Patio & Hearth Products Report November/December 2018

EARTHCORE INDUSTRIES/ISOKERN

NOVEMBER/DECEMBER 2018 | www.patioandhearthproductsreport.com

STOKING SALES | 18

MINIMAL

More in the Store | 34

RATANA

MONTIGO

BIG GREEN EGG

AND MODERN | 46

Residential | Contract | Hospitality

ratana.com

1 866 919 1881

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CONTENTS

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N OV E M B E R / D E C E M B E R 2 0 1 8 • VO L U M E 1 3 , N U M B E R 6

FE AT U R E S

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GUEST EDITORIAL – A GROUP EFFORT

By Amie Ryan

By Sharon Sanders

The current Hearth, Patio & Barbecue chairperson describes the numerous (and often unknown) benefits of the organization she heads.

Winston Furniture boasts many loyal customers because of its stylish designs and Quick Ship program.

40

SPOTLIGHT – STOKING STOVE SALES

MY TURN – TAKE IT OUTSIDE

By Maura Keller

DCS Grills maintains a strong following among discerning backyard chefs.

By Greg Thompson

The impending New Source Performance Standards from the Environmental Protection Agency have not deterred manufacturers from adding exciting new wood models to their stove lines.

26

AS I SEE IT – A RESPECTED BRAND

42

PRODUCT INNOVATION – MULTIPLE ROLES

By Cheryl Dangel Bartolini

Twin Star Home is the industry leader in developing multipurpose furniture that incorporates electric fireplaces and storage space.

HEARTH RETAILER – ALL FIRED UP

By Maura Keller

Taylor’s Hearth & Leisure is the go-to fireplace store for residential and homebuilding customers in Long Island, New York.

30

44

The third-generation owner of this grill store adds new energy and insight to the business.

CORPORATE PROFILE – SUCCESS BY DESIGN

46

By Cherise Forno

INSIGHT – BACKYARD BLISS

By Cherise Forno

Sunset West is known for staying on top of design trends to help customers elevate their outdoor spaces.

34

I N E V E RY I S S U E

INSIGHT – SLEEK & STYLISH Ravelli continues to expand its market share in the United States by offering cuttingedge stoves with high-efficiency rates.

52

LAST WORD – ON TREND

By Cheryl Dangel Bartolini

Lane Venture’s five new collections are generating excitement among retailers whose customers seek impeccable designs and fabrics.

By focusing on both form and function, Plank & Hide has performed exceptionally well in the patio-furniture market.

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By Kimberly Rodgers

OUTDOOR GRILLING – AN ENDURING LEGACY

By Sharon Sanders

63

PERSPECTIVE – BRAND REBOOT

By Kimberly Rodgers

Well-respected Brown Jordan unveiled a comprehensive rebrand of its overall identity, incorporating the message, “Invest in The Good Life.”

SHOWROOM SHOWCASE – AN ECLECTIC MIX

6 10 58 60 74 74

THE POWER OF PRINT Editor’s Message

INDUSTRY NEWS WHAT’S NEW: 6 HOT PRODUCTS TO SELL NOW PRODUCT PROFILES PRODUCT PROFILES DIRECTORY AD INDEX

By Kimberly Rodgers

This Southern California showroom is packed to the gills with merchandise and that’s the way customers like it.

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ON THE COVER: Earthcore Industries/Isokern | https://earthcore.co

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EDITOR’S MESSAGE

The Power of Print Advertisers are spending huge amounts of money on online sites such as Google and Facebook, causing digital ads to represent more than half of U.S. ad sales for the first time. It’s understandable why online advertising is soaring. Consumers spend more time online than watching television, listening to radio, or reading newspapers and magazines. To reach potential customers glued to their smartphones and tablets, online advertising can be cost-effective because it targets people interested in their products.

One online tool that marketers rely heavily on is behavioral retargeting. You may be unfamiliar with the term, but everyone has experienced this method. After browsing and clicking on specific items within an online store and then deciding against the purchase, these items follow you, whether it’s a shirt from the Gap or a firepit from your local patio store. Before you know it, you can’t seem to lose the item because it’s chasing you in advertising on your local news site, your Facebook feed, and many other web pages. If the cookie isn’t deleted in your web browser, it can result in over 1,500

advertising is effective in today’s cluttered digital world.

1. Print ads are just as targeted (and in some cases,

greater focus and engagement, not to mention with a deeper emotional response than they do content viewed on screens.

banner ads a month. Behavioral retargeting has been

more targeted) as digital ads. Magazines, newspapers,

used for many years and it’s growing in popularity—

and professional publications all have content that is

6. Since print advertising has been declining, there

among advertisers, but not consumers! In reality, studies

read by a segment of people interested in that topic.

are fewer ads vying for readers’ attention compared to

have shown that many potential customers of products

For instance, a full-page ad of a high-end piece of

the internet and often at very competitive prices.

and services are turned off by this type of advertising.

furniture in a glossy regional or shelter magazine can

Some companies are starting to recognize the pitfalls of retargeting advertising, such as Procter &

7. Finally, according to the National Retail

make a stronger impression with readers than a similar

Federation, shoppers are more likely to start an online

online version of the same ad.

search after viewing a magazine ad.

With these advantages, it only makes sense to

Gamble, whose chief brand officer in a speech to the

2. Print ads command more attention than digital

American Association of Advertising Agencies said,

ads, because readers are usually not multitasking when

incorporate print advertising into your marketing

“We bombard consumers with thousands of ads a day,

reading a print publication compared to viewing

plans. It is an effective promotional tool for out-

subject them to endless load times, interrupt them with

digital content.

door-living and hearth shops, since the majority of

pop-ups and overpopulate their screens and feeds.”

3. Consumers trust print marketing more than other

His suggestion is to develop better ways to deliver

advertising methods, per a study from All Business

messages that have staying power with consumers.

Networks.

Make no bones about it, as the editor of a print trade publication, I’m slightly biased about print media and print advertising. But after researching the topic, I discovered some facts that demonstrate why print

newspapers and magazines.

Don’t let the doomsayers fool you. Print is not

4. Luxury consumers prefer print platforms,

Wow, could that involve print advertising?

homeowners in our country are over 50 and read

dead. It continues to be among the most effective

particularly those in glossy magazines and credible

forms of media for reaching customers with your

publications.

marketing messages.

5. Numerous studies indicate that in terms of brain chemistry, people process print content with

Carol Daus caroldaus@gmail.com

4 FAST FACTS IN THIS ISSUE: ∂ The Hearth, Patio & Barbecue Association’s HPB Education Foundation offers 270+ affordable online continuing education classes that don’t involve travel expenses and significant time away from work.

∑ The EPA’s New Source Performance Standards (NSPS) are affecting the productdevelopment strategies of wood-stove manufacturers.

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∏ Radio advertising spots aired during college football games have paid off for Durham, North Carolina-based The Grilling Store. As Chris Davis states, “Football and grilling naturally go together, so the commercials are the perfect way to speak to our target customers.”

π Brown Jordan recently unveiled a comprehensive rebrand of its overall identity, emphasizing a new corporate message, “Invest in The Good Life.”

OUTDOOR FURNITURE AND KITCHENS

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 Cu c am o n ga, CA 9 1 7 3 0 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 | To l l F re e : 8 6 6 . 9 6 4 . 4 4 6 8 CHI CA G O SH O W R O O M – M e rc h an d i se M ar t S ui t e 1 6 6 7 | Ch i c ago , I L 6 0 6 5 4 G E NS UNCA S UA L .C O M

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GUEST EDITORIAL

PUBLISHER

By Amie Ryan

Tony Ramos tramos@peninsula-media.com

AGROUP EFFORT

Amie Ryan

My dad would be so proud. I’m sure he had no idea back in 1978 that Ryan Bros. Chimney Sweeping Inc. (Roseville, California) would experience so much growth and visibility within the hearth industry.

He certainly couldn’t have imagined his daughter taking such a leadership position with the Hearth, Patio & Barbecue Association (HPBA). Having been board chairperson this year, traveling to so many regions and visiting companies, I know that our family story is repeated thousands of times throughout the hearth industry and across North America.

Forty years ago, the hearth industry was fragmented and was being developed by passionate inventors. The book, “Family of Fire: The History, People, and Growth of the Hearth Industry” by Ben Weathersby, which describes those times and early industry pioneers, is a must-read for anyone in this business. Like so many entrepreneurs, my father liked the idea of being self-sufficient, taking care of his family, and being his own boss. In the late 1970s, he read an article in Mother Earth News, predicting housing growth and the inevitable need for home heating with wood.

He, along with my mother, started our business doing just chimney cleaning and some repair work. It

would be another few years before the business expanded to sell appliances.

Of course, we’ve added more services and products, including grills, but we remain well-known in our market for technical expertise. We have staff members who are the only certified fireplace and chimney inspectors in the Sacramento area. We also have CSIA (Chimney Safety Institute of America) certified sweeps and NFI (National Fireplace Institute) certified wood, gas and pellet specialists on staff.

Our business is still 80 percent service, and 20 percent installation.

I’m big on training and education within our industry. The HPB Education Foundation’s offerings are just amazing. Rick Vlahos and his board of directors have worked diligently to make the classes available online, so we can educate our staff 24/7. After all, where else can you access such industry-specific information and knowledge?

I loved learning the business from my parents. They embedded in me the need for excellence, responsibility when working in customers’ homes, and the absolute necessity of keeping an eye on outside influences that would impact our business—the economy and regulation. That has led to my heavy involvement in the Pacific HPBA affiliate. I joined the Pacific board in 2006, have worked on several committees over the years, been president of the group, and was selected to be the affiliate’s representative to the national board. Along the way, I joined in on the national and regional government affairs activities. It’s a comfortable fit for me as my degree was in Government. Can there be anything more important than

8 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

protecting our businesses from overzealous regulators?

My hat’s off to the national Government Affairs department led by Ryan Carroll. The strategies and follow-through in Washington, D.C., are inspiring.

But my personal hero is John Crouch, who as a national HPBA executive, works so closely with the Pacific affiliate on our vast number of state, county and city issues related to regulation and hearth products. As our industry manufacturers have developed cleaner burning appliances, I find we must continue to defend our products.

Sometimes, I feel like we take two steps forward, followed by one step backward. But that doesn’t stop the HPBA from working proactively to ensure future growth for our industry.

The association’s focus is often on California regulations by elected officials and air-district personnel because what happens in California is likely to be adopted across the U.S. The entire staff and the board of directors of HPBA know this and put the resources behind the effort to ensure success. I have been proud to serve on the national board and most recently as chairperson. I appreciate everyone’s support of me throughout the year. While my chair duties will end at the March HPBExpo, I’ll still be heavily involved in the association. I will carry the incredible new friendships formed this year with me forever. Yes, I’m only the fifth woman to be the chair, but there will be many more from what I see in the stores, distribution centers, sales rep firms, and manufacturing plants across the nation.

EDITOR Carol Daus caroldaus@gmail.com ART DIRECTOR Cassandra Estes cassestes1968@gmail.com COPY EDITOR John Nalley STAFF WRITERS Cheryl Dangel Bartolini Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Greg Thompson SOCIAL MEDIA EDITOR Greg Thompson CIRCULATION DIRECTOR Whitney Carrier BUSINESS MANAGER Susan Razetto CEO & PRESIDENT Tony Ramos

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

Amie Ryan is the current chairperson of the Hearth, Patio & Barbecue Association (HPBA) and owner of Ryan Brothers Chimney Sweeping in Roseville, California.

PO Box 2190 Skokie, IL 60076-7890 Subscribe online: www.patioandhearthproductsreport.com Email: patioandhearth@omeda.com Phone: (847) 763-9261

Circle Reader Service No. 9

INDUSTRY NEWS Pellet Grill Founder to Join Leading Grill Manufacturer The original founder of the pellet grill, Joe Traeger, has joined Louisiana Grills (Dansons, USA) to elevate the Louisiana Grills brand and product portfolio. In this partnership, Traeger will be developing new pellet grilling products alongside Louisiana Grills founder and pellet grill innovator, Dan Thiessen. Raised by an inventor father, Traeger proceeded down his own path of innovation by developing the first pellet grill to market. A longtime grilling enthusiast, he was inspired to create a new grilling experience after a friend shared a bucket of wood pellets. This bucket of wood pellets inspired Traeger’s original innovation, and the first pellet grill was born in 1983 in the signature

Traeger barn, which still sits as a landmark in Mount Angel, Oregon.

“I love creating products that bring people together and that’s what grilling does; it brings people together and allows them to create lasting memories,” Traeger says.

Joining Louisiana Grills provides a unique opportunity for Traeger to keep his passion and drive for pellet grills alive. His son and longtime pellet industry veteran, Brian Traeger, will also be joining the organization as divisional sales manager. The families look forward to bringing next-level grilling products to market. “By adding Joe Traeger to the Dansons organization, we see an opportunity to reignite the industry with new innova-

From left: Jordan Thiessen, Jeff Thiessen, Dan Thiessen, Joe Traeger, and Brian Traeger

tions and exciting products,” Thiessen says. “As the industry founder, Joe can bring unmatched expertise to our growing organization, and we’re thrilled about the endless possibilities.”

Known for their high-quality grills, built sturdily to last a lifetime, Louisiana Grills promotes best-in-class grilling, smoking, searing, baking, and charbroiling meals to perfection, every time—in the comfort of one’s own backyard. Louisiana Grills is raising the stakes with its line of sleek, affordable, pragmatic pellet grills, and the new partnership marks a defining moment in the industry.

casual Furniture industry mourns tHe loss oF terry lail terry Wayne lail (1952-2018), a veteran of the casual furniture industry, passed away on oct. 10 in Virginia Beach, Virginia, in the presence of his family after a long and difficult recovery from injuries he sustained in an automobile accident in 2017. a funeral was held on oct. 14 at Providence Baptist church, near his home in Hickory, north carolina, where he served on the finance committee and as a deacon.

Terry Lail lail’s career in the casual furniture industry began in 1977 and spanned several positions within the industry in publishing, management, and sales. He was well-known in the industry as the publisher of casual living magazine for many years. after leaving publishing, he began his own company, tWl marketing, and worked as a manufacturer’s representative for several brands in the furniture business, including seven years with agio. lail built relationships and friendships among the retailers throughout his agio territory, which included much of the southeastern united states, but his heart was never far from his native north carolina. condolences are extended to his family, friends in the business, and those who knew him for his good works and volunteer service. lail leaves behind his wife of 45 years, teresa, two adult children and their spouses, and two grandsons.

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Dansons was founded in 1999 by Dan Thiessen and his two sons, Jeff and Jordan. They own and operate multiple companies and brands within Dansons. Each brand has a reputation that fits the founders—reliable, dependable, honest, and family oriented. From world-class wood pellet grills and vertical smokers to industrial lubricants and horse bedding, Dansons offers a wide range of products within their industries. Last year, Dansons was awarded EY Entrepreneur of the Year (2017). For more information about Dansons, visit www.dansons.com.

HeartH & Home tecHnologies acquires Big Woods/stellar Hearth & Home Technologies (HHT) has acquired Big Woods/Stellar (Prior Lake, Minnesota), a leading manufacturer of premium linear and custom gas fireplaces. With a proven track record of innovation, Big Woods/Stellar’s award-winning engineering team offers decades of collective experience. They have been recognized throughout the hearth industry with many awards for bestin-class new product innovations that reflect their artistry and innovation. In addition to a premium gas fireplace offering, the custom fire-

place division differentiates itself by taking a concept from the architect, builder, or homeowner and bringing that concept to life with a unique fireplace.

“Today, Big Woods/Stellar is a market leader in the premium linear and custom gas fireplace market,” says VP (Vincent Paul) Berger, president of HHT. “This strategic investment provides Hearth & Home Technologies (Lakeville, Minnesota) with added engineering expertise and knowledge of the premium linear and custom gas fireplace markets,” he says. “Overall, it will help Hearth & Home Technologies deepen its knowledge of these categories to expand our product offering to provide products that consumers want.”

BroWn Jordan introduces stretcH By ricHard Frinier Brown Jordan has unveiled stretch, an exciting new collection by prominent designer richard Frinier. stretch represents a chic and enduring design sensibility for the indoor/outdoor living room. it reimagines the Stretch by Richard Frinier for Brown Jordan next generation of class designs by Brown Jordan. the dynamic and angular frames are accentuated with horizontal and vertical lines that evoke feelings of calmness and tranquility. the elastomeric fabric strap is constructed using durable sunbrella yarns for superior performance and just the right amount of stretch for added comfort. the overall design impression is welcoming and provides a clear sense of balance and design integrity. the stretch collection includes dining and lounge chairs, ottoman, chaise, daybed, dining, and chat and occasional tables.

From left, Dave Digirolamo, Brenda Pereyda (OW Lee sales manager), Terri Lee Rogers, and Jeff Glarrow

oW lee selects sales rePresentatiVes oF tHe year OW Lee (Ontario, California), manufacturer of high-end outdoor furniture, firepits, and accessories, presented Dave Digirolamo and Jeff Glarrow with the Sales Rep of the Year award for 2018. The awards were presented at Casual Market Chicago in September.

Digirolamo has been at OW Lee since 1994 and has successfully developed OW Lee in the Northern California and Northern Nevada regions. Glarrow joined Dave Digirolamo & Associates in 2013 and has further strengthened and built new customer relationships in the eastern part of the territory.

“Dave D. and Jeff were the clear choices for the award this year,” says Terri Lee Rogers, vice president of sales and president of OW Lee. “Their professionalism and commitment to OW Lee are exceptional, and they had astounding sales growth for the 2018 season.”

dansons Welcomes Veteran Product leader to team Dansons, USA has hired Bobby Martin as senior vice president of product. Martin brings more than 16 years of management and leadership experience from his roles at Cabela’s, Li and Fung, and Big R retail centers. In his role at Dansons, Martin will be leading all product and engineering teams Bobby Martin toward strategic development of products and accessories throughout the grilling category. This effort will include leading product innovations and line expansion. In addition, Martin will be leading the procurement and sourcing efforts across the organization to improve operational effectiveness and enhance go-tomarket speed.

“Bobby brings a breadth of talent, experience, and passion to the Dansons organization,” says Dan Thiessen, CEO. “Our commitment to product innovation and excellence has never been stronger, and we’re highly optimistic about the future.”

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INDUSTRY

NEWS erik qualman’s keynote address to oPen 2019 icFa educational conFerence Acclaimed marketing Erik Qualman expert Erik Qualman will share insights on digital trends and leadership in the opening keynote address at the International Casual Furnishings Association’s Educational Conference, slated for Feb. 5-7, 2019, at the Omni La Mansión in San Antonio, Texas. ICFA’s third-annual learning forum offers free registration for all retail members.

Qualman, the author of “Socialnomics” and “What Happens in Vegas Stays on YouTube,” will integrate tips on branding and entrepreneurship to kick off the Wednesday morning agenda dedicated to marketing success. Technology is the focus of the Wednesday afternoon agenda, including the return of last year’s favorite mobile photography workshop

by Instagram phenom Conor Dwyer. Stephanie Skordas, senior associate director of communications at Wake Forest University School of Business, will present a hands-on session on mobile videography. Breakout sessions will be led by ICFA Solution Partners Storis and MicroD on business intelligence and data analytics, plus best online practices.

Also returning by popular demand is customer service expert Ty Bennett to start the Thursday morning session on sales and training. Bennett will dissect the art and science of a sale, providing tips to help retail sales associates determine how to best help consumers purchase outdoor furnishings. Retail strategists Rich Kizer and Georganne Bender are returning to lead a lively consumer focus group with recent outdoor furnishings shoppers. In addition, Lee and Terry Resnick, standout speakers from ICFA’s 2017 conference, will lead a breakout session on business succession planning.

