Patio & Hearth Products Report September/October 2023

By Jessica Salisbury

Outdoor

By Kimberly Rodgers

A specialty store attracts barbecue aficionados from throughout the Sunshine State.

Showroom

By Sharon Sanders

An award-winning outdoor store expands with a second location that caters to high-end clientele.

As

By Sharon Sanders

Designed

My

By Dana Robinson

Three Birds Casual’s teakwood designs appeal to customers seeking stylish looks and weather-resistant durability.

Product

By Maura Keller

Camina & Schmid expands its hearth market in the United States as customers seek German engineering and craftsmanship. 52

Corporate

By Larry Thomas

With offerings ranging from furniture to shade solutions, Sunvilla is a one-stop source for all outdoor living needs.

54

Insight – A Vital Resource

By Cherise Forno

A wholesale distributor boasts a robust shipping program, as well as a diverse range of premium hearth and outdoor products.

56

Insight – Patios Perfected

By Larry Thomas

Woodard’s large number of recent product launches has retailers and customers taking notice.

58

Last Word – Venture Outside

By Kimberly Rodgers

A well-established and respected interior furniture company expands successfully into the outdoor category.

60

Reps

When thinking about the value, benefit, and importance of sales representatives, I am reminded of the saying, “You could build the best mousetrap in the world, but if you don’t have someone to sell it, you won’t be catching many mice.” Sales reps are a crucial component of any industry, company, or organization. They not only represent the product or service they are selling, but they also represent the company or organization they are working for. For many customers, the sales rep is the first and last point of contact during a business transaction. Good sales reps can help grow and expand a business, while poor sales reps can lead to a loss of revenue and a tarnished reputation in the industry.

Donn Raseman, who heads up the International Casual Furnishings Association’s Sales Representative Council, recently shared with me some of his thoughts on what sales reps bring to the party:

“As sales reps, we are the conduit between the manufacturer and the dealer. Occasionally, we are also the expert, what used to be called ‘the guy from out of town with the briefcase,’ who gets called upon to talk with an end user. We are also by and large in charge of training the store’s salespeople on our product. Often, we also give new salespeople an overview of the entire industry, from big box to specialty stores, and how our companies fit in the industry.

One thing that I learned early on as a rep is that there a few different types of dealers as far as writing orders and planning their floor:

Dealers that want your help and you sit with them as the orders are written to offer suggestions and guidance. I will often come with a suggested outline to the appointment.

Dealers that prefer to meet and go over the sales materials and they will write the orders themselves. One of my dealers once said that they would rather write the orders by themselves so that if they must cut some items/collections, they won’t feel bad about doing it while I was there. I thought that was nice but not necessary. If there is a rough “open to buy” for our product that I’m aware of, I will make sure the most popular or “best fit for their store” collections are on the order.

Dealers that want very little help with orders but when they need help in other areas, you need to act quickly and advocate on their behalf. This other help could be with a ship date, warranty, or talk with one of their customers.

Being a rep has definitely changed since I started. Most of my career has been with domestic suppliers on the higher end. We have transitioned from sales reps

to consultants or ‘trusted advisors.’ I am amazed at the vast amount of knowledge that the store owners and their salespeople possess and have excellent command of the features and benefits of a diverse range of products. To have a good working knowledge of casual outdoor furniture (wicker, aluminum, wrought iron, cast aluminum, umbrellas, teak, HDPE/MGP, etc.) is truly impressive.

As sales reps, we are fighting for the head and heart space of the salesperson and owner with all of these products. The store owner is the gatekeeper of whether his customer base ever sees a new frame finish, fabric, or collection. The internet has opened a new world of style and information, but the majority of people want to touch and feel the product when they are making a substantial investment that they are going to have for a long time.

My final thought is that there needs to be more collaboration with the manufacturer, dealer, and sales rep. Rep Councils that involve dealers are a good source for developing new collections based on trends in the marketplace. What better source than the people in the field who deal with the customers to offer insight on new and upcoming products?”

At this year’s ICFA Apollo Awards Gala in Atlanta, Charlie Smith of CHS Associates received the Sales Representative of the Year award. Terri Lee, CEO of OW Lee, had this to say about Charlie:

“I am so proud of Charlie’s accomplishments over the past couple of years, all during a time when the going was pretty rough at times. I have known Charlie since he was a little boy and he is now a third-generation sales rep for OW Lee, following in the footsteps of his grandfather, Don, and dad, Dean. He has always been a competitive guy with a big heart and those attributes come through as a sales rep. He is very good at tracking his customers’ orders for changes in delivery dates, mistakes on acknowledgements, or making sure orders meet the OW Lee freight rates. He pays close attention to the reports we send him on a weekly basis, which we appreciate. In addition to being a great rep, he is a devoted family guy and is very proud of his two young sons, spending a lot of time to help them develop in sports and academics. (His wife, Amanda, is pretty awesome, too). OW Lee is very lucky, and we are proud to have Charlie Smith represent our company.”

Hats off to Charlie and all the top-notch sales reps in our industry who keep the mice awake at night with worry.

MUST READS ∂

Because of their low initial cost and ease of installation, electric fireplaces are hot sellers for this New Jersey retailer. For the People, p. 34

Recognizing the growing luxury market, Gasper Home & Garden Showplace opened a second store to cater to high-end clientele.

Luxe Outdoor, p. 42

Three Birds Casual is recognized for its green manufacturing, sourcing only ecologically grown and harvested wood from sustainable plantations. Beyond Ordinary, p. 50

F&C Distributors’ competitive freight program is one of many reasons retailers prefer working with them for their hearth and outdoor living lines.

A Vital Resource, p. 56

Tony Ramos

Charlie Smith and family

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SOCIAL MEDIA SUCCESS

about social media is that it allows you to create a much more personal experience and give your audience a behind the scenes view of your business. At Village Green, our least popular posts are when we just feature outdoor furniture. I hate to say that, but it is true. However, if you post a picture of your warehouse team unloading trucks, building furniture, or driving away in the truck, it now becomes personal. You are featuring your company at work and the people who do the work.

Don’t think social media is important to your business? Think again!

Social media is here to stay, whether you like it or not! The ongoing debate of the negative side of social media still exists. Is it creating false information, cyberbullying, FOMO (fear of missing out), unrealistic expectations, or creating an addiction to your cell phone? While those arguments are very true, there are so many positives that come from social media, such as fostering relationships, staying connected, finding your voice, showing empathy and support, building a business, sparking creativity, and motivating people!

With over 4.26 billion people using social media worldwide (over half the world’s population), you must ask yourself, “am I using social media not only to my advantage but to my business's advantage?”

Facebook and Instagram are the easiest platforms for a business to build their brand and create a more personal experience with their customers. The best part is that they are FREE and can be linked together, saving you time and labor! If you originate your post on Instagram, it will give you the option to share to Facebook before you post. In my experience, Facebook is more popular with our customers over the age of 40 and Instagram is more popular with our customers 40 and under. These platforms need to be posted on daily to keep you visible and your customers engaged. If you are only posting once a week or every few days, you will likely not appear to your customers.

What message will reach my customers? One of my favorite things

People love pets and you should feature yours! Think about it! You post a picture of a beautiful outdoor chair by itself, and it doesn’t get much attention, but if you put your cute dog in it, the likes and shares will start coming! Try posting a picture of one of your sales associates in your design center or on the showroom floor next time you are advertising a sale. By doing this, it creates more likes and shares to other people’s profiles and gets your message out to more people.

Notice a trend? All of these posts should include your pictures! Snap quick on-the-go images with your cell phone and you can upload them to your social sites in a snap! Easy!

Another area to reach your customers is in stories. On Facebook and Instagram, you can create stories. You will notice this option at the top of your feed. All you do is tap “your story” to create one. This is a great way to showcase sales, images of products, and people. You can also see how many people look at your stories. If we post a story, we usually average 180 views before it disappears. (They only last 24 hours). That is a lot of views!

Videos are by far going to capture the most views on social media. Don’t overthink it— you don’t have to be a professional speaker to be on camera. All you need is a few key employees who don’t mind being featured. I would suggest writing a script so your team knows what you would like them to say and give them a heads up so they can be camera ready! You can shoot the video with your phone and upload it directly onto socials.

Once you get more comfortable

and want to create fun videos or do some editing, you should purchase a subscription. Kiki Knudson, our marketing director, uses Canva. It is crazy to see how many views you will get on a video versus how many people like the post. Remember, just because they don’t like the post does not mean they are not seeing your content. Going “Live” is always a good idea, too! I know it sounds scary, but it isn’t that bad. Shoot live video at your store before or during a special event or to create a personal message to your customers. You can save those videos on your pages, too, and turn it into a post.

Post your accomplishments and community outreach. This is one area that will really set you apart from your competition. Talk about your accomplishments. Share your community outreach, donations, and team-building experiences. Share with your customers when a team member graduates college or achieves an award or does something great in the community.

You don’t do this to be a glory hog—you do this because you are proud of you, your community, and the people who work for you. Do you have people who have worked for you for a long time? Share their anniversary with their picture and allow them to receive praise from your customers. What this does for your business is it creates relatability and shows that you care about your team. So, celebrate things and spread the word!

If you don’t have social media yet for your business, I hope this encourages you to change your mind. I promise it will enhance your business, reach new and younger customers, create more of a personal feeling, and I would encourage you to do this in-house versus paying an outside company to do the work. Remember, no one knows your business better than you!

Jessica Salisbury is the CEO and Creative Director of Village Green Home and Garden in Rockford, Illinois. Salisbury is the first recipient of the International Casual Furnishings Association’s Dudley K. Flanders Leadership Award.

PUBLISHER

Tony Ramos

tramos@peninsula-media.com

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COPY EDITOR

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CONTRIBUTORS

Maura Keller

Dana Robinson

Kimberly Rodgers

Laurie Rudd

Sharon Sanders

Larry Thomas

Greg Thompson

CIRCULATION DIRECTOR

Whitney Carrier

BUSINESS MANAGER

Susan Razetto

CEO & PRESIDENT

Tony Ramos

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“I knew that POLYWOOD was the answer. It’s not going to fade over time, crack, or warp; it’s built to stand up to the elements. And there’s a design aesthetic that fits about every style you could hope for. That’s the ultimate win-win.”

— ANTHONY CARRINO | Interior Designer

Shown:

Modern Grand Upright Adirondack Chair, Grand Upright Adirondack Ottoman, Modern Grand Adirondack Chair, Square 42" Fire Pit Table, and EDGE 6-Piece Modular Deep Seating Set

Forge & Flame: The Future of Hearth & Home Technologies’ Stove Brands

Hearth & Home Technologies (HHT) recently launched its latest stove brand, Forge & Flame. Forge & Flame will serve as the master brand, under which Vermont Castings, Quadra-Fire, and Harman—the three brands that comprise the stove business unit— will operate.

As a single entity, with a portfolio of iconic brands, Forge & Flame will enable the HHT stove business unit to streamline and simplify the stove purchase experience and comprehensively promote the category. With enhanced educational resources, a stronger, more united marketing presence, and a unified go-tomarket strategy, Forge & Flame will be better positioned to meet consumers where they are in an evolving retail environment.

HHT will continue to promote and market the three individual stove brands under Forge & Flame. “Dealers may continue to promote the heritage product brands in their markets as they desire,” says Beth Allen, vice president of marketing. “Many markets, in the Northeast for example, see great success in promoting the Harman or Vermont Castings name, and we have no desire to curtail these regional brand advocates.”

In launching a new “master brand,” company officials specifically wanted a name that was authentic, dependable, and adventurous. “The beauty of a name like Forge & Flame is it immediately signals our value proposition,” Allen says. “It honors the historical craftsmanship while also leveraging our innate love of fire. Forge & Flame fuels the fire within, helping us forge new paths, think differently, and aligns us for the

future of stoves.”

Another rationale for creating the master brand is an attempt to meet the changing consumer dynamic and to demonstrate a commitment to the heating and stove category. “Awareness of the stove category has declined significantly, and the overall customer experience of shopping and maintaining a heating stove is rather confusing,” Allen says. “We believe every home deserves a reliable heat source and the comfort of a quality fire.”

Products will continue to be designed and cast in the U.S., with a commitment to the highest standards of quality and craftsmanship delivering durable, efficient, and beautiful heating solutions.

Sustainability is a core value that guides Forge & Flame. Prioritizing the use of 100% recycled iron in cast products, with facilities powered completely on renewable energy, and conscientious corporate responsibility remains one of the brand’s pillars. By offering clean-burning biomass heating appliances and a range of efficient products with a focus on minimal waste, Forge & Flame is invested in reducing its carbon footprint and that of its consumers.

HHT will continue a tradition of zero waste to

Ortal Unveils Its Luxury Design Center

Ortal, an esteemed high-end fireplace manufacturer, has unveiled the Ortal North American Design Center. Nestled within its North American headquarters in Columbus, Ohio, this center is a haven for design professionals and discerning clients eager to immerse themselves in the captivating world of

fireplace design.

The Ortal North American Design Center houses an impressive repertoire of over 30 functional fireplaces, each a unique masterpiece. Among these are models that have never graced the North American market until now, including suspended units that have garnered admiration in Europe.

Ortal’s visionary approach underscores its commitment to reshaping the industry narrative. By providing a space where inspiration and innovation converge, Ortal is not only crafting remarkable fireplaces, but also igniting a new era of creativity and design excellence.

Moreover, Ortal understands the

landfill for the manufacturing facility, and 100% renewable energy for all facilities. Karen Smeltz, category director, stoves, takes pride in using 100% recycled cast iron for all products. “Sustainability starts with engineering design and remains vital through materials and manufacturing process all the way through to the end consumer as they enhance their sustainable lifestyle with our products,” Smeltz says.

Forge & Flame stoves empower homeowners to also benefit from substantial savings. “We have 19 products qualifying for the $2,000 federal tax credit across Vermont Castings, Harman, and Quadra-Fire,” Smeltz says. “We’re committed to heating homes effectively and efficiently with alternative heat sources for homeowners.”

The Forge & Flame website, www.forgenflame.com, launched July 31.

challenges faced by its dealer network. Showroom space can be a precious commodity, and finding the time to switch out displays during peak seasons can be a daunting task for many retailers. Most Ortal dealers maintain multiple displays, but for customers looking for something beyond the showroom floor, the new design center offers an invaluable resource.

The Forge & Flame brand will serve as Hearth & Home Technologies’ master brand for its stove business unit that includes Vermont Castings, Quadra-Fire, and Harman.

Ortal’s new design center displays more than 30 fireplaces, giving dealers a valuable resource.

Ortal celebrates the opening of the Ortal North American Design Center in Columbus, Ohio.

The Ortal North American Design Center is always open for dealer and client visits, offering a seamless way for dealers to meet the unique needs of their customers. In Ortal, dealers find not only a supplier but also a trusted business partner. During the grand opening this past July, over 40 dealers attended the event and were left astounded by this one-of-a-kind resource.

In addition to the Columbus relocation, Ortal overhauled logistical operations, significantly improving shipping times. The centralization of North American shipping points from the previous Southern California location, notorious for port congestion and LTL delivery delays, streamlined Ortal’s supply chain. With approximately 700 top-selling fireplaces in stock, Ortal can now offer its dealers and customers notably shorter lead times. This strategic shift reinforces Ortal’s reputation for reliability and customer-centered service, enhancing its competitive edge in the market.

Empire Group Expands Presence in North America

Empire Group, the parent company of Empire Comfort Systems, announced the acquisition of all of the operating assets of Canadian Heating Products Inc. (dba Montigo Fireplaces) of Langley, British Columbia.  The acquisition furthers Empire Group’s commitment to the hearth industry, allows for an expanded

presence in the western states, and provides entry into the custom fireplace market.

“We look forward to our companies working together to offer our customers more diverse products and services. Very rarely does one plus one equal three, but with little crossover in products and customers, we feel that this acquisition will make both companies stronger,” says Nick Bauer, the president of Empire Comfort Systems and a fourth-generation member of the Bauer family working at the company.

“For more than 40 years, Montigo has led the way delivering industry-first innovation and design through its broad range of product categories. Today, we look forward to continuing this commitment with the enhanced support this acquisition will bring,” says Pat Bradley, president and CEO of Montigo.

As members of the Empire Group, the Montigo team will continue to provide one-of-a-kind hearth products and excellent service to their network of architects, builders, dealers, and distributors.

Memphis Grills Takes Wood Fire Grilling to New Levels

Memphis Wood Fire Grills, a leader in the fastest-growing category of grills, introduces the Memphis Elevate. The Memphis Elevate brings a new twist on traditional, midpriced pellet grills. Breaking out of the barrel look dominant in the pellet industry, the Memphis Elevate brings an angular, future-forward vision to this versatile cooking appliance.

Offering a wide temperature range with up to 1,079 square inches of grilling surface, this grill provides the features and technology to cook any meal on one grill. The Memphis Elevate has the ability to smoke, grill, roast, bake, braise, and even sear in the Direct Flame mode with two distinct flame modes and temperatures reaching up to 900 degrees.

“All Memphis Wood Fire Grills are unique in that they are designed with multiple levels of Direct Flame function in the controller system,” says Sharla Wagy, vice president of marketing. “This provides the ability for the griller to select from multiple settings in the Direct Flame mode, giving them the power to choose the exact level of flame they want to create and the right amount of char to please everyone’s palate.”

The design of the Memphis Elevate is engineered with both the consumer and dealer in mind. With mul-

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tiple modular packages, this grill is easily assembled as a built-in or as a freestanding cart with legs, a surround, or a cabinet—all with one common grill head—making inventory easy for the dealer. This also makes it easy for the consumer to go from having a cart to a built-in with the same grill in the future.

With an MSRP of $1,999-$2,499 depending on model selection, the introduction of this grill brings Memphis Grills’ technology to a new segment of barbecue enthusiasts.

RH Peterson Co. Announces Leadership Changes

RH Peterson Co., a leading manufacturer of premium gas logs, barbecue grills, and outdoor fire features, announces that Leslie Bortz will transition to the newly created role of chairman and Dominque Seim will assume the role of president, effective immediately.

“It has been a privilege to lead the RH Peterson Company for the past 46 years,” Bortz says. “I have been fortunate to work with an incredible team that has achieved record success over the last several years. Dominque is the ideal leader to move our company into the next phase of growth. I look forward to partnering with him as we advance our company forward.”

Seim brings more than 19 years of experience with RH Peterson to his new position. Most recently, he’s overseen all aspects of manufacturing, inventory, maintenance, and shipping. He’s been instrumental in developing processes and plans that have maximized the company’s operational efficiencies. Seim’s experience in the gas industry began in his

early years working for his family’s propane companies, where he developed his knowledge of and passion for all aspects of the industry.

