Patio and Hearth Products Report November/December 2021

NOVEMBER/DECEMBER 2021 | www.patioandhearthproductsreport.com

STANDOUT STOVES Page 18

SUCCESS IN ST. LOUIS

A Fabulous Furniture Fusion

RST BRANDS

AMERICAN MADE GRILLS

SIMPLIFIRE

BLAZE KING

Page 30

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CONTENTS November/December 2021

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77 50 Product Innovation – Beautifully Green

By Maura Keller A new line—NetZero Fire—is gaining a huge following as consumers shop for planet-friendly fireplaces.

54 Corporate Profile – Making a Splash

By Kimberly Rodgers Sunbrella responds in a big way to customers who desire high-performance fabrics for indoors and out.

8 Guest Editorial – Human Connection

By Jennifer Parrick A retail expert stresses the importance of forming and maintaining strong professional relationships.

30 Hearth Retailer – The Hot Spot

By Maura Keller A popular hearth retailer in the Show-Me State has countless new designs to show a growing customer base.

18 Spotlight – Sensible & Stylish

By Greg Thompson The season’s hot-selling stoves are notable for their practicality and striking looks.

34 Outdoor Grilling – BBQ Shrine

By Kimberly Rodgers For over 30 years, this Canadian shop has been known as the place to go for top-notch grills and accessories.

26 A Year in Review – Expert Reviews

By Larry Thomas Top retailers in our three industries share their opinions about a challenging yet prosperous year.

38 Showroom Showcase – A Fresh Start

By Sharon Sanders New owners of a beloved Delaware patio store look forward to serving the next generation of customers.

42 As I See It – Sound Synergy

By Sharon Sanders Outdoor meets indoor as two furniture makers join forces to form a winning partnership.

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46 My Turn – Mission: Possible

By Laurie Rudd By focusing on creating high-quality, made-in-America furniture, Windward has earned its place in the sun.

56 Insight – The Right Stuff

By Cherise Forno A new pellet grill and flat top grill are the latest additions to Coyote Outdoor Living’s impressive product mix.

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DEPARTMENTS 6 Cheese – Publisher’s Viewpoint 10 Industry News 58 What’s New – 6 Hot Products to Sell Now

ON THE COVER | Blaze King (509) 522-2730 or www.blazeking.com 4

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60 Product Profiles 78 Product Profiles Directory 78 Ad Index

SET the STAGE for ENJOYMENT.

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OUTDOOR. ELEVATED.

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PUBLISHER’S VIEWPOINT

CHEESE When Spencer Johnson wrote his 1998 business bestseller, “Who Moved My Cheese?,” he obviously had no idea that COVID-19 and all of its ramifications would take place in 2020 and 2021.

Regardless, his book that would remain on the New York Times bestseller list for five years is as relevant today as it was 23 years ago. For those who are unfamiliar with the book, it’s an allegorical look at how to deal with changes in your work and in your life, the way people react to change in one’s work and life, and four typical reactions to those changes.

The book features four characters: two mice, “Sniff” and “Scurry,” and two Littlepeople, human metaphor, “Hem” and Haw.”

In the book, Johnson provides advice on how to deal with change. He offers seven basic tenants.

Change Happens – They keep moving the cheese.

Anticipate Change – Get ready for the cheese to move.

Monitor Change – Smell the cheese often so you know when it is getting old.

Adapt to Change Quickly – The quicker you let go of old cheese, the sooner you can enjoy new cheese.

Change – Move with the cheese.

Enjoy Change! – Savor the adventure and enjoy the taste of new cheese!

Be Ready To Change Quickly And Enjoy It Again – They keep moving the cheese.

In this issue of Patio & Hearth Products Report, starting on page 26, staff writer Larry Thomas presents “A Year In Review,” based on interviews with six specialty retailers. These six retailers represent the casual furniture, hearth, and outdoor grilling industry. To say that the past year and even the past 18-plus months has brought about considerable change would be a huge understatement. From material shortages, to increased shipping costs, to

Tony Ramos

shipping delays, to supply chain issues, to labor shortages, to workplace changes, to changes in consumer demand and preferences, change has been around every corner.

The striking thing about the interviews with the six retailers in “A Year In Review” is the ability of all six retailers to adapt to unparalleled change, move with the times and the situation at hand, make adjustments, and refine their way of ordering, stocking product, working with staff and most importantly, working with their customers. One of the benefits of an industry that is comprised primarily of small to mediumsized businesses, as well as an industry that is comprised almost entirely by privately owned businesses, is the ability to turn on a dime and to not allow the barriers, obstacles, and the quicksand of a bureaucracy to bog things down.

It also helps greatly when manufacturers and retailers have developed a true partnership to ensure each other’s mutual success.

At this year’s International Casual Furnishings Association Apollo Awards, which coincided with Casual Market Chicago in September, the 2021 Manufacturer of the Year award was given to Telescope Casual (Granville, New York). During her acceptance speech, CEO Katherine Juckett passionately saluted each and every retailer and manufacturer in the industry for their hard work, dedication, and commitment to operating during very challenging and trying times, and the ability of each and every retailer and manufacturer to deal with a litany of changes, while still providing residential and contract customers with quality products and exemplary customer service, which have always been the hallmark of the patio, hearth, grill, outdoor kitchen, and outdoor living industry. Without knowing it, Juckett was describing an industry that is made up of individuals who don’t wear the “Who Moved My Cheese?” label of “Hem” and “Haw.” As we move into 2022, let them continue to move the cheese. This is one industry that knows how to react.

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MUST READS ∂

With many retirees moving to areas in the U.S. where housing costs are lower, a surge in homebuilding and remodeling has benefited patio, grill, and hearth stores.

Expert Reviews, p. 26

∑ This retailer’s website offers an 880-pound, yet easy-to-assemble, wood-fired oven that ships in a crate that’s only 15” high, thanks to a partnership with a local manufacturer.

BBQ Shrine, p. 34

∏ According to a hearth expert with NetZero Fire, the two best ways to grow retail sales are: 1) embrace digital marketing and 2) have product on the floor.

Beautifully Green, p. 50

π In response to supply chain issues, Glen Raven (Sunbrella) has more than doubled production in its spun-yarn plant in North Carolina.

Making a Splash, p. 54

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GUEST EDITORIAL

BY JENNIFER PARRICK PUBLISHER

HUMAN CONNECTION

Tony Ramos tramos@peninsula-media.com MANAGING EDITOR Carol Daus caroldaus@gmail.com ART DIRECTOR

IN FULL DISCLOSURE,

I struggled with what to write for this column. With the huge elephant in the room being the supply chain issues, the relevance of every other topic seemed insignificant. But as the deadline neared, what continued to come to mind was the term “human connection.”

It’s also one of the current buzzwords in the design and home improvement industries, yet the concept is not new at all. In fact, it’s as old as mankind.

Let’s face it...this past year has been hard. And this upcoming year looks to be no walk in the park either, with all the uncertainties of the supply chain and the pricing threshold in question.

As I spoke with others in our industry while attending Casual Market Chicago, I realized that was the topic we all circled back to in almost every conversation from company leaders, buyers, reps, and manufacturers alike.

“Human connection.” “Personal relationships.” “Authenticity.” All terms for what people are craving right now. In this age of Zoom calls, e-commerce, and digital everything, that is what people are seeking more and more.

My parents built our family business, Richs for the Home, on the values of integrity and trust with the manufacturers and customers, and established top-down leadership to their employees. They realized the importance of valuing relationships with people, and that is their legacy.

And now that my husband and I have branched out, it is also one of the building blocks of our business. We have built Casual Design Source on interpersonal relationships, with not just our clients, but with our vendors and our reps. This is something we feel strongly about. We know that at the beginning and end of every transaction is a human interaction.

With our clients, we know that establishing trust is paramount to not just the initial sale, but equally and even more importantly, the follow-up busi-

ness. Our growth is due to customer referrals more than any other avenue.

We feel very strongly about servicing our customers and having impeccable follow-up. While we are still small and have kept to a manageable size in part to be able to do this, we are definitely looking into how to scale that.

On the front end, our clients trust us as experts, both in product knowledge and in design capabilities. They expect us to guide and educate them on making an informed decision in designing and helping select products for their outdoor space.

We had a potential client recently contact us who had added a large outdoor space to their winery. She told me they had decided to purchase their furniture online, and had been working with the company via phone and emails, but was frustrated because they “just didn’t know what to do or how to arrange it all in their space,” and could we please help her? She had heard about us and seen our work at other wineries, and because of that, she wanted to work with us and purchase furniture through us instead of online.

In addition to product knowledge, being confident that we have a certain level of design expertise goes a long way with our clients, whether they’re a residential consumer, hospitality management, or a designer.

Design is an important part of our industry. Being able to show clients the most updated styles and colors, as well as performing spacial planning, both on-site and via renderings, and creating mood boards has been very beneficial. People have a difficult time visualizing how a product will look and fit in their space unless they can see it in an elevation or layout format.

The 3D rendering software and VR programs are a game-changer, and I see this as becoming a necessity for all of us in this industry. I’ve had clients who were waffling on decisions until I showed them a rendering of how the product would look and fit in their space... and Ba-da-boom....sold.

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takes teamwork for all of us to be successful, and we value and appreciate them. It was so great to see faces and reconnect in person at Market, and to meet some of the CSRs for the first time and put a face to the name and voice that we talk to or email on a daily basis!

Almost every company leader I spoke with brought up how important personal relationships are after the struggles of this year. While we all have businesses to run, dealing with the struggles with grace and understanding goes a long way in supporting all of them in our industry.

Lastly, the relationships we have built with other retailers has been paramount to growing our company. I know that if I need an opinion or an answer on something, I can call any number of them and get an honest answer from someone who has dealt with similar issues.

After attending our first ICFA conference 4 years ago, we realized the value of relating to other retailers. If any of you have not attended a conference, get yourself signed up... you will not regret it. It has been an invaluable resource for connecting with other dealers and vendors.

As we all know, the outdoor space is something our clients are all dreaming about. According to 2021 Trend Report, 90% of Americans agree their Outdoor Living Space is more valuable than ever before, with 78% making outside upgrades during COVID-19.

And it’s not just the products, but how they envision using that space, whether it is family gatherings, entertaining friends, or relaxing while watching the sunset.

One of our unofficial company mottos is “people need to buy indoor furnishings, but they WANT to buy outdoor furnishings.” People want to be outdoors enjoying nature, cooking, playing, relaxing. Helping them to create this space is our passion.

Cassandra Estes cassestes1968@gmail.com COPY EDITOR John Nalley STAFF WRITERS Cherise Forno Maura Keller Kimberly Rodgers Laurie Rudd Sharon Sanders Larry Thomas 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 500 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax www.patioandhearthproductsreport.com Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 500 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com Subscription Inquiries: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890

Jennifer Parrick is co-founder of Freeland, Washington-based Casual Design Source and is on the board of the International Casual Furnishings Association.

Subscribe online: www.patioandhearthproductsreport.com Email: patioandhearth@omeda.com Phone: (847) 763-9261

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INDUSTRY NEWS POLYWOOD Launches Upscale Designer Series

POLYWOOD, the longest-established manufacturer of outdoor furniture made from genuine POLYWOOD lumber, is expanding into new markets with the launch of its PW Designer Series. Entrepreneur Magazine and The Spruce both ranked POLYWOOD makers of “The Best Adirondack Chairs of 2021.” PW Designer Series aims to expand the heritage brand’s profile beyond its flagship product.

“Our company has thrived for three decades because we’re committed to continual innovation,” says Doug Rassi, POLYWOOD founder and CEO. “PW Designer Series is born out of that culture to do things that have never been done before with the objective of creating beautiful collections made from genuine POLYWOOD that are true works of art.

With its premium materials, unparalleled craftsmanship, and exclusive

lumber and cushion colors, PW Designer Series is the next step in our evolution.”

The series will consist of multiple collections, launching with the Latitude collection that was introduced in October. Each will feature an array of refined outdoor dining, chaise, and deep seating lounge sets, which include customizable sectionals.

Award-winning interior design influencer Shayla Copas elaborates on why customers will appreciate POLYWOOD’s new collections: “I love that I can fill a space with PW Designer Series’ sophisticated pieces with confidence, knowing that I have the flexibility to layer them with designs that express my personality. The clean lines and crisp angles make the Latitude collection an instant classic that is as chic as it is comfortable with the exceptional craftsmanship I’ve come to depend

PW Designer Series

on from POLYWOOD.” From pieces like the Latitude End Table which starts at $495 up to the bold Latitude 8-Piece Lounge Sofa Set priced at $12,849—the modular nature of these collections offers flexibility for discerning designers and customers. As an added feature, POLYWOOD is partnering with white-

glove delivery providers who will assemble the customer’s furniture, place it in their preferred space, and remove all packaging on location.

POLYWOOD is now accepting orders for January shipments of the Latitude collection followed by the ultra-modern Elevate collection in April and the elegant Estate collection in May.

Napoleon Products Preps Exhibition Home For International Builders’ Show Napoleon Products will be supplying the outdoor kitchen, fireplaces, and the entire HVAC system for one of the exhibition homes at the International Builders’ Show scheduled for Feb 8-10, 2022, in Orlando.

According to Garry Scott, vice president of marketing, Napoleon is partnering with Hardwick General Contracting and KNB and Associates on this home because “the mission of the home aligns with that of Napoleon’s by focusing on sustainability, quality, and innovation in products and services.”

Exhibition homes are a prime opportunity to show products in a real-world setting, enabling attendees to see how everyday living can be enhanced. Beyond designing and crafting fireplaces, grills, and HVAC equipment, Napoleon provides builders with the consumer-based insight needed to improve designs and deliver homeowner satisfaction.

“We want to engage with builders and influencers to communicate a partnership that extends beyond

products to knowledge that helps them achieve their business goals,” Scott says.

Napoleon will display the following fireplaces: • Luxuria (Gas Fireplace) with Dynamic Heat Control Plus (Heat Management System) • Linear Gas Patioflame (Outdoor Burner) • CLEARion Elite (Electric Fireplace) • Alluravision Slimline (Electric Fireplaces) In the Grill category, Napoleon will provide: • Built-In 700 Series 38” with Infrared Rear Burner Propane, Stainless Steel.

The HVAC category will feature: • NS Series Heat Pump and Air Handler System (launching in November).

The Lake Sheen Showcase Residence is located near downtown Orlando and the world-famous Bay Hill golf course. Scott explains that the home will consist of 7,461 square feet of enclosed living area, including four bedrooms, four full baths, and

two half baths. There is also a four-car garage, 2,000 square feet of lakefront patio, a pool, and a 2,450-squarefoot deck.

“Show attendees are able to visit the home throughout the duration of the International Builders’ Show and a bus will be operating to and from the convention center,” Scott says. “Napoleon is featuring a celebrity partner [info coming soon] during a cocktail reception on Tuesday, Feb. 8 (5:30 p.m. to 8 p.m.). However, a reception 10

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Alluravision 50 Deep Depth Electric Fireplace

will be held all three nights of the show between 5:30 p.m. and 8 p.m. with food, drinks, and product demonstrations as well as in-home printed materials. QR Codes will be set up around the home correlating with all products to direct attendees to a digital destination where they can acquire additional information and resources.”

Regency Fireplace Products Selects David Fraser as President

Stig Maasbøl of ScanCom Wins International Award ScanCom International’s CEO, Stig Maasbøl, was announced the winner in the category “Green Solutions” at the 2021 HRH Crown Prince Frederik International Business Awards.

ScanCom, which is part of Lars Larsen Group, has become one of the dominating actors in the global market for design, development, and responsible production of outdoor furniture.

The award recognizes a person that has successfully driven and implemented initiatives that contribute to a better environmental effort, through presenting an outstanding effort in promoting sustainable Danish products, services, and values worldwide.

Maasbøl earned the award based on his involvement in driving projects of sustainability and ethical manufacturing and consumption. Specifically, ScanCom’s recycled plastic initiative, which focuses on the design and manufacture of high-quality outdoor furniture (made from recycled marine plastic and recycled post-consumer plastic) has

led to the trademarked lines DuraOcean and DuraLand, which are made from ethically sourced materials.

Working in accordance with the principles and direction Maasbøl implemented several years ago, Stig Maasbøl ScanCom sources post-industrial and post-consumer plastic waste.

With three uniquely developed formulas, the plastic is then turned into beautiful furniture.

This prevents the plastic from polluting the world’s oceans and landfills.

“It almost goes without saying, how pleased I am with being the recipient of this award. The recognition of His Royal Highness and the Danish Export Association for the efforts we at ScanCom are making, in accordance with our motto and principle of ‘Doing Business the Right Way,’ just strengthens my deepfounded belief that you can be

both responsible and ethical when manufacturing at scale,” Maasbøl says. “But I don’t like saying ‘I did’ or ‘me’ in relation to the work we do, as it is always a team effort. I consider myself a recipient of this prestigious award on behalf of the many colleagues and partners that have played a part in bringing our sustainable initiatives to life.”

HRH Crown Prince Frederik International Business Awards are aimed at spotlighting Danish companies that work responsibly and outstandingly to promote and deliver sustainable products, services, and values worldwide.

IMC Breaks Ground on New Casual Furniture Destination at AmericasMart Atlanta A new casual furniture destination is emerging at AmericasMart Atlanta. In preparation for the relocation of the International Casual Furnishings Association’s (ICFA) markets to Atlanta in 2023, owner and operator International Market Centers (IMC) has broken ground on the A five-story, 500,000-square-foot space will house the Casual Market in Atlanta, starting in 2023. redesign of multiple floors of AmericasMart’s Building 1 home furing redesign are part of IMC’s larger Atlanta NEXT nishings collection to create an all-new buying expeinitiative, a multistage capital and strategic investrience for the casual furnishings industry. ment plan by IMC and parent company Blackstone “For visitors to AmericasMart, it is evident that a transformative project is in the works,” says Bob to reimagine the AmericasMart buying experience.

The five-story, nearly 500,000-square-foot casual furMaricich, IMC CEO. “Construction signage and niture collection will serve as the new entrance to offline showrooms are indicators of our preparation and progress toward making Atlanta the new home AmericasMart Building 1 with an all-new main regfor the casual market.” istration area to welcome buyers beginning in The relocation of the ICFA events and the buildWinter 2023 during IMC’s Atlanta Market, the 11

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David Fraser has joined FPI Fireplace Products International (Regency Fireplace Products) as president, replacing Glen Spinelli, who retired after a 26-year tenure. Spinelli was responsible for reshaping FPI’s go-to-market David Fraser sales, distribution, and marketing strategies, ultimately leading the company to triple in size. Spinelli will remain an active member of FPI’s board of directors.

Fraser joins FPI with over 17 years of executive leadership experience in the residential, commercial, construction, and building materials industries across Canada and the United States.

