Patio & Hearth Product Report Sep/Oct 2010

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You provide the stunning view. They choose the background.

With one of the largest viewing areas in the industry, realistic masonry design and a choice of brick liners, the new Dave Lennox Signature™ Collection Estate™ wood-burning fireplace makes cozy dreams come true. For more information, visit lennox.com or call 1.800.9.LENNOX.

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contents

SEPTEMBER/OCTOBER 2010 • VOLUME 5, NUMBER 5

44 62

features 8

GUEST EDITORIAL – GET INVOLVED

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BY SHARON SANDERS

The president of firegear, L.L.C., and past chair of the Hearth, Patio & Barbecue Association (HPBA) discusses why HPBA membership is essential in today’s business environment.

Lone Star Backyard has been successful by taking the selling out of sales and placing the focus on relationships.

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SPOTLIGHT – ALL FIRED UP

MARKETING MANEUVERS – POOLS AND MORE

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BY SHARON SANDERS

Pristine Pools and Spas is making a name for itself as the ultimate supplier of outdoor-living products in Idaho.

What started out as a landscape-maintenance business has now grown into a full-service retailer offering a wide range of products for outdoor spaces.

WATCHING TV IN THE GREAT OUTDOORS SunBriteTV® continues to benefit from growing consumer demand for outdoor television.

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AN EASY, CHIC PAVILION

BY SHARON SANDERS

Bungalow® by E-Z UP’s stylish outdoor pavilions are more than just portable; putting them up and taking them down are easy.

HEARTH RETAILER PROFILE – CUSTOMERS FOR LIFE 36

BY SHARON SANDERS

A veteran retailer in the hearth industry shares his 10-point closed-loop system, which creates superior customer service.

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SHOWROOM SHOWCASE – SERENE SETTINGS

BY KIMBERLY RODGERS

BY KIMBERLY RODGERS

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Ragasco’s Clear View™ LP cylinder is a revolutionary product that continues to grow in popularity among grill and outdoor-kitchen customers.

These respected manufacturers demonstrate that the outdoor-kitchen craze is more than just grills and islands.

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RAGASCO USA’S NOVEL LP TANK

BY CHERYL DANGEL CULLEN

BY CHERYL DANGEL CULLEN

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OUTDOOR GRILLING – RELATIONSHIP MARKETING

BY DENNIS SMITH

AS I SEE IT – WICKER REINVENTED

BY SHARON SANDERS

Dudley Flanders, president and CEO of Lloyd/Flanders, shares the latest news on the company’s exciting new product lines, including its Coastal Living™ offerings.

HARGROVE’S HANDCRAFTED LOGS ARE HOT SELLERS

BY SHARON SANDERS

Hargrove’s log sets look just as good when they aren’t burning as they do when they’re glowing in a fireplace.

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MY TURN – LEADING THE WAY

BY CHERYL DANGEL CULLEN

Kalamazoo Outdoor Gourmet is a hip, forward-thinking company in all it does, from product development to the way that it approaches social marketing.

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PRODUCT INNOVATION – BOLD BRANDS

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departments 6

BY CHERYL DANGEL CULLEN

Hearth & Home Technologies continues to heat up the marketplace with strong, distinctive brands.

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CHICAGO Publisher’s Viewpoint and Editor’s Message INDUSTRY NEWS edited by KRIS KYES

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68 ON THE COVER

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NAPOLEON PRODUCTS

Patio & Hearth Products Report September/October 2010

LAST WORD – SALES HEAT UP

BY KIMBERLY RODGERS

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CASUAL MARKET ROUNDUP

Enviro is thriving during challenging economic times by skillfully combining high quality with innovative design and technology.

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PRODUCT PROFILES

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PRODUCT PROFILES DIRECTORY

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AD INDEX

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Life Begins Outdoors.

To become an Agio Retailer, call 888.997.7623 or contact us at info@agio-usa.com M E R C H A N D I S E

M A R T

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chicago

PUBLISHER’S VIEWPOINT

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hat a difference a year makes. Last year, at the Chicago International Casual Furniture & Accessories Market™, the uncertainty among retailers and manufacturers as to where the overall economy (as well as the outdoor-furniture and outdoor-living industry) was headed was akin to the uncertainty of trying to predict what your wife will say when she discovers that you have forgotten your anniversary. Whatever it is, it won’t be good.

Fast forward 12 months:The mood and buying sentiment at this year’s Casual Market were much improved, as was the overall attendance of retailers from across the country. For the majority of the show, the permanent showrooms were filled with retailers— as was the eighth floor of the Merchandise Mart, which houses the temporary exhibitors.

While early-buy programs, for the most part, are still a thing of the past, retailers were placing orders, and discussions between retailers and manufacturers were proceeding on a serious level. As one manufacturer shared with me,“It’s not just tire kickers.”

The week of Casual Market had its fair share of mixed signals from the general media.The week started with media reports that the recession officially ended in June 2009. Oh, really? Try selling that to the vast majority of business owners, corporations, workers, unemployed people, recent college graduates, and investors.

Just 48 hours later, Warren Buffet (chair of Berkshire Hathaway) said that the economy is still in a recession, but is moving forward nicely; the recession is soon to be a thing of the past. At 80 years wise, Buffet sounds more in tune with the current state of the overall economy than do the economic pundits.

Later that week, the media reported that August home sales rose, but that unemployment figures also

rose slightly. As we have become accustomed to expecting, the week produced a mixed bag of good and bad economic news.

Since our industry is made up primarily of small to medium-sized businesses, there is not a lot of time to fret over, quibble about, and ponder the future of the economic climate. Whether during times of rising, stagnant, or declining business volume, the constant and primary focus areas of our industry need to be driving revenue, maintaining profitability, monitoring expenses and cash flow, improving customer service, fine-tuning product innovation, and introducing new products and collections.

Sitting around a conference-room table, debating the ebbs and flows of a global recession, doesn’t factor into the average day of manufacturers or retailers in the patio, hearth, barbecue/grill, outdoor-kitchen, and outdoor-living industry—and in this way, our industry is fortunate.

During the past 18 to 24 months, we have observed that most manufacturers have done an exemplary job of working with retailers to help with cash-flow situations and of delivering products in a timely manner (in spite of late-season ordering and container-delivery problems). Manufacturers have continued to introduce new products, as well as new marketing, merchandising, and retailing-support programs for their customers.

While many retailers have kept inventories at a historically low level and have been cautious about introducing new lines and collections onto their showroom floors, this year, we have seen retailers changing course.They are starting to replenish their inventory, they are doing more in-store promotions, and they are sponsoring more events, in addition to freshening up their showrooms with new lines of products and new collections. While it’s still a fragile economy, and while

many businesses are still proceeding with a cautiously optimistic attitude, things have improved, are improving, and will continue to improve.

At Casual Market, when I spoke with Sabrina Ebel (of Ebel, Inc.), she commented that the toned-down fabric colors—mainly grays and neutrals—that we have seen over the past 18 months have given way to brighter, more vibrant, and more adventurous colors and designs. Ebel speculates that the gray/neutral fabric colors might have reflected the overall sentiment of a business climate that was anything but rosy, and that the return to the bright, vibrant fabric colors that permeated this year’s Casual Market reflects a return to happier, better times.

Even though I am not a gambler, I’m betting that Ebel’s perspective and observations about our industry (and the overall economy) are right on the money.

TONY RAMOS PUBLISHER TRAMOS@PENINSULA-MEDIA.COM

from the editor

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any people bemoan the end of summer. Whether it’s the return of school, cooler weather, or shorter days, fall brings changes that are not always welcomed. We Southern Californians are particularly frustrated this year, since we never had a real summer. While most of the country baked, we bundled up in sweatshirts to cope with cool temperatures, coastal fog, and drizzle.

Despite seasonal changes, however, those of us in the patio, hearth, and barbecue industries are not discouraged because we know that there are many outdoor-living products that blur the lines between the seasons. By adding these products to their backyards, customers can enjoy the outdoors all year round—whether they’re sipping wine under a gorgeous harvest moon or grilling a juicy steak

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during a Super Bowl party.

Specialty retailers whose businesses are profitable during all four seasons have discovered that promoting outdoor-living products yearround is a sound strategy. What are some of the most popular must-have products that help customers enjoy their outdoor-living spaces 365 days a year?

Patio heaters are one of the best ways to bring warmth to outdoor spaces during cooler weather. Some of the most effective heaters use infrared or radiant energy. Companies such as Infratech, AEI, and Napoleon have developed eco-friendly, low-profile patio heaters that coordinate with many decor styles.

Another way to usher in autumn’s chilly weather is to gather outdoors

Patio & Hearth Products Report September/October 2010

around a fire in an outdoor firepit or fireplace. Firepits and outdoor fireplaces are some of the hottest products in the industry. California Outdoor Concepts, Omega Mantels, and OW Lee have introduced a wide range of firepits and firepit tables that are selling well in both cooler and temperate climates.

These new fire chat tables are a far cry from older versions, which looked more at home in campsites. Some of today’s firepits are constructed of rich stone and incorporate eye-catching elements such as water and glass.

Outdoor rugs can also fight the chill in the cooler months by making an outdoor area feel cozier and warmer. Homeowners love these attractive, durable accent pieces because they can take abuse from weather, children, and pets. We have been particularly impressed with some of the beautiful patterns offered

by Sawgrass Mills Outdoor Rugs (The HammockSource).

The company’s beautiful Peacock Ocean Aqua outdoor rug was named a 2010 Design Excellence Award winner

at this year’s Chicago International Casual Furniture & Accessories Market™. Another exciting rug line is Capel Rugs’ Anywhere™ outdoor collections, which feature bold colors and ocean-inspired patterns.

Outdoor lighting, too, will brighten a patio as the days grow shorter. Many manufacturers have focused on this category, including Shady Lady, Woodard, Palm Springs Rattan & Garden Classics, and Summer Classics.

One product that deserves special attention is Shady Lady’s Phatty conversation table lamp, which also received a 2010 Design Excellence Award from The International Casual Furnishings Association.

Since there is such a wide range of appealing products that add warmth and light to outdoor spaces, customers do not have to experience any end-ofsummer blues. It may be a little cooler, and the days may be a little shorter, but the right products can truly extend the outdoor season.

CAROL DAUS EDITOR CAROL@PENINSULA-MEDIA.COM

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napoleonďŹ replaces.com/FDS

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1-800-461-5581 • napoleonproducts.com

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EDITORIAL PUBLISHER Tony Ramos

Get Involved

by Dennis Smith

tramos@peninsula-media.com EDITOR Carol Daus carol@peninsula-media.com ART DIRECTOR Cass Estes cass@peninsula-media.com ASSOCIATE EDITOR Kris Kyes kris@peninsula-media.com

STAFF WRITERS Kimberly Rodgers Sharon Sanders Cheryl Dangel Cullen CIRCULATION DIRECTOR dent, ith, presi Dennis Sm

firegear,

Paul Piwowar

L.L.C.

BUSINESS MANAGER firegear’s Fire Sculpture, designed by Jarrett Bertoncin

Susan Razetto CEO & PRESIDENT

For more than 20 years, I have been in the hearth, patio, and barbecue industry, bringing what I believe are creative and fun products to the marketplace for homeowners’ enjoyment. I love my job—but more important, I enjoy the fact that homeowners love the products that our industries develop to enhance their lifestyles.

When Patio & Hearth Products Report asked me to be a guest editor, I welcomed the opportunity to share my thoughts and concerns for our industry. I spent seven fulfilling years serving the Hearth, Patio & Barbecue Association (HPBA) through various committees, on the Executive Board, and finally, as its chair. I traveled the United States and Canada, meeting many of you. Today, my plea is for you to get involved in helping our industry preserve the right to make our products.

If we are to do this effectively, all members of the food chain (manufacturers, distributors, and dealers) must work together to ensure that our industries remain strong and continue to create cutting-edge products. The best way to do that is by joining the HPBA. Today, more than ever, our hearth industry (with fireplace sales and installations representing a $5 billion annual value, according to the HPBA) is threatened by outsiders who are pushing for legislation that would adversely affect both gas- and wood-burning products. The HPBA (with the additional support of member manufacturers and affiliates) is fighting to prevent the passage of legislation that would harm the industry.

In August, at the request of the U.S. Department of Energy, HPBA staff, volunteers, and attorneys met with those environmental groups that have challenged our opposition to the Department of Energy’s 8

Patio & Hearth Products Report September/October 2010

final rule regulating gas fireplaces. This rule would lump decorative products in with heat-rated products, with a devastating economic impact on the gasproduct industry.

If you are a dealer—in fact, if you are reading this magazine—you need to join the HPBA or your local HPBA affiliate and get involved. As we face the challenges found in this economic landscape, it is critical to come together with a united voice, and to stand up and be counted. It’s not the time for any of us—whether as manufacturers, distributors, dealers, or representatives—to be out pushing a separate agenda.

There is power in an HPBA membership. Working together is the best way to ignite our collective imagination and spread our message: Our products are integral parts of home heating, home design, and outdoor living.

I cannot stress enough the importance of joining the HPBA. It’s so inexpensive to be a member, and the benefits of joining are priceless. Beyond the watch that the HPBA maintains over regulatory and legislative issues, HPBA membership offers an educational program—and National Fireplace Institute (NFI) certification—to meet the needs of dealers in hearth, patio, and outdoor-living products.

It is unfortunate that many dealers have had to cut staff; now, with the arrival of fall, the same dealers are continued on page 73

Tony Ramos

Corporate Office Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 Fax (310) 792-7449 www.peninsula-media.com

Tony Ramos Peninsula Media 21250 Hawthorne Blvd., Suite 700 Torrance, CA 90503 (310) 792-7448 (310) 792-7449/Fax (310) 968-3962/Cell tramos@peninsula-media.com

SUBSCRIPTION INQUIRIES: Patio & Hearth Products Report PO Box 2190 Skokie, IL 60076-7890 Subscribe online: http://www.peninsula-media.com/subscribe.html Email: patioandhearth@halldata.com Phone: (847) 763-9261

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by KRIS KYES

Omega Mantels of Stone Launches Firepit Line Omega Mantels of Stone (Woodbridge, Ontario), manufacturer of distinctive, handcrafted fireplace mantels and of ornamental plaster and stonecast products, recently introduced a new line of stone firepits. This new line was introduced in Canada in the first quarter of 2010 and is now being launched throughout North America.

Luma Yousif of Omega Mantels of Stone explains, “After researching the firepit-table market, we found that no one was building fullstone, lightweight firepit tables.”The company took advantage of this opportunity by developing its Sahara veined stone line. The material is made up of five different crushed stones and is the same product used in Omega Mantels of Stone’s fireplace mantels. The only difference is that it is reinforced for outdoor use.

“The entire unit is built from lightweight

Big Woods Hearth Products Celebrates First Anniversary After being in business for just over a year, Big Woods Hearth Products (Burnsville, Minnesota) has developed a strong foothold in the fireplace mar-

Big Woods Hearth Products’ modern gas log set

ket. The company was launched in June 2009 by four longtime former Heat & Glo employees (Ross Morrison, Rob Sloan, Rick Berg, and Gary Butler) to provide what they describe as innovation that sells.

Recognizing that many consumers and dealers are frustrated by the high cost of cutting-edge hearth products, these four hearth-industry veterans shared a vision of developing exciting, 10

stone and can be built seamlessly to customize it for any height, length, and depth,”Yousif says. “We can also customize the firepit opening to accommodate any manufacturer’s firepit or gel fires.”

Omega Mantels’ new stone firepits add elegance to outdoor areas.

Currently, there are two standard models available. The Grand Omega Mantels of Stone predicts that this Lagos (in the Sahara honed finish) is 41 firepit line will be successful, as increasing numinches wide, 55 inches long, and 23 inches bers of consumers continue to improve their tall. It weighs about 175 pounds. The Malibu outdoor-living areas. “This product has done really well in our local market. All of our prod(in the Sahara veined honed finish) is 36 ucts that have been made out of the Sahara inches wide, 50 inches long, and 23 inches veined product have been especially popular high. It weighs about 155 pounds. For the Malibu unit, customers have a choice of trim with our consumers,”Yousif says. For more information, visit www.mantelsofstone.com or call (flute, flower scroll, or keys) that wraps (877) 254-3965. around the table.

high-quality products at reasonable price points. According to Morrison, vice president of marketing,“Our goal is to bring innovation back to the marketplace, but not with products that have a $10,000 price tag. Rather, we want to provide high-end features at more affordable retail prices, but at the same time, offer features that set the product line apart aesthetically from the rest of the industry.”

The Hearthwarmer (a wood-burning insert) was the company’s first product introduction; it was recently updated for the 2010 season.

Designed to work in existing masonry and zero-clearance wood-burning fireboxes, the Hearthwarmer replaces the existing bar grate, providing a more elegant look in the firebox.

The Hearthwarmer is also an economical way to increase the efficiency of a fireplace. A blower built into the Hearthwarmer automatically turns itself on when the Hearthwarmer warms up, and it circulates relatively cool room air through the hollow tubing of the heat exchanger, where it heats up and is blown into the room.

Depending on the size of the fire and the type of wood burned, the Hearthwarmer can deliver up to 40,000 Btu. The company’s founders then took

Patio & Hearth Products Report September/October 2010

Napoleon Appliance Corp.

Appoints New Director of Sales Napoleon Appliance Corp. recently announced the appointment of Jim McLean to the new position of director of sales. McLean is responsible for developing Napoleon Appliance’s partners and sales force, as well as Jim McLean for the company’s marketing throughout the North American and International markets. McLean is also assisting in currentand new-product development. Napoleon Appliance Corp. specializes in gourmet grills, barbecue accessories, and outdoor products.

Wolfgang Schroeter, Napoleon’s president, says, “We are delighted to have Jim joining the Napoleon executive team. We are confident that with his vast industry and business experience, specifically as vice president of sales for Dimplex North America, he will be a major asset in helping our existing sales force build our growing global company.” the concept a step further by teaming up with Design Specialties, Inc., to create a customized door (the Legend) that fully integrates the Hearthwarmer’s front grille into the bottom of the door, providing a beautiful insert package.

Responding to consumers’ demand for contemporary fireplace designs, Big Woods Hearth Products recently introduced two linear gas fireplaces and a modern gas log set. Morrison stresses that this interest in modern designs has been gradually taking place over the past several years.

“Two or three years ago, one in 10

customers asked for a contemporary fireplace, but now, it’s more like one in five,” he says. “We found, in recent product showings, that the interest in modern designs covered a much larger demographic spectrum than we previously thought.”

The more contemporary of Big Woods Hearth Products’ two fireplace designs is the Stellar Images linear, which uses mirrored ceramic logs and lights that accent the glass edges, whether a fire is burning or not. It also incorporates a mirroredback firebox and a reverse-trapezoid firebox shape, allowing for dramatic

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reflections from the flames.

A less modern version, the Stellar transitional linear, complements both contemporary and traditional decors. Each of these linear fireplaces is 62 5/8 inches wide by 24.5 inches tall, and both use the slim Simpson DuraVent or Selkirk DV venting to keep the system’s cost as low as possible. The Stellar Images and transitional linears are both AFUE rated and are capable of producing 18,000 to 35,000 Btu. They also incorporate the company’s proprietary floating firebox design, which offers complete face finishing. The linear models both have high-end fronts with built-in LED sconce lighting, allowing the fireplaces to be used during all seasons of the year.

This lighting feature also gently illuminates the fireplaces’ surrounds (whether rock, brick, or wood) to expand the view of the hearth.

Big Woods Hearth Products recently introduced a modern gas log set that also uses ceramic glass logs and lighting from below to add year-round attraction to the hearth. According to Morrison, no other gas log set of this type provides accent lighting and mirrors in this way.

For the past year, Big Woods Hearth Products has been busy adding dealers to its network in the United States and Canada. During last year’s burn season, the company ended up with 85 dealers. It has recently added more sales representatives across the country and will continue to grow that group. The company will also add some new products to its offerings next spring.

“We’re excited about our potential,” Morrison explains. “We’re not trying to be huge; we’re just trying to fill a void in the marketplace. With a focused lineup of products, Big Woods Hearth Products is perfect for dealers who want to set themselves apart from other retailers in their markets. By being small,

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we also offer dealers personalized service, and we’re always available to talk to them directly.”

For more information about Big Woods and Stellar Hearth Products, contact Morrison at ross@bigwoods hearth.com or visit www.stellarhearth.com and www.big woodshearth.com. Product information can be obtained at www.vimeo.com/13684993.

Glen Raven Mourns the Loss of Roger Gant Jr. Roger Gant Jr., who served as president of Glen Raven, Inc., from 1972 to 1989, has died at the age of 86. He served the company in a variety of management positions and as president and board member for 55 years.

He also led the Glen Raven team that created Glen Raven’s Sunbrella® brand of performance fabrics in the early 1960s.

Allen E. Gant Jr., Glen Raven’s president and CEO, says, “It was my good fortune to have Roger as a wise and patient mentor. As is true for many Glen Raven associates, Roger not only taught me the principles of good business, but also the value of family, community, and people. He was a good and faithful steward of our company and set us on a solid course that is sustaining even today.”

Gant continues, “Our family and all Glen Raven associates are greatly saddened by Roger’s death. He was an inspiring leader, a dedicated husband and father, and one of the brightest and most compassionate individuals you could ever care to meet. The world is a better place because Roger was here, and we will miss him greatly.”

Roger Gant Jr. was born on May 9, 1924, in Alamance County, North Carolina. He was a secondgeneration descendent of John Q. Gant, the founder of Glen Raven, Inc., where Gant devoted himself to

his professional career. Gant attended public schools in Alamance County and served in the U.S. Army during World War II, receiving decorations for meritorious service.

After the war, Gant returned to North Carolina, where he graduated from the University of North Carolina (UNC) at Chapel Hill. He met his wife, Rose Anne, while attending college, and they returned to Alamance County, where they brought up three children: Anne, Alice, and Roger III.