“I’m honored to serve as the next president of RH Peterson Co. and continue our company’s legacy of providing high quality, innovative, American-crafted products that bring families together,” Seim says. “I look forward to nurturing the relationships that have made RH Peterson Co. the company it is today and to lead us into future growth and success.”

For more information, visit www.rhpeterson.com.

Jensen Outdoor Adds Courtney “Coco” Randolph to Sales Team

Jensen Outdoor, the leading manufacturer of luxury outdoor wood furniture in North America, announces the addition of Courtney “Coco” Randolph as the new sales representative for Southern California and Las Vegas. Randolph’s extensive experience in the industry and exceptional track record make her the ideal candidate to further strengthen relationships with the company’s valued retail and design customers.

Randolph brings a wealth of knowledge and expertise to her new role. A graduate of the USC School of Cinematic Arts, Randolph spent over a decade working with renowned film, television, and tech companies in Hollywood. She later joined forces with her father, Jeff Randolph, to represent multiple heritage indoor furniture brands, expanding their business across California, Hawaii, Nevada, and Arizona.

Recognizing the growing demand for high-quality outdoor furniture, Randolph

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Dominque Seim

founded Coco Randolph Co. to exclusively represent manufacturers within the casual furniture industry. Randolph’s exceptional contributions to the industry have earned her accolades, including the 2022 ICFA Sales Representative of the Year, the 2022 Treasure Garden Sales Representative of the Year, and Shademaker Retail Sales Representative of the Year.

“We are delighted to welcome Courtney

Twitchell Ventures into Performance Area Rugs Category

‘Coco’ Randolph to the Jensen Outdoor family,” says Eric Parsons, president. “Her passion for design, extensive industry experience, and dedication to exceptional customer service align perfectly with our company values. We have no doubt that she will build upon the solid foundation established by Bob Snyder and further enhance our relationships with retailers and designers in Southern California and Las Vegas.”

“We would like to take this opportunity to express our gratitude to Bob Snyder, who has served as our sales representative for the Southern California and Las Vegas areas for an impressive 14 years,” Parsons says. “Bob’s unwavering dedication, professionalism, and commitment to our company and customers have been instrumental in our success. We extend our sincerest thanks to Bob for his contributions and wish him all the best in his future endeavors.”

ICFA Introduces Sunny the Bear as Official Mascot

Known for the iconic PVC-coated polyester brand Textilene, Twitchell Technical Products is now entering a new category with performance area rugs, runners, and mats. Merging capabilities with subsidiary company Infinity Woven Vinyl, the collaboration will deliver a versatile layer of visual interest to any indoor or outdoor environment.

“As we enter our 101st year of business, we are delighted to introduce a range of new products that showcase our product diversity and outstanding reputation,” says Gena Webb, vice president of product development. “Our collection of rugs draws inspiration from top-selling patterns, textures, and neutral colors combining visual impact, beauty, and function.”

Contemporary-styled earthy textures in neutral pallets reflect the reputations of both companies. Infinity Woven products feature a unique, heavy-traffic-rated vinyl backing that’s kid, pet, and party proof. Twitchell’s famed Textilene is easy to clean, mold and mildew resistant, and engineered for UV stability. They are rugs woven for real life.

Twitchell notes that consumers are looking for more depth and texture in fabric and patterns. Beige is the new gray; warm neutrals embrace comfort and blend with any style. Twitchell designer Nancy Egge says there is always a place for texture and geometrics: “Fabric can be one of the most impactful and versatile design elements.”

Textilene, the original all-weather fabric, is Twitchell’s largest seller. Textilene is incredibly UV stable, flame resistant, easy to clean, and extruded with antimicrobial agents. There are over 360 stocked fabrics available on demand, and the Twitchell color library boasts more than 1,200 custom pigments.

With locally sourced raw materials and vertical integration, the typical supply chain issues have not affected Twitchell. Color compound mixing, yarn extrusion, and weaving is all done in-house in the United States. Twitchell stays fully stocked and ready to ship by maintaining longterm and successful partnerships with its vendors to ensure a constant supply.

The International Casual Furnishings Association now has an official mascot, Sunny the Bear. “Sunny is full of spunk and personality, just like our members,” says Megan Pierson, senior vice president of business development at POLYWOOD and chair of ICFA’s Social Media Committee, which conceived Sunny during the ICFA Planning Workshop held in Charlotte, North Carolina, last October.

Sunny the traveling bear was born earlier this year and made her industry debut at the ICFA Educational Conference in Nashville, Tennessee, in March.

Sunny was an instant hit with members attending the Educational Conference. “Sunny loves everyone, and she loves to take part in whatever is going on,” says Jackie Hirschhaut, executive director of the ICFA. “I saw her making the rounds at the conference, and she has a special way of putting a smile on everyone’s face. She’s just so snuggly and cute.”

Pierson notes that Sunny knows she joined the right industry, and she’s excited about all the fun she expects to have. One manufacturer member has even promised Sunny that she will have her own outdoor

chair, sized just right for her.

Going forward, Sunny is available to visit with ICFA members at their stores, with reps on the road, and with manufacturers and suppliers at their factories throughout the year. Members can then post images of Sunny’s travels. ICFA members interested in a visit from Sunny should send a request to sunny@icfanet.org.

Most recently, Sunny made his rounds at AmericasMart Atlanta exploring the new space for the inaugural Casual Market Atlanta. Sunny shared important tips and reminders about the show, as well as ideas on fun things to do in Atlanta.

Instagram and Facebook users may have already noticed some of her Atlanta posts. Follow along with her adventures on Instagram and Facebook at @sunny_icfa.

continued on page 81

Inspired by top-selling Twitchell patterns, textures, and neutral colors, customers can add visual impact to any indoor or outdoor setting with performance area rugs.

Sunny with the ICFA Social Media Committee, from left, Sebastien Manni, Kannoa; Megan Pierson, POLYWOOD; Jessica Knudson, Village Green Home & Garden; Karen Brams, Island Living & Patio; and Anderson Gibbons, Revolution Fabrics.

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SPOTLIGHT

A Griller’s Dozen

These 13 innovative companies help customers elevate their grilling options.

BY GREG THOMPSON

AS LEAVES BEGIN TO CHANGE AND TEMPERATURES

COOL, the days and weeks to enjoy outdoor kitchens are still plentiful. Prospective customers who battled an old grill and longed for convenient accessories during the summer may indeed be willing to upgrade and invest in new products.

How many choices are actually out there? Chris Hartwig, sales and marketing director at Mont Alpi Grills, believes the number is high and dealers must take care to choose the right brand due to space limitations. “Outdoor kitchens have become a crowded space,” he says. “We have been doing this for a long time and are surprised by the new entrants in the market. Consumer demand has not plateaued, but brand penetration may have.”

TOP: The Kalamazoo K750HB Hybrid Fire Grill with a Built-In Double Cooktop serves as the heart of the kitchen, along with a countertop Artisan Fire Pizza Oven and the under-counter Smoker Cabinet. This kitchen also features Signature Series cabinetry and refrigeration, as well as a warming cabinet and pull-out bins.

BOTTOM: The Dometic Twin Eagles C Series grill shown with rotisserie and sear zone

Consumers are expanding the definition of the outdoor kitchen to include convenient accessories. For example, some of the bestselling components at Gensun are outdoor kitchens that incorporate fire table entertainment islands and spaces for Kamado-style grills.

“As kitchens become more popular in outdoor living areas, the need for casual entertainment areas are increasing in popularity,” says Gray Dobbins, vice president of sales at Gensun. “The old saying ‘the party always winds up in the kitchen’ is just as true for the outdoor kitchen as it is for the indoor kitchen.”

Matthew Frey, marketing manager at Dometic Residential and U.S., agrees with Dobbins and adds: “The grill is not enough. Consumers want the grill, the side-burner, the sink, the refrigerator, and the pergola. It’s on us to create seamless ways for people to access that dream.”

Outdoor kitchen manufacturers (a baker’s dozen) in this issue’s spotlight are overflowing with valuable accessories, as well as core kitchen products. Check out the images and mine the details to energize your outdoor kitchen sales.

ROCK RUN CABINETRY

Recent product launches at Rock Run Cabinetry (Topeka, Indiana) include a double grill cart and combo grill cart, in addition to patio line cabinets. The Double Cart holds two ceramic grills with two large drawers for storage, plus a wastebasket and utensil drawer. The Combo Cart holds one ceramic grill and one gas grill or gas griddle. It accepts a 20-pound liquid propane tank.

All are selling well, with John Schlabach, business development manager, attributing the success to

functionality and attractive finishes. “Our mocha and sandstone finishes are two of the more popular, along with colors that never go out of style—black and gray,” he says.

The company’s biggest selling point may well be its short lead times and “the fact that we stand behind the product 100%.” The three-week lead time never changes, and Schlabach adds, “We hit our deadlines and hold ourselves to the highest standard when it comes to quality of product or service—and everything is built to order.”

MIDDLE:

BOTTOM: 32” TrueFlame Premium Lighted Gas Grill from AMD Direct

Undermount soft-close drawer guides with soft-close doors have proven popular, along with a thick aluminum and powder coat on every component, creating a durable finish with no raw aluminum showing. “Our future in the outdoor kitchen market looks bright as we have seen steady growth in that area,” Schlabach says. “The growth is a result of gaining market share and the market shifting toward aluminum.”

Rock Run Cabinetry used to be called Rock Run Industries and produced steel and aluminum parts for the RV industry. Rock Run Cabinetry split off in 2021 as its own business, using that considerable experience to build aluminum cabinets for the outdoor kitchen and garage market. “Now we ship products all over the country through our dealer network and online partner, Matchless Cabinet,” Schlabach adds.

GENSUN

As a subset within the outdoor kitchen category, Gensun (Rancho Cucamonga, California) has made strides with mobile kitchens. The company’s 67inch mobile grill islands in Modano and Paradise are relatively new and have performed well in the market.

According to Gray Dobbins, vice president of sales, Gensun’s strongest

TOP: A dual kitchen island with grills by DCS and Evo, a Kamado Rocket, and a fire pit insert by HPC Fire Inspired

Solid Surface Center Q with Angus Grill, Outdoor Rated Fridge, 30inch door drawer combo, and a double trash/recycle drawer from Bull Outdoor Products. The base is Sky Grey Quartzsite SR 309, and the counter tile is Grey Stone.

selling points center around the ability to do preplanned outdoor kitchen islands that accommodate a wide range of grills. “The ability to do a cabinet program that allows consumers to customize the layout of the kitchen also remains popular,” Dobbins says. “We have a wide range of finishes that can be used on the products.”

Customers are liking what they see and Dobbins encourages dealers to capitalize by coming up with promotions that allow for efficient holiday delivery. “Holidays tend to be very important deliver-by dates in the industry,” he says. “Modular outdoor kitchens allow for a delivery, and not a construction project, for the homeowner. I also see food promotions being successful. Promotions such as ‘purchase a grill and get free Omaha Steaks’ is one such idea.”

Gensun’s diverse range of products makes it easy for dealers and consumers to rely on one company to stock the outdoor area. “The Gensun advantage in the outdoor kitchen space is due to all the stylish, high-quality furniture that we manufacture to sell with our outdoor kitchens,” Dobbins says. “There are several outdoor kitchen suppliers, but very few that sell furniture and kitchens. Our wide array of products makes Gensun unique.”

KALAMAZOO OUTDOOR GOURMET

It has been more than a decade since Kalamazoo Outdoor Gourmet (Kalamazoo, Michigan) offered a grill that was not a Hybrid Fire Grill, wood-fired grill, or charcoal grill. That pattern changed recently with the

new Kalamazoo Gas Grill.

The team at Kalamazoo, led by Russ Faulk, chief designer and head of product, created the new gas grill as a direct response to market demand.

“At the same time as launching our gas grill, we also introduced a major generational change to all of our core cooking products,” Faulk says. “The Hybrid Fire Grill, Gaucho Grill, and Artisan Fire Pizza Oven all include new features and performance enhancements. Most notably, with this generation of products, Kalamazoo is the first manufacturer to incorporate safety valves in every outdoor cooking gas appliance.”

Kalamazoo’s flagship product remains the Hybrid Fire Grill, and the medium-sized, three-burner model still captures the lion’s share of business. The Hybrid is at the heart of most Kalamazoo outdoor kitchens and Faulk attributes its enduring success to “unrivaled versatility to grill, sear, roast, bake, rotisserie, and smoke while cooking with any combination of charcoal, wood, and gas.”

Faulk contends that the most successful Kalamazoo showrooms are ones that offer experiences for their clients. “By staging a beautiful, live outdoor kitchen and creating engaging cooking events,” he says, “these showrooms are best able to create excitement and provide a deeper understanding of the potential within every Kalamazoo.”

MONT ALPI GRILLS

The latest launches from Mont Alpi Grills (Irvine, California) include a three-tap kegerator, deluxe griddle plate, and even-heat technology incorporated into sear plates. These outdoor kitchen accessories continue to be hot add-on sales for dealers.

Chris Hartwig, sales and marketing director, has seen momentum in the accessory market and counts the griddle as a particularly “huge trend” with users appreciating the ability to cook on solid or open surfaces with the same grill. “We have found great success combining tried and trusted materials with cooking versatility and considered design,” Hartwig says.

After four decades in the industry, Mont Alpi continues to operate as a family business. “We love our brand and we love our customers,” Hartwig says. “We are less interested in how many products we sell from the get-go and more interested in long-term sales and sustainability. Because of this, we offer fantastic dealer programs and support all spares, warranty, and consumer questions through our customer service team in California.”

Part of that dealer support involves a stringent MAP policy that attempts to offer “as fair of a playing field as

TOP: The 48-inch Grill with Infrared Sear Burner, 24-inch Power Burner, 6-inch Storage Unit, 24-inch Outdoor Refrigerator Drawers, 25-inch Beverage Chiller/Sink, Series 9, & Beverage Chiller Bottle Holder Accessory from DCS Appliances

BOTTOM: BBK 402 from Cal Flame

possible” for all sellers. “We also design holiday promotions for our retailers, which have been working very well,” Hartwig explains. “We try to stimulate sales during promotional periods by offering free gifts with purchases. This added value is especially good for in-store salespeople looking to close the sale effectively without eroding margins. A typical example was the July 4 ‘bricks and mortar’ promo that offered a free griddle plate with any Mont Alpi purchase.”

DOMETIC

The Delta Heat Color Addition from Dometic (Cerritos, California) is a newly introduced line of gas grills and accessories from the Delta Heat collection. According to Matthew Frey, marketing manager, Dometic Residential and U.S., the collection includes gas grills, teppanyaki, and power burners— as well as single- and dual-side burners. “This idea of introducing more color, texture, and contrast into a design was our response to trends that we identified in the indoor markets,” Frey says. “We debuted at KBIS and we’ve been shipping units.”

Also in 2023, Dometic outdoor refrigeration is coming to market. The line of under-counter refrigerators

comes in an E-series model, which features an outdoor-rated all stainless steel exterior and interior with solid-door glass panels and refrigerated drawers.

“We also have our D series line of refrigerators, which are currently available in a 24- or 15-inch,” Frey says. “These have a stainless door and a vent. Both come with a best-in-class two-year warranty on the refrigerators. There are a lot of opportunities to incorporate these into Twin Eagles Outdoor Kitchen builds or any outdoor kitchen build. These refrigerators are built on the heritage from our parent company Dometic, and refrigeration is their core competency.”

Twin Eagle grills and Dometic refrigerators are targeted at a high-income demographic, and Frey does not shy away from that designation. “It’s a very high-end product, and it’s really designed for somebody who is not willing to compromise on anything,” he says. “I’d characterize us as probably the top end of the market. ...We want to be the go-to product that designers specify and we’re very optimistic on where the market is headed.”

RH PETERSON

RH Peterson (City of Industry, California) has been manufacturing in Southern California for more than 75 years, cultivating the Fire Magic brand. The continuity extends to the product’s backing. “We believe we have the strongest warranty,” says Jerry Scott, senior vice president. “All the cast stainless steel components, including our caste stainless steel burners, are warranted for life. Those are heavy duty.”

Scott estimates that the “two most exciting” addi-

tions to the Fire Magic line are the Echelon Gourmet Griddle and a Built-In Pizza Oven. “The griddle is perfect for cooking breakfast,” Scott says. “The pizza oven has been a very popular addition. It is truly an outdoor oven. It has a nice view window so you can check on how your pizza or cake is doing, without having to open it up and lose heat.”

Even with a stellar reputation in place, designers plan to introduce a redesign of the Fire Magic Echelon (the high-end gas grill series) later this year—putting in a glass touch screen control panel while also improving the interior and the flavor grids.

“The other one that we’re excited about is a new electric grill,” Scott says. “There are a lot of areas of the country that are beginning to restrict the use of gas appliances—and there are some condominium complexes, multifamily housing areas where they don’t allow gas. We will be introducing the EL 500 electric grill, with a 31- by 16-inch cooking area, thermostatic temperature control, and a Magic View window. The new Echelon and the electric grill will also have Bluetooth control capabilities.”

CAL FLAME

Summer is coming to a close, but backyard barbecues are still on the agenda. With that in mind, Jay Kobbe, head of sales (Pomona, California), believes there is never a bad time to do a parking lot sale, home show, or fair, especially with an outdoor

kitchen up and running to demonstrate its cooking abilities. “We remind dealers to make sure to have the deep fry attachment,” Kobbe says, “because everyone loves a deep-fried Oreo or funnel cake.”

Cal Flame has launched many new models in recent years. For example, many dealers know the E6009 includes a two-piece granite top and bar with new modern siding to elevate style in the backyard.

“The bestselling components of Cal Flame include the 4 Burner P4 drop-in grill, Hibachi Grill, and new Elite siding,” Kobbe adds. “Cal Flame dominates the market by using the highest-grade materials and the ability to customize your outdoor cooking kitchen with infinite finishes, drop-in components, and accessories.”

Cal Flame has been manufacturing its products in the U.S. for more than three decades and Kobbe believes it’s one of many reasons the company is able to offer “state-of-the-art grills, from our standard Charcoal drop-in grills to our innovative convection grills that include a powerful centrifugal fan that uniformly circulates heat throughout the grilling area.”

Target demographics include new homeowners with a new focus on millennials buying first or second homes. Optimism remains high and Kobbe says, “There will always be new ways to appeal to the outdoor kitchen market, but products and brands must move and change with the demographics. As new homeowners come into the mar-

TOP: Modanō 146-inch Grill & Fire Table Island with Medallion cabinets, Truffle countertop, Lotus Balcony Stools (Medallion Finish) from Gensun

MIDDLE: Danver Cosmopolitan Buffet from Danver, Trex Outdoor Kitchens & Brown Jordan Outdoor Kitchens

BOTTOM: Outdoor kitchen featuring a Coyote Pellet Grill Built-In model, along with a storage drawer, and front-to-back trash from Coyote Outdoor Living

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ket, so too does the opportunity to match their styles and desires with outdoor kitchens.”