He has held executive and non-executive roles with manufacturing companies such as Rockwell Automation, Schneider Electric, United States Gypsum Corp., and ASSA ABLOY. In addition to holding a degree in economics and business from Western University in Ontario, he has also participated in an international executive development program with INSEAD, Harvard, and the London School of Economics.

“I am looking forward to becoming an active member of Regency’s executive leadership team,” Fraser says. “It is an exciting time to be joining the Regency team as we emerge from the pandemic on a path toward accelerated growth.

Regency is a leader with a strong senior management team that brings incredible depth in the fireplace industry. I am looking forward to continuing to strengthen the legacy built by Glen and others over the past 40 years.”

nation’s largest gift product mix complemented by a broad selection of home décor.

Additional venue updates, to be completed in July 2023 before the first official Casual Market in Atlanta, include a new multistory lobby experience with high-end dining and amenities plus improved connectivity to the city’s famed Peachtree Street.

AmericasMart’s new casual furniture collection will offer spacious, modern showrooms that are purpose-built to showcase design-driven outdoor living brands on four floors with an additional floor of dedicated space for temporary exhibits. Since the announcement of the Casual Show relocation in 2020, some 40+ brands have committe d to showroom space in the new collection.

Newcomers opening in Winter 2023 include Agio-USA, Apricity, Alfresco Home, Bambrella USA, Barlow Tyrie, Berlin Gardens, Brown Jordan, C.R. Plastics Products, Castelle Furniture, Casual Cushion, Ebel, Elaine Smith, Gensun, Hanamint Corporation, Homecrest Outdoor Living, Illuminated

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INDUSTRY NEWS Trees, Inspired Visions, Jordan Manufacturing, Kettler Life Outdoor Living, Kingsley-Bate, Kingston Casual, Lloyd Flanders, MAMAGREEN, MoDe, O.W. Lee, Patio Renaissance, Pavilion Furniture, Plank and Hide, Seaside Casual, Summerset Casual, Sunvilla Corporation, Treasure Garden, Tropitone Furniture, TUUCI, Veranda Classics, Winston Furniture Company and Woodard–CM. Existing AmericasMart exhibitors committed to be a part of the new collection include Jensen Leisure Furniture, Lane Venture, POLYWOOD, Ratana, Summer Classics, Telescope Casual Furniture, and Three Birds Casual.

“The casual furniture collection is bringing brands to Atlanta that have never showed at AmericasMart before,” Maricich says. “It is a natural expansion of the discovery opportunities of our markets and in our open-year-round resources.”

The casual collection also will be open for the

Atlanta Market (January and July), Spring Market at AmericasMart (March), and Fall Design Week (September) as well as special events for commercial/hospitality industry, buying groups, key accounts and more. The location in AmericasMart Building 1 connects the casual furniture collection to 300+ home décor resources as well as 100+ holiday, floral, and seasonal product resources. It also connects via sky bridge to AmericasMart Building 2, which offers 70+ gardens and outdoor living product resources, alongside thousands of gift and lifestyle resources on 18 floors.

“The addition of the casual furniture collection creates new synergies for buyers and amplifies the new business opportunities for exhibitors,” Maricich says. “The Southeast is home to more outdoor retail outlets than any other region in the U.S., making the market’s new home at AmericasMart an economic driver for buyers and suppliers alike.”

OW Lee Names Charlie Smith Sales Rep of the Year

From left: Terri Rogers, Charlie Smith, and Brenda Pereyda

OW Lee presented Charlie Smith with its Sales Rep of the Year award for 2021 at Casual Market Chicago.

Smith has been with OW Lee for a long time, working alongside his father before taking over the Southern California and Southern Nevada territory in 2016.

“Charlie has grown to be not just a great salesperson, but a great extension of customer service in this time of unforeseen difficulty,” says Brenda Pereyda, sales manager for OW Lee. “He has stepped up and given our customer service help during our move to Texas.”

OW Lee’s Sales Rep of the Year award is decided collectively by OW Lee staff with regard to specific criteria. The award winner must work with other departments to ensure the customer receives the highest level of service possible. They have a positive attitude and are respected by peers. The winner balances service with sales to ensure a great customer experience.

Calessa Gomez Earns OW Lee’s Customer Whisperer Award

From left: Terri Rogers, Calessa “Cali” Gomez, and Brenda Pereyda

OW Lee awarded Calessa “Cali” Gomez with the Customer Whisperer Award for 2021 for her outstanding service and dedication to the OW Lee mission. Gomez joined OW Lee in 2011 as a customer service rep. She has been a rep for just about every sales territory and enjoys building great relationships with retailers and other reps.

“Cali is great in her customer service position,” says Terri Rogers, VP of sales. “She has a great rapport with her customers and sales reps. She works hard to develop her working relationships and it reflects in the service she provides. Over the years, I have heard more than once from dealers that she is the best customer service rep they ever worked with,

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JAYNE COLLECTION Ja yne c ap tu re s th e re l ax ati o n o f o u t d o o r liv in g w it h it s e n v e lo p in g s o f t n es s an d un iq ue us e of mat er ials .

O UT D O O R F URNIT URE A ND K ITCH ENS +($'48$57(56 Υ 9449 8th Street | Rancho Cucamonga, CA 91730 Phone: 909.989.9977 | Fax: 909.989.9970 | Toll Free: 866.964.4468 &+,&$*2 6+2:5220 Υ Merchandise Mart Suite 1667 | Chicago, IL 60654 GEN SU N CA SUA L .CO M

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INDUSTRY NEWS and they never want to lose her. She is always willing to take on more responsibility and will help anyone in any department.”

her a perfect fit for OW Lee in this region,” says Brenda Pereyda, sales manager for OW Lee. “We are thrilled to have her as part of the OW Lee team.”

Hutchinson-Sax Joins OW Lee as Sales Rep for New England

Outdura Promotes Mariia Elizarova to Senior Designer

OW Lee has added Laura Laura Hutchinson-Sax Hutchinson-Sax as an independent sales rep for the New England territory. She will work with both retail and contract accounts. Serving the outdoor industry for 19 years, primarily in upstate New York, she recently expanded her territory to include the New England states. Prior to that, she worked in a furniture store as a designer.

“Laura’s experience and personal reputation make

Sattler Outdura, a division of The Sattler Group, Austria, has promoted Mariia Mariia Elizarova Elizarova to senior designer for all Outdura casual furniture and Sattler shade fabrics. As part of the Sattler design team, led by design director Cornelia Pongritz, Elizarova is responsible for designing the beautiful fabrics that Sattler Outdura offers for their outdoor and shade collections. “Her relentless work and support for our Sattler and Outdura collections

along with her stunning designs and inspirations reflect her passion to the industry and her commitment to our brand,” says Ulrich Tombuelt, Satt ler Outdura CEO. Elizarova is an artist and designer with a fondness for woven textiles, fashion, prints, patterns, and illustration. She received her bachelor’s degree in Applied Arts from Saint-Petersburg State University in Russia, along with her master’s degree in Textile Art and Design from the prestigious Aalto University School of Arts, Design and Architecture in Helsinki, Finland. Elizarova, living in Graz, Austria, has worked as a staff designer for Sattle r and Sattler Outdura since 2015.

“I value the journey I am making with Sattler and the diverse experiences I am gaining along the way,” Elizarova says. “I appreciate this wonderful opportunity to expand my contribution to the company and enhance the Sattler and Outdura lines with new ideas and design creations. It has been great to meet with our clients and retail partners during my recent trip to the Casual Market Chicago, to celebrate our mutual achievements of this challenging year and, of course, to set up exciting new goals!”

DuraVent Acquires Hart & Cooley DuraVent recently acquired Hart & Cooley, which brought together two industry leaders in the building products marketplace. Both companies have a long history in the hearth and HVAC industries with legacy brands and innovative products. “Our immediate objective is to build one unified company, with one team, focused on world-class manufacturing and distribution,” says DuraVent President and CEO Simon Davis. “We are guided by our passion for innovation and commitment to creating the benchmark for responsive customer service.”

DuraVent also owns Security Chimneys in Montreal, Canada. Hart & Cooley is a leader in HVAC, manufacturing and distributing a portfolio of some of the most recognized and trusted brands in the industry, including Selkirk, AMPCO, AmeriVent, Heatfab, and MILCOR.

Marc Austein Joins Glen Raven as VP of Corporate Development Marc Austein has joined Glen Raven Inc., a leading provider Marc Austein of innovative textiles and performance solutions, as vice president of corporate development. As a member of Glen Raven’s executive leadership team, Austein will work closely with Glen Raven leadership to identify and implement growth strategies for the company, including new acquisitions and partnerships for Glen Raven’s global business.

“We’re doubling down on our commitment to

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future growth through significant investments to enhance our operations and by hiring top talent like Marc. He brings to Glen Raven great passion, smart thinking and solid experience, and we’re thrilled to have him join our team and help us continue to grow the company,” says Leib Oehmig, chief executive officer.

Prior to joining Glen Raven, Austein served as a senior director of strategy and corporate development at Tyson Foods, overseeing strategic planning and key initiatives for the company’s $9 billion Prepared Foods Segment. Previously, he spent 10 years developing and executing growth strategies as a member of The Cambridge Group’s leadership team.

“Glen Raven has a strong legacy and a bright future,” Austein says.

“I’ve already seen the commitment and energy, and leadership has demonstrated they are willing to make significant investments to ensure the company reaches its growth potential.”

Austein’s hiring comes on the heels of Glen Raven’s recent announcements to invest more than $250 million to significantly expand the company’s global capacity and support its focus on sustainable manufacturing.

Daniel Guelbart Receives Shademaker’s Annual Sales Representative Award

tomer growth for the industry-leading contract line. He represents Shademaker’s products in the Northeast.

Guelbart, who began working with Shademaker in 2011, was designated for exhibiting excellence in customer service, superior product knowledge, and territory and customer sales growth of the Shademaker contract

brand, as well as Jardinico and other leading lines. With over 40 years’ experience in sales and marketing, he is passionate about showcasing best-in-class design for his customers.

“We are proud to recognize Daniel and his expertise and professionalism in luxury outdoor shade and the representation of our Shademaker line,”

says Kim Golson, national contract sales manager. “Daniel has been involved in all aspects of our industry.

His passion to remain on top of trends and to embrace innovation as it applies to the hospitality and design segment was a consideration in his selection as our Sales Representative of the Year.”

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Circle Reader Service No. 17

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SPOTLIGHT

Stove sales remain strong as consumers search for ways to heat their homes with flair.

BY GREG THOMPSON

Sensible & STYLISH THE LINE BETWEEN STOVES

and fireplaces occasionally gets blurred with innovative designers incorporating color, efficiency, and long-burn capacity. The dozen companies represented in this issue’s spotlight offer stoves with style and practicality. If some of them appear to be hybrids, customers don’t seem to care.

For dealers, the bottom line is what counts, and that line has leaned firmly to the positive side of the ledger. “Stove sales are through the roof,” says David Kuhfahl, president of HearthStone for more than two decades. “We have already exceeded last years’ sales, and we do not see a letup in demand.”

Aiming for aesthetic appeal, HearthStone does not TOP RIGHT: Boxer 24 (BX24) Freestanding Wood Stove from Blaze King.

MIDDLE: The THEIA-AMB Stove from Energy Distribution.

BOTTOM RIGHT: Enviro S50, Carrara White, Pole Pedestal, Painted Steel Liner, Birch Log Set.

make any “functional looking” stoves. “They all have great curb appeal,” Kuhfahl adds. “The addition of TruHybrid combustion also gives incredible efficiency and burn times of up to 30 hours, which is a great convenience, and with a 26% installation tax credit, they are very desirable.”

“Stove sales have been strong over the last few years,” adds Kyle Grant, director of marketing at Regency Fireplace Products. “As with all fireplace categories, stoves received a strong 18

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boost during 2020 from increased spending on home renovations. That trend appears to be continuing in 2021.”

Taking advantage of that trend depends on product diversity, which runs the gamut from ultra-modern to rustic—something for every customer taste.

NAPOLEON Officials at Napoleon (Barrie, Ontario) recently

TOP: Gateway 1700 featuring a nickel door frame and pedestal from Empire Comfort Systems Inc. MIDDLE: Napoleon S-Series-S20 Wood Stove.

BOTTOM: The Stûv 16-cube design. (Photo by Evelyne Dextrateur Photography).

relaunched the company’s popular S-Series Wood Stoves, including the S20, S25, and S-Series Wood Inserts (S20i and S25i). The S series encompasses small and medium wood-burning models that are clean, contemporary, and perfect for those looking for modern style and easy cleanup.

For dealers who may question the enduring appeal of stoves, Christine Hamlyn, senior product manager, is confident that plenty of enthusiasm remains.

“Consumers still love stoves,” she says. “They love the heat a stove can generate and the smaller space it takes up, but they are looking for something that not only provides a clean burn but also looks great. Cast iron and old world style lends itself to modern farmhouse design, while Scandinavian contemporary design resonates with those looking for simplicity and functionality in one.”

Particularly for stoves with the right features, consumers are ready to embrace what amounts to a crossover product in the fireplace family. “Consumers are definitely looking for a stove that is easy to use, easy to clean, and is efficient,” Hamlyn explains. “For wood stoves, homeowners want to know that they can easily take out the ashes and clean the stove without making a mess. Tools like removable ash pans and drawers are critical to ensure that this process is seamless.”

Consumers are looking for warmth and practicality in a stove purchase, and Napoleon provides both with wood-burning stoves that feature burn times of up to eight hours. “Keeping toasty overnight isn’t a problem at all,” Hamlyn adds. “And with an output of up to 65,000 BTU, you’ll always be warm. No electricity, no problem. A wood-burning stove provides heat and light, no matter what.”

BLAZE KING INDUSTRIES INC. Ten months into 2021, Chris Neufeld, vice president of Blaze King Industries (Walla Walla, Washington) has seen enough to declare that “everything is selling this year” with wood-burning inserts doing exceptionally well. “As of last count, there were eight wood-burning inserts that qualified for the 25D Biomass Tax credit, and we make three of those eight,” Neufeld says. “The tax credit has really fueled the solid fuel sector, and homeowners are investing tremendous amounts of money on their homes.”

Over the past couple of years, Blaze King introduced units with wider glass and taller freestanding models. “The wider glass allows for a greater viewing area and is more aesthetically pleasing, especially in fireplace inserts,” Neufeld says. “The taller wood stoves result in less bending over to load fuel, which is popular with older consumers who heat with wood.”

These types of conveniences add up. “2020 was a tremendous shot in the arm,” says Neufeld, a 25year Blaze King veteran. “Our sales were up double digits in our wood product line. This year, in part 19

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SPOTLIGHT thanks to the 25D Tax credit, our sales have more than doubled versus last. Families just want to have some peace of mind with all the world events and global concerns. In 2015 and then again in May of last year, the number of EPA-approved wood and pellet heaters was slashed tremendously, focusing consumers toward products that are still available.”

Consumers have always been focused on burn times. According to Neufeld, deep fireboxes that require less frequency of ash removal are also getting attention. “Efficiency is key now,” he says.

“With the continued tax credits and with the robust 25D incentives, consumers want qualifying products.”

ENVIRO AND URBANA Enviro and Urbana brands at Sherwood Industries Ltd., Manufacturers of Enviro Hearth Products and Urbana Luxury Fireplaces (Victoria, British Columbia) have done well over the past two years, with high growth. Cherbel Yousief, president and CEO since 1989, reports that demand has “been more than availrequirements have made wood stoves a bit more expensive “and that also adds to the appeal of pellet or gas stoves.”

The Enviro brand will be introducing the S50 gas stove in December 2021. Described as a highend product targeted for modern or transitional settings, the stove is designed to satisfy aesthetic requirements while addressing practical needs. “Most consumers' number one need seems to be aesthetics, followed by log-burning realism, efficiency, and price,” Yousief says. “Consumers previously used to be more price focused, but we noticed in the past two years that there has been more emphasis on the general look of the product and how it fits the customers' existing décor.”

WITTUS-FIRE BY DESIGN Wittus-Fire by Design (Pound Ridge, New York) features Germanmade products, most recently the Eva, Lea, Tatiana, and Zelia models.

According to Patti Boker Elkon, PR & marketing, the 600 & 700 freestanding modular stoves come with a choice of four bench options.

“Superior hands-on craftsmanship combined with innovation and highquality materials are signature details of this line of elegant wood-burning stoves,” Boker Elkon says.

De Manincor wood-burning cook stoves are also available in a traditional kitchen style, and Boker Elkon confirms that they feature colorful side panels “with or without rails and two sizes—Domino 6 & 8 Maxi. New colors, Apple Green and Sky Blue, reflect the colorful palettes we are seeing in many areas of home décor.”

able supplies and back orders continue to build.”

“Considering the 50% to 70% growth in business over the past two years, we have been adding more positions to maintain the high level of customer service that we pride ourselves on,” Yousief says. “Positions include outside and inside sales support, purchasing, marketing, production scheduling, and general assembly staff.”

With “major growth in stove sales” over the past few years, Yousief sees that most long-time wood stove users are opting for “a bit more convenience so they are looking at either pellet or gas stoves as a replacement.” He adds that new EPA

TOP: The PHR VC Dauntless from Hearth & Home Technologies.

MIDDLE: Modular Freestanding Stove-700 from Spartherm.

BOTTOM: Shaker Wood-Burning Stove from Wittus-Fire by Design.

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The Shaker stove, designed by Antonio Citterio, remains a popular model at Wittus, and is available in a short and long version with right or left side door opening options.

Inspired by classic American Shaker furniture, the Shaker stove fits contemporary and traditional home styles.

“The Stack and Rondo stoves from La Castellamonte are also a colorful option for those who want the latest trend color in the home,” Boker Elkon adds. “Located in the Turin region of Italy, the stoves are manufactured using local clay and are handcrafted and custom made with a choice of bright colors and two finishes in matte and gloss.”

The offerings are diverse; and Boker Elkon recently hired a social media expert, Jon Chattman, to increase the company’s presence on Facebook and Instagram. The help is welcome because the contemporary stove market has taken off this year.

“Streamlined, well-made stoves and fireplaces with high efficiency are very popular,” Boker Elkon says. “Many shoppers are putting outdoor living spaces in their plans and using some of our products on screened-in porches.

The Shaker stove is a popular choice for this treatment. Color is also very important in the home and we have the Stack & Rondo stoves plus the cook stoves and tile-clad Stromboli.”

HEARTHSTONE HearthStone (Morrisville, Vermont) recently rounded out its Traditions line with the Shelburne and Craftsbury models. “These are names we had in the past, but are totally new TruHybrid designs,” says David Kuhfahl, president. “We also have a new Clydesdale Wood fireplace insert and a new Mansfield large woodstove.”

HearthStone introduced the Hase Bari and Hase Bari Plus this year, both Euro style with a small footprint and “uber efficient, renewed, and upgraded” from the older ones.

Kuhfahl adds that all of these stoves are multi-burn rate certified and feature HearthStone’s TruHybrid designs, exceeding the efficiencies required for the 25D tax credit.