Marcia Blake, merchandise manager at Glen Raven Custom Fabrics, returns to chair the conference committee of retailers, sales representatives, manufacturers and suppliers. Noting a program that combines expert speakers and group breakout ses-

ryan BoWman Hired as sales manager For outdura outdura recently hired ryan Bowman as sales manager of its casual furniture division. Bowman comes to sattler with 15 years of experience in the casual furniture industry. His background is in textiles, retail sales management, and oem design and manufacturing. as sales manager, Bowman will serve in a key role for the outdura sales organization. ryan will manage key customer relationships with a focus on casual furniture oems and retailers. He will also provide direction and leadership to the inside sales and customer service teams while managing responsibility for customer satisfaction and market share growth for the outdura fabric brand.

sions, Blake added, “The conference committee is planning once again to provide rich educational content for business practice ideas and will also help facilitate collaborative discussions between retailers, manufacturers, sales reps and outside vendors.” In addition to the classroom sessions, the agenda offers a Tuesday afternoon golf event at La Cantera Golf Club and a retail tour of local outdoor specialty stores Home and Patio, Outside in Style and Summer Classics Home. The opening reception and dinner has a Texas-inspired “Denim & Diamonds” theme and will offer a taste of San Antonio.

Program and registration information is available at www.icfanet.org/event/2019-icfa-educationalconference.

PHiFer rolls out neW season oF Furniture FaBrics Phifer Incorporated has introduced its sample furniture fabric trends for the 2018-19 season—a collection of seven energetic and diverse palettes that put a fresh face on bold color. With today’s layered out-

Phifer Color Box for 2018-19

door decorating style in mind, the new palettes feature brilliant tones and classically modern patterns with a healthy mix of tried-and-true best-sellers. For the 2018-19 season, Phifer’s design team introduced more than 350 new fabrics across six color and pattern trends with a continued focus on coordination between the cushion and sling product lines.

Highlighting the industry’s freshest in color and design, these fabrics are showcased in Phifer Color Boxes, neatly packaged presentations of the year’s new color and pattern offerings. The Color Box, a handy tool for customers assembling fabric collections, makes it easier to envision and create coordinated looks for indoor and outdoor spaces. Boxes are available in three customized options—a combo of cushion GeoBella and sling Phifertex fabric swatches, cushion only or sling only.

Made from reclaimed fibers, GeoBella fabrics boast the plush texture and comfort of indoor furniture backed by the stability, strength and durability

12 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

Ryan Bowman

needed for outdoor cushion applications. Soft and touchable enough for deep seating cushions, Phifertex fabrics are built tough for outdoor performance and can be used in awning, umbrella, pillow and new exterior fabric applications.

For more information on the Color Box or GeoBella and Phifertex product lines, call (205) 345-2120 or send email inquiries through www.phifer.com.

tWin star Home donates Product to tWo las Vegas non-ProFits Twin Star Home, a leader in electric fireplaces and a premier designer and manufacturer of home furnishings, recently donated over 160 of its products to two Las Vegas, Nevada non-profit organizations, Habitat for Humanity and Veterans Village.

Habitat for Humanity Las Vegas was the recipient of 67 Bell’O Dakota Murphy Desks with matching filing cabinets. Educators in the Las Vegas area will have complimentary access to the combination desk and filing system, both finished in roasted walnut, for their classroom or office. In addition, Twin Star Home donated over 90 Duraflame portable LED electric flameless candle lanterns with quartz infrared heaters to Veterans Village. The bronze lanterns will aid in the organization’s mission of “creating an environment that is home to United States Veterans.”

“Twin Star Home is proud to partner with organizations like Habitat for Humanity Las Vegas and Veterans Village Las Vegas that both work to make a positive influence in their communities,” says Lisa Cody, vice president of marketing at Twin Star Home.

Habitat for Humanity Las Vegas revitalizes and stabilizes neighborhoods that cannot support private development by building single family homes.

Veterans Village Las Vegas provides supplies and services for its residents, including housing, medical and mental health services, employment training, referrals and placements, food pantry/nutrition programs, and transportation to the VA Hospital and primary care clinics.

landmann’s reVamPed WeBsite oFFers neW Feature Landmann has launched its newly designed website (landmann.com/us). One of its newest features,

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NEWS

INDUSTRY

the “Certified BBQ Advisor,” helps current and prospective customers make well-informed decisions to find the Landmann product that is perfect for them.

The Landmann Community Board allows customers and grill masters all over the world to share their experiences, tips, and even recipes. The website also showcases distinctive collections such as “Into the Wild” a nd a wide range of products and accessories to cater to customers. Landmann has dedicated a portion of the website to the Landmann Professional series, and the Landmann Professional Ardor is beautifully displayed with multiple add-on options, accessories, and a dealerlocator tool.

“I’m thrilled to debut our new company website to our customers, clients, partners, media and visitors who are looking to understand the dep th of Landmann’s offerings,” says Global Marketing Manager Sean Williams. “This website redesign is truly another way we at Landmann are committed to creating the best experience for our customers. The completely revamped website, www.landmann.com/us, features a streamlined and simplified design, improved functionality, userfriendly navigation and enriched content areas. We will regularly update the website with news on company pro ducts, accomplishments and events, as well as new industry development.”

serge Ferrari launcHes 2019 sling oFFerings

Batyline Duo and Batyline Iso from Serge Ferrari

Serge Ferrari has launched its 2019 collection for two sling mesh fabrics: Batyline Duo and Batyline Iso. The company consulted with European designers and color experts to produce a more sophisticated and trendsetting color palette compatible with all design styles. The 28 colors of the Batyline Duo range and the 31 colors of the Batyline Iso range are now stocked and available in the Pompano Beach, Florida, warehouse.

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Batyline Iso is Serge Ferrari’s original sling fabric and a standard in the industry for the last 30 years.

Coated high-tenacity polyester yarns are threaded one in warp and one in weft for a square-weave pragmatic construction. Most fabrics in the Batyline Iso range continue to use a single color in the weave to further accentuate the simplicity. The 2019 collection is the first launch in the range to offer a twocolor weave. Raffia (green and white) and Mist (blue and white) offer a checkered pattern within a simple construction.

Batyline Duo provides a fabric with more complexity and artistry. Colorists carefully chose two or three colors per fabric and these coated high-tenacity polyester yarns are woven one thread in warp and two in weft. The result is a distinctive, more complex look with three-dimensional depth. The Twist range creates even more interest and depth by twisting the threads for a random weave, speckled effect. Serge Ferrari has pushed the envelope to create unique works of art: Duck combines brown, blue, and teal; Avocado incorporates a light and dark green with beige; Cruise combines blue and dark gray.

“Designers and furniture manufacturers that have previewed this collection are very excited,” says Laurent Pellequer, market manager for Furniture and Hospitality. “Innovative designers are asking for innovative fabrics. Our team has worked hard to deliver this.”

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ADVERTORIAL

HEARTH SPOTLIGHT

ABRANDLEADER New Jersey retailer relies on Mendota for high-end sales.

Above: The Mendota Hearth product line boosts sales for Rettinger Fireplace Systems From left: David Jr., Dave, Alexis, and Alyssa Rettinger

F

rom humble beginnings more than two

product selection, installation, and custom

decades ago, Rettinger Fireplace

finishes. This level of dedication to offering

Systems Inc. (Voorhees, New Jersey) has

Left: The Mendota FV41 Décor fireplace with a Willowbrook front in brushed chrome is accented with a black panoramic liner and driftwood log set (numerous Mendota dealer awards are displayed on the mantel)

customers the best products available in

grown exponentially to become a red-hot

the industry includes Mendota Hearth’s

destination for customers to find a complete

fireplaces and inserts, which boast high

which give customers a taste of the

line of fireplaces, stoves, and inserts for both

performance and a luxurious design.

unlimited design options available

commercial and residential projects

“Mendota is our high-end luxury fire-

with the products it sells.

throughout South Jersey, Jersey Shore and

place and has been a brand leader for us

“We have a custom mantel-mak-

the greater Philadelphia area. Alexis

for over 15 years,” Alexis says. “The prod-

ing facility and are capable of creating

Rettinger, office manager, says, “We are a full

uct just reeks of quality and sells itself with

beautiful built-ins around the fireplace

hearth shop offering retail customers—along

the most realistic burn in the showroom.”

along with fireplace doors and acces-

with builders, architects, interior designers,

Alexis adds that Mendota fireplaces are a

sories,” Alexis says. “We also service

and remodelers—wood, gas, pellet, and

flagship product for the store because

and install every product we sell.”

electric fireplaces, stoves, and inserts.”

they offer the perfect complement for proj-

entertain. The high efficiency of the prod-

Rettinger Fireplace is poised for continued

ects many customers are looking to com-

ucts also satisfies customers. The compa-

success as it prioritizes customer service,

out of his home’s basement, Rettinger

plete. “We do a lot of custom mantels and

ny’s product models at every price level

offers high-quality products, and employs

Fireplace now has more than 80 burning

built-ins surrounding the fireplace as well,”

also include a large number of features.

experienced staff members.

displays in a 6,400-square-foot showroom

she says. “The linear, more contemporary

Alexis explains that this makes Mendota

conveniently located in Voorhees Design

fireplaces continue to trend.”

products really stand out in Rettinger’s

customer satisfaction along with educat-

Founded by David Rettinger Sr. in 1995

Center, which includes stores offering tile,

“We continue to strive for 100 percent

showroom. “All of their features are built

ing our staff to become the most knowl-

stone, hardware, and plumbing supplies

place, available in two sizes, is a show-

into their units, which makes it easy to sell

edgeable in the hearth industry,” Alexis

for customers seeking a one-stop place to

stopping product with limitless options for

being able to tell the client that the fan kit,

says. “We presently have nine NFI

shop in New Jersey. David, the president,

customization. The beautiful flames are vis-

the beautiful remote control, the light kit,

(National Fireplace Institute) certified spe-

began his company by building each man-

ible and can be offset with media options

and other features are all included with the

cialists on our staff and have another six sit-

tel and personally installing every fire-

such as natural river rock, glass diamonds,

unit instead of having to add these items

ting for the NFI exam in the fall.”

place. He soon moved into a small show-

clear ice cubes, and realistic-looking

on,” she says. “Truly, everything about

room with one employee, and now his

Norway spruce, driftwood, or birch logs.

their product is top of the line.”

staff of 24 people includes his wife, Alexis,

Customers can also select from a large

and their children, Alyssa and David Jr.

number of materials, such as traditional

Rettinger Fireplace has become success-

Mendota’s FullView décor linear fire-

By offering a wide array of these superior products, Rettinger always keeps its

Rettinger Fireplace will continue to seek out products that satisfy its customers’ needs and offer quality installations and custom-mantels and cabinetry,

firebrick, flat panels, and reflective linings,

customers at the forefront. The company

so that every detail of a customer’s

ful because it is committed to achieving

to create a customized fireplace interior.

lives up to its motto, “Where details make

design project is perfect. “Our custom

complete customer satisfaction, which

Mendota’s panoramic porcelain reflective

the difference,” by offering unique servic-

mantel-making facility sets us apart from

includes carrying numerous brands to fit

interior linings skillfully highlight flames for

es and providing installation that is precise

our competition,” Alexis says. “Our

any design, space, and budget. The knowl-

added ambience.

and thoughtful. Rettinger’s separate

showroom is constantly changing to

woodworking facility crafts custom man-

bring our clientele the most innovative

tels to showcase its burning displays,

trends in the hearth industry.”

edgeable staff will work with customers through every step of the process including

Mendota’s elegant touches elevate any room into a magnificent space to relax or

16 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

Circle Reader Service No. 17

SPOTLIGHT

PRODUCT

Stove manufacturers remain optimistic, despite new EPA regulations. By GREG THOMPSON

01

STOKINGSTOVESALES Stove sales are strong and steady across much of North America, but longterm prospects get a bit smokier when it comes to wood stoves. Michael Lewis, director of product development at Innovative Hearth Products (Russellville, Alabama), says the unpredictable outlook is largely due to New Source Performance Standards (NSPS) from the Environmental Protection Agency (EPA), scheduled to take effect in 2020.

“It is hard to ignore the looming NSPS elephant in the room and the effect that may have on sales leading up to 2020,” he says. “Products are going to change and consumer options for wood heat are going to change as a result.”

The fine print of the EPA’s new standards is a bit dense, but Chris Neufeld, vice president of Blaze King Industries (Walla Walla, Washington), explained that wood

02

18 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

heaters (cordwood and pellet) that have an EPA-certified weighted average of 4.5 g/hr or less are deemed qualified (legal to continue to sell) until May 15, 2020.

“All wood heaters manufactured and sold by retailers and distributors after May 15, 2020, must meet the Step 2 Standard in order to be legally sold,” Neufeld adds. “The correct definition of ‘Standard’ is a certified weighted average of 2.0 g/hr when certified on crib fuel, and 2.5 g/hr when certified on cordwood, and also must have been tested according to Method 28R [crib fuel] or EPA’s approved Alternative Test Method [currently the ASTM E3053] or Pellets units tested to ASTM E2779.”

Whether it’s wood, gas, or pellet, stove manufacturers are coming up with new ways to keep up with consumer tastes, design trends, and government regulations when necessary.

The 12 companies in this issue’s spotlight have upped their game with new looks, updates, and efficiencies designed to ensure that stoves remain a viable product choice in 2019 and beyond.

HEARTH & HOME TECHNOLOGIES The assessment from Jeni Forman of Hearth & Home Technologies Inc. (Lakeville, Minnesota) is unequivocal. “Stove sales are solid right now in all fuel categories,” says Forman, senior vice president of U.S. sales & marketing, dealer & wholesale, and a veteran of more than a decade in the stove business.

Like many of her colleagues, Forman and designers at Hearth & Home are focused squarely on complying with government regulations mandating improved emissions.

“Due to the 2020 NSPS deadline, we are only making small improvements to existing stoves as we test to

01 Regency Contura Ri50 Wood Fireplace

02 Vermont Castings Intrepid wood burning stove, shown in Majolica Brown enamel finish with warming shelves and mitten racks

03 04 03 Pacific Energy Super 27 Non-Catalytic

04 Enviro EX32 with Herringbone Liner

05 Castleton TruHybrid model 8031 from HearthStone

06 The Shaker Wood Burning Stove by Wittus – Fire by Design

05 meet the new emissions requirements in time for our dealers,” she says.

While the EPA is mandating reduced emissions, which Forman supports, she says the changes for consumers between Step 1- and Step 2-compliant wood and pellet stoves will be transparent. On the design side, however, cleaner lines and ease of use seem to be leading the way for consumers.

For dealers looking to capitalize on a younger demographic, Forman thinks stoves may not be the product that lures the demographic into the store.

“I’m not sure the younger consumers are looking much at stoves,” she says.

“When they do, it’s likely gas stoves with modern clean lines.”

Dealers who sell Hearth & Home stoves can point consumers toward several educational elements on the company’s website, such as: How to start a wood fire in the stove; how to clean and maintain wood or pellet stoves; and how to measure wood moisture.

06 Ultimately, Forman’s confidence in the stove market transcends fluctuations in the weather, as evidenced by consistent sales even in warmer climates.

“In the West, there doesn’t really seem to be winters anymore,” she says. “And while we don’t see the large upward swings in stoves sales there, there does seem to be slow, consistent growth.”

BLAZE KING INDUSTRIES Blaze King Industries (Walla Walla, Washington) showed off its new Boxer 24 wood stove earlier this year in Nashville, sparking initial success in the early phases of a season that heats up when temperatures go down. “We now have 10 units that meet the 2020 compliance requirement, and dealers like the idea of not having to worry about selling off new display models,” says Chris Neufeld, vice president. “We also showed our Clarity 26 freestanding gas unit at HPBExpo and the International Builders’ Show. We

received great feedback and that has translated into good sales momentum.”

Neufeld sees early indications that many retailers are selling off wood and pellet units that do not meet the EPA’s 2020 future compliance requirements.

“Currently, in the absence of a sellthrough period, retailers should make certain they take every opportunity to sell off non-2020-compliant units and replace them with stoves that meet 2020 compliance requirements,” he says. “Natural gas and propane prices are at a point to encourage gas stove sales as well.”

The idea that younger consumers favor contemporary looking stoves is usually true, but Neufeld points out: “Many young adults reflect on the satisfaction their parents had with a particular stove manufacturer and desire to stick with what they know worked. Just about every manufacturer has a mix of products to address the needs of most wood and gas stove shoppers.”

Over the past two years, Blaze King added several new units to its wood product offerings. Historically, the Princess model was the company’s bestseller, but as Neufeld notes, “With the introduction of our new models, the mix is ever changing. The entire EPA matter is also influencing sales. Our new Clarity gas stove is the first in a future line of gas stoves.”

STÛV AMERICA Five years ago, finding a place among dealers was a challenge for Stûv America (Bromont, Quebec, Canada). Nadia Gilbert, marketing and customer service director, explains that resellers were wary of investing with new players.

“Today, the majority of resellers wish to offer units that stand out and present a new perspective on auxiliary heating,” Gilbert says. “It’s the perfect opportunity for us to expand our network.”

Consumers may care about efficiency and BTUs, but Gilbert contends

NOVEMBER/DECEMBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 19

SPOTLIGHT

PRODUCT

01 The Breckwell SP2047, Traverse, Non-Electric, Gravity Fed Pellet stove

02 The Grandview 230 from Innovative Hearth Products

Beautiful, easy to install, efficient, low particle emission (1.8g/hr) with the possibility of an open fire—it is more than sufficient to convince many customers to opt for these two models that are unique on the market. Our numbers prove it.”

01 that aesthetics are the most important. “An auxiliary heating apparatus has become a luxury item, so for the majority of consumers, a stove must be integrated into their home style and also correspond to their lifestyle,” she says. “Then comes the fuel, efficiency, combustion period, percentage of fine particle [wood] emissions, and other performance characteristics.

However, it is the look of the unit that will mostly influence the consumer’s choice.”

Stûv America is not afraid to go after younger consumers, and they believe they have the product that will attract the demographic. “Contemporary units offer a look that corresponds better with their lifestyle,” Gilbert says.

“We can see it with the Stuv 16, very popular for the young consumer. The clean lines in the design attract this clientele because these units offer a contemporary look and performance that respects the environment and offers a large viewing area of the fire. Young consumers are searching for quality products that are a reflection of who they are.”

Earlier this year, company officials released the Stuv 30-compact ONE, a contemporary wood stove.

The Stuv 30 compact and 30-compact H have three doors for three types of combustion. “These units have an open door, shield door and glass door, a floor plate that turns 360 degrees, and even a heat accumulator in the case of the Stuv 30-compact H,” Gilbert says. “With their timeless design, the Stuv 30-compact and 30-compact H reinvent the hearth room.

02

REGENCY Officials at Regency (Delta, British Columbia) just launched the RC 500, a new gas stove, in October. The unit features contemporary styling with a rounded shape, and it comes in black cast iron or white enamel. “We are stoked,” says Tabitha Beasley, Western Canada sales manager.

“The interchangeable media inside the unit provides a lot of options that we have not had in a while. We started shipping in late October.”

The RC 500 is expected to be a solid seller in the stove product category, which Beasley describes as holding steady. “We expect to see a jump with our new, more modern product,” she says. “In my region, as the population gets older and changes, they are backing away from their wood stoves. On Vancouver Island, which is a big wood stove market, people are backing away from all the work of wood stoves and they are putting in gas stoves on a regular basis. That's where we are seeing a pretty steady changeover.”

Regency has two categories: One is a contemporary look called the U39, which Beasley notes has done well due to its 38,000 BTUs and modern lines. On the traditional side, the Hampton H35 (cast iron) appeals to style-conscious consumers while putting out 35,000 BTUs. In the coveted younger demographic, Beasley typically sees renovation consumers replace a builtin fireplace with another built-in fireplace—not a stove. “I don't see them [younger buyers] coming and asking as much for gas stoves,” she says.