BULL OUTDOOR PRODUCTS

Designers at Bull Outdoor Products (Lodi, California) have been hard at work, and Wade Fortin, marketing director, is confident that the results are worth the wait. “Our new line of HDPE [high density polyethylene] kitchens are the wave of the future,” he says. “These outdoor kitchen cabinets are weatherproof, 100% recyclable, and designed and constructed in the United States—all with a lifetime warranty.”

Complete with a “modern look,” Fortin adds that “Bull is the only company selling these as complete outdoor kitchen kits with our Premium Angus grill, outdoor rated refrigerator, and beautiful granite countertops.”

Outdoor-rated refrigeration in particular has proven to be a top seller, and Bull’s lineup includes traditional fridges, double drawer fridges, and even a kegerator. Expansion of the category is imminent with a dual fridge/freezer and a wine fridge.

High-quality construction is a hallmark, and Fortin notes that premium materials touted by other companies may not be what they’re cracked up to be. “Our products are built with premium materials, ensuring durability and

long-lasting performance,” he says. “Other brands claim to be true 304 stainless steel, but a quick check with a magnet will debunk this claim because true 304 stainless steel is not magnetic.”

Generous warranties, even limited lifetime warranties on select items, provide customers with peace of mind. Dealer support comes in the form of comprehensive training, marketing materials, and promotional support to authorized dealers. “We also do not, and will never, compete against our dealers in the e-commerce space like some of our competitors,” Fortin adds. “Our dedicated customer service team ensures a positive experience and prompt resolution of any issues.”

COYOTE OUTDOOR LIVING

Coyote Outdoor Living (Carrolton, Texas) released its new front-to-back trash and farmhouse sink earlier this year, and both of these items have increased capacity that makes outdoor kitchen use even more convenient. Sarah Johnson, marketing manager, reports that later this year, the company will keep up the momentum with the launch of a pizza oven.

“Pellet grills are also becoming a highly desired appliance due to their versatility and fuel sustainability,” Johnson says. “The Coyote Pellet Grill offers even more features that consumers are looking for, such as a built-in application and 304 steel construction. You can now have your pellet grill fit beautifully and seamlessly into

Mai805-BSSBEVFC from Mont Alpi Grills

your outdoor kitchen. Additionally, our state-of-the-art digital touch screen, three-food temperature probes, as well as a range of even heat settings, allows you to use this high-end outdoor grill similarly to an indoor oven.”

Johnson touts a limited lifetime warranty on burners and firepots, a two-year warranty on electrical and heat control grids, and a five-year warranty on cooking grates. The warranties go hand-in-hand with a Coyote ethos that emphasizes precision, power, and durability. “Our customers should never compromise their outdoor living experience. With our bestin-class features, high-quality materials, and construction at an attainable price, they will not have to. We are proud of the diversity and breadth of our product lineup, and wide range of sizes and types of cooking appliances.”

Preferring not to specify a target demographic, Johnson aims for “anyone who’s looking for approachable luxury outdoor appliances that are built to last.” For the time being, that group will continue to flourish with Johnson predicting, “There is still a lot of poten-

tial growth in the market. The right products at the right price are the keys to navigating the changing landscape.”

DANVER, TREX OUTDOOR

KITCHENS & BROWN JORDAN OUTDOOR

KITCHENS

Analysts at Danver, Trex Outdoor Kitchens & Brown Jordan Outdoor Kitchens (Wallingford, Connecticut) recently released the Brown Jordan Outdoor Kitchens’ Outdoor Living

Report, informed by Harris Poll survey findings. They discovered that homeowners are opting for bolder colors and aesthetics outdoors, with the rise of vibrant options like bold blues and greens.

“More than two-thirds of Americans surveyed (69%) feel that outdoor kitchens present an opportunity for fun and different color selections compared to their interiors,” says Mitch Slater, founder of Danver. “While homeowners tend to opt for more neutral tones in their indoor kitchens, we have noticed a

growing trend among homeowners who are eager to showcase their creativity and embrace bold color choices in their outdoor areas.”

Slater notes that Danver has two licensing agreements—Brown Jordan Outdoor Kitchens and Trex Outdoor Kitchens. The trifecta recently expanded its Cosmopolitan Collection, designed in collaboration with architect, designer, and brand creative director Daniel Germani. The collection includes the Cosmopolitan Buffet, which provides a

Fire Magic Echelon with black glass, power burner, kegerator, storage drawers, and doors from RH Peterson

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multipurpose prep, cooking, and storage space for outdoor entertaining. It features optional Invisacook induction technology, as seen in the Cosmopolitan Cook table.

“These two induction offerings offer flexible solutions for small spaces like balconies where a grill may not be possible—or can serve as a bar or serving station for outdoor living spaces with a larger footprint,” Slater says. “The Cosmopolitan line’s sophisticated yet simple design is in line with our trademark style, balancing functionality and aesthetics. The collection now includes five product offerings: the Cosmopolitan Prep, Eat, Cook, Store, and Buffet.”

Slater and his team prioritize collaboration. “Our focus is on personalized style, and we offer a wide range of powder-coated hues and realistic wood grain powder coat finishes,” he says. “These powdercoat finishes not only provide design options but also offer additional protection, resulting in virtually maintenance-free outdoor kitchens that allow homeowners to fully enjoy their space.”

GALAXY OUTDOORS BY HPC FIRE INSPIRED

Two well-known companies joined forces in July 2023 when HPC Fire Inspired (Miamisburg, Ohio) acquired Galaxy Outdoors (Las Vegas, Nevada), forming Galaxy Outdoors by HPC Fire Inspired.

“Galaxy is a natural fit with HPC’s offering of fire pits, tiki torches, smokers, and pizza ovens,” says Sean Steimle, CEO of HPC Fire Inspired. “In addition to the Galaxy product extension, HPC will be operating a new distribution center out of Galaxy’s location in Las Vegas. This will enhance HPC’s already great customer experience and service.”

HPC has actually acquired two companies in the last two months to build on their already extensive offerings. HPC also purchased Tru-Fab in Dayton, Ohio. Tru-Fab is expected to enhance HPC’s ability to manufacture CSA-certified and engineered-toorder custom solutions, including outdoor kitchen islands for the East Coast.

In 2020, HPC purchased Forno de Pizza. Almost three years later, Steimle says, “The hybrid gas/wood oven is perfect for cooking pizza, grilling, smoking, and even baking. The innovative design of the

Forno de Pizza oven, coupled with HPC ignition technology, made the acquisition for HPC a seamless fit into our product offerings.”

Effective in October 2023, HPC obtained a patent for its new outdoor dining product—HPC’s Drum Smoker. Steimle explains that the Drum Smoker by HPC Fire Inspired utilizes patented Vortex technology to evenly cook and smoke food to perfection.

“Its unique design maintains temperature better and consumes wood slower than competing appliances, allowing for up to an 18-hour cook time on a single bag of lump charcoal,” he says. “Furthermore, its tall, cylindrical design allows its user to smoke multiple food items by employing a two-rack structure.”

DCS APPLIANCES

DCS Appliances (Costa Mesa, California) launched a new Sear Burner Grill this year for its Series 7 and 9 grills. According to Mike Turner, senior product manager, a Dual Rail with cross bridge design was specifically built to promote “evenness of temperature and perfect searing performance.”

Later this year, company officials plan to launch a new Wireless Temperature Sensor that will pair with the SmartHQ app to provide the true core temperature of food, as well as the ambient temperature of the cooking environment. Consumers find the technology attractive, but Turner believes dealers should emphasize quality and performance above all.

“Customers want high-quality stainless steel that will stand up to the outdoor environment and is built to last,” he says. “High-performing outdoor products that provide versatility in cooking methods and outcomes have a high level of value to customers.”

Tatiana Lopez, marketing manager, reveals that DCS is currently targeting luxury designers and architects, new homebuyers, and homebuyers interested in renovating their backyard spaces to create “the ultimate outdoor kitchen solution that works best for their lifestyle.” It’s a powerful pitch that relies on versatility within DCS’ grills, and the ability to enable multiple cooking outcomes.

Dealers may offer up to $1,000 cash back to customers to build their ultimate outdoor kitchen. It’s a chance to sweeten the deal for a product category that shows signs of steady growth. “The Outdoor

kitchen market is growing rapidly and will continue to grow into the future,” Turner says. “The industry will continue to innovate products and services to meet the needs of current and future customers.”

AMD DIRECT

AMD Direct Inc. (Huntington Beach, California) features six successful brands: American Made Grills, Summerset Grills, Sunfire Grills, TrueFlame Outdoor Kitchens, Firegear, and HEAT. The most recent comes from Summerset Grills in the form of a new stainless steel 30-inch Griddle Grill. The American Made Grill line launched the Atlas 36-inch grill and upgraded to the briquette cooking system.

“For all of our outdoor kitchen lines, we added Outdoor Ice Makers and our very popular 15-inch refrigeration line,” says Dennis G. Smith, president. “In June, we introduced the TrueFlame Outdoor Kitchen line, and this fall we will be introducing our newest brand to the AMD family of outdoor living products. It will include infrared cooking, electric grilling, and several other new treats for customers.”

Smith contends that consumers want to replicate their indoor kitchens in their outdoor space. Adding outdoor refrigerators, wine coolers, ice makers, and multiple cooking surfaces from grills and griddles—along with outdoor heaters—all makes sense when viewed in that context. Producing those products with consistency, inventory commitment, and strong distribution partners has added up to considerable momentum.

“We listen and get feedback,” Smith says. “We don’t chase every whim. Our 34 sales reps covering North America are working the field, in the area where they reside, and they have great relationships with our customers. We continually offer quarterly promotions to drive business to our authorized dealers. We provide full-time tech support and an amazing group of customer care teammates.”

Making it a priority to speak with dealers, and more importantly to listen to them, has served to inspire the AMD team. “We are certainly optimistic about the second half of the year and about the years to come. We do not see the outdoor kitchen/room doing anything but improving as the economy rebounds and consumer confidence gains. New market opportunities are coming in daily.”

The Rock Run Cabinetry Combo Cart is 85 x 29 x 36 and accepts one ceramic grill and one gas grill up to 36” wide. The cart includes a removable panel to access the LP tank.

FOR THE PEOPLE

A long-standing hearth retailer attracts customers with its welcoming showroom, extensive product line, and superior service.

BY MAURA KELLER PHOTOGRAPHY BY JOANNA BAJ

As a locally owned and operated business, The Fireplace People, with its headquarters in West Berlin, New Jersey, and a satellite in Marmora, has been dedicated to its consumers and the industry in general for the past 47 years. The commitment to providing beautiful fire features with exemplary customer service remains a constant for Southern New Jersey buyers.

The Fireplace People was originally founded in 1976. The first-generation owner, Earl Marshall, recently retired and sold the business to longtime employees Patrick Sobocinski and Mike Campeggio. “Pat and I started with the company over 20 years ago and are excited to take the company into the next generation together with our seasoned staff,” Campeggio says. “We are so excited to bring fresh ideas and motivation to the company.”

Today, The Fireplace People offers the region’s largest display of wood, electric, and gas fireplaces, including more than 50 burning gas and wood fireplace displays, as well as more than 25 burning gas logs,

TOP: The Fireplace People offers the largest display of fireplaces, stoves, and hearth accessories in the region.

BOTTOM: From left: Patrick Sobocinski and Mike Campeggio

and many stoves on display. The company’s showroom is intended to inspire and delight customers. If you come into the showroom, you will find seasoned hearth professionals who are eager to educate you before your next fireplace purchase.

Like many within the hearth industry, the team at The Fireplace People has seen a tremendous evolution of sorts as homeowners continue to turn their attention to enhancing their home environments. That said, in the last few years, The Fireplace People, like other hearth retailers, has also faced its fair share of challenges.

“In the last several years, COVID has definitely shifted how we approach business and navigate through supply chain issues,” Campeggio says. “That has since calmed and we are back to business as usual and most suppliers are back to full capacity. Innovation has been found within the manufacturing sector of the industry, but general operation and options to the consumer have remained consistent over the years.”

Indeed, today’s consumers are continually drawn to both the ambiance and the technological enhancements today’s hearth products offer. As Campeggio explains, “we feel like we

show the perfect mix of product for any buying situation.” In many cases, the economic climate will drive the type of products consumers are looking to buy. In times of stable fuel prices, customers will often look for more aesthetic products, compared to times of uncertainty when customers buckle down to find the most efficient products possible.

The trends that Campeggio, Sobocinski, and their team are seeing include customers leaning toward the electric category, because of their low initial cost and the ease of installation. Consumers who may not have the areas that will allow for installation of a gas or wood-burning fireplace, or perhaps want an electric fireplace installed in a unique setting, are the consumer category showing the most interest in today’s electric fireplace.

“What consumers are looking for

depends on the goals people are interested in—such as for convenience of gas or the cost-saving options of wood burning when they are willing to do the work,” Campeggio says. “Also, customers tend to shy away from inefficient wood-burning products. If they are purchasing wood-burning products, they are opting for efficient options, such as a wood stove or high efficiency wood-burning fireplace that will cut down on heating bills.”

“Government regulations, which have not impacted products sold in New Jersey yet, is the biggest concern for us. Some states have outlawed certain gas products and there is a push for electric over anything. We are confident that our industry will push through and combat these topics so we can continue to serve the public.”

Having such a long-standing history means that The Fireplace People

has a well-established reputation among customers within Southern New Jersey. “I would say we stand out the most for our time in business. We are a household name for generations of customers,” Campeggio says.

And while The Fireplace People is certainly a well-established entity among existing and prospective customers, Campeggio, Sobocinski, and their team continue to strive to show every customer they are the most important component to the company’s existence. “Without our customers, we are nothing,” Campeggio says. “Many people only buy one fireplace in their lifetime, and we try and make that experience as enjoyable as possible.”

Even though exuding an exceptional customer service experience has proven paramount to The Fireplace People’s overall success, the team also

TOP LEFT: Electric models and linear designs are popular with customers.

TOP RIGHT: The showroom displays are seasonally updated to appeal to the senses.

BOTTOM: Since many customers only buy one hearth in their lifetime, the Fireplace People strives to make that experience as enjoyable as possible.

recognizes the need to continually connect with consumers in the ways they most enjoy and are most effective. That’s where social media comes in. As Campeggio explains, social media has become an extremely popular, and necessary, method in capturing consumers’ attention and driving interest in The Fireplace People’s products.

They also have established a financing program that can help those customers who may have budgetary constraints in their fireplace purchase. “For the first time in the company’s history, this year we will be offering an effective financing program that our customers will be able to leverage their purchase options and pay over time,” Campeggio says.

Another one of the company’s top priorities is expanding its service department. “We have sold a lot of fireplaces throughout the years and need to be able to service those customers to the fullest. We are proud of the fact that multiple individuals hold a Master Hearth Specialist license through the state of New Jersey, which is critical to work on hearth products,” Campeggio says. “Any company not holding this license should

not be working on gas fireplaces.”

The company also has established a strong group of business partners—from chimney sweeps to plumbers to electricians, their years of business have allowed them to sift through the less desired and only refer the best in the business.

In addition, The Fireplace People has also been a huge proponent in giving back to the communities they serve. Often sponsoring local sports teams and charity events, they believe having full-circle involvement with their customers, community, and company is extremely critical.

Looking ahead, Campeggio and Sobocinski believe the future is bright for both the hearth industry and The Fireplace People. “We have committed our futures to this industry,” Campeggio says. “It’s a very niche industry and very rewarding to deliver consumers with beautiful fire features for their home that they can gather around with their families and create many great memories.”

Florida SIZZLE

From the weekend cook to the professional chef, this grill retailer has it all.

BY KIMBERLY RODGERS PHOTOGRAPHY BY NICHOLAS JAMES

Pinecraft Barbecue (Sarasota, Florida) is a true barbecue-lovers’ paradise with an extensive selection of smokers, gas grills, outdoor kitchens, seasonings, sauces, rubs, tools, and all the necessary accessories and supplies for a successful outdoor cooking experience. The retailer has seen a very positive response from the Gulf Coast community of Sarasota since opening three years ago, says Benson Stoltzfus, owner. “We are the only retail shop in our area dedicated solely to barbecue. A specialty store like ours has become a destination for both the backyard chef and competition cook alike.”

Although located in the Sunshine State, the store can trace its roots to Lancaster County, Pennsylvania, when over four decades ago, Amish farmer Ivan Stoltzfus built a pig roaster in his small custom welding shop (located in his barn) after receiving a request from a local resident. The happy customer soon spread the word, eventually making Ivan’s handmade roasters a

TOP: Grills by Napoleon are the most popular barbecue products the store offers and, year over year, the brand continues to be a bestseller.

BOTTOM: From Left: David Frosch and Benson Stoltzfus

substantial part of his fabrication business. In the late 1980s, Ivan developed a chicken cooker with a pivoting sandwich grate over a charcoal pit designed to simplify chicken barbecues.

In the early 1990s, Ivan’s sons joined him in the shop, including Melvin, who purchased the family business in 1997, and Ivan J., a partner. Manufacturing high-quality grills

and smokers now comprised the majority of the business and Meadow Creek Welding moved to a larger warehouse space. In 2007, the business opened a separate retail store, Meadow Creek Barbecue Supply, in the heart of Pennsylvania Dutch Country. This store offers a wide variety of barbecue products, including Meadow Creek’s extensive lines of

roasters, grills, and smokers. Today, Meadow Creek Welding continues to design, manufacture, and sell barbecue equipment exclusively to a vast network of specialty retailers and dealers across North America.

Melvin Stoltzfus wanted the brand to continue to have a strong presence in Florida, so he started Pinecraft Barbecue—a dedicated equipment and supply store for barbecue enthusiasts, caterers, and competitors. “Even before we opened, Pinecraft Barbecue had been in the works for years,” says Benson Stoltzfus (no relation).

“Melvin wanted a retail store that could display the large amount of cookers available from Meadow Creek. He spends a lot of time vacationing in Sarasota so he wanted to be able to help manage the store when he was in Florida.”

Once a large enough retail location became available, Melvin jumped on it. After about a year of extensive renovations and the delivery of several semitruck loads of smokers and grills, the store opened in July 2020.

MIDDLE: The shop is a true barbecue lovers’ paradise and carries all the necessary accessories and supplies for a successful outdoor cooking experience.

BOTTOM: The Big Green Egg is very popular with Pinecraft Barbecue’s customer base, and the store carries over 200 different EGGcessories.

The 2,400-square-foot showroom features over 30 different grills ranging from a small portable griddle to a 20foot trailer with a mounted tank smoker. In addition, the showroom features multiple outdoor kitchens along with a designated table for tasting all of the store’s sauces and seasonings.