While “everything is a best seller this year,” Kuhfahl adds that, “In sheer volume, the mid-sized Heritage and Green Mountain 60 are best sellers. It all amounts to a lot of good news, and HearthStone hired Joe

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Circle Reader Service No. 21

SPOTLIGHT RIGHT: Holly Flow from Ravelli.

BELOW: The F3500 from Regency Fireplace Products.

Burns as vice president at the beginning of the year to help guide the company and the message.

“Joe has 20 years’ experience in the industry and is preparing to take over as president on January 1 [2022] as I spend more time with my hobbies and my family,” Kuhfahl says. “I will remain part time for a couple years.

We also hired a marketing professional, Bethany Sargent, and she brings a new perspective.”

All HearthStone wood stoves are 2020 compliant as well as meeting the newest ADEC levels of emissions and efficiency. All of it is designed to appeal to a wide demographic, including younger buyers. “Millennials are buying homes and getting more traditional,” Kuhfahl says. “We are seeing an uptick in demand for the Hase Bari stove. It has a small footprint and is available in nice color configurations. The younger generation appreciates the clean styling.”

REGENCY FIREPLACE PRODUCTS Hard work from engineers at Regency Fireplace Products (Delta, British Columbia), has paid off in recent years, producing catalytic and noncatalytic 2020 certified units.

According to Kyle Grant, director of marketing, the result is a full line of high-quality stoves that are suited to every type of wood burner—from casual users to those heating their homes year-round.

“As with the rest of the fireplace

HEARTH & HOME TECHNOLOGIES Hearth & Home Technologies (Lakeville, Minnesota) launched the Vermont Castings Dauntless wood stove last year. The medium-sized wood stove was designed for consumers who want reliable heat and enjoy cooking at home. Karen Smeltz, category director of stoves, explains that the cooktop griddle and cooking grill on the unit “greatly enhance the cozy home experience and gives peace of mind to consumers.”

Vermont Castings is geared toward home interiors that are trending toward a blend of styles that feature modern and tr aditional elements. “In general, neutral palettes with pops of color are also very popular,” says Smeltz, a 20-plus year veteran with Hearth & Home. “Luckily for the stove industry, the nostalgia of a stove isn’t going away. The secure feeling of warmth, memories, peace of mind, cost savings, and feeling of being prepared for anything is very relevant in our world today.”

Smeltz believes that consumers primarily explore the stove category to find dependable heat, and th ey assume efficiency and performance.

From there, consumers should ponder four key questions: Is it enough heat for the space? Is it easy to use? What are the maintenance requirements?

Which one matches the home style?

“The ease of use means user interfaces that are intuitive and make consumers feel confident using their stove,” Smeltz explains. “Stoves need maintenance but the frequency and duration of maintenance is very different among fuels and technologies.

At H HT, we aim for the lowest maintenance, and when it is needed, it should be quick and easy.”

industry, consumers are increasingly looking for more choice and customization options when it comes to their wood or gas stoves,” Grant says.

“With the rise of Instagram, Pinterest, and other visual image-sharing platforms, consumers are increasingly looking to create a ‘look.’ They need a stove that will help tie the room together. By offering more units, in more sizes, with more accessories and more finishings than ever before, Regency is poised to take advantage of this trend and help consumers create the look of their dreams.”

Looks catch the eye, but Grant notes that consumers are also increasingly looking to save on heating costs.

Regency fuels this demand with its generation of 2020 NSPS-certified stoves that have longer burn times and improved efficiencies. “This leads consumers to replace older stoves with modern units,” Grant says.

“From our discussions with customers and dealers, we believe that a blend of product features helps to create a popular stove, including fuel efficiency, ease of u se, burn time, aesthetics, and easy maintenance.”

For dealers hoping to appeal to a younger demographic, Grant reports: “We are seeing lots of interest in the contemporary units with the younger consumers. Typically, the younger the consumer the more contemporary unit they want, unless they are going for a very specific traditional unit for their farmhouse look or other traditional style.”

STÛV AMERICA A few months ago, Stûv America (Bromont, Quebec) launched the Stûv 30-compact ONE BLACK. 22

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Available in black only, the model is positioned as a single-door wood stove. It features a large glass door that enables an expansive view of the fire.

Much like its counterparts, the Stûv 30-compact and Stûv 30-compact H, it can rotate a full 360°.

While these models are in their relative infancy, the Stûv 16-cube has established itself as a best-seller for more than three years. “It offers a breathtaking view of the flames with a clean, sleek design that blends in perfectly with any décor,” says Nadia Gilbert, marketing and customer service director. “Its large opening allows for abundant radiation of heat.”

Officials at Stûv America recently acquired cutting-edge lifting equipment to facilitate the work of production employees. According toGilbert, units can now be manufactured and assembled “without the backbreaking work of handling heavy loads.”

The new equipment is being put to good use, fashioning stoves with a modern look. “I think that contemporary style is most popular with today’s consumers,” Gilbert says. “We offer a range of products with a contemporary look and we see a great response, probably because this style easily blends with any décor. Beautiful, functional and timeless, our modern wood stoves adapt to the activities of the occupants.”

Consumers are looking for stoves that are easy to maintain, simple to use, feature a refined design, meet today’s energy needs, and are environmentally friendly, Gilbert notes. “For several years now, our wood stoves have met the strictest environmental standards in North America, including the EPA NSPS standards,” Gilbert says. “They have been designed in such a way that their impact on the environment is practicall y nil. For example, air injectors at the top of the combustion chamber allow for a secondary combustion of the gases, thus reducing the release of

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Circle Reader Service No. 23

SPOTLIGHT fine particles into the air.”

Add it all up and the appeal to the 30-something demographic remains strong. “Young consumers love sleek, modern-looking appliances,” Gilbert says. “Our streamlined, minimalist wood stoves allow for a mix and integration of different styles between the unit and the décor while still letting their personality shine through and add a one-of-a-kind touch to a room.”

SPARTHERM Officials at Spartherm (Melle, Lower Saxony, Germany) have been busy fashioning a new 2020 EPA range.

The Gemuetlichkeit range offers two sizes and six products, all available as insert/zero clearance fireplaces and as stoves.

“We try to combine as many positive features into our design so that the aesthetics are wow and the fire burns clean and environmentally friendly,” says Markus Aumann, international sales manager, Africa/Asia/North America. “The secret is to try and do all these things but still have a fire that is visible and clear. Our main goal is to create ‘Gemuetlichkeit’ [a feeling of comfort, togetherness and elegance] in the lives of our customers.”

Relying on communication with customers takes some of the guesswork out of product introductions, leading to “new and vibrant” offerings that satisfy demand for contemporary, functional, wood-burning units that serve as a focal point in the home. “The interesting thing is that the products are used in different settings from ultra modern to traditional,” Aumann says.

“The concept of the view of the fire from different areas of a room is very appealing to our clientele.”

To capture the elusive 30-something demographic, Aumann says: “Young people will probably choose the freestanding versions of our ‘Gemuetlichkeit’ range. In combination with a designed bench, it is an eye-catcher in a modern living room—without being too fancy and too far away from the American wood-burning tradition.”

EMPIRE COMFORT SYSTEMS INC. Within the Empire Stove Brand from Empire Comfort Systems Inc. (Belleville, Illinois), the Gateway 1700 has been the company’s bestselling

model, with the Gateway 2300 in close second. Nick Bauer, president, reveals that the two models are designed to heat between 500 and 2,100 square feet, “which we know is the sweet spot for stove sizing in most homes.”

Empire officials are well placed to gauge that sweet spot, with 89 years in business for a company founded by Bauer’s great grandfather in 1932.

While many stove stylings are trending toward contemporary, the family draws on its history and finds success with more familiar styles. “We still see a strong push toward contemporary styles on some of our other product lines,” Bauer says, “but when it comes to our stove products, consumers tend to stay fairly traditional.”

Sales for those traditional stoves have been “very strong” since 2019, with Bauer attributing a “fair portion of those sales caused by some shake-up in the manufacturer field due to the 2020 NSPS regulations allowing us to take market share.”

Another part of that market share is due to a keen focus on ease of use and durability. “We wanted to make sure that our products were easy for the customer to use not only during first ignition but throughout the burning process,” Bauer says. “There was also extra attention paid to using quality materials and workmanship so that customers could use their stoves for years to come.”

“Our focus has always been on how we can provide an easy-to-use product that still meets the 2020NSPS,” Bauer continues. “With this in mind, we chose to keep our stove design simple, including features such as a one-lever air control, integrated air wash system, and no-mess ash pan.”

Mansfield from HearthStone.

The setup will improve the availability of spare parts and products, thanks to more frequent containers coming in from Italy to North America.

“The Italian product has always been greatly appreciated all over the world,” says Tabarelli, who also serves as CEO for the Italian branch of Jøtul.

“Simplicity and harmony make it immediately identifiable. AICO creates products that surprise, taking care of the details and enhancing their beauty—making them the focus of attention between furnishings. The Pellet technology is clean, the environmental impact is low, and the flame in the hose creates a family atmosphere. Compared to wood, they are more efficient and have a longer autonomy.”

All the features combine to generate interest in a stove with considerable European flair. Design acumen is only one aspect of stove production, and recent rules have made compliance difficult. Ravelli has relied on its international experience to navigate the rules.

“The regulations—not only in the U.S.—are becoming very strict,” Tabarelli says. “Ravelli is an international company selling in more than 40 countries that help us to have products with the highest efficiency and lower emissions. We are in strict contact with our certification company in Canada and EPA. Our collaboration helps end users to use the stove in a safe environment with respect for the planet.”

RAVELLI Owned by AICO SpA, the Ravelli brand (Brescia, Italy) has a selected range of products available in the United States, specifically four stoves: Vittora V, Francesca, RV100C, and RV 80 plus one insert called Roma.

Francesca is the best seller, primarily due to what Marco Tabarelli, chief commercial officer, calls the product’s “ease of use and nice design.”

A simplified distribution network in North America involves one partner in Canada (www.powrmatic.ca), one for the West Coast (www.wingsales.com), and one for the East Coast (deanshouseoffire.com).

ENERGY DISTRIBUTION The appeal of cast iron has contributed to the eye-catching offerings from Energy Distribution (St. Alphonse, QC). Units in the AARON/NELSON collection 24

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show off the good looks with seethrough wood stoves that favor clean lines to foster a more open space. “It’s also made of 100% cast iron,” says Martin Ares, president, “which radiates all around the room for a cozy atmosphere.”

Recent launches such as the Invicta Kazan, Kazan GA and Kiara have done well, and Ares hints that a new model is in the works for 2022. “It seems that customers are going back toward wood burning, and they’re looking for something different— more modern or with clean lines and a big view of the fire,” Ares says.

“Wood stoves are not only heating appliances, they are more and more part of the décor. They are pretty much a piece of art in the room.

That’s why we have good success with our Invicta stove.”

Ares maintains that designs with clean lines are easier to fit into any décor, saying that clean lines “could fit with a modern look or traditional.”

The theory is backed up by positive numbers in recent years. “It seems that wood burning is back,” Ares says.

“We’ve seen quite a good sales increase.

We think that customers are looking back at wood stoves since it’s not fossil fuel, and it’s not just a black box anymore, but part of the décor.”

Energy Distribution designers pay close attention to aesthetics, but they’ve opted for a single burn rate because it’s easy for any customer to work it. “The primary and secondary air is preset in the factory to be environmentally friendly, with good efficiency and clean glass,” Ares says. “In fact, the secondary air that is pushed onto the glass keeps it pretty clean for long periods of time.”

Circle Reader Service No. 25

A YEAR IN REVIEW

EXPERTREVIEWS Retailers offer their opinions about consumer demand, supply chain challenges, market trends, and much more.

BY LARRY THOMAS

Doug Sanicola

AS 2021 WINDS DOWN and 2022 brings promise, Patio &

Hearth Products Report sat down with six top retailers in the casual furniture, hearth, and grill industries to reflect on the past year and to discuss what’s in store for the year ahead.

CASUAL FURNITURE For casual furniture retailers, 2021 truly was the best of times—and the worst of times. All at the same time.

It was the best of times because most retailers obliterated pre-pandemic sales records as travel-restricted consumers focused on their homes. They bought outdoor furniture, lighting, and accessories at unprecedented levels, as upgrading outdoor living spaces became a top priority.

But sales were so brisk that casual furniture manufacturers, raw materials suppliers, and shipping companies couldn’t keep up with demand. Lead times of 6 to 12 months—not weeks—became the norm, and there’s little indication it’s going to change anytime soon. Everyone is still playing catch-up as 2 021 wraps up.

“The supply chain has just gone insane,” says veteran retailer Doug Sanicola, president of Outdoor Elegance in La Verne, California. He adds that the supply chain woes are difficult to explain to consumers, even though furniture is hardly the only industry experiencing these issues.

“They just have to understand that if they’re going to place a special order, they need to be patient,” he says. “The factory may promise to build their furniture within a certain number of weeks, but then they find out the fabric won’t arrive in time, so it gets pushed back in the production schedule.”

Because of those issues, Sanicola and many other casual furniture retailers have seen their special-order business plummet this year. In Sanicola’s case, it has gone from about 70 percent of sales before the pandemic to about 25 percent of sales today.

“It’s now about what you have in stock,” says Chad Scheinerman, president of Scottsdale, Arizona-based Today’s Patio. “The average consumer,

Chad Scheinerman

unless they’re building a house or a vacation home, isn’t willing to wait months to get their furniture.”

Both Sanicola and Scheinerman said they placed large orders for the 2022 selling season during the summer of 2021—and they’ll be lucky to receive all the merchandise by early spring. Their strategy is to give consumers choices by stocking their most popular groups in at least two colors. That makes the product somewhat customizable and allows the consumer to have it delivered in a matter of days.

“You have to stock more than you ever have before,” Scheinerman says.

“It’s not easy to do because you have to have the space to store it and you have to have the capital to buy it. For retailers who don’t have the ability to stock large amounts of product, I think it’s going to be tough for them next year.”

Both men said pricing also has been a major issue this year, and they expect it to continue into 2022 as freight costs, in particular, are soaring.

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“Price increases are very hard to explain to consumers,” Sanicola says.

“Most of the (product) lines have gone up at least 20 percent this year, and if the consumer decides to wait, the price is probably going to go up another 20 percent by the time it’s purchased.”

Those issues require a recommitment to the topnotch customer service for which Outdoor Elegance and Today’s Patio are wellknown. Both said their stores have revised their sales techniques to focus on in-stock products but stay in constant communication with customers about any possible delays with their order.

“We have to make sure nobody has any unrealistic expectations,” Scheinerman says. “The communication between the retailer and the consumer at the point of sale is of the utmost importance. If a customer needs a product by a certain date, for example, we encourage them to look at what’s in stock.”

Sanicola and Scheinerman believe the furious pace of sales will continue into 2022, but they differ slightly on how long the momentum will last.

Scheinerman believes sales could level off by mid-year, but Sanicola isn’t looking for a slowdown until the fourth quarter of next year, if at all. “I think a lot of (consumers) are financially strong right now,” Sanicola says. “There’s a lot of money out there and I think there’s still a lot of support for our products.”

Scheinerman thinks sales could hit a plateau by June. “I don’t think it’s going to tank after that, but I don’t think it’s going to be what it was this year,” he says. “To repeat a year like we had this year … I think it’s unrealistic.”

HEARTH Faced with unprecedented consumer demand and an unreliable supply chain, this year has been a wild ride, to say the least, for hearth retailers. But the “best” may be yet to come in 2022.

Leading retailers don’t foresee much change on the demand side or the supply side, and that means the wild and crazy times are far from over.

“It has been crazy and continues to be absolutely insane,” says Bev

of the warehouse. And the availability of additional product is far from certain.

“If we can get product, I’ll have the best year I’ve ever had in 43 years in this business,” Panaro says of 2022. “But I can’t make money selling pictures.”

And they say the supply chain woes aren’t limited to new products. Parts are often in short supply—particularly items such as vent pipes, fireplace logs and fire pit burners. Earlier this year, in fact, Hawkins said her store ran out of

says. “And the more expensive wood stoves are actually going to be cheaper once the tax credit is added in.”

Fireplace Outfitters and J&O Fireplaces have plenty of competition from e-commerce sites and mass merchants, but both retailers say they’ve been able to fend them off by doubling down on personal service—even though it has stretched their staffs thin at a time when hiring new employees is challenging. “Our major advantage is

our highly recognized, highly decorated service team,” Panaro says. “It’s how we maintain personal relationships with our customers.”

Hawkins says she, her husband Jake (who’s the operations manager) and her service manager have all pitched in by going “in the field” to assist with estimates, deliveri es, installations, and the like—and it still has been challenging to keep up.

She says the company may have to

“ To combat supply chain issues, we are ordering product as soon as we get deposits and keeping ahead on our (inventory) stocking. It takes a lot of warehouse space and a lot of shuffling and reorganizing, but we are making it work.” —Bev Hawkins Bev Hawkins

Hawkins, president of Fireplace Outfitters in Hailey, Idaho. “As much as I’d be OK with a bit of a slowdown, I can’t see it coming in 2022.”

Her reasoning is simple.

Homebuilding and remodeling are continuing at a torrid pace in the area her store serves—and nearly every one of them has (or will have) at least one hearth product. “We have seen huge population increases as people with vacation homes started residing full time in those homes,” she says, noting that many of these new full-time residents discovered their former vacation home simply wasn’t big enough for year-round living.

At the other end of the country, Joe Panaro, president of J&O Fireplaces in Duncansville, Pennsylvania, is seeing a similar trend. Many retirees are moving to the area because of its low cost of living—and that’s also keeping central Pennsylvania homebuilders and remodelers extremely busy. “I’ve never seen so many houses being built,” Panaro says.

What concerns both Panaro and Hawkins, however, is the availability— or lack thereof—of product. Both retailers say they’re stocking more inventory than ever before, but it’s still flying out

Joe Panaro

vent caps, so she took a cap off of her personal direct-vent stove in order to resolve an issue with a customer’s stove while waiting for her order of new caps to be filled.

“To combat supply chain issues, we are ordering product as soon as we get deposits and keeping ahead on our (inventory) stocking,” Hawkins says. “It takes a lot of warehouse space and a lot of shuffling and reorganizing, but we are making it work.”

While sales of hearth products have been brisk this year, Hawkins says outdoor fire products have had particularly impressive growth.

Panaro, on the other hand, says his sales of wood-burning stoves have boomed—a feat he attributes largely to a federal tax credit for purchasing stoves that meet tough new emissions standards. He says he’s made sure all of the wood stoves carried by his store meet the new requirements.