Hearth & Home Technologies Changes Senior Leadership Team Hearth & Home Technologies (HHT) Inc. has announced several changes to its senior leadership team that will position the company for growth and expansion. Alan Trusler, senior vice president of North American dealer sales, will be transitioning to the newly created role of senior vice president, business development.

He will be leading the company’s strategic salesgrowth initiatives, focusing primarily on new-business development. John Shimek, vice president of marketing, will be moving into Trusler’s former position as senior vice president, North American dealer sales. Shimek will be responsible for driving dealer sales in the United States and Canada.

With Shimek’s move to sales, Diane Utzman-O’Neill has joined the company as senior vice president of marketing. She has spent more than 20 years in senior-level marketing and brand-management positions for highprofile companies, including Ford Motor Company, Andersen Windows, Select Comfort, and NordicTrack.

Utzman-O’Neill brings the company wide experience in developing and managing strategic, large-scale national marketing and branding initiatives for retail, direct, and online channels. She holds a bachelor’s degree in busi-

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Heat & Glo RED Series Wins Product Award From Building Products Magazine ness from St. Cloud State University and a master’s degree in business administration degree from the University of Wisconsin.

Brad Determan, president, says,“We are very excited about these changes to our leadership team. With more than 50 years of combined experience in the hearth industry, John and Alan bring a wealth of talent and expertise to their respective new roles. They are intently focused on growth for our customers and will continue to make improvements in their best interests.”

He continues,“We are also delighted to welcome Diane to the team. In addition to her extensive marketing-leadership experience, I am confident that her energy and enthusiasm will bring fresh new ideas to HHT and our customers.”Trusler will continue to be based in Colville, Washington, and Shimek and Utzman-O’Neill will be based in the company’s headquarters in Lakeville, Minnesota.

Heat & Glo’s award-winning RED series

Lloyd/Flanders Launches Coastal Living Collections Lloyd/Flanders, manufacturer of the original all-weather wicker, and Coastal Living magazine, the leading authority on coastal lifestyles, announce the introduction of their Coastal Living collection of casual furniture for all outdoor environments.

This collaboration has produced a collection of outdoor furnishings designed for coastal-style living across the United States.

In the artsy, stylish enclaves of the West Coast; the traditional coastal communities of New England; the Midwestern lake shores; and the casual Low Country of the Old South, this distinctive collection of furnishings is designed to enhance the lifestyles of those who love living, laughing, and vacationing along coastal areas.

The Coastal Living collection features four coastal lifestyles: Savannah, Low Country, Great Lakes, and Carmel.

RH Peterson Mourns the Loss of Chuck Belcher Charles (Chuck) L. Belcher III, a sales representative of RH Peterson Company for over 40 years, died on September 10, at the age of 66, after a courageous battle with cancer. Belcher was respected by peers and members of the hearth industry alike. Hired by Stuart Johnson, Belcher teamed up with Johnson to form the successful Johnson-Belcher Company. The company later reorganized, and JBI West was born.

As a two-man team, working closely with Ross Johnson, they covered the Southeastern territory of Alabama, Florida, Mississippi, Tennessee, and Kentucky by car, while Belcher’s wife, Boots, ran the office and managed his many innovative sales programs. Leslie Bortz, RH Peterson’s president, once jokingly stated, “You don’t know what a salesman does until you hit the road with Chuck.”

Up at dawn, Belcher would be in his car, making phone calls, mentally checking off his to-do list, and visiting every account in his ever-changing radius. Bortz is a pretty high-energy person, and he would return to his hotel exhausted, but Belcher would just bounce back up again in the morning like the Energizer bunny, ready to take on the new day.

During his tenure, Belcher’s unique sales programs earned JBI West many Top Achiever Awards, as well as the coveted Peterson Award for outstanding sales achievement. Belcher was fond of mentoring the sales staff, not only encouraging them to follow big dreams, but assisting them in preparing the plan to turn those dreams into goals that were attainable.

Belcher was born in Wilmington, North Carolina, but lived most of his life in the Atlanta, Georgia, area. He is survived by his wife; his son, Kevin Yount; his daughter, Kelly Yount; his two grandchildren, Arik and Jack Yount; his mother, Martha Lewis; his sister, Linda Bender; his nieces and nephews; and his beloved dogs, Zoe, Jack, and Murphy. He was preceded in death by two children, Lyndsey and Jason Belcher; his father, Charles Belcher Jr.; and his brother, Bruce Belcher.

He attended Avondale High School, Furman University, and Georgia State University. He was an avid golfer and sports fan.

Big Green Egg Facility Achieves Environmental Certification Big Green Egg is proud to announce the awarding of ISO 14000 certification to its ceramics-manufacturing facility (Dal-Tile Corp., Monterrey, Mexico). Voluntary ISO 12

Patio & Hearth Products Report September/October 2010

Heat & Glo’s RED series direct-vent gas fireplaces have received the Most Valuable Product (MVP) Award for 2010 from Building Products magazine. Only 31 building products and tools, selected for their innovation and their value to contractors and consumers, were named MVPs by the magazine.

For builders and architects, the Heat & Glo RED series is a group of configure-to-order fireplaces that are guaranteed to make clients say wow. They offer builders increased profits through a wide variety of upselling opportunities for both residential and commercial applications.

Peter Dircks, vice president of marketing for Heat & Glo, says, “We are honored to receive the MVP Award for our RED series fireplaces. The RED series sets the industry benchmark for modern, linear fireplaces, combining a beautiful, finished look with many innovative features and options.

With so many potential configurations available, builders and homebuyers can choose the look and style that best meet their design needs. The RED series is also a great option for commercial properties such as hotel lobbies and restaurants.”

The RED series takes modern design to a new level using recessed glass that creates the illusion of open flames. A variety of stone and glass media options, enhanced LED illumination, and stunning optional porcelain and granite liners define this innovative product line. Featuring 40-inch, 40-

inch see-through, and 60-inch models, the RED series offers 21 unique configurations, with more options and styles than any other modern fireplace on the market.

“Fireplaces consistently rank as one of the amenities most desired in new homes by homeowners,” Dircks says.“Today’s contemporary-style fireplaces, like the RED series, are steadily gaining popularity with consumers due to changing trends and demographics. These fireplaces are desired for their unique style and artistry, versus traditional-looking fireplaces. The rules have changed.”

RED series fireplaces feature direct-vent gas technology, preferred in green-building programs, including the National Association of Home Builders’ Green Home Building Standards, the U.S. Green Building Council, and LEED® for Homes.

Jean Dimeo, editorial director for Building Products and ebuild.com, says, “While the residential construction industry sees hundreds of new product introductions each year, the MVP winners stand apart for their thoughtful design, smart technologies, or even pure wow factor. In a struggling economy, it’s innovations like these that can help contractors woo customers, save time and money, and surpass the competition.”

The MVP Awards were open to all categories of residential building products, materials, and tools introduced in 2009. The winners were chosen by a panel of judges made up of residential building professionals. Each Most Valuable Product Award winner is featured in the summer 2010 issue of Building Products and on the magazine’s website, ebuild.com.

Published quarterly, Building Products is the premier information source for builders and remodelers searching for what’s new in building materials and products; 50,000 high-volume builders and remodelers count on Building Products for up-to-date information on the newest and most innovative products in the industry.

14001:2004 certification means that the manufacturing facilities’ operations have an approved environmental-management system in place that allows them to identify and control their environmental impact, to improve their environmental performance continuously, to implement a systematic approach in achieving environmental objectives, and to demonstrate that those objectives have been met. The purpose of this standard is to help to protect the environment, to prevent pollution, and to improve a company’s environmental performance.

Jodi Burson, Big Green Egg’s marketing manager, says,“Big Green Egg owners are passionately loyal to our products and our company. We consider them to be an extended family, and knowing that our manufacturing facilities are doing everything possible to keep the environment and our product safe for them is vitally important to us.”

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Infratech Introduces New Product Catalog Infratech (Gardena, California), manufacturer of electric infrared patio heaters, recently introduced a new product catalog that describes its heath products for residential and commercial use. To obtain a copy of the catalog, you can either download a copy from the company’s website (at www.infratech-corp.com) or call (800) 421-9455.

Wittus–Fire By Design Commits Heavily to Professional Outreach Wittus–Fire By Design has made itself very visible this season by exhibiting at shows sponsored by the Northeast Hearth, Patio & Barbecue Association in Albany, New York; by the Oregon Hearth, Patio & Rick Mills Barbecue Association in Troutdale, Oregon; and by the Pacific Hearth, Patio & Barbecue Association in Ontario, California.

Wittus also hosted its first two-day training summit at its headquarters in Pound Ridge, New York. In attendance

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were product manufacturers from Italy and Denmark who discussed operational details of their merchandise, with a strong focus on the MCZ pellet stove from Italy. In addition, a new regional representative was added to the Wittus team. Rick Mills will be handling the North Central United States region.

Contact: www.wittus.com.

Cal Spas to Host 2011 Dealer Expo Cal Spas will be hosting a 2011 Dealer Expo in January at its state-of-the-art headquarters in Pomona, California. Cal Spas has chosen to host the 2011 Dealer Expo instead of attending the 2010 International Pool/Spa/Patio Expo (IPSPE).

Shiva Noble, executive vice president of Cal Spas, says, “Cal Spas has a long history of support for our industry and has staged large displays at IPSPE during the past two years, but given the innovations and major new product lines we have planned for 2011, we’ve determined that the only proper way we can convey our 2011 program is to dedicate an entire expo event to the launch. It is in our dealers’ best interests for us to hold our own Cal Spas expo for our new 2011 product line.”

The Cal Spas 2011 Dealer Expo is open to all members of the homeresort industry, including current dealers, prospective dealers, suppliers, and media.

Casey Loyd, president of Cal Spas, says, “Cal Spas is known for innovation, and our products are the building blocks of growth and financial success for Cal Spas and our dealers, so it is essential that our dealers become thoroughly educated on our 2011 line; there is no better time to do that than right before the new season.”

He continues, “We are committed to the continued success of our dealer network, which is the primary reason we decided to hold this major event. It’s our investment in our future and our dealers’ future. The Cal Spas Expo in January 2011 presents the perfect venue and opportunity for everyone to learn about our new Cal Spas lineup and why we’re the leader in the home-resort industry.”

Mertik Maxitrol Names Honeywell in Productcounterfeiting Suit In June 2010, Mertik Maxitrol Inc. (Southfield, Michigan), filed a lawsuit against Honeywell, alleging GV30 gasvalve copyright infringement, unfair competition, trade dress infringement, breach of contract, and violation of the Michigan Consumer Protection Act. The case was filed in the Eastern U.S. District Court of Michigan by the plaintiff’s attorney, Jeffrey Sadowski, of Howard & Howard Attorneys P.L.L.C. Honeywell International Inc. of the United States, Honeywell Sarl of

Switzerland, and Honeywell B.V. of the Netherlands are defendants in the complaint.

The suit alleges that Honeywell is producing, in China, an unauthorized copy of Mertik Maxitrol’s GV30 gas valve. In addition, Mertik Maxitrol claims that Honeywell is currently marketing and selling the counterfeit (V5475) throughout France, Belgium, the Netherlands, Luxembourg, and Eastern Europe.

Mertik Maxitrol further states that Honeywell’s V5475 counterfeit is inferior in quality to Mertik Maxitrol’s GV30 gas valve, which was previously sold by Honeywell under the product designation of V5474. Honeywell’s V5475 counterfeit looks nearly identical to Mertik Maxitrol’s GV30 (V5474) gas valve.

There are minor differences, but they probably will not be noticed by customers. The Honeywell V5475 counterfeit, unlike the Mertik Maxitrol GV30 (V5474), is not certified for sale in Europe (or in any country).

“We are extremely disappointed with Honeywell’s actions,” Sadowski says. “Honeywell—a former distributor and representative—is damaging and possibly causing irreparable harm to Mertik Maxitrol. After nearly 20 years of mutual trust and cooperation between Honeywell and Mertik, it is amazing that Honeywell would act in such a perfidious way to counterfeit and manufacture another company’s continued on page 73

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LIGHT

all fired up

Company (City of Industry, California), says, “The outdoor kitchen continues to expand and is becoming a gourmet cooking center in the backyard.

Good cooking, fellowship, and pride of design and appearance are the hallmarks of today’s outdoor kitchen.”

by CHERYL DANGEL CULLEN

NOT YOUR FATHER’S GRILL

Many of today’s outdoor kitchens are outfitted to resemble full-service indoor kitchens.

Manufacturers of kitchen appliances are doing the unthinkable:They are urging consumers to dine out—outdoors, that is.

Actually, these manufacturers have their roots in making outdoor grills, but they are now designing complete outdoor kitchens that perform as well as (if not better than) many indoor kitchens.

Ted Scott, national sales manager for Napoleon Grills (Barrie, Ontario), says, “The outdoor-kitchen trend continues to grow in popularity and has become more than just grills and islands.”

Scott Warner, national sales manager for The Holland Grill Company (Holly Springs, North Carolina), notes that the trend has “gone far beyond the stand-alone cabinet with a grill head dropped into it. Consumers want more fully featured outdoor kitchens that become new entertainment centers for their homes,” he adds.

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Patio & Hearth Products Report September/October 2010

What, exactly, do consumers want in an outdoor kitchen, if a grill isn’t good enough?

Frank Mello, vice president of sales and marketing for Bull Outdoor Products Inc. (Rialto, California), says, “Consumers are looking for more features in their outdoor kitchens.”

Russ Faulk, vice president of product development and marketing for Kalamazoo Outdoor Gourmet (Chicago, Illinois), explains, “At the high end of the market, people are looking for specific products to do a certain job. We’re seeing multihead keg tappers, wine chillers, and pizza ovens, in particular, increase in popularity.”

Perhaps Faulk sums up the situation best when he says, “Kitchens are now going way beyond those of yesterday.” Whether you call it an outdoor room or an outdoor island, patios aren’t what they were when it was common to see a charcoal grill sitting near a picnic table that sported paper plates above a red-and-white–checkered tablecloth.

Jerry Scott, vice president of RH Peterson

Fifty years ago, grilling meat until it was charred (sometimes beyond recognition) fit our sensibilities. Today’s taste is more refined, as consumers demand precision, high-tech appliances.

“New technologies now allow for dependable hot-surface ignition systems, cast–stainless-steel burners that last a lifetime, infrared cooking options, windows that stay clean and allow viewing of the food on the grill, and solar power that brings the ancient art of outdoor cooking to the 21st century,” Jerry Scott says. “With a variety of cooking techniques (grilling, smoking, rotisserie cooking, and searing) and with side cookers, preparation

Top: RH Peterson Company will introduce Fire Magic’s new Echelon Diamond series grills and accessories in 2011.

Middle: Ceramic-cooker cabinets from Select Outdoor Kitchens come in three sizes; from left: the Castor, Osage, and Finley islands.

Bottom: Kalamazoo Outdoor Gourmet’s Artisan Fire pizza oven is the first countertop outdoor pizza oven with two independently controlled burners.

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LIGHT

The Holland Grill Company’s island bar features a six-foot island with an attachable five-foot bar, creating its own outdoor-living space.

Grilling outdoors isn’t relegated just to the evening hours. Breakfast is served using pieces from Napoleon Grills’ Oasis modular collection.

centers, blenders, ice makers, and so forth, the entire meal can be prepared outdoors, with more cooking control and options than ever before.”

Case in point: Kalamazoo Outdoor Gourmet’s Hybrid Fire grills are high-performance products that allow cooks to explore a variety of cooking techniques. “They combine the capabilities of gas grills and charcoal grills, as well as smoking and barbecue,” Faulk says. “High-temperature roasting is nearly impossible on most gas grills, yet a K900HB can exceed 600degree roasting temperatures using only half of the main burner capacity. That leaves an indirect-cooking zone Bull Outdoor three square feet in size.”

Warner adds, “Infrared Products’ continues to grow in bottle opener popularity. We will intro- and cutting duce a built-in version of board our popular SearMate this fall. We’ve had great success with the SearMate—an attachable searing unit that fits most of our older grills and all of the new ones.”

This trend toward precision grilling even carries through to portable grills used for tailgating and camping. “Searing burners are very popular right now, and our new portable/camping grill will allow our dealers to take advantage of the fact that consumers want to take a quality grill to the football game or weekend outing. The major trend is that people are eating out less and barbecuing more,” Mello says.

GRILLING HEATS UP Consumers want bigger and better grilling, and manufacturers are happy to oblige. The Oasis modular island collection from Napoleon Grills provides outdoor grilling with the convenience and style of a custombuilt kitchen. The modular collection can be customized with the Prestige II or Mirage built-in gourmet grills, plus a variety of drawers, a paper-towel holder, a refrigerator, and various options for propane-storage cabinets. The recently released Bellagio™ Patio Torch™ and the Patioflame® burner and log set add heat for cooler nights, along with the allure of real fire.

Napoleon Grills prides itself on the versatility of its grills. “Traditional gas tube burners for everyday cooking, rear infrared burners for rotisserie and indirect cooking, ceramic-bottom infrared Sizzle Zone™ searing burners for locking in valuable juices, plus our optional charcoal tray (designed to let you add the fun and flavor 16

of charcoal anytime):All these features are offered in our cart and built-in models,” Ted Scott says.

The Holland Grill Company is reporting booming sales of its outdoorkitchen offerings. “One unique thing we did was select two models that had neutral color schemes and keep them in stock and ready to ship. Our six-foot island with an attachable five-foot bar has proved very successful. It’s a very affordable way for homeowners to increase their living space. In a slow housing market, that is a good thing,” Warner explains, adding that the two pieces create a nice gathering space on a deck or patio.

“Add a framed canopy and one of our LP-gas patio heaters, and homeowners will have an outdoorentertainment area they can use almost year-round,” he says. Warner notes that dealers like being able to order one or two outdoor kitchens and include them on the same truck with their regular grill orders.

“Consumers normally have to wait six to eight weeks for their kitchen to be built and then pay the high freight cost. Of course, we can do custom jobs, but we let consumers decide if they want to wait or not,” he says. As for new products, The Holland Grill Company has developed a stand-alone gas grill that will be introduced in limited quantities this fall.

Select Outdoor Kitchens (Springfield, Missouri) has discovered that many consumers are looking for smaller, portable islands. Its newest product is a compact, portable cabinet designed to house ceramic cookers like the Big Green Egg. “These have really been taking off for us,” Mike Miller, president of Select Outdoor Kitchens, reports. Made of an FDAapproved marine-grade polymer, Select Outdoor Kitchens’ ceramic-cooker cabinets come in three sizes with different drawer and door configurations.

“People with larger islands are going to smaller units like ours,” Miller says. “Our ceramic-cooker cabinet is portable, so people can push it around to have it near the gas grill, a side burner, or a fridge—or out by the pool. They are actually downsizing in terms of some of the products they use.”

Kalamazoo Outdoor Gourmet has redesigned its K900 Hybrid Fire grills and its weathertight cabinetry collection. The K900’s new design makes it easier than ever to switch between cooking with gas or with charcoal/wood. “Where we used to offer separate drawers for grilling with gas and with charcoal, one drawer now

Patio & Hearth Products Report September/October 2010

does it all,” Faulk says. Recently, the company also introduced two products: the Artisan Fire pizza oven and a 24-inch warming cabinet.

“Our Artisan Fire pizza oven is the first countertop pizza oven to offer dual-burner cooking control,” Faulk explains. “Not only does it come up to cooking temperature in just 20 minutes, but the dual burners give you independent control of the temperatures for crisping the crust, versus browning the toppings. Temperatures exceed 800 degrees, and pizzas cook in as few as 90 seconds.”

In 2011, RH Peterson Company will introduce Fire Magic’s new Echelon Diamond series grills and accessories. Available in the E1060 (48-inch), E790 (36-inch), and E660 (30-inch) models, in both built-in and portable versions, the Diamond series features “a new contoured face, for a sleek appearance reminiscent of a luxury sports car,” Jerry Scott says.

It also has backlit control knobs, an innovative flame icon on the knob that changes from blue to red when the grill is on, and a state-of-the art electronic digital thermometer that reads zone temperatures; the series includes a timer, an alarm, a grilling-temperature guide, interior lighting, an advanced hot-surface ignition system, exclusive cast–stainless-steel E burners, and much more.

In addition to its portable/camping grill, Bull Outdoor Products has introduced three new island designs, along with a new chopping block and a bottle opener. “The chopping block and bottle opener were designed, from the ground up, to work with our products. The chopping block fits in the same cutout as our current side burner. The island designs are focused on style and function. We have built them to offer the most seating and food-preparation area for our customers,” Mello says.

“We have a strong plan for new introductions over the next two years, as we get into items that address regional grilling niches,” he continues. “We might even have some of these items ready for March 2011. We are also working hard to upgrade and expand our current accessories offering.”

PLANS FOR MORE SIZZLE The features that manufacturers are bringing to the forefront are numerous, and they promise to keep the industry sizzling for years to come. “I think, more than anything, it’s about balancing flexibility with specialization and performance,” Faulk says. “Even at the high end of the market, people want products that have the ability to do more than one job.”

Jerry Scott agrees. He says, “Cooking with fire outdoors continues to be the appeal of grilling, but today’s outdoor kitchen includes all the bells and whistles that truly make grilling an event.”

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marketing

MANEUVERS

pools and

more

This Idaho retailer offers a wide range of outdoor products to create the perfect

by KIMBERLY RODGERS photography by MARK OLIVER poolside haven.

h

aving relatives in Idaho, T.J. Brown and his family had been visiting the Boise area for years from their home in Arizona. Brown owned Cameo Pools, a well-established and successful pool company located in the Phoenix suburb of Mesa. During one visit, Brown realized that the Boise pool market lacked the high-quality products, technology, superior construction, and value with which he was able to provide his customers in Arizona.

