirondack chair offers lifelong comfort and durability. The back features a gentle horizontal curve, with a seat specially contoured to provide the utmost in comfort. All edges and corners are eased and softened to create fine furniture you cannot help wanting to relax in; all joints where the end of a board meets a face of another are made with the ancient carpentry method of mortise-and-tenon joinery, which helps to make the chair rock solid. Screws and bolt heads are gracefully obscured from the front view of this chair, and attachment points are painstakingly engineered to remove all visible hardware from the front of the seat, back, and arms. The Durawood polyethylene lumber used to construct this Adirondack chair contains no waste-wood fiber, so it not only won’t absorb water, but also won’t rot, splinter, crack, or attract termites, making it the perfect outdoor-furniture material. Hardware consists of marine-grade 316 stainless steel to provide ultimate durability, and the company has primed and painted the heads of the hardware to match the color of Durawood you choose.

The manufacturer backs its workmanship with a guaranteed lifetime warranty. Contact: (800) 334-1078 or www.pawleysislandhammocks.com. circle reader Service No. 155

Brazo woveN The Brazo woven collection radiates the warmth and timeless style of woven furniture with long-lasting materials. Made from TropiKane® woven material, the wide, flat bison weave has subtle beauty with unsurpassed durability.

Designed by Peter Homestead, the Brazo collection is an exemplary version of mixed media, as the collection combines aluminum, faux wood, and woven elements. Contact: (949) 951-2010 or www.tropitone.com. circle reader Service No. 153

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PRODUCT PROFILES

dvLL72 Empire has expanded the Boulevard series with the addition of this larger-than-life 72-inch linear fireplace. Features of this fireplace include a fully recessed burner to fill the fireplace with lively flames, multicolor LED lighting to set the perfect mood, and an additional wall-mounted two-button control to operate the lights. Options and accessories include liners, trim kits, and crushed-glass accents, as well as optional decorative fronts and log sets—to create a beautiful, customized fireplace. The fireplace is available through White Mountain Hearth and American Hearth dealers. Contact: (800) 851-3153, www.whitemountainhearth.com, or www.americanhearth.com. circle reader Service No. 156

GeNvaL Genval is ready to make you feel at one with nature by bringing you outdoors with this contemporary furniture set. Featured with the company’s rope woven intertwined pattern design, this set, inspired by the Belgian countryside, is perfect for sitting and marveling. Contact: (866) 919-1881 or www.ratana.com.

MaNor cuShioN Manor cushion chat lounge chairs feature extrahigh back cushions and swivel-tilt motion.

True to performance, the deep seating chairs offer optimum comfort and modern materials to accelerate cushion drying. In addition, the wide, multidimensional frame provides ample arm support and gives this collection its simple (yet elegant) look. Manor cushion is included in Winston’s quick-ship program; items ship in three business days to alleviate inventory or warehouse expenses. Visit winstonfurniture.com and click quick ship to view the entire quick-ship collection.

Contact: (205) 486-9211 or www.winstonfurniture.com. circle reader Service No. 159

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ParTiaLLy covered FraMe Infratech offers the widest array of mounting options to complement its U.S.–made heaters and controls, the company says. Its most popular option, the flush mount, is available in 304 stainless steel, six standard colors, or unlimited custom colors. Contact: (800) 421-9455 or www.infratech-usa.com. circle reader Service No. 160

LG eSTaTe BeNTLey 48 When the view is this big, it must be the Bentley 48. This big brother of the popular Bentley

by Marquis is getting some serious attention and lots of second looks from homeowners wanting to enjoy a statement fireplace. An expansive glass viewing area and beautiful designer options allow you to customize the look to your own style. Contact: (204) 632-1962 or www.kingsmanind.com. circle reader Service No. 158