“The vast majority of the stoves I sell are gas, but stoves that use wood and wood pellets have made a strong comeback due to rising oil prices (that make gas stoves more expensive to operate),” Panaro 27

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A YEAR IN REVIEW

Dan Casey

Tom Perelka

“ People are still looking for ways to increase the value of their home, and one of the ways to do that is adding an outdoor kitchen or seating area. And that involves the purchase of a grill or smoker.” —Dan Casey reduce showroom hours in order to better serve existing customers. That’s not an option she particularly likes, but she said the difficulty of finding qualified staff is leaving her with little recourse.

“While this seems short-sighted (because) we will lose some business, our goal is to offer the best products and service that we can,” Hawkins says.

“Customers can feel if they are really valued, or they are being ignored.”

GRILLING Although it has wreaked havoc on the restaurant industry, the pandemic has been especially kind to retailers that specialize in grills, smokers, and accessories. Their business has been—pun intended—on fire since pandemicinduced lockdowns ended last year, and the flame is still white hot as we move into 2022.

Leading grill retailers say people were forced to cook at home more than ever before in 2020, and they have been buying grills at a record pace ever since.

That led to some product shortages and other supply chain woes in 2021, but retailers say it didn’t dampen the enthusiasm of would-be grill masters. That’s why they’re convinced the sales

momentum will continue into 2022.

“The momentum has been building over the years, and I think it will continue,” says Dan Casey, president of Proud Souls BBQ & Provisions in Denver. “People are still looking for ways to increase the value of their home, and one of the ways to do that is adding an outdoor kitchen or seating area. And that involves the purchase of a grill or smoker.”

Tom Perelka, owner of Lancaster BBQ Supply in Lancaster, Pennsylvania, agrees. He points out that consumers are still flocking to his Saturday cooking classes. That tells him interest in cooking at home is still on the rise.

“As soon as we open up a class for enrollment, it usually sells out in a week,” he says. “It doesn’t matter if we’re cooking a brisket, a steak or even a turkey. People want to learn more about cooking at home.”

Perelka says his sales were off the charts in 2020—he had equaled 2019 sales by the first week of July—and says he probably would have equaled those figures this year if not for product shortages. “Our customer count is way up in 2021, but the average sales ticket is down because we haven’t

always been able to get the product they wanted,” he explains.

Both men say they’re seeing a fundamental shift in the consumer’s cooking habits as they recognize the ease and convenience of cooking at home.

“They now have money invested in their grills and outdoor patios, and because of that, I think they’re going to think twice about going out to eat,” Casey says. “You can have friends over and not have to deal with a loud, crowded restaurant.”

Those changing habits will not only bring recent grill purchasers back to their stores to buy items like sauces and grilling accessories, but it will also convince many who have enjoyed food from a friend’s grill to buy one of their own, he says.

Perelka allows customers to “test drive” a grill by firing up a demo unit at the store and cooking an item he or she brings from home. “It gives us an opportunity to do what we do best, and that’s working one-on-one with the customer,” he says, “I’d say 99 percent of the time, one of those grills either goes into the back of a pickup truck that day or I’m delivering one a few days later.”

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tomers by operating a meat locker stocked with high-quality beef and pork, and says people frequently make a meat purchase while buying grill supplies. “People can view us as their meat supplier or their butcher,” he says.

“We want to be a one-stop shop for everything for their grill. The only thing we won’t do is cook it for them.”

However, Casey and Perelka and their staffs have years of experience in cooking competitions, so they’re happy to offer tips and tricks for cooking just about anything. In fact, they believe such personal service sets them apart from mass merchants and e-commerce sites; and that service will be a key sales driver in 2022 and beyond.

“They’re just trying to sell you a product,” Casey says of the e-commerce players. “We get our customers a grill or smoker that they’re going to be happy with, rather than just blindly looking at something on a website.”

And as Perelka notes, he and his staff always welcome questions from customers, even long after they’ve sold them a grill. “You go to a big-box store and you’re on your own,” he says.

“You can’t call Home Depot and say, ‘How do I cook a chicken’?”

Circle Reader Service No. 29

HEARTH RETAILER

THE HOTSPOT

Exciting new products and a surge in customer demand ignite business for this St. Louis hearth retailer.

BY MAURA KELLER PHOTOS BY STEVE B SMITH

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t was in 1976 that Fireplace & Outdoor Living Supply (by Victorian Sales) in Fenton, Missouri, formerly known as Victorian Sales, entered the hearth scene. What began as a company selling wood and gas fireplaces, gas logs, and all necessary chimney repair supplies, has evolved into a leading hearth and outdoor living retailer that works closely with its customers in the St. Louis, Missouri, area and beyond. A second location in Farmington, Missouri, will be opening in la te November.

Today, husband and wife team, Austin Townsend, owner, president, and CEO; and Misty Townsend, owner and vice president, lead Fireplace & Outdoor Living Supply (by Victorian Sales). As Austin explains, throughout the store’s history, vented and vent-free gas logs have always been top sellers at the company.

“Another top-selling product is direct vent gas fireplaces and inserts,” Townsend says. “Of course, we can’t leave out the locally produced (Bellev ille, Illinois) Broilmaster Gas Grills (Empire Comfort Systems) that have always had a strong following at Fireplace & Outdoor Living Supply.”

Along with a wealth of gas-burning and wood-burning products, Fireplace & Outdoor Living Supply offers outdoor hearth products, including fireplaces, firepits and patio heaters, as well as barbecue grills and grilling accessories. In addition to carrying the Empire Comfort Systems’ lineup, the business also represents hearth and grill products from Napoleon, Regency, Kozy Heat, Valor, and Travis. Currently, Fireplace & Outdoor Living Supply boasts the largest retail burning display in the St. Louis metropolitan area.

FOLLOWING CONSUMER INTERESTS Just like consumer interests, fireplace products are continually evolving and improving. Far surpassing the inefficient, manually controlled fireplaces and gas logs of days past, today’s fireplaces are much more efficient, while offering great heat output. In addition, the leading-edge fireplaces being manufactured today can be simply controlled with a remote or smartphone.

Paying close attention to the technological advancements, including what drives consumers’ purchasing decisions

TOP: From left: Austin Townsend, Misty Townsend, and Tommy Brogan BOTTOM: Due to growing customer demand, Fireplace & Outdoor Living Supply has opened a second location.

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TOP: The stores’ owners say their customers are increasingly switching to efficient directvent gas inserts and contemporary designs.

BOTTOM: Fireplace mantels are dressed up with festive décor to appeal to shoppers’ emotions.

tial of adding an odor to the home during operation. All of these problems are solved by installing a direct-vent gas insert.

“And if heat is what a customer is looking for, direct vent fireplaces and inserts are their answer,” Townsend says.

around fireplaces, has helped make the store a success for nearly five decades.

“Today’s consumers prefer fireplaces and gas logs that have an electronic ignition system,” Townsend says. “The main benefit with an electronic ignition is that it doesn’t require a standing pilot.” As Townsend

explains to customers, this reduces the amount of gas being burned when the fireplace is not in use, saving money and also eliminating the extra heat produced when burning a pilot in the spring or summer.

Townsend is also seeing today’s consumers increasingly switching 31

from vented and vent-free gas logs to much more efficient direct-vent gas inserts. And the reason is simple: Gas logs can create a cozy atmosphere, but at the same time they don’t produce a lot of heat and can make the house very inefficient.

In addition, gas logs have the poten-

PATIOANDHEARTHPRODUCTSREPORT.COM

CUSTOMER-FOCUSED STRATEGIES In addition to taking the time to explain the nuances of the fireplaces offered, Townsend and the team work closely to identify exactly what type of hearth product would be ideal for a particular customer’s home environment. Because of this, as well as the company’s long history in the region, Fireplace & Outdoor Living Supply has earned accolades aplenty and relies heavily on its earned reputation to bring customers through the door.

“Our marketing strategy has been the same for years,” Townsend says.

“We strive to do the best job for each customer so they tell their friends, family and neighbors. We have a website but other than that, we haven’t had to advertise much. We try to stand out by

HEARTH RETAILER offering our customers a great product, with a reasonable price, and great inhouse service and installation.”

Being a local, family-owned business also drives people to partner with Fireplace & Outdoor Living Supply for their indoor and outdoor hearth and grilling needs. Townsend strives to provide a comfortable family-type atmosphere for both the retail staff and the store’s customers. “We have many products to choose from, as well as a custom fabrication shop, and we have years of experience installing and servicing many different types of fireplaces, gas logs, firepits and barbecue grills.”

FACING CHALLENGES HEAD-ON Like so many businesses across myriad industries, Fireplace & Outdoor Living Supply has been significantly impacted by the pandemic. As Townsend explains, when COVID first became a crisis, the hearth and outdoor living market instantly shut down.

“For approximately two months, new business was nonexistent,” Townsend says.

“All restaurant and hospitality businesses canceled their orders, existing customers canceled their service appointments. We were very uncertain what to expect next.”

Then, suddenly, business for Fireplace & Outdoor Living Supply took off as people realized they were going to be home more and everyone began embracing home improvement projects, including the fireplace. In addition, consumers started looking to expand their home environs as more people were sharing the same space for weeks (or months) on end. They turned their attention to improving their outdoor living and dining spaces.

“This sudden increase in home improvement was great, but it created a new problem: product availability,” Townsend says.

“Manufacturers were unable to keep up with the demand.” Unfortunately, this challenge has continued long after the initial COVID shutdown.

“Actually this year was worse than last year,” Townsend says. “Inventory in the fireplace industry is very difficult to acquire, with many manufacturers giving monthly product limits. This has

The showroom displays a wide array of products adjacent to a separate custom fabrication shop.

required us to be much more creative, and search new avenues to acquire product to keep up with customer orders.”

EMBRACING NEW OPPORTUNITIES Recent inventory and manufacturing challenges aside, Townsend is excited about the bright future of the hearth and outdoor living market. Not only do people love the warmth and atmosphere created by an indoor or outdoor fireplace, but the outdoor market itself continues to grow by leaps and bounds as people expand their living and entertaining space to the great outdoors. “Every year, there are new and exciting products released with the newest technologies,” Townsend says.

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That said, Townsend and the team at Fireplace & Outdoor Living Supply recognize that the hardest obstacle to overcome for the future of the fireplace and outdoor living industry is finding workers with the skills to service and install fireplaces, gas lines, outdoor kitchens, and all the other great products offered by the industry.

“Younger generations have been told college is the way to go if you want to be successful, but there are great opportunities for people who want to go to trade schools and work with both their minds and their hands,” Townsend says. “In our industry, you get to build very cool things and there is a great satisfaction and pride in that.”

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OUTDOOR GRILLING

BBQ Shrine Grilling fans adore this Ottawa store, which is both a retail destination and online source for all things barbecue.

BY KIMBERLY RODGERS PHOTOS BY JAMES PARK PHOTOGRAPHY

C

huck Shabsove, founder and owner of Capital BBQ, remembers returning home to Ottawa, Ontario, from the March 2020 HPBExpo in New Orleans with a pit in his stomach. This was at the start of the pandemic when cases of the novel coronavirus were beginning to multiply exponentially, and people everywhere were facing lockdowns and restrictions. “There was so much uncertainty in the air with cases climbing,” he says. “I wasn’t sure if we would have to start laying people off.”

Once home, however, Shabsove and his team began to see an unusual amount of activity on the company’s websites (www.bbqing.com and www.chadwicksandhacks.com). “We instantly knew we were going to be hit with a tsunami of orders,” he says.

The Capital BBQ crew came together quickly. Nicolas Rathwell, director of e-commerce, hired additional staff and purchased equipment for employees to work remotely. Joe Whitfield, general man-

ager and outdoor kitchen specialist, was an integral part of operations, hiring, training, and purchasing. Shabsove adds, “We were able to deal with the increased demand as we ramped up our ability to process the enormous amount of online orders we started to receive.”

Rathwell and Whitfield went on a buying spree, Shabsove says. The team wanted

to make sure they had enough “fuel in the pipeline” to service the orders that were flooding in. In fact, presidents of large manufacturers were calling Capital BBQ asking what they were seeing that facilitated such large purchases. He adds, however, “There is no substitution for our amazing staff who all worked tirelessly to process, fill, and keep our company’s reputation

TOP: From left: Nicholas Rathwell, Chuck Shabsove, and Joe Whitfield BOTTOM: Either online or at its impressive 7,000-square-foot Ottawa showroom, Capital BBQ is a retail destination for all things barbecue.

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TOP: Beyond an impressive array of product, Capital BBQ provides a range of services and experiences.

BOTTOM: Innovative products from Oven Brothers, including wood fired pizza oven kits and vertical joint rotisserie, are growing in popularity.

close to its 5-star rating.” Having placed staggered product orders with suppliers months in advance, the large amount of customer orders were easily fulfilled in reasonable amounts of time.

For over 30 years, Capital BBQ has been well known as a retail destination for all products related to barbecue— whether customers are visiting the store’s e-commerce sites or its impressive 7,000-square-foot showroom in Ottawa. Shabsove loves watching the reaction of customers when they set foot into the showroom. “They instantly know they have come to the barbecue specialists.”

The showroom is divided into several areas: charcoal/wood/pellet cookers, gas grills, outdoor kitchens/products, barbecue supplies and accessories, and fireplaces. Throughout each category, Capital BBQ offers a wide variety of products from top-name manufacturers.

Sales in every category have exploded since the pandemic began.

In gas grills, the Napoleon Prestige series is a big seller while sales of pellet grills have also increased. “We are see-

ing great success with Broil King, Yoder, Louisiana Grills, and Traeger,” Shabsove says. The Kamado Joe Classic III series dominates the ceramic category and sales of the Big Green Egg are on the rise. Outdoor kitchens by Urban Bonfire have been a big hit this year along with products from Oven Brothers including Big Bro wood-burning ovens, the iron Fuoco fire table, and its vertical joint rotisseries.

Beyond an impressive variety of product, Capital BBQ sets itself apart from other specialty retailers in its category by providing a range of services

and experiences. This includes servicing all brands it sells, along with selling products, and providing assembly and delivery throughout North America.

Furthermore, the team truly understands the benefits of the products they sell through firsthand knowledge, experience, and a real joy of gr illing. To that end, employees have cooked on every product the store sells.

“We are fortunate to have an indoor grilling area in the showroom, which allows us to demonstrate product under a large hood fan,” Shabsove says. Ultimately, the goal is to ensure that every cus35

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tomer who buys a product or service from Capital BBQ is fully supported throughout the lifecycle of the product. “‘We Create Backyard Heroes’ is our slogan and the only way to do that is to have the hero 100% satisfied with us.”

In 2018, considerable investments were undertaken to increase the company’s online presence. “We have strong web addresses among our different businesses, and Nicolas and his ecommerce team are always trying to enhance the online customer experience and functionality of our sites,” Shabsove says.

OUTDOOR GRILLING

“ Many times over the years, we have been referred to by our customers as a candy store and barbecue shrine and, quite frankly, we agree. We are definitely a Disneyland for the backyard hero.

”

OVEN BROTHERS Shabsove sees a trend of people returning to wood and charcoal cooking, making him excited about products from Oven Brothers—an innovative company based in Ottawa. Capital BBQ recently purchased a 50% interest in the business. “Products from Oven Brothers do an excellent job of complementing this segment.” The concept for the company began in 2017 when friends and business associates Gordo Jones and JP Normand wanted pizza ovens for their backyards but needed a product built from heavy duty materials capable of surviving Canadian winters.

The team designed an oven that could be shipped flat-packed in a crate and then delivered curbside to anywhere in the United States and Canada. The Big Bro is an e-commerce companies’ dream product because it weighs 880 pounds but comes in a crate that is only 15” high, Shabsove says. All ovens are designed for easy assembly by the user (using TabLoc technology) with no tools required—except for a rubber mallet. In addition to supporting North American manufacturing, all products are priced competitively and manufactured in the country in which they are sold.

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“It is sad that much of domestic manufacturing has gone overseas, and we are seeing the negative impact of this now. Supply chain issues have wreaked havoc in our industry as we have become more dependent on Asia,” Shabsove says. He adds that Oven Brothers (www.ovenbros.com) is taking the “farm to fork” mentality to manufacturing by creating jobs, reducing its carbon footprint, and supporting local suppliers. “The marriage of our two companies makes sense. Capital BBQ is an industry leader in the outdoor cooking arena, and we have the infrastructure to provide support.”

Shabsove has seen tremendous success selling Oven Brothers’ products, and he believes dealers that are passionate about cooking with wood will have the same su ccess. “We are going to be very selective with the dealers we set up in Canada and the United States.”

Shabsove entered the outdoor grill segment by purchasing Capital City Appliance in 1988. The company’s primary business was servicing electrical appliances and power tools with about 10% of revenue coming from the sale of barbecues and accessories. However, by 2000, the barbecue category grew to 50% revenue, and the company changed its name to Capital Appliance & BBQ. By 2004, the focus solely became barbecue, and the company is now one of the largest independent barbecue retailers in Canada, changing the business name to Capital BBQ in 2009. In 2001, Capital BBQ purchased two electrical repair stores and consolidated operations into one location called Chadwicks & Hacks (Hamilton, Ontario) which focuses on barbecue grills, fireplaces, and outdoor products. The operation is run by Gary Green, a 50% partner.

Shabsove notes the retail c limate has changed dramatically over the last few decades—first with the onset of big-box stores, then market consolidations, and exploding online growth. Small independent operations have suffered with many closing or struggling to survive. “Despite this, Capital BBQ and Chadwicks & Hacks continue to grow at a manageable pace year after year.”

Although there is still uncertainty with the pandemic, Shabsove is looking forward to the future. “People will continue to entertain and enjoy their homes with their friends and family.”

No doubt, Capital BBQ, Chadwicks & Hacks, and Oven Brothers will be there to supply the products to meet anyone’s outdoor cooking and living needs. “Many times over the years, we have been referred to by our customers as a candy store and barbecue shrine and, quite frankly, we agree. We are definitely a Disneyland for the backyard hero.”

Circle Reader Service No. 37

SHOWROOM SHOWCASE

A FRESH START The new owners of a cherished Delaware specialty store work to carry on a legacy.

BY SHARON SANDERS PHOTOS BY BETSY BRODY

E

nergy, optimism, and resolve are all words that come to mind when speaking with Stephanie and Gabriela DelliCompagni—the mother and daughter team who are the new face of Casual Marketplace (Hockessin, Delaware). The DelliCompagni family purchased the flourishing outdoor living business in April 2021 with the intention of reaching out to a new generation of customers.

“Our family grew up shopping at Casual Marketplace— it’s been a local area favorite for as far back as I can remember,” Stephanie says, adding that buying the store in the midst of the pandemic has been a challenge. However, it was a long-term opportunity that was too perfect to pass up.

Founded in 1995, Casual Marketplace has always had a reputation for its friendly atmosphere, personal service, and unique products. The original owner was looking to retire and the DelliCompagnis knew they were the right choice to carry on its legacy. The tight-knit family is thrilled to be embarking on their first business together.

“My husband, Michael, thought it would be a rewarding venture for my daughter and I to lead,” Stephanie explains.