ACADIA/BRECKWELL HEARTH PRODUCTS In certain pockets of the stove market, pellet stoves are coming on strong. Kent Roeder, general manag-

20 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

er/vice president of Acadia/Breckwell Hearth Products (Cheyenne, Wyoming), observes that some customers are just tired of securing, cutting, and stacking wood. For these people, Acadia/ Breckwell has an answer.

“The Breckwell SP2047, Traverse, non-electric, Gravity Fed Pellet stove is a patent-pending truly unique, ‘wood stove that burns pellets,’” Roeder says. “This stove can be a wood stove replacement using the existing 6-inch wood chimney. The Traverse is a great option and it’s easy to install to replace the wood unit.”

It’s a bold new offering from a familiar company (Breckwell) that is also launching Acadia Hearth Products. “Launching a new company from the ground up takes time, and we are happy to report that we are on schedule with five new gas hearth products, multiple fronts, logs and liners, a new website, and brochures,” Roeder says. “The Breckwell SP2047 Traverse is also underway and in production shortly.”

Also on the Breckwell side, the SP1000 “Big E” continues to be a top seller, but Roeder reveals that success has not kept the company from seeking improvement, and designers are revamping the Breckwell line with new features and designs.

Meanwhile, Acadia is stocking a lineup of outdoor products beyond the stove market such as grills, firepits, patio furniture, and patio heaters.

“Discussions from the field have told us that design, price, and durability are extremely important,” Roeder adds. “We are trying to achieve all of these elements for our stove line. Dealers ask, and we are listening.”

PACIFIC ENERGY FIREPLACE PRODUCTS Officials at Pacific Energy Fireplace Products (Duncan, British Columbia) are seeing solid gains across the board, with some exceptional increases in its high-end Town & Country Line. The company’s architectural series is under the Town & Country brand, and the Pacific Energy and True North brands are all non-catalytic 2020-ready wood stoves.

The Town & Country line ties in to the highend housing market, which Cory Iversen, sales manager, notices is creeping up. It’s mostly on the West Coast, but solid in other areas as well. Iversen attributes Town & Country’s “top end of the gas business” performance to the economy, high-end housing, and a stove that resonates with consumers’ aesthetic and functional tastes.

Iversen and designers at Pacific Energy have been preparing for 2020 regulations for quite a while, and Iversen is convinced that new standards will force the industry to evolve. “I think with new regulations are going to come new technologies and new twists on older technologies,” he says. “We need to provide easy-to-use, reliable solutions that everyday consumers can easily operate.”

Pacific Energy is a “wood stove company at heart” and firmly in the non-catalytic realm. While acknowledging honest differences of opinion, Iversen is adamant that non-catalytic makes more

Circle Reader Service No. 21

SPOTLIGHT

PRODUCT

01 The Blaze King Clarity 26

02 Stuv 16-H

01 sense for a variety of reasons. “A lot of folks rely on catalytic,” he says. “Catalytic stoves ignite the combustion products of the stove as it leaves. It's a less reliable, harder-to-use technology, but it does get your emissions down quickly. We tend to stay away from them, mostly because they do tend to degrade, and they are difficult to use for average consumers.

We like non-catalytic because that gives us one air control and is much easier to use. You put the wood in and let it go.”

NAPOLEON GROUP OF COMPANIES The Napoleon Group of Companies (Barrie, Ontario, and Crittenden, Kentucky) continued to experience moderate growth in the stove category this year, with gas stoves as the most popular offering, followed by wood and pellet. “This falls in line with lower oil prices,” says John Czerwonka, vice president of sales at Napoleon Hearth Division.

“When oil trends toward $85/barrel, the market sees an increase in wood and pellet sales as consumers try to save money on home heating costs. In terms of style, traditional and transitional remain our most popular.”

Along with fuel type, consumers care about aesthetics, style, and versatility. Napoleon has focused on all these elements, with popular S-Series stoves gaining ground due to their versatility and ability to blend with different styles and decors. Czerwonka notes that “burn time is also an important consideration” because owners like to use stoves through the night and not have to reignite until the morning.

Czerwonka observes that pellet stoves have had a “tough couple of years in the market,” but, in 2018, he has seen an uptick in pellet stove sales.

Maintaining sales in pellets and other media can often come down to educating retailers and consumers on the benefits. With that in mind, Napoleon offers product and technical training through multiple vehicles, such as print pieces, hands-on training, the website, and their newest form of training—Napoleon Education (NED), which offers short video training sessions that can be accessed from a computer, smartphone, or tablet.

Two of Napoleon’s best-selling gas stoves are the Havelock and Haliburton models. Consumers appreciate the units’ traditional designs, size, and performance. “As for wood-burning stoves,”

Czerwonka says, “our S-Series models (S1, S4, S9) continue to be the best-selling due to their clean, contemporary look and adaptability to nearly any homeowners’ style.”

WITTUS-FIRE BY DESIGN Wood-burning units continue to sell well at WittusFire by Design (Pound Ridge, New York) with the freestanding Shaker stove, the Stack ceramic stove, the Phenix Green zero-clearance fireplace (which comes in four sizes) and the Optifire zero-clearance fireplace leading the way as best-sellers.

Niels Wittus, president, attributes some of the appeal to an interest among consumers to take their homes “off the grid” and make them storm proof.

“Wood-burning products are operated without electricity and are the perfect solution for power outages, which seem to be happening more frequently with seasonal storms,” he says. “One of the strongest groups of homebuyers are the Millennials, who invest in homes earlier than the generation before them. These young people want their homes to be up-to-date with the best heating products that the market has to offer.”

The Shaker is Wittus’ signature stove, designed

by Antonio Citterio of Italy. “The stove has immense charm that appeals to a vast audience,” Wittus says. “It is both contemporary and classic.

Wittus brought this stove back to life about two years ago after a three-year gap. The Shaker was updated and tested to meet current EPA standards.

It’s exciting to have such a beautiful, well-loved product in our lineup.”

The Stack ceramic wood stove, also from Italy and designed by the Adriano Brothers, is described as an “Artisan stove” that appeals to consumers who are looking for something unique. “The Stack is made of local clay from the hillsides of Castellamonte in Turin,” Wittus says. “The Stack stove is a quality handmade product.”

With the perspective of more than three decades in the business, Wittus notes that the hearth industry moves slowly with styles and trends. And yet, some definite trends have emerged.

“We have noticed an increase in interest in contemporary stoves and fireplaces,” he says. “Popular items are zero-clearance built-ins for new construction, which include fireplaces with minimal frames

22 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

02 that optimize the fire-viewing window. Other popular additions are freestanding stoves that can be easily placed in a space to bring in a fire element where nothing was there before. Overall, people are looking to heat their homes with esthetically pleasing products. Most of our clients want fireplaces primarily for ‘hygge’ [coziness and enjoyment] and not merely as the sole source of heat.”

INNOVATIVE HEARTH PRODUCTS Michael Lewis, director of product development at Innovative Hearth Products (Russellville, Alabama) understands that the upcoming EPA standards will cause some uncertainty. The goal, however, is to adjust and move forward with a consistently strong product. “As a longtime wood stove manufacturer,” he says, “we are committed to providing the same thing that has made us successful in the past; make clean-burning, quality products that deliver longlasting comfort to the families that use them.”

Innovative Hearth Products’ (IHP) stoves are built in Auburn, Washington, under the IronStrike brand. In early 2019, a new version of IHP’s Grandview 230 wood stove will emerge, which will meet NSPS 2020 requirements. “We took a great stove with an innovative heat exchanger system and made it even better by adding an automatic air control that is activated when a user opens the door,” Lewis says. “This new feature makes startups and reloads both easy and cleaner burning.”

The ease-of-use theme appeals to younger consumers, but Lewis says there also remains an unmistakable nostalgia. “A lot of folks have fond memories of sitting around a stove when they were kids,” he says. “Some want a more traditional stove like Grandpa had and others want something a bit more updated, but regardless of style, they all want to recreate the memories of comfort and warmth that a stove delivered. Sure, they may cozy up beside the stove with a smartphone instead of a good book, but it is the memory of comfort in the home that is timeless, and that is what they are after.”

ENVIRO FIREPLACES Enviro Fireplaces (Victoria, British Columbia) started producing wood stoves 20 years ago, eventually manufacturing pellet stoves after that, followed shortly by gas stoves. Currently, 75 percent of Enviro’s business

Circle Reader Service No. 23

SPOTLIGHT

PRODUCT

01 Arada Farringdon wood and pellet stove from BAC Fireside Group

02 The Castlemore Direct Vent Gas Stove from Napoleon Products

01 is gas, 18 percent pellet, and 7 percent wood.

“About 85 percent of our business is in North America, which we sell to 852 dealers,” says Stuart O’Connor, vice president. “Around 15 percent of our business is overseas with New Zealand, Japan, and Ireland. Our factory is just over 75,000 square feet, and we employ almost 200 people.”

Sales are up another 22 percent over last year, marking a second consecutive run of year-over-year growth. O’Connor attributes the success to cold weather, consumer confidence, great products, and the dealer network. Leading the charge has been a new luxury line of gas inserts called the EX32 and EX35. “These models are going after more of the higher-end insert market with nicer logs, ember lights, top lights, and electronic controls,” he says.

Like many of his competitors, O’Connor has seen a shift over the past few years from wood and pellet into gas. “Customers are wanting more convenient products that don't require as much cleaning and servicing as wood and pellet,” he says. “They are also very driven by the aesthetics of the product—design of the logs, liners and surround panels.”

In addition, a shift toward more contemporary products—modern stoves like Enviro’s S20 freestanding gas stove and its C Series linear products— have also gained ground with younger consumers.

“For those who are still wanting a cast-iron stove design, we now have a clean modern looking threesided stove called the Berkeley,” O’Connor says.

“Another factor we are noticing is house sizes are getting smaller, so we are seeing a shift toward products that require less space. Based on that feedback, next year we will be offering a new cast-iron stove called the Westley, which has basically the same look and feel as our Berkeley stove, just smaller.”

HEARTHSTONE QUALITY HOME HEATING PRODUCTS INC. After seeing significant improvement in sales of wood-fired heaters, David Kuhfahl, president of HearthStone Quality Home Heating Products Inc. (Morrisville, Vermont) calls 2018 the year of the home heater. One HearthStone model, for example, is up 67 percent and double-digit increases can be seen throughout the line.

“Last year, we saw smaller products were taking the lead,” Kuhfahl says. “This year, small products

trail the growth curves. We are a small industry with a 300-million-person potential market. Small changes in the urge for heating appliances can shift the demand significantly. Fuel price increases and insecurity can also cause improvements in sales.”

Government regulations can also influence sales, and HearthStone’s family of TruHybrid wood products are ready for the 2020 EPA rule with those standards in mind. “The Green Mountain Series is 100 percent new and also part of our TruHybid offering,” Kuhfahl adds. “This year, we have two models on the market, another bigger one through testing, and three inserts to follow. Our 2020 stoves will burn as a 2015 stove in ‘bypass’ and less than a gram per hour with the catalyst engaged.”

As to the possibility that warmer winters have affected the stove industry, Kuhfahl notes that there is no data to support the theory. However, he says the “low cost of natural gas and high price of pellets” have indeed impacted the industry. Through it all, some familiar products remain steady. “Our bestselling collection is the Soapstone and Cast Iron products that have defined us for 40 years, with the Heritage and Castleton leading the category.”

BAC FIRESIDE GROUP Today’s customers are interested in fuel efficiency and ease of use, notes Jack Cohen, president of BAC Fireside Group (Hudson, New York, and Raleigh, North Carolina). “Removing the need for pilot lights on stoves has sparked consumer purchasing, reducing the need for service calls relating to faulty pilots,” says Cohen, a veteran of three decades in the industry.

Meanwhile, young consumers are also looking for low maintenance and high-efficiency stoves, which point them to gas lines that allow “instant heat with a flip of a switch, eliminating the need to load wood and pellets,” he says. “High-efficiency wood and pellet stoves are growing in demand as well. Pellet and wood stove sales have seen an increase in 2018 relating to the consistent oil price increase year over year since 2016.”

With BAC’s expansion into the southeastern United States, as well as a trend toward warmer winters, lower-BTU units are becoming more popular. “The days of buying the largest and highest BTU units are being replaced with more fuel efficient, lower-BTU solutions,” Cohen says.

24 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

02 “However, warmer winters do affect stove sales.”

Regardless of the weather, Cohen is convinced that a focus on the fundamentals can yield solid results for retailers looking to maximize stove sales.

He outlines three of the most important factors: 1) having units on display for consumers so they see a beautiful unit burning in person; 2) having the entire package of supplies that consumers would need to install that unit; and 3) staying current with the three types of stoves, based on economical markets (gas, wood, pellet)—and if oil prices rise, have wood and pellet in stock. If oil prices drop, increase gas inventory.

Along with those fundamentals, BAC has enlisted sophisticated data research to aid dealer efforts to boost sales. “BAC purchased Fireside Distributors in 2017, which adds a logistical advantage as well adding product lines to meet the needs of today’s dealers,” Cohen says. “BAC has also brought cutting-edge industry software to provide analytic reporting on a customer, product, and territory basis, which has redefined how management looks at sales and operations.”

Circle Reader Service No. 25

HEARTH RETAILER

ALLFIREDUP Embracing industry trends equals growth for Taylor’s Hearth & Leisure.

BY M A U R A K E L L E R

P H OTO G R A P H Y BY D A N N Y F U N G

Taylor’s Hearth & Leisure is one of the few companies on Long Island that does customer fireplace work from start to finish

W

hen Dennis Lawrence and his wife, Lisa, founded Taylor’s Hearth & Leisure (Franklin Square, New York) in 1995, they initially sauntered into the patio and hearth industry as a chimney-cleaning service company, but quickly expanded their entrepreneurial adventure into the retail environment. Fast forward 23 years, and Taylor’s Hearth & Leisure has evolved into a leading hearth and patio retail business that has experienced impressive growth since its inception.

“Since 1995, our sales increased an average of 20 percent for the first five years and then realized an average of 10 percent the following years after,” says Dennis Lawrence, owner of Taylor’s Hearth & Leisure. “Even when the economy slows down, we are able to stay steady, in part, due to our close relationships with local contractors.”

Today, the couple’s dedicated spirit rings true throughout the business, with the staff—the majority of whom are family

From left: Brian Puma, Penny Cialone, Dennis Lawrence Jr., and Lisa Lawrence

26 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

members—embracing the company’s core tenets of delivering superior quality products and offering exceptional customer service. “We are a familyowned and -operated business,” Lawrence says. “The staff consists of me, my wife, my brother-in-law, and my two sons, along with our receptionist Penny, who we now consider to be part of the family.” Being family owned and operated means the company exudes a deep heritage of striving to deliver excellent products and service to its customers.

In fact, Taylor’s Hearth & Leisure is one of the few companies on Long Island that does custom fireplace work from start to finish. All installations are done by the company’s specialized staff rather than being subcontracted. This epitomizes the deep “ownership” the Lawrence family feels about all aspects of their business.

“We are willing to do as little or as much as the customer wants as far as the installation,” Lawrence says. “We can take an empty wall and turn it into the centerpiece of the room.

There is very little limitation to what we can create.”

The bulk of Taylor’s business includes a variety of brand offerings for gas fireplaces, including Mendota, Valor, Enviro, Astria, and Jøtul. “It is important to us that we have a good relationship with the companies that we sell,” Lawrence says. “Besides the obvious importance of a good-looking product, the ability to get parts to service older units is very important.”

The company’s on-staff service technician takes care of customers who may need service on older units.

Just like any mechanical system, parts will eventually need to be adjusted or replaced. “Having a knowledgeable technician is extremely important, and a major advantage we have against the continued rise of the online market,” Lawrence says. “Most of our premier brands are not available online, which is important to small companies like us. An item like a gas fireplace is something that you need to buy locally. And unlike a small appliance, the importance of a proper installation is something I cannot stress enough. Venting and installing these units is perfected over years of experience.”

STAYING CURRENT Small-business owners within the patio and hearth industry recognize that marketing efforts need to be tailored toward making sure customers have the kind of experience that prompts them to say good things about a company long after they are gone.

One way of ensuring this is by staying on top of industry trends and what customers are looking for. That’s why Lawrence and the staff work hard to stay on top of consumer trends facing the hearth industry. Lawrence observes that today’s consumers want to see a large, natural looking flame in their fireplaces.

“When it comes to traditionalstyle units, the large jumpy flame, realistic log sets and brick liners are the main things that separate our premier brands from competitors,” Lawrence says. “And the long linear fireplaces are newer to the market and becoming a best-seller for everyone in the industry.” Lawrence adds that with the introduction of new

Taylor’s gas fireplace offerings include Mendota, Valor, Enviro, Astria, and Jøtul

Many of Taylor’s customers prefer larger traditional fireplaces with naturallooking flames, but contemporary styles are gaining popularity

media like driftwood, birchwood, and modern crushed glass, customers can customize their systems more than ever before.

As far as outdoor kitchens and grills, constant changes keep the com-

pany’s staff on their toes. “The grill trade is changing rapidly,” Lawrence says. “We tend to do more customized work with outdoor kitchens and full outdoor BBQ islands. The mobile grill market has moved more

to home improvement stores as the average customer tends to be willing to spend less on the grill but replace it more often.”

In addition to its hearth and patio product offerings, Taylor’s always

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HEARTH RETAILER stocks a wealth of grilling accessories. Spices, rubs, charcoal, spatulas, brushes, and other items are always available during the barbecue season. “Although these are a tiny part of our sales, they are important to our customers,” Lawrence says. “We also do propane exchanges, which are quicker than fill-ups or places like Home Depot due to our smaller staff. These things keep customers coming into the store, and we always appreciate that.”

ON THE HORIZON The online consumer environment has played a profound role in the patio and hearth retail industry as of late. In fact, Lawrence recognizes that the fireplace industry has become vast during the past 10 years, as many more companies have entered the market, resulting in an array of products that may not be of the highest quality.

“The introduction of online sales has complicated the industry,” Lawrence says. “You have many people buying systems without knowledge of their performance. You also have many contractors or general laborers attempting installations that should be done by trained professionals.”

As a result, the team at Taylor’s Hearth & Leisure does its best to work with companies that do not sell online because they tend to be companies more dedicated to quality products as opposed to just sales. To offset the online presence within the hearth and patio

“We rely heavily on word-of-mouth marketing from our satisfied customers and recommendations from contractors and local businesses. There is a level of customization and personal interaction we have with our customers that simply cannot be achieved online.” market, Taylor’s biggest strategy is local advertising, regional-based online advertising, and natural search engine optimization.

“We rely heavily on word-of-mouth marketing from our satisfied customers and recommendations from contractors and local businesses,” Lawrence says.

“There is a level of customization and personal interaction we have with our customers that simply cannot be achieved online.”

Despite the impact of online commercialization of products, the company’s close ties to the community and smaller size keeps them agile enough to be a serious competitor. Taylor’s Hearth & Leisure keeps introducing new products and strives to maintain its strong customer base.

And while the company is forging ahead in a competitive

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market and employing innovative marketing strategies for its growth, Taylor’s is also on the cusp of a growing segment—companies embracing ongoing trends that impact the areas in which they conduct business.

“In the future, we will continue to adapt to new trends and connect with our customers to do the custom work that has separated us from the competition for so many years,” Lawrence says. “My son, Dennis, working with digital programs, is able to take an image from a customer from their home, and mock up an idea of what a new fireplace will look like in the space. This is a huge help to many people who may have a tough time imagining what a finished product will look like. We are always willing to take on any challenge and work with customers, designers, and contractors to make their idea a reality.”

Circle Reader Service No. 29

OUTDOOR GRILLING

ANENDURINGLEGACY A family-owned business revamps its retail operation, which generates stronger sales.