Family ties, a love of the area, and a real void in the pool market proved too hard to resist any longer, so Brown—with his wife, Adelia; their daughter, Alex; and their sons, Jaden and Paxton— moved to the Boise area in 2006. This spring, Brown opened Pristine Pools & Spas in Meridian (near Boise), providing design, construction, and installation of swimming pools, spas, and other water environments.

“I was happy not only to bring high-quality construction to Idaho, but also to help make pool ownership convenient, yet affordable. We offer our innovative technology and superior construction for the same price that the average pool consumer

Left: T.J. Brown, owner of Pristine Pools & Spas Right: In addition to providing the latest technology in pool design and construction, Pristine Pools & Spas also offers high-end outdoor furniture, grills, outdoor kitchens, and all the accessories to complete a total outdoor-living environment.

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in the Boise area pays for outdated technology,” Brown says.

In addition to pools and spas, Pristine Pools & Spas carries a full lineup of outdoor products, including casual furniture from a variety of noted manufacturers; they include Casual Classics, Alfresco, Agio, OW Lee, Hanamint, Patio Renaissance, Treasure Garden, and ScanCom. Pristine Pools & Spas also sells the very best offerings of high-end grill manufacturers (including Twin Eagles, Fire Magic, Viking, and Wolf), as well as custom-built or prefabricated outdoor-kitchen islands and firepits.

In fact, Pristine Pools & Spas brings creating a complete outdoor-living space to a whole new level with the amazing abundance of services and products that the company provides to its clients.

“We offer a full outdoor-living lifestyle design,” Brown says. “We focus on the essential elements for creating the perfect outdoor lifestyle: water, furniture, music, fire, and food.”

The highlight of Brown’s new 24,000–squarefoot showroom is an outdoor pool display at the store’s entrance. It features three custom-designed pools, each with a unique theme. The pools (two contemporary and one a traditional family style) are accompanied by coordinating furniture and landscaping. Furthermore, each waterscape is connected to the others by a walkway, making the area not only a welcoming and relaxing outdoor showroom for visitors, but a stunning example of the company’s craftsmanship.

Indoors, the large showroom transforms itself into a series of warm, inviting, and elegantly mer-

Patio & Hearth Products Report September/October 2010

chandised areas where visitors are able to experience the full range of outdoor products that Pristine Pools & Spas offers. Attractive, eye-catching vignettes showcase dining sets, deep seating groups, firepits, bistro tables, chaises, and umbrellas. The look is finished with outdoor rugs, art pieces, place settings, and accessories.

Another section is devoted to grills and outdoor kitchens, complete with related accessories, rubs, marinades, sauces, and cookbooks; a third area displays hot tubs, spas, swim spas, and poolrelated supplies, parts, and toys. The showroom also houses a design center, with individual consulting rooms staffed by designers who specialize in pool, kitchen, and outdoor-entertaining areas.

A visit to the design gallery of the Pristine Pools & Spas website shows that the company has elevated the outdoor space to an art form; its breathtaking body of work features beauty, superior construction, and the most advanced design in waterscape elements.

Swimming pools and spas include many innovative features such as negative or infinity edges, sandy beach entries, stacked-stone spillways, stepdown areas, deck jets, cascading waterfalls, caves, large rock formations, and light shows. The other pivotal pieces of the outdoor room—from firepots and tiki torches to kitchens and integrated gathering areas—are seamlessly incorporated into the total design.

“One of the main differences in a Pristine pool is our partnerships with international industry leaders such as Jandy, Pebble Tec®, and Paramount Pool and Spa Systems,” Brown explains. Pristine

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marketing M A N E U V E R S pool designer interviews a client to determine his or her personal tastes and lifestyle preferences. Natural elements of the existing space are used as the designer’s inspiration. Pristine Pools & Spas specializes in difficult design areas and in spaces with challenging site conditions.

The design is previewed by the client using 3D software that shows even the smallest details; construction plans are then completed using computer-aided design. Skilled craftspeople, handpicked and relocated from other markets in the nation, build each project, ensuring quality control.

Pristine Pools & Spas works on a variety of projects, in terms of size and scope—from private backyard oases to commercial water enviPristine Pools & Spas’ new 24,000–square-foot showroom in Meridian, ronments. In addition to handling sales and installation, Pristine Pools & Spas services Idaho, has three custom-designed pools located at the store's entrance. every product that the company sells.

Pools & Spas has approximately 60 employees, and “Many clients are extremely impressed that we are Brown notes that the Pristine Pools & Spas family able to complete projects from the concept, design, brings the company more than 100 years of experience engineering, and construction through lighting, gatherand expertise, acquired by building hundreds of pools. ing areas, landscaping, and ambience—all in-house,” Brown is also a graduate and gold-level member of Brown says. “They are amazed at the end result, and the prestigious Genesis 3 Design Group, a major interalso by the fact that we provide design service for free national force in the pool/waterscape industry that is with our building contracts.” committed to raising standards by providing continuing Pristine Pools & Spas is committed to 100% cuseducation for quality-oriented professionals. tomer satisfaction, and the company follows strict conA team of professionals manages every aspect of a struction specifications that exceed industry standards.

The company is affiliated with many professional assoproject, from start to finish. The process begins when a

ciations, including the American National Standards Institute, certified Pebble Tec pool builders, Associated General Contractors of America, the Building Contractors Association of Southwest Idaho, and Luxury Pools: The Registry of Great Pool Designers & Builders.

The market for Pristine Pools & Spas stretches throughout the Pacific Northwest, including the neighboring states of Oregon, Washington, Montana, and Wyoming, in addition to Vancouver, British Columbia.

Whether a customer is local or distant, Pristine Pools & Spas has the ability to provide state-of-the-art pool design, engineering, construction, and technology from the company’s Idaho base.

To spread its message, Pristine Pools & Spas (which does not work with an outside advertising agency) intends to use the strong visual impact of television advertising to build its image. Radio, newspaper, and direct-mail advertising will be used to communicate about specific events and special sales, and the company’s database will be used for email marketing.

Perhaps the most effective advertising message, however, is the company’s retail space, which is extraordinary both inside and outdoors. “The response to our new store opening has been tremendous,” Brown says.

“The outdoor pool display has attracted incredible attention and conversation. Ironically, many local people ask whether we are part of a national chain or multistore operation. They are surprised to learn that we are a local, family business.”

Watching TV in the

Great Outdoors

by KIMBERLY RODGERS

ix years ago, Larry Kaiser saw an opportunity, as the concept of the outdoor room began to grow. Kaiser, the owner of a company that manufactured audiovisual equipment, believed that as people began spending more time outdoors, the demand for outdoor television would soon follow.

Lynn Stearn, vice president of sales and marketing for SunBriteTV® L.L.C., says that since Kaiser “manufactured commercial outdoor solutions for quick-service drivethrough restaurant displays, he had the knowledge and infrastructure to develop an outdoor television.”

Kaiser contacted his longtime friend, Tom Weaver (an electromechanical engineer and entrepreneur), and the two formed a partnership to establish SunBriteTV (Moorpark, California), the first company to manufacture and distribute an all-weather outdoor television.

“Their objective was to build a television that would be rugged and durable enough to be permanently installed outdoors and to withstand the vast range of climatic conditions across North America,” Stearn says.

The partners created their innovative product by integrating the technology of an LCD panel within a powder-coated–aluminum, all-weather exterior that protects the internal components from rain, snow, insects, and dust.

They added a dual-fan airflow system

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that keeps the television cool and dry in temperatures of up to 122 degrees Model TV-3230 and an internal thermostatically controlled heater that protects the unit in temperatures as low as 24 degrees below zero. Cables are kept dry through a watertight, pass-through cable-entry system, and an antireflective window was added for protection and improved viewing.

SunBriteTV rolled out its first model, a 20.1-inch outdoor LCD, in 2004; demand for outdoor television has since taken off, as Kaiser predicted. Today the company offers a full line of LCD HD models in 23-, 26-, 32-, and 55-inch sizes. A water-resistant remote control is included with every television, and a full range of optional accessories is available, from wall and ceiling mounts to deck and planter poles.

Although SunBriteTV was originally designed for the residential market (which represents about 80% of the company’s business) it was not long before the technology also became popular for a variety of commercial applications. SunBriteTV models can be found in a number of venues across the country, including Yankee Stadium, Fenway Park, Great American Ball Park, Disney World, Universal Studios, Sea World, and Rockefeller Plaza.

Patio & Hearth Products Report September/October 2010

SunBriteTV’s products are distributed throughout the United States and Canada; the company is also seeing growth in overseas markets, including China, Australia, Greece, and Germany. Sales channels consist of custom audiovisual groups, catalogs, the Internet, and specialty patio/hearth retailers.

“We would like to expand the specialty retail market, and we recommend that retailers purchase a display model to set up in their stores,” Stearn says. “We have a great demo video that can be played that shows the water-resistant properties of the SunBriteTV product line; at the same time, it differentiates a SunBriteTV product from a regular indoor television.” SunBriteTV also assists retailers by providing product-knowledge training and information, brochures for customers, and dealers’ marketing tools (available on the company’s website).

Stearn points out that direct-mail or email marketing to a retailer’s customer list is an effective avenue for communicating the benefits of owning a SunBriteTV. “The customer has already purchased outdoor goods, so we know this list is a prime market,” Stearn

says. “Since outdoor-television technology is still in its infancy, many customers may not be aware of it.” In addition, outdoor televisions are highly compatible additions to the other products that patio/hearth retailers carry.

SunBriteTV has continued to be the market leader in outdoor LCD HD television by delivering durable, reliable products that dealers and customers trust. “Our hands-on company designs, engineers, and assembles the televisions in our own U.S. factory,” Stearn says, noting that Kaiser and Weaver are actively involved. She adds, “They both understand the importance of responsive customer service, and that the voices of our dealers and customers help us become more quality driven.”

In 2009, SunBriteTV introduced its 3230HD model at a manufacturer’s suggested retail price of $2,095, offering it as a lower-cost outdoor-television solution; the company also reduced the price of two other models. This pricing strategy helped increase sales on the 3230HD model 40% over the previous year’s sales.

“Price is always an important factor when purchasing electronics,” Stearn says.

“Our product appeals to a higher income demographic, in which people have more disposable income.” Stearn adds, however, that more families are investing in a SunBriteTV for outdoor entertainment in place of a vacation. “They are creating their own vacation destination in their own backyards,” she says.

“The outdoor-living concept fuels the growth of the outdoor television,” Stearn says. “We all love to be outdoors, but we are creatures of comfort.” As Kaiser predicted, she adds, “Where people go, audiovisual technology is soon to follow.”

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DESIGN POVL ESKILDSEN (DENMARK)

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S U P E R B LY C R A F T E D T E A K , W O V E N A N D S TA I N L E S S S T E E L O U T D O O R F U R N I T U R E C ATA LO G R E Q U E S T S . 8 6 6 4 2 3 8 3 2 5 G LO S T E R , P O B O X 7 3 8 , S O U T H B O S T O N , VA 2 4 5 9 2 E M A I L . I N F O @ G LO S T E R . C O M

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R E TA I L E R

At right: Best Fire Hearth & Patio’s sleek, modern showroom in Albany, New York, reflects the sophisticated tastes of its customers.

Below: Wayne Stritsman, owner of Best Fire Hearth & Patio Bottom: High-end hearth products and decor are at the heart of Best Fire Hearth & Patio.

customers

for life

A veteran hearth retailer develops a successful business model by turning first-time customers into lifelong clients.

w

by SHARON SANDERS

photography by Liz Lajeunesse Photography

ayne Stritsman is not a big gambler, but as the owner of Best Fire Hearth & Patio, he admits, every day is a gamble as he runs his 33–year-old family retail business. “As a business owner, you have the odds stacked against you, but you can swing the odds in your favor by making an effort to understand the marketplace, the business, and your customers,” he explains.

This outlook (along with the pride that Stritsman and his team have in everything that they do) has made Best Fire Hearth & Patio one of the most trusted hearth retailers in upstate New York.

In 1977, Stritsman and his wife, Eunice, started to sell wood stoves, part time, out of their garage.

This began, by chance, when the ongoing effects of the 1973 oil crisis prompted them to look for a new stove for their home.

“I ran across a guy selling stoves out of a chicken coop, and at that point, I knew there was money to be made,” Stritsman recalls. The Stritsmans decided that the stove business would be a good way to supplement their income, so

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they converted their garage into their first showroom, purchased five Fisher stove models, and started doing business as Wynantskill Wood Stoves.

The demand for stoves was so high that during the first year of business, the couple made more than $46,000 in gross sales. Five years later, the fledgling business was doing enough volume for the Stritsmans to be able to move it into a bona fide retail space in Troy.

Best Fire Hearth & Patio became the company’s name in 1998. Today, it has two high-profile retail locations, in Albany and Troy; a large production facility, in Green Island; and a committed team of sales and production/installation professionals who are the pulse of the operation. Over the years, the company has grown to be one of the biggest hearth/patio retailers in the Northeast, and it has expanded its product offerings to include casual furniture, umbrellas, grills, firepits, and other seasonal items.

Stritsman explains that the road has not been

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R E TA I L E R

without its bumps, and attributes his success to the fact that he is quick to embrace change—and he doesn’t overreact in adverse situations. “There is no coasting in business; you are either moving ahead or falling behind, and I’ve chosen to move full speed ahead,” he explains.

CLOSING THE LOOP From the beginning, the Stritsmans have always been committed to selling the best hearth products on the market, but providing the service that supports the products is what they consider to be their true passion (and what sets them apart from the competition). “It’s getting harder and harder, today, to find true customer service. I know it is a blanket term, but it’s the way we turn our customers into clients,” he explains.

He and his team take full responsibility for every sale—from beginning to end—using a 10-point closedloop system that the Stritsmans created. The system starts to roll from the moment a person walks through the front doors at Best Fire Hearth & Patio.

Point one: A salesperson greets the customer and talks to him or her about the reason for the visit, finding out what he or she wants to accomplish and identifying expectations for the project. Point two consists of solutions. To determine how best to meet customer’s needs, the salesperson finds out what environment the product will be used in, how often it will be used, and who will be using it.

The third point focuses on identifying which solution the customer likes best, so that the salesperson can develop a price quote for products and an estimate for the project. To reach a firm price, the fourth point is to get the customer to participate (and invest)

in a home evaluation. During the evaluation, the salesperson visits the customer’s home, takes digital pictures, and evaluates actual field conditions.

Then—and only then—will it be possible to move on to point five, creating a design and a materials list; these lead to point six, which is presenting the customer with a firm sales proposal that is not going to change. Once the customer has fully committed to the project, the salesperson moves on to point seven, which is to formulate a production outline that will communicate the details of the job to the installation and inventory-control personnel.

It’s at this point that the salesperson starts transitioning the production outline to Best Fire Hearth & Patio’s production team so it can move to point eight, acquiring the inventory. Point nine is installing the product. An installer from Best Fire Hearth & Patio’s in-house installation team schedules a time with the homeowner for installation and for training in how to use the new appliance. Point 10 includes periodic maintenance, extended warranties, and maintenance programs, all handled exclusively by Best Fire Hearth & Patio.

“When we’ve completed point 10, we’ve got a complete closed loop,” Stritsman says. He emphasizes the fact that every project is handled by just two people: the salesperson on the front end and a productionteam member on the back end. Nothing is jobbed out, so if a client has an issue or problem, he or she takes it up with Best Fire Hearth & Patio.

“When there are too many people involved in a project, and something goes wrong, there is always finger-pointing—and the customer ends up being unhappy,” he explains. “The only thing you really get paid for

Hargrove’s

Radiant Heat series of ceramic-fiber vented gas logs (winners of a 2007 Vesta Award).

Unlike its refractory cousin, which absorbs heat, a ceramic-fiber log keeps the heat on its surface, so it radiates out into the room. “Vented gas logs are not typically known for their heating properties, so Cross Timbers these premium logs have become a customer favorite,” Mark Hitchcock, director of sales and marketing, explains.

Hargrove has developed some inventive accessories that further maximize the ceramic-fiber heat factor. One is the Radiant Riser™, which is a U-shaped stand that holds the back log of a log set in place. It directs the heat from the Hargrove burner forward and out into the room (instead of behind or out the sides of the logs).

Hargrove has also developed a Radiant glow kit that attaches to the burner to create a realistic, warming glow and to intensify the heat concentration. Both of these accessories, in conjunction with the ceramic-fiber logs themselves, create warmth in a room that was never imagined to be possible from vented gas logs.

Handcrafted Logs Are Hot Sellers

by SHARON SANDERS

Hargrove Manufacturing Corp. (Sand Springs, Oklahoma) has been making vented and vent-free gas logs since 1984. From the day that owners Gary and Cindy Hargrove created their first log set, they have focused on crafting realistic logs that look just as good when they aren’t burning as they do when they’re glowing in a fireplace on a cold winter evening.

Hargrove prides itself on being one of the first manufacturers to create logs made from molds of the branches of actual trees (including oak, birch, and pine). Every log is handpainted in the Sand Springs factory, and special attention is paid to every detail, from color to texture.

Hargrove’s attention to detail is reflected not only in the look of its products, but in their performance as well.

Innovation, efficiency, and flexibility are all part of the Hargrove story, when it comes to making some of the best products in the industry.

ALL ABOUT HEAT It’s no secret that heat and efficiency are what most people are looking for in a log set. Hargrove has developed some of the most efficient logs in the industry with its

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CONTROL AND FLEXIBILITY Hargrove prides itself on producing handcrafted logs that not only look beautiful and heat the room, but also come in shapes and sizes that enhance the appearance of today’s wide variety of fireplaces. The log sets range in size from a modest 15 inches to a massive 66 inches. The company also offers multiple remote and manual control

Patio & Hearth Products Report September/October 2010

in life is accepting responsibility, and when we close the whole loop, we accept the whole responsibility.”

Stritsman sees after-sale services (including periodic maintenance, service, and repair) as one of Best Fire Hearth & Patio’s biggest financial opportunities for the future; people will always need to have their hearth appliances repaired and maintained, regardless of the state of the economy.

He has developed an extended-warranty program, called the Privilege Program, that is sold with almost every gas appliance. It includes the first periodic maintenance and a three-year extended-warranty package.

It’s a bumper-to-bumper warranty, with no exclusions.

Stritsman explains that the more appliances Best Fire Hearth & Patio sells, the more it is able to create a continuous revenue stream, as well as ongoing relationships with homeowners. “I believe that our opportunity lies in the relationships that we are able to develop over time—to create clients, not customers. Customers buy once; clients have a continuation of business,” he says.

As Best Fire Hearth & Patio continues to grow and change, Stritsman is grooming his two adult sons, Lucas and Evan, to take over the company. They have been working with him for many years and have seen both the good and the challenging sides of retail.

Stritsman knows that there are many more challenges ahead; he emphasizes that retailers must always be willing to change, and should constantly be seeking new ideas. “This attitude is what leads to success, along with taking pride in one’s work,” he says. “All members of the Best Fire Hearth & Patio team take pride in their work, which means they are doing their best. This ultimately makes our clients happy and makes us successful.”

options, as well as realistic vent-free log sets.

One of the unique things about Hargrove’s products is that all of its log sets can be used with any Hargrove burner; this gives customers the ability to create a custom look.

“Retailers appreciate this fact because it gives them the flexibility to offer a range of price points, simply by mixing and matching burner and log sets,” Hitchcock says.

He encourages retailers to use burning displays of some of the various burners and log styles on their showroom floors to demonstrate how customers can create whatever ambience they want in their homes. “As everyone knows, what is burning on the floor will sell, and customers really appreciate it when retailers show them different options,” he adds.

BRANCHING OUT Hargrove continues to diversify its products to stay in touch with the marketplace. The company has recently started to offer contemporary options, such as river stones and cannonballs, in addition to its handcrafted log sets.

It has also branched out into spring and summer products that have become popular in the hearth/patio channel, including its Eternal Springs Waterscapes™. These bubbler-rock water features combine the soothing sounds of a waterfall with the natural beauty of realistic rocks. There are 12 rock styles—from small to large—and three color options available.

The complete kits include a water reservoir, a pump, and a hose used to recirculate the water. Flowerbeds, patio areas, and decks are all ideal locations for creating a tranquil oasis with these water features. “By diversifying into new markets, we are able to offer our dealers products year round,” Hitchcock says.

As for the future, he adds, “We are always looking for what’s hot in trends, and we want to stay in the forefront of the industry. Hargrove does not sit back and wait for things to happen. We make things happen with our creative products and services.”

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outdoor G R I L L I N G

At right: Lone Star Backyard has built its reputation as the expert in custom outdoor kitchens in the Dallas, Texas, area (kitchen designed and built by Dallas Landscape with components from Bull Outdoor Products).

Below (from left): Scott Williams, Will Hanson, and Adam Williams of Lone Star Backyard

relationship marketing This Texas retailer claims that the key to building a successful outdoor-kitchen store is building relationships with the right people. by SHARON SANDERS photography by RUSTY CORNETT

I

t’s a lazy summer evening in Dallas, Texas, and Will Hanson pulls seven juicy, Texas-size steaks off a new Bull Outdoor Products grill. He plates the steaks with some corn and coleslaw, and serves them to his six dinner guests, four of whom he’s never met. Hanson is the owner of Lone Star Backyard, Inc., and on this particular evening, he is the chef of honor at the first cookout held by a client couple.

They’re entertaining friends in their new outdoor kitchen, which was created by the Lone Star Backyard team. Inaugural meals like this one are something that Hanson loves to do for his clients to celebrate the completion of their projects. It’s safe to say that food and relationships, not traditional retailing, are what have made Lone Star Backyard what it is today.

FINDING A NICHE Lone Star Backyard (based in Carrollton) has been selling high-end grills and creating custom outdoor kitchens in the Dallas area for over five years. Hanson and his father-in-law, Scott Williams, have built an exclusive business that takes the selling out of sales and puts the focus on relationships. When Lone Star Backyard opened its doors, in 2005, Hanson had every intention of starting a true retail store, advertising through traditional media channels and waiting for people to come in and buy his products.

