Patio and Hearth Products Report Nov/Dec 2019

NOVEMBER/DECEMBER 2019 | www.patioandhearthproductsreport.com

Welcome Warmth Page 24

Building Repeat Business | 32

PATIO RENAISSANCE

EMPIRE COMFORT SYSTEMS

SUNBELIEVABLE

Page 28

HEAT & GLO

ROLLING RETAIL

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november/december

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contents features

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Guest Editorial – Goodbye

By Karen Galindo | A well-respected longtime Texas retailer bids adieu to the outdoor furniture industry............8 Spotlight – Pretty and Practical

By Greg Thompson | The striking designs and technical efficiency of these featured stoves are guaranteed to fuel sales for hearth retailers..................................18

61

Hearth Retailer – Flame On

By Maura Keller | Superior customer service and loyal employees have kept this Pennsylvania hearth store profitable for over 40 years....................................24 Outdoor Grilling – Grills on the Go

By Kimberly Rodgers | A Chicago entrepreneur’s novel approach to selling grills involves bringing the store directly to customers’ homes................................28 Showroom Showcase – Perfect Pairing

By Sharon Sanders | The winning strategy of this Colorado business relies on merging online sales with a strong, complementary brick-and-mortar presence..................32

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As I See It – Material Masters

By Sharon Sanders | Although new to the industry, Sunbelievable creates a strong name for itself as a maker of superior outdoor performance fabrics..................36 My Turn – Wicker Wonders

By Maura Keller | For 20 years, NorthCape has been recognized for its sophisticated furniture designs and retailer-friendly pricing programs................................38

Product Innovation – Minimalist Mindset

By Kimberly Rodgers | Stûv’s latest contemporary stoves are sure to spark sales as customers favor sleek and simple lines..........................................40 Corporate Profile – Exterior Expansion

By Kimberly Rodgers | A boost in consumer demand for high-end outdoor furniture leads Bernhardt Furniture to enter the market........................................42 Insight – Masters of Change

By Cherise Forno | Savvy Enviro Fireplaces thrives by staying in tune with the changing market and by soliciting input from hearth dealers..............................................44 Insight – Sizzling Startup

By Cherise Forno | Blaze Outdoor Products’ focus on providing quality products, supported by a lifetime warranty, has led to rapid growth............................46 Last Word – Timeless Teak

By Sharon Sanders | Kingsley Bate’s elegant and enduring designs appeal to a diverse customer base......................48

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Publisher’s Viewpoint

Industry News

What’s New: 6 Hot Products to Sell Now

Product Profiles

Product Profiles Directory & Ad Index

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publisher’s viewpoint

Women

Tony Ramos

4 fast facts in this issue ∂

A Chicago entrepreneur proves that a 32-foot mobile trailer is an extremely effective way to sell grills to landscape companies and customers.

Grills on the Go, p. 28

∑

This Colorado patio business actually started online before branching out to brick-and-mortar retail. Find out the key to this store’s success.

Perfecting Pairing, p. 32

∏

This manufacturer’s Quick-Ship Cut Yardage program allows retailers to order fabric quickly— as little as one yard of fabric can be shipped within 48 hours.

Material Masters, p. 36

π

Seven years ago, this hearth manufacturer’s major product line was wood stoves. Today, 85% of its business consists of gas stoves, gas inserts, and gas fireplaces.

Masters of Change, p. 44

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One of the many positive aspects of the patio, hearth, grill, outdoor furniture, outdoor kitchen and outdoor living industry is that women make up a significant portion of business owners, managers and employees on both the specialty retailer and manufacturing side. I have always believed that any industry is best served when there is a representative contribution of both male and female participants. While men and women are capable of bringing similar attributes to most job functions, there are also distinct characteristics that each gender brings to the party. Based on recent trends, our industry is poised to continue to benefit from the role of women in the workplace.

According to an article by Likhitha Butchireddygari that appeared in the August 20, 2019, edition of the Wall Street Journal, 2019 is shaping up to be the first year that women will make up the majority of the college-educated labor force. And since a college degree is required for promotions in many professions, Richard Fry, senior researcher at the Pew Research Center, states that this milestone increases the ability for women to move up the corporate ladder. Elise Gould, senior economist at the Economic Policy Institute, notes that since the 1980s, women have made up the majority of those seeking bachelor’s degrees. By 1999, women received 57% of bachelor’s degrees, and it has been that way more or less for almost two decades. The increasing number of women with college degrees is also positively impacting their compensation and benefits packages in many instances.

An article published by Janet Burns in the September 22, 2017, edition of Forbes, stated that a study published by the University of California, Davis in 2016 revealed that big California companies with at least some women at the top performed considerably better than ones with mostly male boards and executives. Among the 25 firms with the highest percentage of women executives and board members, researchers found that median returns on assets and equity in 2015 were at least 74% higher than among the overall group of companies surveyed.

This issue of Patio & Hearth Products Report is a good representation of the positive impact and influence of women in the workplace. Our Guest Editorial on page 8 is written by Karen Galindo, co-owner with her husband, Paul, of Outside in Style in Texas.

After 25 years in the industry, Karen and Paul are retiring. When we first introduced P&HPR to the industry back in 2006, Karen Galindo was a name I kept hearing about.

Numerous manufacturers shared with me from the get-go that if I wanted to understand how specialty retailers could succeed and grow, I need look no further than Karen Galindo and her operation, which was named Greenhouse Mall at the time. From my very first interaction with Karen, it was obvious that she was a dynamo. Smart, creative, hard-charging, dedicated to helping grow not just her own store, but the industry as a whole, and someone who understood what it meant to be a “specialty” retailer, and someone who understood what it takes to be successful in business.

This issue’s Showroom Showcase article, beginning on page 32, profiles All Backyard Fun in Boulder, Colorado. Under the ownership and direction of Jolene Nielsen and her husband, Heikke, All Backyard Fun has been a mainstay for the past 13 years in one of the premier communities of Colorado. Jolene’s entrepreneurial background, spirit and attitude is one of the reasons her store is a success.

Another reason is that Jolene is always thinking outside the proverbial box, maintains an openness to new ideas, and is constantly challenging herself and her business in order to grow it to the next level. Superior customer service is at the top of Jolene’s pyramid of business success. There’s a saying, “All things being equal, people will do business with and refer business to those people they know, like and trust.” I had the pleasure of meeting Jolene and Heikke in September at Casual Market Chicago. From my first meeting with Jolene, it was obvious that anyone would do business with and refer business to Jolene. She has the “It” factor.

As for P&HPR, women make up most of our staff. I am thankful for the expert leadership of Carol Daus, our editor, and the visual acumen of art director Cassandra Estes, who recently did a stellar job redesigning the magazine. I may not be the sharpest tool in the shed, but when I assembled this team, I was at least bright enough to surround myself with smart, talented, experienced, creative, and driven people. I have found that this balance is a good formula for success.

Tony Ramos tramos@peninsula-media.com

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guest editorial

PUBLISHER Tony Ramos tramos@peninsula-media.com

goodbye

EDITOR Carol Daus caroldaus@gmail.com ART DIRECTOR

BY KAREN GALINDO

Cassandra Estes cassestes1968@gmail.com

I

t is with a heavy heart that I have to say goodbye to the vendors, reps, retailers, and casual industry supporters that I have come to love and count on. I have been in the industry since I was a child from 1977 on, and I woke up one day and felt I had given all that I had to give, and it was time for me to go. There is no other way I can imagine having spent my life other than supplying our valuable customers with the joy of ownership of high-quality outdoor furniture.

I think my favorite thing about the industry is the connectedness I feel with everyone in it. Markets became not only a time to see all the fabulous new product that was introduced each year, but a time for friends to reconnect and talk about their year. I feel like we have an industry that loves to share and face the issues of the day together. Perhaps it is the

COPY EDITOR John Nalley STAFF WRITERS Cherise Forno Maura Keller Kimberly Rodgers Sharon Sanders Karen Galindo

industry if the overall quality level declines?

A good part of my life has been spent talking with factories and factory representatives about situations with customers and their products. It was a part of the job, representing the customer to the factory. The future of any factory or retailer, be it in one of the many stores across this country or on a website, is dependent on the interaction with the customer and how satisfied the customer is with the outcome.

This is not new. It is basic retailing. The end consumer and the factory are spreading further apart, and they need to remain close together.

I was in Chicago in September to say goodbye to my friends, and it felt so strange not to be choosing my selections for the year. I realize that my spots in the Austin and San Antonio markets will be taken by new companies that have been waiting to expand into my markets. I hope my customers will find the same great products that we carried. We believed in what we sold wholeheartedly and want to see them continue.

In short and on behalf of Paul, Tracy and all my employees, I want to thank everyone that I had the pleasure of dealing with, and for the time and attention afforded us. We will miss all of you and hope for the sunniest of futures for all our dear friends in the casual market. I hope you won’t be surprised to see me again, because I doubt I can stay away.

“I feel like we have an industry that loves to share and face the issues of the day together.” size of the industry, or maybe it is the length of time that most of us have spent serving together, but whenever a market or industry conference was attended, I felt like there was a connection in our industry in which everyone wanted to share their successes and learn from each other.

I cannot help but wonder how our industry will change. The last 5 years have been a huge transition to new style of retail. We all see the future promises more and more e-commerce, so where do we brickand-mortar retailers fit in? What will future outdoor furniture stores look like? What is the ideal hybrid between having showrooms, inventory and e-commerce? What do our customers really want from us?

How will this industry service its customers?

This last question reminds me of why we are all in business. It is because of our customers that we are here.

So how will the industry make sure not only that a good, clean product gets to these very important people, but make sure they will come back again and again for new and innovative product? How will customers see their service needs being met? Will they continue to trust the

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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

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Subscription Inquiries: Patio & Hearth Products Report

Karen Galindo and her husband, Paul, ran successful stores under the names of Greenhouse Mall and Outside in Style, based in Texas. For 25 years, the Galindos have been instrumental in their support of the industry, its customers, manufacturers, and fellow specialty retailers.

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

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PATIO & HEARTH PRODUCTS REPORT

IndustryNews The Outdoor GreatRoom Company Starts Contract and Commercial Program The Outdoor GreatRoom Company has launched an updated contract and commercial program for builders, landscapers, and other outdoor design professionals. The new program includes the safe Direct Spark Ignition system, new standard burner sizes, commercial firepit tables, in-stock and custom ready-to-finish fire table bases, and commercial safety accessories.

The Minnesota-based manufacturer also now offers in-stock long, linear Crystal Fire Plus burners in a variety of sizes to accommodate commercial outdoor spaces. Round, square, and rectangular standard burner options are available, too.

Along with the Crystal Fire Plus burner designs, stand-alone burner inserts and burner plates are introduced into the contract product lines. The burners also have a variety of mounting options: undermount, flush, and drop-in to accommodate any installation. All Crystal Fire Plus burners are UL Listed to

the ANSI Z21.97-2017/CSA 2.41-2017 standard to ensure the highest safety stan120-inch Crystal Fire Plus linear burner dards for commercial and residential uses. from The Outdoor For builder and design professionals GreatRoom Company with their own finish ideas, ready-to-finish fire table bases are included in the surface. If a flame is not sensed for any reason, the new product lineup. Custom fire table bases, both flow of gas to the burner safely shuts down. finished and unfinished, are available as well.

The complete program is launched with Jeff Optional remote, operational control switches, Hanel, builder division sales manager, as head expert. and timers sold separately. Glass wind guards, protec“The desire for fire in the commercial market contive covers, and fire media are also available. Standing tinues to be strong,” Hanel says. “The enhancements behind the products, The Outdoor GreatRoom with our Crystal Fire Plus burners along with the Company offers a limited lifetime warranty on 304 stainless steel and a one-year warranty on ignition ease and simplification will make this a winning procontrols. All new commercial options in the program for our customers and users alike.” gram are in-stock and ready to ship to correspond The new contract products join the existing with tight project timelines. For more information, Direct Spark Ignition (DSI) safety system for natural email sales@outdoorrooms.com or visit www.outgas or liquid propane. Flame can be automatically ignited with a single control on the firepit or nearby doorrooms.com/contract to get started.

RH Peterson’s Trapezoidal Diamond Sear Cooking Grids Receive U.S. Patent RH Peterson Co. was issued U.S. Patent D857,453 by the U.S. Patent and Trademark Office for its revolutionary Diamond Sear cooking grids. The grids’ unique trapezoid-shaped design delivers more heat to the surface of the grill, retaining juices in the food and ultimately providing superior cooking results.

Available in various types and sizes, the Diamond Sear grids are featured on Fire Magic and American Outdoor Grill (AOG) Diamond Sear cooking grids from RH Peterson models. The tops of each individual bar of the Fire Magic grids measure 0.33 inches wide throughout and, in total, cover up to 50% of the grill’s cooking area. The AOG cooking grids are slightly smaller at 0.28-0.29 inches wide and cover 40-45% of the surface of the AOG. Introduced in 2018, the Diamond Sear cooking grids were designed by RH Peterson employees David Keck, David McCullough, Boris Gorelik, and Jon Bridgwater. “Another first for Peterson, continuing the spirit, dedication and craftsmanship of our founders Bob Peterson and Harold Keck,” says president Leslie Bortz. “Our trapezoidal Diamond Sear cooking grids represent another step in Fire Magic’s 80-year history of developing innovative outdoor grilling products that uniquely meet consumers’ needs.”

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Empire Comfort Systems Buys Primo Ceramic Grills Empire Comfort Systems, owner of Broilmaster Premium Grills, has purchased Primo Ceramic Grills. Headquartered in a 92,000-square-foot facility in Tucker, Georgia, Primo is known for its patented oval-shaped ceramic grills and is the only ceramic grill produced in the United States. Primo is available in more than 38 countries around the world.

This acquisition will increase Empire’s presence in the premium grill market while complementing the current business strategy. Nick Bauer, president of Empire, says, “The purchase of Primo falls right in line with our vision at Empire, which is U.S.-based manufacturing and our family business selling to other family businesses. We are excited to continue the relationship with Primo’ s current customers, the majority of which are shared customers. We look forward to be able to offer a complete package of Broilmaster outdoor gas, Primo charcoal and outdoor fire products to our customer base.”

Current Primo customers and business partners can expect uninterrupted service and support during the transaction. Primo will continue to be the

only ceramic grill made in the United States, with the best ceramic materials and most advanced methods in the world. George Samaras, founder of Primo, says, “I am happy to see the legacy of Primo continue with a good family business with great quality standards and values.” George will remain involved in the business as a member of the Empire team, ensuring a smooth transition while offering the opportunity for new products and innovations.

Watson’s Wins Prestigious Apollo Award at Casual Market Chicago Cincinnati-based Watson’s was named the winner of the most prestigious honor in outdoor furnishings retail—the Apollo Award (multistore category).

The International Casual Furnishings Association (ICFA) made the announcement in September in front of top retailers, manufacturers, sales representatives, and designers during the annual Casual Market Chicago.

“Our mission has always been to help people make the most of their time with their family and friends. Our all-new store took that experience to a whole new level,” CEO Erik Mueller says. “We’re honored to accept the Apollo Award and to bring it home to Cincinnati.”

Watson’s, one of the nation’s largest home recreational products retailers, was founde d in Cincinnati in 1968. It is now one of the largest home recreational products retailers in the nation, featuring indoor furnishings, outdoor furnishings, home recreational products and water—all under one roof. Watson’s, through its franchising, has more than 20 retail locations throughout the Midwest. The ICFA, based in High Point, North Carolina, represents manufacturers, retailers, sales representatives, and designers of outdoor furnishings plus suppliers to the industry.

Majestic Hearth to Distribute Marquis Collection by Kingsman Kingsman Fireplaces, based in Winnipeg, Manitoba, recently appointed Majestic Hearth Distributors (Denver, Colorado) as the exclusive distributor of its Marquis collection for Colorado, Wyoming, Utah, New Mexico, and Arizona. The Marquis collection includes exclusive products for specialty hearth dealers. For more information on how to become a Marquis dealer, contact (800) 750-4005 or www.majestichearth.com.

HPC Introduces Innovative Outdoor Gas Fireplace Burners Homeowners love the warmth and comfort of wood fires in their outdoor living spaces, but their neighbors probably don’t love the smoke that wafts freely across property lines. Hearth Products Controls has solved that problem by launching the industry’s first certified outdoor gas fireplace burner, HPC Fire Inspired.

It not only eliminates the smoke from the fireplace but makes the fireplace much easier to operate.

These outdoor gas fireplace burners are the industry’s first fireplace products tested and listed to industry safety and performance standards. They essentially transform a polluting wood-burning fireplace into an easily installed, clean and convenient gas fireplace. Push-button or electronic ignition models are available, as well as models that can be Circle Reader Service No. 11

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industry news operated by a smartphone. Several styles are offered, such as dual-step burners or linear burners that stretch up to 6 feet long. Kits are available with grates and refractory fireplace logs included, to give the outdoor fireplace a full aesthetic treatment.

Innovative Hearth Products Forms Strategic Alliance With Metal-Fab Inc. Innovative Hearth Products, an industry leading manufacturer of high-end specialty fireplaces, and Metal-Fab Inc., a premiere specialty venting manufacturer, have established a strategic alliance in a collaborative effort to provide the most sophisticated and high-performance specialty fireplaces, hearth venting products and accessories to the customers and markets we serve.

Innovative Hearth Products and

Metal-Fab are committed to helping consumers create elegant, coordinated furnished spaces that are tasteful, reliable and safe for a lifetime of operation and satisfaction.