The LG Estate offers full stainless-steel luxury construction and is fueled by all-natural hardwood pellets. With 860 square inches of cooking space (579 square inches on the main level and 281 square inches on the upper level) and a proprietary exhaust system for even smoking, the LG 860 Estate is destined to please. The digital control center and meat probe work in tancooking temperature of your food, automatically reducing the grill to a dem by regulating the internal low smoke setting when the food is ready—or you can slide the plate and sear your food over an open flame; the standard flame broiler allows for either direct or indirect grilling. Enjoy pellet grilling at its finest with the LG Estate 860. Contact: (877) 303-3134 or www.louisiana-grills.com. circle reader Service No. 161

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courTyard By ouTdoor LiFeSTyLeS The Courtyard outdoor gas fireplace is the perfect blend of artistry and function: traditional styling with ultrarealistic logs or contemporary glass, with ignition at the flip of a switch. Mesmerizing flames provide instant ambience and relaxation.

Choose from multiple interior options, including stainless steel (to magnify the flames), traditional brick, or premium stacked or herringbone brick for a unique look for your space. Cozy up with the Courtyard. Contact: (888) 427-3973 or www.heatnglo.com. circle reader Service No. 163

Birchwood 20 The Birchwood 20 is an excellent way to mix modern and traditional—and has a size that can fit in anywhere. With many base and front options to choose from, it can match any decor.

The Birchwood 20 comes with impressive output of 32,500 Btu and will keep customers warm all winter long; it has a turndown rate of 15,750 Btu. It feels like a real fireplace/stove, without all the work. Contact: (800) 253-4904 or www.kozyheat.com. circle reader Service No. 162

chaNNeL chaiSe cuShioN wiTh aTTached Neck roLL This versatile chaise cushion features multiple channels and an optional neck roll, 15 inches wide and 5.5 inches in diameter, with a Velcro® attachment. The overall size of the cushion is 22x74x2.5 inches. A handy sewn-in carrier strap is provided for easy transport of the cushion to the pool or beach. To minimize storage space, the cushion can be rolled up, and tw o sets of security ties come standard. The cushion is available in a variety of furniture-grade fabrics made of solution-dyed acrylic. Contact: (866) 667-8668 or www.paradisecushions.com. circle reader Service No. 164

PeNdLeToN coLLecTioN By ow Lee OW Lee is proud to bring you a fresh new collection, born from the idea of bringing together three heritage brands. Combining Pendleton® Woolen Mills’ distinctive aesthetic, the enduring performance of Sunbrella® fabrics, and the high-quality outdoor craftsmanship of OW Lee, a collection of products that fully encompasses the rich artisanal heritage of three tried-and-true U.S. brands was created. Contact: (800) 776-9533 or www.owlee.com. circle reader Service No. 165

BLue coLLecTioN

The Brazo cushion collection exhibits a unique transitional design while demonstrating the utmost comfort. The Brazo cushion collection features high back cushions, with the exclusive RELAXplus® technology for optimal comfort, longevity, and mildew resistance. Designed by Peter Homestead, the Brazo collection is an exemplary version of mixed media, as the collection combines aluminum, faux wood, and fabrics.

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

As reliable as broken-in denim, Phifer Inc.’s Into the Blue collection features monochromatic hues paired in classic ways.

This collection of tried-and-true hues is not only calming and serene, but also reliable and easily understood, creating a sense of comfort and ease.

For consumers wanting a restful outdoor area, this palette is a trusted and fashionable outdoor-fabric choice. Traditional navy complements new color introduction chambray, and the use of optic white and a gray-based neutral feels clean and minimalistic. Menswear-inspired suiting textures debut in Phifertex® slingable fabrics and are complemented by nautical-inspired stripes. Textures and hues pulled from the sky and sea complete the coordinated GeoBella® cushion fabrics for this group.

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

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Brazo cuShioN

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PRODUCT PROFILES

New LoG SeTS FroM MeNdoTa Mendota gives homeowners more choices for fire bases with three new log sets in birch, Norway spruce, and white oak.

All three sets take their inspiration from real logs and are meticulously reproduced by Mendota craftsmen.

Contact: (800) 553-5422 or www.mendotahearth.com.

cookiNG aNd BakiNG wiTh wood There’s nothing like cooking on a wood-burning fire.