Top name brands the store carries include Big Green Egg, Delta Heat, Green Mountain, Meadow Creek, Napoleon, and Twin Eagles. Grills and inserts by Napoleon are the most popular barbecue products the store offers. Year by year, the brand continues to be a bestseller, Benson says.

“Napoleon’s Canadian craftsmanship, outstanding warranty, and reliable parts are just a few reasons why customers are continually drawn to its extensive offering of products.” The Big Green Egg is also very popular with Pinecraft’s customer base. “We carry over 200 different Eggcessories in our store that customers can browse through to maximize their cooking experience.”

Also, a wide variety of Meadow Creek products are prominently displayed and offered at the store. Benson notes products from the brand are very easy to sell because of

TOP: Pinecraft Barbecue is the only retail store in the Sarasota area dedicated solely to barbecue.

OUTDOOR GRILLING

their expert craftsmanship. “Meadow Creek uses only 13-gauge steel sourced in the United States, which is all welded by hand in a shop consisting of 12 Amish men in the heart of New Holland, Pennsylvania.” These cookers, he adds, are built to last generations and come in all different shapes and sizes to fit someone’s exact needs. “Whether someone is cooking for two or 2,000, Meadow Creek has the cooker that will work.”

Since Pinecraft carries everything anyone could ever need for a barbecue, the store attracts all types of grillers. The majority of the shop’s customer base is the casual weekend griller, Benson says. “But there are plenty of people that shop here who own food trucks, participate in grilling competitions, and hold

fundraising events on the weekend.” In addition, a variety of smokers and grills are available for rent, which gives local snowbirds the opportunity to use a high-quality product without having to purchase and store an unused cooker for part of the year.

In just three years, Pinecraft has made a name for itself, not only as the go-to place for all products and supplies but also as a social hub for local barbecue lovers. Once a month, the store hosts Sample Saturdays, featuring mouthwatering food such as prime rib, pizza, brisket sliders, steak tacos, and even monkey bread. The event always draws big crowds with food cooked by the store’s expert staff of pitmasters. Customers can enjoy the food on the store’s outdoor patio. Pinecraft Barbecue recently celebrated its third anniversary with a whole pig roast and hosted its first ever EGGFest in February, with the sold-out event a big success.

All cooking events, along with product demonstrations, product information, sales, and special promotions, are advertised through the store’s active social media pages. A weekly newsletter along with buying Google ads round out marketing efforts. No doubt, while marketing helps to spread the word about Pinecraft Barbecue, the grill retailer’s top-quality products and excellent customer service have made it a success. While there are few competitors in the area, Benson says, “People would be hard pressed to find another retailer that has the many selections as Pinecraft does for anything from sauces and seasonings to tools and accessories.”

For all its customers, from the casual griller to professional chef, Pinecraft brings a knowledgeable staff combined with a vast selection of products. “Our employees have experience cooking on every brand of grill we carry. This helps them relate to customers when they have questions or are comparing one grill to another,” Benson says. “We strive to help every single person that comes in our store. Whether it is finding a part for a grill from a third party or designing an outdoor kitchen of their dreams—we do whatever it takes so we can leave the customer satisfied and smiling.”

Circle Reader Service No. 40

Hand-welded by Amish craftsmen in Lancaster County, Pennsylvania, cookers by Meadow Creek are built to last generations and come in various shapes and sizes.

Luxe Outdoor

The outdoor offerings from award-winning Gasper inspire and invite.

BY SHARON SANDERS PHOTOGRAPHY BY STEPHEN CONROY PHOTOGRAPHY

The Gasper Home & Garden Showplace (Richboro, Pennsylvania) is unlike any outdoor retailer in the Northeastern United States. From its expansive 7-acre garden center complex to its upscale landscape design service and new outdoor furniture studio, the Apollo award-winning operation is in the business of helping its clients create luxury outdoor spaces they can enjoy year-round. “All of our divisions work together as a full-service resource for anyone who is serious about the outdoors,” says Eli Hymer, general manager and designer.

Since it was founded 35 years ago by Bob and Paula Gasper as a residential landscaping business, the company has been on the fast track to success. Today, its flagship garden center employs over 200 people and has a nursery, pond department, greenhouses, retail, as well as a hardscape and landscape design division. It has grown so much that it recently expanded beyond the borders of its property.

In April 2022, Gasper opened the exclusive Gasper Exterior

TOP: Designed to resemble a vintage Buck’s County barn, the Gasper Exterior Furnishings Studio opened in April 2022.

BOTTOM: Bob and Paula Gasper, and Eli Hymer

Furnishings Studio in nearby Furlong, Pennsylvania, that caters to a high-end clientele. “We’ve always dabbled in outdoor furniture, but since the pandemic hit, it has become a year-round business. We were ready for the extra space so we could carry the depth of merchandise we need to give our customers more choice,” Hymer says.

The Studio is architecturally stunning inside and out. Its welcoming

storefront was constructed to resemble a Buck’s County barn complete with a porch and a large back deck for openair display space. With ultra-high ceilings, a modern concrete floor, as well as tons of light and open space, the interior is a showplace that designers, homeowners, and builders are eager to shop. The store’s impressive mix of brands include Bernhardt, Castelle, Barlow Tyrie, Tuuci, Lane Venture, Lloyd

Flanders, Summer Classics, Kingsley Bate, Breezesta, Tropitone, Treasure Garden, Jensen Leisure, Gensun, Three Birds Casual, Windward Design, and Outdoor Interiors.

“Our cutting-edge showroom is all about color, texture, and inspiration,” Hymer says. As the store’s designer and merchandiser, he has created a curated style that shows furniture at its best by mixing materials and fabrics to create

the one-of-a-kind looks that clients are trying to achieve. He seeks out products that aren’t carried by other retailers in the area. “We always make a point to feature a few image-maker furniture pieces that capture one’s attention. While customers might not necessarily choose to buy them, they help set us apart as a style leader.”

The store’s relaxed atmosphere and sales approach make shoppers feel welcome, but not pressured to buy. A favorite of design professionals, the Studio works closely with local designers through its exclusive designer incentive program.

Gasper’s success as a business is rooted in its care for customers before, during, and after a sale. “All the little details matter when you are a luxury retailer.” For example, when a customer makes a furniture purchase, they don’t just receive a receipt, instead they are handed a custom Gasper portfolio that contains all of their paperwork and everything they need to know about

TOP: Impressive from top to bottom, the Studio inspires customers to look at outdoor living differently.

BOTTOM: Color, texture, and warmth bring the store’s stunning showroom to life.

caring for their new furniture. “We treat every sale like the delivery of a luxury automobile. It’s part of our image. It says that they’re buying something unique with very good quality that will last for decades—and shows who we are as a company.”

CROSSOVER SALES

While the Studio is physically separate from the other Gasper divisions, they all work in tandem. One steady source of business for the Studio is Gasper’s landscape design operation.

“Our landscape clients are our VIP clients because they are a huge part of our business. We give them many extra incentives along the way. When a project starts, the landscape team connects us with the client so we can reach out and start a conversation early about choosing outdoor furniture for the finished space,” Hymer says, adding that he always explains to clients that it’s better to wait for the space to be done than to wait for the furniture. The Studio will hold their merchandise until the project is complete or provide loaner furniture until shipments arrive.

Hymer is the space designer for every project and works closely with clients throughout the entire process to create the look and feel of the space. He personally goes out to every furniture installation to ensure that it runs smoothly. “Our clients are important to us, so we give them the personalized treatment they deserve. The best part for me is that I get to see customers at their

happiest point. It’s wonderful.”

The Studio is located in an affluent area, so many clients own vacation homes on the Jersey Shore, Florida or in the Pocono Mountains, which means every sale has far-reaching potential.

“The relationships our sales team builds with clients is genuine. Most would rather buy locally and have furniture shipped directly to their second homes because they trust us with all the details,” Hymer says, adding that the store arranges for shipments all over the country. “I have been in the industry for a long time, so I know firsthand that everything in life is based on relationships. A customer can come back to visit me years after a sale, and I can tell them where they live and what they bought—people like to be remembered. I get tons of referrals, but never take a single one for granted. We appreciate them contributing to our success.”

SPREADING THE WORD

Gasper has been producing a professional full-color magazine for 15 years with an audience of over 200,000 area homes. The Gasper Furniture Book has helped foster the luxury image the company is known for today. The approximately 60-page publication promotes all of Gasper’s divisions with photos, articles, and outdoor living ideas. Five issues are mailed out each year, and the February issue is dedicated almost entirely to outdoor furniture that is sold at the Studio.

“People really look forward to getting their personal copies,” Hymer says. “The store’s phone starts ringing as the magazine hits the different zip codes. We get an influx of customers calling to inquire about products that are featured. It’s hard to do pricing over the phone because everything is based on fabric and grade. We look at it as the perfect opportunity to invite people to the store so we can sit down with them.”

The Studio also features an Ask Eli Q&A blog on its website and a social media video campaign that offers design tips as part of its outdoor furniture marketing efforts.

Over the years, Gasper has learned that as a company it’s not possible to be everything to everyone. “You have to choose your clientele and specialize in your clientele,” Hymer says. “We have chosen our path and will not be deterred to a different route because of competition or the market.”

The Studio is gaining momentum as it enters its second year in the new location and continues to build its customer base. For 2023, Gasper was named the winner of the prestigious Apollo Award in the multistore category based upon innovative merchandising and marketing, sales management, annual growth, sales training program, credit history, and achievement of goals. “We are fortunate to be recognized among the top retailers in the nation who are working hard every day to satisfy our customers and make an impact in the industry.”

BUILT To Last

BY SHARON SANDERS

KINGSMAN FIREPLACES (WINNIPEG, MANITOBA)

is a step above the rest in the best ways possible. Technology, reliability, and design are the cornerstones of the forward-thinking Canadian brand that is steadily growing its U.S. footprint.

“I’ve worked for several large hearth companies, and I can honestly say that Kingsman has the best built products I’ve seen in the industry,” says Dave Ivey, national sales manager. Patio & Hearth Products Report recently sat down with Ivey to talk about Kingsman’s Marquis Collection of fireplaces, which are built and sold exclusively to the specialty retail channel.

Who is Kingsman and what is the Marquis Collection?

Ivey: Kingsman was founded in 1976 by Russell Reyher as a wood stove company. Over the years, the innovative family-owned and -operated business has evolved into a respected player in the hearth industry with a revolutionary selection of gas fireplaces and free-standing stoves. All Kingsman products are crafted in its 150,000-square-foot state-of-the-art facility in Winnipeg, Manitoba.

The Marquis Collection was started 17 years ago as the specialty retail brand of Kingsman. Designed with luxury hearth customers in mind, every Marquis product is built to the highest standards, and they are easy to install and serv-

ice. This winning formula makes them a favorite of specialty retailers wanting to offer the very best to their clientele.

What put the Marquis Collection on the map?

Ivey: Our Bentley series is our signature. What makes a Bentley special is that it offers a big, beautiful flame, but without all the heat. Not everyone wants or needs heat all the time, so we developed a proprietary burner design that creates a roaring fire with a comfortably low BTU. Customers also like that we’ve made it easy to achieve a variety of looks (from traditional to contemporary) by using our selection of log sets, media, and trim kits. The long-standing popularity of the Bentley series has driven us to develop a wide range of sizes, so we now offer 34”, 39”, 42” and 48” models.

What are consumers looking for in today’s hearth products?

Ivey: Over the past few years, cool wall and cool touch glass fireplaces have been all the rage. The trend is driven primarily by designers looking for creative ways to incorporate hearth and décor. With traditional fireplace design, clearance is needed for combustibles like wood, marble, stone, and even wallpaper that will get damaged when exposed to intense heat.

What the industry has done with cool glass and cool wall units is to vent the chase and move the heat away from the front of the fireplace, which makes it safe to put any material right up to the glass door opening. To take advantage of

this trend, we developed our Enclave series of linear bay fireplaces that incorporate our version of vented chase technology. It has become one of our top sellers. They are available in four sizes, so it’s easy to personalize any size space.

What have been the top selling Marquis products recently?

Ivey: We are really seeing an upshot in the sale of our Enclave series, as well as our Barbara Jean outdoor linear fireplace. Over the past 10 years, consumer interest in linear fireplaces has gone crazy. Initially, we mostly sold glass and rock media because linear was considered a contemporary design. That whole mindset has shifted, and we are getting a growing number of requests for log sets to create a transitional aesthetic.

Our realistic birch log sets are now some of our most requested. We are developing a new Enclave unit right now that is still undergoing final testing. It will be a threesided pier style with an extra-long platform. We expect to introduce it in 2024.

What new hearth products are you most excited about for the coming season?

Ivey: I’m excited to announce that we’re adding a 72” model to our popular Serene linear fireplace series. This entry-level fireplace features beautiful designer details that give it an upscale look. It has sold well for dealers because it’s multipurpose in the sense that it can be installed traditionally or it can be converted to a cool wall unit. While it doesn’t reduce the heat as much as the Enclave where you can touch the glass, it does reduce the temperatures on the wall so you can put combustibles above the face. I see Serene continuing to gain momentum because it offers all the features that value-conscience customers are looking for.

High-quality design makes Kingsman Fireplaces a favorite among customers and retailers.

How does Marquis make it easy for customers to create a fireplace that is uniquely theirs?

Ivey: Our concept is basically one fireplace with multiple looks. Marquis fireplaces are sold a la carte, so our units can be contemporary, transitional, or traditional depending on the trim, brick liner, and media choice that includes ember glass (in five colors), stones, cannonballs, or log sets (oak, birch, and driftwood). As we develop new products, we are also developing multipurpose log sets that can fit in a stove, insert, and a small linear. Another benefit is that it reduces the SKUs for our distributors and dealers so they can carry less inventory, but still offer all the choice.

Why do specialty retailers like to offer Marquis products?

Ivey: They like that we are a family business with a real passion for hearth, and it shows in everything we do. We are focused on building products that are reliable, beautiful, and easy to install, which ultimately makes dealers more profitable.

In addition to our dedicated customer service/warranty group, our management

team led by company president Ed Reyher is always available—that is the culture of our company. Ed loves to show off our Winnipeg factory to dealers. He regularly hosts tours so they can see firsthand the precision and care that goes into building each and every unit. This year, we will be hosting a reception at HPBExpo (the first since the pandemic) and look forward to spending time with our dealers once again.

Is there any new technology that retailers can expect to see from the company?

Ivey: The burner-in-the-log system has really taken off in the industry. It looks

like the flame is actually coming out of the gas logs. We have some experience with the concept and plan to introduce it in several of our units in the future. We are in the initial stages of testing it right now and plan to debut it first in our Bentley series.

What direction do you see the hearth industry heading?

Ivey: As a gas fireplace manufacturer, I don’t like to say this, but the electrification of the world is happening. Electric fireplaces are selling like crazy. While we will continue to develop and move forward with gas, we make a point to never rest on

our laurels. We are taking a look to see if electric makes sense for us as a company so we can provide dealers a choice for their customers. I also see the outdoor hearth category continuing to mature as builders in the new construction market are interested in finishing off outdoor rooms with fireplaces and kitchens.

What direction is the company headed?

Ivey: Kingsman is going to continue building innovative products for the Marquis Collection that are profitable for specialty retailers. Ed’s son, Charles Reyher, is transitioning into R&D and we are excited to see what his vision will bring to our products and technology. Research and development has always been one of our strengths as a company, so this is an exciting development for us and our customers. We are also actively working to grow our footprint over the next few years in the United States, introducing our products to specialty retailers across the country. Once they hear our story and try our products, we are confident they will become customers for life.

BTUs OF GAS OUTPUT. NO ELECTRICITY REQUIRED. SAFETY SHUT-OFF. $729 MSRP

Bentley (Oak log set)

Wherever You Are, You Need To Be Here!

Join your peers at the largest, most informative gathering of the outdoor furnishings industry where you can enhance your business perspective and build your professional network. The program features two-and-a-half days of keynote presentations by top-notch thought leaders and experts, an array of breakout sessions and roundtable discussions:

• People Savvy — Betsy Allen-Manning, Corporate Culture Training Systems

• Master Your Course: The Ninja Warrior Experience — Ty Bennett, Ty Bennett Leadership

• Making Social Media Work for You! — Jess Salisbury & Kiki Knudson, Village Green

• Trends in Home Design & Decorating — Bridget Sellers, Dotdash Meredith

• PFAS Tour of States — Michael Sullivan, Womble Bond Dickinson

• Economic Outlook — Mark Vitner, Piedmont Crescent Capital

• Washington Update — Chris Andresen, Dutko GR

• Retail Executive Panel Discussion

• Membership Category Roundtables

• Mary Fruehauf Retail Genius and Industry Partner Awards

• Vendor Showcase of outdoor living products plus demonstrations by business service providers

• Tours of local outdoor specialty stores

• Golf and tennis outings at The Phoenician

• Group dinners at downtown restaurants

In the company of industry leaders, you’ll: Advance your skill sets. Renew old friendships and make new contacts. Get inspired by compelling speakers. Discover new business solutions. Raise your personal profile. Enhance your company’s brand.

Betsy Allen-Manning

Chris Andresen Ty Bennett

Jess Salisbury KiKi Knudson

Michael Sullivan Mark Vitner

Bridget Sellers

BeyondOrdinary

Three Birds Casual’s stylish teakwood designs turn backyards into alluring outdoor retreats.

BY DANA ROBINSON

A LOVE OF CHINESE CRAFTSMANSHIP, ASIAN ANTIQUE DESIGN, AND ASIAN CULTURE

in general was the driving force behind the elegantly named Three Birds Casual in Columbia City, Indiana. The business opened in 1999 when the original owners, Victor Lewis, Tad Varga, and Kim Varga (Tad’s wife and Victor’s sister), began importing a wide array of Chinese antiques, including wardrobes, chests, and even a set of palace doors, which were sold primarily on eBay and in flea markets. Bird cages were also a part of the mix, which inspired the company’s moniker.

Three Birds specializes in luxury casual furnishings by incorporating teakwood throughout the catalog, a focus that came about when Lewis discovered the benefits of teakwood’s longevity while living abroad. He told Tad Varga of his findings, and they began planning their first delivery of teakwood furniture.

“We only use Grade A teak, meaning no knots or imperfections that allow the insurance of long-lasting teak products,” Varga says. “Even our very early pieces still look incredible after 20+ years of Indiana winters. We recently purchased a bench set from a customer we sold to nearly 20 years ago (for our archive). This set had been cared for so closely, visitors in our office often think it’s part of our current lineup.”

The company is based in Northeast Indiana, and its teak is sourced from Indonesia. “With sustainability at the forefront of our operations, we source only ecologically grown and harvested wood from government-managed, sustainable plantations to be used in the manufacturing of our products,” Varga says. “For every tree cut, one is planted to maintain environmental balance for generations to come. Each year, a different section of the plantation will be focused on, and portions of the land are used for local agriculture which, in turn, provides rich fertilization to the trees.”