InsideOut Performance Fabrics Opens Outreach Gallery InsideOut Performance Fabrics opened a new outreach gallery at High Point Market in October. Due to the rapid growth of InsideOut Performance Fabrics, Valdese Weavers created the outreach gallery to educate customers on the attributes of the fabric and to grow awareness of the performance brand to market attendees. InsideOut Performance Fabrics were seen in numerous High Point Market showrooms as multiple furniture manufacturers and fabric distributors have adopted the brand and are experiencing great success.

InsideOut Performance Fabrics is the first all-in-one performance fabric to enter the performance marketplace.

InsideOut is constructed to withstand heavy duty indoor use and designed with UV-resistant properties for use outdoors, making it a single and simple solution to any performance need.

In addition to the core performance qualities of being easy to clean and highly durable, InsideOut is also

New Isokern Fireplace is the Largest Fireplace on the Market Earthcore’s Magnum+ woodburning fireplace by Isokern is taking fire to newer, greater lengths. Boasting a maximum length of 10 feet and approximate opening heights of 44 inchMagnum+ wood es, the Magnum+ fireplace is the burning fireplace by Isokern largest and only UL-listed woodburning fireplace currently in circulation. Scheduled to hit the market this month, it will be available for use in any residential or commercial project.

Like all Isokern fireplaces, customers can choose from a range of firebrick colors and patterns to ensure that the look of the fireplace is just as impressive as its hearth size. Magnum+ models come in sizes of 7, 8, 9 and 10 feet.

Isokern has also made plans available through caddetails.com.

All Earthcore products are made from genuine volcanic pumice, extracted from Iceland’s Mt. Hekla volcano. Pumice is sent directly to Earthcore’s manufacturing facility in Chesapeake, Virginia, where it’s pressed into modular fireplace and chimney components. This process results in Earthcore’s line of environmentally safe, incredibly efficient fireplaces, chimneys, kitchen panels, and wood-burning oven components. Of these products, the Magnum+ is by far Earthcore’s most lengthy accomplishment…literally.

bleach cleanable, pill resistant, fade resistant, and liquid resistant. Valdese Weavers (Valdese, North Carolina) is widely known as the top mill in the world for decorative residential and contract textiles. The company’s passion for design is evident in the beautiful patterns, solids, textures, and performance velvets that are a part of the InsideOut collection.

DuraVent Forms New Distribution Partnership With ChimCap DuraVent recently formed a new distribution partnership with ChimCap Corporation and their Forever Chimney Cap products for masonry chimneys. This partnership

Treasure Garden Promotes Benjamin Ma to Vice President Treasure Garden recently promoted Benjamin Ma to vice president of the award-winning international shade company. Son of the founder and CEO, Oliver Ma, Benjamin has worked within the management team of Treasure Garden for the past eight years. A graduate of Lake Forest College with a bachelor’s degree in business, Ben will continue to oversee all domestic operations, including production, warehousing, planning, and purchasing.

“Ben has proven over the past years that he is a trusted point person and capable of taking on greater responsibilities toward driving this company forward,” says

Margaret Chang, president. “He has been successful in establishing the e-commerce platform as well as his work in our marketing efforts. He is highly respected across the company and I am looking forward to seeing him grow the company further.”

Ma’s responsibilities have included directing all product development for the Treasure Garden line.

This has required overseeing the extensive interaction between sales, quality control, the factory in China, and the design team in Taiwan. In addition, Ma has also headed Shademaker, the hospitality division, which includes sales and product development responsibilities.

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Accomplishments of the newly named vice president include driving the initiatives of the in-house marketing team and casual industry media to promote Treasure Garden and its affiliate brands. In 2015, Ma helped create the shade designer and manufacturer’s e-commerce division, SimplyShade. This division has seen substantial gains as online business has continued to grow and diversify within the casual industry.

“I am deeply honored to take on this new position within a company that I have been proud to be associated with my entire life,” Ma says. “This role will allow me to work closely with our

Benjamin Ma

highly experienced and successful teams of sales and production individuals as we work together to grow the Treasure Garden and related brands.”

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industry news expands the DuraVent chimney cap portfolio and allows the company’s distribution channel partners access to an industry-leading brand of masonry chimney products. Since 1983, ChimCap has been a leading supplier of “made in the USA” chimney caps for chimney professionals throughout the world.

“Forever Chimney products have set the industry standard for quality and dependability for over three decades,” says Scott Schindlbeck, executive vice president of sales and marketing at DuraVent. “DuraVent is proud to partner with ChimCap Corporation to help bring this industry-leading brand to the thousands of chimney professionals that have trusted the DuraVent name for over 60 years.”

Stacy Garcia

Klaussner Home Furnishings Teams Up With Stacy Garcia Klaussner Home Furnishings has formed a strategic partnership with sought-after designer and trend forecaster, Stacy Garcia, to establish important credibility among designers for two of the company’s brands—Comfort Design and Klaussner Outdoor. The endorsement by Garcia is a significant move for the brands’ growth in providing products and services to the trade.

“We’re excited to announce our collaboration with Stacy Garcia,” says Len Burke, vice president of marketing at Klaussner Home Furnishings. “With roots in the hospitality design industry and an entrepreneur’s research-based approach to product, Stacy brings the best of design to what we know will be a long and successful partnership.”

Stacy Garcia has designed products for the largest names and brands in

Bella-Dura Launches HOME line at November Showtime Bella-Dura, the textile brand known for the ultimate performance for indoor and outdoor use, unveiled a brand-new line of residential fabrics in November.

Designed toward today’s lifestyle, Bella-Dura HOME features a luxurious blend of fibers, materials and colors, specially created for residential interior and exterior environments, where beautiful, worry-free performance counts the most.

“Bella-Dura is already a trusted brand in the contract and hospitality arena for its heavy-duty performance,” says Greg Thomases, vice president of Bella-Dura parent company Swavelle. “We are really excited to now have an expanded offering that responds to the needs of the residential market—in look, feel and price.”

Developed to create harmony between beauty and performance, Bella-Dura HOME, under the design direction of Sarah Keelen is ideal for

furniture manufacturers and retailers who can provide their customers with what they desire in a residential indoor and outdoor performance fabric—one that is soft to the touch, yet tough to the core.

“I’ve designed Bella-Dura fabrics for over a decade, but this new infusion of industry knowledge and investment from the Swavelle team feels like a game changer,” says Sarah Keelen, Swavelle’s director of design for outdoor and performance. “What we launched this Showtime feels fresh and sophisticated, yet fun, and reflects this new union. Customers can expect to see new colors, patterns and constructions each season as we continue to develop this brand. I’m thrilled for what feels like a natural evolution of the Bella-Dura brand—being able to offer customers a soft residential look and feel without compromising the performance we are known for.”

“The needs of the residential

hospitality, as well as some of the world’s most beautiful homes. By offering her own creative take on fabric, form and function, Garcia will be working with the Comfort Design and Klaussner Outdoor design teams for an exciting, innovative partnership.

The collaboration will offer state-ofthe-art construction, the latest technology, and genuine craftsmanship to guarantee the brands’ furniture is not only attractive but is built for a lifetime of comfort.

“Comfort Design and Klaussner Outdoor represent everything I look for in a home furnishings partner,” Garcia says. “From their impressive manufacturing capabilities to their appreciation for quality design, these brands bring so much expertise to the table. I’m honored to work alongside their talented team on this exciting collaboration to develop the Stacy Garcia Home brand for the residential consumer.”

Stacy Garcia, Comfort Design & Klaussner Outdoor will debut the new Stacy Garcia Home line of furniture in April 2020 at High Point Market in High Point, North Carolina.

Castelle Featured in House Beautiful’s Show House in Nashville

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Bella-Dura HOME collection

market are slightly different from those in contract, and this line caters to the ultimate indoor/outdoor performance for residential,” Thomases explains.

This translates to extreme durability—with patterns exceeding a minimum of 30k double rubs—pill resistance, stain resistance, fade resistance, bleach cleanability, and a 5-year warranty. And like all BellaDura products to date, the line is all woven in the USA.

Iconic designer and author, Barclay Butera

The second annual House Beautiful Whole Home Concept Show House opened its doors in Nashville, Tennessee, with the outdoor spaces adorned with furnishings from the Savannah collection by Barclay Butera for Castelle. As the latest introduction

Seating and dining areas of the Show House with Castelle Savannah collection furnishings

from the collaboration between Castelle and the iconic designer, the southern inspired Savannah collection was featured on a covered patio as well as in an open dining area adjacent to the almost 6,000-square-foot English Arts and Crafts style home.

“Castelle has been proud to be a part of this collaboration of quality construction, continued on page 66

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product spotlight

This season’s efficient and easy-to-use stoves exceed expectations on warmth and ambiance.

Aspen C3 from Vermont Castings

WRITTEN BY GREG THOMPSON

Prettyand Practical W

ith the first bite of winter sinking its teeth into much of the country, potential stove customers are reaching for parkas and pondering their heating systems. Stoves offer utility and style for homeowners who want to bridge the gap between high-end design and practical warmth.

“Once the weather changes, business picks up as customers start thinking of their heating needs for the coming season,” says Patti Boker Elkon, who works in promotion and sales support for WittusFire by Design.

Strong sales are an undeniable positive in today’s stove industry, but Chris Neufeld, vice president at Blaze King Industries, says that the reasons for those positive numbers are complicated. “We are seeing very strong retail sales as a result of discounting taking place across the country,” he says. “Unfortunately, retailers and distributors, defined as commercial owners under federal law, must rid themselves of all their Step 1 heaters no later than May 15 of 2020.”

Neufeld contends that dealers who were “ahead of the curve are stocking Step 2—2020 compliant models—and have little concern about the looming deadline.” Dealers with many Step 1 heaters, he adds, “are finding it difficult to maintain their same profitability on these units.”

Savvy specialty retailers can capture additional sales with varied stove offerings from the 12 manufacturers represented in this issue’s

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Pacific Energy Neo 1.6 LE woodstove in Ivory Porcelain Enamel

Spotlight. From rustic to contemporary, these companies offer striking designs that are pretty and practical.

EMPIRE COMFORT SYSTEMS It’s been about four decades since Empire Comfort Systems (Belleville, Illinois) sold

wood-burning units, but Nick Bauer, president of Empire for the last dozen years, is excited about the company’s upcoming foray into wood-burning appliances, as well as its continued focus on ease of use.

“There are a variety of features that drive consumer decisions, but our experi-

Alpine stove from Kuma Stoves

Blaze King Boxer 24 freestanding wood stove

products, all of which can be used to educate consumers. The digital prowess is married to a focus on the long history of the company that includes service support for all products. “We love talking about our family history going back to 1932,” Bauer muses. “When you buy any Empire product, we will be around to service it if and when you need it.”

Empire Gateway 2300 with black Queen Anne legs from Empire Comfort Systems

Contura RC500 gas stove in white with traditional log set from Regency Fireplace Products

Invicta Kazan GA (top or rear vent)

ence is that customers are primarily looking for products that are easy to operate and are reliable,” Bauer says.

“Simple one-lever air controls, and convenience features like no-spill ash pans are almost customer requirements at this point. More serious wood burners will look at burn times and capacities to ensure units meet their heating requirements.”

Started in 1932, Emp ire has cultivated an engineering team that makes it a point to stay on top of impending compliance measures such as the 2020 New Source Performance Standards (NSPS) regulations. “Our engineering team was able to improve the performance of our stoves without having to make any major changes to the operation of our units,” Bauer says.

“This allows us to offer a product that is simple to use and maintain , while being built to last.”

Marketers at Empire established empireinsider.com to help retailers access the specific benefits of new

NAPOLEON PRODUCTS With five new 2020 stoves set to be released between now and the end of the year, it’s definitely a busy time at Napoleon Products (Barrie, Ontario).

For John Czerwonka, vice president, busy is business as usual.

“Last year, we launched our new Linear series [Acies, Vector, Luxuria] and a new insert series,” he says. “This year, we are in the middle of launching our new traditional series, Altitude and Elevation, and later this year our new 2020 compliant stoves.”

Keeping an eye on industry trends is critical for the planning phases of any company and Czerwonka is a keen observer. “Gas stove sales are up slightly vs. last year in North America,” he says. “Wood stoves are down a bit vs. last year, and we believe that is due mainly to dealers holding off for the new 2020 compliant products and working through existing inventory to avoid ending up with unsellable inventory.”

Czerwonka agrees that today’s customers want fuel source/fuel efficiency, easy use, convenient cleaning, and optimal burn time. As for aesthetics, he’s convinced that “today’s design trend is moving more in the direction of transitional and contemporary design.”

With that said, he adds: “Traditional is still the number one selling style.”

Like so many other manufactur-

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product spotlight

Wittus Shaker

their wood stoves and fireplaces using cord wood for more reliable results between lab tests and real home use. The result of our labor will be to offer the most transparent transition as possible for our dealers.”

Pleau is adamant that retailers should have plenty of support, particularly in the stove category where customer education can be crucial to clos-

ers, pesky 2020 NSPS regulations spurred modifications to several Napoleon units.

Czerwonka confirms they were able to recertify units to the new 2020 standard. “We did add one new unit that will require a catalytic system,” he adds.

Clearly explaining options to customers can cement sales and inspire confidence, and this commitment to education is something Napoleon has nurtured Napoleon S20 stove throughout the years.

“In addition to providing hands-on product training sessions, we also launched NED, Napoleon ing the sale. “We support retailers with different tools such as video, newsletEducation two years ago,” Czerwonka ters, posters and more,” he says. “SBI says. “This provides our partners with a also decided this year to work on a robust listing of product training series of videos to help end-users courses that last five to seven minutes understand the new regulations. Those and can be completed on any handheld videos will be available in November. smart device.”

In Quebec, the new Montreal regulation confused a lot of peoSTOVE BUILDER ple and customers need INTERNATIONAL help to make informed Pierre Pleau, marketing director at decisions.”

Stove Builder International (SaintFrom a design standAugustin-de-Desmaures, Quebec) quickly realized that compliance with point, SBI’s products are resonating with conNSPS regulations would be allsumers. In 2018, for important, and he helped move the example, they launched company precisely in that direction the new Harmony stove to assure readiness. under the Enerzone “The biggest challenge over the last brand. The Inspire collecyear was not to develop specific modtion went out under the els, but to move forward with our Osburn brand and both portfolio of products and be ready for were well received.

May 2020,” says Pleau, who spent 18 “In 2019, we arrived years in the engineering department with two new tapered before moving to Marketing three years ago. “SBI decided to certify all wood inserts called

20 PATIOANDHEARTHPRODUCTSREPORT.COM

Matrix 2700 in the Osburn brand and Destination 2.7 in the Enerzone brand,” Pleau says. “Again, the market answer was very positive. With Valcourt, we launched the arched Waterloo with five different louvres.

We received positive comments on the look and users appreciated the quality of the combustion and the tremendous amount of heat delivered.”

BAC FIRESIDE GROUP Officials at the BAC Fireside Group (Hudson, New York and Raleigh, North Carolina) are seeing growth in the free-standing gas and wood pellet stove categories. According to Jack Cohen, president, some of that growth is thanks to the company’s Norwegian Soapstone – Norsk Kleber stoves, sold east of the Mississippi. “We are also very excited about Invicta from France along with new partnerships with IronStrike and Buck stoves,” Cohen says. “We are gaining market share daily due to these new offerings.”

In the occasionally erratic pellet stove market, BAC has enjoyed “nice and steady” sales with its Hudson River brand. “We hang our hat on having four different looks, but all use the same blowers, auger motors, and control boards,” says Cohen, who has served as BAC’s president for 12 years.

“Our warranty claims are extremely low. It is a proven chassis that works year after year.”

For most stove manufacturers, 2020 regulations are top of mind.

Not as much for BAC, with Cohen revealing that, “Some of our products have gone through subtle enhancements to meet the NSPS, while some products passed as is.

They were 2020 all along.”

An already smooth operation got a boost with the recent promotion of Brian Leamy to national sales manager, and BAC intends to bolster operations further with a new receiving manager in Raleigh.

KUMA STOVES All of the 2020 stove models from Kuma Stoves (Rathdrum, Idaho) are cordwood certified, and Tim Franey, sales team member for 16 years, contends: “In their class, they are among the very highest in efficiencies and also the very lowest in emissions. The Aberdeen Stove tops the charts at 81% efficient with an emission rating of 0.72.”

Each stove is made in the United States, he adds, “by an individual craftsman with attention to detail.

We have a great team of guys here— a tremendous team.”

During the design work leading up to 2020 compliance, Franey and his team made Kuma firebox models available in combination with any of its foundation configurations. “Hearth requirements have been minimized and simplified,” Franey says. “Fan systems have been improved and favorite features, such as the ash drawer, are now standard.”

In the highly competitive stove industry, it’s customer education that often cements the sale. Franey also contends that most stove buyers are keen to purchase well-made units.

“Carry quality products and know them thoroughly,” he urges. “Be ready to guide your customer through the entire process: from product selection, to installation, to operation.

Bring clarity to the process by being able to cast a vision that takes customers from where they are now to Harmony 2.3 wood stove from Stove Builder International

where they see can see themselves enjoying the stove that is right for them—with its specific design features and benefits—for many years to come.”

HEARTHSTONE While the stove industry refocuses, sales of TruHybrid wood stoves from HearthStone (Morrisville, Vermont) have surged. “Our Green Mountain lineup is also seeing great acceptance,” says David Kuhfahl, president. “It is cost effective, very clean, uber efficient, and clean-lined with a huge window. It’s all about seeing the fire.”

Kuhfahl believes that “seeing the fire” is important, as are the overall aesthetics. From there, customers want “burn time, efficiency, and a big clean window.” The TruHybrid design allows for all three with what Kuhfahl describes as “a true secondary combustion before the catalyst, allowing for great efficiencies, long burn times, lower catalyst temperatures, and therefore; long cat life. They also burn clean in bypass as the noncat features still work in bypass.”