BY SHARON SANDERS PHOTOGRAPHY BY KELLY STEELMAN

Exciting things are happening at The Grilling Store (Durham, North Carolina). The third generation of the Davis family has jumped into the business with both feet—bringing in fresh ideas and a renewed energy. For many years, the family business was a respected propane operation that dabbled in retail, but when the founder’s grandson, Chris, joined the company, he helped it flex its retail muscle. “I have always had a passion for retail, so when my dad and I put our heads together, we managed to create a business that is stronger and more diverse than we ever thought was possible.”

In 1987, Stanley Davis started Triangle Propane Service with his son, Mike. It quickly became one of the region’s top providers of propane gas for homeowners and local businesses.

At the same time, it maintained a modest retail storefront. The retail side evolved with the marketplace throughout the 1990s (changing its name to The Grilling Store in the early 2000s), but it really hit its stride when the youngest Davis came

Mike and Chris Davis

Outdoor kitchens are The Grilling Store’s fastest-growing category

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to work with his dad, Mike, in 2010. While he was eager to be a part of the family business, Chris was most interested in growing the retail side. “I told my dad that propane was cool, but it wasn’t very exciting,” he says. “To me, the fun (and the challenge) was going to be selling grills and outdoor kitchens, and seeing customers get excited about our products.”

In the beg inning, Davis soaked up every bit of knowledge he could about the industry by immersing himself in trade magazines, spending time with vendors and attending trade shows. He also started learning the business of the store by doing everything from servicing fireplaces to helping with the store’s propane delivery. “My dad wanted me to cut my teeth on everything, so I could do everything,” he says. “Today, the fact that I know the business from A to Z makes it easier to fine-tune the overall customer experience and find more efficient ways to run daily operations.”

Once Davis took the reins of retail, he dissected every aspect of the business to determine what worked and what needed attention. “We basically cleaned house.”

Two of the most notable changes were to reduce the number of brands the store carried in each product category and to diversify its product categories. “We only kept the brands that sold the best in our market and vendors who were good business partners.” The store expanded its hearth offerings from simple gas logs to a complete lineup of fireplaces and fireplace inserts from Monessen, Heat & Glo, and White Mountain Hearth.

Its grill offerings expanded from just grill carts to brands that offer outdoor kitchen products, including Blaze Outdoor Products, Napoleon Grills, Artisan Grills and Alfresco. Last year, the store’s showroom underwent a major remodel that even further transformed the business.

“It is the first time we remodeled on a large scale since we opened 31 years ago,” Davis says.

The new showroom includes an

The store’s high-end displays build product awareness and boost sales

Kamado Joe ceramic grills are customer favorites

expanded hearth display with nine burning fireplaces (up from four units), and an outdoor kitchen area that features a luxury built-in kitchen island with granite countertops. It highlights the store’s outdoor kitchen offerings from grills and components to a pizza oven and accessories.

Outdoor kitchens have become the store’s fastest-growing catego-

ry, and Davis believes that it’s due, in part, to the store’s new showroom display and getting the word out. “We lifted off the ground by simply picking up the phone and calling current customers, and our staff spread the word in the community.” Davis has reached out to local hardscape professionals, letting them know that The Grilling Store is a place they can confi-

dently send their clients to pick out products for their outdoor kitchen projects. He adds that Blaze Outdoor Products has made a big push to brand its products in the local market. “People come in all the time asking for Blaze by name, which didn’t happen before. It is amazing the difference it can make when manufacturers help advertise.”

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twineaglesgrills.com Call 800 789 2206 to learn how you can become an authorized dealer.

Circle Reader Service No. 33

SHOWROOM SHOWCASE

ABC Pool & Patio has been serving the upscale South Bay communities of Los Angeles for six decades

ANECLECTICMIX This Southern California retailer has been serving a blend of outdoor products, services, and fun for 60 years.

BY KIMBERLY RODGERS | PHOTOGRAPHY BY LILY FASSNACHT

C

indi Wells, owner of ABC Pool & Patio (Torrance, California), often hears from her customers how much fun it is for them to visit her 20,000square-foot showroom. “We are not your typical store where everything is spotless, and the floors are polished.” Rather, she says, merchandise is somewhat jumbled together. “Sometimes, a customer needs to wind their way through the store to find what they are looking for.” While their parents are shopping, children often play in a display of hammocks.

Celebrating its 60th anniversary this year, ABC Pool & Patio was founded by George Thompson, who began the business maintaining and repairing swimming pools along with selling spas.

Thompson started small, but he brought in a variety of outdoor products over the years. “He was the first Tropitone dealer in the Southern

California area and added barbecue grills, such as Broilmaster, before they could be found anywhere else,” Wells says.

She notes that Thompson was very creative and eclectic in his merchandising, as well as his way of doing business. For example, he would often take a customer’s handmade artwork in exchange for pool services. “He was also one of those reta ilers who would put anything on the floor that anyone would bring in, including carved coconut heads,” she says.

Thompson died 30 years ago, but many elements of his legacy remain. Wells and her husband (who worked in the business as a teenager) eventually purchased the business, and Cindi Wells has been running it ever since. As retail has evolved, Wells has shed a lot of products. “We no longer carry everything under the sun and stick to more marketable items.” That includes eliminating the

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coconut heads hanging on the walls, she comments.

Overall, Wells has adhered to the same general principle on which ABC Pool & Patio was founded: A family-run business that offers a huge variety of products and services. This includes selling top-name outdoor furniture brands, barbecue grills and smokers including: Kingsley Bate, Telescope Casual, Tropitone, Jensen Leisure, Ratana, Patio Renaissance, Hanamint, OW Lee, Seaside Casual, Broilmaster, Primo, Fire Magic, RH Peterson, and Weber. The retailer also sells firepits, patio heaters, mailboxes, fireplace accessories, and swimming/spa supplies.

Because of the area’s location along the Pacific Ocean, recycled products, including those from Seaside Casual, are the store’s biggest seller. “These products are very durable and hold up well against our climate, which is what people want,” Wells says.

She adds that the buying habits of her market

change on a regular basis. One month, she can’t keep enough wood furniture on the floor, and the next month, aluminum is the hot seller. “We seem to go in cycles here,” she comments. After furniture, sales of barbecue grills and firepits are the next biggest selling categories.

Many of the store’s clientele have homes with large yards, and Wells helps these customers with space planning and design to maximize the use of their outdoor area. “A lot of people come in with architectural drawings or I go out to their home with recommendations.” Very seldom, she adds, do people know what they want for their outdoor space or how to begin the process. “People in the area know I have been here forever, so they come in and ask my opinion.”

Another important segment of the business is the service side. ABC Pool & Patio provides installation, maintenance, and repairs on every product it

Cindi Wells

ters, skimmers and nets to remove debris, along with all the essential chemicals to keep a pool clean and sparkling, the retailer meets all the needs of area pool owners.

ABC Pool & Patio offers a range of products for the casual industry, including high-end outdoor furniture, and hearth and barbecue accessories

sells. In fact, Wells has continued with many of the services Thompson first offered decades ago. “We assemble every product we sell and provide delivery on almost everything at no charge,” she says.

“We also perform service and repair on all our products.”

Wells has even dropped product lines in the past if the manufacturer would not allow the store to perform warranty work. “It’s important for us take care of our products for our customers.”

California has the most pools in the country and the foundation on which ABC Pool & Patio was founded— providing pool and spa maintenance, service, and selling supplies—is still a big part of the store today. From offering poolside furniture to selling fil-

A PRIME LOCATION Located in the South Bay Region of the Los Angeles metropolitan area, ABC Pool & Patio has been in the same spot since it opened six decades ago.

The retailer serves the upscale beach cities of Manhattan, Hermosa, Redondo, and El Segundo, as well as the wealthy Palos Verdes Peninsula. “I think a lot of our success can be attributed to luck, along with our location in a high-dollar area,” Wells says. “The people in these communities are able to buy the products we sell.”

Since she took over the business, Wells notes many people have come into the area and tried to open outdoor specialty retail shops, but nothing took hold. In addition, because of the store’s coastal location, commercial land development is also limited. “In this area, there is only so much real estate,” Wells says. ABC Pool & Patio is a lean operation with six employees, including her daughter. “It’s getting harder to find people,” she adds. As the owner and manager, Wells works in every aspect of the business. “I do just about everything, including filling propane tanks and loading chemicals into customer’s cars.”

Over the years, Wells’ approach to marketing and advertising has changed. Certainly, ABC Pool & Patio’s excellent location and long-standing reputation brings in a lot of customers, both new and returning. However, she adds, “Finding the best use of our advertising dollars is getting tougher.

We used to do a lot of print ads in local newspa-

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SHOWROOM SHOWCASE pers and publications, but very few people are reading those anymore.”

For several years, the store participated in major campaigns on cable television, which she notes were quite successful. However, Wells no longer utilizes TV advertising since many demographics—especially millennials—don’t watch commercials anymore. “Nowadays, people either fast forward through them or stream shows online.”

Instead, Wells devotes most of her resources into Search Engine Optimization (SEO) companies that can help ABC Pool & Patio improve its ranking on Google and other search engines. “We spend quite a bit of money on this effort to try and get our name out there in the online world.” Although SEO marketing is becoming more essential for specialty retailers, it can be difficult to quantify the benefits and value. “We run specific ads with specials to see what kind of response we receive,” Wells says. “Sometimes, we get a big response, and other times we get nothing.” The store does have a Facebook page, but doesn’t participate in any other social media platforms.

After being in the community for 60 years, the ABC

The store has become a neighborhood hub for the community, especially on the weekends

Pool & Patio store name, reputation, and all that it brings to area residents remains its best form of marketing. “We still offer an eclectic group of products and services,” Wells says. The store has also become a

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neighborhood hub with people running into other people they know all the time. “It would be unusual not to see someone you know here—especially on the weekends,” she says. “It really gives the store a fun feel.”

www.lesjardins.com

fr@lesjardins.com

Circle Reader Service No. 37

SoHo Chat

AS I SEE IT

ARESPECTEDBRAND Winston Furniture has achieved brand longevity by developing trust from consumers and retailers. BY SHARON SANDERS the ingredients needed to sustain a manufacturer’s leadership in today’s world.

SoHo Balcony Sling

Winston Furniture Company (Haleyville, Alabama) is an industry leader driven by a desire to provide its dealers with new relevant products and programs that deliver profitability. The company’s luxury products and intuitive programs are rooted in a deep understanding of its markets. Patio & Hearth Products Report sat down with Steve Herenlip, vice president of sales and marketing, to get an inside look at this Southern powerhouse, which continues to be one of the most recognized names in the casual furniture industry.

Who is Winston Furniture?

Herenlip: Winston started making furniture in 1975. Since then, our legacy has evolved as a manufacturer that recognizes that this industry is built on long-standing relationships and trust you earn over time. Each new season, you are measured on performance and dealer profitability, and that measure is what sustains these partnerships year after year. We are a self-effacing company that openly invites feedback and input from our dealers and reps, because they are on the front lines and have their fingers on the pulse of the market. We are very fortunate as there are many of us on the team that have our starting roots in retail.

We have a rep force who has long-standing relationships in the industry as well as with our company, and this only helps garner and support that trust.

What is the company’s perspective on outdoor living today?

Herenlip: Traditionally, the two most expensive rooms in a home are the bathroom and the kitchen, and that is shifting. When one looks at what people are spending today on their outdoor spaces—hardscape, landscaping, aesthetics, media and appliances—the cost can rival any indoor room. People are traveling less and staying home more, so they are making their backyards a Shangri-La. What has also been a driver has been the rollouts each season for new deep seating collections. Deep seating has turned backyards from a summer spot into a yearround refuge where people can relax in front of their outdoor fireplace or under their outdoor heaters even when temperatures drop. Homeowners feel safe spending money on their homes because, in many cases, they are the strongest piece of equity they have in their financial portfolio.

What does a casual furniture manufacturer need to be (or do) to be a leader in today’s marketplace?

Herenlip: It’s about presenting products and collections that are relevant to today’s marketplace and to the consumer and provide dealers year-round programs to help sustain their profitability. We’ve always believed in comfort and value, which resonates with dealers and consumers. We’re never going to be the least expensive brand in the market and we’re never going to be the most expensive, but we see ourselves as the best value in the marketplace. These are some of

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What are some of the company’s recent successes?

Herenlip: We are always trying to look for ways to support and make our dealers profitable. We had a major success with our Quick Ship program that we introduced in the 2015-16 season. The program basically turns Winston into an off-site warehouse for its dealers and takes risk off the table. We make the inventory investment up front, so they don’t have to carry it, which only creates additional costs and expenses for them. All the products that are part of Quick Ship are shipped in three business days or less from our Haleyville facility. The program was strategically rolled out in three seasonal phases. In the introductory phase, we offered one collection to test the waters. In 201617, we introduced a few more exclusive Quick Ship collections, as well as several popular pieces from our core collections. This year, we added a second tier to the program that gives dealers the ability to special order any SKU in a Quick Ship cushion collection (selecting from 5-6 special order fabrics) that ships in just five working days. Since the program launched, we have quadrupled our dealer participation, which speaks volumes to the program’s credibility and to the increases we see in garnering dealer real estate.

What feedback have you received from dealers about the Quick Ship program?

Herenlip: Big early buys were the standard years ago, but today’s retail environment doesn’t support this as much as in the past because dealers can’t afford to expose themselves to unsold credit risks. As a business model and a business presentation, what we’ve done over the past three years with Quick Ship has been embraced by our dealers. Instead of buying containers of furniture for a season or for a period of time, they come to us and we feed their machine. We would rather dealers come to us two to three times a week and let us feed them, instead of them bulking up. In addition, we have created a Quick Ship freight procontinued on page 72

Circle Reader Service No. 39

MY TURN

TAKEITOUTSIDE DCS Grills celebrates long-standing innovation with groundbreaking outdoor-kitchen products.

BY MAURA KELLER

Series 9 48-inch grill

Storage for racks and tools

D

CS Grills, which has been giving shape to highOutdoor kitchens from DCS Grills are quality culinary appliances since recognized for their performance, customization, and luxe looks 1989, began focusing on the development of superior outdoor kitchens in 2014. Building on a legacy of commercial-quality appliances, DCS is now known throughout the industry for producing premium grills and accessories recognized for their powerful performance and first-rate co nstruction.

“Before anyone else, the founders of DCS recognized that people were for many homeowners as they look to outfit their changing their views on cooking in the home,” outdoor retr eats with the latest gourmet features and comforts. says Justin Monroy, outdoor specialist at DCS Having long been known as the premier manuGrills. “People were becoming more aware of the facturer of commercial-grade restaurant kitchens, possibility of really entertaining outdoors. The DCS recognized that it could take this exceptional North American heritage of outdoor cooking and design knowledge and technological prowess to the entertaining could be taken to the next level.” great outdoors—namely by manufacturing powerIndeed, American homeowners are embracing ful professional units for the outdoor-kitchen envioutdoor kitchens like never before. Seen by many as the “heart of the home’s exterior,” today’s outronment. As Monroy explains, DCS understood door kitchen offers an ideal opportunity to incorthat the outdoor ki tchen was more than just cookporate state-of-the-art technology and exceptioning—storing food, pouring drinks and enjoying ally designed elements. Granite countertops, time with guests was at the heart of outdoor enterrestaurant-style grilling equipment, appliances, taining. DCS’s entrance into the outdoor kitchen and custom-built cabinets are high on the wish list space allows home chefs to have access to refrigera-

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tion, and seamless food and beverage access without having to head indoors.

In 1992, as the outdoor-grill market was gaining momentum in the consumer marketplace, the DCS team diligently worked to make the outdoor space a year-round experience. To accomplish this, DCS introduced an outdoor patio heater, which made grilling in all seasons a possibility for many consumers across North America.

As DCS continued to maintain its leader status in the outdoor-kitchen category, the company was acquired by Fisher & Paykel in 2004. Founded in New Zealand in 1934, Fisher & Paykel is a leading manufacturer of premium kitchen, outdoor and laundry appliances. Operating in over 50 countries,

Fisher & Paykel’s design heritage shines through and is based on a pioneering spirit that challenges conventional appliance design to create the world’s most human-centered appliance brand.

In 2014, DCS catapulted its outdoor-kitchen presence by releasing a wealth of outdoor entertainment options, including the service of outdoor drinks and food storage—making DCS a true pioneer in the outdoor kitchen marketplace. Of course, the company’s innovation doesn’t stop there. DCS recently introduced the all-new ultra-reliable and robust Series 9 grill. Kevin Dexter, Fisher & Paykel president of North America, notes that the new Series 9 DCS grill delivers eye-catching appeal and ruggedness while offering impressive new features that satisfy a wide range of cooking styles.

“Designed to deliver the functionality and power demanded by a professional chef and hand-finished to a high standard, these grills are built to withstand the demands of the serious cook and the weather, 365 days a year,” Dexter says. “These grills cater to a wider repertoire of cooking styles and offer more room when cooking for a crowd. DCS allows you to precisely control the heat from 300°F to 1100°F and 121,500 BTU/hour total power.”

Because space is often at a premium in outdoorkitchen environments, DCS’s new Series 9 grill also offers a secondary cooking surface, allowing users to cater to a crowd or simply keep food warm after searing. Storage aplenty, the new grill also boasts an optional 6-inch storage accessory to extend the grill’s functionality. What outdoor grill would be complete without a state-of-the-art rotisserie element? The Series 9 grill features an infrared rotisserie burner, which provides controlled searing heat up to 18,000 BTU. The heavy-duty motor easily rotates a 50-pound load, ideal when cooking for a big crowd. For consumers looking to integrate a smoky flavor with the ease of instant flame ignition, the new Series 9 grill also allows for charcoal grilling or for use as a smoker.

Users can either grill directly on the cooking grate or add wood chips for an enhanced smoke flavor.

And while the industry is celebrating the new Series 9 grill, DCS is also well known for its Heritage grill, which is one of the company’s most popular products.

“The Heritage grill is hand-finished and built to last from 304 grade stainless steel and delivering 25,000 BTU/hour of power,” Monroy says. “These grills combine premium styling with thoughtful design to deliver powerful performance and flexible grilling solu-

tions. Offering the same power and performance of our Series 9, when a customer purchases a DCS grill, they will not have to sacrifice performance when it comes to price or size.”

In addition to the company’s Heritage-style grill, DCS recently revamped its outdoor module by integrating its traditional grilling system with the versatile 360-degree grilling of the company’s ever-popular Liberty collection to provide a single multifunctional cooking platform. As outdoor refrigeration options have proven top of mind for DCS’s consumer base, the new outdoor module system also features customized layouts, which allow home chefs to create their own specialized outdoor kitchen that complements their unique lifestyles.

While innovative professional design remains at the heart of all DCS products, the brand is further distinguished by the high level of performance, customization, connectivity, simplicity, ease of use and installation of its product line. “Many outdoor manufacturers are building products with lots of bells and whistles,” Monroy says. “However, what sets us apart from the rest is that not only do we have a lot of the amazing features that customers are craving; we also provide a very competitive price point.”

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PRODUCT INNOVATION

Twin Star Hamilton

MULTIPLEROLES Twin Star Home’s design integration makes fire a multitasker.

BY CHERYL DANGEL BARTOLINI

T

win Star Home is the pocketknife of home furniture. As a market leader in electric fireplaces, Twin Star Home specializes in marrying design and innovation in the development of fire and home furnishings. That’s one way of saying the company knows how to combine electric fireplaces with media cabinets, mantels, room dividers, and virtually any home furnishing you can imagine.

“We view everything through the lens of the consumer to ensure we focus on and deliver home furnishings and innovations that drive growth and are relevant and delightful for our consumers,” says Lisa Cody, vice president of marketing. Relevant and delightful are definitely the cornerstones of Twin Star products; relevant because they epitomize practical multipurpose furniture and delightful because they are unique conversation starters that are fun and beautiful.