Gabriela (the family’s oldest daughter) is a recent University of Delaware graduate and Stephanie has a background in

TOP: Inspiration abounds BOTTOM: Customers can enjoy a personalized shopping experience.

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TOP: Casual Marketplace carries the latest trends in outdoor living.

BOTTOM: From left: Stephanie and Gabriela DelliCompagni

accounting—and they both have a love for decorating.

“It really is a good fit for us in every way.”

STARTING STRONG From day one, the DelliCompagnis began building on the business’s many strengths, starting with its dedicated staff. “They were knowledgeable, hardworking, and welcomed us with open arms,” Gabriela says. “We don’t have a background in retail, so we relied on the staff to share their experience and guide us along the way.”

All the current employees were not only invited to stay, but were asked if they had the desire to take on different roles at the store. “We wanted to give them an opportunity to grow professionally and build morale,” Stephanie says. A number of them accepted the offer and have moved into new positions.

The DelliCompagnis brought in a few of their

family members to work alongside the current team, which offered a fresh perspective. “The transition has been smoother than we could have imagined. I think we have managed to create a big new family that is eager to learn and share ideas with renewed excitement,” Gabriela says. “The store’s culture is (and has always been) about making everyone who steps onto the showroom floor feel like they are a part of the family.”

Initially, the DelliCompagnis chose not to make any sweeping changes to the store, its product, or its operations. “We instead decided to observe and ease in little adjustments as necessary,” Stephanie says.

Casual Marketplace h as a reputation for carrying unique products from gift items to outdoor furniture that can’t be found anywhere else locally— which is why designers and people who love design are loyal customers. “A handpicked product mix is 39

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what sets us apart from other local retailers.”

Since the pandemic hit, many of the gift shops and unique boutiques in the area have been forced to close their doors, further solidifying Casual Marketplace as the place to shop for the home. “We’ve had more and more people purchase smaller accent items and gifts because there is really no other place to go.

It is an opportunity that we have to act on now,” Gabriela explains. The store is also going digital with its first ever point of sale system that will streamline operations by helping track and control inventory, among other benefits.

Word traveled fast that Casual Marketplace changed ownership, and the DelliCompagnis wanted to make sure the public didn’t think the business was in trouble because of the pandemic. “When customers stopped by to see what was up, we made it clear that everything was as strong as ever,” Gabriela says.

“Everyone was relieved, very supportive, and many even shared suggestions for the store.”

In September, Casual Marketplace officially announced the ownership change in a local publication, and plans are in the works to start developing an active social media presence. “We are eager to reach out to a whole new generation of younger customers who are first-time homeowners. At this point, it is a largely untapped market for our store because most customers have loyally been around for years.”

Stephanie sees her daughter as a huge asset when it comes to knowing what younger customers may be looking for in terms of products, styles, and décor.

“Being fresh out of college, she has so many ideas and dreams for the direction of the store,” she says.

As new owners, they have made a concerted effort to find out what customers like most about the store and why. One of the top inquires is about the future of its annual Christmas shop. “Everyone wants to

SHOWROOM SHOWCASE

know if we are going to continue the tradition, and the answer is always a resounding yes,” Gabriela says. “It is a magical time each year when the store is transformed into a Christmas wonderland complete with holiday trees, gifts, and décor. We grew up looking forward to it as a family every year, and I can’t believe it’s ours now.”

Stylish shade coverings are displayed prominently.

OPEN OPPORTUNITIES The DelliCompagni family knows they jumped into retail at a time when many small-business owners are calling it quits.

They feel fortunate that they didn’t experience the pain that many retailers had to endure. Coming in with hope and optimism, they see the challenges related to the pandemic as an opportuni-

ty to build trust and prove that they are serious about customer service. The biggest issue across the board is delayed and incomplete orders—so it has become the biggest priority.

“It’s a situation that is frustrating for everyone, but we can make it bearable by being honest, setting expectations and listening,” Stephanie says, adding

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that the store is also making some proactive moves. “Going into next year, we will buy a little bit deeper with manufacturers who are able to meet our delivery expectations, and we are stocking up on inventory. We know next year may be unpredictable, so we want to make things as predictable as possible by planning ahead—if we have inventory, we will be successful.”

Taking each day as it comes, Casual Marketplace knows that the future is wide open because the outdoor living industry is thriving. One of the long-term plans is to expand into online shopping.

“Embracing the internet is going to be key for brick-and-mortar retailers if they want to sustain their businesses. We may be well known in our area, but by going online, we will be able to reach an endless audience,” Gabriela says. “We are thankful to have an already-successful business to build upon, as well as a customer base that is supportive and encouraging. Our team is ready for anything, and we have many ideas to implement when the time is right for our store, our customers, and our community.”

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Circle Reader Service No. 41

AS I SEE IT

LANE VENTURE

SOUNDSYNERGY Two respected furniture companies join forces to create the perfect fit.

BY SHARON SANDERS

LANE VENTURE (NEWTON, NORTH CAROLINA) has joined forces with indoor furniture giant Bassett Furniture to form an unstoppable partnership—and the momentum is building. The two companies are working together to take the best of Lane Venture and reinvent it for today’s outdoor living lifestyle. Its 2022 designs feature a fresh aesthetic that incorporates its signature wicker with sleek aluminum, warm teak, and fully upholstered outdoor looks.

Patio & Hearth Products Report sat down with Robert Spilman, general manager of Bassett outdoor division and great, great grandson of the Bassett founder, to get an inside look at what the brand is all about today.

How has Lane Venture made a name for itself in the outdoor furniture industry?

Spilman: It’s really a two-part story. People who have been around the industry know Lane Venture. The company was founded in 1972 as one of the original players on the patio furniture scene and was known for its classic wicker designs and comfortable WeatherMaster cushions. Part two of the story began in 2017 when Lane Venture was acquired by Bassett Furniture, a leader in the indoor furniture industry for 120 years. Lane Venture was looking for a strong business partner and Bassett was looking to expand into outdoor furniture—so it was the perfect fit.

Bassett brought to the table its expansive manufacturing capabilities, design experience and financial strength to help move Lane Venture into the future. The two management teams and corporate cultures have blended seamlessly, proving to be a winning combination.

What is Lane Venture known for in the industry?

Spilman: Lane Venture furniture has always been known for its comfort and quality. Case in point, shortly after the acquisition, I was walking through TOP: Hemingway Loggia MIDDLE: Willow sectional BOTTOM: Robert Spilman

the Lane Venture showroom with my dad (current CEO of Bassett) when a California-based designer sat in a piece of furniture and said, “Now this is real furniture.” To me, that speaks volumes about our product and the quality of our sit. Comfort will always be on trend.

Lane Venture is also known for its American manufacturing. Leveraging Bassett’s North Carolina-based upholstery operation, Lane Venture offers fully upholstered outdoor furniture that is handcrafted in the United States. The company recently purchased an aluminum manufacturing facility in Haleyville, Alabama, adding an entirely new division of Americanmade outdoor aluminum furniture to the company’s offering.

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In your opinion, what does a manufacturer need to do to thrive in today’s specialty retail environment?

Spilman: The sales momentum experienced over the last year has been accompanied by many challenges within the marketplace. We are always focused on innovating, but our principles have remained unchanged. We, as a manufacturer, have to be dedicated to our product and our customer. Our employees come in every day striving to make the most comfortable and best-looking product possible.

There is a greater emphasis on versatility when it comes to our product offering, which has created the impetus for us to increase our domestic manufacturing footprint. Having this expanded production capability has allowed us to be more agile when facing the industry’s present-day adversities. For Lane Venture, it has meant

Casual Luxury For Everyday Living www.laneventur e.com | 888.790.4025 https://www.facebook.com/laneventure https://www.instagram.com/laneventure Circle Reader Service No. 43

AS I SEE IT

LANE VENTURE

faster and more accurate lead times, resulting in higher customer satisfaction and significant selling opportunities.

What products are you most excited about for 2022?

Spilman: Lane Venture has always been known for its wicker. We wanted to bolster our current imported collections by playing with color and expanding our lines beyond the gray tones that have been so prevalent over the past few years. We are adding color to our existing Oasis collection. The new finish is a soft, natural color that we are calling Barley, and it incorporates a mixture of light and dark tones for a more natural appearance.

Lane Venture also has a great licensing partner under the Ernest Hemingway brand. We are introducing a transitional design called Hemingway Loggia. It features aluminum paired with wicker that emulates a natural seagrass. Our new domestic products include Smith Lake, a traditional group with a high back comfort story that everyone is buzzing about. We are also adding a modular sectional to our pop-

proven ability to deliver special orders throughout the pandemic has won us floor space in specialty showrooms nationwide. This increase in overall retail representation has resulted in significant growth in both foreign and domestic manufacturing. Having a financially sound parent company will allow us to build on these successes from 2021 and reinvest in the business, providing manufacturing advantages moving forward.

As far as challenges go, the ground continues to shift industrywide. Delays and increasing costs on fabrics and virtually all componentry continue to disrupt the chain of supply, but our experienced management team and dedicated workforce will continue to evolve in order to exceed our customer’s expectations.

ular Willow collection, another domestic group. When this collection debuted last year, it was met with tremendous success at retail. The initial response to the sectional has been strong, and it addresses the needs of today’s homeowners.

Why should a specialty patio retailer choose Lane Venture?

Spilman: Retailers like the fact that we offer all the essential materials sold in outdoor furniture. We carry teak, wicker, aluminum, and fully upholstered product for every lifestyle need, whether it be dining, occasional, or deep seating.

Our beautiful fabric assortment also makes us a great and affordable option for custom pillows, floor cushions and other soft goods. Because our products are built to last, retailers will continue to benefit years later when their customers return to replace seat cushions and reinvest in a brand the y trust.

What emerging trends do you see in outdoor furniture?

Spilman: In terms of style, I would say designs across the board are leaning toward architectural forms and clean lines. From a materials standpoint, there is a growing interest in metal work, so we feel our purchase of a domestic alu-

What do you see as the company’s biggest opportunity and challenge?

Spilman: In terms of opportunity, our

minum facility was very timely.

However, wicker has dominated outdoor furniture in recent years and still does.

We are seeing more natural looking materials and finishes for the 2022 season. Another trend for the industry, in general, is that the outdoor selling season seems to be becoming less seasonal. More consumers are investing in outdoor heaters, fireplaces, and fire pits, enticing them to spend more time outside even in the colder months. We view this as a great long-term opportunity for our industry.

What does the future hold for Lane Venture?

Spilman: Design and product will always play a key role in our company’s future, but our short-term growth strategy is centered around streamlining the overall customer experience. We are implementing new and exciting technologies to better service our current and future customers. The relationships we have formed over the years are what we value most, and we have positioned ourselves as a company to grow these partnerships for years to come.

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Circle Reader Service No. 45

MY TURN

WINDWARD

MISSION: POSSIBLE Windward achieves success through quality, consistency, and made in the USA.

BY LAURIE RUDD

LIKE WORKS OF ART, casual furnishings made with a mission

can transport and add a personal experience to any outdoor space. As a passionate member of an artistic family, Rachel Peace, chief information officer of Windward (Sarasota, Florida), knows about developing and executing a company mission that transports.

Like so much of the inspiration and innovation she has discovered in her position, Rachel, in conjunction with the entire Windward executive team, has found a trio of powerful characteristics within the company that defines its mission. Each characteristic holds a personal meaning for the family, its teams of professionals and artisans as well as those with whom they interact across the industry. Their mission of quality, consistency, and made in the USA says it all.

UNDERSTANDING THE MISSION The management team of Windward includes industry-savvy family members, casual professionals, and talented craftspeople. David Peace, who launched the company in 1990 as a contract furniture re-strapping entity, was known for recognizing individuals with a keen focus on the exact characteristics that now form the company’s mission.

“We’ve continued to prioritize quality, and durability above all else,” Peace says. “Most importantly, we’ve kept our family values, the values of integrity, hard work, and determination that kept us going through even the toughest times—at the core of what we do. ” The company’s history was an integral component as the management team came together to establish the mission for Windward. Everyone on the team recognized how each characteristic had shaped the company and was a part of its blueprint for growth.

“David built this company based on not mass-producing furnishings, but crafting each piece,” says the founder’s daughter, Rachel Peace. “When we came up with our mission, the executive team and the consultants thoroughly went over the company. We worked to identify what it was that had gotten us to this point and for what we wanted to be known. The three components of quality, consistency and made in the USA stuck out.”

In 1997, Windward developed the first sling-style dinin g chair and began selling them to retailers across Florida.

The factory soon grew to include a sewing room, allowing the expansion of the furniture line to include cushionstyle seating. By 2002, Windward was manufacturing 18 different collections of furniture and, four years later, its line grew to include padded sling seating.

The Replacement Cushion Division was launched in 2008 followed by the addition of multiple marine grade polymer collections in 2012.

Through out its history, the three elements of its mission have enhanced Windward’s position within the casual industry.

QUALITY TAKES CENTER STAGE “We have put quality at the center of all of our processes, and we are getting better every single day,” Rachel says. “We recently took a deep dive into our processes that resulted in a complete restructuring of the flow. The addition of quality people and enhanced communication throughout our company have made the process so much better. In terms of the materials we use, we do not waver or compromise on quality.”

Windward prides itself in the quality of the final products as well as in the business relationships it has built, especially with suppliers. The company is able to be extremely nimble when challenges arise because of these special vendor relationships.

“We spent a lot of time with our sales team during our recent open house gathering insight into what the end consumer wants,” Rachel says. “People want quality furniture in a timely manner.

With our realignment, we are able to get products out the door quicker than our competitors without compromising quality in any way.”

Rachel adds that the production flow has been enhanced through greater strides in internal communication, and strengthened and redefined purchasing behaviors. No longer does the company purchase reactively by acquiring raw materials to order. Windward now maintains a large rolling inven tory of materials on the floor ready for production to occur.

Ultimately, Windward is known for its craftmanship. A walk through the factory makes this obvious as it can be seen in each and every one of its 111 employTOP LEFT: Charles Emmons TOP RIGHT: Rachel Peace BOTTOM: Barcelona by Windward

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MY TURN

WINDWARD

ees. “There are many hands that touch each piece and quality control is paramount in each of these touches,” Rachel says. “We have such a good workforce out there with all working with passion, love, and pride in the product we build.”

CONSISTENCY IN ALL AREAS Consistency as an element of Windward’s mission is illustrated within both the marketing and manufacturing segments. “When you rebrand a business, there is an effort to do everything possible to position oneself with a consistent message,” Rachel says. “We looked to express beyond the brand a position as one of the easiest and most reliable manufacturers to work with from quality to customer service, from tools available to the reps to digital and marketing pieces. Everything now ties together with consistency.”

On the manufacturing side, to enhance consistency, Windward has refined its offerings to focus on the products most requested by its customers. With this realignment of product, the team is able to get goods out the door in greater quantity and in a timely manner.

“There are so many things we cannot control, but by pairing down SKUs and getting to the very core of what

Windward’s high-quality, made-in-America designs are manufactured in a 280,000-square-foot facility in Sarasota, Florida.

we offer, it gives us better bandwidth to get it right every time, delivering our total line with consistency and quality,” Peace says.

MADE IN THE USA Windward’s commitment to operating from its Sarasota facilities has been another factor that it has been able to control and is key to its defined mission. The importance of Made in America to the company is profound. It is at the center of the entire business model.

“Windward is in the absolute perfect position for today’s new marketplace,” says Charles Emmons, casual industry veteran who recently joined Windward as executive vice president. “Made in the USA has never

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meant more to a consumer than it does right now, and dealers are hungry for products that deliver on it. Import prices are through the roof and lead times can be counted in quarters instead of weeks. For the first time in history, customers will actually save money by buying products made in the USA instead of imports. Windward is known for its quality and consistency, but the domestic location of its new state-of-the-art 280,000-square-foot facility in Sarasota is key, especially as it is more than capable of supplying three times the current product demand.”

Windward Design Group is proud of its efforts to define who it is in the marketplace. To this end, the multifaceted mission of quality, consistency and made in the USA delivers products that transport, personalize, and define outdoor spaces while focusing on what its customers want now and into the future.

Have a safe Christmas with your loved ones.

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Circle Reader Service No. 49

PRODUCT INNOVATION

NETZERO FIRE

The new eco-friendly NetZero Fire brand resonates with today’s hearth consumers.

BY MAURA KELLER

BEAUTIFULLYGREEN

TURN ON THE TELEVISION

or open a newspaper, and you would be hardpressed not to find information on “sustainability.” The sustainability and “going green” movement have infiltrated the patio and hearth industry and captured the attention of industry players like never before.

One such company that has embraced the sustainability movement is NetZero Fire (Cedar Rapids, Iowa), the newest division of Johnson Gas, a 120-year-old, family-owned company that is a leader in fuel and fire innovation. Mendota Hearth is another celebrated division of Johnson Gas, offering gas fireplaces and gas fireplace inserts.

“Now more than ever, it’s so important to consider our impact on the environment and what we’re doing as consumers to affect that,” says Ron Schinnerer, sales and marketing lead at NetZero Fire & Mendota Hearth Products.

“Customers want beautiful spaces, but whether it’s due to their own interests or local regulations, they need options that will work.”

With the importance of sustainability and the ever-tightening regulations, NetZero Fire saw an opportunity to look downstream and create partnerships to offer environmentally

TOP: NetZero Fire Biofuel Fireplace BOTTOM: The Waterplace with Driftwood HD Log Set and Red Clinker Brick Liner

conscious and ecologically sustainable fireplace products. “The vision for NetZero Fire is not only sustainability but also to offer the most advanced technology paired with the design features the leaders in design have been asking for,” Schinnerer says. “With a variety of ways to customize both our biofuel or Waterplace burners, we offer dealers a unique advantage not offered by other manufacturers.”

NetZero Fire currently offers two product lines: biofuel and “The Waterplace” (electric water vapor). Both lines offer burners in multiple sizes, as well as preconfig-

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ured fireboxes, making installation as simple as it can get.

In recent years, advancements in biofuels have taken the petroleum industry by storm. With ongoing marketing and education efforts, marketers and consumers alike are embracing these alternative fuels like never before.

“NetZero biofuel uses patented BEV Technology, which fuels the fire with ethanol vapors to prevent contact between the flame and ethanol fuel directly,” Schinnerer says. “The entire burning process is controlled by the microprocessor and multiple safety sensors. This

PATIOANDHEARTHPRODUCTSREPORT.COM

makes us one of the safest, cleanest fire feature options and positions us years ahead of our competitors.”

The company’s electric water vapor, or The Waterplace product lines, us es water vapor to create beautiful, realistic flames. NetZero Fire offers two types of burners: NetZero Waterplace Platinum, which features over 30 brilliant flame colors, and NetZero Waterplace, which boasts traditional orange flames. “What truly makes this product stand out are the design features such as firebox liners and log sets, so customers can create a look to suit any design

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PRODUCT INNOVATION style,” Schinnerer says.