Educating customers about these benefits starts with getting dealers up to speed. An easy-to-remember rhyme—wood is good—is a good start. “Wood is a green option to oil, gas, or even pellets,” Kuhfahl says.

“The delivered efficiency is now getting right up there with gas. Too often, wood is seen as a dirty alternative and it is not. It is 100% renewable, locally sourced heat.”

Best known for its soapstone products,

HearthStone continues to do well in the category. “We also line our cast iron product with soapstone, making the collection absolutely unique,” Kuhfahl adds. “Big windows, clean lines are dominating. The ornate stove of the past is not gaining in popularity. Clean, green, and simple seems to be the trend.”

REGENCY FIREPLACE PRODUCTS At Regency Fireplace Products (Delta, British Columbia), stove sales have increased modestly yearover-year, but Kyle Grant, director of marketing, is optimistic that circumstances will improve. “We are looking forward to a big year in the stove sales front with our new 2020 hybrid catalytic and non-catalytic units being well positioned in the market,” he says. “Regency’s team of engineers has worked very hard to produce both catalytic and non-catalytic 2020 certified units. The result is a full line of high-quality stoves that are suited to every type of wood burner—from the casual user to the person heating their entire home overnight.”

Based on discussions with customers and dealers, Grant is convinced that a blend of product features helps to create a popular stove—elements such as fuel efficiency, ease of use, burn time, aesthetics, and easy maintenance. Once those features are in place, dealers must understand how consumers plan to use the stove.

“If they are looking to heat their home overnight or for long periods of time, they may want to go with a cat-

alytic stove, which has its own set of benefits,” Grant says. “If they are looking for supplemental heat during the day, or only when they want it, they may want to point them toward a non-catalytic unit, which again has its own benefits.”

Regency engineers have worked to create hybrid-catalytic and non-catalytic units that meet the 2020 NSPS regulations. As a result of extensive testing and tweaking, Grant explains, “we were able to reconfigure many existing products to meet 2020 guidelines as well as expand our product line considerably. We relaunched our Classic series of non-catalytic wood stoves as a line of 2020 NSPS compliant wood stoves. The new and improved Classic series fuses the traditional styling of our original Classic series with the latest in wood-burning technology.”

HEARTH & HOME TECHNOLOGIES Joe Kuefler, brand marketing director at Vermont Castings, a brand underthe Hearth & Home Technologies (Lakeville, Minnesota) umbrella, predicts “slightly positive” consumer demand year-over-year for wood, pellet, and gas stoves. His optimism goes up a notch, however, when talking about some promising new offerings.

“We are very excited about the launch of our Aspen C3 in the Vermont Castings brand, which is the 2020compliant replacement for our Aspen wood stove,” he

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product spotlight

says. “While the new unit looks largely the same from the outside, it is completely redesigned and much improved. We removed the ash pan, increasing the firebox size 30%, and went to gasketed construction for easier serviceability. Best of all, it features our new Continuous Combustion Control (C3) Technology, making it one of the simplest stoves on the market to operate.”

The C3 technology requires no electricity or manual air controls, and Kuefler explains: “From startup to last coals, the stove manages all the giveand-take for you, automatically adjusting and delivering just the right amount of air to optimize efficiency and heat output.”

Heat output is controlled by how much wood is loaded in the stove with peak BTU output of 35,200 BTU. “This small stove is capable of producing some serious heat,” Kuefler adds, “and with burn times of up to 10 hours, long moderate heat is also an option.”

On the new Vermont Castings stoves, Kuefler cites greatly improved product clearances. As an example, he points out that the new Aspen C3 has a rear clearance of only 3 inches when using double wall pipe, and that is without a rear heat shield. “We have also been greatly improving the serviceability of our products,” Kuefler says.

“All our Vermont Castings wood stoves are now gasketed vs. cemented.”

WITTUS-FIRE BY DESIGN Ceramic Stoves from Italy by WittusFire by Design (Pound Ridge, New York) are getting a lot of attention, and Patti Boker Elkon, promotion

Vittoria C from Ravelli

HearthStone Heritage TruHybrid - model 8024

and sales support, reports that sales are increasing. She characterizes the Stack and Rondo ceramic models as “high end” and sought after for their “unique look.”

While the aesthetics are eye-catching and retailers can rely on their showroom appeal, Boker Elkon says retailers should stress that replacing old stoves with newer, more efficient models is one of the easiest and best ways to save money and make homes more efficient.

Company namesake Niels Wittus does yearly road trips to visit Wittus dealers and spread the proper marketing message. “Training is helpful with detail-ori ented products like the Stack stoves from Italy,” Boker Elkon says. “There are many extra choices like color and finish options that training addresses.”

Recent product launches such as the Spartherm zero clearance built-ins, the Stack stoves, and the re-release of the Shaker stove have all done well.

Boker Elkon confirms that best-sellers remain the wood-burning Shaker, plus Stack and Phenix Green zero cle arance fireplaces.

“We find that customers are looking to add style and color to their homes,” Boker Elkon says. “The Shaker woodburning stove is inspired by American Shaker-style furniture, and the Stack wood-burning ceramic stove is a beautifully designed artisan product.

Another trend is toward built-in zero-clearance fireplaces such as our Phenix, Varia, and Arte, which are easy to install and can be used with the glass door open or closed. When a client is making a substantial pur-

chase, they want to make sure they get what they pay for. If a product is both attractive and efficient, in their eyes it is worth it.”

22 PATIOANDHEARTHPRODUCTSREPORT.COM

BLAZE KING INDUSTRIES Chris Neufeld, vice president of Blaze King Industries (Walla Walla, Washington), is morphing from cautiously optimistic to simply optimistic. Some of those positive vibes come courtesy of the company’s Boxer 24, released last season and doing exceptionally well.

“It definitely draws the attention of those looking for a large view of the fire,” says Neufeld, a 21-year veteran at Blaze King. “Also, earlier this year we certified our proven Princess model at .4 gr/hr. Just two weeks ago, we applied for certification on a new King model.

As of today, it is the most efficient 2020 approved model on EPA’s list, so we are pleased with what our engineering staff has been able to accomplish.”

Neufeld explains that Blaze King has been able to increase firebox volume in some new models, while decreasing emissions and maintaining high efficiencies. They have worked to improve air wash designs in most models to reduce accumulation on the door glass at lower burn rates.

“We have a superb group of dealers and our sales reps across the country do an amazing job of educating dealers so they can better relate these benefits to their customers,” Neufeld says. “All our sales reps work consumer events with their dealers and in the showrooms to reinforce those important benefits. We also produce a modest amount of point of purchase materials to help dealers.”

To capture the elusive younger market, Neufeld takes a paradoxical approach, often going retro. He explains: “Many younger shoppers look for the stoves they grew up with. I always get a laugh when someone says they bought one of our stoves because their grandparents had one back in the 1960s and they loved it. Well, we didn’t even start producing wood heaters until 1977, but those memories are strong. They also read a great deal and participate in forums to learn as much as they can prior to visiting dealer showrooms. Younger buyers are far more informed when they step into the showroom than their parents or grandparents were when they bought their first wood stove.”

In an effort to appeal to a wide demographic, Blaze King designers have introduced many new models in the past three to four years. Typically, dealers are drawn to a stove’s appearance because they know what has sold in their showrooms. “We always suggest dealers place at least one of our proven Princess or King models on their showroom floor,” Neufeld says. “After all, we have been making these two models since day one in 1977. Consumers love the ultra deep fireboxes that provide peace of mind and safety from not having ashes and coals fall out during loading, and they also appreciate burning up to a cord of wood before having to clean out the ashes, which can happen with our King model.”

RAVELLI There can be a temptation to overthink the marketing message for stoves. Yes, continued on page 65

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hearth retailer

Some of the store’s bestselling brands include Heatilator, Quadra-Fire, Heat & Glo, Vermont Castings, Travis, Mendota, and Valor.

Flame

ON Pennwood Home & Hearth has helped generations of Pennsylvanians keep their home fires burning.

WRITTEN BY MAURA KELLER

PHOTOGRAPHY BY J & A PHOTOGRAPHY

24 PATIOANDHEARTHPRODUCTSREPORT.COM

W

hen Ed Casner and brother-in-law Wayne Bolze started Pennwood Corporation in 1975, their vision was to create a wood pallet recycling business for the food industry. Fast-forward nearly 45 years later, and Pennwood Home & Hearth in Pleasant Gap, Pennsylvania, is one of the leading full-service hearth retailers in the industry.

So how did a company that started in the wood pallet recycling business evolve into the hearth industry? Jeff Bolze, owner of Pennwood Home & Hearth and son of Wayne Bolze, explains that during the energy crisis of the ’70s, Casner and Jeff’s father needed to find a more economical way of heating their own homes, so they decided to add selling Vermont Down Drafter Wood Stoves to their business repertoire. “They ended up turning a 900-square-foot office into a stove shop and soon therea fter, added Stihl chain saws, power equipment and Kero-Sun heaters,” Jeff Bolze says.

A mere two years after founding the business, Pennwood had sold over 1,200 heaters in 1977 alone. “Quality products, along with exceptional service, have always been a standard for our business since the beginning,” Bolze says.

In 1986, to further expand the company’s reach, Pennwood built a

Pennwood Home & Hearth has grown dramatically since opening in 1975.

Jeff Bolze

Experienced hearth staff and in-store design tools help guide customers in making the right purchases.

6,000-square-foot building to house its growing power equipment product and stove offerings, which is still where the heart of the Pennwood operation resides today.

While the company has gone through a number of changes since its inception in 1975, one thing has remained consistent—the company’s pride in its showroom and the team’s effort to consistently keep up with the current trends in today’s marketplace.

In addition to showcasing the innovative products available in the industry, today the Pennwood showroom also serves as a training center for new employees to train them on the custom work that the company now offers.

Another aspect of Pennwood’s long-term success: It has been family owned and operated since its founding. To Bolze and the rest of the family who are key team members, that means something. “I started working at Pennwood in 1980 and my uncle’s son, Doug, has been a part of our sales and installation team since 1987. My wife, Julie, started in 1991 and handles the accounting end of the business,” Bolze says.

Currently, Pennwood has 25 employees and, to truly offer customers a full-service experience, the company added another division, Sootslayer Chimney Sweeps, to provide customers with the Pennwood experience from start to finish.

Some of the company’s best-selling brands of hearth products include Heatilator, Quadra-Fire, Heat & Glo, Vermont Castings, Travis, Mendota, Town & Country, Renaissance, Tulikivi, Valor, Ambiance, and Hearthstone. “It’s not easy to predict from one year to the next what customers are going to want, but this is

especially true with o ur outdoor grills,” Bolze says. “It’s always good to have a wide selection from low- to high-end.

This way, a customer can decide on what’s best for their needs and budget.”

On the outdoor side of the business, Pennwood’s best-selling products include Napoleon, Twin Eagles, Delta Heat, Primo, Big Green Egg, GoodOne Smokers, Green Mountain, and Louisiana Grills, to name a few. They also use IBD Outdoor Rooms for their grill island cabinets.

CUSTOMER SERVICE IS KEY Bolze prides himself on offering customers a unique sales experience. For example, in 1989, Bolze saw a Security Direct Vent Gas fireplace at Wood Heat Distributors and became excited as he envisioned it selling well in their showroom. Unfortunately, after installing the gas fireplace in the showroom like a wood stove, customers simply weren’t interested in the product.

“I tried to sell this fireplace for almost a year,” he says. “Since there was no real interest, I bought it for my own home and installed it. Soon thereafter, I had customers asking about gas fireplaces so I would drive them to my house and show them my fireplace. I started calling on builders and visiting them at job sites. This was all it took.

Who would have ever thought this would be our best sales category?”

This type of buying experience holds true for today’s customer as well.

That’s why the Pennwood sales team of Chris Combs, Doug Casner, Doug Brush, Kyle Fisher, and Geoff Dullen have taken the company’s sale of grills to a whole new level by implementing barbecue classes and educating people on seasonings and the proper way to cook on a grill.

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hearth retailer

Technical advances to wood, pellet, and gas stoves have made them more appealing to customers.

“We want to show our customers that you can cook on a grill to get the best results,” Bolze says. “Our BBQ classes educate consumers on how to cook everything on the grill—from appetizers to desserts. Each class is unique and we try to make it as fun and exciting as possible.” The BBQ classes have provided Pennwood with a loyal customer following and have helped the team actually use the products they sell.

Pennwood’s biggest trends in outdoor products have been pellet grills, but

the company still sells more gas grills than other types. “Cooking with Wi-Fi has been very popular with consumers,” Bolze says. “They just look forward to being outside cooking and experimenting to achieve their best meal possible.”

AN EVOLUTION OF SORTS Through the company’s long history, Bolze and his team have seen a lot of changes within the product categories of hearth and outdoor. As he explains, today’s fireplaces are much more attrac-

tive, efficient, and feature driven as compared to those of a few generations ago.

“There’s also linear looks in all kinds of sizes, as well as cool wall heat ducts to safely install TVs above the fireplaces without a mantel,” Bolze says. “We can even install wood up to the edges of the glass on some fireplaces.”

In addition to a number of finishing options and interior fireplace designs, today’s manufacturers are also starting to incorporate electric embers and accent lights into their fireplaces, which have captured the attention of consumers. “Open front power-vented gas fireplaces are also starting to turn heads and have started to sell,” Bolze says.

Of course, the internet continues to alter the way consumers shop, and Bolze has seen this firsthand. “The consumer is much more demanding and more educated,” he says. “It can be difficult to explain to them that what they saw online won’t work for their situation, as it would not be practical or a safe choice. This is especially true for outdoor products pictured on websites.

You can see large firepits or grills installed under a roof and they can’t

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understand why this can’t be done when comparing to what they’ve seen on the internet.”

Indeed, the speed of technological changes in home building and design continue to offer new challenges to the Pennwood team, even with more than four decades of experience. Bolze says that one of the hearth industry’s greatest challenges is to stay relevant in light of the continuing advancements.

“I’m already wondering how we will fit in with net-zero h omes that are starting to be built, which will not need much or any heat,” Bolze says. “After 44 years of being a hearth retailer, I still get excited when I see a new product and know that we have to constantly change to survive in this line of business. It will be exciting to see where technology will take us. Fortunately, we have a lot of smart, hardworking people in this industry.”

In the end, Bolze a ttributes his company’s success to the longevity of his employee base. “They believe in our vision and I also believe in their vision as well,” he says. “This is what makes it all work.”

Circle Reader Service No. 27

outdoor grilling

Ryan Gerstad and Zac Selleck

Grills onthe Go Chicagoland company brings a mobile showroom full of grills and accessories to its customers.

WRITTEN BY KIMBERLY RODGERS PHOTOGRAPHY BY ROB BAKER

28 PATIOANDHEARTHPRODUCTSREPORT.COM

W

hen Zac Selleck pulls his 32-foot trailer in front of a customer’s home, he is usually greeted with looks of amazement. After all, a complete mobile showroom customized with a wide selection of high-quality grills is certainly an unexpected sight. This innovative concept, however, is exactly what Chicago Grill Company (Arlington Heights, Illinois) offers Windy City residents. “One of our customers summed it up bes t when he said Chicago Grill Company is the equivalent to bringing the internet to your doorstep,” Selleck says.

The groundwork for Chicago Grill Company first began with careers in the grill and gas industry for both Selleck and partner Ryan Gerstad, who together launched the mobile showroom in 2017. The partners, along with Scott Selleck and Ron Deau (who served as advisors on CGC) first started Chica go Gas Lines in 2013, a company specializing in natural gas installation and repair for fireplaces, firepits, grills, appliances, heaters, generators, and gas lights. CGL soon grew to provide gas work for over 100 landscape contractors and companies in the Chicago area.

Selleck’s roots also run deep in the outdoor casual industry as he grew up in his family’s business, Northwest Metalcraft, one of th e largest and oldest patio and fireplace/grill showrooms in Chicagoland. It was while working there that the idea for Chicago Gas Lines took hold. “I saw a growing demand from landscape contractors who needed gas lines installed for their residential projects,” he says. Within two years of starting CGL, Selleck’s biggest customer came to him and suggested he start selling grills.

Chicago Grill Company’s unique mobile showroom offers amazing convenience by taking a variety of grills directly to clients.

The trailer offers a relaxed and casual atmosphere to create a comfortable shopping experience for customers.

Inspired by a local food truck, Selleck knew he wanted to have a mobile showroom but wasn’t quite sure how to implement the plan. “The first idea was to actually buy a double-decker bus and cook on top of it, but we soon realized that was not going to work,” he says. Instead, the partners decided on a 32-foot trailer.

In the winter of 2016, they began the design and build-out wo rk on it themselves and sold their first grill out of the trailer in March 2017.

The mobile concept was important due to working

with many different landscape companies across a wide area of Chicago and its sprawling suburbs.

Traveling to a brick-and-mortar store—located in a single spot—would be difficult since a lot of time would be wasted in traffic. “We thought the most convenient way to reach both la ndscapers and their clients was to go directly to them,” Selleck says.

Convenience and providing access to a wide variety of grills are not the only benefits of the mobile showroom. He adds, “A homeowner can see how the grill

looks at the property, touch the product, and visually assess the size and style—along with all the custom options available.”

Chicago Grill Company’s mobile showroom has been a bi g hit with clients by offering a more personable, intimate feel, which everyone enjoys. Many families take their kids inside the trailer and others like to bring in a glass of wine or beer and enjoy a beverage while they shop. “The trailer offers a casual, comfortable shopping experience for the customer, and I truly enjoy the conversation and relaxing atmosphere, too,” Selleck says.