After a short time, however, he realized that Dallas was 26

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Lone Star Backyard outfits its open-air kitchens with the best-performing grills on the market (kitchen designed by Lone Star Backyard and built by Riverbend Sandler Pools with components from Alfresco).

such a competitive market that the store wouldn’t survive going toe to toe with its competitors. Hanson decided to spread his wings. He reached out to foster relationships with local builders and landscape architects, which turned out to be the decision that defined Lone Star Backyard’s niche in the outdoor-kitchen market.

Hanson believes that the relationships that Lone Star Backyard has formed in the homebuilding industry have brought it more business than any marketing or advertising campaign ever could. “A builder can be building 15 homes, with 15 outdoor kitchens. The builder will send me an order for 15 grills, 15 refrigerators, and 15 double doors, and we will never even meet the homeowners,” he explains.

Builders also send their clients to the showroom to select their products personally. “Every time we outfit an outdoor kitchen, we are actually selling to 100 potential customers, because the owners have coworkers, friends, and family members who see their setups and want to know where they can get the same stuff,” he says.

Hanson says that he is so comfortable with Lone Star Backyard’s niche that if someone offered him a large amount of money to launch an advertising campaign for his store, he would turn down the money in favor of the relationships that the store has built.

LOW KEY IS KEY Lone Star Backyard has a very nontraditional showroom that

Ragasco USA’s Novel LP Tank The Clear View™ LP tank, which comes in four different sizes, is designed for outdoor grills, RVs, trailers, motor homes, and commercial vehicles.

by CHERYL DANGEL CULLEN

How do you improve on a tried-and-true product? Ragasco USA hopes that the answer is to take a clear view. Phil Tyson has never been one to shy away from new products or ventures, so when he stumbled upon Ragasco AS (based in Raufoss, Norway), he put together a deal. It made him the company’s primary U.S. distributor of its clearly different version of an LP tank.

Ragasco AS makes the Clear View™ LP cylinder—a clear tank that allows the user to see the amount of fuel remaining in it.

There are four different sizes: The smallest, an 11-pound unit, is popular in the RV and camping industries because of its size and portability; the 17-pound unit is the choice for outdoor grills; the 22-pound model is popular for larger RVs, trailers, and motor

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homes; and the 31-pound tank is used in the commercial-vehicle industry.

The Clear View LP cylinder was developed 10 years ago. During its first three years on the European market, it picked up a 60% share of the market. Tyson, CEO of Ragasco USA (Sarasota, Florida), is aiming to go against the tide by selling a product that is clearly different from the LP cylinder to which we’ve all grown accustomed, which was accepted simply because there were no other options.

Tyson says, “Most consumers are willing to accept the fact that they have a rusty steel cylinder that leaves stains, is heavy to carry, and has handles that are uncomfortable to carry—because there never has been an alternative. As soon as we have the opportu-

Patio & Hearth Products Report September/October 2010

nity to show the Clear View tank to someone, he or she says, ‘Wow, I love it!’”

Tyson is betting that the Clear View tank will continue to grow in popularity. Currently, annual U.S. sales are just under $1 million.

“This year, we’re anticipating doubling that,” he says.

The most obvious advantage of the Clear View is the simple fact that it is, after all, clear. It has a translucent cylinder that makes the fuel level visible. “You can see the fuel, and it is 100% accurate,” Tyson says. “Many cylinders are returned for refilling with as much as 30% of the fuel still in there because people are afraid they’ll run out of gas, and there is no way of determining how much is in there without weighing it.”

This leads to the next problem.

“Most scales are inaccurate,” Tyson says. “Some companies sell gauges that are retrofitted on cylinders, and they are based on the pressure in the cylinder—but the pressure stays constant until it runs out, so those gauges won’t tell you that the fuel is getting low until you’re down to the last 10 minutes.”

Another advantage of the Clear View is its weight; it’s 50% lighter than steel cylinders.

“A steel 31-pound cylinder weighs more empty than ours does full,” Tyson adds.

The Clear View cylinder is made of a corrosion-free, nonmarring resin-and-fiberglass material and has a polyvinyl one-piece interior liner, with no seams that could leak. The cylinder also is easy to transport, with an ergonomic handle and a tip-proof, flat base that won’t let it topple over in a car or truck, as traditional cylinders are known to do.

Despite its good looks, the Clear View is amazingly durable, as well as safe. “LP cylinders are safe; ours are just safer,” Tyson states. “In a drop test, ours is still serviceable, while on the first drop, steel cylinders

are punctured or destroyed. The Clear View tank is five times more resistant to puncture damage than a steel cylinder, which few people realize is only about four times thicker than a beer can.”

During fire testing, the Clear View cylinder never burst. “When a fire reaches a certain temperature, the pressure in traditional cylinders rises, and the tanks explode— which is why fire marshals in the United States won’t allow them to be stored inside any building, for any purpose. They are supposed to be outside, where there is good air circulation,” Tyson says.

“When the Clear View tank is put to the fire test and the temperature reaches more than 500 degrees, it weeps fuel, resulting in a controlled fire. Because of that, the Clear View cylinder is in the process for being approved for interior use,” he reports.

Tyson expects that it will be another year or two before the Clear View tank receives approval for use indoors, but when it does, he expects his market to become even wider. “Consumers will be able to use them inside, instead of the disposable cylinders they use now, which end up in landfills because they can’t be refilled,” Tyson adds.

Currently, Ragasco USA has about 50 to 60 dealers on board; that number grows daily, as Tyson promotes the benefits of the Clear View (and of propane) throughout the United States and the Caribbean. “We’re not in a fast-moving industry, so it’s not going to be an overnight process, but we’ve managed to prove our products will work within the industry and save money,” he says.

To that end, Tyson wants to educate more people on the benefits of propane.

He explains, “I don’t think people realize just how good a fuel propane is. Pound for pound, it’s the most efficient fuel we have in the world, and it is readily available and clean.”

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is more reminiscent of a warm, inviting home than a retail store; there is neither checkout counter nor cash register. It is rare for someone to visit the showroom just to buy a grill because it’s almost always going to be part of a bigger project. “We are a low-pressure design center. We are here to help make projects, not make sales,” Hanson says.

This fall, Lone Star Backyard is completing its new showroom in Carrollton. It has all the bells and whistles, including four live kitchens and an indoor/outdoor patio complete with lights, heating systems, misters, fans, and an area dedicated exclusively to meat smokers.

Hanson explains that everything that the store sells can be demonstrated live, on the showroom floor. “If people want to know how one of our Alfresco™ grills works, I invite them to bring their spouses in on a Saturday for beers and a chance to cook on the grill for themselves,” he explains.

Lone Star Backyard has a resident chef who helps with the in-store grilling demonstrations, but Hanson and his staff are all cooks in their own right—always willing to throw a steak on a grill or share cooking tips. “Our whole image is very culinary oriented,” he says. Lone Star Backyard has gained a reputation for its in-store cooking demos, which have spawned many great backyard chefs. The team has taught grilling enthusiasts how to do everything from searing beef and fish on a sear burner to grilling pizzas.

A few years ago, Lone Star Backyard held a small meat-smoking competition at the store, with a percentage of the proceeds donated to breast-cancer research.

The store also partners with vendors and local businesses for larger off-site promotional events. “People associate good food and good grilling with Lone Star Backyard,” Hanson adds.

Lone Star Backyard takes kitchen design seriously, paying close attention to overall flow and function.

GOOD DESIGN The Lone Star Backyard team not only takes food seriously, but takes outdoor-kitchen design seriously as well. Hanson and his team spend a great deal of time with customers, determining the best ways to configure their outdoor kitchens and deciding which products will give them the performance that they need.

They have done extensive research to learn how to create the perfect open-air kitchen.

“When one designs an indoor kitchen, a lot of thought goes into it, and the same should hold true for an outdoor kitchen,” he says. There is a certain flow that needs to happen in the cooking area, and appliances need to go in certain places for particular reasons.

Hanson adds that the custom kitchens that he designs are not cheap, and that people are usually a little shocked when they find out how much one can cost. “At first, they think we are trying to take all of their money, but by the end of the project, they realize they need to spend money to get a kitchen worth spending money on; we assign value to it,” he says.

About 80% of Lone Star Backyard’s overall sales receipts come from grills, with the rest accounted for by hot tubs and related products. “Our customers

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see us as the grill experts and come to us for guidance,” Hanson explains. While he has access to almost every grill on the market, he’s chosen to carry only a core lineup in his showroom; it includes grills from Bull Outdoor Products, Alfresco, and Kalamazoo Outdoor Gourmet.

“We choose our grill lines based not only on the performance of the grills, but on the relationships that we have with the manufacturers,” Hanson says. “There are lots of wonderful grills out there, but if the customer support isn’t superior, we can’t be superior.

When something goes wrong, it is our reputation that’s on the line.”

Hanson is optimistic about the future of Lone Star Backyard because he knows that there is plenty of untapped business to be had. He says that he is seeing a trend in Texas that is getting away from traditional campfire-style cooking and moving toward cooking and entertaining in an outdoor-living space. He adds, “Texans enjoy getting together with family and friends to have a good steak. Lone Star Backyard not only wants to help them create the perfect outdoor kitchen, but wants to teach them how to cook the best steaks of their lives.”

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showroom S H O W C A S E

serene settings Inspiring vignettes and a spectacular range of products give customers everything they need to create stunning outdoor-living spaces.

by SHARON SANDERS

photography by J&P PHOTOGRAPHY

d

rivers taking Andover Road through Andover, Kansas, expect to see rolling hills, parks, and refreshing lakes. What they might be surprised to encounter, in the midst of this suburban landscape, is an expansive, open-air market called Treescapes: The Outdoor Living Center.

Located on four acres of lush land a few miles east of central Wichita, this two–decade-old company has become the go-to spot for outdoor-living enthusiasts (some from as far as 200 miles away) who want to turn their backyards, porches, or decks into something special. Owner David Martine, who started the business in 1990 as a one-man lawn-maintenance operation, has taken it to heights that only he could have imagined.

When Martine was mowing lawns and maintaining flower beds 20 years ago, he knew that a greater destiny was ahead of him. “I’m always wide open, looking for the next opportunity,” he explains. After just one year, he shifted his focus to landscape construction (walls, retaining walls, and borders), and by 1993, he had hired 80 employees; amassed 30 trucks, tractors, tree-planting devices, and compact excavators; and decided to build a retail center. “Retail seemed like the next logical step,” he remembers.

FULL STEAM AHEAD In true Martine style, the retail center was anything but ordinary—and it has evolved, over the years, into something truly spectacular. The indoor showroom was designed as an open-air market, with 16–foot-wide glass doors that roll up so that customers can casually stroll and shop.

The indoors effortlessly spills outdoors, where peaceful, tree-shaded paths guide shoppers through realistic vignette settings expertly merchandised with over 130 sets of casual furniture, custom fireplaces, firepits, pergolas, and fountains. There’s also a huge grilling area, with stainless-steel grills and barbecue accessories.

In 2007, Martine completely revamped the exterior of the building (refacing it with stone); he erected an eye-catching new sign that can easily be seen from the 32

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Top: Treescapes’ recently remodeled open-air showroom is expertly merchandised with casual furniture and accessories that appeal to customers looking for something unique.

Lower left: David Martine, owner of Treescapes: The Outdoor Living Center in Andover, Kansas Lower right: Treescapes’ custom in-ground pool is the centerpiece of its expansive outdoor showroom.

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showroom S H O W C A S E road because 15,000 to 20,000 cars drive past the store each day. He also added another 2,500 square feet of indoor showroom space, built a custom in-ground pool, and installed 15,000 square feet of paver patios under four huge cabanas.

Last spring, he opened an impressive decorative-container area that has every style, size, and color of container imaginable (in concrete, wood, and ceramic), ranging in price from $40 to $800. “My vision was to create an outdoor-living mall where people can shop for all of the products and services they need in one place,” Martine says, adding that there are no walls— so customers can wander for hours, looking for inspiration.

are exactly alike. “Big Wave Pools’ creative work can be found in the backyards of some of the finest homes in the area,” he explains.

Treescapes also handles landscape lighting and irrigation, and it has a landscape-and-design division that creates custom outdoor kitchens, cabanas, pool houses, arbors, pergolas, and even outdoor ponds. People can visit the design center and work with one of the company’s design specialists to find the best way create the perfect outdoor space.

The design center displays hundreds of photographs of completed jobs that customers can look through for ideas.

“Anything a customer sees in photos or on our grounds can be recreated, entirely or in part, by our team,” Martine says.

AT YOUR SERVICE

A NEW LOOK

Treescapes might have started out as a landscape-maintenance service, but today, it offers every service needed to create an outdoor-living sanctuary. Its pool division, Big Wave Pools, is a custom-design/building company that has the ability to create any pool imaginable, from concept to completion.

Martine is proud of the fact that the company has never built two pools that

After the 2007 expansion was completed, Martine wanted to create a local buzz about the store’s new look and vibe. He launched a major advertising campaign that took advantage of all the area’s local media: radio, newspapers, magazines, and television. The television commercials brought back the best returns for the store, and Martine continues to create new spots

and run them regularly.

The response was even better than he had hoped, as many new and longtime customers made an effort to stop in to see what the reason for all the fuss was. “I had people come by who said they’d been driving down Andover Road, right past our store, for the past 15 years, and they didn’t even realize we were here,” he explains.

The store continues to receive plenty of attention, not only from its local customers, but from the vendors it does business with as well. “Sales reps are so pleased about how nice their products look in our retail center that they bring their customers by, from all over the country, to see what we’ve done,” he says.

Martine knows how important it is to keep the store fresh and exciting so that customers will come back and shop all year. “We will always be building, adding on, and making something new,” he explains.

One of the newest additions to the store (and one that he is particularly excited about) is a section called Girlfriends. Almost 90% of Treescapes’ clients are women, so he wanted to devote an entire area just to things

that many women love. The Girlfriends section carries many products designed to appeal to women, including handbags, jewelry, bubble bath, and novelty glassware. “The longer I can keep people poking around the store and discovering new things, the more likely they are to see something they want, for themselves or as a gift,” Martine explains.

There is no doubt that Treescapes has grown to be what it is today because of the vision and talent of its team, from its specialized leaders in each division to its knowledgeable sales force. A typical project will touch almost every division in the company, whether it’s a pool project that includes landscaping, lighting, patio furniture, and accessories, or a design project that centers on building and furnishing an outdoor room.

“We are all committed to the same end goal of giving customers the best products and services they could ever want,” Martine says. He is taking the future one day at a time and waiting to see what opportunities each new day brings. He adds, “I’m always looking for better design, new products, and the next wow factor.”

An Easy, Chic Pavilion I

nternational E-Z UP® Inc.—creator of the original instant, portable shelter—has been a worldwide leader in the shade industry for over 27 years. Its newest division, Bungalow® by E-Z UP, has taken ease and portability and married them with high style to create luxury outdoor pavilions. These award-winning pavilions are on their way to becoming the structure of choice for anyone who wants to create shade with style.

The company, now based in Riverside, California, was founded in 1983 by entrepreneur Mark Carter (then in his 20s) in his father’s garage in West Covina. He came up with the idea of making an affordable shelter that folded up into a compact unit, that required no assembly, and that had no loose pieces. That invention was the first Instant Shelter®.

Audrey Martinez, specialty leisure sales manager for Bungalow by E-Z UP, says, “Not only was the company born, but the product category was born.” In just a few years, E-Z UP became a household name; now, everyone— from soccer moms to major corporations and government agencies in more than 50 countries—uses E-Z UP shelters.

NEXT-GENERATION SHADE Carter saw an opportunity to extend the E-Z UP product

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line by creating a high-end pavilion to serve the rapidly emerging leisure market. The pavilion was designed to cover an entire outdoor room and was easy to put up and take down, using the same concept as the original E-Z UP Instant Shelter. E-Z UP technology was the perfect solution for addressing that underserved niche in the outdoor room.

In 2005, Bungalow by E-Z UP made its debut at the Chicago International Casual Furniture & Accessories Market™. At the same show in 2006, in the Design Excellence Awards, the pavilion took the top prize in the shade category; it also won the Lillian B. Winchester Best of Show Award.

“We have been so successful, so quickly, because people are already familiar with the way our product works.

We’ve just taken it to the next level,” Martinez says. The pavilions come in three sizes: a 10-foot square and 13- and 16-foot hexagons.

The frames are made of multireinforced aircraft aluminum, and the covers come in varying grades of fade-free outdoor fabrics, including top-of-the-line Sunbrella® styles and unbranded fabrics in olefin and solution-dyed acrylic.

The pavilions come standard with curtains that can be drawn or tied back, and optional inner top liners and convenient insect screens are available as well.

“Our pavilions are actually the room for the outdoor room,” Martinez says. “Without an actual frame around your furniture, you just have furniture sitting in the middle of your space.” E-Z UP also offers a lighting kit that mounts in the center of any of the pavilions, making it easy to hang

Patio & Hearth Products Report September/October 2010

by SHARON SANDERS

a light fixture or ceiling fan to create another layer of pleasant ambience.

The company’s initial foray into the new category was made through specialty casual-furniture retailers, and this is proving to be a great fit. The pavilions are also becoming an integral product for pool and spa dealers (instead of traditional redwood gazebos over hot tubs), as well as being used in hotels, spas, restaurants, country clubs, and a variety of other commercial applications.

E-Z UP stocks all of its pavilions in its Riverside warehouse, so retailers don’t have to make a huge upfront investment. They can buy a floor display and keep a second pavilion in their inventory. “Our most successful dealers have one to go and one to show,” Martinez says. “Pavilions are a great visual addition to any showroom floor.”

As Bungalow by E-Z UP continues to grow and expand its visibility in the marketplace, it is working hard to educate consumers about the value of high-end pavilions in terms of quality and durability in every detail, from heavyduty zippers to waterproof seams.

“While the beauty, quality, and functionality of the pavilion are undeniable, the entry-level model starts at $999.

Our challenge is to educate customers on why they should purchase our product instead of something sold through a mass merchant for $299,” Martinez says. “This is truly the most get-what-you-pay-for item that I’ve sold in my entire career in home furnishings.”

She points out that the product is the only instant-style luxury pavilion on the market. What sets Bungalow by E-Z UP apart is the fact that it can be easily set up and taken down to provide stylish shade, when and where it’s needed—which is the heart of the brand.

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as i S E E I T

wicker

reinvented

The originator of the wicker category continues to wow customers with its range of designs.

by SHARON SANDERS

Lloyd/Flanders® (Menominee, Michigan) has been the leading manufacturer of wicker furniture since the all-weather category’s inception, at the beginning of the 20th century. The company’s timeless (yet fashion-forward) designs can be found at the finest resorts, restaurants, and hotels across the country, as well as on the porches and in the backyards of the most luxurious homes.

In 2006, Lloyd/Flanders celebrated its 100th anniversary, and its reputation and the popularity of its products continue to grow.

Patio & Hearth Products Report sat down with Dudley Flanders, president and CEO (who runs the business with his father and the founder of Lloyd/Flanders, Don Flanders), to get his thoughts on the woven-furniture category and to find out what makes Lloyd/Flanders a mighty force in the casual-furniture industry.

How has wicker furniture changed over the years, and what role has Lloyd/Flanders played?

Flanders: We consider ourselves to be the originator of the woven/wicker category. Marshall Lloyd invented his proprietary Lloyd™ Loom process in 1919; this was the weaving together of cellulose fiber to make a comfortable, attractive wicker fabric for use on indoor and outdoor furni36

ture (primarily in sling-style applications). In 1985, we took Lloyd’s proprietary wicker, upholstered it to an aluminum frame for the first time, and it became our groundbreaking Heirloom group.

Since then, a multitude of manufacturers have followed suit, weaving together vinyl and resin strands to create their versions of outdoor wicker. Eight years ago, we introduced a vinyl weave in an effort to give our customers a choice of materials. Today, about half of our products are made using the original Lloyd Loom process, and we still use Marshall Lloyd’s original loom proudly.

Why do you think so many people have a passion for the look and feel of woven products?

Flanders: I think it is the fact that woven products have a warmer feel than their counterparts. Sure, cast aluminum, wrought iron, and other materials can have nice cushioning, but I believe wicker frames add a warmth and an interior look to a space that can’t be duplicated.

Their style is also timeless.

Wicker can be as nostalgic as something from grandma’s porch or as modern as a piece you would find at an upscale resort in Miami, Florida. If that’s not enough, wicker even looks great in a backyard without the cush-

Patio & Hearth Products Report September/October 2010

ions, during the winter months, because the frame doesn’t need cushions to look beautiful.

What are some of the latest design and technology developments from Lloyd/Flanders?

Flanders: We’ve been working

pretty hard, over the past 10 years, to develop new weaving patterns for Lloyd Loom furniture that have more texture and depth. This year, we have introduced two different weaves that we are extremely proud of; our traditional weave patterns have always been one or two strands up and one or two strands down.

Our new patterns consist of 10

Top: Lloyd/Flanders' Rio seating group features a new 15-strand weave with a contemporary feel.

Bottom right: The Shaker-style Low Country console bench is a part of Lloyd/Flanders' Coastal Living collection.

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The Valor H4 Series Radiant Gas Fireplace

SHOWCASE

www.valorfireplaces.com | 1.800.468.2567 Circle Reader Service No. 37

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as i S E E I T or 15 strands, so they look more like a banana peel and have a more contemporary feel. We are introducing the 15-strand weave in our new contemporary group, called Rio. The 10-strand weave will debut in a gorgeous traditional collection called Savannah.

On the technology front, we’ve refined the paint that we use to customize the color of our Lloyd Loom furniture.

We have recently started applying a formulation made of a highsolids polyester, called Durium, that is the best we’ve ever used.