The NetZero team and its consumer base are very excited about both of these new technologies. As Schinnerer explains, when considering the term “net zero,” they are talking about the overall impact of a fire feature, from its resource usage to what it’s releasing into the environment.

“Both technologies use renewable resources, water for The Waterplace and ethanol for the biofuel product. Both technolog ies are also in line with ‘carbon neutral or NetZero,’ which means by using these products, there is less carbon output than is consumed,” Schinnerer says.

“In addition, the burners for both product lines use sophisticated technologies that create beautiful flames with the most advanced safety and operating features. We’re proud to offer the best product available to meet the high standards of sustainability.”

NETZERO FIRE MEETING CONSUMERS’ NEEDS The NetZero Fire team is attune d to the consumer trends facing the industry and prides itself on paying attention to and meeting the needs of today’s consumers. NetZero Fire recognizes that today’s customer is looking for a brand to be mindful of what’s going on in the world today. In addition to recognizing consumers’ interests in product sustainability elements and green living initiatives, NetZero Fire also is mindful of consumers’ evolving installation needs.

“So many people are looking to add a fire feature without the complications of venting and heat output.

NetZero Fire offers beautiful alternatives that can be installed into virtually any inside space,” Schinnerer says. “Whether they’re looking to create a custom, sitebuilt installation or are looking for the convenience of a firebox, we have a solution for them.”

During their long tenure, Johnson Gas and

The Waterplace with Norway Spruce HD Log Set and Black Glass Liner

Mendota Hearth have always stood out as one of the most trusted and most innovative companies in the industry. NetZero Fire is a natural progression of that achievement. They stand out by continuing to be a leader and innovator, not to mention offering quality and design standards that few other manufacturers can match.

CHALLENGES APLENTY While such a long-standing company has faced a myriad of challenges during its history, the recent pandemic has proven to be particularly challenging from a customer demand and supply chain perspective. As consumers continue to set their sights on improving their home environs, the demand for innovative products is continuing. NetZero Fire has emerged from this unique period able to meet consumer demands.

“It’s definitely been a challenge, but we’ve stood out from the competition in this regard,” Schinnerer says. “Demand is at an all-time high and we’ve been able to manage supply without having to take drastic measures. We’re in a position to be able to offer product to our customers where other manufacturers have had to say no.”

Schinnerer points out that few people could have predicted what the pandemic would bring, and it seems impossible to predict how it will continue to go—things continue to change every day and “recovery” is still an elusive term.

“There will always be a demand by people to update and improve their spaces, and they’re always looking for innovation,” Schinnerer says. “NetZero Fire is uniquely positioned to be a leader by offering customizable and flexible fire features with a forward-thinking mission to produce little or no impact on the environment.”

What advice does the NetZero Fire team have for hearth retailers looking to meet consumers’ everchanging product interests and trends? Quite simply, if a retailer hasn’t yet embraced digital marketing, then they are falling farther and farther behind.

“Digital advertising such as search engine marketing and display ads allow you to make your marketing dollars stretch farther by targeting the customers most willing to walk in the door, ready to buy,” Schinnerer says. “And once they walk in the door, the tried and true applies: have product on the floor. Customers want to interact with the product and see it in person.

NetZero Fire is an incredible addition to a showroom, as the displays are easy to install and they create an impactful and intriguing focal point.”

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For every season XQGHU ċH VXQ In&Outdoor Fabrics tempotestusa.com

720 Anderson Ferry Rd | Cincinnati | OH 45238 Circle Reader Service No. 53

CORPORATE PROFILE

SUNBRELLA

MAKING A SPLASH

Through state-of-the-art manufacturing, Sunbrella brings inspiring, durable, and flexible textiles to the casual industry.

BY KIMBERLY RODGERS

A PIONEER IN PERFORMANCE FABRICS

and creator of the category in 1961, Sunbrella continues to deliver outstanding quality and durability, leading the segment with fabrics that are sought after for their impeccable design, longevity, and versatility.

Applications range from outdoor sofas and bean bags to poufs, umbrellas, awnings, and more. Sunbrella maintains its success and recognition in the textile industry through many factors, including the company’s innovative technology.

“Not all performance fabrics are created equal,” says Dave Swers, president of Glen Raven Custom Fabrics. He adds that while some performance fabrics only have a finish on the top of the fabric (which wears over time), Sunbrella fabrics have propriety formulations that imbed color to the core of each fiber.

“Combined with our state-of-the-art manufacturing and quality controls, this proprietary technology allows us to stand behind Sunbrella fabrics with the most comprehensive warranties in the industry,” Swers says. In addition, the company’s deep knowledge and expertise enables it to continue to innovate and expand its yarn bank. This includes new constructions featuring soft, durable, weather-resistant, and easy-toclean textiles. “Consumers trust these Sunbrella fabrics to resist stains and stand up to the elements so they can be enjoyed year after year.”

Along with its reputation for outstanding quality and durability, Sunbrella is renowned as a design leader for the company’s innovative and appealing fabrics. The design team seeks inspiration from many sources such as global influences, other design disciplines, and cultural trends. “What makes the design process so unique at Sunbrella is the opportunity to work together with many valued partners,” says Greg Voorhis, executive design director at Sunbrella. “We’ve found that some of our best work comes from a truly collaborative and iterative process that builds on inspiration from both sides.”

Voorhis adds that design partners bring on-the-ground intel of what

TOP: Emerge is a highly versatile and vibrant new collection from Sunbrella that highlights a host of new yarns in the brand’s portfolio.

MIDDLE AND BOTTOM: The collection reinterprets classic patterns with fabrics like Context and Detail.

is resonating, trending, and changing for their specific audience. “We work together within these parameters to create design solutions that work for our partners, from the color ways and patterns that fit a certain aesthetic to the texture and durability that match their lifestyle.” He also notes that working with partners brings a new design puzzle which, “We solve together, keeping us on our toes and invigorated with fresh thinking.”

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homes more comforting, meaningful, and expressive of their unique style, both indoors and out. Most notably, he adds, endusers are leaning toward articulating their own unique style through the awareness of texture. “Homeowners used to have to compromise on the comfort of their outdoor furniture for the sake of durability, but with the options available today, we see an increased demand for dynamic and textured outdoor fabric that still stands up to the elements.”

Sunbrella recently announced its new stock collection, Emerge, which gives a fresh take on the familiar—pairing old and new hues while revitalizing classic patterns. The collection brings in new yarn colors such as calming blues and muted earth tones all designed to be paired with contemporary neutrals. “We’ve reimagined patterns to bring an elevated twist to the traditional check in the Context pattern and an elegant reinterpretation of polka dots in Detail,” Voorhis says.

MEETING DEMAND Over the past year, Sunbrella has seen a significant and long-lasting surge in demand for fabrics across the company’s portfolio, from shade to upholstery, and more. Pandemic-related interruptions in the global supply chain—including availability of materials, labor shortages, container delays, and port quarantines—have hampered the company’s efforts and further impacted delivery estimates across the industry.

Despite this, Swers says, “Our team

has proactively implemented numerous supply chain solutions to address these ongoing and unprecedented circumstances as we are experiencing record demand for our fabrics. The situation remains dynamic; however, we are dedicated to providing the best service and most up-to-date information possible, while recognizing that many variables impacting our deliveries continue to change.”

As part of its ongoing commitment to support customers, expand capacity, and meet record demand for its Sunbrella fabrics, Glen Raven Inc., recently announced the next phase of its capacity expansion plan. “These significant investments—which now total over a quarter of a billion dollars—will allow us to continue improving our service and retain our decades-long history of being a trusted partner to our customers,” Swers says.

Earlier investments in expanding capacity are already benefiting supply chain efforts, he adds. For example, the output from Sunbrella’s yarn plants in the United States continues to increase.

“We expect improvements to continue over the next 18 months as additional

investments come online.”

The next phase of expansion includes significant investments in new production facilities, additional equipment, and a new domestic distribution center.

Glen Raven expects these investments to come online over the next 12-18 months, enabling the co mpany to more than double the production output at its spun-yarn plant in Norlina, North Carolina, expand finishing capacity, and continue upgrading production processes with additional capacity and enhanced flexibility.

Swers notes this new highly customized equipment will also operate more efficiently to align with Glen Raven’s corporate sustainability goals.

“Our first wave of new, more efficient weaving machines is already running and producing fabrics faster while using less energy." At the forefront of sustainability, Sunbrella is committed to the environment. Through its technology in fiber, yarn, and fabric, Sunbrella fabrics last longer and need to be replaced less often—ultimately reducing waste.

Furthermore, all Sunbrella manufacturing facilities undertake initiatives to

reduce waste during production, such as a goal of implementing zero waste to landfill practices at all facilities. Other efforts include recycling as many materials as possible, wastewater reduction through the use of solution-dyed fabrics, and the generation of solar power at the South Carolina and Norlina, North Carolina plants.

In 2010, the company started Recycle My Sunbrella, a special take-back program that gives customers the opportunity to mail their well-loved Sunbrella fabric, including fabric scraps, awning/boat covers, and upholstery fabric, to the company for use in a variety of industrial products instead of ending up in a landfill. Since its inception, Recycle My Sunbrella has collected nearly 1 million pounds of fabric.

Swers says this past year has given everyone in the casual industry new opportunities to be nimble and rethink everything, from product developments to operations that will support long-

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Emerge includes 11 patterns and 35 colors and draws.

term growth. “We strongly believe in the future of the outdoor industry and its people, and our financial and personal commitments under score that belief.”

While there still may be some uncertainty ahead, Swers expects a growing number of people to continue to seek beautiful and functional outdoor spaces.

“We look forward to working closely with our customers to prepare for the future together.” Glen Raven, he adds, “Remains steadfast in our commitment to provide our customers and consumers with Sunbrella fabrics that help them create inspired and livable outdoor environments for year-round enjoyme nt today and in the many years ahead.”

INSIGHT

COYOTE OUTDOOR LIVING

THE RIGHT STUFF On-time delivery of upscale, yet affordable grills is a winning strategy for Coyote Outdoor Living.

BY CHERISE FORNO

AS IT CELEBRATES ITS 10TH ANNIVERSARY

of delivering luxury grills and accessories at affordable prices, Coyote Outdoor Living (Carrollton, Texas) continues to provide innovative products to help its customers design their dream outdoor kitchen. One such product is its pellet grill, which was introduced last year.

“We designed an upscale pellet grill at an affordable price point for everyone,” says Coyote Outdoor Living owner Jim Ginocchi, who stresses that the pellet grill is one of the fastest growing grill categories, outpacing gas and charcoal grills in popularity.

Coyote Outdoor Living’s new pellet grills boast one-of-a-kind features including a three-rack cooking system to enable people to cook three separate items to achieve different internal temperatures. The grill functions similarly to an oven, giving functionality and convenience to its users to bake, sear, grill and do anything an indoor oven can. The cart model is f ully assembled, and there is a built-in option as well.

“It basically functions like an indoor oven,” Ginocchi says. “It’s been very successful, and we did win the innovative product of the year award, so we are very proud of our pellet grill.”

Coyote Outdoor Living’s pellet stove uses an internal front feed instead of a side hopper. Its SmartDrop technology indicates the precise amount of pellets to be dropped to hold a particular temperature. “Our pellets are protected from weather and are directly fed into the grill,” Ginocchi says.

Ginocchi notes that he has witnessed an increase in the number of customers who are seeking out alternative grills and are more open to using different fuels. The pellet grill is clean burning and efficient and has gained a large audience. “People are feeling more confident and comfortable using alternative fuels,” he says. “It’s a no-brainer. I think a lot of people are going to stay on the pellet grill bandwagon.”

Coyote Outdoor Living began about 10 years ago. At the time, Ginocchi saw a gap in the industry when some large companies were backing out of the outdoor living market. He knew people were still seeking quality, reliable products to enhance their outdoor spaces that did not break the bank.

“What they wanted was a grill and accessory line that would offer all of the premium, upgraded features at a mid-level price point,” Ginocchi says.

That founding principle of the company—to create an affordable product with reliability and luxury—has remained at the forefront as Coyote expanded its line to include gas, charcoal, electric, pellet, and ceramic grills. “We’ve

TOP: The Coyote Flat Top Grill in an RTA MOKS Outdoor Kitchen Island BOTTOM: The Coyote 36” Freestanding Pellet Grill

really added to our line to make Coyote a one-stop shop for anyone to design their dream kitchen,” Ginocchi says.

With each product addition, the company considers customer and dealer feedback, as well as input from focus groups, contractors, and experts to help design products that are in high demand with popular features and luxurious styles. “We make sure we are in touch with our consumers with the products we put out,” Ginocchi says.

“People are won over by our design and the premium features that we provide at a mid-price point.”

Coyote implemented this process with another new product release—a flat top grill designed to cook breakfast, lunch, dinner, and everything in between. “We’ve just introduced a new

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product that we found is really gaining popularity and that’s our flat top grill,” Ginocchi says.

Ginocchi explains that gas grills always remain popular, with Coyote’s best-selling series being its S-Series grill featuring the company’s cast infinity burner and sear burner. Premium features all come standard with these grills. Charcoal radiant briquettes act as heat reflectors into the grill as well as act as a perfect conduit to return flavor into the food. “You get all the highend features of a premium grill in a mid-price grill,” Ginocchi says. “Gas grills are timeless.”

Coyote has experienced increased sales in every category, including burners and accessories like the 24-inch Power Burner. “People want to be able

The Backyard Oasis is created by Coyote Outdoor for Farah Merhi of Inspire Me Home Décor.

to utilize accessories such as our Power Burner, drop-in grill, or drop-in tray to be able to accentuate the grill,” Ginocchi says.

Coyote products are protected by a lifetime warranty and a commitment to meet its customers’ needs. “We’ve backed our product with a great warranty and an even better customer service department,” Ginocchi says. “Our customer service department has won numerous awards for taking care of various customers from our distributor base and our dealers. We are always looking to make sure that our customer is first and that we’re always listening to them.”

Coyote’s strong distribution and dealer base helped them thrive throughout the COVID pandemic. “We have a really good distribution base from North America that keeps our products in stock,” Gnocchi says. “Our product is always in stock because we plan accordingly, and we have the product domestically. We were quite prepared for the outdoor expansion due to the pandemic.”

When other companies’ products may not have been available or had very long lead times, Coyote was able to deliver what consumers needed. But Ginocchi notes that maintaining inventory levels was only a part of their success in capturing a larger share of the market. The dependability of the company’s grills, burners, appliances, and accessories has continued to appeal to current customers, while attracting new ones.

“People have found that our product is reliable, and we have it in stock.”

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WHAT’S NEW Cabrillo Collection

6 Hot Products To Sell Now

The Cabrillo collection from Patio Renaissance captures the unmatched hallmark of Danish quality and craftsmanship in furniture design with its distinctive neoclassical Nordic look.

Cabrillo pairs clean architectural lines with fashion forward comfort, making it an ideal choice for your outdoor life. From modern metro to magnificent mansion, this collection beams European taste and style. Contact: (866) 690-5673 or www.patiorenaissance.com.

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Sunbelievable

New Forest Electric 48” Fireplace The New Forest Electric 48” Fireplace by British Fires takes flame technology to the next level. The LED flame visuals offer deep, realistic fires and spread throughout the reflective liner, utilizing every angle. The signature logs are crafted from high-quality materials that perfectly fit together to capture every detail you would expect to see when walking in the New Forest. Contact: (800) 468-2567 or valorfireplaces.com/newforest48.

New from Sunbelievable: 100% acrylic fabrics that the company is solution-dyeing to show you. Sunbelievable is known for exquisite patterns, colors, performance, and innovative features—all at unbeatable value. The fabrics now offer the very best durability, stain, and fade resistance with a 5-year limited warranty. With newly expanded facilities, the company has increased production capacity to 3 million yards per month, and you can depend on pro mpt order fulfillment. Pictured here, Raft and Reef, in the color Mint. Contact: (336) 210-2630 or www.sunbelievable.com.

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Alpine Linear Burner Convert oversized masonry fireplaces into a contemporary look, without a complete “tear out” with the Alpine Linear Burner from Golden Blount.

Can be used in indoor or outdoor wood-burning fireplaces. Lengths come in 24”, 30”, 36”, 42”, 60”, 72” and can be linked together to fit your existing unit or custom design. Includes 8 powder-coat finish options. The burners can sit directly on fireplace floor or recessed. NG & LP burners available, works as see-through or single side. Contact: (800) 833-1139 or www.goldenblountinc.com.

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CD-Series Fixtures The powerful dual-element CD-Series fixtures from Infratech provide concentrated heat for larger-scale applications in high visual impact locations. CD-Series features include minimal clearance requirements, recessed mounting options, inset brackets that create a “floating” effect, and mounting heights between 7-12 feet. These heaters are available in a range of colors to coordinate with your interior or exterior environment. Choose from brushed stainless steel or eight standard color options. All are proudly made in the USA. Contact: (800) 421-9455 or www.infratech-usa.com.

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Wittus Every fireplace deserves even better fireplace tools. Wittus has a beautiful collection of contemporary hearth accessories from around the world. Ferrari, Italy offers utensil sets and holders and whimsical andirons with animal themes. The Takk Poker (shown) from the Netherlands is a functional twig shaped conversation piece that gracefully moves the fire. Having the right fireplace accessories makes tending the fire effortless.

Find out all that Wittus has to offer.

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

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Happy Holidays Your continued support of our American-made products, our employees and our family business is invaluable to us!

Thank you!

-Team Telescope

www.TelescopeCasual.com

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PRODUCTS Hearthrite Vent-Free Stove

The new Hearthrite stove is in stock and ready to ship. Featuring a dual burner with five-piece ceramic fiber logs as well as a decorative arch screen, the Hearthrite stove is perfect for the budget-minded customer. Add even more value with the optional blower or remote control. Contact your sales representative today for more information. Contact: (800) 851-3153, www.whitemountainhearth.com, or www.americanhearth.com.

Infrared Dynamics Sunpak and Sunglo Patio Heaters Sunpak and Sunglo outdoor infrared patio heaters are produced by Infrared Dynamics, the recognized leader in the outdoor comfort heating industry. Produced with pride in the USA since 1966. With this great lineup of options, you can comfortably and efficiently warm your outdoor areas and extend your outdoor entertainment season for several months.

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

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Muscle Grill

The Big Green Egg Stainless Steel Fire Bowls quickly lift charcoal out of the EGG for easy cleanup. The Fire Bowls are manufactured using high quality construction with no welds to break, along with two convenient handles that provide an easy way to shake the cool ash into a can to maximize airflow for a quicker startup. The 2XL and XL Fire Bowls are designed to accept an optional divider for two-zone charcoal burning.