WHAT SELLS WHERE?

While its raw materials come from halfway around the world, the bulk of Three Birds’ customers are located in the coastal Northeast due to teak’s

resistance to salt water (the Caribbean is another hot spot). The West is opening up as well, given that customers are learning how effective teakwood is in dry heat.

Whether customers are looking to relax in dry or salty air, the majority of the company’s patrons have been snatching up deep seating products, specifically items from the St. Lucia collection, which is doing incredibly well this year, Varga notes. This collection features a wide array of deep seating pieces, sectionals, dining pieces, bars, and counter height chairs. The Avanti collection is also a big topic of conversation. “You can see the awe on people’s faces when they first see the 121-inch Avanti extension table in our showrooms.”

But no matter what size or style customers are purchasing, they typically have one color in mind: navy. “This year specifically, we’re seeing a huge uptick in the popularity of navy blue in our Riviera Collection,” Varga says. Chairs that feature slings are incredibly popular in navy in addition to titanium, which was the leading seller in the past. Black frames with teak accents are also a constant request, which is why Three Birds will be adding black frames to its SoHo collection along with a few other “special surprises.”

Avanti and the SoHo collection are

considered modern styles, and Varga is seeing a general consumer shift in that direction. Sizing is a trend that’s a little harder to pinpoint. “The popularity in sizing is really all over the place,” he says. “Last year, it seemed to be that everyone wanted only the largest dining tables they could find, but now it seems that every size is wanted equally again.” He notes that individuals with a larger disposable income often have a larger space to fill, which could explain why large tables were so popular during and shortly after COVID.

But what customers need depends largely on where they’re located. In coastal areas, customers lean more toward all-teak products. However, West Coasters tend to order more mixed material items featuring aluminum and stainless steel because of its modern design, as opposed to the classic styles of the Northeast.

“We tend to sell more mixed material than 100% teak when looking at our sales from a top-down view,” Varga says. “We have options for individuals that love the classical style, but also plenty of choices for a more modern audience as well, which is where we are shifting our current focus.

People just love being able to use different colors and materials to match the accents on their patios. When throwing mixed materials into the

LEFT: Monterey Deep Seating

RIGHT: Riviera Folding Chairs in Navy Sling

mix, you have a larger arrangement of colors and styles to choose from.”

STRUCTURE AND BUSINESS

As marketing and business trends continue to expand online, Three Birds Casual doesn’t attribute much of its success to social media. “We keep hearing, ‘social media is the next frontier for marketing’ and I think that is valid, but not for every product,” Varga says. “We find that the more niche your product is, the less effective social media

Why Rock Run Cabinetry?

HERE’S WHAT YOU GET...

•An upfront, common sense, and honest business model. We value dealers as an important business partner.

•An unchanging FOUR WEEK lead time. Customers aren’t kept waiting, wondering where their shipment is.

•A commitment to quality and service from start to finish – all the way from ordering process to shipment of product and beyond.

•The ability to create an accurate rendering and quote the SAME DAY the customer walks through your door. This increases the likelihood of landing a sale.

marketing is. While we think it’s important to have a presence on different social media platforms, it is not something we prioritize.”

Authenticity is the marketing area where Three Birds shines. “We are extremely personable,” Varga says. “In Simon Sinek’s bestselling book ‘Start with Why: How Great Leaders Inspire Everyone to Take Action,’ he famously repeats, ‘People don’t buy what you do, they buy why you do it.’ We will never make a product that we wouldn’t want to use in our own houses. We are a simple and authentic group of people who deeply believe in our product, don’t take ourselves too seriously, and are people oriented. The bottom line is not our top priority.”

Great customer service is another example of that authenticity. “Our customer service and personability are definitely a source of pride for us,” Varga says. “You may talk with one of us at one of our showrooms, and when you call our office a few weeks later, you’ve got a pretty high chance of talking to the same person.”

The small team loves being able to be personable with people instead of sending a customer’s inquiry to some-

one else without the hope of getting an answer. And Three Birds wants customers to get its products fast. “It’s important that we offer 24-hour shipping on the vast majority of our products,” Varga says. “Our customers love the quick turnaround time and that we always have available inventory to ship.”

The combination of great product selection and great customer experience have led to substantial growth. Warehouse operations were moved to a larger facility last summer—more than quadrupling its previous square footage. A new location has been remodeled as well. Excellent family dynamics are also a part of the prize-winning recipe. “We are a very close-working family that works extremely hard and has fun,” Varga says. “The hands that are sending out and unloading products are often the same that are picking up the phones or writing orders at any given show.”

THE FUTURE

Three Birds is set to introduce a wide range of new products for 2024. The popular SoHo collection will be available in a black colorway on every piece; modern occasional chairs will be added to the collection as well. The Avanti collection will also feature a range of deep seating pieces and occasional tables as well as a new beach chair “that we are super excited about,” Varga says. “More details to come! The whole modern aesthetic is just really taking off, and we are doing everything we can to meet the massive demand.”

New SoHo Collection in black

Made In GERMANY

BY MAURA KELLER

GERMAN CRAFTSMANSHIP HAS LONG BEEN ADMIRED BY CONSUMERS

across many industry sectors. Within the hearth industry, Camina & Schmid has embraced its German roots to create some of the most celebrated contemporary, modern fireplaces and tiled stoves sold in Europe.

Founded in Osnabrück, Germany in 1997, Camina & Schmid has focused its manufacturing on solid wood-burning fireplaces and tiled stoves. With headquarter facilities in Bissendorf, Germany, the company has expanded its manufacturing base in 2022 by opening a new, state-of-the-art production facility in Rathenow, near Berlin.

“We source our materials primarily from Germany and Europe. We sell both our wood and gas-burning fireplace appliances exclusively through specialized dealers and stove heating installers,” says Colin Rokossa, CEO. In 2017, a full range of gas-burning fireplace appliances was introduced and sold across Europe.

Because German engineering and manufacturing is celebrated across the globe, Camina & Schmid in

2020 decided to explore the vast U.S. market, and they took a very unique approach. As Rokossa explains, “for the first 18 months, we toured the whole of America, asking professionals across the U.S. hearth industry to start with a blank slate and share with the Camina & Schmid team what they want and did not want in a brand-new flame-outof-log gas fireplace offering from Germany.”

“The pointed responses to that question fueled the ground-up design of the product line we have formally introduced to the U.S. market in 2023,”

LEFT: Ekko G L 60/14-19

RIGHT: Ekko G R 60/14-19

Rokossa says. “What makes us stand out is that while our product line is engineered and manufactured in Germany, it was truly designed by Americans, specifically and exclusively for the American market.” This is something that is appealing to many consumers looking for Americaninspired products.

The experience of these past seven years in the gas appliance market of Europe has been a great teacher, and the company has already made a significant impact on the hearth industry. Architects, interior designers, and custom homebuilders are drawn to the true representation of a genuine wood fire with the company’s signature gas fireplace technology. Camina & Schmid understands the niche of the market that it serves, and it stays squarely in that lane.

“Across Europe, the market skews toward woodburning appliances due to the abundance of wood as a fuel and the scarcity and cost of natural gas as an alternate,” Rokossa says. “But in the U.S., we find the inverse to be true, and the architect and designer communities drive gas fireplace demand

for their discerning clientele seeking unique and differentiated product.”

WELCOME TO AMERICA

In terms of the U.S. hearth industry, the biggest general innovation most certainly is the growing acceptance and presence of electric fireplaces. “Price points that connect with a wide swath of the market as well as improved product quality are adding to this offering’s popularity,” Rokossa says.

With only a mere four months of selling into the U.S. market, the Camina & Schmid team is thoroughly evaluating which of the company’s German-made products will be embraced by U.S. hearth consumers and become bestsellers.

As Rokossa explains, with four 60” transitional fireplace models available (left-facing, right-facing, three-sided, and front-facing) plus 30”, 36” traditionals available today and a 42” traditional coming to market in Q2 2024, Camina & Schmid is confident it has the correct stable of products in its lineup to meet the current market demand. “Based on the aggregate voice of the U.S. market, we believe that approximately 75% of the market will choose a traditional size from our offering,” Rokossa says.

The exceptional fit and finish of Camina & Schmid hearth products are ready to make their mark in America.

Today, Camina & Schmid’s product offering centers around the company’s flame-out-of-log appearance, quality German engineering, construction and materials, and unmatched installation and service simplicity. Great attention was paid not only to creating a beautiful flame picture, but to making life perfectly simple for those installing and servicing the units.

The company also presents an impressive flame pattern that fills 80% of the height of the firebox, created by the unique ceramic logs molded from wood sourced in German forests. The tungsten filaments incorporated in the logs light up on contact with the flame, creating a realistic wood fire glow effect. In addition, the moonlight-feature creates an interior light adjustable in colors across the full RGB spectrum. The flames can be set in different stages for heat management, and the double glass with no screen barriers or cooling fans is a big plus.

“The Camina & Schmid Inc. brand is enhanced within the industry by the fact that our product line was designed directly from the input, suggestions, and requests of the U.S. market,” Rokossa says. “We asked the American market what it wanted, and have delivered exactly that. I am not sure if another manufacturer has ever listened this closely to the voice of the market and delivered everything on its wish list.”

Rokossa points out that users don’t just want a cozy, warm home. They want an efficient and safe heat source that is also beautiful to look at. In addition, the fireplace must leave many design options open so that it can be optimally integrated into any interior. “Camina & Schmid has consistently implemented these requirements into our products in the last several years and offer a well-rounded range,” Rokossa says. “One of the more interesting consumer trends emerging today is that we are seeing end users moving slowly away from placing televisions over the fireplace.”

UNIQUE MARKETING EFFORTS

For such a young company, Camina & Schmid has certainly made a name for itself among European and American consumers. In the U.S., the company makes a concerted effort to connect with potential hearth consumers, in a unique and powerful way.

“We have a unique story to tell, and we told that story in 2022-23 with a 36-state, 57,000-mile InfoBus tour across America. Visiting 274 targeted dealers over an 11-month period of time allowed us to connect with the right audience and spotlight the unique features of our product line,” Rokossa says. “A more per-

sonal, impactful connection to the dealers who will represent our product line does not exist. Our website has also proven to be a very good marketing tool. The introduction video at the top of our home page along with a realistic flame simulator have proven very popular with visitors.”

Looking ahead, the team at Camina & Schmid is eager to see what the next few years bring to the company as it further embeds its proverbial footprint on the American hearth industry landscape.

“As true today as it ever was, fire comforts and connects us. Harnessing that sentiment within the home will forever have its place. The human condition has wired us this way. At Camina & Schmid, we lead with a beautiful flame picture, and we engineer appliances easy for all stakeholders to work with,” Rokossa says.

“The crystal ball we look into shows very clearly the continued application of gas and wood fireplaces in homes and commercial spaces around the world. Electrification will certainly solidify its place, and perhaps share space with us traditionalists that will not settle for anything less than true fire. As Camina & Schmid grows into its niche within the U.S. market, we will do as we’ve done from the beginning, and that is listen to the U.S. consumer and strive to offer exactly what it asks for.”

Lina G 30-24

Plethora of Products

Sunvilla unveils a host of new offerings, including an alluring lineup of power market umbrellas, pergolas, and motorized products.

BY LARRY THOMAS

A DIVERSE PRODUCT LINEUP HAS ALWAYS BEEN A KEY TO SUCCESS

AT SUNVILLA, but the outdoor furniture resource has taken diversification to a new level for the 2024 season with the unveiling of a wide range of products—not to mention a new product category—that has the company teeming with optimism.

Naturally, there is some concern that bloated retail inventories will hinder sales of new products, but the positive reception to virtually every product launch at the recent Casual Market gave the company the confidence to charge ahead.

“The Casual Market surpassed our expectations,” says Christy Peterson, Sunvilla’s national sales manager. “We knew there would be excitement around the new showrooms and the move to Atlanta, but the reception we received from both existing and potential customers was sensational.”

SUNTEK DEBUTS

The company’s product line has long included aluminum and woven seating and dining products, umbrellas, fire pits, and outdoor structures that target volume-driven middle price points. But the Casual Market also saw the introduction of a new Sunvilla division called Suntek, which features a lineup of power market umbrellas, pergolas, and related motorized products that allow consumers to better utilize their outdoor living space.

Peterson notes that essentially every item from the Suntek division was a winner at the Casual Market, but the Sterling power umbrella stood out because it earned two prestigious awards from the International Casual Furnishings Association— the Design Excellence Award for shade products and the Lilly Award for the outdoor accents category. “With the battery pack conveniently attaching to the pole, users can effortlessly open and close the umbrella and adjust the LED lights,” she says.

Also drawing considerable attention—and orders—from the Suntek lineup was the Ghent Pergola, which features power retracting louvers and LED lights on the interior perimeter, and the Weston Outdoor Room. The outdoor room has, among other features, a power awning that extends and retracts, and motorized roller shades.

To enhance the consumer’s experience, Peterson says the company will soon release a Suntek app that allows all the motorized items to be opened and closed from a phone. “We are prepared to adapt and innovate to meet changing market needs,” she says. “The addition of new product categories has been a strategic move to diversify our offerings and cater to a wider range of customer needs.”

STANDOUT PRODUCTS

Another somewhat unexpected Casual Market winner came from the company’s expansion of its line of specialty structures. A pair of daybeds with louvered roofs, as well as a grill gazebo with a louvered roof, were especially well

received. The grill gazebo, in particular, was a hit with retailers who build outdoor kitchens. “Although we initially were uncertain about the reception these products would receive, our structures were the hit of the Casual Market,” Peterson says. “We feel there is a lot of potential in this product category.”

But the company didn’t ignore its triedand-true seating and dining products, either, as two new woven collections and a new aluminum group proved popular.

Peterson says the standouts included Cyprus, which features a thick weave that has a texture resembling snakeskin, and Bella, a woven collection that features a modular sectional with dual-layer cushioning. To enhance the presentation, the company also showcased a video highlighting the many ways the Bella sectional can be configured and personalized.

In the aluminum category, she says the big winner was Palma, a collection highlighted by an onyx finish against a lighter colored fabric. “I attribute the success to its stunning contrast,” she says. “It made a bold statement.”

TOP: Cyprus Deep Seating

BOTTOM: Palma Dining

The collection also includes high-back sling dining seating that dealers overwhelmingly agreed was extremely comfortable, she points out.

In general, solid light-colored fabrics continue to lead the way, she explained, noting that grays remain popular, but there has been a notable shift toward softer shades of gray. “We added some pops of color with light blue and even sprinkled in a little green into our showroom this year, but in our experience, 80% of the business continues to be driven by the safe choice of a solid fabric,” Peterson says. “The consumer will add throw pillows and other accessories to brighten their spaces.”

Peterson was quick to credit Sunvilla’s showroom design team with making major contributions to the Casual Market’s success. “Our design team poured their creativity and dedication into this project, and their hard work truly paid off,” she says. “Our new showroom is gorgeous, and it helped put our furniture in the best possible light. With every piece of furniture making its debut at Casual Market, it was quite a challenge for our designers … but their effort in crafting compelling furniture stories was really what captured the attention and enthusiasm of our retailers.”

OPTIMISTIC OUTLOOK

And that enthusiasm has given the company good reason to be optimistic despite the pandemic-induced inventory hangover some retailers are still experiencing. “Many seemed focused on filling the gaps or selectively adding a few new items,” Peterson says. “But the positive feedback we received about our products is encouraging and gives us confidence as we move forward. Our business outlook for the upcoming season remains optimistic.”

She says the supply chain woes that hit importers such as Sunvilla especially hard at the height of the pandemic have all but disappeared. As a result, she believes ordering will return to a more typical seasonal pattern for 2024, which will place more importance on the company’s Los Angeles-area warehouse. A U.S. warehouse makes distribution more efficient—especially with orders that require cross-docking—and delivers better customer service, she says.

“Our products are manufactured in China, where we operate our own factories,” Peterson adds. “This gives us greater control over the manufacturing process, ensuring strict quality standards.”

She says Sunvilla will continue to target specialty stores and traditional furniture stores as distribution channels, and

the company believes its focus on middle price points suits their needs perfectly. “We’re offering a balance between quality and affordability,” Peterson says. “This approach allows us to provide the end consumer with a value proposition while allowing our retailers to drive volume.”

This strategy admittedly limits opportunities in the interior design channel, which isn’t volume driven, but

she said the company occasionally collaborates with a designer in select situations. “We have had the opportunity to work on a few larger installations where our offerings align with their specific project requirements,” Peterson says.

One distribution channel Sunvilla has decided to exit is direct-to-consumer sales. She says the company has sold select products online for several years

but has decided to phase out this channel to focus on retail stores and other business-to-business channels. “As we continually evaluate our business model, we believe that partnering with retailers and other B2B channels better aligns with our overall strategy,” she says. “This shift allows us to fully concentrate on delivering top-quality products to our trusted partners.”

A Vital Resource

BY CHERISE FORNO

F&C DISTRIBUTORS (WOODRIDGE, ILLINOIS)

carries a broad spectrum of high-quality hearth and outdoor living brands, while offering an extra layer of customer support and expertise as a leading distributor with a central location in the Midwest. “We’re located right outside of Chicago, and we distribute primarily in the Midwest, but we do ship nationwide,” says Jerry Loar, general manager of F&C Distributors.

While much of the company’s business is in an eight-state region, it has a strong network of sales representatives, as well as a robust shipping program. “I think we have one of the best shipping programs in the country,” Loar says.

Loar explains that an order from $1,500 to $5,000 will qualify customers for free freight based on how far they are shipped, giving them various options instead of having to order just one type of grill or fireplace. A store could purchase several grills from one company, a fireplace from another, and pizza ovens and griddles from a third brand—all in

one order. “This goes hand-in-hand with wanting to be a one-stop shop,” Loar says. “As long as you hit the free freight dollar amount, you’ll save quite a bit of money.”

F&C Distributors’ competitive freight program is one of many reasons for stores and dealers to work with them instead of a different distributor or directly with the manufacturer. Another advantage of working with F&C is the extra assistance and expertise they provide above and beyond what customers receive with the manufacturer.

“We always like to emphasize that at the end of the day as a distributor, we offer an extra layer of support,” Loar says. “If you’re buying Napoleon grills through us, you can still rely on all of Napoleon’s customer service and technical support, and then on top of that you’re adding another layer from a distributor with more cus-

tomer service and more technical service with a hands-on approach. It gives you the mom-andpop feeling, while allowing you to still get the big products that you want.”

The veteran-owned, family business has been committed to providing excellent customer service and developing strong business relationships since it was founded in 2006 by Loar’s uncle, Paul Loar, president of the company. Jerry Loar adds that one reason the level of customer service F&C provides is superior is the way its distribution centers are staffed.