It provides unbeatable weather resistance and comes in 22 colors; it really makes Dudley Flanders our furniture look great. We’ve also replaced the wicker seat decking in all of our collections with a Sytex fabric to promote better drainage and to add another layer of comfort and durability to our furniture.

Last year, we developed our Comfort Plush cushioning, which we think gives us some of the best seating in the industry. It is a high-quality foam with a polyester wrap, and the whole cushioning system is enclosed in a waterproof bag. It’s amazing.

What collections or pieces are you most excited about this season?

Flanders: I’m really proud of our new Coastal Living™ offerings. The Coastal Living brand, which was introduced several years ago

by Stanley Furniture, has been a hit with consumers, and Lloyd/Flanders is thrilled to be a part of the venture. Our all-weather Coastal Living collection is actually an offering of four different types of products under the Coastal Living banner.

We have created some beachy cypress pieces, called Great Lakes; the traditional Savannah loom collection; a stylish all-weather vinyl-weave group, called Carmel: and a Shakerstyle group, called Low Country, that is an artful pairing of our vinyl weave and aluminum. I think our design team has done a wonderful job of populating all four collections with some very fresh looks that have broad appeal.

What place do you think woven furniture holds in the outdoor-living industry, alongside wrought iron, cast aluminum, wood, and other materials?

Flanders: I think it has proven itself to be one of the categories that is making a major impact—on specialty retail showroom floors and

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Patio & Hearth Products Report September/October 2010

in catalogs—across the country. When we were first pitching the outdoor-wicker concept years ago, retailers weren’t sure if it was a fad, whether or not it had staying power, and where it fit in the world of outdoor furniture. In the mid-to-late 1980s, the majority of outdoor furniture was sold as five-piece dining sets.

Now, the industry as a whole (and in particular, the woven category) has moved into the deep seating groups, and this has opened up many doors for wicker. Any industry survey that I have seen shows that at least 20% of all business consists of woven pieces. I knew it was just a matter of time until the public fell in love with the product.

What do you think the future holds for Lloyd/Flanders and the woven category?

Flanders: I think it will remain a substantial part of the casual-furniture mix for the foreseeable future. I’ve been thinking for years that the supply chain might shrink because practically every manufacturer feels that it has to be in the woven category, even if its traditional strength is teak, wrought iron, or cast aluminum. I have come to realize that while the category may shrink over time, the basic concept—the meat of the woven product, which we feel Lloyd/Flanders addresses—will continue to thrive.

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TURN

Leading the Way Kalamazoo Outdoor Gourmet’s dazzling array of premium products and services has made it a leader in the outdoor-kitchen industry.

by CHERYL DANGEL CULLEN

Above: Kalamazoo Outdoor Gourmet’s modular system of cabinets features a seamless rain gutter around every door and drawer opening, which will keep the interior clean and dry regardless of the weather.

Top Right: Kalamazoo Outdoor Gourmet’s K900 Hybrid Fire grill allows users to cook with any combination of charcoal, wood, and gas.

k

alamazoo Outdoor Gourmet has a history dating back to 1906. Despite its age, it is a surprisingly hip, forward-thinking company in all it does, from product development to the way that it approaches social marketing.

Kalamazoo Outdoor Gourmet started as a sheetmetal–fabrication company in Kalamazoo, Michigan, building equipment for the dairy-processing and pharmaceutical industries. Pete Georgiadis, president of the company (now headquartered in Chicago, Illinois), says, “That may not sound relevant to what we do today, but if you talk about the dairy standard to anyone familiar with welding, you are likely to learn of the exceptional skill required of fabricators in this industry. It’s one of the highest standards in welding.”

In the 1990s, the company translated these skills into building high-performance, high-quality grills with seamless welds. Subsequently, it invented a new category: hybrid grills. “Our grills were the first to cook with any combination of charcoal, wood, and gas,” Georgiadis says.

Later, Kalamazoo Outdoor Gourmet focused on the outdoor kitchen, creating a weathertight outdoor-kitchen cabinet. The company’s modular system of cabinets features a seamless rain gutter around every door and drawer opening. “This requires painstaking fabrication techniques, but the rewards to the homeowner are well worth it,” Georgiadis says. “A Kalamazoo outdoor kitchen keeps items clean and dry, no matter what Mother Nature has to say about it, and the homeowner can even hose the kitchen clean without emptying it.”

AGGRESSIVE PRODUCT DEVELOPMENT The economy might be sluggish, but there is nothing remotely sluggish about the company, which has launched more new products in 2010 than ever in its his40

Patio & Hearth Products Report September/October 2010

tory. Its Hybrid Fire grills received a complete overhaul, making it easier than ever to switch between gas and charcoal or wood cooking.

The Hybrid Fire grilling drawer system was redesigned for better performance, and a spring system was added to help raise and lower the hood. “We are proud to have the heaviest hood in the industry—a sign of our quality—but we can now offer a more effortless cooking experience, thanks to 50-pound springs hidden beneath the grill,” Georgiadis notes.

Also new is the Artisan Fire pizza oven, which “represents a radical new approach to engineering a pizza oven,” Georgiadis says. Independently controlled burners are positioned for crisping the crust and for browning the toppings. Cooks balance these two heat sources according to their needs, for a variety of pizza styles and tastes. The new oven is ready to cook just 20 minutes after being fired, and it turns out a thin-crust pizza in just three minutes.

Kalamazoo Outdoor Gourmet has also pioneered a new approach to warm-food storage. “Warming drawers are a popular feature in today’s outdoor kitchen, but they have a scant two–cubic-foot capacity. It can be a challenge to keep a variety of food sizes and shapes warm and ready for serving. We have, instead, designed a warming cabinet. The cabinet offers a full 4.7 cubic feet of warm-food storage on multiple adjustable shelves, which glide in and out of the cabinet for easy access,” Georgiadis explains.

This year marked the debut of Kalamazoo Outdoor Gourmet’s full cabinet-line redesign, featuring a clean aesthetic of full-overlay doors and drawers. “The redesign was also a boon to installers, reducing installation time by 30%—and that improvement is over our line, which already offered the fastest installation in the industry,” Georgiadis says, attributing all this dynamic product development to his staff.

He adds, “We have a talented design team and a dedicated group of craftspeople who can build just about anything. If we see an opportunity to improve the outdoor-cooking experience, we go after it with all of our resources.”

Setting Kalamazoo Outdoor Gourmet apart from other manufacturers might be the staff’s enthusiasm for

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cooking. “Take a look at our GourmetPatio.com blog.

That food is created by our head of product development. When you have a passion for cooking so deeply ingrained in the product-development team, you can design some very distinctive products,” Georgiadis explains.

SOCIAL MARKETING

As times change, so will Kalamazoo Outdoor Gourmet. Already, changes are taking place, and Kalamazoo Outdoor Gourmet is adapting to them. As Georgiadis explains, “We’re seeing a bigger focus on people spending quality time with friends and family.

The outdoor kitchen is becoming the new social hub of the home.”

He adds, “Consumers’ backyards, and their outdoor kitchens and living spaces, are their new favorite resorts. They are places where they can go to get away from it all, relax, and truly enjoy the outdoors, while all their indoor comforts—such as a favorite

SIMPLE TO

wine or snack—are close at hand.”

Georgiadis continues, “Consumers are becoming more adventurous in their outdoor cooking. They want products that are going to give them the ability to experiment with their food. That’s why there has been such a big response to our Hybrid Fire grills. They outsell our gas-only grills by 11 to one.”

In turn, Kalamazoo Outdoor Gourmet promises to continue to be the leader in innovation, quality, and service. Georgiadis says, “Kalamazoo will continue to leverage our passion and exclusive focus on outdoor cooking and entertaining to create products that make the outdoor kitchen even easier to use and more enjoyable.”

C L E A N.

S I M P LY B E A U T I F U L.

WEARING MANY HATS This innovative marketing approach certainly sets Kalamazoo Outdoor Gourmet apart from the competition, but Georgiadis says that the company’s differentiators are quality, innovation, and performance. He says, “Check out our list of firsts: the first hybrid grills; the first stainless-steel grills with an offset smoker box; the first system of weathertight cabinetry; the first outdoor refrigeration with forced-air cooling; the first countertop pizza oven that matches and exceeds the performance of a large, built-in, wood-fired oven; and the first manufacturer that helps homeowners design their outdoor kitchens.”

He continues, “We are passionate about outdoor cooking and entertaining, and we are dedicated to delivering the best experiences to our customers.

We have evolved into a one-stop solution to building the ultimate outdoor kitchen, with the broadest selection and highest performance available.”

Having so many products in the Kalamazoo Outdoor Gourmet kitchen raises a question: Can the company make them all equally well? “We stick to what we are great at and don’t build something if we can’t make it the best on the market. A clear example of this is our refrigeration. It is the best on the market, but it is built for us by Perlick Corp. in Milwaukee, Wisconsin. Through this partnership, we are able to offer more than 25 different outdoor refrigeration units, including the only outdoor freezer available,” Georgiadis states.

Sunbrella® is a registered trademark of Glen Raven, Inc. Richard Frinier chair by Century Furniture LLC.

Blogging might be common, but it’s not yet the norm throughout the patio/hearth industry. Nonetheless, it is part of the marketing mix at Kalamazoo Outdoor Gourmet. At the crux of the marketing effort is the company’s website, www.Kalamazoo Gourmet.com. “The way the website is constructed helps our clients with their decision making because they walk away with an encyclopedic knowledge of what we offer and how our products are different,” Georgiadis says.

The blog at www.GourmetPatio.com helps those interested in outdoor cooking and entertaining enjoy it more, as the blog is packed with recipes, cooking tips, and equipment-care pointers.

“These are all valuable pieces of information that enrich the way blog visitors live,” Georgiadis says.

Kalamazoo Outdoor Gourmet uses Facebook and LinkedIn as vehicles to convey timely announcements and information to a targeted group of people. LinkedIn is used to help stay in constant contact with professionals in the design field. You’ll even find videos

by Kalamazoo Outdoor Gourmet on YouTube.

CHANGING WITH THE TIMES

Its beauty, undeniable. Its cleanability, unmatched. Sunbrella® performance fabrics set the standard for ease of cleaning. Your customers will no longer have to worry about spills, or stains in any room—indoors or out. Insist on Sunbrella with hundreds of fade-proof colors, patterns and textures, all backed by a 5-year warranty. For more information, call Glen Raven Customer Service at 336.221.2211 or visit www.sunbrella.com.

OUTDOOR FURNITURE - INDOOR FURNITURE - WINDOW TREATMENTS - AWNINGS - UMBRELLAS

Circle Reader Service No. 41

September/October 2010 Patio & Hearth Products Report

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I N N O VAT I O N

Hearth & Home Technologies continues to gain market share with its strong, distinctive brands. by CHERYL DANGEL CULLEN

bold brands h

earth & Home Technologies has such an impressively long list of top brand names that it might be hard to believe that they can all coexist under one roof. There they are, nonetheless— Heatilator, Heat & Glo, Harman, Quadra-Fire, Outdoor Lifestyles, Mantels & Surrounds by Fireside Furnishings, Fireside Hearth & Home, Eco-Choice by Heatilator, and Simplifyre—all headquartered at Hearth & Home Technologies’ home base in Lakeville, Minnesota.

John Shimek, senior vice president of North American dealer sales, says, “It is not always an easy job, managing them all.” He notes that the brands are so successful (and able to remain distinctive) based largely on each individual brand’s personality; this is particularly true of the four major brands of Heatilator, Heat & Glo, Harman, and QuadraFire. “Our dealers identify strongly with our brands. Keeping those brand personalities intact is of utmost importance to us,” Shimek says.

“We’ve grown by acquisitions, and as long as we’re clear on the essence of the brands and the entrepreneurial personality that founded them, we can’t get off track,” he adds. “Keeping the founders of the individual brands engaged in the business and building on the entrepreneurial spirit they bring to the table are very important.”

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Patio & Hearth Products Report September/October 2010

Top: The award-winning Solaris™ by Heat & Glo® is the world’s only see-through, circular direct-vent gas fireplace. Available in two models, it is also the world’s thinnest seethrough circular fireplace.

Bottom: The Quadra-Fire EDGE™ 60 is the only zero-clearance pellet fireplace available.

This attractive fireplace comes with a choice of fronts, from traditional to modern.

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The primary message with the EDGE 60 is green, and now pellet hearth systems can go anywhere—even the city.

ALL YOU NEED Having a large family of brands definitely has its advantages. While sales within the builder market have softened with the economy, retail sales are picking up the slack. A big advantage is that the company is a one-stop shop, with a very focused approach. “We have everything you need to be a successful hearth partner, whether you are a dealer, builder, or distributor,” Shimek says.

Heat & Glo recently introduced the Solaris, a modern-style, circular direct-vent gas fireplace. “It offers a one-of-a-kind burn,” Shimek says. The unit is very thin—so thin, in fact, that it can be installed into a 2x6-inch–framed wall. It has a unique, all-glass burner, which makes it basically invisible. “This is a product you build a room around,” Shimek says, adding that the Solaris appeals to high-end architects and consumers, and that it has generated a lot of excitement and energy since its introduction.

Also sparking interest is Quadra-Fire’s EDGE 60 fireplace, the first and only pellet fireplace on the market.

Launched in March 2009, it is offered with a modern design, taking pellet hearth systems into a whole new category. “The primary message with the EDGE 60 is green, and now pellet hearth systems can go anywhere—even the city,” Shimek explains, noting that the product is now on display in 200 dealerships across the country.

“The EDGE 60 is ideal for the environmentally aware consumer who wants a heating appliance that uses renewable fuel and heats efficiently,” he adds, noting that going green does carry a price tag.

“Consumers want to go green, but are only willing to pay 10% to 15% more to be green. The EDGE fits within that range,” he says.

MAKING FRIENDS With so many products to promote, Hearth & Home Technologies is making use of the Internet in its marketing efforts. In early 2010, the company redesigned its three main websites: Heatnglo.com, Fireplaces.com, and QuadraFire.com. Next up for site redesigns are Heatilator.com, Harmanstoves.com, and Fireside.com.

The company is also starting to talk directly with its consumers via social-networking sites like Twitter and Facebook, and it is currently recruiting a socialmedia expert. “It is really about listening to what consumers are saying about your products,” Shimek explains, adding that like face-to-face communication, online communication needs to provide consumers with information that they want and can use.

“You need to engage consumers who are talking about your products online and provide the information they want promptly,” he says.

Twitter, Facebook, and blogging are some of the social-media tactics that Shimek plans to employ.

“We’ll do whatever we need to do to listen to consumers, engage the audience, resolve problems, and get them the information they need. At the end of the day, e-marketing is all about driving leads to our dealers,” he says.

Shimek admits that the social-marketing arena is new territory. He says, “It is a powerful new vehicle for marketing and communicat-

Heat & Glo’s slim Metro 32 gas fireplace makes a bold statement in contemporary settings.

ing. I don’t think anyone in the industry is doing it particularly well yet.”

Communication with both consumers and dealers is a priority for Hearth & Home

Technologies. “We will spend the balance of 2010 and 2011 making improvements for our trade-channel partners,” Shimek says. “We are going to expend a lot of energy mak-

ing it easier to do business with us. Product innovation, program innovation, e-innovation, and giving the dealers the tools they need—these are our priorities.”

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Circle Reader Service No. 43

September/October 2010 Patio & Hearth Products Report

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Enviro’s new pellet stove has received glowing reviews in the hearth industry.

Sales Up Heat

by KIMBERLY RODGERS

Hearth manufacturer Enviro, a division of Sherwood Industries, not only has remained competitive, but is thriving, even in this challenging economic environment. Skillfully combining high quality with innovative design and technology, Enviro (Saanichton, British Columbia) continues to be a standout in the home-heating industry, with a full product line of gas, wood, and pellet stoves, fireplaces, and fireplace inserts.

Enviro has long been recognized as an innovative North American pellet-stove manufacturer; the 2009 launch of its newest pellet product, the M55 multifuel stove, has also contributed greatly to the company’s continued success. It is currently Enviro’s biggest seller. “The M55 brings the pelletstove industry to a level never seen before,” according to Alan Murphy, Enviro’s international sales and marketing manager.

The M55 family of products—which includes a steel freestanding stove, a castiron freestanding stove, and a soon-to-belaunched cast-iron fireplace insert—addresses many of the concerns that consumers have expressed in the past about owning a pellet-fueled heating appliance. Chief among those apprehensions have been the quality 44

Patio & Hearth Products Report September/October 2010

and availability of fuel, since the use of a lower-grade pellet produces more ash. For typical stoves, this ash buildup not only impedes airflow, but also makes more frequent cleaning necessary.

PELLET-STOVE ADVANCES “Some of the stoves on the market today are not able to handle pellets with higher ash content,” Murphy says. “The reason the M55 is so successful is that it really does not matter what quality of wood pellets you use in it—because the stove actively manages the waste byproducts of combustion.”

The patent-pending technology of the M55’s low-maintenance burner features an agitator rod in the burn pot. This breaks up any clinker or ash that forms and physically

Upper right: The Westgate DV62 is one of the most advanced gas fireplaces available on the market.

Upper left: Enviro's Boston, a wood-burning insert in cast iron, represents a value-driven product.

Lower left: The Enviro E20 gas insert features a large viewing area.

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For the past five years, for all three of our fuel types, we have put significant investment into new “products and improved products. That has been our main focus. We feel that making good, reliable products is what will bring us forward, into the future, because those products are what our retailers and dealers really want and desire.

”

moves it to the outside of the burn pot, dropping it into the ash pan. This advance greatly lengthens the intervals between cleanings, and that’s a huge benefit for a pellet-stove owner.

For various reasons, including the downturn in new housing construction and the resulting reduced availability of sawdust, the quality of pellets coming out of mills today varies greatly.

Murphy says, “Sometimes, you can find really good fuel; then go to another supplier, and it will be a lower-end product. The nice feature about the M55 is that it doesn’t care what kind of pellets you throw at it.”

He explains that this is because the M55’s active management of combustion byproducts lets it handle higher-ash fuels well. “With the touch of a button on the circuit board, you can change the fuel type, using premium pellets, standard pellets, or even alternative fuels like corn, wheat, or grass—so it’s incredibly versatile.

For ease of use, the M55 is a step forward in the pellet industry,” Murphy says.

ECONOMY AND ENVIRONMENT For most homeowners, Murphy believes, the primary motivation to purchase a pellet stove is financial. “Pellet-stove sales have increased dramatically because the prices of the established fuel sources, such as oil, have gone through the roof,” he says. “When oil was $43 a barrel, pellet-stove sales were good, but when oil hit $140 a barrel, pellet-stove sales went off the charts. Oil prices are the main reason people purchase a pellet stove.” With the per-barrel cost of oil now hovering around $75, alternative heating-fuel sources such as pellets remain very attractive.

The environmental benefits of using pelletfueled appliances are well established.

According to the U.S. Department of Energy, pellet stoves are among the cleanest residential heating appliances that burn solid fuel. Pellets, as a renewable source of energy, are made from materials that might otherwise end up in landfills. Federal tax credits may also be available to consumers who purchase energy-efficient products, including pellet stoves.

“Becoming environmentally friendly is certainly a consideration in a pellet-stove purchase,” Murphy says. “People want to get off oil and purchase a fuel that is locally grown, so they are employing local people who make a fuel that is independent of oil imports and is renewable.”

bring us forward, into the future, because those products are what our retailers and dealers really want and desire.”

As regulations on hearth products continue to grow at all governmental levels, many hearth manufacturers are under increasing pressure to comply with new standards and rules.

“Government regulation has certainly had an influence on our industry. It’s a challenge—but not an insurmountable challenge, when we are given enough time to react,” Murphy says.

As the hearth industry moves forward, Murphy believes, consumers will continue to look for products that give them the greatest value for their money. “This will be the most

important thing, as we work our way through this recession,” he says.

To meet this ever-growing consumer trend, Enviro recently introduced a gas insert (called the E20) and expanded its wood-burning line to include a cast-iron insert, the Boston. ”They are both very competitively priced, good products,” Murphy says.

Pleasing aesthetics, particularly in gas products, will also be important to the buying public.

Murphy explains, “We are really becoming more like the furniture industry because a hearth product is a piece of furniture in the house, as well as serving as a heating appliance—both features are of equal importance.”

Keep the cold air out, and the cool look in!

EXHAUSTO introduces

FIREPLACE DRAFT DAMPER SYSTEM (FDDS)

for gas fireplaces

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THE FUTURE Since 1989, Sherwood Industries (which also includes the Westgate and Vistaflame brands) has led the market with innovative products and technologies that continually set new standards in the industry. “Our biggest drives are product development and improvement,” Murphy says.

He adds, “For the past five years, for all three of our fuel types, we have put significant investment into new products and improved products. That has been our main focus. We feel that making good, reliable products is what will

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casual market R O U N D U P

Good Times Again

by CAROL DAUS

photography by BRIDGET MONTGOMERY

S

ince retailer traffic was down at last year’s Chicago International Casual Furniture & Accessories Market, exhibitors were expecting more of the same this year due to the struggling economy. We’re happy to report that this year’s turnout exceeded expectations, as retail buyers and designers showed up in droves to buy and to observe trend directions. Many manufacturers reported that purchases were up from last year and that they expect this positive mood to continue in the months ahead.

Pictured here are some of the influential leaders in the industry, who displayed an incredible range of outdoor-living products at this year’s show. These manufacturers recognize the importance of offering retailers variety, innovation, and superior customer service. Given their expanded product lines, they have been particularly responsive to the consumer’s need for value. Patio & Hearth Products Report is proud to recognize these individuals and their companies for making the show a success and for continuing to offer some of the best products in the marketplace.