The ambiance also gives him the time to talk to homeowners about grilling style and habits, such as how many times they cook outside each week. “We help people break it down and talk them through on what they want in a grill. Then I can provide the best advice on what type of grill and options will work for them.” After installation, Selleck goes back to the home to teach customers how to use the new grill.

The showroom off ers a wide range of top-quality brands to meet the individual needs and type of grilling experience customers are seeking. Deciding which brands to represent is up to Gerstad, who has 20 years of experience servicing all types of models and brands. Selleck says Gerstad compares grills to cars: The more care you give them, the longer they will last.

Of course, just like cars, something will go wrong at som e point, so ease and cost efficiency of repairs also becomes an important factor in which brands the company represents.

PATIOANDHEARTHPRODUCTSREPORT.COM 29

outdoor grilling

The showroom is continually revised and updated to keep merchandise fresh.

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Ultimately, grills are selected based on their quality, durability, and performance. “When service is needed, the grills we sell are worth the repair because they are a quality product,” Selleck says. Built inside Chicago Grill Company’s mobile showroom are units from a wide selection of top-name manufacturers. This includes Solaire, AMG, Bull, DCS by Fisher & Paykel, Evo, Lynx, Memphis, Hestan, Broilmaster, and Weber.

“The showroom is being continually revised and updated to keep everything fresh for our customers,” Selleck says. “We want to show them everything that is out there.” While he knows there are a lot of other great brands available, the company likes to stick to the grills displayed in the trailer. “We know them very well and they meet our philosophy.”

From a brand perspective, Lynx and Sedona by Lynx are currently the company’s top sellers. “We have seen Hestan picking up pace a bit, and the new Broilmaster has been a very nice addition for us this year,” Selleck says. About 85% of sales are drop-in units for outdoor kitchens. The landscape contractor builds the island and Chicago Grill Company provides the grill and installs the gas and electric lines. Selleck and Gerstad are both bonded, licensed, and insured mechanical contractors. Only a small percentage of sales are from free-standing units with storage. “We always try to keep things simple and cater to whatever a customer needs and wants.”

In addition to sales and installation, Chicago Grill Company also provides an array of services for any brand, even if not purchased with CGC. This includes a general safety inspection, diagnosis and repair, cleaning, and preventive maintenance. For service and installation calls, CGC will travel within a 50-mile radius from Chicago. Due to the size of the mobile showroom, there are some travel restrictions for sales. Since the vast majority of business comes from landscape contractors, Chicago Grill Company does not need to advertise since most trailer appointments are from referrals. Some online advertising is done for the service side of the business.

Selleck is a busy man. In addition to Chicago Grill Company and Chicago Gas Lines, he and his partners also own Chicago Lighting & Electric, Chicago Generator Company, and Chicago Gas Fireplace Company, which provides sales, delivery, installation and hookup of gas fireplaces, inserts, and logs. “We have been kicking around the idea of some sort of mobile fireplace showroom,” he says. Twelve employees help the partners run day-to-day operations.

In this retail era, Selleck says he is fairly confident he will never go back to a brick-and-mortar business model. “While a mobile grill showroom may seem crazy to most people, it really does work for us and our clients.” He is often asked if he can cook inside the trailer. Because of strict state regulations regarding the transportation of propane in a truck, this is not possible. However, in the future, Selleck hopes to offer cooking demos outside the trailer. “We will always want to continue to look for ways to expand on what we offer.”

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Circle Reader Service No. 31

showroom showcase

(L to R) Heikke Nielsen and Jolene Nielsen

Perfect Pairing WRITTEN BY SHARON SANDERS

PHOTOGRAPHY BY TIM REESE

J

olene Nielsen has always been one to think out of the box—never wanting to do anything exactly the way everyone else does it. All Backyard Fun (Boulder, Colorado) is a shining example. While many retailers try to compete with online retail, Nielsen has embraced it. Her 13-year-old specialty patio business is a combination of online and brick-and-mortar retail that leverages the convenience of internet sales with the relationships and service that make physical stores tick. “Despite what many people may think, the two can actually have a healthy partnership if you approach it the right way,” she explains.

When Nielsen first told her family that she was going to launch an online business in 2001, they thought she was crazy. “My family owned a

32 PATIOANDHEARTHPRODUCTSREPORT.COM

A showroom experience for the senses

All Backyard Fun in Colorado blends digital and physical presence to create moneymaking results.

Customers can see and feel what All Backyard Fun has to offer

Vignettes are accessorized for the seasons

pool and spa retail store while I was growing up, so they didn’t relate to the online world.” She started her All Backyard Fun venture, in part, to sell her brother’s Oriflamme fire tables.

“He developed the first fire table by taking an old coffee table and cutting a hole in the middle for a fire. It took many years for him to fine-tune it, but once he put it on the market, it gained immediate attention in the industry.”

Nielsen was his first official dealer.

She started offering other fire-related

products and patio furniture, and her business began to take off. “I grew up in a small town that didn’t have many places to shop, so I know shopping online is common for that group of people—but I think supporting the local community is so important. I always say: Shop local, but if you can’t find it, then go online.”

As time passed, customers started asking if there was somewhere they could go to touch and see the products. “I invited them to come to our

small office where we stocked many of our most popular items.” The requests became so frequent that Nielsen decided it would make sense to open a retail store.

“Patio products are one of those things that are best to see in real life to make a decision. It’s important to feel the sofa cushions, touch the fabric on a chair and see the flame in a fire table before you buy,” Nielsen says, adding that she has a place in her heart for brick-and-mortar retail stores because of her family. “I also think having a retail store gives an online business credibility.”

The All Backyard Fun retail store has become a profitable addition to the business that she runs with her husband, Heikke Nielsen, a retired PGA golf pro. The low-key store is located in a business park that’s off the beaten path. “Most customers find out about us by referral or Google,” Nielsen explains, adding that if people are serious about buying patio furniture, they will find the store. “Customers call us a hidden gem.”

The no-frills showroom features all of the online best-sellers. “If it’s a bestseller online, it’s going to be a best-seller in the store as well.” The sales staff lets customers know that the store has

access to thousands of products online that can be shipped immediately if they don’t see what they are looking for on the showroom floor. “If your online reviews are good and you have a nice selection, people don’t care if it’s a big fancy store.”

Many customers will visit the showroom to see the products in person and then purchase online when they are ready buy. “It doesn’t matter to us where they buy it, just as long as they buy it from us. Our customers enjoy the flexibility.”

Nielsen emphasizes that pricing is key to the success of the All Backyard Fun. “We are really aware of our competition—pricing and what is being marketed out there.” She is constantly on top of how other retailers are pricing their products. “If we aren’t the lowest, then we price match. I’d rather match a competitor’s price than lose a sale. In today’s retail world, if you aren’t willing to match an online dealer’s price, then you are in trouble.

Customers always appreciate it and become repeat customers.”

People often ask if the expense of running the retail store is worth the investment. “It actually costs less to operate the retail store than it does to run the online business,” she explains.

PATIOANDHEARTHPRODUCTSREPORT.COM 33

showroom showcase “It’s a misconception that you can just put up a website and start selling—nothing could be further from the truth. It’s not less money or easier, it requires just as much work, if not more.”

Nielsen says that she has a large online staff that includes phone salespeople, web developers and a marketing team that keeps the online operation running smoothly. Advertising is a big expense as well. “There is

so much competition on the internet that I spend 20 times more advertising online than I do for my retail store. The cost per conversion is higher, too, and it goes up considerably if there are too many people trying to sell the same products.”

Technology is changing every day, so the online team is constantly working to stay current with new advancements, as well keep the site up to date. “It

may be a lot of work, but it’s worth the effort. The flexibility and reach it gives our business far outweigh the effort.”

Customer service is priority for All Backyard Fun, both in the retail store and online. “Our goal is repeat customers,” Nielsen says, adding that it’s possible to build relationships online just like one would in a retail store. “Many online customers call in to get details about products because they just want to talk to someone. When they do call in, I tell my staff not to rush to get off the phone. They are encouraged to create a conversation that builds a relationship, and to get to know them like they are friends.”

Nielsen and her staff cater to customers like they would if they were shopping in the retail store.

“If someone wants us to take a photo of a product and text it to them, we will. We’ve even turned on firepits and videotaped them so customers could see the flame. Our goal is not to get them off the phone; we want people to know we care.”

When it comes to profits, both sides of the business are equally strong. “There is enough business to go around. I think it’s important to have the two together because there is a lot of crossover. For example, it’s not uncommon for retail customers who move out of town to become online customers because they can get our products no matter where they live. The way our business is set up makes it easy to gain lifelong customers.”

The Nielsens see many opportunities ahead for All Backyard What’s the hottest new amenity to feature at an outdoor gathering? EcoFun, as they are always looking to friendly, emission-free ambient comfort heat. Infratech heating systems grow and diversify. “We have all enable home and property owners to welcome guests in style. Choose the industry dynamics in my from convenient control options that include Infratech’s exclusive Smart Home integration, for remote functionality via mobile device to control family—retail, manufacturing the heat without leaving your seat. Infratech offers a range of versatile and online, so I see the challenges heater capacities, color and mounting options, for a system that provides my siblings go through. It makes ultimate comfort while blending seamlessly into the surrounding décor. me more understanding when I make decisions.”

There are plans to launch a new website with new technology that will make it easier for customers to shop online and provide more ways for them to see products, in person, nationwide.

The Nielsens also hope to create a charity division of the company.

“We’d eventually like to make this business into something TO LEARN MORE ABOUT OUR CAPABILITIES OR VIEW OUR GALLERY, PLEASE VISIT INFRATECH-USA.COM more than just selling furniture— 800-421-9455 | 3-YEAR WARRANTY | PROUDLY MADE IN USA we want to make a difference in Circle Reader Service No. 34 people’s lives.”

Instant ambience.

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34 PATIOANDHEARTHPRODUCTSREPORT.COM

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Circle Reader Service No. 35

as i see it

material masters Fashionable outdoor fabrics from Sunbelievable add a touch of elegance to outdoor spaces.

BY SHARON SANDERS

Modern Culture collection

From furniture to fabrics,

the outdoor living industry has hit its stride. As consumer demand grows, young companies like Sunbelievable (High Point, North Carolina) are jumping into the mix, bringing with them fresh product ideas and design choices. With just two years under its belt, the brand’s innovative performance fabrics have piqued the interest of manufacturers and dealers looking for something appealing, and a little bit different, to offer customers. Patio & Hearth Products Report met with textile industry veterans Bea Spires, vice president of design, and Chip Finneran, vice president of sales, to discuss how Sunbelievable is making a name for itself in the performance fabrics space.

How did Sunbelievable make its way onto the outdoor fabric scene?

Spires: The market is screaming for outdoor performance products right now. Sunbelievable is the next evolution of fabrics from Z-Wovens, a textile manufacturer that came to market in 2011 with a luxurious indoor fabric line. Sunbelievable’s solutionAbove: Collections are designed so patterns, colors, and textures coordinate beautifully. Sunbelievable designers consider beauty and luxury first, but performance is a given.

the colors coordinate. It makes it easy to pull together different looks and ideas.

dyed acrylic fabric is everything one could want from a high-end outdoor fabric, from beauty to durability— plus it features the company’s innovative Never Fear stain release fabric finish. The brand has quickly gained the attention of some of the most influential outdoor industry players.

Finneran: We are fortunate to have assembled a talented group of people that brought the knowledge and expertise that the brand needed to hit the ground running. I am encouraged to see how quickly Sunbelievable has been embraced by manufacturers and dealers.

In the crowded outdoor fabric space, what sets Sunbelievable apart from other high-end outdoor fabrics?

Spires: It is a challenging market, but it’s a market with a great desire for something unique and new. In the past two years, we’ve introduced three full-range fabric collections that have been very well received. The most compelling comment from our customers has been that Sunbelievable offers a beautiful aesthetic alternative to what’s already out there. Its detailed construction, color combinations and luxuriously soft hand makes it an exceptional product. We’ve been so inspired by the comments that we get on our color and construction that it has influenced us to continue

36 PATIOANDHEARTHPRODUCTSREPORT.COM

Pool Party from the Vintage Novelties collection

to innovate our products to meet the needs of the market.

Finneran: Another nice thing about our fabric is that it’s developed using core yarn colors. This means that all of the collections visually work together, whether it’s our newest line or our first line. I get feedback daily from customers who love the fact that everything is interchangeable and that

When it comes to outdoor fabrics, what is most important to today’s consumers?

Spires: Today’s consumers don’t have to choose between performance and design. They can have furniture that resists stains and fading, and withstands any weather, while at the same time look and feel like it could be sitting in the living room of one’s home. We are a vertical manufacturer, so we design and construct all of our fabrics in-house—it means we have the opportunity and ability to grant people all of their wishes.

Finneran: I think, collectively, all of the outdoor fabric manufacturers in the industry have done a wonderful job of promoting the advantages of performance fabrics, which indirectly benefits all of us in the end.

How do Sunbelievable designers approach fabric design?

Spires: Our design team is very special. It’s small, but it is packed with continued on page 67

Circle Reader Service No. 37

my turn Specialty retailers adore NorthCape’s contemporary designs and high-volume/highmargin pricing strategies.

BY MAURA KELLER Regent collection

wicker wonders

NorthCape has something to celebrate.

After recently ushering in its 20th year in business, this leading manufacturer of high-quality and highvalue resin loom outdoor wicker furniture, aluminum, mixed medium, teak, and upholstered cushions, continues to make its mark on an everevolving industry.

Tom Murray, who is president and one of three partners at NorthCape, explains that the manufacturing practices of NorthCape were born out of retail experience two decades ago, thanks in large part to partner Bill Wenzel Jr.’s retail and wholesaling experience.

“We began wholesaling and the first couple of years when we got off the ground, we were dealing with the wrong category of product out of the gate,” Murray says. “We were focused more on vintage-style wicker products, which were still popular on the coasts, but it was becoming more expensive and simply didn’t have a lot of demand nationwide.”

So the NorthCape team cautiously embraced the newly established category of outdoor wicker. “We got started early on in the outdoor wicker offering,” Murray says. “We had several off-the-shelf product offerings as we weren’t manufacturing at that point.

We realized that the outdoor world posed a much bigger opportunity for woven products.”

Another game changer for NorthCape’s early success was the team’s eagerness to design its own products rather than shopping for and wholesaling existing products. “Our focus was working with independent dealers from the start—helping them compete with larger retail entities,” Murray says.

“This was back in the late ’90s and early 2000s when mass merchants were making a huge imp act on the industry—kind of like e-commerce is now. This was a time when mass merchants were really the challenge of the retail world.”

Murray and his partners embraced this “break-

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Hixon collection

out moment” that ultimately led to the company’s explosive growth. “We would meet with customers, design furniture basically around gaps in the market, and then we added interesting elements to products, such as suspension seating systems to provide more comfort.”

After embarking on this manufacturing avenue, NorthCape turned its attention to a more contemporary design of its product line. “We got a head start in more contemporary styling and, after an acquisition in California, we further expanded our product mix and customer base,” he says.

As the outdoor living market continued to grow, consumers took great intere st in making their outdoor living environs as comfortable as their interior spaces. And that’s where NorthCape’s focus on manufacturing exceptionally comfortable and durable upholstered seating products came into play.

“We started doing some of the sourcing of cushions overseas initially, and a portion domestically, but soon realized that was not a long-term strategy, so about seven years after we st arted the company, we were manufacturing our own cushions,” Murray says.

This move proved to a be a huge catalyst to NorthCape’s business, opening the management team’s eyes to the opportunities of adding value,

design and fashion to its manufactured furniture lines. “That’s the key aspect of the business that differentiates us from many competitors,” Murray says.

“We really target the middle to middle- high price points and have a strong domestic presence. About half of our business is through our facilities and the other half is through direct container where we have larger volume users. And most of our cushions we also manufacture domestically.”

AN EVOLVING PRODUCT BASE During the early years of NorthCape, the company’s focus was on traditionally designed wicker furniture, but as consumers’ interests evolve d, so too did NorthCape’s furniture styles.

“Twenty years ago, traditional design is what people had in mind, but we saw a huge surge around 2006 or 2007, where there has been an interest in more contemporary designs,” Murray says. “That said, recently there has been a little more softening of the lines that we’ve seen. There is a slight shift away from the real ‘boxy’ product.

Sectionals were very big for us, and while we are still selling a ton of them, we are also seeing a shift toward sofa groups and motion pieces.”

From the start, NorthCape has been a very continued on page 67

Circle Reader Service No. 39

product innovation

Stûv 21 fireplace

Minimalist Mindset Stûv America’s sleek hearth designs keep the focus on the flame.

Stûv 16 cube stove

BY KIMBERLY RODGERS

C

lean lines and a minimalist design approach, which seamlessly integrate into almost any architectural style, are the hallmarks of Stûv America’s line of European-style fireplaces and stoves.

“We are a design-oriented company and don’t create products to take advantage of a trend. This is not the Stûv mindset,” says Vincent Boudreau, founder, president, and CEO of Stûv America (Bromont, Quebec).

Nonetheless, b eyond great design, the company’s range of products, in Stûv 30 compact stove

gas and wood, also offer some of the most innovative and energy efficient heat sources available in the hearth industry today.

The genesis of Stûv America came about in 2006, when Quebec native Boudreau noticed an advertisement for a fireplace by Belgium-based Stûv in a European architectural magazine.