Established in 1996, Twin Star Home (Delray Beach, Florida) is known for such brands as ClassicFlame, Duraflame, Bell’O, Tresanti, and ChimneyFree. Cody notes that the goal of the company is to combine “the latest trends with consumer-driven innovation and design-rich style to create lasting products that enhance consumers’ lives. As a leader in electric fireplaces, Twin Star keeps a finger on the pulse of the latest industry and consumer trends and is introducing new enhancements to the category and a new merchandising approach to in-line products.”

Among its products are multifunctional mantels; television stands with electric fireplaces;

Twin Star Genevieve living room

Bluetooth-compatible media mantels; wall and corner mantels; wall fireplaces and inserts; electric fireplaces and stoves; electric stoves and log sets; space heaters, and infrared quartz and tower heaters; multifunctional adjustable-height desks with Illumitouch seamless control panel; wine cabinets; and home furnishing collections. In an age when multitaskers are must-haves, these products fit the bill. Many are multifunctional workhorses that perform in a space-saving footprint. So, it is little surprise that sales have been robust.

“Over the past year, the market has been transformative for our organization on several levels,” Cody says. “We’ve developed a powerful growth strategy that’s designed to accelerate the pace of our

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consumer-driven innovation and maximize turns with our retail partners. Developing the right approach, curating the right content to inspire consumers, and building equity within our brands and categories is essential. Together, we can drive more growth for our industry, and engage consumers in that experience so we create longer-term loyalty.”

Cody indicates that consumer insights will be driving big changes at Twin Star Home in the near term. “Consumer attitudes and behaviors around home furnishings are dramatically shifting: The way products are used, how they shop, and where they shop. How Twin Star Home designs, influences, and converts shoppers online and in-store is evolving with continued on page 72

Circle Reader Service No. 43

CORPORATE PROFILE

SUCCESSBYDESIGN Plank & Hide’s fashion-forward style offers retailers a competitive edge.

BY KIMBERLY RODGERS

Sadie rectangular table with orbiting bowls

St. Kitts entertainment container

E

rik Mueller, founder and CEO of Plank & Hide Co. (Cincinnati, Ohio) started the business five years ago with a mission to bring innovative outdoor furniture to the market.

“Plank & Hide is a brand that understands what is on trend with consumers’ tastes and is able to translate those trends into furniture for the outdoor space,” Mueller says. “Our designs are not only on trend but are sellable.” Plank & Hide products provide retailers an exceptional value and give them a competitive advantage by maximizing sales volume.

Another factor integral to the company’s success has been its ability to present a wide range of offerings to the marketplace. “We have brought a lot of new product to the market every single year since we began,” Mueller says. This approach keeps the product line fresh and exciting while differentiating Plank & Hide from other outdoor manufacturers, he explains. “From a business standpoint, it can be costly producing so many options, but we think it’s important to bring inno-

vation to the outdoor space.”

Since he has worked in retail for the majority of his career, Mueller thoroughly understands the segment.

Moreover, Plank & Hide has its roots in Watson’s (Cincinnati), one of the nation’s largest home recreational product retailers. Watson’s, which has been operating for more than 50 years, offers indoor and outdoor furniture, billiards/game tables, pools, spas, fireplaces, and more.

This firsthand retail insight and knowledge helps Mueller and Plank & Hide bring a unique perspective into the challenges of today’s outdoor specialty dealer and the consumers’ needs. “We are much closer to the consumer, on a daily basis, more than any other manufacturer,” he says.

Mueller also regularly participates alongside Watson’s top-notch buying team in attending all the trade and design shows. This helps keep him attuned to what is happening in the retail world. “I think that is a big advantage for me to help translate what outdoor specialty retailers are looking for,” Mueller

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says. Critical team members helping in the company’s success include Chris Probst, president; Jen Ashby, business manager; and Sarah May, customer experience.

This retail insight, along with offering appealing designs in a variety of options, have no doubt played a large part in Plank & Hide’s positive reception in the industry. In fact, Mueller reports, business has grown steadily every year since its introduction. “We have been received very well by outdoor retailers.” Since its founding, the company has added new dealers each year and, he adds, “We continue to retain a healthy percentage of our existing dealers.”

Form + Function Plank & Hide offers a huge assortment of outdoor collections and products for outdoor living along with indoor recreational products.

While Plank & Hide is known for creating on-trend designs, their styles still deliver a timeless beauty and elegance. A key group of collections continue to be solid sellers every year

with new products introduced regularly at each market. Designs are a collaborative effort between Plank & Hide team members and input from vendor partners.

In addition to great design, today’s value-driven consumer increasingly seeks function in their outdoor-living products to bring a better value for their dollar. “I believe we were one of the first manufacturers to bring function to the outdoor space,” Mueller says. By listening to retailers and understanding what their buyers want, he adds, “We design product to make them more enjoyable and efficient.”

For example, the Sadie collection offers a rectangular coffee table that has two sets of orbiting bowl holders (projecting above the table), which can be rotated in any direction. The bowl holders can be used for food or flowers, and places these items up and off the table, which makes entertaining easy and convenient. The placement of the bowls in the air gives the consumer more space to continued on page 73

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circle reader Service no. 45

INSIGHT RAVELLI

Sleek&Stylish Ravelli’s pellet and wood-burning hearth products are recognized for their contemporary designs and high-tech features.

BY CHERISE FORNO

Vittoria features an innovative self-cleaning burning pot

Ravelli USA continues to fuel its success in the United States by consistently releasing innovative stoves and fireplaces into the marketplace.

“Every year, we come out with a new product in the American market,” says Andrew Lagana, general manager of Ravelli USA. “There’s always something new and exciting to pick from.”

In 2018, Ravelli released its Vittoria V and Vittoria C stoves, which are operated by a remote control and thermostat. These cutting-edge stoves boast 89 percent efficien cy rates and feature a self-cleaning fire pot. These stoves’ sleek lines make the collection fashionable, and its technological features make it convenient to use and maintain. “There’s no display on the unit,” Lagana says. “This is the closest a stove can get to a gas appliance in terms of what a customer has to do to maintain it.”

The powerful Vittoria C uses flexible heat designed to warm different rooms. The Vittoria V is a convection stove with an incredible heat output of 16,000 to 50,000 BTUs an hour. It is also fully programmable for added convenience. “I’m sure it’s going to be a great success,” Lagana says.

Ravelli, one of the largest pellet manufacturers in the world with a reputation for quality, continues to build on its vast experience in Europe while becoming increasingly popular in North America. “We manufacture about 70,000 pellet stoves a year, which is more than double all the other competitors in the market combined,” Lagana says. “We also manage distribution ourselves.”

Ravelli has an extensive product line available in Italy and throughout Europe that includes about 70 stove models. Lagana notes that the company has been striving to expand product availability in North America since Ravelli began

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selling its collections domestically in 2008 and officially founded Ravelli USA in 2013. This dedication has been evident with sustained growth throughout the continent.

In addition to releasing new products each year, the company remains committed to producing the highest-quality products possible. This includes each product undergoing thorough testing before being released. The c ompany also guarantees that even when a stove gets dirty, its highefficiency rates will stay the same. “We can guarantee that if a pellet stove is 80 percent efficient when we sell it, it will remain 80 percent efficient,” Lagana says. “This is something that nobody else can say.”

This commitment to superior quality has contributed to the company’s incredible success in the United States. “We kee p a steady growth of about 25-30 percent in America,” Lagana says.

Several of Ravelli’s most popular products include

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INSIGHT RAVELLI

Vittoria V

the Roma, Francesca, RV 80, and RV100 Classic. The Roma—and all of Ravelli’s products—feature the company’s exclusive vermiculitebased Firex 600 combustion chamber, which allows it to capture and store heat, so it can be released gradually for efficient, controlled heating that also helps keep the fire box clean. It also offers a clear view of the flame for added ambience. The Francesca, which sells for $2,600, delivers 40,000 BTUs. Lagana explains that this best-seller demonstrates Ravelli’s commitment to offering superior features and efficiency at reasonable price levels.

The RV 80 and RV100 Classic are flagship products that combine craftsmanship with cutting-edge technological components. The RV 80 C is guaranteed to be at least 82 percent efficient with a burn time up to 22 hours. The RV100 Classic is more than 87 percent with a burn time up to 41 hours. Its glass-ceramic door is also heat resistant up to 750 degrees

Celsius. This stylish stove is available in five colors including Parchment, Black, and an eyecatching Bordeaux.

Lagana notes that Ravelli’s pellet stoves feature convenience, easy maintenance, and high efficiency levels, which make them a popular choice for consumers over wood stoves that do not burn as clean and require much more maintenance. “The maintenance and the efficiency are not even comparable to a wood stove—the efficiency is much higher,” he says.

Ravelli’s stoves are also convenient and safe. The ability to program it with reliable precision makes them in high-demand.

They are also more efficient when programmed because if consumers want their home to be warm when they retur n from work, they can set it to turn on at a certain time instead of it running throughout the day. “[A homeowner] can program the stove to start before he/she wakes up, or

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program it to turn on before they get home from work, so that the house is already warm when they arrive,” Lagana says.

Lagana adds that beyond the technology and sustainability of its products, the style of Ravelli’s stoves are one-of-a-kind. He states that the colors and designs used make the products stand out from other stoves on the market, and customers often select their products for the design as well as technology features or efficiency levels. “People see the colors, touch of European style and it stands out,” Lagana says.

Bringing this year’s new product releases into the market has not slowed down Ravelli USA, as it is already looking ahead to a new product that Lagana says will be innovative and should be well received. “We are working on something for next year that really nobody else has in the market,” he says. “We have big expectations for it.”

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INSIGHT SUNSET WEST

BackyardBLISS Sunset West helps customers turn outdoor areas into beautiful spaces to relax, dine, and socialize.

BY CHERISE FORNO

Venice deep seating

Sunset West has developed a broad line of patio furniture that appeals to a diverse consumer base looking to elevate their outdoor spaces with high-quality, fashion-forward pieces.

Provence club seating

“Each collection that we bring out appeals to a different customer,” says Wes Stewart, cofounder. “We do a lot of things well in a manner to allow people to get a custom solution. People are really starting to see us for this ability.”

Founded in 2004 as a distribution company reselling patio furniture under a different name, Sunset West has g rown into a well-respected industry leader. After a few years, Sunset West began importing its own products and designs, and has continued to expand and fine tune the company during the last decade. “What started as a two-man operation has grown to 30 employees on-site,” Stewart says.

Sunset West has also taken ownership of various aspects of its furniture, including the formation of a sewing operatio n, and expanding its experienced dealer network throughout the United States. “We’ve been very successful this year in adding dealers in the Midwest and East Coast,” Stewart says. “We’ve done about 98 percent of the sewing in-house this year.”

Sunset West has also focused on steady growth, allowing the company to maintain a high level of quality craftsmanship and customer service. “We

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try to bring in two collections a year,” Stewart says.

“We don’t want to grow too big, too fast.”

In an effort to stay a step ahead of ever-changing design trends, Sunset West released the Milano collection this year, which features an acrylic rope material for a finished look that is eye-catching and sophisticated. Pieces such as a club chair, ottoman, and cushionless chaise are crafted with comfort and performance in mind.

Stewart says the look, feel, and utility of this premium all-weather material has been very popular.

“People have thought these are really interesting and exciting,” he says. “It’s really starting to catch on this year.”

Other flagship collections include the Coronado, which captures a casual yet upscale aesthetic with its driftwood resin wicker. The pieces in this collection showcase the company’s co mmitment to comfort, quality, and timeless style. “Our Coronado, Laguna, and Provence are all doing well,” he says. “I think the style is there, the comfort is there, and the value is there.”

Another recent collection that pairs exquisite design with unparalleled value is the Laguna, continued on page 73

Happy Holidays to all our Valor dealers! ®

Stay warm during the holidays with a Valor.

®

Your customers will appreciate that Valor ® fireplaces fill the holidays with highly efficient radiant warmth and naturally convected air—without the need for electricity or a fan. Especially when the power goes out.

To find out more, visit valorfireplaces/nopower Circle Reader Service No. 51

PERSPECTIVE

BRAND REBOOT The Stretch collection by Richard Frinier

Brown Jordan encourages consumers to “Invest In The Good Life.”

BY KIMBERLY RODGERS

T

he last six months have been an exciting and pivotal time for renowned designer and furniture manufacturer Brown Jordan (St. Augustine, Florida). In September 2018, the company began a comprehensive rebrand of its overall identity, which includes a new logo, social media support, and digital advertising. The new look also extends to Brown Jordan’s showroom at the Chicago Merchandise Mart. Plans are in place to update additional Brown Jordan showrooms and stores in 2019.

“Invest in The Good Life” is the new brand message and one that accurately projects the company’s core mission. The company and its name offer consumers much more than furniture, notes John Wojcik, chief marketing officer at Brown Jordan International. “Brown Jordan is about people living their best lives, and our new branding is focused to help inspire people to build their own unique version of what the good life means to them,” says Wojcik, who adds that Brown Jordan helps create beautiful, comfortable, and inviting spaces for family and friends to come together, “so they can enjoy themselves, and collect moments and memories.”

Brown Jordan was founded in 1945 by Robert Brown and Hubert Jordan. The new logo, a doublelined B, was designed to pay homage to these two pioneers. “They are the backbone of the company and we wanted our logo to have a

The Still collection

by Richard Frinier

more symbolic meaning and link to our heritage,” Wojcik says. In addition, the logo’s simple lines, rounded corners, and orchestrated isolation convey not only a well-crafted piece of furniture but a solidly built company. Highly regarded and respected since its beginning, the company and the Brown Jordan name have become synonymous with luxury, award-winning designs, and expert craftsmanship throughout the casual industry.

Blue is used throughout the Brown Jordan rebrand and plays a prominent role in the redesigned logo; green was chosen as the secondary color.

“Together, our visual identity is anchored by the sky and grass—both elements of the great outdoors and

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the setting for life’s memorable moments,” Wojcik says. Retailers’ response to the new branding has been extremely positive. The company received enthusiastic feedback from attendees during Casual Market Chicago and the High Point Market.

Along with the rebrand of Brown Jordan, parent company Brown Jordan International also launched a new look for its other top brand, Tropitone. Established as a commercial brand in 1954, Tropitone’s name has stood the test of time. The brand has been relaunched with the tagline, “Beautifully Crafted, Time Tested,” with a goal of conveying Tropitone’s story to a new set of buyers. “This communicates longevity and durability—two primary benefits that

designers and clients are looking for in outdoor furniture,” Wojcik says.

The new logo features a clean and simple word mark against a Calypso orange background, which evokes warmth and energy.

Initial work on the rebranding began more than a year ago under the strategy of Gene Moriarty, chief executive officer at Brown Jordan International. He made key additions to the leadership team including Wojcik, who joined the company in 2017 to help create a new strategic vision for the brand.

Furthermore, David Kennedy was recently named president of Brown Jordan to help guide execution of the rebrand and manage the company’s sales organization.

Invest In The Good Life The universe makes them cousins.

But only time makes them family.

STILL COLLECTION DESIGNED BY RICHARD FRINIER

brownjordan.com/LearnMore

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PERSPECTIVE Completion of both rebranding campaigns will continue to roll out nationally across all company channels over the next 6 to 12 months. Retailers and consumers will see not only a new visual identity, but also a revised tone and audience focus.

DESIGNER COLLECTIONS Brown Jordan partners with many noted designers to produce collections that captivate the industry. The Stretch collection by designer Richard Frinier is minimalistic in its design, yet offers the durability to stand up to weather elements. The frame is crafted in strong aluminum with a smooth, powder-coated finish. The overlay on the frame is an innovative use of strapping material (Suncloth) offering chic, stylish comfort and is available in 13 colors.

The Still collection is another offering by Frinier.

The simple, clean lines of Still invite quiet moments outdoor s. The line is crafted in strong, lightweight aluminum (available in 21 colors) with a smooth, powdercoated finish to withstand all elements. The softened, round edges of the frames evoke a peaceful comfort and serenity. Seating pieces feature high-quality loose comfort cushions and pillows, which can be customized in an array of color options. The collection currently offers

a variety of chairs, s ectionals, and tables.

A new sofa option featuring a shelter arm and back, and one-piece seat cushion will be available soon.

The use of straps in outdoor furniture applications is an increasingly popular trend and is prominent in the Prevue collection. Designed by John Caldwell, Prevue made its debut in Fall 2018 for the Spring 2019 season. It features more of Brown Jordan’s signature Suncloth strappi ng now incorporated as a design element for the first time. Prevue allows designers and customers to choose a frame color, strap, color cushion, and fabric to create a customized and unique outdoor space.

The Prevue collection received a nomination for a 2018 Pinnacle Award at the October High Point Market.

The Ciclo collection by Kevin Diedrick, director of design, also made its debut last fall and featu res a clean, contemporary design. In Italian, ciclo means cycle or circular—a silhouette that has inspired the collection.

Today, homeowners certainly view the outdoor room as an expected part of their homes, much like a family room. As with their indoor rooms, people are looking for

Tropitone, Beautifully Crafted, Time Tested

comfortable, durable, and well-designed furniture to make memories with their families. Brown Jordan is a leader in providing the essential elements of the outdoor space for both residential and commercial use.

“Craftsmanship, high-quality manufacturing, and beautiful designs are just some of the elements that Brown Jordan does right and what has kept the brand persevering for over 70 years,” Wojcik says. With the rebrand, Brown Jordan will now be introduced in a fresh, new way to the coming generations of furniture buyers.

Take Advantage of Our Early Buy Program!

Cushions

Pillows

Umbrellas

We are offering generous dating terms, competitive prices, and top quality products!

Please contact us at (800) 343-8958 for more information. www.classic-cushions.com Circle Reader Service No. 54

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Love Seat

Woven Love Seat

GET THE SAMBA PRODUCT GUIDE

info.tropitone.com/samba Circle Reader Service No. 55

www.tropitone.com | Manufacturing CA and FL | Chicago Merchandise Mart #1523

LAST WORD

Lane Venture Oasis sectional

ONTREND Lane Venture turns itself inside out to become a top player in outdoor furnishings.

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

Any company looking to reinvent itself should look to Lane Venture for inspiration. Lane Venture got its start as a manufacturer of casual indoor furnishings in 1972. Today, it focuses exclusively on outdoor furniture and has made quite a name for itself.

As a fledgling company in the early 1970s, Lane Venture focused on casual indoor furnishings before branching out into wicker and rattan in the late ’70s. However, in 1989, it introduced the WeatherMaster, an outdoor wicker line featuring a patented drainable cushion. Zac Bryant, president of Lane Venture, says that moment marked the company’s entry into the outdoor category and quite literally turned the company inside out. Today, Lane Venture focuses exclusively on servicing the outdoor market. In addition to outdoor wicker, the company expanded into aluminum, teak, and outdoor upholstery. The transition was successful and brought plenty of attention.

Recently, Lane Venture relocated its long-term staff and operations to Newton, North Carolina—just six miles down the road from its original headquarters in Conover—after being purchased

by Bassett Furniture Industries Inc. at the end of 2017. All in all, it has

been a p eriod of tremendous transformation. Now able to take a breath, Bryant states, “I am confident that we’re offering the right products and value, and I believe that we’re poised to reap those efforts in the coming season.”

Synthetic wicker continues to be the largest segment of its business.

“Despite being knocked off and copied, the South Hampton collection remains our No. 1-selling collection,” Bryant says. “I think a lot of things have worked together to keep it in that spot, those being good design, scale, comfort, and value. The Hemingway license has really grown this year, and, overall, the collection is ranked in our top three. I see that continuing to rise in the ranks as the two new collections we launched at the recent July Market continue to move the Hemingway brand forward.”

During the July 2018 Chicago Market, Lane Venture rolled out five new collections and expanded three existing collections. The company introduced a contemporary collection called Jewel, inspired by origami, the ancient Japanese art of paper folding. The collection features sculpted folds that are perched on an intricate base constructed of a network of angular aluminum. The synthetic wicker has a soft chalk

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The Hemingway Plantation adjustable chaise

white finish offs etting a sleek chrome finish on the powder-coated aluminum base. A smooth, opaque glass tops the tables. Smaller in scale, this collection is perfect for compact outdoor spaces.