The deManincor cookstoves from Italy are kitchenfriendly products that can be added to an indoor or outdoor cooking area or placed in a room that calls for an additional heating element. The Domina, with its stylish curved legs and elegant lines, offers the ability to cook on the stovetop or in the oven compartment below the firebox. Available in solid-color options with stainless-steel accents, this line of stoves offers the taste and warmth of old family style.

Contact: (914) 764-5679 or www.wittus.com.

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LG 800 eLiTe The innovative LG 800 Elite has been designed to offer the superior advantages of wood-pellet grilling wrapped in a contemporary look. Perfect for any family, the Elite features 838 square inches of two-tiered, castiron cooking surface. There’s no need for natural gas or LP: The Elite is fueled by all-natural wood pellets and can reach temperatures of up to 600 degrees. Experience the eight-inone cooking function that Louisiana Grills is proud to offer. Sear or smoke, bake or roast: Discover the taste of real wood-fired flavor with the LG 800 Elite. Contact: (877) 303-3134 or www.louisiana-grills.com. circle reader Service No. 169

echo cuShioN The Echo cushion collection uses precise lines and mixed materials that convey a refined contemporary style. The simple design includes faux-wood accents on top of an aluminum frame, making it a versatile collection for myriad settings. Seating pieces include deep cushions with high backs for utmost comfort. The wide aluminumframe pieces lend themselves perfectly to the collection’s style and provide ample arm support. Echo cushion is included in Winston’s quick-ship program; items ship in three business days to alleviate inventory or warehouse expenses. Visit winstonfurniture.com and click quick ship to view the entire quick-ship collection. Contact: (205) 486-9211 or www.winstonfurniture.com. circle reader Service No. 171

The oriGiNaL PawLeyS iSLaNd coaSTaL coLLecTioN douBLe SwiNG As evening settles in and fireflies come out for their illuminated performance, what better place to be settled with a loved one than in a Coastal rope double swing? You’ll enjoy the comfort of Pawleys Island world-famous woven-rope seating, framed by HDPE lumber that doesn’t splinter, fade, or rot. Curved armrests and a flat center support arm provide form and function. The possibilities for a truly unique swing are nearly endless, with three frame colors, eight rope options, and nine headrest-pillow choices. This ultradurable swing is designed to support 450 pounds when securely attached to one of the company’s swing stands. Hardware consists of marine-grade 316 stainless steel to provide the ultimate in durability (because not all stainless steel is created equal). The manufacturer has even primed and painted the heads of the hardware to match the color of the polyethylene lumber. Contact: (800) 334-1078 or www.pawleysislandhammocks.com. circle reader Service No. 172

PoLywood viNeyard adiroNdack chairS The new Vineyard Adirondack chair and the larger Vineyard Curveback Adirondack both feature a waterfall-front detail and a sleek profile. They are available in both classic and vintage POLYWOOD® lumber finishes.

Contact: (877) 457-3284 or www.polywoodoutdoor.com. circle reader Service No. 173

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JardiNico caracTère JcP.101 deSiGNer uMBreLLa Jardinico manufactures all its shade styles from the finest aluminum alloys to ensure the strength, durability, and integrity of every one. 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 JCP.101 is a center-post push-up style with a Magnodraulic® opening system. The Jardinico shade is well suited to commercial and hospitality installations. Contact: (626) 814-0168 or www.jardinico-caractere.com.

kiNGSToN SLiNG Windward Design Group’s Kingston collection has been expanded to include sling seating.

With its simple design and affordable price, the Kingston sling collection is the best value in the marine-grade polymer (MGP) market, the company says. Two-tone MGP, with zero upcharge for a two-tone style, makes it easy (and affordable) to create a fun blend of colors.

Contact: (941) 359-0890 or www.windwarddesigngroup.com. circle reader Service No. 175

SPOTLIGHT

ProducT

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will last for many years. For retail, specifically, it is a matter of whether you want to sell investment-grade furniture or sell products with a year’s warranty.”