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

Crafted entirely in the USA from the American Made Grills Hybrid Series, the Muscle Grill is a luxury grill series designed for use with solid fuels like wood, charcoal, and lump charcoal. Available in 36” or 54”, Built-In or Cart Model, featuring the Gold Standard Lifetime Warranty. The Muscle Grill comes fully loaded with a Drop-In Infrared Sear Burner, Rotisserie Kit, Starter and Care Kit, & Cover. Contact: (800) 966-8126 or www.americanmadegrills.com.

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Fire Bowls

Belle Isle Cushion Sectional City Series Santa Monica Pier 60 Gas Fireplace

With the overwhelming success and growth of Belle Isle Cushion, creating this sectional was a no-brainer! The construction of the sectional will allow you to create any arrangement desired, while keeping the look clean and providing the same comfort and design everyone has grown accustomed to at a great price. Customize your own design with MGP or Rustic Polymer arms paired with any variety of Telescope Casual’s 138 high performance fabrics! Contact: (518) 642-1100, sales@telescopecasual.com, or www.telescopecasual.com.

Enjoy the beauty of the City Series from any angle with the all-new Santa Monica Pier 60. Regency’s first pier-style City series model, the Santa Monica 60 brings all the beauty and flexibility of City Series to more spaces and enables an open and transitional feel with views of the flames from virtually anywhere in the room. Contact: (800) 442-7432 or www.regency-fire.com.

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It’s more WKDQ D ȴUHSODFH

QUALITY, INNOVATION, SERVICE, RELIABILITY Full line of Wood, Gas, Pellet, and Electric hearth products 40+ years experience manufacturing in North America High-quality durability backed by industry-leading warranties Innovative products that are easy to install, service and maintain

See the Regency® difference at:

regency-fire.com

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PRODUCTS Oak Grove Fire Pit Chat Group Adding new light and innovation to your outdoor offering is easy with Apricity and collections like the Oak Grove Fire Pit Chat group. Coordinating looks in all-weather wicker, rust-free aluminum and weather-resistant deep seating cushions give retailers fresh looks that bring high appeal to their showroom floor. Discover elevated looks and sales by becoming an Apricity retailer. Contact: (888) 997-7623 or www.apricityoutdoor.com.

Fire Magic New Larger Magic View Window Fire Magic is improving its popular Magic View window feature for 2022.

The new larger Magic View window, an option on all Echelon and selected Aurora model grills, offers a taller more expansive opening – up to 50% larger, making it even easier to view food as it cooks.

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

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Patio Comfort Portable Patio Heaters

26C2 Inspire Mood, 20” x 20” Pillow This unique design is made by the renowned American company Elaine Smith, a leader in high quality fashionable performance pillows.

The artisanal style, texture variety and threedimensional woven bands create a plaid-inspired pattern, adding a touch of authenticity that unites the color palette. A centerpiece to build a story around, these pillows are not merely finishing touches, but rather starting points. Contact: (561) 863-3333 or www.elainesmith.com.

The PC02 Model Patio Comfort Heater is designed to provide warmth, comfort, and enjoyment to your outdoor spaces year-round. Completely self-contained and portable, it offers a clean and draft-free circle of heat. Patio Comfort Heaters utilize infrared heat, which heats people and solid objects instead of wasting energy by heating the air. This creates a clean and more efficient heating source.

With long-term durability, safety, and performance in mind, all materials are made from commercial-grade aluminum, stainless steel, aluminized steel, or brass. Contact: (949) 474-3070 or www.aeicorporation.com.

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4-Burner Ultimate Griddle Innovation meets versatility with the Ultimate Griddle

by Pit Boss Grills.

The Pit Boss Ultimate 4-Burner Lift-Off Griddle perfectly blends power, portability, and precision to create a one-of-a-kind grilling machine that delivers a— Bigger. Hotter. Heavier.—outdoor cooking experience unlike anything on the market today. Fitted with an all-new proprietary non-stick armored ceramic cooking surface, the Ultimate Griddle delivers an unrivaled userfriendly cooking experience. This exclusive surface is a dream to clean, needing just a gentle wipe after use. As an added bonus, the ceramic coating also protects the griddle from scratches and rust, keeping your unit looking better for longer. Backed by a best-in-class two-year warranty, the choice is simple. Contact: (877) 303-3134 or www.pitboss-grills.com.

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Ultimate 5 Gas Logs The artistically created, ultradetailed Ultimate 5 gas logs from Eiklor Flames are made of high-heat (2,600-degree) ceramic refractory material and are heated by the company’s patented five-burner system, with unique stainless-steel components and heavy-duty iron grates, to give you an extraordinarily realistic, energy-efficient, toasty-warm fire. Sizes range from 18 to 36 inches. Contact: (888) 295-5647 or www.eiklorflames.com.

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PRODUCTS British Fires’ Forest Electric Fireplace

The Finest Griddle Today The very popular Le Griddle is available as gas or electric, tabletop or built-in. Le Griddle can be used in high-rise applications where open flames are not allowed. Le Griddle, a high-performance griddle perfect for backyard or tailgating, is currently adding more dealers in certain markets across the U.S. Contact: (800) 833-5998 or www.legriddleus.com.

The British Fires’ 48” Forest Electric Fireplace offers a realistic flame and logs that create a cozy feeling in any room. Easy to install and use, the Forest 48 is distributed exclusively by Miles Industries throughout North America. Keep a lookout of the upcoming 63” Forest Electric Fireplace coming soon! Contact: (800) 468-2567 or valorfireplaces.com/newforest48.

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SimpliFire Fireplace Electric Insert Now you can economically transform a drafty, dated fireplace into an efficient, attractive source of warmth—or add a new, captivating fireplace in any room. The electric insert’s accent lighting, beautiful logs and adjustable flames elevate the space, while the intuitive remote offers easy control. You can even keep the atmosphere going year-round with or without the heat. It is available in a range of sizes to fit most fireplace openings. Contact: (877) 320-0730 or www.simplifire.com.

Ronde Collection – New from Tropitone Ronde delivers a streamlined silhouette that will add sleek design to your patio. Casual elegance is embodied in its curved arms and smoothly sloping legs that glide seamlessly into a gently contoured backrest built for relaxed comfort. This collection features cushion, sling, and padded sling seating options that can be paired together for dining and relaxing.

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

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New Jayne Collection

by Gensun

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Gensun’s new Jayne collection is a 2021 ICFA Design Excellence Winner. The Jayne collection captures the relaxation of outdoor living with its enveloping softness and unique use of materials. Jayne’s seamlessly integrated straps surround you as you sink into its cloud-like cushions, and the GEN-Teak-finished aluminum arms give the warm look of wood without the maintenance. With its gracefully curved silhouette, modern detailing, and striking stance, Jayne is an inviting addition to any outdoor space. Contact: (866) 964-4468 or www.gensuncasual.com.

Designed with installers in mind by the technology leaders at ICC Chimney. EXCELDirect includes a gasket at every joint to eliminate the need for Mill-Pac. The laser-welded stainless flue is tough to dent or ovalize and seals every time. Say goodbye to dry fitting and try EXCELDirect today. Contact: (450) 5656336 or www.icc-rsf.com.

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ICC Chimney - EXCELDirect

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R O N D E C O LL ECT I O N

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PRODUCTS Real Fyre G52 Radiant Vented Burner System

Atmosphere Gi29 Gas Inserts Introducing Regency’s newest gas insert, the Atmosphere Gi29, featuring the revolutionary Infusion Burner Technology. A refined firebox provides an extra-large viewing area while allowing the Gi29 to fit into more spaces. The all-new Infusion Burner Technology delivers an unparalleled realistic log and flame picture. With a burner embedded into the log set, the infusion burner allows the flames to wrap elegantly around the logs to create an unmatched realistic look. Contact: (800) 442-7432 or www.regency-fire.com.

The Real Fyre G52 Radiant Burner System features an exclusive stainless steel “booster grid” that acts as a catalyst to increase the intensity of the fire and the glow of the logs. Experience dancing flames and an incredible warmth with this best-selling burner system. Available with a variety of control options. Call (630) 241-0506 or email sales@fandcdistributors.com.

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An American Twist Renaissance Cooking Systems unveils its new made-inAmerica line of outdoor kitchen equipment: American Renaissance Grill.

There are three models of grills with many features and add-ons, plus two side burners. All of them are complemented by the RCS line of doors/drawers sinks and several refrigeration options. Contact: (800) 833-5998 or www.rcsgasgrills.com.

Ellery Fire Pit Chat Group As the trend of outdoor fire continues to grow, Apricity delivers with trendsetting new looks and seating options. The Ellery Fire Pit Chat Group includes a fresh look in allweather wicker and rust-free aluminum with four deep-seating gliders surrounding a fire pit with coordinating base and porcelain tile top. Tailored and modern, Ellery is sure to be at the top of your consumers’ outdoor wish lists. Contact: (888) 997-7623 or www.apricityoutdoor.com.

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Pit Boss Smokeless Fire Pit

Plaza fireplaces are crafted with design flexibility in mind. By utilizing innovative heat redistribution, a television, artwork, or mantel can be safely installed as close as 8 inches above the fireplace. Bring any finishing material right up to the opening of the fireplace—no need for non-combustible material or special framing. Unobstructed views are possible, thanks to the Plaza’s unique venting configuration, which allows for windows to be installed above the fireplace. The Plaza also utilizes power vent technology, which means greater vent run lengths and the ability to vent down below the fireplace. Become an exclusive showroom today! Contact: info@plazafireplace.com or www.plazafireplace.com.

Experience world-class innovation with the Smokeless Fire Pit by Pit Boss Grills.

This outdoor appliance adds the dynamic of wood pellet fuel with a virtually smokeless performance that will provide more quality time with family and friends without having to smell like a campfire. These units produce a lot of heat in a small package as they mix clean, fresh air with unburned gases to result in the most efficient burn on the market. Easy to operate, the firepit only needs a couple inches of wood pellets, fire gel, and flame to have embers in less than five minutes. You can get several hours of burn time out of one 40-pound bag of wood pellets, with the option to also use wood chips or wood chunks. Featuring a large, two-piece base, this unit comes in a heavy duty four-piece construction. Contact: (877) 303-3134 or www.pitboss-grills.com.

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Plaza Barrier Glass Fireplace

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I LOVE LAS VEGAS MARKET “I can source things for a living room, bedroom, outdoor, gift, or for any room in your house, all in one location. That makes it so easy — everything is here.”

— Angelo Surmelis, angelo:HOME, Los Angeles, CA

Business-to-business is still person-to-person, and Las Vegas Market is where partnerships between buyers and sellers are formed and nurtured, all against the backdrop of a world-class West Coast destination.

Join us and see why thousands of furniture, gift, and home décor products are only part of the story at Las Vegas Market!

Join us January 23–27, 2022 LasVegasMarket.com | @lasvegasmarket

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PRODUCTS Smith Lake

Grand Firepit

The Smith Lake collection blends distinct design with unmatched comfort. A pubstyle high-back cushion offers exceptional lumbar and head support combined with deep-seated cushions for unmatched seating comfort. The wide, sloping arms create a striking design balance with the unique bends of the frame silhouette. Proudly handcrafted in the USA, it uses domestic and imported components. Available in multiple luxurious finish options. Smith Lake is a collection made to last for generations. Contact: (888) 790-4025 or www.laneventure.com.

This is not a typical flimsy firepit. The Grand Firepit features heavy gauge steel powder-coated pans for stability with powerful spoke burner. Pans can be accessorized with glass for a modern look, or with hyper-realistic ceramic logs. Log options can be arranged vertically with a ¾” steel stand or stacked flat with steel circular grate. Comes in 24” & 36”. Match lit or continuous spark ignition system available. Compatible with natural gas only.

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

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Mombo Gas Log System

Estate Grill

The Mombo gas log system by Eiklor Flames is an exclusive, patented, large two-burner technology for small and huge fully vented commercial and residential fireplaces or firepits— for indoor and outdoor use. Sizes range from 3 to 10 feet long. Contact: (888) 295-5647 or www.eiklorflames.com.

The American Made Grills Estate Grill is a luxury gas grill series that is designed and built entirely in the USA. The Estate comes fully loaded with Red Brass Burners, Rotisserie Kit, Drop-In Infrared Sear Burner, Smoker Box, and Grill Cover. The built-in model allows you to craft the perfect outdoor environment, building it into a custom outdoor kitchen island. Available in 30”, 36”, 42”, Built-In or Cart Models. Featuring the Gold Standard Lifetime Warranty.

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

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Universal Controls Origins Solid Surface Acrylic Table The Origins Solid Surface Acrylic Table Top Selection from Telescope Casual is made entirely in the USA! This durable powder-coated aluminum frame supports a beautiful onepiece Avonite Solid Surface Acrylic Top. Constructed with no seams to collect dirt or grime, the non-porous, heat-resistant Solid Surface Acrylic is 68% denser compared to the already high-density Marine Grade Polymer and over 4x stiffer! Available in 3 patterns on the accessory, dining, balcony and bar height tables, and fire tables. Contact: (518) 642-1100, sales@telescopecasual.com, or www.telescopecasual.com.

Infratech knows that its customers have different needs when it comes to the controls they choose for their properties.

This is why Infratech offers a broad range of custom control options that allow you to enjoy heaters “your way.”

The Universal Control works with any Bluetooth/Wi-Fi dimmer or with apps compatible with Alexa, Siri, or the Google Home Assistant. All of these products are Proudly Made in the USA. Contact: (800) 421-9455 or www.infratech-usa.com.

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Monessen Lo-Rider Installed flush to the floor with an extra-tall opening, the Lo-Rider’s name says it all.

The vent-free firebox mimics a true woodburning fireplace and matches up perfectly with a beautiful Monessen vent-free log set, hideaway screens and add-ons. You also have a choice of interior liners to fit any style of room. The ventless zero-clearance design lets you install the Lo-Rider just about anywhere to deliver maximum heat to a space.

Contact: (877) 863-4350 or www.monessenhearth.com.

Big Green Egg Smoking Wood Chips and Chunks Big Green Egg Smoking Wood Chips and Chunks add a variety of delicious flavors to foods cooked over the coals. Each type of wood will impart a different flavor to meats or other foods, resulting in an endless variety of new flavor combinations. Big Green Egg’s new Oak Wood Chips and Chunks provide a smooth mellow smoke that is great for all types of meats and works especially well with brisket. Contact: (770) 938-9394 or www.biggreenegg.com.

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DirectVent Pro Concentric Flex DuraVent announces the release of the new DirectVent Pro Concentric Flex, a lightweight, flexible vent pipe that can be extended and bent into the shape needed to fit your installation. DuraVent has created a new custom flex that is stronger and more flexible than any other flexible pipe out there. DirectVent Pro Concentric Flex can be used to easily solve offset installations that would otherwise be challenging to assemble with rigid vent pipe.

DirectVent Pro Concentric Flex is an engineered product that has been designed and tested for use only with approved direct vent gas appliances. Contact DuraVent for an official launch date at: (800) 835-4429 or www.duravent.com.

Real Fyre G31 3-Tiered Vented Burner System The Real Fyre G31 Three-Tiered Burner System takes burner technology to a new level, providing a high, full-bodied flame while using fewer BTUs than other vented burner systems. Enjoy a larger, more realistic flame while saving money on energy costs. Available with a variety of control options. Contact: (630) 241-0506 or email sales@fandcdistributors.com.

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NetZero Fire – Biofuel Brilliant. Mesmerizing. Modern. And one of the most clean-burning fireplaces in existence. Powered by renewable bioethanol, this versatile fireplace requires zero venting, which means customers can place it almost anywhere to bring their unique design vision to light. Speaking of light, only NetZero Fire offers an array of LED lighting packages—for even more ways to customize and enhance the rich, ribbon-like flames. It’s time to rekindle your interest in alternative fuels. Contact: www.netzerofire.com.

A true built-in design for seamless installation, Napoleon’s Built-in 700 Series features a collection of all-304 stainless steel grills in three sizes and an impressive assortment of infrared SIZZLE ZONE burners, range top models, and a new power burner. Polished to perfection, this collection extends luxury and durability to your outdoor design. Combined with Napoleon’s Built-in components and OASIS Modular Islands, this outdoor kitchen collection is sure to impress and provide versatile options for endless design opportunities. Contact: (866) 820-8686 or www.napoleon.com.

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Napoleon’s Built-in 700 Series

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PRODUCTS New Mobile Kitchen Islands by Gensun Gensun’s new 67” mobile islands are available in a traditional style (Paradise) or a more contemporary style (Modanō).

They have heavy duty locking caster wheels and handles on either side for easy movement. They come in a variety of finishes, including scratch resistant embellished finishes for the countertop, and have a lifetime structural warranty. Contact: (866) 964-4468 or www.gensuncasual.com.

Phifer 2022 Outdoor Fabrics Phifer Incorporated is introducing six new collections that encompass upcoming trends for outdoor furniture fabrics in 2022. This ensemble is comprised of 270 fabrics that will breathe life into any outdoor space. Time-tested and inspiring, this year’s fabrics freshen up trustworthy earth tones and bring a fresh sense of balance and stability with cozy, simplistic neutrals. Woven from durable, vinyl-coated polyester yarns, Phifertex fabrics are UV and fade resi stant to ensure long-lasting, vibrant color. Built-in Microban-antimicrobial protection provides an added level of defense against bacteria, mold, and mildew. GeoBella fabrics boast the plush texture and comfort of indoor furniture along with the strength and durability needed for outdoor cushion applications. Contact: (800) 221-5497 or www.phifer.com.

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RSF Focus 3600

Oasis Curved Sectional

With its versatile size and modern features, the Focus 3600 is EPA 2020 certified at 1.49g/hr. Capable of heating 1,500 square feet, and certified for mobile home installations, it can be outfitted with options to move excess heat from the fireplace to the basement or an adjacent room with the flick of a switch. Contact: (450) 565-6336 or www.rsf-fireplaces.com.

Timeless design appeal is what you’ll notice about the clean lines and simple forms of Oasis.

Unparalleled deep seating outdoor comfort makes it perfect for relaxing and entertaining with family and friends. This season, Oasis expands seating options with the new Curved Loveseat. Pair two pieces to create a cozy seating area or combine more to expand your seating options. Available in two finish options: Ash or Barley. Contact: (888) 790-4025 or www.laneventure.com.

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NetZero Fire – The Waterplace

White Onyx Beacon Gas Fire Pit Table

No heat. No fuels. No limit to the ways to transform a room. The look is pure art, borne of pure, simple water, with adjustable flames that have all the allure of a conventional fire. Set against a backdrop of a full spectrum of color-changing LED lights, customers can select logs, media, or liners to truly make it their own. NetZero Waterplace is also Wi-Fi enabled for control via smartphone or smart home devices. Contact: www.netzerofire.com.

The White Onyx Beacon Gas Fire Pit Table is a contemporary take on a classic style. The unique Supercast concrete top sits upon a durable, gray powder-coated steel base. A comfortable chat height naturally invites guests to the sit around the UL Listed, 55,000 BTU fire and relax. The Outdoor GreatRoom Company has many tables in-stock and ready-to-ship. Contact: (800) 303-4028, sales@outdoorrooms.com or www.outdoorrooms.com.