Also introduced this summer was Essentials Dining, a collection with countless options available, such as an a-la-carte menu so buyers can easily put together a combination that fits any outdoor living space. For tables, customers simply select a shape, finish, and a top option. For the dining chairs, there are three stackable chair styles: woven, aluminum, and aluminum with teak accent. Choose a chair style and a finish to complete the dining order.

The company expanded the Hemingway collection with two introductions. Hemingway Cay was created for consumers looking for a casual collection that’s comfortable.

“The styling is transition al and brings in a touch of mixed media with arm panels and tabletops made of InfiniTree,” Bryant says. The Hemingway Plantation collection offers a new twist on a British West Indies inspired design, with aluminum and cast in a black truffle

finish with accents of rich tobacco.

“The wide arm, higher backs, and unique cast décor in the backs, accent table, and dining tables really give the collection an e xotic feel,” Bryant says. The company bolstered its synthetic wicker offering with a full collection called Oasis, featuring gently sloped arms and generous seating. The deep seating is available in both sofa and sectional options. Occasional tables, dining options and a matching 42-inch round firepit complete this collection.

Noting that outdoor upholstery continues to be a fast-growing category for the industry and Lane Venture as well, the company also launched a collection called Jackson, which offers generous proportions and clean modern lines.

The low profile, plush coil-fiber cushions and sleek track arm offer relaxed comfort and is made to withstand outdoor conditions. This collection is available in sofa and sectional options.

To help keep designs fresh, Lane Venture incorporates insights from celebrated designer Celerie Kemble of Kemble Interiors. She “continues to be a great source of design creativity

for us with an eye into what designers are yearning for,” Bryant explains.

“Overall, her look is very fun and whimsical with an eye for a sense of feminine scale and proportion in a world where oversized designs often reign.” Lane Venture has added items to its Crespi collection based on Kemble’s recommendations, including Wave, which features a welted, twocushion seat and casual loose pillow back. “This is a perfect selection for anyone who loves to mix coordinating fabrics for a customized look,” Bryant says. “The Mohave finish of the synthetic wicker is the perfect warm neutral for many fabrics.”

Finally, the company introduced a second color offering for Raleigh, its opening price-point collection that features clean classic lines and styling to appeal to those looking for updated traditional outdoor furniture.

Constructed of tubular and cast aluminum, this collection’s new umber color offers a versatile backdrop for most fabric colors and features golden highlights on the frame edges.

Available as a sofa or sectional, Raleigh also includes assorted dining options and occasional tables.

With so many new items, Bryant has plenty of suggestions for retailers who want to optimize sales. “My advice would be to focus on design, comfort, customization, and value. I think retailers should create an aspirational desire in the minds of their customers through well-executed fabric choices and displays. They help convey to the consumer the possibilities they have in their home,” he says. “If you can’t inspire them to visualize how our products can improve the quality of their home and time shared with family and friends, then you’re only left with talking about price.”

Bryant recommends creating a visual impact on the floor that shows consumers how products can create an exciting environment that they can envision themselves in. That’s a key to differentiate yourself from mass merchants. “I also think that a retailer can create repeat, frequent return business with items such as flowers, gifts, gril ls, and entertaining accessories,” he adds.

“They all help improve the reach they have into the consumer’s home.”

Bryant, a 24-year veteran of Lane Venture, says that throughout his tenure, the company’s primary focus has been on great design and fabrics.

“I think we’re known for our comfort

Given these strengths, Bryant is optimistic about the future. “As a company, I fully believe that we have much growth in front of us as we get re-established under our new parent company,” he says. “Our focus will remain on executing exquisite designs, great value, and exceptional service.”

In a world of hectic schedules,

and tailoring, which have been consistent in many collections through the years. I think our fabric line remains th e strongest in the industry and has kept us on trend and fashionable. I think the way we photograph and showcase our products creates aspiration and inspiration to both retailers and consumers.”

chaotic commutes, and tight deadlines, Bryant notes that the key to sales is for dealers to understand that they are selling time. “I think ultimately, time is the most precious commodity and as retailers and manufacturers together, we offer consumers an enjoyable way to spend that time,” he says. “The key is that we show them how.”

Indoor comfort meets outdoor living.

With premium outdoor electric infrared heating from Infratech.

When you choose or specify Infratech heaters for an outdoor living space, you’re actually choosing an option that can provide up to 100 more nights year-round in eco-friendly comfort.

With a range of heating capacities, color and mounting options, you can choose a system that blends seamlessly into a home’s architectural style.

Enjoy control options that maximize convenience and ease of use – from our exclusive Smart Home Integration option to our new Universal Control Panel that enables you to use the dimmers of your choice, your mobile device, or a smart home assistant.

To learn more about our capabilities or view our gallery, please visit infratech-usa.com

WWW.INFRATECH-USA.COM | 800-421-9455 3-YEAR WARRANTY | PROUDLY MADE IN USA

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what’s new 6 HOT PRODUCTS TO SELL NOW

RAVELLI Vittoria, a new model from Ravelli, features an innovative self-cleaning burning pot.

A completely redesigned burning chamber allows ashes to be burned several times, optimizing pellet efficiency. The burning pot bottom is a moving element that ensures no more clinkering and less work for the user.

Contact: (404) 903-1243 or usa.ravelligroup.it.

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FIRENADO Give your home the warmth and long-lasting beauty it deserves with the Firenado charred oak log set from the same people that brought you Blaze Grills. The product of a multistep hand-painted process, the log set reflects the ultimate in detailing that truly sets it apart from the competition. Logs are cast from real wood and are made out of a refractory mix to withstand high heat. The logs come with a lifetime warranty. Contact: (866) 976-9510 or www.thefirenado.com.

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TEMPOTEST 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.

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GOLDEN BLOUNT Golden Blount has recently added two new models to its RLS-Rumsford log set series. These highly detailed sets come with 7 to 11 logs, in 24-, 30-, and 36-inch sizes. The RLS series is the perfect choice for tall masonry fireplaces or any fireplace that requires a big, impressive set of logs. Contact: (800) 833-1139 or www.goldenblountinc.com.

WINSTON FURNITURE New for 2019, Winston introduces Hampton, a transitional woven sectional designed with round legs and tapered arms configurable to fit any lifestyle.

The Hampton offering is complete with accessory tables and a chat grouping that features its own firepit designed specifically for the collection.

Hampton ships in 3-5 business days as part of Winston’s special-order cushion program.

Contact: (205) 486-9211 or www.winstonfurniture.com.

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BROWN JORDAN The Still collection, designed by Richard Frinier, conveys modern simplicity with soft, yet sculpted, angles— this seating creates an inviting atmosphere designed to convey a sense of elegance all season long.

Crafted of strong, lightweight aluminum and a smooth, powder-coated finish, this collection protects against the elements while maintaining its beauty.

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

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Big Products. Big Ideas.

Only at North America’s Largest Indoor-Outdoor Lifestyle Event.

Everything’s Bigger in Texas... including the Opportunities at HPBExpo 2019 in Dallas.

Get to HPBExpo 2019 to access the BIG developments in indoor-outdoor living. Exciting new brands and product launches on the show floor. A robust education program, including industry certifications, sponsored

by Hearth & Home Technologies. Thousands of professionals eager to share insights and strike new deals. It will all be here waiting to be experienced. REGISTER TODAY at hpbexpo.com/register.

EXHIBITION: March 14-16, 2019 • EDUCATION: March 13-15, 2019 Kay Bailey Hutchison Convention Center • Dallas, TX

HPBExpo.com

/HPBExp0

@HPBExpo

2019

/hpbexpo

2019 Expo Education Program Sponsor

HPBExpo 2019 KEYNOTE SPEAKER

MIKE HOLMES

THE BIG

OF INDOOR-OUTDOOR LIVING

SPONSORED BY

DIY Network star, Mike Holmes will share his thoughts on housing and product trends, the importance of fireplaces in the home, and how outdoor products enhance the homebuying experience. Sponsored by Napoleon Products.

THURSDAY, MARCH 14 | 8:00AM – 9:15AM Featured chair supplied by Telescope Casual Furniture.

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PRODUCT PROFILES

EGG GEnIus IntErActIVE tEmPErAturE cOntrOllEr The EGG Genius effortlessly controls the temperature of your EGG through your smartphone, tablet or computer. Remotely manage and monitor cooking and food temperatures for worry-free cooking, view graphs of your cooks … and even receive alerts when your cook is finished or when the EGG temperature is too high or low.

Contact: (770) 938-9394 or www.biggreenegg.com.

cIclO The Ciclo collection, new this fall from Brown Jordan designer Kevin Diedrick, offers a clean, contemporary parametric design. Named for their eye pleasing circular silhouettes, these dining and seating pieces are organic and modern, yet comfortable for dinner and conversations al fresco.

Contact: (800) 743-4252 or www.brownjordan.com. circle reader service no. 104

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clAssIc cushIOns & umbrEllAs Classic Cushions & Umbrellas offers an extensive pillow collection that is designed to complement all styles of outdoor furniture.

Classic produces top-quality pillows that are durable, stylish, competitively priced, and made in the USA. The pillows are handcrafted using the finest domestic acrylic fabrics, including the new Sunbrella Pure and Shift collections. Classic also offers 100% acrylic cords and fringes to optimize customization.

Contact: (800) 343-8958 or www.classic-cushions.com. circle reader service no. 102

AEI/GEnsun OutdOOr KItchEn AEI Corporation (Irvine, California) and Gensun (Rancho Cucamonga, California) are introducing the PGS Legacy/Gensun quick ship grill/island program. The PGS Legacy Newport (30-inch) and Pacifica (39-inch) grills are beautifully integrated into the all-aluminum Gensun designer islands with durable all cast aluminum tops. PGS grills feature the exclusive PGS Fuel Stop (patent pending) one-hour gas shut-off/timer.

Contact: (949) 474-3070 or www.aeicorporation.com. circle reader service no. 105

nEw At OrtAl – GrAnItE PAnEls

ElItE rAdIAnt VEntEd burnErs

The interior and exterior walls of any Ortal fireplace can be furnished with fired porcelain panels in a wide variety of textures and colors. Easy to install behind the flames and around the glass, Ortal Granite Panels reproduce the look and feel of natural granite and foundry-forged materials. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

More Heat. More Flame.

The Elite Radiant Vented Burners deliver more heat to your room and more flames to your fireplace. With their unique construction and integrated radiant fiber heat sink, these burners produce dancing flames without using sand or vermiculite.

The Elite Radiant Vented Burners are available in four control options and are compatible with two log sets. The Pioneer Refractory Vented Log Set (pictured) uses reinforced refractory construction for maximum durability.

Available through American Hearth dealers. Contact: (800) 851-3153, www.americanhearth.com.

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hEAt bArrIEr sOlutIOns by OrtAl Not all heat barriers are created equal. To maintain Ortal’s signature frameless design while keeping safety in mind, Ortal has developed two solutions. Our patented micro-mesh Screen heat barrier is a stylish solution to ensure your fireplace is completely safe without compromising aesthetics. Or for the ultimate in luxury, our Double Glass system incorporates two layers of glass and silent cooling fans to maintain a frameless look. Contact: (844) ORTAL-FIRE or www.ortalheat.com. circle reader service no. 107

nEw bArclAy cOllEctIOn FrOm GEnsun

G42 GAs FIrEPlAcE

A modern rectilinear design with tropical flair, softened with a fabric strap handwoven onto an extruded aluminum frame, Barclay is perfect for relaxing on the beach, patio, deck, or veranda. Included in the collection is a swivel/glider lounge chair with a thick, plush cushion. So, go outside, sit down and relax—comfort and style doesn’t get better than Barclay. Contact: (866) 964-4468 or www.gensuncasual.com.

The G42 is the premier 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 let you style your G42 to fit perfectly in your home. Additional features such as 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.

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GlEnwOOd FIrEPIt dInInG GrOuP wIth sOFA Giving homeowners elevated, trending designs to create fabulous outdoor spaces is at the top of retailers’ priority lists. Apricity, by Agio, was created exclusively for specialty retailers to give them access to innovative new looks, flexibility and quality inspired by top industry designers. The Glenwood Firepit dining group epitomizes Apricity’s offering with its show-stopping fire feature and a mix of traditional seating and a full-size, three-cushion sofa. The unique mix creates a multifunctional space that’s sure to elevate sales. To get on board with new and exciting collections, discover the light and warmth that is Apricity. Contact: (888) 997-7623 or www.agio-usa.com. circle reader service no. 110

dAVEnPOrt PEllEt The Davenport pellet stove, available from BAC Fireside Group, features a handsome design that is both compact and sturdy. The pedestal design offers a large capacity ash drawer, greatly expanding the time between ash removal. This stove, with a maximum burn time of 55 hours, is crafted and constructed with a heavy-duty heat exchanger and whisper-quiet convection fan. The step-top design offers an extended hopper capacity of 70 pounds, which ensures longer refill intervals and extends heating value. Contact: (800) 873-1330 or www.bacsales.com. circle reader service no. 111

rEclAImEd wOOd mAntEls These solid wood reclaimed beams are taken from barns in America’s heartland. No two are alike and each has its own unique character. They are available in two styles from Forshaw in 6-foot lengths, and they come prepared for easy installation. Why settle for factory-made mantels when you can have the real thing? Ships within five working days. Contact: (800) 367-7429 or www.forshaws.com. circle reader service no. 112

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PRODUCT PROFILES hOmE swEEt hOmE As Dagan, LLC settles into its new home in St. Louis, Missouri, it has published a new catalog featuring many new fireplace accessories. All of its beautiful offerings would make any home sweet home complete. This new log cabin design panel screen is constructed of black wrought iron and is 30.5 inches high by 39 inches long. With its adjustable back legs, this freestanding screen will sit flush up against your fireplace. Contact: (800) 654-5979 or www.daganind.com. circle reader service no. 113

InFrAtEch OutdOOr hEAtErs Infratech’s most popular mounting option is flush mount. Easy to install and beautiful to look at, you can enjoy crisp, cool evenings entertaining your friends and family outdoors. Tucked into your ceiling, Infratech’s W & WD series heaters are silent, odorless and 93% efficient. Your guests won’t know the heaters are there until you turn them on. Contact: (800) 421-9455 or www.infratech-usa.com. circle reader service no. 114

wEAthErEd OAK VEnt-FrEE lOG sEt The striking Weathered Oak vent-free log set from Golden Blount is the newest set to be added to the line of logs that use the company’s high-performance Omega burner system. The set features seven highly detailed weathered logs, and is available in 18-, 24-and 30-inch sizes. Contact: (800) 833-1139 or www.goldenblountinc.com. circle reader service no. 62

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FIRENADO VENTED SPIRAL GAS LOG BURNER Introducing the vented spiral gas log burner from Firenado, the same people that brought you Blaze Grills. With this burner, you can enjoy your wood-burning fireplace without the ash and mess from a true wood fire. It’s easier to get going and gives you the ambience you want from a true wood-burning fire. The spiral configuration of the three burners in the Firenado vented spiral gas log burner gives you a more realistic flame pattern than other designs.

Contact: (866) 976-9510 or www.thefirenado.com.

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SOHO As part of the 2019 Quick Ship Program, Winston introduces Soho, a contemporary, mixed media collection styled with tapered arms and legs.

Soho deep seating includes accessory tables as well as square or rectangular firepits for use with chat groups. In addition, Soho offers dining and balcony sets in woven and sling. All Soho collections ship in three business days with the deep seating and chat shipping in five business days when ordered as part of the special-order cushion program. Contact: (205) 486-9211 or www.winstonfurniture.com.

Classic Cushions & Umbrellas is celebrating 38 years in business by launching a new 2018-19 full color catalog and website, featuring new O.E.M. collections and universal cushion designs. In addition to an extensive stock collection of fabrics, Classic is offering the new Sunbrella Pure fabrics to its dealers. Contact: (800) 343-8958 or www.classic-cushions.com.

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CLASSIC CUSHIONS & UMBRELLAS

OAK GROVE FIREPIT CHAT GROUP What’s the next big push in outdoor?

Purely inspired designs created exclusively for specialty retailers from Agio’s newest outdoor brand, Apricity. Exciting new collections from top industry designers appeal to trendsavvy consumers. From new modern lines, and urban and mid-century inspired looks to transitional pieces, Apricity will deliver new light to the outdoor industry, and to specialty retailers’ profit margins. See for yourself the new and exciting collections from the most trusted name in outdoor, Agio, and its newest specialty brand, Apricity. Contact: (888) 997-7623 or www.agio-usa.com.

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DUBLIN Transport yourself to a place of rolling hills, Celtic knots and oceanside cliffs.

Evoking tartan plaids and top-notch hospitality, the new Dublin collection from Patio Renaissance invites you to curl up with a teacup and savor the words of Joyce or Yeats. Or laugh with friends as you compose a cheeky limerick. The Dublin collection, consisting of dining and seating pieces, will make your guests feel more welcome. Contact: (909) 980-6698 or www.patiorenaissance.com.

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PRODUCT PROFILES

lGK24 cErAmIc KAmAdO chArcOAl GrIll

bIG GrEEn EGG EGGsPAndEr rAcK systEm When you are cooking several different foods at once, or when preparing meals for a crowd, the Big Green Egg EGGspander easily configures for multitier and multizone direct and indirect cooking. The rack also flips over for direct “Cowboy Style” steaks! Available now for the Large and XLarge EGGs. Contact: (770) 938-9394 or www.biggreenegg.com.

Perfect for large groups or entertaining, the LGK24 boasts 662 square inches of two-tiered stainless-steel cooking surface. The heavy-duty ceramic exterior is finished with a hightemperature glossy black coating and stainless-steel trim. The Louisiana Grills ceramic series comes complete with two fold-down bamboo shelves and heavy-duty swivel casters, as well as adjustable top and bottom dampers for superior temperature control.

Fueled by premium hardwood lump charcoal, the LGK24 offers five-in-one cooking: Smoke, bake, sear, roast, or char-grill. Enjoy the freedom of choice—and the flavor of deliciousness—with your LG ceramic grill.

Contact: (877) 303-3134 or www.dansons.com. circle reader service no. 122

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tOrchE Modern sensibility meets versatile design with the Torche collection from Les Jardins. Torche complements any landscape or outdoor path design by featuring soft, atmospheric lighting coupled with a variety of light frames ranging from teak to red or gray aluminum. Available in three different sizes and delivered with either a spike to plant or an attachable base, Torche is the ultimate outdoor accessory. Contact: (213) 745-8883 or www.lesjardins.solar. circle reader service no. 123

sunrIsE mEtAl shOP Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet. Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, double-walled, 304 stainless-steel grill and outdoor kitchens.

Contact: (260) 463-4026. circle reader service no. 124

mOntIGO dElrAy

864 trV 31K GAs FIrEPlAcE by FIrEPlAcE XtrOrdInAIr The 864 TRV 31,000-BTU fireplace is perfect for anyone looking to display a big, beautiful fire that provides supplemental year-round heat to spaces up to 1,400 square feet. This top or rear vent (TRV) fireplace includes new features such as Ember-Glo ember bed lighting, adjustable overhead Accent Lights, the CoolSmart TV Wall option and your choice of stunning 10-piece Classic Oak or Birch log sets. Contact: (800) 654-1177 or www.fireplacex.com. circle reader service no. 125

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Beautify your home at an entry-level price point with Montigo’s newest linear fireplace specifically designed for affordability.