The HammockSource Reid Roney

Alfresco Home Joseph Cilio

Couristan Steve Codella

Palm Springs Rattan & Garden Classics Tami Newton

International Casual Furnishings Association Joe Logan (left) and Tony Ramos

Summerset Outdoor Living Tony Rodriguez (left) and Dustin Caruso

46 Patio & Hearth Products Report September/October 2010

Sunbrella by Glen Raven Sue Rich (left) and Heather Ezrine

Telescope Casual Bill Vanderminden (left) and Henry Vanderminden

Protégé Casual From left: Jerry Sonenberg, Mike Mallory, and Vaskin Jakarsezian

California Outdoor Concepts Clint Blevins

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Two Dogs Designs for Outdoor Living Debbie Whitehead (left) and Sharon DeFelice

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Casual Creations Scott Coogan (left) and Arthur James

Kingsley-Bate Clay Kingsley

Outdoor Lifestyle Virginia Hamilton and Fred Isle

Mallin Casual Furniture Brenda Pereyda and Merv Conn

Galtech Jeff Leisen

Gensun Casual Living From left: Sherry Cai, Jan Trinkley, and Lisa Zhou

NorthCape International Kim Golson and Tom Murray

303 Products Fred J. Scuncio

Oxford Garden Randy Meek (left) and Hi Lopesilvero

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casual market R O U N D U P

Treasure Garden Jeff Dorough

Homecrest Mark Fillhouer and Kelly McComb

South Sea Rattan Jacob Kuo and Sandra Marion

OW Lee Terri Rogers

Peak Season Tim LeRoy

Agio Bob Gaylord

FiberBuilt Umbrellas Amy Forseth TUUCI From left: Jennifer Lutton, Ward Usmar, Curtis Leuenberger, and Julie Herndon

QuickDryFoam Victor Choi

Crest Foam William Hughes

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Gloster Furniture From left: Eric Parsons, Charles Vernon, and Braddan Johnson

Napoleon Products Ingrid Schroeter

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Protects floors and surfaces from scratches and water damage

What’s under your tree?

NEW FOR 2010!

™

THE

Christmas Tree STAND

THE CHRISTMAS TREE STAND MAT Q 30 inches round Q Reversible Q Prevents soak-through and scratches Q Easily cleaned Q Durable and long lasting Q Economical with great margins Q Attractive 16-count shipper/display

M AT

™

This flexible pad is composed of two non-woven fiber materials, separated by a patented barrier media that protects surfaces from scratches and water damage.

FLOOR

Countertop Display 24 Surface Savers per Display 4 Displays per Case Pack PLEASE RECYCLE RECICLAR POR FAVOR VEUILLEZ RECYCLER

MADE IN THE USA

Like The Christmas Tree Stand Mat™, The Holiday Surface Saver™ is a 10-inch round, reversible mat designed to protect furniture and surface areas from stains, mildew, watermarks and scratches left behind from holiday decorating and entertaining.

www.grillpad.com | 866.474.5572 Circle Reader Service No. 49

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Infrared Outdoor Patio Heater The Vintage series by Patio Comfort combines the classic and elegant design elements of old-world, handcrafted aluminum components integrated beautifully into the latest in safety-oriented, functional, high-performance, long-lasting comfort heating products. The Vintage heater is protected with an antique bronze polyurethane powder coating that is electrostatically applied. The textured finish and color are designed to complement and enhance your outdoor entertaining and dining areas. Contact: (949) 474-3070 or www.aeigrillsandheaters.com.

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Santa Cruz Elegance and simplicity come together in the Santa Cruz collection from Agio®.

Intricate new chair-back designs add a delicate touch to cast-aluminum seating, and the smoked-glass tabletop complements the natural earth-toned weather-resistant cushions. Contact: www.agio-usa.com.

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Royal Red Stripe Deluxe Cushioned Double Swing Classic and modern meet here, in one of the widest double swings available. The curvy, polished white-oak frame supports a pillowy seat of cottony-soft, all-weather DuraCord® fabric sandwiching an ample layer of polyester-fiberfill batting. Part of the new Hatteras Hammocks® Equestrian collection, the simple, elegant fabric pattern is based on rich, royal red, recalling an old-time jockey’s vest on race day.

Vinyl-coated steel cables bolster strength and add a distinctly modern, artful flourish. Contact: (800) 334-1078 or www.thehammocksource.com.

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Bottle Opener Built from 304 stainless steel, the bottle opener from Bull Outdoor Products comes complete with an opener and catch. The catch is removable to allow for easy cleanup. Bull Outdoor Products worked with its designers and production groups to make sure that installation is simple. This is a great addition to any outdoor-cooking or entertaining area.

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

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Big Green Egg Accessories Big Green Egg has launched a line of fun decorative-accessory items available in time for the holiday gift season. The new products include EGG-shaped salt/pepper shakers, tablecloth weights, and corn holders. There are also EGG-shaped citronella votives and filled ceramic candles.

The decorative-accessory collection is a part of a set of 27 new items being introduced to Big Green Egg dealers this fall. Contact: Jodi@biggreenegg.com.

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Sunbrella Flame Collection Sunbrella® has infused its furniture-fabric line with the new Flame collection, a grouping of warm, spicy fabrics ideal for a variety of furniture frames and styles. The fabrics include (from left) Darby Flame, Canvas Rust, Dupione Nectarine, Hendrix Clay, Emilio Nugget, Spectrum Sierra, and Carnegie Hearth. The Flame collection of Sunbrella furniture fabrics is available through Glen Raven. Contact: www.sunbrella.com.

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®

Get the Selkirk Advantage...

MAX! HE +LJK (IÀ FLHQF\ :RRGEXUQLQJ )LUHSODFH

Selkirk is the original innovator of prefabricated venting systems. Over 85 years of manufacturing expertise ensures our products, made from quality materials, have the tightest tolerances and we back that with the industry’s best lifetime warranty.

Insulated Chimney Systems

Stove Pipe

Direct Vent Pipe for Gas, Pellet, or Multi-Fuel

Flexible Aluminum Chimney Liners

Stainless Steel Chimney Liners

Pellet-Pipe

The Ultra-Temp® All-Fuel Chimney features a unique EOHQG RI PLQHUDO À EHU 6RO id Pack insulation which provides superior insulating value to blanket-type alternatives.

DSP® Double Wall Stove Pipe features a stainless steel inner liner & ¼” insulating air gap to allow only 6” clearance on all diameters. Saf-T Pipe® is a heavy duty single wall 24 gauge black pipe.

Direct-Temp® systems for use with Gas or Pellet Stoves. New Direct-Temp for Multi-Fuel Stoves features an AL29-4C Stainless inner liner for the best corrosion resistance available on the market.

)OH[L /LQHU® is a tough rip-resistant product built with a unique seaming process that allows an apSUR[ FRPSUHVVLRQ UD tio for increased strength, PD[LPXP Á H[LELOLW\ DQG smaller cartons.

Versa-Liner® is the most versatile stainless liner system around. Use high-end common components with HLWKHU ULJLG RU Á H[ OHQJWKV in between. An optional insulation wrap completes the job – the way you want it done.

VP Pellet Pipe® includes a 304 Stainless Steel inner liner and gasketed joint system. VP is available in either black or galvanized À QLVK 1RZ OLVWHG IRU RQO\ 1” clearance to combustibles

All Hearth Products Are Not Created Equal.

For complete information

1.800.992.VENT [8368] 1.888.SELKIRK [735.5475]

selkirkcorp.com

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PRODUCT

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New Family Cookbook From Holland Grill

Signature Series Bench The Signature 5-foot bench is a unique bench exclusive to Oxford Garden. It has a back panel that has been custom tailored to accept a wide panel, allowing for customized laser engraving of a company logo, image, illustration, or message in text.

This versatile bench can be used in a variety of settings. Handcrafted of shorea hardwood using mortise-and-tenon joinery, this bench will be a lasting addition to any landscape. Contact: (877) 866-3331 or www.oxfordgarden.com.

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SunBriteTV: Model 5510HD In an effort to expand its market reach, SunBriteTV recently introduced two new televisions to its all-weather outdoor-product line.

SunBriteTV’s high-end introduction is model 5510HD, which sports a 55-inch, 1,080-pixel full HD LCD screen with a refresh rate of 120 Hz. This television is ideal for homeowners who are looking for home-theater–quality viewing in their outdoor spaces (see page 64 for SunBriteTV’s other new product).

Contact: (866) 357-8688 or www.sunbritetv.com.

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After 25 years of wowing customers all over the country with the amazing food that comes off the Holland grill, the company decided to share these great recipes with everyone. Author Connie Barrow has collected over 350 tasty Holland recipes sent in by loyal customers and dealers, in addition to the company staff’s favorite recipes, and has put them in an attractive, hardcover three-ring book.

Barrow also tells the interesting rags-to-riches story of Brad Holland, the inventor of the Holland grill, and how he changed outdoor grilling forever.

Due for release in time for the holidays, the Holland cookbook is a must-have (retail price: $39.99). Look for its announcement on the company’s website, or make dealer inquiries by email. Contact: www.hollandgrill.com or Scott Warner at swarner@hollandgrill.com.

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Christmas Trees Can Help Green Your Bottom Line The number of Christmas trees that decorate homes and untold other locations during the holidays is truly staggering. As a retailer, you don’t have to sell Christmas trees to benefit financially from this favorite holiday tradition. This year, a new product from DiversiTech, called the Christmas Tree Stand MAT™, is going to solve one of the problems that holiday enthusiasts have wrestled with for years: how to keep the tree fresh, moist, and green for a number of weeks while avoiding water-stained floors or carpets from constant watering. This 30-inch, lightweight, long-lasting round tree-stand mat is something that no tree owner can afford to be without.

Its suggested retail price is $16.95 to $19.95. You will love the generous margins (50-plus points). Contact: (866) 474-5572 or www.grillpad.com.

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Florence Wicker Sling The Ledge From Valor Balancing seamless design with crisp profiles, the Ledge features a beautiful collection of three complementary finishes. Available in black, brushed nickel, and artisan patina, the Ledge is Valor’s latest addition to the highly successful Portrait series gas-fireplace family. Contact: www.valorfireplaces.com.

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Gensun has added wicker sling styles to the already-popular Florence collection.

Combining cast aluminum and woven wicker, these additions bring together beauty and comfort second to none. The high-back design of the dining chair, swivel rocker, and love-seat glider makes relaxation on your patio the choice of family and friends. The collection also offers swivel barstools and balcony stools, a chaise, and a wide variety of tables. Contact: www.gensuncasual.com.

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La Jolla Waterfall Firepit

AERO Market Umbrella

Fire and water do mix in the La Jolla waterfall firepit. Gleaned from the La Paz model, this new generation stands an ample 29 inches tall and fits perfectly on any patio.

Only the harmonious sound of streaming water surpasses its brilliant fire, unless you pick reflective glass; after that, all bets are off on which feature is more captivating.

Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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The ZipJack AERO market umbrella changed the look of the classic market umbrella forever. Its patented canopy design gives the umbrella distinctive styling, while crosswinds and updrafts pass right through the canopy’s venting system. Easy maintenance enhances its attractiveness. The ZipJack AERO market umbrella can help every specialty patio retailer stand out above the crowd.

Contact: (914) 592-2000 or sales@zipjack.com.

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Steak Station

Fireview by Elmira Stove Works

Steak Station® is the must-have grilling gadget this holiday season. Steak Station monitors four steaks at the same time, allowing those commanding the grill to cook multiple steaks confidently, each to the desired degree of doneness. An easy-to-read monitor allows for quick and easy evaluation of how much a steak has been cooked. The colorful probes measure from 115 to 170 degrees, indicating a complete spectrum of doneness. Contact: (800) 521-0505 or sales@companion-group.com.

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Earth’s Flame Earth’s Flame™ introduces a hybrid retrofit grate for wood-burning fireplaces that might rescue the traditional U.S. family fireplace. The Earth’s Flame wood-burning fireplace system is a cost-effective and essential solution for homeowners and the environment. The Earth’s Flame fireplace retrofit reduces wood-burning emissions up to 78%. Test results measured particulate emissions as low as 2.7 grams per kilogram, below the EPA’s phase 2 emissions level for the voluntary wood-burning fireplace program. This stainless-steel grate more than doubles the radiant heat from the fireplace (up to 115%), increases fireplace draft by 76%, and easily installs into most prefabricated and masonry wood-burning fireplaces. It’s because of these green attributes and innovative qualities that Earth’s Flame won the 2010 Vesta Green Award at HPBExpo. Contact: (888) 201-8805 or www.earthsflame.com.

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Dating back three generations, Elmira Stove Works has a rich connection to antique appliances rooted in the unique, wood-burning cooking experience of the company’s first product, the Fireview cookstove. Elmira offers the Fireview in three models, including the 36-inch, wood-burning model 1840; the 48-inch model 1842-0, with a second warmer on the right and a work surface above; and the 48-inch model 1842-G, with a second warmer and two 11,000-Btu propane burners on the right side. Inspired by designs from the 1800s, Elmira’s Fireview is the only wood-burning cookstove to offer a full complement of features, including the company’s trademark Fireview viewing door, a high-efficiency burn with secondary air and glass-wash features, antique or country styling, and optional propane side burners. Contact: (800) 295-8498 or www.elmirastoveworks.com.

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Mantis Louverless Surround

Empire’s Mantis—already the most efficient vented fireplace available—takes a stroll down the high-fashion runway with a new, clean surround with concealed louvers. Available in matte black and stainless steel, these all-metal surrounds perfectly frame the Mantis in-wall fireplace installation (hiding the system’s existing louvers, while still allowing full air circulation and heat distribution) and have a zero-clearance rating. At 43x32.5 inches, the louverless frame mimics the dimensions and aspect ratio of a modern flat-screen television. Contact: www.empirecomfort.com.

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PRODUCT

Lanai Deep Seating

firegear firegear L.L.C. designer Jarrett Bertoncin designed and implemented this dramatic fire effect for Mosaic, a popular nightspot located in Kansas City’s trendy Power & Light District. The firepit has a 6-foot interior diameter with a 12-foot exterior diameter. The heart of the system uses a 48-inch–diameter FireStar from firegear and a custom-built, wall-switch–controlled, intermittent pilot ignition system rated at 350,000 Btu. This is all covered with over 300 pounds of purple, tumbled crushed glass. Contact: (888) 220-4333 or www.firegearusa.com.

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Grand Terrace Wicker Sling Gensun’s Grand Terrace wicker sling collection combines beautifully detailed cast arms and legs with a custom-woven wicker seat, creating a striking and comfortable chair. The high-back design adds to the comfort, for a product that completes any outdoor room. The collection offers a

Agio® continues to lead the outdoor industry with beautiful new collections that are sure to add detail and polish to your customers’ outdoor rooms. The Lanai deep seating collection features deep-brown, all-weather–wicker table frames and seating accented with fade-resistant cushions in a bright, cheery floral-and-stripe combination. Contact: www.agio-usa.com.

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Sunbrella Dusk Collection Six new styles have been added to the Sunbrella® High Point collection of furniture fabrics. Referred to as the Dusk collection, the fabrics feature plum tones, as well as warm grays and greens for a soothing, modern appeal. The new fabrics include (from left) Charisma Dusk, Strata Linden, Flagship Cocoa, Bisbee Wren, Flagship Plum, and Allure Dusk.

They are available as cut yardage through Tri Vantage. Contact: www.trivantage.com.

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Estate dining chair, a swivel rocker, a love-seat glider, swivel barstools and balcony stools, and a chaise. Contact: www.gensuncasual.com.

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Bright, glossy white, incredibly smooth surfaces that recreate current teak designs are the benchmark feature of the new Estate collection from Gloster. With all the advantages of more contemporary materials and the aesthetic quality of timeless design, Estate adds a

Rio Birch Stripe Pillowtop Hammock Heightened back support never before felt even half this relaxing. Firm, appealingly wide, interwoven poly-filled pillows provide uncommon lumbar uplift even as they enhance cushiony hammock comfort. The earthy Rio Birch Stripe pattern in cottony-soft, all-weather DuraCord® fabric is the perfect complement to a lazy fall day, while South American cumaru-wood spreader bars further boost both looks and durability. The Hatteras Hammocks® Roman Arc® cypress hammock stand is sold separately. Contact: (800) 334-1078 or www.thehammocksource.com.

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classic (yet striking) look to any environment. Fusing traditional designs with a resilient coating guarantees low-maintenance style with longevity. Estate items are manufactured using kiln-dried mahogany timber and are handpainted with multiple coats of marine-grade paint to give a hard-wearing and durable outdoor finish. Contact: (888) 456-7837 or www.gloster.com.

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Tyler Retail For almost 30 years, Tyler has been delivering cost-effective solutions to retailers across North America. From the beginning, it has focused on improving profitability by enabling specialty retailers to make better buying and selling decisions. The Tyler solution set provides timely and accurate information about every area of a hearth and patio dealer’s business: sales performance, product installation and repairs, return on inventory investment, customer purchase history, product distribution, payroll, accounting, and consumer financing.

Contact: (800) 237-5913 or www.tylernet.com.

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New Gas Inserts by Heat & Glo Recently, Heat & Glo® updated its entire line of direct-vent gas inserts with the industry’s most advanced technology for realistic flames, glow, and lighting. Six model variations are available to suit any design style. The four metal inserts are the Grand-I35 and the Supreme-I30 (traditional style) and the Cosmo-I35 and I30 (contemporary style). The two FireBrick™ models are the Escape-I35FB and the Escape-I30FB. All of these new Heat & Glo inserts are designed for easy and quick installation, and they come standard with IntelliFire™ intermittent pilot ignition. They meet the most discriminating homeowner’s desire for comfort, beauty, and elegance.

Contact: heatnglo.com.

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Adirondack Made from Highwood’s next-generation synthetic wood material, the Highwood Adirondack collection is stylish and functional.

True year-round performance makes this the only furniture set you have to buy. Proudly handcrafted in the United States by Amish craftsmen, the Adirondack collection is ultralow maintenance and boasts an amazing wood look without upkeep. Regardless of the weather, it never splits, rots, warps, or cracks. All items in the collection fold for convenient storage.

Contact: inquiries@highwood-usa.com.

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Veronne Swivel Recliner

New for 2011: Ebel Inc. introduces the Veronne collection. This classic group features the first swivel recliner—a piece that truly redefines motion. Woven in a walnut color in a new, unique pattern and finished with a faux-woodgrain, painted-aluminum base, Veronne is sure to please any taste. This full collection includes a variety of dining and modular seating pieces that can be used to create the ideal seating arrangement. Contact: (904) 399-2777 or www.ebelinc.com.

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Infratech Comfort Heaters

New Contemporary Alternatives Burner Real-Fyre introduces the new Contemporary Alternatives burner, which allows you to place glass or gems directly on the burner. There’s no need for sand or vermiculite when using this specially engineered glass-and-gems system. It features stainless-steel construction, an on/off remote-ready valve system, easy access hidden controls, vented or vent-free certification, and a stylish look. It will be available soon in 18-, 24-, and 30-inch sizes. Contact: (800) 332-3973 or www.rhpeterson.com.

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Whether for work or recreation, Infratech Comfort heaters turn cold indoor and outdoor areas into comfortable, inviting spaces. The W-series heater incorporates a specially designed electric quartz heating element that produces safe, infrared radiant energy. Radiant energy is only absorbed by solid objects and is not wasted heating the air. The heater is suitable for ceiling-, wall-, or flush-mount installations, with minimal clearance required. Solid-state and analog controls are also available for intensity adjustment. Contact: www.infratech-usa.com.

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Kamado Joe’s Black Grill Kamado Joe’s new black grill carries all the same dimensions and features as its flagship red version. It includes a powder-coated cast-iron cart with locking casters, finished bamboo side shelves, and an ash tool. The black grill also offers the new teak-finished bamboo side shelves. All hardware is powder-coated galvanized steel or powder-coated stainless steel, providing years of protection against the elements. Contact: (678) 866-0642 or www.kamadojoe.com.

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ĆĄ ‡” ›‘—” …—•–‘Â?‡”• ƒ FOHDU ƒ†˜ƒÂ?–ƒ‰‡ ‘˜‡” ‘—–†ƒ–‡† Â?‡–ƒŽ –ƒÂ?Â?• ™‹–Š –Š‡ Ž‡ƒ” ‹‡™ …‘Â?’‘•‹–‡ ‰ƒ• …›Ž‹Â?†‡”Ǥ Čˆ Entertaining without surprises. Translucent cylinder ’”‘˜‹†‡• ˜‹•‹„Ž‡ ˆ—‡Ž ÂŽÂ‡Â˜Â‡ÂŽÇĄ •‘ –Š‡›ǯŽŽ Â?Â?‘™ ™Š‡Â? –‘ ”‡Ƥ ŽŽǤ

Čˆ Goodbye, rust stains. Corrosion-free, non-marring Â?ƒ–‡”‹ƒŽ Â?‡‡’• ’ƒ–‹‘• ƒÂ?† †‡…Â?• …Ž‡ƒÂ?Ǥ

Čˆ 5HÂż OOV DUH D EUHH]H Design is 50% lighter than steel, with ‡”‰‘Â?‘Â?‹… ŠƒÂ?†Ž‡ ƒÂ?† Â–Â‹Â’ÇŚÂ’Â”Â‘Â‘Âˆ ĆŞ ƒ– „ƒ•‡Ǥ

Čˆ Proven safety. ‹”‡nj–‡•–‡† †‡•‹‰Â? ™‹ŽŽ Â?‡˜‡” „—”•–Ǥ Čˆ 7ZR VL]HV Âż W DQ\ QHHG The Clear View 17 lb is perfect for home grilling, while the 11 lb ‹• ‹†‡ƒŽ ˆ‘” „‘ƒ–‹Â?‰ ‘” …ƒÂ?’‹Â?‰Ǥ

www.RagascoUSA.com 800.823.6677 Circle Reader Service No. 58

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Montebello The Dave Lennox Signature™ collection MontebelloŽ power-vent gas fireplace is an enhanced update of a classic bestseller. It allows vent configurations of up to 110 feet in length for the ultimate in installation versatility. The new models—with electronic ignition—include chimney adapters that convert the unit from 8-inch inner/11-inch outer direct-vent components to 4.5-inch/7.5-inch Secure Vent™ components. In addition to the convenience of gas (and a clean-face design that creates the classic beauty of a real masonry-built fireplace), the Montebello has a tall ceramic-glass opening that offers a perfect view of exquisitely detailed logs and burning embers while a powerful burner system provides tall, dancing flames. Contact: www.lennox.com.