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PRODUCTS 2021 Phifertex Additions Influenced by minimalistic design and saturated color, Phifer’s new 2021 Phifertex Stockline Additions are certain to enhance your outdoor furniture! 16 new piercing hues like Ice Blue, Peach Puree, and Vivid Grey dominate the color palette with a modern twist while the new Tango Orange and Brick Red mix seamlessly with warm and cool neutrals for a classic look. The popular pattern Charm is among the favorites with a plaid-like texture, and high-texture patterns like Gannon and Burke are simple and stylish, offering a range of popular neutrals like warm browns and grays. Whatever you might be looking for to update your outdoor furniture, Phifer’s Phifertex Stockline will have what you need to liven up your outdoor space. Contact: (800) 221-5497 or www.phifer.com.

Arte U-50h The new brochure from Spartherm for decorative fireplaces can be either downloaded on the homepage (www.spartherm-america.com) or you order a printed version. It is available in English and French. The range of decorative fireplaces will be branded in the future as “The Spartherm Collection.” Contact: Powrmatic Toronto at (905) 660-0033, toronto@powrmatic.ca, or contact Jeromy at (647) 221-0510.

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Lodge An addition to OW Lee’s Bistro Collection, Lodge offers a natural rustic look with its woodgrained ladderback. Lodge is available in side chair, counter stool, barstool, swivel counter stool, and swivel barstool.

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

Non-Combustible Mantels Complete your indoor fireplace display with a beautiful non-combustible mantel. With a variety of colors and textures to choose from, you will have no issue finding the perfect style to rest above your fireplace or on your living room wall. Because of the non-combustible nature of this material, it can be used where many other mantels cannot. Made of durable fiberglass reinforced Supercast concrete. (Shown: Weathered Barnwood). Contact: (800) 303-4028, sales@outdoorrooms.com or www.outdoorrooms.com.

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Bordeaux Armchair in Midnight Finish

Enjoy modern, sleek styling, masterfully crafted with the durable performance of marine grade polymer and ultra-premium cushions covered in your choice of luxurious all-weather, solution-dyed acrylic fabrics. Contact: (941)-359-0890 or www.windwarddesigngroup.com.

Inspired by mid-century modern design, the clean lines of this chair make it an easy fit at a dining table, but it’s also a perfect piece to have on hand for extra seating. The chair’s back and seat feature a resin wicker woven to mimic natural cane webbing that’s complemented by either a Midnight- or Chalkfinish frame. This chair partners easily with Summer Classics Havana collection or Brookside dining tables, and it’s a natural paired with bistro-style tables. Contact: (888) 868-4267 or www.summerclassics.com.

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Sienna Deep Seating by Windward

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Lucia This luxury aluminum collection captivates the essence of simple, pure, and elegant characteristics that one will truly embrace for years. Scrupulously crafted to withstand seasons after seasons, Lucia features sleek, perfectly pitched wide slats, and elegantly tapered legs and armrest, along with the finest hand-brushed powder-coated Ash Grey or new Pearl finish.

This generously scaled outdoor seating provides ultra-comfort for ideal relaxation and exceptional dining experiences year-round.

Contact: (866) 919-1881 or www.ratana.com.

DV32CV from Woodbridge Woodbridge Fireplace introduces the DV32CV model. An adjustable input rate of 25,000 - 36,500 BTU (NG) or 25,000 - 32,500 BTU (LP) makes this 32” fireplace ideal for medium-sized rooms. The DV32CV is available with millivolt or electronic ignition systems and features a herringbone brick liner, realistic 8-piece log set, and a clean face. New dealers are welcome! Be sure to check out the updated catalog online.

Contact: (844) 636-3473 or www.woodbridgedealer.com.

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H3 ZC Fireplace

Sunbelievable Sunbelievable presents 100% acrylic fabrics that it’s solutiondyeing to show you. With exquisite patterns, colors, and innovative features, these fabrics now boast the very best durability, stain, and fade resistance with a 5-year limited warranty. Production capacity has been increased to 3 million yards per month, thanks to six new buildings outfitted with state-of-the-art equipment. You can also depend on prompt order fulfillment. Pictured here, Sea Star and Wave Runner, in the color Rain.

Contact: (336) 210-2630 or www.sunbelievable.com.

Valor’s H3 was the first to feature the successful V-Class burner with logs like birch, driftwood, and traditional logs. The VClass burner creates a warmer, varied fire with glowing embers, producing the radiant heat Valor is famous for. Remote standard. Contact: (800) 468-2567 or www.valorfireplaces.com.

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Stromboli, an Extreme Fire View Tempotest StarScreen

Enjoy the fire from every angle.

The Stromboli rotating stove brings warmth to every room. An oval-shaped steel stove on a pedestal base with a large viewing window (16” wide and nearly 20” high) allows the user easy access to the fire. Beautifully crafted in the Czech Republic, the large firebox produces high efficiency and flawless performance with an air wash system that keeps the glass clean and side cladding options of steel (shown), tile or natural stone. Find out all that Wittus has to offer. Contact: (914) 764-5679 or www.wittus.com.

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

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PRODUCTS

Evanon The Evanon collection

by RST Brands utilizes a relaxed style that complements modern and traditional outdoor settings.

Beautifully sculpted powder-coated aluminum frames are gracefully wrapped with weather-friendly rope, and paired with high-density, fast-drying foam cushions for comfort and convenience. This lightweight collection requires effortless assembly and is simple to arrange in any outdoor living space. Contact: (714) 5854787 or www.rstbrands.com.

Tempotest USA In addition to one of the most extensive and stylish collections of woven solution-dyed fabrics in the world, Para Tempotest also offers digitally printed outdoor PET fabrics. These bright and vibrant prints are offered in four base cloths, canvas, shantung slub, basketweave, and a base that passes FR standards including NFPA 701 and IMO standards. These are printed to order and can be colored to suit your customer’s needs for a modest 40-yard minimum! Contact: (972) 512-3534 or www.tempotestusa.com.

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Gemütlichkeit A new brochure from Spartherm shows how its beautiful fireplaces add Gemütlichkeit to customers' homes. The Merriam-Webster dictionary defines this typical German word as “warm cordiality.”

As a German-based company, Spartherm views it more as “coziness.”

Gemütlichkeit prescribes the feeling of warmth, security, and cocooning in your home around a relaxing fireplace. Check out Spartherm’s fully EPA-tested units and order them now. Contact: Powrmatic Toronto at (905) 660-0033, toronto@powrmatic.ca, or contact Jeromy at: (647) 221-0510.

G4 Insert Fireplace The largest of the G Inserts, the G4 with V-Class burner shares its logs with the H3 fireplace, and offers the same great selection as well as the classic Pebble Beach Driftwood (featured). The radiant fire keeps you warm even during a power outage. No power. No problem. Remote standard.

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

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DV32CV from Woodbridge

Covina Sling

by Windward This expertly crafted transitional design features gentle curves and classic details, giving this timeless collection a relaxed elegance to elevate any outdoor space.

High quality marine grade polymer combined with durable, long-lasting fabrics from top manufacturers will impress all who see it for years to come. Contact: (941)-359-0890 or www.windwarddesigngroup.com.

Woodbridge Fireplace introduces the DV32CV model. Adjustable input rate 25,000 - 36,500 BTU (NG) or 25,000 - 32,500 BTU (LP) makes this 32” fireplace ideal for medium-sized rooms. The DV32CV is available with millivolt or electronic ignition systems and features a herringbone brick liner, realistic 8piece log set, and a clean face. New dealers are welcome! Be sure to visit Woodbridge’s updated catalog online. Contact: (844) 636-3473 or www.woodbridgedealer.com.

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Andover Collection – New from Tropitone Transform your patio with the casual luxury of Tropitone Andover. Its soft lines and graceful curves create a soothing silhouette that invites relaxation. The collection features front armrests with a gently arched waterfall curve and sculpted rear legs that join the armrests midway to create a continuous flow. Andover features cushion, sling, and padded sling seating that can be customized with a wide selection of fabrics and finishes. Contact: (949) 951-2010 or www.tropitone.com.

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American Fyre Designs Bluetooth Control

Grantina The Grantina collection by RST Brands provides unmatched quality and craftsmanship in a distinctive, modern farmhouse style. Uniquely designed outdoor seating, highlighted by artisanal handwoven wicker. Featuring high backrests, an oval-shaped coffee table, round-edge club ottomans, plush accent pillows, and fast-drying foam cushions. Available in 10 Sunbrella fabric colors and multiple seating configurations, Grantina’s versatility makes it an ideal collection for maximum comfort with long-term durability. Contact: (714) 585-4787 or www.rstbrands.com.

The new American Fyre Designs (AFD) FyreStarter Bluetooth Control System makes it easier than ever to enjoy the beauty and convenience of AFD fire features. Compatible with a variety of AFD fire tables, fire bowls, fire pits and more, the FyreStarter system allows on-off control through a smartphone or manually at the unit.

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

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Cibolo

Palm Harbor

The Cibolo collection from OW Lee offers the relaxed summer comfort of an Adirondack chair with the iconic turn-of-the-century sophistication inspired

by Gustav Stickley. A Modern-Americana design with a distinctly rustic appeal.

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

Palm Harbor is a masterpiece collection that blends style and comfort seamlessly. Durable UV resistance resin handwoven over sturdy rust-proof aluminum frame, reticulated foam cushion, Palm Harbor offers extreme comfort and elegance that will truly enhance any outdoor living space with many years of enjoyment. Available in Leather-Antique Brown and the new Oyster Grey finish. Contact: (866) 919-1881 or www.ratana.com.

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New Outdoor Storage Options Summer Classics expands its line of beautiful outdoor furniture that doubles as multifunctional storage with a number of NEW pieces, including the Chesapeake Medium Storage Box, that will have multiple uses in any outdoor setting. Crafted from woven raffia and accented with natural teak, this table is designed to withstand natural elements and offers the perfect solution for keeping outdoor cushions looking new for years of enjoyment. Finish: Raffia, Natural Teak. Contact: (888) 868-4267 or www.summerclassics.com.

Coronado The Coronado collection from Patio Renaissance will have you indulging in your own resort living without leaving your backyard. The modern sleek look of Coronado with powder-coated aluminum frame and natural teak accents will enhance any backyard or pool; and create an outdoor living room for you and your family and friends to all enjoy. Whether you plan to lounge, socialize, or dine, this set can provide the optimal environment.

Contact: (866) 690-5673 or www.patiorenaissance.com.

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AD INDEX Advertiser

PROFILES DIRECTORY Phone

Website

Page

AEI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 474-3070 . . . . . . . .www.aeicorporation.com . . . . . . . . . . . .14

Company

Page

AEI ....................................................................................................64 American Fyre Designs (RH Peterson) ......................................................77

Agio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(888) 997-7623 . . . . . . . .www.apricityoutdoor.com . . . . . . . . . . . . .5 American Made Grills (Summerset Professional Grills) ..........................60, 70 Big Green Egg . . . . . . . . . . . . . . . . . . . . . . .(770) 938-9394 . . . . . . . .www.biggreenegg.com . . . . . . . . . . . . .36 Apricity Outdoor (Agio) ..................................................................64, 68 Blaze King . . . . . . . . . . . . . . . . . . . . . . . . . . .(509) 522-2730 . . . . . . . .www.blazeking.com . . . . . . . . . . . . . . . . .21

Big Green Egg ................................................................................60, 71

British Fires . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . . . . .valorfireplaces.com/newforest48 . . . . . .7

British Fires ....................................................................................58, 66

CG Products . . . . . . . . . . . . . . . . . . . . . . . . .(800) 833-5998 . . . . . . . .www.cgproducts.com . . . . . . . . . . . .16, 52

DuraVent..............................................................................................71

Dansons, USA . . . . . . . . . . . . . . . . . . . . . . . .(877) 303-3134 . . . . . . . .www.dansons.com . . . . . . . . . . . . . . . . . .79

Eiklor Flames ..................................................................................64, 70

DuraVent . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 835-4429 . . . . . . . .www.duravent.com . . . . . . . . . . . . . . . . .44 Eiklor Flames . . . . . . . . . . . . . . . . . . . . . . . . .(888) 295-5647 . . . . . . . .www.eiklorflames.com . . . . . . . . . . . . . . . .2

Elaine Smith ........................................................................................64 F&C Distributors..............................................................................68, 71 Fire Magic (RH Peterson) ......................................................................64

Empire Comfort Systems . . . . . . . . . . . . . .(800) 851-3153 . . . . . . . . .www.empirecomfort.com . . . . . . . . . . . .33 Gensun ........................................................................................66, 72 F&C Distributors . . . . . . . . . . . . . . . . . . . . . .(630) 241-0506 . . . . . . . .www.fandcdistributors.com . . . . . . . . . .55 Golden Blount ................................................................................58, 70 Gensun . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 964-4468 . . . . . . . .www.gensuncasual.com . . . . . . . . . . . . .15

ICC-RSF ........................................................................................66, 72

Golden Blount . . . . . . . . . . . . . . . . . . . . . . .(800) 833-1139 . . . . . . . . .www.goldenblountinc.com . . . . . . .32, 48

Infrared Dynamics (AEI) ........................................................................60

Hearth & Home Technologies . . . . . . . . . .(888) 427-3973 . . . . . . . .www.hearthnhome.com . . . . . . . . . . . . .80

Infratech ........................................................................................58, 70

ICC-RSF . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(450) 565-6336 . . . . . . . .www.icc-rsf.com . . . . . . . . . . . . . . . . .12, 13

Le Griddle (CG Products) ......................................................................66

ICFA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(336) 881-1016 . . . . . . . . .www.icfanet.org . . . . . . . . . . . . . . . . . . . .73 IMC/Las Vegas Market . . . . . . . . . . . . . . . .(888) 416-8600 . . . . . . . .www.lasvegasmarket.com . . . . . . . . . . .69

Lane Venture ..................................................................................70, 72 Monessen Hearth (Hearth & Home Technologies)......................................71 Napoleon Products ..............................................................................71

Infratech . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 421-9455 . . . . . . . .www.infratech-usa.com . . . . . . . . . . . . . .17 NetZero Fire ..................................................................................71, 72 Lane Venture . . . . . . . . . . . . . . . . . . . . . . . . .(888) 790-4025 . . . . . . . .www.laneventure.com. . . . . . . . . . . . . . .43 The Outdoor GreatRoom Company ..................................................72, 74 Napoleon Products . . . . . . . . . . . . . . . . . . .(866) 820-8686 . . . . . . . .www.napoleon.com . . . . . . . . . . . . . . . . .23

OW Lee..........................................................................................74, 77

NetZero Fire . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .www.netzerofire.com . . . . . . . . . . . . . . . .51

Patio Renaissance............................................................................58, 77

The Outdoor GreatRoom Company . . . . .(866) 303-4028 . . . . . . . .www.outdoorrooms.com . . . . . . . . . . . .40

Phifer ............................................................................................72, 74

OW Lee . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(800) 776-9533 . . . . . . . .www.owlee.com . . . . . . . . . . . . . . . . . . . . .9

Pit Boss Grills (Dansons) ..................................................................64, 68

Patio Renaissance . . . . . . . . . . . . . . . . . . . . .(866) 690-5673 . . . . . . . .www.patiorenaissance.com . . . . . . . . . .37 RST Brands . . . . . . . . . . . . . . . . . . . . . . . . . .(714) 585-4787 . . . . . . . . .www.rstbrands.com . . . . . . . . . . . . . . . . .45

Plaza Fireplace (Empire Comfort Systems) ................................................68 Ratana ..........................................................................................75, 77 RCS Gas Grills (CG Products) ..................................................................68

Ratana . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(866) 919 1881 . . . . . . . . .www.ratana.com . . . . . . . . . . . . . . . . . . . .41 Regency Fireplace ..........................................................................60, 68 Regency Fireplace . . . . . . . . . . . . . . . . . . . .(800) 442-7432 . . . . . . . .www.regency-fire.com . . . . . . . . . . .62, 63 RST Brands ....................................................................................76, 77 Spartherm . . . . . . . . . . . . . . . . . . . . . . . . . . .+491522 2644162 . . . . .www.spartherm-america.com . . . . . . . .25

SimpliFire (Hearth & Home Technologies) ................................................66

Summer Classics . . . . . . . . . . . . . . . . . . . . .(888) 868-4267 . . . . . . . .www.summerclassics.com . . . . . . . . . . . . .3

Spartherm ......................................................................................74, 76

Summerset Professional Grills . . . . . . . . . .(800) 966-8126 . . . . . . . .www.summersetgrills.com . . . . . . . . . . .65

Summer Classics ............................................................................74, 77

Sunbelievable . . . . . . . . . . . . . . . . . . . . . . . .(336) 210-2630 . . . . . . . .www.sunbelievable.com . . . . . . . . . . . . .61

Sunbelievable ................................................................................58, 75

Telescope Casual . . . . . . . . . . . . . . . . . . . . .(518) 642-1100 . . . . . . . . .www.telescopecasual.com . . . . . . . . . . .59 Tempotest USA . . . . . . . . . . . . . . . . . . . . . . .(972) 512-3534 . . . . . . . .www.tempotestusa.com . . . . . . . . . . . . .53

Telescope Casual ............................................................................60, 70 Tempotest ......................................................................................75, 76 Tropitone ......................................................................................66, 76

Tropitone . . . . . . . . . . . . . . . . . . . . . . . . . . . .(949) 951-2010 . . . . . . . . .www.tropitone.com . . . . . . . . . . . . . . . . .67 Valor Fireplaces ..............................................................................75, 76 Valor Fireplaces . . . . . . . . . . . . . . . . . . . . . .(800) 468-2567 . . . . . . . .www.valorfireplaces.com . . . . . . . . . . . .49 Windward Design Group . . . . . . . . . . . . . .(941) 213-5869 . . . . . . . . .www.windwarddesigngroup.com . . . . .47

White Mountain Hearth (Empire Comfort Systems)....................................60 Windward Design Group ................................................................74, 76

Wittus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(914) 764-5679 . . . . . . . .www.wittus.com . . . . . . . . . . . . . . . . . . . .57

Wittus............................................................................................58, 75

Woodbridge Fireplace . . . . . . . . . . . . . . . .(844) 636-3473 . . . . . . . .www.woodbridgedealer.com . . . . . . . . .29

Woodbridge Fireplace ....................................................................75, 76

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. 16, NO. 6 © 2021 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 905035514, 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.

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Best styling.

Easiest operation.

Harman.

Allure50 Pellet Stove in Gloss Red with glass front

Harman efficiency, great looks and touch control are fueling demand.

Customers love Harman® pellet stoves for their fuel-saving performance, precise temperature control, low maintenance and elegant styling. Not to mention 26% federal Providing warmth and comfort where

tax credits. UNIQUELY HHT.

people live, work and gather.

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