MaLLiN The top-selling collection at Mallin Casual Furniture (Montebello, California) continues to be Volare, which also happens to be the most complete collection in the company’s lineup. It includes everything from cushioned dining to deep seating, circular modulars, sling dining, and wicker dining.

Longtime customers know Volare well, and Jay Weber, vice president of sales and marketing, is content to stick with a tried-and-true collection. “Volare can be placed on any floor—anywhere in the country,” he says.

“Other collections where we’ve experienced great success are Albany, Dakoda, Georgetown, and Eclipse.”

The latest collections are Oslo, a new addition to the company’s Urban groups; Dakoda sling, previously available as a modular collection, but now with added cushioned and sling dining; and Sarasota modular, previously available as deep seating and cushioned dining, and now with added modular pieces. Other new collections are Brighton, Palisades, and Jacksonville.

Mallin is one of the oldest brands in the industry, known for its quality, comfort, and style. Weber notes that the industry is changing. “There is a growing need for clean, contemporary style and smaller sizing, as well as price options. To cater to this market, in addition to our Timeless collections, Mallin launched a series of Urban collections,” he says.

Striking the perfect balance between Timeless and Urban designs is the goal, and Weber is keen to gauge the trends. “Millennials are the up-and-coming buyers of outdoor furniture, and they desire urban/contemporary looks,” he says. “There is still a demand, however, for meaningful and classic looks. Baby boomers are downsizing, while millennials

gravitate toward apartment complexes and condos. Our outdoor pieces must be able to cater to smaller spaces.” caBaNacoaST CabanaCoast® (Mississauga, Ontario) had more launches in 2018 than in any previous year in the company’s history. The impressive tally included a dozen new collections (including Hudson, Circa, and Captiva); expanded collections; and nine new finishes, such as distressed gray, Kona, and ebony SolWeave®.

A 2017 move to a purpose-built 100,000– square-foot facility—along with consolidating three warehouses into one central facility— boosted shipping capacity, as well as manufacturing, showroom, and office productivity.

Lindsay Liepold, director of U.S. sales, says, “This move was all about supporting our valued customers and business partners. It was also about our quick-ship program, which focuses on shipping any of our 2,000-plus products, with custom cushions, in two to three weeks. We are also investing in additional staff and equipment, as well as streamlining our processes to prepare for future growth opportunities.”

On the aluminum side, CabanaCoast’s Lakeview collection has done particularly well.

Lakeview is “quite a contemporary design, with clean, modern lines; square corners; and slatted sides,” Liepold says.

The collection includes deep seating/conversation pieces, a sectional, dining chairs, dining and occasional tables, a chaise, a daybed, and a cabana daybed.

Available finishes are Sherwin-Williams® dove and dark rum. “It’s very comfortable, and many people are surprised by this when they sit in it because of its design,” Liepold says. “It’s incredibly loungeworthy.”

Liepold agrees with colleagues who predict a wide audience for modern designs in the future. “I believe that modern design has become much more mainstream, which I am

very happy to see,” Liepold says. “It’s an indoor trend that has transitioned to the outdoors in a big way, and I think it plays to our strengths because our design ethos is contemporary.”

TeLeScoPe The Jetset chair from Telescope Casual Furniture (Granville, New York) won a 2017 Design Excellence Award (from the International Casual Furnishings Association) for its Midcentury style with futuristic curves.

Customers can choose from 11 MGP colors to create the chair on one of nine frames in powder-coated aluminum.

Heather Pauquette, marketing coordinator, says, “With MGP, this chair is ideal for dining or high-traffic use in any climate or environment. Telescope’s MGP really proves its worth: It’s a solid, nonporous material built to withstand the elements in even the harshest saltwater environments.”

Telescope also has added a sectional to its successful Leeward collection. The piece features Telescope hidden motion, with “two armed end pieces that have independent movement in each of the two seats, allowing maximum comfort for occupants without disrupting their neighbors (with rocking),” Pauquette says.