The DelRay, which delivers beautiful flames inside a sleek and modern firebox, was designed with ease of installation in mind with its slim 14¼-inch framing depth all within a stunning cleanface design. Adding features, as well as converting to propane, can all be performed in minutes with a simple conversion kit and easy access to the control board. Contact: (800) 378-3115, sales@montigo.com or www.montigo.com. circle reader service no. 126

sEAttlE ArAdA FArrInGdOn Complete with Arada’s Flexigrate wood-burning system, the Farringdon, available from BAC Fireside Group, epitomizes the finest design with innovative technology and stellar efficiency ratings. This stylish and contemporary compact wood stove transforms any space with its clean-cut lines while boasting a high output and large viewing glass, which is ideal for admiring its roaring flames. Product features of the Arada 16 wood-burning stove: catalyst stove, burns wood logs, 54,000 BTU output, 1.5 g/hr emissions, 1.3 cubic foot firebox, maximum/ideal log length of 21 inches/17 inches, and high efficiency (certified).

Product features of the Arada 12 high-efficiency wood-burning stove: burns wood logs, 40,900 BTU output, 2.8 g/hr emissions, 1.14-cubicfoot firebox, maximum/ideal log length of 17 inches/14 inches, 208-square-inch viewing window, and high efficiency (certified).

Contact: (800) 873-1330 or www.bacsales.com. circle reader service no. 127

Versatile and diverse, the Seattle collection from Patio Renaissance is found at the intersection of creative and corporate where art meets innovation. And just like the city’s people, the Seattle line feels inclusive, friendly, and relaxed. Drawing inspiration from an eco-friendly design and contemporary lines, this deep-seating collection feels equally at home overlooking a city skyline or under the leafy canopy of a woodland hideaway. Contact: (909) 980-6698 or www.patiorenaissance.com. circle reader service no. 128

OutdOOr KItchEn IslAnds by GEnsun Gensun’s predesigned kitchen islands now come complete with PGS Appliances. With 26 cabinet finish options and 30 countertop finish options, customers can choose from a wide variety of colors to match or complement their home. Islands have adjustable legs to address uneven surfaces and are ready to use in just hours. Contact: (866) 964-4468 or www.gensuncasual.com. circle reader service no. 129

rushmOrE InsErts The Rushmore Fireplace Inserts with TruFlame Technology combine technology and aesthetics to create realistic flames and a glowing ember bed, mimicking a natural wood fire. Available in two sizes, 30 and 35 inches, these inserts turn your wood-burning fireplace into an attractive and efficient focal point. The multifunction remote operates as a conventional thermostat, a Smart Thermostat, or as a manual control. The remote also operates the included accent light and blower. Available through White Mountain Hearth dealers. Contact: (800) 851-3153, www.whitemountainhearth.com. circle reader service no. 130

twIn stAr hOmE cOncOrd cOllEctIOn: tV stAnd wIth clAssIcFlAmE ElEctrIc FIrEPlAcE The Concord collection is a 21st-century take on the American Classic Shaker style. With straight, simple lines, Concord remains loyal to its no-nonsense Shaker Heritage for an understated and unpretentious appeal. Finished in either Meridian Cherry and Franklin Blue, collection pieces are all punctuated with brassbutton-inspired hardware. The TV Stand accommodates most flat-screen TVs up to 65 inches and up to 90 pounds. Complete with sliding doors that conceal a center compartment and a divided upper media shelf with two side cabinets with adjustable shelves. 59.5” W x 15. 5” D x 34” H. Contact: (866) 661-1218 or www.twinstarhome.com. circle reader service no. 131

EAGlE OnE The new Twin Eagles Eagle One Super Premium gas grill builds on the company’s reputation of meticulous engineering, exceptional design, and unparalleled performance. Its striking appearance speaks to the most discerning designers. Bold, new illumination characteristics allow customers to manage and track temperature with accuracy and style. Available in 2019. Contact: (800) 789-2206 or www.twineaglesgrills.com. circle reader service no. 132

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PRODUCT PROFILES

mOntIGO dIstInctIOn sErIEs The Distinction comes in both single-sided and see-through configurations and a full 36, 48, 63, or 72 inches of viewing space to perfectly suit your needs. The D series also comes standard with a concealed burner, ceramic glass, circulating fans, multicolor LED uplighting, and a convenient flame turndown. Now available with the Cool Wall Advantage— elegance and heat exactly where you want it, diverting heat away from the wall and keeping your television or artwork safe. Dealer inquiries welcome.

Contact: (800) 378-3115, sales@montigo.com or www.montigo.com.

GrEEn mOuntAIn 60 truhybrId mOdEl 8660 The Green Mountain 60 TruHybrid model 8660 introduces a new style in a full cast-iron stove. The Green Mountain 60 uses the new HearthStone TruHybrid combustion system with HearthStone’s signature soapstone firebox lining. At 0.6 g/hr under the 2020 U.S. EPA clean air standards, it is clean, uber-efficient, and easy to operate. Open the side lever for smokeless startups or close it for long, efficient fires of up to 24 hours. Contact: (877) 877-2113 or www.hearthstonestoves.com. circle reader service no. 135

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InFrAtEch OutdOOr hEAtErs

FArO Faro is one of MLW Stone’s most affordable stones. A strong and durable material, Faro has no natural fissures and features a classic polished finish.

Consistent beige coloring makes it the perfect choice for any project. This stone is available in three standard sizes.

Contact: (800) 477- 7665 or orders@mlwalker.com or www.mlwstone.com.

Only Infratech offers an unlimited color choice so your outdoor heaters blend beautifully into the environment.

Pictured here is our popular Bronze, just one of six standard colors. All colored heaters are powder-coated over our 304 stainless steel body for lasting value. Contact: (800) 421-9455 or www.infratech-usa.com.

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nOw AVAIlAblE: mEndOtA’s ml72 décOr lInEAr FIrEPlAcE Your customers have even more possibilities with Mendota’s newest and largest addition to its lineup of décor linear fireplaces. The ML72 goes above and beyond while striking the perfect balance of high style and high performance. This fireplace’s expansive width and eye-catching design ensure any room makes a statement. With more space also comes more decorative options, including a number of fronts, linings and fire bases, to customize every inch of this impressive panoramic view. Contact: (800) 553-5422 or www.mendotahearth.com. circle reader service no. 137

lX2 cOrnEr Valor’s LX2 corner, part of Valor’s multisided LX2 series, offers radiant warmth, safety, aesthetics and performance. Standard with the LX2 series, Valor HeatShift provides the combination of radiant heat from the fireplace and HeatShift’s convective heat—all the while keeping your artwork, television and construction materials cooler.

Contact: (800) 468-2567 or www.valorfireplaces.com. circle reader service no. 138

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tEmPEst tOrch 24V The award-winning Tempest Torch is now available as a low voltage (24V) electronic model. This new model features easier installation and can be used with a light switch, remote control, programmable timer or wired into a smart-home system. With the Tempest 24V, you can install up to four torches on a single transformer, and up to seven transformers on one 120-volt, 15-amp circuit.

Contact: (800) 654-1177 or www.tempesttorch.com. circle reader service no. 141

hEAtIlAtOr: lEGAcy The Legacy offers the first-ever gas fireplace without a glass front while enabling a horizontal termination. This design provides homebuyers what they are demanding: A large, traditional fireplace with robust flames, the convenience of remote start, and the flexibility to be installed anywhere. Additionally, it offers the ability to safely place a television just 12 inches above the fireplace without a mantel. Contact: (800) 927-6841 or www.heatilator.com. circle reader service no. 139

sunGlO PsA265 The Sunglo model PSA265 is a permanently mounted gas infrared patio heater. It’s ideal for patios with limited space and access to natural gas. Its heat-coverage average is a 10-foot circle of quiet warmth. The Sunglo PSA265 heater can be manually operated, with no electrical connections needed; the PSA265E version offers a completely automated ignition system.

Contact: (888) 317-5255 or www.infradyne.com.

EstAtE sErIEs Welcome to the Estate series: stainless-steel elegance with the most natural fuel source available.

The LG860C is fueled by 100% natural hardwood pellets, and it offers the most versatile cooking system on the market, the company says. With 860 square inches of cooking space, you can bake, grill, sear, char-grill, broil, smoke, barbecue, and roast to your heart’s content.

The digital control center and meat probe work in tandem by regulating the internal cooking temperature of your food, and they automatically reduce the grill to a low smoke setting when the food is ready. You can also 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.dansons.com. circle reader service no. 142

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cAstlEtOn truhybrId mOdEl 8031 The Castleton TruHybrid model 8031 introduces the new HearthStone TruHybrid combustion system in a soapstone and cast-iron stove. It is clean burning and uber-efficient, meeting 2020 U.S. Environmental Protection Agency clean air standards under the Burn Wise program with an emission rate of 0.69 g/hr. It is easy to operate with a single lever air control and an easy catalyst control handle, and it will burn up to 20 hours on a single load of wood. Contact: (877) 877-2113 or www.hearthstonestoves.com. circle reader service no. 143

sKAAl The sleek Skaal from Les Jardins is a play on minimalism and a study in smart, streamlined design. Made of visually stunning teak pieces, this contemporary lantern is at home both indoors and out. Available in two sizes, it blends clean lines and solid construction with soft, durable light for the ultimate in indoor/outdoor living. Skaal adds easy modern style to any space.

Unmatched in both quality and functionality, it is the very definition of modern, urban chic. Contact: (213) 745-8883 or www.lesjardins.solar. circle reader service no. 144

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PRODUCT PROFILES AbsOlutE blAcK

mAdrOnA mOdErn Expect the comfort of Valor’s unparalleled radiant gas warmth in this modern, Scandinavian-inspired design. The Madrona Modern’s clean lines easily replace an old wood stove offering up to 75% turndown, advanced sealed combustion and direct-vent technology—the best in efficiency and safety. Powder-coated cast iron and steel. Available with Black, Pewter and Almond White sides; and Traditional logs, Driftwood and Splitwood. Contact: (800) 468-2567 or www.valorfireplaces.com.

Absolute Black is a well-priced premium black granite fireplace facing from MLW Stone.

Rich and luxurious, this durable material is available in the company’s three standard sizes. A strong and resilient surface makes it highly resistant to scratches.

This ultra-polished granite lends itself to both contemporary and traditional styles. Contact: (800) 477-7665 or www.mlwstone.com. circle reader service no. 147

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st. mArtIn

Judd The Judd collection brings exceptional style to any outdoor setting by elevating a traditional track-arm design with multiple high-end weave options—and the added functionality of water-resistant, built-in cushion-storage compartments for seat and back cushions. The coffee table also features water-resistant storage.

Finally, here’s outdoor furniture that’s simple, sophisticated, and practical.

Contact: (888) 462-6852 or www.plankandhide.com.

Sprinkle a little Caribbean charm to your outdoor living with this St. Martin-inspired tropical getaway collection. The St. Martin collection ensures comfort and quality, along with a durable and lightweight design. Fossil gray resin wicker covers the frame in a stylish and weatherresistant wrapping, while Sunbrella fabric cushions help everyone sink in for complete relaxation. If you can’t go to St. Martin, having this collection brings the essence of St. Martin to you. Contact: (866) 9191881 or www.ratana.com. circle reader service no. 148

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bAnchEttO FIrEPIt With this Tropitone classic inspired by Italian design and heritage, customers can choose from round or square tops (30 to 54 inches) to accommodate desired space and seating configurations. The burner system produces a wide range of heat output peaking at 90,000 BTU. This range provides the user with versatility to accommodate variations in outdoor temperature and activities. The firepit is made of aluminum and features the exclusive Banchetto tabletop design. Contact: (949) 951-2010 or www.tropitone.com. circle reader service no. 149

twIn stAr hOmE wrIGht cOllEctIOn For those who see style as paramount, the Wright TV stand with a ClassicFlame Panorama electric fireplace can mean the search is over. An asymmetrical, open design is paired with an electric fireplace insert that offers an unparalleled three-sided view of the enchanting 3D flame effect. As it supports your flatscreen TV up to 65 inches and 90 pounds, this stand makes a statement that you are the style trendsetter to watch. A Cambridge Oak finish with a black cord management panel and base allow this piece to flourish in a contemporary home. 59.5” W x 15. 5” D x 34.25” H. Contact: (866) 661-1218 or www.twinstarhome.com. circle reader service no. 150

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rAVEllI rV80 The Ravelli RV80 is the first Italian pellet stove with a classic design available in the North American market. It features Victorian looks with all the technology and quality that distinguish Ravelli stoves around the world, and it offers 40K BTUs of beauty, with the low emissions of 0.6 g/hr and one of the highest efficiencies on the market. Contact: (404) 903-1243 or usa.ravelligroup.it.

hEAt & GlO: FIrEbrIcK InsErts

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There’s something nostalgic about a fireplace roaring with the cracking sound of wood. But making time for it isn’t always so simple. Cutting and stacking wood, building fires, and cleaning up ash are time-consuming propositions. Over time, a masonry-built fireplace can also become dated with the brass designs of yesteryear. Heat & Glo has the answer to upgrade your fireplace in as little as a day. It’s called a gas insert.

As the name suggests, a gas insert fits directly into your existing fireplace, greatly enhancing its performance and beauty. Operated by the flip of a switch or remote control. No mess. No Hassle. Real Fire. Just sit back and relax. Contact: (888) 427-3973 or www.heatnglo.com. circle reader service no. 151

sunrIsE mEtAl shOP Sunrise Metal Shop (Topeka, Indiana), as of February 2018, has changed the name of its well-known grill, the Silver Bullet.

Shooting for the sky, the company has renamed it the Silver Rocket. Sunrise Metal Shop is taking the outdoor-cooking world to new heights with its insulated, doublewalled, 304 stainless-steel grill and outdoor kitchens. Contact: (260) 463-4026. circle reader service no. 153

wOOd FIrEd PEllEt smOKEr & GrIll The new Twin Eagles Wood Fired Pellet Smoker & Grill combines the ultimate in performance and convenience, setting the standard for premium pellet grills with accurate and versatile temperatures from 140ºF to 725ºF. Smoke, bake, grill, sear and rotisserie cooking features deliver amazing results at the push of a button. Contact: (800) 789-2206 or www.twineaglesgrills.com. circle reader service no. 154

nOw AVAIlAblE: InnOVAtIVE cOOl wAll FrOm mEndOtA Cool wall technology redistributes heat without sacrificing the quality you expect from Mendota fireplaces. It works by moving the convection air up and away from the surrounding walls—keeping the mantel and surrounding areas cool. The vent duct can be placed above the fireplace on the front or side wall, dropping the temperature of surrounding areas while still delivering focused warmth. By keeping their walls cooler, your customers have more flexibility and design options to get closer to their fireplace than ever before. Contact: (800) 553-5422 or www.mendotahearth.com. circle reader service no. 155

FIrE mAGIc EchElOn buIlt-In GOurmEt GrIddlE Fire Magic’s new Echelon Built-in Gourmet Griddle is perfect for outdoor cooking of everything from rice and fajitas to bacon and eggs. The griddle, crafted from heavy-duty stainless steel, features dual burners that provide up to 40,000 BTU, hot-surface ignition, back-lit control knobs and an expansive 30-inch x 18-inch two-zone cooking area that allows preparation of multiple dishes simultaneously. A handsome stainless-steel cover protects the griddle when not in use. Contact: (800) 332-3973 or www.firemagicgrills.com. circle reader service no. 156

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PRODUCT PROFILES

tEmPOtEst stArscrEEn

sAn sEbAstIAn The San Sebastian collection takes guided inspiration from the Spanish coastal city of San Sebastian, renowned for its golden beaches and grand architectural design. San Sebastian can make any outdoor space become grandiose, as it’s crafted with triple brown wicker resin finishes wrapped with immaculate precision over strong, yet light, aluminum frames. Sit back into pure comfort with deep modular seating and relax as if you were on the pristine beaches of San Sebastian. Contact: (866) 919-1881 or www.ratana.com.

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. 159

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P6 GrIll FrOm cAl FlAmE

For 70 years, Real Fyre has manufactured the highest, most realistic gas logs available. Our new Charred Birch collection is modeled from actual logs for the look of genuine birchwood.

Available in vented (pictured), direct vent, and new vent-free versions, there’s a Real Fyre Charred Birch set for every fireplace. Contact: (800) 332-3973 or www.realfyre.com.

Feast your eyes on a large grilling surface of 1,100 square inches with a total output of 110,000 BTU, including six burners and two infrared back burners.

The P6 is a beautifully constructed, heavy-duty grill that comes with a rotisserie and adjustable motor mount. It also includes a full-width stainless steel drip tray on rollers, which makes cleaning very easy.

The P6 offers everything you need to make a gourmet meal. When you buy the P6, you are also getting a smoker box to enhance the smoke flavor of your food. The griddle tray also comes standard and is a great accessory for cooking eggs, bacon and other food items.

Keep the P6 protected from the great outdoors with the Cal Flame grill cover that also comes standard with the P6.

Contact: (800) 225-7727 or www.calflamebbq.com.

rEAl FyrE bIrch cOllEctIOn

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sAmbA wOVEn Tropitone’s Samba collection is a masterful recreation of the company’s 1970s classic design, Brasilia. Samba embodies a transitional style with a modern twist. Its clean geometric lines, combined with optional woven panels, exudes design and sophistication, making this collection versatile for a variety of outdoor spaces.

Download the product guide at info.tropitone.com/samba. Contact: (949) 951-2010 or www.tropitone.com. circle reader service no. 161

cOmstOcK The Comstock collection offers a modern twist on ironwork. With smooth, gently curved arms and the unusual twisted-iron supports, the seating pieces in Comstock—whether standard seating or sectional—are giving an updated look to what is usually a more traditional material use.

Contact: (800) 877-2290 or www.woodard-furniture.com. circle reader service no. 162

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hIGhlAnd GAs InsErt The Highland gas insert from the Outdoor GreatRoom Company is a direct-vent gas insert that fits a variety of existing indoor fireplaces. It is a product in the Gallery collection of electric fireplaces and inserts, gas fireplaces, and accessories. The modern hearth kit complements the Highland gas insert and highlights the modern appearance of fire glass. A media dam is included to keep the clear tempered fire glass gems contained and organized within the unit. This decorative accessories kit also includes a black pilot hood cover and 15 pounds of clear tempered fire glass gems.

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

EmmEtt The Emmett collection effortlessly combines a minimalist aesthetic from the 1960s with an homage to classic contemporary design that delivers a burst of sophistication and style to any backyard. Double-padded sling wraps a fully welded frame, providing one of the most comfortable seats on the market. The collection is available in matte black or graphite.

Contact: (888) 462-6852 or www.plankandhide.com. circle reader service no. 166

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OutdOOr lIGhtInG FrOm JArdInIcO

PEnElOPE Penelope is a cutting-edge collection featuring several different tables, chairs, and benches that combine to create an eclectic, yet harmonious, setting.

Modern and simplistic design make this collection one to stop and admire. Contact: (610) 705-8808 or www.alfrescohome.com. circle reader service no. 164

The Antibes lanterns are crafted of long-lasting teak in a geometric rectangular design. All lanterns in these collections require the addition of a light source. Crafted with designer style and a variety of high-quality materials for residential and contract applications, the new Jardinico accessories collection includes outdoor lanterns, wine cooler and tub, and multipurpose occasional tables. Contact: (626) 814-0168 www.jardinico-caractere.com. circle reader service no. 167

hArbOr EdEn cOllEctIOn Eden’s warmly functional seating, sparked by Swedish simplicity, clean lines and flawless craftsmanship, make this slatted teak-inspired table an outdoor must-have. Constructed with HDPE materials and aluminum, Eden is available in all of Homecrest’s textured powder-coated finishes and three HDPE top colors, providing a variety of color combinations.

Available in café, balcony and bar heights, the modern appearance of the Eden collection pairs well with Eden bench seating and the Allure sling collection. All Homecrest products are made in the USA. Contact: (701) 280-5956 or www.homecrest.com.