“We have dedicated sales reps for our customers, so you start to familiarize yourself with the employees and you build that working relationship,” he says. “If you call a manufacturer, you could call 10 times, and you might have 10 different people pick

continued on page 81

TOP: Dimplex recently released the Optimyst Linear fireplace with multiple media options.

BOTTOM: F&C Distributors began representing Halo this summer. The brand includes a comprehensive line of grills, including the Halo Elite.

The Midwest’s largest wholesale distributor of fireplace, hearth, and outdoor living items helps retailers with product sourcing.

Patios Perfected

Customers in search of an outdoor oasis are smitten with Woodard’s new chic and comfy designs.

BY LARRY THOMAS

BUOYED BY A STRONG RECEPTION TO AN ARRAY OF PRODUCT LAUNCHES AT THE RECENT CASUAL MARKET, WOODARD

FURNITURE is entering the new outdoor furniture selling season with an air of confidence and a belief that business conditions will remain solid.

Like everyone in the outdoor furniture space, the company is still feeling some lingering effects of the pandemic-era craziness, but believes it is well-positioned to clear any remaining hurdles.

Perry Solomon, the company’s senior vice president of residential sales, says his people were “primed and excited, but apprehensive” before the Casual Market—the industry’s first trade show in Atlanta—due to the uncertainty about business conditions as well as the new Atlanta venue. But that apprehension quickly faded.

“By all counts, the Casual Market exceeded our expectations,” Solomon says. “We were exceptionally pleased with the reception and placement of all new products and product categories. Our customers were looking to refresh after years of shortages and displaying the same products on the floor for the past three years.”

The company, which specializes in U.S.-made cast and extruded aluminum and iron furniture, as well as woven furniture, jumped into two

new product categories at the show with the launch of a faux teak line called NexTeak and an umbrella line called Canopi. That was in addition to a pair of cast aluminum collections developed by Woodard’s in-house designer, Site Li; a value-priced imported line called Mayfield; and several new products for its Mallin brand.

“We decided to take things into our own hands and be aggressive in terms of product introductions and programs to ensure and to grow our market share,” Solomon says of the unusually large number of product launches.

The headline introduction was an expansion of its Alexa Hampton + Woodard line designed by Alexa Hampton, who now adds outdoor to her indoor collection of brands. Initially introduced at the High Point October Market, Solomon says a fourth collection was added to the lineup and one of three existing collections was expanded, which means the line now includes two cast aluminum and two woven collections.

“Our intent with Alexa Hampton is

to gain limited, but major placements in major trading areas through trade showrooms, prominent dealers and hospitality outlets,” he says. “The individual collections placed vary by demographics, but we will be well represented across the country.” The company hopes to boost consumer and designer awareness of the line with a series of launch events in several major cities throughout the year.

Solomon says the Alexa Hampton line is a key element in the company’s effort to position Woodard as a mid-priced to upper-end fashion-oriented brand. “We want to further our exposure to the design side of the business,” he says. “This is a stable and growing segment of our industry. We think it’s important to reach designers since it not only expands our business but elevates it at all levels.”

Woodard’s domestic production also enables the company to handle special orders—a segment of the business that all but disappeared during the pandemic as the company had a staggering order backlog of nearly 12 months at times. “We’re working our way back into it,

LEFT: Alberti

RIGHT:  Cortland

but even today, many dealers would rather sell down their existing inventory instead of writing special orders,” Solomon says. “But since we are a U.S. producer, we have the ability to customize fabrics and finishes, and we think that’s certainly one of our strengths long term.”

The recent additions of Site Li as in-house designer and Adam Hallmark as creative director also is helping the company make inroads in the design community, he explains. Li designed the two new cast aluminum collections, Elevation and Windsor, as well as the

Canopi umbrella line, and Solomon says all three were well received by dealers at the Casual Market.

“Our intent with Canopi is not to compete in the overall umbrella business but to complement our Woodard furniture and coordinate with our extensive fabric and finish selections,” he says, noting the company unveiled six new finishes at market. That boosts the total number of available finishes to more than 20.

The design emphasis also will further differentiate Woodard from the Mallin brand, which is primarily a

larger-scaled, extreme-comfort imported lineup that is designed for family living. Solomon says of Woodard, “We’re not changing our direction. We’re just emphasizing our heritage. We are making a dedicated effort to go back to our roots. We want to make sure that the 150-year legacy of leadership and innovation is honored and continues to flourish.”

In Woodard’s case, that heritage dates back to 1866, when Lyman E. Woodard purchased a lumber mill in Owosso, Michigan. He and his three brothers launched a company that made wood furniture, door and window sashes, and caskets. (In the 1880s, the casket business was spun off into a separate company that became the world’s largest casket producer in the 1920s.)

The company switched to making metal outdoor furniture in 1934, and four years later, the second and third generations of the Woodard family began using proprietary designs by Lee Woodard. He pioneered the use of wrought iron in outdoor furniture and his designs became nationally and internationally known. Aluminum furniture was added to the mix in the late 1960s.

In the early 2000s, Woodard consolidated all of its manufacturing operations in Owosso, where roughly half of its more than 200 employees work. Since 2011, the company has been owned by Litex Industries, a Texas-based importer of ceiling fans and lighting.

Venture Outside

BY KIMBERLY RODGERS

ALREADY FIRMLY ESTABLISHED AND RESPECTED in the indoor furniture category, Spectra Home (High Point, North Carolina) designs and manufactures luxuriously comfortable, fashion-forward, and exquisitely tailored, upholstered furniture using expert time-honored construction techniques. Outdoor specialty retailers now have the opportunity to offer this equivalent level of quality to their customers with the introduction of Spectra Outdoor.

“We created our new Spectra Outdoor collection to have the same comfort level and finely crafted detailing found in our indoor line, except it is designed to be enjoyed in outside gathering spaces,” says Jim Telleysh, president. As more consumers view and use their outdoor spaces as an extension of the inside of their homes, they are also seeking patio furniture that is just as comfortable, durable, and beautiful as their interior pieces.

Moreover, discerning buyers are expecting the quality of construction and craftsmanship of outdoor pieces to match or exceed the level of indoor furniture. Spectra Outdoor certainly meets the demands of these consumers. “We are truly able to use our experience in the indoor business and translate our capabilities and expertise in comfort and quality to the outdoor segment.”

Unveiled at the High Point Furniture Market in April, the Spectra Outdoor launch was well received. “At High Point, we were able to show the diversity that we can produce in our plants from teak and aluminum to fully upholstered pieces,” Telleysh says. The positive response continued at the July Casual Market. “Based on the reception we received in Atlanta, we have plans to expand the line,” he adds. “We also met a lot of new retailers, which was great to spread the word on Spectra Outdoor.”

The successful launch can be attributed to many factors, including a varied collection featuring upholstered sectionals, sofas, and swivel/sling chairs. All pieces are designed to be intermingled to fit seamlessly into a variety of outdoor spaces. Cocktail and end tables, in a mix of teak and aluminum frames, are also available to complete any arrangement.

CHOICES GALORE

Spectra Outdoor furniture truly replicates the look and feel of indoor furniture. For example, making a bold statement is the Calabasas sectional with solid ivory cushions set against an exposed frame in black aluminum with on-trend acrylic rope and woven accents on the sides. Offering ample seating, this versatile piece is designed to work in a variety of outdoor spaces, with an ottoman and armless chair also available. Calabasas also comes in modular and studio sofa models for spaces with smaller footprints.

The Huntington sofa provides ample seating and dazzle with acrylic rope and woven detailing on the sides and back. The stately Huntington swivel chair completes the look and adds more seating for any outdoor room. The Mendocino sofa and chair, both in a beautiful teak frame, mirrors a mission-style design with cushions covered

TOP LEFT: Calabasas Modular Section with black aluminum frame, solid ivory fabric, and neutral acrylic woven detailing

TOP RIGHT: Costa Mesa sling chair with black aluminum frame

BOTTOM: Mendocino Sofa and tables with teak and aluminum frames

This interior furniture manufacturer now brings its expertise to offer the same luxury and quality outdoors.

in Makar pearl canvas. A chair, as well as cocktail and end table in a combination of Thailand teak and aluminum frame, are also available.

The Palisade three-piece sectional, with the frame completely covered in Makar performance canvas, resembles the style of an indoor piece but is designed to withstand the outdoor heat, wind, and rain with drainable fiber seat cushions, sinuous wire construction, and a frame made of marine grade plywood.

Another standout in the collection is the Pebble Beach slip covered sofa. Also available in a swivel chair, both pieces come in a choice of Lincoln Champagne or Venus Oyster fabric. The tailored wide flange detail on the pillows and arms mirrors the style of indoor upholstery pieces, creating a relaxing indoor statement for the outdoor room. The mission-style Sacramento sofa and chair combines a teak frame with a neutral acrylic rope accent on both sides.

Rounding out the collection with additional seating options are the Costa Mesa and Napa chairs. Both combine a black aluminum frame and Makar Fabric for a more contemporary flair. The Sonoma chair in Makar canvas features comfortable cushions in a teak frame. All are a welcome addition to pool decks or patios.

Spectra Outdoor offers attractive 100% solution-dyed bleach-cleanable acrylic fabrics boasting the highest level of durability and cleanability, along with stain and fade resistance yet remaining soft and luxurious to the touch. “We also paired the seating with quick-dry drainable cushions and decking for added durability and fast drying after an afternoon rain shower,” Telleysh says. He adds that Spectra Outdoor is not trying to be the bargain player in the industry. “We are using premium

materials and high quality fabrics that withstand all climates.”

Spectra Outdoor furniture features sustainable teak sourced from Thailand; all-weather aluminum; overlocked and serged seams to prevent unraveling; fully upholstered and slipcovered selections; and acrylic woven detailing. In addition, a direct and mixed container program from a company-owned factory is available as well as shipment from a North Carolina warehouse. Special orders are available and there is no minimum order requirement.

FULL SPECTRUM OF SERVICES

Spectra Home is a full service upholstery supplier that owns vertically integrated factories. For outdoor specialty retailers that may not be familiar with the company, Telleysh notes that Spectra cuts all its own frames, and cuts and welds all aluminum used in manufacturing. “We also turn our own springs, pour our own foam, fabricate all cushions, own our leather tanneries, and manufacture the boxes in which we ship our product.” He adds, “With over 4 million square feet of manufacturing space, we have the capacity to produce product not only for retailers but also for other OEM suppliers who have a

need for product.”

Currently, Spectra Outdoor is offered to the company’s existing indoor residential retail partners across North America. “The opening of a showroom in Atlanta will also put us in front of outdoor specialty retailers and larger retailers that are already in the outdoor business.”

Spectra Outdoor has already sold out its first cutting and manufacturing is well into the second. Initial response has seen a strong demand for teak with fully upholstered pieces also moving at a brisk pace. Telleysh notes this initial success shows Spectra Home’s ability to produce high-quality fashionable furniture that looks like it belongs indoors, but is rated for outside use. “We have been in the furniture business for many years. It was time that Spectra Home brought our expertise to the outdoor market and show our capabilities to reach a new customer.”

TOP: Sacramento Sofa with teak frame and natural rope accents

BOTTOM: Pebble Beach slipcovered sofa in Venus Oyster

WHAT’S NEW

DuraKitchens HDPE Outdoor Kitchen Collection

Introducing the new DuraBull Outdoor Kitchen line from Bull that pairs quality craftsmanship with cutting-edge innovation. Constructed of HDPE (high-density polyethylene), this new Outdoor Kitchen collection offers elegance with casual sophistication. Careful detailing has gone into the design and execution of each piece, from the well-crafted door embossing and edging to the innovative patented, hidden joinery technology for solid joints. The innovative materials, advanced manufacturing, and thoughtful design allow DuraBull to synthesize classic styling with a modern curve. The future of outdoor kitchens has arrived! Contact: (800) 521-2855 or www.bullbbq.com

Circle Reader Service No. 101

New Hudson Collection by Gensun

Designed by Achella Design, Hudson combines a sleek design with hand-finished, tactile materials. The wide, straight arm and invitingly ample seat cushion gives Hudson both a sense of presence and embracing comfort. Hudson has an intricately woven back and beautifully finished wood impression arm caps. With transitional elements to go along with multiple finish options, Gensun’s new Hudson collection can seamlessly integrate into any outdoor space. Contact: (866) 964-4468 or www.gensuncasual.com

Circle Reader Service No. 102

Ronda 2.0

It is a challenge to redesign perfection. Nonetheless, EMU Americas’ Italian designers have taken the original Ronda, created in 1997, and perfected it to the Ronda 2.0. The innovative one-piece design for the seat and back follows the curves of the body to amplify support and comfort. A newly designed mesh makes this collection practical and strong, yet lightweight enough to stack. Made using the same patented ecoated steel process as the original, Ronda 2.0 is durable and perfect for any patio. This collection consists of a sidechair, armchair, and barstool. Contact: (800) 726-0368 or www.emuliving.com

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Award-winning Fabrics from Richard Frinier and Sunbrella

Made with at least 20% recycled Sunbrella acrylic, the brand’s latest collaboration with Richard Frinier features 40 stunning fabrics with natural yarn variations and artisanal accents that reflect the beauty of their reclaimed composition. Pattern Strada Sky, a bouclé surface texture design, was named a winner of the ICFA Design Excellence award at Casual Market in July. Inspired by Richard’s interest in the practice of grounding, these fabrics are suitable for any outdoor space. Contact: www.sunbrella.com

Circle Reader Service No. 104

6 Hot Products To Sell Now

Bramshaw Electric Stove

The Bramshaw LED electric stove is a contemporary square design with panoramic side-viewing windows. Installation can be freestanding or wall mounted. Available with either the sleek pedestal base or log base, which allows space for placing logs inside to complete the authentic look. Operate the stove with a remote or use the control panel, which is discretely placed behind the door. It can be operated with or without heating for year-round, inexpensive use. Contact: (800) 468-2567 or www.britishfires.ca.

Circle Reader Service No. 105

New Gas Fireplace Inserts by Ortal

Ortal has introduced its first-ever, groundbreaking gas fireplace inserts, available in 29” and 34” sizes. Featuring an innovative Wilderness flame-through-log technology, multiple trim options, and customizable surrounds, these inserts offer optional fans, dual light controls, and more. Now available for purchase.

Contact: www.ortalheat.com

Circle Reader Service No. 106

PRODUCTS

Kinsley Lounge Chair

Experience ultimate relaxation and luxurious comfort with this exquisitely designed lounge chair, perfect for transforming any outdoor or indoor space into a serene oasis. This MGP chair is meticulously crafted for optimal lounging and will be a longstanding piece in your outdoor area. Contact: (800) 593-3411 or www.berlingardensllc.com.

Circle Reader Service No. 107

New Forest 75”

The New Forest 75” is the newest addition to British Fires’ series of electric fireplaces. Designed with the trend-setter in mind—the 75”wide fire will be the spotlight of large rooms and open-planned settings. It arrives with Signature Logs, patented Air Curtain Technology, and award-winning LED flame effects, which can be used without heating for pennies a day. Install it as fully inset, LH or RH cornered, or three-sided. Contact: (800) 4682567 or www.britishfires.ca.

Circle Reader Service No. 108

Prep Cart

A stylish and well-thoughtout prep cart and refrigerator is the perfect addition to any patio. This prep cart comes with an outdoor-rated refrigerator and a beautiful porcelain countertop, topped off with high-quality stainless steel and hammer-tone materials designed to withstand the elements and provide a stylish aesthetic. The prep cart can accompany any grill and is an excellent place to stand your tabletop appliances or pizza oven. It is an entertainer’s dream machine—the ultimate bar cart, prep station, and serving station rolled into one. Contact: (949) 207-9595 or www.montalpionline.com.

Circle Reader Service No. 109

Patio ComfortPortable Patio Heaters

Patio Comfort portable patio heaters are well-suited for creating a cozy outdoor environment yearround, making this the standard for residential backyards, restaurant patios, and outdoor events. With long-term durability, safety, and performance in mind, the use of high-quality materials like commercial-grade aluminum, stainless steel, and brass certainly speaks to the durability and safety of these heaters. Patio Comfort prices were recently reduced to help you prepare for the cooler season ahead. For updated pricing or to become an authorized dealer, contact (949) 474-3070 or www.aeicorporation.com.

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Introducing Classic Cushions & Umbrellas’ Specialty Pillow Program

This new program gives stocking dealers the opportunity to expand their pillow selection and offer customers unique designs that complement a variety of furniture options. Participating dealers will choose from exclusive Sunbrella-engineered patterns that are stylish, plush, and beautifully handcrafted in the USA. Contact: (800) 343-8958.

Circle Reader Service No. 111

Chalfonte & Tuscino Collection

Combining indoor style with outdoor spaces, NorthCape’s Chalfonte Dining Collection

offers new dining tables with PolyTuf by Tangent tabletops. The chairs are comfortable and stackable for easy storage. The collection includes a durable powder-coated aluminum-framed table and chairs. Complemented with the Tuscino Collection, Tuscino offers an upholstered contemporary modular design, comfortable plush seating, and is constructed with durable eco-friendly PolyTuf by Tangent material. Contact: www.northcape.com.

Circle Reader Service No. 112

Infratech

Introducing Infratech’s Marine Up-Grade 316 stainless steel for the W/WD, C/CD Series heaters, and the Flush Mount Frames. Enjoy the American-made craftsmanship you have come to expect from Infratech with the element protection 316 stainless steel offers. Contact: (800) 421-9455 or www.infratech-usa.com.

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Introducing the Coyote Duomo 40” Wood-Fired Pizza Oven

Experience the art of outdoor cooking with Coyote Outdoor’s new DUOMO wood-fired pizza oven. Its flawless design, active heat management, and Italian pizzeria ambiance redefine homemade pizzas. Achieve perfect crispiness with precise temperature control and explore diverse dishes with durability.

DUOMO enriches outdoor gatherings, family dinners, and quiet moments. Create lasting memories while sharing artisanal meals around its warm glow as the centerpiece of outdoor entertainment. Contact: (855) 520-1559 or www.coyoteoutdoor.com.

Circle Reader Service No. 115

Heatilator Caliber & Caliber X Gas Fireplaces

Heatilator’s latest is what consumers want and installers need. For homeowners, it provides an inviting gathering place with a big, bold fireplace they can operate by phone or voice—and even manage the heat level. Trend-ahead fronts, interiors, and hand-painted logs bring out the flame, glow, and ambiance. For installers, it features the same framing dimensions and venting you’re used to in a bigger viewing area. The premium Caliber X adds presence and a fan to warm a larger space. Contact: www.heatilator.com.