Pauquette sees definite trends that retailers would be wise to act upon: In particular, she reports increased interest in building outdoor greatrooms, where a home’s interior seamlessly transitions to its outdoor areas. “Deep seating collections are growing by leaps and bounds,” she adds.

“Comfort and luxurious design are growing in popularity. Using tools such as Telescope’s Design Showcase to help customers special order their outdoor furniture, just as they would like it, is increasing trust and helping to create relationships,” she says. “We are seeing customers trend away from traditional outdoor-dining sets and move toward deep seated and cushioned furniture.”

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I

INSIGHT KINGSMAN

personalized pieces.

The collection’s stand-alone firestands are portable and easy to use.

Like the entire collection, they can be customized to coordinate with any decor. They are available in three sizes (24, 36, and 48 inches) and have multiple color and media options. The linear fireplaces also come in three sizes, and their glass media’s color options include cobalt blue, bronze, and glacier ice.

Kingsman’s offerings continue to grow and to be well received.

“We are just launching our new Enclave cool-glass bay and flat linear-fireplace line,” Ivey says. “If the preorders we have received are a good indication of sales, this will be another hit for us.”

Kingsman’s OFP42 zero-clearance outdoor gas fireplace is another product that provides both style and function—while also being constructed to weather the elements. The FP2085 and 2785 outdoor firepits can be designed in multiple shapes, depths, and sizes and can be installed on wooden decks and patios, as another con-

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venient option for added heat and beauty outdoors.

“The cool-wall trend is growing with rapid speed in the hearth industry,” Ivey says. The new Enclave delivers performance and style, with safety leading the way.

Using the best technology available, the fireplace is designed to be safe to use even with flammable materials surrounding it.

Chris Green, general manager, says, “With the Enclave’s innovative vented-chase technology, you may now cover the fireplace with combustible materials up to the glass door’s opening.” Its stunning wraparound view also makes it a popular choice for consumers, with fluted, porcelain, and black-glass liners to choose from to customize the design to suit any individual’s style.

Kingsman’s other products show its commitment to producing high-quality, safe, and efficient products. For example, the zeroclearance vent-free gas fireplace has an oxygen-depletion sensor that continually monitors room air and is programmed to shut off the gas

if the oxygen level is unsafe. The vented and direct-vent inserts are designed to seal the fireplace systems completely, maintaining air quality in the spaces around them.

“The quality of our products is one of our greatest advantages,” Ivey says. “We have a warranty-to-sales ratio of less than 0.25% (1:400).”

Kingsman’s superior dealer network and high-quality customer service are other assets of the company.

Products are assembled and packaged in the company’s 120,000–square-foot manufacturing facility in Canada, so they can arrive in a timely manner, anywhere in North America, as completely fulfilled orders—guaranteed. Maintaining a team of experienced dealers throughout each region of the continent allows Kingsman to have knowledgeable representatives in every area where it sells its products. High-quality customer service and support are pa ramount in Kingsman’s success.

“Dealing with a family business and relationships that have been built on trust and communication

are great advantages for our customers,” Ivey says. “Our customers can pick up the phone and call Chris Green or Ed Reyher directly with any concerns.”

As Kingsman diversifies its collections (while maintaining the same levels of high-quality construction and customer servic e), it strives to grow throughout the United States and to be increasingly involved in industry events in the country. “We participated in the NAHB International Builders’ Show® (IBS) this January for the first time,” Ivey says. “The show was very successful for us. We are looking forward to the IBS next year in Las Vegas, Nevada.”

By continuing its legacy of crafting innovative products and staying on trend in the hearth industry, Kingsman will continue to expand its presence in the country. “We are working to increase our footprint in the United States,” Ivey says. “We have a nice market share in Canada and would like to grow our U.S. sales.”

selves. “To get into this category, they need to do their homework. There are up-and-comers who don’t understand plastic,” Scott explains. Moreover, he suggests that retailers also need to look at the company’s consumer base and where it sells its products.