The Harbor collection is crafted of high-quality aluminum frames and powder-coated with a multistep, hand-applied striking Driftwood finish and all-weather synthetic wicker in a natural hue. Timeless in design, with its clean lines and weathered natural-wood-looking planked table tops, the Harbor collection is the seamless fusion of modern aesthetics with a twist of vintage flair, providing a casual, yet elegant, oasis for today and tomorrow’s outdoor space. Contact: (973) 428-0400 or www.verandaclassics.com. circle reader service no. 168

circle reader service no. 165

NOVEMBER/DECEMBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 71

AS I SEE IT

continued from page 38

gram that supports that buying cycle. The benefit is that, at the end of the season, there are no mistakes and no excess inventory sitting in their warehouses and more cash in the bank.

What are the next steps for Quick Ship?

Herenlip: Our overall goal is to continue expanding the program and add more Quick Ship collections out of Haleyville. A cut-and-sew cushion operation has been operational in Haleyville for some time now and there is a plan to start painting there as well. Our expectations for the 2020 season are to introduce new Quick Ship aluminum collections as well as offer custom paint and fabrics that can be shipped in the Quick Ship time frame. We will continue to offer all our luxury core collections (with standard 4-6 weeks delivery) out of our facility in El Paso, Texas.

What Winston products gained the most moment um in 2018?

PRODUCT INNOVATION them,” she says. “With a laser-focused look through a consumer lens, Twin Star Home has embarked on a new approach to product development, enhanced product detail information, and a commitment to delivering strong, educated sales support and partnership to our retailers.”

All of this comes amid a flurry of activity—behind the scenes as well as on the product floor. In 2018, Twin Star remodeled its showrooms in Las Vegas and High Point to reveal its all-new “Lifestyles Idea Rooms,” which are vignettes featuring distinctive themes and styles especially tailored to the new collections. “Our goal was to present the diverse products that include electric fireplaces, home office, home entertainment, and occasional furniture to inspire retailers with new ways to think about merchandising and reach the greatest number of home furnishing consumers,” Cody explains. The company also introduced a range of fire and furnishing collections in partnership with award-winning designer Jena Hall, including multiple lifestyle collections that enable retailers to broaden appeal and engage consumers, maximize their retail space, and drive growth.

In October, Twin Star added the ClassicFlame see-through electric fireplace to its product lineup in a freestand-

Herenlip: We introduced Echo, a mixed-media collection, in the 2016-17 season. Mixed media (combining different materials) has really taken off as a category over the past few years. Echo is a group that appeals to millennials because of its transitional style and smaller scale. People in their 30s aren’t looking for oversized pieces of furniture; they are looking for simple, clean looks.

While Echo was well received year one, it really gained momentum this season with double-digit increases. In this industry, it often takes two seasons for an entire collection to gain traction. Our woven collections, Breeze and Capri, are fast becoming favorites because they have the advantage, unlike most container groups, that they can be customized with five to six special order fabrics with five-day, out-the-door lead times.

What new pr oducts are you most excited about going into 2019?

Herenlip: We have a solid product lineup for 2019. We are particularly excit-

ed about two specific groups. One is called Hampton, which is a deep seating wicker sectional group that features a firepit and all the ancillary pieces. Its gray weathered weave finish has received strong approval from both dealers and customers. The second is a deep seating collection called SoHo. It’s a mixedmedia offering that combines aluminum and woven product. It features two different dining groups—one is woven, and the other is sling.

tion in a single showroom vignette. For example, Winston offers three Quick Ship collections in a java finish. We recommend to dealers (who don’t have enough real estate to show all three collections) to show one dining table and then two chairs from each collection.

What does the company see as its biggest opportunity and biggest challenge going forward?

Herenlip: Our biggest challenge is also our biggest opportunity in garnering dealer real estate. The fact that there are so many avenues for retailers to buy from today means that manufacturers must be creative to keep floor space. One of our ways to show more furniture and not lose real estate is to feature a few pieces from each collec-

What does the future hold for Winston Furniture?

Herenlip: Winston has the means and ability to have an on-hand inventory for both new and existing products in conjunction with programs our dealers need. There’s a very positive attitude and excitement felt by the Winston team and our partners. Now entering our fourth year with the QS program and with expectations to bring back additional manufacturing processes to the Haleyville facility from prior years, the team sees this as an ever-increasing opportunity to further strengthe n present partnerships, as well as create new ones as we open more doors and gain additional real estate.

Cody says Twin Star stands apart from the competition by paying attention to consumer needs. “Twin Star has invested in proprietary consumer market research that has provided our product development team with valuable insights into our core consumers and what is important to them,” she says. “This research has helped the company better understand consumer lifestyles and behaviors as it relates to how they live, work, and entertain in their homes as well as how they shop and buy, and has enabled the company to expand its home entertainment, living room, and home office categories.” Retailers have been receptive and excited about the new product launches, and Cody says she looks forward to finishing out 2018 on a high note with more to come. “The latest reports on weather predict a very cold winter and that’s great news for our electric fireplace business.”

The company puts a high priority on engaging with consumers, whether they are online, in store, or at home. Wherever they are “for us, the name of the game is creating relevant, engaging and compelling content that delights consumers,” Cody explains. “If you can create content that is shareable, you’re ahead of the game.” To that end, Twin Star launched brand-new websites and social channels

for Twin Star Home and ClassicFlame in 2018 and will continue to update all the channels and brands to ensure consumers get the content they are searching for as well as the content that will keep them coming back for more.

An example of employing creative content occurred at the July 2018 Las Vegas Market, where Twin Star Home demonstrated how virtual reality can be used to engage buyers and provide dealers with an infinite showroom not constrained by walls. “In addition to the benefit of allowing retailers to show consumers expanded assortments without taking up floor space, it’s a really sticky way to keep consumers engaged,” Cody says. “Virtual reality is just the beginning of what you can expect from Twin Star Home.”

Having made its name as a technological innovator in electric fireplaces, Twin Star Home has no plans to stop now. “We will continue to innovate in that category, and further expand our assortment of TV/media furniture into a broader collection of home furnishings designed for office, living room, and multifunctional living,” Cody says. “Our focus is on creating design-rich home furnishings that offer innovation that matters to consumers and enhances not only their environment and aesthetics, but also the way they live.”

continued from page 42

ing option and as a double-sided room divider. Both options provide consumers with the experience of seeing the fire from two separate rooms or areas in the home. This new electric fireplace features patent-pending Spectrafire3D flame technology, which offers a layered flame effect to create a realistic fire. This introduction builds upon the success of the ClassicFlame Panorama electric fireplaces from earlier this year.

Twin Star also added electric fireplaces to its Ashford and Genevieve collections, in October. The Ashford Bluetooth-compatible television stand with ClassicFlame electric fireplace, which comes in a pure gray and high-gloss white finish, accommodates most flat-screen TVs up to 65 inches and up to 90 pounds. It features the Spectrafire3D flame effect and has five adjustable color, brightness, and speed settings. It has two integrated Bluetooth speakers that let users wirelessly stream audio from anywhere in the room and play TV audio. Meanwhile, the Genevieve television stand with ClassicFlame 36-inch Panorama 3D Infrared Quartz electric fireplace accommodates most flat-screen TVs up to 80 inches and up to 155 pounds. It offers a wider viewing angle and patent-pending Illumitouch control panel.

72 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

CORPORATE PROFILE

continued from page 44

work with, Mueller notes.

In firepits, the company offers several models that combine the warmth of flames with the functionality of a table. The Sadie collection includes a model that features a tabletop that butterflies open to reveal a stainless-steel burner.

This functional firepit came about after Mueller kept hearing the same feedback from consumers on other manufacturer’s brands. “They either didn’t like the unattractive lids, or the lids would get lost,” he says. “In addition, they also wanted space for a plate.” Visually stunning, the patentpending design features riveted black iron contrasting with a hand-painted wenge finish.

Plank & Hide also brings an array of products to make everyday outdoor living easier for the consumer. The St. Kitts entertainment container ingeniously opens to reveal serving dishes for food. The dishes are removable and dishwasher safe. The container, available in three heights, can also be used as a convenient and discreet trash receptacle or to hold favorite beverages. Casters on the patent-pending design provide easy mobility for use in any outdoor area.

“These are functional everyday pieces, yet they

INSIGHT SUNSET WEST

are beautiful and don’t take away from the ambience of the outdoor space,” Mueller says.

All Plank & Hide’s furniture is designed to be mixed and matched between collections, giving the consumer the ability to customize the look of their outdoor space. Today’s consumers want a distinctive look for their home and don’t want to copy the neighbor down the street. Mueller says an important goal for the company is to continue to offer innovative, unique looks so the consumer will be excited about their outdoor space and ultimately purchase more product. the Future Plank & Hide may be a relatively new business, but it is well positioned to continue to provide quality products to the industry. Currently, the company operates a container direct business model. “For now, this approach enables us to bring contract-grade furniture to the retailer at a phenomenal value,” Mueller says. In the future, he adds, Plank & Hide’s goal is to offer retailers a domestic distribution solution.

Mueller predicts a strong future for the outdoor room. “I think the outdoor-living catego-

ry has a lot of legs.” He adds that 15 years ago, the first thing home improvement people focused on was finishing their basements, and Watson’s helped furnish those spaces with games and recreational products. Now, he notes, the focus for homeowners (after they furnish the interior of a home) is creating an outdoor living room. “I don’t see this changing; the outdoor room has simply become an extension of the home,” he says. “Plank & Hide will not only be there to furnish those spaces, but the company will be a major player in the outdoor industry.”

Mueller says the industry has a responsibility to continue to bring innovation to the consumer and not allow the product to become commoditized. Fresh ideas will not only benefit the consumer but ensure the outdoor industry will continue to grow. “I think, generally, the outdoor space can get a little boring,” he says.

“For our industry’s good, it is important to challenge ourselves as manufacturers and think of all the creative ways the consumer can continue to enjoy their outdoor-living space for years to come.”

continued from page 50

Sunset West collections are designed to complement each other, allowing customers to personalize their outdoor areas

which features sleek lines and a driftwood finish. This pairing of aluminum and driftwood make these pieces ideal for any location, from modern homes to backyard decks. A luxurious design is achieved with Sunset West’s Provence collection, which evokes the elegance of Rome coupled with the comfort of high-end furniture featuring sleek, clean lines in its dining and seating products.

Stewart emphasizes that Sunset West is committed to offering products that deliver true value with the highest level of quality. The company has exclusively used Sunbrella’s performance fabric since its inception, but Sunset West also allows customers to supply their own fabric to create a truly customized piece of

furniture. The furniture’s frames are made in Asia, and cushions are prod uced domestically, which Stewart notes is a large advantage. “Because we make them domestically, we can get custom cushions to customers in 4-6 weeks,” he says.

Collections from Sunset West stand apart from other outdoor furniture sets because they were designed to complement each other, all while offering distinct styles for different customers and locations.

Stewart explains that they are crafted so th at customers can take several pieces from one collection such as the Laguna and add a piece from another collection, such as a Majorca club chair, which is woven in a textured resin wicker, to create a one-of-a-kind furniture design.

“One of the things I really think has been catching on is mixing and matching items together,” Stewart says. “Different textures and patterns can go together for a complete, f inished look.” While purchasing an entire set still dominates the market, this ability to pair pieces from different collections provides dealers and customers limitless options to take their patio furniture collection and outdoor areas to the next level. “To differentiate ourselves, we have different collections that work together to create a lot more visual interest for a more custom solution for customers,” Stewart says. “We also have a very keen, clean scale, and the designs are on point for each look we are trying to achieve. Dealers have opportunities to offer curated

packages to make a backyard have a better, higher-end look.”

This innovative mindset extends to selecting color schemes, patterns, and materials that are trending or will be popular in the near future.

Stewart notes that Sunset West str ives to stay ahead of industry trends. He says driftwood (included in the Coronado and Laguna collections) has been very popular for the last few years. For the future, he notices the colors in high demand shifting to classic white and gray tones. “I see us stepping into gray/slate gray color trends in the next year or two,” Stewart says. “I think white is going to be a very important color in the next two to three years.”

The inventive, thriving company wants to continue to look ahead and be on the forefront of innovation.

Stewart explains that Sunset West wants to avoid being behind any style, fabric, and color trends. “If you are on-trend or slightly ahead of trends, you can create more interesting showrooms,” he says. “I think we’re going to get sharper at staying a step ahead.”

NOVEMBER/DECEMBER 2018 | PATIO & HEARTH PRODUCTS REPORT • 73

Advertiser INDEX Advertiser

Phone

Product Profiles DIRECTORY Website

Page

Aei . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . www.aeicorporation.com . . . . . . . . . . . . . .11 Agio, usA . . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . . www.agio-usa.com . . . . . . . . . . . . . . . . . . . .5

Company

Page

Aei ..............................................................................................................60 Agio, usA ..............................................................................................61, 63 Alfresco Home ..............................................................................................71

BAc fireside Group . . . . . . . . . . . . . . . .(800) 873-1330 . . . . www.bacsales.com . . . . . . . . . . . . . . . . . .23 Big Green egg . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . www.biggreenegg.com . . . . . . . . . . . . . .32 Brown Jordan . . . . . . . . . . . . . . . . . . . . . .(800) 743-4252 . . . . www.brownjordan.com . . . . . . . . . . . . . .53

American Hearth (empire comfort systems) ....................................................60 BAc fireside Group..................................................................................61, 65 Big Green egg ........................................................................................60, 64 Brown Jordan ..........................................................................................58, 60

classic cushions . . . . . . . . . . . . . . . . . . .(800) 343-8958 . . . . www.classic-cushions.com . . . . . . . . . . . .54

cal flame ....................................................................................................70

dansons, usA . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . www.dansons.com . . . . . . . . . . . . . . . . . .49

classic cushions......................................................................................60, 63

empire comfort systems . . . . . . . . . . . .(800) 851-3153 . . . . . www.whitemountainhearth.com . . . . . . .29

dagan, llc (forshaw) ....................................................................................62 enviro ..........................................................................................................61

enviro . . . . . . . . . . . . . . . . . . . . . . . . . . . .(250) 652-6080 . . . . www.enviro.com . . . . . . . . . . . . . . . . . . . . .21 firenado ................................................................................................58, 63 firenado . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 976-9510 . . . . www.thefirenado.com . . . . . . . . . . . . . . . .41

forshaw ......................................................................................................61

forshaw . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 367-7429 . . . . www.exterusoutdoor.com . . . . . . . . . . . .28

fire Magic (rH Peterson) ................................................................................69 fireplace Xtrordinair (travis industries) ............................................................64

Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . www.gensuncasual.com . . . . . . . . . . . . . . .7 Gensun ..................................................................................................61, 65 Golden Blount . . . . . . . . . . . . . . . . . . . . .(800) 833-1139 . . . . . www.goldenblountinc.com . . . . . . . . . . . .15

Golden Blount ........................................................................................58, 62

HPBA . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(703) 522-0086 . . . . www.hpbexpo.com . . . . . . . . . . . . . . . . . .59

Hearthstone ..........................................................................................66, 67

Hearth & Home technologies . . . . . . . .(888) 427-3973 . . . . www.hearthnhome.com . . . . . . . . . . . . . .76

Heat & Glo (Hearth & Home technologies) ......................................................69 Heatilator legacy (Hearth & Home technologies) ..............................................67

Hearthstone . . . . . . . . . . . . . . . . . . . . . . .(877) 877-2113 . . . . . www.hearthstonestoves.com . . . . . . . . . .25 icfA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . . www.icfanet.org . . . . . . . . . . . . . . . . . . . . .62 iMc/ las vegas Market . . . . . . . . . . . . . .(702) 599-3046 . . . . www.lasvegasmarket.com . . . . . . . . . . . . .13

Homecrest....................................................................................................71 infrared dynamics ........................................................................................67 infratech ................................................................................................62, 66 Jardinico caractére (treasure Garden) ..............................................................71

infratech . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . www.infratech-usa.com . . . . . . . . . . . . . . .57 les Jardins . . . . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . . www.lesjardins.com . . . . . . . . . . . . . . . . . .37 Mendota Hearth . . . . . . . . . . . . . . . . . . .(800) 553-5422 . . . . www.mendotahearth.com . . . . . . . . .16, 17

les Jardins ..............................................................................................64, 67 louisiana Grills (dansons) ........................................................................64, 67 Mendota Hearth......................................................................................66, 69 Montigo ................................................................................................64, 66

Miles industries/valor fireplaces . . . . .(800) 468-2567 . . . . www.valorfireplaces.com . . . . . . . . . . . . . .51

MlW stone ............................................................................................66, 68

MlW stone . . . . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . www.mlwstone.com . . . . . . . . . . . . . . . . .63

ortal ......................................................................................................60, 61

Montigo . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 378-3115 . . . . . www.montigo.com . . . . . . . . . . . . . . . . . .75

the outdoor Greatroom company..................................................................71 Patio renaissance ....................................................................................63, 65

ortal . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ortAl-fire . . . www.ortalheat.com . . . . . . . . . . . . . . . . . .36 Plank & Hide ..........................................................................................68, 71 Patio renaissance . . . . . . . . . . . . . . . . . .(909) 980-6698 . . . . www.patiorenaissance.com . . . . . . . . . . .45

ratana....................................................................................................68, 70

Plank & Hide . . . . . . . . . . . . . . . . . . . . . .(888) 462-6852 . . . . www.plankandhide.com . . . . . . . . . . . . . . .3

ravelli ....................................................................................................58, 69 real fyre (rH Peterson) ..................................................................................70

ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919 1881 . . . . . www.ratana.com . . . . . . . . . . . . . . . . . . . . . .2 sunrise Metal shop..................................................................................64, 69 ravelli . . . . . . . . . . . . . . . . . . . . . . . . . . . .(404) 903-1243 . . . . usa.ravelligroup.it . . . . . . . . . . . . . . . . . . . .47

tempest torch (travis industries)......................................................................67

sunrise Metal shop . . . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .48

tempotest usA........................................................................................58, 70

tempotest usA . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . www.tempotestusa.com . . . . . . . . . . . . . .14

tropitone................................................................................................68, 70 twin eagles ............................................................................................65, 69

travis industries . . . . . . . . . . . . . . . . . . . .(800) 654-1177 . . . . . www.fireplacex.com . . . . . . . . . . . . . . . . . .9 tropitone . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . . www.tropitone.com . . . . . . . . . . . . . . . . . .55 twin eagles . . . . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . www.twineaglesgrills.com . . . . . . . . . . . .33

twin star Home ......................................................................................65, 68 valor fireplaces (Miles industries) ..............................................................66, 68 veranda classics............................................................................................71 White Mountain Hearth (empire comfort systems) ............................................65

twin star Home . . . . . . . . . . . . . . . . . . . .(866) 661-1218 . . . . . www.twinstarhome.com. . . . . . . . . . . . . .43 Winston furniture . . . . . . . . . . . . . . . . . .(205) 486-9211 . . . . . www.winstonfurniture.com . . . . . . . . . . . .39

Winston furniture ....................................................................................58, 63 Woodard furniture ........................................................................................70

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. NoveMBer/deceMBer 2018, vol. 13, No. 6 © 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.

74 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018

Distinction Product Range

Between Montigo and the competition, there’s a clear Distinction™ The Distinction series by Montigo: Premium Features, Affordable Design • Available in 36”, 48”, 63” and 72” viewing areas

• Concentric direct venting for ease of installation

• Re ective black ceramic glass liner

• Engineered performance from 40,000 - 57,000 BTU/HR

• Multi-color LED uplighting with full function remote control • Invisimesh safety screen that won’t obstruct your view • Quiet heat circulating fans

• Optional Cool-Wall Advantage™ to optimize your TV location • Available in single sided & see-through

Dealer inquiries welcome: 1-800-378-3115 or sales@montigo.com www.montigo.com

Circle Reader Service No. 75

D3615 shown with standard star ice reglass

76 • PATIO & HEARTH PRODUCTS REPORT | NOVEMBER/DECEMBER 2018 Circle Reader Service No. 76