Circle Reader Service No. 118

Urbane Collection

The Urbane Collection marks Danver’s latest collaboration with celebrated designer Daniel Germani. Drawing inspiration from heritage-style European kitchens, the new collection brings timeless, sophisticated design to the outdoors. Urbane offers visual contrast through a blend of traditional stainless steel and powder-coated panels with features including soft-close drawers and doors, and the ability to have concealed appliances, empowering design professionals to create outdoor kitchens to fit any footprint, style, and function. Contact: (203) 269-2300 or www.danver.com.

Circle Reader Service No. 113

Morocco Collection

Sink into the luxurious comfort of the Morocco collection, which features oversized proportions that add to the collections’ intriguing aesthetic design. Inspired by the art of handwoven basketry, the large wicker weave offers a relaxed look and feel to the low-profile frame design. Made for many years of enjoyment and beauty with UV- resistant all-weather wicker for a worry-free experience and the look of natural material. Contact: (909) 980-6698 or www.patiorenaissance.com.

Circle Reader Service No. 116

Leeward Cushion Premier Swivel

Rock your way into 2024 with the new Leeward MGP Cushion Premier Swivel

Rocker from Telescope Casual. This Premier swivel is just that, a step above all others. Constructed with a Leeward MGP Frame, this new design features ultra-plush side cushions to give you that “never want to leave” type of comfort! Contact: (518) 642-1100 or www.telescopecasual.com.

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Cannolè is a collection with evocative shapes, re-interpreted by a clean and contemporary design. This steel modular lounge solution steals its design from the Italian knitwear tradition. The frame mimics the handmade ribbed knits, while the versatile and customizable padded seats offer multiple compositions easy to be assembled. A timeless style collection that fits harmoniously into contemporary and traditional environments.

70 years of manufacturing experience in outdoor furniture. “Made in Italy” at its best.

Cannolè Collection by Cristell / Gargano

Circle Reader Service No. 67

Berkley Collection –42 x 42 Table

Create the perfect gathering space with this versatile dining table, featuring adjustable dimensions to accommodate both intimate dinners and larger gatherings, while showcasing exceptional craftsmanship and durability. The 42x42 Berkley Table has a hidden butterfly leaf that folds up right on the end of the table, allowing for a four-seat table to become a six-seat table in seconds.

Contact: (800) 593-3411 or www.berlingardensllc.com.

Circle Reader Service No. 119

EMU Living – Round

Round is a collection defined by its search for structural balance and soft lines, an interpretation of outdoor space that conveys stylistic but essential refinement.

EMU has created some of the world’s finest Italian-made outdoor furniture for your modern home. Contact: (800) 726-0368 or www.emuliving.com.

Circle Reader Service No. 120

Mont Alpi Artwood Series

Meet the new Mont Alpi artwood series featuring beautifully crafted cabinetry manufactured from recycled artwood. It is designed to last forever, UV protected, rust free, and easy to clean. It comes fully assembled and delivered on wheels. The combination of artwood and marine grade stainless steel offers a blend of fine materials that is stunning on modern and traditional patios. The oversized white granite countertop complements the look and is easy to maintain. This stylish series is a perfect solution for most spaces and is available with four or six burners. Contact: (949) 207-9595 or www.montalpionline.com.

Circle Reader Service No. 121

Dining Collections by C.R. Plastic Products

Rediscover alfresco dining with the Dining Height Collections, including the new Napa Dining Collection. Elevate your outdoor space with stylish and sustainable dining sets, boasting clean lines and modern elegance, and made from recycled plastic. Contact: www.crpproducts.com.

Circle Reader Service No. 122

Premium Stainless-Steel Dual Mount Sinks

Introducing Bull’s new premium sinks, meticulously designed to elevate your kitchen space. Crafted with highquality 304 stainless steel, these sinks exude durability and sophistication. Available in 18” and 15” sizes, they offer versatile options to suit your specific needs. The inclusion of a hot- and cold-water faucet, featuring a solid stainless steel construction, ensures convenient and precise water temperature control. Each sink comes with a stainless steel drain and catch, providing a seamless drainage system. Contact: (800) 521-2855 or www.bullbbq.com.

Circle Reader Service No. 123

Astound Built-In Electric Fireplace

Introducing Napoleon’s Astound Built-in Electric Fireplace featuring a premium flame pattern with spark effects and realistic Driftwood and Woodland media. Easily switch out media, clean, and service with the unique flip-down front glass. Control via the Napoleon Home app or voice commands with Wi-Fi connection. Enjoy installation flexibility with the included finishing flange for a frameless look or adjustable trim for more coverage. Ideal for residential and commercial spaces, this fireplace offers style, innovation, and functionality. Contact: (866) 820-8686 or www.napoleon.com.

Circle Reader Service No. 124

Go with the grain

Crafted from high-quality Tangent wood recycled plastic lumber, our innovative woodgrain has the aesthetic of real wood without harvesting trees.

Say goodbye to strenuous maintenance of traditional wood; our materials weather the elements with ease, never requiring oiling, staining, painting or waterproofing and are durable enough to last decades.

Learn more about our patented woodgrain here

CONFIDENTLY DURABLE

No rotting, splintering or peeling with materials that stand the test of time.

LASTING BEAUTY Colors and textures remain flawless with no painting or staining required.

SUSTAINABLY MADE

Recycled materials create an unrivaled performance lumber.

EASE OF CARE

Simply wash with soap and water; no need to waterproof.

PATENTED WOODGRAIN Beautiful internal woodgraining through product. MADE IN THE USA Our products are made in the United States.

Galaxy Outdoor – Kitchen Island Designs

One of many custom kitchen island designs, this white-stucco-finished straight island with a raised bar helps facilitate a perfect hosting environment. Paired with cooking appliances, chairs, and fire features, a custom kitchen island by Galaxy Outdoor will transform your backyard. Contact: (702) 448-5600 or www.galaxyoutdoor.com

Circle Reader Service No. 125

Coming Soon: Oval Suspended Units by Ortal

Ortal is introducing Oval units to its North American product lineup. These versatile units can be either fully suspended or wall mounted. Available in two sizes, both are fully enclosed direct vent units, offering the perfect blend of safety and efficiency without sacrificing style. Contact: www.ortalheat.com.

Circle Reader Service No. 126

Harman P42i-TC Pellet Insert

The leader in pellet heat brings you the P42i-TC pellet fireplace insert. Experience the engineering excellence of a Harman with the smartest controls, lowest maintenance, and exclusive features. Easily fill the hopper and monitor fuel levels with the large, glass hopper lid. Built with the perfect blend of cast iron and steel, the P42i-TC accentuates all home styles, while the flame-reactive glass creates an elegant, mirrored look when not burning. Contact: www.harmanstoves.com.

Circle Reader Service No. 127

Brown Jordan Outdoor Kitchens: New Sapphire Finish

Brown Jordan Outdoor Kitchens will launch a Sapphire blue finish as of October 2023. Joining the brand’s existing 60+ powder-coat finishes, the new hue matches an existing Brown Jordan furniture fabric. Sapphire introduces a fresh option for those seeking a pop of color—a rising trend according to the brand’s Outdoor Living Report, which found that 69% of Americans feel outdoor kitchens present an opportunity to embrace bold and unexpected colorways in outdoor designs. Contact: (203) 269-2300 or www.danver.com.

Circle Reader Service No. 128

New DIKAPT Cap

Take control of the elements with DuraVent’s new DIKAPT cap. Your solid-fuel chimney is a living thing. Divert wind and rain, and direct flue gases. DIKAPT is available in 5”, 8”, and 10” diameters and comes with a Smart Choice Lifetime Warranty. You’ll thank us and so will your chimney. Contact: (800) 835-4429 or www.duravent.com.

Big Timber Elite Patio Heater by Timber Stoves

Harnessing the power of wood pellets, the Big Timber Elite Patio Heater delivers unrivaled outdoor coziness. Superior to propane or gas models in fuel efficiency, it embodies the beauty and warmth of natural flame. Its sturdy stainless steel construction not only catches the eye but also produces a substantial 90,000 BTU to effectively heat surrounding areas. Contact: (630) 241-0506 or email sales@fandcdistributors.com.

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•

EXPO: November 13-15

EDUCATION: November 10-15

Las Vegas Convention Center | West Hall

DIVE IN & Deck Out!

Deck Expo is your industry show – the ultimate decking and outdoor living event. The event co-locates with the International Pool | Spa | Patio Expo™ Together, PSP/Deck Expo is lining up an exciting experience for the industry.

This November in Las Vegas, there is a lot for decking professionals to take advantage of. You will discover new education formats and programming, revamped show features, and more ways to help you move your business forward.

Expect these highlights:

•Networking

•NADRA education

•

•Education sessions for deck professionals throughout the week

DECKEXPO.COM

Special pricing available for NADRA Members

PictureddeckbyNADRAmember, DaveFraserofFraserDecksandPatioCovers

Dune Sling Four-Position Lay-Flat Chaise

New for 2024 is the Dune Sling Four-Position LayFlat Chaise. This sleek and modern MGP chaise design is perfect for both patios and pools! A durable MGP frame and an internal reclining ratchet system makes it strong but beautiful in any application. Available in eight MGP frame colors and 82 outdoor quality commercial-grade sling fabrics—only from Telescope Casual! Contact: (518) 642-1100 or www.telescopecasual.com.

Circle Reader Service No. 131

Pit Boss Sportsman 1600 Wood Pellet Grill

The Pit Boss Grills Sportsman Series 1600 delivers a powerful grilling experience for the true outdoorsman. With over 1,500 square inches of total cooking space and a 30 pound hopper capacity, this grill is ideal for any cooking job—no matter the size. With Wi-Fi and Bluetooth wireless technology, you can connect your grill to a smart device for a controlled cooking experience with the Pit Boss app. Contact: (877) 303-3134 or www.dansons.com.

Circle Reader Service No. 132

DirectVent Pro Concentric Flex

What’s better than finding that perfect spot for your new fireplace only to have your chimney vent rudely interrupted by a wall stud, joist, or truss, forcing you to offset with expensive elbows? Let DirectVent dispel that fear before you even start the job. DirectVent Flex allows the installer to simply pull the venting to the desired length, make the connections, and move on to the next job. Single-offset? Double-offset? No problem. Contact: (800) 8354429 or www.duravent.com.

Circle Reader Service No. 133

SunStar Glass

The SunStar Glass patio heater is an innovative solution for creating comfortable outdoor spaces, especially in challenging weather conditions. Its wind and rain-resistant design makes it stand out as a durable and reliable option for outdoor settings. SunStar is an excellent choice for extending the use of outside spaces. The two-stage heat output makes the SunStar the ideal choice for a variety of settings, such as restaurant patios, outdoor entertainment areas, dining spaces, and residential patios. This SunStar Glass is available in a powerful two-stage setting of 34,000 to 50,000 BTU. Contact: (949) 474-3070 or www.aeicorporation.com.

Orion Traditional Electric Fireplace

Modern Flames has revamped its built-in, flush mount conventional fireplace category with its new Orion Traditional electric fireplace. The Orion features a new innovated Heliovision flame technology, maximizing the flame height in an enlarged vertical viewing area with the most realistic flame on the market. Update your old fireplace with this premium electric fireplace insert. With efficient heat and beautiful Heliovision flames, the Orion is designed as an alternative to a wood-burning fireplace and provides a stylish, affordable substitute. Contact: www.modernflames.com.

Circle Reader Service No. 135

New! Outdoor Fire Tables by C.R. Plastic Products

Designed for easy entertaining and worry-

free ambiance, these outdoor fire tables create an atmosphere that’s cozy and elegant—perfect for shifting seasons. The new Rectangular and Round Fire Tables are easy to use and require minimal maintenance. The flames ignite with the push of a button, generating ambient heat and a mesmerizing glow. Contact: www.crpproducts.com.

Circle Reader Service No. 136

Custom Kitchen Island by Galaxy Outdoor

This custom kitchen island design by Galaxy Outdoor features stone tiling and granite bartops. The dual-island setup is perfect for creating an outdoor dining/kitchen space where you can cook and host your way. Add state-of-the-art grills, smokers, refrigerators, ice chests, and more, and you will find yourself in an outdoor kitchen paradise. Contact: (702) 448-5600 or www.galaxyoutdoor.com.

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New Lucerne Collection by Gensun

Enerzone Destination 2.7 Wood Insert

The Enerzone Destination 2.7 Wood Insert boasts a distinctive, powerful design with its cast-iron faceplate and large glass surface. Delivering high performance, the insert emits 80,000 BTU at a rate of a mere 1.14 g/h, well below the forthcoming EPA standards. Remarkably, it meets the needs of smaller spaces despite its substantial size. Contact: (630) 241-0506 or email sales@fandcdistributors.com.

Circle Reader Service No. 138

Treasure Garden Aspen Base

For 2024, Treasure Garden is introducing the Aspen base. The Aspen is a 120-pound steel market base with wheels, adding a touch of elegance to outdoor spaces. Available in Shadow Graphite and Arctic White, its sleek design and ease of use make it suitable for hospitality and residential applications. Contact: (626) 814-0168 or www.treasuregarden.com.

Circle Reader Service No. 139

Renaissance Cooking Systems CGProducts

“Made in America” is what your customers deserve in their grill. The new American Renaissance Grills are made of high-quality materials, packed with features, and yet still offer great value for your customers (and a terrific margin for you). Contact: (800) 833-5998 or www.rcsgasgrills.com.

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Elegant curves combined with detailed cast embellishments create an exquisite transitional design. Gensun’s new Lucerne collection is available in sling, padded sling, or woven seating, which provides comfort and easy outdoor care. Relaxing outdoors doesn’t get better than this. Contact: (866) 9644468 or www.gensuncasual.com.

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Entice Wall Mount Electric Fireplace

Napoleon unveils the revamped Entice Wall Mount Electric Fireplace, shaped by customer feedback and market trends. It features an enhanced flame pattern for improved realism, 10 flame and ember color options with presets, an advanced remote, and a rear glass panel for added depth illusion—all without altering the MSRP. Elevate your lineup of product offerings with the new and improved Entice.

Contact: (866) 820-8686 or www.napoleon.com.

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Le Griddle

For tailgating, backyard parties, or meals for the family, Le Griddle is the perfect product for all of your customers’ outdoor cooking needs. Why not join the fastest-growing product category in the outdoor cooking area? The best outdoor grill isn’t a grill at all! Contact: (800) 833-5998 or www.legriddleus.com.

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Pit Boss 5Burner Ultimate Griddle

The Pit Boss Ultimate 5Burner Griddle blends power and precision for an unrivaled outdoor cooking experience. The proprietary non-stick armored cooking surface is ready to use straight out of the box and is a dream to clean. As a bonus, the ceramic coating protects the griddle from scratches and rust to keep it looking better for longer. With a 647-square-inch cooking surface, this griddle is large and versatile enough to be your go-to for breakfast, lunch, and dinner. Contact: (877) 303-3134 or www.dansons.com.

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Exclusively from Warming Trends

Use the QR Code to see the only solution to an industry-wide problem. The WATERSTOP by Warming Trends was specifically designed to prevent water and debris from damaging electronics and valves on burner systems. The proprietary WATERSTOP fitting helps to protect your client’s burner systems while still delivering unparalleled flame performance. Warming Trends continues to lead the industry in innovation in fire features systems, delivering high-quality products you can trust and depend on for all your projects. To learn more and watch a demo, visit www.warming-trends.com/burners-plates or call the flame specialists at (303) 346-2224.

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Preveli Collection

The Preveli collection offers a casual but sophisticated European touch that can be enjoyed from the comforts of your backyard. Preveli offers a rich look using a unique blend of materials, creating a rich look without sacrificing comfort. Preveli uses aluminum frames with a scratch-resistant finish as well as tabletops made of HPL (high pressure laminate) that are also very durable and scratch resistant. Preveli incorporates a durable allweather woven rope material that will maintain this beautiful look for years of enjoyment. Contact: (909) 980-6698 or www.patiorenaissance.com.

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New! Martha Stewart by POLYWOOD Chinoiserie Chaise Lounge

The very essence of rest and rejuvenation, this beautifully designed chaise elevates your patio or poolside into a tranquil oasis. Easily wheel the chaise to find shade or sun and adjust the backrest to your level of comfort before settling into its inviting embrace. While the graceful lines and intricate latticework are delicate in nature, the sturdy all-weather frame is durable by design. Made in the USA with a 20-year warranty. Contact: (855) 935-5550 or www.polywood.com.

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Universal Controls

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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Back by Popular Demand

Classic Cushions & Umbrellas’ stocking dealers will have the opportunity to alter select bestsellers from abundant universal patterns! This will allow dealers to accept a wider range of special orders from customers and increase sales. Contact: (800) 343-8958.

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New – Fire Magic Echelon Grill

New for 2024, the Fire Magic Digital Echelon boasts a state-of-the-art black glass control panel with touchscreen operation and precise heat control for grilling fish, steaks, vegetables, and more. Integrated smart technology allows remote control from a smartphone. The new modern black glass accent will be extended to Echelon analog models and complementary cooking accessories. These enhancements join other innovative features found in the Echelon Collection, including cast stainless steel burners, hot surface ignition, redesigned Flavor Grids, patented Diamond Sear Cooking Grids, and the Magic View window. Contact: (800) 332-3973 or www.firemagicgrills.com.

Circle Reader Service No. 150

Atmosphere Ei29 Electric Insert

Introducing the first-ever Electric Insert from Regency. The Atmosphere Ei29 puts choice at the forefront while maximizing installation options and styling. Featuring Mix & Match accessories and an unmatched realistic flame picture with the Chromalight LED lighting system. Orange and red flames are combined with 13 fuel bed lighting options and top-down lighting over a robust, high-definition log set, available in oak and birch options, to create a realistic and stunning flame package. Contact: (604) 946-5155 or www.regency-fire.com.

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The Spartherm Collection –Varia 2L-100h

With the Varia 2L- 100h, Spartherm created an impressive corner solution in a king-sized format. The orientation of the longer side of the Lshape can be selected by a left or right version. The long side of the glass is 100 cm long—almost 40 inches—offering one of the most spectacular fire views in the market. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 0049-15222644162.

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Side Shelf

The Grill Cart Side Shelf is an add-on compatible with Rock Run’s grill carts. The shelf can be installed on either side and work with the existing handle. This makes it possible to retrofit carts after the fact.  Contact: (260) 593-1740 or www.rockruncabinetry.com.

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Bay Harbor Chat Chair

Turning any area into a place to entertain, the Bay Harbor Chat Chair creates a luxurious outdoor space. This allweather transitional outdoor lounge chair is built with Tangent wood premium woodgrain, giving you the look and feel of natural wood with none of the upkeep. With a generous seat width, this upright chair is designed to accommodate relaxation and ease for even the busiest host. Contact: (574) 327-6943, info@durogreenoutdoor.com, or www.durogreenoutdoor.com.