“We are specialty retail focused. There can be good margins and good profitability,” he says.

Scott believes that the company offers some of the best early-buy programs in the industry, helping retailers get a jump on the season.

“If you don’t show it, you don’t sell it,” Scott says, adding that Jamie Bailey, who cofounded the company, “always said, ‘Stack them high, and watch them fly. Stack them low, and they won’t go.’ We also offer unique flooring programs that put key products on the retailer’s floor,” he notes.

Looking ahead, C.R. Plastic Products continues to invest in high-tech automation. It introduced a new five-unit robotic manufacturing line in 2017 and won’t stop there. It is working on improving the front end of recycling plastics, including how plastics are sorted.

Scott reports that the company is looking for continued growth and will pursue t he top specialty retailers to expand its business in the United States, Canada, and Europe. “We don’t have a lot of offshore competition in this category, but that doesn’t stop us from our focus: to stay very competitive by manufacturing our products in North America, with a highly skilled work force and leading-edge manufacturing,” Scott says. “In recycled-plastic outdoor/casual furniture, the big movers and shakers are Canadian and U.S. manufacturers.”

LAST WORD continued from page 60 dumped in landfills. “We take a milk jug and make it better, and its life cycle (as our Adirondack chair) could be 25 to 50 years. When that chair is eventually recycled, it can come back to us. We can make another chair, with another lifespan of 25 to 50 years,” Scott says.

While environmental responsibility is paramount, the company refuses to sacrifice durability and comfort. Scott points out that C.R. Plastic Products has the heaviest chair on the market, weighing in at nearly 60 pounds.

It has a lifetime warranty on its structure, integrity, and fasteners, so it is guaranteed not to crack, twist, break, or bend.

The other components of quality, in this market, are UV resistance and color stability. “We use inert color and UV ingredients that we add to our plastic. They are environmentally friendly, and we provide 10-year warranties for our

The Harvest collection

products. Some of the darker colors that are less vulnerable to UV light will probably never fade, even in 50 years,” he states.

When a finish shows chalking, Scott explains, UV light is breaking down the color. C.R. Plastic Products adheres to specifications set forth by the automotive industry. “We offer products that don’t fade. At the end of 10 years, our products wo n’t go from red to pink,” he says.

These are topics on which retailers need to educate them-

80 • PATIO & HEARTH PRODUCTS REPORT | MAY/JUNE 2018

Advertiser INDEX Advertiser

Phone

Product Profiles DIRECTORY Website

Page

Company

Page

Aei . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . .www.aeicorporation.com . . . . . . . . . . .11

Aei ........................................................................................................64, 67

Agio, usA . . . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . .www.agio-usa.com . . . . . . . . . . . . . . .5, 7

Agio, usA ..............................................................................................64, 67

Big Green egg . . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . .www.biggreenegg.com . . . . . . . . . . . .53

American fyre designs (rH Peterson) ..............................................................74

Brown Jordan . . . . . . . . . . . . . . . . . . . . . . .(800) 743-4252 . . . .www.brownjordan.com . . . . . . . . . . . . .2 c.r. Plastic Products . . . . . . . . . . . . . . . . .(800) 490-1283 . . . .www.crpproducts.com . . . . . . . . . . . . .61 cabanacoast . . . . . . . . . . . . . . . . . . . . . . .(855) 502-9988 . . . .www.cabanacoast.com . . . . . . . . . . . . .25