“It was a very different, conceptual advertisement d isplaying a fireplace in a creative light.” Stûv was founded in 1983 by Gerard Pitance. An industrial designer, Pitance could not find the right stove for his home, so he made one and started his own company.

When he saw the advertisement, Boudreau was the owner of an import and distribution business for a unique rack/shelf system from Italy. He was also a welder by trade and had always been drawn to how metalworking plays an important role in good design. With a passion for architecture and an established business connection between Canada and Europe, Stûv appealed to his background and interests.

Boudreau visited Stûv’s headquarters in Belgium to see and touch the products himself and to affirm they were as fabulous as they looked in a picture. He not only confirmed the quality of Stûv’s design and manufacturing but also found his background

40 PATIOANDHEARTHPRODUCTSREPORT.COM

and intentions were a perfect fit with the company’s ownership. “We were on the same page with similar ambitions and appeal for good quality and design. It was a great fit right away,” Boudreau says.

In 2007, before introducing Stûv fireplaces and stoves to the market, Boudreau conducted a survey aimed toward architects and designers near his home base in Montreal. “At that time, the design professionals were all amazed by the product and said we need it here in Canada,” he says. When he approached dealers, however, he received a slightly different reception.

While retailers were enthusiastic about Stûv’s design, they were hesitant on the high price point due, in part, to the European exchange rate at the time.

Boudreau also had other hurdles to cross. At the time, all Stûv products were manufactured in Belgium to European specifications. “I was unfamiliar with the fireplace industry in North America and still had to get the units certified to sell over here.” By 2013,

Boudreau was able to obtain certification on five units. “The process was much longer than I expected, and we faced many issues with laws and regulations in both the U.S. and Canada.”

EMPHASIS ON FIRE Today, Stûv America offers a multitude of certified fireplaces, stoves, and inserts in different sizes and shapes.

The company has also become well known in the industry for creating products that offer a maximum view of the fire with minimum vision of the frame. Products are pure in design and minimalist by nature to keep the emphasis on the fire, along with low emissions and better control of the flame, Boudreau says.

When people first see Stûv products, their initial thought is that they are contemporary in design, Boudreau says. “I agree some of our stoves are modern, but since our fireplaces have such a minimalist frame, which can be integrated into a wall, they blend well continued on page 68

Circle Reader Service No. 41

corporate profile Monterey sofa with Tenerife cocktail table

exteriorexpansion

Bernhardt, a respected manufacturer of indoor furniture, now offers the same high standards to the outdoor casual market. BY KIMBERLY RODGERS Well-known and highly regarded for offering a multitude of top-quality interior furniture collections and pieces, Bernhardt Furniture (Lenoir, North Carolina), is moving into the outdoor casual category. The company’s new division, Bernhardt Exteriors, made its debut at the company’s 75,000-square-foot showroom at the October High Point Market to an enthusiastic reception. Casual specialty retailers as well as full-line furniture dealers are excited to have the opportunity to now offer the same Bernhardt high standards for a home’s outdoor seating areas.

“We are approaching Bernhardt Exteriors with the exact care and attention to detail that we do with our interior furnishings,” says Heather Eidenmiller, director of brand development. “We are looking at our products with a designer’s eye, rather than simply a utilitarian way which sets us apart in the category.” In fact, Eidenmiller adds, initial reaction to the line has

people saying, “Are you sure this is outdoor furniture?”

Indeed, each piece in the collection can be used in any outdoor area, but the furniture is also stylish and sturdy enough to be used inside the home. Eidenmiller predicts Bernhardt Exteriors will sell equally as well in both segments. “The pieces are gorgeously designed, and also offer great comfort and will be just as sought after for the inside rooms of the home.” Since furniture is produced using performance fabrics and materials to stand up to any outdoor element, each piece can also withstand the everyday use of homes with pets and children.

The initial offering from Bernhardt Exteriors includes 50 fashion-forward and eclectic designs featuring luxe upholstered sectionals and chairs, dining groups, a unique double chaise, and a round daybed.

There are also accent tables and chairs such as a distinctive swivel chat chair. A range of materials

42 PATIOANDHEARTHPRODUCTSREPORT.COM

Wailea swivel chairs

include outdoor designer fabrics from companies, including Sunbrella; aluminum in matte black and brushed finishes; acrylic with a cast wood grain design; and an impressive

and beautiful woven look.

As with any Bernhardt indoor furniture, the outdoor line was designed with an emphasis on seating comfort.

Steve Pilgrim, senior vice president of

sales and the person heading up the new outdoor program, says, “We took a lot of time to develop the right cushion, so we could offer an amazingly comfortable seat in our outdoor sofas, sectionals, and chairs. The result is deep and sumptuous seating that is different from your typical outdoor experience.”

Bernhardt had been looking to enter the outdoor market for a while as the outdoor room continued to grow and expand in popularity. “We have done our homework and taken a lot of time to find the appropriate materials and processes that will bring the same quality and style that Bernhardt has always offered for its indoor collections to the outdoor casual category,” Eidenmiller says.

The seasonality of the outdoor market may be new for Bernhardt; however, she adds, “The lines are even blurring there for consumers as they use their outdoor spaces now for as long as possible.” In the last decade, architects and new home builders have routinely placed the same prominence on designing the outdoor room as they do for rooms inside the home. “There has been a strong trend of melding the indoor and outdoor spaces of the home.” The time is right, she adds, for Bernhardt to enter the market with its designs that can be equally at home in both spaces.

To spread the word to patio retailers about its new products, Bernhardt Exteriors will use a targeted marketing approach, which will include advertising and digital outreach. In addition, sales efforts will also be directed to full-line furniture dealers and interior designers. “They have already told us they are thrilled that we are bringing them luxury looks and high style for the outdoor room,” Eidenmiller says.

As part of a respected global brand with high name recognition, Bernhardt Exteriors will have the full resources of a well-established company behind it. “As always, we will offer strong assistance to our retail partners in sales support, along with advertising and marketing,” Eidenmiller says.

Bernhardt Furniture Company was originally established in 1889 by John Mathias Bernhardt and is one of the country’s largest family owned and operated furniture companies. Today, it is led and operated by the fourth gener-

Avanni sectional with Tenerife cocktail table

“We took a lot of time to develop the right cushion, so we could offer an amazingly comfortable seat in our outdoor sofas, sectionals, and chairs. The result is deep and sumptuous seating that is different from your typical outdoor experience.” ation, who are committed to carrying on the values on which the company was founded. A leading diversified global furniture manufacturer, Bernhardt operates eight manufacturing facilities along with its North Carolina corporate headquarters and employs approximately 1,540 people worldwide, including six overseas offices. Bernhardt furniture can be found in homes, commercial venues, hotels, and universities around the world.

In addition, Bernhardt has been honored with numerous furniture industry awards, including as a repeat winner and finalist for the Pinnacle Awards presented by the International Society of Furniture Designers, an American Furniture Awards Winner, and the Home Furnishing News Award Winner of Excellence.

Although Bernhardt’s history is in the indoor arena, the differences in designing and manufacturing between both market segments is quite minimal, Eidenmiller says. In terms of designs, style, and creativity, the elements are the same no matter the segment. The only difference in manufacturing, she says, “Is to ensure that collections can take whatever an outdoor setting can throw at them as far as weather and sun.”

She adds, “We stand behind our strong reputation to deliver stunning and unique designs at an incredible price point.” Shipment of product will begin in February 2020 to meet the critical timelines

for the outdoor specialty market.

Distribution will be throughout North America. “We see ourselves as disruptors in the outdoor arena,” Eidenmiller says. “Every piece is

designed with care to withstand the elements, and Bernhardt Exteriors delivers the same comfort, quality, and high-end design we’re known for with our interior furniture.”

Circle Reader Service No. 43

PATIOANDHEARTHPRODUCTSREPORT.COM 43

insight • enviro Urbana collection (U70)

Masters of Change Enviro Fireplaces (Victoria, British

Columbia) has been a dominant force in the industry in Europe and North America for 30 years by successfully noticing fluctuations in the market and adeptly responding with its evolving product line. “I would say in the last five years, we have designed and released more gas products than any other company in our industry,” says Stuart O’Connor, vice preside nt of Enviro.

After starting as a wood stove company in 1989, Enviro soon moved into selling more pellet stoves.

“We started exporting pellet stoves to Europe and became the largest pellet stove exporter into Europe at that time,” O’Connor says.

Exporting its products to Europe presented several challenges, such as meeting each European country’s individual testing and certification requirements, language barriers, and time zone differences for business hours. Enviro also noticed customer preferences shifting yet again, so the company began transitioning until Enviro’s product offerings consisted of a majority of gas stoves, inserts, and fireplaces.

“As the gas industry in North America was starting to grow, we decided we needed to be in that category,” O’Connor says. “Our pellet stove business was st ill continuing to grow and was currently 85 percent of our business, so that contin-

Urbana collection (U30)

Enviro Fireplaces has refined its ability to pivot quickly when developing new products.

BY CHERISE FORNO

ued to be our focus for many years.”

O’Connor explains that Enviro continued to observe market changes and produce gas products as it learned more about that sector of the industry.

Pellet stove sales also became inconsistent.

“Because of this sales fluctuation in pellet, we made the decision seven years ago to really focus on growing our gas business and hired more R&D designers and doubled down on our resources,” O’Connor says. “It took a lot of time and hard work, but now 85 percent of our business is gas.

We were very fortunate to have a great network of distributors and dealers that helped and guided us to become a much better company.”

Enviro has worked extremely hard to release high-quality gas products each year to create a gas line from scratch. “Our newest launch of gas fireplaces is called the Urbana Collection, which is a three-sided bay unit with a double glass design,” he says. “Our goal with this product line was to continued on page 68

44 PATIOANDHEARTHPRODUCTSREPORT.COM

Circle Reader Service No. 45

insight • blaze outdoor products Sales heat up as Blaze Outdoor Products wins over barbecue aficionados with innovative grills and stellar service.

BY CHERISE FORNO Blaze 4-burner built-in gas grill

sizzling startup 316L Professional “Take it or Leave It” Portable Grill

With a combined 60 years of experience in

the industry, the founders of Blaze Outdoor Products (Baton Rouge, Louisiana) started the company in 2012 to bring high-quality grill products to barbecue fans for an improved outdoor cooking experience. In less than a decade, the company has built up a strong lineup of grills and accessories, including gas and charcoal grills and a pellet firepit.

“Our founders started Blaze because grilling and outdoor living was their passion,” says Abigail Phillips, marketing specialist for Blaze Outdoor Products. “The same passion they brought to the company has embedded itself in our Blaze culture to be transferred to our customers through every product we make. Blaze has grown to be an international company servicing six countries worldwide.”

The company’s newest addition—the Blaze 4Burner Marine Grade Grill—boasts a higher quality stainless steel (316L) and a new Multi-

46 PATIOANDHEARTHPRODUCTSREPORT.COM

User Dwelling Warranty, so the grill is approved for use in multifamily dwellings such as apartments, hotels, and similar living spaces. “It has been flying off the shelves,” Phillips says.

The company’s Blaze 4-Burner and 5-Burner LTE Grills remain extremely popular. The Blaze LTE Series includes popular features such as cast stainless steel burners, stainless steel flame tamers, heat zone separators, and the company’s unique triangular cooking grids with upgraded 316L stainless steel.

“The great price point matched with the highend quality of this grill makes it a number one seller,” Phillips says. “The upgraded cooking grids, and interior and exterior lighting make it a great grill to center your entertainment needs around.”

Another flagship product is the Blaze 3Burner Pro, which is equipped with features to appeal to a wide group of consumers. Blaze refers to this professional grill series as its chef-quality line. “Everything is bigger, better, and seriously

heavy duty when you step up to the professional line,” Phillips says.

Blaze has also crafted new accessories and grills to accommodate the changing desires of consumers, which range from novice cooks to experienced chefs.

Its Blaze LTE Griddle features two U-shaped burners made of 304 stainless steel for a total of 36,000 BTU across a 496-square-inch cooking surface. This gas griddle is growing in popularity because it is ideal for conveniently cooking a wide variety of products with excellent results.

“This is our up-and-coming product,” Phillips says. “We are seeing more and more homeowners utilize this product not only in addition to a grill in their outdoor kitchen, but also as the main cooking feature. The versatility of this product adds to the appeal—you can cook just about anything on the Blaze Griddle.”

Accessories such as pizza stones are also in high demand, and Blaze Outdoor Products has them available for all of its grills. In addition to pizza stones, Blaze offers an array of grilling and outdoor kitchen accessories, such as rotisserie kits, refrigerators, beverage centers, and an ice bin cooler/wine chiller.

Manufactured in the United States and China, Blaze Outdoor Products are made with superior materials and supported by a competitive warranty. It is a priority of Blaze to not only design stylish outdoor kitchen products, but to make them perform efficiently. “Our superior quality of products enables Blaze to back them with an unbeatable lifetime warranty,” Phillips says. “All of our grills come with this amazing Lifetime Warranty on all stainless steel parts of our grills.”

Blaze’s commitment to remaining true to its continued on page 69

Circle Reader Service No. 47

last word

Azores

The captivating clean lines of Kingsley Bate’s designs add a touch of glamour to backyards.

BY SHARON SANDERS

Think Teak, and Kingsley Bate (Manassas, Virginia) most likely comes to mind. The respected manufacturer has been making furniture since 1983 and is part of an elite group of key companies specializing in outdoor teak furniture. As design and style trends change, teak remains a classic way to create beautiful, long-lasting outdoor seating.

Brian Blakeney, vice president of sales and marketing, says that while the enduring style of teak will never go out of favor, the company is an innovator when it comes to keeping its designs relevant in

the market. “We don’t chase fads,” he says. “We’ve captured generations of customers by creating elegant furniture that is timeless, yet fresh and interesting.”

Kingsley Bate’s classic designs (made with Grade A teak) have consistently been top sellers on specialty retail floors. The company gained a new level of attention when it started to mix materials that showcased the beauty of teak in a different way.

“We were the first manufacturer to mix teak with wicker—it’s now common to see this combination.

Mixing teak tables with wicker chairs created more sophisticated groupings than selling matched sets,” Blakeney says. It also integrated teak into the design of its wicker furniture, which has differentiated it from the mass of purely wicker products flooding the market.

timeless teak Hyannis dining table with Hudson dining chairs

Kingsley Bate further built on its mixed-media success by introducing a number of collections that beautifully pair stainless steel with teak.

“We think the cold luster of steel, balanced with the warmth of wood, is a magic combination.” He sees more and more manufacturers following suit with the theme of mixed media. “Our reputation was foundJupiter

ed on teak furniture, but for the last several years, our line has expanded tremendously into mixed media that incorporates teak with wicker or stainless steel.”

COLOR AND STYLE TRENDS As the line between indoor and outdoor furniture design blurs, fabrics are playing a larger role in consumers’ buying decisions. Cushion and pillow fabrics are what unify the palette in an outdoor space. There is a growing interest in heathered or textured fabrics, as opposed to flat, solid-color base cloths. The textured look offers a more sophisticated design than what’s historically been offered in the outdoor market. “People are accustomed to having these fabrics on furniture continued on page 69

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™

Design + Performance is a trademark, and Sunbrella is a registered trademark of Glen Raven, Inc. ®

Good business is built on trust, reliability and respect. Sunbrella delivers the ®

best performing upholstery fabrics, responsive customer support and the industry’s leading warranty. So your customers never question your commitment.

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what’s new

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Hot Products to Sell Now Kuma Stoves While “Quality and Performance Welded Together” has long been a slogan at Kuma Stoves, in over 35 years as a family-run manufacturer, it has never been truer than with Kuma’s 2020-certified products. With a quality build backed by a leading warranty and some of the lowest emission and highest efficiency numbers industry-wide, Kuma Stoves continues the legacy of the company slogan. Pictured: Model Wood Classic LE. Contact: (888) 714-5294 or www.kumastoves.com.

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Golden Blount Golden Blount has added a 96-inch-wide model to its line of “open front” linear gas fireplaces.

They now come in four sizes: 42, 60, 72, and 96 inches. You’ll have no hot, dirty glass to worry about and you’ll enjoy limitless design options with extremely competitive pricing.

Contact: (800) 833-1139 or www.goldenblountinc.com.

Gensun Fresh, light, and a little sassy, Lirah’s composition is a transitional collection composed of a cast and extruded frame accented with a rope of soft-braided polyester around a strong textilene inner core. The dining cushions are designed to accentuate the airiness of Lirah and gives the opportunity for a true designer statement.

Have fun combining colors and patterns that complement or contrast the deep seating.

Lirah—a prelude to your outdoor respite.

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

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Sunbelievable Solution-dyed acrylic fibers and an exceptionally fine solution-dyed polyester warp produce a luxuriously soft, intricately patterned fabric that is amazingly durable, stain-resistant, and cleanable, even with bleach. Botanical Collection t-b; Catamaran (Bouclé) in Spring; Copacabana in Leaf; Sand Dollar in Aqua. Contact: (336) 210-2630 or www.sunbelievable.com.

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Empire Comfort Systems

With the rich colors and warm texture of wicker, the Somerset collection offers the ultimate in outdoor living. Function and style are combined to create this oneof-a-kind collection. The straightforward, clean design of the aluminum-base sofa and sectional collection features inviting, loose backs, plush seating, and well-proportioned arms for extraordinary comfort. Contact: (866) 690-5673 or www.patiorenaissance.com.

The newest Boulevard linear fireplace measures 36 inches to accommodate smaller spaces while still providing the bold, linear fire Boulevard is known for. The Boulevard 36 includes a fully recessed burner and provides up to 29,000 BTU of lively flames. Customize the Boulevard 36 with a variety of accessories, including liners, decorative media, logs, and trim kits.