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Secure Black Single-wall Stovepipe

Emory

The brand-new Secure Black™ single wall stovepipe (SW) is the latest offering in Security Chimneys’ stovepipe-connector line, which also features the double-wall (DL) product. This high-quality pipe has several distinct advantages, including a popular, low-luster matte-black finish that blends with most stoves for the most aesthetically attractive installation on the market. Installation is quick and easy with self-tapping screws, and the 24-gauge seam-welded construction ensures lasting durability. For more information on the Secure Black line and other Security Chimneys venting products, be sure to visit the company’s new website. Contact: www.securitychimneys.com.

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The Emory collection by Mallin Casual was introduced in 2009, and now, sling styles have been added to round out the collection.

The chairs and swivel rockers are designed to give you great comfort at the dining table. The frame is all aluminum, with Sunbrella® sling fabric, and is finished in one of the company’s new frame colors for 2010/2011. Contact: (800) 251-6537 or www.mallinfurniture.com.

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Legend G4 Introducing the latest addition to the Valor insert family, the Legend G4: Considered the big brother of Valor’s highly successful Legend G3 insert, the G4 is a synthesis of distinct design and efficient, radiant heating performance. Contact: www.valorfireplaces.com.

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MLW Stone, L.L.C., Introduces StacKIT Natural Stacked-stone Fireplace Kits This new product has the look and workmanship of authentic, natural stacked stone. Integrated with today’s innovative technology, it reduces significantly the cost of installation. Most natural stacked-stone fireplaces are cut and installed in individual pieces—but

StacKIT

surrounds are prefabricated into panels that are cut to standard fireplace-kit sizes and can be installed in minutes, just as you

would install a marble or granite surround. These kits are stocked in MLW’s three standard sizes and include a header, two legs, a riser, and a three-piece hearth; 6x24-inch interlocking panels, complete with corner pieces, are also available to accommodate raised hearths and wall applications. The product is available in two colors: Carden gold and multicolor. Contact: (800) 477-7665 Ext. 127.

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GD36MN Manhattan Direct-vent Fireplace

Square Is Hot at firegear Introducing the newest line of outdoor firepit burner systems in match-light and direct-spark versions: Each features the firegear firestar. The square, drop-in systems are available in a variety of sizes (12,14, 20, 26, 32, 38, and 50 inches). Constructed of 304 stainless steel, each unit comes complete with the firestar, flex connectors, and a key valve.

Contact: www.firegearusa.com.

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The chic, fashionable design of Napoleon’s new Manhattan™ direct-vent gas fireplace sets the mood for complete relaxation. The Manhattan features a sophisticated, clean-face front and a sparkling Topaz™ CRYSTALINE™ ember bed that complements the elegant, contemporary style. The Manhattan comes standard with Napoleon’s exclusive Stylo™ glass front, the Topaz CRYSTALINE ember bed, four CRYSTALITES™, and porcelain reflective radiant panels that echo the flames throughout the firebox. The Stylo decorative front—a designer’s dream—makes a perfect choice for a relaxing retreat in any room of the house. Contact: (800) 461-5581 or www.napoleonfireplaces.com.

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Cloud

Grid Lifter Big Green Egg has added a new grid lifter to its expanding accessory line. The patented grid lifter easily and safely grips and lifts porcelain and cast-iron grids.

This new tool is one of 27 new items being introduced to Big Green Egg dealers this fall. Other new tools include pork, poultry, and steak button thermometers; a jalapeño grill rack and corer set; and a rosewood-handled, three-piece grilling-tool set.

Contact: Jodi@biggreenegg.com.

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Santorini Seating Collection Cast in sturdy A356 aluminum, the Santorini seating collection blends strength with baroque motifs to create a comfortable combination. The Santorini seating collection includes an armchair, a swivel barstool, and a swivel rocker. All pieces come with Outdoor Lifestyle’s unique 15-year warranty on furniture frames, and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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Gloster is pleased to announce its new innovative modular unit, Cloud, created by Mark Gabbertas, a London-based designer. Consisting of 28 individual modular units, Cloud is designed and engineered to be left outside. The cushion cores are constructed of reticulated foam with a Dacron™ wrap and removable covers. Contact: (888) 456-7837 or www.gloster.com.

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Nova Ceilingmount Shade Solution The new Nova series from Shademaker is a truly unique design. It provides a commercial awning-grade shade solution within an existing architectural structure. Nova’s square canopy shape maximizes the shaded area, making it ideal for pergolas, arbors, gazebos, lanais, or any other existing structure that requires an overhead shade solution. The Nova features quick setup and easy operation, and it is easily detachable for storage.

Engineered for strength and durability, Shademaker products provide high-level functionality and long-term value. Shown is the Nova-27-S. Contact: (626) 338-8810 or www.shademakerusa.com.

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Aesthetically Pleasing Many people choose Infratech electric infrared heaters because of great looks.

The low-profile heaters and low clearance requirements allow the fixtures to blend into any environment seamlessly. Infratech heaters represent a good balance among efficiency, heating performance, and low visual impact.

Infratech heaters produce no harsh visible light or glare to spoil the mood or strain your eyes. They are UL approved for indoor and outdoor installations.

Contact: www.infratech-usa.com.

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Del Rio True outdoor furniture—the La Costa series, from California Outdoor Concepts—claims the most prominent place with the Del Rio. Its name (meaning to, from, or of the river) describes the Spanish influence that shapes the fire in this innovative coffee-table design. Sleek, modern, and mesmerizing are all words that will come to mind as you follow a meandering fire dancing atop polished granite hewn from mountains thousands of years old. The Del Rio completes the La Costa line and defines design by California Outdoor Concepts. Contact: (877) 274-6773 or www.californiaoutdoorconcepts.com.

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Hearthwarmer II Recently updated for the 2010 season, Big Woods Hearth Products’ Hearthwarmer II is a wood-burning insert designed to work in existing masonry and zero-clearance wood-burning fireboxes to provide an economical heat source. The Hearthwarmer, which can deliver up to 40,000 Btu, replaces the existing bar grate, providing a more elegant look in the firebox. Its customized door (the Legend) fully integrates the Hearthwarmer’s front grill into the bottom of the door, providing a beautiful insert package.

Contact: ross@bigwoodshearth.com or www.bigwoodshearth.com.

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Fireview by Elmira Stove Works

Dating back three generations, Elmira Stove Works has a rich connection to antique appliances rooted in the unique, wood-burning cooking experience of the company’s first product, the Fireview cookstove.

Elmira offers the Fireview in three models, including the 36-inch, wood-burning model 1840; the 48-inch model 1842-0, with a second warmer on the right and a work surface above; and the 48-inch model 1842-G, with a second warmer and two 11,000-Btu propane burners on the right side. Inspired by designs from the 1800s, Elmira’s Fireview is the only wood-burning cookstove to offer a full complement of features, including the company’s trademark Fireview viewing door, a high-efficiency burn with secondary air and glass-wash features, antique or country styling, and optional propane side burners. Contact: (800) 295-8498 or www.elmirastoveworks.com.

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Savoy

The Castor Island Small but mighty: This compact cabinet is a beautiful home for your ceramic cooker. The granite countertop has space on both sides of the grill for outdoor-cooking work. The storage area underneath the grill provides space for your charcoal, grill cover, utensils, or simply your massive array of spices. The mini will fit nicely on your boat dock, on your patio, or around the pool. Thanks to the four swiveling casters, the mini moves easily from place to place. Contact: (800) 624-6512 or www.selectoutdoorkitchens.com.

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The bold lines and strong angles of the Savoy make a statement in any setting. Constructed using dimensionally large lumber for a grand scale, this bench is substantial and elegant at the same time.

Handcrafted of shorea hardwood using mortise-and-tenon joinery, this bench is extremely sturdy and long lasting. Contact: (877) 866-3331 or www.oxfordgarden.com.

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Clear View LP Gas Tanks Offer your customers a clear advantage over outdated metal propane tanks with the Clear View composite LP gas cylinder. Clear View’s translucent design provides a visible fuel level and is 50% lighter than steel. Consumers love the ergonomic handle and tip-proof flat base, and its corrosion-free, nonmarring material keeps patios clean.

Contact: (800) 823-6677 or www.ragascousa.com.

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Firepits by Omega Mantels of Stone Omega Mantels of Stone introduces a line of lightweight stone firepits that will add elegance to any outdoor setting. The firepits are constructed of the same five different types of crushed stone used in Omega Mantels of Stone’s distinctive fireplace mantels. The only difference is that they are reinforced for outdoor use. The firepits can be customized for height, length, and depth. The openings can also be customized to accommodate any manufacturer’s firepit or gel fires. Contact: (877) 254-3965 or www.mantelsofstone.com.

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Porte Collection Ebel Inc. introduces an all new stackable collection for 2011. The Porte collection, available in both walnut and black weaves, has it all—with seating, dining, chaises, and bar-height pieces.

Virtually everything is this group is stackable (with the exception of the rocking chair). This ease of use makes it perfect for a contract setting, yet it is still comfortable enough for everyday enjoyment.

Contact: (904) 399-2777 or www.ebelinc.com.

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New Diamond Series Grill Performance, luxury, beauty, and innovation—all in one grill: Fire Magic is pleased to introduce the new Echelon Diamond series. Its contoured face panel, with rounded edges and mirrored highlights, hints at the exquisite craftsmanship under the grill hood. It features a state-of-the-art digital thermometer, a new and improved flavor-grid design, unique backlit safety knobs, a master safety switch, hot-surface ignition, interior lights, and much more. Contact: (800) 332-3973 or www.rhpeterson.com.

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SMART ERV Energy-recovery Ventilator SMART air & energy solutions™ is a collection of HVAC products designed to enhance comfort, improve indoor air quality, and save energy for homeowners. Today, everyone understands that we need to explore options for saving energy—while remaining comfortable in our homes. SMART air & energy solutions offers products designed to provide economical options while maximizing comfort. The newest addition to the SMART product lineup is the SMART ERV energy-recovery ventilator. This unit provides a fresh-air supply and humidity-control unit for residential housing. The unique poly wheel yields up to an industry-leading 80% heat-recovery efficiency, and the twin variable-speed fans allow the installer to adjust airflow from 50 to 240 cfm—so the single unit can be adjusted for a residence of almost any size. Contact: www.smartairandenergy.com.

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Rustic Timbers by Hargrove Rustic Timbers™ is the latest offering in Hargrove’s Vesta Award-winning Radiant Heat vented log series. Rustic Timbers further refines the company’s Radiant Riser™ technology, giving radiant-heating efficiency comparable to that of a vent-free log set while retaining the beauty and realism found only in Hargrove vented gas logs. Hargrove’s innovative new molding process reproduces the intricate textures of nature in ceramic fiber, creating a warm and inviting glow in the heart of the log set, with all the detail of Hargrove’s traditional refractory log sets. Rustic Timbers works with standard Hargrove vented burner systems, and is available in 21-inch through 36-inch sizes and in see-through configurations. Contact: (800) 725-4166 or www.hargrovegaslogs.com.

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Loft Multisided Burners Empire’s Loft multisided contemporary burners look great from any angle.

Designed for see-through and peninsula fireplaces, the unique Loft system features a 24-inch contemporary, linear burner mounted in a sleek, matte-black housing that is finished on three sides—with concealed controls. Install the burner as is or add a decorative accessory top (available in polished black and brushed stainless steel) or one of three styles of decorative fireglass. This distinctive Loft multisided contemporary burner installs in any certified vent-free firebox or masonry fireplace, or in a vented fireplace, to provide ambience without all the heat. Loft multisided contemporary burners are available in LP and natural-gas models. These burners operate manually or with an optional remote control or thermostat. Contact: www.empirecomfort.com.

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Hitzer Fireplace Inserts Built with Amish craftsmanship, Hitzer’s fireplace inserts are economically friendly and offer high heat output. Specific features include large-view firebox windows, 16 air baffles, two 110-cfm blowers, firebrick linings, damper-control systems, removable ash pans, and cast-iron firebox grates. Contact: (260) 589-8536 or www.hitzer.com.

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SunBriteTV: Model 3230HD In an effort to expand its market reach, SunBriteTV recently introduced two new televisions to its all-weather outdoor-product line.

Pictured here is model 3230HD, the company’s 32-inch HD LCD television.

This television is value engineered with SunBriteTV’s signature all-weather feature set and its outdoor-rated ASA plastic resin exterior. The result is a sleek, lighter-weight, lower-priced television that does not compromise the durability and quality that SunBriteTV customers have learned to trust (see page 52 for SunBriteTV’s other new product). Contact: (866) 357-8688 or www.sunbritetv.com.

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Majestic and Monessen 4x7 Horizontal Power Vent

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Smaller, lightweight, and easy to install, the 4x7 power vent features a low-profile exterior design for increased aesthetic appeal. Serviceable from the inside and outside of the building, it can vent up to 110 feet and up to six 90-degree turns, making it ideal for almost any application—from high rises and hotels to attics and basements. Contact: www.mhsc.com.

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Santorini Sectional Lounging Collection

New Green Fireplace System

Crafted in premium A356 aluminum, this collection aims to be more than another conventional sofa on steroids. Instead, the Santorini sectional lounging collection is a deep seated, baroque-inspired ensemble that places a premium on comfort and eye appeal. The collection features left arm, right arm, middle armless, and curved corner chair pieces, and it offers consumers a richly fashioned lounge ottoman (available in square or rectangular styles) as well. Each piece comes with Outdoor Lifestyle’s unique 15-year warranty on frames, and a five-year warranty on paint finishes in residential use. Contact: Virginia Hamilton at (800) 294-4758, virginiah@olfurniture.com, or www.olfurniture.com.

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Pacific Energy’s Alderlea T5 Insert The Alderlea cast-iron wood-stove collection has now expanded to include the new Alderlea T5 insert. The T5 insert features the signature Alderlea profile of rich metallic cast iron, the power of Pacific Energy’s number-one–selling steel firebox, clean-glass air-wash technology, and the industry’s leading limited lifetime warranty. Contact: www.pacificenergy.net or sales@pacificenergy.net.

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Earth’s Flame™ introduces a hybrid retrofit grate for wood-burning fireplaces that might rescue the traditional U.S. family fireplace. The Earth’s Flame wood-burning fireplace system is a cost-effective and essential solution for homeowners and the environment. The Earth’s Flame fireplace retrofit reduces wood-burning emissions up to 78%. Test results measured particulate emissions as low as 2.7 grams per kilogram, below the EPA’s phase 2 emissions level for the voluntary wood-burning fireplace program. This stainless-steel grate more than doubles the radiant heat from the fireplace (up to 115%), increases fireplace draft by 76%, and easily installs into most prefabricated and masonry wood-burning fireplaces. It’s because of these green attributes and innovative qualities that Earth’s Flame won the 2010 Vesta Green Award at HPBExpo. Contact: (888) 201-8805 or www.earthsflame.com.

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Clean-face Power-vent Termination Never before has venting-termination placement been more versatile. Town & Country’s clean-face power-vent termination is the first to offer zero-clearance installation next to soffits and under verandas, porches, decks, or balconies.

Fitting within a 14 3/8-inch–square wall opening and sitting flush with the outside wall, the power-vent termination can be painted any color to match the exterior—making the termination blend completely into the outside wall and virtually disappear. Contact: www.townandcountryfireplaces.com or sales@townandcountryfireplaces.net.

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Moistly Grilled It’s really quite amazing that such a basic concept, adding humidity to the grill, can make such a big difference. Moistly Grilled® is a two-piece, cast-iron vessel with a vented lid that goes into the grill and holds water–or any other flavored liquid–to add humidity to the grilling environment while food cooks. The result is succulence defined: quite simply the juiciest, most flavorful grilled meat you’ve ever experienced. Contact: (800) 521-0505 or sales@companion-group.com.

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New Garden Pavilion This introduction is in perfect timing with the megatrend favoring outdoor rooms. Treasure Garden’s 12x12-foot square pavilion features all-aluminum construction, an awning-grade fabric top, decorative corner draperies with tiebacks, and three choices of fabric sidewalls, as well as several innovative and exclusive features.

It’s smart, solid, and sophisticated.

Shown is the GP12120 in the bronze finish.

Contact: info@treasuregarden.com or www.treasuregarden.com.

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Baxter One of Classic Flame’s newest designs for the fall is the Baxter, an electric fireplace, wine cooler, and media console, all wrapped into one. The unit features two locking doors and an empire cherry finish. Storage on the left includes a stemware rack and an adjustable shelf, and the right side’s storage area holds 18 bottles of wine. The wine cooler features a dual-zone thermoelectric cooler. Contact: (866) 661-1218 or www.classicflame.com.

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Quadra-Fire’s Voyageur RECRUITMENT OPPORTUNITY

SOUTH SEA RATTAN, leader in Casual Indoor and Outdoor Wicker and Rattan Products, is looking for Professional Representation in Key Areas (Western USA and some Key East Coast Territories). If you are a professional in the Casual Outdoor Industry, please contact Sandra Marion at Sandra@southsearattan.com.

The Voyageur is a flush-hearth cast wood-burning insert, so neither additional space nor a hearth extension is needed. Featuring elegant lines, the insert allows the fire to be enjoyed through the large and unobstructed viewing area. With the famous quad burn, the Voyageur provides powerful performance, efficiently, throughout the home. Homeowners will enjoy load, light, and live convenience with Quadra-Fire’s exclusive advanced combustion control technology. The new Voyageur will bring warmth and beauty to any room. Contact: quadrafire.com.

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Tyler Retail Several years ago, Tyler pioneered technology called TylerNet to enhance the growth and profitability of retailers such as hearth and patio dealers. This was accomplished by lowering the upfront and ongoing costs associated with automating a retail business, while providing software to control inventory, improve sales performance, and reduce overhead. Contact: (800) 237-5913 or www.tylernet.com.

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Trinidad The Trinidad collection by Mallin Casual uses vibrant color and eye-catching design, and it is expertly designed for maximum relaxation. Select the pieces that complement your lifestyle: sofa, love seat, swivel club chair, and coffee and end tables, for inside or outdoors. Dining pieces are also available. Contact: (800) 251-6537 or www.mallinfurniture.com.

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Automated Tiki-torch Lighting System Enjoy the convenience of a remote-control lighting system for commercial or residential gas tiki torches. With the push of a button, this exclusive technology ignites torches in any weather, automatically relights them if they are extinguished by wind, and can be retrofitted to existing torches or added to any torch order. Contact: www.buytikitorches.com.

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Shade, Safety, and Fun, All in One

Vent Hood Bull Outdoor Products’ new vent hood is designed to work with most of the company’s built-in grills. Built from solid 304 stainless steel, this unit (36 inches wide and 32 inches deep) is loaded with features. Twin internal sealed motors drive 1,250 cfm of ventilation power. The vent hood comes with twin halogen lights and commercial-grade stainless-steel baffle filters. An interchangeable discharge makes installation simple and allows for a wide variety of applications. Contact: (800) 521-2855 or www.bullbbq.com.

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ZipJack Custom Umbrellas introduces a new line of patio umbrellas designed to provide colorful, shaded play spaces for youngsters. KidBrellas are a great way to protect kids from the sun. KidBrellas easily convert from table umbrella to play space and feature bright, bold silkscreened animal illustrations with extended side panels that provide extra coverage. Contact: (914) 592-2000, sales@zipjack.com, or www.zipjack.com.

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Holland Classic Series Outdoor-kitchen Island If you’ve never tasted a Holland-grilled turkey, you owe it to yourself to try one as soon as you can. There is absolutely no tastier, easier way to prepare a turkey than on a Holland—and why not serve it from one of the company’s new outdoor island kitchens? There are two models: a five-foot cabinet with single door (HC5) and the popular, affordable six-foot cabinet with a five-foot attachable bar, double doors, and a storage drawer (HC6-5B). Dealers love the fact that the company keeps these two models in stock and ready to ship—there’s no waiting eight to 10 weeks for construction. Help your customers expand their living space with either of these two islands and make this holiday’s entertaining something special. For more information, visit the company’s website; for dealer inquiries, email Scott Warner.

Contact: www.hollandgrill.com or Scott Warner at swarner@hollandgrill.com.

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Breckwell’s Mahogany Wood Stove Stellar Images Linear Big Woods Hearth Products’ new Stellar Images linear is one of the most stunning contemporary gas fireplaces on the marketplace. The Stellar Images linear features mirrored-ceramic logs and lights that accent the glass edges, whether the fire is burning or not. It also incorporates a mirrored-back firebox and a reverse-trapezoid firebox shape, allowing for dramatic reflections of the flames. The Stellar Images linear is AFUE rated and is capable of generating 18,000 to 35,000 Btu. Contact: ross@bigwoodshearth.com or www.stellarhearth.com.

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This highly efficient, innovative, attractive, noncatalytic, durable stove has even more going for it than first meets the eye. It produces up to 37,000 Btu, heats 1,800 square feet, and provides nine hours of burn time. Breckwell has integrated the best in wood-burning technology, modern features, and updated styling in crafting a stove that is highly beneficial to both dealers and consumers.

This is the most versatile wood stove available. The unique design provides you with an unusual degree of flexibility; the stove can be used as an insert in virtually any fireplace and as a freestanding stove, either on solid cast legs or on one of three pedestals—including one with ample log storage and a sliding/tuck-away door. No additional parts are required. In addition, the unique four-way radiant and convection air heat system ensures consistent, efficient, and rapid heat distribution. This advanced design channels and concentrates the radiant and convection heat and airflow to the front of the stove, which maximizes the temperature, while the internal secondary air system concentrates fire-chamber heat forward to help keep the glass clean. The optional, special Crossflow blower fits on both the freestanding and insert configurations.