American Hearth (empire comfort systems)......................................................76 American outdoor Grill (rH Peterson)..............................................................67 Big Green egg ........................................................................................65, 69 Brown Jordan ..........................................................................................70, 74

cast classics . . . . . . . . . . . . . . . . . . . . . . . .(201) 896-1515 . . . .www.castclassics.com . . . . . . . . . . . . . .13 c.r. Plastic Products ................................................................................64, 67 country lane Gazebos . . . . . . . . . . . . . . .(877) 429-3262 . . . .www.gazebo.com . . . . . . . . . . . . . . . . .46 dansons . . . . . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . .www.dansons.com . . . . . . . . . . . . . . . .35 earthcore industries . . . . . . . . . . . . . . . . . .(800) 642-2920 . . . .www.earthcore.co . . . . . . . . . . . . . . . . .73

cabanacoast ..........................................................................................65, 72 cast classics ............................................................................................67, 71 country lane Gazebos ............................................................................64, 72

empire comfort systems . . . . . . . . . . . . . .(800) 851-3153 . . . .www.whitemountainhearth.com . . . . .31

enviro ....................................................................................................64, 68

enviro . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(250) 652-6080 . . . .www.enviro.com . . . . . . . . . . . . . . . . . .59

european Home............................................................................................75

foremost Groups/veranda classics . . . .(847) 888-2013 . . . .www.verandaclassics.com . . . . . . . . . .27

Gensun ..................................................................................................66, 70

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

Green Mountain Grills ..............................................................................62, 65

Green Mountain Grills . . . . . . . . . . . . . . . .(800) 603-3398 . . . .www.greenmountaingrills.com . . . . . .50

Hearth Products controls ........................................................................68, 72

the Hammock source . . . . . . . . . . . . . . . .(800) 334-1078 . . . .www.thehammocksource.com . . . . . .43

Heat & Glo (Hearth & Home technologies) ......................................................70

Hearth & Home technologies . . . . . . . . . .(855) cAll-HHt . . . .www.myhht.com . . . . . . . . . . . . . . . . . .84 Hearth Products controls . . . . . . . . . . . . .(877) 585-9800 . . . .www.hpcfire.com . . . . . . . . . . . . . . . . . .37

Homecrest ..................................................................................................74 infratech ................................................................................................71, 76 isokern (earthcore industries) ....................................................................70, 74

infratech . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . .www.infratech-usa.com . . . . . . . . . . . .57 Jardinico caractère ........................................................................................79 international casual furnishings Association . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . .71 Jensen leisure furniture . . . . . . . . . . . . . . .(800) 403-0403 . . . .www.jensenleisurefurniture.com . . . . .40 Kingsman fireplaces . . . . . . . . . . . . . . . . .(204) 632-1962 . . . .www.marquisfireplaces.net . . . . . . . . .55

Jensen leisure furniture............................................................................65, 72 Kozy Heat ..............................................................................................74, 77 les Jardins ..............................................................................................68, 73 louisiana Grills (dansons) ........................................................................76, 78

lane venture . . . . . . . . . . . . . . . . . . . . . . . .(888) 790-4025 . . . .www.laneventure.com . . . . . . . . . . . . . .21 Marquis (Kingsman fireplaces) ..................................................................73, 76 las vegas Market/iMc . . . . . . . . . . . . . . .(702) 599-3046 . . . .www.lasvegasmarket.com . . . . . . . . . .15 Mendota Hearth......................................................................................69, 78 les Jardins . . . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . .www.lesjardins.com . . . . . . . . . . . . . . . .41 theMArt . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 677-MArt . . . .www.casualmarket.com . . . . . . . . . . . .69

MlW stone ..................................................................................................68 Northcape ............................................................................................62, 75

Mendota Hearth . . . . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . .www.mendotahearth.com . . . . . . .16–17

original Pawley’s island (the Hammock source) ..........................................75, 78

Miles industries/valor fireplaces . . . . . . .(800) 468-2567 . . . .www.valorfireplaces.com . . . . . . . . . . .33

ortal ......................................................................................................62, 64

MlW stone . . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . .www.mlwstone.com . . . . . . . . . . . . . . .72

outdoor lifestyles (Hearth & Home technologies) ............................................77

Modern Home Products . . . . . . . . . . . . . .(888) 781-3965 . . . .www.mhpgrills.com . . . . . . . . . . . . . . .75

oW lee ..................................................................................................74, 77

Northcape . . . . . . . . . . . . . . . . . . . . . . . . .(708) 563-2890 . . . .www.northcape.com . . . . . . . . . . . . . .45