The Boulevard 36 fireplace is available through White Mountain Hearth dealers.

Contact: (800) 851-3153 or www.whitemountainhearth.com.

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Product Profiles Princess 32

Blaze King’s new Princess 32 (PE32) is the cleanest-burning wood stove in North America above 2 cu/ft. At 0.4 gr/h and 80% HHV efficiency, the PE32 is one of 12 Blaze King wood heaters certified to meet EPA’s 2020 standards. Since the introduction of the first Princess in 1977, the PE32 proves Blaze King’s continued commitment to high efficiency, clean burning without surrendering the title of “The Longest Burning Wood Stoves on the Planet.” Contact: (509) 522-2730 or www.blazeking.com.

The Updated Boulevard

The updated Boulevard linear 48-inch fireplace accommodates mediumsized spaces while still providing the bold, linear fire Boulevard is known for. The Boulevard 48 includes a fully recessed burner and provides up to 38,000 BTU of lively flames. Customize the Boulevard 48 with a variety of accessories including liners, decorative media, logs, and trim kits. The Boulevard 48 fireplace is available through White Mountain Hearth dealers. Contact: (800) 851-3153 or www.whitemountainhearth.com.

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Bring Outdoor Lighting Indoors

Lamps from the French brand of Les Jardins Solar Lighting can transition from outdoor lanterns to indoor floor lamps and task lights.

Each made from high-quality materials, the sustainable and sophisticated lamps have limitless design applications.

Contact: (213) 745-8883 or www.lesjardins.com.

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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.

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Louisiana Grills’ Grill and Smoker Cleaner and Degreaser

Restore your grill’s shine with the Louisiana Grills‘ Grill and Smoker Cleaner and Degreaser. It’s the perfect choice for deep cleaning stainless steel and enameled surfaces. A powerful, fast-acting formula allows you to skip the heavy duty scrubbing and lift tough stains, burnt-on grease, and stubborn charred debris. It’s effective on the interior and exterior of your grill, smoker, oven, and microwave. The Louisiana Grills’ Grill and Smoker Cleaner and Degreaser is environmentally friendly and safe for food prep surfaces. Our safe and simple formula is made with natural extracts and is non-toxic, non-corrosive, non-filming, and biodegradable. Contact: (877) 303-3134 or www. louisiana-grills.com.

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Gensun’s New Treviso Collection

True to its transitional style, the Treviso collection focuses on the delicate interplay and impeccable transitions between its lines and materials.

The hallmark of Treviso is how the elegant back casting flows effortlessly from aluminum to wicker, creating a comfortable, form-fitting back contour. The combination of these beautiful transitions and thoughtful use of materials makes Treviso an elegant choice for any space. Contact: (866) 964-4468 or www.gensuncasual.com.

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product profiles Lovinflame Passion Glass Candle

The Passion Glass Candle burns brilliant flames that are clean-burning and windresistant, powered by Lovinflame’s patented stainless steel wick and water-soluble, non-toxic Lovinflame Fuel.

The candle features a selfcooling system that allows the air to circulate, creating beautifully shaped flames. There is a total wick burn time of more than 2,000 hours. The candle can also be used with the candle stand for additional decor and design uses. Contact: (909) 781-8462 or www.lovinflame.com.

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U30 Gas Fireplace

The Enviro U30 sports an impressive variety of options, including three liners, two log styles, a rock set, and even adjustable color ember bed LEDs. With so many options, and multiple install configurations, the U30 is the perfect unit to help hearth customers jump into the three-dimensional space. Contact: (250) 652-6080 or www.enviro.com.

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Cascade LE

Kuma fireplace inserts are exceptionally efficient. Built for folks who are looking for a genuine home heater, the Kuma insert line is also designed for easy installation. With quick-attach/highly adjustable fireplace surrounds, removable flush-mount flue collar attachment and easy to install universal-side power cord blower unit, the Kuma insert line is exceptional for both customer and installer.

Contact: (888) 714-5294 or www.kumastoves.com.

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EGG Genius Interactive Temperature Controller

The Wi-Fi-enabled EGG Genius effortlessly controls the temperature of your EGG through your smartphone, tablet, or computer. Remotely manage and monitor cooking temperatures for worry-free cooking, monitor the temperature of up to three meats at a time, 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.

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Golden Blount

Custom Control Options

Control your Infratech heaters using any of these three Custom Control Options.

Choose from Solid State System, Home Management Integration panel, or the Universal System, allowing you to use Slide Dimmer or select a switch of your choice to coordinate with your home or commercial property’s décor.

Enjoy the convenience of remote-control functionality from a smartphone or tablet. Get the comfort, convenience, functionality, and design versatility you want out of your Infratech heating system. Contact: (800) 421-9455 or www.infratech-usa.com.

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Golden Blount’s contemporary Alpine linear burners come in many lengths, from 24-72 inches, with custom sizes also available. These beautiful burners come as “match-lit” or with electronic ignition and are offered in eight powder-coated finishes. Contact: (800) 833-1139 or www.goldenblountinc.com.

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product profiles Element 5.0

Napoleon S20i Wood Insert

Napoleon’s new S20i Wood insert is a contemporary cast insert with EPA 2020 approved technology.

A dual-blower system ensures consistent heat management and comfort. Contact: (866) 820-8686 or www.napoleonfireplaces.com.

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The Element 5.0 collection delivers a casual yet elegant style that is truly made to withstand all the elements nature can bring. Its construction highlights strong yet bold and defining lines, while still light in weight with hand-brushed aluminum frames. Element 5.0 has perfected itself to be strong, durable, versatile, movable, and usable year-round. The weather-resistant reticulate foam seat cushions combined with generous modular group seating becomes your go-to all season entertainment center. With all these splendid details wrapped up in Element 5.0, your only decisions left are who to invite and which drinks to serve in season. Contact: (866) 919-1881 or www.ratana.com.

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Sunbelievable

All Sunbelievable patterns were designed to coordinate beautifully in colors that recall soft rain, fresh citrus, and many other resplendent hues inspired by nature. Unbelievable performance plus unsurpassed elegance. Rain Collection t-b; Stormy in color, Rain; Neptune in color, Blueberry; Club Med in color, Blueberry. Contact: (336) 2102630 or www.sunbelievable.com.

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Belle Vie Collection

by OW Lee

The sophisticated style of Belle Vie is reminiscent of 19th-century design that was popular among French aristocracy.

With flowing lines in both the profile and back, the Belle Vie collection has a distinct Art Nouveau flair that lives up to its name, which means “beautiful view” in French. Belle Vie is a full-line collection that includes dining, deep seating and lounge options. In addition, Belle Vie’s cushioned deep seating features our Plush Comfort and Sytex Seating Systems, which creates a superior level of comfort. Contact: (800) 776-9533 or www.owlee.com.

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Wood Fired Pellet Grill & Smoker The new Wood Fired Pellet Grill & Smoker 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.

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Ortal’s Patented Micro-Mesh Fireplace Screen

Maintain a modern and frameless design with Ortal’s Patented Micro-Mesh Screen heat barrier. Nearly invisible, this unique design showcases a micro-mesh screen that stretches around the fireplace, across the glass brackets, and attaches inside the fireplace, clear from view. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

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product profiles

ML60 Linear Gas Fireplace

As one of Mendota’s largest linear gas fireplaces, the ML60 boasts a tremendous panoramic view—and warmth to match. Choose the classic Timberline log fire, or a contemporary aesthetic with sophisticated Décor series elements like natural river rock, shimmering glass and tumbled marble. Optional LED lighting injects instant energy into gatherings or soothes the soul on a quiet night in—with or without the flames. The optional Power Vent allows for venting above or below grade. Contact: (800) 553-5422 or www.mendotahearth.com.

Basso Chat Height Fire Pit

The new Basso Chat Height Fire Pit brings the beautiful bowl-style design of the original Basso Fire Pit to a new height. This taller variety allows the propane tank to be housed inside the unit, eliminating the need for an exterior housing unit. Contact: (800) 776-9533 or www.owlee.com.

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The Founders Series by Louisiana Grills Legacy

Big Green Egg Modular Nest System

Build your outdoor kitchen one step at a time with the new Big Green Egg Modular Nest System. Start with an EGG Frame, then add to your custom EGG display with Expansion Frames or a watertight cabinet and your choice of beautiful and functional Acacia Wood, Distressed Acacia, or Stainless Steel inserts. Contact: (770) 938-9394 or www.biggreenegg.com.

The revolutionary Founders Series collection comes equipped with a digital Smart Touch control pad with Wi-Fi and Bluetooth connectivity, allowing you to smoke and grill smarter with Smart Smoke. Constructed with 304 stainless steel and a double-lined lid and barrel, the Founders Series Legacy will add a timeless look to any backyard. Contact: (877) 303-3134 or www.louisiana-grills.com/foundersseries.

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Les Jardins Solar Lighting Duratektreated Lighting

Transitioning into fall and winter can be easy by simply changing the color palette from bright summer shades into cooler tones. Using Duratek-treated outdoor lighting from Les Jardins Solar Lighting brings a darker tint to the wood of its sustainable teak lighting products Torche, Roam, and Blade. The cooler tone complements the seasonal space in mind. Contact: (213) 745-8883 or www.lesjardins.com.

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.

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Faro

The Silver Rocket

Coral Gables

This collection was inspired by the city of Coral Gables, which was meticulously planned with a singular focus on Mediterranean Revival architecture style. Ratana designs products with the increasing desire for indoor/outdoor contiguous living. The Coral Gables collection, with the Wild Truffle finish, aluminum frame, and flexible seating plans, can easily be created with various options for coffee/end tables, dining/bar tables and double wall weave. The modular design and interlocking system to secure sectional pieces to each other ensure your ideal setup is yours for the taking, all year round. Contact: (866) 919-1881 or www.ratana.com.

The Silver Rocket continues to gain momentum as the company launches additional attachments and accessories. The Silver Rocket is a lump charcoal fueled grill that is manufactured with 304 stainless steel inside and outside with a high temp thermal blanket in between, making it the most indestructible, insulated grill on the market. Known for its fast start-up time and versatile capabilities, the grill sells itself!

Contact: (260) 463-4026.

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Traditional Split Log Set

With the launch of the Urbana collection, Enviro has designed a new variation of its original Traditional log set.

This new log set features a natural split look with dark hues and ultra-fine details. Its traditional-meets-modern appearance will make it a popular choice in the marketplace.

Contact: (250) 652-6080 or www.enviro.com.

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Quadra-Fire Expedition II

This EPA 2020-certified wood burning fireplace insert provides a great value for those looking for the easiest wood insert to operate. It is powered by the Quadra-Fire four-point burn system, providing an impressive fire that can be easily seen through the large 275-square-inch cast iron glass door. The Expedition II also features Automatic Combustion Control (ACC), which gives you more air when you want it for easier start-ups or that extra boost of heat when needed. Contact: (800) 926-4356 or www.quadrafire.com.

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Sunbrella Dimension

SUNGLO A270 Patio Heater

The SUNGLO model A270 portable propane heater is ideal for open patio designs. The 8-foot heater requires no electrical power. The battery operated DSI pilot ignition makes lighting the pilot easy. The post and cylinder cover are available in black or copper vein powder-coat finishes or 304 stainless steel.

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

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The Sunbrella Dimension collection reveals the creative potential of familiar environments. Through layering or repurposing existing furniture pieces with fabric, Dimension’s mix of extraordinary plains and unique jacquards invites unexpected color combinations, complex weave structures and striated yarn rotations—leading to fresh and updated spaces.

Contact: (336) 221-2211 or www.sunbrella.com.

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product profiles Sunbrella Sling with Flex Technology

Ortal Corner Fireplace

Wide or narrow, left or right, Ortal’s Corner fireplace collection is the ideal solution to provide a distinct, yet flexible design that brings focus to any space. The Corner units come in over 12 different sizes and are available in micro-mesh screen or double glass heat barriers. Contact: (844) ORTAL-FIRE or www.ortalheat.com.

Sunbrella Sling with Flex Technology features an extrusioncoated yarn that is engineered with patented technology to be the ultimate in comfort and recovery, seamlessly responding to movement and providing for greater recovery from sagging and puckering, for a luxuriously comfortable seating experience.

Contact: (336) 221-2211 or www.sunbrella.com.

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C & CD Series Electric Radiant Heaters

Enjoy your outdoor entertaining space even in the cooler months with Infratech’s low profile C & CD series outdoor electric radiant heaters.

This new heater series comes in eight standard colors and offers a pleasing, streamlined look featuring floating mounting brackets and 304 stainless steel.

Infratech proudly manufactures all heaters and controls in the U.S. Contact: (800) 421-9455 or www.infratech-usa.com.

ML54 Linear Gas Fireplace

The linear look your customers love—the Mendota ML54 gas fireplace brings fresh design possibilities and warmth to larger spaces. Fire base options include the rugged yet refined Timberline series. With handcrafted log designs ranging from white oak to birch to driftwood, customers can enjoy the beauty of nature from the comfort of their home. Optional LED lighting creates the perfect ambiance for every occasion, while optional Power Vent allows for venting above or below grade.

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

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Real Fyre Direct Vent Insert Collection

The Real Fyre direct vent insert collection brings together the beauty and wood fire realism Real Fyre gas logs are known for, with the convenience and efficiency of a modern gas heater. The collection includes the mSeries with a millivolt ignition and the iSeries with an electronic ignition system. Each is available in 25-, 30-, and 36-inch sizes and offers a high performance 125 CFM blower that distributes heat quickly and quietly, an easily accessible control panel hidden in the surround, and an adjustable flame control. Both the iSeries and mSeries offer multiple artisan log styles as well as surround and design overlay options in a variety of finishes (image shows Mission Arch overlay in Bronze).

Contact: (800) 323-3973 or www.realfyre.com.

Urban styling defines the Eureka collection. With bold lines and wellplaced transitions, Eureka epitomizes exceptional comfort and distinctive style. Versatility is inherent, from conversation groupings to sectional pieces. Eureka is the perfect complement to any outdoor space. Contact: (866) 690-5673 or www.patiorenaissance.com.

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Eureka Collection

Napoleon S20 Wood Stove

Napoleon’s new S20 Wood Stove is the perfect solution for those wanting a clean and contemporary look with EPA 2020 technology. Cast door and pedestal base with hidden hinges and large viewing area create a modern look for any home. Contact: (866) 820-8686 or www.napoleonfireplaces.com.

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Upgraded Valor G4 Insert The Valor G4 insert is designed to fit existing large fireplace openings without sacrificing presence or performance. The result is an impressive viewing area highlighted by a proportional surround that complements, not overpowers.

New for 2019, the G4 has been upgraded with an improved burner and three new fuel bed options based off of the highly successful zero-clearance H3.

Add birch logs and updated driftwood and traditional log sets to your designs this winter. Contact: (800) 468-2567 or https://valorfireplaces.com/g4.

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Absolute Black

Lovinflame Tabletop Firepit Lovinflame’s tabletop firepits are free-standing and portable, allowing you to enjoy clean-burning, wind-resistant, and odorless flames—whether indoors or outdoors. The technology behind the safer flames is powered by a proprietary stainless steel wick and a non-flammable, water-soluble, and non-toxic fuel that minimizes emissions, flare-ups, and risks associated with fuel spills. Contact: (909) 781-8462 or www.lovinflame.com.

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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.

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Aspen C3

Nevis is a beautiful new modern addition to Plank & Hide’s outdoor living collections. Traditional cushion seating, sleek design, and synthetic all-weather wide weave rattan give Nevis a simple but sophisticated look. Shown with the fully patented functional firepit, which allows for use of the fire element while maximizing space for food or drink. Contact: (888) 462-6852 or www.plan kandhide.com.

Compact yet strong, the Aspen C3 wood stove adds warmth and style to intimate spaces.

When every element is meticulously crafted, quality speaks for itself. Exclusive Continuous Combustion Control (C3) technology keeps everything in harmonious balance for you. Tuned to provide the optimal burn throughout the life of your fire, this heat-activated technology requires no electricity or manual air controls, making it the simplest stove you will ever operate.

Contact: (877) 427-8368 or www.vermontcastings.com.

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product profiles

H3 Gas Fireplace

New for 2019, the H3 offers a slim engine design that is engineered for new construction installs, or for the growing trend to remove and replace outdated and inefficient wood and gas fireplaces. The relaxing, radiant firebox flames create a beautiful ambiance in any living space. With three unique fuel beds, seven liners, and four fronts, the H3 can accommodate any design style while providing efficient, radiant warmth. Contact: (800) 468-2567 or https://valorfireplaces.com/h3.

Delta Heat Premier Grills

The all-new Delta Heat Premier Grills include significant design, performance, and feature enhancements. Made in the U.S. with a limited lifetime warranty, Delta Heat Grills are in a class of their own. An extensive built-in accessory offering complements the 38”, 32”, and 26” built-in grill models. Contact (800) 422-0091 or www.deltaheat.com.

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Montigo Distinction Series

Functional Firepits

Introducing a fully patented line of functional firepits from Plank & Hide. Certain to be conversation pieces, these firepits allow for use of the fire element while maximizing space for food or drink. Available in a variety of finish configurations, they are the only firepits backed by a U.S. Patent (#10,107,502). Contact: (888) 462-6852 or www.plankandhide.com.

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The Distinction series 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 Distinction 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, which provides elegance and heat exactly where you want it while diverting heat away from the wall to keep your TV or artwork safe. Contact: (800) 378-3115, sales@montigo.com, or www.montigo.com.