Breckwell has been proudly designing and manufacturing wood stoves in the United States since 1980. Contact: (866) 606-8444 or www.breckwell.com.

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Firepits by Omega Mantels of Stone Omega Mantels of Stone introduces a line of lightweight stone firepits that will add elegance to any outdoor setting. The firepits are constructed of the same five different types of crushed stone used in Omega Mantels of Stone’s distinctive fireplace mantels. The only difference is that they are reinforced for outdoor use. The firepits can be customized for height, length, and depth. The openings can also be customized to accommodate any manufacturer’s firepit or gel fires.

Contact: (877) 254-3965 or www.mantelsofstone.com.

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Double-wall Stovepipe Selkirk announces a double-wall stovepipe with professional features, offered exclusively to the hearth market. Model DCC double-wall stovepipe is UL/cUL

listed as a connector pipe between a wood stove and chimney. The smooth lines of the black outer wall allow for slip connectors and easy installation. Selkirk received favorable feedback on this product line at HPBExpo in Reno, Nevada. Since that time, Selkirk has gone back and listed DCC for 6-inch clearance on all diameters and in all installation configurations—giving DCC the closest clearance of all stovepipes on the market. Selkirk has also gained the cUL S-641 listing for sales of DCC in Canada. DCC double-wall stovepipe is now in stock at the company’s Turners Falls, Massachusetts, and Prescott, Ontario, distribution centers, so place orders now for combined shipment with your existing orders for chimney and venting products. Contact: (800) 443-6341 (United States) or (888) SELKIRK/735-5475 (Canada).

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Hitzer 30-95 EZ-Flo Hopper Stove PRODUCT

The Hitzer 30-95 EZ-Flo hopper stove is an outstandingly efficient and convenient heating source. With a 30-pound hopper, this stove has extended long burns and produces over 60,000 Btu of evenly warm temperatures. The advanced technology of a removable hopper is an added convenience of this top-choice stove. Like all Hitzer stoves, the 30-95 is thermostatically controlled, and it provides heating without electricity. With heating capabilities of up to 2,000 square feet, the EZ-Flo meets your heating needs, as well as providing beauty and charm for one’s home. The full-view firebox window allows easy viewing that creates cozy, warm relaxation. With a stove color to match your home, the Hitzer 30-95 will decorate your home, produce cost-efficient heat, and create a warm and soothing environment. Contact: (260) 589-8536 or www.hitzer.com.

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Studio The Studio collection from Highwood delivers contemporary design with convenient features that work perfectly in a residential or commercial setting. Highwood’s synthetic wood combines perfectly with crafted aluminum in an ultralow-maintenance package that fits the modern lifestyle. The synthetic wood never fades, warps, cracks, or needs painting/staining. The chairs are stackable for easy storage, and sturdy aluminum provides durability and strength. Contact: inquiries@highwood-usa.com.

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GT5138 Breathe A newer, sleeker update of an all-time best seller, Erwin and Sons’ new Breathe collection features 15 beautiful pieces at value-added pricing. The group includes sofas, love seats, gliders, rockers, swivel gliding chairs, chaises, and dining groups. Square-back transitional styling; roomy, flat-weave arms; and open-air, lattice-weave accents evoke leisure at its best.

The collection is available in an array of finishes, with plush Leisureluxe™ Supreme Comfort cushions in over 200 fabrics from Sunbrella®, Outdura®, and others. Contact: www.erwinandsons.com.

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Citadel II: Tallest Certified Fireplace in the Industry It isn’t often that a product offers looks, features, performance, and quality at a level to lead an entire industry in virtually every category. Design Dynamics™ introduces the new Citadel radiant direct-vent fireplace: a rare hybrid of modern innovation with an elegant and traditional masonry design. Contact: (866)328-4537 or www.fmiproducts.com.

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Napoleon’s New Casual-furniture Line

Lightweight Bubbler Rocks

Napoleon® has added a new, premium casual-furniture collection to its product line. The collection consists of 10 unique sets: dining, lounges, chairs, ottomans, sofas, love seats, and a bar dining set. With high, cushioned-back seating; oversized ottomans; and sturdy coffee and side tables, Napoleon’s casual-furniture sets provide a sophisticated, luxurious comfort that anyone would be proud to show off; Napoleon’s casual furniture is made from high-performance WEATHER-GUARD™ fabrics and cast-aluminum frames designed to weather the elements, as well as premium wicker. Contact: (888) 726-2220 or www.napoleongrills.com.

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Hargrove Manufacturing Corp. introduces Eternal Springs Waterscapes, a line of fine-quality, lightweight-concrete bubbler rocks and pondless water-feature kits designed for simple installation by consumers or professional installers. Bubbler rocks are available in six styles/sizes and three colors, with rigid-basin or soft-liner pond kits available in two standard sizes.

Contact: (800) 725-4166 or www.hargroveoutdoor.com.

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Monessen Arlington Directvent Fireplace Available in three different configurations, this fireplace can be installed as a peninsula, see-through, or left/right corner piece. Special accessory kits (including firebrick, glass, and porcelain inserts) allow you to customize a unique look for each home. The Signature Command™ system features a touchscreen remote, allowing homeowners to turn the fireplace on and off or adjust the three-step flame height from the comfort of their couch. Contact: www.monessenhearth.com.

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The Finley Island The Finley Island offers all you can desire in an outdoor-cooking cabinet in a compact, sleek design. The single drawer is the perfect place to collect your spices, sauces, or grilling utensils. Underneath the drawer is a larger storage area perfect for all those necessary bags of charcoal. Additional storage underneath the grill ensures that all your cooking accessories can find a clean, dry home within easy reach. The Finley also sports an umbrella insert for those hot summer days. This cabinet has two swiveling casters and two rigid casters, ensuring that your cabinet goes wherever you need it to go. Contact: (800) 624-6512 or www.selectoutdoorkitchens.com.

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easyFlex Wall and Pole Umbrellas Stay in the shade all day long with these innovative shade solutions from Shade Made Easy. The flexible arm is easily mounted to a wall or to any easyFlex pole. The combination of flexible arm and tilt provides shade when and where you need it. With the easyFlex pole umbrella, you can add up to three umbrellas on one pole.

The clever zipper system allows easyFlex to fold away in seconds. Contact: (866) SME-4SALE or www.shademadeeasy.com.

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Majestic B-vent Designer Fireplace Systems Perfect for homes in milder climates that want a lot of style, but not a lot of heat, the B-vent Designer series is available in see-through and peninsula models. With optional firebrick backs and sides, as well as standard black trim, these 42,000-Btu fireplaces offer great aesthetics and exciting design applications. In addition, the Signature Command™ system, with an optional touchscreen remote control, brings fireplace controls right to the homeowner’s fingertips. Contact: www.majesticproducts.com.

Circle Reader Service No. 186

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Sunpak Patio Heaters Sunpak® models S25 and S34 are outdoor-rated heaters available for use with natural or propane gas. These state-of-the art heaters offer a slim profile that works well in a wide variety of patio settings. These heaters can be either wall mounted or ceiling mounted. The optional mounting kit allows the heater to be mounted from above, keeping the patio deck free and clear. Sunpak comes with a 24-volt AC spark-ignition system that includes flame monitoring through flame rectification. All Sunpak heaters require an external 24-volt AC source.

Sunpak heaters are available in a black powder coat or a 304 stainless-steel finish.

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

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Flexx Market Umbrellas Flexx Market Umbrellas offers a patent-pending spring component that provides wind protection for a traditional aluminum umbrella. Contact: Andrew Mehlman at (602) 432-5874 or www.FlexxUmbrellas.com.

Circle Reader Service No. 188

A Hot Add-on for Retailers The common denominator of popular-priced gas barbecue grills and high-end solid-stainless models is the worry over stains, drips, and grease and what they can do to a deck, dock, porch, patio, or pool surround.

DiversiTech has introduced The Gas Grill Splatter Mat™ to give the customer real, low-cost relief from a high-ticket potential

problem; in the process, DiversiTech has given retailers an easy, high-margin add-on sales item. Made in the United States, The Gas Grill Splatter Mat protects the surfaces under gas grills, covers existing stains, and is easy to clean. It is also reversible, and it will not harm composite decking. The standard 30x48-inch size enables it to fit under most gas grills on the market. Contact: (866) 474-5572 or www.grillpad.com.

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bringing in newly hired personnel, many of whom are neither knowledgeable nor skilled. We want to make sure there’s a continued push to enroll those new people in the HPB Education Foundation’s training sessions and in the NFI certification program. To succeed in our industries, our dealers must have an educated and professional staff and a certified shop.

Based on my visits with dealers (plus feedback from firegear’s representatives), I know that the competition is heating up to attract customers. It is very encouraging to see dealers investing in their showrooms. They are ripping out walls and putting in new products. Many are passionate about their businesses—which is critical, because customers expect this.

Aggressive dealers are using websites, Facebook pages, and Twitter accounts to attract new customers, as well as reaching out to former customers through creative emails and direct mailings.

Many manufacturers’ websites provide consumers with a retailer locator that drives business to the dealers. For all of this to be effective, though, the products need to be in the store for consumers to see them.

I also have seen dealers who look like deer staring into the headlights of an oncoming vehicle. If you are in this group, I ask you to think about a quote repeated by legendary golfer Jack Nicklaus in his eponymous autobiography (Stewart, Tabori, & Chang, 2007): “There is no room in your mind for negative thoughts. The busier you keep yourself with the particulars of shot assessment and execution, the less chance your mind has to dwell on the emotional. This is sheer intensity.”

The best place to shop for new products is HPBExpo, where you will find the best in hearth/barbecue technologies and designs. For instance, at firegear, we have contracted with true designers to create artistic hearth products for the home and for outdoor living. As we roll out new products (41, over the past two years), we continually expand our booth space to showcase our products. Our theme: Ignite your imagination.

I believe that theme resonates with all manufacturers exhibiting at HPBExpo, as they, too, showcase new and exciting products for your store. Attending this annual event is imperative for your bottom line.

It is, without a doubt, the greatest indoor/outdoorproduct annual event that is still exclusively for dealers around the world.

By attending, you’re thanking the many manufacturers, distributors, and representatives providing you with the best hearth and outdoor products available. I hope to see you at HPBExpo in Salt Lake City, Utah, on March 3–5, 2011.

Pardon my soapbox testimonial for the HPBA. I find it my duty to enlighten everyone in our industry with whom I come into contact with about the benefits of membership, beyond the trade show.

There are many other passionate people who feel the same way. This is our industry; we need to fight for our rights.

On a personal note, my thanks go to all of you who have made 2010 firegear’s best year ever. We are looking forward to a great fall season and 2011.

Dennis Smith is president of firegear, L.L.C., Canton, Michigan, and past chair of the Hearth, Patio & Barbecue Association.

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product in China. This sets a dangerous precedent for any companies currently doing business with Honeywell.”

Mertik Maxitrol further alleges that Honeywell’s continued sale of the V5475 counterfeit has caused confusion in the market and is likely to continue to mislead or deceive customers and members of the general public. Mertik Maxitrol contends that this could cause people to believe that Honeywell is authorized or licensed by Mertik Maxitrol to distribute the counterfeit. In addition, sale of the Honeywell V5475 counterfeit might mislead the public into thinking that Mertik Maxitrol is affiliated with Honeywell.

Mallin Casual Recognizes Its Top Employees

TUUCI’s Plantation MAX Classic Receives ICFA Award The Plantation MAX Classic, a unique shade platform designed and created by TUUCI, won the Design Excellence Award in the Shade Products category from the International Casual Furnishings Association (ICFA). The award was presented on September 22, 2010, at the ICFA reception in Chicago, Illinois.

Dougan Clarke, founder and CEO of TUUCI, says, “We are flattered to receive this prestigious recognition from our industry. We focused on perfecting the small details of the Plantation MAX Classic and are honored that others in our industry deemed us worthy of this award.”

TUUCI designed the Plantation MAX Classic to combine new-world materials with old-world charm. The maximized parasol features a giant

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Mallin Casual Furniture (Montebello, California) has announced that Donna Gabriel and Garry J. Hartness are both recipients of the company’s Salesperson of the Year Award for 2010. According to company officials, Gabriel and Hartness were selected for their tireless dedication and hard work.

Pink, Positive, and Practical canopy with classic European tailoring, providing more than 200 square feet of uninterrupted shade for any outdoor environment.

M&G Group Acquires Simpson DuraVent Simpson DuraVent has been acquired by the M&G Group and is now M&G DuraVent, Inc., a member of the M&G Group. The change of ownership became effective September 1, 2010.

The M&G Group (www.m-ggroup.com) is a pri-

Tervis® (North Venice, Florida) is proud to announce its collection of pink-ribbon tumblers, which were designed to raise money for breast-cancer research. The company will donate 10% of its sales of pink-ribbon tumblers during October (National Breast Cancer Awareness Month).

The collection features a variety of pink-ribbon designs. Recognized as the universal symbol for breast-cancer awareness, the pink ribbon signifies hope. Its optimistic color shines through beautifully in the glass-like clarity of Tervis’ insulated tumblers. These on-the-go cups keep hot drinks hot and cold drinks cold, and they are backed by a lifetime guarantee.

Since 2007, Tervis has been an avid supporter of breast-cancer research, donating more than $60,000 to the cause. According to Laura Spencer, president and CEO, “Making a positive difference is a part of the Tervis culture. It is important to support the community in this fight.” In addition, she notes the importance of giving the company’s support to ongoing efforts to reduce the number of people affected by breast cancer every day. To learn more, visit the company’s website at www.tervis.com.

vately owned consortium of 13 companies operating throughout Europe and headquartered in the Netherlands.

The M&G Group is a venting and chimney company that produces a wide range of products in aluminum, stainless steel, and plastic. It is the largest supplier of engineered venting systems for the high-efficiency heating market in Europe. All M&G companies, including M&G DuraVent (www.duravent.com), are venting companies.

Steve Eberhard, president of M&G DuraVent, says, “There is no change with our employees, manufacturer reps, email, phone numbers, and so on; business will run seamlessly, though there has been a change in ownership.”

Erratum Due to a printing error, the photo accompanying the article about Pat Magnotti in the July/August issue (page 10) was incorrect. Instead of publishing a photo of Pat Magnotti, we published a photo of Robert Dischner of Lennox Hearth Products. We apologize for this mistake.

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product profiles D I R E C T O RY

INDEX Phone

Website

Page

Company

Page

AEI ..................................................(949) 474-3070 ............www.aeigrillsandheaters.com ............59

AEI ....................................................................................................50, 72

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

Agio ..................................................................................................50, 56

Big Green Egg ..................................(770) 938-9394 ............www.biggreenegg.com ....................61

Big Green Egg ....................................................................................50, 60

Big Woods/Stellar Hearth Products ......(952) 224-4072 ............www.bigwoodshearth.com................53

Big Woods/Stellar Hearth Products..........................................................61, 69

Breckwell ..........................................(866) 606-8444 ............www.breckwell.com ........................69 Bull Outdoor Products ..........................(800) 521-2855 ............www.bullbbq.com ..........................27 California Outdoor Concepts................(877) 274-6773 ............www.californiaoutdoorconcepts.com ..31

Breckwell ..................................................................................................69 Bull Outdoor Products ............................................................................50, 68 California Outdoor Concepts ..................................................................54, 61 Classic Flame ............................................................................................66

The Companion Group........................(800) 521-0505 ............www.companion-group.com..............39

The Companion Group ..........................................................................54, 66

DiversiTech ........................................(866) 474-5572 ............www.diversitech.com ......................49

DiversiTech ..........................................................................................52, 72

Earth’s Flame......................................(888) 201-8805 ............www.earthsflame.com ......................63

Earth’s Flame ........................................................................................54, 65

Ebel ................................................(904) 399-2777 ............www.ebelinc.com............................55

Ebel....................................................................................................57, 62

Elmira Stove Works ............................(800) 295-8498 ............www.elmirastoveworks.com ..............65

Elmira Stove Works ..............................................................................54, 61

Empire Comfort Systems ......................(800) 851-3153 ............www.empirecomfort.com ..................25 Exhausto ..........................................(800) 255-2923 ............www.us.exhausto.com......................45 firegear ............................................(888) 220-4333 ............www.firegearusa.com ......................70 Gensun Casual Living..........................(866) 964-4468 ............www.gensuncasual.com ....................9

Empire Comfort Systems ........................................................................54, 64 Erwin and Sons ..........................................................................................70 firegear ..............................................................................................56, 60 Flexx Market Umbrellas ................................................................................72 FMI Products ..............................................................................................70

Glen Raven/Sunbrella ........................(336) 221-2211 ............www.sunbrella.com ........................41

Gensun Casual Living ............................................................................52, 56

Gloster Furniture ................................(434) 575-1003 ............www.gloster.com ............................21

Glen Raven/Sunbrella ..........................................................................50, 56

The HammockSource ..........................(800) 334-1078 ............www.thehammocksource.com ............57

Gloster Furniture....................................................................................56, 60

Hargrove Manufacturing ......................(800) 725-4166 ............www.hargrovegaslogs.com ..............68

The HammockSource ............................................................................50, 56

Hearth & Home Technologies ..............(800) 669-4328 ............www.hearthnhome.com ....................76

Hargrove Manufacturing ........................................................................63, 71

Highwood ........................................(262) 501-2580 ............www.highwood-usa.com ..................43 Hitzer ..............................................(260) 589-8536 ............www.hitzer.com ..............................62 The Holland Grill Company..................(800) 880-9766 ............www.hollandgrill.com ......................29

Hearth & Home Technologies..................................................................57, 66 Highwood ..........................................................................................57, 70 Hitzer ................................................................................................64, 70 The Holland Grill Company ....................................................................52, 68

Infratech............................................(800) 421-9455 ............www.infratech-usa.com ....................38

Infratech ..............................................................................................58, 61

International Pool/Spa/Patio Expo ........(888) 869-8522 ............www.poolspapatio.com....................71

Kamado Joe ..............................................................................................58

Lennox Hearth Products........................(800) 9-LENNOX ............www.lennox.com ..............................3

Lennox Hearth Products ................................................................................58

Miles Industries ..................................(800) 468-2567 ............www.valorfireplaces.com ..................37

Mallin Casual Furniture ..........................................................................59, 67

MLW Stone ......................................(800) 477-7665 ............www.mlwstone.com ........................64

Miles Industries ....................................................................................52, 59

Monessen Hearth Systems ....................(800) 867-0454 ............www.monessenhearth.com ................23 Napoleon Products ............................(800) 461-5581 ............www.napoleonproducts.com ..............7 Omega Mantels ................................(877) 254-3965 ............www.omegamouldings.com ..............75 Outdoor Lifestyle ................................(800) 294-4758 ............www.olfurniture.com ..........................2

MLW Stone ..............................................................................................59 Monessen Hearth Systems ................................................................64, 71, 72 Napoleon Products................................................................................60, 71 Omega Mantels ..................................................................................62, 69 Outdoor Lifestyle ..................................................................................60, 65

Oxford Garden ..................................(877) 866-3331 ............www.oxfordgarden.com ..................11

Oxford Garden ....................................................................................52, 62

Ragasco USA ....................................(800) 823-6677 ............www.ragascousa.com......................58

Ragasco USA ......................................................................................62, 67

RH Peterson Company ........................(800) 332-0240 ............www.rhpeterson.com ......................13

RH Peterson Company ..........................................................................58, 63

Select Outdoor Kitchens ......................(800) 624-6512 ............www.selectoutdoorkitchens.com ........15

Security Chimneys ......................................................................................59

Selkirk Corp.......................................(800) 992-8368 ............www.selkirkcorp.com ......................51

Select Outdoor Kitchens ........................................................................62, 72

South Sea Rattan ................................(336) 294-4100 ............www.southsearattan.com ..................66 SunBriteTV ........................................(866) 357-8688 ............www.sunbritetv.com ........................35 Town & Country/Pacific Energy ............(888) 223-0088 ............www.townandcountryfireplaces.com ..17

Selkirk Corp. ........................................................................................63, 69 Shade Made Easy ......................................................................................72 SunBriteTV ..........................................................................................52, 64 Town & Country/Pacific Energy ..............................................................65, 66

Treasure Garden/Shademaker ..............(626) 814-0168 ............www.treasuregarden.com ................19

Treasure Garden/Shademaker ................................................................60, 66

Tyler Retail Systems ............................(800) 237-5913 ............www.tylernet.com ............................67

Tyler Retail Systems................................................................................57, 67

ZipJack Custom Umbrellas ....................(914) 592-2000 ............www.zipjackumbrellas.com ..............30

ZipJack Custom Umbrellas ......................................................................54, 68

Patio & Hearth Products Report (ISSN 1939-6929) is published bimonthly by Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503. US Postage Paid at Lebanon Junction, KY 40150.

September/October 2010, Vol 5, No 5 © 2010 Peninsula Media. All rights reserved. No part of this publication may be reproduced in any form without written permission from the publisher. POSTMASTER: Send address changes to Peninsula Media, 21250 Hawthorne Blvd., Suite 700, Torrance, CA 90503-5514, patioandhearth@halldata.com, phone: (847) 763-9261. While the publishers have made every effort to ensure the accuracy of the materials presented in Patio & Hearth Products Report, they are not responsible for the correctness of the information and/or opinions expressed.

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Product innovation matters to you and your customers.

That’s why we’re always focused on what’s next.

As the industry leader, innovation remains at the core of every product offering. With the most patented products and technologies in the industry, our brands will continue to offer new products with a relentless pursuit.

For more information about new products, please call 888-382-5745.

Novus nXt Direct Vent Gas Fireplace

Solaris Multi-Sided Direct Vent Gas Fireplace

EDGETM 60 Pellet Fireplace

P35i Pellet Fireplace Insert

heatilator.com

heatnglo.com

quadrafire.com

harmanstoves.com

Circle Reader Service No. 76

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