Paradise cushions by fiberBuilt ................................................................69, 77

ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ortAl-HeAt . . .www.ortalheat.com . . . . . . . . . . . .65, 67

Pelican reef ..................................................................................................74

oW lee . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . .www.owlee.com . . . . . . . . . . . . . . . . . .23

Phifer ..........................................................................................................77

Paradise cushions by fiberBuilt . . . . . . . .(866) 667-8668 . . . .www.paradisecushions.com . . . . . . . .68 PolYWood . . . . . . . . . . . . . . . . . . . . . . . .(877) 457-3284 . . . .www.polywoodoutdoor.com . . . . . . . . .9

PolYWood ..........................................................................................66, 78 ratana....................................................................................................66, 76 tempotest usA ........................................................................................66, 71

ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . .www.ratana.com . . . . . . . . . . . . . . . . . .29 treasure Garden............................................................................................70 rH Peterson . . . . . . . . . . . . . . . . . . . . . . . . .(800) 332-3973 . . . .www.rhpeterson.com . . . . . . . . . . . . . .49 tropitone................................................................................................75, 77 tempotest usA . . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . .www.tempotestusa.com . . . . . . . . . . . .14 treasure Garden . . . . . . . . . . . . . . . . . . . . .(626) 814-0168 . . . .www.treasuregarden.com . . . . . . . . . . .3

valor fireplaces (Miles industries) ..............................................................62, 75 veranda classics (foremost Groups) ..........................................................62, 65

tropitone . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . .www.tropitone.com . . . . . . . . . . . . . . .63

White Mountain Hearth (empire comfort systems)............................................ 73

Windward design Group . . . . . . . . . . . . .(941) 359-0890 . . . .www.windwarddesigngroup.com . . . .47

Windward design Group..........................................................................62, 79

Winston furniture . . . . . . . . . . . . . . . . . . . .(205) 486-9211 . . . .www.winstonfurniture.com . . . . . . . . . .51

Winston furniture ....................................................................................76, 78

Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . .www.wittus.com . . . . . . . . . . . . . . . . . .66

Wittus ....................................................................................................72, 78

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 2018, vol. 13, No. 3 © 2018 PeNiNsulA MediA. All riGHts reserved. No PArt of tHis PuBlicAtioN MAY Be reProduced iN ANY forM WitHout WritteN PerMissioN froM tHe PuBlisHer. PostMAster: seNd Address cHANGes to PeNiNsulA MediA, 21250 HAWtHorNe Blvd., suite 700, torrANce, cA 90503-5514, PAtioANdHeArtH@oMedA.coM, PHoNe: (847) 504-8466. WHile tHe PuBlisHers HAve MAde everY effort to eNsure tHe AccurAcY of tHe MAteriAls PreseNted iN PATIO & HEARTH PRODUCTS REPORT, tHeY Are Not resPoNsiBle for tHe correctNess of tHe iNforMAtioN ANd/or oPiNioNs exPressed.

MAY/JUNE 2018 | PATIO & HEARTH PRODUCTS REPORT • 81

O U T D O O R F U R N I T U R E A N D K I TC H E N S HE A D Q UA R T E R S – 9 4 4 9 8 t h St re e t | R an c h o Cuc amonga, CA 91730 P h o n e : 9 0 9 . 9 8 9 . 9 9 7 7 | F ax : 9 0 9 . 9 8 9 . 9 9 7 0 | Toll Free: 866. 964. 4468 CH I CA G O SHO W R O O M – M e rc h an d i se M a r t Suite 1667 | Chic ago, IL 60654 GENSUNCASUAL.COM

Circle Reader Service No. 83

CAPITALIZE ON THE OPPORTUNITY It’s no surprise: outdoor fire features remain the most popular outdoor design element. Take advantage of the industry’s broadest offering of outdoor fireplaces and find the solution the best fits your homeowners’ needs.

Imagine what you can do

Circle Reader Service No. 84

Learn more at www.fireplaces.com/outdoor

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