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The Silver Rocket

The Silver Rocket continues to gain momentum as the company launches additional attachments and accessories. The Silver Rocket is a lump charcoal fueled grill that is manufactured with 304 stainless steel inside and outside with a high temp thermal blanket in between, making it the most indestructible, insulated grill on the market. Known for its fast start-up time and versatile capabilities, the grill sells itself! Contact: (260) 463-4026.

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Waves

Waves is a brand-new collection created by Outdoor by Design for the 2019/2020 selling season. Waves dining is available in sling and has cushioned deep seating to coordinate. Outdoor by Design is a manufacturer of high-quality USA-made outdoor furniture at modest pricing. Outdoor by Design offers 17 frame finish choices.

Contact: (941) 896-4425 or www.outdoorbydesign.com.

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Glide Tilt Umbrella

Unveiled during the fall Casual Market Chicago, the Glide Tilt is the latest designer umbrella introduced from Treasure Garden for 2020.

With an all-aluminum construction, the Glide Tilt features a revolutionary design and innovative tilt function. Available in 9-foot and 7.5-foot sizes, the Glide Tilt incorporates a smooth and effortless slide of the housing, which tilts the canopy to shade and comfort. With single and double wind vent options, this designer shade opens with a simple crank of the handle and is available in bronze and black finishes. The sleek octagon canopy is available in all stocked fabrics as well as designer canopy options. Contact: (626) 814-0168 or www.treasuregarden.com.

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Hatteras Outdoors High Dining With White Swivel Chairs

Introducing the brand-new collection of outdoor furniture from Hatteras Hammocks. Elegantly styled with clean contemporary lines, this new collection will give your customers the luxury outdoor lifestyle they’ve been looking for. Made with Durawood, a nonabsorbent synthetic lumber that makes outdoor furniture virtually maintenance-free and indestructible. Features mortise and tenon joints, marine grade 316 stainless steel hardware, and lifetime warranty. Contact: (800) 334-1078 or www.thehammocksource.com.

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Real Fyre Charred Gnarled Split Oak

This handsome new gas log set from Real Fyre features a rugged texture with a massive look and is compatible with the G-10 burner system. Lively flames and a large ember bed with Bryte Coals highlight the handcrafted logs, adding efficient heat and unmatched beauty to the fireplace. Available in 16/18-, 24- and 30-inch sizes with various control options including manual, on/off remote with standing pilot, variable flame height with standing pilot and variable flame height remote control with electronic ignition.

Contact: (800) 323-3973 or www.realfyre.com.

POLYWOOD EDGE Modular Collection

The EDGE modular collection is scaled for stylish comfort, whether you’re outfitting a spacious patio or intimate balcony. This modern seating includes a variety of modular pieces, allowing customers to customize their furniture specifically to their outdoor space.

Contact: (877) 457-3284 or www.polywoodoutdoor.com.

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Capri

The next generation of Davenport Inserts, Hudson River Davenport, is now being offered at a discounted price of $999 for a limited time from the BAC Fireside Group. The inserts will be available in early 2020. Contact: (518) 828-6363 or www.bacsales.com

The Capri insert (IDV34/44) is a true wonder, making it possible to transform an existing wood-burning fireplace into an updated focal point in any room. This flush mount series is available in two sizes and your choice of liner, driftwood or oak log set, decorative stone, or five different colors of crushed glass media. Contact: (855) 593-3304 or www.marquisfireplaces.net.

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Hudson River Davenport

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product profiles New Slim High Profile Firepit

Bull’s new Slim High Profile Rectangular Firepit is a stylish addition to any backyard space. With its prefabricated construction, it can be placed anywhere in your yard and it is available in either natural gas or propane. The heavy-duty H burner blasts an impressive 60,000 BTU to keep your friends and family warm during chilly nights. Available in six base colors and 20 luxurious Italian inspired tile tops, the Slim High Profile Firepit is sure to enhance your outdoor living space.

Contact: (800) 521-2855 or www.bullbbq.com.

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Marbella

Titan Free-Standing Direct Vent Stove

The powerful Titan free-standing direct vent stove from the Marquis collection provides sealed combustion where it draws outside air for combustion. This model can be vented either horizontally or vertically and is available in natural gas at 28,500 BTU and propane at 26,000 BTU. Contact: (855) 593-3304 or www.marquisfireplaces.net.

Inspired by the desire to explore pattern and new weaving techniques, the Marbella collection from Sunset West reimagines form and material to create an incredibly unique design. The Marbella dining chair features a mid-century-style frame with curved back, sloping arms, and tapered leg aluminum base.

The tone-on-tone weave is highly complex yet elegant, in an all-weather stone rope that picks up both cool and warmer earth hues for a wonderfully versatile statement piece both indoors and out. Contact: (760) 599-1021, ext. 115 or www.sunsetwestusa.com.

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product spotlight

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consumers want something aesthetically pleasing and intuitive, but Giovanni Demuru, export sales director for Ravelli (a brand under the AICO spa brand in Milan, Italy), likes to keep it simple.

“I think ease of use and self-cleaning is for sure something important,” he says. “But customers don’t like to spend too much time around the stove.

They just want a nice heat. For us, the classic look of Rv80 and Rv100C are still the most popular, and the most successful, especially in New England.”

When it comes to ease of use, Demuru reports that, “We are still very excited about the Vittoria with its innovative auto cleaning burning system.”

The Vittoria is part of a full range of stoves that have been compliant with 2020 regulations since last year.

Since the company’s stoves are designed to reach higher standards in Europe, “2020 regulation came easier for us.”

Demuru agrees with industry colleagues who contend that education is crucial to making the sale.

“Explain how this new generation of stoves is more efficient, easy to control, and even better looking than in the past,” he says. “Younger customers who are more used to technology, smartphones, and computers will look for technology and features related to Wi-Fi and programmable timers.”

Ravelli produces only pellet stoves and pellet inserts, and all are made in Italy, near Milan. “Our stoves have always been appreciated by American consumers,” Demuru adds. “And we normally do training on the stoves every year around June and July. It’s important because the pellet stove in general needs a lot of attention for a good installation and operation. In addition, our stoves are a little different from the North American ones, so we like to have this training and interaction with dealers every year.”

PACIFIC ENERGY FIREPLACE PRODUCTS Like many stove manufacturers, Pacific Energy Fireplace Products (Duncan, British Columbia) is looking forward to moving past the discounting phase of non-2020 inventory. When that’s over, Cory Iversen, sales manager, expects “significant increases” thanks in part to a full line of catalyticfree 2020-certified products.

“We have new products in the Pacific Energy gas line and the high-end Architectural Series by Town & Country Luxury Fireplaces,” says Iversen, a hearth professional with more than three decades experience at the Canada-based company. “With the capabilities of our in-house enameling facility,

we can follow color trends and launch designer colors on trend for each year.”

Consumers want efficiency, reliability, and usability (catalytic-free) and Pacific Energy has sought to fulfill that demand. “We incorporated/repurposed our Extended Burn Technology [EBT],” he says, “and we remain committed to catalytic-free secondary burn technologies.”

Iversen believes retailers can inspire confidence and close sales by familiarizing themselves with the pros and cons of each combustion system.

Many young er consumers, for example, are environmentally aware and looking for stoves that “consistently deliver low emissions over the life of the product.”

Pellet stoves, such as Pacific Energy’s True North Brand, fit into this environmentally conscious framework. “We are enjoying considerable success with both our entry-level catalytic-free 2020-certified value-priced True North brand, and our highend cast iron and porcelain Alderlea line under the Pacific Energy brand,” Iversen says. “Consumers are more educated than ever, so be knowledgeable, current, and honest. The mainstream market is also becoming more design conscious, which translates to our design-centric stoves gaining traction.”

PATIOANDHEARTHPRODUCTSREPORT.COM 65

industry news Castelle Recognizes Independent Sales Team Members With Annual Awards

continued from page 16

furnishings and design entities focused on the Whole Home Concept for this show house,” says Rory Rehmert, senior vice president of sales. “Through our association with Barclay and his design of the new Savannah collection, Castelle was able to showcase our handcrafted quality as it applies to home furnishings as well as the concept of well-being that outdoor living provides any home.”

House Beautiful’s collaborative home was described as an innovative showcase of products and design cues that underscore how wellness in the home is becoming a universal living priority.

The outdoor spaces of the show house included gardens by landscape architecture firm, Page Duke, as well as 524 square feet of leisure space that were the recipient of Butera’s design plan. Included within the plan were a covered porch with a fireplace holding multiple sofas, a coffee table, end tables, lounge chairs and wing chairs. The uncovered dining area boasted a table and chairs, also from the Castelle Savannah collection covering over 200 square feet.

“There’s no question I was thrilled to have the opportunity to design a spectacular outdoor living area in Nashville with House Beautiful,” s ays designer and author, Barclay Butera. “When I was first approached about the project, I knew immediately I was going to showcase my latest collection with Castelle, Savannah; designed with a nod to the beauty and gentility of the South.”

Butera’s design sensibilities and affinity to statement color were on display in the furnishings, including soft bamboo touches, subtle chinoiserie and the surprise mix of robin’s egg blue, coral and crisp white.

The Nashville Whole Home Concept Home was the second collaboration with House Beautiful, and was featured in the magazine’s November 2019 issue as well as across digital and social platforms. The home was open to the public through Nov. 3 with proceeds from entry tickets benefitting the Nashville Symphony.

Cal Spas Expands Sales Team with Vice President of Sales Cal Spas hired season industry Kevin Sanders specialist Kevin Sanders to lead the Cal Spas sales team. As vice president of sales, Sanders will spearhead all national and international sales growth. He will be responsible for strengthening the Cal Spas dealer network and increasing brand awareness for all Cal Spas brands through every distribution channel in the global market.

Sanders has 35 years’ experience in the luxury home resort products industry.

66 PATIoANDHEARTHPRoDUCTSREPoRT.CoM

Castelle, designer and manufacturer of luxury aluminum outdoor furniture, presented awards to individual members within the company’s independent territory sales team in September. The awards, recognizing excellence in sales, territory development, and growth, were given out during a sales meeting held in the company’s Merchandise Mart showroom prior to the recent Casual Market Chicago.

Gary Moretti was recognized with The Rep of the Year Award for the Castelle brand. In his 20th year with the manufacturer, Moretti represents the Colorado, Utah, Southern Nevada, New Mexico, and Arizona region. His sales accomplishments are reflective of his attention to product education and customer service. Gary also was recognized with the 2019 Designer Sales Award. This award focuses on the representative’s

work expanding sales of the furniture line to the design professional segment. Moretti is a certified designer CEU instructor for Castelle and has given presentations for designers in his territory.

Drew Halpern, Castelle’s territory manager representing Florida, was the recipient of the Most improved Territory Award. As a member of Castelle’s sales team since 2003, Drew saw the highest percentage increase in sales throughout his territory. This designation was a result of new customer development, enhanced product placements as well as expansion of market categories.

The awards were presented by Rory Rehmert, senior vice president of sales for the Castelle brand. “We are proud to recognize Gary and Drew for their work in reaching expanded goals and creatively representing the Castelle brand,”

Highwood USA Partners With National Disaster Search Dog Foundation

Gary Moretti and Rory Rehmert

Drew Halpern and Rory Rehmert

Rehmert says. “Within our independent sales team, there is a wealth of product expertise, overall market knowledge and a focus on growth that we look to recognize with each year.”

SDF is to strengthen disaster response in America by rescuing and recruiting dogs and partnering them with firefighters and other firs t responders to find people buried alive during disasters.

Design Specialties Acquires Hearth Craft An ad from Highwood USA’s promotional campaign with the National Disaster Search Dog Foundation

Highwood USA recently teamed up with the National Disaster Search Dog Foundation (SDF) to release a docu-video, https://youtu.be/oFQ6v1vXJuA, that will allow Highwood to help promote the goals of and spread awareness for SDF. This is the first in a series of dog-themed videos by Highwood USA called “Real Tails,” in which they plan to share their love of our faithful four-legged friends and stories that show how lives are enriched by pets.

“SDF is an incredible organization and one that we are so proud to support” says Craig Smith, strategic marketing director. “It is an inspiring story, and here at Highwood USA, we aim to do whatever we can to raise awareness for and help support SDF’s goals. Each time one of our outdoor living products is purchased, the new owner can leave us a short product review and ask that we donate $5 on their behalf to SDF.” Highwood USA LLC was founded in 2003 as a manufacturer of high-quality synthetic wood for the hot tub/spa and furniture industries. The mission of

Design Specialties LLC (Milwaukee, Wisconsin) has acquired long-standing fireplace door manufacturer Hearth Craft. This acquisition will bring together the fireplace door and hearth accessory offerings of these two established brands. “The Hearth Craft brand and much of its product line will be retained as a sep arate brand, and the product line will be made available to complement our Design Specialties brand and products,” says Ralph Howard, president and CEO of Design Specialties.

Hearth Craft was founded in 1956, and the company has been active in the design and manufacture of fireplace enclosures ever since. Design Specialties, founded in 1983, designs and manufactures custom, hand-built fireplace doors for masonry and factorybuilt fireplaces, screens, and hearth accessories.

“The Hearth Craft operation will be moved immediately to our Design Specialties facility in Milwaukee, and we will be working diligently to minimize the disruption to Hearth Craft customers,” says Dawn Schefelker, CFO of Design Specialties and Hearth Craft brand manager. “We’re very excited to carry the legacy of Hearth Craft forward and strengthen it through association with Design Specialties.”

as i see it

continued from page 36

This year’s Sunbelievable collections include luxurious chenille and “rattan” bouclés that create a mix of cozy, ultra-soft textiles that suit both indoor and outdoor living spaces.

talent and passion. We’re a close-knit group that has worked together for the past 25 years—we are thrilled to all be under one roof at Sunbelievable.

Our approach to fabric design is simple: While we are all artists, we understand that it’s about more than just art—we are designing products that the market requires. Our focus is on exploring, seeing and hearing what people want and putting it all togeth-

my turn

er. The market moves so quickly that we have to be flexible and focused at the same time if we are going to create fabrics that customers love.

Finneran: It’s a design team’s job to create sellable products. As head of sales, I can attest to the fact that the Sunbelievable team takes this responsibility very seriously. I have worked in textile sales my entire career—so I’ve seen it all— and I can honestly say that I’m confident we are producing what the market is looking for today.

What are some of the hottest Sunbelievable fabrics this season?

Spires: To suggest just one or two fabrics is difficult. The most important thing we would like dealers to know about our collection this season is that we are focused on creating a more interesting, diverse look for our base fabrics. We are using luxurious chenilles and bouclés that reflect an

indoor look, as well as adding warps and filling yarns to keep the designs creative. We are offering a diverse collection of on-trend feature patterns ranging from Modern Tribal to Fun Novelty pillow patterns. Some of the looks are dramatic, while others have subtle touches that add extra dimension to a whole collection.

How is Sunbelievable partnering with specialty dealers?

Finneran: Specialty dealers are all about customization because that’s what sets them apart from the big chain retailers. With this in mind, we created our Quick-Ship Cut Yardage program that gives customers a choice of fabric they need, when they need it—quickly. They can order as little as one yard, and it will ship in 48 hours from our Burlington, North Carolina, facility. For more than 35 yards, it ships directly from our mill.

The program includes a variety of the most popular fabrics from our main collections (over 85 SKUs), but on a smaller scale. Our sales team provides dealers with marketing materials to get customers excited about all the options that are available.

What does the future hold for Sunbelievable?

Spires: Sunbelievable is a young, inspired brand, so the door is wide open. There is plenty of room for us to grow with the outdoor living industry as it continues to gain momentum. Our future plans include more focus on creating environmentally friendly fabrics using new yarn technology that we develop in our mill, as well as expanding our reach in the marketplace. We recently opened a new design studio in Barrington, Rhode Island, that is the ideal workspace for our design team to continue its inspired work on Sunbelievable’s unique performance fabrics.

Finneran: I could not be more excited about the future of Sunbelievable. Our leadership is strong and willing to invest in ways to create interesting, innovative fabrics. We are gaining market share quickly because manufacturers and dealers believe in our products, our company and our potential. I know our growth will continue as more and more people see what we are all about.

continued from page 38

cost-sensitive company—delivering products that allow dealers to turn high volume and high margin, in contrast to some of NorthCape’s competition, which can offer dealers high-volume sales but very low margins in the end. “We do everything we can to help dealers make a fair margin and still sell a lot of volume,” he says.

The biggest industry changes Murray has seen recently is the outdoor living retail market’s continued growth, as well as many different channels in which these items are being sold.

“Where the industry used to be more specialty driven for better goods and mass market channels for the low-end goods, now we have e-commerce, which has changed things dramatically,” Murray says. “In addition, when indoor furniture stores began struggling a few years ago, they look ed for different avenues of revenue and began getting into our industry. Where you can purchase outdoor products is so prevalent now, which means that differentiating yourself in any way you can is a big deal.”

Murray is also seeing the concept of the “customer experience” playing a big role in the success of the outdoor retail establishment. “When you offer really good customer experience in a sto re, it can really make a difference—especially because there is so much more shopping done online before a cus-

tomer enters a brick-and-mortar store.”

E-commerce competition aside, the tariff situation is also proving to be a big challenge for manufacturers and the industry as a whole. As Murray explains, everyone in the industry—who had some sort of dependence on China— is stuck in the same boat.

“We made some supply chain changes before the tariff issue took hold, but the biggest problem everyone is facing—whether you are a retailer or a manufacturer—is the uncertainty involved with the tariffs,” he says. “You have dealers who didn’t want to overpay, so they cut their buys and decided to sell off the inventory they had and ride it out. And then you have the people organizing the orders who did n’t know how to project production. For the factories on the other side of the ocean, their credit starts tightening up and they don’t want to take any risks.