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Air Canopy From Soli

SOLI’s Air Canopy is an innovative, portable shade canopy that selfinflates in two minutes. The SOLI Air Canopy is lightweight (17 pounds), roughly half the weight of traditional canopies. The 10’ x 10’ x 8’ canopy protects consumers from the elements, blocking 98% of the sun’s rays (UVA and UVB), while also being water resistant. The aerodynamic-designed SOLI Air Canopy is durable in the wind and comes with eight ground stakes and four tether ropes. Each canopy includes one SOLI Shade Wall, a rechargeable air pump, and a backpack. It is available in Ultra Marine Blue, Heat Wave Orange, Sage, and Carbon Grey. Contact: www.solioutdoors.com.

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Summerset 30” Gas Griddle

Explore new flavors with the all-new, 30” Gas Griddle by Summerset. Constructed of 304 stainless steel, this heavy-duty flat top grill is the perfect addition to your outdoor kitchen. The expansive, 495-square-inch cooking surface is made of halfinch-thick steel, powered by two 18,000 BTU U-Tube burners. LEDs illuminate the front panel, while the full-size 304 stainless steel cover ensures your griddle plate is protected from the elements and is always ready for the next meal. Contact: (800) 966-8126 or www.summersetgrills.com.

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Tempotest Italian Performance Fabrics

For over 100 years, Tempotest has been the embodiment of style and innovation as a vertically integrated family-owned company. This season, Tempotest USA introduces the 54 Volume III collection. The recent launch consists of over 50 SKUs of new solids, fresh stripe designs, and luxurious textures. Colors range from Turquoise, Indigo, and Sapphire to Coral, Clay, Pewter, Mercury, and Onyx. All Tempotest Performance Fabrics are made with 100% solution-dyed acrylic fibers. Contact: (972) 5123534 or www.tempotestusa.com.

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Hixon Collection

Entertain and enjoy the comforts! NorthCape’s mixed media features comfy, sleek modern-day designs at a value. The Hixon collection offers outdoor seating made with a sturdy powder-coated aluminum frame, the new Seashell PolyTuf by Tangent poly lumber, and premium weather-resistant cushions. Contact: www.northcape.com.

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Gemuetlichkeit

The Spartherm masonry insert 700-in. from the “Gemuetlichkeit” (a German word for total coziness and well-being) range is a masterpiece in German engineering and reduced contemporary design. It is also available in a 600-in. model. Contact: Spartherm-America / Markus Aumann / m.aumann@spartherm.com / 0049-15222644162.

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New! Martha Stewart by POLYWOOD Chinoiserie Accent Tables

As charming as they are convenient, these outdoor accent tables boast beautiful latticework and ample surface space. Serve canapés and cocktails under an open sky or opt for the accent table with an umbrella hole to create a safe haven from the elements (umbrella sold separately). The durable frames and decorative details promise designs you’ll cherish through the seasons. Proudly made in the USA with a 20-year warranty. Contact: (855) 935-5550 or www.polywood.com.

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Wildfire Outdoor Living Grills & Griddles

Get ready to ignite the autumn grilling season in style with Wildfire Outdoor Living Grills & Griddles. This extensive range of outdoor cooking solutions, along with a diverse selection of accessories, will take your outdoor culinary experience to the next level. From side griddles and side burners to the robust power burner, these products are meticulously designed to cater to all your grilling needs. Contact: www.wildfireoutdoorliving.com.

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HighPerforming Designs from Sunbrella and David Rockwell

Suitable for residential and commercial applications, the Currents collection from Sunbrella and David Rockwell features 35 high-performance fabrics inspired by elements of the earth, air, and water, delivering beautiful motifs with comforting softness and the trusted performance of Sunbrella. These fabrics are inspired by nature and are designed to withstand it with bleach-cleanable, durable, and fade-resistant properties. Rockwell has received numerous accolades, including a recent induction into Interior Design magazine’s 2023 Hall of Fame. Contact: www.sunbrella.com.

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Havenwood Collection

Mix and match to create your perfect fire pit table with the Havenwood Collection. Choose an Everblend Driftwood or Carbon Grey textured top or a concrete-like Pebble top and pair it with a contemporary Luverne Black, White, or Graphite Grey powder-coated steel base. Half the weight of concrete, outdoor-rated Everblend is a modified concrete and offers a unique, stunning look to your outdoor space. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Hang Out with the Flatfire

Designed and manufactured in the USA, the wallmounted Flatfire gas fireplace has European style. It is equipped with electronic ignition, remote-control temperature censoring, and a heating capacity of up to 20,000 BTU. Additional features include the Maxitrol e-flame valve control, which is radio frequency operated and battery powered, with a viewing window that measures 15” H x 27” W. Add an accessory for extra style to this tree-line silhouette metal insert that takes on a natural patina when burned. Contact: www.wittus.com.

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New Fire Magic EL500 Electric Grill

The new Fire Magic EL500 Electric Grill series combines the luxury, performance, and durability Fire Magic is known for with innovative technology to deliver a premium electric grilling experience outdoors. Available in three models, the full-size, 240-volt, built-in unit boasts a 31” x 16” cooking surface with patented Diamond Sear cooking grids. The Fire Magic Electric Grill is powered by an advanced heat system featuring dual thermostatic control and a temperature range of up to 700°F. It includes 304 stainless steel, a large ceramic glass window, and a touch panel with Bluetooth technology that enables control from a smartphone. Contact: (800) 332-3973 or www.firemagicgrills.com.

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Atmosphere Gi33 Gas Inserts

Introducing Regency’s newest gas insert, the Atmosphere Gi33, featuring revolutionary Infusion Burner Technology. A refined firebox provides an extra-large viewing area, while allowing the Gi33 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: (604) 946-5155 or www.regency-fire.com.

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GE3

Are you looking for an electric insert to replace a wood or gas fireplace?

The GE3 electric fireplace might be exactly what you’ve been looking for. Similar in size to Valor’s popular G3 gas insert, the GE3 offers a generous viewing area with three expertly crafted log sets in birch, driftwood, or splitwood. Fire up the heater with your remote or mobile app to control the lighting, flame effects, and other features. Looking to provide additional ambiance? The GE3 has two sound effects that mimic a wood-burning crackling fire. Contact: (800) 468-2567 or www.valorfireplaces.com.

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Sanibel Deep Seating

Whether the outdoor space is large or small, Windward’s Sanibel Deep Seating collection showcases footprints ranging from traditional deep seating to infinite sectional combinations. This solid MGP collection was thoughtfully designed with the concept of crossing durability and style. The collection is 100% manufactured in the USA with its precision CNC-cut MGP back, sculpted arms, full poly base and ultra comfortable seat support and cushions. Sienna’s versatility is endless. Contact: (914) 213-5869 or www.windwarddesigngroup.com.

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All-Weather Park City Outdoor Dining Set

Meet the Park City Outdoor Dining Set, a durable blend of design and function to elevate your outdoor space that is made to stay outside all season. Built from Tangent wood plastic lumber, this set looks like natural wood but without the upkeep. Combined with a powdercoated aluminum frame, this all-weather dining set is guaranteed not to split, crack, warp, or ever require stain or paint and can be cleaned easily with soap and water. Contact: (574) 327-6943, info@durogreenoutdoor.com, or www.durogreenoutdoor.com.

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Combo Cart

This 85” x 29” x 36” cart accepts one ceramic grill and one gas grill up to 36’’ wide. It sits on four heavy-duty casters all with swivels and two front locking. The Combo Cart has a removable back panel to access the LP tank, as well as a wastebasket pullout and large drawer for storage. Contact: (260) 593-1740 or www.rockruncabinetry.com.

Circle Reader Service No. 170

Mercury Ignition System

The Mercury Ignition provides a layer of safety in the event a burner’s flame is unexpectedly extinguished. This innovative design provides a quick, automatic shutoff of gas flow and an easy reset to reignite the flame when ready to address building and safety code requirements, as well as personal safety preferences. The innovative product has 249,000 BTU and does not require electricity. Contact: (303) 346-2224 or www.warming-trends.com.

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Tempotest Italian Performance Fabrics

For over 100 years, Tempotest has been the embodiment of style and innovation in performance fabrics. From vibrant colors and patterns to subtle hues and luxurious textures, Tempotest offers a wide variety of 100% solution-dyed acrylic fabrics to fill your design needs, from performance fabrics to be used indoors to vibrant fabrics to accent your exterior spaces. Contact: (972) 512-3534 or www.tempotestusa.com.

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Shake It up with the Shaker Stove

The Shaker Stove is a streamlined, functional home heater designed by Antonio Citterio of Italy, and brought to you by Wittus. It is a true classic inspired by American Shaker furniture that fits well in traditional and contemporary settings. Made of the finest steel and available in two versions— Shaker short or long bench with right and left side door opening options. The Short bench measures 41” H x34” W x 21” D, and the long bench measures 6’. Top and rear vent options are available for both models. Contact: www.wittus.com.

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TrueFlame Grill

The TrueFlame grill redefines value with premium craftsmanship. Available in 40”, 32”, and 25” models, each is packed with all the features you could hope for in a grill, including interior and exterior lighting, square stainless steel cooking grates, and heat separators for optimal control to make gourmet grilling easy. With the Gold Standard Warranty, this is a commercial-grade quality grill you can trust. Beauty and durability come together to create this truly high-performance grill. Contact: (800) 966-8126 or www.summersetgrills.com.

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Canopi

Canopi is a designer umbrella created by Site Li and crafted from the finest materials available. Woodard started with a proprietary high-quality aluminum hub along with carbon fiber ribs to create a lightweight, minimally designed umbrella with optimal performance. It is topped off with the best quality outdoor UV-rated fabrics. The Canopi collection will offer three styles: Forum, an elevated market style (shown here); Grace, a flat, minimal design; and Duplici, an elegant double tier. Each style will be available in two sizes: 6’ square and 9’ octagon. Contact: www.woodard-furniture.com.

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Columbia Bench

Engineered for heavy commercial use, the Columbia bench boasts a universal design that can be enjoyed by anybody, anywhere, fitting wonderfully in high-traffic settings. Using thick teak slats, this piece is built for decades of use in public spaces. Contact: (260) 244-4334 or www.threebirdscasual.com.

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Drenching on Trending Colors

Create a unique outdoor space with Twitchell’s versatile fabric specially engineered for UV stability and with antimicrobials that last the life of the product. Crafted for visual impact with weather-resistance performance, this fabric is ideal for slings, shade sails, umbrellas, and awnings. The Outdoor Fabric Collection offers intricate, textured patterns woven on Dobby and Jacquard looms. Contact: (800) 633-7550 or www.twitchellcorp.com.

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Designed Fabrics by Phifer

Founded in 1952 as an industrial weaver of wire, Phifer introduced complex jacquard weaving using synthetic yarns at its Tuscaloosa, Alabama, facility in the 1980s. Through the computer aided design (CAD) to loom process, Phifer products and jacquards keep pace with constantly evolving technological innovations and design trends. Phifer offers stock and custom-designed jacquards. Contact: (800) 221-5497 or www.phifer.com.

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Marine Grade Poly and Recycled Poly Firepits

Windward’s precision made MGP and RP Firepits are built to last as long as the memories they create. With this 100% made in the USA, poly tops and sides reinforced by heavy duty powder-coated aluminum frames, coupled with top-ofthe-line components from one of the best suppliers in the business, one can create a virtually maintenance-free piece of art that happens to warm your customers’ heart as much as their outdoor space. Contact: (914) 213-5869 or www.windwarddesigngroup.com.

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H6

Structured as a large-format gas fireplace, the H6 zero-clearance firebox design features tapered sides and a shallow depth for smooth installation into a variety of applications. Valor’s impressive secondary heat exchanger circulates warm air naturally through convection. In addition, the birch, driftwood, and traditional log sets and V-Class burner system are designed to project radiant warmth to objects in your living space, creating steady, even heat. Contact: (800) 468-2567 or www.valorfireplaces.com.

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White Onyx Beacon Round Gas Fire Pit Table

Experience a modern twist on a classic design with the Beacon Gas Fire Pit Table. The table’s unique White Onyx Supercast concrete top rests upon a durable powder-coated steel base, creating a stunning aesthetic. Relax and enjoy the warm and inviting ambiance that the Beacon Gas Fire Pit Table creates in your outdoor space. Contact: (866) 303-4028 or www.outdoorrooms.com.

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Classic, Crisp with Pattern Depth

Textured geometrics with pattern depth deliver big style and durability. Twitchell’s Classic and crisp neutrals pair nicely with contemporary pieces with prints or solids. Textilene, the original all-weather fabric, is scientifically enhanced to remain vibrant, resist mildew, and withstand wear and tear. Contact: (800) 633-7550 or www.twitchellcorp.com.

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Sierra Constructed with NexTeak

Simple, sturdy, and sleek, Sierra’s large scale and wide stance is designed to be eye-catching and exceptionally roomy. This deep seating and occasional table collection uses NexTeak wood alternative material and can be upholstered in numerous Woodard fabric options. The new NexTeak is the next evolution of alter native teak. Combining upcycled waste with modern technology, NexTeak is an eco-conscious material that withstands the demands of outdoor living. Weather resistant and care free, this unique product gives you the warm look and feel of teak without the maintenance or upkeep. Contact: www.woodard-furniture.com.

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NEWS continued from page 18

Barbiecore Extends Its Reach into the Kitchen and Bath Industry

One of the biggest interior design trends of the year is the Barbiecore aesthetic. Not only does it coincide with the release of the “Barbie” movie this summer, but with the existing trends taking place that include the use of bold and inviting shades like pink and colors with red undertones.

Kitchen and bath companies like Elmira Stove Works and Amba Products are getting in on the fun with their custom color options that help consumers bring Barbiecore design to life in their own homes.

Elmira is a leading manufacturer of premium vintage-style appliances and wood-burning cookstoves. Elmira’s Northstar collec-

INSIGHT F&C DISTRIBUTORS continued from page 56

up the phone.”

The turnaround time with F&C Distributors gives the company another edge. “In terms of product, sometimes with the manufacturer, they might not be able to ship an order for one to two weeks just depending on how they are backlogged,” Loar says. “With ourselves, the product is typically in stock, and a lot of the products ship out the same day. If not, we pride ourselves on everything being out the door in one to two business days.”

QUALITY BRANDS

Loar notes that F&C takes great care in choosing the brands they represent to ensure they are quality products, such as Napoleon, Halo, RH Peterson Co., and Dimplex. During the selection process, the company sees something on the market that stands out and fits with its values, or a manufacturer reaches out to them directly. Either way, F&C has a thorough procedure to ensure that the new brand will be a good match.

“Anytime we bring something in, we always get it in-house and test it,” Loar says. “We fire it up ourselves and familiarize ourselves with the product to make sure the quality matches what we want.”

This process has helped build a strong collection of more than two dozen brands represented by F&C

Distributors such as Halo. “Halo is one of the newer brands that we brought on this summer, and it’s been doing really, really well for us,” Loar says.

With a full line of tabletop grills, which includes a griddle, pellet smoker, and a pizza oven, Halo fits in well with F&C’s goals of being a one-stop shop offering a variety of products, from a portable pizza oven to a full-size griddle on a cart. “It’s just been a really new, innovative product,” Loar says. “The people who designed the product planned well in terms of key features that make it stand out on the market.”

This new manufacturer ties in with the growing popularity of griddles and pizza ovens. “Griddles are definitely one of the biggest markets out there right now in terms of grills, especially with us because prior to this, we never really had a full-cart griddle like we do with Halo. With one line, you get the option of a griddle, pellet grill, and pizza oven that have become more popular as time goes on.”

Napoleon is a strong brand that has consistently performed well. “Napoleon grills continue to grow year over year,” Loar says. “They have the best warranty on the market, which really helps set them apart. They build a really good quality product, and they are willing to stand behind it.”

tion combines fresh colors, chrome accents, and elegant curves that channel the style of a bygone era. It is available in nine classic colors, virtually unlimited custom shades, and Barbie-centric colors.

The modern features will expand your kitchen’s performance with sealed gas burners, convection ovens, LED fridge lighting, and filtered water dispensers. Northstar appliances are ideal for midcentury modern, coastal design, contemporary, and inspired craftsmen interiors. Elmira’s products are sold through dealers across North America.

Amba Products is North America’s leading distributor of heated towel

Napoleon offers a full line of grills, including portable and built-ins, so they have a grill for anyone. “The grills you can take around for camping or tailgating are a huge driving point of interest,” Loar says.

Another brand that F&C does a large portion of business with is Dimplex, which recently introduced new Optimyst units. The Optimyst Linear combines Dimplex’s patented water vapor technology with LED lighting to realistically imitate flames and smoke for a stunning display. Because the flames do not generate heat, the cool-to-the-touch glass is also safe for everyone. “It’s a really nice touch to their existing Optimyst unit, and this one offers the LED changing lights, which we’ve seen is going to be a big request in our area,” Loar says.

MOVING FORWARD

As F&C continues to grow, it will continue to add brands that they are proud to represent. If a product matches their company values and meets a demand in the market, F&C will be interested in adding it to their line, even if they already carry a similar brand.

“We’re always looking for new, innovative products that may be missing in our offerings or something that comes out in the market that you know is better,” Loar says. “We don’t believe that you have to only carry one grill compa-

racks and accessories. They have introduced a custom color option celebrating Barbiecore design for their full line of towel warmers. Amba heated towel racks are a must-have addition for every bathroom, laundry room, mud room, or poolside. The radiant heat produced helps warm and dry towels and is proven to reduce the growth of bacteria by 93%.

In addition to the new Barbieinspired color option, Amba’s towel warmers are available in 10 standard finishes. Select finishes and styles are sold through Amazon and Wayfair, while the full line of standard and custom colors is sold through dealers across North America.

ny or one fireplace company. We know there can be demand for more than one company.”

After weathering challenges presented by COVID for more than two years, Loar predicts a strong, but steadier year ahead that aligns more with pre-COVID sale levels. “It’s one of those things that the giant rush was never going to continue forever, but it’s still moving along well,” he says. “It will be a strong year, but it varies market by market.”

The company not only wants to add more high-quality products, but also grow its customer base by having more sales representatives and store locations and getting stores to carry more than one of their products. Sales reps typically cover one state now, but some have regions that include two states.

“We would like to narrow that down as the demand goes up,” Loar says. “Our goal is to continue to expand our customer base. There are markets in certain areas even within the states we cover highly that are currently empty spots.”

But while growth is a company goal, Loar emphasizes that F&C Distributors will expand with a strategy that enables them to stay true to its priorities. “We want to make sure our values and what makes us different from other distributors on the customer service end continues even during growth.”

Elmira’s Northstar Collection features numerous options such as this configuration featuring a 1958 model refrigerator and a 1955 range in RAL color 3017 to match the popular Barbiecore style.

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