Everyone is looking out for themselves. It really threw a monkey wrench into the whole industry.”

Prior to the tariff implementation, NorthCape was planning on 25 percent of its Asian production being moved to Vietnam, and now the company is trying t o increase that to 50 percent. “The added value of making our cushions here already, which are high quality and a significant portion of the overall cost of the finished piece of furniture, has helped

mitigate the net tariff impact,” he says.

While the tariffs have added a few challenges to NorthCape’s business, Murray is optimistic about the future of the company and the industry. “We are trying to help our dealers, especially those who may have lost revenue due to e-commerce on a lower price point. In our industry, cushions are a huge part of it, whether they are accessory pillows or replacement cushions, and have a solid revenue growth opportunity.”

NorthCape’s teak and wood-look programs have also proven to be a successful avenue within the company’s product offerings for dealers and consumers alike . “This is all part of mixing materials in the outdoor space—and allowing consumers to use these wood-look elements as accessories, such as arms or the top of a table. This has been a huge hit and we are doing it across several frame options.”

Specialty stores can home in on the replacement cushion business—item options such as motion, fabric choice options and mixing different materials—all of which po ses a great opportunity for revenue. “We are trying to give dealers an easy way to replace lost revenue with strong volume, higher margin items,” Murray says. “We are trying to help identify exactly what consumers want and need, to help dealers as well.”

PATIOANDHEARTHPRODUCTSREPORT.COM 67 Circle Reader Service No. 67

product innovation

continued from page 40

into any type of architectural style— rustic, traditional, or modern.” Indeed, fireplaces integrate so seamlessly into a home that they create the appearance of wall art rather than a separate unit.

At its core, Boudreau adds, Stûv is a design company and not primarily a manufacturing business. And while the company doesn’t jump on the latest market trends, it will look for needs in the hearth category and try to meet them, Boudreau says. “We listen to the frustrations people have and from those frustrations, as a design company, we create an advanced product to solve a problem.” Whether in Europe or North America, Stûv is an innovative company, he adds.

For example, the Stûv 21 fireplace series features a retractable glass door.

Also called a guillotine glass door, these systems were first created in Europe in the mid-1990s. However, there were some problems with them, including gaining access to mechanical components in the door. “Stûv did not create the guillotine system, but

insight • enviro

we were the first to bring a retractable fireplace glass door to market, which hid all the mechanical parts behind the door frame but were still accessible,” Boudreau says. “This was a true innovation in the hearth industry.”

Another breakthrough ar e stoves from the Stûv 30 series. The line features contemporary design and different sizes of stoves to meet the needs of any space, offering amazing flexibility, smaller footprints, and maximum efficiency with minimal combustion. The largest unit in the series, the Stûv 30, features a three-door system in which doors rotate within the compartment’s chamber to allow different modes of use (glass/closed/open). “It gives the homeowners a lot of options, because you can enjoy an open flame or the efficiency of a closed firebox all within the same stove,” Boudreau says.

Fireplaces and stoves from both the Stûv 30 and 16 series are recent introductions with more favorable entry-level price points for consumers, Boudreau says. “These range

of products also offer Stûv’s same high level of quality and are popular sellers within our market.”

For Stûv America, demand for gas products is growing and important for the company in terms of market share. Since gas represents the majority of the fireplace and stove market in North America, there is also increased competition to find space in dealer’s showrooms, Boudreau comments. However, he says, “Once dealers work with our products, they want to continue the relationship with us.” In 2013, Stûv Belgium began manufacturing products for Stûv America to North American specifications. This was a game changer for the company, Boudreau says. “This enabled us to operate in a more efficient manner.”

Stûv America has recently added a production line in Canada. This allows better control in inventory and productivity and allows quicker reaction to any customer’s concerns. Today, Stûv America has 135 active dealers in

Urbana collection (U70 colored LED lighting kit)

continued from page 44

achieve a high-end look but at a much lower retail price, allowing us to open up this amazing category to the average retail consumer who couldn’t afford to spend $15,000 on a fireplace.”

Enviro took its time branching out into this new category with a meticulous design process that included inviting dealers to offer suggestions and feedback about the line.

“We really design our product based on dealer feedback and our sales team to help guide us,” O’Connor says.

Enviro will release three models in the collection in early 2020—the U30, U50, and U70—which can be installed as a bay, left, or right corner design. The company’s gas linear fireplaces have emerged as flagship products. Enviro currently offers four sizes in this collection with the C34, C44,

its network (and 150 points of sale), primarily in Canada and the Northeast region of the U.S. In the beginning, dealers offered Stûv products when requested by consumers, but they did not necessarily present the line upfront to consumers. Now, Boudreau says, many dealers are enthusiastic about Stûv products and propose it to customers as a first-choice option. “This was a breakthrough for us and increased our sales.”

According to Boudreau, there is still plenty of room for Stûv to grow.

Currently, the majority of sales (70%) are in Canada, with 30% in the U.S. “Within 5 years, I think that number will be reversed.” Boudreau is actively involved in the design process in which new products can be adapted to appeal to the North American market. Indeed, Stûv’s unique array of European-style products featuring frameless designs, and a sleek, minimalist look that allows for a true emphasis on the flame, truly sets it apart.

Urbana collection (U50)

C60, and the C72 unit that wa s released in 2019. This large fireplace offers an expansive viewing area that is both eye-catching and efficient with a maximum output of 55,000 BTU for a heating area of 1,700 square feet.

The C-series includes a beautiful liner and media options such as Enviro’s Ledgestone liner, ultra-highdefinition log set, bezel base, and a unique Iron Sphere Kit. “Our sales in this category have grown much faster than we expected,” O’Connor says.

68 PATIOANDHEARTHPRODUCTSREPORT.COM

“We knew we were showing up to this category late, so our focus was to design a line of fireplaces that had great flames and a great value.”

As the demand for gas products grows, Enviro continues to make substantial investments in this segment of its business with new equipment and experienced staff members. “Our gas growth has been gaining extremely quickly, so much so that we’ve had to purchase more equipment and add production lines to keep up with the demand,” O’Connor says. “In the last three years, we have purchased over $4 million of new equipment to help us keep up with sales and become more efficient.”

O’Connor adds that Enviro’s biggest goal for the year ahead is to use this advanced equipment and increased production capability to become a better supplier for its stron g network of distributors and dealers.

As Enviro improves its manufacturing process, it maintains a strong commitment to offering the best customer and dealer support possible by being available anytime, seven days a week.

“I think we stand apart from our competitors because we consider ourselves a small boutique fireplace company,” O’Connor says. “This gives us the ability to be very in-tune with what ’s happening in the market and the ability to pivot and shift quickly as required by our dealers.”

insight • blaze outdoor products

roots and building a strong core of employees allows it to deliver customer service that sets it apart in the industry. “We make customer service a top priority to ensure that everyone considering or purchasing a Blaze grill is treated as part of the Blaze family,” Phillips says.

last word

continued from page 46

of its company, products, and customer experience.

“From new product design and testing to customer service and marketing, they are always sure to offer support and advice in everything our company Blaze gas grills feature precision has a hand in,” she says. This attention cut, 304 stainless to detail has allowed Blaze Outdoor steel components Products to build a highly respected place in the outdoor kitchen industry as it continues to add high-end grills, accessories, and cabinetry to its product Left: Blaze gas grills have a lifetime warranty that offerings, while also focusing on maincovers against any defects in the manufacturing taining its superior customer service and workmanship of the main burners, cooking grids, body, flame tamers, heat zone separators, and support. warming rack, and control valves.

“Blaze Outdoor Products will continue to grow our brand through “Our 25-person team gives each and every customer increasing our social media footprint, nurturing our one-on-one personalized customer service.” relationships with our distributors and dealers, and She notes that the Blaze Ownership Group brings growing our brand recognition,” Phillips says. “Blaze its decades of industry experience into each element will keep releasing innovative products and become of the company to continually improve every aspect an industry-leading outdoor products brand.”

continued from page 48

inside their homes, so when they are offered as a choice for outdoors, it’s natural for them to gravitate toward the familiar.”

Blakeney has a keen eye for design preferences across the United States. In terms of color, he explains that trends are not typically as widespread as one might think. “While color is definitely regionalized, all markets lean toward cool earth tones— light to mid grays, and variations on white. The coastal markets and lake areas additionally sell blue, and the Pacific Northwest is drawn toward dark gray and black.” He adds that style preferences are typically consistent. “Urban markets lean modern, southern markets more traditional, and transitional is everywhere.” Kingsley Bate’s teak designs transcend all of these markets.

When it comes to form versus function, Blakeney sees these attributes as equally important to consumers, and both are often secondary to price. “At Kingsley Bate, we focus equally on design, comfort and price. All three must hit the target for a product to be successful. If a chair is beautiful—but it’s overpriced and not comfortable—then a few people may buy it, but it will never reach the pinnacle of success in the broader market. All three elements must be in alignment to create real value for the consumer, and to have longevity in the marketplace.”

Frame materials that resonate most with today’s consumers are those that can withstand the elements and are easy to maintain. “Teak, in particular, has many tangible benefits,” Blakeney says.

First, teak’s high density and oil content makes it suitable for all climates. It performs equally well in

northern areas with harsh winters as it does in marine environments with corrosive salt air. It is also nicely weighted, which means it’s ideal for windy locations like coastal areas or rooftops, where lightweight products such as aluminum can easily blow away. Finally, it is easy to maintain. For normal cleaning, it requires only a gentle scrubbing with soap and water, and if the wood is ever accidentally scratched or chipped, it can generally be repaired with just sandpaper.

“Beyond that, teak has some intangible benefits compared to other materials,” Blakeney explains.

Teak wood is a completely natural material, so it’s beautiful outdoors. It’s a popular alternative to metal or painted furniture because it blends naturally with outdoor environments. “Many people, including myself, believe its beauty only improves with age as it weathers and forms a patina. Along the same lines, there’s no finish on most teak products, which means it’s not subject to color trends, so it’s a classic.”

Finally, just as there are precious metals, there are precious woods, and teak is among the most precious wood species. Teak is often associated with a premium price tag, so it tends to have a higher cachet than other materials. “For this reason, teak furniture tends to be an aspirational product for many consumers.”

Oslo

Blakeney’s advice for dealers wanting to showcase the versatility of teak on their showroom floors is to be inventive. It’s important to create interesting displays that combine teak with other materials—coordinate products, don’t match them—and educate consumers interested in teak on the different grades of wood. Also, make sure consumers understand how teak weathers when used outdoors, since unsealed teak will form a silver patina and change in appearance.

Kingsley Bate’s new range for 2020 is generating a lot of interest in the industry and among specialty dealers. “I’m excited about all of the introductions, but if I had to pick one that stands out, I’m probably most excited about our new Hudson collection.”

The seating f rames are made from solid teak, and the seats and backs are woven with all-weather wicker designed to look like authentic paper-cord. “The blend of materials is perfect, and like everything Kingsley Bate offers, it’s priced well.”

PATIOANDHEARTHPRODUCTSREPORT.COM 69

advertiser index Advertiser

Phone

Website

Page

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

profiles directory Company

Page

AEI ..................................................................................................52 BAC Fireside Group . . . . . . . . . . . . . .(518) 828-6363 . . . . .www.bacsales.com . . . . . . . . . . . . . . . . .55 BAC Fireside Group ..........................................................................63 Big Green Egg . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . .www.biggreenegg.com . . . . . . . . . . . . .30 Blaze King . . . . . . . . . . . . . . . . . . . . . .(509) 522-2730 . . . . .www.blazeking.com . . . . . . . . . . . . . . . .23

Big Green Egg ............................................................................54, 58 Blaze King ........................................................................................52 Bull Outdoor Products ........................................................................65

Dansons, USA . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . .www.dansons.com . . . . . . . . . . . . . . . . .71 Delta Heat (Twin Eagles) ....................................................................62 Empire Comfort Systems . . . . . . . . . .(800) 851-3153 . . . . .www.empirecomfort.com . . . . . . . . . . .27 Enviro . . . . . . . . . . . . . . . . . . . . . . . . . .(250) 652-6080 . . . . .www.enviro.com . . . . . . . . . . . . . . . . . . .45 Gensun . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . .www.gensuncasual.com . . . . . . . . . . . . . .7

Enviro ........................................................................................54, 59 Gensun ......................................................................................50, 52 Golden Blount ............................................................................50, 54 The Hammock Source ........................................................................63

Golden Blount . . . . . . . . . . . . . . . . . . .(800) 833-1139 . . . . .www.goldenblountinc.com . . . . . . . . . .51 Infrared Dynamics (AEI) ....................................................................59 HPBA . . . . . . . . . . . . . . . . . . . . . . . . . .(703) 522-0086 . . . . .www.hpbexpo.com . . . . . . . . . . . . . . . .57

Infratech............................................................................................54, 60

Hearth & Home Technologies . . . . . .(888) 427-3973 . . . . .www.hearthnhome.com . . . . . . . . . . . . .72

Kuma Stoves ................................................................................50, 54 Les Jardins ..................................................................................52, 58

ICFA . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . .64 Louisiana Grills (Dansons) ..............................................................52, 58 IMC/ Las Vegas Market . . . . . . . . . . .(702) 599-3046 . . . . .www.lasvegasmarket.com . . . . . . . . . . .53 Infratech . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . .www.infratech-usa.com . . . . . . . . . . . . .34 Kingsman Fireplaces . . . . . . . . . . . . . .(204) 632-1962 . . . . .www.marquisfireplaces.net . . . . . . . . . .39

Lovinflame ..................................................................................54, 61 Marquis Fireplaces (Kingsman Fireplaces)........................................63, 65 Mendota Hearth ..........................................................................58, 60 MLW Stone ..................................................................................58, 61

Kuma Stoves . . . . . . . . . . . . . . . . . . . .(888) 714-5294 . . . . .www.kumastoves.com . . . . . . . . . . . . . .21 Montigo ..........................................................................................62 Les Jardins . . . . . . . . . . . . . . . . . . . . . .(213) 745-8883 . . . . .www.lesjardins.com . . . . . . . . . . . . . . . .35

Napoleon ....................................................................................56, 61

Lovinflame . . . . . . . . . . . . . . . . . . . . . .(800) 474-5587 . . . . .www.lovinflame.com . . . . . . . . . . . . . . . .17

Ortal ..........................................................................................56, 60 Outdoor by Design ............................................................................62

Mendota Hearth . . . . . . . . . . . . . . . . .(800) 553-5422 . . . . .www.mendotahearth.com . . . . . . . . . . . .3 OW Lee ......................................................................................56, 58 MLW Stone . . . . . . . . . . . . . . . . . . . . .(800) 477-7665 . . . . .www.mlwstone.com . . . . . . . . . . . . . . . .43 Napoleon Products . . . . . . . . . . . . . . .(866) 820-8686 . . . . .www.napoleonfireplaces.com . . . . . . . .15 Ortal . . . . . . . . . . . . . . . . . . . . . . . . . . .(844) ORTAL-FIRE . . . .www.ortalheat.com . . . . . . . . . . . . . . . . .47

Patio Renaissance ........................................................................50, 60 Plank & Hide ................................................................................61, 62 POLYWOOD......................................................................................63 Quadra-Fire (Hearth & Home Technologies) ..........................................59

OW Lee . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . .41 Patio Renaissance . . . . . . . . . . . . . . . .(866) 690-5673 . . . . .www.patiorenaissance.com . . . . . . . . . . .5 Plank & Hide . . . . . . . . . . . . . . . . . . . .(888) 462-6852 . . . . .www.plankandhide.com . . . . . . . . . .12, 13

Ratana ........................................................................................56, 59 Real Fyre (RH Peterson) ................................................................60, 63 Sunbelievable..............................................................................50, 56 Sunbrella ....................................................................................59, 60

Ratana . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919-1881 . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . .2 Sunrise Metal Shop ......................................................................59, 62 Sunbelievable . . . . . . . . . . . . . . . . . . .(336) 210-2630 . . . . .www.sunbelievable.com . . . . . . . . . . . .37

Sunset West ......................................................................................65

Sunbrella . . . . . . . . . . . . . . . . . . . . . . .(336) 221-2211 . . . . . .www.sunbrella.com . . . . . . . . . . . . . . . .49

Treasure Garden ................................................................................63 Twin Eagles ......................................................................................56

Sunrise Metal Shop . . . . . . . . . . . . . . .(260) 463-4026 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .26 Valor Fireplaces ............................................................................61, 62 Twin Eagles . . . . . . . . . . . . . . . . . . . . .(800) 789-2206 . . . . .www.twineaglesgrills.com . . . . . . . . . . .31 Valor Fireplaces . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . .www.valorfireplaces.com . . . . . . . . . . . . .9

Vermont Castings (Hearth & Home Technologies) ..................................61 White Mountain Hearth (Empire Comfort Systems) ..........................50, 52

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 VOL. 14, NO. 6 © 2019 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) 763-9261. WHILE THE PUBLISHERS HAVE MADE EVERY EFFORT TO ENSURE THE ACCURACY OF THE MATERIALS PRESENTED IN PATIO & HEARTH PRODUCTS REPORT, THEY ARE NOT RESPONSIBLE FOR THE CORRECTNESS OF THE INFORMATION AND/OR OPINIONS EXPRESSED.

70 PATIOANDHEARTHPRODUCTSREPORT.COM

Circle Reader Service No. 71

May every home have a HEARTH. It’s the focal point of the home. A place of calm and relaxation – of warmth and comfort.

Our family of brands gives you more choices to help you deliver that experience to every customer. May this season and the new year be your best.

Providing warmth and comfort where people live, work and gather.

Circle Reader Service No. 72